Star Appliances
Mission Statement Company Objectives
Company Overview 1. Historical Outline 2.
Products and Services 3. Financial
Statements SWOT Analysis § An analysis of
company’s strengths § An analysis
of company’s weaknesses § An analysis of
company’s opportunities § An
analysis of company’s threats Business
Strategy Marketing Mix § Product §
Pricing § Place § Promotion Analysis of
Major Competitors in the Field §
Kenmore § Whirlpool § Kirby § Maytag § GE
International Expansion 1.
Hungary § External Environment § Industry Analysis
§ Recommended Entry Mode
2. Japan § External Environment § Industry Analysis
§ Expansion Strategy for
the Future Five Years 4. Canada § External
Environment § Expansion
Strategy for the Future Five Years 5. Mexico §
External Environment §
Industry Analysis § Expansion Strategy for the Future
Five Years Growth
Forecasts for Years 2000, 2001, 2002, 2003, 2004
Implementation The View
Ahead Star Appliances Inc. Mission Statement Quality For
over thirty years,
Star Appliances Inc. has been helping people to manage their
homes. Today,
Star Appliances Inc. is one of the major competitors in the
household
industry and one of the most selling brand in America. Star
Appliances
Inc. Mission is to: § Achieve technology excellence in current
and future
generations of products, processes, and services. § Develop
innovations by
creating entirely new business opportunities. § Help solve
critical technical
challenges. § Attract and develop new technical leaders. §
Ensure leadership
technology in all departments of Star Appliances. § Drive
corporate initiatives
across Star Appliances. § Expand its market by
exploring a global economy
Satisfaction All Star Appliances products
contain proper warranty information.
Each appliance comes with a pledge
of Satisfaction Guaranteed or your money
back. Star Appliances offers
maintenance agreements and annual check-ups to keep
your appliances running
right. And should anything ever go wrong with your Star
appliance (and we
hope it never does), we offer a nationwide network of service
technicians to
make sure it gets fixed fast and fixed right. Value When you
compare
feature-for-feature, you’ll find that Star Appliances offers more for
the
money than any other brand. Maybe that’s why s leading consumer
magazine
recently ranked Star’s washers, dryers, and vacuums NUMBER ONE in
their
respective categories. Have questions or need more information about
new Star
products? Call 1-888-1ST-STAR or speak to a Customer Service
Representative For
service information or to schedule a service, call
1-800-4MY-STAR. Star
Appliances Inc. Company Objectives Integrity
Integrity is an uncompromising
characteristic for all Star Appliances
employees. It is an implicit factor in
customer relationships and the
cornerstone of all Star Appliances business
activities. Along with the
company's reputation for innovation, growth and
success, we value integrity
among the essential and critical elements in our
employees. It is the
baseline by which we measure everything else and from which
we never
compromise. Creativity Star’s continued success is the result of
its
employees’ creativity. Every day, teams of Star Appliances people push
the
frontiers, developing new products and services to serve their
customers.
Focusing on highly specialized financial services segments,
our people develop a
unique understanding of customer requirements as they
apply their collective
talents to solving industry challenges. Intellect At
Star, we've never separated
ideas from actions—both are essential elements of
the competitive equation.
Developing the most advanced financial product
or innovative service is
meaningless if you don't move quickly to get it to
market and delivered to
customers. The people from Star understand the
importance of both ideas and
action to maintain the company's position as one
of the leaders in the market.
Quality as a corporate objective:
Company-wide Quality, as a corporate
objective, means attaining a level of
overall performance and attitude that
makes Star Appliances the natural
choice of customers and earns the respect of
all those affected by the
Company's activities. Company-wide Quality, as an
individual objective, is
achieved by employees who aspire to be better than the
best. Star Appliances
is committed to providing flexibility in the design,
calibration, repair, and
testing services to customers while maintaining a
consistent, optimum level
of quality. The services we offer include standard
service packages as well
as customized service capabilities to accommodate
unique customer
requirements. Our business-wide commitment to meet the needs of
customers is
the foundation for the Quality System. Star Appliances is dedicated
to
maintaining close relationships with our suppliers. The overall objective
is
to make certain that we exceed our customer's expectations. Company
Profile q
Historical Outline Star Appliances Inc. designs, manufactures,
sells and
supports a line of household appliances. The company was started in
1970 and has
grown steadily to its current size. Star Appliances has its head
office in
Bridgeport, CT and about 8 domestic branch offices. The two
major factories are
located in Iowa and Texas. Star Appliances Inc employs
approximately 500
personnel. The company went public in 1984. Today, Star
Appliances Inc has taken
around 15% of the U.S. household appliances
industry. Star Appliances Inc. has
international markets, including Canada,
Japan, and Mexico. v Focused Management
With premium business management
teams, we can provide our customer better
service, sharpen our product focus
and increase the efficiency of our own
personnel. v Accelerated Sales By
consistently creating the leading products in
our respective markets, Star
Appliances Inc. has developed valuable brand equity
and an enviable record of
sales growth. The increased breadth of our product
line, the organization of
our sales and marketing, the diversity of our
complementary markets and our
refocused R&D all work to enhance Star’s
sales potential. v Scale Star
Appliances Inc. has nearly doubled the number of
our facilities, greatly
increasing our capacity and resources. We, a large size
company, enable us to
successfully complete and fulfill significantly larger
orders, increase the
comfort large customers have in doing business with us and
provide
opportunities in the future further development of our company.
q
Financial Statements SWOT Analysis Strengths § Complete product line§
Good
reputation§ Customer loyalty § Employees’ creativity§ Being in
business
nearly thirty years.§ High quality products§ Excellent after-sale
services§
Experienced management teams§ Experience in foreign exporting§
Excellent
performance in foreign markets § Sufficient capital resources to
support
expansion.§ Sales increasing steadily § Well-trained repair
technicians
Weaknesses § Unfamiliarity with foreign markets due to
insufficient research§
Small market shares in the U.S.§ Infrequent
participation in exhibitions, thus,
lack of exposure to potential buyers§
Minimal advertising and weak promotion §
Infrequent participation in
exhibitions, thus, lack of exposure to potential
buyers Opportunities §
International Expansion § Innovative R&D § Further
developments in
unsaturated markets of Japan, Canada, and Mexico§ Developing
online
interactions with customers in Japan, Canada, and Mexico§ Relatively
less
American competitors in Hungary§ Hungarian standards of living are
fast
growing Threats § Intense competitions§ New competitors in the same
industry
Business Strategy Business Strategy § Product niche; § Price
competitiveness;
§ Appropriate after-sales service; § Right Voltage (220 not
110) – Hungary
Marketing Mix § Product – Star Appliances produces
complete lines of basic
and major household appliances. Household electrical
appliances include
housekeeping appliances (washing machines, vacuum
cleaners, electric irons),
cooking and kitchen appliances (refrigerators,
microwaves ovens, toasters), air
conditioning equipment (air conditioners,
fans, air purifiers). We are going to
promote three different categories of
our products, which are washer, dryer, and
vacuum cleaner, in our new market
Hungary. We select seven kinds of products
from those three categories to
enter the foreign markets first. While in Mexico,
Japan, and Canada,
which are our existing markets, Star Appliances, Inc will
keep the same
product categories and introduce innovative small appliances to
those
markets. By setting up the manufacturing plant in Mexico, Star
Appliances,
Inc will manufacture the whole lines of household appliances.
Total output will
depend on production capacity, demand forecast, quarterly
financial planning and
other related cost. Output of each line of appliances
will mainly depend on
estimated demand and inventory level. According to
industrial needs and upon
customer’s request, Star Appliances, Inc will make
certain customization while
maintain our quality standards. § Price – As of
the Hungarian Market,
reliability and appropriate credit, guarantee and
servicing terms are all those
factors which are taken into account by the
Hungarian end-users and distributors
in the purchase decisions. Home delivery
is an attracting factor used by many
retailers over a certain purchase value
mostly above HUF 50,000 (USD 240) and
after-sales services are also essential
because Star Appliances, Inc is
determined to establish a significant
long-term presence in Hungary. Star
Appliances, Inc. will offer
competitive prices compared to our competitors. Star
Appliances, Inc.
provides two-year warranty for washing machines dryers, and
vacuum cleaners,
which is double the warranty time than other suppliers. §
Place - Foreign
brands distributors have either established their own
distribution operations
and exclusive product showrooms in major Hungarian
cities or find it easier
and more convenient to appoint a local agent /
distributor who acts on a
commission basis while distributing their products.
Star Appliances, Inc
will find a local distributor in the capital city,
Budapest, to
distribute our products. The local partner should be capable of
waging
promotional campaigns, maintaining spare parts and accessories and
carrying
sufficient stocks. Reliability, timely deliveries and efficient,
low-cost,
and after-sale service capabilities are key factors in Hungary.
Since
Hungary is a sophisticated but relatively small market, it is
advisable to
negotiate an exclusive distribution arrangement when the right
company is
located. § Promotion – Star Appliances, Inc. wishes to market our
household
appliances to Hungary and wants to appoint an exclusive local
agent/distributor
who acts on a commission basis. The representative should
be able to set up
promotional campaigns with the financial help of Star
Appliances, Inc. and
maintain an extensive household appliance inventory
carrying a large range of
stock kept in a bonded warehouse. There is a wide
range of commercial
television, radio, newspapers and magazines
advertisements as well as direct
mail services. We decide to use television
advertising, because it can reach
more than 80 percent of Hungarians. A
single showing of a 30-seconds commercial
in Hungarian costs between USD
5,000-8,000 depending upon program ratings and
timings. A 30-second radio
advertising at a national commercial radio station
would cost around USD 600.
We will also look into other promotional methods such
as participation in
international trade fairs, exhibitions and business to
business promotions.
Analysis of Major Competitors in Household Appliance
Industry § Kenmore -
The Kenmore company has been on the market for over 70
years. Today, it is
one of the best selling brands of home appliances in
America. Kenmore
sells its products through Sears, a large appliance retail
chain. Every
Kenmore appliance comes with Sears pledge of Satisfaction
Guaranteed or
person’s money back. Sears offers maintenance agreements and
annual check-ups
to keep the appliances running right. Sears offers a nationwide
network of
technicians to make sure that their products get fixed fast and fixed
right.
§ Whirlpool - Whirlpool Corporation is the one of the world's
leading
manufacturers and marketers of major home appliances. The company has
principal
manufacturing operations and marketing activities in North and
South America,
Europe, and Asia. Whirlpool's primary brand names --
KitchenAid, Roper,
Bauknecht, Ignis, Brastemp, Consul and its global
Whirlpool brand -- are
marketed in more than 170 countries worldwide. In
North America, Whirlpool is
the largest supplier of major appliances to
Sears, Roebuck and Company under the
Kenmore brand. Whirlpool
manufactures and markets a full line of appliances in
each market it serves
worldwide: clothes, washers and dryers, refrigerators,
freezers, dishwashers,
ranges, compactors, room air conditioners and microwaves,
together with
portable appliances such as stand mixers, hand mixers and
blenders. § Kirby -
The Kirby Company has been in the market for more than 85
years. As a
Division of The Scott Fetzer Company, they have produced fine Home
Care
System in the world. Kirby focuses on providing quality, reliability
and
service. Although their prices are much higher than those of other
vacuum
cleaner producers they have enjoyed a steady flow of new customers who
are more
interested in quality. Kirby’s vacuum cleaners are designed for
people who
have higher income and who appreciate cleanliness. Kirby products
are only sold
though in-home demonstrations. Through their 85-year history,
Kirby has shown
that the in-home demonstration allows potential customers the
chance to see how
the system can meet their unique cleaning needs. § Maytag -
Maytag was founded
in 1893. Maytag Corporation is a leading producer of home
and commercial
appliances. Its products are sold to customers throughout
North America and in
targeted international markets. Maytag also is the
majority owner in a China
joint venture with Hefei Rongshida, a leading
washing machine company that is
expanding into the refrigeration business.
The company produces premium brand
major appliances such as washers, dryers,
dishwashers, cooking appliances,
refrigerators, vacuum cleaners, extractors,
commercial cooking, laundry, floor
care equipment, and vending machines. In
1999 the company increased its sales to
4.3 billion dollars from 4.07
billion dollars in 1998. As a result of this,
gross profits rose by 70
million. The company currently pays .72 dollars per
share to its
shareholders. Net income rose by 48 million dollars. § GE - GE is
a
diversified services, technology and manufacturing company with a
commitment
to achieving customer success and worldwide leadership in each of
its
businesses. GE operates in more than 100 countries and employs nearly
340,000
people worldwide, including 197,000 in the United States. John F.
Welch has been
Chairman and Chief Executive Officer of GE since 1981. The
Company traces its
beginnings to Thomas A. Edison, who established Edison
Electric Light Company in
1878. In 1892, a merger of Edison General
Electric Company and Thomson-Houston
Electric Company created General
Electric Company. GE is the only company listed
in the Dow Jones Industrial
Index today that was also included in the original
index in 1896. Revenues of
the company for 1999 are $111.6 Billion. 1999 Net
Earnings are $10.7
Billion and the number of shareowners is about 2.1 Million
International
Expansion 1. External Environment § Demographic – The
population was
10,208,127 (July 1998 est.) Age structure was as follows: 0-14
years: 18%
(male 915,412; female 872,706) 15-64 years: 68% (male 3,413,170;
female
3,533,085) 65 years and over: 14% (male 550,974; female 922,780)
(July
1998 est.) The population growth rate was -0.23% (1998 est.) Ethnic
groups are
Hungarian 89.9%, Gypsy 4%, German 2.6%, Serb 2%, Slovak 0.8%,
Romanian 0.7%.
Hungarian is the major language. Other language speakers
are only 1.8% of the
population. § Political/Legal - Country name in the
conventional long form is
Republic of Hungary, and in conventional short
form is Hungary. The local long
form is Magyar Koztarsasag and the local
short form is Magyarorszag. The
Government type is republic. The national
capital is Budapest. § Economic –
Hungary has consolidated its March 1995
stabilization program and undergone
enough restructuring to become an
established market economy. Consequently,
Hungary's economy has been
growing rapidly over the last six years. Hungary has
made significant
progress in stabilizing inflation through effective
implementation of
monetary policy. In the early 1990s, Hungary's economy
experienced high rates
of inflation, reaching a peak of 30 percent in 1992-93.
With the help of
market stabilizing efforts the inflation rate dropped to an
annual 12 percent
by the end of 1998. The targeted rate for 1999 is to reach
single digits. The
government's main economic priorities are to complete
structural reforms,
particularly the implementation of the 1997 pension reform
act (the first in
the region), taxation reform, and planning for comprehensive
health care,
local government finance reform, and the reform of education at all
levels.
Foreign investment has totaled more than $17 billion through 1997.
In
recognition of Hungary's improved macro-economic situation, all
major
credit-rating agencies listed the country's foreign currency debt
issuances as
investment grade in 1996. The current IMF stand-by arrangement
expired in
February 1998, and Budapest and the IMF agree that there is no
need to renew it.
The OECD welcomed Hungary as a member in May 1996, and
in December 1997 the EU
invited Hungary to begin the accession process.
Forecasters expect 4%-5% growth
in 1998. GDP’s purchasing power parity is
$73.2 billion (1997 est.) GDP’s
real growth rate is 4.4% (1997 est.) GDP per
capita purchasing power parity is
$7,400 (1997 est.) Inflation rate--consumer
price index is 18% (1997 est.)
Unemployment rate is 9% (1997 est.) As a
small country with a relatively small
domestic market Hungary's economy is
highly dependent on foreign trade.
International trade in goods and
services amounted to approximately 80 percent
of the GDP during the last
three years. § Sociocultural - English is regularly
used in business
contexts. There are, of course, firms, especially smaller ones,
whose
principals do not speak English. In these instances, an interpreter is
often
made available. It is nonetheless prudent to ask in advance
what
interpretation provisions have been made for a meeting. Hungarians
address each
other by their family names first, followed by their given names
(e.g., Smith
John). Business cards follow this convention unless printed
in English. It is
always advantageous to learn basic greetings in Hungarian.
Even the most minimal
efforts will be appreciated by Hungarian business
partners. § Global – Real
wages especially in the private and banking sector
are expected to increase 3-4
percent in 1999 and beyond during the following
years. The recovery should
result in excess disposable household income and
could stimulate further demand
for small household appliances such as
toasters, sandwich makers, fryers etc.,
which were not typically a part of
Hungarian households in the past.
Additionally, there is a developing and
distinctly upwardly mobile
entrepreneurial class, which accounts for about 5
percent of the total
population. This segment of the population has more
income to spend on luxury
goods and is less price-conscious. This group has
easy access to household
appliances and it is the main purchaser of more
upscale items such as automatic
dishwashers, washer-dryers, etc. Imports have
increased as a result of CEFTA
liberalization of trade policies and the
potential threshold membership with the
European Union. The free trade
agreements called for elimination of all duties
on products with the
exception of textile and steel products and have increased
business
opportunities for European firms through liberalization of trade.
U.S.
imports face a more difficult situation due to comparatively higher
import
duties for imported American products. 2. Industry Analysis v
Household
Appliances Industry Summary 1. The total market for household
consumer goods in
Hungary was $589 million in 1998. Consumption is
expected to grow slightly and
the total market for household appliances might
reach $620 million by the end of
1999. 2. Since the beginning of the
1990s, there has been a much larger product
selection in the Hungarian market
in household appliances - especially the white
goods - owing to increased
imports and increased local manufacturing of Western
brands which has
contributed to rising consumer demand. This development is
somewhat
surprising due to an overall drop in real wages over the same
period.
Further growth can be expected over the coming years as
consumption levels began
to increase last year. Foreign and domestic brand
competition has tightened, and
both quality and price now play an important
role in consumers' decisions. 3.
The Hungarian market for household
appliances relies on imports from a mix of
countries; among the most
important ones are European Union countries (led by
Germany), Japan and
the U.S. During 1997, the market for appliances in Hungary
grew by more than
8 percent over 1996. The total market is expected to continue
to grow at
about an annual 4-5 percent over the next three years. Imports in
1998
were $320 million, representing a 7 percent increase over the previous
year.
Imports from the U.S. amounted to $22 million, a slight 2 percent
increase
over 1997 import level. Of the $22 million, $16 million were large
appliances,
chiefly washers, dryers, dishwashers, refrigerators and freezers,
and $6 million
were small appliances. Best prospects in this category are
washing machines,
dryers, vacuum cleaners, hair dryers, HI-FI sets and VCRs.
The Hungarian market
for household appliances has shown an overall
improvement over the past three
years, and is considered to be a promising
market for American products. 4.
Household appliances include the
following: - Non-kitchen appliances, e.g.
washing machines & dryers; -
Small appliances, e.g. hair dryers, irons; -
Kitchen appliances, e.g.
refrigerators, microwaves and dishwashers; - Household
electronics, e.g. TV
sets, VCRs, HI-FI sets. 5. Market Highlights STATISTICAL
DATA (USD
million) 1998 1999 2000 Import Market 320,2 339,2 359,5 Production
410,2
417,5 428,3 Exports 141,0 143,5 144,2 Market Size 589,4 613,2 643,6
US
Exports to Hungary 22 23,1 24,3 Exchange Rates 192 240 278 Source:
Figures are
based on preliminary and partial data of the Central Statistical
Office 1998
Publications, Budapest, Hungary, on "Foreign Trade
Statistics" issued
by the Ministry of Economy, 1998 and "U.S.-Hungarian
Statistics"
issued by Kopint-Datorg Market Research Company. Estimated Future
Inflation
Rate: 10% Last Year's Import Market Share (Percent for Major
Competitors and
US): Germany: 28%, France: 23% Japan: 21% Austria: 13%
Italy: 9% U.S.: 6%
Estimated Future Inflation Rate: 10% or below USA: 8%,
EU: 37%, Japan: 20%,
Korea: 17%, Others 12%. 6. According to market
research, there is continued
demand for household appliances in Hungary. A
reason for that is the wide
selection of internationally well known brands
already available on the domestic
market. Previously, limited only to
products produced by Hungarian manufacturers
("Energomat" washing machines or
"Elekthermax" cookers), and
based on poor East-European quality, consumers
are now confronted with thousands
of products -- from relatively inexpensive
Hungarian and former Eastern brands (Vjatka
- Russian, Eta – former
East-German) to the most expensive brands (Electrolux,
Whirlpool, Bosch
etc.). 7. The total number of households in Hungary is 3.9
million. Hungarian
households spent about an annual 6-7 percent of their annual
income on
household consumer goods during the past three years. Most popular
items
include: refrigerators, freezers, microwave ovens, washing
machines,
spin-dryers, vacuum cleaners and sewing machines. 8. Household
appliances are
typically products that are purchased approximately every 5-7
years and
Hungarian populations are considered to be potential customers
for these
products. The only variation is that customers either purchase
these products in
specialized retail shops and stores or sample "black"
market products
in an attempt to try to save money. The black market
continues to be significant
for household appliances. Consumers purchase
small kitchen appliances (mixers,
coffee/tea makers, and irons) and even
microwave ovens or TV sets and VCRs in
the black market. The price level of
such products is much lower than of those
in legitimate stores but no
warranty is offered on them. 9. Hungary's GDP growth
for 1999 is
approximately 4 percent, with a USD 3,600 GDP per capita. Due to
import
liberalization policies and Hungarian consumers' preferences for
foreign
products, now is a good opportunity for European Union countries and
American
firms to penetrate this market. The size of the Hungarian market for
household
consumer goods reached $580 million in 1998, and is expected to
grow to $600
million by the end of 1999. 10. Based on a marketing survey,
only few homes have
electric razors for women or wet-dry vacuum cleaners.
Hungarians prefer Braun;
Elin, Moulinex and Philips household appliance
brands but Hungarian-made Hajdu/Energomat
hoovers and coffee makers produced
in Szarvas (central Hungary) are also among
the top favorites. 11. Based on
another public opinion poll, 6 percent of those
asked consider purchasing
washing machines and microwave ovens for their
households. Only 3 percent is
planning to buy deep-freezer, 2 percent is
planning to buy fryers and only 1
percent said they plan to buy a dishwasher. If
these plans are carried out,
Hungarian households with microwave ovens will
reach 40 percent next year,
while the ratio for washing machines will be 55
percent. There was a heavy
increase in front-loading washing machines; while
only 8 percent of families
had such washing machines in 1995 this number
increased to 14 percent by the
end of 1998. The top-loading washing machines
have a 40-percent market share
but most of the households still have the
traditional washing machines and
spin-dryers. 12. End users for household
consumer goods include the following
business and private entities: Ø
Importers/Distributors specializing in
household consumer goods, Ø Retail
stores selling mixed product lines but
representing one or few brands of
household appliances, Ø General Public, End
Users and Ø Hotels and Hospitals.
v Competitive Analysis: 1. Domestic
Production The major domestic producers are
Electrolux Lehel Hutogepgyar
Kft., Hajdusagi Iparmuvek and Elekthermax Rt.
Electrolux Lehel
Hutogepgyar Kft. Ø established in 1991 Ø over 3,600
employees. Ø Their
manufacturing unit located in Jaszbereny (North-East
Hungary).Ø
Electrolux-Lehel is the largest unit manufacturing Electrolux
appliances in
Central-Eastern Europe. Ø It manufactures mainly refrigerators
with Zanussi
and Electrolux brands. The vacuum cleaner production was taken over
by the
Jaszbereny factory only in 1997 when the Italian Electrolux production
unit
refused to work in two shifts. Ø More than 80 percent of the production
goes
for exports providing good turnover for the company. Hajdu
Hajdusagi
Iparmuvek Rt. Ø the oldest manufacturer of washing machines in
Hungary. Ø
established in 1952 and transformed into Plc. in 1993. Ø more than
1,000
employees. Ø It has been manufacturing non-automatic washing machines
since the
1970s but introduced the new automatic, oEnergomato branded
top-load washing
machine in the middle of the 1980s. These brands have been
popular in the market
for a long time as spare parts supply was always
assured at a reasonable price
and the retail price of these items made them
extremely competitive with the
better but more expensive Western brands. Ø
Recently, the price level of
Energomat machines has reached the level of
its Western competitors so the
number of consumers buying alternative
products increased. Ø Hajdusagi
Iparmuvek manufactures not only washing
machines but spin-dryers and other small
household machines as well in
accordance with Western ISO 9001 standards.
Elekthermax Rt. Ø originally
established in 1920 but was privatized in 1990. Ø
Currently, the Dutch
Elekthermax Holding holds 97 percent of the shares and the
employees hold 3
percent.Ø around 800 employees Ø manufactures electric and
gas-operated
owens, cookers and heaters as well as rost-free taps. Ø Most of
its exports
are shipped to Germany, Poland and The Netherlands. Szarvasi Vas-
es
Femipari Rt. Ø established in 1952 and transformed into a Plc. in
1997. Ø over
400 employees.Ø Its main activity is production of electric
tea and coffee
makers, deep fat fryers and lighting appliances. Its main
export markets are
Germany, Romania, Bulgaria, Slovakia and Sweden. 2.
Foreign Competitors a)
Third-Country Competition Third-country
competition for household appliances is
extremely significant. In general,
European Union manufacturers have gained the
largest market shares in the
past seven years. German, French, Dutch, Korean and
Italian companies'
products are available in all shops and stores specializing
for household
appliances. The product lines include refrigerators, washing
machines, vacuum
cleaners, hair dryers, and kitchen appliances. Dutch and German
companies
concentrate on offering a wide range of kitchen appliances, washing
machines,
irons etc. The following European companies are active on the
Hungarian
market: Company Source Country Available Products Bosch-Siemens
Germany
kitchen appliances, vacuum cleaners, irons Braun Germany hair dryers,
irons,
kitchen appliances AEG Germany washing and drying machines Samsung
Korea
TV/video sets, microwave ovens Goldstar Korea TV/video sets,
microwave ovens
Philips Netherlands kitchen appliances, HI-FI sets
Hitachi Japan TV/video sets,
kitchen appliances Sharp Japan TV/video sets,
HI-FI sets Panasonic Japan
TV/video sets, HI-FI sets Moulinex France
kitchen appliances Candy Italy washing
and drying machines Philips: Philips
is one of the major third-country
competitors in the household appliances
market. Philips is not only selling but
also manufacturing many of its
products in Hungary. It opened its household
appliance factory in Kaposvar
(SW Hungary) in September 1998. The new factory
employs 300 people and by
2000, the plant expects to turn out two million home
appliances. Philips has
invested about USD 100 million in Hungary through the
end of 1997 and will be
investing another USD 75-100 million in 1998-1999.
Philips has a final
assembly factory in Szekesfehervar (Central Hungary) where
it produces VCRs,
stereo and combi TV sets. Philips has interests in other
ventures in Hungary
such as in Philips Car Systems Kft., Philips Monitor Hungary
KFt.,
PolyGram Publishing KFt., Passive Components and Philips Key
Modules
Hungary KFt. b) U.S. Market Position American brands such as
Whirlpool and
Melissa Butler are becoming more popular on the Hungarian
market although their
market shares are still low, approximately 8 percent.
For example, many American
companies are exporting products to Hungary from
their European subsidiaries and
warehouses. Whirlpool Hungary: Whirlpool
Corporation established its Hungarian
headquarters Whirlpool Hungary in 1992,
which is 100 percent owned by Whirlpool
Europe. Whirlpool Hungary is only
involved in distribution, logistics and
marketing activities and products
arrive in Hungary from the company's Western
European factories.
Currently, Whirlpool Hungary has a nationwide partner and
servicing network.
Whirlpool Hungary sold about 200 000 white goods in 1998,
which corresponds
to a 30-percent increase compared with sales in 1997. The
annual turnover of
the company was HUF 6.7 billion. Whirlpool is the market
leader with top-load
washing machines and has a 34-percent market share in the
sales of microwave
ovens. Whirlpool Hungary has around 300 trading partners in
Hungary that
are wholesale, retail units and chain stores. Whirlpool products
are supplied
to wholesalers such as Herta, Cash & Carry facilities such as
Cora,
Auchan and Metro. Whirlpool Hungary opened its own brand-name show in
the
downtown area. Every third household has at least one household appliance
with
the Whirlpool brand. 3. Best Sales Prospects: Star Appliances, Inc.
considers
the following product lines with good growth prospects: 1.
Refrigerators 2.
Dishwashers 3. Washing Machines 4. Microwaves 5. VCR 6.
Dryers 7. Hair Dryers 8.
Vacuum Cleaners 4. Competitive Situation The
Hungarian household appliances
market has been dominated by Korean, Japanese,
Western-European and U.S.
products. Recently, U.S. market share has
fluctuated around 6 percent of the
household appliances market. Imports of
household appliances into Hungary
account for 55 percent of the total market.
Leading suppliers to the Hungarian
market in 1998 were Japan: 24 percent,
Europe (EU): 23 percent, Korea: 12
percent, USA: 8 percent, others 12
percent. Next to European and Japanese
products, U.S. products are also
appealing to Hungarian consumers, particularly
large appliances, mostly
washing machines, refrigerators enjoy good reputation.
Despite the fact
that U.S. household appliance manufacturers enjoy a good
reputation in the
Hungarian market, U.S. exporters should not be complacent in
assuming that it
is an easy market to enter. Companies like GE, Whirlpool, which
have local
offices, were able to adopt their product design to meet Hungarian
technical
requirements. The fact that the EU has a membership agreement
with
Hungary provides more competitive opportunities both in terms of
import duties
and freight rates for products imported from Western Europe
than for those from
the United States. Dominant brands of household
appliances in the market are as
follows: Korea :Samsung, Goldstar and Daewoo;
Japan Hitachi, Toshiba, Sanyo;
U.S. GE, Whirlpool; Netherlands Philips,
Atag, Pelgrim Germany Thompson, Bosch-Siemens,
Braun, Miele, AEG Hungary
Orion Sweden Electrolux Italy Merloni, Candy, Ariston,
Indesit, Nardi
France Moulinex, DeLonghi Spain Fagor Market share by product
categories:
Washing Machines U.S., German, Hungarian; Vacuum Cleaners German,
Korean,
Japanese; Dryers U.S., Japanese, Korean. . Japanese, Korean and
German
products dominate mostly the Hungarian household appliances market,
except for
washing machines market that has been dominated by the
U.S.
"Whirlpool" brand and refrigerators market dominated by
the
Swedish-Hungarian brand "Zanussi-Lehel". 5. Product Name HS
Code
Import Duty washing machines 8422 9.5 percent spin-dryers 8421 8.5
percent
vacuum cleaners 8509 10.6 percent The Value-added Tax is 25 percent
in Hungary
for all these products. 6. Testing procedures: Household
appliances must undergo
quality testing before they enter the official
Hungarian trade channel. These
testings are done by the Commercial Quality
Control (KERMI) and Quality Control
Institute (MEI). KERMI: The most
important tasks of KERMI are the testing and
approving of the products as
well as registering imported and domestically-made
consumer articles prior to
entering the distribution channel. A large number of
consumer goods have to
be tested according with Hungarian regulations. This
procedure is regulated
by Decree 5/1994 issued by the former Ministry of
Industry and Trade. The
most important task of KERMI is testing and approving
consumer products prior
to putting them on the market. A large number of
consumer goods have to be
tested according to rules. Products without quality
certification cannot be
passed through the customs and are not allowed to be
sold. KERMI's activities
include: technical testing and analysis, technical and
scientific research,
market research and public opinion polls, professional
counseling etc. KERMI
requires the following documentation for the registration
procedure: § exact
name of the product, the producer and the country of origin,
§ draft of the
label and the application instruction in Hungarian, § product
documentation,
The information/documentation provided to KERMI should contain
the name of
the product, name of the producer and its location, declaration
about the
innocuity of the product, name and address of the issuing agency.
The
applicant will also be required to submit samples for testing. The cost
of the
procedure is between HUF 60,000 - 90,000 (USD 300-450) plus 25 percent
VAT. The
exact fee is based on sample; an exact quotation price will be given
to the
applicant. A twenty- percent discount can be given in case of serial
tests.
Length of the test: 30 days upon the arrival of samples,
documentation and the
quoted fee but additional fees will be charged to the
client in the case of
urgent testing which can be reduced to 15 days. MEI
MEEI Ltd. carries out type
tests to standard, safety tests, product
follow-ups, factory inspections and
quality system audits, which serve as a
basis for its conformity certifications.
The certification of products
according to D1 is carried out against the
Hungarian national standards
and/or other mandatory regulations, while in the
case of tests based on D2,
the certification takes place against implemented
harmonized standards. The
Hungarian national standards are generally identical
or equivalent in their
technical contents to the EN/HD specifications or IEC
standards. MEEI Ltd.
also undertakes to carry out full or partial type tests and
certifications to
standards other than those mentioned above but for which it is
otherwise
prepared. The assessment of the manufacturing process for the purpose
of
issuing a Certificate for Factory Inspection, may be carried out as
follows:
§ on the basis of an on-site assessment carried out by MEEI Ltd., or
§ on the
basis of audit report issued by an other inspection/certification
body acting
upon commission of MEEI Ltd., or § on the basis of acceptance of
factory
inspection reports in English (CENELEC MC-6, MC-7), issued by an
other
inspection/certification body, recognized by MEEI Ltd., and
performed
previously, or § on the basis of evaluation and acceptance of
certificate and
audit report, if the manufacturer operates a quality system
certified to ISO
9001 or ISO 9002, a filled-in CENELEC MC-6B
Questionnaire, proofs on regular
checking of measuring-, testing- and
monitoring equipment used during the
process of manufacture or control, in
English. 3. Recommendation on Entry Mode
The key issues for consideration
when entering Hungary are: Ø The main brands
competing in the market have
already established a stable, permanent position;
Ø All main brands have
local distributor that sells to retailers providing very
competitive pricing
conditions; Ø Retail stores purchasing directly from the
brand
representatives dominate the market, this should be taken into
consideration
when bringing new products into Hungary. Recommended entry mode
--- Exporting
Exporting - Star Appliances, Inc has had experience in exporting
to foreign
countries. We have had excellent performance in those countries such
as
Canada, Mexico, and Japan. Retail and wholesale distribution is
developing
toward western standards in Hungary. In the past, large,
state-owned monopolies
controlled distribution, which was largely supply
driven. During the transition
period since 1989, the monopolistic
state-controlled trading companies have been
privatized and/or broken up, but
a smooth-working demand-driven system has not
fully developed and some
inconsistencies remain. As a result, consumers cannot
count on a regular
supply of goods -- all shoppers are familiar with the
"here today, gone
tomorrow" nature of inventory, although the use of
newer technologies, such
as electronic data interchange (EDI), is beginning to
improve delivery of
goods. Large-scale wholesaling is still embryonic and it is
not unusual for
retailing and wholesaling to be combined, sometimes even
together with
manufacturing. Although Hungary's retail sector now includes some
larger
department stores and supermarkets, small family-run stores are still
quite
common. Examples of foreign chains with operations in Hungary
include
Auchan (France), Metro (Germany), Michelfeit (Austria), Ikea
(Sweden), Baumax
(Germany), Humanic (Austria), Julius Meinl (Austria), Penny
Market (UK), Cora
(France), Marks & Spencer (UK), and Tesco (UK). A
Hungarian corporation,
Fotex Holding Co., has made a significant impact
on the retail sector. Fotex is
involved in such diversified market segments
as optical, film developing, audio
media, household appliances/consumer
electronics, cosmetics and furniture.
Recently, indoor shopping malls
have arrived in Hungary. Star Appliances, Inc.
thinks that it is not feasible
to establish a sales subsidiary in Hungary now,
because we would like the
customers in Hungary to be familiar with our products
and our company first.
We plan to use local agents and distributors, because
they are quite familiar
with the Hungarian market. Exporting may minimize the
risk of dealing
internationally by exporting domestically manufactured products
either by
minimal response to inquires or by systematic development of demand
in
foreign market. Exporting requires minimum capital and is easy to
initiate.
Exporting is also a good way to gain experience in conducting
business in
Hungary. FINANCING The Hungarian Forint (HUF) is fully
convertible for business
purposes. Because of a worsening current account
deficit, the government moved
to a crawling peg devaluation exchange rate
policy in March 1995. Since then,
the HUF continues to be a managed currency
with a set monthly devaluation rate.
Most import contracts are secured by
an irrevocable letter of credit (L/C) bank
guarantee or involve a bank for
remittance against documents. This practice is
appropriate and recommended
when there is no past relationship and experience
with the buyer. The most
common payment terms in this sector are 30, 60, and 90
days deferred payment
depending on the product. Many U.S. commercial banks
provide financial
services in Hungary for longtime corporate clients. The cost
of local
financing tends to be high (around 25%). Among the major
international
financial institutions, the European Bank for Reconstruction
and Development (EBRD),
the International Finance Corporation (IFC) and the
World Bank have various
project financing programs. Citibank and Bankers
Trust are the only U.S.
commercial banks currently in Hungary in addition to
several U.S. financial
service companies and consultants present in the
market. Hungary is eligible for
all U.S. EXIMBank programs available to
American equipment exporters.
Appendices: Market share for White Goods:
Whirlpool+ Ignis ElectroluxGroup AEG
Siemens-Bosch Hajdu Gorenje Washing
Machines 33% 26% 2% 14% 21% 4% Whirlpool+
Ignis ElectroluxGroup
Siemens-Bosch Gorenje Goldstar Refrigerators 6% 74% 9% 7%
4% Whirlpool +
Ignis Samsung Moulinex Goldstar Daewoo DeLonghi Microwave 28% 24%
7% 8%
18% 15% Total Market Size in pieces in 1998: Washing Machines
(incl.
Fronload, 160,600 - 24% increase compared to 1997 Topload,
Washer+Dryer)
Refrigerators: 182,700 - 22% increase compared to 1997
Microwaves: 184,600 - 21%
increase compared to 1997 Source: Figures are based
on preliminary and partial
data of the Central Statistical Office 1998
Publications, Budapest, Hungary, on
"Foreign Trade Statistics" issued by the
Ministry of Economy, 1998 and
"U.S.-Hungarian Statistics" issued by
Kopint-Datorg Market Research
Company. 1. External Environment · Economic
– Japan’s economic strengths
have been overshadowed by its difficulties for
much of the 1990s. Recession has
brought a serious crisis since 1997.
However, the overall economy continued to
grow, companies did not shed great
amounts of labor, and research and
development sending went up. The
government stepped in with a five-year economic
plan of infrastructure
spending. The World GNP Ranking is 2. GNP Per Capita is
US$38160. ·
Global – There were 5.3 million Japanese Internet users in 1996.
The
number is expected to rise to 31,950,000 in year 2000. While these are
mostly
businessmen using "the net" in connection with work, the number of
household
users is also increasing. 2. Industry Analysis 1. Market Highlights
&
Best Prospects (Statistical Data) Unit: million of USD Estimated
Annual
Growth Rate 1994 1995 1996 1996-1999 Import Market 962.7 1,520.2
1,640.4 20%
Production 26,624.5 31,201.1 27,022.0 1% Exports 3,256.9
3,187.2 2,701.8 -10%
Total Market 24,330.3 29,534.1 25,960.6 2% Source:
JETRO U.S. imports: USD 73.8
million Exchange rates: 102 yen, 94, yen 109,
yen/USD Future inflation rate
assumed: 1.3 percent 1996 import market share:
U.S.: 4.5 pct, China: 19.4 pct,
Germany: 11.2 pct, Taiwan: 9.3 pct,
Thailand, 7.1 pct 2. Imports - According to
JEMA, Japan imported USD
1,640.4 million of electrical home appliances an 8.0
percent increase over
1995 on a dollar basis (25.2 percent in yen terms).
According to JETRO's
import data the major suppliers are as follows: Country
1996 Imports
Percentage share (In USD million) China 317.7 19.4% Fr. Germany
183.7
11.2 Taiwan 152.3 12.3 R. Korea 125.7 9.3 Thailand 116.1 7.1 U.S.A.
73.8
4.5 Note: The above percentage shows shares of total imports of USD
1,640.4
million. The following tables show the breakdown of overseas
suppliers of major
electrical home appliance, by category. 1995 % Share 1996
% Share % Growth
Electric Washing Machine China 13.8 17.4 23.9 29.4 73.1
Philippines 17.0 21.5
17.2 21.1 1.1 Italy 26.1 33.1 14.0 17.2 -46.5 R.
Korea 3.6 4.1 10.3 12.7 217.5
Singapore 5.4 6.8 5.3 6.6 -0.2 USA (9th)
0.8 1.0 1.0 1.2 26.9 Other 12.3 16.1
9.5 11.8 --- Total 79.0 100.0 81.2
100.0 2.7 Drying Machine for Clothes USA 0.4
30.9 0.5 33.8 12.9 China 0.2
18.2 0.3 24.3 37.8 Fr Germany 0.3 22.2 0.2 16.5
-23.6 Denmark 0.1 7.6 0.2
14.2 92.5 Taiwan 0.1 10.4 0.1 3.3 -67.2 Other 0.2 10.7
0.1 7.9 --- Total
1.3 100.0 1.4 100.0 3.1 Vacuum Cleaner USA 57.5 50.3 35.2 34.0
-38.8 China
8.5 7.5 20.1 19.4 135.3 Taiwan 16.7 14.6 16.8 16.2 0.6 Malaysia 2.1
1.9
8.9 8.6 317.4 R. Korea 11.4 10.0 6.7 6.5 -40.9 Other 18.0 15.7 15.7 15.3
---
Total 114.2 100.0 103.4 100.0 -9.4 Source: JETRO 3. Expansion
Strategy for the
Future Five Years Star Appliances, Inc started exporting
to Japan in 1990. Star
Appliances, Inc has built up good reputation in
both product quality and full
after-sale services. According to our research,
The market growth rate is
expected to be about 2 percent per year for the
next two to three years.
Industry experts say that one key to future
market expansion will be to present
electrical appliances which fill an
actual need, offer unique but simple
functions, and have sophisticated
designs which are not available in existing
products. This market's
receptivity to our products is generally good. Our
suppliers of electrical
home appliances are advised to note that Japanese
consumers are not generally
interested in low priced, low quality products. They
demand reasonably
priced, high quality electrical home appliances together with
full after-sale
service. In many cases, imported products have to be designed or
modified to
fit into the Japanese lifestyle and also to meet the Electrical
Home
Appliance and Material Control Law. Best prospects/key success
features:
Japanese consumers increasingly seek electrical appliances
which allow them to
enjoy higher and more comfortable living standards. In
particular, products that
fill obvious needs (e.g., products which offer
great convenience, save time, and
offer healthier environments or tastier
foods) have bright prospects. For
example: High-power vacuum cleaner - There
has been a persistent concern in
Japan about children’s dust and pollen
allergies. High-power vacuum cleaners
with advanced technology (especially
the ability to deal with dust mites, or
dani in Japanese) are promising.
Washing machine (drum-type)- Drum-type washing
machines are relatively new to
Japan because the noise and vibration have not
suited Japanese-style housing.
However, the first drum-type washing machines
manufactured jointly by a
European manufacturer and Sharp Corporation were well
received, and other
Japanese manufacturers have begun manufacturing similar
products. In the next
five years, Star Appliances will focus on product
innovations and market
penetration in our Japan market. We expect an increasing
in sales by 15% by
the end of 2004. We are also planning on setting up a branch
office in Japan
in 2003. This branch office is a wholly owned corporation by
Star
Appliances, Inc. Setting up a wholly-owned subsidiary will involve more
time
and expense, but it can offer an effective means to guarantee
better
protection for proprietary information, obtain credit and penetrate
markets
which have subtle but substantial barriers to imports. Moreover,
there is a
perception in Japan that a company with subsidiaries is both more
committed and
more substantial and this perception can serve as a powerful
selling point for
that firm. A branch office of our company can engage in
trading, manufacturing,
retailing, services, or other business. A branch
office may take and fill orders
and carry out a full marketing program,
including arranging for advertising,
recruiting a sales force and performing
all necessary promotional activities. A
branch is liable for payment of
Japanese taxes. The branch must appoint a
resident representative in Japan
and must register with the Legal Affairs Bureau
of the Ministry of Justice.
In addition, the establishment of a branch office is
considered a direct
investment under the Foreign Exchange and Foreign Trade
Control Law
requiring reporting to the Ministry of Finance through the Bank of
Japan
within 15 days after the establishment of the branch office. Setting up
a
branch is also for the preparation of entering China in the future.
Star
Appliances, Inc thinks that China is a potential market for
household
appliances. In order to target more Asian countries, a branch in
Asia will be of
great help for local industry survey and trend analysis. We
would like to
consider the branch in Japan as a bridge to more Asian markets.
1. External
Environment · Political/Legal - Canada is a young country,
but it has a legal
system rich in tradition. Under Canada’s federal system of
government, the
authority to make laws is divided between the Parliament of
Canada and the
provincial legislatures. Common law, which is used in all
provinces except
Quebec, is based on principles that were developed in
medieval England. Canada
is also governed by the rules of international law,
whether based on custom or
on treaty. The Canadian Dollar is a fully
convertible currency, and exchange
rates are determined by supply and demand
conditions in the exchange market.
There are no exchange control
requirements imposed on export receipts, capital
receipts, or payments by
residents or non-residents. Prices for most goods and
services are
established by the market. The most important exceptions are
government
services, services provided by regulated public service monopolies,
most
medical services, and supply-managed and other agricultural
products
(including wheat, eggs, poultry and dairy products). The principal
sources of
federal tax revenue are corporate and personal income taxes and
the Goods and
Services Tax (GST), a multi-stage seven percent value-added
tax on consumption.
The personal and corporate income tax burden,
combining federal and provincial
taxes and surcharges, is significantly
higher than in the U.S. · U.S.-CANADA
Relations - The bilateral
relationship between the United States and Canada is
perhaps the closest and
most extensive in the world. It is reflected in the
staggering volume of
trade -- over $1 billion a day -- and people -- over 200
million a year --
crossing the U.S.-Canadian border. Canada has an affluent,
advanced
industrial economy that closely resembles that of the United States in
its
per capita output, market-orientation, and pattern of production. Growth
in
Canada's export sector should continue to be fueled by ongoing
strength in the
U.S. economy and Canada's low dollar. Global
disinflationary pressures have more
than offset the negative impact of the
low Canadian dollar on import prices and
consumer price inflation.
Consequently, Canada's inflation rate is at the lower
end of the Bank of
Canada's one-to-three percent target band. Total two-way
merchandise trade
between the United States and Canada was US$334 billion in
1998
(Statistics Canada reports the total as C$505 billion). When services
and
investment income are included, total two-way trade was approximately
US$365
billion, or US$1 billion per day in 1998. (Statistics Canada reports
the number
at C$619 billion.) Regardless of which set of statistics are
looked at, it is
important to realize the magnitude of the bilateral
U.S.-Canada trading
relationship. Canada is the largest single-country export
market for the United
States. In addition, total two-way merchandise
trade between the United States
and Canada is larger than total U.S.
merchandise trade with the entire European
Union, or total U.S.
merchandise trade with Japan. 2. Expansion Strategy for the
Future Five
Years Star Appliances, Inc has entered the Canadian market in 1980.
In
the next five years, Star Appliances, Inc will keep exporting products
to
Canada. By the end of year 2004, Star Appliances, Inc expects an
increasing in
sales in Canada market by 15%. By establishing a manufacturing
in Mexico in
2002, the labor cost and freight cost and overhead will be
reduced. The cost of
goods sold will be reduced by 10%. 1. External
Environment · Political / Legal
- With NAFTA's entry into force on January 1,
1994, Mexico lowered its tariffs
on U.S.- and Canadian-origin goods. Mexican
tariffs on U.S. goods are between
five and 20 percent ad valorem, with the
highest Mexican tariffs on agricultural
products and finished motor vehicles.
Under NAFTA, tariffs on U.S. goods will be
phased out over a maximum period
of ten years, varying by type of good. Sixty
percent of U.S. goods now enter
Mexico duty-free. The North American Free Trade
Agreement (NAFTA)
continues to be a key factor in boosting Mexican exports and
raising the
overall level of economic activity. · Global - The Mexican market
is big:
U.S. exports reached US$ sixty-seven billion for 1996. It is also
young:
50% of the population is under twenty-five years old. Mexican
consumers like
American products. They recognize most U.S. brand names
and associate our
products with quality and value. The leading sectors for
U.S. exporters are
heavily weighted toward intermediate goods and large
infrastructure projects.
Among the leading sectors are: Electrical Power
Generation Systems, Electronic
Components, Telecommunications Equipment
and Services, Automotive Parts and
Service Equipment, Pollution Control
Equipment, Building Products, Management
Consulting Services, and Mining
Equipment. 2. Industry Analysis Analysis of
major competitors Washer and
Dryers Kenmore - Kenmore has almost 7,000 sales
agents in Europe and the
United States. It sells products to 106 nations and
regions. With ambitions
to become a "famous global brand like Japan’s Matsu*censored*a,"
It also
sells clothes washers to Japan and Mexico. Having chalked up 1996 sales
of
$747 million, Kenmore is some distance behind other global appliance
brands.
Part of its growth will come from foreign operations. A Mexican
plant makes
refrigerators and washers. A Philippine factory is to begin
production this
year. Kenmore has built a domestic reputation for quality
through the use of
borrowed foreign technology. It is now relying on in-house
research, allocating
4% of projected income (equaling almost $50 million)
in 1998 and aiming to spend
7-8% of income for research by the end of
2000. Kenmore is developing
environmentally based technology which, Kenmore
hopes it will be the "green"
appliance manufacturer. Kenmore also will be
turning out new versions of
products tailored to Mexico’s needs, such as a
mini-washer that cleans a small
load with little water. Another cornerstone
of Kenmore’s operations is
service. It has 2,500 sales and service outlets
and a toll-free hotline, and
promises delivery or repair of appliances within
24 hours. Maytag - Founded in
Mexico City in 1947, is nowadays the
leading enterprise in appliance sales and
production, as well as in motors
and compressors. Maytag operates various
plants, located in Mexico City and
four other Latin American countries. Besides
Maytag’s end products, they
manufacture their own plastic components, presses,
compressors, transmissions
and motors. For more than three decades, Maytag has
refurbished its export
industry, making it possible for their products to reach
more than 40
countries in America, Europe and Asia.. With its rounded shapes and
exclusive
washing system, Maytag ´s automatic washers offer maximum cleaning
without
mistreating the fabric. Its basket, with 6,8 or 10 kilo capacity, is
made
with indestructible materials. They have also integrated multiple
independent
functions and an innovative ecological cycle that avoids unnecessary
waste of
water. All of this supported by a 5-year warranty. General Electric
-
From electric appliances, to medical equipment, GE with its multiple
divisions,
has a great penetration in international markets, always
reflecting its great
innovative spirit. In 1987, with Latin America as a goal
and then the rest of
the world, General Electric has established a joint
venture with Mabe to
manufacture various GE appliances, like the Hotpoint
line of washers and dryers.
GE with a re-known international brand that
is well established along with MABE,
the first Mexican appliance manufacturer
to be internationally sold shall be
able to capture a great portion of the
Mexican appliance industry. Whirlpool -
In Mexico, Whirlpool is dedicated
to the manufacturing and selling of ranges,
washer/dryers and refrigerators.
With the final goal of making a concept.
Oriented towards young couples,
in 1992 the brand made substantial changes in
its products’ aesthetics. Two
years later, Whirlpool focused its efforts as a
full-line appliance brand
that offers the best security for investment, with
products that last longer
for the best price. Under this slogan, a modern, safe,
dynamic, friendly and
enduring image is projected. The brand is recognized for
maintaining a
durable line of products, with basic features and the best price.
Today,
Whirlpool has a complete line of refrigerators of one and two doors,
stoves,
ranges, extractors and compact washers with one or two baskets,
automatic and
semiautomatic. All of these products are certified under
international
quality norms Vacuum Cleaners In Mexico, there is not a single
manufacturer
of vacuum cleaners. The reason is that in Mexico there is that a
small, but
growing number of the total population that is beginning to modernize
their
homes by purchasing tile, hardwood and carpeting for their floors. Most
of
the Vacuum cleaners in the market are imported from the United States,
Japan and
Korea. 3. Expansion Strategy for the Future Five Years Star
Appliances, Inc is
going to directly invest in Mexico in 2002. We are going
to set up one factory
in Mexico to be our first foreign production plant.
Even though this type of
investment is the costliest of all the modes of into
Mexico, Star Appliances
will have enough financial support and enough human
resources for this
manufacturing facility. Since our products have entered
Mexico in 1985, star
Appliances, Inc has built up a good reputation in
terms of product quality and
service packages. Our increasing market share in
Mexico has demonstrated that
Mexico will be one of our long-term markets.
Labor costs, freight costs, etc.
will be greatly reduced due to a much
cheaper Mexican labor force, if Star
Appliances, Inc sets up a
manufacturing facility in Mexico. Growth Forecasts for
Years 2000, 2001,
2002, 2003, 2004 Please see attached charts. § Projected
Total Domestic
And Foreign Sales § Projected Sales By Country Implementation ·
Contact
the Commercial Service of the U.S. Embassy for seeking an agent
or
distributor in Hungary through its Agent/Distributor Service (ADS) or Gold
Key
program. Further information can be obtained by contacting Department
of
Commerce District Offices in major cities in the United States or the
Commercial
Service in Budapest. · Need for a local attorney/accountant.
As a standard
practice, legal counsel should be retained when engaging in
business in Hungary.
All legal work in Hungary must be conducted by an
attorney accredited to work as
a lawyer in Hungary. Many contracts require
notarization as well. Several
leading U.S. law firms maintain
representational offices in Hungary and provide
a wide range of services for
their clients. An experienced accounting firm
should be consulted as well. ·
Consult the Commercial Service in Mexico for
manufacturing information and
restrictions. The View Ahead Under the five-year
international expansion
marketing plan, Star Appliances Inc. will have better
performance in foreign
and domestic markets. Our great achievements will be new
milestones in the
history of our company. One of the most important things that
our company has
to consider is gaining more markets in Asia. The branch office
in Japan will
supply us with insights and valuable information in dealing with
household
appliance industry in Asia. The future plans of our company will focus
on
dealing with intense competition. The Hungarian market will provide us
with
opportunities in exploring other countries in Eastern Europe and Central
Europe.
Our integrity, creativity, intellect, and quality will aid us to
achieve the
goal that annual sales in Japan, Canada, and Mexico will increase
by 15%.
Following our mission statement and company objectives, our
company will become
one of the leaders in household appliance industry and
the international
expansion marketing plan will be of great importance and
benefit to grow our
company internationally. Star Appliances Inc. is looking
forward to entering the
new millennium with innovative products and providing
outstanding services to
our global customers.