Textile Centre of Excellence, UK The TCBL Project H2020 NMP 35 2014 GA n. 646133 New business models for sustainable, customer-driven short run production Bill Macbeth Textile Centre of Excellence, UK

Short runs: barriers, opportunities & routes to incremental business growth

The Buyer profile Might be a small organisation or an individual Has an idea, concept and / or pattern in mind Might buy existing products and create new items Might commission a bespoke or short run piece Cost likely to be important Doesn’t know of you Doesn’t buy often, or at all outside of their country Might (or might not) have good language skills

Questions to the Buyer How will they find you? How can they be sure about your quality? Why should they buy from you?

The Manufacturer Might be a small to medium sized organisation Manufactures to order Could accommodate bespoke or short run pieces Occasionally has excess stock to sell Might not sell often or at all outside of their country Might (or might not) have good language skills Finds it can be costly to deal with lots of small buyers Concerned about getting paid/credit arrangements Finds that small buyers often don’t provide a clear specification of their requirements

Questions to the Manufacturer Are you looking for new business? How do prospective customers find you? Why should you sell to them? How can you make sure you get paid?

Can TCBL help? TCBL: Knowledge Services Customers Buyer Seller

A buying process (part 1) Users log in to the service The service offers assistance, e.g. NDA or design, production and costing advice. Designer posts an opportunity Terms of work agreed

A buying process (part 2) Designer pays for goods to be held on the service platform via an escrow account Work carried out according to specification Goods received and accepted The service platform releases payment

There are new national and international business opportunities There are new national and international business opportunities. Use and adapt existing business models or build a new one to access them....will you rise to the challenge?

Thank you for your attention Bill Macbeth Textile Centre of Excellence, UK