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EPP powerpoint presentation

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    Slide 1:Work the Frankfurt Book Fair

    An International Business Webinar Presented by The U.S Commercial Service and The Association of Educational Publishers

    Slide 2:Who We Are

    Dawn Bruno, International Trade Specialist, U.S. Commercial Service, New York, USA Elizabeth Powell, Commercial Specialist, GERMANY Perim Ilgaz, Commercial Specialist - TURKEY Charlene Gaynor, The Association of Educational Publishers, USA

    Slide 3:Frankfurt Book Fair 2008

    Worlds largest book fair More than 7,300 exhibitors from over 100 countries 299,112 visitors - +5% from 2007 10,000 media reps from over 63 countries

    Fair Layout

    Slide 5:What to Expect

    Business Opportunities Publishing/Education Trends International Contacts Global Perspective The Frankfurt Experience

    Slide 6:What is the EPP

    Focused business area for educational publishers Exhibit stands Programming International CEO Roundtable International Success Stories Publishers Forum Networking Receptions Appointments Support

    Hall 4.2

    Slide 10:Our History with the EPP

    AEP launched in a partnership with the Frankfurt Book Fair in 2007. We are pleased to have a role as a governmental organization promoting trade at the event. The EPP is more than a space at a fair. Its a framework including workshops, CEO roundtable, networking receptions and customized business services - all aimed at helping you do business internationally.

    Slide 11:U.S. Commercial Service

    The U.S. Commercial Service is part of the U.S. Department of the U.S. Department of Commerce, an agency of the United States government. Our mission: To promote the export of goods & services from the United States, particularly by small- and medium-sized organizations To represent U.S. business interests internationally To help U.S. manufacturers and service providers locate qualified international partners

    Slide 12:The Commercial Service Network & Programs

    Trade specialists in over 100 U.S. cities and more than 150 offices overseas... We can... Provide one-to-one counseling through a nearby office Use our global network to approach our Education, IT and other industry specialists for assistance Help your organization at any stage of the export process

    Slide 13:Our Role: What We Will Do For You

    Per your questionnaires and our conversations with you, we contact exhibitors and pre-registered visitors (almost 2,000 companies total). Collaboration with our international publishing specialists around the world Before the show we will provide a packet containing your full appointment schedule, company profiles of meetings, market research and tourist information

    Slide 14:Key Markets: Germany

    German book market ranks 2nd in the European Union and is the third largest in the world representing 18% of all the books published worldwide German publishing industry publishes around 60,000 new publications every year. Translations are a key component of annual publications: in 2007, 6,160 titles were translated into German Newly translated titles from English account for 2/3 of market

    Slide 15:Key Markets: Germany (continued)

    Childrens book market has experienced growth in recent years USD 1.9 billion ( 1.5 billion) sales in 2007 With 14,6% of the total German book market in 2008, childrens and teen books are one of strongest segments Amongst the top 100 German publishers, more than 25 publish literature for children and teenagers

    Slide 16: Key Markets: Germany (continued)

    During the last twelve months, 57 % of Germans have bought at least one book, 38% have bought between 1-7 books, 10% bought 11 books and 9% bought more than 14 books. 40% of Germans read daily or several times per week, women read more than men (48% vs. 32%) and between the ages of 12 and 19, the 12 to 13 year-olds read the most (51%) 19% of German readers (mainly educated men, young adults) are open-minded about reading E-books on mobile devices.

    Slide 17:Germany Major Publishing Segments

    Source: German Publishers and Booksellers Association

    Slide 18: Germany Children and Teen Market

    Between 2006 and 2007, the German children and teen market increased 18,8 % and is one of two sub-sectors of the market that showed growth. The breakdown within this subsector is : Childrens books (up to age 11) : 34,38 % teen books (from age 12) : 20,78 % storybooks: 14,10% picture books : 12,80 % In 2008, the market for childrens and teen books rose a further 4,4 % whereas sales in general grew by only 2.5 %.

    Slide 19:Germany - Key Suppliers Children/Teen Literature

    Klett, Stuttgart Cornelsen, Berlin Random House, Munich Weltbild, Augsburg Rowohlt, Reibek Carlsen, Hamburg Friedrich Oetinger, Hamburg Ravensburger, Ravensburg Deutscher Taschenbuch Verlag, Munich Coppenrath, Mnster Loewe, Bindlach

    Slide 20:Germany Associations

    The German Publishers and Booksellers Association (BDB) is the main source of information in this area International associations such as the International Booksellers Association (IBA) or the Federation of European Publishers (FEB) For the childrens and teen book market : The Association for Children's and Youth Literature (AKJ) The Association for Youth Books Publication (AVJ)

    Slide 21:Useful German Websites

    Slide 22:Market in Turkey

    Source: Turkish Publishers Association

    Slide 23:Turkey Market: Key Points

    EDUCATIONAL BOOKS: Main Publisher ? Ministry of Education (45%) All textbooks approved by the Ministry of Education ACADEMIC BOOKS: 80 % Turkish authors, 20 % translated titles IMPORTED BOOKS: ELT: $26 million Academic Books: $21 million Reference Books: $2 million

    Where You Stand Depends on Where You Sit Buyers Perspective Invest little up front Pay little downstream Go for the long term Sellers Perspective Get as much up front Get more downstream Keep the term short Source: Bill Evans, Evan-Moor Educational Publishers

    Slide 25:Is There a Standard Deal?

    Consider: Are you buying or selling? Ask: How many units will sell? At what price? Set royalties (based on net receipts): 8% -15% Establish advances = one quarters royalties Spread advances out Agree on the term of the agreement: 3-5 years Discuss minimum guarantees Consider royalty-inclusive deals Source: Bill Evans, Evan-Moor Educational Publishers

    Slide 26:Some Dos and Donts

    Manage expectations: quantity/pricing/size Set term limits What do you do if minimums arent met? Set a specific pub date Buy or sell only what you can use Have confidence in your partner Source: Bill Evans, Evan-Moor Educational Publishers

    Slide 27:Exhibitor Set Up

    Slide 28:Fair Hours

    Slide 29:Housekeeping Details

    Exhibitors pass required for early entry All EPP activities in Hall 4.2 Email/refreshments at EPP reception desk Exhibit stand set up provided Tech support at EPP reception desk Frankfurt catalog for complete Fair listings EPP booklet for program details and exhibitor listings.

    Slide 30:Last Minute Details

    Better to have appointments vs. traffic - spend 1st day trying to gain any additional meetings The fair is open to the public, so be extra mindful of any belongings at your booth Security: Dont leave valuables in your stand - especially laptops, cell phones, digital camera, etc.

    Slide 31:Support at the Fair

    Reception Desk: for companies to check-in Well touch base frequently to help keep track of your appointments and receive updates if you gained other meetings on your own Re-confirm meetings each morning through reminder cards we provide to your appointments Any no shows or rescheduling: well track people down at their stands or on cell phones Our Staff: Elizabeth Powell, Volker Wirsdof, and Dawn Bruno

    Slide 32:At the Fairs End

    Please complete and submit Commercial Service forms to us before you leave important for us to be aware of any leads and agreements (information is kept confidential) Post-Fair continued assistance our domestic and overseas offices have services that include: 1. Export counseling A-Z 2. Getting into a new market 3. Signing a contract 4. Performing due diligence

    Slide 33:Best of Luck

    Dawn Bruno, International Trade Specialist, U.S. Commercial Service, New York, U.S. Elizabeth Powell, Commercial Specialist, U.S. Commercial Service, GERMANY Perim Ilgaz, U.S. Commercial Specialist - TURKEY Charlene Gaynor, Association of Educational Publishers, USA