Exporting businessmen know that the French and Danish are committed to responsible consumption and are conservative in their purchases
Rafael Fernández-Flores, CEO of Pistachios from La Mancha, a company that is an active part of the Association of Importers and Exporters, ADIEX, has been in charge of leading the last breakfast of exporters for exporters of this year 2018, an initiative of ADIEX, organized by FEDA, and thanks to the collaboration of BBVA.
On this occasion, thirteen companies, members of FEDA y ADIEX, from various sectors: specialized machinery for the dairy sector, consultancy (financial, translation, tax), textiles, agri-food (wine, mushrooms, nougat, deep-frozen horticultural products), iron structures, forestry, and painting tools have shared information in a open forum and outside the usual technical format, since that is what the FEDA Innovation and Internationalization Cycle.
Pistachios from La Mancha They are national producers who grow pistachios conventionally and organically, offering the market the largest range and assortment of products. Its pistachios are of the Kerman and Larnaca varieties, which according to all the experts, are the tastiest in the world, and which are collected, classified, roasted and packaged with the most modern techniques. In Pistachios de La Mancha they dedicate 5% of their turnover to R+D+i. And it is about these nuances, ecological production and innovation, about which Rafael Fernández-Flores spoke about his experience in these markets.
The breakfasts have had the participation of between 12 and 15 companies each, since the format requires that the capacity be limited. The first one on Colombia and Chile had a rating of 9.0/10 from the attendees, the second focused on the United States and Mexico obtained 8,83/10 and the latter, where France and Denmark were discussed, had a 9,54/10 .
Highlight key ideas developed during the breakfast: "France and Denmark markets concerned about responsible consumption and conservative in their purchases"
- French consumers are particularly avid for services, especially digital, cultural and travel.
- The percentage of French concerned about the problems of sustainable development and responsible consumption is increasing strongly, and France today has the second largest organic agriculture in the EU.
- The consumption of organic and fair trade products is booming in the neighboring country.
- In France it is advisable to visit your client's facilities, learn about their structure, organization and way of working.
- In France there is a market of a certain quality and another normal.
- Denmark has one of the highest incomes in the European Union and therefore the expectations of the Danish consumer are also among the most demanding on the continent.
- Danes are pioneering consumers of technology products, but at the same time they are very conservative in their purchases, preferring to do so in businesses that have been established in the country for a long time.
- A positive option to get to know the Danish Market is learning by visiting and exhibiting at Fairs, always keeping in mind that the results and contacts may not be effective until after 2 or 4 years.
- The Nordic countries have 4 major buyers, and if you manage to enter one, you are in all of them.
- For the Nordics, it is essential to speak perfect English, the "one-on-one" treatment, avoiding translators and downtime, is essential in the negotiation.
- The Nordic countries require, many times before even initiating contact, forms focused on compliance with Human, Social and Labor Rights, which are fundamental for them.
- Regarding forms of payment, depending on your product, payment can be made in advance, otherwise the best option is a letter of credit.
- In these markets, it is sometimes possible, and a good alternative, to sell EXW, always depending on the type of product and negotiation.
In conclusion, these are markets where ecological and organic products are booming and where the CO2 Footprint is becoming vitally important. Within the breakfast, other more daily and common details in these markets were addressed, which have been of vital help to the participants.
The businessmen participating in this breakfast concluded the importance of a differentiated and quality product, which must be known to defend and know who is buying from us, and they appreciate this type of dynamic and contact formats using ADIEX and FEDA as a framework.
