Workshop for the Indian Council of Leather Exporters
The Indian Council of Leather Exporters is a large organization that unites leather goods manufacturers and its aim is to promote products of its members in foreign markets.
For this purpose the partner company “Insight M” was ordered a research of Russian regional leather market. The next step was the actual search of potential business partners, IMC “Moscow” had to organize business meetings among Russian trade companies and visiting Moscow heads of Indian manufacturers.
The Customer pointed out that directors of 7 large Indian leather manufacturing companies were to arrive in Moscow in August. IMC “Moscow” was due to organize negotiations on business area of a major hotel during one day so that every hour an Indian company can hold meetings which required at least 8 already set contacts for each Indian company.
According to the desirable company portrait formed by Indian side, IMC “Moscow” had to invite large wholesale companies and networks involved in leather realization. Seven Indian firms were united according to their specific in four groups: leather clothes, shoes, small leather wares and sport-ware.
IMC “Moscow” provided visa and transportation support for Indian business mission and translation service, rented the negotiation areas: booked the business halls at the “Renaissance-Moscow” hotel where the exhibit sets were installed.
The main goal of the project was to inform the profile companies and invite them for the arranged workshops according to the coordinated meetings schedule.
The named invitation cards were designed and issued for every Russian guest company mentioning the place and time of the meeting.
More than 1700 telephone calls were made, more than 400 faxes and emails sent and 63 invitations delivered when working on the project.
IMC “Moscow” succeeded in confirming the actual presence of 38 large Russian companies when each Indian company realized its ambition to have negotiations with at least 9 Russian counterparts. There was a number of popular Russian brands present at the meetings, such as “Snegnaya Koroleva”, “Le Monti”, “Econica”, “Tervolina”, “Strana Mekhov”. The majority of them formed actual draft agreements on future collaboration with Indian companies.
The “Lamart’2004” – Workshop for “CONFAPI”
This project was ordered by Confederation of Small and Medium Italian Enterprises “Confapi”.
19 Italian companies participated in the Business mission and were divided into 8 profiles: labels, laces, curtain fabric, fur clothing, sunglasses, female fashion textile, elite clothing and swimwear.
The main goals for IMC “Moscow” were - partners’ search, preliminary negotiations, selecting companies and inviting to further negotiations, meetings organization and scheduling negotiations for the selected Russian companies with Italian counterparts. Preparatory work for bilateral negotiations started in the end of July and lasted for a month and a half.
The workshop lasted two days (on the 8th and 9th of September 2004) in International Trade Center in Moscow.
Right before the actual meeting took place, 3 out of 16 companies took decision on participating in international exhibition of female clothes and accessories the “Collection Premier Moscow” at Krasnaya Presnya.
Due to the fact that the International Trade Center and Expocenter are located very close to each other IMC “Moscow” chose to rent a minibus for transportation of Russian companies from negotiation spot at the ITC to exhibitions at the Expocenter. Thus the selected Russian companies were accompanied from the workshop to their vis-à-vis at exhibition spots.
The outcome of this cooperation was that more then 70 large Russian firms interested in forming partnership attended the event as well as more then 150 contacts made between Russian and Italian companies. The event was attended by such prominent Russian ventures as “Bolshevitchka” factory, optical network stores “Ochkarik”, “BK-308”, fur salon “Madam Matush”, the net of fur shops “Bonapart”, TC “Alexander &Alexander” and many others. However the majority of companies were small Moscow companies who have been on Russian market more then 5 years and with already set European partnerships (with France, Italy and Germany) and partnerships with companies from the South- East Asia. Some of them were interested in being introduced to new Italian companies.
Some of the companies present at the event have reached actual agreements. Follow up calls in the period of one month after the event showed that 54 contracts about trial purchases, deliveries and dealer agreements where made.
“Casa Italiana” – Workshop for the Italian Consortium of bed linen manufacturers
On the 15th and 16th of December 2004 a meeting of Russian and Italian business structures the“Casa Italiana” took place. The meeting acquired a mini exhibition format. Italian party was represented by domestic textile manufacturers from Tuscan region and the Russian side was represented by trade companies that were interested in new suppliers.
The meeting took place at the congress hall of the “Ukraine” hotel. Seven Italian manufacturers of high quality bed linen, bathroom and kitchen textile were presented at the workshop. The format of this event suggested that bilateral negotiations took place in accordance with the prearranged schedule.
These meetings were proceeded by a long term period of preparatory work in which a research on Russian domestic textile was performed when the main players were identified. Thereafter a telemarketing was performed when profile Moscow companies were informed about business mission of Italian companies and the event.
Preliminary negotiations were conducted where each participant company was introduced to Italian business offers and their product samples; the Moscow companies interests were defined and possible variants and scales of collaborations discussed. After the preliminary meetings all Italian customers received a detailed report on the companies selected for further collaboration. Thus each side of the further meetings was already informed on activities and intentions of their future partners.
On the 15th and 16th of December the workshops were organized for every Italian company at the “Ukraine” hotel. The sample exhibits were on display at installments designed by IMC “Moscow” staff: king-size beds of cast-iron, tables and shelves which helped to create a vivid picture of Italian goods.
More then 35 Russian companies (mainly from Moscow) were present at the event; among those are the famous brands “Formula sna”, “Tatami”, “Selecta International”, “Mebeland”, “Galileo” and “Linvosges”. The exhibition was also attended by representatives of companies from Samara and Saint Petersburg.
Therefore every Italian company has managed to have more then 15 meetings during 2 days and every meeting lasted not less then an hour so that Russian companies could find out all the information on Italian manufacturers in elaborated manner. Also an ongoing coffee brake was organized for all the guests and participants of the event that helped the parties to socialize in more relaxed informal atmosphere.
Actual agreements on collaboration among some of the Russian and Italian companies were achieved already at the event. The negotiations with the most appealing Italian companies were continued on the 17th of December at the Moscow offices of the Russian companies. The business mission participants were provided with cars with drivers to travel across the city which enabled Italians to visit the trading spots and stocks and evaluate the setting in the offices of their future partners.