This document provides an overview of commercial trade in Belgium. It begins with general information about Belgium's population, GDP, and federal political system. It then discusses why Belgium presents opportunities for trade, focusing on key economic sectors like chemicals and food processing. Statistical data shows Belgium's main imports and exports. The document concludes with tips for successfully trading with Belgians, emphasizing the importance of speaking the local language, being direct in communication, and building trust with business partners.

1. Commercial Trade in
Belgium
How to trade with Belgians?
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2. Summary
 General Presentation
 Economic Data’s
 Why having interest for Belgium?
 Key sectors
 Import/Export 09
 Tips for being successful in Belgium
 Trading with Belgians
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3. General Presentation
Informations
Federalism
Economy
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4. 22/11/10 Commercial Trade in Belgium - Kevin HERBLOT 4

5. General Information
 Area: 30,528 km2 (139th)
 Population: 10 827 519 (76th)
 Density: 355/km2 (33rd)
 932 000 foreigners
 GDP
 Total: $383,057 billion
 Per capita: $35,534
 HDI: 0,867 = Very High
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6. Federalism in Belgium
 3 lingual communities
 Flemish
 French
 German
 3 Regions
 Walloon
 Flemish
 Brussels
 10 Provinces
 589 Districts
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7. General Economy
 Important actor in Import/Export
 To and from major countries
 France, Germany, UK
 Europe’s heart
 Major presence of foreign companies
 60% of 100’s biggest ones
 Ranked in the world’s top 10 for Import/export
 Only 0,16% of world’s population
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8. Facts and Figures
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9. Global Economy
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0.8
7
2.9
4.5
-2.7
7.9
2.7
0
2.1
8.7
1
3.1
-4
-2
0
2
4
6
8
10
Growth GDP Unemployment Rate Growth Inflation
2008
2009
2010-III

10. Sectors of employment
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2
25
73
8
Agriculture
Industry
Services
Unemployed

11. Average Salaries
 Average Salary in Belgium: 2,837€/month
 Higher in Flemish Part
 Women earn less than men
 Higher if you are from a university
 Higher with seniority
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12. Belgian Market
Points of interest
Key sectors
Importations/Exportations
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13. Interest for Belgian’s
Market
 Stepping Stone for further market
 Proximity to « jump » to others main markets
 Perfect « test market »
 Fiscal context favorable
 Belgium = Europe’s Heart (Geographically)
 Skilled labour force
 Great life standards
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14. Key sectors
 Chemical industry and biotechnologies
 Aeronautical, automobile, armament, …
 World Diamond Center
 Food processing industry
 Distribution
 Logistic
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15. Main Importations
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21.5
14
12.7
11.5
9.8
Chemicals and Pharmaceutical products
Machines and apparels
Mineral products
Transportation Material
Common Metals
Plastic and Caoutchouc
Pearls, Jewels and precious metals
Clothing
Production from alimentary industries
Products from the vegetal rein

16. Main Exportations
 1st place in the World:
 Medicines
 Floor Lapping
 Diamond Jewels
 Polyethylene
 2nd place in the World:
 Fruit juices & Vegetables
 Chocolate & derivate
products of cacao
 Textile plants fibers
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17. Being successful in
Belgium
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18. Being successful in
Belgium
 Belgium is different from France
 Bilingualism
 Dutch, French, (+German)
 Send or hire someone bilingual: MENDATORY
 Speak the language of the region you are in
 Documentation
 Having documents in French, Dutch, English (+German)
 If technological: just English
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19. Being successful in
Belgium
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 Niche market strategy
 Agressive market  Good appeal product
 Distribution concentrated  necessity to find a « Gap »
 Innovative, new product OR product to complete an existing one
 Help the retailer
 Being very flexible to the retailer
 Developping strategy  Increase retailer’s loyalty

20. Being successful in
Belgium
 Flawless
 Ready to pay a lot if product is worth it
 Looking for high Quality/Price report
 Law price can push consumer away
 Flawless = Quality of the product, respect of the delivery times,
packaging in both languages of the country, etc
 Promoting
 Tv, Radio, Board: Expensive  Find another way
 Avoid impersonal approach
 Don’t forget: 3 regions with 3 languages and cultural
differences
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21. Being successful in
Belgium
 Direct approach
 Belgians = pragmatic & direct
 Respect what have been said
 Think well about your long term strategy
 Gain the retailer’s trust
 Dont refuse a « business meal »
 Business meal = less formal
 Considered as rude if refuse
 Don’t talk about business
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22. Being successful in
Belgium
 Trading with woman
 Same positions in the company than men
 Harder to reach an agreement
 Way stricter and asking for more
 Same rules apply than with men
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23. Trading with Belgians
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24. First Contact
 Your contact decide:
 Place
 Time
 Don’t arrive late
 If so: 15 min max + calling
 Better to come 5 min before
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25. Dress Code
 Complete suit = Better
 Shirt, Tie, etc.
 Mendatory in office
environment
 « Casual Smart »
 Shirt + Sweater+ jean’s
 Young people
 Profesionnal Look
 Both dressing style:
acceptable
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26. Greetings
 Mister, Miss or Misses
 Last name: no mendatory
 Handshake
 Men or women: the same
 First time ever
 Introduce yourself
 Name + Company
 Eye contact: REALLY important
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27. Offer business card
 At the beginning
 Proof: ready to keep on doing
business
 Loyalty and serious behaviour
 Don’t ask for your partner’s :
Rude
 On the business card
 Logo + company name
 Name + Position in bigger font
 Contact information
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28. Topics in a meeting
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Acceptable Prohibited
The negociation itself Family
Economic situation of Belgium Religion
Economic situation of the
company
Salary
Reasons to have chosen that
retailer
Politic situation in Belgium
Problems between
Flemish/Walloons
Political views
Personal informations
YOUR competitors

29. Discuss the issues
 Reach a workable solution ASAP
 Problems HAVE to be aired
 Changes take time  Don’t rush in
 Give clear views on further directions and goals
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30. Communicate
efficiently
 Belgians are direct
 Immediatly say what they want and how
 Appear modest, don’t show off
 Present a well structured case
 Well order your things
 Don’t hesitate to propose other possibilities
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31. What is next?
 Closing the deal  Signing the contract
 Keeping in touch  Make sure everything is fine
 Waiting for a report
 Respect of the terms
 Call or email for further deals or just showing you are
there
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Thank you