Missão Empresarial à Rússia

Transcrição

Final Report
International Component
Index
1.
2.
3.
Work Cronogram
Portuguese Companies Contacted
International Invitations
1.
2.
3.
4.
5.
6.
7.
8.
9.
Markets of Origin
Guest List
Guest Distribution by “Islands”
Statistics
Other Market Access Actions
News
Positive & Negative Aspects
SWOT Analysis
Actions for the Future
1. Work Cronogram
March
April
May
TASK PERFORMED
S1
Support to comercial contacts
Validation by Oceano 21 for the guest list and text invitation
First Emailling
Follow-up to the email inviation
Logistics organization, preparation of agendas, preparation of
contents
Event Monitoring
S2
S3
S4
S1
S2
S3
S4
S1
S2
2. Portuguese Companies Contacted - 41














Zodport
Critical Software
INESC
CIM Alto Minho
DDN
Universidade dos
Açores
Glintt
Sorgal
Multisub
Universidade de Aveiro
Ramirez
IP Leiria
Simbiente
Alga Plus














IMAR
Foodintech
Biostrument
ENP
Syncrea
ISEP
CIIMAR
CIM Oeste
CPA
DST
Euronete
INEGI
Tekever
INOV INESC













Oceanscan
Orey Tecnica
Conservas Pinhais
ISPA
CCMAR
ISCIA
CITEVE
Indra
Intercéltica
Fileira do Pescado
REN
CAIS
COFACO
3. International Invitations
Sent invitations: 120

Confirmations: 33

Declined: 50

No timely response: 37
Invitation example
3. International Invitations
Reasons for decline

Prior engagements

Too short notice

Not interesting event

Fully booked for the period

Other important obligations
3.1. Markets of Origin
 Espanha – 7
 Alemanha – 1
 Holanda – 5
 Angola – 1
 Reino Unido – 3
 Austrália – 1
 Finlândia – 3
 Chipre – 1
 Noruega – 2
 Dinamarca – 1
 França – 2
 Letónia – 1
 Irlanda – 2
 Malta – 1
 Polónia – 1
 Rússia – 1
3.2. Guest List
Grupo Insuiña/Acuinova
Spain
Miguel Neto
Pharmamar
Spain
Luis Mora
BCB Informáica y Control
Spain
Javier Bezares
Netherlands
Petrus Dinnissen
Spain
Daniel Alonso
Denmark
Erik Schulz
Spain
Gonzalo Lopez
Netherlands
Anne van Houten
UK
Perry Symons
Spain
Carlos Cerezo
Netherlands
Helena Hulsman
Tetis
Russia
Alexander Tkachenco
Sea Power
Ireland
Ben Wrafter
Neotek
France
Luc Simon
Salmar
Norway
Dag Nikolai Ryste
Germany
Holger Freese
Ireland
Gráinne Lynch
Blue Rise
Asociación Centro Tecnológico y Naval de Cartagena
Floating Power Plant
Altum Ingeniería y Servicios, S.L.
Blue Water
REDS Reach Engineering & Diving Services
Gamesa Corporación Tecnológica
Deltares
German Maritime Search and Rescue Service
Irish Coast Guard
3.2. Guest List
SMIT
Netherlands
Dirk Jan Osinga
Spain
Roberto Villaverde
Szczecińska Stocznia Remontowa Gryfia S.A.
Poland
Patryk Michalak
AW-Energy OY
Finland
Erkki Kasanen
Australia
Ali Baghaei
UK
Michele Grassi
Latvia
Dana Odnoroga
Netherlands
Jeanet Maduro
UK
David Krohn
Hobas
Norway
Geir Ivar Lanes
Bio Marine
France
Pierre Erwes
Cyprus Port Authority
Chipre
Yiannos Lakkotrypis
Port of Helsinki
Finland
Jukka Kallio
STX Europe
Finland
Dan Westerlund
360 Foods Ltd
Malta
Matthew Sullivan
Porto de Luanda
Angola
João Barradas
Astillero La Naval (Construcciones Navales del Norte, S.L.)
Oceanlinx
40 South Energy
Bra Dava
Euro Wave Energy
Renewable UK
3.3. Guest Distribution by “Islands” of the Exhibition
Empresa
Website
Sector
Ilha Feira
www.40southenergy.com
Wave Energy Converters
Energia Offshore + I&D + Administração e
Serviços
Acuinova - Grupo Pescanova
www.pescanova.com
Aquaculture Producers
I&D + Pescado + Administração e Serviços
Altum Ingenieria y Servicios
www.altum-marine.com
Engenharia e Serviços Navais
Energia Offshore + I&D + Industria Naval +
Administração e Serviços
40 South Energy
Asociación Centro Tecnológico Y Naval
De Cartagena
Astillero La Naval
AW-Energy OY
BCB Informática y Control
Blue Rise
Blue Water
Deltares
Floating Power Plant
Gamesa
www.ctnaval.com
Centro Tecnológico Naval y del Mar
www.lanaval.es
Shipbuilding
www.aw.energy.com
Wave energy
www.bcb.es
www.bluerise.com
www.bluewater.com
www.deltares.nl
Irish Coast Guard
Oceanlinx
Business & technology solutions
Engineering in Floating Production
(FPSO/FSO) and Mooring Technology
worldwide.
Institute for applied research in the field
of water
I&D + Administração e Serviços + Energia
Offshore + Defesa e Segurança + Industria
Naval + Infra- Portuárias e Transportes
I&D + Administração e Serviços + Energia
Offshore + Defesa e Segurança + Industria
Naval + Infra- Portuárias e Transportes
Serviços
x
I
&
D
T A
r
dM
a ma
n
ir
s
ní
p
itç
o
siã
r
tmo
t
ro
e sase
S
e
r
v
i
ç
o
s
x
x
3
x
x
3
x
x
4
x
x
x
5
x
x
x
4
x
3
x
x
x
x
6
x
x
x
x
x
x
6
x
x
3
x
x
4
x
x
3
x
x
x
4
x
x
x
x
4
x
x
x
4
x
x
x
4
x
3
x
x
x
Wave Energy
d
e
UP
no
ir
vt
I eu
n rá
f sr
r ii d
a da e
e - a s se
x
Serviços + Defesa e Segurança
www.oceanlinx.com
e
s
x
Global technological leader in the wind
industry
Search & Rescue
x
I
n
s
t
i
t
u
i
ç
õ
x
www.gamesacorp.com
www.ircg.ie
x
x
x
Ship Repairs
N
a
v
a
l
x
Serviços
www.gryfia.com.pl
T
I
C
E
x
Clean-tech, energy of the ocean
Search & Rescue
e
/
P
e
s
c
a
d
o
x
Serviços + Defesa e Segurança
Defesa e Segurança + I&D + Administração e
Serviços + Infra- Portuárias e Transportes
Marítimos
Industria Naval + I&D + Administração e
Marítimos
Marítimos
Serviços
D
e
f
e
s
a
I
n
d
u
s
t
r
i
a
x
www.floatingpowerplant.com
German Maritime Search and Rescue
Service
Gryfia
Business & technology solutions
Pescado + I&D + Industria Naval + InfraPortuárias e Transportes Marítimos +
Administração e Serviços
Marítimos
Serviços
O
f
f
s
h
o
r
e
E
n
e
r
g
i
a
S
e
g
u
r
a
n
ç
a
x
x
x
x
x
3.3. Guest Distribution by “Islands”
Empresa
Website
Sector
Ilha Feira
Pharma Mar
www.pharmamar.com
Biotecnologia Marinha
I&D + Administração e Serviços
REDS Reach Engineering & diving
Services
www.red-services.co.uk
Engineering services to marine and energy
industries worldwide
Serviços
www.salmar.no
Seafood Companies
www.seapower.ie
Marine Engineering
Serviços
Salmar
Sea Power
www.smit.com
Search & Rescue
Tetis
www.tetis.ru
Marine Contractors
www.bradava.lv
Fisheries
Pescado + Administração e Serviços
www.eurowaveenergy.com
Wave Energy
Serviços
Euro Wave Energy
Neotek
Renewable UK
Hobas
Bio Marine
Cyprus Port Authority
www.neotek-web.com
High Tecnologie Marine, Oceaography
www.renewable-uk.com
Renewable Energies
www.hobas.no/en
Aquaculture Industries
www.biomarine.org
Consultants in marine bio resources and
environment
www.cpa.gov.cy
Ports
Port of Helsinki
www.portofhelsinki.fi
Ports
STX Europe
www.stxeurope.com
Shipbuilding
www.360foodsltd.com
Seafood Companies - COFACO
360 Foods Ltd
Energia Offshore + Defesa e Segurança +
Serviços
Serviços
D
e
f
e
s
a
e
/
T
I
C
E
I
n
d
u
s
t
r
i
a
N
a
v
a
l
P
e
s
c
a
d
o
x
x
x
Marítimos
I&D + Defesa e Segurança + Administração e
Serviços
SMIT
Bradava
O
f
f
s
h
o
r
e
E
n
e
r
g
i
a
S
e
g
u
r
a
n
ç
a
I
n
s
t
i
t
u
i
ç
õ
e
s
d
e
I
&
D
UP
no
ir
vt
I eu
n rá
f sr
r ii d
a da e
e - a s se
T A
r
dM
a ma
n
ir
s
ní
p
itç
o
siã
r
tmo
t
ro
e sase
x
x
2
x
x
3
x
x
3
x
x
3
x
4
x
3
x
2
x
x
3
x
x
5
x
x
3
x
x
3
x
x
2
x
x
x
x
x
x
x
x
x
x
x
x
Pescado + I&D + Administração e Serviços
I&D + Administração e Serviços
Marítimos
Marítimos
Marítimos
x
x
x
x
4
x
x
x
x
4
x
x
x
4
x
3
32
Total
x
15
S
e
r
v
i
ç
o
s
11
8
x
x
6
31
11
4. Statistics
 Number of pre-arranged meetings: 70
 Number of meetings refered as held by the 14 satisfaction inquiries received: 130
 Number of meetings organized by Market Access on-site during the fair: 102 *
 Total number of registered one-to-one meetings: 172
* Other business meetings were held, however could not account for them in full
5. Other Market Access Actions

PPT Presentation – Internationalization

Support articulation of business contacts

Support institutional contacts

Coordination of logistical issues with guests and travel agency

Support for contact with media

Profile of confirmed guests

Agendas for individual contacts

Overall coordination and monitoring contacts of foreign guests

Survey for guests and exhibitors
6. News
http://podcast63927.podomatic.com
/entry/2012-05-09T14_34_42-07_00
6. News
7. Positive Aspects
 Real interest of foreign guests in contacting Portuguese companies;
 Good representation of the foreign guests of the various sectors of the sea;
 Interesting group and connections established amongst the foreign guests;
 Number of pre-arranged meetings and, specially, the number of meetings arranged on-site
during the show; Structures and assisted networking;
 The central “Espaço Fórum” was very important to create an informal business atmosphere;
 Guests could find business opportunities amongst the exhibitors;
 Good mix between conferences and the Trade Show;
 The tour along all the stands on the first day was quite nice, though not always equally well
presented;
 The presence of the President added credibility, prestige and awareness to the event;
 Layout of the exhibition favoured a better sectoral organization and understanding of the
Portuguese offer on show.
7. Negative Aspects
 Short period of preparation and implementation of the project;
 No updated and on real time data about the organizational aspects of the trade show, specifically lack of
information about number and profile of exhibitors;
 Limited number of exhibitors per sector;
 Too broad scope of industry sectors;
 Absence of some important and key-players (in different sectors);
 Not international enough;
 Sometimes there were unattended stands and some people hardly spoke English;
 Limited pro-activity of some entrepreneurs to attract/engage with international customers;
 Very limited number of professional visitors;
 Corporate presentations (Viver o Cluster) held in Portuguese.
8. SWOT Analysis - Strengths
 Experience and accumulated know-how;
 Continuous networking created and developed between Market Access, international guests
and the majority of the exhibitors;
 Agility and flexibility of action in the organization of the international component;
 Good articulation and close contact Market Access – Oceano XXI – SkyTours;
 Direct contact with relevant international decision makers.
 Coordination capabilities and proactive approach by Market Access;
8. SWOT Analysis - Weaknesses
 Unexistence of a real time shared information system and access to accurate data;
 Inneficient information flow;
 Lack of industry sector knowledge and market intelligence about sectors of the sea;
 Weak organization and management capabilities;
 Outdated working procedures and methodology;
 Limited commercial skills and inovative approach to attract exhibitors;
 Weak marketing support.
8. SWOT Analysis - Opportunities
 Available budget from Compete;
 International network of contacts established during the two previous editions;
 Collaboration with Biomarine for 2014;
 Attention to the subject by Portuguese authorities;
 Very few events in Portugal dedicated to the ocean economy;
 Interest from international companies to meet the Portuguese offer;
 Large number of potential foreign exhibitors in various sub-sectors;
 Expand the number of Portuguese companies that did not participate as exhibitors;
 Increased awareness and interest on issues related to the ocean economy;
 Concentrate high-level meetings and gatherings about the sea during Forum do Mar 2013.
8. SWOT Analysis - Threats
 National and international economic recession;
 Financial constraints by Exponor;
 Dispersion of small events linked to the maritime theme in Portugal limiting the impact of the
Forum;
 Proliferation of international events related to the ocean economy;
 Concentration of commercial events in major markets, including Europe;
 Very limited awareness of Portuguese maritime sector in the international markets;
 Increased sensitivity to the price of participation;
9. Actions for the Future
 Arrange the next edition of the event with 09-12 months in advance;
 Tailored sales pich by industry sector to attack exhibitors;
 Invite key-players first;
 Collect detailed information about profile of international guests that exhibitors would like to
have at the show;
 Invite the international companies that did not come this time to Portugal;
 Focus the promotion of the event to professional visitors, but creating awareness of the event
6 months before the show;
 Improve the image and content of communication media (digital, especially);
 Extending the presence of exhibitors (Portuguese and foreign);
 Inviting foreign journalists to position the event internationally.
MARKET ACCESS – Experts in International Business
Address: R. Dr. Adriano de Paiva, 107 3º Esq.
4200-013 Porto | Portugal
Email: [email protected]
Phone: +351.22.9957766
Fax: +351.707.500714
Url: www.marketaccess.pt

Missão Empresarial à Rússia

Transcrição

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