The document discusses Greek exports and the potential benefits of using data-driven tools to develop exports. It summarizes recent Greek export trends, including a slight overall decline in 2014 but growth to EU countries. The top export products and markets are identified. It then argues that using data analysis tools could help exporters identify the best growth opportunities, target specific companies and industries, map prospects, and find up-sell opportunities in a cost-effective way to mitigate risk and make intelligent decisions. Such tools are proposed to benefit various business functions, including sales, finance, product management and marketing.

1. ICAP PRESENTS
A BETTER WAY TO DEVELOP YOUR
EXPORTS
 Greek Exports Market - Outlook
 Is it time to invest in data-driven tools to develop your exports?
Argiris Kaldiris
Marketing Dept
June 2016

2. Greek Exports Market - Outlook
2
 Despite the slight fall of Greek exports last year, the increase in the extroversion of Greek businesses over
time should be mentioned as Greek exports within a period of ten years registered a rise of 80%. Exports
have accounted for around 15% of GDP in recent years, a percentage which has doubled over the last
decade (2005: 7.7%)
 The total Greek exports reached €26.9 billion in 2014, registering a fall of 1.5% compared to the previous
year. This is due to the fall of exports to Third Countries by 3.8%, while exports to E.U.-27 countries
increased, registering a rise of 1.5%
 The European Union increased its share in the total value of Greek exports in 2014, accounting for 45.1% of
this, versus 43.8% in 2013. Certainly, its participation rate is much lower compared to previous years (2010:
62.8%). Exports to Third countries had a share of 54.9% in 2014
 According to the latest (temporary) data of ELSTAT over the first quarter of 2015 the total value of exports
(including oil products) reached €8.45 billion versus €8.44 billion during the respective period of 2014

3. Greek Exports Market - Outlook
3
0,0%
10,0%
20,0%
30,0%
40,0%
50,0%
60,0%
70,0%
-60.000,0
-40.000,0
-20.000,0
0,0
20.000,0
40.000,0
60.000,0
80.000,0
2005 2006 2007 2008 2009 2010 2011 2012 2013 2014
Exports as a % of imports Exports Imports Trade Balance
€million
Source: ELSTAT
Greek Exports Performance

4. Greek Exports Market - Outlook
4
17.1%
3.8%
38.5%
38.4%
2.1%
Agricultural products Raw materials Fuels
Manufacturing products Miscellaneous
Distribution of exports by product category (2014)
Rest Countries
45.8%
Turkey 12,2%
Italy 9,3%
Germany 6,6%
Bulgaria 5,2%
Cyprus 4,9%
UK 3,6%
3rdcountries 3,6%
USA 3,1%
Saudi Arabia 2,9%
Egypt 2,8%
Top 10 Export
Markets
54.2%
Top 10 export markets in 2014
Sources: ELSTAT, Panhellenic Exporters Association, Export Research Centre (KEEM)

5. Greek Exports Market - Outlook
5
58%
39%
3%
by Sector
Industry
Trade
Other*
*: Tourism, Transportation, Services, Construction
0% 5% 10% 15% 20% 25% 30% 35% 40%
Attica
North Greece
West Greece
Central Greece
South Greece
39%
33%
12%
10%
5%
by Region
No Companies
Industry 4968
Trade 3391
Other* 269
No Companies
Attica 3407
North Greece 2890
West Greece 1033
Central Greece 869

6. Greek Exports Market - Outlook
6
46%
18%
18%
7%
5%
6%
by Legal Form
Societe Anonyme
Sole Proprietorship
General Partnership
Limited Liability Company
Limited Partnership
Other
0%
10%
20%
30%
40%
50%
60%
70%
80%
up to 3 years 4 - 10 years > 10 years
3%
20%
77%
by Year Founded
No Companies
Societe Anonyme 3960
Sole Proprietorship 1533
General Partnership 1541
Limited Liability Company 612
Limited Partnership 439
Other 543
No Companies
up to 3 years 296
4 - 10 years 1706
> 10 years 6626

7. Greek Exports Market - Outlook
7
55%33%
12%
by Staff
1 - 10
11 - 50
51 - 5000
0%
5%
10%
15%
20%
25%
30%
up to 500K 500K-2M 2M-5M 5M-20M 20M-100M 100M-1 bil+
12%
27%
24% 24%
11%
3%
by Turnover
No Companies
1 - 10 4026
11 - 50 2395
51 - 5000 876
No Companies
up to 500K 450
500K-2M 1062
2M-5M 944
5M-20M 939
20M-100M 415
100M-1 bil+ 98

8. ICAP PRESENTS
A BETTER WAY TO DEVELOP YOUR
EXPORTS
 Is it time to invest in data-driven tools to develop your exports ?

9. The #1 challenge: Cost effectively developing exports
9
I need to know which
markets to target for
growth
Data – driven marketing tools’ SolutionCustomer Needs
I need to know the
specific companies to
target in those markets
I need to know which
customers present the
best up-sell and cross-sell
opportunities
 Calculate industry and geographic penetration
to identify the best growth opportunities to
export
 Provide a geographic view of your potential
customer base to aid with territory planning
 Identify your best potential customers within
industries using custom filters and intuitive sort
functions
 Map best prospects
 Provide access to see additional locations for
cross-selling
 Deliver a view of up-sell opportunities
1
2
3

10. Data Analysis
Financial
Info
Business
Info
Macro
Industry Companies People
3600
Export
market
assessment
Intelligent decisions
Cost effectively
Mitigate risk
Data – driven marketing tools help you make intelligent decisions and
manage your cost and overall risk
10

11. Data –
driven
marketing
tools
Business
Development
Finance
Product
management
Procurement
Competitive
Intelligence
Legal
Marketing
Data-driven marketing tools give you the business information that makes it
easier for you to succeed in your export strategic plan
11
Evaluate your customers and
prospects and manage
financial risk
Enhance your product
position with industry and
competitor insight
Learn the financial stability of
your customers and negotiate
better contracts
Assess your markets
Generate leads and deliver a
compelling message
Understand corporate
relationships and manage
conflicts of interest
Stay on top of competition

12. Empower exports activities with data driven marketing tools
12
Big Data Market Environment Smart Data for Exports
Sales
Products
Competitors
Macro

13. THANK YOU