海外销售计划案例解析英文版.docx

1、海外销售计划案例解析英文版SELLING TANG SUIT TO U.S.APrepare forPeter Johnson,Chief Operating OfficerNovember 27, 2010CONTENTSPAGEIntroduction .1Features and Uses of Tang Suit .2 Type of Tang Suit .2 What fabric to make a tang suit? .2 Features of Tang Suit .2Market Analysis and Development Strategy .31. Location

2、 .32. Sales Strategy .33. Development .44. Market Price .4High Tariffs of the America 5 Data of the Tariffs .5 Way to Solve the Tariff Problem .5Consumer Preferences for Tang Suit .6 Why Tang Suit popular in the America? .6Laws and regulations About Selling Overseas .7Laws and regulations about text

3、ile import in America .7Laws and regulations of textile export in China 7Conclusions and Recommendations .8SELLING TANG SUIT TO U.S.AINTRODUCTIONIn the 2001 Shanghai APEC meeting, a picture of former president Bush in the Tang Suit has aroused much attention throughout the U.S. American is not only

4、attracted by the suit but rather than the name behind the clothes it represents: China. Previously, commercials made in China are most welcome in U.S market for their cheap price. Presently, more attention is paid to this country for its success in economic accomplishment. U.S citizens are eager to

5、learn more about China. An item not only made in China but telling the story of China will win more hearts. People will be proud of possessing a collection of Chinese traditional clothes such as the Tang Suit. Therefore, selling the Tang Suit to U.S must be a business opportunity. In order to prove

6、it, this report attempts to conduct a comprehensive analysis of Tang Suit, including the feature of the suit, the market prediction and targeting potential costumers etc.This report will help investors to achieve their business goal of selling Tang Suit by illustrating the perfect location in U.S ma

7、rket where more eyes would draw to the suit. Meanwhile, the sale strategy and the price analysis could help companies to assess the revenue and cost ratio before starting the real business. There is one statistic display reveal the development of Tang Suit sales in U.S to ensure the confidence of th

8、e investors.The report will not only demonstrate the opportunity of the Tang Suit business but it uses a major part to narrate the problems companies might confront. The tariff and law regulations would be the crucial part. In terms of the tariff, we could only use data to display the actual fact. I

9、t is not our main focus to reach a concrete solution to this issue. However, we do provide some techniques to avoid the high tariff would endanger the revenue, but it is not assured. We suggest the guest should read another part on why invest in the U.S market.In this part, the report fully elaborat

10、es the market potential and tendency of the sales in the future. Comparing to the risk the companies might face, the high profit and huge market should influence more on the final decision. FEATURES AND USES OF TANG SUITTang suit contains five distinguishing: collar, joint sleeve, breasted, rectangu

11、lar buttons, fabric (brocade, silk). It used to be worn in ceremonies and festival occasions. Mainly used for ceremonial clothing and festival clothing. However, presently, new elements such as the west style have added to the tang suit, which makes the tang suit can be wore in daily life. Type of T

12、ang SuitThere are three different types of Tang Suit: Narrow-sleeved jacket or skirt; Hu Dress; and the woman style. What Fabric to Make a Tang Suit?Most garments are made from natural fabrics such as brocade, silk, cotton, but with the progress of the times, but now, a new material can be found in

13、the Tang Suit market: leather. The combination of leather and costume not only to retain the elegant costume, at the same time, tang suit looks differ from before. This is a good idea to expand the market.Now, tang suit has attack new factors in it, it makes tang suit to be out of the ceremonial clo

14、thing, daily life, holiday can wear tang suit.Features of Tang SuitIn fact, today the Tang Suit we are wearing does not come from original one. Now the tang suit from the Manchu is a combination of traditional and modern materials. It draws on the Qing dynasty traditional clothing while using the We

15、stern clothings technique cut. For example, the Chinese clothing with rarely used long sleeves, since there is no clothing with long sleeves is equivalent no waist. Tang suit is very popular among the upper level people in Hong Kong, Macau and who retuned form foreign countries. Today, it has become

16、 popular topic around foreign people. Since that, in 2001, APEC leaders make a tang suit” debut, people to set off the Chinese people to wear their own clothes, the feelings. Today, tang suit wears very general, in China, people wears tang suit in wedding, it also wears in important festival, for ex

17、ample: spring festival, Dragon Boat Festival and so on .in a word, it is a formal wear.MARKET ANALYSIS AND DEVELOPMENT STRATEGYTang suit in the U.S. market is very promising, for in some aspects, such as future development, market pricing, local selection, marketing strategy, we have to do a deep in

18、vestigation, from which we conclude that, some of the following situation.1. LocationIn New Yorks Chinatown, people will often find several secretly points here, like we often go to Chinatown, near the SOHO loft mainly to prepare for tourists and foreigners such as us overseas Chinese.Since then not

19、 difficult to see a lot of people in the United States are exposed to the costume in Chinatown, the choice of this location is limited, we think that we should adhere to some cities in the United States to set up sales shop, but if you want more Americans understand that costume, or even buy a costu

20、me, not only in big cities, but also in some villages in advertising, etc., so that people costume to love, so that we can hope to fully open the U.S. market, in the main area we will established shops, such as New York, Chicago, Los Angeles downtown area.2. Sales StrategyTang suit the way in the bu

21、siness, either purchase only from manufacturers, sold changed hands make the difference; also their production, processing and sale of through-train, the costume design, development, innovation and production and marketing business takes all.In costume design and development of cultural content on i

22、t should be combined with modern consumption habits, it is necessary to reflect the cultural tastes of the Chinese Tang Dynasty era, but also to take care of peoples consumption of modern psychological and aesthetic tendencies. Tailor-made for the guests could also be considered, so that each guests

23、 consumption demand can be met.In the costume of the brand strategy, we believe that by the time the show or the festival of Chinese martial arts performances, reflecting the costume has gone deep into our lives a little bit. In addition, we also think we can and every Chinese restaurant or Chinese

24、goods sales pitch, and reached a cooperation agreement. Mainly by the number of salespeople to sell dressed in costume, so you can more directly to the Americans some visual sense of the cordial feeling better costume.3. DevelopmentTang suit on the market and the Tang Dynastys costume is not the sam

25、e, one in shape, has been shaped to the Tang Dynasty when the undercover shaped gown；Second is material from the past into a silk wool, acrylic and silk blend. This can reduce the cost of raw materials and selling prices, affordable to more people.A Chinese Garment Industry Association statistics sh

26、ow that as the propensity to consume, social and cultural value and the era of diversification, coupled with the elegance of the Tang suit, gorgeous and deep cultural connotation, costume consumption is also growing year by year. Since 2000, the annual growth rate in more than 10% and this trend wil

27、l continue, therefore, regarded as a business venture Tang suits the road.Tang suits the culture and use of influence, we can use advertising and other publicity means a lot to expand the development of costume.4. Market PriceIn the inputs: Rent a frontage pavement area of 20 square meters, the mont

28、hly rent of 2,000 Yuan, the annual rent 24,000 Yuan; 9,000 store decoration, 3-year assessment is completed, annual amortization 3,000; Purchase of business equipment and 3,000 Yuan, 3-year amortization is completed, assessed 1,000 Yuan per year; Employees who work a monthly salary of 1,000 Yuan, th

29、e annual 1.2 million; other expenses 5,000 / year. Annual of fixed operating costs is 4.5 million.The outputs: the Tang suit are many different specifications, high or low sales prices, cheap pieces of less than 100 Yuan each, while the expensive 700 Yuan each. According to an average of 400 Yuan /

30、piece, the average daily sales of three, with sales 1200 Yuan, annual sales 430,000 Yuan, an average of 30% of the gross margin calculations, gross profit of 129,000 Yuan may be. Net of 4.5 million of fixed operating costs, may be more than 8 million net profits.Tang suits market is now pricing 30 t

31、o 60 dollars, costume also reflects the fashion, tradition, and national characteristics such as style, many people are now the first choice for clothing.HIGH TARIFFS OF THE AMERICATo export Tang Suit to America, the most important problem we need to face is the high tariffs of the clothes in America. American labor force is very expensive, but Chinese labor force is much cheaper, so t