Customer

Inquiry

UHK/UTW/UJP/UPH/USG
Customer Service

UDE
Customer Service

Briefing of the
request

Design layouts,
Price calculation
UHK/UTW/UJP/UPH/USG
Customer Service

UDE
Customer Service

Production

QC, packaging Shipping

 Customer
Request

UDE
Customer Service

Briefing of the request

Kick off of the project
PM/Tech.

Project Team: Design layouts,

Construction, Tech., PM,
Prototypes, Price
Purchasing, Customer calculation
Service, Design
 Customer

Customer Service

Production:
Technical, PM Process and
production planning

Production

QC, packaging Shipping

 Name mit
Name Zusatz
mitmit
Funktion Name
Name Funktion

Name
1 Name entspricht
Name mit Funktion
1 Set (3 Namenschilder)

Fr. Rüschenschmidt Fr. Rüschenschmidt Fr. Rüschenschmidt

Mastername (Spalten "A+B+C" auf diese Breite ziehen)

1-zeilige Namenschilder 2-zeilige Namenschilder

Name Name m. Funktion Funktion Filialnummer
Assistant magasin
Assistante magasin
 Unisto Asia: Process (Ann)

Complete Kit of…

- Making Sales
- Effective communication with the blue side
 Unisto Asia: Process (Ann)
Checklist for new customers:
1. How do you know Unisto? Define the effective promotional
platform

2. Do you have any experience with Unisto? Check if customer

is working with competitor for the time being

3. Have you ever used a name badge? Identify the customer’s

acceptance towards pro active badge design

4. Why do you need a name badge? Learn the customer

business operation

5. How many? Seek for opportunities

6. Do you need a logo on the name badge?

 Incoming
Enquiries
With Logo Without Logo

Exchangeable name section Name engraving

Adhesive labels Cardboard labels

logo Name Logo

Name
Topline 4 Smart WL Topline A5

Ad. labels Card. labels

Smart Topline A1 Classic Prestige Image Elegance

Layout

Ask for feedback

 Unisto Asia: Process (Ann)
Checklist for existing customers (re-order):
1. Feedback of the Unisto name badge experiences

2. Learn about the recent development, company promotions etc.

3. Propose a new badge design from time to time

 Unisto Asia: Process (Ann)
Effective Communication with the Blue Side:

-Understand the requirements from the customer

-Learn the technical feasibility from the factory
-Pro-active badge design
-Evaluate the acceptable cost range
Turnover Report Site Year
OR Namebadge CHF
Turnover ALL Countries OR Namebadge
UHK1 OR Namebadge
Turnover UHK1 OR Namebadge
UTW1 OR Namebadge
Turnover UTW1 OR Namebadge
UJP1 OR Namebadge
Turnover UJP1 OR Namebadge
USG1 OR Namebadge
Turnover USG1 OR Namebadge
UMY2 OR Namebadge
Turnover UMY2 OR Namebadge
UPH1 OR Namebadge
Turnover UPH1 OR Namebadge
Watson’s (Ann)
Watson’s (Ann)
Successful Story (Sing)
The Sands Group (Venetian)
 Turning Point
• In 2002, the Macau SAR Gov’t
ended the monopoly system
and the US companies started
their business in Macau.
 Opportunities

• New project named Venetian

Macao Resort Hotel was started
in 2006
• Provide over 3,000 suites
 Opportunities
• Key person was from Hong Kong
MTR who introduced Unisto name
badge to Sands Group
• Same badge design as MTR in
2006 – Smart (S)
 Strength
• Core value of Unisto name badge
• Quality
- High resistance against scratching
- Great durability
- Excellent design
• Strong customer references in HK
• Reputable brand name
 Results
• Pilot project 30,000pcs.
 Results
• Ordered 40,000pcs. + of badges for
different brands from year 2007 to 2013
 Threats
• Copied badge from China
• Same design with cheaper price
 Comparisons
• Printing is come off easily
• The gold color of metal foil is not sharp
enough
 Failure Story
Holiday Inn Hotel Macau
 Opportunities
• One of Hotel in the 2nd phase in
Sands Group
• Whenever they need the
badges they are thinking of
Unisto
 Circumstances
• Customer were pleased with the
designs and the price offered by
Unisto was acceptable
 Circumstance
• Sands Group had no full control
on the badge design
• All designs are restricted from
the Holiday Inn corporate
guidelines and cannot be
changed
 Weaknesses
• Inflexible badge size
• High tooling cost for
customized dimension
 Results
• We lost the order because the
Unisto solution was 1mm
bigger according to the
specification
Sharing from our Name
Badge Founder of UHK
(Francis) about Security
Seals:
Broadway HK (failure one)
 Failure

1) Broadway have been Unisto customer for more than 6

years.

2) First contact was made with user.

3) Successfully convinced user to try with Unisto Seals

(go away from competitor).

4) After 1-2 years regular ordering, contacts were made

only with Purchase Department and no more
discussions with the user.
 Results:
1) no more updates on user's opinions.

2) user felt he is not the key person in the process.

3) discuss price issue with Purchaser.

4) Competitor had a chance to talk to the User and

influence him !

5) Competitor offered a product with more features

Results:

==> User accepted Competitor's opinions and decided to

change. (go away from Unisto seal)
 Conclusions:

LOW awareness of the new needs of

the user.

Neglected the needs of the user.

It meant LOST.
 Success Story

Actions taken

1) Knowing what user / customer needs

2) Feedback information to the Blue side and

explore solutions.

3) Gain back customer after 2 years lost.

 Conclusions:

- Keep regular contacts with both

User / Purchaser = Octopus.

- Keep Blue side updated about the Market

Needs = Green - Blue co-operation.

- Let Customer (both user and purchaser)

knows that we value them and Unisto could
always find solutions for our win-win situation.
 - POSITIVE
For Ivy MVC means: - PATIENT
- PERSISTENT
M OTIVATION - PRESTIGE

V ALUE

C REATIVITY
Success Story : Starbucks (Ivy)
Not Succeed Story : Lexus
 Success Story
Dotour Coffee
• One of the biggest coffee shop
chain in Japan.
• We offer “Hassle-Free Ordering
System”
• Customer doesn’t need to control
the stock or handle the daily
order.
• Every year we have price pressure
from Dotour. However, it is
difficult for Dotour to work with
new supplier because no other
supplier can do the messy work
for them.
UJP preparedy by ENI
CoCo Ichibanya
• Curry rice chain in Japan. They
also have the restaurant in
Asian countries.
• Customer felt assurance from
the proven and trusted
products sold in Taiwan.
• Additionally, we offer
“Customer-Sufficient Service”
• Good reference and providing
what they need and as they
like are creating positive image
which they make them feel to
continue purchasing from us.
71
 Constraints
Quality Issue
• Every time we receive the goods,
we are conducting inspection,
100% checking pin and clips
appearance and function as well
as the scratches on the surface. No needle tip Needle short
• It is to reduce the complaints
which we could foresee. Also to
accommodate to the expectation
to German products. Needle rusty
• If we can get rid of this
procedure, we would be
confident enough to sell our Needle set
products. in wrong position
Needle very loose
UJP preparedy by ENI 72
 UNISTO PHILS –NAME BADGES

1.Please share with us about your successful experience with MVCs. What
kind of constraints do you face during the sales front line work with your
customers? Please tell us your story in 10mins.
Our Successful Stories
 Shakey’s
 Yellow Cab
 Starbucks Coffee
Our Strength
 Integrity & Reliability- Unisto since 1926
 Quality- German/Swiss quality, weightless & reusable
 After Sales Service- Technical assistance
 Our Trained People
Constraints
 Price of the magnet
 Local source/local competition
 Freight Charges-No Form D
 Total quantity: 190.000 pcs Total quantity: 15.000 pcs
Unit sales price: € 2,25 Unit price: € 4,30

Total quantity: 200.000 pcs

Total quantity: 180.000 pcs Unit sales price: € 2,15
Unit sales price: € 0,83

Total quantity: 70.000 pcs

Total quantity: 130.000 pcs
Unit sales price: € 2,05
Unit sales price: € 1,36
Total quantity: 15.000 pcs
Unit sales price: € 2,95

Total quantity: 10.000 pcs

Unit sales price: € 0,98
MVC Accor Group

Total quantity per year:

approx. 35.000 pcs
Total turnover 2012: € 77.370,00
We lost a MVC Total quantity: 35.000 pcs./year
Unisto sales price: € 5,60
o
Feedback on the new badge models
(Ivy)
 Marketing Tools (Ann)
1. Technical argument

- Magnet
- Metallization (electro plating)
- Printing

2. Product photos on the home page

3. Leaflets (from functional perspective)

- without logo printing (small qty welcome)
- Only logo printing (no window)
- Only name engraving (no logo space)
Product Insight - Safety Pin (Sing)

• Shorten pin
• The pin is too weak
• The pin is not fixed very well
• The badge can be dropped easily
Safety pin
Safety pin
Suggestions
Suggestions
 Fixer

• Add fixer to the badges

 New Namebadge Ideas
User Friendly Perspective
• Namebadge which can put
clips smoothly even though
there are safety pin/broach
pin. (F-4868, F-3724)
• Re-usable cardboard label.
(All cardboard labels.)

UJP preparedy by ENI 97

 New Namebadge Ideas
Abuse Use Perspective
• Designing the products by
thinking of inappropriate
use. (Starlux)
• Distinction of Cardboard
Labels and Cellophane
Discs. (All cardboard labels
as well as cellophane discs.)

UJP preparedy by ENI 98

2. What kind of name badge feature shall we develop to create more sales
in your market? Please share your idea in product development
perspective in 5mins.
Economical Price using acrylic with economical bridge magnet
Our Target Market
 Mc Donalds Phils ------- Total Quantity 15,000-30,000 pieces
 Jollibee foods and other affiliates ----Total Quantity 50-100,000 pieces
 Malls and affiliates --------------------Total Quantity 50-100,000 pieces
 Airlines
 Hotels & Resorts
The above Food companies employed most are working students with
minimum wages therefore they can’t afford to charge the amount to the
employees
E-Marketing Initiatives
Overview
• Search Engine Optimisation
– Directory submission
– Content writing
– Google Ads
• Shop Admin Functions
• To-do / Wish list
Directory Submission - Online Yellow Page
• 5 paid directory submissions
• 18 free local search dicrectory submissions
• The biggest reason to list in directories is they
help search engines understand what your site
is about and help improve your relevancy.
Example: dmoz
Content Writing – On Page Optimisation
Improve natural / oganic ranking
• Meta-Tags in 24 languages
• Keywords (i.e. „Name badge“ in different languages)
• Keywords in picture names
For example, instead of : *0035001.jpg
Rename the file as: *namebadgemetall.jpg
• Keywords in page names / link names
• Text / translation correction
• User interactivity (Badge creator)
Badge Creator Demostration
 UNISTO’s ongoing process of
Search Engine Optimisation
E-Shop

Directory Content
Google-Adwords
Submission Writing

Natural / organic Paid

listing listing
SEARCH
 Paid / sponsored
listings

TOP: 1 (Advertisements via

Google Adwords)

Organic / natural
listings
SIDE: 2
(Results which
are calculated on more
than 200 factors via
Google Search Algorithms)

BOTTOM: 3
 Organic / Paid /
natural listing Sponsered listing

• UK 4th page (name • Average position 1.5

badge)
• .com 6th page (name
badge)
• DE 4th page
(Namensschilder)

SEO PPC
Search Engine
Pay Per Click
Optimisation
 Pay Per Click

• 49 Google Ads Campaigns targetet at 43 countries

and regions

• Target a geographic regions with relevant

keywords

• Daily budget up to 499 €

 Text Ads

Display Ads
Google Analytics
Cost per click
Shop Admin
Following adjustments were carried out according to
the questionnaire result:

• New start page

• „Welcome“ text
• Shop-admin:
• Info Pool
• News
Shop Admin
With a user name and password, administrators have
acess to:

• Price list
• View order statistics
• Download leaflets and internal documents
• Read internal News
To-do / Wish-List
• Shop content – simplify ordering process
• Accurate keywords and translation
• Improve Badge Creator
• Localisation of E-Marketing activities
– Local directory submission
– News, Mailings etc.
– Individual Google Ad-Words campaigns
(Japan)
E-Mailing -- Brewery
E-Mail to Breweries

Online Order
 Marketing Tools (Ivy & Sing)

How to deal with GATE KEEPER?

How do the salesman get through

and find out the KEY PERSON?
Role Play:

Part 1 – When Ivy went to Sogo

Taiwan…
Part 2 – When Sing called a new
customer…

Discussion:

1. How did you do new customer

hunting?

2. Did you find the key person?

Let the GATE KEEPER
assist you

to find out the KEY

PERSON!
 Specific Needs
Actual samples of
“Big Customers”
• Not only the name of the
customer but also the actual
samples would help. It would
proof that we are really working
with the well known companies.
• We were able to get order from
“CoCo Ichibanya” because of the
samples from Taiwan.
• “Otoya, Toyota, Ippudo,
Starbucks” samples from HK and
Taiwan are also helping us to
remove the barrier to contact the
company.

UJP preparedy by ENI 135

What kind of marketing tools do you need to support you to generate
more enquiries and prospect to new potential customers? Please make a 5-
mins sharing session about your idea in marketing perspective.
 Complete range of samples
 Ready price list
 Immediate response of requested artwork
 Technical brochures
 Ex-stocks for moving items
 Printing process locally either in Malaysia or Singapore to take
advantage zero
 Import duty among Asea country.
 Proper handle of repeat or small orders with minimal quantity of 10-
20 pieces.
OK we’re coming to the end of this session, so Peter
and myself would like to thank you for listening .

… and