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Presentación de Pablo Gómez, director de Oftex Internacionalización, en las jornadas "Bussines English Day" que tuvieron lugar en el Centro de Emprendedores de Alicante.
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5 keys for internationalization
Speaker: Pablo O. Gómez
Director OFTEX
1.- Are we prepared to export?
2.- Selection of foreign markets
3.- Selection distribution channels
4.- Five Risks
5.- Where to find information? Tools.
1.- Are we prepared to export? The Company.
– Financial means, solid national market
– Production Capacity.
– Fulfillment of commitments.
– Training of the personnel.
– Involvement of the Directive Board.
1.- And our product/service/business model?
Is it prepared to be exported?
Is it competitive? (Did the sales volume / return increase
within the last 3 years? Does it have added value? Does it have
something special that makes it different?)
- Can it be adapted to the Target Market? (product,
price, distribution channel y promotion)
Adaption to make it simple to the customer!
Logistics. INCOTERMS.
Customs duties.
Languages and Culture.
Promotion.
Payment terms.
Personal contact.
Samples.
First orders.
2.- Selection of Target Markets by:
- Proximity in kms (transport costs).
- Cultural Proximity.
- Language.
- Size and Growth (Population and consum)
- Wealth per inhabitant (per capita GDP)
- Tariff barriers
- Non-tariff barriers
2.- Selection of Target Markets by (cont.):
- Spanish Export Volume to the Target Country.
- Export Volume to the Target Country from foreign
competitors.
- Risk quote of the country: Cesce, The Economist,
Coface rating.
- Number of Spanish banks in the country
- Number of trade fairs for our sector.
- Number of state-owned commercial offices and
chambers of commerce.
3.- Selection of distribution channel.
- Importer - Distributor
- Final customers
- Commercial Agents
- Piggy-back
3.- Selection of distribution channel.
Profile of the Importer-distributor (partner): Experience in the sector. Age of company.
Size of the company: Volume of turnover. Number of employees. Number of persons in the commercial staff (intern + extern).
Covered Territory.
Products that are distributed.
Type of customer (wholesaler, retailers or final customers).
Segmentation of customers.
Margins to work with.
Solvency.
3.- Selection of distribution channel. Profile of Agents:
Experience in the sector.
Age.
Sales Volume. Number of subagents.
Number of products/brands that he/she represents (national or foreign). Names. Are they complementary to ours?
Covered territory.
Type of customers (wholesaler, retailers or final customers).
Some names.
Segmentation of customers.
Commission basis he/she works with.
4.- Risks of exportation (CDTRI):
Payment
Currency
Transport
Civil Responsability
Non-fulfillment of comitments
5.- Tools. Where to find information?
-Survival Kit for exporters.
5.- Tools. Where to find information?
aduanas.camaras.org statistics ex-im Spain
www.icex.es Market Research
www.icex.es (all our services, foreign trade, addresses of interest) Market Researchs, statistics, trade fairs, public organisms, sectorial asociations, etc.
www.icex.es (red exterior) ofcomes
www.el-exportador.com (search) sectorials notes
www.camaras.org (plan cameral) commercial missions
www.export.gov (market research library)
5.-Tools. Where to find information (cont.) www.kompass.com data base of companies
www.hemscott.com data base of companies RU
www.iucab.nl/nl commercial agents comerciales
www.camaras.org (internationalization, information for internationalization) online Guides
Futher: (converters, translators, maps, time zones,
temperature, logistics, Economy newsletters, etc.)
