CADREXPORT 2011 ENS : BE READY FOR EXPORT - PART 1 SUCCESS STORIES, 3 FRENCH CASES

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Criteriae Blue Whale Xiring Cousin Biotech

Activity Fruit & vegetables Hi tech - softwares Hi tech - Medecine

Turnover 158 M€ 20M€ 12M€

Export 77% 10% (30% in 2013) 85%

Export countries 70 70 50

R&D 15% 20% 15%

Employees 53 50 85

CSR yes yes yes

Prizes Yes - MOCI Yes - Sésame Yes – MOCI / INPI

CADREXPORT 2011 ENS : BE READY FOR EXPORT - PART 1 SUCCESS STORIES, 3 FRENCH CASES

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5 majors points in common : Small and medium size companies (90% of french exporters are SMZC), R&D activity - more than 10% More than 50 export countries High level of quality (products & services) Prizes : synonymous of competition

CADREXPORT 2011 ENS - BE READY FOR EXPORT PART 2 / TEN KEY SUCCESS FACTORS

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What could we recommend ? 1st KSF / To define a strategy and choose your target(for intance Blue whale : export cooperation – Cousin Biotech : direct export – Xiring : indirect export or export outsourced and licensing)

2nd KSF / To analyze your market (market survey)

3rd KSF / To adopt a competitive intelligence attitude(for instance : approach tools)

CADREXPORT 2011 ENS - BE READY FOR EXPORT PART 2 / TEN KEY SUCCESS FACTORS

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CADREXPORT 2011 ENS - BE READY FOR EXPORT PART 2 / TEN KEY SUCCESS FACTORS

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4th KSF : To Develop R&D activities

- To protect inventions and innovation by using official documents. It’s compulsory.

The Non discolure agreementsThe Soleau envelopThe Patent

- To work closely with industrial property consulting cabinets (for instance in order to manage the patent portfolio) and official organisations : EPO, INPI and WIPO

Fig : The patent process

5th KSF : To establish strong partnerships with well reputated partners and distributorsPartners must have a local or regional or nationwide cover or be well reputated (pole of competitiveness)- Business meetings and trade shows are also very useful to develop business network

6th KSF : To be present on new and future markets Ex : Green IT, Green markets are markets of the future (for instance Xiring, Blue Whale)Hi Tech : nanotechnologies

7th KSF : To adapt products and propose high level of quality for products and services :if standardization is possible, customization is always appreciate (for instance Xiring)

8th KSF : To adopt new business values and sports value : a permanent challenge- Adopt sport values, export is a permanent challenge

9th KSF : To satisfy your customers – international markets are very demanding (for instance : Cousin Biotech)

10th KSF : To recruit well-trained managers and prepare teams(for instance export manager, business intelligence manager)

Thank you for your attention

Questions ?