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

ibo@evaltec.es Phone +34 609 412116

Diagonal 640, 6ª - 08017 Barcelona

Pº Castellana 141, 8ª - 28046 Madrid

www.walestrade.com

IBO Programme