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

1. 5 keys for internationalization
Speaker: Pablo O. Gómez
Director OFTEX
pgomez@oftex.es

2. 1.- Are we prepared to export?
2.- Selection of foreign markets
3.- Selection distribution channels
4.- Five Risks
5.- Where to find information? Tools.

3. 1.- Are we prepared to export? The Company.
– Financial means, solid national market
– Production Capacity.
– Fulfillment of commitments.
– Training of the personnel.
– Involvement of the Directive Board.

4. 1.- And our product/service/business model?
Is it prepared to be exported?
Is it competitive? (Did the sales volume / return increase
within the last 3 years? Does it have added value? Does it have
something special that makes it different?)
- Can it be adapted to the Target Market? (product,
price, distribution channel y promotion)

5. Adaption to make it simple to the customer!
 Logistics. INCOTERMS.
 Customs duties.
 Languages and Culture.
 Promotion.
 Payment terms.
 Personal contact.
 Samples.
 First orders.

6. 2.- Selection of Target Markets by:
- Proximity in kms (transport costs).
- Cultural Proximity.
- Language.
- Size and Growth (Population and consum)
- Wealth per inhabitant (per capita GDP)
- Tariff barriers
- Non-tariff barriers

7. 2.- Selection of Target Markets by (cont.):
- Spanish Export Volume to the Target Country.
- Export Volume to the Target Country from foreign
competitors.
- Risk quote of the country: Cesce, The Economist,
Coface rating.
- Number of Spanish banks in the country
- Number of trade fairs for our sector.
- Number of state-owned commercial offices and
chambers of commerce.

9. 3.- Selection of distribution channel.
- Importer - Distributor
- Final customers
- Commercial Agents
- Piggy-back

10. 3.- Selection of distribution channel.
Profile of the Importer-distributor (partner):
 Experience in the sector. Age of company.
 Size of the company: Volume of turnover. Number of
employees. Number of persons in the commercial staff (intern +
extern).
 Covered Territory.
 Products that are distributed.
 Type of customer (wholesaler, retailers or final customers).
 Segmentation of customers.
 Margins to work with.
 Solvency.

11. 3.- Selection of distribution channel.
Profile of Agents:
 Experience in the sector.
 Age.
 Sales Volume. Number of subagents.
 Number of products/brands that he/she represents (national or
foreign). Names. Are they complementary to ours?
 Covered territory.
 Type of customers (wholesaler, retailers or final customers).
 Some names.
 Segmentation of customers.
 Commission basis he/she works with.

12. 4.- Risks of exportation (CDTRI):
 Payment
 Currency
 Transport
 Civil Responsability
 Non-fulfillment of comitments

13. 5.- Tools. Where to find information?
-Survival Kit for exporters.

14. 5.- Tools. Where to find information?
aduanas.camaras.org statistics ex-im Spain
www.icex.es Market Research
www.icex.es (all our services, foreign trade, addresses
of interest) Market Researchs, statistics, trade fairs,
public organisms, sectorial asociations, etc.
www.icex.es (red exterior) ofcomes
www.el-exportador.com (search) sectorials notes
www.camaras.org (plan cameral) commercial missions
www.export.gov (market research library)

15. 5.-Tools. Where to find information (cont.)
www.kompass.com data base of companies
www.hemscott.com data base of companies RU
www.iucab.nl/nl commercial agents
comerciales
www.camaras.org (internationalization, information for
internationalization) online Guides
Futher: (converters, translators, maps, time zones,
temperature, logistics, Economy newsletters, etc.)

16. Thank you!
Pablo O. Gómez
pgomez@oftex.es