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@theexportnetwork.nlalbert.hoeksma@theexportnetwork.nl

www.slideshare.net/TENTheExportNetwork