winning business in france commercial officers ukti france june 2011
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Winning Business in France
Winning Business in France
Commercial Officers UKTI France June 2011
UKTI Offices in France
BORDEAUX
PARIS
LYON
UKTI France Team
• 39 staff at 3 locations in France:Paris - 27 staffLyon - 6 staffBordeaux - 2 staff
• Trade Team - 25 staff• Investment Team - 6 staff• Operations Team - 8 staff
UKTI France Trade Team
•3 ‘Super’ Sectors:
Engineering
New Technologies
Consumer & Creative
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3 ‘Super Sectors’
Engineering Team• Aerospace, Oil & Gas, Marine• Construction and Light Engineering• Railways, Logistics and Process Engineering• Automotive, Power, Defence & Security
New Technologies Team• Healthcare, Environment, Chemicals• IT, Communications, Electronics• Biotech and Pharma
Consumer and Creative Team• Creative industries; Financial Services• Agri-Food, Fashion
Winning business in France
Why France?
An accessible market
Diverse industrial/services base
Major international trade fairs (244 trade fairs held annually)
Excellent infrastructure
Potential trading platform for rest of Europe
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Winning business in France
UK - France Trade
• France is 5th largest importer and UK is 6th largest supplier
• Roughly 60% of trade is with EU• Largest trade surplus is with UK• 15,000 French companies export over
€32.3 bn worth goods & services to UK• 20,000 British companies export €23.3 bn
worth of goods & services to France
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Pet micro-chip cat flap: Sureflap
Winning business in FranceHow we can help
Winning business in FranceSureflap - Overview
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Small company, design led product.
Designer and manufacturer of a microchip catflap.
Microchip implant in a cat's neck acts as an electronic door key.
No experience of the French market, only 1 known competitor (German).
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Winning business in FranceSureflap - Objective
Market entry objective:
Identify most suitable country to target first
Identify suitable distribution partners in France:
- Wholesalers and central purchasing organisations selling to vets
- Distributors of pet products - pet retailers and garden centre chains
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Winning business in FranceSureflap – UKTI assistance
- Establish product potential in France, via contact with vets and trade associations
- 29 companies contacted
- 17 companies interested in principle. 1 meeting attended on behalf of the company with a large distributor of pet products.
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Winning business in FranceSureflap – Outcomes
- 2 central purchasing organisation selling SureFlap
- 1 major distributor appointed
-Turnover doubled through activity in Europe within 1 year or approaching the market
- ‘UKTI provides an excellent service and I would highly recommend using them to any new business looking to break into a new market’.
Winning business in France
UKTI France in 2010/11
• Helped some 1,500 UK companies
Winning business in France