In this edition: Chiken meat: union, strategy and success – Ariel Esteban Schale – Elvio Baldinelli – Automec – Procórdoba – Financing of exports – Standard Bank Foundation – In warehouse exporter. The magazine of the Exportar Foundation brings notes of interest on national representatives, their talents and outstanding information exporters of Argentine companies have internationalized their products and services.

1. Chiken Meat
union, strategy and success
Ariel Esteban Schale
Elvio Baldinelli
Automec
ProCórdoba
Financing of exports
Standard Bank
Foundation
In warehouse
exporter
June 2011
Fundación ExportAr

2. Chiken Meat
union, strategy and success
Ariel Esteban Schale
Elvio Baldinelli
Automec
ProCórdoba
Financing of exports
Standard Bank
Foundation
In warehouse
exporter
June 2011
Fundación ExportAr
Argentinasculture
forexport

3. Since 2003, and as a consequence of a new development, pro-
duction and growth model for the country, Argentina’s exports
increased above 130% until 2010 at steady annual rates, ex-
cept for the year of the world crisis, which have always been
over 15% on an annual basis, even reaching 25 % in 2008.
Within this context, and with export amounts surpassing
24.000 billion dollars during the first quarter of the present
year, and a growth percentage of 25% for the same period
in 2010, our country is about to break a new record in world
sales.
In this framework Fundación ExportAr, the Export Promotion
Agency of Argentina’s Ministry of Foreign Affairs, International
Trade and Worship, following the strategic guidelines set forth
by the latter, actively works with Argentine companies in or-
der to help them to successfully trade their products in foreign
markets.
To achieve that, it has already been organized the participation
of Argentine companies in more than half a thousand interna-
tional fairs, including traditional markets such as Europe and
America, as well as non traditional markets like United Arab
Emirates, South Africa, or Ukraine, just to mention a few.
International fairs are one of the most efficient tools designed,
since they constitute a privileged spot in which to make contact
between exporters and potential clients. National companies
from a variety of sectors including food and beverages, agri-
cultural machinery, cosmetics, IT services, hospital equipment,
and music, among others, have already participated in these
activities.
At the same time, hundreds of Argentine and foreign compa-
nies have met at Business Rounds, which are promotion acti-
vities designed to invite potential buyers of Argentine exports
to come to our country, under carefully organized meetings
schedules, to have the opportunity to contact local companies
willing to satisfy their demand.
This tool, especially designed for SMEs, has enabled companies
from the publishing, dairy, construction, designer clothes, and
audiovisual services sector, among other industries, to access
the variety of advantages this new promotion tool offers.
The export groups program, which brings together manufac-
tures of complementary products or product lines to boost a
more dynamic insertion of products into international markets
by increasing the potential of the offer and cost reduction
within the export process, is jointly coordinated by Fundación
ExportAr and Standard Bank Foundation and was designed
to facilitate the access for SMEs into foreign markets. Also it
constitutes one of the more dynamic tools so far this year. Ex-
port groups are made up of 424 companies, and 8 more new
groups have already been formed in 2011, and by the end of
the year there will be 30 further new groups in addition to the
65 existing groups.
Sustainability of any export policy demands the design of a
culture of international trade based on a profound and wide
knowledge of the activity, among other pillars. In this respect,
training activities carried out by Fundación ExportAr outstand.
Many seminars have already been carried out throughout the
country, and this tries to constitute a cornerstone in the deve-
lopment of an aggressive export initiative.
Fundación ExportAr implements promotion strategies mutua-
lly agreed between provincial and municipal export promo-
tion agencies and organizations, as well as leading chambers
and institutions of the country, to become privileged partners
within a federal framework when it comes to bringing Argen-
tine products to the world.
The proper coordination between the different export promo-
tion actors of our country, by the dissemination of trade infor-
mation, actions coordination, and product positioning around
the world is a direct benefit for national companies.
Our mission is to add value to the Argentine exporter; our com-
mitment is to provide high quality support services that help to
boost the image and competitive development of Argentine
companies; our goal is to monitor the growing export process
along with more Argentine export companies into more inter-
national markets with more exported products and services.
FOREWORD
Juan Usandivaras

4. Carne Aviar: a strategy that introduced
Argentine chicken to the world
The numbers behind the phenomenon
Tres Arroyos, a model company
Argentine AutopartS show off in an out-
standing pavilion
Interview Juan Cantarella, AFAC
Interview Juan Cañellas, OMER
Automec, the market and the sector
Interview Diego Turco, Grupo Unesa
Resounding success of the Trade Mission
to Mexico
CONTENTS
Fundación ExportAr Newsletter
June 2011
STAFF
Administrative Board - President
Lic. Miguel Acevedo
Administrative Board -Secretary of
International Trade and
Economic Relations
Amb. Luis María Kreckler
Undersecretary of Internacional Trade
Amb. Ariel Esteban Schale
Executive Director
Lic. Juan Usandivaras
Manager
Dr. Héctor Lorenzo
Editorial and contents
Lic. Nilda Bordón
Lic. Verónica Scornik
Lic. Javier González Ojeda
Design
DG. Pablo Caruso
DG. Sebastián Feinsilber
DG. Daniel Higa
DG. Omar Baldo
tipography: Bree, © Type together
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7
10
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Complete or partial reproduction of the content and photographs herein is
permitted by mentioning the source: News, Fundación ExportAr Newsletter.
w w w . e x p o r t a r . o r g . a r
Ministerio de
Relaciones Exteriores,
Comercio Internacional y Culto

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Business opportunities in Mexico
We strengethened our relationship with the
Argenitne-Arab Chamber
Innovative agreement with the Standard
Bank Foundation
Results of the economic development model
in internacional trade: exports keep growing
and break a new historic high.
Amb. Ariel Esteban Schale
ExportAr is a great place to work
Interview Elvio Baldinelli
Interview Oscar Guardianelli, Agencia
ProCórdoba
A great opportunity for our companies
New regulations for in warehouse
exporters
Interview Gustavo Mingone, Regional
Customs Directorate of Córdoba
Seminar: ExportAr support services in Chaco
DOSSIER Financing of exports
Special Report Entre Ríos part 2
Fairs
LAAD 2011 LATIN AMERICA AERO &
DEFENSE 2011
FANCY FOOD 2011
Rounds
3rd International Business Round of
Machinery and Related Tools. EMAQH
2011
2nd International Business Round of
Food and Food Technology- FIAR 2011
3rd International Business Round of
Books 2011
4th International Business Round of
Security Products and Services 2011
International Business Round of Food
2011
Missions
Trade Mission MIPTV 2011
Colombia Fashion Medellín 2011
Training
Seminar “Horse export”
Seminar “First steps in exporting”
Calendars
Fairs
Rounds
Missions
Training

6. A Success Story: Roberto Domenech, president of CEPA
Chickenmeat:a strategy
that introducedArgentine
chickentotheworld
The systematic work of the Centre for Poultry Processing
Companies (CEPA) is a key factor in explaining the rapid
growth of chicken meat exports in recent years.
The Centre’s Strategic Plan meant that between 2003
and 2010 the sector was able to boost production by over
50%. Roberto Domenech, president of CEPA, discusses the
importance of this scaled production plan that gave the
Argentine poultry sector its competitive export profile.
A fully committed
entrepreneur
Roberto Domenech, current president of CEPA
(Centre for Poultry Processing Companies) first
became involved in industrial poultry farming in
Argentina in 1963. He was one of the creators of
the integration process in poultry farming, which
began in Argentina in 1976, and since 1983 he has
played an active role in company union activities. He
is Vice-president of COPAL (Coordinating Committee
of Food Products Industries) and sits on the Board
of Directors of the Argentine Industrial Union
(Unión Industrial Argentina, UIA). He is also Vice-
president of ALA (Latin American Poultry Farming
Association). He was Undersecretary of Agricultural
Policies and Foods of the National Secretariat of
Agriculture, Livestock, Fisheries and Foods. He gives
talks, conferences and presents projects in different
government, legislative and sector forums in the
country and around Latin America.
4 News

7. How do you explain the wide range of markets for
Argentine chicken today? What pattern did this
growth take?
Our strongest growth came after 2004. Markets had been
opening very slowly but then, and coinciding with the
Development Programme (2003-2010) we had launched
with an annual growth rate estimated at 10%, something
unforeseen happened: bird flu appeared in Thailand. At that
time, Thailand was the second largest world exporter of
chickens with 800,000 tonnes, so this presented us with a
great opportunity.
Most of Thailand’s buyers looked to the largest supplier, Brazil,
which could only partly satisfy demand. We had done several
campaigns to show that Argentina also produced chicken, and
a large number of clients appeared. So we suddenly had over
40 markets open to us, which made us an important player in
the world. Operators are basically the same everywhere; they
know each other and are in regular contact.
Today we have 66 markets (market being a destination to
which a minimum of four shipments are made a year), and
we sell to five continents. We supply whole chicken (all parts
of the bird), and flours made from processing the offal, the
feathers and the blood.
How do bird flu and Newcastle disease affect the
international trade in chicken meat?
Any country which trades internationally must be free of these
diseases. Reporting of both diseases is compulsory and export
markets close until the problem is solved, except for cooked
meat, which is a developing market. Thailand, for instance, is
still barred from exporting fresh chicken to countries that are
free of bird flu.
Was the strong growth in chicken meat exports
circumstantial or have there been changes in trade
policies?
When we launched the Strategic Plan in 2003, we were
producing 740,000 tonnes. In 2010, we concluded the cycle
with 1,750,000 tonnes. We foresee annual growth for the
second stage (2011-2017) of 6%.
To implement any project connected with poultry farming it
is essential to be competitive. Argentina has characteristics
that allow it to make a very safe and very healthy product,
a harmless product: it has good availability of primary raw
material, such as maize and soya, and a good climate. The
highest cost in exporting stems from the distance to the largest
consumer markets. However, when the country abandoned
the convertibility plan, we began to work on scale and on
capturing markets. Our costs were tremendously distorted
which made it impossible to sell abroad. Whatever we wanted
to sell was expensive, while imports were cheap. On exiting
the convertibility plan we became profitable and everything
fell into place. From then on we were presented with a series
of opportunities that brought scale to our production. In seven
years we more than doubled production because that scale
made us more competitive.
Over the period the equipment used in slaughterhouses
underwent great changes. The plants that used to kill between
5 or 6 thousand chickens per hour, today kill 12 thousand an
hour. There is more mechanization and chicken has become
less costly for the producer with better quality. The packaging
has improved, presentation too, and producers have begun to
charge more. Although quality means complying with a series
of product requirements, quality has to do with what the client
is willing to pay.
How has chicken from Argentina had to adapt to
capture different markets? What technological
changes have accompanied the process?
The Middle East, the largest market in the world, demands a
bird weighing from 700 to 1200 grams, and also whiter meat.
So the idea is to adapt the technology to be able to produce
two different types of chicken: on the one hand, the chicken
demanded by the eastern market and on the other, the
product consumed in our domestic market.
Chicken relies on good genetics, healthy conditions, good
feed and good handling. Those four variables are constantly
being reviewed or improved. The only thing that is imported
is genetics. There are five lines in the whole world which are
a combination of original breeds. They are hybrid chickens,
since from each breed the characteristics are taken that
are to be reproduced in the final product. The mixture of
different aptitudes or characteristics results in a capacity for
development that no particular bird has naturally.
In terms of food we no longer work only with soya bean and
maize combinations, which make up 90% of the formula
-63% maize and 27% soya complex- but what we do is work
on the level of granulometry (to what extent the maize or the
soya are ground, to what extent I make compressed feed and
grind it again). We do this because now a chicken is ready for
slaughter much earlier, so it eats much more when small and
produces more. Nowadays science and engineering are very
important in designing the equipment used.
Do you think that the world trend to healthy living
means that people are eating more chicken rather
than red meats?
I think so. Chicken is well received by the consumer. It has a
series of very big advantages: its temperature range: it can be
eaten fresh off the grill or cold; it has no religious restrictions
and is highly digestible. We’re convinced that the positive
attitudes of customers, the product and its price in domestic
and international markets are contributing to growth in
production.
The private and public sectors are working together
on opening new markets for national poultry
products. What projections do you have for South
Korea and India, for instance?
South Korea is a potential market with which Argentina is on
good terms today, because it is supporting, training people and
transmitting experience, especially on the subject of foot and
mouth disease.
Meanwhile, we have spent the last two years working to open
the market for red and white meats. Korea is a very demanding
country in this regard and there are a series of nine steps to be
taken, and we’re in the process of completing number six.
As regards India we are dealing with two issues: on one hand,
market research. We’re familiarising ourselves with the country,
although we realise that most of the population are vegetarian.
On the other hand, Argentina and the MERCOSUR are working
5News

8. 6 News
on starting a Free Trade Agreement, analysing the possibility
of obtaining the sanitary certificate at least. However, India
has tariffs which make exporting prohibitive. Brazil is also
working on this and is providing us with relevant information.
Unfortunately, there are many snags to this market so although
we can’t afford to ignore it, our energies are focusing on
markets where we have better access.
Let’s say that both are possible markets but there are many
points to consider.
CEPA has 40 associated companies, what are their
goals for 2012?
Their goals are in line with the Strategic Plan. Unfortunately,
in this first quarter we haven’t received the expected response
in the international market because of falling demand from
Europe. It’s a deciding factor in terms of cutting the chicken
because it’s vital for us to sell the breast first and only then the
rest of the bird.
We need to watch very carefully the progress of negotiations
on the Free Trade Agreement between Europe and Mercosur.
It would be important for us in time to gain a space in this
market because Europe is the largest consumer of breast. By
selling breast in Europe you can then sell deboned chicken leg
and thigh in Japan, for example, and then the wings.
During Argentina’s Bicentenary we received further financial
assistance with the loans received, which covered all our
investment requirements for 2011. Besides, between the
second half of this year and the first of next we’re going to
equip at least three plants to “adapt” chicken to the needs of
the Middle East (from 700 to 1200 grs). That opens up a very
great horizon.

9. 7News
Thenumbers
behind the
phenomenon
Asian imports of poultry meat, pieces and waste products move over 3 million tonnes, a
year representing, on average, 40% of the world market. In 2009 imports totalled 4.918
billion dollars.*
The largest importer of chicken meat, pieces and by-products is China together with Hong
Kong, followed by Saudi Arabia and Japan.
Source: Own data based on COMTRADE figures
*This analysis does not include Russian imports within Asian imports, since although a large part of the country
lies within that continent, its main urban centres are in Europe and there are insufficient statistics to discriminate
consumption in European Russia from that in Asian Russia.
Source: Own data based on COMTRADE figures

10. 8 News
Source: Own data based on COMTRADE figures
Globally, Asia’s main supplier is Brazil, covering on average 52% of imports.
It is followed in importance as supplier by the United States, with an average
28% share for the period 2005-2009. Argentina’s largest market share was
obtained in 2008 with 6.5%, but taking the period as a whole average share
was 3.7%.
In Argentina in particular, we can see that exports of chicken meat have
grown steadily over recent years. In the period 2005-2010, exports rose 243%
in value and 124% in volume. This increase in tonnes sold abroad has been
maintained with an annual increase in exports of around 14%.
Source: Own data based on COMTRADE figures

11. 9News
Germany
Angola
Netherlands Antilles
Saudi Arabia
Aruba
Bahrain
Belgium
Benin
Brazil
Cape Verde
Chile
China
Cyprus
Congo
Cuba
Egypt
United Arab Emirates
Spain
France
Gabon
Gambia
Georgia
Ghana
Grece
Guadeloupe
Guinea
Equatorial Guinea
Netherlands
Hong Kong
Ireland
Comoros Islands
Mayotte
Reunion
Italy
Japan
Kenia
Kuwait
Liberia
Lituania
Martinica
Mauritania
Mexico
Namibia
New Caledonia
New Guinea
Oman
Pakistan
Peru
French Polynesia
Poland
Portugal
Qatar
United Kingdom
Czech Republic
Russia
Serbia
Singapore
South Africa
Sweden
Switzerland
Togo
Turkey
Uruguay
Venezuela
Vietnam
Yemen
Today we export poultry meat to 66 countries.
The sale of Argentine poultry products to Asia accounts for a third of our total
sales.
The principal countries to which Argentina regularly exports poultry products
are: China, Hong Kong, Vietnam, Saudi Arabia, Singapore, Philippines, Iraq,
United Arab Emirates and Kuwait.
The leading product sold is fresh meat. This classification covers sales of whole
chicken as well as its various parts. The leading countries that buy this kind of
products from Argentina are Saudi Arabia, Singapore, Iraq, United Arab Emir-
ates and Kuwait. Orders from these countries are mostly based on the sale of
whole chicken, of a smaller size than usual in Argentina, and with Halal certifi-
cation**.
Sales to both China and Hong Kong are of poultry by-products, mainly the feet
(29,828 tn and 9,608 tn exported in 2010 for China and Hong Kong respective-
ly) and to a lesser extent, chicken wings (9,280 tn for China and 493 tn for HK).
Although, as mentioned above, sales to Singapore mainly comprise fresh meat,
sales of chicken wings are considerable (988 tonnes in 2010).
Exports to Vietnam and Philippines are principally of animal flours.
Besides the current destinations and promotional activities designed to secure
greater presence of the Argentine product on Asian supermarket shelves, joint
work is now being done between the private sector and the public sector to
open new markets for national poultry products.
This is the case of South Korea, where talks are at an advanced stage and a
request is being made to India to open its market.
** Halal Certification is the tool with which the Halal Institute guarantees that products and services
for Muslims comply with the demands of Islamic law and are therefore fit for consumption, both in
Spain, the EU and the countries of Muslim majority.

12. 10 News
A success story
TresArroyos,
a model company
One of the most booming companies in the poultry sector
is Granja Tres Arroyos S.A. It has over 7 decades of history in
the market and it shows its desire to continue conquering
international markets day after day. The adventure started
in 1935, when Gaspar De Grazia arrived in Argentina with
the hope of prospering and with an unshakeable pioneering
soul. As all beginnings, it was a hard one, but Gaspar never
grumbled about this and laid the foundations of what
today is a leading, strong exporting company. Did Mr.
Gaspar imagine, when going around the streets of Buenos
Aires selling chicken, that one day his company would
be selling to countries from Asia, Africa and the European
Union? We don’t know, but that’s the reality today, Fiorella
De Grazzia, Gaspar’s granddaughter and director of the
International Division of the firm, told us proudly. The
company today has the collaboration of over 3,500 people
hired directly, “making up the best prepared team to do
poultry farming in Argentina”. Fiorella has obtained her
undergraduate International trade degree and her MBA
from Universidad Torcuato di Tella. Her father, Joaquín, is
the CEO of the company.

13. 11News
When did you start exporting?
The first export of frozen chicken was made in 1978, in a
bulk carrier to the Middle East, but then the exports were put
off until 1994. Precisely as of that year, the company started
selling chicken feet in Hong Kong and timidly some contain-
ers with chicken breasts to Europe. In 1995 we exported only
to 5 destinations and today there are almost 70 countries
importing our products.
How was the path to conquer international
markets?
Tres Arroyos has taken an active part in many food fairs since
the 90s, both national as well as international, and in many of
them, especially in the last few years, with the cooperation of
Fundación ExportAr. The fairs have allowed us to get in con-
tact and form a relationship with buyers from all around the
globe. That was the beginning, but we’ve also been involved
in business rounds and trade missions. These experiences are
very useful to cultivate the loyalty of foreign customers and to
develop new markets.
Do you currently take an active part in
International Fairs? What do you think of them as a
tool to conquer new markets?
Yes, we are very active in this type of events; we mainly go to
Anuga, Sial, and Gulf Food Dubai, among others. They repre-
sent an essential tool to capture new customers and develop
new markets. They are also important since they mean an
annual encounter with our current customers.
To what do you attribute the growth of poultry
meat exports?
The growth started after 2002, when Argentina began being
competitive in the poultry production, mainly as a result of
the new exchange rate. At the same time, there was a great
increase in meat consumption in emerging countries such
as China and many African countries. When the economy
of these countries improved, the first consumption where
growth was observed was that of poultry meat, since it was
the most affordable one and does not have religious barriers.
Many African countries practice the Muslim religion, which
does not allow the consumption of pork, for instance.
What are the main destinations of your exports?
Countries of the Middle East are great consumers of poultry,
after that comes the European Union, as a bloc.
We hear a lot about the potential of the Asian
market. What is your opinion?
From our company, we see that Asian countries such as
China, Singapore and Japan are increasing their purchase
volume and demand more and more production. We’ve been
exporting chicken feet to China for many years, but now we
see that they also have a need to consume more valuable
products.
What obstacles do you encounter today to increase
your exports?
It would be necessary to improve the port infrastructure,
with more ports in the interior of the country able to handle
refrigerated cargo with enough draft for the entrance of
container ships. Also, from CEPA (Center for Poultry Process-
ing Companies), our chamber, we are making great efforts,
together with official bodies in order to open new markets in
destinations that today are closed for different reasons, and
also in the negotiation of import quota of Argentine poultry,
among others.
You mentioned earlier that you have worked with
Fundación ExportAr. How was the experience?
Every time we’ve worked with Fundación ExportAr we’ve
had excellent experiences. The effort of the staff participat-
ing actively in the previous organization and during the fair
is ideal. Thanks to this contribution, we’ve had the chance to
attend the most remote fairs that allow us to reach different
market niches.
What are the company goals for 2011?
Last January we inaugurated a new slaughter plant in Pilar,
Province of Buenos Aires and we are about to finish installing
machinery to inaugurate another plant in Entre Ríos dedicated
to egg incubation. The objective is to keep growing and sup-
ply both the domestic and external markets with best-quality
products.

14. 12 News
The International Trade Fair of Autoparts, Equipments and
Services was held in the traditional Parque Anhembi of Sao
Paulo.
Since the autoparts industry grew at the same time the
automobile industry did, the organizer of this event decided
to invest in an exclusive fair for this market, so that is how
AUTOMEC emerged from the International Automobile Show
and reached its 10th edition, showing all the power and
strength of the automobile industry. Organized every two
years, AUTOMEC keeps registering high volumes of business
transactions, becoming the main window shell of the industry
in Latin America.
The first AUTOMEC edition was held in November 1993, at
the Exposition Pavilion of Anhembi. In that occasion, the Fair
gathered 401 exhibitors, out of which 120 were foreign and
hosted 53,000 visitors/ buyers from 48 countries.
In the previous edition, in 2099, it gathered 968 exhibitors
-542 nationals and 426 foreigners-. It hosted 62,314 visitors/
buyers, and thirty countries were represented, among which
the pavilions of Argentina, France, Uruguay, Spain, China,
Italy, Singapore and Taiwan were outstanding.
Throughout years, this fair helps the development and
growth of the automobile industry and has become, beyond
doubt, the main fair of the autoparts industry. The evolution
of this industry in the past years can be proved through the
launching of technological innovations. The increase in the
number of visitors and exhibitors, between nationals and
foreigners, proves that the decision made in 1993 was the
right one.
According to Hércules Ricco, event Director, “Brazilians are
passionate about cars; actually, they are passionate about
Automec 2011
Argentineautoparts
show off in an outstanding
pavilion
Sao Paulo, Brasil
12 - 16 April
Autoparts, equipments and services

15. 13News
parts and details. And that is why AUTOMEC is attractive
to the public. The fair offers product releases that promise
to change the automobile chain, with news for autoparts,
services and equipments”.
This fair is supported by the main entities of the Brazilian
autoparts sector, such as SINDIPEÇAS (Brazilian national
union of parts industry for automobiles), ABRIVE (Brazilian
association of independent automobile repairmen), ANDAP
(Brazilian national association of autoparts distributors), SICAP
(Union of wholesale parts and accessories for automobiles
from Sao Paulo state), SINCOPEÇAS (Union of retail parts and
accessories for automobiles from Sao Paulo state).
Edition 2011
This year’s edition welcomed international representations
from other countries besides Argentina; there were also the
international pavilions from Italy, Spain, Germany, Uruguay,
China and Taiwan.
According to the survey carried out by the organizer,
exhibitors from 30 countries participated in this edition and
97,000 visitors from over than 60 countries have attended the
fair.
Argentine Participation
Fundación ExportAr has been participating in this fair since
1997 and, in this occasion 27 Argentine companies were
present in the Argentine Pavilion over a surface of 400 m2.
Likewise, the Argentine Pavilion due to the important
industrial offer displayed attracted the attention of many
visitors, not only local ones but also from Algeria, United Arab
Emirates, Chile, Venezuela, Bolivia, Peru, the USA and India
among others.
The Argentine space was outstanding not only because of its
size but also for its artisan design, divided into three stands
for companies from the province of Buenos Aires, Córdoba
and Santa Fe.
According to surveys carried out, companies told that they
made 1480 contacts, which generate the possibility to make
transactions for 9.4 billion USD as a consequence of their
participation. In addition, 12 out 27 of the companies have
managed to export USD 750,000 during the fair.
Argentine companies and entities:
ABERALDO PONGOLINI SRL
ALTISSIMO - OMER
AUTOPARTES JULIO O. BUZETTI
BASSO SA
BELT TENSIONER PULLEY S R L
CARPLA
COMPONENTES ESPECIALES DIESEL SA
ELECTROMECÁNICA VIC SA
ETMA SA
FAPERSA I.C.S.A
FAROS AUSILI
FRA S.C.
FREMEC SA
INDUSTRIAS METALÚRGICAS FKC SRL
JAIME SERRAT E HIJO SRL
JUNTAS ILLINOIS
LIFTGATE
PROCORDOBA
PROV. BS. AS. SUBSECRETARÍA DE RELACIONES EC. INT.
PROVINCIA DE SANTA FE - MINISTERIO DE LA PRODUCCIÓN
RAFAELA MOTORES SA
RICAMBI AUTO SPORT SRL
SISCAP ACCESORIOS 4X4
TOVLENT SA - RETOV
VESPOLI SRL
VMG SA

16. 14 News
Juan Cantarella, General Manager of the Asociación de Fábri-
cas Argentinas de Componentes (AFAC), carried out a detailed
analysis of the current situation of the sector and outlined a very
promising outlook for the future. He highlighted that in 2010 ex-
ports of autoparts increased 26% and pointed out that while 15
years ago our products reached a hundred countries, nowadays,
we are exporting to 146, which represents an increase of 46%.
His opinion is below.
“Autopart exports, which during 2009 had decreased 24.6% in
relation to 2008 as a consequence of the world crisis, recovered
strongly with an increase of 26% in 2010, reaching 2.422 billion
dollars. To understand the magnitude of this figure, it’s worth
remembering that last year, comparatively, the exports of meat
reached 1.7 billion and those of wine 741 million”, said Cantar-
ella.
According to the analysis of exports for 2010, from AFAC, the
following items can be highlighted in relation to the involvement
of destination countries:
- Brazil’s share with 1.576 billion dollars within the whole sector,
(increased over seven percentage points in 2009 and continued
with a share increase of over one point in total exports in 2010),
currently explains almost two thirds of the exports of autoparts.
Among the main exported products, the highlighted ones are
gearboxes (485 million dollars), engine components (160 mil-
lion), bodyworks and parts (147 million) and tires (145 million),
among others.
- The US continued to be the second main destination of exports
of autoparts. Tires (35 million dollars), engine components (19
million), internal equipment (11 million) and shock absorber sys-
tems (9 million) were sold to that country, among other products.
- Exports to Mexico constituted the third main destination of
auto component exports. Almost half of the exports were
gearboxes (55 million dollars), followed by engine components
(almost 9 million) and components of shock absorbers (almost 5
million), among others.
Strong recovery
and a promising
future
-Chile came to be the fourth destination (it had been the fifth),
with exports of USD 87 million in 2010. Gearboxes (31 million
dollars), electric equipment (9 million) and engine components (7
million) were sold to the neighboring country, among the main
items.
Shipments to Venezuela occupied the fifth destination of
autoparts exports with 86 million dollars. We mainly exported
gearbox with their parts (29 million dollars), bodyworks and their
parts (15 million), engine components (11 million) and internal
equipment (7 million) among other components. The exports to
Uruguay reached 53 million.
On the other hand, autoparts exports to Spain reached 63 mil-
lion dollars, and to France 35 million, these two being the main
destinations in Europe.
“It is also remarkable that 15 years ago Argentina was export-
ing autoparts to a hundred countries, but we now reach 146
international destinations to which we send autoparts manufac-
tured in the country, which shows significant qualitative improve-
ment”, pointed out Juan Cantarella.
“It’s worth pointing out that there is a group of national capital
autoparts makers in the National Capital city that for many years
has been actively involved in fairs and local and international
exhibitions. Around 30 Argentine companies participated in
Automec (the most important fair), most of them SMEs, provid-
ing that 65% of exports are aimed at that market. This group of
companies feels the support of Fundación ExportAr, which has
become a facilitator of the participation of these initiatives. It
has managed to successfully coordinate efforts that were being
carried out in an isolated way, generating greater effectiveness
in developed actions”, stated the executive director of AFAC at
the end.
Interview | Juan Cantarella, Association of Argentine Autoparts Manufacturers (AFAC)

17. 15News
One of the Argentine companies that participated in Automec
Sao Paulo with great success was “Altissimo S.A.” owner of
the brand “OMER”, which manufactures propellers for fans
and electro fans. The company, headquartered in San Martin,
Buenos Aires, was founded in 1954 by its current president,
Mariano Bitocchi.
“The fair allowed us to strengthen the commercial bonds that
we have with Brazilian buyers. Our goal is to consolidate our
positioning in that country and the event resulted useful for
that project”, said Juan Cañellas, General Manager of the
firm.
Cañellas, son-in-law of the founder, highlighted the family
spirit of the firm, which has set as a main goal to position
their products in all the Latin American market. That’s why,
besides having participated in International Fairs for over
11 years, they also plan commercial trips ad hoc. “We will
visit Chile, Paraguay, Uruguay, Peru, Ecuador, Colombia and
Venezuela, during this year, where we also have customers
and our intention is to keep positioning ourselves as the
only alternative brand to the original equipment. The idea
for this year is to participate in a Fair in Mexico and take the
opportunity to visit our customers and potential future buyers
in that country”, revealed Cañellas.
“It was the sixth time we had been to Automec Sao Paulo and
the result was very positive. We have met over 80 important
contacts. I should highlight the help that ExportAr gave us
at all times. The Foundation’s work is vital for us and there
is evidence of that: we have participated in 29 International
Fairs and in 25 of them we have gone with ExportAr. That
is to say, we work jointly in order to reinforce and conquer
international markets”, assured the Business Manager.
“The permanent planning of production of new items is
reflected in the more than 360 models of fan propellers and
160 models of electro fans, applicable to different types
of vehicles, automobiles, trucks, tractors, forklifts, power
generators, road machines, etc. which places us as the world
leaders in the industry”, he added.
“Some of our customers are leading companies in the
automotive market such as Renault, Peugeot Citroen
Argentina, Petrak S.A, Intl. Engines South America S.A.
(Argentina-Brasilera), Motores Cummins (Argentina –
Brasilera) and Agco SA, among others”, said Cañellas.
“Investment, aimed at improving quality permanently, allows
us to manufacture all types of patterns and injection molds,
for which we have cutting-edge technology, like CNC, EDM,
3D Digitalizer and 9 injection molding machines with capacity
up to 2 kg. Furthermore, our company is working under the
Quality Management System ISO 9001-2000, permanently
implementing controls that assure the approval of the
products”, the businessman declared at the end.
We have consolidated our
position in Brazil
Interview | Juan Cañellas, OMER

18. 16 News
The market
Brazil is a country with a vast territory of 8.5 million km2. It shares boundaries with 10 countries in the region, and has a
population of nearly 200 million inhabitants.
Nevertheless, Brazil’s relevance is not only due to its territorial surface and population but due to the economic relevance
it has gained in the region and the world as well. Brazil has become a highly competitive and dynamic consolidated
economy in which services concentrate 67.5 % of its GDP, followed by the industry with 26.4%. In this regard, Brazil has
consolidated as the first Latin American economy, the second one in the continent, behind the USA, and the seventh in
the world.
As regards international trade, in 2010 the exchange reached 387 billion dollars, out of which 199.7 million dollars were
consignments abroad, with China, the US and Argentina being the most important destinations. On the other hand,
imports in 2010, increased to 188 billion dollars, with the US, China and Argentina as the main suppliers.
As regards bilateral trade with our country, it is important to highlight that Brazil is the principal destination of Argentine
exports with consignments in 2010 for 14 billion dollars, with manufactures of industrial origin representing 69.2 % of
the total exports. Among the main export products mention should also be made of automobiles and autoparts con-
signments for 6.300 million dollars; chemicals 1.011 million dollars; fuels 970 million dollars; grains 991 million dollars;
electrical machinery and appliances 767 million dollars. The five main export products represented a 70.1% share of the
total exports.
Automec 2011

19. 17News
The sector
Argentina has long experience in producing and exporting automobile and autoparts that continues to date. This
tradition is not the only distinctive mark of the automobile- autoparts production, mention should also be made
of the high quality finish of products and highly qualified work force employed, which makes this industry very
competitive in international markets with high quality standard levels. These factors have enabled Argentina to be
recognized as a supplier for the most important automobile trademarks.
As regards exports, the automobile-autoparts industry has become the main industrial exports sector, with a 33.6%
share in the total amount of industrial manufactures exports. Out of the total exports of this industry, the autoparts
industry contributes over a 30% share. The abovementioned has allowed this industry to consolidate as the second
total industrial export complex behind oilseeds crops.
The autoparts sector is made up of 10 auto terminals and 400 manufacturers (mostly in the provinces of Buenos
Aires, Córdoba, Santa Fe, San Juan, San Luis, Tierra del Fuego and Tucumán). Production and exports levels reached
has led the sector to employ directly 58,000 workers and indirectly 200,000, so becoming one of the main employ-
ers in the industrial sector.
The great dynamism of the sector is due to the fast recovery from the crisis of 2001/2002 and the world crisis at
the end of 2008. In this respect, since the 2002 crisis, this sector has grown 350%. This evolution increased the Ar-
gentine share of world production reaching 1% of the same. So in 2010 exports reached 8.092 billion dollars and
autoparts contribute with figures above 2.500 billion dollars.
Among the reasons for export growth there is an outstanding increase of consignments to Brazil –which represent
78.3% of total shipments- and those sent to Mexico, Chile and Uruguay. Automobile and autoparts exports repre-
sent 11.8% of the total amount of exports from our country.

20. 18 News
Grupo Unesa: working
together for growth
He has been a member of the Program of Export Groups of the
Foundation ExportAr and Standard Bank for 10 years
Interview | Diego Turco

21. 19News
It is very important to become internationalized in Latin
America, in a highly competitive market, in which the quality
of European products predominates with prices of China
and India. Today we sell in Chile, Colombia, Peru, Uruguay,
and Ecuador and to Central America and Mexico in smaller
amounts.
Then you can list the activities that are based on the spirit
of pulling together. Today, the group does not only think of
exporting, but we also jointly solve issues to complement
production in order to improve quality and innovation, to look
for new areas and representatives in Argentina; to exchange
working experiences to solve conflicts or improvements in
this field, in the import of supplies to add value; common
purchases, etc.
What are the goals for 2011?
Every year we establish a Travel Plan with a budget made
up of a flat fee, extraordinary contributions and the
advantage trips with special offers. The idea is to always
keep consolidating the existing market and reaching new
destinations.
What kind of support do you have?
We take advantage of everything we can: in the trips, the
PROCOR agenda, and in ExportAr in setting the agendas
together. We still participate in the meetings of associative
groups promoted by Fundación ExportAr and Standard Bank
to be updated in all topics. Between 2006 and 2007 we had
economic support, but we are still within the framework
for the exchange of experiences. We have developed an
assistance program with the Cámara de Metalúrgicos de
Rafaela y ADIMRA (Mettalurgical Chamber). We are working
on an associative PACC program for the incorporation of
machinery and technology and performing a diagnose
program for management of innovation promoted by UIA and
the Centro Comercial Industrial Rafaela.
Do you participate in International Fairs?
We don’t participate in so many fairs, we prefer business trips
and looking for representatives. We perform prior market
research, adjust the agenda and we travel individually or
taking advantage of some promoted event.
What do you need to keep growing?
There are many aspects that could help improve associative
competitiveness, managing groups to have adherent
members. The companies with fewer expectations that can
add their products to our portfolio mean a great advantage,
because in the consolidation there is value rescued by
suppliers. Fostering differential rate financing for groups
would be a good incentive. Even though we could be a little
bit more critical in some aspects, we are very optimistic and
we have always cooperated in the promotion of new tools, a
commitment that we still have.
It is essential to keep with the trip programs and missions in
order to promote groups, and we have been doing that pretty
well. Current promotion tools, as well as others, must find
in business chambers and municipalities dissemination and
implementation teams in order to obtain more benefits and
make them more massive.
In a few months, the Group UNESA will be
10 years old. It is one of the first consortiums
of exporters in the country, made up of
companies that manufacture different lines
of tools, machines and equipment for the
industry, the hardware and the construction
sectors. They are companies located in San
Francisco, Córdoba, in the hub of the humid
pampas that rescue these shared values.
Members of the group are companies 15 to
50 years old in this activity of the market,
being, in some cases, conducted by the second
generation. Diego Turco, responsible for the
company JIT that manufactures pneumatic
grease pumps, and as a member of the group,
has told us all the details related to the history
and activities of UNESA.
When was the Group born?
In May 2002, and with the expectation of a new country,
with an exchange rate that was improving competitiveness,
those of us who had experience in international trade but
had not yet consolidated ourselves, got together and due to
common interests, decided to make a commitment to make
up a group.
Who are the members?
We are 6 companies: TEYBO (construction machinery);
HEDU (grinders and hydraulic presses); DELBRE (woodwork
machinery); JIT (lubrication tools); EJP (hand tools);
METALMED (walrus and tools). All of them have between 5 to
15 operators, and commercialize an integral portfolio of 100
hardware products.
Why did you decide to form the group?
Because we wanted to find a way out of the crisis and
thought that there were different conditions; we worked a
lot on the idea of the companies having similar characteristics
and the same enthusiasm to reach a common goal.
Whataretheachievementsyouhave obtainedsofar?
The whole path has positive experiences, each stage has
taught us something. At the beginning we organized
ourselves according to the knowledge of every member, and
then we thought it was important to have a manager that
would carry out our aspirations and we hired a company
to coordinate that. With time, the evolution led us to hire
a manager under an employment agreement; also it led us
to have an office, a warehouse and to start working as a
company.
Being able to export and consolidate our group under law
26.005 was one of our biggest achievements, especially
obtaining operatively an internal combination of products,
exporting as an only provider and charging currencies
individually to every member. Removing the tax intermediation
made us more competitive, it took as a long time but it’s one
of the big achievements.

22. 20 News
Resounding success
of the Trade Mission
to Mexico
The privileged nature of the relationship with Mexico was
expressed in the 2007 Strategic Association Agreement with
the aim of strengthening and intensifying trade links on the
basis of reciprocity, common interest and complementarity.
Global bilateral trade between both countries rose threefold
between 2003 and 2010, from 1 to more than 3 billion
dollars, the historical maximum negotiated to date, but there
is still enormous potential to develop.
“Argentina and Mexico work together on the strategic nature
of the relation. We’ve made remarkable progress since we
took on the challenge of developing the enormous potential
in the relationship between two dynamic economies,” said
Kreckler after meeting the Mexican Economy Minister, Bruno
Ferrari.
“We need to begin joint work to boost the flow of trade that
our economies are in a position to produce and consume,
seeking new forms of complementarity and production
integration that will allow a more balanced and equally
beneficial trade for the parties,” said the Secretary.
Argentine exports to Mexico rose from 800 million dollars in
2003 to over 1.2 billion in 2010, with a maximum sales peak
of 1.5 billion in 2006.
“In 2010 we proved that we can not only recover but also
build on the amounts traded prior to the world crisis. We’re
designing a strategy in the framework of the Strategic
Association Agreement for bilateral trade to reach 8 billion
over the next five years,” added Kreckler.
Five products make up 52% of our exports to Mexico:
commercial transport vehicles (USD 300 million); aeroplanes
(almost USD 200 million); gear boxes for cars (USD 75
million); silver ore (USD 46 million) and liquid propane (USD
43 million).
In terms of investments, Mexico has gained in importance
A trade mission to Mexico of almost 200 Argentine entrepreneurs
achieved its objective: to lay the bases to increase exports and bring more
investment to the country. To get an idea of the magnitude of this trip, it is
worth reviewing the words of Ambassador Luis María Kreckler, Secretary
of Trade and International Economic Relations in the Argentine Foreign
Ministry: “It was the most important trade and investment mission in
recent years”.
Missions | Trade Mission to Mexico

23. 21News
as an investor in Argentina, occupying the 14th position
among foreign investors, with a stock of USD 1.4 billion
in 2009, concentrated in the communications, food,
beverages and tobacco sectors.
“The Argentine Foreign Ministry has presented an
investment portfolio with projects exceeding 5 billion
dollars,” explained Kreckler.
It is vital to proceed to coordinate efforts to stimulate
corporate relations, helping to identify new business and
investment opportunities, production complementarity and
alliances to tackle production platforms that will allow us
to supply third markets.
The intensity of the bilateral relationship and the common
ground between both governments were apparent in
this new visit by a large delegation of public officials and
business people, perhaps the largest and most important
by an Argentine delegation to Mexico.
Naturally, a relationship with this degree of intensity should
have a high level forum to discuss pending issues of shared
interest.
Questions of access to markets were part of the agenda
dealt with by Secretary Kreckler with Mexico’s Economy
Minister.
“The trade agreements in force are basically industrial,
with few agricultural and agroindustrial products. As we
advance in the process of trade liberalization it becomes
more complex to strengthen the Bilateral Economic
Complementation Agreement,” said Kreckler.
The dynamism of complementation forces us to think of
the need to study the incorporation of agricultural sectors
by Mexico and industrial ones by Argentina for which it will
be necessary to consider intensifying trade in certain products
individualized by the governments and with initiatives jointly
proposed by the private sectors of both countries for the
consideration of their governments.
In that regard, steel quotas, government purchases and the
entry of Argentine wines were part of the agenda presented
by Argentina.
As part of the efforts made to open the Mexican market for
different vegetable and animal products, a meeting was held
between the sanitary services of both countries, in order to
decide upon a work programme.
The trade mission included representatives of Renault, Toyota,
General Motors, Ford, Volkswagen and the Association of
Automobile Factories (ADEFA). Besides representatives from
the car sector, Miguel Acevedo and Luis Betnaza travelled in
representation of the industrialists and the vice-president of
the Argentine Chamber of Trade (CAC), Eduardo Eurnekian.
The UIA and the CAC signed cooperation agreements with
their Mexican counterparts.

24. 22 News
Business
opportunities
in Mexico
The Federal Republic of Mexico is in North America and it is
a country of superlatives: it is the fifteenth largest territory in
the world, a market of more than 112 million people (which
makes it the 11th largest population), while in the field of
economics it is the thirteenth largest economy and the second
in Ibero-America, with a GDP of 1.004 billion dollars in 2010.
Its political and economic importance have made it one of the
main recipients of foreign investment in Latin America, and
one of the most influential voices from the region in different
world forums.
The current Mexican economic scenario is the result of a long
process of reforms started during the 1980s, the result of
international circumstances and changes to the development
model, which was no longer providing the desired benefits.
With this change of policy, it has undertaken an ambitious
programme of economic internationalization that includes
various agreements on trade and tariff preferences. These
agreements created an export platform that made access to
large foreign markets easier for Mexican products, particularly
its industrial products. It should be pointed out that Mexico
belongs to the World Trade Organization (WTO) and
therefore has legislation on safeguards, compensations and
antidumping measures compatible with international norms.
As regards its economic structure, services are the
predominant sector in national GDP, accounting for 62.5%,
while industry and agriculture have shares of 33.3% and
4.2%, respectively. The main Mexican industries are those
based on foods and beverages, tobacco, chemical products,
iron and steel, oil, mining, textiles, clothing, automobiles and
tourism.
As regard trade relations, Mexican exports rose to a total
of 297.713 billion dollars in 2010, and its principal trading
partners were the United States (taking 80.5% of its total
sales), Canada and Germany. Likewise, imports in the same
year rose to a total of 300.738 million dollars, with the
United States again as main supplier (the origin of 48% of
purchases), followed by China and Japan.
Trade relations between Argentina and Mexico have
experienced rapid growth over the last ten years. Total trade
(exports plus imports) between both countries has grown
The Federal Republic of Mexico is currently the second largest economy
in Latin America after Brazil, and the fourth in the continent. After the
1994 economic crisis it returned to growth, allowing the majority of
its population to increase their consumption capacity. Mexico’s large
domestic market makes it an attractive opportunity for Argentine
exporters.

25. 23News
229% since 2001, reaching nearly 3.036 billion dollars in
2010. The trade balance returned a surplus for our country
in the period 2001-2007, but the strong growth in imports
of the last three years has resulted in a large deficit for
Argentina, reaching a record USD -598 million in 2010.
National exports to this country recovered strongly in
2010 to reach USD 1.219 billion, up almost 30.8%. It is
worth pointing out that in 2009, due to the effects of
the global crisis, our sales to Mexico shrank by 30.2%.
Mexico is currently the 15th national destination for
exports and the sixth in Latin America, after Brazil, Chile,
Uruguay, Venezuela and Colombia. In 2010 sales to Mexico
accounted for 1.8% of Argentina’s total exports.
Our country is 23rd in the list of Mexican suppliers with
a share of 0.37% of total purchases from the country.
However, if we look solely at Mexico’s purchases from our
region, Argentina is in fourth place in importance in Latin
America, after Brazil, Chile and Costa Rica.
Concerning the composition of sales from our country to
Mexico, in the last ten years there has been a noticeable
trend towards Manufactures of Industrial Origin. In the last
year of the study, they represented 75% of sales, followed
by Manufactures of Agricultural Origin, which accounted
for only 14%. The predominant sector during the period
analyzed was terrestrial transport material; in 2010, the
sector accounted for 35.4% of sales, with almost 432
million dollars. However, sales by this subsector were made
up of 72% of vehicles for transporting goods, 22.8% of
spare parts and accessories, and 5.1% of automobiles.
There are also other significant export sectors that can be
grouped together in what could be called the auto parts
sector: machinery and apparatus, electrical material, including
sales of important products such as internal combustion
engines and pumps, and rubbers and their manufactures,
including tyres. All together, exports to Mexico by the auto
parts sector thus exceeded USD 171 million.
Chemical products were another sector reporting strong
performance in national sales, reaching 111 million dollars,
with five-year (2006-2010) growth of 51.3%. The most
significant sectors in this area are perfumery and cosmetic
products that account for 41% of sales, and pharmaceutical
products, with 28%.
Trade promotion activities of Fundación
ExportAr in Mexico in 2011:
International Fairs:
Expo-Antad
(Food and beverages)
Guadalajara,
9-11 March
Guadalajara Book Fair
26 November - 4 December
Argentine exports to Mexico disaggreated by Big Sectors. Year 2010
Source: own data based on ARGEXIM
4,8% Fuels and energy 6,6% Primary products
13,9% Manufactures of
agricultural origin
74,6% Manufactures
of industrial origin

26. 24 News
Fundación ExportAr signed a new agreement in the last few
days. This time and following the strategy set by the Ministry of
Foreign Affairs, they inaugurated a relationship that reinforces
our connection with the CCAA even stronger, a friendly entity
with which we hope to jointly make multiple actions. The main
objective of the agreement is to reinforce relationships between
the two bodies and foster economic, commercial and business
cooperation. There will also be focus on business connections and
on developing new forms of collaboration aimed at the economic
development of Argentina and countries of the Arab world.
The first item of the agreement establishes that both parties
are bound to take as many necessary actions within the
framework of their competences, in order to foster the economic
and commercial exchanges between Argentina and Arab
countries. For that, there will be periodical meetings in which
the development of the actions will be assessed and the best
strategies to achieve the intended objectives will be set forth.
ExportAr and the CCAA will exchange publications and
information about their respective markets, especially in the field
of standards and procedures regarding marketing of the products,
from the point of view of the promotion and expansion of the
bilateral commercial exchange. Furthermore, they will assure
reciprocal assistance in sharing third parties available commercial
information and they will maintain a degree of confidence of the
exchanged commercial information destined only for the exclusive
use of both parties.
They have also agreed to promote and support the exchange
of commercial missions between Arab countries and Argentina,
such as visits from businessmen, either individually or in
groups. There is even a plan to help in the training of staff
with advanced courses. “We want to foster the execution of
seminars for commercial workers of both countries”, said Mr.
Juan Usandivaras, Executive Director of ExportAr after signing the
agreement.
Another important item of the agreement is the one that
mentions that the two parties will favor connections among
businessmen and commercial companies with the objective
of industrial and commercial collaboration, as well as making
combined partnerships to operate both in their markets as well as
in others.
Edgard Omar Figueredo, president of CCAA, expressed his
satisfaction at having signed this agreement with ExportAr and
said he relies on the fact that this agreement will consolidate the
relationship between the bodies and improve the commercial
performance of Argentina and Arab countries.
“The CCAA, a non-profit civil organization, will be 82 years
old on July 29th. During those years, the objective has been to
increase bilateral and commercial relationships. Today, regarding
the exchange promotion, we can say that the total of 3.7 billion
dollars that Argentina exported in 2010 to the region, are the
result of permanent efforts and disciplined work in the Ministry of
Foreign Affairs, International Trade and Worship and our entity”,
Figueredo pointed out.
“It is also necessary to highlight the importance of the economic-
political context, in which the best achievements of the
Argentine-Arab exchange took place in the last years. The Board
of Directors of the Argentine-Arab Chamber of Commerce is
proud to incorporate now to its activity, through this agreement
with Fundación ExportAr, those who will unquestionably enlarge,
with their experience and work, the bilateral and commercial
relationships with Arab countries”, the director finished saying.
An agreement was signed to promote economic, commercial and
business cooperation
Strengthening our
relationship with the
Argentine-Arab Chamber
of Commerce

27. 25News
With the objective of fostering and developing joint activities
related with foreign trade, and following the articulation plan
provided by the Ministry of Foreign Affairs, Fundación ExportAr
and the Standard Bank Foundation signed a new cooperation
agreement. The tasks that both entities will approach jointly are
mainly of research, training and promoting of international trade.
Juan Usandivaras and Marcelo Dupong, respective Directors of
the foundations, signed the agreement, which will be valid for
two years. This term will be renewed automatically, which will
give the ambitious project sustainability over time. Omar Sprovie-
ro, General Manager of the Standard Bank Foundation, who
indicated that Felix Peña, Director of the Institute of International
Trade and Elvio Baldinelli, Director of the Institute for the develop-
ment of Consortiums of Exportation, will have direct involvement
in the task.
“We are convinced that this agreement will allow us to obtain an
efficient management of international trade”, said Usandivaras,
who highlighted the responsibility of ExportAr: “boost the de-
velopment of exportable supply and the inauguration of external
markets, through the use of innovative export promotion tools.”
The signing of the agreement is going exactly in that direction
and will allow carrying out programs and activities to be carried
out to train businessmen, teachers, journalists and personnel for
public and private bodies in order to consolidate export aware-
ness. “Education and training are considered by ExportAr basic
and fundamental tools to further the process of internationalizing
national companies”, said Usandivaras after signing the agree-
ment.
The agreement will be developed and implemented under the
joint coordination of both Foundations, both of them being able
to sign complementary amendments that would entail a better
execution of the proposed objective.
Standard Bank and ExportAr will jointly approach research and training
Innovative agreement
with the StandardBank
Foundation
25News

28. 26 News
Amb. Ariel Esteban Schale
The strong rate of economic growth in Argentina has caused a
steady increase in exports that keep surpassing historic highs and
breaking higher and higher new records. In fact, at the closure of
the first quarter of 2011 those external sales reached over USD 23
billion, which means an increase of 22% compared to the same
period of last year, and of 40% compared to 2009. This exchange
had reached its maximum peak in 2008, with over USD 70 billion
per annum and around USD 22 billion in the first four months.
This means that the transactions done between January and April
2011 are already 6% above that historic record previous to the
world crisis.
The composition of big industries in Argentine exports represents
another piece of information that accounts for the new
positioning of our country in world markets. In fact, in 2010 and
for the first time in our century, manufactures of industrial origin
(MOI) were at the top of foreign sales. In the first four months of
last year, they added up to USD 7 billion with a participation of
36%. It’s a trend whose continuity we can verify in 2011, when
exports of manufactures of industrial origin reached USD 8 billion,
which means an increase of 16% compared to the previous
year and 60% compared to 2009. Furthermore, if we add all
manufactures of agricultural origin, we verify the dominance of
finished goods is maintained in our external shipments, which
in the first quarter of 2011 reached a participation of 70%,
consolidating with that continuity the results of the same period
of last year.
From the Under Secretariat of International Trade of the Ministry
of Foreign Affairs, we apply specific policies aimed not only at
increasing the amount of exports, but also at diversifying their
composition through the incorporation of products with higher
added value levels at origin for their positive impact in knowledge
and job generation, and, as a last resort, their contribution to
the sustainability of the economic growth model with social
inclusion designed by the national government. In that regard,
it is important to point out that these unprecedented results of
Argentine foreign trade represent one of the growth engines
Results of the economic
development model in
International trade:
exportskeepgrowingand
breakanewhistorichigh
made possible based on the function of harmonization of
macroeconomic variables and the balance of internal and external
numbers through State policies.
It is based on these extraordinary results that our future prospects
are optimistic. It is an informed optimism based on concrete data
of the international, regional and local context. In fact, in the first
case we have verified that for the first time in quite a while back
there has been growing external demand for the goods that we
elaborate in our country with proved quality and competence, in
part, due to the incorporation of millions of new consumers to
the global production system. In the regional scope, the growth
rates, comparatively higher than those of emerging economies,
provide us with a historic opportunity to capitalize the trade
growth to reach a new development level. Finally, in the local
area we have a development model—model where medium
and long-term goals are established, and that it has shown its
capacity to balance the components of the internal productive
and financial structure, redefining at the same time its external
insertion and boosting a sustainable growth project that keeps
increasing based on the two pillars of the value chain represented
by the agriculture and the industry—that guarantees the frame
in which the foreign trade will keep growing, with prospect of a
new external sales record around 80 billion dollars.

29. 27News
Howlongdidyouwork in Fundación ExportArand
whatdidyoudo?
I worked there for 6 years. I started answering the phone and
doing assistant tasks. I used to photocopy materials, and watched
and learned how to give advice. Then I worked in the MERCOSUR
area, where I used to deal with law firms, and finally I ended up
working with Sectors, where I started with the design sector,
then cosmetics, clothing and lastly the food sector. In turn, I run
workshops for companies and seminars related to the first steps
in the export process.
Wheredoyouworktodayandwhat doyoudo?
Today I work at Mazalosa S.A., an Argentine company that
manages Portsaid, Desiderata and System Basic. I give support to
the commercial area and I also take part in the import and export
aspects of the company.
WhatdidyoulearninExportArthat isusefulforyour
presentjob?
I learned how to manage the Argentine representation abroad,
how to take part in business rounds, how to carry out market
research and, above all, what each client wants and how.
Whatdoyouthinkare the opportunitiesFundación
ExportArofferstoemployeesthat have just joined the
labourmarket?
I think it is a great place to make contacts by fostering good
relations. At the same time, it is a great place to work while
studying because it offers flexible working hours.
Howimportantdo you thinkcontinuous training isfor
thecurrentlabour market?
International trade requires constant updating, since rules and
regulations change all the time. If you aren’t up to date you run
the risk of being excluded from the labour market.
Whatdo you thinkyou gainedfrom ExportAr?
I think in positive things such as making contacts, training,
meeting very good people that currently work there or those
that used to do so, the evolution it has achieved as an export
promotion agency throughout the different managements. In all,
it was a great time for me and not easy to forget.
Interview | Paula Yañez
Paula Yánez worked in Fundación ExportAr from 2000 to 2006.
Paula’s great working performance provided her with a scholarship
to further studies in International Trade at the Standard Bank
Foundation, and then she continued her degree at the UCES
(University of Business and Social Science). Today, she works at
Mazalosa S.A. (Portsaid, Desiderata and System Basic) and tells us
how she built her career, since starting out as an assistant in our
organization.
ExportArisagreat
placetowork

30. 28 News
How does the consortium program operate together
with the Standard Bank Foundation and Fundación
ExportAr?
Fundación ExportAr, together with the Standard Bank
Foundation, develops a program aimed at forming consortiums or
groups of companies united to increase their chances of entering
their external markets with their products.
Due to the fact that in Argentina or in any other country it is not
easy to break the natural resistance of firms to associate, both
foundations stimulate their formation financing initially fees of
the person who will coordinate their efforts.
Also, their employees have monthly meetings with coordinators
during the first two years in order to analyze the reports about
their activities. There are also meetings in which every coordinator
goes with representatives of the group companies; there are
meetings to which employees of national and provincial bodies
are invited to explain the way in which they support the exporting
effort of the groups. A procedures manual for coordinators and
another one for companies have been created, and lately, a news
bulletin “CONSORCIOS” is being published, gathering the news
prior to the publishing date of every issue. The information about
the support provided by the Foreign Service of the Nation and
Fundación ExportAr to approach exports of the groups can be
found on the web page www.exportar.org.ar or www.grupos.
fstb.com.ar
What are the roles played by the development
groups in a SME?
Sometimes, SMEs, despite having international competitive
products, are not ready to undertake the necessary steps to
become exporters because they have few executives, sometimes
just one owner who is in charge of all the necessary production
and marketing processes. Due to these circumstances, it’s not
easy to undertake the actions that would lead to obtaining
customers abroad. This is where the association with other
companies facilitates the task.
The first condition that a company that wants venture into the
international market must satisfy, is having a product that is
ahead of the ones it’s going to compete with, either because it
is something that doesn’t exist or it is scarce elsewhere, like the
case of some foods or raw materials, or because its manufacture
is distinctive due to innovation or due to the quality or post-sale
services.
In Argentina, out of the 120,000 SMEs that we have, 6,000
export, i.e, just 5% sell to other countries. In Italy, this type of
companies are responsible for much more than half of what is
exported, while in Argentina it only reaches 10%.
In any case, just a low proportion of SMEs can export here or
anywhere else in the world. The reason why is because there are
always minorities that manufacture international competitive
Interview | Elvio Baldinelli
Elvio Baldinelli is a member of the Board of Directors of Fundación
ExportAr and Vice-president of the Argentine Chamber of Exporters.
Since 1998, he directs the “Institute for development of export
consortiums” of the Standard Bank Foundation, where he works
together with Fundación ExportAr to facilitate the penetration in
external markets of consortiums made up of SMEs from the whole
country. In this interview, Baldinelli explains the mechanics of the
program, its benefits and how the development of the consortiums or
groups in our country has evolved.
Union is strength. More
and more SMEs form
consortiums to be able
to export

31. 29News
goods, since most of them use long-standing technologies, which
gives room to similar productions in almost every country. But it is
also true that it is usually enough for a certain amount of them to
export in order to obtain the necessary currencies.
So the idea is not to have the greater part of Argentine SMEs
exporting, but to have a bigger amount than what we have now.
How has the program evolved?
The program started in 1998 and it is still far from its completion.
Even though a lot has been done, it is very little if we consider
everything left to do. The task is very similar to that of building a
house in which people have been working for many years, and
where many rooms have been added along the way but there are
still many more to add.
At the end of the year 1998, we had three groups integrated by
30 companies; today we have 75 with 450 companies.
How do companies benefit from conforming
groups/consortiums?
Without any doubt, the most important job that consortiums and
groups do is sales trips abroad. Despite the fact that nowadays
we have real time effective and cheap communication means,
they have not replaced the ultimate role that personal contact
between parties has for international trade.
In many cases a company can represent the rest of the
consortium in trips outside the country, seeking customers. It
is easier to have good agents and representatives if they are
offered to sell products from a group of companies than just one
company alone.
It is cheaper to open a warehouse outside the country from which
goods can be distributed if there are many companies coping
with the expense, and above all, as time goes by trust among
partners is consolidated and the exchange of knowledge among
them facilitates greatly the penetration of foreign markets.
Another effective activity is attending fairs and exhibitions.
The most useful ones are those dedicated to different areas of
production, where buyers and sellers, not just from the host
country but from many others, gather.
When a new group is formed, it would be normal that just
some companies have experience exporting. After some years of
operation, all of them are exporting to some extent, something
that they would have never done hadn’t they been part of the
group.
In the last decade, over 200 consortiums of exporting companies
have been created. Almost half of them are still working, while
the rest has dissolved, some of them because they’ve reached the
desired goals and others because had been unable to reach their
initial expectations.
Both in the case where consortiums are working, as well as
when they are not, the companies that intervened acquired great
practical experience. Since the average number of companies
that usually make up a consortium is 8, about 1,600 obtained
the training. I’ve already said that in our country where there
are 120,000 SMEs, around 5,000 of them are exporters, a figure
that highlights the significance of 1,600 SMEs benefiting from an
associative experience.
But a higher share of SMEs in foreign trade is not only essential for
the country, but it’s also convenient for them to do it for two reasons.
Firstly, the company that exports does it based on the fact that it
has a product with some advantage compared to its competitors,
either in quality, innovation or post-sale services. It’s not practical
for a company to have two production standards: one pursuant
to the local market and a higher one for export, so when the
company is forced to be competitive in international markets, it
acquires a greater penetration in the domestic market and it can
better defend itself from importing.
Secondly, the advantage appears with economic recessions, given
that when domestic sales decrease, a company that sends 30 or
40% of its production abroad suffers less than those who only
work for the local market. Furthermore, those who are already
exporting can easily increase their amount, because they already
have the proper product, customers abroad and the know-how.
Is the creation of groups in the interior of the
country being fostered?
Yes, it is. Today almost half of the groups are concentrated in the
city and province of Buenos Aires but we have a dozen in the
province of Santa Fe. There are three in San Juan and we have
traveled with three employees of Fundación ExportAr to start two
more. There are three groups operating in Mendoza; on the same
trip we stopped by Fundación ProMendoza to start another one,
we have two more in Cordoba and one in each of the following
provinces: Chaco, Corrientes, Tucumán, Chubut and La Rioja. On
the other hand, employees of Fundación ExportAr and Standard
Bank Foundation travel every two months to Santa Fe, Córdoba,
Mendoza and San Juan to meet with the coordinators of the
existing groups there and the respective provincial authorities.
During the rest of the months, the coordinators travel to Buenos
Aires to meet with us here. In those cases, Fundación ExportAr
takes care of the tickets and some expenses.
On May 12 last year, the two Foundations organized a meeting
in Buenos Aires for employees of the foreign trade area of the
provinces and from the City of Buenos Aires to share their plans and
experiences in business association matters for exporting purposes.
The support provided by Fundación ExportAr and the Standard
Bank Foundation to this process is very important, but
international experience has taught that for the successful

32. 30 News
development of export consortiums activities, the provinces
or regions of every country have to play an important role.
This has been the reason why Italy, Spain, France and Sweden
resolved that the most efficient way of helping consortiums was
delegating their management to regional or local levels. The
efforts made by many Argentine provinces are worth pointing
out, such as that of Santa Fe, Córdoba, Mendoza, San Juan
and the City of Buenos Aires to help the existing groups in their
territories. Also some municipalities make similar efforts, mainly
that of Rosario.
Do you think that the economic framework will
lead to the creation of more groups in the short
term?
Mr. Juan Usandivaras has set as a goal for 2011 the creation of
30 new groups, many more than in previous years. This goal is
being accomplished, provided that many months before the end
of this year, eleven new groups have already been formed.
How many groups are currently working with
Fundación ExportAr? Which sectors have the
greatest amount of groups?
Currently there are 75 groups made up of 450 companies
working in our program. Regarding distribution by sectors based
on amounts exported, the most important one is capital goods
with 54% of the sales, followed by foods and beverages with
32%, consumer goods with 12% and services with the remaining
2%.
Does being part of a group facilitate participation in
fairs? Does it allow more profitable prices to be set?
In fact, another effective action for those who want to sell abroad
is attending fairs and exhibitions. There, companies can compare
their product to those offered by the competition in price, quality,
presentation, technology and complementary services. Moreover,
usually manufacturers of the sector’s equipment and machinery
also attend, giving participants the chance to see the latest
technologies. Some companies exhibit their product in a stand,
which facilitates sales transactions, but in the case of companies
that are starting to export, it would sometimes be better for the
businessman to go around the different pavilions, maximizing
knowledge and contacts, without being forced to assist those
visiting his stand.
In many cases the companies of the group exhibit together,
which allows for a greater range of products, besides reducing
exhibition costs. Fundación ExportAr subsidizes part of the cost
to rent and decorate the stand, as long as it is a fair or exhibition
included in its annual program. It is also common for companies
to use this opportunity to visit existing or potential customers in
the host country.
When a group of the Program is interested in participating in an
international fair or exhibition that is not included in the official
program, it can request it be included by Fundación ExportAr. The
latter will take care of the request as long as it is pertinent and
it has the necessary budgetary resources. In order to request this
support, you can go to www.exportar.org.ar. The attendance of
groups has been increasing over the years. In 2010 they attended
126 fairs, while in 2009, they had attended only 83.
What does a company that wants to participate in
the group program have to do?
The current requirements for the program designed by Fundación
ExportAr and the Standard Bank Foundation for the creation of
new company groups are the following:
- Groups must have a minimum of five companies and a
maximum of fifteen.
- It must provide the total exported amounts in the last five years.
- It is essential that in every group there be more than one
company already exporting that has the know-how to share with
those who have not done it. By doing so, the latter can benefit
from the experience of the former.
- Companies of a new group must have the same distribution
channel abroad for their products. This makes the foreign
interlocutors of each company of the group be from the
same sector, either we are talking about potential customers,
distributors, agents, representatives, as well as common
promotion actions to be launched, as the attendance to fairs or
the execution of sales missions. This information is detailed in
the “handbook” on the webpage www.groupos.fstb.com.ar and
there is a form to fill out for companies interested in forming a
group.
A company that wants to enter an already existing group, can
request to do so. Both members of the group as well as the
two foundations will decide upon the request. The list of the
existing groups together with their addresses can be found on the
webpage www.grupos.fstb.com.ar
As Vice President of the Argentine Chamber of
Exporters, how do you see the evolution of Argentine
and world exports in the short-medium term?
After the recession that affected the world economy during
2009, the international trade is recovering. Regarding the future,
if we focus on what Argentina is currently most interested in,
everything seems to show that the demand and prices of raw
materials will keep being high, probably during many decades.
But we must remember that in the past, Argentina for many years
had had a wide market for foods in Europe, but that ended after
the Second World War to the extent that we went from exporting
before the war 70% of total exports to that continent, to only
19% last year.
Today the high demand of raw materials is originated in many
emerging countries, mainly China, but it would be wise to
recognize that we don’t always have tailwinds, as in Europe in the
past. It is hard to know what will happen in the short-medium
term, circumstances may change due to different and sometimes
unexpected reasons.
One may think from the surprising fact that China might not
need the one child policy anymore for population control. There,
as well as in India, the same thing that happened in developed
countries is happening now, they suffer from a strong decrease
in the number of inhabitants, among other reasons, due to easy
access to birth control methods. Nowadays, in China the number
of children that a woman has stands at just 1.4 and the necessary
figure for the population not to decrease is 2.1 children.
In the years of prosperity that we had, when Europe bought so
much from us, we didn’t manage to develop activities that would
complement exports of agricultural products, and that lack of
foresight brought us poverty and frustration. In order to prevent
ourselves from suffering the same thing, if for any reason the
good times end, we’ll have to take the advantage to increase
education and investment levels, as these would be the only
ways to complement exports of raw materials with a sufficient
manufacturing contribution.

33. 31News
www.exportar.com.ar
Exporting
Argentinas
education.

34. 32 News
Connecting
Córdoba’s companies
to the world
The province of Córdoba, located in the middle of the
Argentine Republic, is one of the most important productive
centres in the country. It has a wide and varied productive
offer, since in its economic structure concentrates sectors
that range from agrifood industry to metalworking industry,
automobile and autoparts, agricultural machinery, aeronautics
industry, and capital goods.
In addition, it has an important production in the industries
of wool, leather, shoes, mining, plastics, electric material and
medical industry. And, on the other hand, there are present
new companies in the fields of electronics, information
technology, communications, and tourism.
In this context, the province has a long experience in the field
of international trade. Currently, its diverse production enables
it to access more than 170 markets. In addition, foreign sales
from Córdoba are growing significantly and represent 14% of
Argentina’s exports.
In order to start or consolidate business abroad, companies
from Córdoba enjoy the support provided from Pro Córdoba.
To learn more about this agency, we have talked to the
president of ProCórdoba Mr. Oscar Guardianelli.
How was ProCórdoba Agency created?
ProCórdoba was created in 2001 as a mixed economy
partnership: that is the public and private sector work jointly
for the promotion and positioning of products from Córdoba
in international markets. The Board of Directors is made up by
the Government of the Province of Córdoba, the Municipality
of Marcos Juárez, the Municipality of Villa Dolores, the
Association of Food Industry of the Region of Río Cuarto,
the Association of Businessmen Argentine Centre Region
of Villa María, International Trade Chamber of Córdoba,
International Trade Chamber of San Francisco and the Region,
Metalworking Industrialists and Components Chamber, and
the Industrial Union of Córdoba.
What is the main activity you do?
Our efforts are focused on the promotion of exports from
different production sectors of Córdoba and, also, the
international positioning of companies and products from
Córdoba. In other words, we work to help companies be
able to start with the exporting process or, if they have some
experience already, to consolidate their trade marks and image
abroad.
How does the agency help companies?
First of all, the agency can give advice and training to
companies. We carry out some research, prepare and publish
statistics reports on the evolution of exports, markets profiles
and commercial opportunities. In addition, we offer trainings
on international trade operations, tariff classification, customs
system and international marketing. On the other hand, we
coordinate a number of commercial promotion actions such
as business missions abroad, participation at international
ProCórdoba is the export promotion agency of the Córdoba
province. Through its activities helps inland businessmen to develop
international trade.
Interview | Oscar Guardianelli, ProCórdoba Agency

35. Capilla de Candonga
33News
fairs with a stand and organize business rounds with foreign
agents. Cooperation and international relations are other tools
that strengthen the support to companies. So, we constantly
work to strengthen our bonds with foreign institutions. In
this regards, we are founding members of the International
Network for Regional Trade Promotion Organizations, that is
an association that networks with similar promotion agencies
from different provinces and regions of the world.
Which are your goals for this year?
In 2010, ProCórdoba coordinated a total of 50 events that
represented a 13.63% increase compared to the previous
year. In these events 457 companies participated according to
our agency records. Our goal for this year is to increase 20%
the number of participating companies in trade promotion
activities. That is we want to reach more companies from more
industries.
What are you doing in order to achieve this goal?
In the first place, this year we have a more ambitious Fairs
and Missions calendar than in 2010. We will be coordinating
more than 60 international events, and what makes this
calendar so outstanding is that, besides the activities designed
for traditional industries already positioned at international
markets, there are special activities designed for those
industries that are beginning to export such as the dental
industry, non-metal mining industry, potato production,
plastics industry, among others.
On the other hand, we are working in the design of new
ratings and statistics tools to give businessmen from Córdoba
all the information they may need when making decisions. At
the same time, we are working on the development of a new
service by which ProCórdoba will become the liaison between
companies and international finance organizations. So, from
our agency we can facilitate the development of projects or
gathering information on finance lines that allow incorporating
technology, working groups become more professional, or
achieve growth at foreign markets.
Lastly, we are conducting a number of training courses
and visits to different towns and cities in the interior of
our province to offer small and medium size enterprises
ProCórdoba services and encourage them to become part of
this experience in opening paths to the world.
ProCórdoba and Fundación ExportAr work
constantly together, how do you evaluate this
interaction?
We have been working together with Fundación ExportAr
almost since our beginnings. Integration and interaction
enable us to agree on strategies and foster our efforts to
optimize resources and improve productivity aimed at offering
businessmen the best services on trade promotion.
We are strategic allies when it comes to finding opportunities
that will be of advantage to businessmen for arriving and
consolidating themselves in international markets.

36. 34 News
share which leads to arrive to the conclusion that this sector
has a high potential for the region. The main groups in this
market are Information Technology Offshoring-ITO, Business
Process Offshoring-BPO, and Knowledge Process Offshoring-
KPO.
The first one of the groups, ITO, comprises many activities
related with information technology such as development
and managing of applications, software, and network
maintenance, among others. BPO comprises a wide range
of activities from business resources administration such as
logistics, finance, accounting, procurement, to managing
client relation towards trade and sales services and call centres
and contact centres as well. Finally, the KPO sector of recent
appearance and with most development includes high added
value services such as research activities and development,
finance advisory, legal, etc.
Actually, the Congress held in Montevideo involved two days
of work, with permanent sessions and a dynamic interview
system by which Argentine companies were able to choose
online potential buyers (35 interested persons assisted) and to
arrange meetings, which in most cases turned out to be very
productive.
A greatopportunity
for our companies
Export of services is becoming more important every day and
Fundación ExportAr is satisfying this demand with an intense
action plan that will reach a number of twenty promotion
activities throughout 2011. Under this framework we
participated in the Latin America and the Caribbean Forum
on Offshoring and Outsourcing (OUTSOURCE2LAC), held in
Montevideo and which comprises all groups of this sector.
Everyday there are more and more companies seeking to
outsource services in Latin American countries, that is why
ExportAr as the export promotion agency of the Ministry of
Foreign Affairs, International Trade and Worship, puts all the
attention into this industry and is willing to strongly support
local companies.
On this opportunity, seven Argentine companies participated
in the stand in the Congress organized by the Inter-American
Development Bank. Three of them belong to the health
tourism industry (Dental House, Centro Oftalmológico del
Diagnóstico and Clínica Nano); three suppliers of software
services (Mobile Computing S.A., MAPPLO and DeLaPalo
LABS S.A.); and one in the animation industry (Metrovisión
Producciones S.A.)
It is important to highlight that international export global
services (offshoring) has increased two digit rates during the
last decade and in 2010 surpassed 200 billion dollars. Out
of that amount Latin America only grasps 8% of the market
OUTSOURCE2LAC forum, organized by the IDB
in Montevideo, made clear that we have to take
advantage of the international demand.

37. 35News
This event broaden the possibilities
to generate a wider networking
María Laura Moure, CEO of Metrovisión
Producciones S.A., one of the participating
companies, shared her vision on the congress:
“First, I would like to thank Fundación
ExportAr for giving Metrovisión the possibility
to participate in an event of high quality as
OUTSOURCE2LAC. As in every event of this
magnitude, it broadens the possibilities to
generate a wider networking, one of the
important pillars upon which we can relay
when doing new business”, said Moure. “In
this particular case, it has been very interesting
to attend the different conferences by speakers
from diverse sectors of Latin America, sharing
their experiences or knowledge on Outsourcing
and Offshoring”.
“In our case, an audiovisual services export
company, we were able to link and/or
extrapolate the most relevant topics of these
disciplines, where I observed that are similar
to those of any industry devoted to export
beyond the industry where it works”, added
Metrovisión’s CEO.
“The Argentine delegation was formed by
companies from diverse industries such as
health (dental and ophthalmology), other
IT development companies, etc. The event
organized by the IDB was perfectly ordered
and managed, with a high quality attention,
good attitude towards the participants”, said
the businesswoman.
Finally, Moure expressed: “I came back with
some points developed in order to advance in
new businesses, and I am currently doing the
follow up of those points. It is very positive to
have some help of this kind for companies,
and even better if they are conceived in
delegations”.

38. 36 News
In accordance with the set of rules under the World Customs
Organization, Customs Offices, as the government agency
in charge of the control and administration of international
goods movements, can, besides exercising its corresponding
control role, offer more security to the world logistics chain,
helping in this way to the social-economic development, not
only by collecting taxes but also by facilitating trade as well.
This concept of providing an efficient level of given control, as
added value, that facilitates and guarantees legitimate trade
within the demand of the current international context, has
been included into the Strategic Plan of the Federal Revenue
Administration and constitutes one of its commitments.
In this regard, General Resolution 2977 of December 2010
modified the required conditions to give permission to ship-
ping plants. It abolished the former RG1020 –which had been
in force for a decade- and seeks to adapt the set of rules to the
current operating and technological framework, as well as fos-
tering export shipments at the production location of goods.
Cargo loading in warehouse or, otherwise, cargo loading at an
authorized fiscal facility that fulfils the necessary requirements,
will be compulsory for the export of goods that are difficult
to control in the borders (bulk goods – liquid or solid-, those
that need to maintain the cold chain or controlled atmosphere,
those loaded in pressurized tanks or are chemical, toxic or
hazardous products, or may require special processes for their
handling).
It is important to mention that in order to comply with these
requirements, authorized exporters may have to undergo
some adaptation to comply with this regulation, so forth the
requirement set forth under this regulation and published in
the Official Gazette on December 3 2010, will be effective as
of June 28 2011.
Implementation of introduced modifications
The Federal Revenue Administration Office introduces, through
the General resolution 2977 – Published in the Official Gazette
on December 3 2010- amendments to the requirements for
export cargo loading in plant.
These amendments, especially those related to facilities and
technological conditions, have generated a strong concern
in the different sectors of the regional economies related to
exports. Particularly, some exporters have expressed cer-
tain concern about certain aspects of the regulation since
they claim are difficult or impossible to comply with due to
economy restrains, limits as regards space availability and
regional infrastructure services- all of which they think would
be very difficult to adapt within the original term (before June
28 2011).
Taking into account the above mentioned, the Federal Revenue
Administration Office decided to evaluate and amend certain
aspects of the General Resolution. These possible amendments
tend to achieve control goals without affecting the normal
functioning of the international trade
In this framework and continuing with a modern control policy
and in conformity with best practices favoured by the World
Customs Organization and based on, among other concepts,
the cooperation between the Customs Administration and the
Private Sector, last March 29 at the Escuela de Graduados en
Ciencias Económicas was held the 8th Regional Customs Ad-
visory Council meeting that involves Customs from the centre
and northeast of the country. This meeting saw the participa-
tion of more than 35 organizations linked to the international
trade that work in the provinces of Catamarca, Córdoba, La
Rioja, Santiago del Estero and Tucumán, and they proposed
some of the topics for discussion. Also present at this event
was Mr Diego Nelli, Support Services Manager of Fundación
ExportAr, who enriched this conference speaking of the ser-
vices Fundación offers to exporters.
During the meeting of the Advisory Council, besides the
presentation by Fundación ExportAr, other aspects of the
General resolution 2977 were discussed since its implementa-
tion concerned exporters. This time, with the presence of the
Assistant Manager for Inland Customs, after having heard
different proposals from the sectors, the representatives of the
administration expressed their willingness to save the points in
conflict with the regulation before it comes into force.
In warehouse cargo loading shall be compulsory for those goods
whose control at country borders may result difficult to be performed.
New regulation for in
warehouse exporters