Practical tools to become successful in the Netherlands

Lidia Krawczyk18/10/2014

Introducing the Netherlands

https://www.youtube.com/watch?v=hqEh0iFWlgs

Introducing the Netherlands

Water Food and Flowers

Logistics International Business

PL – NL: Facts and Figures

Export PL-NL: machines and electronic devices (30%), ships and yachts, metal and mineral products, chemical products, food and drinks, animals and animal products, and others

Export NL-PL: machines and electronic devices (24%), chemical products, ships and yachts, plastic products, plant products, metal products, food and drinks, animals and animal products

Netherlands in 2013 was 9th trade partner of Poland (6th in EU) Poland in 2013 was 12th trade partner of the Netherlands.

5.5 mld Euro

9.2 mld Euro

5500 exporters

3000 importers

Strategy of market access

Internal analysis

External analysis

Channel analysis

Define objectives: be SMART!

Strengths and weaknesses

What is your budget?

Internal analysis

What are relevant developments in the market? What are your Opportunities and Threats?

◦ Specifics of Dutch market Np. Przewodnik eksportera po rynku Królestwa Niderlandów @

www.haga.trade.gov.pl

◦ Market research Available studies or perform a study Branch organizations as source of information

◦ Market requirements, certification◦ Competition, Prices, Distribution channels ◦ Trends◦ Business culture

External analysis (market research)

Channel strategy

Product/segment Revenue estimation Means of promotion, branding Sales strategy (direct / indirect)

Channel strategy

Critical elements1. Define who do you look for exactly (location,

size, client base etc.)2. Be prepared to invest sufficient time and

resources, to guarantee results3. Type of client / number of clients / potential

client list (min. 50 „good” contacts for the new markt)!

Looking for business partners

On average 1 on 35 leads (engaged contacts) will end with

short-term sales.

Good product is not enough!

OK, what’s in it for me?

2 pages PDF Company Background Product Description NL market opportunity

(growth projections) Potential Fit Ideal partner profile Testimonial References

Value PropositionBe well prepared for the

engagement with potential client.

Highly regulated and efficient market

Long trading tradition (import entrance for Europe)

Strong branch organizations with own certifications and regulations

Access to the Dutch market

www.ondernemersplein.nl/brancheinformatie/

www.rai.nlwww.jaarbeursutrecht.nlwww.ahoy.nlwww.mecc.nlwww.beursgebouw.nlwww.ijsselhallen.nlwww.wtcexpo.nlwww.brabanthallen.nl

www.haga.trade.gov.pl

VPNO: www.vpno.nlRVO: www.rvo.nlNPCH: www.handelsbevordering.nlMKB: www.mkb.nl KvK: www.kvk.nl

In search for business partners

Sector organizations

Fairs

B2B online platforms

Networking: congresses, seminars, events

WPHI/Polish Embassy

Organizations in NL

Badania rynku, doradztwo, szkolenia

www.5alfa.com

Thank you for your attention!