Welkom op de Exportbeurs 2016!
ING Panelgesprek : Hoe nieuwe markten kiezen? Iedere ondernemer wil groeien en export is meer dan ooit een optie : 11 miljoen Belgen vs. 3 miljard online consumenten. Maar hoe nieuwe markten kiezen? En hoe stapsgewijs via digitale marktplaatsen, lokale fysieke partners of een eigen vennootschap een markt opstarten en laten groeien? Moderator : Laia Vanden Abbeele, ING Panel : Anthony Belpaire, Google, Ludo Sarens, Sarens, Johan Symoens, Derbigum, Michael Jacobs, Valor Tailoring, Peter Van Hoecke, Van Hoecke 2
Google Export Accelerator Find 1 Reach 4 With Google 2 Connect Act
Van Hoecke Expert in functioneel meubelbeslag Scharnieren, Klepsystemen, Ladesystemen. Van Hoecke NV 1967 Familiebedrijf 100% Distributeur Actief in Benelux Producent Actief wereldwijd (doel) Factory of the Future 2016 Omzet 60Mio Medewerkers 200 Klanten 4.000 70 ton per dag Peter Van Hoecke 1964 Actief sinds 1986 CEO Business Development
V A L O R T A I L O R I N G Valor is a new service for the business wardrobe of the 21st century professional. Context - Men & Shopping versus Personal Branding Problems - Time, Interest, Knowledge & Access Why? Empowerment to Win with Charisma & Style How? Personal Styling, Tailoring, Shopping What? All relevant products, Custom Crafted How much? Made accessible by interacting directly Retail - Lounge / Corporate / Collabs
SARENS IS A GLOBAL LEADER IN A NICHE MARKET Significant geographical diversification of 2015 revenue (%) North America 10% EURm 2013A 2014A 2015A Turnover 592.1 637.8 593.7 Western Europe 32% Eastern Europe 10% Middle East 6% Asia 9% EBITDA 150.9 151.7 149.8 EBITDA margin 25.5% 23.8% 25.2% Operating Profit 46.0 50.8 48.6 Net Capex 109.7 76.1 156.6 Latin America 10% Africa 9% Global Project 9% Oceania 5% Cash flow from operations 130.7 111.6 125.0 Tangible fixed assets 812.6 813.3 883.7 Selected projects Dell - Internal Use - Confidential 7
SARENS EVOLVED FROM CRANE RENTAL TO A LEADER IN HEAVY LIFTING AND COMPLEX TRANSPORTATION Foundation Organic growth International expansion Evolution to global player 1955-1970 First crawler cranes and telescopic cranes Sarens contributed to assembling and dismantling numerous structures and buildings for the Brussels world fair in 1958 1990-2000 Move to new headquarters in Wolvertem (Belgium) Establishment of Sarens GmbH and Sarens UK Purchase of Demag PC 9600 (lifting capacity of 2,000 tons) First windmill erections Entry into Poland and Asia (Thailand) 2006-2008 Goro Nickel Project (New Caledonia) Purchase of CC 9800 (lift capacity of 1,600 tons) 2013 1,000th Kamag axle line delivered to Sarens Entry into Indonesia, Singapore, Panama and Bolivia In-house development of Sarens Modular Barge and Sarbogies 1955-1970 1970-1985 1990-2000 2000-2005 2006-2008 2009-2012 2013-2015 1970-1985 First barge and SPMTs First bridge movements and load-out Entry into the Netherlands 2000-2005 Entry into South Africa, North America, Australia, South America (Mexico and Venezuela) Creation of Sarens Nass Middle East (SNME), a joint venture with the NASS group of Bahrain Creation of Sarens Algeria World record for bridge erection at Millau (France) Creation of training centre in Steenhuffel (Belgium) 2009-2012 New shareholder structure Largest SPMT load (Norway), Koniambo nickel mine (New Caledonia) In-house development and construction of SGC- 120 In-house development and construction of CS5000 (Sarens Climbing System, capacity of 5,000 tons) Entry into USA, Canada, Colombia, Brazil, Chile, Morocco, Tunisia, Congo-Brazzaville, Namibia, Mozambique, Nigeria, India, Malaysia, Vietnam, Oman, Iraq, Russia, Ukraine and Lithuania 2016 TCO Project (Kazakhstan) Largest project in company history Extensive engineering 1800 SPMT axle lines SGC-120 and 35 other large cranes Dell - Internal Use - Confidential 8
Dell - Internal Use - Confidential
PROHIBITIVE ISSUES ON EXPORT 57% Lack of market insights prohibitive to expansion plans (#1 issue) % of customers stating operational issue is prohibitive Dell - Internal Use - Confidential
Conclusie Wat hebben we nu geleerd? 1.Omtrent hoe nieuwe markten kiezen? Veel info via Google te vinden (Google Trends, Google Market Finder, etc. ) Het vinden van de juiste lokale partner / distributeur Kijken naar de concurrenten De cliënten volgen Marketingonderzoek 2. Hoe nieuwe markten benaderen? Joint Venture Eigen lokaal netwerk van partners opzetten en ondersteunen met opleiding, tools, etc. Vanuit België Via distributeurs 11 22 August
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