ten at food valley expo 2014
TRANSCRIPT
how to export yourfood business?
about usJANET LEBBINK
experience
� H.J. Heinz - Business Development Manager
� Honig Merkartikelen - International Account Manager
� FrieslandCampina - International Product Manager
� TNO Voeding - Projectmanager Biostatistics
education
� Human nutrition - Wageningen University
� Traineeships - Québec, New York, São Paulo� Traineeships - Québec, New York, São Paulo
ALBERT HOEKSMA
experience
� H.J. Heinz - Manager International Food Trading
� Honig Merkartikelen - Manager Export & Ingredients
� Van der Meulen Hallum - Account Manager Export
� Th. Van Huystee - Group Product Manager
education
� Commercial Economy - HEAO Leeuwarden
� Exportmanagement - Fenedex
about TEN
TEN supports food
companies with
international business
WHAT
start up and expansion
of international businessof international business
FOR WHOM
food companies that
add value
HOW
professional & pragmatic
▪ strategy ▪ market research ▪
▪ partner search & management ▪
▪ export management ▪
▪ marketing ▪ sparring ▪
▪ training & coaching ▪
SIB advisors
our partners
▪▪
complexity export
are you ready?
� why do you want to export your business?
� how does your concept fit internationally?
� how much do you want to invest & how long will you wait?
� when will export be a success?
� what are the biggest hurdles?
3 rules
� ADDED VALUE
� LOCAL RELEVANCE
� PRAGMATIC PERSISTENCE
added value
what do you want to be for whom?
customer intimacy“close to the customer”
market leaders
product leadership“best / newest product”
operational excellence“cost leader/ efficiency”
minimalexpectation
added value
added value
added value
added value
added value
your added value
local relevance
local relevance
local relevance
opportunities
opportunities
how to select
� MACROpolitics – economics - social
technological - legal
� MESOmarket size – import restrictionsmarket size – import restrictions
market position – competition
trade characteristics – product
restrictions
� MICROmarket size - trends – price levels
distribution – competition
customers – legal – cultural
▪
� focus
� commitment
� culture
pragmaticpersistence
▪� culture
� financials
� legal aspects
� etc.
pragmatic persistence
pragmatic persistence
pragmatic persistence
Inspiration - travel and learn
learn more?learn more?
www.theexportnetwork.nljanet.lebbink@[email protected]
www.slideshare.net/TENTheExportNetwork