We Match

Diana Janet Vargas Snchez 4061885

Md. Golam Ishaque Niir 4061905
Saron Tsegaye Bekele 4062631
Yalda Rahimpour 4062543
Ab Ahad Hossin 4062969

Table of Contents
1

Project Management....................................................................................................................3
1.1
1.1.1

General Objective...............................................................................................................................3

1.1.2

Specific Objective..............................................................................................................................3

1.2

The Idea, The project.........................................................................................................................3

1.2.2

Project Goal........................................................................................................................................4

Country Overview................................................................................................................4

1.3.1

Bangladesh.........................................................................................................................................4

1.3.2

Germany.............................................................................................................................................6

1.4

Market Analysis...................................................................................................................7

1.4.1

Retail Sector.......................................................................................................................................7

1.4.2

Competitors Comparison....................................................................................................................8

1.5

Market Segmentation..........................................................................................................9

1.5.1

Demographic segmentation (Germany).............................................................................................9

1.5.2

Consumer Segmentation..................................................................................................................10

1.6

Target Market....................................................................................................................10

1.7

Business Concept................................................................................................................11

1.8

SWOT Analysis (Feasibility Study)..................................................................................12

1.9

Financial Plan.....................................................................................................................12

Project Initiation.........................................................................................................................13
2.1

Project Description..............................................................................................................3

1.2.1

1.3

Task description...................................................................................................................3

vision...................................................................................................................................13

2.1.1

Business vision.................................................................................................................................13

2.1.2

Project vision....................................................................................................................................13

2.2

Defining Team Role............................................................................................................14

2.3

Planning for conflicts in the Project.................................................................................14

2.4

Risk Management in the Business....................................................................................15

2.5

Project Team Conflict Management.................................................................................15

Project Definition.......................................................................................................................16

3.1

Determine resources which are needed............................................................................16

3.2

Task list and Schedule........................................................................................................16

3.3

Develop a Scope Statement................................................................................................16

3.4

Project lifecycle..................................................................................................................16

3.4.1

Project Design............................................................................................................................17
4.1
4.1.1

4.2

Suppliers.............................................................................................................................17
Suppliers proposal............................................................................................................................17

Marketing mix (4 Cs)........................................................................................................19

4.2.1

Commodity/ Product........................................................................................................................19

4.2.2

Cost..................................................................................................................................................20

4.2.3

Distribution Channel........................................................................................................................20

4.2.4

Communication................................................................................................................................21

4.3
4.3.1

4.4
4.4.1

Business Draft Proposa......................................................................................................22

Business concept description...........................................................................................................22

Sales Strategy.....................................................................................................................24
Consumer Lifestyle in Germany......................................................................................................24

Spending...............................................................................................................................................24

Discount shop lovers............................................................................................................................24

Health-consciousness............................................................................................................................24

Germans attitude towards Go Green..................................................................................................24

Growing of online shopping experience...............................................................................................24

4.4.2

Sales strategy....................................................................................................................................24

4.4.3

Direct Marketing..............................................................................................................................25

4.4.4

The strategies....................................................................................................................................26

4.4.5

Logo First draft................................................................................................................................27

4.4.6

Website design..................................................................................................................................27

4.5
5

Strategies throughout the project lifecycle.......................................................................................16

Product Development........................................................................................................27

Implementation...........................................................................................................................27
5.1

Entry market implementation..........................................................................................27

Summery.....................................................................................................................................28

Anexx..........................................................................................................................................30
7.1

Business plan task list........................................................................................................30

7.2

Task list matrix...................................................................................................................31

7.3

Market entry Strategy task list.........................................................................................32

Bibliography...............................................................................................................................33

Reference....................................................................................................................................37

1 PROJECT MANAGEMENT
1.1 TASK DESCRIPTION
We are selecting a specific product, which is textile and leather goods in our case, from our chosen
domestic market, which is Bangladesh, and will be making a detailed market entry plan accordingly
from the project management perspective.

1.1.1

General Objective

Our general objective for the project is to apply the knowledge, we have acquired throughout our
course and to use the useful tools we are taught, in order to be able to take initiatives for setting up a
business, by which, we will be able to plan, design, develop and be ready for implementation of a
successful entry to the German market.

1.1.2

Specific Objective

Our specific objective would be applying the tools, taught throughout the course, such as specifying
and implementing team roles for the project, determining and acting accordingly to the phases of the
project management and managing the conflicts, which could arise throughout the phases of our
project, in order to come up with an optimum market entry plan for our proposed products in German
market place.

Business Plan
1.2 PROJECT DESCRIPTION
1.2.1

The Idea, The project

The idea for our project is to develop a brand of textile and leather products produced in Bangladesh
and successfully enter to the existing German market. We will set up a small business in Germany,
focusing on the sales in a specific target market by analyzing the current trend and fashion. We will be
outsourcing the production in Bangladesh to chosen firms, who are already doing business in some
parts of the world with their world class products and enter the German market with our own brand.

1.2.2

Project Goal

Our goal is to establish the proposed brand, in which, we will be a world class brand, backed up with
the current reputation of Bangladeshi textile production and advantages of being in German market.

1.3 COUNTRY OVERVIEW

In order to begin with any foreign product in any country; first, we need to analyze both of the
countries in general. Our motto in the initiation stage of the project would be getting an overall
overview of the exporting country, which is Bangladesh, and also the overview of the importing
country, which is Germany. After the general overview, we would be focusing on the specific sector,
in our case, which is Textile and Leather products, in both of the countries.

1.3.1

Bangladesh

1.3.1.1

General Information

Bangladesh1
Location:

Southern Asia, bordering the Bay of Bengal, between Burma and India (A
land of 147,570 square k.m. (94th))

Population:

168,957,745 (July 2015 est.) with a density of 965 per square k.m (9th).

GDP (PPP):

US$ 258.608 billion ($1,572 per capita)

GDP (nominal):

US$ 104.919 billion ($638 per capita)

Population Growth Rate:

1.29% (world average 1.14)

Per Capita Income:

US$ 641 (world average $8,985)

Economy: Bangladesh's economy has grown roughly 6% per year since 1996 despite political
instability, poor infrastructure, corruption, insufficient power supplies, slow implementation of
economic reforms, and the 2008-09 global financial crisis and recession.
Garment exports, the backbone of Bangladesh's industrial sector, accounted for more than 80% of
total exports and surpassed $25 billion in 2015 and the sector continues to grow. Steady garment
export growth combined with remittances from overseas Bangladeshis - which totaled about $15
billion and 8% of GDP in 2015 - are the largest contributors to Bangladesh's sustained economic
growth and rising foreign exchange reserves.

1 (cia.gov)

Since the early days, different sources of impetus have contributed to the development and maturity of
the industry at various stages. They learned about child-labor in 1994, and successfully made the
industry free from child labor in 1995. Now the apparel industry is Bangladeshs biggest export earner
with value of over $24.49bn of exports in the last financial year (from July 2013 to June 2014). 2
1.3.1.2

Textile Industry

While the rest of Asia disappointed in terms of export revenue in 2015, there was one surprising
anomaly to the pattern Bangladesh. Record exports for Bangladesh amid growing demand for cheap
clothing. Bangladeshi export earnings rose to $3.2bn in December, 2015, thereby setting a new record
for the South Asian country. This phenomenal success can be attributed to Bangladeshs growing
apparel industry, which accounted for over 83 percent of Decembers figures.
As global demand for cheap clothing raises rapidly, Bangladeshs position as the second biggest
exporter in the world continues to hold strong, which is mainly due to its large population and low
labor costs. There is good reason for Dhaka to remain hopeful for the year ahead as well as exports
account for 20 percent of Bangladeshs GDP, while clothing in particular contributes around 80
percent of all exports. In fact, according to the World Bank, the countrys GDP is expected to grow to
6.7 percent this year, which will make Bangladesh one of the fastest growing economies in the world. 3
1.3.1.3

Leather industry

The Government of Bangladesh has identified the leather sector as one with considerable growth and
investment potential ranked fifth in the export earning sector. Currently Bangladesh produces and
2 (Saudi Gazette)
3 (worldfinance)

exports quality bovine and ovine, caprine (buffalo and cow; sheep and goat) leathers that have a good
international reputation for fine textured skins. However, the entire leather sector meets only 0.5% of
the world's leather trade worth US$75 billion. There are about 113 tanneries in Bangladesh that
produce 180 million square feet of hides and skins per year. In addition, there are about 30 modern
shoe manufacturing plants engaged in the production of high-quality footwear, with over 2500 smaller
footwear manufacturers also present in the sector. There are around 100 small-to-medium leather
goods manufacturers, and a small number of niche larger manufacturers. The sector directly employs
approximately 558 000 people.

1.3.2

Germany

1.3.2.1

General Information

Germany4
Location:

Central Europe, bordering the Baltic Sea and the North Sea, between the
Netherlands and Poland, south of Denmark

Population:

81,459,000 (2015) Immigrants: 20.3% of the population.

GDP (PPP):

US$ 3355.77billion ($44053.07 per capita)

GDP Annual Growth Rate

1.30%

Population Growth Rate:

-0.17% (2015 est.)

GNP:

787.12 billion euro

1.3.2.2

Textile Industry

Production in the textile and clothing industry trended slightly upwards in the first nine months of
2013. However, this was insufficient to reach positive territory in comparison to the level of the
previous year. In the textile sector, production in the first nine months of 2013 was 0.4% down on the
level of the previous year; in the clothing industry, production was 1.1% lower than in the pre-year
period. In the textile industry, technical textiles are again outperforming other segments.
Both in the textile as well as in the clothing industry, domestic production declined strongly in 2012 (7.3% real and -9, 3%, respectively). In the textile industry, this was due inter alia to the fall in demand
from commercial customers for technical textiles. In this sector, this developed positively in the
previous years, production declined by over 10% in 2012. In the clothing industry, the decline in
production is still due to structural factors (relocation or closure of production capacities).

4 (tradingeconomics)

Projection for the textile industry is a 1% increase in domestic production above all due to renewed
stronger demand for technical textiles from industry. In the clothing sector, by contrast, the downward
trend is likely to continue; here, a decline of 7% is likely.5

1.4 MARKET ANALYSIS

1.4.1

Retail Sector

Approximately 9% of Germanys total retail turnover is spent on clothing and home textiles, making it
the second largest retail sector after food (37%). Retail turnover in clothing and home textiles has
continued to rise in recent years, reaching app. 59.3 billion euros gross in 2012, according to figures
published by the German Fashion Retail Association (BTE). This makes Germany the worlds 4 th
largest apparel market, as well as the biggest in Europe.

1.4.1.1

Germany

Top ten German textile retailers, 20126

Source: Textilwithschaft, Company Information, BTE

1.4.1.2

Global

The worlds largest and fastest growing clothing retailers are also in Germany, like everywhere else.
These companies are also pioneers of fast fashion: a term used to describe clothing collections
which are based on the most recent fashion trends on the catwalk but which are designed and
manufactured quickly, are affordable, and are aimed at mainstream consumers. By maintaining
5 (fibre2fashion)
6 (CBRE GmbH)

efficiency and flexibility throughout its supply chain, also able to respond quickly to changes in
fashion trends.

1.4.2
1.4.2.1

Competitors Comparison
Global

Main retail fashion companies:

NewYorker7 has more than 1000 stores in 40 countries, making it one of Europe's largest
fashion businesses. The companys international purchasing activities enable the stores to
always have the very latest in stock. Central logistics, an efficient distribution network and
flat hierarchies are factors that enable New Yorker to position its products on the market
successfully and react to changes flexibly. Stable and forward-looking development.
Zara8 53 World's Most Valuable Brands, The clothing retailer has more than 2,100 stores
worldwide and is the flagship brand of the Inditex Group. Zara is renowned for its ability to
develop a new product and get it to stores within two weeks, while other retailers take six
months. Zara added 77 stores in 2015, including the first stores in Australia last year, as well
as a number of U.S. cities like Los Angeles, New York, San Diego, Houston and Las Vegas.
H&M9 operates over 2,500 stores in over 43 countries worldwide. The H&M store is now a
well-established presence in most prominent shopping streets in Europe, Asia North America,
Middle East and North Africa.
FOREVER 2110 With a goal to become an $8 billion company by 2017 and open 600 stores
in the next three years, itll be exciting to see the company achieve in three years what it
initially took 30 years to do.
The global apparel market is valued at 3 trillion dollars, 3,000 billion, and accounts for 2 percent of
the world's Gross Domestic Product (GDP). The fashion industry includes many sub industries, such
as textile, knit wearing and leather goods11.

The womens wear industry is valued at 621 billion dollars

The menswear industry is valued at 402 billion dollars
The retail value of the luxury goods market is 339.4 billion dollars
Children wear had a global retail value of 186 billion dollars
Sports footwear is valued at 90.4 billion dollars
The bridal wear industry is valued at 57 billion dollars

7 (NewYorker)
8 (Forbes)
9 (alshaya)
10 (Forever21)
11 (fashionunited)

1.5 MARKET SEGMENTATION

1.5.1

Demographic segmentation (Germany)

Age structure:12
0-14 years: 12.88% (male 5,346,086/female
5,068,071)
15-24 years: 10.38% (male
4,279,962/female 4,113,746)
25-54 years: 41.38% (male
16,934,180/female 16,519,932)
55-64 years: 13.91% (male
5,571,694/female 5,675,104)
65 years and over: 21.45% (male
7,591,298/female 9,754,335) (2015 est.)

1.5.2

Consumer Segmentation13

1.6 TARGET MARKET

The age between 24-65 years old, the people between low and medium income groups12 (cia.gov)
13 (German Trade and Investment)

1.7 BUSINESS CONCEPT

MatchyMa
tch

Textile

Luxury
line*

Leather

Retail

Luxury
line*

Retail

14

14 (CBI Ministry of Foreign Affirs)

1.8 SWOT ANALYSIS GERMAN TEXTILE

Strength

Weakness

Increasing
Consumer
consumption
population in EU
Largest European
economy

High Tax rate : 12%

import duty rate, &19%
VAT for Textiles
Income Tax: between 1445%

Opportunity

Threat:

Location
High internet access
highest internet
users( 86% of
Population )

Mature Market
Strong Competitors :
at least 100 online
stores

1.9 BUDGET
Total
working
hours for
project
per hour

Cost
per
Hour
(Euro)

total
working
hours in
a month

20

40

2400 800

48,000

8.5

40

2400 340

20,400

Web designer

12

40

800 480

market research1

12

40

1600 480

19,200

Financial controller

15

40

2400 600

36,000

Resource allocation

Project manager
Team Assistant

Total
Monthly
cost

Total
cost
Euro

9,600

Human Resource
cost
Online MarketingFacebook
Online MarketingGoogle
Total online
marketing

2,700

133,20
0
500
1,000
1,500

Total Cost

134,700

2 PROJECT INITIATION
2.1
2.1.1

VISION

Business vision
Consumer demand for value by offering quality products: We want to achieve it by
encompassing design innovation and ethical business practices with the desire for luxury and
authenticity. Our product line will be quality products, meeting the criteria of world class

products, to achieve the consumer trust within an optimum time frame.

Different business models: It is seen that increased use of technology could be done to
maximize efficiencies and meet customer needs. For our brand, we will be applying a bit
different business models by prioritizing upcoming matching trend. In order to do this, we

will emphasize on online marketing and online shops.

Social and environmental responsibility: At the forefront of the overall brand proposition
we keep social responsibility on the production of the goods, including Leather products. The
new generation and one of the most important segments of our market are from millennial
group of people, who are really conscious about sustainability. In order to keep up with them,

we will be promoting business models, sustainable for both social and environmental.
Market diversification: In order to keep up with emerging markets with long term growth
potential, we will be coming up with products for couples; families; kid; singles; pets lover.
We will introduce our brand in current market environment in Germany, and meet the family
values focusing on matching trend, for our target group of people

By saying these, we tend to achieve certain milestones as:

To receive a 50% profit margin within the first year.

To have a customer base of 100,000 by the end of the first operating year.

To achieve a net profit of 200,000 by year two and 500,000 by year three.
To be an active and vocal member in the community supporting Textile related events, and
equestrian organizations working with labor.

2.1.2

Project vision

Our vision of the project is to successfully implement the tools and strategies learnt throughout the
semester, in order to be able to set up our own business through strategic market entry plan with our
local products from Bangladesh to the German market in order to satisfy the needs of our target
segmented market.

2.2 DEFINING TEAM ROLE

Name

Role

Diana

Project
Manager
Negotiation
and
Buyer
leader
Product leader
(Textile
Industry
expert)
Logistic
Leader

Ishaque
Ahad

Yalda
Saron

Marketing
Leader

Diana

Creative
Leader

Responsibility

Team
Role

member

Able to effectively negotiate and

work towards the good of the
group
Significant experience in the
Textile and fashion industries
Logistic,
in
charge
of
development
design
transportation ships
Market leader of the team, they
develop marketing research on
charge to develop, market
strategies.
Leader of the team that develop
and design the advertising,
labelling a logos.

2.3 PLANNING FOR CONFLICTS IN THE PROJECT

We cant avoid conflict and risks, but we can improve collaboration and address the issue of conflict
in an efficient way without damaging the relationship within our project. Most groups, instead of
focusing on the root cause of the issue and resolving it, they respond to the challenge of improving
collaboration in the wrong way by creating a conflict. We assume that the project may also be
subjected to conflicts and propose the following mechanisms 15 :

We should evaluate and understand the proper conflict management styles

Devise and implement a common method for resolving conflict

15 (hbr) (ifid) (rigsbee)

We can use the escalation of conflict as an opportunity of learning process and should address

the conflicts within our organization

Instead of only focusing on the negative, our company should give a positive feedback as

often as possible
Dealing with conflicts one at a time instead of waiting till the situation gets bad
Including the alliance partners stakeholders in every step of the project
Our company should try to avoid misunderstanding, we should be open to disagreements in a

healthy way
Know the other partners cultural values. For example in Bangladeshi people likes to have

meals in corporate meeting times.

Both companies should the value the opinion of the other partner (in case of our
partnership).16

2.4 RISK MANAGEMENT IN THE BUSINESS

Trust and control plays a big role in managing a risk associated with any project. Based on the
framework that guides the firms through the identification, assessment, and management of business
risks, we can control risk on the following four mechanisms.

Beliefs system: By establishing a written agreement or code of conduct between Matchy

Match and Ernsting's Family, we can gain a high level of trust

Boundary system: the issues regarding specific payment details, delivery dates, cost sharing
agreements, authorization of investment decisions, property information and assets of the

companies should be clearly stated in the written form of a contract

Diagnostic control systems: This includes matters for supplier selection, performance
measurement, dissolution in case of disagreement, announced and unannounced audits and
both of the companies should make a careful assessment of the other companies in selecting

for the alliance.

Interactive control systems: this includes, selecting export-import management team and
accountability17

2.5 PROJECT TEAM CONFLICT MANAGEMENT

To minimize team conflict we set and agreed the project goals by the whole team. The roles and
responsibilities of each team member were determined since the beginning, being clear that we must
support each leader as a team in the task. We dive the activities defined, and we compromise to send it
on deadlines. Also, setting out our own rules for the team work.
16 (hbr) (ifid) (rigsbee)
17 (S.W. Anderson), (Zhou)

Information must be clear and realistic

Be clear on the needs
If you need help ask for it
Commitment on the project; with the team and with you.

3 PROJECT DEFINITION
3.1 DETERMINE RESOURCES WHICH ARE NEEDED

Financial Resources:
First and the most important resource in starting our business would be funding. Any kind of
business, including a basic home business is in need of startup costs, including registering a
business name (which in our case would be the Gewerbeamt), obtaining a business
telephone line and printing business cards and other printed materials. We have contacted the
Gewerbeamt in Coswig/Anhalt, in order to be able to register ourselves for online sales and
the first thing we would need is to register there as independent business owner and the
second registration will come with a minimum cost per year till we can get a handful
turnover. As we know that the financial resources can be obtained from a variety of sources,
and the easiest being from the personal accounts of the companys founders, we tend to invest
a small amount of startup money from our families. But along the way, we wish to get a loan
from financial institutions, like the Sparkasse Wittenberg.

Human Resources with appropriate academic education:

As the success of any organization is mainly dependent on the talent and strength of its
employees, Human Resource is in the core of our attention as well. We plan to hire
experienced professionals with past records of excellence and success within their area of
expertise in order to ensure that the mission and goals of our company will be carried out
effectively and efficiently, and also with competence with upcoming market trends. But at the
beginning stage, we are planning to find employees through referrals from individuals whose
judgment is trusted. Within our project members, the project leader, Diana has her own
boutique house in her home country, Mexico. Ab. Ahad has done his Bachelor in Textile
Engineering from the best apparel engineering university in Bangladesh (BGMEA=
Bangladesh Garment Manufacturers and Exporters Association). Saron has deep working
experience in administration and Import & Export jobs both in Ethiopia and Netherlands. Md.
Ishaque has vast range of contacts in Textile and Leather industry in Bangladesh and also
owns a small textile manufacturing organization in Bangladesh (Mrinmoy Handicrafts). Yalda
has an experience in the financial aspects of the business. Combining their strength together
in order to form an organization in Germany, who will be outsourcing their production line in
Bangladesh; will give advantage of not recruiting extra manpower in the startup stage. Later
on, we would follow the standard recruiting procedure, when needed.

Physical Resources
Every organization must have the appropriate physical resources to startup a business and
survive in the competitive market. This would include a proper workspace, working
telephone line, adequate information systems and effective sales and marketing materials. In
our case, we have selected a location to register our office in Coswig/Anhalt, which is near to
the headquarter of the Ernstings Family and we have already equipped it with a Computer,
scanner, printer and others. Until we register ourselves, we cannot get the corporate landline
and internet service and we are using our personal connection right now. For our temporary
warehouse, we have contacted a Turkish knit wearing company, who are willing to share their
warehouse with us for a minimum fee, and which is located in Klicken/Anhalt. As we need to
move, in order to make our contacts in Germany, we have already bought a Mazda 3-2006
model only for the official uses of our company executives for now.

3.2 TASK LIST AND SCHEDULE

We determine as a first step a Task list to develop the business plan. (To see the information please
refer to the annex 7.1)
To determine the task list for The Market entry strategy we develop a matrix that help us to
determine the milestones and task for each team role. We chose as a milestone each stage for project
management and in each one we add a task list for each team role. To see the information refer to the
Annex. 7.2, 7.3. The Gant chart for both are in a separate file.

3.3 SCOPE STATEMENT

Increasing a contribution of Bangladesh textile and Leather products in the most influential
market, Germany.
Through continuous innovation, increasing our means of revenues,
Experimenting different market opportunities and offering our products through partnering
with Ernsting's Family
Improving client loyalty.

3.4 PROJECT

LIFE CYCLE AND

STAGES

OF THE

PROJECT
INTRODUCTION STAGE: The first stage is starting to develop our project. In this process we need
to invest more and research & do a market analysis.

GROWTH STAGE: If our product makes it in the market, we still need to have a slightly high
working capital but it is a good outlook for Matchy Match. We are looking for partnership with
Ernsting's Family.
MATURITY STAGE: The maturity stage is where our product is on stable positon and a lot of cash
is coming in. But we have to be careful and add innovation to our existing products. This is the stage
where our product will be known by the market.
DECLINE STAGE: It is common for every product to go through this stage and replaced by a new
product but as we have mentioned in the maturity stage, we have to add innovations to our lines based
on the market need.

Stages of the project: Currently we are on the product design stage.

P ro je c t In it ia t io n
P r o j e c t D e fi n i t i o n

P r o je c t

D e s ig n

P ro je c t
D e v e lo p m e n t
Im p le m e n t a t io n
C o n tro l a n d
E v a lu a t io n
3.4.1

Strategies throughout the project lifecycle

Strategies

Introduction

Growth

Maturity

Decline

Product

Offering a basic

Offer

Diversify brand &

Phase out weak

product

extension, service,

modes

items

Price to penetrate

Price to match or

Cur price

market

beat competitors

product

& warranty
Price

Distribution

Use cost-plus

Build

selective

distribution

Build

intnsive

distribution

Build
intensive

more

Go
phase

selective:
out

distribution

unprofitable
outlets

Advertising

Build

Product

Build

awareness

Stress

brand

awareness among

& interest in mass

differences

early adopters &

market

benefits

&

dealers

Reduce to level
needs

to

retain

hard-core

loyal

customers

Sales

Use heavy scale

Reduce to take

Increase

Promotion

promotion

advantage

of

encourage

consumer

switching

to

entire trial

heavy

to
brand

Reduce

to

minimal level

demand

4 PROJECT DESIGN
4.1 SUPPLIERS
4.1.1

Suppliers proposal

Major Buying Houses in Bangladesh as our suppliers18

Company name

A&S Sourcing

Description

Service

Contact info.

Established in 2000. Deals

A & S Sourcing makes

Email

with all kinds of apparels

all kinds of knit and

contact@assourcingbd.

worldwide.

woven

com

reputation in the USA & EU

products and have its

Website

market.

own

www.assourcingbd.co

Have

good

production

unit.

Specialized in t-shirts and

denim jeans.

A&S
COM

DOT

A & S Dot Com is a

Sourcing

Manufacturer, Buying House

Design

&

& Service Provider; deals

Sample

Development,

with all kinds of apparels

Embellishment

products worldwide. It has its

Development,

Factory

om

own apparel manufacturing

evaluation,

Logistic

Website

18 (garmentsmerchandising)

Factories,
Pattern,

Email

sumon@aandsdotcom.
com
shezvi@aandsdotcom.c
:

factories.

Have

good

Support,

Accessories

reputation in the EU, Japan,

development

Australia

Consulting.

&

US

apparel

&

www.aandsdotcom.co
m

market.

A Plus Group

Established in Early 2006. A

Sourcing

Factories,

plus Industries Ltd. is a

Design

&

Manufacturer, Buying House

Sample

Development,

& Service Provider deals with

Embellishment

all kinds of apparels products

Development,

Factory

worldwide.

evaluation,

Logistic

Support,

Pattern,

Email

info@aplusbd.com
Website

www.aplusbd.com

Accessories

development

&

Consulting.

Adroit Fashions

Established in 2003. Adroit

Sourcing

Factories,

Fashions is a SWEATER and

Design

&

KNITWARE Buying Agent.

Sample

Development,

Also able to offer you best

Embellishment

price with good quality.

Development,

Factory

www.adroitfashions.co

evaluation,

Logistic

Support,

Pattern,

Email

sharif@adroitfashions.
com
Website

Accessories

development

&

Consulting.

Aaztex

Aaztex is a garment export

Specialized on Sweater,

Email

house

Dhaka,

but have own team of

saad@aaztex.com

1989.

professionals having long

Website

Aaztex have buyers from

experience in Sweater,

www.aaztex.com

Japan,

Knit

based

Bangladesh,

in
since

Canada,

Singapore,

China, Spain, France and

&

:
:

Woven

independently.

America.

Adroit Linkers

Adroit Linkers is a garment

Have the better ability to

Email

export house based in Dhaka,

source

salauddin@adroitbd.co

Bangladesh. Adroit Linkers

have

buyers

from

Japan,

better

quality

products

at

most

competitive

prices

on

Canada, Singapore, China,

FOB

or

CNF

basis.

Spain, France and America.

Equipped

with

own

Laboratory facilities to

m
Website

www.adroitlinkers.com

fulfill

the

buyer's

required standards.

4.2 MARKETING MIX (4 CS)

4.2.1

Commodity/ Product

4.2.1.1

Product Description

As we have mentioned in the previous section, our products are Textiles and leather products. Our
concept is to develop a product that will serve to the whole family, friends and pet lovers.
4.2.1.2

Company Name

The name of our product is Matchy Match. The idea behind the name is, we are developing the
products for people who like to match their clothes with their loved ones and the name will serve the
idea behind the concept.
4.2.1.3

Product logo

4.2.1.4

Attribute and benefit

4.2.1.5

Fashion
Family, friends and togetherness
Uniqueness
Picture

The following pictures are the illustration of how our products will look like in real life.

4.2.2

Cost

We have calculated the cost of the items per dozen and included it in the following table:
Items

Fabric cost

Accessories

Making

Additional

Per

cost

cost

cost

Price

Tops w

30

23

4.91

Trouser w

30

27

5.21

Pants M/

90

95

15.91

Kids dress

30

110

12.08

Sports wear

40

29

6.16

T-shirt

20

16

3.4

Polo shirt

24

17

3.83

4.2.3

Piece

Distribution Channel

We have considered the distribution channels for apparel industry in Germany and proposed the
following:

Working with commercial agent or representative (Full information can be found in this

association, National Association of German Commercial Agencies and Distribution e. V. (CDH).)

Textile wholesalers or importers (they have full expertise of the different segments in the
textile industry and will take care of all the necessary procedures to transport the products to

Germany)
Selling the products to central small and midsized buying groups/ associations in Germany

that would want to order large volume together so that they increase their purchasing power.
Mail order catalogues and usage of e-commerce are widely used among consumers in

Germany and can be served as one of a distribution channel.

Retailing and working with big supermarkets like Lidl or Aldi till our products will be known
among German consumers.1920

19 (iXPOS)
20 (International Team Consulting)

4.2.4
4.2.4.1

Communication
Means of communication in Germany

Culturally, the German society relies on Newspapers/Magazines, Radio and TV channels as a news
source. The traditional ways of communication like mail, are declining but are still available and serve
as a means of communication. When we come to online communication, most people in Germany
have an internet connection and online news sources are becoming increasingly popular with an
increase usage of 65% for German women smartphone owners and 40% increase for men. The most
popular online means of advertisings are: Facebook, Xing, Stayfriends.de, Twitter, Ask.fm, LinkedIn,
Tumblr and also google+ and others.212223
The following table summarises the average usage of traditional communication in Germany.24
Means of advertising
Daily News Papers/ Magazines
Non-daily Newspapers/Magazines

Total

25

2,021,000

30
10
373
51,400,000
185

Proposed means of communication

Product Website
Online advertising, social media
Print Media
Word of mouth

21 (InterNations)
22 (European Journalism Centre)
23 (Fashionbi)
24 (PRESS REFERENCE)

Total circulation
23,946,000

Magazine Consumption (minutes/day)

4.2.4.2

&

consumption
382

Newspaper Consumption (minutes/day)

Number of Television Stations

Number of Television Sets
Television Consumption (minutes/day)

numbers

4.3 BUSINESS DRAFT PROPOSAL

4.3.1

Business concept description

The first step of our business plan is to establish our brand through online store and sales service. In
order to do that, we went through the consultation from Gewerbe amt in Germany, in order to get a
trade licence for our business. Before registering to the correspondent office, we considered to consult
with Industrie- und Handelskammar, broadly known as IHK, and got access to the Branch
manager (Geschftsstellenleiterin- Geschftsstelle Dessau), Ms. Birgit Enkerts, and got the chance to
present our business plan. Our business plan is on the process of getting approval from IHK, and we
will be enjoying the privilege of getting an easy loan from the Bank we have contacted (Sparkasse
Wittenberg). On top of that, we will be getting support (up to 70% of total expense) from the Federal
agency for work, or broadly known as Bundesagentur fr Arbeit during setting up the business.
Moreover, the same agency will bear half of all the expenses for employees up to two years.
Primarily, we have set up a small office near to the head quarter of Ernstings Family, and wish to
operate our online store from there. We are on process of sharing a warehouse with another textile
product supplier, originated from Turkey. Primarily, we will be promoting our product online, but we

have contacted a press in Lutherstadt Wittenberg, Germany, to get our brochure and other printed
materials done in a reasonable price. In initial stage, we have taken Lidl into our consideration to get
the brand known to regular customers with our discount product. In order to do that we will be
contacting Schwarz GmbH, who are the root of Lidl, 25 and propose our discount products in their
outlets.26
25 (Dirk Saam)
26 (German Trade and Investment)

Along with getting our brand known for about six months with our initial discount products, we are
planning to get in a short time partnership with Ernsting's Family, and go to our mainstream
production line. In 3 years, with a turnover of 500,000 Euros, we will establish our own store.
In this part of the project, we would like to give an overview of our thoughts on a strategic
alliance/partnership with other existing cloth retailer, Ernsting's Family, to get a smooth and easy
market entry. We would like to choose this example company, because, they are successfully doing
business in Germany, and already selling other brands, in their shops. We will go as mentioned below,
about it.
Vertical strategic alliances:
These describe the collaboration between a company and its upstream and downstream partners in the
Supply Chain, that means a partnership between a companies its suppliers and distributors. Vertical
Alliances aim at intensifying and improving these relationships and to enlarge the companys network
to be able to offer lower prices. Especially suppliers get involved in product design and distribution
decisions. An example would be the close relation between car manufacturers and their suppliers.
Marketing, sales and service strategic alliances:
These are alliances, in which companies take advantage of the existing marketing and distribution
infrastructure of another enterprise in a foreign market to distribute its own products to provide easier
access to these markets.
Their other partner brands:27

27 (unternehmen.ernstings-family)

4.4 SALES STRATEGY

4.4.1

Consumer Lifestyle in Germany

Spending

Discount shop lovers

Health-consciousness

Germans attitude towards Go Green

Growing of online shopping experience28

4.4.2

Sales strategy

As we can understand from the above list, Germans like to spend and there is a growing need of
online shopping habits. We want to use this opportunity to advertise our product at first because our
online store is functional.
As a sales strategy, since our product is new and we have a small investment, we want to use the big
supermarkets like LIDL or ALDI to advertise our products to German market. There is a great chance
that our products will be advertised and sold because as we have mentioned that there is a big number
of buyers in this supermarkets and the branches of the supermarkets will contribute to bigger sales
volume. As we all know before selling new products, these supermarkets advertise the coming
products in the supermarkets magazines. We can use this opportunity because we dont have to pay
for advertising. Our labels in the products will also contribute and serve as a means of advertising
because people will go to our website to check the available products. We want to use this strategy
and introduce Matchy Match until our products are known to the market.
Our second option after our product is known to German market is that we want to collaborate and
make a partnership alliance with one of the well-known German cloth manufacturing and selling
company, Ernsting's Family. Matchy Match will fit well with the brands of Ernsting's family because
the idea behind the clothes are more similar because both brands are family oriented.
Our sales plan includes the best way to distribute our advertising and marketing resources to reach our
target market. And as we have mentioned in other sections, our target market are people between the
ages of 24-65 and who belongs to low to medium income group. As our business grows, and our
market share gradually increases, we will revise the growth limits of our original target market.

28 Fuente especificada no vlida.

4.4.3

Direct Marketing

Database: The database of the firm will be developed with new recruitments from trade shows, direct
meeting and online registration and other. Update and qualification of the database will support for
next marketing actions like mailing, calling. The effectiveness of these activities will depend a lot in
the quality of the database. Quantity will be increased to cover target customers in the market working
in different sectors like industrial, education, art, in different segments like foreign companies and
local companies.
Catalogue: The firm and products catalogue have to be redesigned in both languages English and
Deutsch to reach both foreign and local customers for their good understanding marketing message,
features and benefits of the products. The format of product catalogue will base on the original format
of manufacturer and supplier to have international standard and image, so customer will recognize it
easily and attracted.
Mailing: Mailing activities will be increased in next period in term of quantity of customers and
sending frequency. Mailing this time will not send before direct meeting and product demonstration
but even after sale for taking care of customers. Every quarter customers will receive at least one
mailing for products and service presentation, technology update, events or other industrial activities
news.
Advertising and PR
Therere two types of advertising that the firm will use are printed and online magazines.
Magazine: Advertising pages in printed industrial fashion magazines will help to gain customers
awareness regarding the firms products of every season.
Online: The firm will have to invest in the website to approach the customers.

4.4.4

The strategies of maintaining customers

To start up, keep and maintain our customers, we will apply the following strategies:
- Start-up & expand the advertising, promotion products of the company on trade magazine, telephone
directory (Yellow Pages), books for specialized research as well as company.
- Step up participation in textile and garment fairs and exhibitions in domestic market to promote the
image of company and products to potential partners are involved.
- Build companys image to associate with responsibility for the community by participating in
programs and activities such as charity, assisting the poor, the disabled and support for flood in
country of origin and promote it in Germany.

- Build strong database of target customers in our target market. A program will be implemented to
follow up and take care of customers and potentials.
- Collecting information about customers needs and requirements regularly to understand well
enough continuously to create superior value for them and create their satisfaction.
- Building stronger relationships and loyalty with key customers and customers group.
- Having better cooperation between supplier and retailers to serve customer needs.
In order to compete in the market, the company will be improving its competitiveness through:
- Collecting information about market and competitors product and activities regularly.
- Conducting regular benchmarking against main competitors to respond immediately to competitors
action.
Period 1: 2017-2020
- Building and consolidating of companys activities.
- Looking for and developing, and occupying the German market.
- Turnover varies from 200,000 to 500,000 USD annually.
- Building and promoting companys brand name in the market and industry.
Period 2: 2020-2025
- Developing and completing companys activities
- Enlarge market share of our product
- Turnover will be 800,000 with annual growth of 20%
- Achieving a stable development.
- Consolidating of brand name internationally.29

4.4.5

Logo First draft

29 (Tuan)

4.4.6

Website design

We have designed the following website because it is our first step in creating our brand awareness.

http://matchymatchbrand.wixsite.com/matchymatch

5 IMPLEMENTATION
5.1 ENTRY MARKET IMPLEMENTATION
As we have carefully planned our project, we are ready to start the project implementation phase of
the project management life cycle. The implementation phase involves putting the project plan into
action. Its here that the project team members will coordinate and direct project resources to meet the
objectives of the project plan. As the project unfolds now, its the project managers job to direct and
manage each activity, every step of the way. Thats what happens in the implementation phase of the
project life cycle: we follow the plan we have put together and handle any problems that come up.
The implementation phase is where we and our project team actually do the project work to produce
the deliverables. The word deliverable means anything our project will be delivering. The

deliverables for our project include all of the products or services that we as a team are performing for
the client, customer, or sponsor, including all the project management documents that we put
together.30
In our Project, the implementation phases will involve__
Project activation
This means making arrangements to have the project started. It involves coordination and
allocation of resources to make project operational.
Project operation
This is practical management of a project. Here, project inputs are transformed into outputs to
achieve immediate objectives. To attain value and maximum returns, the district/municipality
or the beneficiaries will organize for the facility to have the project properly managed and
maintained regularly. An operation and maintenance manual will be prepared by the Project
manager and handed to the district / beneficiaries, where they will be taking actions.
In our case we will be following the Bottom-up approach, where we, ourselves, as beneficiaries, will
implement the project. Outside agencies may provide the financial resources and technical assistance.
In this stage, we will be answering following questions.

What activities can produce expected project outputs?

What is the sequence of these activities?
What is the time frame for these activities?
Who will be responsible for carrying out each activity?

And to answer these questions, we have prepared Gantt chart, which is also known as the progress
chart. It is a chart showing the timing of project activities using horizontal bars. It is one of the best
techniques of project scheduling, which depicts the frequency of activities and determines the period
of time for implementation.31

6 SUMMERY
With an irresistible blend of rich heritage, innovation and unrivalled creativity, our Brand will be
delivering much sought-after textiles in Germany. The sheer variety of products from the Bangladeshi
textiles industry is growing year on year. Our future customers will find our products in Germany, and
will recognize the value of craftsmanship and beautiful design which is the signature of every textile
product from Bangladesh. The industrys reputation is constantly enhanced through partnerships with
international designers and global brands. We will be producing the finest cashmere, tweeds, leather,
and knitwear products in the market.
30 (opentextbc)
31 (www.reading.ac.uk)

Under the Matchy Match name the entire industry in Bangladesh will come together to focus on
promoting the very best design, innovation and quality. Throughout Germany, our reputation will
precedes us and will be allowing us to work with the very best. Global markets are rapidly changing
and the recent economic downturn has presented significant challenges for the industry all over the
world. Textiles in Bangladesh must continue to innovate and improve if it is to emerge as a stronger
industry.
Changes in the global marketplace also bring opportunity: in emerging markets, product
diversification and authentic branding/provenance. Bangladeshi textiles are widely recognized in
international markets and the industry benefits from a global network of contacts and representation.
Building on this base will require a focus on core values and key strengths, including design,
provenance and technical innovation as well as a knowledge and understanding of the available
opportunities.

7 ANEXX
7.1 BUSINESS PLAN TASK LIST

Fashion Business Plan (PM)

Milestone

Project Initiation

Project Definition

Project Design

Project Development

Task List

Task

Initiation

End

Days

Owner

Project Background

The Idea, The project

01/Jun/2016

03/Jun/2016

Diana/Niir

Project Background

Project General Objective

03/Jun/2016

03/Jun/2016

Diana/Niir

Project Background

Project Specific Objectives

03/Jun/2016

03/Jun/2016

Diana/Niir

Project Background

Project Goals

03/Jun/2016

03/Jun/2016

Diana/Niir

Country Overview

Country Overview Bangladesh

03/Jun/2016

07/Jun/2016

Ahad

Country Overview

General Information

03/Jun/2016

07/Jun/2016

Ahad

Country Overview

Textile Industry

03/Jun/2016

07/Jun/2016

Ahad

Country Overview

Leather industry

03/Jun/2016

07/Jun/2016

Ahad

Country Overview

Country Overview Germany

03/Jun/2016

07/Jun/2016

Yalda/Saron

Country Overview

General Information

03/Jun/2016

07/Jun/2016

Yalda/Saron

Market Analysis

Textile Industry

03/Jun/2016

07/Jun/2016

Yalda/Saron

Market Analysis

Market Analysis

07/Jun/2016

09/Jun/2016

Yalda/Saron

Market Analysis

Retail Sector Germany

07/Jun/2016

09/Jun/2016

Yalda

Market Analysis

Global Retail Sector

07/Jun/2016

09/Jun/2016

Ahad/Niir

Market Analysis

Germany Competitors Comparison (Cloth stores companies)

07/Jun/2016

09/Jun/2016

Ahad/Niir

Market Analysis

Global Competitors Comparison (Cloth stores companies)

07/Jun/2016

09/Jun/2016

Ahad/Niir

Market Analysis

Demographic segmentation

07/Jun/2016

09/Jun/2016

Yalda/Saron

Market Analysis

Psychographic segmentation (life style)

07/Jun/2016

09/Jun/2016

Yalda/Saron

Market Analysis

Cultural segmentation

07/Jun/2016

09/Jun/2016

Yalda/Saron

Market Analysis

Consumer Segmentation

07/Jun/2016

09/Jun/2016

Diana/Niir/Saron

Market Analysis

Target Market

09/Jun/2016

10/Jun/2016

Diana/Niir/Saron/yalda

Business

Product Description

07/Jun/2016

10/Jun/2016

Diana/Niir

Business

Business Concept

10/Jun/2016

14/Jun/2016

Diana/Niir

Business

Business concept description

10/Jun/2016

14/Jun/2016

Diana/Niir

Business

Company Name

14/Jun/2016

17/Jun/2016

Diana

Marketing Strategy (4Ps/4Cs)

20/Jun/2016

25/Jun/2016

Saron

Sales Strategy

25/Jun/2016

29/Jun/2016

Diana/Niir/Saron

PEST/ SWOT/SMART/ Analysis (Fusibility Study)

29/Jun/2016

03/Jul/2016

Yalda/Saron/Niir/Diana/Ahad

Total days

32

7.2 TASK LIST MATRIX

Project Leader

Logistic Leader

Marketing Leader

Negotiation

Creative Leader

and

Buyer Product

leader

leader

(Textile

Industry expert)

Financial Leader

Project definition
Project Initiation

Define Team Role

Task List and Schedule
Project Approval 1st Stage
Define Strategy

Determine

resources

needed

Project Market entry Strategy

Project Definition

Define target Market

Market Entry Strategy

approval signature

Determine resources Determine

needed
Market

resources

needed
Entry

Strategy

Determine resources needed

Define General budget

Aproval

First contact with Lidl

budget

leader and department

Determine resources needed

Milestone Signiture aproval

Project Design

Define Sales Strategy

Transportation proposal

Advertising Proposal

Logo First Drafts

Packaging proposal

Draft of Advertising

Website structure

Quotation for advertising

Video Develop

Quotation

for

Transportation
Milestone Signiture aproval

aproval

Project

Milestone Signiture aproval

of

Signiture

Advertising
Media Plan
of

Budget revision
Quotation revision

Negotiation with Lidl

budget aproval

Website design

Lidl Agreements Signiture

Fashion Line acceptance

Contract signitures

Video Develop

Buyer house agreements

aprove Buyer house

Quotations Aproval

Logo aproval

contract signiture

Revison of fashion line

Monitoring Budget

logistic

agreements
Control of shipments and
supply chain

Implementation of adevrtising

Upload website

Implementation of marketing Mantainance

Monitoring the implementation

Implementation

Negotiantion for marketing with

Lidl
packaging Revision and aproval Online

proposal

Development

Suppliers Proposal
Suppliers Proposal
Negociation for price with
Pre- selection of Fashion Line
buyer house

Fashion Photoshot
Selection of transportation

strategy with lidl

website
Catalogue

Following that all is in

order
for monitoring

lidl Beggin preparation for next

partnership

season fashion line

Supplier evaluation

Quality Evaluation

online

open
Milestone Signiture aproval
Evaluation to shipments
Control

and

monitoring media plan

Monitoring marketing strategy

Evaluation
Report of the results

Monitoring website

for

Financial Report

each

7.3 MARKET ENTRY STRATEGY TASK LIST

Stage
Project Initiation

Project Definition

Project Design

Project Development

Implementation

Control and Evaluation

Task
Project definition
Define Team Role
Task List and Schedule
Project Approval 1st Stage
Define Strategy
Define target Market
First contact with Lidl
Market Entry Strategy
Define Sales Strategy
Project Market entry Strategy approval signature
Determine resources needed
Define General budget
Approval budget for each leader and department
Milestone Signature approval
Packaging proposal
Advertising Proposal
Sales Strategy
Suppliers Proposal
Negotiation for price with buyer house
Negotiation with Lidl
Pre- selection of Fashion Line
Transportation proposal
Quotation for Transportation
Draft of Advertising
Logo First Drafts
Website structure
Video Develop
Fashion Photoshoot
Quotation for advertising
Budget revision
Presentation of the project design
Signature approval
Selection of transportation
Negotiation for marketing with Lidl
Website design
Video Develop
Logo approval
Fashion Line acceptance
Quotations Approval
approval of packaging proposal
approve Buyer house
Buyer house agreements
Media Plan
Revision and approval Online Advertising
Signature of logistic agreements
Lidl Agreements Signature
Buyer House contract signature
Contract signatures
Milestone Signature approval
Control of shipments and supply chain
Implementation of marketing strategy with Lidl
Upload website
Catalogue online open
Following that all is in order
monitoring Lidl partnership
Revision of fashion line
Begin preparation for next season fashion line
Monitoring Budget
Monitoring the implementation
Maintenance for website
Implementation of advertising
Milestone Signature approval
monitoring media plan
Monitoring marketing strategy
Evaluation to shipments
Monitoring website
Quality Evaluation
Supplier evaluation
Financial Report
Report of the results

Initiation

End

Days

13/Jun/16
15/Jun/16
17/Jun/16
20/Jun/16
20/Jun/16
20/Jun/16
20/Jun/16
25/Jun/16
29/Jun/16
29/Jun/16
29/Jun/16
03/Jul/16
03/Jul/16
06/Jul/16
08/Jul/16
08/Jul/16
08/Jul/16
08/Jul/16
08/Jul/16
08/Jul/16
08/Jul/16
10/Jul/16
11/Jul/16
12/Jul/16
12/Jul/16
12/Jul/16
12/Jul/16
12/Jul/16
16/Jul/16
19/Jul/16
21/Jul/16
21/Jul/16
25/Jul/16
25/Jul/16
25/Jul/16
25/Jul/16
25/Jul/16
25/Jul/16
25/Jul/16
31/Jul/16
04/Aug/16
09/Aug/16
16/Aug/16
21/Aug/16
22/Aug/16
24/Aug/16
24/Aug/16
24/Aug/16
23/Oct/16
01/Nov/16
01/Nov/16
01/Nov/16
01/Nov/16
01/Nov/16
01/Nov/16
01/Nov/16
01/Nov/16
01/Nov/16
01/Nov/16
02/Nov/16
10/Nov/16
01/Dec/16
01/Dec/16
01/Dec/16
01/Dec/16
01/Dec/16
01/Dec/16
31/Dec/16
31/Jan/17
15/Feb/17

15/Jun/16
17/Jun/16
20/Jun/16
20/Jun/16
22/Jun/16
23/Jun/16
25/Jun/16
29/Jun/16
03/Jul/16
01/Jul/16
03/Jul/16
03/Jul/16
06/Jul/16
06/Jul/16
10/Jul/16
12/Jul/16
18/Jul/16
14/Jul/16
19/Jul/16
18/Jul/16
12/Jul/16
11/Jul/16
11/Jul/16
16/Jul/16
16/Jul/16
20/Jul/16
17/Jul/16
15/Jul/16
18/Jul/16
20/Jul/16
21/Jul/16
22/Jul/16
28/Jul/16
24/Aug/16
24/Aug/16
14/Aug/16
27/Jul/16
04/Aug/16
24/Aug/16
02/Aug/16
09/Aug/16
24/Aug/16
21/Aug/16
28/Aug/16
01/Sep/16
03/Sep/16
08/Sep/16
23/Oct/16
25/Oct/16
30/Jan/17
11/Nov/16
02/Nov/16
02/Nov/16
11/Nov/16
16/Nov/16
01/Dec/16
01/Dec/16
16/Nov/16
01/Dec/16
01/Jan/17
20/Nov/16
02/Dec/16
31/Dec/16
31/Dec/16
31/Dec/16
31/Dec/16
15/Jan/17
20/Jan/17
15/Feb/17
02/Mar/17

2
2
3
0
2
3
5
4
4
2
4
0
3
0
2
4
10
6
11
10
4
1
0
4
4
8
5
3
2
1
0
1
3
30
30
20
2
10
30
2
5
15
5
7
10
10
15
60
2
90
10
1
1
10
15
30
30
15
30
60
10
1
30
30
30
30
45
20
15
15

Owner
Diana
Diana
Diana
All Team
Diana
Saron
Niir
Saron
Diana/Saron/Niir
All Team
All Team
Finance
Finance
External
Diana
Diana/Saron/Niir
Niir/Ahad
Niir/Ahad
Niir/Ahad
Niir/Ahad
Ahad
Ahad
Diana
Diana
Diana
Diana
Diana/Saron
Diana/Saron
Finance
All Team
FEI
Ahad
Niir
Diana
Diana
Diana
Ahad
Finance
Ahad/Diana/saron
Niir/Ahad
Niir/Ahad
Saron/Diana
All Team
Niir/Ahad
Niir/Ahad
Niir/Ahad
All Departments
All Team

8 BIBLIOGRAPHY
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