1. A kit to evaluate international markets competition International competitiveness guide

2. It’s an informative tool able to guide internationalization strategies for products of specific interest: 1. It’s an evaluation of internalization strategies and competitive position 2. Proposes information on international commercial flows for products of interest 3. Develops specifics for 15 countries: first five countries for importance, first five countries for trend, five countries of client interest 4. Pictures the behavior of competitor countries and analyzes their evolution 5. Source are ONU ComTrade Database and company figures 6. Analysis can be performed at multiple stages to evaluate the outcome of market strategies, markets and competitors PURPOSE International competitiveness guide

3. VALUE International competitiveness guide To achieve basic strategic indications, based on immediate graphs and charts, to support market entrance in specific countries and in particular: 1. Evaluates the level of attractiveness of countries of interest 2. Assesses the potential of penetration 3. Examines the competitive threats from competitor countries 4. Picks countries of interest 5. Executes the analysis at different times to monitor evolution 6. Disposes of the information with timing and cost lowering

4. METHOD The international positioning paper consists of three sections with distinctive purposes: 1. STRUCTURAL FIGURES which monitor international commercial flows in quantities, value and defines average prices 2. STRATEGIC FIGURES which evaluate the company position in specific product destination countries (quotas + CAGR) 3. COMPETITIVITY FIGURES assessing the position of countries in foreign markets International competitiveness guide

5. SECTION 1: STRUCTURAL FIGURES (1/3) Volumes: 36.000 tonns Volumes in value: $ 500 million Average price: 13,9 $ per tonn Volumes, values and prices trend between 2009 and 2011 This slide shows the dynamics of international flows in value and in volume and defines an average price. It also provides information on the dynamics of flows and prices. Provides the basis for further elaboration. Consistency of international commercial flows Analysis based on Ulisse-StudiaBo data Guide example Business: dishwashers

6. This slide highlights the relative importance of the top five importing countries, in value and in volume and defines their average purchasing prices. Guide example SECTION 1: STRUCTURAL FIGURES (2/3) Business: dishwashers Top five importing countries Value quotas Volume quotasAverage prices Analysis based on Ulisse-StudiaBo data

7. Value quotas Top five exporting countries Volume quotasAverage prices This slide shows the market shares of the top five exporting countries, in value and volume, and defines their average selling prices. Guide example SECTION 1: STRUCTURAL FIGURES (3/3) Business: dishwashers Analysis based on Ulisse-StudiaBo data

8. SECTION 2: Strategic figures – Competitor countries chart This map shows individual markets according to their relative importance and their dynamics, to get an immediate view of the potential or risk of a particular competitor country.......... TUR DE JP FRA USA CH MEX ES PL Competitor countries chart Slow growth and low market share countries Business: dishwashers Countries’ market shares Market trend Guide example Analysis based on Ulisse-StudiaBo data Fast growth and low market share countries Slow growth and high market share countries Fast growth and high market share countries

9. Company positioning Average prices 15 slides relative to selected countries are presented. In each slide the company is compared to competitor countries according to the weight and the dynamic of each competitor in that market. Average prices of individual competitors are compared. SECTION 2: Strategic figures – UK market Relative weight of the market for each individual country Competitors market dynamics Guide example Business: dishwashers Analysis based on Ulisse-StudiaBo data

10. Big downBig up Small downSmall up..... THA IND TUR RUS GBR In this chart competitor countries are compared according to their relative importance and their trend. Competitor countries chart Guide example SECTION 3: Strategic figures – The competitors Business: dishwashers Market trend Analysis based on Ulisse-StudiaBo data Slow growth and low market share countries Fast growth and low market share countries Slow growth and high market share countries Fast growth and high market share countries Countries’ market shares

11. 15 slides relative to selected countries are presented. Countries are compared according to their relative importance for German export and their trend. Average prices of individual competitors are compared. Competitors positionAverage prices SECTION 3: Strategic figures – German competitors Analysis based on Ulisse-StudiaBo data Guide example Business: dishwashers Relative weight of the market for individual competitors Competitors market dynamics

12. 6 WORKING DAYS Work process 1. Meeting with the company to define the business object of analysis (corresponding to one or more customs codes) and the markets and competitors countries to monitor – Immediate timing 2. Delivery of customer data for comparison and positioning (Customs Agency export documents of the last three years) - ½ day timing 3. Data processing and realization of the guide – 5 working days 4. Presentation of results - ½ day timing

13. Marketsmind is a project focused on economic and market research. The mission is to customize and produce insights for customers interested in: looking for information and understanding a market establishing a bridge with business and market insight seeking new potential with a business to business or direct market approach http://www.marketsmind.biz Partnership MicroSectors is a network of professionals created by a group of senior consultants who have gained more than twenty years of experience in the field of research and market analysis. Thanks to a structured organization, MicroSectors is able to offer many services in the socio-economic field, taylored for the specific needs of customers. http://www.microsectors.eu StudiaBo is a studies bureau specialized in the production of economic information to support decision making processes. Ulisse is an information system based on international trade flows by price ranges with a high detail of products, markets, competitors. http://www.studiabo.it Il servizio nasce dalla collaborazione di tre realtà, ciascuna con proprie competenze e caratteristiche.

14. Contacts Matteo Boemi Statistics, data mining and reporting Economic and market research Territorial studies and local development Via Fondazza 61 40125 Bologna 00393470441868 matteo.boemi@microsectors.eu