Kevin Davies International Trade Counsellor South East Wales WalesTrade International IBO Programme Jose Jimenez – External Representative
Kevin Davies International Trade Counsellor
South East Wales
WalesTrade International
IBO Programme
Jose Jimenez – External Representative
WalesTrade International
- Agency for exports promotion of Wales in United Kingdom
- Depending on the National Assembly ( Regional Government)
Its mission is to provide support of all sort to companies and institutions, such as entrepreneur’s
associations, universities and others, in their economic internationalisation and global development processes
IBO Programme
WalesTrade International
- New Exporters programme
- Trade Missions programme
- Clusters programme
- IBO programme
- Export-Assist programme
Enable companies to be able to export
Missions to different markets, also inward missions
Automotive, Aerospace, ICT’s …
Identify business opportunities and exploit them
Support with EU funds for the objective regions
www.export-assist.comIBO Programme
Some activities …
WalesTrade International
- Optimise resources
- No discrimination (all sizes / sorts)
- Intensive selection of participants
>> SMEs big beneficiaries
SMEs have no resources, could not access on their own to all benefits of exporting.
Basically, it is an outsourcing of their exporting activities or departments
- Confidentiality / confidence
IBO Programme
IBO Programme
( International Business Opportunities )
1. Identify business opportunities
2. Provide direct on-ground support
Opportunities for Welsh companies or institutions from which information is obtained and possible
exploitation analysed (match-making)
Based on a local consultants network that identify the opportunities and help to exploit
them on the ground with direct support
Companies and results driven
IBO Programme
IBO Programme
Targets ( deliverables )
1. Volume of business opportunities
2. Number of companies exporting to market
3. Number of companies exporting first time
4. Involve a minimum number of companies
5. Volume of deals or expected business
In Pounds Sterling, opportunities identified
Exporting to a particular market for the first time
Had never exported to any country
Welsh companies in the programme for the period
In Ponds Sterling, certified by the company’s letterIBO Programme
IBO Programme
On-ground direct support
- Preliminary (exploratory, planning)
- Effective (on ground)
2 or 3 free of charge (fully granted) consulting days to explore the possibilities of the market
and plan possible actions to carry out
Up to 10 days including preliminary phase. Reduced price consulting (partially granted) for specific actions: visits to trade fairs, interviews
with potential partners, negotiation of deals, etc. Cost of 200 Pounds per day that valorise the
service and generate additional resources for the continuity of the programmeIBO Programme
IBO Programme
Preliminary consulting days
- Sector / market analysis, opportunities
- Co-operation with other institutions
Commercial section at Embassy / Consulates
OLBIS (formerly TMIR)
www.uktradeinvest.gov.uk
(e.g.) www.ukinspain.com
Welsh Development Agency (WDA)
(e.g.) Food from Britain Spain
- Specific plan for effective workIBO Programme
IBO Programme
Effective consulting days
- Personal support
- Visit Embassy / Consulate
- Interview with potential partners / distributors
- Contact with experts / advisers
- Prevent problems
Legislation, bad debtors
- Help taking decisions
RESULT : Deal or business volumeIBO Programme
IBO Programme
Considerations on results
- Difficult to compete in production / transport cost
- Sterling Pound exchange rate
- Competitive products and services
- Innovation Plan for Wales
Time, patience and perseverance
Intensive in R&D or very innovative
Innovative processes / low production cost
Market niches (expats, organic food)
Better communicate what can be achieved with innovation, create business with a bigger potential growth, better equip people to innovate, support and finance more simple and effective, more impact of universities and schools on economic development
IBO Programme
Local Consultants network
- Fundamental for the success of the programme
- Know local environment and uses
- Work with all sort of companies / sectors
- Perfectly integrated in the network
- Visit Wales occasionally
- Provide direct personal support to companies
IBO Programme
Trade Missions 2003/04South Korea/Taiwan
Turkey
Sweden
South Africa
Canada - Sept 03
China
Estonia/Latvia
Oman & Dubai
Czech Republic
Italy
Poland
Australia & New Zealand
Hungary & Slovenia
Local Consultants network
- Western Europe
France, Germany, Italy, Greece, Spain, Portugal, Switzerland, Austria
- Middle east, Turkey, Egypt
- South-Africa
- India
- Scandinavia
- Benelux
- Eastern Europe
- USA, South-America
- Far east
IBO Programme
Local Consultants network
Examples
>> Turkey – Granit Consulting – Murat Tenecioglu
>> India (N) – Triton Communications – A. Basudev
>> India (S) – Business Consulting Group –Raj Nair>> South-Africa – Africa Direct – Charles Krakoff
>> Egypt – Development Options – Paul Mansley
>> UAE – Strategem UAE – Jane Preston
>> Saudi Arabia / Gulf – Andrew Mead
etc. …
IBO Programme
Local Consultants network
Western Europe
>> Germany and Denmark – Sorensen Consulting
>> Austria – Ali Farinpour (ex UNIDO)
>> Spain and Portugal – Jose Jimenez - Evaltec
>> France – Alastair Boyd – B&L Associates
>> Greece – George Papanikolaou – Top Plan
>> Italy – Dick Parkin – Parkin Management
>> Switzerland – Dr Paul Aenishaenslin
>> Benelux
>> Scandinavia
IBO Programme
Local Consultants network
Strategem Ltd.
- Management consultants based in Manchester
- Co-operate partially in several areas:
> IBO local consultants
> Trade missions
> Clusters programme
- Contractor that subcontract consultants
- Selected as other contractors in tender
www.strategem.co.uk
IBO Programme
Local Consultants network
USAWestern Europe
South-America
Eastern Europe
Middle east
Far east
South-Africa
IBO Programme
Jose JimenezExternal Representative
[email protected] Phone +34 609 412116
Diagonal 640, 6ª - 08017 Barcelona
Pº Castellana 141, 8ª - 28046 Madrid
www.walestrade.com
IBO Programme