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BackgroundExport Solutions has completed

numerous projects over the years for the

Netherlands Trade Agency (EVD).

Based on this successful track record,

Export Solutions were appointed by the

EVD and the Holland Yachting Group

(HISWA) to assist a Netherlands marine

industry trade mission that was heading

to Australia and New Zealand.

ChallengeExport Solutions has worked with many

Dutch companies at trade fairs in Germany

and in the USA. The primary challenge is to

ascertain each participants’ objectives, and

then through consultation, a target group of

companies is selected for meetings to be

scheduled.

Solution The contingent of Dutch companies visiting

Australia and New Zealand was made up of

many professions, from ship builders and

software developers for the marine industry,

through to marine engine manufacturers.

This variation in company activities

challenged the search process. Export

Solutions’ proven approach of identifying

participant’s objectives and then focusing

on these to produce a list of relevant targetcompanies achieved the result.

Key benefits• While Export Solutions can provide

partner search and business matching

for individual companies, in this case the

services were provided successfully to a

national trade mission

• Export Solutions’ fees were built into the

cost of participating - the trade agencies

believed the services would enhance

trade opportunities and become an

integral and powerful part of the whole

package

Quote from the client“There are many good reasons why we

continue to utilise the services of Export

Solutions. Their experience, current insights

and relationships are mission critical to our

business growth in new markets.”

Business Matching #1

HOLLAND

YACHTING

GROUP

THE RIGHT TACK

Copyright Export Solutions Pty Ltd September 2005

www.exportsolutions.com.au



BackgroundThe Singapore Trade Development Board

(IE Singapore) and Export Solutions have

enjoyed a long and successful working

history.

IE Singapore had previously engaged

Export Solutions for a number of trade

fairs including the world’s largest ICT

trade fair, CeBIT, and Europe’s biggest

electronic trade fair, Electronica.

ChallengeIE Singapore faced a new challenge of

taking a group of 12 Singapore food

manufacturers to the USA’s largest Food

and Beverage event. This market required

significant levels of education in order to

appreciate Asian cuisine.

None of the Singapore companies had

previous experience with the USA market,so it was essential that the companies be

supported by a service that would enhance

their participation in the trade fair.

Export Solutions was engaged to meet with

the Singapore companies and work through

their objectives for the Fancy Food Show in

New York.

Solution Although the Singapore companies were

expecting adequate trade fair traffic past

their booths, they considered it essential to

target companies before the event.

They believed their trade fair experience

would be more productive if company

details could be exchanged prior to

the event, making their first meetings

more effective.

The investment the Singapore companies

were making in travelling to New York to

exhibit was significant. IE Singapore knew

that Business Matching would add value

and enhance the trade opportunities.

Key benefits• IE Singapore was clearly seen providing

a number of critical services for the

Singapore companies

• The exhibition had many highlights,

including: networking events with

industry players; access to passing visitor

traffic; focused meetings scheduled by

Export Solutions to draw interested US

companies together with Singapore

exhibitors

• The Business Matching service provided

an added layer of confidence to the

Singapore companies’ participation, and

helped enhance the effectiveness and return

from the trade fair

Quote from the client“Singapore looks to the world for new

opportunities and Export Solutions

have made a significant contribution to

get our SME food industry players up to

speed, crossing cultural, commercial and

geographical divides.”


IE SINGAPORE SINGAPOREAN FOOD FOR

THOUGHT





BackgroundJaytown is a Dutch software company

at the leading edge in a range of secure

Instant Messaging technology.

It was participating at CeBIT, Hannover,

for the second successive year as part

of the Netherlands pavilion, and had

received an Export Solutions business

matching program as part of the

services provided to participating Dutch

companies. Interestingly, Jaytown also

enrolled in CeBIT’s own online Future

Match program to see if they could also

access another list of target companies.

Many trade fair organisers recognise

the positive element a matchmaking

service brings to an exhibition. Many

now have an Online Matchmaking

program included on the fair website

and promote this service as a businessmatching program for exhibitors.

Challenge Trade fair online programs are primarily for

the benefit of visitors, as the Exhibitor has

no say in whom they are meeting and why.

Usually profiles of the Exhibitor are posted

on the trade fair website and visitors are

encouraged to view these profiles and set

meetings with the Exhibitors. The results

are erratic, as often the profiles don’t

provide sufficient information with only

standardised answers or specific replies

allowed.

SolutionExport Solutions’ Business Matching

provides a full service including

consultation over long lists of possible

matching companies, and filtering these

down to specific target companies.

The online program could only rely on the

possibility that the correct company would

view and make a match on the website.

There is a lottery effect with this approach.

Jaytown had no idea and no control as

to who might possibly see their profile let

alone schedule an appointment with them.

Export Solutions’ comprehensive approach

also provides target companies with details

of the exhibitor and vice versa.

When meetings are scheduled discussion

points can be ascertained in advance

leading to a more productive meeting.

Key benefits• Jaytown likened the online matching

program to a blind date, “Sure you

got to meet some companies at

CeBIT but there was no telling who

they were going to turn out to be and

if it was going to be a waste of time

or not”

• The Export Solutions Business Matching

service provides a level of confidence

to the exhibitor, as its search of target

companies is based on the exhibitors

objectives

Quote from the client“The Business Matching by Export

Solutions has provided Jaytown with a

number of leads that we would not have

identified otherwise. They have helped

us to find a distinct number of prospects

for future partnerships. We are following

up on a handful of concrete business

opportunities.”


JAYTOWN THERE MUST BE A BETTER

WAY THAN A BLIND DATE





BackgroundMicro-Works is a Singapore based

company with state-of-the-art

manufacturing facilities. It is a‘One-Stop Optical Media Specialist’,

and provides CD and DVD replication.

Micro-Works have recently invested

in CD/DVD production technology

using the latest Mastering System and

CD/DVD Replication Machines with a

capability of producing over 2.5 million

compact discs and DVDs per month.

These increased capabilities meant

they needed to extend their market

reach to new customers who would

benefit from their now faster production

and higher quality replication.

ChallengeWith market growth in mind, Micro-Works

decided to participate in the world’s largest

ICT trade fair, CeBIT, in Hannover.

The strategy was to attract IT companies

who sell their software using CD/DVD

media as well as IT companies who require

DVD/CD for their corporate profiles or

product lines.

The biggest challenge that Micro-Works

faced was they did not know the European

market or how to approach potential clients.

SolutionExport Solutions was already engaged by

the Singapore Trade Development Board

(IE Singapore) when they responded to

Micro-Works’ challenge. Export Solutions

began by identifying the characteristics

of the companies they were targeting at

CeBIT, and how they could be accessed.

In consultation with Micro-Works, Export

Solutions was able to set marketing

strategies which produced a research

database of potential targets that could

enhance Micro-Works trading opportunities.

Working with the client, Export Solutions

then narrowed the list of target companies

to a more focused group where capabilities

and information could be exchanged resulting

in more productive meetings at CeBIT.


MICRO-WORKS MATCHMAKING WORKS

Export Solutions involvement allowed

Micro-Works to concentrate on producing

an eye-catching booth, and completing

promotional material, confident in the

knowledge that there were a number of

meetings pre-arranged with quality targetsall through the trade fair.

Key benefits• The partner search and business

matching by Export Solutions was

the driving force behind the overall

participation at this leading international

trade fair

• Micro-Works met with a number of

interested companies, with at least one

of these becoming a loyal customer who

has consistently increased sales orders

Quote from the client“Thank you Export Solutions for referring

us to potential customers during the CeBIT

Hannover exhibition. Your services have

provided us with a loyal customer who has

now been with us for 2 years and sales

orders have slowly increased. Without your

Business Matching we would not have

located this trade opportunity.”





BackgroundTeam Simoco’s heritage dates back to

World War II, when the UK Company,

then known as Pye Telecommunications

Ltd grew considerably throughmanufacturing radios for use in tanks.

Today, service organisations are

increasingly dependent on efficient,

portable communication solutions

in the field. Team Simoco provides

essential communications where

safety and security are paramount.

Clients include government, security,

manufacturing, public safety and

emergency services.

Challenge Team Simoco has a successful Distributor

in the Middle East. However they soughtto use the Gitex trade fair to explore new

opportunities with end users as well as

establishing new Distributors throughout

the Middle East Region.

Export Solutions were approached by

Team Simoco to assist in achieving these

objectives through providing partner and

Business Matching services.

SolutionExport Solutions focused on the objectives

of Team Simoco, and then researched

who they wanted to meet at the exhibition

and why.Export Solutions searched out potential

matching companies, which were then

reviewed by the exhibitor.

Team Simoco actively contributed to the

selection of companies to meet at the

trade fair. Export Solutions then secured

the meetings.

Key benefits• Export Solutions provided Team Simoco

with a number of researched companies

that matched their key criteria

• Export Solutions secured the meetings

with the chosen companies

Quote from the client“We found Export Solutions to be very

quick to pick up on our market and its

demands, the service was professional,

speedy and thorough. The careful

preparation has resulted in ongoing

conversations with one company in

particular who we would otherwise

not have met.”


TEAM SIMOCO TOP TEAM EFFORT

