Trade Shows as your Market Entry Strategy
Jewelry Industry
Introduction,
Reed Exhibitions
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Size and scope
– The world’s leading events organizer, with over 2,500 employees in 35 offices
serving 44 industries worldwide.
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Events
– RX organizes over 440 events in 36 countries. A market reach of over 7 million.
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Key industries served
– Aerospace & aviation, automobiles, broadcasting, building & construction,
electronics, energy, oil & gas, engineering, manufacturing, environment, food
service & hospitality, gifts, healthcare, interior design, IT & telecoms, jewelry, life
science & pharmaceuticals, machinery, medical education, printing & graphics,
property & real estate, security & safety, sports & recreation, travel
Local Support,
Global Connections
Exhibiting abroad is one of the quickest and most cost-effective ways to
reach new export customers and rapidly grow your business.
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The International Sales Group of Reed Exhibitions provides –
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Choose the right Reed event
Find the best route to market
Secure financial support for your participation
Overcome language barriers
Organize your participation
Avoid local misunderstandings
Deal with any problems onsite
Trade shows deliver –
Safe and structured environment to explore markets, Cost-effective market entry, Targeted,
qualified contacts, Face time with potential customers/business partners, Resources to make
market entry turn key and stress free
U.S. Commercial Services &
Reed Exhibitions
Why are we partners?
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We help SME’s to develop and increase exports
We educate U.S. firms on new markets and industries
We develop pavilions and create special packages to
support US firms entry into new markets
We are partners, helping you build international success
Current Portfolio of Jewelry Events
Portfolio Overview
Accessing & Navigating Japan
Tokyo, Japan (IJT) January 11-14, 2012
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Why Japan?
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Exhibitors: 1,500 Visitors: 40,000 Edition: 22nd
www.ijt.jp/english
Japan is the 3rd largest jewellery market in the world
U.S. is the top supplier of precious metal jewellery
Sophisticated consumers
Gateway to other Asian markets
Buyer breakdown:
Product interest:
• Department store buyers
• Boutiques
• Specialty stores
• VIP retailers from Japan, Korea, China, Hong Kong, Taiwan,
India and Thailand
• Importers/Distributors
• Wholesalers
• Platinum jewelry
• Diamond Jewelry
• Bridal jewelry
• Branded jewelry
• Loose diamonds
• Loose gemstones
Accessing & Navigating Japan
Tokyo, Japan (IJT) January 11-14, 2012
Exhibitors: 1,500 Visitors: 40,000 Edition: 22nd
www.ijt.jp/english
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Consumers with the most purchasing power are baby boomers,
females between the ages of 30-50, wealthy Asian travelers, male
consumers
Of all imported jewelry from the U.S. to Japan, platinum accounts
for 51.4%
Diamond jewelry accounts for 47.8% of retail share, Color gem
jewelry accounts for 20.9% , Pearl jewelry accounts for 16.7% and
Metal jewelry accounts for 14.6%
Accessing & Navigating Japan
Tokyo, Japan (IJT) January 11-14, 2012
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Carnet country
Duties/Taxes
Exhibitors: 1,500 Visitors: 40,000 Edition: 22nd
www.ijt.jp/english
– Tax = 5%
– Duties vary depending on type
– How it works:
• Regular import, carnet, drawback entry
• Loose diamonds, colored stones, precious stone, semi-precious stones,
cultured loose pearls, cultured pearls, temporarily strung = NO DUTY
• Precious stones, temporarily strung, semi-precious stones, temporarily
strung, Platinum jewelry, Silver jewelry, Pearl jewelry = 5.2% DUTY
• Gold jewelry = 5.4% DUTY
Accessing & Navigating Japan
Tokyo, Japan (IJT) January 11-14, 2012
Exhibitors: 1,500 Visitors: 40,000 Edition: 22nd
www.ijt.jp/english
Retail Sales Channels & Shares
Accessing & Navigating France
Éclat de Mode
January 20-24 & June 30 – July 4, 2012
Exhibitors: 450 Visitors: 14,000
Why Paris?
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Exhibitors: 450 Visitors:
14,000
www.bijorhca.com
Paris is a destination for buyers from all over the world
It is a mature market and is currently the one of the top 5 markets U.S. manufactures
are already exporting to
Over 32% of the buyers that attend Eclat de Mode come from outside of France – top
countries include: Italy, Belgium, Spain, UK, Germany, Switzerland, Netherlands,
USA, Japan, Middle East
Buyer Breakdown
Accessing & Navigating France
Éclat de Mode
January 20-24 & June 30 – July 4, 2012
Exhibitors: 450 Visitors: 14,000
www.bijorhca.com
Buyers from all over the world visit:
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EAST LIMITED.COM (United Kingdom), WINARETTA.COM (France), PERSONAL
SHOPPER BY RONTEIX NADIA (France), SYNALIA (France), PROMOD (France),
MOA (France), CACHE CACHE (France), NATURE & DECOUVERTES (France),
CARREFOUR (France), LOUIS VUITTON (France), KLM (Germany), BON GENIE –
GRIEDER (Switzerland), BRANDALLEY (United Kingdom), COMPLEX
INTERNATIONAL (France), EL CORTE INGLES (Spain), FENWICK (United
Kingdom), FRANCK ET FILS (France), GALERIES LAFAYETTE (France), HARVEY
NICHOLS HONG KONG (France), HP France, INTER TRADE CORPORATION
(France), LA MAISON SIMONS (Canada), LAMBERT & ASSOCIATES (France), LE
BON MARCHE (France), MFA (France), OBFO (France), PRINTEMPS (France)
TAKASHIMAYA (France), SEIBU (Hong Kong), CHATEAU DE VERSAILLES
(France), REUNION DES MUSEES NATIONAUX (France), MUSEE DES
IMPRESSIONNISMES GIVERNY (France), MUSEE OCEANOGRAPHIQUE DE
MONACO (Monaco), MUSEUM OF CONTEMPORARY ART – CHICAGO (USA)…
Accessing & Navigating France
Éclat de Mode
January 20-24 & June 30 – July 4, 2012
Exhibitors: 450 Visitors: 14,000
www.bijorhca.com
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French is primary language, but most will speak English
Carnet country
Business practices are different – you’ll need to assimilate
Every piece of jewelry should carry two types of marks
– The "Poinçon d'Etat" indicates the type of/characteristics of the metal
– The "Poinçon de Responsabilité" (Responsibility mark) indicates the mark of
the French importer plus an oval-shaped mark.
Jewelry is made of at
least 75% pure gold
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Jewelry is made of at
least 80% pure silver
Jewelry is made of at
least 95% pure platinum
A U.S. manufacturer must also have a French representative whose
company is registered at the French commercial court.
Accessing & Navigating France
Éclat de Mode
January 20-24 & June 30 – July 4, 2012
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Duties/Taxes
Exhibitors: 450 Visitors: 14,000
www.bijorhca.com
– VAT (tax) = 19.6%
– Duty = varies based on type of material
– How it works:
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A French importer has to pay the Value Added Tax - VAT (TVA in French)
The standard rate is 19.6% of the CIF (Customs, Insurance, Freight) cost
VAT must be added to the price of all goods sold in France
The supplier of any product in France has to charge the customer a sales
price combining the initial selling price and the VAT
• The supplier then collects the full amount, subtracts from the total VAT
collected, and periodically pays over the difference to the tax authorities
• The French importer must also pay customs duties when clearing goods at
customs
– For precious and semi-precious jewelry, custom duties vary between 2% and 4%
• There are also the following guaranty duties:
– 8 Euros for a gold or platinum piece of jewelry
– 4 Euros for a silver piece of jewelry
Accessing & Navigating Saudi Arabia
April 16-19, 2012 - Hilton Jeddah &
April 23-26, 2012 -Faisaliah Riyadh
Exhibitors: 100 Visitors: 50,000
Why Saudi Arabia
• Estimated the annual Saudi consumption of jewelry at 400 tons
• A further increase is expected in the near future due to the international economic
recovery and the stability of the Saudi economy
• Saudi jewelry and gold market is worth SR30 billion
• The luxury watch market in the Kingdom has hit one billion dollars which is 25 percent of
the value of all the markets in the region
• Young Saudis over the age of 20 are the main purchasers of luxury watches and jewelry
in the Kingdom in comparison to those in their 40s in other countries
2011 Jewellery Salon stats
• 100 international and domestic exhibitors
• 50,000 visitors (both male and female)
• Trade & public event
New
acquisitio
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Accessing & Navigating Saudi Arabia
April 16-19, 2012 - Hilton Jeddah &
April 23-26, 2012 -Faisaliah Riyadh
Exhibitors: 100 Visitors: 50,000
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Not a Carnet country
A non-refundable duty of 12% is levied for imports of samples of jewelry and
watches. Authenticated shipping documents are required for all shipments of
commercial samples
The documents required for all commercial shipments to the Kingdom of
Saudi Arabia are:
– Commercial invoice certificate of origin a bill of lading (or airway bill)
– A steamship (or airline) company certificate an insurance certificate (if goods are
insured by the exporter)
– Packing list
New
acquisitio
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Accessing & Navigating Abu Dhabi
Jewellery & Watch Show (JWS)
May 1-5, 2012
Exhibitors: 110 Visitors: 7,000 Edition: 18
www.jws.ae
Why Abu Dhabi?
• You’ll have access to the world’s richest city, Abu Dhabi, the capital of United Arab
Emirates
• According to new trade statistics, more than a third of the country's imports by value in
February consisted of diamonds, gold and finished jewellery.
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Diamonds were the UAE's top import by value in the month…with Dh7.5 billion ($2.04bn) of the
stones brought in. Gold followed at Dh6.9bn of imports and finished jewellery came in at
Dh1.9bn.
Abu Dhabi is a sophisticated market – design and quality are key.
The indigenous population of this country prefer 21 carat, folks from the sub-continent
prefer 22 carat and the western population tend to go for 18 carat jewellery.
Carnet country, as of October 1st 2011
Duties/Taxes
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Duty – 5%
Tax – 0%
Accessing & Navigating Abu Dhabi
Jewellery & Watch Show (JWS)
May 1-5, 2012
Why JWS?
• Buyer Breakdown
Exhibitors: 110 Visitors: 7,000 Edition: 18
www.jws.ae
– About 80% are female buyers and 20% are male.
– Target audience includes: Members of the royal families, High-net worth individuals,
Private collectors, Top government officials, Top VIPs from various organizations,
Trade professionals, Media and General Public
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Product Interest
– Diamond Jewellery, Gold Jewellery, Luxury & Designer Watches, Pearls, Precious
and Semi Precious Stones, Gems Stones, Designer jewelry
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Exhibitor profile
– Independent retail outlets, Retail chains, Designers, Laboratories, Publications &
Service providers
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Timing
– Concurrent events: Jewellery Arabia Bahrain, Mid East Watch & Jewellery Show
Sharjah UAE, Dubai Jewellery week UAE
Accessing & Navigating Canada
JCK Toronto
August 12- 14, 2012
Why Toronto?
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Exhibitors: 150 Visitors: 2,000
toronto.jckonline.com/
The market is segmented and Toronto is a gathering point for buyers
across all regions of Ontario including, York Region, Southwestern Ontario
and the Greater Toronto Region, which has the largest concentration of
jewellery retailers in Canada.
Over 45% of the buyers that attend JCK Toronto do not attend JCK Las
Vegas.
Buyer breakdown:
Product interest:
•Independent Jewellery Retail Store Buyers
•Independent Jewellery Retail Store Owners
•Independent Jewellery Retail Store Sales Assoc.
•Jewellery Chain Store Buyers
•Specialty Gift Shop Owners and Buyers
•Department Store Buyers
•Big Box Store Buyers
•Colored Gemstones
•Diamonds - Finished & Loose
•Display Products & Services
•Finished Designer Jewellery
•Pearls - Finished Jewellery
•Sterling Silver - Jewellery
•Watches & Watch Accessories
Accessing & Navigating Canada
JCK Toronto
August 12- 14, 2012
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Similar business practices
Same language (for the most part)
Carnet country
Dedicated customs agent to advise clients
Duties/Taxes
Exhibitors: 150 Visitors: 2,000
toronto.jckonline.com/
– Tax = 5%
– Duty = varies based on type of material
– How it works:
• If the goods are manufactured in the USA they are duty free but still subject
to 5% GST
• If the goods are made out of the USA, duty and GST are applicable.
– The duty rates now are: GOLD 6.5%.....Silver 8.5%...Loose Stones duty free
• The manufacture has the choice to show separate line items or a total
including duty and GST when selling product
• If you sell on-site you will be asked what is sold and any duty and GST will
be due at the point of export
• The buyer is able to claim back the GST but not the duty
• The consumer pays the GST on the sale price from the retailer
Accessing & Navigating the UK
International Jewellery London (IJL)
September 2-5, 2012
Why the UK?
Exhibitors: 580 Visitors: 9,050 Edition: 56
www.jewellerylondon.com
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The NAG reports that the 7,500 UK stores consist of 6,000 independents and 1,500
multiples
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The trend in the UK is to buy less but better quality, higher value goods. Consumers
are willing to spend for design, innovation, distinctive, branded product.
In terms of gold, the best selling gold is 18K. There is 9K rather than 10k but that’s
not so popular at present – the better quality metal is the one to go for.
In gold sales terms, the UK sits 12th in the world ranking, and is therefore bigger than
the French and German market combined. The only other European market that is
bigger is Italy.
Trend in the UK is to buy less but better quality, higher value goods. Consumers are
willing to spend the money on luxury purchases. Design, innovation, distinctive
product and branding is crucial.
UK manufacturers tend to buy small to medium sized stones. This is economy but
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mostly (UK) trend driven.
Accessing & Navigating the UK
International Jewellery London (IJL)
September 2-5, 2012
Exhibitors: 580 Visitors: 9,050 Edition: 56
www.jewellerylondon.com
Buyer Breakdown
Product Interest
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Accessing & Navigating the UK
International Jewellery London (IJL)
September 2-5, 2012
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Similar business practices
Same language (for the most part)
Carnet country
Hallmarking process
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Exhibitors: 580 Visitors: 9,050 Edition: 56
www.jewellerylondon.com
A Sponsor’s Mark, A Fineness Mark, The Assay Office Mark
The UK has a simple and wide distribution chain for jewellery with independent and
multiple retailers, department stores, galleries, mail order/internet/shopping channels,
gift and fashion stores
Duties/Taxes
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VAT (tax) = 20%
Duty = 2.5%
How it works:
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The manufacture has the choice to show separate line items or a total including duty and GST when
selling product
Buyer is responsible to clear customs and pay all VAT & DUTY
UK company can claim the VAT every quarter but duty is not refundable
The consumer pays the VAT on the sale price from the retailer
Thank you!
To learn more contact:
Beth Casson
Reed Exhibitions, International Sales Group
P: 203 840 5308
E: [email protected]