The objective of the project is to support the client in their international business development strategy regarding the product market in Argentina by searching a suitable partner within the market.

1. POTENTIAL PARTNER OR
DISTRIBUTOR IDENTIFICATION
PROPOSAL

2. AGENDA
- Objectives 3
- P j t approach
Project h 4
- Project solving 5
- Methodology 10
- Time frame 12
- Background 13

3. OBJECTIVES
The objective of the project is to support the client in their international business
development strategy regarding the product market in Argentina by searching a suitable
partner within the market.
To fulfill this requirement we propose to carry out a POTENTIAL PARTNER /
DISTRIBUTOR IDENTIFICATION to screen the scope of companies within the industry and
distribution channels that could become a suitable partner for the company.
For this project to be successful, we consider key the scope of interviews to be
developed.

4. PROJECT APPROACH
To comply with the objective, we propose to develop a database containing key strategic
information about the companies in the relevant market segments for the customer.
The database will be developed following three stages to cover a long list of companies
with basic information and also a short list of companies with detailed information.
In addition to the database, a report will be delivered analyzing the most suitable
companies for the customer, for which relevant parameters have been defined by the
customer.
customer

5. PROJECT SOLVING – PARTNER / DISTRIBUTOR IDENTIFICATION
We propose a 3 steps approach
PARTNER /
PARTNER / 1 Information Long list
DISTRIBUTOR
IDENTIFICATION
2 Analysis Short list
Short list
PRODUCT MARKET IN
ARGENTINA 3 Potential Potential business partner analysis
Identify companies in the
Identify companies in the
Screening
distribution channels and Identify potential partners
companies
the industry

6. PROJECT SOLVING – PARTNER / DISTRIBUTOR IDENTIFICATION
1 ‐ Identification of companies within
distribution channels and the product
industry in Argentina.
i d t i A ti
‐ Tentative information contained:
Information Long list ‐ Company name
p y
‐ Main activity
‐ Phone / fax
‐ Address, city, province
‐ W b it /
Website / e‐mail (when available)
il ( h il bl )
INDUSTRY AND DISTRIBUTORS DATABASE FOR THE PRODUCT IN ARGENTINA

7. PROJECT SOLVING – PARTNER / DISTRIBUTOR IDENTIFICATION
2 Basic information Detailed information
Analysis
l i
‐ Basic information contained: ‐ Detailed information contained:
‐ Company name ‐ Company turnover / profits
‐ Main activity
Main activity ‐ Products portfolio / brands
Products portfolio / brands
Short list ‐ Contact person / position ‐ Employees
‐ Phone / fax ‐ Brands represented
‐ Decision criteria to be ‐ Address, city, province ‐ Infrastructure
agreed together with ‐ W bi /
Website / e‐mail
il ‐ G Geographical coverage
hi l
the client
SHORT INDUSTRY AND DISTRIBUTORS REPORT ABOUT THE COMPANIES
COMPLETE DATABASE WITHIN THE SHORT LIST

8. PROJECT SOLVING – PARTNER / DISTRIBUTOR IDENTIFICATION
3 ‐ Companies credit record.
‐ Indebtedness level
Indebtedness level
‐ Payment’s record
‐ Bounced cheque’s
Verification Short list verification
‐ Companies foreign trade record.
‐ Imports / exports
‐ Type of products imported / exported
‐ Import sources / exports destination
Import sources / exports destination
COMPLEMENTARY INFORMATION FOR THE SHORT LIST DATABASE

9. METHODOLOGY – PARTNER / DISTRIBUTOR IDENTIFICATION
Long list
‐ Company’s guide
Company’s guide ‐ Internal databases / Industrial guides
Internal databases / Industrial guides
‐ Industrial guides ‐ Trade interviews and information verification
p g
‐ Specialized magazines p y p
‐ Trade press / Industry reports
‐ Internal databases ‐ Company’s information / balance sheets
Short list Short list verification
f
‐ Company’s information / balance sheets ‐ Company’s information / balance sheets
‐ Trade interviews ‐ Custom’s databases
Custom s databases
‐ Sector reports / internal databases ‐ Sector reports / internal databases
‐ Screening criteria to select companies
Screening criteria to select companies ‐ Company’s webpage
defined by the customer. ‐ Trade interviews

10. METHODOLOGY – PARTNER / DISTRIBUTOR IDENTIFICATION
Tentative industry segments to be considered
‐ Product distributors
Product distributors
‐ Product manufacturers
‐ To be defined according to client requirements
Tentative Screening criteria for distributors / agents (criteria to be defined)
‐ Distribution network
‐ Registration to distribute this type of products
‐ Experience in representing international brands
Experience in representing international brands
‐ Current representation of products for the industry
pp
‐ Post sales technical support structure
‐ Technical experience and knowledge

11. TIME FRAME FOR PROJECT PHASES
Interviews
Project Companies Companies Final
(contact and
planning identification analysis report
interviews)
1 week 3 weeks 4 weeks 4 weeks 2‐3 weeks
Activity 1 2 3 4 5 6 7 8
Project planning (final objectives definition)
Project planning (final objectives definition)
Start up desk research / secondary sources
Start up trade interviews – Companies identification
Companies information check
Trade interviews – Companies analysis
Final report
Meetings with the client

12. BACKGROUND
Some of C L IEtailored research projects S A D -H O C
our N T E S D E IN V E S T IG A C IO N E customers
H
A B N -A M O R B A N K C T I m ó vil M O LIN O S R IO
A C E R O S Z A P LA C U S E N IE R M O N S A N T O A R G E N T IN A
A C IN D A R D EB IS F. S E R V IC E S M .T . M A J D A L A N I
A G A A R G EN TIN A S A D O C TH O S S A N ES T L E
A G EA SA D U P O N T A R G EN TIN A N O R TH L A N D
A G R EV O EM B A J A D A D E L B RA S IL O .S .P .I.A .
ALBA EN R E POLCHEM SA
A L B A C IA S EG U R O S ES K A B E S A P R IN L IFE
A L C A T EL ES N A O L A P R O D U C TO S R O C H E S A
A L P A RG A TA S A L U A R ES S O S A P A P U B L IM EN S A
AMANCO ES T A B . S A N IG N A C IO R E V IS TA N E G O C IO S
A M EC O S A FIP L A S T O S A R O B ER TO L EIV A A S S .
A N D R EA S O M M ER FM G U S .C . J O H N S O N & S O N
C
B A G LE Y SA FR IG O R IFIC O L A M A R SADE
B A N C H IL E FU N D . D E E M P R E S A S S A N O FI
B A N C O D E G A L IC IA GASNOR S C A N IA A RG EN TIN A
B A N C O D E V A L O R ES G EC A L S TH O M SCAVONE HN OS
B A NCO D EL SUD G OOD YEA R S C H E R IN G -P L O U G H S A
B A N C O Q U IL M ES S A G R A D IE N T E S EC Y T
B A N C O T O R N Q U IS T G RUPO SOLDATI S IE M EN S S A
BAP IC E S TR A TEL
B A RUG EL AZULA Y IN A R Q . C O N S T . S A S U E V IA S E G . D E V ID A
B .B .S . JP M ORG AN TE L IN T A R
B .E.A .L . J U A N R IZZ O TE R R A B U S I-N A B IS C O
B L O O M B ER G K EN TU C K Y TH E W E S T C O M P A N Y
B ODEG A S CHA ND ON K L O C N ER , H O L S TE IN ,S EITZ TO S H IB A S A
B G A S . L U C IO A R IZ U L A B O R A T O R IO S R O N TA G TR ES C R U C E S
B R A G A M EN EN D EZ L EIV A A S S O C IA TE S U N IL EV ER D IV C IC A
B S . A S . T EL E V IS IÓ N L EO N ES D E B L EEK V A P L A S S A / M A R Q U IE
B U L L R IC H M ER C . C A P . L EV ER V IC E N TE R O D R IG U EZ M A R T IN E Z
C A B O T A R G EN T IN A L U C E N T TE C H N O L O G IE S Y O U N G & R U B IC A M
C A R L O A N D R EA B IZ Z O ZZ ER O L U N C H E O N T IC K E TS YPF
C IA . Q U IM IC A M .H ER E D IA
C IC A N S A M A R Q U IE S A
C IG N A A RG EN TIN A S A M A S IS A S A
C ITIB A N K N .A . M A S S A L IN P A R TIC U L A R E S
COOP G RA L A LVEA R M E TA L P A R
C O R A N D ES M EYER & M EYER D.
C O R C EM A R M E Y E R A C TIO N M A R K .
C O S T A S A L G U ER O M IN ET T I

13. BACKGROUND – Cont.
3M A R G EN TIN A A R G EN CA R D B A N C O M ED EFIN C M Y CO N SU LTIN G
A . Y L. D ECA R OLI A R G EN TIN A EM P R ES A R IA BANCO MORGAN C .A .S .A . I S S E N B E C K
A .P .S . A S C EN S O R ES O TIS B A N C O M U N IC IP A L D E LA C .C .B .A .
A .V . Y A S O C . A S O C . D E C O O P ER A TIV A S PLA TA C .E .P .A .
A B B O T LAB O R A TO R IES ARG. B A N C O P R EV IS IO N S O C IA L C A B A Ñ A S Y ESTA N C IA S
A R G EN TIN A LTD A. B A N C O Q U ILM ES SANTA ROSA
A C C IO N M ED IC A A S O C IA C IO N M U T U A L B A N C O R O TH S C H ILD C A B O T A R G EN TIN A
A C E R O S P A R A N A (G R U P O SANCOR B A N C O SU P ER VIELLE SO C C A D IP SA
TEC H IN T) A S O C IA C IO N B A N C A R IA G ENER A LE CA M EA
A C IN D A R AVON B A N C O TR A N S A N D IN O C A M IS A
A G R IC O LA SA N JU A N B .E .A .L . B A N ESTO B A NCO SHA W CA NTER A S CER R O NEG R O
A G RO EX POR T B A G LEY B A N KER S TR UST CA NTER A S M A LA G UEÑO
AGROCOM B A LPA LA B A N Q U E N A TIO N A LE D E C A R G ILL
AG ROJUM B O B A N C A N A ZIO N A LE D EL P A R IS C A R LO S M A IN ER O
AGROMAR LAVORO BASH CA RTAN
AG ROM ETAL B A N C O A S FIN BASF CA SA R ES G REY Y A SOC.
A G RO VER D E B A N C O C A R LO S P ELLEG R IN I B A YER A RG EN TIN A CEFR A N
A G UA S TRA FUL B A N C O C I U D A D D E B S .A S . B EA R S ER VIC E CEM E NTO S A VELLA NED A
A G U IA R Y C IA . B A N CO CO M A FI B EN ITO R O G G IO CEM ES
A G U ILA S A IN T B A N C O C O M ER C IA L B IO LIV E C EM IC
A G UIR R E G O N Z A LEZ IS R A ELITA B LA IN S TEN CENCOS UD
P EIR A N O B A N C O C O N TIN EN TA L B LO O M B ER G FIN A N C IA L C EN IT C IA . D E S EG U R O S
AKAPOL B A N C O C O O P ER A TIVO D E M A R KETS CENTE NER A
AKZO NOBEL CA SER OS B O B R O VSK Y & IEZ Z Y C O N S . CENTR O M ED . STA . FE
ALBA BA NCO D E BOSTON B O D EG A S Y V IÑ ED O S C EP A S A RG EN TIN A S
A L C A T E L -T E C H I N T B A N C O D E C H ILE PEÑA FLOR C ER V EC ER IA Y M A LTER IA
A LC O N LA B O R A TO R IO S B A NCO D E VA LOR ES B O D EG A S Y V IÑ ED O S Q UILM ES
A R G EN TIN A B A N C O D E LA P C IA . D E LEO N C IO C ER V EC ER IA B IEC K ER T
A LFA CA R B UENO S A R IZ U C IC A
A LG O D O N ER A V IN C A A IR ES BODEG AS CHANDON C ID EF A R G EN TIN A
ALM AD E B A N C O D E C R ED ITO B OD EG A S LOP EZ C IN B A
A LPA RG A TA S A R G EN TIN O B O EH R IN G ER IN G ELH EIM C IR C U LO M ED IC O
A LPESCA B A NCO D EL CHUB UT B O N A FID E C ITIB A N K
A LTO PA LER M O B A NCO D EL SUD B O O Z -A L L E N & H A M I L T O N C ITIC O R P EQ U ITY
ALTO PARANA B A N C O FEIG IN B O S TO N IN V ER SO R A D E IN VES T M EN T
A LLEND E Y B R EA B A NCO FR A NCES VA LOR ES C ITR IC O LA C O R R EN TIN A
AMOCO B A N C O G A L I C IA Y B U E N O S B R A GA M ENEND EZ C O C A C O LA A RG EN TIN A
AMPRI A IR ES B U EN O S A IR ES C A P ITA L C O LO R IN
AMSA B A N C O G R A L D E N EG O C IO S PA R TNER S C O M P A Ñ IA A R G EN TIN A D E
A N D IN A D E A LIM EN TO S B A N C O H IP O TEA C A R IO B U EN O S A IR ES A L PA C IFIC O TELEFO N O S
A N G EL ESTR A D A N A C IO N A L B U EN O S A IR ES IM P O R T A N D C O M P A Ñ IA C ER VEC ER IA S
A N T I C I P A R A FJ P B A N C O IN TER FIN A N Z A S EX POR T U N ID A S (C H IL E)
AOKI B A N C O LIN IER S B U N G E & B O R N C O M ER C IA L C O M P A Ñ IA C N S U LTO R A D E
ARCOR B A N C O LO S TILO S B U N G E & B O R N O LEA G IN O S O IN V ER S IO N ES
A R D ENNES B A N C O M A R IVA B YK LIP RA N D I C O M P A Ñ IA C O N TIN EN TA L

14. BACKGROUND – Cont.
C O M P A Ñ IA D E S EG U R O S LA EN TEL C H ILE I .C .I . D I V I S I O N A G R I C O L A L A O X IG EN A (A IR L IQ U ID )
ESTR ELLA E S C R I B A N I A J .M . A G O S T A IG G A M LA VASCONG ADA
C O M P A Ñ IA G EN ER A L D E ES M IN S A IG U A Z U C IA . D E S EG . LA A R R O C ER A A R G EN TIN A
C O M B U S TIB LES ESNA OLA HNO S. IM D EC LA B O R A TO R IO A R G EN TIA
C O M P A Ñ IA Q U IM IC A EST. M O D EL O TER R A B USI IM P S A T LA B O R A TO R IO S A N D O Z A R G .
C O M P A Ñ IA S A S O C IA D A S ES TA B LEC IM IEN T O LA S IN D U S TR IA S A U S TR A LES LA B O R A TO R IO R O EM M ER S
PETR OLER A S M A R IA S IN FU P A LA B O R A TO R IO M ED EX
C O N S EJO D E IN VER SIO N ES ES TA N C IA S U N ID A S D EL S U D I N G .M A C C A R O N E LA B O R A TO R IO S B A G O
B U R S A TILES ES TU D IO SZ EK ELY EM P R EN D IM IEN TO S LA B O R A TO R IO S R O N TA G
CO NSEJO FED ER A L D E EX P R IN TER B A N C O IN G . Y R EF. S A N M A R TIN D EL LA B O R A TO R IO S A M S TR O N G
IN VER S IO N ES ` FELCOM TAB ACAL LA CTONA
C O N S T R U C C I O N E S L A P LA T A FER R O S ID ER IN G EN IER IA TA U R O LA M IN A C IO N B A S C O N IA
C O N S TR U C C IO N ES C IVILES FID EC O IN G EN IO R IO G R A N D E LA U R O LIV IC O LA Y
ARAGON FIN A N S U R IN M O B ILIA R IA B U LLR IC H V ITIV IN IC O LA
C O R P O R A C IO N C E M EN TER A FIN C A FLIC H M A N IN P O P A R LA U TR EC P U B LIC ID A D
ARG. FLENI IN S T. C O N S TIT U Y E N TE LECCORP
CO STA SA LG UER O FLETCH ER CHA LLENG E IN S T. A R G . D EL LED ESM A
C R ED IT LY O N N A IS FO R M IC R U Z D IA G N O S TIC O LEIV A A S S O C IA TES
A R G EN TIN A FOR TU NA IN S T. S ID U S (IN G LA TER R A )
C R H SU D A M ER IC A N A FR A N CE TELECO M I N S T .S E R V .S O C . P A R A E L LEVER Y A S O C IA D O S
CH A ÑA R ES H ER R A D O S FR IB E PER SONA L D E SEG . LIFE
C H EM IC A L B A N K FR IG O R IFIC O FR IA R IN TER A M ER IC A N A S EG U R O S LIQ U ID C A R B O N IC
C H O C O LA TES B A R ILO C H E FR IG O R IFIC O M ER C O S U R IN V ER S O R A D & S A R G EN TIN A
D A N O N E IN T ER N A C IO N A L B . FR IG O R IFIC O R A FA ELA IP A K O LO M A N EG R A
D EC A VIA L FR IG O R IFIC O R IO S EC O IS A U R A LU C C H ETTI A R G EN TIN A
DECKER FR IG O R IFIC O R IO P LA TEN S E IV A S A LU IS S O LIM EN O
DEKALB FR IG O R IFIC O TR ES C R U C ES IV ES S M . H ER ED IA Y C IA .
D EPFLE FUND . EM PR ESA S PA R A LA J. W A LTER TH OM PSON MAGNA
DEVOTO EX C ELEN C IA J. LLOR EN TE M A S IS A A RG EN TIN A
D IN A M EX C H ILE G Y M (W A R N ER LA M B ER T) J .S . D A N I E L E M A S S A LIN P A R TIC U LA R ES
D IS C O G A LENO JP M ORG AN M ASSERA
D IS P R O FA R M A G EN ER A C IO N S EG . D E V ID A JU A N M IN ETTI M A STELLON E HNO S.
D IS TR IB U ID O R A G LA SU R IT D E A RG EN TIN A JUM BO M C K IN S EY & C O .
M ETR O P O LITA N A G OODYEAR JUNCA D ELLA M EA D P A C K A G IN G
D O CTH OS G R A C E A RG EN TIN A K EN TU C K Y FR IED C H IC K EN M ED IC IEN
DOSUBA G R A FA KOKOUR EK M ED IC U S
D O W Q U IM IC A A R G . GRUPO AURORA L. J. RAM OS B R OKER M ED IC H EC K
D U P O N T A R G EN TIN A G U IP EB A L .A .F . B U R Z A C O M ER C A D O A B IER TO
DYCASA H A A R M A N N Y R EIM ER LA LA C T EO M ERCOZUCAR
E. D A N ER I H A R TEN EC K LO P EZ Y C IA L A P A T A G O N I A C IA . A R G . D E M ERCHANT BANKERS ASOC.
ELA B O R A D O R A A RG EN TIN A H O SP ITA L B R ITA N IC O SEG UROS M ILK A U T
D E CER EA LES H O SP ITA L A LEM A N LA PA U L IN A (A B O L IO Y M IN ER VA
EM B OTELLA D O R A N OR O ESTE HUAYQUI R UB IO ) M IN ET TI Y C IA .
EM EG E I .B .M . A R G E N T I N A LA VA C H ER IE M I N I S T .D E R E L A C .
EN COT ESA I .C .E . LA P LA T A C E R EA L C O . EX TER IO R ES Y C U LTO

15. BACKGROUND – Cont.
M I N I S T .D E E C O N .D E L A P R O V P H ILIP S A R G EN TIN A SCHOELLER + CAB ELM A TIS S U C EL
D E M END OZA P IN D A P O Y SEA G R A M A RG EN TIN A TOP A ND B EST
M I N I S T .D E E C O N . D E L A P R O V P IS TR ELLI, D IAZ Y S EC R ETA R IA D E G A N A D ER IA TO R IB IO A C H A VA L
D E EN TR E R IO S A S O C IA D O S Y A G R IC U LTU R A TO S H IB A C O R P O R A TIO N
M IR O T P LA STICO S A R EN A LES S EC R ETA R IA D E TO TA LM ED IC A
M O LIN O H A R IN ER O S A N P O LISU R TRA NSPORTES TR A D IN S A
N IC O LA S P R A X IS M ED IC A SH ELL CA PSA TR ANSPOR TAD OR A G A S D EL
M O LIN O S C A Ñ U ELA S PRODUCTOS STA NI C T I M ó v il NORTE
M O L IN O S R IO D E L A P LA T A P R O P U LS O R A S ID ER U R G IC A SIA P BA T R U P A N (C H IL E)
M O V IC O M QUADRUM SIEM EN S UD D EHOL M
M U N IC IP A LID A D D E LA Q U A LITA S SIN TEP LA ST U N IB O N
PLA TA Q U IM ICA ESTR ELLA S O C IED A D C O M ER C IA L D EL U N IO N G A N D A R EN S E
NESTLE R . G R A N D IO E H IJO S PLATA U P JO H N A R G EN TIN A
NEW FOOD R A G H SA CO N STR UCCIO N ES SOFRAR V IR G ILIO M A N ER A
NORTH LAND R A M S E Y S I A S (G R U P O SOL PETROLEO V ITA FO O D S (C H IL E)
C O M M U N IC A TI O N S C U S E N I E R U .S .A .) S O M A A S IS T. M ED IC A V IV IR
IN C . R EFIN ER IA S D E M A IZ S O S M ED IC IN A V IZ Z O LIN I
N U EVA S CR ISTA LER IA S R ESER O S TA FFO R D M ILLER A R G . W ILLIA M M ER C ER
A VELLANED A R H O N E P O U LEN C A R G EN TIN A STAR TEL
N U EV A S C O N S TR U C C IO N ES R IO B ER M EJO STRAT
OKA FAR R O H M A N D H A SS LA TIN O A M . SU D A M ER ICA SEG U R O S
O LEA G IN O S A M O R E N O IN C S U IZ O A R G EN TIN A S EG U R O S
OMAT S .A . L A N A C I O N S W IFT A R M O U R
OM EG A S .A . N I E T O C A R B O S .A S W IS S M ED IC A
O M IN T S .A .V .A . ( G A N C I A ) T .T .I .
O P ER A C IO N ES ES P EC IA LES S A A B S C A N IA TA Q U IN I
O R B IS S A D IA TRA D IN G TEC N O L O G IA TELEC . E
O R G A N IZ A CIO N A N C H O R EN A S A EN Z B R IO N ES IN FO R M A TIC A
OSDE SAFA C TECPETROL
P .E .M .S .A . SAM SUNG TEC H IN T
PAMPA S A N C R I S T O B A L C IA . D E 3TELCOOP
P A N IZ ZA SEG UR OS TELEC O M A R G EN TIN A
PA PEL D EL TUCUM A N S A N A TO R IO S A N TA IS A B EL TELEFO N IC A D E A R G EN TIN A
P A P EL ER A D EL P L A TA S A N A TO R IO A N TA R TID A TELIN TA R
P A R K E D A V IS SA N A TO R IO M A TER D EI TER M A S D E V ILLA V IC EN C IO
PECOM NEC S A N A T O R IO S A N L U C A S (SA N TEX TIL N O R ES TE
PENN CON TR OLS IS ID R O ) THE COCA COLA FOR EX POR T
P EP S I C O LA A R G EN TIN A SANCOR THE CH A SE M ANHA TA N BA NK
PETER SEN, THIELE Y CR UZ SANOFI TH E FIR S T B O S TO N
P ETR O LER A A R G EN TIN A S A N SANTA URSULA THE B A NK OF TOKYO
JORG E SANTA NG ELO THE EXX EL G ROUP
P ETR O Q UIM ICA D E CU YO S A N TIA G O D E C O M P O S TELA TH E B O S TO N IN V ES T M EN T
P ETR O Q U IM IC A B A H IA SEG . GROUP
B LA NCA SANTO D OM ING O TIA
P FIZ ER SCH EA R IN G P LO U G H TIM