The objective of this research study is to support the client in their international business development strategy regarding the product market in Argentina.

1. MARKET CHECK ANALYSIS
PROPOSAL

2. AGENDA
- Objectives 3
- P j t solving
Project l i 5
- Tentative report content 8
- Methodology 10
- Time frame 11
- Background 12

3. OBJECTIVES
The objective of this research study is to support the client in their international business
development strategy regarding the product market in Argentina. To fulfill this
requirement we propose to carry out a MARKET CHECK that analyzes the Argentine
market covering different areas:
‐ Market size and segmentation
g
‐ Determine market attractiveness and potential
‐ Product analysis
‐ Identify and characterize major companies operating on the market
‐ Competitive environment on the market
‐ Competitors strategy
‐ National production / imports share
‐ Presence on the market of international competitors

4. OBJECTIVES – Cont.
‐ Regulations and certification requirements for the product in Argentina
‐ Identify distribution channels for the product
y p
‐ Analyze market prices for the product
‐ Identify market trends and structure
‐ Identify business opportunities
‐ Industrial users segmentation
‐ Understanding demand requirements regarding the product

5. PROJECT SOLVING – MARKET CHECK
MARKET CHECK Product analysis
PRODUCT MARKET IN Analysis Competition analysis
ARGENTINA
Customer analysis
Market size and structure Competitive environment Key market drivers

6. PROJECT SOLVING – MARKET CHECK – Cont.
‐ First assessment about potential
market attractiveness
Information Executive summary ‐ Market potential
‐KKey market trends and growth
k tt d d th
‐ Market size – value and volume
‐ Market segments
‐ Import and exports analysis
Product analysis
‐ Product regulations and certifications
‐ Product registration requirements
Product registration requirements
‐ Import duties and taxes
Analysis
‐ Larger pla ers on the market
Larger players on the market
‐ Market share by company
‐ Competitors revenue
Competition analysis
‐ Competitors strategy and portfolio
p gy p
‐ Product pricing
‐ Market trends

7. PROJECT SOLVING – MARKET CHECK – Cont.
‐ Distribution channels
‐ Customer segmentation by industry (share)
Customer analysis ‐ Profit margins in distribution channels
Analysis
B2B & B2C ‐ Market trends
‐ Business opportunities
‐ Guarantees requirement for the product
Guarantees requirement for the product

8. REPORT CONTENT
EXECUTIVE SUMMARY
Summary regarding the most important characteristics of the product market. Key
market issues basic information market size and market segments importance key
issues, information, importance,
industry players. Major trends regarding the market, growth for key demand segments.
PRODUCT ANALYSIS – MARKET ANALYSIS
Market size for the product in Argentina. Market segmentation. Short, medium and long
term trends for the market. Business opportunities and attractiveness for the different
market segments. Key variables for market development and evolution. Imports share on
market segments Key variables for market development and evolution Imports share on
the market. Imports trends.
PRODUCT ANALYSIS – REGULATIONS AND TAXES
Regulations for the product imports in Argentina. Certifications required for distributing
the product. Other product regulations. Import duties and taxes.

9. REPORT CONTENT – Cont.
COMPETITION ANALYSIS – PLAYERS AND SHARES
Identification of the larger players on the market. Competitors revenues and market
share per company. M t i
h Most important di t ib ti
t t distribution channels. I
h l Importers and d
t d domestic
ti
manufacturers. Analysis of the key players and potential for the entrance of new players
to the market. Presence of international competitors.
COMPETITION ANALYSIS – STRATEGY
Major players strategy and portfolio. Product pricing. Key success factors. Competitive
products. Product distribution strategy. Key players strengths and weaknesses.
CUSTOMER ANALYSIS – B2B & B2C
Distribution channels. Profit margin in distribution channels. Distribution strategies by
market leaders in the product. Market trends and business opportunities. Key
distributors. Customer segmentation, key industrial segments that utilize the product (for
g , y g p (
products that are not destined for final consumers).

10. METHODOLOGY
Market size and competitive environment
Estimates
Quantitative
Quantitative Secondary
Secondary Qualitative
Qualitative
from
f Market
M k
data from data from information
previous trends and
trade desk from trade
CLAVES estimates
interviews research interviews
reports
Trade interviews – Key Trade interviews –
Secondary sources
players on the market
players on the market Chambers and associations
Chambers and associations
• National statistical office • Competitors companies • Industrial chambers
• Custom statistics • Distribution companies • Certifications and regulations
• Industry reports • Companies participating on the offices
• Internal databases value chain of the sector. • Industry specialists
• Trade press
• Reports done by CLAVES

11. TIME FRAME FOR PROJECT PHASES
Interviews
Project Desk Estimates and
(contact and Final report
planning research final figures
interviews))
2 weeks 5 weeks 11 weeks 4‐5 weeks 2‐3 weeks
Activity 1 2 3 4 5 6 7 8 9 10 11
Project planning (final objectives definition)
Project planning (final objectives definition)
Start up desk research / secondary sources
Start up trade interviews contact process
Interviews with key players on the market and experts
Market analysis and final figures estimates
Final report
Meetings with the client

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

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

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

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