2012 - pga merchandise show adam berg senior vice president international licensing industry...
TRANSCRIPT
2012 - PGA Merchandise Show
Adam Berg
Senior Vice President
INTERNATIONAL LICENSING INDUSTRY MERCHANDISERS’ ASSOCIATION
(LIMA)
WWW.LICENSING.ORG
Agenda
• Introduction to LIMA
• Brief overview of the worldwide licensing industry.
• Why companies use licensing to enter new markets.
• Questions that need to be asked.
• What to look for in a region.
• What to look for in a potential licensee.
LIMA – An Introduction
LIMA IS THE WORLD’S LEADING TRADE ORGANIZATION FOR THE LICENSED MERCHANDISE
INDUSTRY
OVER 1,100 MEMBERS IN 32 COUNTRIES
OFFICES IN NEW YORK, LONDON, MUNICH, TOKYO, HONG KONG AND SHANGHAI
LIMA
LIMA’S MISSION:•Staging and supporting trade, educational and social events that foster industry knowledge and exchange of business information and contacts; •Serving as public advocates for the business of licensing globally through public speeches, authoring articles and a wide range of other public relations activities; •Developing industry research and other support information;
LIMA
LIMA’S MISSION (continued)•Creating and publicizing an industry code of conduct; •Organizing and supporting Licensing Industry Excellence Awards around the world, which annually recognize high achievement within the licensing community
LIMA
LIMA SPONSORS THE WORLD’S LEADING LICENSING TRADE SHOWS:
Licensing International Expo (Las Vegas)
Brand Licensing Europe (London)
Shanghai Licensing Show
Hong Kong Licensing Show
LIMA
LIMA’S WEBSITE IS THE PRIMARY PORTAL FOR GLOBAL LICENSING
INDUSTRY NEWS AND INFORMATION
WWW.LICENSING.ORG
Licensing – A Process and a Business
• Licensing Defined:Licensing is “Passion Leveraged”
LICENSING IS THE PROCESS OF LEASING A LEGALLY PROTECTED ENTITY KNOWN AS A
PROPERTY WHICH COULD BE A NAME, LIKENESS, LOGO, GRAPHIC, SAYING,
SIGNATURE, CHARACTER OR A COMBINATION OF SEVERAL OF THESE ELEMENTS IN CONJUNCTION WITH A
PRODUCT OR PRODUCT LINE.
Licensing – A Process and a Business
LICENSING IS VITAL
LICENSING IS VIEWED BY MANY COMPANIES AS A KEY ELEMENT OF A
BRAND, PROPERTY OR EVENT’S MARKETING COMMUNICATION
PROGRAM.
Licensing is World Wide
LICENSING IN GLOBAL MARKETSRETAIL SALES OF LICENSED MERCHANDISE (in
U.S. dollars)
UNITED STATES $104 BILLION
U.K. $ 20.2 BILLION
GERMANY $ 13.7 BILLION
FRANCE $ 6.3 BILLION
REST OF W. EUROPE $ 5.2 BILLION
EASTERN EUROPE $ 0.6 BILLION
Licensing is World Wide
RETAIL SALES OF LICENSED MERCHANDISE
JAPAN $19.4 BILLION
CHINA $ 1.7 BILLION
REST OF ASIA $ 2.7 BILLION
BRAZIL $2.5 BILLION
REST OF LATIN AMERICA $ 2.1 BILLION
AUSTRALIA/N. ZEALAND $ 4.0 BILLION
OTHER $ 2.9 BILLION
Licensing – What Needs to be Known
• Licensing – What a Company Should Know:• How to Maximize Potential and Minimize Risk:
– Maximize:• Understand licensing – it is not a “magic bullet”.• Understand your audience – who are they?• Understand your infrastructure and supply chain issues.• Understand your media and what it is capable of delivering.
– Minimize:• Do your research about the license.• Educate your sales force as to why licensing is important.• Be sure your retail buyers are ready to receive licensed
goods.• Make your commitment and never over-promise.
Global Expansion and Licensing
• How it is done:– Find manufacturers who understand the
region.– Find licensed products that are relevant.
• Its not enough to reflect the brand – the product has to do that as well as strike a chord with the local consumer.
– Must solve the equation that balances what the property means globally and locally.
Global Expansion and Licensing
• How It is Done– Licensing brings the property forward
successfully when the Licensor finds the licensee and product that “speaks the language”.
– Contract with locals.– Strengthen communications by a large factor
that you feel is overkill, and it will be just enough.
Global Expansion and Licensing
How it is Done– Invest the time, resources and energy to the region.– Go there, return there, and make it routine.– Give it time within a disciplined framework both
parties understand. – Overcome cultural challenges to creating
expectations face to face; quantify if need be.– Expanding globally is hands on from HQ; it does not
happen by itself; nor should it be expected to be such.
Global Expansion and Licensing
• Questions to be Asked:– Do I have a global licensing business now?
• Where am I selling licensed products?
– Do I have the infrastructure needed?• If yes – quantify it, flow chart it and study it.• If not – am I prepared to put the infrastructure in
place– The “3am Phone Call”
Global Expansion and Licensing
• Questions to be Asked– Does my company/property want to be
exposed to overseas risks?– Does potential revenue warrant the
investment?– Is my company a “long haul” oriented
company?
Licensing is Fun
• Summary– Licensing is here to stay:
• Mature in the West• Inevitable elsewhere
– Understand the Licensing Business:• Embrace it where appropriate• Know its limitations and be guided accordingly.
– It is a lot of fun:• As business and life should be.