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Concept summary

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Index

1. International Retail Expo: the Concept

2. Market figures: the context of the Exhibition

3. Exhibition figures: 2012 edition

4. International Retail Expo 2013

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International Retail Expo: the Concept

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The Exhibition:point of reference for distribution and own business

OFFER Franchising is one of the very few sectors in Italy registering a positive trend (+1,7%, 2011 over 2010)

despite the protracted recession; It boasts a network of 885 chains, running more than 53.000 points of

sale with over 188.000 staff.

DEMAND Franchising particularly appeals to those who want to set up business on their own moving into a sector

that offer great opportunities, with limited and easily measured investments. Research carried out shows

that one person in eight considers franchising a means of setting up on their own.

Source: Rapporto Assofranchising Italia 2011 – Strutture, Tendenze e Scenari

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International Retail Expo

Opportunities for entrepreneurs

and innovation for distribution

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International Retail Expo: long-running, specialised, for entrepreneurs

A trade fair: for the development of distribution chains and the research of domestic and overseas

distributors or selecting master franchisors;

A showcase where companies can project their image and launch products or innovations;

è aperta ai soli operatori, segmentati per tipologia (investitori, retailer, foreign investor, ecc);

A hub for retail: franchising chains, companies looking for partners, suppliers, thecnology and innovative

services for the retail sector.

A professional trade fair for distribution created by Confcommercio and Fiera Milano in 1985 , a key event

and reference point in Italy for franchising and retail;

The leading fair, the only one in Italy, now in its 28° edition;

Held in Milan, the most important city for business and distribution, in the halls of FieraMilanoCity, in the

historic centre, right beside the shopping streets.

INTERNATIONAL RETAIL EXPO

TOP ITALIAN EVENT

INTERNATIONAL RETAIL EXPO

SPECIALISED EVENT FOR DEVELOPING

COMPANY SALES

A development centre for new business activities , reference point for new entrepreneurs and self-employed;

over 2/3 of visitors are interested in starting up or developing a business activity;

Attività e servizi per il mettersi in proprio.

Activities and services for starting-up.

ITERNATIONAL RETAIL EXPO

THE EVENT FOR SELF-EMPLOYED AND

NEW ENTREPRENEURS

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LEADERSHIP

INSTITUTIONAL PARTNERS

NATIONAL

LONG-RUNNING 27 YEARS

ACTION

SALES CONTRACT

SPECIALISED OPERATORS

INTERNATIONAL BUYER

MEETING 1TO1

MATCHING FIND FRANCHISING

QUALITY AND NUMBERS

OVER 13.000 VISITORS (+2%)

DIFFERENT TARGET

EXHIBITORS (ABOUT 200 BRAND)

COMUNICAZIONE

MEDIA COVERAGE

CO - BRANDING

INNOVAZIONE / TREND

CONGRESS /WORKSHOP

RETAIL SHOW

FUTURE TREND SEMINAR

OWN BUSINESS

INNOVATION RETAIL LAB

FRANCHISING FACTORY

MILAN RETAIL TOUR

International Retail Expo: 5 strategic drivers (1/2)

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International Retail Expo: 5 strategic drivers (2/2)

LEADERSHIP

28 editions,

the only Italian fair

Created by

Confcommercio and

Fiera Milano

Institutional partnerships

(media/associations)

Long-running patronage:

Region, Ministry,

Chamber of Commerce

COMMERCIAL

STRENGTH

Only B2B

Italy/international

One-to-one meetings

with distributors /

investors

Matching programme

(Find Franchising

search engine)

Pre-recruiting Italian

partners and assistance

during Fair

International Buyer

programme

NUMBERS AND

QUALITY

High cover:

over 20% of franchising

market

A fair of “shops”: touch

and visual points

200 chains

Over 13,000 visitors

400,000 web page view

Visitors:

50% Lombardy, 11%

Piedmont, 6% Emilia,

3,5% Sicily and Tuscany

Visitors from 50

countries

INNOVATION

Innovation Retail Lab:

event on innovation and

retail trend

Franchising Factory: 4

consulting desk about

Franchising and Retail

Future seminar:

franchising

Social Network &

E-Commerce

Media event “own

business and new

entrepreneurship”

COMMUNICATION

Exhibitor co-branding

campaign on media

leaders

Marketing &

Communications Plan

2000 Like on Facebook

1000 Linkedin contacts

Primary, new and

developing brands

Franchising Conference &

Research

Find Franchising: search

engine for matching

on - line

10 board on Pinterest and

1 Twitter account

1 tv mediapartner Class

Cnbc & 1 radio

RadioNumberOne

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Market figures: the Exhibition context

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Exhibition context

Distribution (€ 219 bn)

Franchising (€ 22,3 bn)

Associated

suppliers/services of

distribution/franchising

(€ 80 bn)

Self-employment

New entrepreneurship

(setting up on your own)

Futuretail

Innovazioni / trend

(new distribution formats)

Ma

rke

t D

ime

nsio

ns

W

ide

sp

rea

d n

ee

ds

Business

development

(Developing commercial

networks)

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in a market of 219 billion Euro,

specialised, vibrant

The Milan International Retail Expo

is the only point of reference

__________

for 28 years

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The core market: franchising (numbers)

Franchising 54.096 22,33 2,6% 61,1 885 412 7,1% 188.222

% Presenza

Reti StraniereNr OccupatiNr Punti Vendita

Fatturato

(Mld/€)

∆ %

2009-2011

Nr Medio

Franchisee

per Rete

Nr Reti

Fatturato medio

per Franchisee

(€/000)

Franchising numbers are growing in Italy:

• In 2011 the sector represented 1.4% of GDP with a turnover of more than 22 billion Euro, and growing +0.7%, compared with a decrease in GDP

of 0.4%

• Franchising counts for 10.2% of retail trade, which has fallen by 1.3%

• There are 885 chains in Italy, +0.2% up on the previous year. In the last 3 years they have grown by 71.8%,.

• There are 54 thousand franchising shops and these, too, have grown over the past 3 years.

• Franchising employs over 188 thousand people, of which over 46% are women and about 35 thousand are start-ups.

• The closure rate of new franchising businesses is lower than that for independent start-ups.

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GEOGRAPHIC

LOCALISATION PER

REGION OF FRANCHISEES

Source: Rapporto Assofranchising Italia 2011 – Strutture, Tendenze e Scenari

• North East and West

together make up 58% of

chains present in Italy (490

chains).

• Lombardy, with 225 chains,

alone accounts for 25% of

Italiy’s franchising system.

Regione Nr.Franchisor Aree Nielsen Nr. Franchisor Per area Punti vendita Franchising

Piemonte 69 4.595

Valle d'Aosta 1 155

Liguria 21 1.472

Lombardia 225 8.360

Veneto 96 3.759

Trentino Alto Adige 6 565

Friuli Venezia Giulia 16 916

Emilia Romagna 62 3.270

Toscana 46 2.918

Umbria 7 899

Marche 16 1.372

Lazio 108 6.645

Sardegna 6 1.706

Abruzzo 15 1.331

Molise 2 362

Campania 68 4.705

Basilicata 5 458

Campania 10 4.705

Puglia 46 3.548

Sicilia 29 5.080

Totale rete italia 854 100% 54.096

Nord-Ovest 1

Nord-Est 2

Centro 3

Sud-Isole 4

316 (37%)

180 (21,08%)

183 (21,43%)

175 (20,49%)

The core market: franchising (geography)

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CHAINS’ REVENUES FOR

INDUSTRY

Source: Rapporto Assofranchising Italia 2011 – Strutture, Tendenze e Scenari

SettoreFatturato

2010%

Fatturato

2011%

Crescita %

2010/2011

GDO FOOD - ALIMENTARI € 5.861.910.000 26,44% € 5.781.054.000 25,88% -1,4%

AGENZIE VIAGGI - TURISMO € 1.685.174.000 7,60% € 1.521.226.000 6,81% -9,7%

AGENZIA IMMOBILIARI - MEDIAZIONE CREDITIZIA € 1.619.883.000 7,31% € 1.374.136.000 6,15% -15,2%

PRODOTTI E SERVIZI SPECIALISTICI € 1.597.284.600 7,21% € 1.989.552.000 8,91% 24,6%

ABBIGLIAMENTO UOMO DONNA € 1.554.160.000 7,01% € 1.507.275.000 6,75% -3,0%

INTIMO € 1.210.840.000 5,46% € 1.232.688.000 5,52% 1,8%

RISTORAZIONE RAPIDA - PIZZERIE - CAFFETTERIE € 1.210.145.000 5,46% € 1.358.050.000 6,08% 12,2%

GDO - NON FOOD € 844.325.000 3,81% € 842.975.000 3,77% -0,2%

CALZATURE - PELLETTERIA ACCESSORI € 758.593.000 3,42% € 825.657.500 3,70% 8,8%

ABBIGLIAMENTO BAMBINO € 669.805.000 3,02% € 642.760.000 2,88% -4,0%

ARTICOLI UFFICIO - CARTOLERIA € 570.205.000 2,57% € 541.657.250 2,43% -5,0%

MOBILI - COMPLEMENTI D'ARREDO € 478.815.992 2,16% € 469.910.000 2,10% -1,9%

OTTICA (PRODOTTI E ACCESSORI) € 446.945.000 2,02% € 461.683.000 2,07% 3,3%

INTERNET - TELEFONIA € 423.225.000 1,91% € 488.938.000 2,19% 15,5%

AUTO - MOTO - VEICOLI (PRODOTTI E SERVIZI) € 387.823.000 1,75% € 345.713.200 1,55% -10,9%

PRODOTTI VARI - OGGETTISTICA € 385.415.000 1,74% € 406.475.000 1,82% 5,5%

GIOIELLERIA - BIGIOTTERIA € 334.871.000 1,51% € 382.298.500 1,47% 14,2%

INFORMATICA - VIDEOTECHE - FOTO € 330.490.000 1,49% € 247.780.000 1,11% -25,0%

SERVIZI POSTALI - STAMPA - COMUNICAZIONE € 296.313.000 1,34% € 323.340.000 1,45% 9,1%

CENTRI ESTETICI - BENESSERE - PALESTRE € 242.852.500 1,10% € 227.496.000 1,02% -6,3%

PARRUCCHIERI (PRODOTTI E SERVIZI) € 209.845.000 0,95% € 200.942.500 0,90% -4,2%

COSMETICA - PROFUMERIA € 194.407.000 0,88% € 215.670.000 0,97% 10,9%

RISTORAZIONE A TEMA - PUB € 188.781.000 0,85% € 226.065.000 1,01% 19,7%

LIBRERIE € 138.060.000 0,62% € 172.101.000 0,77% 24,7%

FORMAZIONE - CONSULENZA € 128.540.000 0,58% € 142.665.000 0,64% 11,0%

ASILI - LUDOTECHE € 113.076.000 0,51% € 107.368.000 0,48% -5,0%

GELATERIE - YOGURTERIE - CHIOSCHI € 97.882.500 0,44% € 92.637.500 0,41% -5,4%

ERBORISTERIA - DIETETICA - PARAFARMACEUTICA € 89.550.000 0,40% € 135.780.000 0,61% 51,6%

ALBERGHI € 66.799.500 0,30% € 67.862.000 0,30% 1,6%

LAVANDERIE - TINTORIE € 31.683.500 0,14% € 56.618.000 0,25% 78,7%

The core market: franchising (industry)

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FRANCHISING

EMPLOYEES BY

AGE

Source: Rapporto Assofranchising Italia 2011 – Strutture, Tendenze e Scenari

The core market: franchising (demographics)

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The market of related industries – services for distribution / franchising

Continuous innovation in distribution requires evolution of services for shops and retail. New suppliers, new solutions, new ideas.

The main sub-sectors:

• IT Retail / business intelligence (SAP, Oracle, CRM, RFID)

• Shopfitting

• Visual Merchandising

• Marketing and communications for the point-of-sale

• Finance and insurance services

• Logistics

• Recruitment / Training

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The Exhibition figures: 2012 Edition

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www.salonefranchisingmilano.com

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Highlights 2012

VISITORS In 2012 there were 2% more visitors than the previous year. It was not the number of visitors that

generated satisfaction among exhibitors, but their quality, which led to significant business development.

Visitors: over 13.000

EXHIBITORS About 200 brands took part in the 2012 event and were able to make contact with Italian and overseas

investors, as well as having strong visibility, through the numerous communications activities of the

Exhibition.

Exhibitors: 200

Taking part in the Franchising Exhibition 2012

22% of Italian chains from the sector

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An exhibition that is growing, nationwide,

with strong exhibitors

developing and able to offer real business

opportunities to companies and possibilities

of visibility and encounter

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Communication: strong visibility

Fieramilano’s Press Office works on the Fair’s behalf and is

in constant contact with key media (print, TV, radio,

agencies, web).

Have been published over 100 articles and services with

special dedicated on the main economic newspaper.

PRESS OFFICE

The database of over 35,000 contacts, created over the

years, contains an important target for the Exhibition.

Were in fact made available Newsletter, communications,

personalized cards for free promotion of exhibitors.

DATABASE

The event’s website has registered over 70,000 visitors,

400,000 page view with an increase of 14% over the

previous year. Top exhibitors can add banners and

messages.

Tens of video interviews shot in Fair and available for

months on the YouTube channel

WEB

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Media campaign

COMMUNICATION

PLAN

ON - LINE

EXHIBITORS’

BRAND

The communications plan foresees six-monthly

coverage (May — October) Media scheduled cover

the entire range of opportunities useful to the event

and range from traditional channels to trade

publications, from online presence to catalogues and

brochures for the Exhibition.

As well as the specific trade sites, use will be made of

company media (franchising sites, sites of other expos,

web TV), plus the sites of partners and everyone attuned

to our market.

The campaign includes free brand visibility for all

exhibitors, to maximise their media coverage.

First in Italy, third in the world

Franchising Expo Paris 2012

33° Edition

Parigi

International Franchise Expo 2012

24° Edition

Washington DC

• The Milan Franchising Exhibition is the third most important in its sector worldwide and the first in Italy.

• Numerous franchising fairs spring up and die in Italy every year, but the Milan Franchising Exhibition is in its 28th edition.

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The big names attend the Milan International Retail Expo

CLOTHING AND

PERSONAL

FOOD

HOME

SERVICES

• Coin

• Hello Kitty

• Golden Point

• Calzedonia

• Conte of Florence

• Piazza Italia

• Camomilla Italia

• Blukids

• Mirtillo

• Dr. Scholl

• Bottega Verde

• Panasonic Italia

• Primadonna

• C’Art

• Cannella

• Elena mirò

• Du pareil au

meme

• Petit patapon

Clayeux

• Brummel

• Yana

• Inghiraghi

• Rossella Carrara

• Liolà

• Carpisa

• McDonald’s

• Autogrill

• Lavazza Cofee Shops

• Segafredo

• Subway

• Pastarito Pizzarito

• KFC

• Roadhouse

• Burger King

• Sosushi Italia

• Yo-Yogurt

• Sweetissimo

• Mascalzone Latino

• Old Wide West

• È arrivato Paolino

• Yogurtlandia

• Sweetissimo

• Mondadori

• Genevieve Lethu

• Upim

• Unieuro

• Ixina

• Bang & Olufsen

• Boutique Casa

• Co import

• Calia

• Divani & Divani

• Kasanova

• Dondi Salotti

• Casa romantica

• Durex

• Mondolibri

• Mail Boxes Etc.

• Eni

• Enel

• Tim

• A2A

• Pulsazione

• Vitaldent

• Olympia

• Meeting

• Key Point Poste

Italiane

• Last Minute Tour

• Naturhouse

• Frigerio Viaggi

• Blu vacanze

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Photo Gallery

International Retail Expo 2012 …

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Exhibitors : 200 brands http://www.salonefranchisingmilano.com/Manifestazione

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Strong media coverage (RAI, Corriere, Repubblica, Sole 24 ore, Class…)

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Find Franchising: web expo_ matching programme

The Fair continues 365 days on the web:

CSM automatic connection between

potential franchisees / Exhibitors

Over 3000 new leads generated

in November on the web by Find Franchising

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Polytechnic,

University,

Invitalia, Lombardy Region,

associations,

Business testimonial

Agorà: over 20 focus (trend, workshop, interviews of SFM)

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Digital PR : Twitter, Facebook,Linkedin,Youtube, Pinterest

2000 Like in 3 months,

800 tweet,

1000 contacts on Linkedin

10 bord pinterest

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SFM Franchising factory

Incubator for start-up retail:

consulting services

about business idea,

skills to the role,

market evaluation,

research funding, legal.

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The firs App in Europe about a franchising fair

Over 600 app downloaded,

2100 uses,

search exhibitor by sector,

investment, geographical area and

Connecting to Find franchise

Informations about plant, conventions,

store locator,

event ,exhibitors

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SFM: you tube TV

Oltre 200 video postati,

4.000 visualizzazioni

3x1= F

Video presentazioni,

Podcasting seminari, video academy ,

web channel

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International Retail Expo 2012 in number

4 days of work and contacts between exhibitors and visitors 1dedicated App 13,000 visitors (65% men, 35% women) from all regions of Italy: 50% from Lombardy, 11% from Piedmont, 6% from Veneto and Emilia Romagna, 3% from Puglia, Tuscany, Lazio , Sicily .... 2000 Like on the Facebook page About 200 business opportunities offered by exhibitors 4 main targets identified and achieved by one country targeted visitors 15,000 copies of the printed Guide Map 1000 links Linkedin 10 board on Pinterest and a Twitter account An advertising campaign planned on press, national newspapers, radio and web 1 matching system online, Find Franchising, open all year round 4 much appreciated Desk for free consultancy at the Factory Franchise A TV media partner, Class CNBC A radio media partner, RadioNumberOne Over 100 articles and special services dedicated on the main economic newspaper A program of conferences - crowded - built to service franchisors and franchisees Tens of video interviews shot in Fair and available for months on the YouTube channel 8 sectors represented Over 70,000 unique visitors and nearly 400,000 page views in a year for the site

Partnership of the Exhibition

ASSOCIATIONS

MEDIA

PARTNER

PATRONS

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The International Retail Expo 2013

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The project of 2013 edition

COMMERCIAL TOOLS x exhibitors

13.000 Visitators (ed. 2012)

Master Franchisee Programme

New Italian Franchisees

Find Franchising (365 days)

Digital visitors system

VISIBILITY TOOLS x exhibitors

Co-Brand Ad Campaign

Web Marketing (400.00 page view)

E-Direct Marketing (Database 18.000)

Co-Marketing / Postcards

News Letters (Database 18.000)

CONTENTS INNOVATION

Retail Show (event)

Innovation Retail Lab (innovative

shop supplier)

Franchising Factory (Free

Consulting Desk)

Franchising Research (Confimprese)

Main Conference (Confimprese)

Talk Show Franchising

Business Case Note:

• Social Network

• E-Commerce

• Retail Finance

MARKETING by Fiera

Communication Campaign

New Web Site

New Identity

Partnership (Associations, Institutions)

Fiera Milano City (same hall as 2012)

OPERATING TOOLS x exhibitors

Digital Pack Exhibitors

Car Park

Vip Lounge

Franchising Factory

Leggenda :

Exhibitors tools

Fair strategy

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www.salonefranchisingmilano.com