wim pappaert - tech startup day 2015

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TECH STARTUP DAY Wim Pappaert

Adviseur Exportvaardigheden

Introduction

Why do companies export?

Seek growth via market diversification

Earn higher profits from lucrative foreign markets

Better serve existing customers who have located abroad

Gain economies of scale in production and marketing

Amortize the costs of product development and marketing across many markets

Obtain new product ideas from foreign settings

Confront competitors more effectively in competitors’ home markets

Born Global?

“business organisations that, from

inception, seek to derive significant

competitive advantage from the use of

resources and the sale of outputs in

multiple countries”

Source: Oviatt & McDougall, 1994

Born Global Firms

Highly active in international markets from or near founding

Characterized by limited financial and tangible resources

Found across most industries

Managers have a strong international outlook and international entrepreneurial orientation

Often emphasize differentiation strategy

Often emphasize superior product quality

Leverage advanced communications and information technologies

Typically use external, independent intermediaries for distribution in foreign market

Facilitating factors

Globalization of markets

Advances in communications and information technologies

Advances in production technologies

Global niche markets

Global networks

Strategy?

Strategy?

Growth strategy

Source: based on Solberg,A Framework for Analysis, 1997

Local industry globalityInternal analysis

External analysis

Choice of export marketMarket analysis

SWOT

Market approach

TargetingPositioningMarketing mix

Risk management

Financial planning

Action plan

Top export countries

Company

Sector

Macro

economic

Support

Hightech companies are important

Are imbedded in networks of organizations that strenghten each others innovative power

Put our knowledge economy internationally in the picture

Create work and future for our highly skilled people

Strenghten the competitiveness of our region

Shapen and safeguard the future of our economy

Support

Quote: Carl Dujardin, CEO Xsysys, 2010

“Nowadays it’s no longer possible - as we did earlier - to learn offshore competencies by doing. The error margin is too low, the business world is too complex and competition too big. Starters need to realise very well what are their own strengths. For the competencies and knowledge they are lacking, they need to attract experienced partners. This should not prevent them afterwards – once they have built up the knowledge and faith – to stand on one’s own again.“

International Trade & Foreign Direct Investment agencies

Brussels Region: Brussels Invest & Export

Flemish Region: FIT

Walloon Region: AWEXL'Agence wallonne à l'Exportation et aux

Investissements étrangers

FIT’s International Network (with partners)

Los Angeles

Mexico City

Atlanta

New YorkChicago

Montreal

Caracas

Lima

Buenos AiresSantiago

Sao Paulo

Casablanca

Johannesburg

Tripoli

Athene Istanbul

Helsinki St. Petersburg

Moskou

Nizhny Novgorod

TeheranBeiroet

Caïro

RiyadDubai

Bangalore

New Delhi

Peking

ShanghaiGuangzhou

HongkongMumbaiHanoi

BangkokKuala Lumpur

Singapore

Jakarta

Stockholm

Edinburgh

Oslo

Seoul

Osaka

Dublin

Londen

Rijsel

Den Haag

Parijs

Lyon

Bordeaux

Barcelona

MadridLissabon

Tokio

Sydney

Auckland

Taipei

Kopenhagen

Keulen

Vilnius

Warschau

Poznan

Berlijn

Praag

WenenBoedapest

Ljubljana

Milaan

Stuttgart

Zürich

Rome

Kantoren met Lead F.I.T.

Tel Aviv

Manilla

Kantoren met Lead AWEX of BRUSSEL

Abidjan

Algiers Bagdad

Belgrado

Birmingham

Boekarest

Bogota

Bratislava

Damascus

Genève

Havana

Islamabad

Kiev

Kinshasa

Koeweit

MontevideoMünchen

Nairobi

Sofia

Tasjkent

Toronto

Tunis

Zagreb

- 75 offices world wide (101 with partnering regions)- HQ in Brussels- Flemish & local employees

°Flemish Economic Representants,°Technology Attachés, °Invest & Trade Deputies

Services

information

advice

guidance

support

Information

Advice

Guidance

Support

Questions?

Questions?

WEST FLANDERS

EAST FLANDERS

ANTWERP

LIMBURG

FLEMISH BRABANT

BrugesGhent

Antwerp

HasseltLouvain

Brussels

- 5 offices, one in every Flemish province

- HQ in Brussels

- 1 point of contact for Flemish companies

- 15 experts in international development

- Account Management

Koning Albert II-laan 37 | BE-1030 | BRUSSELS | BELGIUMwww.flandersinvestmentandtrade.com | [email protected]

twitter.com/fitagency | twitter.com/InvestFlanders | www.linkedin/groups

FIT@FITAGENCY

Wim Pappaert@Wim_PappaertFlandersinvestmentandtrade.be