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The Dynamic Bridges To Europe
 

The Dynamic Bridges To Europe

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The Dynamic Bridges To Europe The Dynamic Bridges To Europe Presentation Transcript

  • The Dynamic Bridges to Europe: Belgium - Camille Sailer France - Robert Connan The Netherlands - Sheryl Pinckney-Maas United Kingdom - Stephan Wasylko Moderator: Ms. Kerri Norris – Staples-Lyreco Co.
  • Overview
    • America’s Trade with the Gateway Markets
    • Leading U.S. Exports in 2006
    • U.S. Role in the Economies
    • Best Prospects For U.S. Business
    • Strengths of the Gateway Markets
    • Why Export to the Gateway Markets
    • Market Entry Strategy
    • Achieving Success in the Gateway Markets
    • U.S. Commercial Service Country Teams
  • U.S. Exports to Belgium
    • I. U.S. Trade with the Belgium
    • II. Best Prospects for U.S. Business
    • III. Belgian and Luxembourg Market Strengths
    • IV. Entering the Market
    • V. Achieving Success in the Market
  • Welcome to the Center of Europe 010104 10-98 Source: FFIO
  • The U.S. and Belgium
    • 11 th largest trading partner of the U.S.
    • “ Total US investment in China last year was just one fourth of total US investment in Belgium in 2005.”--EU Commission President José Manuel Barroso
    • New York was #1 travel destination for Belgian business travelers in 2006
    • Only western European country where tourism travel to U.S. has increased over the past year
  • Leading U.S. Exports
    • Chemicals and related products
    • Machinery and transport equipment
    • Manufactured Goods
    • Crude materials
    • Mineral fuels, lubricants and related materials
    • Food and live animals
    • Beverages and tobacco
  • Best Prospects for U.S. Business
    • Auto Accessories & Specialty Equipment
    • 526,141 new cars registered in Belgium in 2006, an all-time record and an almost 10% increase over 2005
    • Information & Communications Technology (ICT)
    • Belgian ICT sector growing faster than Belgium’s national economy and, combined with Luxembourg, enjoyed turnover of $22.5 billion in 2006
    • Generic Drugs
    • Belgian government promoting generic drugs to limit increase of pharma expenditure, which has doubled over the past 25 years to $4.7 billion in 2006
  • Best Prospects for U.S. Business
    • Seafood
    • Belgium relies heavily on imports—over 200,000 tons annually, above average per capita consumption in relation to other European countries. Increasing emphasis on high-quality prepared and frozen seafood
    • Interior Textiles
    • In 2005, turnover valued at $3.5 billion, represented a 42% share of the textile sector—the largest share. Emphasis on style, performance and high-quality fabrics
  • Be-Lux as a Gateway to Europe
    • Belgium is a distribution hub for the European market
    • The Port of Antwerp is the second largest port in Europe
    • The coastal Port of Zeebrugge is the European hub port for the automotive industry
    • Zaventem Airport is one of the top five cargo airports in Europe (2 million ton capacity)
  • Regional Division Belgium Language Distribution: 58 % Dutch, 41 % French, 1% German Enhancement of regionalization
  • The Belgian Market
    • Ideal Distribution Point/Excellent Infrastructure
    • One of the ten highest Per Capita GDP ($31,900) countries in Europe (2006 est.)
    • Imports of goods and services grew by 3% in 2006 ($333.5 billion total)
    • In 2006, CS Belgium brokered nearly $3.5 billion in goods and services from the U.S.
    Strategic Importance for U.S. companies
  • The Luxembourg Market Small but not to be underestimated…
    • Total population of 474,413
    • 2 nd Highest Per Capita GDP ($68,800) in the world
    • One of world’s biggest financial centers with 155 banks and 200 financial service firms
    • Luxembourg’s investment fund sector is second largest in Europe; third largest in the world
  • Entering the Market…
    • CHANNELS:
    • Importers/Distributors
    • Wholesalers
    • Specialized Retailers
    • FOCUS:
    • Innovation
    • Quality
    • Competitive Prices
    • Showcase Europe ICT Coordinator
    • Quicktake Coordinator
    • Cover Luxembourg Market
    • Benelux Cooperation
    • Cooperation with Major Business Organizations such as AmCham Belgium, Federation des Enterprises de Belgique (FEB), UNIZO and local Chambers
    • Cooperation with Fedex
    … With U.S. Commercial Service Belgium Strategic Partnerships Matter!
  • CS Belgium Current Initiatives We generate additional revenue without increasing expenses...
    • QuickTake
      • “ Expert Opinion” on the market: on a product’s or service’s potential in these markets; targeted feedback on the product or service and advice on where to start in Europe; information on current demand, future demand, competition and more; suggested next steps; insight on relevant European Union regulations, standards and legislation included.
    • Results:
      • 14 QTs delivered in the ICT sector
      • 8 Success stories
      • Over one million dollars worth of Export Action
      • 2 GKS sold and 2 Platinum Keys pending
      • Officially launched as a for fee service in April
      • Already one paying QT delivered and another pending.
    • Showcase Europe ICT Coordinator
    • Quicktake Coordinator
    • Cover Luxembourg Market
    • Benelux Cooperation
    • Cooperation with Major Business Organizations such as AmCham Belgium, Federation des Enterprises de Belgique (FEB), UNIZO and local Chambers
    • Cooperation with Fedex
    … With U.S. Commercial Service Belgium Strategic Partnerships Matter!
  • CS Belgium Current Initiatives
    • Some Client Feedback on QuickTake :
    • "All of our major goals were met. . . The success of the entire program is a tribute to the close cooperation and support we enjoyed with the US Commercial Service, the Baltimore US Export Assistance Center, and the individual analysts and specialists with whom we have had the pleasure of working. We have been very pleased with the relationships and with the results we have enjoyed. . . Bring on those customer satisfaction surveys!!!!”
    • “ We have found the QT to be invaluable, with Ireland, the Netherlands, and Poland markets which make the most sense to enter for powerplant optimization. (…) As author of the QT which started it all your name will surely not be forgotten... and we look forward to lifting a glass in your honor with the first contract signed for business in the Czech Republic!”
    •   “ Just a quick note to say that your QT report was not only professional but also immensely helpful... and with any luck its timely delivery (yes, I spent my weekend thinking things over after devouring the text on Friday) will lead to a Gold Key in Ireland, the Netherlands, or Poland.”
    We generate additional revenue without increasing expenses...
  • CS Belgium Current Initiatives
    • Fedex and other CS company partners
    • Outreach :
          • “ Moving Forward” Antwerp, Outreach Mons and other Flemish and Walloon Regional Business Centers
          • Ambassadorial Outreach to U.S. companies based in Belgium/Luxembourg
          • Minority Outreach : [email_address] and Muslim Outreach
    • “ BelgiuMomentum” Market Research
    • NATO tenders
    We generate additional revenue without increasing expenses...
  • How CS Belgium Helps the Bottom Line In FY 2006, CS Belgium and Luxembourg achieved over $3.5 billion in Export Success Stories, helping large and small firms alike including Lexmark International, Knit Rite, Derco Aerospace, Lake Country Manufacturing, Dell, Subway, Emissions Products International, Boeing, D’San Corporation, General Dynamics, ProMax…
    • Distribution and sales channels
    • Excellent network of distributors
    • Belgian distributors tend to be small and specialized
    • Risk averse
    • High social cost for employees
    • Highly Competitive market
    • Importers look for best quality at the lowest price
    • Sales territory: regional/country wide/Benelux wide/neighboring countries
    • Cultural differences
    • Strong influences of American culture
    • Cultural differences are in the nuances, which are difficult to decipher
    • Belgium has three main cultures
    • Examples:
    • - French/Dutch/English?
    • - Used to more bureaucracy, exercise more patience
    • - Decision-making process tends to be longer
    • - Different customer behavior
    Achieving Success in the Gateway Market
  • CS Belgium Major Trade Events
    • January
      • Antwerp Travel Fair
      • Heimtextil, Frankfurt, Germany
      • ISE, Amsterdam, Netherlands (Information Technology)
    • February
      • Brussels Holiday Show
      • International Builders Show, Orlando, FL
    • March
      • Visit USA Workshop (Tourism), Brussels
      • CeBIT (ICT), Hannover, Germany
    • April
      • European Seafood Exhibition, Brussels
      • Med-e-Tel, Luxembourg (Pharma)
    • May
      • International Pow Wow, Las Vegas, NV (Tourism)
    • July
      • Farnborough International Airshow, U.K.
  • Commercial Service Belgium
    • E-mail: brussels [email_address] gov Tel: +32-2-508-24-25 Fax: +32-2-512-36-44
    • American Embassy - FCS Regentlaan 27, Blvd. du Régent, BE-1000 Brussels Belgium
    • Thank You!
  • U.S. Exports to France
    • U.S. exports of goods to France in 2005 was 2.45 percent of worldwide U.S. exports of goods
    •   U.S. exports of services to France in 2005 was 3.5 percent of worldwide U.S. exports of services
    •   U.S. income receipts from France in 2005 was 3.98 percent of worldwide U.S. income receipts
    •  
  • Leading U.S. Exports to -France in 2006
    • 10 th largest market - $ 24 billion
    • Machinery - $6.42 Billion
    • Electrical Machinery - $1.83 Billion
    • Optic, Medical, Scientific Instruments - $2.40 Billion
    • Aircraft and Parts - $3.52 Billion
    • Organic Chemicals - $1.71 Billion
    • Pharmaceuticals - $1.22 Billion
  • French affiliates of U.S. firms rank the U.S. as top foreign direct investment country in Europe
    • Major players in the French Economy
    • *Cumulative Direct Investment Position: $61 billion
    • Total Assets ranks 1 st with $256 billion
    • Income in France ranks 1st with $9.6 billion
    • French Exports ranks 1 st with $4.5 billion
    • Employment in France ranks 1 st with 603,400
    • 2500 French companies with U.S. investments
  • Best Prospects Sectors
        • Aircraft and Parts
        • Computer Services
        • Computer Software
        • Industrial Chemicals
        • Travel and Tourism
        • Safety and Security Equipment
        • Computer and Peripherals
        • Telecommunications Equipment
        • Books & Publishing
        • Water Resources Equipment and Services
  • Best Prospects Sectors
        • Medical Equipment
        • Automotive Parts Equipment
        • Telecommunications Services
        • Plastics
        • Agricultural Machinery and Equipment
        • Construction Equipment, Cosmetics
        • Education Services
        • Textile
        • Direct Marketing and E-Commerce Business to Consumer.
  • Strengths of France
    • France is world’s sixth largest economy
    • Largest West European country
    • France GDP represents 15% of E.U. GDP
    • France GDP represents 20% of U.S. GDP
    • France GDP was slightly over $2.1 Trillion
    • Population – 63 Million
    • Annual growth rate for 2006: 2.1%
    • Inflation low: at 1.5% for 2006
    • Per capita GDP was about $ 33,800 in 2005
  • Strengths of France
    • Highly versatile industry basis in all sectors with global companies as well as cutting-edge SMEs
    • Strong high tech sector and R&D
    • Sophisticated Consumer Industries and Distribution Logistics
    • Good Financial Services Industry
    • State of the art Infrastructure in all domains
    • Excellent and Skilled, Educated Work Force
  • CS Belgium Major Trade Events – 2007 (rest of year)
    • June
      • Power-Gen, Madrid
    • September
      • Aquatech, Amsterdam (Environment)
      • DecoContract, Brussels (Fabrics & Furnishings)
      • LabelExpo, Brussels
    • October
      • Frankfurt Book Fair, Germany
      • IFAI, Charlotte, NC (Industrial Fabrics)
    • December
      • Pollutec, Lyon, France (Environment)
  • Market Entry Strategy
    • The commercial environment in France is highly competitive
    • Sales of U.S. goods and services is well received
    • Marketing products and services in France is comparable to the approach in the U.S.
    • Sophisticated marketing approaches are used in most sectors
  • Factor for Success in France
    • Sophisticated offering
      • Elegant or trendy design in consumer products
      • Brand names
      • Higher end—can’t compete with Asia on low
    • High technology
      • Not the place for rejects
      • Must be state-of-the-art
    • Services / Consumer Goods /Travel & Tourism Operation Team:
            • [email_address]
    • High Technology Operation Team: [email_address]
    •   Heavy Industries Operation Team: [email_address]
    •  
    • Phone: (33) 1 43 12 21 97 - Fax: (33) 1 43 12 21 72
    Contact us: Slide 24 http://www.buyusa.gov/france/en/
  • US Exports to the Netherlands
    • Value of US exports to the Netherlands in 2006 was $31.1 billion
    • The US enjoys it’s largest worldwide TRADE SURPLUS with the Netherlands - $13.8 billion in 2006
  • Leading US Exports to the Netherlands in 2006
    • 7 th largest export market for US - $31.1 billion
    • Pharmaceuticals - $4.6 billion
    • Computers and accessories - $2.3 billion
    • Medical Equipment - $2.3 billion
    • Telecommunications Equipment - $2 billion
    • Aircraft and Parts - $2 billion
    • Organic Chemicals - $1.9 billion
  • US Role in the Dutch Economy
    • The US is a major player in the economy
    • Cumulative Direct Investment Position: $181 billion
    • Total US assets rank 1 st at $650 billion
    • 2,300 US companies have a presence in the Netherlands
    • They contribute 5 percent to total GDP
    • They employ 200,000 people
    • Dutch investment in the US ranks 3 rd with $171 billion (only UK and Japan rank higher)
  • Best Prospects
        • Aircraft and Parts
        • Computer Services and Software
        • Travel and Tourism
        • Computers and Peripherals
        • Telecommunications Equipment
        • Pharma & medical Equipment
        • All Services
        • Consumer Goods
        • Chemicals
        • Automotive
  • Strengths of the Netherlands
    • World’s 16 th largest economy
    • The Netherlands GDP contributes 5 percent to EU GDP and is the 6 th largest EU economy
    • GDP was $688 billion in 2006
    • Population – 16.3 Million
    • Annual growth rate for 2006: 3 percent
    • Inflation low: at 1 percent in 2006
    • 2006 per capita GDP was $42,200
  • Why Export There
    • GATEWAY TO EUROPE
    • Cutting-edge logistics and distribution infrastructure
    • 160 Million European consumers within a 300 mile radius of Amsterdam
    • Ideal test market – population of 16.3 million, affluent consumers who speak English
    • Highly-skilled work force
  • Market Entry Strategy
    • The Dutch are traders by nature
    • U.S. products are highly-regarded
    • A local partner is essential – usually a distributor
    • The market is transparent and competitive
    • Dutch consumers are well-traveled, highly educated, sophisticated, wired, pro-US
  • Factors for Success in the Netherlands
    • Good price/quality ratio and (after sales) service are prerequisites
    • Be flexible regarding product and price
    • High-maintenance relationship with distributors essential
    • Take the long view, invest, commit
    • Consider establishing European distribution in the Netherlands
    • Sheryl Maas – Senior Commercial Officer
    • Alan Ras – Medical, Pharma, Biotech
    • Carlanda Hassoldt - InfoTech, Telecom
    • Bram Groen - Energy, Logistics, Packaging
    • Natasha Keylard – Automotive, Defense
    • Jane Zoutendijk – Tourism, Franchising
    • Jennifer Ritfeld - Environment, Consumer Goods
    Contact us:
    • US Commercial Service
    • Lange Voorhout 102
    • 2514 EJ The Hague
    • The Netherlands
    • Tel: 31-70-310-9427
    • Fax: 31-70-363-2985
    • Internet: www.buyusa.nl
  • U.S. Exports to the UK (Billions of $US) 2003 2004 2005 2006 33.9 36.0 38.6 45.4 42.7 46.4 51.0 53.4 Bilateral Trade (Billions of $US) 2003 2004 2005 2006 76.6 82.4 89.6 98.8 Up 7.5% Up 8.7% Up 10.2%
  • Leading U.S. Exports to the UK in 2006 (Billion $US) 2 nd Largest Export Market in Europe – 5 th in the World (America’s 2 nd Largest Supplier in Europe – 6 th in the World) Nuclear Reactors, Boilers, Machinery: 9.2 Billion Nat Pearls, Prec Stones, PR Met, Coin: 5.6 Electric Machinery, sound equipment, etc: 4.2 Pharmaceutical Products: 3.6 Optic, Photo, Medical/Surgical Instru: 3.1 Aircraft, Spacecraft and parts: 2.8 Vehicles, except Railway or Tramway: 1.7 All others: 15.1
  • U.S. Role in the UK’s Economy
    • The U.S. – UK “Special Relationship”
    • Nearly $200 Billion in Mfg Goods and Services Trade
    • U.S. Leading Investor in the UK - $324 Billion in 2006
    • (37% of U.S. total FDI and 33% of U.S. FDI in Europe)
    • UK Leading Investor in the U.S. - $282 Billion in 2006
    • (45% of UK outward investment)
    • 40,000 U.S. Companies Doing Business with the UK
    • 7,000 U.S. Companies invested/500 with EUR HQs
    • Employ over 1 million workers in each country
  • Best Prospects For U.S. Business
    • Aerospace
    • Agricultural products
    • Apparel
    • Computers and peripherals
    • Drugs and pharmaceuticals
    • Medical Equipment
    • Oilfield and drilling equipment
    • Renewable energy equipment
    • Telecommunications equipment
    • Travel and Tourism
  • Strengths of the United Kingdom
    • World’s 5 th Largest; Europe’s 2 nd Largest
    • GDP: $2,124 billion – GDP per capita: $35,760
    • (>Germany, France or Italy)
    • Services: 73%; Industry: 26%; AGR: 1%
    • Average Annual Real Growth (1994-2006): 2.8%
    • (over 55 consecutive quarters of economic growth)
    • Average Annual Rate of Inflation (2000-05): 2.4%
    • Unemployment: 5.4% vs EU 7.4%
    • Population: 59.4 million
    • Size: State of Oregon
    • United Kingdom: England, Scotland, Wales and Northern Ireland
  • Why Export to the United Kingdom Aerospace/Defense: 2 nd only to the U.S. Electronics: 1 st and 2 nd in Europe for market size and production in nearly all sub-sectors Telecom: Europe’s largest market Pharmaceutical’s and Biotech: 5 th largest market in the world; 2 nd largest exporter; among top 3 in R&D Automotive: 9 th in the world by market size; 7 major manufacturers; 17 top component manufacturers Software/Computer Services: 8% of world market Travel and Tourism: #1 for U.S. overseas arrivals Financial Services: Where the world banks, 45% of global equities trading Franchising: One third of retail sales
  • Market Entry Strategy
    • Four Hundred Years of History
    • Commitment to Open Markets and Fair Trade
    • Mature and highly competitive market place
    • Two Nations Divided by Common Languages
    • UK and the EU Factor
    • Cost of Doing Business
    • Labor Laws and Regulations
    • Trains, planes and congestion fees
    • Diaries, agendas and holidays
  • Achieving Success in the UK
    • A clear and sustainable competitive advantage, such as cost or
    • product differentiation.
    • Quality, efficacy, value, superior design, branding
    • Market research is essential
    • Determine market size and growth, key segments and trends,
    • distribution and channel economics (margin structure), major
    • competitors and their product positioning, pricing and promotion,
    • and any market access or regulatory issues.
    • Recognize significant cultural differences.
    • Partner with an experienced and established local distributor.
    • Visit the country to meet potential partners and to understand the
    • market first hand.
  • U.S. Commercial Service London U.S. Embassy London 24 Grosvenor Square London W1A 1AE Tel: +44 (0) 20 7894 0419 Fax: +44 (0) 20 7894 0020 Email: [email_address] Website: www.buyusa.gov/uk & www.Export.gov
  • The Dynamic Bridges to Europe: Belgium - Camille Sailer France - Robert Connan The Netherlands - Sheryl Pinckney-Maas United Kingdom - Stephan Wasylko Moderator: Ms. Kerri Norris – Staples-Lyreco Co. We thank you for your attention… Time for questions from the audience…