cbi ni workshops colombia july 2014r

Tendencias y oportunidades en el Unión Europea para ingredientes naturales para cosméticos, farmacéuticos y alimentos

Andrew Jones Reindert Dekker

Centre for the Promotion of Imports from developing countries

July 2014

Colombia

Introducción


• Empresa/organización • Productos/actividades • Mercados

About CBI • CBI: Centre for Promotion of Imports from Developing Countries • 1971: CBI was established by the Ministry of Foreign Affairs of the

Netherlands • 1998: Agency • 60 employees /Worldwide network of 250 experts • Working in about 40 developing countries


Our Mission and Vision


Mission Vision

CBI is THE expert in export development and export promotion from developing countries

Contribute to sustainable economic development in developing countries

through the expansion of exports from these

countries


Powerful and large worldwide network

Embracing the principles of corporate social responsibility

Sustainable strengthening of the competitive capacity of SME-exporters and producers in developing countries with a primary focus on European markets

For SMEs, BSOs and governmental authorities

Advice, counselling and knowledge management

Stakeholders Focus Integrated approach

Core Competences CSR

Vision

CBI is THE expert in export development

and export promotion from developing

countries


CBI and the export system

Exports growth

Income increase

Revenue increase

Investments increase

Economic development

Focus Focus

CBI Assistance

Export

4-8-201 CBI –Ministerio de Relaciones Exteriores

Export Coaching Desarrollo Institucional

Inteligencia Comerical

PYMES Aumento de la

capacidad competitiva

Instituciones Mejora de la provisión

de servicios sostenibles

PYMES e Instituciones La aplicación efectiva

de la información disponible

Capacitaciones

Módulos

PYMES e Instituciones La aplicación efectiva

de conocimientos y habilidades de exportación

Sectores

4-8-2014 CBI -Ministerio de Relaciones Exteriores

Agrícola Industrial Consumidor Servicios

Frutas y verduras frescas

Madera y productos de madera

Vino Etc.

Automotriz Fundición y forja Equipo médico Etc.

This image cannot currently be displayed.

Oficina y artículos escolares

Textiles hogar Vestidos Etc.

Turismo Business Process

Outsourcing IT Outsourcing Etc.

Corporate Social Responsibility


Environment

Human rights

Labour rights

Fair operating practices

Consumer interests

Good

Governance

Community

development

ISO 26000 guideline

Focus of CBI Focus of CBI Focus of CBI Focus of CBI

About the European Union


July 2014

Topics


• Facts and figures about Europe

• How it works

• Importance for trade

What do you know about Europe?


• What is the population of Europe?

• 507 Million

• The top 5 largest countries?

• Germany – 80.6m; GDP= USD3.65 trillion (USD45,085 GDP/capita) • France – 66.0m; GDP = USD2.74 trillion (USD41,421 GDP/capita) • UK – 64.1m GDP=USD2.52 trillion (USD39,351 GDP/capita) • Italy – 59.8m GDP=USD2.07 trillion (USD34,619 GDP/capita) • Spain – 46.7m GDP=USD1.36 trillion (USD29,118 GDP/capita)

• EU= USD17.4 trillion (USD34,277 per capita) • (Trillion = 1,000,000,000,000)



• How many countries are in the EU?

• 28

• Austria (1995), Belgium (1952), Bulgaria (2007), Croatia (2013), Cyprus (2004), Czech Republic (2004), Denmark (1973), Estonia (2004), Finland (1995), France (1952), Germany (1952), Greece (1981), Hungary (2004), Ireland (1973), Italy (1952), Latvia (2004), Lithuania (2004), Luxembourg (1952), Malta (2004), Netherlands (1952), Poland (2004), Portugal (1986), Romania (2007), Slovakia (2004), Slovenia (2004), Spain (1986), Sweden (1995), United Kingdom (1973)



• How many official languages are spoken?

• 24

• Bulgarian, Croatian, Czech, Danish, Dutch, English, Estonian, Finnish, French, German, Greek, Hungarian, Irish, Italian, Latvian, Lithuanian, Maltese, Polish, Portuguese, Romanian, Slovak, Slovene, Spanish and Swedish

• Plus 60 indigenous regional or minority languages e.g.

• Catalan, Basque, Frisian, Saami, Welsh and Yiddish



• How many member states do not use the Euro?

• 10 • Bulgaria • Croatia • Czech Republic • Denmark • Hungary • Lithuania • Poland • Romania • Sweden • UK



• How many European presidents are there?

• 3

• President of the European Parliament • President of the European Council • President of the European Commission

• Plus 1 presidency (a country)

• Presidency* of the Council of the European Union

How Europe Works • Brief History

• The EU is a unique economic and political partnership between 28

European countries that together cover much of the continent.

• Created after the Second World War • Rationale: countries who trade with one another become

economically interdependent and so more likely to avoid conflict

• European Economic Community (EEC), created in 1958, and initially increasing economic cooperation between six countries: Belgium, Germany, France, Italy, Luxembourg and the Netherlands.

• Name change to European Union in 1993 to reflect growing political union


European institutions • In the EU's unique institutional set-up:

• the EU's broad priorities are set by the European Council, which

brings together national and EU-level leaders

• directly elected MEPs represent European citizens in the European Parliament

• the interests of the EU as a whole are promoted by the European Commission, whose members are appointed by national governments

• governments defend their own country's national interests in the Council of the European Union.


Setting the agenda • The European Council sets the EU's overall political direction – but

has no powers to pass laws • • President – currently Herman Van Rompuy – and comprising

national heads of state or government and the President of the Commission

• It meets for a few days at a time at least every 6 months.


Law making • There are 3 main institutions involved in EU legislation:

• the European Parliament represents EU’s citizens and is directly

elected by them

• the Council of the European Union represents the governments of the individual member countries. The Presidency

of the Council is shared by the member states on a rotating basis

• the European Commission represents the interests of the Union as a whole


Derecho de la UE • In principle,

• the Commission proposes new laws

• the Parliament and Council (of the EU) adopt them.

• the Commission and member countries implement them

• the Commission ensures that the laws are properly applied and

implemented

• http://europarltv.europa.eu/en/player.aspx?pid=2943a9f1-0a1a-4f7c-9fe8-9f82009fa481


Derecho de la UE • Reglamentos, Directivas y otros actos legislativos

• Reglamentos

• Un Reglamento es un acto legislativo vinculante. Debe aplicarse

completamente en toda la UE.

• Reglamento

• the European Parliament and the Council adopted Regulation (EC)178/2002 General Principles and requirements of Food Law

• The New Cosmetic Products Regulation: EU Regulation 1223/2009 replacing the Cosmetics Directive.



• Directivas

• Una Directiva es un acto legislativo en el cual se establece un

objetivo que todos los países de la UE deben cumplir. Pero cada país debe decidir individualmente cómo hacerlo.

• Directive 2000/36/EC of the European Parliament and of the Council of 23 June 2000 relating to cocoa and chocolate products intended for human consumption



• Decisiones

• Una Decisión es vinculante para aquellos a quienes se dirige (un país

de la UE o una empresa concreta) y es directamente aplicable.

• Commission Implementing Decision 2013/674/EU of 25 November 2013 in Guidelines on Annex I to Regulation (EC) No 1223/2009 of the European Parliement and of the Council on cosmetic products



• Recomendaciones

• Una Recomendación no es vinculante. Una Recomendación permite a

las instituciones dar a conocer sus puntos de vista y sugerir una línea de actuación sin imponer obligaciones legales a quienes se dirige.

• COMMISSION RECOMMENDATION of 29 July 1997 concerning the scientific aspects and the presentation of information necessary to support applications for the placing on the market of novel foods and novel food ingredients and the preparation of initial assessment reports under Regulation (EC) No 258/97 of the European Parliament and of the Council



• Dictámenes

• Un dictamen es un instrumento que permite a las instituciones hacer

una declaración de manera no vinculante, es decir, sin imponer obligaciones legales a quienes se dirige. Pueden emitirlo las principales instituciones de la UE (Comisión, Consejo y Parlamento), el Comité de las Regiones y el Comité Económico y Social Europeo.

• EFSA Panel on Food Additives and Nutrient Sources added to food (ANS) • Opinion of the Scientific Committee/Scientific Panel • On request from: European Commission • Reconsideration of the temporary ADI and refined exposure assessment

for Sunset Yellow FCF (E 110)


Importance for Trade • 500 million consumers looking for quality goods • The EU is the largest single market in the world. • EU is the largest economy in the world with a GDP per head of

€25,000 for its 500+ million consumers


Importance for Trade • EU import tariffs are amongst the lowest in the world

• The EU market is the most open to developing countries. Fuels

excluded, the EU imports more from Least Developed Countries than the US, Canada, Japan and China put together.


Importance for Global Trade • EU Imports 2013 Millions of Euros Share • 41 Colombia 7,722 0.5%

• EU Exports 2013 Millions of Euros Share • 42 Colombia 5,866 0.4%

• Trade Balance • Colombia -1,857


Importance for Global Trade


Growth Forecasts Europe


Real GDP growth is forecast to advance with moderation in 2014, at 1.6% and 1.2% respectively in the EU and the euro area, before gaining some further speed to respectively 2.0% and 1.7% in 2015.

Growth Forecasts Europe


• In contrast to the sharp but short-lived upturn in 2010, the current recovery in the EU and euro area is more balanced regionally, as it involves also most of the vulnerable Member States.

• Real GDP growth in most EU countries is projected to be positive as of this year (with the exception of Cyprus and Croatia) and growth is expected to accelerate next year.

• Substantial, but receding, differences in economic performance will remain. Among the largest economies, economic growth is expected to be sustained in Germany while the recovery is firming in Spain and slowly gathering pace in France and Italy. In the UK, growth is becoming firmly established.

CBI - Ministry of Foreign Affairs

Trends, Opportunities and requirements European market Colombia July 2014

Natural Ingredients for food, pharma and cosmetics

Agenda

1. General Food Trends Market

2. Opportunities for Colombian Companies

3. Understanding the Buyer’s brain

4. Market Access Requirements

17-7-2014 CBI - Ministry of Foreign Affairs 2

General Food Trends European Market

European food and drink market 2012

European food and agriculture framework

Food Ingredients Market

European Food Market trends - 1

1. Waste Not, Want Not: focuses on manufacturers’ sustainability efforts and more recently has concentrated those efforts on reducing food loss or waste wherever possible 2. You Can Trust UsTo regain consumer trust, some companies will use ingredient origin as a marketing tool with higher-quality foods that are clearly traceable. 3. Simpler Pleasures. Consumers are reassessing their needs and going back to basics by finding more pleasure in simpler food 4. Look Out For The Small Guy. Small innovators are rising to the challenge by developing high-quality and distinct products that offer small-scale appeal but big trend potential. 5. Health is More Holistic. Nutrition is getting closer to being recognized as the answer to healthcare budget crises around the globe.. Source: Innova Market Insights

European Food Trends 2014 -2

6. “New” Superfoods : “There has been a big revival of heirloom vegetables, like artichokes, parsnips, and of ancient grains, like chia seed, freekeh 7. Rise of the Hybrid: Hybrid innovation offers a potential solution for consumers who want two options in one. 8. The Protein Horizon : Whether you’re looking for pleasure, performance, nutrition, or you’re a flexitarian, there’s something for everybody 9. New Stealth Strategies: free from or less movement, stealth or health marketing 10. Alternative Alternatives: are lots of different alternatives for people with different dietary intolerances

Natural Ingredient Trends

COCONUT MILK in dairy applications SPROUTED grains, seeds and nuts in their natural form COLD PRESSED claims for coffee, fruit juices and nuts CHIA seeds for bakery and beverage applications (fiber and omega3) STEVIA-based sweeteners HONEY is finding its way into new product domains such as chocolate and juices RAW CACAO is being used for more health benefits and more intense and bitter flavoring GMO FREE is a claim which is increasingly being used on a wide range of products Source: CNS Media

Superfruit Flavours

Some of the major players

CBI / Reindert Dekker

European Food retail and Out of Home Channels

Some of the main ingredients companies

SVZ, Döhler, Roquette, Cargill, Brenntag, Tate & Lyle, Barry Callebaut, DSM, Naturex, BASF, Rousselot, Beneo, Klaus Böcker GmbH, Barth Fruit AG, CHIQUITA, Intersnack Group, L’Agence Laparra, Nexira, Plantex , Withworths, Rapunzel, Catz, Wild, Kerry , Boecker, Worlee

Main Trade Fairs Food & Food Ingredients

Anuga SIAL Alimentaria Biofach FI Europe Hi Europe Vitafoods + Product and Region Fairs

Opportunities for products from Colombia


Natural Ingredients Colombia: Volume overview

EU processed fruit market overview

in 2010, sales of fruit juice and fruit snacks reached US$19.4 billion in Western Europe.

EU juice market – convergence trend

EU processed fruit market overview


Natural Ingredients Colombia –Processed Fruits

•Preserved fruits

•Fruits pulps and Juices

•Frozen fruits

•Dried Fruits

•Fruit extracts

•Fruit aromas and oils

Natural Ingredients Colombia: Destination Markets

pulp/juice dried fruits and extracts

Frozen fruits Preserved Fruits


Fruit Ingredients Colombia – Competitor Analysis

In general, main competitors for Colombia for processed fruit (dried, frozen, preserved, juices) are Brazil, Peru, Ecuador and the Asian countries. The competitive advantage of Colombia relies on capacity for year-round production, the quality of the fruit, and diversity


Other natural Ingredients Colombia

•Essential oils

•Plant extracts, thickeners and colourants

•Spices: cardamom and others

•Natural sweeteners: panela and other sweeteners

•Coconut based ingredients

•Coffee and Cocoa based ingredients


Product Applications Natural Ingredients


Conclusion market opportunities

•Explore the natural richness of the Colombian market

•More commercial focus to European market(s)

•Improvements in supply chain and cooperation on sector levels to increase volume and quality

•Invest in innovative products and new applications (colourants, extracs, essential oils)

Opportunities

• Access to agricultural commodities and food products is a strategic need for all the main markets

• Global demand for natural ingredients will maintain strong • Clean and sustainable is becoming mainstream, other

keywords are transparency, safe, healthy, natural, regional • Need for reliable sourcing partners that offer quality and

quantity • Companies need to operate in an organised business

environment

Understanding the Buyer’s Brain


Understanding the buyer’s brain

Understand the broader context

From: Ahold Sourcing Strategy


Understand the value chain

Market Access Requirements

17/07/2014 CBI / F.J. Koekoek | Legal MAR Food

Products EU 32

Levels of Food Law

Supra national

WTO (Agreements on TBT, SPS) Codex Alimentarius

Voluntary*

Pan EU (Regulations)

EU Food Law

(Regulations)

Mandatory

When adopted by EU countries

EU Food Law

(Directives)

Mandatory

National

National Food Law

Mandatory

* Mandatory for subscribing countries

Legal Requirements

OVERALL UMBRELLA

EU Food Law

ELEMENTS

Hygiene and disease control

Chemical Safety Residues, Contact materials

Labelling & Nutrition

Food improvement agents Additives, Flavourings

Biotechnology

Packaging and packaging waste

Traceability

Organic production

Nutrition and Health claims

Novel foods

Food contact materials

Agricultural Marketing Standards

Other product standards

EU General Food Law EC/178/2002

Most important issues: Definition of food & foodstuff Determination of safety & coordination (EFSA) Requires: All food put on the market must be

safe HACCP

Requires: traceability (from EU food business operators)

Withdrawal of unsafe food Liability Read more about the General Food Law and EU Legislation:

http://ec.europa.eu/food/food/foodlaw/principles/


Industry Norms and Private Standards

Market requirements: for example codes of conduct from clients, clients’ product specifications and sourcing guidelines Comply with Quality and Management systems: ISO 9000, ISO 14000, ISO 22000, FSSC 22000, GlobalGAP, BRC, IFS, SA 8000 and others Implement private standards or industry norms: Bio Suisse, Demeter, Naturland, Organic Soil Association, UEBT, Fairwild, Fair for life, Rainforest Alliance, Halal, Kosher

Tendencias y oportunidades en el Unión Europea para ingredientes naturales para cosméticos y farmacéuticos

Andrew Jones


July 2014

Trends, opportunities and market access requirements


July 2014

Natural Ingredients for Cosmetics and Pharmaceuticals Andrew Jones CBI External Expert

Topics


• Tendencias • Oportunidades • Requisitos para entrar al mercado • Canales de distribución


Source: Cosmetics Europe

Definiciones


• Ingredients para cosméticos – Aceites vegetales ; Extractos botánicos ; Aceites esenciales ; Polvos

– Industria química

› natural › sintético

– Propiedades funcional: emoliente, humectante, emulsificante, – Propiedades como activos: anti-edad, anti-arruga, anti-irritación, etc

– Formulaciónes › Base › Fragancia › Activos/claims/reclamaciones

Definiciones


– Ingredientes para “farmacéuticos”

› A base de plantas: Uso medicinal (medicamento o medicamento tradicional) Medicamento: a) toda sustancia o combinación de sustancias que se presente

como poseedora de propiedades para el tratamiento o prevención de enfermedades en seres humanos o b) toda sustancia o combinación de sustancias que pueda usarse en, o administrarse a seres humanos con el fin de restaurar, corregir o modificar las funciones fisiológicas ejerciendo una acción farmacológica, inmunológica o metabólica, o de establecer un diagnóstico médico;

Uso como complementos alimenticios: los productos alimenticios con uso para complementar la dieta normal. Fuentes concentradas de nutrientes o de otras sustancias que tengan un efecto nutricional o fisiológico (en capsulas, tabletas etc)

Productos en el borde (cosméticos, complementos alimenticios, medicamentos)

Tendencias y oportunidades


Essential oils

botanicals

vegetable oils

pharmaceuticals

Essential Oils


botanicals


vegetable oils


Ingredients for Pharmaceuticals


Opportunidades


Farmacéuticas y medicamentos tradicionales a base de plantas y complementos alimenticios

6 temas en general

Estrés Obesidad/Pérdida de peso Salud las articulaciones y huesos Sistema inmune Energía Sistema digestiva

Ingredientes para


• Estrés: valeriana, passiflora, lavenda, torinjil, manzanilla, • Pérdida de peso/Obesidad: alga marina, nogal blanco americano, diente de

león, • Salud las articulaciones y huesos: devils claw, Actaea racemosa, ortiga,

capsicum, curcuma • Sistema digestiva: • Boldo, menta, kión, • hinojo

THR 28255/0028

29/04/13 Rutland Biodynamics Ltd,

English Herbal Medicines Embrocation, Napiers Household Liniment

Capsicum Cajuput oil Camphor Turpentine

for the symptomatic relief of rheumatic or muscular pain, sprains, stiffness and lower backache including sciatica and lumbago, based on traditional use only

R 13668/0018

05/08/11

Bioforce (UK) Limited

Digestisan Oral drops

Artichoke leaves (Cynara scolymus L.), Dandelion root and herb (Taraxacum officinalis WEB,) Boldo leaves (Peumus boldus MOLINA.) Peppermint herb Mentha x piperita L.).

For indigestion, sensation of fullness and flatulence associated with over-indulgence in food or drink, or both, based on traditional use only.

Ingredientes para


• Estrés • Salud las articulaciones y huesos • Sistema digestiva • Pérdida de peso/Obesidad

Productos disponible sin supervisión médica


• Medicamento tradicional a base de plantas

• THR 17418/0027

• Cada tableta contiene:

• 20mg Butternut bark (Juglans cineraria L.),

• 30mg Dandelion root (Taraxacum officinale Weber ex Wigg.)

• 34mg of extract (as dry • extract) from Boldo leaf

(Peumus boldus Molina) (4:1) extraction solvent water

• 45mg of extract (as dry extract) from Bladderwrack thallus (Fucus vesiculosus L.) (5:1) extraction solvent 30% methanol.

http://www.mhra.gov.uk/home/groups/par/documents/websiteresources/con286884.pdf





• Medicamento tradicional a base de plantas

• THR 17418/0027

• Cada tableta contiene:

• 200 mg of extract (as dry extract) from Rhodiola rosea L. roots and rhizomes (1.5 –

• 5: 1) (WS® 1375) • (equivalent to 300 –

1000 mg of Rhodiola rosea roots and rhizomes)

• Extraction agent: ethanol 60 % (m/m)

Centre for the Promotion of Imports from developing countries 21


http://www.mhra.gov.uk/Howweregulate/Medicines/Herbalmedicinesregulation/RegisteredTraditionalHerbalMedicines/LIstofproductsgrantedaTraditionalHerbalRegistrationTHR/index.htm

Medicamentos tradicionales a base de plantas - Propiedad de un

medicamento - No suplemento

alimenticio - Las reinvindicaciones













Uso como medicamento

Oportunidades: Cosméticos • Aceites vegetales • Extractos botánicos • Aceites esenciales


Aceites vegetales


• Nuevos, innovación, requisitos para acceder al mercado son relativamente sencillo

• Volumenes relativamente bajos

• Semillas de fruta • Alternativas para aceite de palma • Argan como ejemplo • Una portafolio variado

– Productos/mercados

Aprox 12,100 resultados

Aprox 1,000,000 resultados

Aprox 1,810,000 resultados

Extractos botánicos • innovación • eficacia • seguridad • “marketing” o reinvindicaciones

• Propiedades cosméticos – Anti-edad/arrugas – Anti-irritación/relajante – Condicionamiento

– piel, cabello

– Una portafolio variado

› Mercados/productos


25,000,000 resultados

Aceites esenciales • Los conocidos

– Fragancias – Aromaterapia – Calidad, precio y – disponibilidad

– Los desconocidos

› Seguridad

– Una portafolio variado › Mercados/productos


http://www.tisserand.com/category_s/1872.htm http://www.nealsyardremedies.com/essential-

oils?&page=0&q=essential-oils

http://www.tisserand.com/category_s/1872.htm



http://www.nealsyardremedies.com/essential-oils?&page=0&q=essential-oils

http://www.nealsyardremedies.com/essential-oils?&page=0&q=essential-oils


incosmetics

2014 2013

Como piensa - el comprador de ingredientes para farmaceuticos


Como piensa - el comprador de ingredientes para cosmeticos



farmacéuticos cosméticos

Requisitos para entrar al mercado – cosméticos


Guía: Evaluación de la seguridad de ingredientes para la fabricación de pro-ductos cosméticos, (SCCS Notes of Guidance 7th revisión) http://ec.europa.eu/health/scientific_committees/consumer_safety/docs/sccs_s_004.pdf Opiniones publicadas por la SCCS (Comité científica para la seguridad de consumidores) http://ec.europa.eu/health/scientific_committees/consumer_safety/index_en.htm Guía para la preparación de fichas de datos de seguridad publicado por ECHA http://guidance.echa.europa.eu/guidance_en.htm IFRA – Asociación Internacional de la industria de fragancias. Guía para el uso seguro de químicas de fragancia y aceites esenciales para per-fumes y cosméticos http://www.ifraorg.org/


REACH Reglamento (CE) 1997/2006

Cosméticos Reglamento (CE) 1223/2009

http://ec.europa.eu/health/scientific_committees/consumer_safety/docs/sccs_s_004.pdf



http://ec.europa.eu/health/scientific_committees/consumer_safety/index_en.htm



http://guidance.echa.europa.eu/guidance_en.htm

http://guidance.echa.europa.eu/guidance_en.htm

http://www.ifraorg.org/


Estandares voluntarios - cosméticos

http://www.cbi.eu/system/files/marketintel_documents/hoja_informativa_del_producto_-_aceites_esenciales_para_cosmeticos.pdf






Requisitos para entrar al mercado – Farmaceuticos


Requisitos para UE – Farmaceuticos


http://www.cbi.eu/system/files/marketintel_documents/hoja_informativa_-_map_en_los_paises_bajos.pdf





Buenas Practicas– Farmacéuticos


• http://ec.europa.eu/health/files/eudralex/vol-4/vol4_an7_2008_09_en.pdf

• http://ec.europa.eu/health/documents/eudralex/vol-4/index_en.htm

http://ec.europa.eu/health/files/eudralex/vol-4/vol4_an7_2008_09_en.pdf

http://ec.europa.eu/health/files/eudralex/vol-4/vol4_an7_2008_09_en.pdf

http://ec.europa.eu/health/documents/eudralex/vol-4/index_en.htm

http://ec.europa.eu/health/documents/eudralex/vol-4/index_en.htm

Canales de distribución


Aceites vegetales

Aceites esenciales

Canales de distribución –


Ferias mas importantes


• Ingredientes para cosmétics

• Incosmetics Europa

Ferias mas importantes


• Ingredientes para pharmacéuticos

• Suplementos • Plantas medicinales

• Vitafoods • Geneva, cada año, en

Mayo

• Health Ingredients /Natural Ingredients

• Cada dos años

Export Coaching Programme CBI Natural Ingredients for Food, Cosmetics and Pharmaceuticals


July 2014

Purpose of an ECP

To support exporters from developing countries in achieving sustainable

exports to EU/EFTA markets by bringing their products and knowledge up

to the standards of the EU/EFTA markets


Export Coaching Programme Three fixed stages: 1. Business Audit & Action Plan

– Assessment of the capacity of SMEs to enter the European market – Steps to prepare for the European market

2. Export Capacity Building – Training, workshops, coaching, technical assistance – Certification

3. Market Entry – Participation at European Trade Fairs


Export Coaching Modules


Market entry EU

Certification

Market entry Regional

Certification

Regional market entry

Providing expertise in processes relating to certification

Possibility for co-financing

Gaining skills and experience in marketing in regional market(s) and/or European markets

Establish relevant business contacts

Participation in fairs, conferences, exhibitions and / or B2B

Business Audit and action plan

Business development

Export Capacity Building

Business Audit and Action Plan


Export capacity building

Assessment of the capacity of SMEs to enter the European market

Steps to prepare for the European market

Supporting companies with the further professionalisation of their operational management

Supporting companies in complying with the requirements of European markets

Explore the European market Develop an export strategy

European market entry

Market entry EU

Certification

Market entry Regional

Export Coaching Módulos

04/08/2014 CBI –Ministerio de Relaciones Exteriores 1

Certificación

Entrada en el mercado regional

Proporcionar una pericia sobre el proceso de certificación

Posibilidad de cofinanciación

Realización de las habilidades y la experencia de su comercialización relativa a los mercados regionales y Europeos

Realización de habilidades y una cantidad suficiente de contactos de negocios relevantes

La participación en ferias, congresos, exposiciones itinerantes y/o B2B

Business Audit and action plan



Auditoría y plan de acción

Desarrollo de negocios

Construcioccón de capacidad exportación

Valoración de la capacidad de las PYMES para entrar en el mercado Europeo por medio de una auditoría de exportacón

Plan de acción

Entrenar las PYMES para profesionalizar sus procesos aún más

Entrenar las PYMES para satisfacer las demandas del mercado Europeo

Explorar los mercados Europeos

Desarrollar una estrategia de exportación

Entrada en el mercado EU

Business Audit & Action plan

Completed export audit with an action plan based on which the company understands the steps to take to become a successful exporter. The export audit forms the starting point for the decision how the company will further participate in the ECP.

Result:

1. Pre-selection assessment (to determine suitability)

2. Company visit by EU sector expert 3. Company visit(s) by local expert

Max. 0.5 years No participation fee

Tools:

Duration:



Company is able to meet European market demands and has familiarised itself with the European market. Furthermore, an Export Marketing Plan has been developed. Monitoring takes place through the Export Audit.

Result:

1. Technical assistance (visits) by local expert 2. Technical assistance (visits) by EU sector expert 3. Distant coaching 4. Export Marketing Seminar (EXPRO) participation

(travel and hotel covered by CBI) 5. Orientation visit to EU trade fair

Tools:

1-2 years Participation fee: € 250

Duration:


Market Entry EU

Company has gained skills and experience in the marketing of its products towards EU/EFTA markets. Furthermore, it has established relevant contact in EU/EFTA markets.

Result:

1. Technical assistance by EU market expert 2. Trade Fair participation / conference

participation (3x sponsored, 70%, 60%,50%) 3. Roadshows 4. B2B activities 5. Assistance in follow-up of contacts (market

consolidation)

3-4 years Participation fee: €500

Tools:

Duration:


Training and Capacity Building


Training Target countries

Training Europe

Online Training

Training in Colombia

Training in Europe

Training on-line

Export marketing planning

Requirements for market access

Market research

Effective trade fair participation

Corporate social responsibility

Website promotion

During business in Europe / cultural aspects

Calculation & prices / Business

Módulos de Desarrollo de Recursos Humanos

04/08/2014 6

Training Target countries

Training Europe

Online Training

Capacitación en Colombia

Capacitación en Europa

Capacitación on-line

Planificación de Marketing Exportación

Requisitos de acceso a los mercados

Investigación de mercado

Participación efectiva en ferias

Responsabilidad Social Corporativa

Promoción del sitio web

Cómo hacer negocios en Europa/aspectos

culturales

Cálculo & precios / Negocios

CBI –Ministerio de Relaciones Exteriores

Natural Ingredients Export Coaching Programme



Integrated Country Programme Colombia (2014-2018)

• Objective: boost exports from selected Colombian sectors to European markets.

• Participants: 10 companies per segment

• Exotic Fresh Fruits • Roasted Specialty Coffees • Tropical & Exotic flowers &

Foliage • Natural Ingredients for

Food, Pharmaceuticals or Cosmetics

• Garments • IT Outsourcing Services

Partners and Roles • CBI • Proexport • ANDI • PTP


Design of the Programme • Bottlenecks on micro level (company) and meso level (sector

based); • CBI modules related to these bottlenecks; • Focus on exports to the European market; • Participation of importers; • Collaboration with local partners!


Criteria for Participants • Formally constituted SME (according to Colombian definition) • At least 51% Colombian owned • Not currently participating in a SIPPO project of the Swiss development

cooperation agency, that includes technical assistance and trade fair participation • Not completed a previous CBI Export Coaching Programme • Not having delayed payment(s) to Proexport, ANDI and PTP for fairs and other

activities • No outstanding tax declarations or other debts with the Colombian state unless

there is an payment agreement or demand for admission at the administrative tribunal

• No joint venture with a company based in a country with a classification of UMIC or higher

• Able to verify SARLAFT (Sistema de Administración del Riesgo de Lavado de Activos y de la Financiación del Terrorismo) and OFAC

• No licensing commitments that prohibit or limit export possibilities of products to the EU

• No in process of dissolution • Able to present a certificate of fiscal and disciplinary background


Planning and Time frame • Application: opens 28 July, deadline 8 September.

Apply via: http://www.cbi.eu/naturalingredientscolombia

• Pre-selection of participants: end of September • Business Audits: October – December • Final selection of the participants: December • Start Rest of programme: January 2015


CBI market intelligence


July 2014

Topics


• Introduction about the CBI market intelligence• How to use it• Practical examples

Introduction


• http://www.cbi.eu/videos/CBI-MI-Promo-Animatie-DEF2_SpanishSub-1.mp4

http://www.cbi.eu/videos/CBI-MI-Promo-Animatie-DEF2_SpanishSub-1.mp4

http://www.cbi.eu/videos/CBI-MI-Promo-Animatie-DEF2_SpanishSub-1.mp4

Sesión de grupos de expertos

> Qué Catálogo de productos de inteligencia de mercados del CBI

productos de inteligencia de mercados del CBI


Observación Tendencias europeas y sus implicaciones para su futuro

CBI Trendmapping: conocimientos y previsiones relacionadas con la dinámica de los mercados europeos, a corto y a largo plazo CBI Tradewatch: difusión de sus estadísticas comerciales

Exploración Canales y segmentos del mercado europeo

CBI Market Channels & Segments: su ruta comercial en el mercado europeo

Exploración Panorama empresarial europeo y evaluación de la competencia

CBI Market Competitiveness: las fuerzas competitivas que configuran su mercado CBI European Business Landscape: encuentre a su organización de apoyo europea

Penetración Las mentes de los compradores europeos

CBI Buyers’ Black Box: sepa qué se oculta en la mente de un comprador europeo

Comprensión Requisitos europeos legislativos y no legislativos para exportadores

CBI Buyer Requirements: inteligencia sobre requisitos legislativos y no legislativos

Concentración En su combinación de producto-mercado más prometedora en Europa

CBI Product Factsheet: conocimientos prácticos sobre su producto visto desde la perspectiva de los mercados

europeos

Conocimiento Todo lo que necesita saber sobre los fundamentos de los mercados de la

UE CBI Database: una visión general de los fundamentos de los mercados europeos para exportadores,

incluidos estudios de mercado personalizados y basados en la demanda y estudios personalizados sobre los efectos (imprevistos) de las políticas en países en vías de desarrollo

Inteligencia personalizada • Para BSO o gestores de programas del CBI (a demanda) • Centrada en un mercado (de la UE) específico para un sector concreto Inteligencia de políticas • Para legisladores de la UE o el Sur • Información práctica actualizada y personalizada Inteligencia de exportaciones • Para BSO y exportadores • Manuales sobre fundamentos de los mercados de la UE relacionados con la

exportación a Europa

Anticipación Cambios y avances futuros en el mercado

CBI Scenario Planning: desarrollo de hojas de ruta estratégicas futuras para BSO CBI Incubator Market: investigación de cambios recientes operados en mercados europeos CBI Fashion Forecast: tendencias de moda y avances futuros (estilos, colores, tejidos, diseños)

How to use


Practical Examples


http://www.cbi.eu/marketintel_platform





Practical Example


• Select the Market Sector for natural ingredients for cosmetics

Practical Example


• The different MI products are presented

Practical Example


• Select “Inside a Buyer’s Brain”

“Click” on the link

Practical Example


• Explore this page…

1

2

3 Segment summary

Full document. Also in Spanish, sometimes

Click to access interactive sections of other MI products e.g. EU buyer Requirements

Practical Example


• Market Brain Summary

Practical Example


• Full document – Buyers Black Box

Can be downloaded and saved to your PC

Practical Example


• Interactive page for EU Buyer Requirements

Click here to access the full document.

Click to access interactive sections of other MI products

Click for more information in summary format

Click to return to overview page

Practical Example


• Main overview page

Practical Example


• Use the remaining time to search/download another MarketIntelligence product

• Any questions?

Gracias Centre for the Promotion of Imports from developing countries

Contactos:

Andrew Jones: [email protected] Dekker: [email protected]

CBI Programme Manager: Nico [email protected] www.cbi.eu

cbi ni workshops colombia july 2014r

Government & Nonprofit