EXPORT POTEIMTIAL OF SPORTS GOODS IN AUSTRALIA
DISSERTATION Submitted in partial fulfilment of the requirements for the award of the degree of MASTER OF BUSINESS ADMINISTRATION
BY SHAHID MOEEN SIDDIQUI
Under the Supervision of Mr. ASIF HALEEM Reader
DEPARTMENT OF BUSINESS ADMINISTRATION ALIGARH MUSLIM UNIVERSITY ALIGARH (INDIA) 1984 •.H i, Dsrjo/
DS70I
CHEc:3:D-::a2 ^\ Tel. No. : 6247 DEPTT. OF BUSINESS ADMINISTRATION ASTP HALPRM Y&^JPfi*] ALIGARH MUSLIM UNIVERSITY
S^tember 26, 1984
Certified that the dissertation entitled "EXPORT POTEOTIAL OF SPORTS GOODS IN AUSTRALIA" submitted by Mr. Shahid Noeen Siddiqui^ in partial fulfilment of the degree of Master of Business Administr ation has been completed under my svqpervision and guidance^ is his own work*
To the best of my knowledge it has not been submitted for the award of any other degree in this University or elsewhere.
( ASIUP HALEIM ) SUPERVISOR A C K K 0 VJ LEDGE K E K T S
I vraulc like to record ray deep sense of gratitude for the valuable help and guidance provided by Mr. fisif
Haleem resder in the Departraent of Business Administration
'.vhc-^upGrvisec mv v;ork.
The pireparation of this dissertation v;ould have been very difficult without the able gridance of Mr. T.K. Suri of the sport goods Export promotion council, I am hiphlv obliged t-Cfhlra for helping m.c in collection of appropriate infcrraation and data oertainino to the Eisser-hation.
In th^^: end I would lilcs to t" ar]: all my teachers in the Department v.l:0 hc\d beer a continuous source of ins'Tiration durina the ercoaration of this dissertation.
C SHAHIL MOELM SIDEI:^UI ) PREFACE
Australia is one of the most inportent raarke;r for sports goods as far as export of sporting goods is concerned from India. Sport is a vital element in Australia v/av of liie and the achievemients o:.^ the countr^^ in international
Exports have been spectacular.
Golf equipment, water sports equipm.ant, erraipmoiit for indoor games and othf.-r miscellaneous items accounteo for n'-arly tv;o-thirds of total imports in 1982-83. '^'hiL is a fast g rn -.. .1 nos e oTn p n t n -^ Australia's sporting goods m.t-.rket in lA'hich Incian participation has been insigni ficant. Imports from Indie mainly comprise cricket and hocjcey ecpiipment/ tennis and squash rackets, soccer balls and certain items of tracl-. and fielc equipmient, anc some of these products are likely to experience, in the coming years, com.paratively small rates of grovrth in Australia's imports.
33he purpose of present study is to improve the performance of Indian Sports industry and provide a guide line to exploit the immense ejcport potential of sporting goods__iiL-Aa^stralia,
In the present v:ork an effort has been made to identify e:-:port opportuniti;-:s for specific items oi sporting goods and recommend appropriate export development en m.easures in respect of strength/ing the institutional structure for export promotion/ creation of sport oriented production capr_ cities for non-tracitional-products nob being manuf c ctured in the countr^,^ v/ith foreign collobo ration, il necessar"/ in the moc emization and up-gr: cation of the cuality of exieting lines. It is hoped that thi:: studp v/oulc Provide useful guide lines t.^- the exporters, coverniTiOnt
loe a ure course ex accion v/ithi . special reference to xAu.'trclian mc-rhet.
( SKAHID MOEEK SIULIuUI ) CONTENTS
Page No,
ACKNOVJ-LEDGEMENT
PREFACE
CHAPTSR-I
INTRCDUCTI ON 1
CHAPTER-II
SPORTS GOODS INDUSTRY IN INDIA 4
CHAPTER-III
MARKET Cli-iRACTERISTICS AND REQUIREMENTS [Z
CHAPTER-IV
Il^JBIA'S EXPORT TO AUSTRALIA 2-7
Q-IAPTER-V
NEW EXPORT OPPORTUlSriTIES 50
CHAPTER-VI
OBSERVATIONS ANIi SUGGESTIONS 3<^
ANNEXURES
REFERENCES •1'
INTRODUCTION
Australia vith a population of 15.27 million ic a sports loving country'- and the Australian players have, to their credit/ spectacular achievements in the intensely competitive field of int rnational sports again;: t those from the nations of huge population. Certain important cherrc- teristics of Australiam. m.c rket are enujnerated below :
1. The labour force of about six million accounts for 61 per cent of the total population and the average minimum weekly wage rate by the end of June 1982 for an adult male was A$ 129.21 and for an adult fem.ale, A$ 119.63.
Imports of various items of sporting goods in AuS'tralia increased spectacularly during last few years. Golf equipment, fishing equipm.ent, enov/ sports ecpaipmcnt, oquipmii;nt for indoor games and other miscellaneous items accountec for over 65 percent of total iirporta in 1982-83. This is the fast grov/ing segment of the sporting goods market in Australia to v/hich India's contribution has so far been insignificant,
^bout 30 manu--acturers/exporte2rs from. India are engaged in exnort trade to Aus'^ralia. Although
he qxiality of exi> 4. Auctralia is the third important market for sporting- goods from India, Hovjever/ it share in the ex;orf;s frorTi^3^«e*^ ^ave declined curing past fev: years. equipment, hockey ecjuipm.ent, soccer balls and raclcets constituted the bulk of exports, accounting for 97 percent of total exports in 19S2-S3 to Australia, V,ath a view to improving India's perfoxmance in the market for spo.rting goods, this dissertation has been prepared to achieve the follov/ing objectives ;- (a) to study the trend and composition of imports of sporting goods in Australia, (b) to identify products offering expo^~t prospects in the next few years, Cc) to investigate the scpOj^-ocj^diversification and expansion of the ;o2odction-J&ase of Indian inductri' Vv'itji Austrcilicn collaboration for e;:port, (d) to examine the factors inhibiting expansion of India's exports to Australia, and (e) to recomrrend appropriate steps to be intiated by qpjyg^rnm.ent, $snd trade & indu? tr^"- for the )n of the consic err-blc exporc poten tial in Australia, -3' I hope that this wo lie of raine would prove to be useful anc helpful to Ino.ian Ex^ The sports goods incustr^^ in Incia ic totclly concentratec in the smeill scale and the cottage sectors. To determine the nuniber of units engaged in the .-anuft'c- turers oi sports goods in the country anc' alto to have an idea about their production figures of the £ollov:in; sports ^goods producing centres such as Punjab, U.P., Janmu & Kashjnir, Maharashtra anc VJest Bengal, the inforraation collected State v/ise is given belov; :- PUNJAB :- The sports goods industry is concentrated mainly in and and around. Jullunder, AiTiritsar, Pr.ticlo., Batala, Malerkotla, Ludhiana., Phagv/ara, Kapurthala ant Chendigarh, About 65 to 70 percent of the sports goods industry in Incia in in Punjab and Jullunder is the leading cen"cre oi prx^cuction. The main areas of production in Jullunder are Bhargav Cairp, Btisti Nev, Bcsti Sheikh, B.sti Danish.rn.rndi, Prem Kagsr, Industrial area etc. More thm 90 percent of the industry- is concentrated in the cottage sector vhere heirijan families are engaged in the manufacture of sports good-s from rav; rnx'terials supp:-licd by the e;:e;>fters. The manufiicturers/exporters in Jullunder buy se'::i-finiL r.cd b?ts from. Kashmir tno, refinish thei, before exporting, sjjvu.i*-^iv - 5- bulk of their exports are actually purchased from the cottage sector. An estiraation of the rr.anufacture of s/iorts goods in Punjab as fol 1 ov/ :- Total number of people employed : 50,00 0 Total Units engaged in the manufapfetfrer : 1,400 of sports goods. For the 5ss—#eilowing, v;e have assumed 300 \;orking days per year. (Va] y.-:^ inl,.» cror Items ManufactiTfec' T rtverage T Average \ -V'otal I daily J price/unit \ ^rji^'icil Value y Production I I J^ i 2 !- 1. Foot balls, leather 14,000 fe. 35 Pc. 14,70 balls etc. 2. Hockey & Cricket 3 00 dozens f:, 15 Pc. 1,62 balls 3, Hockey Sticks 2, 000 dozens Rs, 2 5 pc. 1,5 4. Cricket bats 2,500 R3. 40 pc. F: 3,0 5, Shuttle Cocks 2,500 dozens fc, 2 5 pc. 1,875 6, Composition Balls 5,00 0 Rs, 4 pc. 0.60 7. Bladders 250 dozens R-. 4 pc. 0,36 8, Legguards 600 -airs fis, 6 0 pr. i'3 l.C£ 9, Soft leather goods 2,000 Rs. 20 pr. such as gloves etc. 10, Tennis & Scfuash 1,000 Rs, 40 pc, 1,2 rackets 11, Bed minton Rackets 2,000 Rs, 2 0 p c , 1,2 12, Table tennis bats 300 RG , 15 pc. o, 135 13, Carrom boards 150 Rs, 40 pc. 0.18 -6' 14. Athletic goodS/ body building epnt» 50 E3. 50 pc R3. 0.075 15. Sports Nets 600 Rs. 20 pc Rs. 0.36 16. Sports begs 50 KS . 6 0 pc R-. 0.09 17. Chess eets and indoor games 50U Ro . 10 pc Rs. 0.15 18. Others Ri. 0.10 Total R3.29.425 UTTAR PRADESH :- The second most important centre of production for sports gooas is in and around Meerut in Uttar Pradesh. Here again the industri^ xs mainly concen trated in the cottage sector. Meerut and the sn.rroundin''' villages such as Bootpur village, Jawahar Nagc.r, Shcbapur, Village, Abdullapur/ Mohideenpur etc. are the most im^portcnt procuction areas. Other producing cities in Uttar Pradesh are Moradabad, Agra, Allahabad, Kanpur/ Bulancshahr, Varansi, etc. Meerut is a big centre of proudct. on of chea-i shorts items meant specially for children such a^ cricket sets, bad minton sets, foot balls etc. Hov;ever soft leather oooos such as pads, gloves etc. are of gooc quality and fetch bet'c- rices than comparable products frcr. Jullunder. -7- TotaJ. nuiTtber of units in the sports good line Number of people eirplyed : 20,000 :tems Manufactured Average i^^verage Total daily price/ ri.nnu.al :iro duct ion Unit Va." ue 1. Foot ballc,l-athcr 2, 500 ...r •. . 3 O pc. 2,2 5 balls etc. 2. Hockey 3. Cricl:et bats 600 r-. 25 pc. 0,45 4. Hockey Sticlcs 2 50 Rs, 25 pc. 0. Iu7 5. Sports R-ts 360 Rs. 20 pc. 0,216 6. Shuttle Cocks 800 doz. Rs. 25 doz 0,60 7. Compocition balls 1,20200 Rs. 4 pc. 0 1 ••' .^' ^j • X •x•-.- 3, Foot ball bladders 250 doz. 1:.: . 4 pc. U . 3 o 200 pr. Rj. 100 pr 9. Crielect legguards Rs 0.06 10. Soft leather goods 600 P r. Ps, 20 pr. 0,36 such as gloves etc. 11. Tennis & Sriiash 350 pes. p,3. 45 pc. 0,47 12, Badminton Rackets & 600 pes. R3. 20 pc. 0.36 13, Athletic goods v/ei- 100 pes. Rs. 50 pe. P/ 0,15 ght lighting etc, 14, Carrom Boards 50 pes. K.S. 40 cp. 0,06 15, Table Tennis bats 100 pes. Rs. 15 p-c. 0.045 16, EPKS Sports v/ares 5, 000 pes. R:;, 8 pe. 1,20 such as cup£/ tropies, mugs etc. 17, Badges & insignies 3,000 pes. Rs, 5 pc. Rs. 0,45 - fi le , Sports Shoes 200 prs. Rs. 5 pc, Rf. 0.45 19. Sports bags 50 pes, Rs. 3 0 pc. rs. 0.045 20. Guts 200 pes. Rs. 6 pc. 0.036 21. Other sports goods Rs. 0,05 Total 8.S16 WEST BENGAL :- West Bengcl, v/h-rc foot ball is the most popular sport, has traditionally a very strong rnarlcot for leather based products. Ho\;ever the foot balls and shoes produced in this stcte are generally all consiimcc in the local mrrket itself. It is an importcnt centre^ for the iTrocuction of shorts v/ear items as v/ell as boots ;f s une reputed exporters in this field. Total number of units : 350 Number of people engaged : 15/000 Items Manufactured Average Average Total Daily price/ Annual Production unit Value 1, Shoes 500 prs. Ro. 30 pr. 0.45 2, Foot balls 1,000 pes, P,5. 30 pc. U.90 3, Carrom boards 1,000 pes. rs. 40 pc. 1,20 4, Carronen 1/500 sets r.3. 3 s et 0.13 -9- 1 2 5. Shuttle cocks 850 doz. :' . 0,56 6. Sports wear & 1,200 Es. 15 PC soft wear 7. Fishing tacjcle 10,000 pes. hi. 1 pC, 1.-. I.'. J 8. Polo stides and balls Ps. 0.05 9. Athletic & 150 pes, 50 pc. -, 0,18 Gymnastic items 10. Air guns etc. f-.j, 0 , J- U 11. Others Rs. CIO rot al E:. 4.515 JAMIU AHD KASHMIR :- Tljc state Govt, of Jaru^u iCashmir h?s placed restrictions on the movement of v/ill'ov; out of the State. The St^-te has trice, to establisri units with i»-t^fi^State for manufacturing Cricket bats and otne, v/oq0^ased accessories. There are arp«md bt units m the State employing 2,000 peoplpg'anc m.arufacturing semi finished bats which are refinished anc exported by exijorters in Jullunder & Meerut. The important p:j?(5oacji Anant Nag, Jammu, Kathua and iliran Sahib/ Aslo air cmhs and reo" isities ajpe-TTioTtvif acturec in KathuJa-;; SUS'total production this state can not be included into the totalv^ r India as the items are refinished out side the State and then sold. Direct production and -10- export from Jarf-mu ^ Kashinir State imits v/ould be around Rp, 10 lakhs per annum. DELHI ^xT^ L'herc are ajrounc 150 units in anc around Delhi u> ?otal (i^o, of Units : 150 Total Ns. of people ei^.'.ployed : 3,000 KAHAR/\SHTRrt. :- Bombay the capital of l::ah>'.reshtra is ajiot4=ie-r"T:rpportant centre of manufacturers/exporters of goods iteras-,-—Bc^ntoav is famous for its Table ternis i^roxprnents, rubbex-xxlay ballc /-4aaX]-£ns, kites, etc. Punc is famous for its gut manufacturing units. Total Ko. of Units : 17 5 Total No, of people employed : 5,500 OTHER STATES :- The sports industry'' is m:ainly concentrated in the above mientioned areas. The -ther stc:tes^^-ert India or^r^r''''con?^5ibute about another 100 units lb are engaged in the manufacture of nets, fishing tacJcle accessories, sports bags, indoor games, wooo based items etc. There units generally cater to the local denanc and their total estimated yearly turnover would be around rupees one crore. -11 From the above, we can, in short,mak' of the sports goods Industr\^ in India, by estimated position is as folloivs :- Total No, of ugiits in the sports goods field : 2,750 Total No, of people employee therein : 100, OLJ r^p^.rox. Annual Production : Rs. 53,546 Croros Exports in 1981-82 are : 29,89 Crores i.e. above 50% of the total annual turnover is exported. Percentage share of the annual turnover is as fo11ows Punjab 55% of the total U.P. 15% of the total Vv', Bengal 8,4% of the total Delhi 8.6% of the total Maharashtra 9.3% of the total Other States 2.2% of the total Actually the export of certBin sports goods such as sports shoes, bags and sports wear is higher than the fiaures available v/ith the b.G.E.F.C. This is so because many exporters do not exactly specify them as sports items ; instead they go one as ordinary, T- shirts & canvas/ leather bags. -\l' rARICET CHARACTERISTICS AMD REGUIREIlEI'TJS Sports in Australia Sport is a vital element in the A\j3trclian v;.-y of life. American sports \;ritsr, Herbert Vvarren Vvinc IK S the following observations to make in this connection*: "A fine climate, plenty of room/ plenty of time, an inbrcc": love of sport and the vrish to excel at the:../ the lack of competing fields of int::.Te.:-t, the v-'orship of the ph^sic^-l v;hich is a pert of a young country'/ the right pitch of support from one's family anc friends, the splendid natural facilities, the relatively inexpensive cost of sport, the eerly orientation in school/ the opportunity to develop in highly organised competition, and added to these o^o^—ie©«—for grov, ing bodies and the natural desire of the people of a small natiO£LaX--%©-:«o farr.ously in fields which comariand \757Xd attention and respect,x'-'-Ti|"iese in combination are the araalgam whi|*n,has r/ade Aystralia the m.ost^jifargorous sporting/country of all tim.e,^ It doesn't explain, though, the emergence of i;.s super eithletes. If you ado tvo other factors on v/hich Australia places stron': eLioh; si:^ it does. They are : able coaching and plain hard. vx>rk," Populpr Activities - Traditional and long established sports, SUCJ.^ as football - Australian Rules, soccer, rugby league, rugb] * Jaques and Favia - Sport in Australia, p. - 86 (MCGrav; - Hill Book Com.pany, Sydney, 1976) (13 ) league, rugby union - cricket/ svinrning, golf, Lenriic. rncl horse racing reniain highly popule r, both for pE^^rciciprnt::. aric spectators. Lavm kaiK bov/ls is cmcthcr mcjor sport. Slcing and squash are the two f astest-grov, ing 'nc; sports. In the past 15 year^ huncreds of srru-.sh centres have been built end thousainds of teams forraed. confined to a relatively small area of the Souti lures larae crov/ds , VJater Sports - V.liile no accurate st tistics a.ie availa'jle, \.^\.ii-..-r sports arc indisputably Austreilia's most popular Sijort- recreation. Coa.Etal v/aters and beaches provide unlindted facilities for surf sv;irrming, fishing, board-riding, bo-^ting and underv'/ater exploring. Yacliting for every class of 'joat is another fost grov/ing and highly competitive srjort. In addition, there are inland waten-vays and thousanc s o.: - vi.ir.iing pools providing facilities to learn and practise shills on and in the v/ater. At least 70 percent of the population go for fia'aing regularly. It is estimated that Australians spend more time on fishing than all oth r spoi~ts combined. Soccer - Rugby league is the most populi r organisec spor'c. .'-Ithough confinec largely to the states of ITev: South. VJales and Queensland, it also h-s extensive participation in country.' afeas. There are 150,000 league players (er.ciucing school boys) as compared to 50,00 0 Union arc 9 0,000 Rules footbfllers. I.early 50,000 Rules players are in Victora-a, and the rest belong to South Australia, Trsmania and Viest Australia. This is a manor sport in Ilex-: South Walp;s and Queensland. ( 14 ) Tennis - There are over 13 0,000 tennis players registered v.dth different levn tennis asi.ociations. Another 20,000 play social tennis occasionally v/ithout their being peic lucniy^rs of any club. Golf - Australia is the most golf conscious country in the VTj/lcl, One of Ji every 24 Australians - raan, vorr.en or child, plays golf at sorae stage of the yerr. There are aboui: 1,235 golf courses in the country v;ith 20,400 registcrer nr.le uolfers and 100,000 v'orr.en golfers called associctcs. In a year Australians buy ebout 4,5 million golf balls and 0.4 million golf clubs. Recreational Activities - Vr;rious recreational activities of Austr-'liri: people are detailed SB ETS^ea^ ^^8^ i^^ -H^e -KWe. A survey of in^vidual free time patterns of r'::c cation and patterns of ov^p ^gequency of Participation in Rec-eational Activities Activity Fre''-]xiGncy of Participc-tion (Percsnta'7e) TV yo.4 Readirnj 84.0 Radio 83.6 Parties 80.0 The at rc/Cineraa 73.0 Listen to Kusic 69.4 Viciting places of interest 58.7 Indoor Garaes 53.2 Sv/iirxiing 52,4 Cooking 5±.5 iricniclng 5 0.8 Churcli 49.4 Beach 46.3 Sewing, ]cnitting 39.4 hatching football 37.2 Drive-in 36.0 Going to disco 32.0 Csring for animals 31.1 L noohc r/pool ^ 3. O ''• -' r^ Carupingf ^ o . o Tennis 2 2, ^^ 3'ishing 22.1 r:ush\7alking 21.3 hu s i c a 1 i n s t ru-mo n t s 20.4 Going to g)laygrounds 19.1 Eating- 18 , 8 Going to horre races 17.9 Craft vjorlc 17.4 (16 ) Axauseraent centres/fun places 15,9 Surfing 15,0 Art 14.8 Visiting coriuaunity centres & Youth clubs 12,8 Horse riding 11.6 Trotting 11.3 Sailing 10.2 Cycling 10.2 fitheletics 5.6 Austrelian rules 9,2 Speedway S,6 EtcketbcJl 7.6 Cricket (play) 7.0 Pottery 6.1 r-iini bikes - 6.1 Soccer 4.3 Netball 4.3 Hockey 4.1 Ca eyeball 3.5 Softball 3.0 Rugby union 1.6 The above table clearly demonstrates the importance of horaebasec activities in the receational milieu. The recreational pattern presented is very different from the traditional one '..'herein there is the dominance of sport, and in particular team sports. Rate of Use - The follo\.'ing table indicates the items of r£cr--„tional equipment b;, the predomination rate at v;hich they \;ero reported to be usee, (often occasionally or infrecoiently) anc by the percentage of households reporting ov.-nership. ( 17 ) Recreational Equgjoment ; Rate of U'-e and P Grc§nt of Households Q\-7nlnq EcTuipment -iate of Use Percent oi: liouseholcs ov/nin>;^ E'-.laiprncnt (c'ctUcd percent 0'.';nership is shov/n In l.r-~c,.ets) Less then 15% 15-30% Ov•o r 3 0% Often SA;lrni.':ing (11%) Ball (30%) T.V. (o7%) Pool Rr c iO/'riC'-urc Plryjr (bZ;J a quip. Ilusiccl (5%) Ins-crumcnt (41%) :;oc.-:ey Scruash (15%) Sculp. Equjip. Tenni:: S ui_--. (3 6%) Eerch Sn^.y Camera (72%) Eugqy (4%) Sv.'iraraing (15%) Inroor Garacs (61%) Occrsionel Boat (11%) E:;.uip. Gulf Club- ( J> ^ / C ^ U'£-blO I'G- (16%) Infre- Caravan (4%) Caraping (26%) oue nt1V Equip. Although 32 percent of the households ovmed golf clubs^ they were infrequently usee by them. This indicates thct ov.narship infOjrrnation does not necessarily help in ascertaining recre^^tion patterns. Trends - Ihc results of this study indicatcc clearly that recreational activities vjere varied anc that many of the activities pursued outside the home environment had only a relatively sm.all percentage follov.'ing. The ov- rail finding showed that recreation V7as dominated by young people but an ( te ) emphasis on higiily orgsnisec" competitive spo::t v;es not demonstrrtec. Rethcr, the picture of a lergely young i-'Opulation of recreators pr.rticipr.ting in a v/ide re.ng'_ of activities on a cosurlly structured brsis vjro cvi':~c-nt, The study ali::o indicated that the exir:ting p. rccption of thffi- rcc.cea-cional environjT.cnt for Australians neecs to be r e -e xaiai n ed , Govemmenta 1 Encouragement to Sports - Polio/ - '.f^ r :orC^ "r^r-e i 1972 the Austrrlif-n Govc:rnrnent pursued r •oolic\' of non-inter\7ention in sportin"J:" g affsirs anc local Government v/as the only arm of Goverruncnt v/hiclj recogriised to any significant degree, the im.oortance of sport anc miade provision for it. Nov; all states and the Austrclian Gov ^ rnmeni hsve recocjnised ths; need to provide as.--istrnce. i-cparxments - ::he Government involveia^-nt in recreation is inc -easing. Str-te Governments have set up ocpsrtm.ents v;ith spec ial responsibilities for orgr.nis ing end promoting recreational pursuits, Ar. the federal lev^l, Australian Go'/crnraent established in 1972, a Department of Tourism and Gecreation. Its programme rests on five m:ajor elements - sports development, fitnef-S, comraunity recreation, youth affairs and tourism:. There is also an increasing dem.and for the Gov: mmicnt to provic^e leadership frcilities and encour: gci;::nt to orgc';nisationE and individuals for involvement in lcisu--e-timie activities. Assistaaice - The Goverjiment assistance has been provide fedr.r-lg- in the follov;ing v;ay : (19 ) 1,^_h_,s^^fyT-ts assistance has been provided fcderebly ~" •'J'oTuntcri' associations v.^Tich control sport in Australia. This aid programme has been directed in three main areas : (a) To assist amateur sporting orgr.nisctions to attend national championships and int^ rnational ^,j£*iTtrs^ (b) To help v/ith adiainistrative cost od int riia- tionsl events in Australia, (c) To bring international sportsmen, sportsv/omcn and coaches to Australia. (2) The establishment of a sports Council to provide o::pert advice on the development of sport and physical recreation in Australia, (3) One of the Australian Governm.ent' s earligjD^eeicions in supcorb of coraiaunity physical recreat'ion v/as to provide up to $4 million for the development of single anc multi-purpose sprting and recreation complexes. (4) Assistance has been forthcoming to the Royal Life Saving Society and the Surf Life Saving Association of Australia, (5) A study group was established to investic.'.tG the feasibility of a sports Institute in Australia to include a sport-recreation Secretariat and perhaps a sporting mrascum/hall of aiMe Thf national fitness scheme is vigcrrously implemented in different states. The mios t successful programme relate to (20) camping, learn-to-sv.'im campigns, vacation play centres and leern-to-play courses. Marketing Areas - Australia is one of the most sparsely poyulatCG countries in the v/orlc with a population density of 4,41 perEons per S'^. mile. The Federal capital of Canberra and the six state capitals account for 64 per cent of the total population. The principal marketing areas are, therefore, around these cities, the most populous of v.'hich are Sydney (27 million), Melbourne (2.4 m.illion), Brisbane (C,82 million), Adelaide (0.81 million), Perth (0,64 million), Hobrat (0.13 million). Greater larv/in (35,516) and Canberra (0.14 million). The East Coast accounts for 64 percent of the Australian population. Markets are highly concentrated mainly on the E^st Coast a nC' £.2? ound si capital cities. Distances betv7e;?n these areas are long and distribution within the count-^y is ver^^ expensive. Distribution Channels The import trade in sporting goods in Australia is handled through one of the follov/ing interrnedaries : - Agent - Importer (in many cases, the ii'nporter combines the functions of an agent and wholesaler) - Wholesaler - Manufacturer - Central buying organisations - Department stores - Specialist sport shops and independent retailers. Importers play an important role, mam?-of them speci.;;.liee exclusively in sporting goods business. J/eri-- often the importer (Z\ ) serves as an agent and the agency commission is normally 10 percent of f.o.b. price. Some m.anufscturers import medium anc lo\'/ price items to supplement production range, as they find it uneconomical to manufacture them due to high cost oifi labour and raw materials. Some of the big retail shops importing directly from Indie are promoting the brand names of Indian manuxcCturei:^, yrhere are other oroa-nisations handling imports of Ind\ii::an products on behalf of a number of small retail stores, chain stores and also the subsidiary/ companies of national level organisations. In the internal distribution, the pattern nonnally followed is to have separate agents for different states, v/hich are either the branch offices of the importers and Vvholcsalers or they are the accredited representatives operating as sub-agents or distributors. Most of the multinational prganisation have their offices in different states. They supply to retail traders as v/ell as meet the requirements of clubs and institutions. The retail trade outlook in Australia is not considered very bright anc a number of retail outlets have stopped functioning in recent years. The main channels ot ^ternational trade in SDortinq goods are shown below : -zz- DfSTR-ifbOTl'ON LHANNELi Manuf act u re r r ' 1/ Exporter Buying agent ExPoitTiN*; in the producing (rboNjTHy r3"'_ _ 1 \ f ik .. vJ/_ ^\ • vl/ ^V Agent Importer 1/ Manu fectu re r Central Importer _!/ Buying Orgcinisation ^ 1 r N 1 IMPORT^M^; I CouttTAy xl. X ^ Independent Bepartm.ent Manufacturers' retailers & Stores retail shops specialist sports shops ( ' 1 N / r 1 Consumers 1/ with wholesale function iZh) Price Structure - Prices of various items of sporting gooes (v/holesale or retail) collected during the Survey are given at Annejcure IV. Various elements entering into the price of imported sporting gooes are tabulated below : Price Structure of Imported Sproting Goods Ex-factory price Packing expenses Inland f re i ght Shipping charges (loading) JL f.b. b price Ocean or air freight Insurance ^t c.i.f, price Import duties <- Handling charges 1/ Sales tax 2/ ± Landed cost Wholesaler's Comir.icsion (about 3 0 pcirr cent) W Vvholesale price Trucking charges Handling charges at stores Mark-up of 60 to^ 10 0 Pilf.^-PP?_ Retail price (24 ) Australian Tariff Frefer^jnces - Import Tariff System - Axkstralian CuEtoms Tariff based on Brussels Tariff Nomenclature (BTN) is a two column schedule with one pjx)viding for a general tariff and other for a preferential. Australia operates a non-reciprocal preferential tariff system under V7hich specified manufactured and semi-rricnufactured Toroducts could be imported from developing countries free of duty or at redueced rates of duty. As at July 1, 1982^ of about 2,740 tariff lines in the i^-ustralian Customs Tariff, 1/295 v/ere free of duty in respect of imports from developing countries. Another 947 items are dutiable but enjoy a tariff preference. Quotal limitations at preferential rates of duty apply to another 46 items. Additional duties known as? 'Frimage Duties' are levied on some imports. Rav/ materials and most products of an essential character are exempted from primage dut/. Vihen applice.ble, rate of primage duty is usudlly either 7 per cent general and 3 per cent presEerential/or 3 per cent general and free preferential. All imports a Internal Taxes - Sales tax is levied on specified imported items. The tax is collected on entry alongv;ith any applicable custom;.^ duty Imported goods are assessed and ta:ced on the value of the rioods in Australian currency/ plus duty including primage, if any/ incieased by 20 per cent of the total. Import tariffs for certain items of sporting goods are indicated at Annexure V, (25 ) Do cument at io n Re cru i rements - Usual comraercial invoices are requirec;. Except lor consignraents valueo at A$ 40 or less, an invoice is required for all comraercial shipments (surface and air) to Austrclia The question of adcitional copies is determined by agreeraent betv?een the exporter and the importer,. It is import>-nt to supply all pertinent information called for in the requisite form including the declaration/bf value and certificr.tion of the Country of Origin oi thpr goods. Documentation requirements for importJ: Australian preference system have been kept tS a minute. Details of rules or origin, shipment provisions anc invoicing requirement are set out in Annexure VI. Marking^ and Labeling Requirements - The labeling of consumer goods is subject to the Uniform packaging Code, Established exporters should ensure that their import agent advise them of all requireraents , Quotations and Terms of Payment - Quotations shoulc be c.i.f. Australia port whenever possible. I^ addition f,o,b, port price (Indian) including inland freight to the nearest port of expoi-t should be provided for customs purposes. Jutationc may be made in Australian/US dollars and preferably in Indian rupees. Although shipments to Australia were earlier made under Irrecoverable Letters of Crecit, in recent yecrs drifts are more extensively yCi&ed. i^ight an^:- time drafts of 90 days are most common. (26 ) Publicity and Promotion - Australia is one the most promotion concciouG countries in the v;orlc . In 1973/ expenditure on ecvertisinc; exceet ed A^ 730 million. The Metropolitan nevvspapers handle the largest percentage of advertising (28%), follov;ed by TV (27%)/ other nev/spapers and magazines (22%), radio (10%) , cinema and outdoor (13%). Coverage of sports events generally account for 30 percent of the nev;spaper space. The advertising industry is highly organised and national in scope. There are local companies in each of the states providing programmes and facilities for advertising. As advertising is very expensive, the Indian expor-ters may consiaer group advertising in Australian markets. ItlDIA'S EXPORT TO AUSTRALIA EXPORT TREM)S - Australia is the third ircpo^'tant market for siDOrting good.s from India. Export to Australia increased from 9,62 million in 1975--7>' 1982-83 v/hich shows st^en&f increase./]^ Table Shov/ing Exports of Sporting Goods from India during last 5 years Val. 1^3. Million (c.i.f.) Year E^cports to Australia 1978-79 1979-80 1980-81 1981-82 1982-83 MAJOR ITEMS - Cricket equipment, hockey equipment/ soccer balls. rackets anc equipment, constitute the bulk of/sport to Australia, accounting for 97 oercent of ex-oor-ts in 1^82-C3. Eetails of sports of Vc rious goods.,.;5€r Aui:tr;Llia ore given in the Anneicure. As api3;::«:ffb from the table tlie expoi-cs of cricket balls anc' cricket requisites mainly proti2iJ„v£.. -'^^^^^}- •"?-<=^^^ ^> \{:\ SA T\ X equipment have steadily increased durina^fe last fev: yecrs, exports of footballs and hockey stijzxst after a sudden spurts in 1978-79 shov/ed a decline in 1982-83 same goes v;ith tennis and squash rackets, CRICKET EQUIFIIEI-n: - Cricket Equipment form the most important group of items of export to Australia, amounting to Rs. 24 million appii^^^ various items exported being cricket bets, bell$, and other requisites^ f*ji»^>f^^fffgPB the export of cricket balls to Australia increased from Rs, 0,59 million in 1975-76 to Rs, 2,734 million in 1902-83, HOCKEY EQUIP^ENT - Exports of hodcej/ equipment to Australia increased from .47 m.illion in 1973-74xSs. 2 to Es. ,86 million in lf:7!-75 it aaain increased in 1978-79 and declined shar^jly in 1982-83 There was a spectaculer increase in the export of hockey balls in 1978-79 amounting to exports of 6,82 lacs.XK 3c&Mx>!aS But declined steeply in 1982-83 to Es. 2,55 lacs only. FOOT BALIS, RUGBY B^iLLS AIX REQUSITES - The e;q?ort of this group of/i'tems have steadily increasec in past fev; years. Ttie unit value realisations fo] exports to Australia of football and ru.gby ball covers have increased slov^ly durin/ the last three years but has all • along been higher than the average unit value_f total orortJ from India, the corresponding values for 1981-82 beinr Rs, 2 2,67 and?32l,52. It V7CE in 19c 1-82 th^ t export of rackets anc o^jii;'; inert increasec__ais*tvnting to Rs. ,71 nillion. Rackets &. e-;ui^rents accounted for 10,79% of the total expoirb of these it ens from India over 76/o of these exports v/ere of tennis rd:c]cets, and fra.rfies follv/eo by badirdntcn rackets and frames (1C.3C%; tennis balls (7.9^o) anc badminton shuttle cocks (5.50), The export of rackets and epuipment declined steeply in 19c"-83 co";in:~ do'.n to RE. 1,5 lacs only, II^jDOOR GAMES - Althouah epuipment fox" incoor gam>es accountoc for 3,15 percent of total expo ;"t:- of S;;.ortin'j goods from Inc ia its exports to Australia v/erc negligible, comprising I'p-. ^QcO worth of carromi boards only in 19ol-82. Items sue]-, as so billi^rcs anc table te; nic ecji.iipment have not./::ar been e::ported, to .Australia. lelSCSm-iI-^OUS ITEMS - Miscellaneous item.s si.ich es gvTunastic and atr;cletic eguipmient/ piio ec;uit3m.ent, sj.orts nets and other re eves it es for outdoor games accounted, for 28,55 percent of expo-e'cE of sporting goods from- Indie in 1981-82. Ex"o.^-ts to Auc^Lrrlii during thic ycc.r n.ainly comgrise track and f iel'/ c; -leipr ent such as cross bars, th.ro\ving o.iscus^s, putting shores, ..olo sticks, sports nets and other mi^ellaneous items. -30- New Export Opportunities The products indicated in ±h^ following paragraphs offer good export prospects frijMirindia, and belong to one of the following three cateigories t (i) esqports to Australia are not significant (2) not exported to Australia. (3) not manufactured in India but production could be initiated with available raw material and technical resources including labour skills. In the case of mosJ^- Sportswear Market - Australia is a big market for different types of sportswear. For example, in 1981-82 track-suits and play- suits (knitted, chrocheted) worth A$ 5.87 million were inported, Taiwan, Hong Kong, South Korea and China being the major suppliers. Colourful apparels made of synthetic materials are in great demand and a siaable manufacturing capacity for them already exists in Australia. In some cases, there are brand tie-mps and licensing arrangements with reputed manufacturers from USA and IH(C -31- Prospects for India - Sporting apparels made of synthetic material from India are not considered competitive in this market. However, there are good prospects for cotton apparels such as shirts, jerseys, jackets, singlets, socks and stockings, Indian products would need some degree of product adaptation and sophistication in respect of cutting and styling. The shorts tend to be slightly baggy and the apparels for the upper body need to be designed for a slicker fit. Moreover, aparels of a variety of colours with horizontal and vertical strips offer better prospects. However, the quota restrictions for cotton textiles and garments under the Australian Scheme o^ Preference may have to be taken not of. It will be desirable to offer the production in unit pack/'^ Promotion - The sportswear marketed by Axistralian manufac turers is generally endorsed by important players. The Indian exporters would, therefore, have to under take considerable prc»notional work with the help of the Australian importers, including obtaining endoirsement o£ the players. This could be achieved by regularly presenting apparels to important players. Sports Shoes - Sportswear is manufactured in Australia under licensing arrangements from multinational agencies. Some quantity of xoccer boots and track conditioning shoes are being imported from Taiv;an and Hpng Kong. Sub-contracting or Collaboration - As the cost of production in Australia is increasing very fast, the Sports Goods Export Promotion Council, may encourage the Indian manufacturers, either to enter into sub-contracting arrangements with the Australian manufacturers for the supply of shoe iippers or to enter into collaboration agreements for the manufacture of sports shoes in Ind^ under their brand names. Cricket boots and golf ^^wjes are the promising products for such an activitd Rubber Play Balls - India is already exporting a small quantity of rubber play balls to Australia abxk and they are marketed through sports shops and department stores. Although the prices of Indian products are competitive, finishing neecs improvanent and also the colour combinations more imiginative, as each product is separately displayed. Exports frcMn India seem to be confined to 2" to 2" dia meter sizes and the Austrtilian market in respect of bigger sizes is dominated by products frcxn Japan and Taiwan. Rubber Balloons - In Australia, rubber balloons are mainly imported from Mexico, Japan and Hiwig Kong, These products are sturdy and better form^ in shape and design. Colourful balloons from Mexico are most popular. Product Modification - The present quality of rubber balloons from India would not offer any prospects in this sophisticated, market. Irrprovement in the quality of rubber and the composition of chemicals \isec, to enable the manufacture of rubber balloons with unform thickness, free from bxibbles, uniform colour spread anc the property to retain shape, need to be carried out. The Indian balloons offered in animal or birds shapes would find promising market. However, packa ging needs to be improved and the product fixed to a colour ful card displaying information about it. Defective balloons will promtply have to be replaced. Swimming Equipments - Demand for swimming equipment in Australia is increasing very fast. Although India is not currently offering products in this range, the Indian manufecturers may consider manufacture of some of the rubber-based items like swimming flaots (used as life saving device by leemers) diver's mask, air plugs, nose clips, swimming caps, sv/imming trunks and costumes(of both synthetic and cotton fabrics.) Sports Bags - Sports bags made of/danvas webbing drill, sturdy mercerised cotton clothe/leather and PVC offer good prospects in Australian market. XThese are generally marketed through dep rtment stores anu the specialist sports shops. Considerable quantities of travel bags and school bags are sold thorough department stores. The fabric used should be of fast colour and attractive workmanship should make each product presentable. '34 - Strong metal fittings in ion correding colour may be used and the pr oduct offered in unit pack. In addition, there needs to be a change in the styling of buttons, pouch placement and improvement in the general presentability of Indian products. The department stores insist on adherence to product specifi cations. The travel bags v;ould generally be of two sizes viz- I4"xltf2"x6" and 20''xl4'*x6". School bag is generally in I2**xl3"x6" size and bags for tennis, squash and bedminton rackets'are of 15"xlBh"xXE^** size. The sports bags should be sturdien than the travelling bags and fitted v;ith wet pocket. Camping Bags - Camping bags for outdoor, non-sport leisure activity offer considerable prospects. A number of products like rucksacks, haversacks, knapnsacks, durfle bags and shoulder bags are already being manufactured in India frcm web canvas. Indian manufacturers would, however, have to consider use of sophisticated materials for these products. Camping Tents - Outdoor camping taitSyrtfede from cotton fabrics coated with plyurethana is/another important products offering significant e:^^rt potential. The two most popular sizes are tents suitable for tv;o persons with speifications, & 7'x5'x3.6' with 12'* side walls, and for three persons with specifications 7x7x4,9' with 18** side walls. The metal fittings should be of food quality anodised aluminium. Fire-Arms - Imports Oj&^fire-arms in Australia have considerably increased, irye^ent years and exceeded A$ 10 million/^n 1981-82. The types of fire-arms and their imports/are -55- given in the following table t Imports of Fire-Arms in 1981-82 Type Qty. Value (Number) ( A$ "000 ) Semi-automatic 0.22 Calibre Rifles 35,015 886 Bolt-action 0,22 Calibre Rifles 33,827 943 Lever action 0,22 Calibre Rifles 10,443 509 Slide-action 0,22 Calibre Rifles 372 14 Other 2,525 44 0,22 Calibre Rifles 69,240 5,340 Shotugns 33,165 2,629 Centre-fire Rifles Source } Australian Bureau of Statistics, Canberra. The shares of major suppliers in terms of BB5 quantity are as follo/s i ,22 Semi-autOTiatic rifles - Philippines (49%), USA (29%) ,22 Bolt-action rifles - Philippines (45%), West Germany (16%) and USA (15%) 36- .12 Lever action figles - USA (46%), Philippines (26%) Shot guns Brazil (23%), USA (15%), Japan (13%), Italy (12%), Canada (10%) Centre-fire rifles USA (46%), Canada (23%), UK (16%). Prospects - Indian manufacturers may consider exporting air rifles and shotguns to this market. There is preference for break-barrel type triggers rather than the lever-based. Reduction in the overall weight of the product, more compe titive pricing and supply of a manual giving description and specifications of \Brious parts and instiructions for maintenance would have to be considered. There is also a good market for gun covers made of waterproof vinyl, reinforced with cotton lining and foam plastic padding in sizes 44", 48" and 52" with strong straps and good quality zipper fasteners. The SGEPC may have to assist the manufacturers of air guns in the import of good quality spring steel vire and special steel for barrels. Moreover fire-arms need to be included amongst the items under the purview of SGEP C, inflatable Products - In recent years, the demand for the range of inflatable leisure products such as toys in a number of varieties, boats, air mattresses, swimming aids, beach balls, furniture, life vests, surf nickers anc advertising items, has increased considerably. The inflatable products used for advertising and promotion have registered highest growth in demand. These prodt(cts usually carr^'' company logos or slogans and some ate made in distinctive shapes such -37- as the giant size inflatable Coca-Cola bottle. Hong Kong, Taiwan and Korea are the major suppliers of these products, Indian manufactxirers may coasider the manufactur of products sudi as inflatalbe boats (both) rubberised vinyl and P7C), inflatable lifebuoys, beach chairs, beach sitting covers, beach balls and unmbrellas. Air Mattresses - Most of the inporters contacted during the Survey were interested in the import of air mattresses for which there is considerable demand in Australia, In 1981-82 A$ 0,51 million worth of air pillows, cushions, beds and other inflatable articles were import^, Taiwan being the most important supplier followe^,.-i5y USA, There is a limited capacity at present for the manufacture of ainsaa mattresses in India, and the Sports Goods EPC may encourage entrepreneurs to establish additional capacities. The Kjrtfifwx sizes in great demand are 203 cm, long and 70 cm. wide and 210 cm. long and 120 cm, wide. The fabric used has to be strong rubberised cotton, water proof and should not rot. Different patterns and styles v/oxild have to be offered. It m; y \iseful to develop a product which could be folded to form a convertible chair. Other Products - Hamnocks are already being m^ufactured in India and the popular sizes acceptable in Australia are 6* long and 2' wide and 7* long and 2* yide. Soft but strong cotton rope could be used for their manufacture. -•38- Garden umbrellas and beach lineparasols could also be promoted in Australian market. At present Thailand is the main supplier of these products to Australia and Indian products would have to be more competitive in price. Table tennis is a growip^sport in Australia and the merkt is dominated by Taiwan^^/South Korea and Hong Kong in the low and medium price ranges and by Japan in the high quality sector. Table tennis bats from India are quite com petitive in price and acceptable in quality and may be promoted. About 10 percent of the Australian houses have private swimming pools. They are usually made of fibre glass or vinyl and are decorated with galvanised walls or fitted with timber fencing. These v/alls could be either oval or round andmade in different sizes with varying capacities. The small size has a capacity of 4,000 gallons with specifications 4.6 metres x 1.2 metres ; the medium size has a capacity of 8,300 gallons with specifications 8,2 metres X 4.5 metires and the large size has a capacity of 12,800 gallons with specification of 11.5 metres x 4,5 metres. Fixtures and fittings are of high tensile steel. Pool covers are either of fibreglass or polyurethane fabric. -3q ' OBSERVATIONS AIJD SUGGESTIONS Heed for Development Authority - All the major manufcCturers of sporting ecpaipment in the developed v.'orld are finding it uneconomical to con tinue the production of labour intensive items and in respect of niomber of them, alternative sources of supply have already been established in the developing countries such .-^s Tai\,an^ South Korea, Hong Kong, Philippines and Thailand. This tendency is also discernible amongst Australian manufacturers v.ho have already discontinued the production of labour intensive parts used in golf equipm.ent and also of the miedium and lov; quality range of tennis anc sq\.iash raclcets, soccer balls and criclcet equipm.ent and are already dependent on imports. As India possesses all the basic inputs, urgent steps are necessary- to create re^^uiiiite production facilities and benefit from these developments. In respect of current product lines in India, problems of production seem to be overriding those of e::port mar]ceting. The SGEPC due to obv^us functional limitations, have not been very effective in the developm.ent of export production. The rdLnistr^T- o^ Commerce may, therefore, e::pcndi- tiously consider the enhancement of the activities and res ponsibilities of the SGjcPC by converting it into a Developi,:Cnt Authority for Sporting Goods. zApart from orgrnising ercoort production ant promioting e::poii:E, tiie Authority vould also coordinate the efforts of different agencies engaged in the development ^^this industry. oducts and Foreign^ Collaborations - Ac has p."! T-.o-arNrV^r-pn i nr" i r-?ir on ^ -hht^ivn 11-hi r-r^-h i nna ] comipanies raanufactuj.ing sophisticated sporting equipment h-re crea^liivj ina.'mracturing facilities in the developing countries. The proposed Developm.ent Authority v-ould have (40) the legitimate requirements of the industrial units loccted av;ay from the sources of supply, in respect of these rew materials and approach the ministry of Comiriercc to ensure, through central directive that these restrictions on move ment of rav/ materials do not affect e:cport production. SGSFC m.ay in association v/ith the Fores-c Research Institute locate nev; sources of sup,)ly for vc. riou£ voods and arrange their distribution to the industry/ through suitable agreements v:ith tlie respective st- te forest dep~rt- mients. It is also necessary to find, cheap substitute voods for the currently scarce rav; miaterials. SGEPC is already procuring certain quantities of v.-illov; clefts anc ccne for distribution to the industry. Majority of importers of leather based products such as gloves, pads, footballs, cricket balls, and hockey brlls, are not in a position to place orders in advance with the tanneries for their requirements of finished leather, because ti'iey cannot assess future recuirerr.ents due to unc.:^rt<: inty of demanf and they have no fina:. cial fesources to lacice ciL.vcince payment to the tanrieries. Although the tanneries are in a position to supply palm leather, sheep slcinc, nrpa 1-ether full chrome lerther etc, to the units and also to undertake the development of finishing proceiies to meet th.u. s_vecific requirements of the industry', they are also not prepared to procure and store the raw hides & slcins in anticipction of selling the processed products to the sports industry', as it involves the blocking upo of considerable amount of their capital. These difficulties have, therefore prevented the majority of srjroting goods m.anufacturers from availing of the sophisticated tanriing capacity established in the vicnity. It is, therefore, suggested thct S^i:.FC nag persurde either Export Corporations or the Small Scale Industr'- (41) to make cpecial efforts to encoureoe joint collaboration ventures in Indie. As the industry- is at present i-jostly in the sraall and cottage scale sector/ the Dcvcloprncnt Authority v/ould. also h^ve to attract importent industrial houses in the country to invest in the sporting c-uipnent Indus try f by bringing to their notice^ the vast c;:port op ortunities. These entrepreneurs v-'ould be in a better position to establish large scale capacities v:ith fo ei^n collaborations. Research and Development Facilities - The proposed Development Authority v.ould have to establish Research end Development Facilities in associa tion '.;ith TDA, CLRI, KPC, ISI, DCSEI and also chenicals, plastics and textiles industries. Export Incentives - In the case of manufacture and export: of non- traditional products, the current export assistance at the industry rate of 15 per cent import replenishment, and 15 per cent cash assistance may discourage the enterprcneurs to undertake production of nev; items wherein import content and also the cost of production niay initially be high. The proposed Development Authority \.'ould have to take into account their special needs and assist them suitably. Augmentation of Production - Ray; Materials - Thp industri^ has not been able to procure adequate guanti-t^ of indigenously available rav7 materials such as v/illizJv; clefts, mulberry, ashwood, cane and various leathers 6f the required quality. The inter state restrictions on the m.ovement of some of these m.atericds have also af ected th.eir availability. The SGEPC may assess (4^) Development Corporations in the states of Punjab, UP anc Bihar to assess the requirements in respect of various types of leather of the sports industrj^- for export i;rocuc- tion/ place orc5ers v.'ith the tanneries anc n\ake thn fini^^iitjc' prodaicts available to the manufacturers at reasonable prices. VJillov,' is available in Jamr..u 8t. Kasbm.ir and I'imachal P radesh. For the manufacture of good quality cricJcot bcus, v;illo\: clefts are imported from UK where plantations arc scientific-rlly developed. Hov/ever, sun^jlies from UK are being restricted, ap^^arently to conserve resources. It ta'.ces about 20 years to develop plantations of v.'illov:. The v.ood cur ently available in Jaruiiu Si. Kashmir is in -tlie form of v:ilc grov.'th. It[ v;as reported during th.e Sur"-/ey th t such V70od. has highly lignified cells v/hich affects the compre ssion of the bats during manufacture and hinders caiality ^rand- ardisation. As a long terra measu;:e/ the SGEPC may persuede the JSus. Governmient to develop scientific plantations of v.'illov.'. There is also an urgent neod: to encourage m.clbcr y plantations on large scale to mr-O/C the grovvdng regij.irciaents of the manufacturers of hoclce^jXsticks. Mechanisation - In respect of r c^cets and cricjvet b?ll£, a fevj m.anufi.'Cturcrs have introduced certain amiount of :.;eclianisation, This appeared to be more as an oblicatorx^ ste_j_j to sur'vive, rather than as a definite and planned measure to ai,L-jaont production - base and offer products of uniform qurlity. SGiiiPC miay formulate a prograrrume of phased, miech.anisction of selected units in association v;ith the TDA and Ketional Small Industries Corporation (NSIC) and raalce ?:vcliable re-.uirec; machinery v.i-ch financial assist- nee fromi Finance Corporations in v..riouE states. (4^) Upgra_dation ol: juality ol: E:::istinq Product Lines - ^Discussions v;ith moct of the importers in Au^^^^alia revealec that ther^= is a definite trend tov:crds yurchase of better 'euality s^iorcinrj ecuipment evei: r^'iOn^-st children, beninners and amateurs, rnainlv cu_ to high income and also the im.pact of publicity and promotion by the multi national agencies supplying •..^U-.lity e juitjment. It v.-as clearly stated by thera thr t In clan Indus tr^- riust upgrade the quality of products : nc the /lustralian r.>-'rk:t v.ould definitely be able to offer remunerative prices. Although there has been a considerable improvement in tlie quality of cricket and hockey equipment supplied by India in recent yeaf-s, continuance of the export of lov. c'lality - lov.f price equipment is acting as a drag on India's er.:erqence as a supplier of better quality equipment. Creation of such imcge would only encour je the customicrs and importers in Australia to a.ccept good quality products fromi Inoia as substites fro the equipment currently sui)plied l;y other developed countries or Australian manufacturers, bue v.hich is becoming more and more e:ipensive, and create confidence in them to look to India as an alternative and reliable source of supply to me.t part of the demand of this higli quality/ high price segreant of the market. Export As.:i.-tance - Although the ISI has evolved over 70 Standards for ts^nasus. various sporting goods, it v^-as obspi-TT-pr dnr-ing -ghp ^^rvey that none of the proudcts exported to Australia ,!fert5re IS I certTTlc7>tion m:ar]'-, reportedly due to the non - insistances of the importers as regards tlic adherence to regid international standard. The importers desired strict adherence to quality and specifications as per samples approved by tr;em. Hov/eiver, v;ith a vie; to oncourejing e:qjorters fromi India to offer products in the kg higher quality ranges, it is recommended that the SGSPC in association v/ith rhe ISI, (44) may categories different qualities of a particular product into tv;o or three grades anc approach the l'±niz;try of Commerce to grant a progressive rate of cash assistance on the export of different grades. Such categorisation and related fixation of cash assistance may initially be done for important products such as cricket bats, criclcet balls hockey sticJcs, protective erruipment, soccer balls and different types of rackets-. Allocation of Quality Raw Materials - SGSPC procures certain quantities of v/i .lo\/ clefts anc cane from the state governments for allocation to industry. It is recommended that a certain percentage of the total quantity procred may be set aside for cistri- bution to manufacturers to meet the specific recuireracnts of high grade export production. Development o£ Ray/ Materials - SGSPC may approach the Regional Extension Centre of CLRI at Jullunder to develop suitable leather for the manufacture of Australian rules football end tv.'O-piece cricket ball and arrange their production, preferebly at one of the public sector tanneries in Punjab anc Bihcr. Both of these products heive conisderable demand in Australian market. Specialisation of Units - It v/as observed during the Survey th t some of the sports depots and chain stores v/ere interested in importing products such as cricket bats, footballs, cricket balls, racj:ets and hockey sticlcs under their ov.m brand names and also uncer the brand names of Indian su^olicrs (45-) if particular brands are specifically s. reserved for then^.. Although their individual requirements in respect of a particular product are not substantial to interest r.iajor exporters from India, the SGEPC may consider encouraging some of the small scale manufacturers to specialise in the manufacture of a particular product, and help them in establishing a relationship v/ith such distribution nctv:ork. This will provide them vrith assured market enc also give them all the inventives to upgrade quality of their products. Creation of Hev; Capacities - SCEFC in association v/ith concerned dep? rtm.ents of state govemnents is already encouraging the esteh'li- shjaent of mianufacturing units based on the raw material resources of the regions, such as cricket bats in Janirau Si Kashmir and leather-based sporting items in Bihar. It is recommended that such eflorts may also be undertaicen in other states pcrticularly Tamil Nadu and UP for leather based products, and Karnataka and Kerala for v/ood-based sporting items. SkiMed Labour - To^r-ntthr g-rowing reqruirements of the industry for skilled labour, the SGEPC may persuade various state goveamen s to establish training centres. Delivery Schedules - Sporting activity in Australia can be broadly divided into sumum^^r games and winter games. Tennis, squash, hockey, different vrriations of football, lav/n bov;ls and other spectator sports played during April-September are (46 3 winter games. In summer i.e., during October-March, the pupular games are cricket and water sports, Indian exporte^-^nave to ensure thet the equipment reaches Australia -fairly in advance of the playing season, as it has to be distributed over v.dde areas. This involves careful planning of the production schedules and malcing appropriate transport arrangements including air freight, if warranted. / Discussions vp-i-h '^'^'^ import ore in Australia revealed that non-adherence to agreec'^9^nvery"schedules by the e^cporters was the most serious problem in importing from. India As a result, in a number of cases, goods ordered for a particular season had to be carried over as stocks for the next season, thus involving considerable bloclcade of funds apart from damage to the reputation of the importer amongst the consumers. This also, at tim.es, necessitated the procure ment of the equipment from other sources, in case available at considerably higher prices. It v/as also emphasised that they do not experience such problems while inporting from China and Taiwan. They also indicated that there would be consider able increase in the imports from India., in case they are assured of regular and tim.ely supplies of the goods ordered. Shipping - The Shipping Corporation of India offers tv;o sailings per month to Australia, It v/as reported during discussions vjith Indian exporters that maiffproblems e: The SGEPC apart f2X>m inpressing on the Corporation of India about the need to offer regular sailings to Australia may also assess the monthly requirements of various exporters (47 ) in respect of shipping space and organise regular monthly cargo space bookings for Australia. It is also suggested that the SGEPC and also export promotion agencies concerned V7ith export to Australia of othor products may assist the Ship:.ing Corporation of India in effecting better coordination betv.een the requiroiT.entc of export trade and the schedulinj of services. Air Freight - The SGEPC may impress on the Indian exportars and Australian importers the need to use air transport to the extent possible. This vjill result in the maintenr:,rce oi rasall inventories and also assure the Australian importers of reguljir and timely deliveries. At present special commodity rate exists for e^^^ort of sportinv- goods to Sydney. The SGEPC m.ay approach the Ministry of Coi'iancrce to extend the promotional comriiodity rates to cover other destinations such £s lielbourne, Brisbane and Perth, Distribution Channels ~ Some of the Indian exporters have agency agreements Vv'ith the importers in Australia. It v/as observed during ^^;fe'h€'''Survey thet these~"»-3?*=s»geruents have been working Trrtisf^c- torily, over a period of tim.e, in only a fev; cases. It v as the expt_-riance of the Incian exporters that they could always find additional avenues of selling their products in Australia as and v.-hen they visited thzt countr^^^/ in viev. of the popularity and v;id.e acceptance of certain Indian products such as cricket equipment, hoclcey eguipm.ent, squash rackets and soccer. It is felt that some of the importing a-'ents or importers opcr^-^ting at nation-il level in Australia are not (48)) in a position to do full justice to'^this deraand in v.-rious regions, due to large size of the country. This v/es obsc particularly in respect of West Australia, and the fact v'as also eniphasised by vr rious retail outlets in Perth and al during the discussions the Survey Teara had v/itli tlie Perth ChaiTiber of C'omraerce, Hov/ever/ sales by Indian exporters to all tyj^es of outlets such as v.holesalers, retailers or departn-.eirb ytor:;s have, at tines, strained the relationships already established. Regional Distributors - It may, therefore, be in the interest of Indian exporters to have regional distribution arrangements in case previous arrangements have not been \,'orking satir fcctorily, otherwise they may consider agreeing to supply a particular brand of product to an im.porter having distribution over the entire country, and procuct under other brand nam.es may be supplied to other customers. They, hovv'ever, should not cut • across the traditional distribution network in Australi.. and also the legitimate complaints arising out of the existing relationships may be prom.ptly attenced to, particularly in respect of paym^ent of comimission, aGherence -co 'Quality speci fications and delivery schedules. It has already been .i.ndj.rated that a number of n:ajor midnufacturers of s ortTTF'' good^ in Austral^iaare importing Nfange of miediumi or lov:- quality itemiS from developing countries ana promoting them in Australia under their Ov;r brand naxues. This ic considered to be a ver-y effective arrangement for promioting Indian products in Australian mar^cet and the SGEPC m.ay encourage such relationships v/itn the Australian manufacturers. ^^ ANNEXURES ScQler1st].-i5U -95- 160 K'S /-so /35 /;to - '' IbS / 90 7y 60 / (2 ^5 r^- JO " ^—— /5 g&^ ff>- ^ ^ V 7^ On ^ 1-i M h-i I-' U) ro H^ o VD 00 to 1-' !—^ 1-^ 1 a I Ln .i^ o o o a\ • o C VD o -J O X t • • • • • o • • • • • -J •T3 o o f^ vo K5 H"^ P M rf^ iF^ o o -J C3 Ln 1 1-3 cn ^^ C to I-* I o Ln o O 1-' VD o o VD OJ . •""; 03 >D • • • • • • • • • • • • f^ a\ 01 o O (Jl 03 (J\ cn o OJ Ln o M to VD ^ to .^ CTi a\ (n N) o 1 H W on 00 h-* (Ji to H> >D K 1 H^ vji> o M • (Ti M M to OJ yo OJ --3 O • • • • U) • • • • • • • T^ i-j ^ NJ *i o to M M J^ O) ^-^ H" tJl H M O l-» >.D on to !^ 1 M U) o H^ ^ CTi hl^ CTi 03 • VQ VD vn 1 • • • • • • • • • to • • -J "T^ O o to ro to cn c^ l-> 00 on 1-^ 03 cr. to 1 •;^ >;^ o GJ OJ ^ ^^ M • VD to [OT •13 to 03 to '0 o ^J 4^ O >;i^ 00 CO -J to VD C3 to c C3 |V0 • • • • • • • • • • • • • c CO o >F^ C7\ o VD 4^ a\ o 03 03 o M o 1 ' '^. •? H' O i> C\ l-> h^ M .p. 1-' o C3 CO 1 C3 CO I-' VO VO |0 O o o ^J o I-' H* o to to >;^ C\ to cn Ln C3 o \n • • • • • • • • • • • • • 1 • o VD Ol o U) iF^ O 03 (Jl VD o 03 Co r en U) Ln to to 00 M to a\ 03 CO >F^ ^ CO s JCJ 1— c Z r- M M M M to to to (-» H' M M M H^ H a\ Ln .^ UJ to M o © CO ^ cr» Ln *;^ H • • • • • • • • • • • • • n 13 Cn R-' Cfi ;a ts JO UJ i?^ "^ Q O Q o: H ^ cn cr W &:• K f-J f. •:r' cc H •a H : c; H O • 13 K •z o I-! O S tr" td H O ^ 8 § i cn O o O ^ \-~ fe Q 153 •T"* O tr^ tu 1^ r9 X IC JO • JO t?j H-T* t-!^^ o o e o [.-_, e 1-3 Q W ^1 C H JO O ^3 1-3 Ki H (-^' H bo cn cn cn c H :' 1-^ tt' Cfl H O ^ cn c| ^,. cn H cn VJ • 0- K P5 P^" Q w S H Q 1-1 cr- JO tH \-\ P5 pi P o ID cn H •^•' Jf • '2', cn CO m w ^ K s dH^ cn It* H > H X- 1-3 ^ •d D1 > t?d R 2 o 1 > •r > 1 9? f K •^ Q w •^^ O Jc H C/i 1 CD t-' ID cn W cn CO • cn cn JO cn cn cn h-* o i-» o o o o o o o o o C >D e t • • • • • • • • • • • o OT U1 tv) to H- to o o OJ UJ u-i r^p h'^ o CO M '-D to CO a\ >i^ Cri ai to OJ 1 ID^ o 1—• o o o o M o L^.- o >0 • • • • • • 1 • • • • ^ tl^ to UJ cn cr> o 1-^ CO ^ M Ul CO tv; •^i. tp> CO o CTi r o to 1 to o o to o V3 o to to 00 o 03 to to 1^ <1 I o M M cn o o CO o vo • • • • • • • h-' to H' c H' l-i t-^ O h-' h^ o vn • • • • • • I • 1 • • ~j o ON to H' CO CTi I-' OJ vo o CD cn o O U) -J cn cn IS h^ I 00 -J o o l-» O o O ui • •1 • • • VO o o cn O cn cn O I to CO H' VD <3\ CO o CO t.i n cn o vo to to CO o o CJ o O Ul o cn CO #^ o vo CO cn cn I o OB o l-» 1-' -J <1 CO CO o C3 ^ o o o o o to o O c vo • • • 1 • % • 05 CO o >f^ -J O CO ij^ to • M a^ cn O o to to C) to cn M • • • vo Co 03 VO vo o 00 OJ o to Scc\e.= ^£,Q'Z(^rorc 1 JO ££> 2JS M ii. iu> ••"•-- V ^ ^ vV ^' .^' >$^ ^ / ^ M M M M M H' (-' M h-" 'X) VQ 1^ VO VD VO VO VO VO CO CO CO -J -J -J -J <1 > ^ ?: It' >' ^ :t' ^ "TJ t:i 'XJ t5 ^ci 'J ^C ^ I-! 1-i h h h M l-i ti h H- H- H- H- P- H- H- p- p- I-' M f-" h-' M M M (-• M tr' "7^ Hr* j^ 4, 4- J 4- t-^ J^, 4« pj 0)" D) oT Cu pl C; P-' P! i-i t-i h h h h i-i 1-5 Pi o o^ O o n o n c D' >—' sr D^ & rr ^ d n' p> c VD CO 00 CTi o rr CO p* o VO CO to o <1 (jj Co OJ IVJ N3 P' p- ^\ ^ 1 on Ln Ln (JI O 00 en <] C) • • • • • • • Vr^<-^^ ^) • 1-i o o o o O Q o uT^ en O C ft) o o o o o o o o rl- .f= I I I + en en C^ O CO c to (D cm Ch (pi • to 4i. en M p^ to to P' -0 LIST OF MAJOR EXPORTERS/^IANUFACTURERS IN IM)IA Jullundur 1, Amamath Majahan & Sons 2. Arindera Sports S/128, Sports Town 22-Basti Kau Jullunder City-144004 Jullundur-144002 3. Balwant Brothers 4, Beat All Sports Basti Nau S/114-115, Incus trial Area Jullundur-144002 Jullundur-144004 5. Bhaizada & Son 6. Brown & Co. S/6, Industrial Area Basti Nau Jullundur-144004 Jxillundur City-144002 7, B.K. Kalia & Sons 8. F.C. Sondhi & Co. (India) P.O. Box 610 Pvt. Ltd., Model Town Basti Sheikh Road, Jul 1 unde r-14 4 0 04 Jullunder-144002 9, Ganesh Sports 10, Hans Raj Mahajan 6c Sons Banesh Building Pvt. Ltd., Basti Nau G.T. Road, Jullundur-144002 Jullundur-144001 10, Ishar Dass Mahajan £c Sons 12, Khorana Sports Incustires Basti Nau Basti Nau Jullunder-144004 Jullundur-144002 13, K.L. Malhotra Brothers 14, Leather Masters Syndicate ViX 83, Basti Nau 52, Basti Nau Jullundur-144002 Jullundur-144002 15, New Jullvmdur Sports 16, Pioneer Sports Works Pvt. Ltd,, 1-Basti Nau Nakodar Road, Jullundur-144002 Jullundur City. 17, Redlay Sports 18, Robinson Sports Basti Nau 82-Basti Nau Jullundur-144002 Jullundur-144002 Meerut 19, Deepeeka Exports 20. Gjreenlands C-7, Jain Nagar P.O. Box 47 Meerut, 28/32, Victoria Park Meerut-2 50001 21. Hind Sports 22, Jandial & Co. P.O. Box 84 Thapar Nagar, Meerut. P.O. Box 14 Meerut City-250001 23. Nelco(India) Pvt. Ltd., 24. Premier Iiegguard Works Baghpat Road, P.O. Box 88 Meerut. 703-1, Saket Road, Meerut-2 50001 25. Pt. Sohan Lai 26. Sareen Sports Industries, Hockey Maker Victoria Park, 167-Q, Bombay Bazar, Sports Colony, Meeinat. Meerut. 27. Pelma Industries, Victoria Park, Meerut-250001 Allahabad 33. Syrnonds & Co. (P) Ltd., 28. A.H. Wheeler & Co. (Pvt.) Ltd. Subedarganj 15-Lal Bahadur Shastri Marg, Allahabad Civil Lines, Allahabad. Delhi 29r Enkay (India) Rubber 30. . Sports Equipment (P) Ltd., Co. Pvt. Ltd., D-32, South Extension II 156-D, Kami a Nagar, New Delhi-110049 Delhi-110007 Calcutta 31. Cooperative Sports 32. Bunlop (India) Limited, Incusties 57-B, Mirza Ghalib Street, 27, Weston Street Calcutta-700016 Calcutta 33. Ramdev & Sons (P) Ltd., 34. Sports folio (India) P.O. Box 858 11, Kali Krishna Tagore Street Calcutta-700001 Calcutta-700007 35. Indian Rubber Manufacturers 36. Mrs. P. Lall Ltd., 8-C, Mona Lisa 9.11.82 Esplanade Mansion 17, Camao St. Calcutta-700069 Calcutta-7 00 017 Bombay 37, Azad Rubber Works 38. C. Raman & Co. Pvt. Ltd., P.O. Box No. 7606 Ramon House/ 84-A, Swami Vivekanand 169/ Backbay Reclanation Marg, Bombay-400020 Vijaokarv/adi Mai ad (WEST) Bombay-400069 39. D.D, Sharma & Co, iO. Diana Tracers Pvt. Ltd., Near Metro Cinema Dhobi Talao Dhobi Talao Bombay-400002 Bombay-400020 41, Kale Rubber Works Pvt. Ltd., 42. Mail Order Sales Pvt. Ltd., Byramji Mansion 15, Mathews Road, Sir P.M. Road, Bcanbay-400004 Fort Bcxnbay Moradabad 43 Ajanta Arts, 44, Bhatia&s Overseas Exports, Chauraha Street, Galshaheed, Moradabad, Moradabad, 45. Rajkamal Electroplators, 46. Pall Metal VJorks, Chauraha Street, Galsheed, Moradabad. Moradabad. 47, Sabherwal Brothers, 48. Zakrason Impes, Station Road, P.O, Box 238, Moradabad. Asalatpure Stayeet, Moradabad-244001 49, Stalwar Electroplating Works P.O. Box 98, IdHSah Road, Asalatpura, Mo radabad-244001 MAJOR IMPORTERS, WHOLESALERS Mm RETAILERS IN AUSTRALIA SYDNEY W.S.T, (Sales Pvt. Ltd., Dj.nlop-Slazenger Australia P t^, L- 80 Ivy Street Bov.'den Street Ch ipp endal e -2 0 08 Alexandria Phone : 27 5458 Sydney, li.S.Vv. 2015 Phone : 690311 K.S.W. Sports Store Pty. Ltd./ David Jones Ltd., 61 York Street Elizebath Street Sydney - 2000 Sydney Phone I 29 29 69 Hanimex Pty. Ltd., Trans \»orld Agency & Old Pittv.'ater Road Iraporting Pty, Ltd. Erookvale - 2100 Cnr Bay & Kelly Streets Phone : 9 38 0400 Broadway - 2007 Phone : 212 2 500 Orcid International Pty. Lta, Suite - 2lB R Sc R Manufacturers & Harrov/gate House, 2nd floor Wholesalers Pty. Ltd. 155-159, Castlereagh St. 265 Castleregh St. Sydney, NSW-2000 Sydney - 2000 Phone : 618238 Phone : 61 9822 George Wills & Co. Ltd., All star sporting Equipment 45-50, Clarence Streets, Pty. Ltd. Sydney-200 0 29-53 Hugu Street Phone : 29 6061 Chippendale - 2008 Phone : 699 4032 or 699 4033 Sporting Sup )lies (Aust.) Pty. Ltd., Nock Sc Kirby Ltd, 1st Floor, Gr Herrett Hassett Sports R. V Overseas Indents Vic. Jones &c Joseph (Old) Pty. Ltd., Pty. Ltd. 54, Doggett Street 10 Dissik Street Fortitude Valley, Qld. 4006 Cheltenham Vic. 3192 Phone : 52 5791 Phone : 553 0118 Steecen Holdings Pty. Ltd., C.F 2 2 Brookes Street 6 0 Langricge Street Bov/en Hills 4006 Col 1 ingi'.'ood Vic. 3 066 Phone : 396 5711 Phone : 419 5100 Tallennan & Co. (Qld) Pty. Ltd., George V^ills & Co. Ltd., 161 Robertson St. 62 Barry Street Fortitude Valley Calton Vic. 3053 Phone : 52 4681 Phone : 347 9555 H.E. Lucas Pty. Ltd., D.C. Harris & R. V«. (Bob) 3 5, Charlotte Street Stewar-c Brisbane I'ld. 4000 161 Sturt Street Phone : 229 1205 South Melbourne Vic. 3 205 P hone : 699 0300 Australian Trophy S±2cL) is t ribut o rs, 119 Gotha Street Fortitude Valley 'J. 4006 Phone : 52 2454 Myer ^Ic. Stores Ltd. Myer WA Stores Ltd. 94 Queen St. 245 Murray St. Brisbane Perth - 6000 Phone : 320121 Phone : 210151 PERTH Parri'^'c Eepartment Stores (V;.A.) Pty^ Ltd. 2 5 Suthcrlanc otreet Perth Sports Depot Fty, Ltd, West Perth, U.A. 6005 85 Barrack Straet Phone : 22 0671 Perth, v..A. 6000 Phone : 2 5 4007 kest Coast Sports Pty. Ltd., Shop M-13 City Arcade Hyain Kholesalers Pty. Ltd. Haj^ Street Forge Street Perth, (Cnr. Bellov; Street) V.elshpool/ V/.A. 6106 Phone : 68 8811 Binnetts Sports Depot 539 Beaufort St. Mt. Lawley, W.A. 6050 P hone : 28 6487 Sports Specialists Pty. Ltd, 12 2, Murray Street, Perth. BackgaiTjnon Shop No, 4-M City Arcade Perth Mr. B, Spitteler (Eurasia Travel Services) 7 Edv;ard Street Cottesloe 6011 VJ.A. Trophy VJholesalers 123, Claiserbrook Road- East Perth, W.A. 6000 Phone : 28 1376 Sports 'World Pty. Ltd,, 43 Hector Street Osborne Fcric, Vi.^. 6017 Phone : 46 4099 R S F E R E_ i: C E S 1. Australian inforraetion centre. 2. Sport? goods Export Promotion Council, Nev/ Bell 3. Exports statistics suppliec by i.G.E.F.C. ^,, -Dun £; Bradstreet Exporter's Encyclopaedia 1982. 5. Indian Institute of Foreign Trade.