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Embassy of Spain, Economic and Commercial Office/ ICEX

INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR. EXTROVERSION SUPPORT SYSTEMS Alejandro Fraga Fontoira Personalized Services Consultant / Market Analyst. Thessaloniki May 14th, 2010. Embassy of Spain, Economic and Commercial Office/ ICEX. INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR.

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Embassy of Spain, Economic and Commercial Office/ ICEX

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  1. INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EXTROVERSION SUPPORT SYSTEMS Alejandro Fraga Fontoira Personalized Services Consultant / Market Analyst Thessaloniki May 14th, 2010 Embassy of Spain, Economic and Commercial Office/ ICEX

  2. INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EXTROVERSION STRATEGY & TOOLS SPAIN Alejandro Fraga Fontoira Personalized Services Consultant / Market Analyst Thessaloniki May 14th, 2010 Embassy of Spain, Economic and Commercial Office/ ICEX

  3. INDEX • MAIN ENTITIES: PRIVATE AND PUBLIC • ICEX • COORDINATION INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  4. INDEX • MAIN ENTITIES: PRIVATE AND PUBLIC • ICEX • COORDINATION INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  5. MAIN ENTITIES: PUBLIC AND PRIVATE • GENERAL CRITERIA: • CO-FINANCING: the firm must finance part of the activity • SME: the priority • Emerging markets focus • Business groups: export groups, business associations, export consortiums, etc. • All support given must be justified • Reimbursement of expenses INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  6. MAIN ENTITIES: PUBLIC AND PRIVATE • STATE LEVEL: • ICEX (MITYC, SECREATARIAT OF COMMERCE) • COFIDES (ICEX, ICO, PRIVATE BANKS) • CESCE (ESTATE, PRIVATE BANKS) • NATIONAL INDUSTRY ASSOCIATIONS • CEOE (SPANISH CONFEDERATION OF BUSINESS ASSOCIATIONS) • CONSEJO SUPERIOR DE CÁMARAS DE COMERCIO (HIGHER COUNCIL OF CHAMBERS OF COMMERCE) INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  7. MAIN ENTITIES: PUBLIC AND PRIVATE • COFIDES: Compañía Española de Financiación al Desarrollo S.A. • ICEX, ICO, private banks • Support in al phases of FDI in any emerging or developing country • Hundreds of projects financed in aproximately 50 countries • Consultancy on FDI project design and financing, viability studies, technical assistance financing, training and management, co-financing of projects (equity participation, minoritary and transitory), long and medium term financing, access to E.U. financial resources • Participation in the management of the “Linea ICO” for internationalization of Spanish SMEs, FIEX funds (FDI) and FONPYME INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  8. MAIN ENTITIES: PUBLIC AND PRIVATE • CEOE (SPANISH CONFEDERATION OF BUSINESS ASSOCIATIONS) • CONSEJO SUPERIOR DE CÁMARAS DE COMERCIO (HIGHER COUNCIL OF CHAMBERS OF COMMERCE) INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  9. MAIN ENTITIES: PUBLIC AND PRIVATE • REGIONAL LEVEL: • AUTONOMOUS COMMUNITIES ENTITIES AND PROGRAMS: 16 ORGANISMS + program under the Department of Industry, Technology, Commerce and Labour in Navarra • REGIONAL ASSOCIATIONS • LOCAL LEVEL: • CHAMBERS OF COMMERCE, INDUSTRY AND SAILING • LOCAL INDUSTRY AND BUSINESS ASSOCIATIONS INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  10. MAIN ENTITIES: PUBLIC AND PRIVATE AUTONOMOUS COMMUNITIES ORGANISMS AND PROGRAMS • Andalucía: EXTENDA • Aragón: IAF • Asturias: IDEPA • Baleares: IDI • Canarias: PROEXCA • Castilla la Mancha: IPEX • Castilla y León: EXCAL • Cataluña: Acció 10/COPCA • Extremadura: FEME • Galicia: IGAPE • La Rioja: ADER • Madrid: PROMOMADRID • Murcia: INFO • Navarra: Dep. Ind, Tec., Com y Trabajo • País Vasco: SPRI • Valencia: IVEX INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  11. MAIN ENTITIES: PUBLIC AND PRIVATE AUTONOMOUS COMMUNITIES ORGANISMS AND PROGRAMS • Focused on the needs and development objectives of their region • Differences in the approach and services • Some have their own network of Business Promotion Centres • All programs are coordinated with those of the ICEX and the Chambers of Commerce INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  12. MAIN ENTITIES: PUBLIC AND PRIVATE • Chambers of Commerce, Industry and Shipping: • Coordinated by the Consejo Superior de Cámaras de Comercio • Plan Cameral de Promoción de Exportaciones (Chamber´s Plan for Exports Promotion). Yearly • 88 Chambers of Commerce: capilarity • 130+ points of customer service • The Chambers assemblies gather 4000+ companies representing 2.5+ million companies • By law 2/3 of their budget must be spent on extroversion activities INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  13. MAIN ENTITIES: PUBLIC AND PRIVATE • Chambers of Commerce, Industry and Shipping: Activities • Close to 1,000 activities each year, half of which are industry specific • Direct commercial missions: 75% of which in emerging & developing countries • Inverse commercial missions: important share from western Europe • Participation in fairs and exhibitions: mainly developed countries and catalogues exhibitions (expocatalogotecas) • Business meetings • Internships abroad • Other: specific promotional programmes, PIPE program co-management, international business cooperation committees, etc. INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  14. INDEX • MAIN ENTITIES: PRIVATE AND PUBLIC • ICEX • COORDINATION INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  15. ICEX • Main framework: law 3299/2004 • Modified at the end of 2006 to take into account the regional divisions in order to fulfil the criteria of the EU framework on European Regional Support for the period 2007 - 2013 • Multiple incentives: direct economic support, leasing subsidies, hiring subsidies, reduced taxes. • Incentives vary according to several criteria including size of the investment and size of the investing company: big companies 500.000, medium enterprises 250.000, small enterprise150.000, micro business 100.000 INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  16. ICEX • Mission: • Efficiently support and facilitate the international projection of the Spanish companies, as a means to contribute to their competitiveness and to add value to the economy. INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  17. ICEX • Expert workforce: over 580 specialized professionals • Worldwide presence: 100 Economic and Commercial Offices covering the 5 continents • Close to the target customers: 31 Regional and Territorial Commerce Directorates in Spain • Over 2,500 activities each year • Over 13,000 participating firms • Export, foreign market entry and international competitiveness projects support: close to 2,000 projects supported each year INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  18. ICEX • Custom support for each firm: 110,000 queries each year • Over 110 internationalization plans supported each year with industry associations • Synergies to enhance internationalization capacity: coordination with AA.CC. Organisms, industry associations, Chambers of Commerce INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  19. ICEX • What does ICEX offer? • SOLUTIONS! • First steps • Consolidation of exports • Entering a new market or accomplish successful foreign investment • Information services, guidance/support & consultancy, training and education INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  20. ICEX • Solutions for all kinds of firms, according to their needs and their experience in foreign trade • For inexperienced firms: • Aprendiendo a exportar: Learning to export program: analysis on the export potential, guidance on new hiring and taxation, IT and new technologies, communication and branding. Guaranteed payments, financing of the first exports up to 100,000€ • www.aprendiendoaexportar.com • Progama de Iniciación a la Promoción Exterior (PIPE) • www.portalpipe.com INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  21. ICEX • PIPE: Plan for the Promotion of Extroversion Initialization • Objective: adoption of appropriate strategies • A consultant is integrated into the firm for 2 years to help with the export process according to the needs and potential of the firm • Follow-up during the next 2 years to help the firm consolidate its project • Additional services and advantages offered to PIPE members INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  22. ICEX • For currently exporting firms looking to strengthen their sales: ICEX as a partner that helps opening new markets • Promotional activities • Boost the international presence of the firm • Assistance in international tenders INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  23. ICEX • Promotional activities • Participation in foreign fairs and exhibitions • Commercial missions • ICEX will find buyers for the products of the firm • Promotion campaigns, public relations and promotional material • Seminars and other activities for the promotion of Spanish products INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  24. ICEX • Direct foreign investment promotion and support • Outside of the E.U. • Individually or as part of a consortium • 13 business centres: Argel, Sao Paulo, Peking, Shanghai, Guangzhou, Mumbai, Kuala Lumpur, Casablanca, Ciudad de Mexico, Bucarest, Moscow and Dubai • Renting of offices and meeting halls • Custom assistance • Administration and logistics support INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  25. ICEX • In search of local partners? ICEX helps in situ: • Investment and business cooperation forums, business meetings • Identification of investment and cooperation opportunities • Business meetings with potential partners • Institutional support INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  26. ICEX • Information, consultancy, education and training services: covering all phases of the internationalisation and export process • www.icex.es: most visited site in Spanish regarding internationalisation • oficinascomerciales.es: the network covers 150 markets • emarketservices.icex.es: supporting e-markets in international business • comercio.es: regional and territorial network in Spain • Helping foreigners to get to know the Spanish products: www.spainbusiness.com, www.winesfromspain.com, www.interiorsfromspain.com, www.fashionfromspain.com, www.spaingourmetour.com, www.spaintechnologyforlife.com INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  27. ICEX • ICEX is the top editor in Spanish regarding foreign trade: manuals, business guides, country profiles. • El Exportador the ICEX paper and on-line magazine: www.el-exportador.com • The only Internet television specialised in internationalization: el Canal ICEX • www.icex.tv • Business opportunities solutions: current information on product demand, Spanish services and FDI opportunities • Electronic newsletters and alerts INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  28. ICEX • Consultancy: • CAUCE: Centro de Asesoramiento Unificado en Comercio Exterior • Centralized unit for queries • Fast: 24h or less • Complexity discrimination for providing best answer possible • All markets, all the information: procedures, international hiring, taxation, support programmes, financing, barriers, etc. • Personalized Services: customized export, investment and market entry projects. INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  29. ICEX • Personalized Services: customized export, investment and market entry and consolidation projects. • Individualized consultancy • Identification of partners • Meeting agendas • Market research and analysis • Operations and logistic support assistance • Centralized cuality control INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  30. ICEX • Education and training: human capital • Over 300 internships for tertiary degree holders • E-learning services for the firms • Over 225 seminars and training days each year covering the whole country INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  31. INDEX • MAIN ENTITIES: PRIVATE AND PUBLIC • ICEX • COORDINATION INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  32. COORDINATION • What, why, how, when? • Back in the 80s and 90s the necessity to increase the international scope and market of the Spanish companies and products was identified/became evident • Immediate reaction in all subject areas and regions: creation of many institutions, programs, etc. • The need to coordinate the efforts become clear. The answer where the “original” coordination mechanisms • Improved and enhanced coordination is considered a non-stop process: it continuously gets improved and can always be improved. Framework changes mean needs change which in turn require new answers which may need to be coordinated INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  33. COORDINATION • Multilateral coordination: Interterritorial Council of Internationalization (2006) • Ministry, Secretary of Estate, Regional Governments, Higher Council of the Chambers of Commerce, Spanish Confederation of Business Organisations • Joint lines of action • 2 committees: Promotion Abroad Committee + Investment Attraction Committee • Technical Secretaries • ICEX + INVEST IN SPAIN INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  34. COORDINATION • Bilateral coordination: ICEX as coordinator of the system • ICEX and each Autonomous Community Institution for the Promotion of Exports and Investment • ICEX and the most representative Industry Associations of each economic sector: design of the extroversion plans for each industry • ICEX and the Chambers of Commerce and the C.S.C.C. • ICEX and the C.E.O.E. Its members and non associated business organisations • ICEX and other units of the Public Administration of the State that are potential partners including other Ministries • ICEX and: Universities, business schools, think tanks, research institutions, Spanish-foreign country Councils, foundations, etc. • International relationships: ICEX and ETPO, WTPO, Red IBERO, APEX (Brasil), and other international organisations. INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  35. COORDINATION • Chambers of Commerce, Industry and Shipping • Coordination between the Chambers of Commerce is done at regional level and at national level in the Chamber´s Plan for Exports Promotion done by the Higher Council of Chambers of Commerce • The Chamber´s Plan for Exports Promotion is reviewed by the ICEX after going through a commission of the Autonomous Communities • After al the process it is approved by the Commerce Secretary of Estate INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  36. Alejandro Fraga Fontoira GRACIAS POR SU ATENCIÓN www.icex.es 210 724 69 80 / 210 724 71 95 atenas@comercio.mityc.es INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

  37. Alejandro Fraga Fontoira THANK YOU FOR YOUR ATTENTION www.icex.es 210 724 69 80 / 210 724 71 95 atenas@comercio.mityc.es INSTITUTO ESPAÑOL DE COMERCIO EXTERIOR EMBASSY OF SPAIN, ECONOMIC AND COMMERCIAL OFFICE, ATHENS

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