Category: Blog

For more than 10 months Barcelona Export has been managing the commercial prospecting of an industrial subcontracting export group in France.

This industrial subcontracting export group in France is composed of 3 companies: a company of hot stamping of brass parts, a company of custom and standard fittings and a third company of stainless steel sheet metal and laser cutting.

Target market of the industrial subcontracting export group in France

The opening of the French market was set as a business plan.

Distribution channel of the industrial subcontracting export group in France

The search for end customers was agreed in all three cases, as well as certain differences depending on each of the participating companies. To date, we have already organised several commercial agendas in France to visit both commercial agents and distributors of some of the products. We have also met with some of the sales agents to facilitate negotiations between the company and the agent.

Prospecting results of the industrial subcontracting export group in France

Two of the companies already have firm orders and new customers and the third one is in the selection phase of the different agents presented. All of them have several profiles of multi-portfolio commercial agents interested in representing their products.

Costs of the export group

This of the industrial subcontracting export group in France was formed thanks to the last 2015 Acció grants to support exporting groups. The subsidie covered 40% of the cost of the consultant. These three companies have been able to open or consolidate their presence in the French market by minimising prospecting costs and strengthening their joint offer.

I you wish to be part of an export group, please, do not hesitate to get in touch with us.

The last tips before leaving for the Sial Paris international trade show

After having selected the food companies that will be part of the export group that will visit the Sial Paris 2016 international trade show, it is time for the final preparations. With less than a week to go before the start of this international trade fair, all the companies already have agendas of contacts interested in their products and those they will be able to meet during their next visit to the neighbouring country.

The mixture of excitement and nervousness is palpable and it is time to pack. We have organised the last joint meeting before taking off on this new international adventure. At the headquarters of the Regional Council of Maresme they have received great institutional support, which is fundamental in helping to promote our products.

What to bear in mind for a good international trade show?

– Hotel: choosing a good hotel is essential. It is advisable to book it in advance, as on the dates of the international trade show they are usually at full capacity and the prices go up a lot. The criteria, apart from price and comfort, should be related to the distance to the trade show. Booking a hotel close to the trade exhibition will reduce the level of fatigue and meetings within the fairgrounds. This will create an atmosphere of greater proximity and trust, strengthening personal ties.

– Flights: as with hotels, so with flights. It is advisable to book them in advance in order to get the best possible combinations at the best prices.

– Promotional documentation: Prepare well in advance the printing of brochures, fact sheets, leaflets and price lists to make sure you arrive on time.

– Contacts during the trade shows: Prepare a contact book to staple your business cards in so that you can take notes of relevant comments. We need to keep all the contacts we have made and that will allow us to carry out effective post-fair actions, commercially speaking. To do this, it is important not to forget to bring stapler/s to ensure that we do not lose any of our contacts’ business cards.

– Agenda: before setting the agenda and the different meetings that we will have during the days of the international trade show, it is necessary to visit the website of the international fair and its maps in order to prepare the route and the interviews that we want to hold, confirming that we will have time to arrive punctually to the different appointments.

– Key pavilions: apart from the agenda of meetings you have agreed at the international trade show, do not hesitate to study the exhibition’s floor plan to detect the pavilions of interest in terms of sector trends. And don’t leave the fair without having visited them. You are sure to learn a lot and get ideas for new projects for your company.

– Invitations: before the trade show, invite your clients and potential clients to visit your stand to show them your products, innovations and international involvement. Send the invitations in time to schedule the visits and be able to give them the time they deserve.

– Samples: consider the possibility of travelling with samples that can be presented during the interviews.

– Trolley (suitcase with wheels) to comfortably carry the documentation and samples that we will be collecting from the different stands. You will be more comfortable than carrying a suitcase that at the end of the day will weigh more than you imagined.

– Clothing: appropriate for the occasion. Analyse whether it is a sector that usually wears a suit or a more casual dress and try to dress according to the sector. Don’t forget to wear comfortable shoes, as at the end of the day you will have walked a lot on a heavy surface, such as the exhibition carpet.

We hope these tips will help you in your attendance/visit to your next international trade show.

Barcelona Export has been chosen by the Consell Comarcal del Maresme, as the consultancy agency in charge of accompanying 10 companies of the food sector of the Maresme region to SIAL Paris 2016.

Why companies of the food sector of the Maresme?

This is a year in which Catalonia has been declared European Region of Gastronomy 2016. And we wanted to take advantage of this interest from the rest of Europe in our gastronomy to promote its international projection.

And why did the companies of the food sector of the Maresme go to SIAL Paris 2016?

The Maresme region, located on the coast of Catalonia, is known for its rich agricultural tradition and its production of high quality local products. Among the companies producing the land in this region, those involved in agriculture, viticulture and artisanal food production stand out.

Some of the most emblematic products of companies of the food sector of the Maresme include:

• Fruit and vegetables: The region is famous for its strawberries, tomatoes, peppers and other crops that benefit from the Mediterranean climate.
• Wines and cavas: The Maresme also has wineries that produce quality wines and cavas, taking advantage of the characteristics of the terrain and climate.
• Olive oil: Some companies are dedicated to the production of extra virgin olive oil, using local varieties.
• Artisan products: There is a growing number of producers making products such as jams, preserves and other gourmet foods, often using local ingredients.
• Organic farming: More and more businesses in the region are adopting organic farming practices, offering sustainable and environmentally friendly products.

La xarxa dels productes de la Terra is a voluntary grouping of local entities at regional level, promoted and coordinated by the Diputació de Barcelona, with the aim of strengthening the business fabric of local and quality food products from the land and sea of the province of Barcelona. The Consell Comarcal del Maresme is one of the promotional bodies. The Land Products Network covers practically the entire territory of the province of Barcelona, through its members.

What does this export programme to boost companies of the food sector of the Maresme consist of?

It is an export group of 10 companies that, being in the same sector of activity, are complementary, pursue the same objectives and can share export experience, while strengthening their joint offer and taking advantage of the synergies that each of them can bring to the group, and wish to visit all together Sial Paris 2016.

What activities are offered within the programme?

• Group training sessions on exporting
• Individualised training sessions to design the commercial strategy of each of the participating companies.
• Accompaniment to the Sial Paris 2016 trade fair.
• Agendas of commercial agent contacts
• Distributor contact agendas
• Contact agendas for end customers
• Adaptation of each company’s marketing material to the culture and language of the country.

Objectives of the programme

• To initiate or consolidate the internationalisation project of the participating SMEs.
• Provide them with the basic tools to start their export project
• To introduce them to one of the most prestigious trade fairs in the European food sector, SIAL Paris.
• To learn first-hand about trends in the sector
• Learn about the receptiveness of your product in the French market.
• Get to know the French food market
• Improve international negotiation techniques
• Get to know the main food hubs, clusters and associations.

We would like to thank the Consell Comarcal del Maresme for the trust placed in Barcelona Export and we hope to be able to collaborate again in the future.

 

 

 

The Department of Enterprise and Employment of Catalonia and ACCIÓ Agència per a la Competitivitat de l’Empresa, call again this year ACCIÓ’s internationalisation Coupons programme that proposes new subsidies to companies that want to start or consolidate their international development.

ACCIÓ’s internationalisation Coupons are an initiative designed to support Catalan companies in their international expansion process. These coupons offer financing so that companies can access advisory services, training and support for their internationalisation projects.

ACCIÓ’s internationalisation Coupons can be used to cover expenses related to market research, participation in international trade fairs, the development of internationalisation plans, among others. This allows companies to reduce costs and facilitate their entry into new markets.

Who are the Internationalisation Vouchers targeted at?

The beneficiaries of the Internationalisation Coupons are Catalan companies that export less than 15% of their turnover in 2015. The intensity of the subsidy is 80% and the maximum eligible amount per applicant company is €5,000. It includes export consultancy services as well as digital marketing.

What services does Barcelona Export offer?

Barcelona Export, an export consultancy with consultants accredited by ACCIÓ, participates in this programme by providing support to several Catalan companies from various sectors that have expressed their desire to open up markets in France, the Maghreb, Peru and the UK.

On 13 September 2016, the Barcelona Export consultancy will hold a International area training on exports groups at the headquarters of the Consell Comarcal del Maresme, with the aim of boosting the international development of companies in the area.

This easy introduction to exporting details the most important steps and processes to follow in order to export products and/or services to other countries. In addition, it will explain how grouped exports work, one of the most economical ways of exporting to new markets.

The International area training will cover the description of an export group and its characteristics, the advantages of being part of an export group, how to take advantage of synergies, what are the minimum requirements to be able to form one, how to find and choose export partners.

This International area training is aimed at companies and entrepreneurs with a desire to export. It is a face-to-face course, lasting 3 hours, which will begin at 9.30 am and end at 12.30 am.

The International area training is subsidised by the Diputació de Barcelona and forms part of the Recull d’activitats de suport al teixit empresarial 2016. (Directory of activities to support the business network).