446

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Published on April 22, 2008

Author: Jancis

Source: authorstream.com

Slide1:  Spanish Market Opportunities Jim Wilson Commercial Service Madrid, Spain Spain:  Spain Spanish Opportunities:  Spanish Opportunities 12 years of uninterrupted growth 2006 GDP expansion - 3.8 percent Eight largest economy in world Low real interest rates Ample liquidity Construction sector importance Global Opportunities with Spanish Flavor:  Global Opportunities with Spanish Flavor Emergence of Spanish multinationals: Telefonica, Repsol, Banco Santander, BBVA, Ferrovial, ACS, Iberdrola, Indra, etc. Centralized management and procurement Best Prospect Sectors:  Best Prospect Sectors Medical Equipment Pollution Control and Water Resources Safety and Security Systems Aircraft Parts and Components Franchising Computer Software Telecom Services Medical Equipment:  Medical Equipment U.S. medical equipment sales exceed $1 billion, more than 30% of market Cardiology, respiratory/anestesia, neurology, orthopedic, and MRA Public sector 90% demand CE Mark required; distributor or branch office recommended Pollution Control and Water Resources:  Pollution Control and Water Resources Rapid industrial growth/EU rules $4 billion from Spanish Government Water priority area: desalination, improved irrigation efficiency, re-use Change in water pricing policy Demand from private developments Safety and Security:  Safety and Security Critical infrastructure Terrorist and criminal threats New building code drives fire safety Forest fire challenges Best prospects: explosive detection, forensic and surveillance systems Team with Spanish counterparts Aircraft Parts and Components:  Aircraft Parts and Components Spanish participation in international consortia EADS-CASA, ITP, Aeronova (ex-Gamesa) Composites, fiber-placement, avionics, and software Franchising:  Franchising Mature sector: over 80% Spanish U.S. concepts represent about 10% Largest growth in services followed by retail and food Demographics drive services for seniors Confirm legal requirements Computer Software:  Computer Software Spanish market catch-up in PC and Internet/broadband penetration Multimedia, vertical applications, and communications enjoy high growth Finally broadband price competition IPR and software tax issues Telecom Services:  Telecom Services Telefonica as global player/buyer Spanish market growth stimulated by VoIP convergence, broadband access, & deployment of MVNOs Other best prospects include value-added services for mobile telephony Market Entry Strategies:  Market Entry Strategies Regional markets with hubs in Madrid and Barcelona Identification of agent or distributor EU regulations Spanish language marketing materials Market Access Issues:  Market Access Issues Normal EU standards and certification issues Informal preferences for local suppliers in gov’t tenders Slow subcontracting and payments practices Pharmaceutical Sector:  Pharmaceutical Sector Spanish focus on cost containment Gap in product patent protection Reference prices Prices of drugs in market for more than 10 years cut 20 percent Parallel trade due to low prices in Spanish market General Business Customs:  General Business Customs Personal relationships key Business environment more like France or Italy rather than Mexico or Brazil Only about a third of Spanish executives fluent in English “Conservative” buyers Keys to Success:  Keys to Success Find good representative/distributor Spanish language capability Long tern outlook Personalized approach Consistent attention to service and delivery CS Spain Provides:  CS Spain Provides Market intelligence Buyer/trade contacts Market promotion assistance Gold Key Service:  Gold Key Service Cold-calling doesn’t work! Spaniards want to know who they are dealing with Gold Key Matching Service: $765 first day, $385 each consecutive day Credibility, access, enchufe 4 – 6 week lead time needed CS Spain Contact:  CS Spain Contact (U.S. mailing address) PSC 61, Box 21 APO, AE 09642 (Madrid address) Paseo de la Castellana, 35 – 4th floor 28010 Madrid, Spain Phone: (34-91) 308-1545

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