Selling to Mom and Pop Shops

29/01/15

A long time consumer product member of the IsraelExporter.com recently shared with us some interesting information.

 

For many years this company has, and still is selling in big-box retailers in several countries. 

 

Sales were OK, but not as strong as they hoped for.

 

They were really looking for their big breakthrough which never really happened.

 

Last year they decided to change their approach and re-focus energies selling to small mom and pop shops.... within a few months sales exploded.

 

A few things they discovered:

  • Mom and Pop shop owners know what their customers like. 
  • Mom and Pop shops (depending on industry) are very niche focused - customers and shoppers are coming there for a very specific reason.
  • 'Up-selling' related products is more effective in a Mom and Pop shop than a big retailer. 
  • With so many Mom and Pop shops - this creates endless opportunities.

Getting Started:

This company first needed to come up with a strategy on how to approach the small Mom and Pop shops.

 

The challenges of selling to a Mom and Pop shop:

  • Limited shelf space in the shop
  • Limited cash 
  • Shop owners are used to selling what they have and fear taking on new lines.

Overcoming the challenges:

1) The company hired a top notch sales rep who knows the market. 

2) This company decided that instead of just showing up with the products at the shop and asking the shop owner if he/she would be interested. They designed a point-of-sale display and offered each shop owner a great deal: "If you take on our products you won't have to worry about creating new shelf space...you'll get this nice looking point-of-sale display for free."

3) When ever they approach a new potential shop owner - they simply show pictures of other shops carrying their products

 

Summary:
It's not enough to just offer products. You must offer a complete and attractive solution that will save the Mom and Pop shop owner the headache of trying to figure out how to display and promote your products.

Above all: you must have a professional on ground in the market who intimately knows the market.

 

BTW: 

Skylimit (parent company of the IsraelExporter.com) has a satellite office with a real professional on ground in the Netherlands - companies interested in the Netherlands market, can email us at: contact@israelexporter.com 

 

 

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Interview with Harel Wiesel, Co-Founder & CEO of FOX

22/01/15

Everywhere you go around Israel, you are likely to meet people wearing Fox clothes.

 

The FOX chain has approximately 140 stores in Israel and over 268 points of sales in 15 countries worldwide.

 

In addition, the FOX group has developed retail operations for additional leading brands - such as:
FOX Home, American Eagle Outfitters, Aerie, Laline, Sack’s, Billabong, The Children's Place, Marcha Ballerina, Disney, Yanga and Charles & Keith.

 

Last week we had the pleasure of interviewing Harel Weisel - Co-Founder & CEO of Fox Wizel Ltd - to learn more about the various transformative changes in the clothing industry.

 

 

 

 

 

As a global retailer and distributor of private label apparel products for men, women and children, what do you think are the major factors that will  drive changes in the clothing industry worldwide?

 

The major factors which will drive changes in the clothing industry are:

  • Increase in purchasing power of lower segments of the population, which will result in more consumption circulation, especially in the lower and middle segments of the clothing business. At the same time, we will also witness faster mobilization inside the social casts.
  • Using new and advanced fabrics and technology will lower the production cost and it will also allow the industry to rely more on technology than on manpower.
  • Mobilization of production from country to country and closing the professional gap between them

 

The Fox Group is now an exclusive franchise for leading brands in the US, UK and Europe. How do you look at the prospects of expanding your business to Asia and Middle-Eastern countries? What are the reasons?

 

Fox Group is a franchise for apparel brands from the US and Australia as well as a leading manufacturer of its own garment brand ‘FOX’. We intend to add more franchisees with real time concrete knowledge of the retail arena in the countries apart from those we are in. We are already operating our stores in places such as the Philippines, Thailand, Singapore, India, etc.
For that manner, we offer the best partnership and real ‘know how’ of franchise operation and brand management.

 

Emerging technologies are changing the entire supply chain in both subtle and transformative ways. What further developments do you foresee in the apparel supply chain in the next few years?

 

I think, clothing brands around the world will try to diversify their supply sources and they will also try to cut the lead time of the supply chain. At the same time, apparel makers will try to be more flexible with the production in order to provide fast as well as quality solutions to the buyers and to deliver emerging trends in shorten time to market.

 

With continuing potential for labor disruptions at the ports, disruptions from natural calamities and other factors, how important is contingency planning within the supply chain operation? What are the keys to an effective contingency plan?

 

We are managers but not prophets :( so what we can do is narrow the proportion of relying on one single source, both in production and transportation. For instance, we can try to have more ports in the country of origin; we can also try airways and roadways.
But at the end, we are also limited to what we can do; general strikes or major disasters will impact us like all the others.

 

 

While consumers have come to expect a seamless experience across all channels, delivering on that promise can be very complex. What are the keys to overcome such challenges and be successful?

 

From our experience, this seamless trend is more visible in innerwear and sportswear segments. These segments are very small in our business. We have not seen it yet in the high-end and casual fashion segments, that's where we are mainly focusing our business.

 

How do you see bricks and mortar stores competing with e-commerce and m-commerce companies coming in? Is it viable in textile and garment sector?

 

I’m not an expert in internet business but it seems that the garment business has a long way to go as it is still in the single digit market share.

The main reason is that customers still want to feel the fabric and to try it on prior to the purchase.
On the other hand, I’m sure that the trend of digitalization will increase in the clothing business with supportive technologies.
For instance, we have already seen mannequins representing the size and color of individuals. So the gap between brick & mortar stores as well as online shops will become less over the next few years.

 

 

Let me ask you this, the global travel retail sector is expected to reach US$ 60 billion by 2015. What do you think is the share of garment shops in international airports and on-board shopping in flights)?

 

The airport business is in a loop, on one hand they have massive consumer traffic, on the other hand imaginary rent, so only high-end apparel businesses with a very high gross margin can sell there and the sales are not high.
What they should do is to go all the way with the "percentages from the revenue" scheme, this could bring a lot of other brands which could generate massive sales, and both sides could be satisfied, the consumers, the brands and the airport authorities, wherever they are.
But nobody is brave enough to think outside of the box, and it is not happening.

 

 

Countries like China are now in a transition stage and are moving to high-end apparel manufacturing. How will this impact the current production and marketing of high-end apparel segment?

 

From our experience, even after ten years, China will still remain the major garment sourcing destination of the developed and developing countries.

 

Can you let us know about the increase in demand for organic cotton garments globally?

 

This trend is rapidly growing in countries like Japan and Australia and rest of the world is sharing only a fraction of market share in organic cotton garments.

 

Being a global firm, what would be your message for companies’ aspiring to become truly global?

 

First of all, if you would like to play in the global market you must conduct an ’open business environment’ both in your company and outside of it.
You must be open to the local trends and integrate them with the DNA of your brand. You must have a thorough knowledge about the tastes and preferences of every country.
You must show your presence in the markets as early as possible, in order to let them pick whatever styles they like and to consolidate the orders early enough to maximize your global supply chain advantages.
You have to monitor global trends, cost of rent, cost of labor, etc. for each country.
In a nut shell, the new buzz word is “Glocal” you must have global thinking with local solutions,

 

 

Finally, to be successful in today’s world, a company must have their finger on the pulse of the marketplace. Is there any technique for this?

 

There is no one technique for feeling the market pulse, However if you have the following - you'll be on the right track:

  • You must integrate the best technologies, 
  • You have to know the DNA of your brand
  • Be consistent with your message
  • Use the best tools to analyze your sales, 
  • Always investigate your wins and your failures, 
  • Hire brilliant people for key positions, 
  • Keep them in your company, while they improve their knowledge and experience.

These ingredients with a systematic work environment will provide you with the secret formula to getting where you want to be.

 

 

 

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21/01/15

Rafael's Healthy & Tasty is an exciting new brand of granola product lines which can be found in retail chains across Israel.


The Rafael products are sweetened with exotic date honey, and pure wild bee honey. Sesame seed oil,
with all its nutritional value, adds flavor and zest.

 

The Rafael's granola product line includes the following: Salad topping mixes, breakfast cereals, and healthy energy bars.

Successfully Selling in Israel - Rafael's Healthy & Tasty is now focusing efforts on the EU market.

 

Calling EU Food Distributors! Relevant professionals can email me at: yaki@rafaels.co.il

 

Factory Pictures - Rafael's Healthy & Tasty!

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

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EdenShield - A New Direction in Crop Protection

20/01/15

Pests attacking crops is a major concern for growers everywhere.

These little insects, often no bigger than a needle pin, have the ability to destroy every single one of your crops. What’s worse, they are resistant to many chemical pesticides.

 

 

Now Meet Edenshield
EdenShield (since 2012) is an innovative Israeli company that has created an odor-masking product that tricks pests into believing your crops simply aren’t there. Our products are natural and nontoxic.

 

Edenshield CEO Yaniv Kitron Presenting Edenshield

 

The Need:
Thrips, whiteflies, red spider mites, and tuta absoluta are four common insects that attack important greenhouse crops, including bell peppers, tomatoes, herbs, flowers, and cannabis. These pests cause more than $2 billion in damage annually, either by direct damage to crops or through the transmission of devastating viruses.

 

Conventional chemical pesticides are ineffective, as these insects quickly develop resistance — even within a single growing season — and a number are no longer commercially available due to their toxicity. Products that remain in the market cannot be used during the critical preharvest period.

 

Natural, Nontoxic, Odor Masking Insect Control Solutions
EdenShield’s nontoxic technology for insect control is based on extracts of medicinal plants endemic to Israel’s semi-desert. Leveraging beneficial characteristics of desert plants, the technology masks the odor of the crop and lowers insect attraction, causing insects to simply choose feeding options in other locations. The EdenShield material maintains its efficacy throughout the entire growing season, and insects do not develop resistance to it.

 

The Edenshield Product Line

 

EdenShield NET:

 

EdenShield NET is applied to greenhouse screens, not on the crop itself, where it masks the odor of the crop inside and lowers insect attraction.
Multiple field trials and bioassays on greenhouse crops such as peppers, tomatoes, basil, and cabbage have shown that this mechanism of action does not cause the development of resistance in thrips, spider mites and whiteflies, and allows the product to maintain its efficacy throughout the entire growing season

 

EdenShield Direct:

 

EdenShield has developed EdenShield DIRECT product for application directly on the crop in greenhouses and other closed structures.
This natural, nontoxic product is especially well suited for use on high-value crops such as ornamentals (roses, daisies, poinsettias) and cannabis (medical marijuana).

 

Distributors and professionals interested in learning more - can email:  contact@israelexporter.com 

 

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Breezy's Oral Hygiene Technology - Lollipop For Combating Bad Breath (Halitosis)

15/01/15

Breezy's platform technology introduces hard, evenly dispersed microcapsules into a sugar-free confectionery base. The proprietary microcapsules are filled with safe, all-natural active agents. Specific agents are selected to provide the optimal effect for each of a range of applications.

 

The hard micro-capsules assist in gently scraping the tongue to remove the food particles and bacteria that cause bad odor. The lollipop format facilitates scraping around and at the back of the tongue – a prime area for bacteria build up – with significantly less gag reflex. As the micro-capsules dissolve in the mouth, they release the active ingredients which continue to act against the bacteria – for a long-lasting effect of up to six hours.

 

Breezy protects its intellectual property through strong patent. Breezy's first PCT patent application, which covers the concept and the use of micro-capsules for a scraping therapeutic effect, has entered the national stage in the US, Europe and Israel.

 

 

 

 

 

The BreezyLike Lollipop!

 

 

 

Breezy’s “Like” is now being sold in pharmacies and supermarkets in Spain, Israel and Gulf countries.

Breezylike is looking for distributors who have good contacts with OTC pharma chains and other appropriate outlets in a number of world markets - please contact: contact@israelexporter.com 

 

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13/01/15

Yesterday the IsraelExporter.com management held a meeting in order to discuss, plan and implement new ideas in 2015. 

 

Six years ago the IsraelExporter.com was a small directory and today (together with our parent company Skylimit) we are one-stop-shop for Israeli export companies seeking to enter new markets. 

 

Over the years we have been a valuable resource for hundreds of Israeli export companies and government organizations. 

 

 

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The JUST eye fashion Booth in Action at OPTI 2015!

13/01/15

It was another great show for JUST eye fashion at the OPTI 2015 show!

 

Now selling in over 15 countries, JUST eye fashion is a fresh, fun, interchangeable temples system,
offering the highest quality frames and temples in a wide range of colors and styles.

 

Check out the OPTI 2015 pictures below!  Kudos to Kadmon Brin on the attractive booth design! 

 

 

 

 

 

 

 

 

 

 

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Pollogen Will Be Showcasing VoluDerm -The Latest & Most Effective RF Technology at AACS

08/01/15

Visiting the AACS show in New Orleans?

 

Pollogen will be showcasing VoluDerm, the latest micro-needle RF technology providing the most effective dermal volumizing and scar revision without pain, bleeding and non downtime!

 

Stop by the Pollogen booth #308 or come to the following sessions:

 

Wednesday January 14
Masters Session - Overview on Fractional Resurfacing
Speaker: Dr. Ron Moy
Time: 2:00-3:00 pm

 

Thursday January 15
Live Patient demo of the VoluDerm RF micro-needle treatment
Time:3:00-3:30 pm

 

Professionals interested in scheduling a meeting with Pollogen at the show - can email: sharon_d@pollogen.com 

 

 

Pollogen Legend

Pollogen LEGEND™ is an advanced medical aesthetic system incorporating the leading industry technologies - VoluDermTM HE, a micro-needle RF technology, TriLipo® using non-invasive RF energy and Dynamic Muscle Activation. The combination of these technologies provides effective dermal volumizing, skin tightening and body sculpting.

 

VoluDerm HE technology uses fine micro-pins and RF for exceptional dermal volume enhancement of facial skin and other delicate areas such as hands and décolleté. Treatment with the Pollogen LEGEND device is effective and fast with minimal discomfort. It is suitable for all skin types and colors and carried out in a simple 'walk-in walk-out' treatment with no downtime.

 

Picture of the Pollogen Legend

 

 

VoluDerm Video

 

 

 

Clinically Proven
VoluDerm Microneedle Technology for Skin Treatments -
In Vivo Histological Evidence, Amikan Gershonowitz & Andrea Gat,
Journal of Cosmetic and Laser Therapy,
September 2014

 

About
Pollogen Ltd. is a global leader in the medical aesthetic market. Pollogen provides innovative, safe, effective and painless solutions to enhance the practices’ of medical aesthetic professionals.

 

 

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Innovative & Easy Water Storage Hookup for Vehicles

07/01/15

Current 4WD water-storage solutions are mostly based on rigid tanks.
Storing water in rigid tanks requires special hookup, takes up storage space when empty, high maintenance, and offers poor-quality water.

 

Collapsible (Flexible) water bladders supposedly solve part of the problem and therefore were already introduced to the market but still suffer from several deficiencies like:

  • Practically impossible to clean
  • Poor water quality
  • Bad taste after just several uses

The Solution:


The 'JerryFlex' developed by EZpack offers the following advantages:

 

-Always fresh and tasty water – the JerryFlex replaceable food-graded insert.
-No maintenance or cleaning is required– just replace the inner insert.
-Multipurpose –can be used for either water or diesel. Just use different insert.
-Super durable – the JerryFlexTM has been tested and found ideal for military use.
-Easy hookup – fits any standard Jerry Can holder or any other inner or outer vehicle hookup.
-Minimal storage space – When empty, storage spacereduces by approximately 80%
-Competitive price

 

Materials and Specifications:

Outer Layer: PES 1100 Dtx (PES 1000Den).
Inner Layer: Food-graded PE.
Weight: Empty 1.3 lb.
Dimensions – Full: 21”x14”x5.5”


Professionals interested in learning more - can email: contact@israelexporter.com

 

Picture of the JerryFlex
A 5-gallon Double-Layered Multipurpose Bladder for 4WD Vehicles by EZPack

 


About:
EZ Pack Water manufactures and markets the most advanced Water Storage and Distribution Systems (WSDS).
The company products are aimed to markets such as emergency, disaster relief, construction and mining industry, military, home and outdoor, and others.
The company has developed the Water Storage & Distribution System (WSDS) – the most advanced system for water supply. The WSDS is the ultimate solution supplying the water in various situations.

 

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Tulip Winery - The Story of Wine That Loves People

06/01/15

As a freshman in College back in 2003, Roy Yitzhaki had three goals:

  1. To produce the best quality wine you can produce in Israel
  2. To produce this quality of wine for less money
  3. To give back to the community.

Within one year Roy Yitzhaki succeeded in all three of these goals.

 

Today:
Tulip Winery produces approximately 220,000 bottles of wine annually, which enjoy sales throughout Israel as well as in numerous countries around the world.

 

Giving Back to the Community:
The Winery, which integrates the production of quality wines with social responsibility, is located in "Kfar Tikva" ("Village of hope"), a small village, designed especially for a mentally challenged adults.

 

Tulip proudly employs members from this village, which have become an integral part of Tulip's family.

 

See The Tulip Winery video here!

 

 

Moving Forward:
The Tulip Winery is now seeking importers and distributors in the following markets: Russia, China, India, Vietnam, Singapore and various African countries

 

Relevant professionals can email us at: contact@israelexporter.com 

 

 

The Tulip Winery Team (part of the team)

The Tulip Wines

Another shipment going out!

The Tulip Winery Visitors Center

 

 

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