International Retail Expansion: Understanding Opportunities in Global Markets
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This document discusses strategies for international retail expansion. It begins with an agenda for a presentation on case studies and strategies. It then provides information on opportunities in developed markets like Canada, Western Europe, Japan, and the United States. Emerging markets with opportunities discussed include Brazil, China, India, Mexico, and others. Key factors driving global retail growth are identified as the rising global middle class and growing consumer spending power. The presentation emphasizes understanding cultural differences between markets, bringing new products and brands, partnering with local companies, maintaining focus on the home market, and properly implementing the brand abroad.
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International Retail Expansion: Understanding Opportunities in Global Markets
- 1. SHOPPING THE GLOBE Understanding Opportunities for International Retail Expansion
- 2. AGENDA 1: 2: 3: Introductions Case Studies Q&A & Strategies
- 3. Irwin Miller Barry Bourbon
- 6. CANADA FRANCE Developed Markets
- 7. CANADA GERMANY FRANCE Developed Markets
- 8. CANADA GERMANY FRANCE ITALY Developed Markets
- 9. CANADA GERMANY FRANCE ITALY JAPAN Developed Markets
- 10. CANADA GERMANY FRANCE ITALY KOREA JAPAN Developed Markets
- 11. CANADA GERMANY FRANCE ITALY SPAIN KOREA JAPAN Developed Markets
- 12. UNITED CANADA KINGDOM GERMANY FRANCE ITALY SPAIN KOREA JAPAN Developed Markets
- 13. UNITED CANADA KINGDOM GERMANY FRANCE UNITED ITALY SPAIN KOREA JAPAN STATES Developed Markets
- 16. CHINA BRAZIL Emerging Markets
- 17. EGYPT CHINA BRAZIL Emerging Markets
- 18. EGYPT CHINA INDIA BRAZIL Emerging Markets
- 19. EGYPT CHINA INDIA BRAZIL MALAYSIA Emerging Markets
- 20. EGYPT CHINA MEXICO INDIA BRAZIL MALAYSIA Emerging Markets
- 21. RUSSIA EGYPT CHINA MEXICO INDIA BRAZIL MALAYSIA Emerging Markets
- 22. RUSSIA EGYPT CHINA MEXICO INDIA BRAZIL MALAYSIA SOUTH AFRICA Emerging Markets
- 23. RUSSIA EGYPT CHINA MEXICO THAILAND INDIA BRAZIL MALAYSIA SOUTH AFRICA Emerging Markets
- 24. RUSSIA TURKEY EGYPT CHINA MEXICO THAILAND INDIA BRAZIL MALAYSIA SOUTH AFRICA Emerging Markets
- 25. 1 BILLION people will ENTER the global consumer class by 2025. Source: McKinsey Global Institute
- 26. 1 BILLION people will ENTER the global consumer class by 2025. 600 MILLION of them will live in EMERGING markets. Source: McKinsey Global Institute
- 27. Nielsen, Emerging Markets, Emerging Opportunities, March 2012 CONTRIBUTORS TO GROWTH
- 28. Nielsen, Emerging Markets, Emerging Opportunities, March 2012 CONTRIBUTORS TO GROWTH Market Vitality
- 29. Nielsen, Emerging Markets, Emerging Opportunities, March 2012 CONTRIBUTORS TO GROWTH Population Growth Market Vitality
- 30. Nielsen, Emerging Markets, Emerging Opportunities, March 2012 CONTRIBUTORS TO GROWTH Population Growth Product Innovation Market Vitality
- 31. Nielsen, Emerging Markets, Emerging Opportunities, March 2012 CONTRIBUTORS TO GROWTH Middle Class Population Growth Product Innovation Market Vitality
- 32. Nielsen, Emerging Markets, Emerging Opportunities, March 2012 CONTRIBUTORS TO GROWTH Middle Class Population Growth Product Innovation Women Market Consumers Vitality
- 33. Nielsen, Emerging Markets, Emerging Opportunities, March 2012 CONTRIBUTORS TO GROWTH Middle Purchasing Class Power Population Growth Product Innovation Women Market Consumers Vitality
- 34. Nielsen, Emerging Markets, Emerging Opportunities, March 2012 CONTRIBUTORS TO GROWTH Middle Purchasing Class Power Population Growth Product Innovation Women Young Market Consumers Populations Vitality
- 35. Nielsen, Emerging Markets, Emerging Opportunities, March 2012 CONTRIBUTORS TO GROWTH Consumer Connectivity Middle Purchasing Class Power Population Growth Product Innovation Women Young Market Consumers Populations Vitality
- 36. RULE #1: KNOW YOUR AUDIENCE
- 40. LAP OF LUXURY
- 41. LAP OF LUXURY 244,266 VEHICLES SOLD IN CHINA IN SEPTEMBER Source: GM.com
- 43. RELATIONSHIPS ARE CRITICAL WARM HOSPITALITY AND BUSINESS ENTERTAINING ARE VITAL
- 44. RELATIONSHIPS ARE CRITICAL WARM HOSPITALITY AND BUSINESS ENTERTAINING ARE VITAL HIERARCHY IS PARAMOUNT
- 45. RELATIONSHIPS ARE CRITICAL WARM HOSPITALITY AND BUSINESS ENTERTAINING ARE VITAL HIERARCHY IS PARAMOUNT EXPECT HARD BARGAINING
- 46. PERCEPTION OF THE BRAND, PRE- AND POST-OPENING: Professional..................................... + 14% Authentic........................................... + 11% Technical............................................. + 10% High end/premium.................... + 9% Brand/image refresh............... + 21% Source: Nielsen China in-store customer surveys conducted February and April 2012, respectively
- 47. PERCEPTION OF THE BRAND, PRE- AND POST-OPENING: Professional..................................... + 14% Authentic........................................... + 11% Technical............................................. + 10% High end/premium.................... + 9% Brand/image refresh............... + 21% Source: Nielsen China in-store customer surveys conducted February and April 2012, respectively
- 49. TOO SEXY
- 50. TOO SEXY TOO EXPENSIVE
- 51. TOO SEXY TOO EXPENSIVE TOO D.I.Y.
- 52. RULE #2: BRING SOMETHING NEW TO THE MARKET
- 54. REVERSE INNOVATION TOTAL MOBILE- CELLULAR SUBSCRIPTIONS REACHED ALMOST 6 BILLION BY THE END OF 2011, CORRESPONDING TO A GLOBAL PENETRATION OF 86% Source: International Telecommunications Union
- 56. CREATE A BUZZ
- 57. SOMETIMES BRINGING SOMETHING NEW MEANS NEW BRANDS
- 58. I WISH I COULD START FRESH WITH AN ENTIRELY NEW LIFESTYLE. China......................................................... 70% Brazil......................................................... 59% Japan......................................................... 48% UK............................................................... 38% US................................................................ 36% I SOMETIMES FEEL UNCULTURED; I WISH I KNEW MORE ABOUT THE ARTS, LITERATURE, OTHER COUNTRIES, ETC. China......................................................... 61% Brazil......................................................... 55% Japan......................................................... 53% US................................................................ 31% UK............................................................... 30% Source: EuroRSCG, The New Consumer, June 2010
- 59. I WISH I COULD START FRESH WITH AN ENTIRELY NEW LIFESTYLE. China......................................................... 70% Brazil......................................................... 59% Japan......................................................... 48% UK............................................................... 38% US................................................................ 36% I SOMETIMES FEEL UNCULTURED; I WISH I KNEW MORE ABOUT THE ARTS, LITERATURE, OTHER COUNTRIES, ETC. China......................................................... 61% Brazil......................................................... 55% Japan......................................................... 53% US................................................................ 31% UK............................................................... 30% Source: EuroRSCG, The New Consumer, June 2010
- 60. I WISH I COULD START FRESH WITH AN ENTIRELY NEW LIFESTYLE. China......................................................... 70% Brazil......................................................... 59% Japan......................................................... 48% UK............................................................... 38% US................................................................ 36% I SOMETIMES FEEL UNCULTURED; I WISH I KNEW MORE ABOUT THE ARTS, LITERATURE, OTHER COUNTRIES, ETC. China......................................................... 61% Brazil......................................................... 55% Japan......................................................... 53% US................................................................ 31% UK............................................................... 30% Source: EuroRSCG, The New Consumer, June 2010
- 62. RULE #3: FIND THE RIGHT PARTNERS
- 63. QUALITY CONTROL
- 65. QUALITY CONTROL MONITOR PROJECT PROGRESS STATE DEFINITIONS OF CONTROL UP FRONT
- 66. QUALITY CONTROL MONITOR PROJECT PROGRESS STATE DEFINITIONS OF CONTROL UP FRONT ENSURE PROPER BRAND IMPLEMENTATION
- 75. RESOURCES:
- 76. RESOURCES:
- 77. RESOURCES:
- 78. RESOURCES:
- 79. RESOURCES:
- 80. RULE #4: DON’T LOSE FOCUS ON YOUR HOME MARKET
- 82. TIMING IS EVERYTHING “ We had so much to accomplish in the US. We spent the last 10 years repositioning and elevating the brand. It was really important for us to get things right. It was important for us to come [into Asia] in an elegant, calculated way. ” – Jenna Lyons, J.Crew Creative Director
- 86. MADE FOR ALL
- 87. MADE FOR ALL
- 88. MADE FOR ALL
- 89. THE RULES
- 90. THE RULES 1. KNOW YOUR AUDIENCE
- 91. THE RULES 1. KNOW YOUR AUDIENCE 2. BRING SOMETHING NEW TO MARKET
- 92. THE RULES 1. KNOW YOUR AUDIENCE 2. BRING SOMETHING NEW TO MARKET 3. FIND THE RIGHT PARTNERS
- 93. THE RULES 1. KNOW YOUR AUDIENCE 2. BRING SOMETHING NEW TO MARKET 3. FIND THE RIGHT PARTNERS 4. DON’T LOSE FOCUS ON YOUR HOME MARKET
- 94. QUESTIONS?
- 95. Irwin Miller Barry Bourbon Principal, Gensler Los Angeles Principal, Gensler San Francisco irwin_miller@gensler.com barry_bourbon@gensler.com +1 (213) 327-3720 + 1 (415) 836-4106