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T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
T Angell Hsh Norway
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T Angell Hsh Norway

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    • 1. How to export Chilean products to EFTA Countries - Norway <ul><li>Thomas Angell, executive director </li></ul><ul><li>HSH </li></ul><ul><li>(Federation of Norwegian Commercial and Service Enterprises) </li></ul><ul><li>Santiago, 10 April 2008 </li></ul>
    • 2. March 28th 2008
    • 3. HSH in brief <ul><li>HSH is the principal organisation in Norway within the trade and service industry </li></ul><ul><li>In trade, HSH covers all sectors and sales activities, i.e. retailers, wholesalers, agents, importers and chaines within all sectors. </li></ul><ul><li>Most Norwegian imports are dealt with by companies belonging to HSH </li></ul><ul><li>Besides commercial interests, HSH ranks among its members voluntary organisations, private health and care institutions, museums, travel companies, accounting services, employment bureaux and other organisations </li></ul>
    • 4. Trade provides the basis for, and is therefore a prerequesite of, economic growth and thus the improvements to the common good. <ul><li>Because of this, and because HSH is the organisation for Norwegian commerce, HSH has always been interestet in the conditions for international exchange of goods and services and HSH’s attention in these matters is particularly focused on imports to Norway and the significance of these imports. </li></ul>
    • 5. Norway in international trade: <ul><li>0,1% of world population </li></ul><ul><li>1,2% of world export </li></ul><ul><li>1,1% of world import ( € 70 bill. in 2005) </li></ul><ul><li>75% of GDP consist of trade (average OECD 45%) </li></ul>
    • 6. Norway is one of the smallest countries in the world, but <ul><li>no 28 largest exporter </li></ul><ul><li>no 38 largest importer </li></ul>
    • 7. Norwegian imports: (BILL NOK) <ul><li>Capital goods 70,5 </li></ul><ul><li>Intermediate goods 133,5 </li></ul><ul><li>Construction materials 36,4 </li></ul><ul><li>Fuels and lubricants 14,3 </li></ul><ul><li>Consumption goods 83,0 </li></ul><ul><li>Passenger motor cars 19,9 </li></ul>
    • 8. Norwegian imports: <ul><li>Less than 25% is consumption goods! </li></ul>
    • 9. Consumption in Norway – Opportunities ? <ul><li>Consumption in households in Norway 2006: NOK 842 bill. Commodities: 54% </li></ul><ul><li>Services: 46% Shares of consumption of commodities/goods: </li></ul><ul><li>Food, alcoholic beverages, tobacco: NOK 143 bill. (33%) </li></ul><ul><li>Furniture and household articles: NOK 50 bill. (11,5%) </li></ul><ul><li>Clothing and footwear: NOK 45 bill. (10%) </li></ul>
    • 10. Norway's imports of commodities 2006 Value: NOK 411 684 million
    • 11. 5 most important traditional goods of import to Norway (except ships and oil platforms).
    • 12. Imports from Chile 138,3 83,7 49,1 Inorganic chemicals 52 35,1 31,2 25,2 Crude animal and vegetable materials, n.e.s. 29 61,3 70,8 69,8 Beverages 11 219,5 169,5 129,4 Feeding stuff for animals 08 116,6 84,1 73,4 Vegetables and fruit 05 626,6 499,6 396,1 Total 2006 MILL NOK 2005 MILL NOK 2004 MILL NOK Description Sitc
    • 13. How to find a sale for Chilean goods in the Norwegian market <ul><li>Consentration on consumption goods? </li></ul><ul><li>Agricultural products? </li></ul><ul><li>Appointing an agent? </li></ul><ul><li>Direct deliveries? </li></ul>
    • 14. The Norwegian market <ul><li>Groceries – 4 chains covering 98,4% </li></ul><ul><li>Norgesgruppen </li></ul><ul><li>Coop </li></ul><ul><li>ICA Norge </li></ul><ul><li>Rema </li></ul><ul><li>(Among the 1,6% is Lidl) </li></ul>
    • 15. Grocery retail trade 2006 Market value: NOK 110 billion excl. vat
    • 16. Dominant / main importers <ul><li>Coffee: </li></ul><ul><li>Friele </li></ul><ul><li>Joh. Johansson </li></ul><ul><li>Coop </li></ul><ul><li>Kjeldsberg </li></ul><ul><li>Fruit and vegetables: </li></ul><ul><li>Bama </li></ul><ul><li>Norgesfrukt </li></ul><ul><li>UNIL </li></ul>
    • 17. WINE (Beverages) – Most important suppliers: <ul><li>Argentina 1,5 % </li></ul><ul><li>Australia 3,9 % </li></ul><ul><li>Chile 2,5 % </li></ul><ul><li>France 31,7 % </li></ul><ul><li>Italy 16,6 % </li></ul><ul><li>Portugal 3,0 % </li></ul><ul><li>Spain 10,0 % </li></ul><ul><li>South Africa 1,3% </li></ul><ul><li>Germany 10,5 % </li></ul><ul><li>USA 16,6 % </li></ul>
    • 18. Wine <ul><li>One retailer (state monopoly) </li></ul><ul><li>Private hotels and restaurants </li></ul><ul><li>Private agents/importers/wholesalers </li></ul>
    • 19. Wine <ul><li>Arcus </li></ul><ul><li>V & S Norway </li></ul><ul><li>Engelstad </li></ul><ul><li>Ekjord </li></ul><ul><li>Strøm </li></ul><ul><li>Stenberg & Blom </li></ul>
    • 20.  
    • 21. The Norwegian market <ul><li>Textiles and clothing: </li></ul><ul><li>Varnergruppen (Dressmann, Cubus, etc) </li></ul><ul><li>Voice </li></ul><ul><li>Sparkjøp </li></ul><ul><li>Gresvig </li></ul><ul><li>” The Swedish” </li></ul>
    • 22.  
    • 23. Sports equipment chains 2006 Market: 8 bill. NOK excl. vat
    • 24. The Norwegian market <ul><li>Furniture: </li></ul><ul><li>Møbelringen </li></ul><ul><li>Living </li></ul><ul><li>Bohus </li></ul><ul><li>Skeidar </li></ul><ul><li>IKEA </li></ul>
    • 25. Furniture retail trade 2006 Market: 13,4 bill. NOK excl. vat
    • 26. How to find a channel for Chilean goods in the Norwegian market <ul><li>Do business with the leading groups in retail trade </li></ul><ul><li>You have to establish business relations with one of the leading companies in your line of trade </li></ul><ul><li>You can ask for a representative/ a trade agent </li></ul><ul><li>Or if you are dealing with wearing apparel and footwear, </li></ul><ul><li>you should attend a trade fair </li></ul><ul><li>i. e. The fashion centres: </li></ul><ul><li>www.moteforum.no </li></ul><ul><li>www.fashionhouse.no </li></ul><ul><li>www.skomessen.no </li></ul><ul><li>Or you can establish your own sales office, but this is not the simplest and cheapest way to penetrate the market </li></ul><ul><li>HSH are helping you </li></ul>
    • 27. Department of International Trade Cooperation (DITC) <ul><li>is established according to an agreement </li></ul><ul><li>between </li></ul><ul><li>NORAD </li></ul><ul><li>(Norwegian Agency for Development Cooperation) </li></ul><ul><li>and </li></ul><ul><li>HSH </li></ul><ul><li>(Federation of Norwegian Commercial and Service Enterprises) </li></ul>
    • 28. www.hsh-org.no <ul><li>International trade cooperation (DITC): </li></ul><ul><li>Market information </li></ul><ul><li>Market access </li></ul><ul><li>Company matching </li></ul>
    • 29. Who is who in HSH? <ul><li>Ellen D. Gjeruldsen (DITC) </li></ul><ul><li>[email_address] </li></ul><ul><li>Tina Ege (DITC) </li></ul><ul><li>[email_address] </li></ul><ul><li>(or turn to HSH www.hsh-org.no). </li></ul>
    • 30. WHY IS ETHICAL TRADE AN ISSUE? <ul><li>Ethical trade became a growing issue during the 1990s because companies with global supply chains were coming under increasing pressure to ensure decent working conditions for the people who produce the goods they were selling </li></ul><ul><li>A number of NGO and trade union campaigns raised consumers’ awareness of poor working conditions in factories and farms in developing counties </li></ul><ul><li>A growing number of companies decided that they could no longer turn a blind eye </li></ul>
    • 31. ABOUT ETHICAL TRADE <ul><li>As trade is their core activity, ethical trade is an important </li></ul><ul><li>CSR aspect for retailers/merchandisers/importers </li></ul><ul><li>Ethical trade relates to labour and environmental standards </li></ul><ul><li>in the entire value chain, where ethical labelling is </li></ul><ul><li>either not possible or advisable </li></ul><ul><li>Normative principles and standards based on ILO & UN </li></ul><ul><li>standards </li></ul><ul><li>Ethical purchasing policy/Code of Conduct also includes </li></ul><ul><li>principles of implementation and follow-up </li></ul>
    • 32. DRIVERS FOR ENGAGEMENT IN ETHICAL TRADE <ul><li>Three mutually dependent criteria strongly impacting companies engagement in ethical supply chain management: </li></ul><ul><li>High level of general public awareness on ethical supply </li></ul><ul><li>chain issues </li></ul><ul><li>Provision of relevant and manageable tools </li></ul><ul><li>Easily accessible support & long-term capacity building </li></ul>
    • 33. ABOUT ETHICAL TRADING INITIATIVE (ETI-NORWAY) <ul><li>Founded November 2000 by: </li></ul><ul><li>Coop Norway, HSH, Norwegian Confederation of Trade Unions, </li></ul><ul><li>Norwegian Church Aid </li></ul><ul><li>Overall objective </li></ul><ul><li>Collaboration to ensure that trade does not contravene human- </li></ul><ul><li>and labour rights, development and environment </li></ul><ul><li>Strategic objectives </li></ul><ul><li>1. Strengthen the support for ethical trade issues </li></ul><ul><li>2. Supporting members in developing ethical trade practices </li></ul>
    • 34. ETHICAL TRADING INITIATIVE (ETI) <ul><li>Vision: Stimulate trade that secures development, human rights and environment </li></ul><ul><li>Business idea: Enable members to meet challenges related to ethical trade </li></ul>
    • 35. SOME ETI-NORWAY MEMBER CHARACTERISTICS <ul><li>69 members as of Aug 2007 </li></ul><ul><li>Open to all organisations, public institutions and sectors </li></ul><ul><li>e.g Fashion/Sports, Supermarket retailers and their suppliers, </li></ul><ul><li>Footwear, Flowers, Furniture, Publisher, Accessories </li></ul><ul><li>Mix of SME’s and strong brands </li></ul><ul><li>e.g. Dressmann, Helly Hansen, IKEA, KappAhl, ICA, Norwegian </li></ul><ul><li>Olympic Committee and Federation of Sports </li></ul><ul><li>11 members with 1-10 employees </li></ul><ul><li>Majority joined voluntarily, not because of media exposure </li></ul>
    • 36. SERVICES, OBLIGATIONS & PRINCIPLES <ul><li>Services </li></ul><ul><li>Training and capacity building both in Norway and in supply chain </li></ul><ul><li>Identification and quality assurance of local improvement resources </li></ul><ul><li>Shared learning and development of tools </li></ul><ul><li>Case-based advisory role </li></ul><ul><li>Obligations </li></ul><ul><li>Commitment to ETI-Norway Declaration of Principles </li></ul><ul><li>Annual activity and progress report – publicly available </li></ul><ul><li>Improvement Principles </li></ul><ul><li>Not terminate trade in case of Code violation </li></ul><ul><li>Monitoring and auditing is just a mean, not the goal </li></ul>
    • 37. WHAT IS ETHICAL TRADING? <ul><li>ETI mainly focus is on human rights of supplier’s workers and their labour conditions </li></ul><ul><li>An important aspect of ethical trading is that although the suppliers initially do not fully comply with Code of Conducts requirements, this should not lead the sourcing company to end a supplier relationship </li></ul><ul><li>Focus is continous improvements </li></ul>

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