Italbo and Faesa SA formed an export group that is already selling wheels and leaf springs to Uruguay. With the support of the Export Promotion Agency of the Province, local SMEs are developing their foreign trade activities.

Five years ago, ProCórdoba Agency implemented the Business Intelligence Service, a strategic tool for Cordobese SMEs. The Service offers Export Development Programs (EDPs) that involve a study of the local offer through interviews with companies in the same sector around different areas of the Province.

The next step is an analysis of general and sectoral variables in order to identify potential export markets. Thus, different destination countries are studied by interviewing importers with a view to learning about their needs, difficulties in engaging in trading activities with Cordobese companies, and their specific demands. These importers provide detailed information about the products they seek, in what volume, etc.

The data obtained is then used to create an EDP specific for each sector. Companies then receive assistance in the form of foreign trade development and business enhancement tools.

Strategic Partnerships

Companies in the Export Development Programs are grouped by sectors and participate in different training activities focused on productivity, commercial strategies, marketing, customs-related operations, etc. Besides, they have the opportunity to participate in international fairs and missions where they meet potential clients.

Inward missions, on the other hand, offer the chance to identify international operators who are interested in the products offered by participating companies. An agenda is coordinated with foreign entrepreneurs visiting the factories, and a B2B meeting is held with the local company's representative. This modality is highly effective when it comes to actually closing sales.

The success story this time around involves Italbo and Faesa SA, member companies of the Auto parts Export Group that achieved the export of wheels and leaf springs to Uruguay. The products were sold to "Ruedas El Gaucho", a firm that had visited the Cordobese factories a few months back while on an inward mission organized by ProCórdoba's Business Intelligence Sector.

Synergy in the Auto parts Sector

Italbo Representative Claudio Obregon expressed that "Working as an export group strengthens each of the member companies. For example, when the group was formed, we set up a stand at the Automec trade fair in Brazil, which would not have been possible if our companies had been working separately. Besides, we participated in fairs in Peru and went on trade missions to Uruguay. The relations and exchanges among member companies increase each of the companies chances for export."

Obregon stated, "It's extremely positive to join an export group and become acquainted with the programs and services made available by ProCórdoba. The Agency offers many tools that entrepreneurs need to be aware of."

Faesa SA Representative Mariano Cassanelli also shared his experience: "We have been in ProCórdoba's Business Intelligence program for a year and a half now. Even though we had already exported products in previous years, as of late we had been devoted to the domestic market. The Agency presented us with a project and we didn't hesitate to get on board. The current situation calls for opening up the foreign market."

"Joining the program trained us once again in foreign trade issues. Besides, what was achieved as a group has tremendous value, beyond this particular export, because we have become stronger with each visit to clients abroad, we have shared experiences and contacts, and we have benefited from the opinion of other entrepreneurs in the sector."

So far, the Agency has worked on the dairy, milling, pasta & baking, auto parts, rubber & plastics, agricultural machinery and software sectors. During 2019, the Agency researched the health sector with the purpose of implementing the program in the industry next year.