Article

20.02.2018

Make the most of international opportunities thanks to Trade4U

A dynamic company needs to be constantly attentive to new market opportunities, especially overseas. In this sense, public procurement or international calls for tender represent potential too often untapped by Belgian companies. To this end, the Trade4U app can prove very useful!

Make the most of untapped opportunities

A huge number of public authorities, both in Belgium and overseas, call on companies for the provision of services, the supply of products, etc. In 2016 alone, the UN (with one of the largest public procurement programmes) launched calls for tender for over 17,000 million dollars (split approximately between the provision of services and the supply of products). A volume which is steadily growing - although Belgium is one of the top suppliers as regards UN contracts (mainly with UNICEF, thanks to the pharmaceutical sector which accounts for over 85%), Belgian companies, in particular SMEs, are still not making the most of this financial godsend.

The importance of being successful first time round

For a company, whatever its size, these public procurement contracts, in particular international contracts, can offer several advantages. Logically, this means new contracts and therefore obtaining revenues. But being successful first time round overseas also constitutes a unique opportunity to "make a mark" in a specific geographic region. This access is crucial in order to guarantee new openings in the long term...

Let's take an example: a Belgian start-up which is successful in a call for tender to provide its innovative technology to an important work site in Dubai is undeniably opening new doors for itself in the Middle East. A virtual circle which can also be applied within the company, because by making this leap, the SME is developing in-house skills in order to respond to specifications. Expertise which will turn into a comparative advantage.

Limited access and administrative workload

And this is often where the problem actually lies: the complexity of public procurement. Particularly when it involves responding to a call for tenders in Brazil or China. If SMEs are still not taking much interest in these market opportunities, it is because there are objective reasons. The significant administrative workload involved in putting a tender together, the lack of human and financial resources internally, contracts with scopes which are too large for the size of the company, not to mention the obstacles associated with the international dimension (language barrier, lack of knowledge of the local reality), but also the lack of visibility of these proposals and so on. In fact, information is key!

Efforts and solutions: Trade4U

Public authorities, particularly in Belgium but also internationally through regional development banks, are endeavouring to make these public calls (for bidders) more accessible to SMEs. Simplification of procedures, shortening of deadlines, division of contracts into smaller lots, etc. In Belgium, both regional export agencies* as well as the Belgian Foreign Trade Agency are working on raising the awareness of Belgian companies and providing them with information. And with this objective in mind, the Trade4U platform was created.

Soon to celebrate its second anniversary, this mobile app (available on smartphone and tablet) centralises business opportunities - several hundreds of websites are sifted through -, international projects and calls for tender all over the world. The functionalities offered to its subscribers (subscription costs EUR 150 per year) include the option of carrying out targeted searches (by country, sector, product, service, etc.), expressing interest in a contract, setting up a consortium (to respond to large-scale contracts), receiving alerts and reminders of deadlines for filing applications, assessing the success of calls for tender (number of clicks) and receiving "public procurement" procedure guides along with foreign trade news and statistics. 

For more information about Trade4U, click on this link or watch this demo!

* The three regional actors in the foreign trade sector are:

  • Walloon Export and Foreign Investment Agency (AWEX)
  • Flanders Investment & Trade (FIT)
  • in Brussels, the agency BIE (Brussels Invest & Export) merged (on 1 January 2018) with the Brussels Agency for Business (impulse.brussels), forming a new agency (the name of which is to be released imminently)
Article

07.09.2022

Who is in with a chance of winning a Leeuw van de Export Award in 2022?

On Wednesday 14 September, FIT will present its 21st Leeuw van de Export Award: the highest award for Flemish companies achieving outstanding export results. Will Belkorn, Twipe Mobile Solutions, XenomatiX, Bogaerts Greenhouse Logistics, Kipco-Damaco or Lambo Laboratoria win?

Every year, Flanders Investment & Trade (FIT) awards a Leeuw van de Export Award to two companies that have recorded notable achievements in the field of exports in the past year. We briefly introduce the six nominees below. Be inspired by their foreign expansion stories. On 14 September, the top exporters will be celebrated at the Brabanthal in Leuven.

Nominees in the 'Companies with up to 49 employees' category:

Belkorn from Diest
Healthy and tasty, high-quality ingredients that are good for people and the planet. Belkorn has been making this sustainable vision a reality since 1985, when it launched the first organic baby biscuit in Europe, well before the current trend for organic food. In 2010, a British brand chose Belkorn to bake its biscuits, causing the company to ramp up its export plans. Russia and Australia soon followed suit, and today Belkorn has a presence in 30 countries. More than 95% of the company's turnover is derived from exports.

CEO Jos Corthouts: "Thanks to continuous investments in innovation and a state-of-the-art production centre, we have seen rapid growth over the past five years. In the future, we hope to boost our presence in Ireland, Australia and New Zealand and gain a foothold in the German market."

www.belkorn.com

Twipe Mobile Solutions from Heverlee
Heverlee-based Twipe Mobile Solutions assists 80 influential newspaper titles, helping them to increase their reader numbers and revenue with a user-friendly digital newspaper, insights into reading behaviour, and personalised news feeds. After a first mobile news app and the first exclusive digital newspaper in France, they launched JAMES in the UK, a digital butler that compiles automated, personalised reading lists for subscribers. Twipe Mobile Solutions serves newspapers in 13 countries, accounting for 92% of turnover.

CEO Danny Lein: "In the coming years, we want to develop a tech scale-up that plays in the Champions League of news media technologies, while remaining true to our Flemish roots. With intelligent innovation, a lot of hard work and team spirit, you can grow and build an international reputation."

www.twipe-mobile.com

XenomatiX from Leuven
XenomatiX develops innovative laser systems for self-driving cars. The Leuven-based company provides an answer to the automotive industry’s demand for more compact, reliable and affordable sensors. Despite its small-scale production, XenomatiX has a very local presence in major automotive countries such as Germany, the US, China, Japan and South Korea, to explain and demonstrate its technology on the ground. The company wants to make a difference worldwide with its promising technology.

CEO Filip Geuens: "We want to make an economically relevant contribution to society through our technology and the resulting employment."

www.xenomatix.com

Nominees in the 'Companies with 50 or more employees' category

Bogaerts Greenhouse Logistics from Hoogstraten
Bogaerts Greenhouse Logistics is the largest player in the automation of greenhouse gardening. The company develops machines, appliances and other logistical aids for spraying, harvesting and sorting in modern greenhouses. The sophisticated systems, which are produced in Hoogstraten, are now used in more than 40 countries.

CEO Joris Bogaerts: "In Europe, we're gradually hitting the ceiling in terms of terminal automation. But there are lots of large-scale projects in the pipeline in Eastern Europe, Russia and China. And the African continent still offers a lot of potential." We want to be ranked among the global top 3."

www.bogaertsgl.com

Kipco-Damaco from Oostrozebeke

The chicken in your favourite deep-frying snack or boiled sausage is probably produced at Kipco-Damaco. In recent years, the poultry slaughterhouse in West Flanders has developed into a global producer and distributor of chicken separator meat for further processing. After a first foreign sales office in Singapore, the company established 4 production sites and 11 branches in countries such as Brazil, India, the Philippines and Vietnam. This development offers significant added value thanks to local market knowledge and short lines of communication with the meat technologists at Kipco-Damaco. Exports account for 83% of the company's turnover, of which a significant proportion is bound for the EU.

Co-owner and commercial & marketing director Iris Vandaele: "We believe in taking a chance, jumping on every opportunity for expansion. We valorise chicken separator meat, but also extract proteins from feathers for animal feed, for example. We were circular long before this was a hot topic."

www.damaco-group.com

Lambo Laboratoria from Wijnegem

Family-owned company Lambo Laboratoria develops high-quality gelatin capsules for the pharmaceutical and food supplement industry. Instead of mass production, they produce capsules that are tailored to their customers on demand. Their choice to operate in a niche market has been driving their international growth for 15 years, with sales to 30 countries today. Currently, exports account for 78% of the company's turnover, with the majority bound for our neighbouring countries, Italy and Poland. The company thinks there is still plenty of growth potential, both geographically and in specific market segments, and is currently looking for partners in Germany and Italy. Far-flung markets also beckon.

Managing Director Uwe Leonard: "We purposefully capitalise on our Flemish roots. It is striking how we are often appreciated more abroad than in our own country. 'Made in Belgium' is a quality label around the world."

Find out on 14 September who are the 2 winners of the 2022 Leeuw van de Export Award. Register beforehand at www.leeuwvandeexport.be.

Are you ready for your first international adventure or do you want to further expand your international activities? We offer you the peace of mind you need, with a wide range of solutions to optimise, secure and finance your import and export activities.

Source: Wereldwijs magazine 2022

Article

01.09.2022

Leeuw van de Export 2022 Awards recognise strong export results

On 14 September 2022, Flanders Investment Trade (FIT) will be recognising companies that posted strong international performances by presenting them with its Leeuw van de Export Award. FIT also wants to inspire other companies to cross the border themselves. This is something that BNP Paribas Fortis, as the main sponsor, fully supports.

What do exporters need to look for to conquer the international market? We asked Frank Haak, Head of Sales Global Trade Solutions, and a jury member for this edition of the Leeuw van de Export Awards 2022.

What can would-be exporters expect at the beginning of their export adventure?

"Exporting is an important step forward in a company's evolution. But suddenly operators come into contact with a completely different and usually unknown environment. Import market regulations are often different, as are tax and legal regulations. When making international payments, there are exchange risks. And then there are the specific documents and products required for foreign trade. There are lots of new things to consider."

So, good prior knowledge is crucial?

"Absolutely. However, it's hardly surprising that many entrepreneurs are now going abroad without all the knowledge they need beforehand. The international financing landscape is changing at a rapid pace. If, as a company, you want to have a clear view of all these changes, then you need to constantly keep up with them."

How can companies prepare for this?

"By learning as much as they can about the rules that apply to their new foreign destination in advance. New exporters can use local authorities, such as FIT’s foreign branches, or their banker to guide them through the complex international world. At BNP Paribas Fortis, we have our Trade Development department that can help with this. Rob Van Veen offers companies guidance as they take their first steps in a new international market. This kind of external support may be expensive, but it's an investment that will save money in the long term. We also support more experienced companies in the smooth running of their import and export flows. Our experts have years of experience with export, and the BNP Paribas Group has teams all over the world."

How can exporters protect themselves against unforeseen circumstances?

"The world is a big place, which means that anything can happen along the way. In order to ensure that the goods reach the end customer without being damaged, we recommend that our customers build in the necessary guarantees. A local agent or representative can help to resolve any bottlenecks that can't be resolved easily from home. We also always recommend starting from a worst-case scenario. That way, you’ll be better equipped to deal with unforeseen circumstances."

The situation in Ukraine and Russia is a perfect illustration of this

"Indeed. Until a few months ago, there wasn't a cloud in the sky and then suddenly there was a trade embargo. The result: today, the import and export of goods is blocked, and companies are no longer getting their money. In such a case, it's better for you as an exporter to be well-covered. Of course, you can never be completely sure of what the future will bring. Above all, we want to prevent clients from setting out on a blind adventure."

Which development would represent a significant added value for international trade?

"We need digitally-secured platforms for international trade transactions that all interested parties can use to securely view and exchange documents in digital format. This not only shortens the lead time of international transactions, but would also be a huge step forwards in terms of sustainability. Trade finance is difficult and cumbersome: it involves exchanging tonnes of data, a lot of which is still on paper, unfortunately. But I'm confident that we're gradually moving in the right direction. Many large international banks, including the BNP Paribas Group, are currently working on this."

Finally, what advice do you have for entrepreneurs who are exporting for the first time?

"First-time exporters are advised to work with a letter of credit or documentary credit. Such a document - in combination with a confirmation by our bank - guarantees that the exporter will get their money. Because exporting is nice, but receiving your money afterwards is even nicer. Recently, we've also begun offering Transaction Banking, a new service that combines different expertise: from trade finance to supply chain and cash management. Suppose a company exports to Indonesia, for instance. There, the goods are first processed and then resold. Until then, the Indonesian buyer requests a postponement of payment. Transaction Banking allows our clients to offer a deferred payment for up to 12 months, without impacting their own balance sheet."

On 14 September 2022, find out who are the winners of the Leeuw van de Export Awards 2022 at the award ceremony in the Brabanthal in Leuven. Register beforehand at www.leeuwvandeexport.be.

Are you ready for your first international adventure or do you want to expand your international activities? We offer you the peace of mind you need, with a wide range of solutions to optimise, secure and finance your import and export activities.

Source: Wereldwijs magazine 2022

Article

25.11.2020

Not words, but actions: how can you realise your internationl project?

Gaining a foothold in a foreign country is no easy task, and some good advice alone will not suffice. Trade Development at BNP Paribas Fortis is the perfect partner to turn theory into practice!

Many companies want to try their luck outside our borders and gain a foothold in new markets. This is necessary not only to be able to continue to grow, but also to remain competitive. But if you don't know where to start, it's hard to put your money where your mouth is. How do you find the right market? How do you find prospects? How do you prepare the whole operation in all its aspects? What risks do you need to cover? And which partner can you trust? All important questions that can make or break your project. And this is how international ambitions are sometimes left on ice.... 

"We want to help companies achieve their international ambitions", says Rob van Veen, Head of Trade Development at BNP Paribas Fortis.

"We look at the local market into which the company wants to launch and make sure the underlying potential is sufficient." And so, the first step towards success is taken.

WHEN GOOD ADVICE IS NOT ENOUGH...

There's a deep gap between theory and practice that managers do not always dare to cross. It's essential to collect a lot of data and information, but this is certainly not enough. Talk must then be followed by action.  Your growth project's first stone must be laid... preferably with the greatest possible chance of success and as few risks as possible. In such an adventure, (good) guidance is not a superfluous luxury. Even more reason to call on the support of Trade Development: a partner who can assist you with a wide range of solutions and help you establish a long-term strategic vision. In Belgium and beyond. 

"In their project's first phase, companies often find a lot of information and support from the Belgian export promotion agencies", says Rob van Veen.  "But they don't get all the practical answers they need to roll out their activities in a given country."

CHOOSE WISELY!

Given that growth prospects in Belgium are rather limited, companies must therefore look for international growth. But where? This is where the Trade Development team comes in. Your choice of target market is certainly crucial. A vague, poorly thought-out decision can have dramatic consequences: examples of failure abound – partly because companies don't understand the local 'culture'. Companies sometimes gravitate towards exotic markets because others have gone before them. But every international project is unique: does the market fit into your overall strategy? Are you aware of all the challenges that lie ahead (regulatory, commercial, etc.)? 

"Let's take the example of a company that wants to set up in Brazil. Our first question is then: what activities have you already been carrying on in Europe? Might there be new, undiscovered opportunities there? For example, it's much easier for a company to set up in Poland than in Brazil, where taxes on imports are extremely high" , continues Rob van Veen.

HIGHLY NECESSARY 'LOCAL' CONTACT PERSONS 

Your project has taken shape and you've determined your target market. The time has then come for Trade Development to roll out one of its greatest assets: access to a global network of competent and reliable partners.

"We introduce the client to local specialists who can support their project abroad from start to finish. One deals with the roll-out of activities, another specialises in legal and tax issues, and a third takes care of the administrative side of things. We prefer to work with small, local agencies, most of whom are long-term BNPPF network partners", says Rob van Veen.

These contact persons have a perfect knowledge of the national rules and customs and know how to adhere to that specific framework. The company therefore has the great advantage that it can benefit from such a skilled team: a win-win situation. "In addition, our permanent contact persons are evaluated by the client after each project. This way, we can guarantee the quality of our services!" 

BUILDING RELATIONSHIPS: Save TIME AND gain EFFICIENCY

Are you looking for an effective distributor or a reliable representative? An ideal on-site supplier? Do you want to determine these contacts' actual potential or get to know possible new partners? Not easy for a company… 

"Most of them are looking for a white knight. Our trade developers draw up realistic selection criteria in consultation with the client. They carry out a financial analysis of the commercial partners and check their technical baggage and their reputation", explains Rob van Veen.

First, a list of four or five serious and interested candidates is drawn up, and then the contact phase follows. "Our local contact introduces the candidates to the Belgian company to ensure that both parties are interested in a partnership. Once all these issues are clarified, the relationships can be rapidly explored in depth." 

SUCCESS IN THE FIELD

Every target market has its problems and risks: from the language to cultural and commercial differences. Very specific problems that are often difficult to solve from Belgium, especially in the post-COVID-19 era. Hence the importance of being surrounded by specialists who know the country like the back of their hand. Need an example? "To be able to supply retailers in the UK, you often need to be able to invoice at a local level", explains Rob van Veen. "Our trade developer can then act and take care of the local invoicing and accounting on the company's behalf at a fixed and transparent rate for each transaction. This is a simple initial structure that does not require major investments but is very interesting professionally." The client can naturally then seek its own local partner. "That too is a task they can leave to our contact person, who has the necessary experience to do so." Need another example? Russia, where everything takes a huge amount of time... Trade Development's network of experts can also speed things up considerably here and solve problems more quickly. 

 

Ready to try your luck outside our borders with the utmost peace of mind?
Contact us 
Article

18.11.2020

Who is the key partner in your international growth?

Your bank! In particular, the network of experts at BNP Paribas Fortis' Trade Development department. The missing link between your foreign ambitions and your growth project's success.

Conquering foreign markets raises new expectations within companies. Needs that go way beyond a bank's 'traditional' services... We at BNP Paribas Fortis have understood that well, and that's precisely why we established the Trade Development department. This department advises clients and provides them with a full range of support in their international ambitions. "A bank can provide practical assistance to companies' expansion projects abroad: it can open accounts, provide guarantees, underwrite cash flows, and more", says Rob van Veen, Head of Trade Development at BNP Paribas Fortis. "But that's not all clients need: they also expect their bank to think about strategy and to help them approach the market in an intelligent and efficient manner. And that's exactly what we do." What does that mean? The service provides unique and highly essential support – especially now against the backdrop of the COVID-19 crisis – for expansion beyond our national borders, reassuring business owners and connecting them to a global network of local experts or providing long-term follow-up.

KNOWN TERRAIN... EVEN ABROAD

A good example of this successful partnership between a company with international ambitions and the bank is the Besins Healthcare group, founded in 1885 by Abel Besins, and which has been expanding globally since the 1980s. Great ambitions, which the company fully embraces with BNP Paribas Fortis' sustainable support. "Once we've got new plans abroad, we first discuss them with our contact person at BNP Paribas Fortis", says Leslie Grunfeld, CEO of Besins Healthcare, which is currently active in over a hundred different markets, and has local branches in several of them. "Our treasurer will check whether the bank is present in the country in question or whether it has partnership links with local institutions." This approach means that the group never goes into a blind adventure, as it has a similar range of services throughout the world. "That's great! Especially when you consider that the local problems you have to solve can vary greatly from one country to another." 

ACCESS TO A KNOWN AND RELIABLE NETWORK

One of the Trade Development team's biggest advantages is that it can provide companies with a real network of local specialists. Professionals for whom the target market holds no secrets. They know the reality of the country in question like the back of their hand and provide the company with support through all the local steps: from exploring business opportunities to bureaucratic formalities. 

"Even in countries where BNP Paribas Fortis doesn't have branches, we were able to benefit from the bank's network, which made the establishment of local branches particularly smooth. We didn't have to start from scratch every time we went abroad: we had immediate access to a structured network and reliable banking partners. And that means huge time savings", Besins Healthcare's CEO emphasises.

THE HUMAN FACTOR

Personal contacts with preferred partners are of great importance in an international growth project. Not only to have reliable and proactive contacts, but also to gain access to useful information and to unlock new local opportunities. These 'local' contacts are usually long-term partners of the bank... a guarantee of reliability for the company that should not be underestimated. They are specialists with various skills and profiles – legal, business or administrative – who assist the company in question from start to finish. This includes assisting with setting up local establishments, starting up a new activity, recruiting staff (management, local contracts, etc.), setting up a new legal structure, seeking suitable suppliers and other partners (e.g. banks), responding to clients' needs (cash credit, leasing, fleet management, currency hedging, etc.) and offering them tailor-made solutions. And what happens when the company is 'launched'? Trade Development then remains on standby to continue the banking relationship and to closely monitor the client's evolution. For the long term!

TAILORED SOLUTIONS

A bank like BNP Paribas Fortis – through its Trade Development teams – is therefore the key partner for companies' international growth. And that goes way beyond simply offering financial services. It also provides:

  • exploration of new markets and partners for the company. In this capacity, it can collaborate in determining the strategy at the source and opening the range of possible relationships on the ground as widely as possible;
  • risk mitigation: the bank analyses and assists with the preparation of a realistic profile of the future partner (finances, real interest, reliability, reputation, etc.) and with reducing the margin of error; 
  • creation of ready-to-use solutions. In this regard, the bank is always available to listen to the client, anticipate their expectations and offer solutions adapted to their specific situation;
  • acceleration of the foreign process to establish themselves in a market or gain a foothold there, thanks to local contacts with useful local knowledge and experience; 
  • facilitation of the whole process, making its extensive network available to rapidly put the company in question in contact with local partners, but also to manage or advance all kinds of situations; 
  • long-term support – Trade Development's experts closely monitor the company's international journey, on-site or remotely, and oversee the project's success.

 

Ready to try your luck outside our borders with the utmost peace of mind? Contact us.

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