Case Studies

CASE ESTUDIES

 

 Case 1

Problem

“I need to know which are the countries that produce and process in big quantities the product «A» ” (a manufacturer of machinery for processing products such as: sugar, calcium carbonate or paprika, among others).

Solution

I did and presented a study of the largest producers of this product (annual production volumes, exports and destinations.) Who they were and where the processors of the product were (which turned out that, in majority, they were in different countries to the producers).

Outcome

The study was done on a total of 6 products getting an increase of 150% in turnover the following year

 

Case 2

Problem

“We are manufacturers of these products (food and non-food in the confectionery sector). We have a potential client in the United Arab Emirates and we need to know what is the necessary documentation so that customer can import our products.”

Solution

I made an investigation of each tariff item and I presented to the client a study of all the documentation that the importer needed in order to import each tariff item (each product). What were the documents that the same importer had to obtain itself and what documentation should submit or to be send from the Spanish manufacturer, as well as the prior authorizations to obtain from the Ministry of Health of the importer’s country prior to the receipt of goods. Also, was annexed to the study, a sample of each document and, for information purposes, the trade barriers for importing such goods.

Outcome

The first export took place without any documentary problem or difficult (neither in the following exports). In addition, I advised the payment with Letter of Credit throughout all the operation.

 

 Case 3

Problem

A food product manufacturer in Madrid enrolled a Reverse Mission of importers and distributors from Germany. This manufacturer spoke only Spanish.

Solution

Prior in-depth study of the product, features, terms and conditions (which we also advised to the Company), I made the presentation of the product in such Reverse Mission in Madrid.

Outcome

The manufacturer obtained very positive results with a contract with two distributors covering the target country and with an annual turnover which resulted, in the first year, more than 150.000 €

 

Case 4

Problem

A Portuguese company won tenders for several public works in several countries in Africa (Equatorial Guinea, Algeria and Cameroon). This company, since it could not do all the works, wanted to subcontract part of these works to a Spanish construction company. This Spanish company contacted me to ask a simple question but with a very complicated development: “Should I stay or should I go?” (And that wasn’t a song from The Clash…)

Solution

This Project was divided into different parts.

In the first place, it was carried out a revision of the work contracts for each of the tenders.

Secondly, for each of the tenders and for each country, it was carried out an exhaustive study on labour conditions (both for local and expatriate workers), fiscal, economic, customs, cultural and ethnic.

And, thirdly, a study was carried out on the logistics for the transport of all the necessary material for the realization of each one of the works as well as for the repatriation of all the machinery for each country.

Outcome

Due to political reasons I did not recommend to accept the work in Algeria (“Arab spring” time). For the rest, the Spanish contract company is still working without big problems.

 

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