0
5 keys for internationalization Speaker:   Pablo O. Gómez            Director OFTEX            pgomez@oftex.es
1.- Are we prepared to export?2.- Selection of foreign markets3.- Selection distribution channels4.- Five Risks5.- Where t...
1.- Are we prepared to export? The Company.  – Financial means, solid national market  – Production Capacity.  – Fulfillme...
1.- And our product/service/business model?  Is it prepared to be exported?  Is it competitive? (Did the sales volume / re...
Adaption to make it simple to the customer! Logistics. INCOTERMS. Customs duties. Languages and Culture. Promotion. P...
2.- Selection of Target Markets by:  -   Proximity in kms (transport costs).  -   Cultural Proximity.  -   Language.  -   ...
2.- Selection of Target Markets by (cont.):  - Spanish Export Volume to the Target Country.  - Export Volume to the Target...
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 ...
3.- Selection of distribution channel.Profile of Agents:         Experience in the sector.         Age.         Sales V...
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 Spainwww.icex.es                 Market ...
5.-Tools. Where to find information (cont.)www.kompass.com            data base of companieswww.hemscott.com           dat...
Thank you! Pablo O. Gómezpgomez@oftex.es
5 claves para internacionalizarse ing
Upcoming SlideShare
Loading in...5
×

5 claves para internacionalizarse ing

705

Published on

Presentación de Pablo Gómez, director de Oftex Internacionalización, en las jornadas "Bussines English Day" que tuvieron lugar en el Centro de Emprendedores de Alicante.

Published in: Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
705
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
11
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Transcript of "5 claves para internacionalizarse ing"

  1. 1. 5 keys for internationalization Speaker: Pablo O. Gómez Director OFTEX pgomez@oftex.es
  2. 2. 1.- Are we prepared to export?2.- Selection of foreign markets3.- Selection distribution channels4.- Five Risks5.- Where to find information? Tools.
  3. 3. 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.
  4. 4. 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)
  5. 5. Adaption to make it simple to the customer! Logistics. INCOTERMS. Customs duties. Languages and Culture. Promotion. Payment terms. Personal contact. Samples. First orders.
  6. 6. 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
  7. 7. 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.
  8. 8. 3.- Selection of distribution channel. - Importer - Distributor - Final customers - Commercial Agents - Piggy-back
  9. 9. 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.
  10. 10. 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.
  11. 11. 4.- Risks of exportation (CDTRI): Payment Currency Transport Civil Responsability Non-fulfillment of comitments
  12. 12. 5.- Tools. Where to find information?-Survival Kit for exporters.
  13. 13. 5.- Tools. Where to find information?aduanas.camaras.org statistics ex-im Spainwww.icex.es Market Researchwww.icex.es (all our services, foreign trade, addressesof interest) Market Researchs, statistics, trade fairs,public organisms, sectorial asociations, etc.www.icex.es (red exterior) ofcomeswww.el-exportador.com (search) sectorials noteswww.camaras.org (plan cameral) commercial missionswww.export.gov (market research library)
  14. 14. 5.-Tools. Where to find information (cont.)www.kompass.com data base of companieswww.hemscott.com data base of companies RUwww.iucab.nl/nl commercial agentscomercialeswww.camaras.org (internationalization, information forinternationalization) online GuidesFuther: (converters, translators, maps, time zones,temperature, logistics, Economy newsletters, etc.)
  15. 15. Thank you! Pablo O. Gómezpgomez@oftex.es
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×