We sell beds and mattresses for domestic use and contract beds for hotels. We're making over 10,000 beds a month and would like to start selling these in India, Pakistan and Bangladesh. We're ideally looking for a nationwide retailer to stock our beds, and finding hotel chains to use our beds.
I'm looking to start exporting beds (mattresses and bases), including contract beds for hotels, to India and need help finding buyers - can anyone offer any advice?
One thing you will need is good translated material - English isn't at all common in these markets outside the white collar set. If you don't already have this done, finding a reliable translation source is quite tricky out there (I speak from experience!) but we now have a well-established language partner in India so if you need a lift with brochures etc. we'd be pleased to help.
Obviously you'll want properly-typeset stuff rather than just Word files (!) so we also work in Quark, InDesign and Illustrator all the time in non-English languages including these - I can send you some examples if you like, just drop me a line. Hope this is helpful!
Having previously sold Airport Furniture to India I suggest you contact and make an agreement with a sales agent. Although it reduces your margin, it will reduce the costs for marketing. This should provide a base to work from whilst you find your feet in the market. Once established you may be able to move to direct sales. I still have my sales contacts for India so if you can email the details to me I can check if an introduction can be made.
Thank you for your question. We are in the process of finding colleagues in the commericial sections of the British embassies in India, Pakistan and Bangladesh who could help.
UK Trade and Investment are taking a group of UK companies out to India earlier this year to make contacts and familiarise themselves with the market. Please see here for information http://www.ukti.gov.uk/export/event/358720.html
You may also be interested in this UKTI event taking place in Pakistan in December. http://www.ukti.gov.uk/export/eventssearchext.html?country=%2Fasiapacific%2Fsouthasia%2Fpakistan§or=-1&x=20&y=12
Many thanks for your query. As you'd expect, the answer is not necessarily straightforward as much will depend on the materials used to make your beds and mattresses and the price points that you might sell them at here in Bangladesh. These are issues that you'll need to consider with any distributor or buyer (if you intend to sell direct).
To help get you started, we've spoken to a few of our contacts and have been able to identify a retailer and three possible agents/distributors. We've spoken to these people and I'm happy to confirm that they are interested in speaking to you.
Predominantly, a retailer but willing to discuss distribution only options:
Mr Sayeed Hossain
Mr Subrata Saha
34 HM Plaza (7th Floor)
Mr Humayun Iqbal
House 1, Road 2
Uttara Model Town
Mr Shariful Islam
Next Generation Trading Company
Ka 131/8/A Khilhet
Tel: +88- 01732-433991
It's fair to say that Bangladeshi consumers can be quite price sensitive and while some appreciate the quality versus cost trade-off, many will sacrifice quality for competitive pricing. Simply switching products and pricing strategies from another market is unlikely to work here. Detailed market research will be required to ensure that your goods, including packaging and marketing, are adapted to local preferences and tastes and this will be the real value of any local partner.
Good advice, at every stage of the journey, is therefore crucial. Do let me know, off-line, if the UKTI team in Dhaka can help you further develop your business here in Bangladesh.
Here in the UKTI London region we have a team of export advisers who specialise in an industry sector and often have country expertise too. I am the Open to Export champion for the London region (specialising in technology) but I have a colleague, Richard Burridge, who specialises in the furniture sector. Richard is very happy to speak to you and his contact details are below. He will be able to discuss with you your options for selling into these countries and liaise between you and our Posts there to help you make contacts inmarket.
International Trade Adviser
UK Trade and Investment
Really sorry for not responding earlier. I had some IT issues so could not reply.
The fast emerging concept of high standard lifestyle, interior's, comfort and architecture has given the furniture Industry in India, an ever growing platform to demonstrate excellence in design. Indian consumers are now looking for excellence but quite often are able to use the capabilities of local carpenters and artisans to develop furniture to the International standards and design.
The Indian furniture market is worth £12 billion and is growing at 30% growth rate in the organised category which represents only 15% of the whole industry.Currently there are about 10,500 furniture importers in the organised sector and they mainly import from Italy, Germany, Spain and Malaysia. (Source:EconomyWatch).
Best route to the market is to identify an distributor/importer and then support them with marketing intiatives to create a niche and brand equity for the product. UKTI could help you identify an distributor/importer.
You may also like to consider a visit to the market around October(18-21)2012 to attend Index show. Alternately in December, you could attend the 'India International Furniture Fair; (6-8 December) in New Delhi. During that time, you could visit some of the furniture retailers as well to get a better understanding of the market.
Hope this is helpful.
Following on from your queries, UKTI could help you research distributors who are interested in marketing Purely beds.You may be aware ,India is like a continent and it is important for the distributor to be able to stock your beds and sell.
Import duties are relatively high and its important for customers to see value in paying a high price.
I am in the UK from 18th but will be busy at the World Retail Congress.If you leave a message on my phone((07550047436) or call me, we could discuss further.
We have done this for another company - a global hospitality accessory manufacturer wanted to enter the India market focused on identifying target hotels and researching the market potential towards introducing their product range to the Indian market in cities like Bangalore and New Delhi, as well as Sri Lanka. Our experts met with a variety of hotels, shops, and domestic manufacturers to gauge the market potential here. We were also assigned to research and shortlist distributors for an entire electronic range of hospitality products in each city/country.
Are you planning to use distributors or do you plan to open your own sales office here? How do you plan to import your goods? Do you have a plan in place to minimise your import costs? Have you decided on which port would be most appropriate, both in terms of importation as well as logistics from the port? What about recruiting your staff? How do you plan to take money out of the country? We have helped a number of companies handle this tricky part as well.
Contact me, and I can put you in touch with the gent who handled this previous market research project for your possible competitor...
My company TMG Advisory, based out of Delhi and with offices across India, would be happy to help you locate a sales agent for your products. We have undertaken this type of work for other UK companies and have direct in-market experience.
As already highlighted import duties are a key factor to consider and we would be happy to discuss your requirements further and to assist you to develop the right strategy to suceed.
Please drop me line on my direct email email@example.com or give me a call on 07989 973284
We offer a management solution for your import / export customs clearance and freight documentation. If you regularly move freight to non-european countries we offer tailored solutions of archiving your international trading documents keeping your business fully compliant with trading regulations and competent for a HMRC audit. Feel free to visit our website www.roidocc.com or email firstname.lastname@example.org.
Excel Language Solutions specialises in helping exporters identify and penetrate new markets through quality translations and intercultural management. Due to the growth of the multi-lingual web, potential customers/agents/distributors etc prefer to read sites in their own language. Having your webpages localised into HIndi, Urdu and Bengali will give you the cutting edge over your competition, raise your company's visibility and increase revenue and sales..
Feel free to email me for further details.
I see you are looking to start exporting beds, Maybe my company can help with the Shipping side of thing's? We are a family run shipping/freight forwarding company in Belfast dealing with deep sea exports every day, We can supply you very competitive rates for shipping containers to India with your product.
You can contact me via e-mail or phone and i will be happy to assist you any way i can.
Posted by UKTI Digital, on behalf of UK Trade & Investment.
Posted by Chris Pilling, on behalf of Frontier Market Network.