CBI News Bulletin November / December 2005

November/December 2005 No 306
The CBI consultant
Yolanda Netto,
Stationery items:
Ten per cent
inspiration,
ninety per cent
perspiration
The new Fair Flowers Fair Plants
label
A+A 2005: Dressed for danger
news
News, views and backgrounds
BULLETIN
Orders poor in for
the CBI-supported coffee growers
at Tea & Coffee 2005
Coffee kick

The CBI: Your European Partner
for the European Market
The CBI (Centre for the Promotion of Imports from developing
countries) is an agency of the Dutch Ministry of Foreign Affairs.
The CBI was established in 1971. The CBI’s mission is to
contribute to the economic development of developing countries
by strengthening the competitiveness of companies from
these countries on the EU market. The CBI considers social
values and compliance with the most relevant environmental
requirements to be an integral part of its policy and activities.
The CBI offers various programmes
and services to its target groups:
Market Information
A wide variety of tools to keep exporters and Business Support
Organizations in developing countries in step with the very latest
developments on the EU market.
Company Matching
The company matching programme links well-versed suppliers
in developing countries to reliable importing companies in the
EU and vice versa.
Export Development Programmes (EDPs)
EDPs are designed to assist entrepreneurs in developing
countries in entering and succeeding on the EU market and/or
in consolidating or expanding their existing market share.
Training Programmes
Training programmes for exporters and Business Support
Organizations (BSOs) on, among others, general export
marketing and management; trade promotion; management of
international trade fair participation, and developing
client-oriented market information systems.
BSO Development Programme
Institutional support for capacity building for selected
Business Support Organizations.
For detailed information on all CBI programmes and services,
visit the CBI website at www.cbi.nl
Please write to us in English, the working language of the CBI.
Mailing address
The CBI, P.O. Box 30009, 3001 DA Rotterdam, The Netherlands
Phone +31 10 201 34 34, Fax +31 10 411 40 81
E-mail cbi@cbi.nl, Internet www.cbi.nl
Office
WTC-Beursbuilding, 5th floor, 37 Beursplein, Rotterdam,
The Netherlands
Editorial staff
H. Verhoeven (Editor-in-chief), J. Vereijken (Editorial Management)
L.P. den Hollander (Editorial Production) S.D. Teeuwen (Editor)
Circulation 6850, Frequency 6 times annually
Editing and layout Admix Publieke Werken, Rotterdam
Print PlantijnCasparie Den Haag
p21
p27
p7
p31

contents
Export Marketing & Management
4 The CBI consultant, Yolanda Netto: Ten per cent inspiration, ninety per cent
perspiration
European Market Information
6 The new Fair Flowers Fair Plants label
8 What MPS can do for you
9 Fighting the EU laws that are hindering biotrade
10 AccessGuide: Offline Q & A, Part 4
CBI EU Market Surveys, excerpts from the EU Market Surveys for:
12 Electronic components: EU to relocate production of electronic components
13 Engineering products: Developing countries gaining ground in engineering
production
14 Stationery items: Size matters for stationery items
14 Personal protective equipment: PPE market still growing steadily
15 Pipes: Rising demand for pipes and process equipment
16 Medical Devices: EU medical sector looks abroad for cheaper deals
CBI Market Briefs, excerpts from the EU Market Briefs for:
17 Pencils
17 Excerise books & pads
18 Protective footwear
18 Business process outsourcing
18 Protective gloves
CBI News
PROMOTIONAL EVENTS
19 Vakantiebeurs 2006: Focus on West Africa and the Balkan
19 Ambiente 2006: Shedding the ‘hand made image’
20 Biofach 2006: Major openings for organic food producers
20 Paperworld 2006: The perfect partner at Paperworld 2006
21 Fruit Logistica 2006: The year’s groceries
21 Iberflora 2005: Florca members stick together
23 A + A 2005: Dressed for danger
25 Eye-to-eye with the leaders at ESCRS
26 Tea & Coffee Worldcup 2005: Coffee kick
TECHNICAL ASSISTANCE / COMPANY VISITS
27 Novel handicrafts: Succes is not just low prices
28 Stationery: No pain, no gain
SEMINARS AND WORKSHOPS
30 FAME XIII: The science of export
32 Train the Trainer Ethiopia: Shopping where Europeans shop
33 Workshop Interior Design: Arts meet commerce
33 Trade Fairs and Conferences
34 Ongoing and Planned CBI Activities
36 List of current CBI publications
Coverphoto:
Coffee harvest in Peru (see page 26)
CBI News Bulletin 2005
November/December Page 3

Export Marketing & Management
CBI News Bulletin Page 4 Export Marketing & Management
CBI consultant Yolanda Netto (photo: fotobureau De Jong,
Bekedam & Van Es).
Creativity is cool, but in office
supplies discipline and drive
matter at least as much, says
CBI consultant Yolanda Netto
If you ignore Tipp-ex and the Post-It note, you´ll
agree that the market for stationery items has not
been an innovators´ hotspot in the last decade.
Even colour and design don´t travel very far in this
most workaday of sectors. But for those who insist
on getting rich selling pencils or perforators,
here´s a hint from CBI consultant Yolanda Netto:
skip the design academy and talk to your granddad
instead. Because what matters in this business
is none other than that old-fashioned mix of
discipline and drive.
Ten per cent
inspiration,
ninety per cent
perspiration
By Stephen D. Teeuwen
The market for stationery, office and school supplies may be
fairly stable in terms of turnover, but behind the lines, battle
after battle is being fought. “You´d think the wave of mergers
and takeovers would have reached an end by now, but it hasn’t”,
says Netto. A recent example is the acquisition of Timmermans,
one of the the largest office product wholesalers in the Benelux
markets – and incidentally one of the last of Belgium´s large
family businesses – by Spicers Limited, a growing European
giant. All that consolidating is not making market access any
easier for small players, like the exporters from Colombia, Costa
Rica, Ecuador, El Salvador, Jordan, India, Indonesia, Peru, the
Philippines, South Africa, Sri Lanka, Thailand and Vietnam

enrolled in the CBI´s export development programme for this
sector. As Netto puts it, “The fewer the buyers, the harder it is to
sell.”
The good news
The good news is that consolidation and price pressure are
forcing Europeans to relocate production to low-cost regions.
“The outsourcing wave is not as mature in our sector as it is in,
say, the IT business, but it is definitely gaining momentum,”
says Netto. She estimates that some 20% percent of European
firms currently are prepared to look beyond the obvious –
which, in this case, is China. “The threshold for Europeans to
outsource anywhere other than China is quite high at the
moment, which is a pity, because the Europeans are missing
some prime opportunities elsewhere.”
The challenge for all those exporters from ´elsewhere´, then, is
to present the opportunities they stand for as clearly as they can
on the European market. And this is where that dual commodity
your granddad told you about, discipline and drive, comes in.
“Since there´s so little room for innovation in this market, you
have only two other options for distinguishing yourself”, continues
Netto. “Either you make sure your design is good and
European enough to stand out, or you present yourself as an
outsourcing or private label production partner for a European
company that has its own designs. Both options are hard work,
but particularly the second one means you have to make it your
ambition to be the best manufacturer in your field – not just in
terms of price, but in every single detail of your production and
marketing.”
Genius or perseverance
In the delicate business of designing for foreign markets, producers
should be aware of their own limitations. “Some of the
companies we´re working with in Thailand have shown a real
gift for design and we certainly encourage them to use it. I think
the South Americans have a creative side to develop, too.
Ecuadorian, Peruvian and Colombian leatherwork is a good
example. But many manufacturers are not in this business
because of their creative genius. For most of them, just working
hard at being the best is the most viable route to export
success.”
Netto´s own career illustrates her point. Rather than being
beamed up to business heaven by a sudden burst of inspiration,
she kept a steady march from international marketing studies
through years of management, consultancy and purchasing
positions before going solo a few years ago. “I still apply the lessons
I learned at my first job with C&A in London about always
keeping in touch with the end user”, she recalls. “It´s part of
doing your homework.” Even Netto´s tendency to leave her
hard-won office and school supplies specialism for an occa-
sional foray into other sectors, like food or pet shops, is a matter
of professional discipline. “I do believe in sticking with your
specialism, but looking elsewhere keeps you fresh. The food
industry, for instance, is far more mature than the stationery
and office supplies sector – which means there´s a lot to learn
there.”
Investing and investing
As a CBI consultant, Netto now helps exporters from developing
countries look, learn and expand business – mostly by
mixing about ten percent inspiration with ninety percent
perspiration. One of her favourite success stories is of a
Jordanian company that joined the CBI programme for this sector
last year. The firm manufactures one of two kinds of chalk.
The first thing Netto pointed out when she met the owner is
that he would only stand a chance in Europe if he started manufacturing
the second kind of chalk as well. “It was a tough
message, because it meant investing in expensive machinery”,
she says. At the first Expro seminar, Netto urged the Jordanian
and a few others towards yet more investments. “I encouraged
them to attend the Paperworld trade fair in Germany simply as
visitors, at their own expense. Looking around there is one of
the best ways of preparing for European market entry.” The
Jordanian was one of a few participants who actually heeded
Netto´s advice. “I´ve rarely seen anyone as excited as he was
after that fair”, she remembers. “He´d talked to potential customers
and competitors and even contacted the producer of
the second type of chalk machine he would be needing. Five or
six months later he´d bought one. He´s a typical example of
someone who got the message and did what it takes, with a few
risks and a lot of hard work.”
“Do what it takes: a few risks and a lot of hard work.”
Shabby follow-up
By contrast, Netto warns that some aspiring exporters lack this
kind of tenacity. One area where this becomes painfully evident
is post-fair follow-up. “This is one of the weaknesses I come
across among exporters from developing countries”, she says.
“A lot of exporters who have attended a trade fair and made
some good contacts fail to follow through. There´s too much
email and too little personal relating.”
Email has its advantages within an established relationship,
Netto explains, but is not suitable for turning strangers into
relations – or superficial inquiries into firm orders. “I encourage
exporters to pick up the phone more often, or to buy a ticket
and fly over for a personal visit. Many exporters don´t do these
things. It´s not necessarily laziness; sometimes there´s a false
modesty and they need to be encouraged to believe in their
product and capabilities. Other times they´re too shy to phone
or visit a purchaser they´ve only met once. Nobody likes being
yapped at by a purchaser who can´t remember your name and
tells you to call back another time because he´s too busy. But if
you want to gain his interest, you have to go through it. These
are often the things that separate failure from success.”
The CBI´s stationery items programme was first launched some
12 years ago. Its current cycle began in 2004 and ends in 2008.
Netto expects to begin preparations for a new cycle in 2006, by
visiting a number of new target countries for presentations and
for selecting participants.
CBI News Bulletin 2005
November/December Page 5

European Market Information
CBI News Bulletin Page 6 European Market Information
Last November a brand new consumer label for
the global flower market was introduced in
Amsterdam. The FFP label (Fair Flowers Fair
Plants), supported by a large group of private and
public players, will definitely help clear the air for
consumers, says Theo de Groot, director of certification
institute MPS. FFP-labelled products are
guaranteed to meet both social and environmental
standards. For growers in developing countries,
the label presents an important competitive
opportunity.
Like many other branches, the flower and plant business
already possesses a rich diversity of labels. However, most or all
of these are business-to-business concepts. What makes the
FFP label unique and potentially important is the fact that it is a
consumer label and combines both environmental and social
standards. It is a response to increasing consumer demand for
proof of socially responsible entrepreneurship. “The FFP label
A newly launched consumer label
combines social and
environmental standards
The new Fair Flowers Fair
Plants label
BY STEPHEN D. TEEUWEN
Theo de Groot, director of MPS.
was not designed to push existing business-to-business labels
off the market, but to provide a means of creating transparency
for the entire supply chain, including the end user”, explains De
Groot, whose organisation MPS is involved in marketing the
new label.
Combining existing seperate labels
The potential market strength of Fair Flowers Fair Plants lies in
the fact that it combines the most important social and environmental
standards covered by existing separate labels in one
new one, says De Groot. “Of course, different growers will opt
for different labels, depending on their market position and
approach. In terms of the standards it represents, an FFP-certified
product will be similar to a combination of MPS-A (environmental)
and MPS-SQ (social). Because the FFP label is
designed to be carried throughout the whole supply chain, it
will be highly recognisable.”
MPS-A and –SQ labels are among several MPS labels that have
gained wide use throughout the global floriculture market since
MPS began in 1995. Others are MPS GAP (good agricultural
practices), which is an answer to the requirements of European
supermarkets united under the EUREP-GAP umbrella; MPS
Quality, a label for growers covering internal process quality;
and MPS Florimark Trade, a combination label developed
specifically for traders.
Traceability
Apart from meeting the MPS-A and –SQ or comparable standards,
FFP-certified growers must be FFP members capable of

The Fair Flowers Fair Plants Label was introduced at Hortifair 2005
in Amsterdam (photo’s Sjoerd de Jonge – Procomm, Rotterdam).
providing reliable production prognoses. Traceability is also a
must within the FFP framework. Products will be sold through
affiliated and certified FFP traders and retailers. The FFP quality
mark will only be added to a product when it reaches the retailer.
“The FFP quality mark allows you to profile yourself as an
entrepreneur who takes indications from society seriously”, the
label´s website announces. “The combination of requirements
in the field of the environment and social aspects also means
that you can rest assured that your operations are ´fair´, and
this is certainly valued by the trade.”
A prime example
The new label was officially presented on November 5th at
Hortifair, the world´s leading trade fair for the floriculture
industry in Amsterdam, the Netherlands, by the Dutch minister
of Development Cooperation Agnes van Ardenne. To the
applause of several dozen listeners inhaling the sweet fragrances
of the world´s finest flowers, Van Ardenne lauded the
initiative as “a prime example of public/private partnership”.
The label is a jointly funded initiative of the Dutch departments
of Foreign Affairs and Development Cooperation on the one
hand, and a colourful bouquet of trade unions, floricultural
associations and NGOs involved in development cooperation
on the other. The minister said the project is illustrative of
where development cooperation in her view should be heading.
“We´re living in a globalised world in which we all depend on
each other”, she explained. “Traders and operators need public
institutions to assist them in formulating and complying with
social and environmental requirements that will benefit us all.
Governments must be actively engaged in these issues.
Providing people in vulnerable economies with jobs, healthy
labour conditions and a general sense of perspective is not only
good for their economies and for the environment, it will also
improve global security, making the world a better and safer
place.”
Not just another icon
To begin with, the label will aim at growers and operators in the
four leading floriculture countries that dominate Europe´s
flower business: the Netherlands, Kenya, Colombia and
Ecuador. At a later stage, FFP certification will also be promoted
in other producing countries. To reach the entire supply chain,
FFP will also target wholesalers and florists. By 2006, consumers
will be able to buy FFP products in shops throughout Germany,
Austria and Sweden. After that and depending on market
response, the label is to be rolled out in other EU countries,
including the Netherlands. MPS is involved in the roll-out.
Director Theo de Groot is convinced FFP will become an
important label for growers throughout the developing world –
rather than just another empty icon consumers will soon
ignore. “Consumers are increasingly demanding transparency
and fairness”, he says, “and any business that has a means of
guaranteeing those qualities has an edge on its competitors.
Already, it´s almost impossible to market non-certified products
in the flower and plant industry. As a grower exporting to
European markets, you can´t afford to ignore certification.”
For more information about certification requirements, procedures
and costs, contact the CBI via www.cbi.nl or go to
www.my-mps.com or www.fairflowersfairplants.com.
Minister Van Ardenne (Development Cooperation) of the
Netherlands (left), signing the new FFP label and welcoming it as ‘a
prime example of public / private partnership.’
CBI News Bulletin 2005
November/December Page 7

CBI News Bulletin Page 8 European Market Information
What MPS can do for you
Certification can polish your
image, but also help you improve
your performance
With the official launch of a new consumer label for
cut flowers, FFP, during the last edition of Hortifair,
compliance to environmental and social standards is
becoming more and more important. In the long run,
having the right certifications will be essential to
marketing your flowers. Sales aside, certification is
also an effective management tool, providing you
with clear insight into your company’s performance.
MPS is one of the organisations that issues internationally
recognised labels for environmental, social
and quality standards.
MPS began in the Netherlands in 1995 and since has become
an internationally renowned certifier operating in 38 countries.
At the request of the European Commission, it also has a major
role in the introduction of the Fair Flowers Fair Plants label
(FFP) in Europe. As a certifying institute, MPS is qualified to
perform company audits and to issue, or withdraw, any of a
number of MPS and ISO certificates related to environmental or
social standards.
As a grower, you can apply for certification or information
through the MPS website, which also contains detailed information
on the different labels available. On the basis of your
application form, MPS will offer you a contract and send a
regional coordinator to your farm for an initial introduction and
assessment. “At the first meeting the coordinator will go
through the contract with you and advise you as to which certificate
is most appropriate for your company”, explains MPS
international coordinator Piet van ´t Hoff. “The choice for a certain
label will depend on your market and your aspirations.
However, the environmental certificate can be seen as a minimum
standard required in any market or situation.”
Data monitoring
If you start with the environmental certification, MPS requires
you to supply extensive data on your use of chemicals, pesticides,
water and the like every four weeks. “It takes some disci-
pline, but once you are into a routine it is not a problem”, says
Van ´t Hoff. In exchange, MPS sends you a report each quarter
indicating your performance with regard to the standards you
are aiming for. With this report and the assistance of a software
programme available on the MPS website, you can adapt your
practices, for instance by replacing a hazardous “red” chemical
with a “green” one. This approach will help you in two ways.
First, it will give you the information you need to comply with
EU market standards. Second, it provides you with valuable
management information on the use of costly resources like
chemicals, pesticides and fertilisers. The reports of MPS can be
seen as a tool for identifying cost-saving measures.
After one year of reporting, MPS returns for a company audit
and decides on your certification. Thereafter your status is reassessed
with each quarterly MPS report. “Your certificate can
be upgraded or downgraded every quarter, but the decision is
based on the performance of the entire year prior to that
quarter”, explains Van ´t Hoff. “That way seasonal influences
are corrected.”
Step by step
The environmental label is typical for the step-by-step
approach MPS employs. Instead of having to comply to all standards
at once, the data you record are benchmarked and a
grade – from C to A – is given, according to your performance.
Thus you can phase out the use of hazardous chemicals and
look for alternatives. Gradually, you can improve the processes
on your farm and work towards the MPS-A level. After that, you
can choose to raise your social standards (MPS Socially
Qualified) or aim for the requirements of MPS-GAP (Good
Agricultural Practices).
The annual MPS fee varies from region to region. In Central
America and Africa it is between € 1700 and € 2000, Van ´t Hoff
says. In some cases this fee is supplemented with a hectare fee.
For this fee, MPS acquires, processes and monitors data and
sends quarterly reports. The costs for the audits are also covered
by the fee. Because of its role as certifier, MPS cannot give technical
assistance to companies facing problems complying to
the standards. Within the framework of its export development
programmes for cut flowers and young pot plant materials, the
CBI does provide this kind of support to its participants, either
at the request of the companies or on the basis of information
from MPS.
More information: www.my-mps.com.

CBI and UNCTAD join forces to make EU
markets more accessible
Fighting the EU
laws that are
hindering biotrade
Strict European Union legislation is hindering developing countries from
exporting so-called biotrade products. The CBI and the United Nations
Conference on Trade and Development (UNCTAD) have joined forces to
make European markets more accessible for biotrade.
Many developing countries are endowed
with rich forest and marine biodiversity
resources. These resources provide the
basis for a wide range of products, such
as nuts, fruits, natural dyes, oils, medicinal
plants and biochemical compounds.
Most of these products are used by local
populations to make a living, while
others have served as an important
source of innovation for the pharmaceutical,
biotechnology or cosmetic
industries. In this context, the challenge
is to find ways and means to use biodiversity
as a basis for sustainable development
and to create trade opportunities.
The UNCTAD´s Biotrade Initiative and
related BioTrade Facilitation Programme
are a practical response to this challenge.
The programme aims at promoting the
sustainable utilisation and trade of biological
resources in developing countries.
Working in partnership with the CBI, the
International Trade Centre (ITC) and the
Swiss Import Promotion Programme
(SIPPO), the BioTrade Facilitation
Programme has supported efforts of
developing countries to alleviate poverty
through the export of biotrade products
and services.
Countering restrictive EU laws
Although the European Union and its
member states are committed to international
biodiversity goals, the EU has
legislation – probably unintentionally –
that restricts access from developing
country biotrade businesses to European
markets. Below are two major examples
of legislation that not only undermines
development objectives of EU and
developing countries, but also impairs
producer innovation and consumer
choice in Europe.
Novel Food Regulation
Regulation EC 258/97 on Novel Food was
enacted in 1997 during a period of heated
concern over the introduction of
genetically modified (GM) foods in
Europe. However, the regulation affects
other less controversial foods as well.
Under the Novel Food Regulation, a food
is classified as ´novel´ if it was not consumed
by Europeans before May 15,
1997. Foods thus classified, among which
are many biotrade products, must be
taken through a complex process before
they can be introduced on the European
market. This process is beyond the
means of many small businesses from
developing countries. Michael Hermann
of the International Plant Genetic
Resources Institute explains: “The regulation
has emerged as a non-tariff barrier
for trade in food items that are often
derived from under-utilized crops and
are viewed as exotic from the EU perspective.
Current practice of the regulation
has discouraged investment in supply
chains, and particularly in market
CBI News Bulletin 2005
November/December Page 9

CBI News Bulletin Page 10 European Market Information
development. Research and development
agencies concerned with neglected
crops and poverty alleviation
are still to recognize the potential
threat, which the regulation poses to
income generation in developing
countries and poor farmers’
livelihoods.”
REACH
Another biotrade bottleneck is the
proposed new extensive EU legislation
on chemicals known as REACH
(Registration, Evaluation and
Authorisation of Chemicals). It is
expected to enter into force next year.
Though targeted at the industrial
chemical sector, it will also have a
direct impact on biotrade products,
notably essential oils. Andrew Jones, a
consultant to the BioTrade Facilitation
Programme and the CBI explains: “In
relation to biotrade products, one
category of chemicals that is exempt
from the requirements of REACH is
´substances occurring in nature…not
chemically modified during manufacturing
unless they meet the criteria…as...dangerous...´
Some of the
biotrade suppliers do have existing
products that are within the scope of
REACH. These are, generally, essential
oils and colouring materials.
Most companies in the biotrade programme
already struggle to satisfy the
requirements of the existing Safety
Data Sheets due to financial or technical
constraints, or both. More effort
will be required in this area to build up
the capacity of local technical service
providers to support the exporters.
This needs to be complemented by
careful evaluation of the return on
any investments in new substances
within the biotrade programme.”
Interestingly, the proposed REACH
legislation is strongly supported by
the World Wildlife Fund. The institute
states that REACH “could make an
important contribution to reducing
risk to wildlife and humans from
chemicals by identifying and phasing
out the most harmful ones. REACH
also offers an opportunity to promote
a sustainable, innovative and forwardlooking
chemical industry.”
Nevertheless, the legislation is likely
to have a significant impact on small
and medium biotrade businesses in
developing countries, as they do not
have the means to comply with
REACH.
The CBI-UNCTAD approach
The CBI and the UNCTAD have charted
the possible effects on biotrade of
both the Novel Food Regulation and
the REACH proposal. On the basis of
their research, they have requested
the European Commission to pay
attention to these issues. With regard
to the Novel Food Regulation, they
and other experts have developed a
discussion paper exploring options
for the revision of the regulation
regarding traditional foods from the
perspective of developing countries.
A workshop is to be organised in
December this year presenting the
discussion paper to the Commission
and bringing together different stakeholders.
The study on the possible
effects of the REACH proposal will be
used to communicate to the relevant
actors within the EU on the trade
position of developing countries.
For more information on biotrade, go to
www.biotrade.org. For information on
EU legislation regarding novel food and
chemicals, see the CBIs database on
market access requirements at
www.cbi.nl/accessguide.
?
For developing country exporters
targeting European markets,
reliable information is key. The
CBI has a question-and-answer
service on European Union
market access requirements
that is accessible via email at
accessguide@cbi.nl. This is the
fifth article presenting a few
examples of questions and
answers posted recently in the
AccessGuide mailbox.
Q: Could you inform me on the EU
requirements for aloe capsules, as I
want to export these as a food supplement
to the EU? Also, can I attach
health claims on my capsules for
marketing purposes?
A: In the European Union the Food
Supplement Directive establishes
requirements for food supplements.
The directive covers all food supplements
containing vitamins or minerals.
Food supplements that include
other ingredients next to vitamins and
minerals must also conform to the
rules for vitamins and minerals laid
down in this directive.
Annex 1 of the directive lists the vitamins
and minerals that may be mar-

Is aloe food or medicine? Is a prawn snack fish or foodstuff?
Send your question to AccessGuide
OFFLINE Q & A, PART 5
keted in the EU. Annex 2 specifies the
forms. To find the directive and check
in the Annex whether your product is
affected by it, go to our AccessGuide
database.
Putting a health claim on your products
is not allowed. Food supplements
may not be supplied with
claims that they can prevent, treat or
cure any human disease. Your label
may not contain any reference to such
properties. If you do want to use a
health claim, your product is no
longer considered a food supplement
but a medical product and must meet
a different set of requirements.
Please note that there are very specific
labelling requirements for food supplements.
These are laid down in
Article 6 of the food supplement directive.
For instance, labelling must
include facts like the names of nutrients,
the recommended portion or
daily dose, and a statement to the
effect that food supplements should
not be used as a substitute for a varied
diet and another statement to the
effect that the product should be
stored out of the reach of young
children.
Go to AccessGuide for more information
on:
• EU legislation: Food supplements
• EU legislation: Medicinal products
• EU legislation: Novel foods
Q: I want to export my prawn snacks to
the United Kingdom. Is my product a
‘fishery product’ or should I look at
the legislation for ‘prepared foodstuffs’?
A: The answer to your question depends
on the amount of fish you put in your
snack. The UK´s Food Safety
Regulations stipulate that a product
like yours can only be classified as a
fishery product if it contains at least
10% fish (see Part 1 of the Fishery
Products and Live Shellfish
Regulation). Please note that you
should check the legislation on prawn
flavourings as well. All the information
you need is available through the UK
food standards agency. Contact the
CBI for the agency´s details. As these
are specific UK requirements, they are
not yet included in the AccessGuide
database.
Go to AccessGuide for more information
on:
• EU legislation: Fish and aquaculture
products
• Contact details and website of UK
Food Standards Agency for further
enquiries
Q: I work with small fruit farmers who
want to expand their exports to the
European market. However, I do not
know which markets would be interesting
for small export companies
like these.
A: Good research is very important if
you´re exploring new markets. In your
case, the fair trade market could be an
option. Fair trade organisations aim
specifically at assisting small farmers
to develop their capacity and products.
You might consider exporting
fresh fruits or fruit concentrates for
fruit juices. Both product groups are
part of fair trade programmes.
Go to AccessGuide for more information
on:
• International label fair trade: Max
Havelaar/TransFair;
• Check out the FLO link (Fair trade
Labelling Organisations), where products,
standards and procedures are
described;
• For market research use the CBI´s
´Market survey fresh fruit and vegetables
2005´, the ´Market survey preserved
fruit and vegetables 2005´ or
the ´Market survey food ingredients
for industrial use 2004´.
Q: How do I download a document in
pdf format?
A: Documents available on the Internet
as a ´pdf´ file can only be opened if
your computer has a software programme
installed called Acrobat reader.
You can find it on the Internet and
download it free of charge at
http://www.adobe.com/products/acr
obat/readstep2.html.
Once you´ve installed Acrobat Reader,
any pdf files you click on will be
opened automatically. Note that there
are some interesting extra´s on the
Acrobat Reader toolbar to assist you,
such as:
• In pdf-files you can use the binocular
button to search the text. Type in a
keyword and Acrobat Reader will
search the text for this word.
• Select text from the pdf file and copy
the selection for use in another document.
Go to the text button and select
the text of your preference. Click on
the right-hand mouse button and
select ‘copy to clipboard’. The text can
be pasted in a new document.
CBI News Bulletin 2005
November/December Page 11

CBI News Bulletin Page 12 European Market Information
The CBI regularly publishes EU market surveys. An overview of recently published surveys and some
highlights per survey are presented on the following pages. The complete surveys can be downloaded – free
of charge for exporters and Business Support Organizations (BSOs) in developing countries – from our website
at www.cbi.nl. Go to the download plaza in the exporters or business support section of the website and
click on market surveys. Alternatively, cd-roms of the surveys can be obtained by exporters and BSOs in developing
countries – through a written request to the CBI.
ELECTRONIC COMPONENTS
The total share of developing
countries in European Union
imports of electronic components
– not including assemblies – is on
the rise. From 8.9% in 2001, the
share climbed to 14.7% percent in
2004. The share of DCs in EU
imports of electronic assemblies
was 17%. The total production of
electronic components in the EU
decreased by 35% between 2002
and 2003, confirming the ongoing
transfer of production to lowwage
countries due to price pressure.
In total, developing countries supplied
€ 4.5 billion worth of electronic components
to the EU in 2004 and another
€ 4.9 billion worth of electronic assemblies.
Hungary (20.1%), Germany (20%)
and France (18.3%) were the biggest
clients of developing country exporters.
Computers and communication
The most important segments for electronic
components in Europe are the
computer industry (30%) and the communication
industry (21%). The automotive
market, which is expected to rely
more on electronics in the future, and
the consumer market are also of considerable
importance.
Germany is Europe´s biggest market for
the electronic components sector,
although Hungary is showing rapid
growth. France, Spain and the United
Kingdom showed a fragile recovery in
2004. The markets of the Netherlands
and Italy were still sluggish in 2004.
Semiconductors account for the biggest
share within the active components segment.
The European market for semiconductors
was worth € 32 billion
(+10%) in 2004. The European market for
EU to relocate
production of electronic
components
passive components was second only to
Asia Pacific in terms of its performance
among all global markets in 2004.
It will be worth € 4.1 billion in 2005.
Germany, the UK and France are by far
the three largest markets. On the global
market for electromechanical components,
Europe is steadily losing market
share. Its value decreased by 2.5% to
€ 8.4 billion. The largest market is
Germany, followed by the UK, France
and Italy. Germany and the UK are the
leading markets for electromechanical
components, although the Netherlands
and Italy are growing rapidly as well.
Production of active components was
worth € 4.3 billion in 2003 (-68% compared
to 2002). Passives production
dropped by about one third to € 5.2 billion
in 2003. By contrast, the production
of electromechanical components
increased to more than € 10 billion. One
reason for this is that high-precision
products always have been the domain
of Germany and Switzerland. Production
of electronic assemblies dropped by 9%
to € 22 billion in 2003.
Go to www.cbi.nl for a free copy of the
complete survey.

ENGINEERING PRODUCTS
Price pressure is forcing more and
more companies in the European
Union to relocate the production of
engineering products to low-cost
developing countries. The price
pressure is even forcing the relatively
cheap new EU member
states to look abroad for cheaper
supplies. As a result, the role of
the developing countries in this
sector is growing.
The term 'engineering products' refers
both to components and to products
assembled for a specific customer. It also
covers those technologies and tools most
widely used in the manufacture of these
products. Generally speaking, the product
development, customer-specific engineering
and final assembly is carried out
by European companies. The detail engineering
(including work preparation), the
production of parts and in some cases the
assembly of parts into intermediate
products can be the focus for developing
country exporters.
Relocation
Already, price pressure on components
and systems has lead to significant relocation
of production to low-cost
developing countries. Most of the
production relocated thus far consists of
large volumes of relatively standard pro-
Developing countries
gaining ground
in engineering
production
ducts. But even smaller EU companies
and companies in the relatively cheap
new EU member states can no longer
avoid outsourcing. In the long run, entire
production lines may be moved to
developing countries. This may result in a
market in the developing countries themselves.
The transfer of European
knowledge to developing country firms
will raise quality and stimulate this trend,
creating growth markets for engineering
products and machines there.
As a result of these trends, EU imports of
engineering products have risen steadily
in recent years. The total value of imports
amounted to € 106 billion in 2004, or 17
million tonnes. The largest importer by
far was Germany, followed by France, the
United Kingdom, Italy and Belgium.
Developing countries supplied a total
value of € 5.5 billion to the EU in 2004,
23% more than in 2003. Developing
countries have enlarged their relative
share in imports to 5.2%.
The EU, a big player
The European Union is the biggest player
in the global engineering market. It produced
more than € 40 billion worth of
electric motors, generators and transformers
in 2004 – far more than Japan
and the United States together. The same
goes for lifting and handling equipment:
in this segment EU production value rose
to almost € 44 billion, roughly twice as
much as Japan and the US.
The production value of machine tools in
the EU increased to approximately
€ 16.5 billion, although it did not return
to the 2002 level.
Go to www.cbi.nl for a free copy of the
complete survey.
CBI News Bulletin 2005
November/December Page 13

CBI News Bulletin Page 14 European Market Information
STATIONERY ITEMS
Size matters for
stationery items
Due to increasing competition, boosted by low-cost imports from non-EU
countries, consolidation has become a key trend on the stationery market.
Large international companies grow at the expense of smaller, less
organized competitors. In Europe, superstores and e-tailers, especially,
are making inroads into the still relatively fragmented national trade
structures. Between 2002 and 2004, their market share increased by
almost 1% to 10.6%. The role of developing countries is growing.
The stationery market is characterised by
three different types of users: professional
users; small office and home office
users (SoHo); and private users. The
SoHo market is currently the strongest
grower. Germany is by far the biggest stationery
market in the European Union.
In 2004, the German market was worth
€ 6.5 billion. The second and third
largest EU markets were France (€ 5.4
billion) and the United Kingdom (€ 4.7
billion). The EU is one of the world’s
leading manufacturers of stationery, with
a total production value of € 18 billion in
2003. In 2004, the EU imports of stationery
were worth € 7.6 billion. The UK
was the leading importer (17.5% of the
total EU-25 import value), followed by
Germany (15.2%), France (12.7%), Italy
(7.6%), Scandinavia (7%), the
Netherlands (6.5%) and Spain (5.7%).
Product groups
Paper-based items are the biggest product
group imported by EU countries.
In 2004, imports in this segment totalled
€ 2.4 billion, or almost a third of total EU
imports. Office & desk accessory imports,
the second biggest segment, reached
€ 2.2 billion. The third import market,
writing & drawing instruments, accounted
for 21.9% of all imports in this sector.
The remaining product groups accounted
for 19.1% of the stationery import.
The share of developing countries in EU
imports is steadily increasing. Between
2003 and 2004 their share in EU imports
rose from 15,6% to 18.3%. Between 2000
and 2004, imports from developing
countries increased by 19.9%, whereas
overall EU-25 imports increased by a
mere 2%. Among developing countries,
China is the biggest supplier. In 2004, the
Chinese accounted for 14.1% of EU-25
imports.
Go to www.cbi.nl for a free copy of the
complete survey.
PERSONAL PROTECTIVE EQUIPMENT
PPE market
still growing
steadily
The European Union market for
Personal Protective Equipment
(PPE) is expected to grow by
1.6% annually in the coming five
years. The new EU members will
show higher-than-average growth.
Developing countries supply
roughly half of the PPE bought by
Europeans.
The total EU imports of PPE stabilised in
terms of value in 2003 and rose by 3.6%
in 2004 to € 5.1 billion. Germany
remained the leading importer, with an
import share of 18% in terms of value,
followed by France, the United Kingdom,
Italy and Belgium. The Netherlands

anked seventh and was overtaken by
Spain in 2004. The role of developing
countries remained dominating: 69% of
the volume and 49% of the value of PPE
imports came from developing countries
in 2004. The EU’s leading suppliers of
PPE in 2004 in terms of value remained
China (increased its share to 21%), Italy
(down to 6%), Malaysia (stable at 6%)
and Tunisia (stable at 6%).
Forecasts and growth factors
The PPE market in the EU-15 is estimated
to have been € 8.6 billion in 2004. On the
basis of apparent consumption, the EU-
10 market size can be estimated at about
€ 870 million. The new EU member
states are set to grow at a forecast compound
annual growth rate of 8-9%, outpacing
the European average.
Germany is still the largest consumer of
PPE among the EU15, but expenditure by
end users has decreased. The highest
growth rates are in the United Kingdom,
Spain and Italy.
Due to ageing, the health and care sector
is a growing market in all major EU
countries. Factors like comfort and fashion
are becoming more important and in
several EU countries traditional outfits
are being or will soon be replaced. In the
retail sector (super- and hypermarkets,
department and variety stores) extended
opening hours will
create more employment through the
use of more part timers, boosting
demand for work-wear. Discount chains
have gained huge popularity, but it
should be noted that their investments in
corporate clothing tend to be minimal.
State institutions and other governmental
organisations are among the largest
buyers of work-wear, uniforms and other
PPE. The fight against terrorism is boosting
spending on fire-fighting, catastrophe
control and emergency services.
Another growth booster is the fact that
the total European workforce, particularly
the number of female and part-time
employees, is expected to slightly
increase.
Go to www.cbi.nl for a free copy of the
complete survey.
PIPES
Rising demand for pipes
and process equipment
The pipes and process equipment industry is characterised by high price
pressure and cost reduction. There is a clear shift of production to lowwage
countries. Even smaller European companies are beginning to look
abroad for sourcing and outsourcing opportunities. This places
exporters in developing countries in a good position. Labour-intensive
and speciality products, as well as sourcing deals, offer prime opportunities.
Three industries are of particular interest for exporters: oil and
gas, water processing and food processing.
The total length of the European pipeline
network for gas was 1.85 million kilometres
in 2004. Total European investments
in gas supplies between now and 2030
are forecasted to be € 381 billion.
Especially in the accession countries
many new pipelines are expected to
be built.
The local water and waste water treatment
market in Europe was worth
approximately € 2.1 billion in 2003.
Between now and 2010, the market is
expected to grow at an average rate of
4.1% per year. The implementation of
national and EU environmental legislation
will also trigger demand.
Industrial demand for machinery for
food, beverage and tobacco processing
in the EU15 grew to € 11.7 billion in 2004
(+9%).
Spectacular growth
Supplies from developing countries to
the EU grew by a spectacular 24% to
€ 6.1 billion between 2003 and 2004. The
volume grew even more, about 31% (to
2.1 million tonnes). As a consequence,
developing countries have enlarged their
relative share in EU imports to 7.2%. As
a whole, EU imports continued to rise.
Their total value amounted to € 84 billion
in 2004 (+6% compared to 2003), or
19 million tonnes (+6%). The largest
importer by far was Germany, followed
by France, the United Kingdom, Italy and
Spain. Pumps were the biggest imported
product group (€ 24 billion), followed by
process equipment (€ 22 billion) and
instruments (€ 13.0 billion).
Industrial demand for pumps and compressors
in the EU15 increased by 8% to
€ 23.3 billion in 2004, after a decline in
2003. An annual growth rate of 2.5% is
forecast until 2006. The market for
domestic cooling and ventilation equipment,
part of the process equipment
market, saw demand rise in the EU15 to
€ 34.6 billion between 2002 in 2004.
Industrial demand for instruments in the
EU increased rapidly, from € 7.8 billion
in 2000 to € 9.4 billion in 2002.
The European market for fittings is
expected to increase more than 2% a
year to € 3.3 billion in 2008. After several
years of decline, the EU market for steel
tubes increased by 5% to 13.2 million
tonnes in 2004. The valves market in the
EU15 is saturated; it consists largely of
replacements. It decreased slightly to
€ 9.7 billion in 2003.
Go to www.cbi.nl for a free copy of the
complete survey.
CBI News Bulletin 2005
November/December Page 15

CBI News Bulletin Page 16 European Market Information
MEDICAL DEVICES
The share of developing countries
in European Union imports of
medical devices and disposables is
growing rapidly. The total amount
of EU imports in this sector grew
by just under 1% between 2002
and 2004, whereas imports originating
in developing countries
grew by over 10%.
Along with the United States, the
European Union is the world’s leading
market for medical devices and medical
disposables. With a population of 454
million people, the enlarged EU has an
abundance of potential end-users, while
its strong economy is encouraging high
per capita consumption in this sector.
In 2003, the total value of consumed
medical devices and disposables was €
19 billion. The total production within
the EU of medical devices and medical
disposables amounted to € 24 billion.
The main players in the industry are
Germany (50% of production), Italy
EU medical sector
looks abroad for
cheaper deals
(16%), France (11%) and Denmark (5%).
A few large enterprises control the
European market for this sector. At the
same time the EU is facing growing competition
from non-EU countries. High
labour costs are forcing manufacturers to
increasingly shift production to developing
countries.
Import figures confirm this trend.
Imports from developing countries comprise
about 5.4% of total imports.
However, the value of imports from
developing countries is growing much
faster than the overall imports: while
total imports grew by just under 1%
between 2002 and 2004, imports from
developing countries grew by over 10%.
The value of EU imports of medical
devices and disposables was € 34 billion
in 2004. Germany is the largest EU
importer, followed by France and the
United Kingdom. Together, these three
countries account for almost half (44%)
of total EU imports. Other importers
include the Netherlands (12%), Italy
(10%), Belgium (8%), Spain (5%). The
new EU members account for 5% of total
imports, the remaining EU countries for
16%.
Go to www.cbi.nl for a free copy of the
complete survey.

Pencils
Market Briefs provide in-depth information on one particular product or sub-product group on
the European Union market. Market Briefs are only available on the CBI’s website (www.cbi.nl).
They can be downloaded free of charge by exporters and representatives of Business Support
Organisations in developing countries. Recently four market briefs have been published.
The consumption of pencils in
Germany, the United Kingdom,
France, Spain, the Netherlands and
Scandinavia slightly declined to a
total sales value of €195.6 million
in 2004. The share of developing
country suppliers in these countries´
imports, however, grew from
37% in 2002 to 41.8% in 2004.
Germany used the most pencils, achieving
a sales value of € 70.9 million in
2003. The British pencil market is expected
to grow to a value of around € 49
million by 2007. The French market
showed a small decline in 2003, but market
analysts expect this market will
recover and grow to a value of around
€ 40.4 million in 2007. The Dutch market
showed a marginal recovery in 2004.
Over the next few years the Dutch pencil
Exercise books & pads
The total value of the exercise books and
pads market was € 280.9 million in 2004.
The exercise books market accounted for
51.8%, or a value of €145.4 million, and
pads for the remaining €135.5 million.
France is the leading market for exercise
books with a consumption of € 34.1 million.
In 2003, the French consumption of
exercise books increased by 1.6% and the
market is expected to grow to around
€ 36.2 million. The French memo & refill
market pads market, on the other hand,
market is expected to remain virtually
flat. The Spanish pencil market showed a
slight decline in 2004, but is expected to
grow to a value of approximately € 14.7
by 2007. In Scandinavia, pencil consumption
remained rather flat in 2004 at
a total sales value of €12.6 million; this
figure is expected to remain stable in the
coming years.
The European Union is home to some of
the world’s leading manufacturers of
pencils. Germany was the leading manufacturer
(€ 109.2 million) in 2003, followed
by France (€ 27.8 million) and the
United Kingdom (€ 21.1 million). The
Exercise books and
memo and refill pads
The consumption of exercise books & pads in Germany, the United
Kingdom, France, Spain, the Netherlands and Scandinavia slightly declined
in 2004. The steady advance of personal computers has put this market
under severe pressure. Office workers, the main consumer group, are
increasingly using electronic means of communication. Opportunities do
exist for exporters from low-cost countries, as price pressure and consolidation
force buyers to look for purchasing alternatives.
Pencil exporters raise
sales to EU
dropped by 1.8% to € 28.9 million. In the
United Kingdom the sales of exercise
books reached a value of € 33.1 million;
pads consumption was valued at € 32.6
million. Germany, the largest combined
market, saw a 2.9% decline to € 70.9
million. The German market is expected
to develop only marginally.
The Dutch market remained stable for
both segments (€15.8 and 11.6 million,
respectively). Like Germany, the Dutch
market is expected to develop only
pencil market has become increasingly
competitive, due to its maturity as well as
increasing pressure of imports from lowcost
countries.
In 2004, total EU-25 imports amounted
to € 233.7 million, an increase of 4.7%
compared to 2003. Germany was the
leading EU importer of pencils (17.3%),
followed by the UK (17.2%), Italy (10.6%)
France (10.4%) and the Netherlands
(5.4%).
Go to www.cbi.nl for a free copy of the
complete market brief.
marginally. In Scandinavia both markets
dropped in 2004.
Consolidation
Throughout the whole of the European
Union, production of exercise books &
pads dropped to a value of € 791.1 million
from € 820.2 million in 2002. The
consolidation occurring in many other
stationery segments is also increasingly
affecting the production of exercise
books & pads. Manufacturers are doing
all they can to gain scale in order to cope
with the increased competition from
low-cost imports from manufacturers in
regions like the Far East and Eastern
Europe. Not surprisingly, the total EU 25
imports rose by 1.2% to € 482.6 million
in 2004. Imports of exercise books & pads
from developing countries rose from
€ 123.8 million in 2002 to € 143.7 million
in 2004. The United Kingdom was the
leading EU importer , accounting for
24.1% of all EU-25 import value.
Go to www.cbi.nl for a free copy of the
complete market brief.
CBI News Bulletin 2005
November/December Page 17

CBI News Bulletin Page 18 European Market Information
Protective footwear
Those boots are made for walking
The market for protective
footwear offers good opportunities
for exporters from developing
countries. Keen competition is
forcing European buyers to look to
low-cost supply countries.
Footwear made for working conditions
can be divided into three categories:
safety footwear, protective footwear and
occupational footwear. The protective
footwear segment is expected to show an
annual growth rate of about 1% between
2005 and 2007 in the EU. Consumers in
Business Processing Outsourcing
India and
Africa in path
of BPO wave
A wave of business opportunities is
rolling towards the developing world,
as not only large European companies
but small- to medium-sized ones
also are likely to outsource more and
more business processes in the coming
years. Among offshore destinations,
India and Africa are in an especially
good position.
Business Process Outsourcing (BPO) has
been defined as ´the delegation of one or
more business processes or functions to
an external provider, who administrates
and manages the selected processes,
based on performance metric´.
Processes often relocated in this way
include human resources, logistics, procurement,
engineering, marketing, sales,
facility operations and management,
legal work, finance and accounting.
The level of offshore BPO among small
and medium-sized enterprises (SMEs) is
still limited, but is expected to grow rapidly
in the short to medium term. Large
companies increasingly are setting up
their own offshore offices, so-called ‘captive
centres’. India is the benchmar-king
region in the field of offshore outsourcing,
but Europe is increasingly looking
at near-shore locations, too. Eastern
European countries like Poland, the
southern Europe are expected to spend
more in the short run and eastern
Europeans will follow in the long run. In
2004, 61 millions pairs of protective
shoes were sold in the European Union
at a total value of € 1.7 billion.
Production, meanwhile, slowed down in
almost all EU countries between 2001 and
2003, by an average of 6.7% (in terms of
value) each year. Italy remained the leading
producer. Competition on the protective
footwear market is expected to
steadily increase, creating further opportunities
for exporters in low-cost coun-
Czech Republic and Hungary, are gaining
popularity. Africa’s share is also growing,
thanks largely to the absence of language
barriers in the north (French) and the
south (Dutch and English). Africa’s relative
cultural and geographic nearness to
Europe is also an advantage.
Offshore call centres
7.5% of European call centres was
engaged in offshore outsourcing in 2003.
Another 2% was thinking of outsourcing
in the next 36 months and 6.5% in the
long term. On the whole, the United
Protective gloves
Protective
gloves market
saturated
The European Union market for
protective gloves, particularly
leather and textile gloves, is saturated.
Consumption is stable and
imports are increasing, firing up
competition and differentiation
among established (brand) manufacturers,
and price competition
among private label manufacturers
and importers.
EU consumers spent a total of € 1,156
million on protective gloves in 2004. The
market for this product is expected to
grow 2.3% per year to an estimated market
size of € 1,238 million in 2007.
Germany was the biggest EU market for
tries. The leading factors for these
exporters have to do with the right combination
of price, product quality and reliability
of deliveries and delivery times.
The role of developing countries in EU
imports for this segment is clearly:
whereas in 2002 32% of EU imports came
from developing countries, in 2004 the
figure was up to 40%. The United
Kingdom became the leading importer,
passing Germany in 2004.
Go to www.cbi.nl for a free copy of the complete
market brief.
Kingdom, France and Sweden had the
highest percentage of offshore outsourcing
among EU countries (10 to 15%).
Germany and Italy outsourced modestly,
while the Benelux did not at all, though it
is certainly expected to in the near
future. The main reasons for EU companies
to outsource some of their call centre
functions were cheap labour, access
to a multilingual workforce and the need
for a skilled workforce.
Go to www.cbi.nl for a free copy of the
complete market brief.
this sector in 2004, accounting for 20.8% of
total EU consumption. Spain showed the
highest growth rate. The EU imported 15.4
billion pairs of leather, rubber and knitted
textile gloves. Imports in volume increased
by 8.9% from 2003. Of this growth, 1.4% went
to the traditional EU-15 countries and 7.5%
to the ten new EU countries. In terms of
value, a fall of 1.2% for the EU-15 countries
and an increase of 6.9% for the EU-10 countries
resulted in a total increase of 5.6%.
Malaysia remained by far the most important
supplier of rubber gloves, followed by
Thailand, Indonesia, Sri Lanka and China.
China dominated EU imports of non-rubber
protective gloves (leather, textiles and plastic).
The market for textile and leather protective
gloves is producing many product
innovations or modifications, mainly based
on advantages for end-users or economic
advantages for purchasers. One trend in the
protective gloves market is the growth of the
powder-free and synthetic segments, to the
detriment of latex segments.
Go to www.cbi.nl for a free copy of the complete
market brief.

The motto for the upcoming
Vakantiebeurs tourism fair in
Utrecht, the Netherlands, is ´The
route to success!´ For the dozens
of exhibitors in the CBI pavilion,
the fair is definitely a stepping
stone to increasing business, says
CBI consultant Willem Reynders.
The Vakantiebeurs, scheduled to take
place from January 10 to 15, is the largest
platform for both the travel industry and
travel-hungry consumers in the
Netherlands. It attracts around 150,000
visitors each year. And the Dutch are
notorious travellers: the average visitor
books 2.5 holidays a year, spending an
average of € 2,600 annually, according to
statistics published by the fair organisers.
The CBI-supported exhibitors usually
manage to cash in on the ripe Dutch
market. For the 2006 fair, the CBI has
invited some eighty tourism companies
from around twenty-five developing
countries to stake their claim. Reynders
is not yet certain as to how many of them
will actually make it to Utrecht, but one
thing he does know: the CBI pavilion is
sure to once again create a buzz among
remote destination travellers. Two items
will especially stand out, he says: a subpavilion
entirely dedicated to West
Africa, and another section focussing
specifically on tourism in the West
Balkan region. “Both regions are new”, he
The CBI pavilion will present around
seventeen exhibitors from India,
Indonesia, Peru, the Philippines, South
Africa, Sri Lanka, Vietnam and possibly
Ghana. They will be surrounded by over
4,600 other exhibitors from around 90
different countries presenting ´fresh
ideas, high-quality products, successful
trends and pure creativity´, as the fair´s
website puts it. But Wallage is confident
the CBI group will stand out. “Of course,
the sector as a whole is struggling to
maintain sales due to economic pressure.
Supplies are currently exceeding
demand. But the quality, creativity and
Focus on West Africa
and the Balkan at
Vakantiebeurs 2006
explains. “For West Africa we´ll be presenting
very interesting regional packages
including the countries of Ghana,
Benin, Mali, Burkina Faso and Senegal.”
Nearer to home for the Dutch but still
exotic enough, the West Balkan region is
also a promising tourist destination,
Reynders says. “Countries like Albania
and Macedonia offer a unique blend of
natural beauty on the one hand, with
pricing our exhibitors are offering make
them an attractive alternative for
European buyers and importers.”
Wallage adds that the term ´handicrafts´
is becoming less and less applicable to
the CBI exhibitors. “First of all, many of
these products are no longer strictly
hand-made. Secondly, the term handmade
tends to evoke the image of a little,
old lady sitting by the roadside in a
developing country trying to sell homemade
trinkets – whereas the companies
in the CBI programme increasingly are
ambitious export enterprises with professional
designers and state-of-the-art
rugged mountains and untouched landscapes,
and a wealth of cultural and historic
terrain to explore on the other.”
Where to find the CBI
The main CBI pavilion will be located in
Hall 3 (long haul/exotic destinations)
stand B076, and the Balkan countries in
Hall 10 (Central Europe) stand E038.
Shedding the ´hand-made´
image at Ambiente 2006
The product assortments on exhibit in the CBI pavilion at the upcoming
Ambiente 2006 trade fair in Frankfurt, Germany, will be “interesting,
appealing and marketable”, says CBI consultant Leo Wallage. The
largest consumer goods fair in the world, Ambiente 2006 will take place
from February 10 to 14 next year.
production equipment.” The product
assortment this year will consist of a
wide variety of gifts and decorations,
with an increasing emphasis not only on
local design, but also on home accessories
and indoor decoration, says
Wallage. The products include wooden
ware, metal ware, basketry, ceramics,
laminated products, terracotta, glassware,
wooden toys, and beaded and wire
products.
Where to find the CBI
The CBI pavilion will be located Hall 1.1,
stand D25.
CBI News Promotional Events
CBI News Bulletin 2005 November/December Page 19

CBI News Bulletin Page 20 CBI News
20 CBI supported growers hope to reap the benefits
Marketing of organic products
growing everywhere
Organic agriculture and marketing of organic products are growing
almost everywhere in the world. Organic marketing continues to develop
especially in West European countries, the USA and Japan. In the UK and
Switzerland conventional chain stores clearly claim the biggest market
share. In France and Germany, independent specialist shops boost the
industry. At the BioFach 2006 trade fair in Germany next February, over
20 CBI-supported growers hope to reap some benefits.
At least 2,000 exhibitors and around
33,000 visitors from about 100 countries
are expected to attend Biofach 2006, one
of Europe´s leading trade fairs for organic
food products. The fair will take place
Some twelve CBI-supported manufacturers
of office and school supplies
from eight developing countries
are busily preparing themselves
for Paperworld 2006, the
next big thing on the calendar of
the office and stationery pro-ducts
industry. The fair is scheduled to
take place from January 25 to 29,
2006, in Frankfurt, Germany.
The exhibitors in the CBI pavilion are
from Ecuador, El Salvador, India,
Indonesia, the Philippines, South Africa,
Thailand and Vietnam. Their products
range from paper products, pencils and
wax crayons to photo albums, staplers,
desk and ergonomic computer accessories.
The main opportunities for these
exporters should be in making contact
with European companies interested in
in Nuremberg, Germany, from February
16 to 19, 2006. The CBI pavilion will host
over 20 exhibitors from Egypt, Peru, Sri
Lanka, Zambia, Kenya, India, Uganda
and Ecuador.
The perfect partner
at Paperworld 2006
either private label manufacturing or
outsourcing, says CBI consultant Yolanda
Netto, who is helping the exhibitors pre-
Biofach also has major trade fairs in
Japan, the United States and South
America. But as far as the organic
growers supported by the CBI are concerned,
Nuremberg is the place to go
next February.
Says consultant Jan Tuinte, who helps
run the CBI´s export development programme
for this sector, “The market
share of organic food is still increasingly
rapidly and offers excellent opportunities
to exporters from developing countries
who can meet the challenge of European
standards. The companies in our programme
are preparing to do just that.”
The product range to be presented in the
CBI pavilion at Biofach will include
organic coffee, cocoa, herbs and spices,
essential oils, dried fruit and fruit juice
concentrate, vanilla, honey, cane sugar
and rice. One of the new features will be
a presentation by seven organic growers
from Kenya. In addition to consumer
trends like environmental and health
awareness, Tuinte notes that the organic
market is currently on the receiving end
of strong support flowing from European
Commission policies.
Where to find the CBI
The CBI pavilion will be located in Hall 4,
stand 4-140.
pare and will be part of the CBI team on
hand during the fair to guide and assist.
“In this sector, there is not a lot of space
for product innovation”, she explains.
“You have to distinguish yourself either
by design or price. Seeing the consolidation
trend and price pressure on the
European market are not slowing down,
interest in low-cost manufacturers is
increasing. That´s where these exporters
can enter the field. Their low costs and
good quality make them ideal partners
for outsourcing or private label production.”
Paperworld is one of the sector´s
main gateways to the European market.
Last year´s fair attracted over 2,700
exhibitors and almost 65,000 visitors
from all over the world. Almost a third of
the visitors were retail traders and a
quarter wholesale or foreign (non-
German) traders. The product segment
that drew the most interest was office
supplies (36%), followed by writing and
drawing implements (30%), paper and
foils for office use (27%) and school supplies
(26%).
Where to find the CBI
The CBI pavilion will be located in Hall
10.1, Walkway C, Stand 80B.

The year´s
groceries at
Fruit Logistica
2006
Fruit Logistica, a major European
trade fair for industries involved in
fruit trading, prides itself in offering
exhibitors from developing countries
an excellent opportunity to reach an
international trade public. The CBI is
taking a group of participants in its
export development programme for
fresh fruit and vegetables to the 2006
edition in Berlin, Germany, from
February 2 to 4.
“Fruit Logistica is definitely a good opportunity
for fruit and vegetable growers from
developing countries to access European
markets, although their competitors will be
there also”, says CBI consultant Jos Leeters.
“Around February, with spring around the
corner, most European buyers begin to
work on their supplies for the year. They´ll
be heading for Berlin with that in mind.”
The CBI is still busy enrolling exhibitors for
Fruit Logistica from among a group of 48
fruit and vegetable growers that are participating
in its export development programme
for this sector. The CBI pavilion
will probably host around fifteen to twenty
of them next February. “We hope that by
2007, when this programme ends, all 48 of
them will have been to the fair and will be
export-worthy”, says Leeters.
The CBI-supported exhibitors will represent
Egypt, Kenya and possibly Jordan,
Mali, Senegal and Uganda. The group will
include both specialists, such as a grower
from Kenya who exports only beans, and
generalists presenting up to ten or fifteen
different products. “For some of them
primary goal at this early stage in their
development is not yet to book huge
orders, although of course we will try, but
to familiarise themselves with the
European market”, says Leeters. “When
they return next year, they will have had
more time to adapt products and processes
and have a stronger position.”
Where to find the CBI
The CBI pavilion will be located in Hall 6.1
Central American growers decide to
continue as a group even after the CBI
programme ends
Florca members
stick together
Hurricanes, an earthquake and months of heavy rainfall didn´t stop
twenty growers of young pot plant material, ornamental plants and
foliage from Honduras, Guatemala, El Salvador and Costa Rica, from
presenting themselves at the IberFlora 2005 trade fair in Valencia,
Spain, last October. Visitors to their exhibition stands were low in
number, but high in quality. One of the exhibitors sold his entire 2006
production during the show. Also, a majority of the group decided to
continue as an export group after the CBI support ends next year.
The twenty growers came to Valencia
specifically to present their companies
and products to potential buyers in the
south of Europe. They are all members
of Florca, a group of companies in the
Central American region selected for
the CBI´s export development programme
for this sector three years ago.
The objective of the CBI programme is
to increase their exports to the
European Union. Early on this resulted
in the founding of Florca, which stands
El Salvador in Valencia.
for Floriculture Central America. The
programme ends in the spring of 2006,
so this was one of the last promotion
activities the CBI organised for the
participants in the framework of the
development programme.
In the past these growers presented
themselves at the Hortifair trade show
in Amsterdam, the largest exhibition in
European floriculture. For their final
CBI-supported offensive, however, the
CBI News Bulletin 2005
November/December Page 21

CBI News Bulletin Page 22 CBI News
group selected Spain as a target market
and a gateway to the wider European
market. “The Netherlands is still the
main entrance onto the European market
for this sector”, says CBI consultant
Peter de Wit. “More than sixty percent of
the imports of young pot plant material,
ornamental plants and foliage for the EU
enters through Holland. But the Western
European market has more or less stabilised,
whereas southern European markets
are still growing rapidly. That fact, in
combination with the absence of a
language barrier between Central
America and Spain, made the group
decide to attend an exhibition in Spain.
It´s logical. And if you want to present
yourself in Spain, Iberflora is your best
bet. It´s the most well-known ornamental
plant exhibition in the region.”
Quality, not quantity
Fortunately, the Florca growers were not
the only ones to reason thus. The exhibition,
in a brand new complex on the
outskirts of Valencia that is one of the
largest in Europe, drew many growers,
especially from Southern Europe. They
showed a large assortment of beautiful
and sometimes very large ornamental
plants for indoor and outdoor decoration.
As for the results, they were all
about quality, not quantity. “The Florca
participants were impressed by the large
amount of booths of ornamental plants
in the different halls, but saw only a
limited amount of visitors”, says De Wit.
“But the visitors who did come to the
Florca booth were of really high quality.
They really were interested in the products
and many of them made solid
deals.” Says one Florca exhibitor, “At previous
exhibitions we often had a lot of
visitors, but most of them were students,
housewives and plant lovers – whereas
the kind of people we need are growers,
wholesalers and the like. At this exhibition,
it was the other way around.”
During the three days of the exhibition
the participants made at least a hundred
new contacts with potential buyers. One
grower from Costa Rica even managed to
sell his entire 2006 production before the
fair was over. “It was good to have fewer
visitors”, says De Wit, “because that way
we had enough time for those really
interested and operating in our sector.”
The future of Florca
In between deals, the Florca members
had time to discuss the future of their
group after the CBI´s involvement comes
to an end next spring. As far as the CBI is
concerned, Florca ought to continue
operating as a group. “During the CBI
programme, we showed individual growers
over and over that they must work
together more: invite other growers to
their nurseries, inform each other about
market trends and unreliable buyers et
cetera. They have to view each other as
colleagues, not competitors.”
The message did hit home during the
CBI programme. Growers created small
clusters and opened the doors of their
nurseries to each other. Seven growers in
Costa Rica started an export cluster to
sell directly to customers in Europe. They
are now forming a logistical unit. Their
motto: ´Together we can fill up the (sea-)
container´.
A new group
During the last day of the exhibition the
whole group had a meeting during siesta
time. This resulted in a plan of action for
a so-called ´New Florca Group´. Only
sixty percent of the original group of 45
members decided to participate, but
Costa Rica in Valencia.
those who did committed themselves to
visiting Europe as a group at least twice a
year. “They intend to go to one of the
European floriculture exhibitions to
make contact with (potential) buyers and
to organize a ´road show´ once a year”,
explains De Wit. The road show will
involve travelling to a target country in
Europe together to visit marketplaces,
growers and wholesalers. For 2006 the
group decided to head for Spain again,
partly to solidify contacts made during
Iberflora. “When Florca began, a small
seed was planted, but now we can say a
small tree has grown”, says Florca chairman
Chris Schockert. After three years of
support, the new Florca group members
will go on without assistance of the CBI
to develop their own promotional activities,
to help each other with EU export
logistics and possibly to engage business
support organisations and other institutes
in their own countries.
A meeting of the ´New Florca Group´ in the
exhibition hall

Dressed
for danger
At A+A 2005, the CBI lures buyers
with a full range of Personal Protective
Equipment (PPE)
By Stephen D. Teeuwen
First it was Katrina, then it was the bird flu. But the perils that beset
some economic sectors are opportunities for others. Much of the bad
news that keeps tongues wagging elsewhere keeps business booming in
the Personal Protective Equipment (PPE) market. At the A+A 2005 trade
fair in Duesseldorf, Germany, last October, nineteen CBI-supported
exporters from developing countries presented a full range of PPE products,
showing visitors there isn´t a danger that can´t be faced if you
have the right kind of supplier. Even as China raises the pressure on
prices, the CBI exporters feel safe and secure – as far as that’s possible
in a global business.
Dressed for danger at A + A 2005 (photo’s
by Stephen Teeuwen).
Over the past few years, health and safety
have become an issue no company can
afford to neglect. Small wonder that the
2005 edition of A+A, Europe´s leading
trade fair for the PPE sector, drew a
record number of almost 1,400 exhibitors
and over 54,000 visitors. “The recognition
that investments in the field of safety are
worthwhile, is asserting itself to an
increasing extent”, said Gerd Zeisler,
chairman of the A+A advisory board, on
the fair’s website. A market study by a
German manufacturers´ association,
published during the fair, spotted the
same trend. The overall market volume
in Germany, the largest European market,
is worth a steady 1.3 billion euros,
the survey asserted. That’s a remarkable
fact, considering the massive employment
losses the country has seen in safety-intensive
sectors such as mining and
the manufacturing industry. “More
money is being spent on employee safety
for the remaining employees”, the survey
reported.
All the big guys
At the CBI pavilion near the centre of
Hall 5, the upward trend was clearly
noticeable. Although visitor numbers to
the pavilion were slightly down from
2003, buyer interest was definitely up,
said CBI consultant Maréchal Desmet Jr
on the final day of the event. “We´ve had
around 1,100 contacts and most are
more serious about doing business than
many visitors we had two years ago”, he
comments. “If you reckon the total consumer
value of the PPE market in Europe
to be around 90 billion euros, than it´s
safe to say that at least a quarter of the
entire European buyer base visited the
CBI pavilion this year. All the big guys
were here.”
The exhibitors themselves – representing
Bangladesh, Colombia, India, Indonesia
and Pakistan – agreed without exception
that the mood throughout the fair was
simply humming. “We´ve made some
very promising contacts”, says first-time
exhibitor Claudia Alcantara, general
manager of Colombia´s AdM. Adds
Gopal Fatehpuria of India´s Abhikitri
Impex, “Europe is obviously where the
demand is. It´s clear that due to rising
labour costs in the EU, European buyers
are looking for cheaper supply markets.”
Price matters, says a buyer
Rising costs are indeed a major issue on
the PPE market. Volker Gonschorek, one
CBI News Bulletin 2005
November/December Page 23

CBI News Bulletin Page 24 CBI News
Safety helmet and goggles.
of the numerous German buyers to step
into the CBI pavilion during the fair, even
stated that price has become the leading
factor. “Of course quality matters, but
nowadays the only thing we really talk
about in this business is price. I´d say the
price factor constitutes eighty percent of
any deal I make.” Gonshorek’s own
German business is a point in case. With
a buzzing production plant in low-cost
Uzbekistan, the company has a strong
European position. But the Uzbek plant
is reaching its capacity limits. “We either
have to start training new Uzbek workers
or develop additional capacity in other
countries. We’re looking for the most
attractive cost framework.”
Scanning the exhibitors in the CBI pavilion,
Gonshorek divulges that few or
none of them can beat the prices offered
by their main competitor, China. “Even
with the import duties imposed on them,
Chinese products are almost always
cheaper than anything anyone else can
offer – even other developing countries.”
Still, Gonshorek admitted that he hadn’t
dropped into the CBI pavilion without
reason. “Obviously I’m talking with the
Chinese as well as the CBI exhibitors. You
have to keep comparing. And even
though price is pre-eminent, other factors,
such as the quality, reliability or
communication skills of a supplier, can
still tilt the balance.”
Not afraid of China
CBI consultant Desmet Jr. is impressed,
but not frightened by ´the China factor´.
“Chinese prices are mind-blowing”, he
concedes. “Their price range is almost
bottomless. Some products have seen a
ninety percent price decrease under their
influence.” But still Desmet remains confident
about the prospects of CBI-supported
exporters from other developing
countries. “This year is the first year our
exporters are not afraid of China. They´re
aware of the facts, but the initial shock
has passed. They’ve prepared themselves
to face the competition with superb
quality and with prices that, if not among
the very lowest, are still very attractive.”
With some satisfaction, Desmet points
out that the share of so-called category
III products in the CBI pavilion –
products that meet the very highest of
European safety demands – has
increased by around 125%. “It just goes
to show that these exporters are sheer
professionals.”
Optimistic
The nineteen exhibitors under the large
blue CBI column seemed to take the
same optimistic stand as Desmet Jr. “Of
course I´m worried about China to a
degree. This is business, after all: if
you´re not worried, you´re not paying
attention”, says Osama Taseer, director of
Tiffiny´s Wear Limited, a workwear manufacturer
from Bangladesh. “But at the
same time, I’m confident of our production
capabilities. I won’t go into detail,
but we’ve made some very good contacts
at the fair. I see excellent opportunities.”
Tiffiny’s Limited is a typical example of a
non-PPE company that moved into the
PPE sector with a view to tapping into a
growth market and broadening its base.
Originally a fashion producer, Tiffiny’s
has been around for over twenty years
and already exports 80% of its fashion
production to Europe. “As far as production
is concerned, PPE is very similar to
fashion and we have the skills to do both.
But in terms of marketing, the two segments
are very different. We´ve appreciated
the support the CBI has given us in
exploring this new segment. The CBI has
saved us a lot of time.”
Claudia Alcantara´s AdM of Columbia is
another company doing a cross-over into
the PPE sector. AdM began as a manufacturer
of sports gear, but recently
began diversifying its product line by
adding fall arrester equipment. Although
visitors from all over the world visited her
stand, Alcantara was particularly pleased
with the fifteen or so Spanish buyers she
met. “The Spanish market is a high-priority
market for us”, she explains through
an interpreter, “partly because of the
absence of language and cultural barriers,
but also because some of our raw
materials are already from Spain.”
Alcantara was pleasantly surprised by the
fact that both the quality and the price of
her products seemed to be surviving the
scrutiny of A+A visitors. “We keep our
prices down by always looking for new
supplies and buying large quantities.
We’re very flexible.”
Results
The actual results of A+A 2005 won’t
become clear until the exhibitors are well
into the follow-up process, but Desmet Jr.
says they have every reason to have high
expectations. “The exhibitors have
worked hard and have managed to offer
attractive products with a clear added
value in terms of the safety standards
they can meet. Visitors to the CBI stand
were not disappointed. We’re going to see
some brisk business following this
event.”
Claudia Alcantara of AdM (left) and her A+A
interpreter.

A representative of a European
medical company looking for a
solution to a quality problem at the
23rd Congress of the European
Society of Cataract and Refractive
Surgeons (ESCRS) in Lisbon,
Portugal, last September, was put
in touch by a CBI consultant with
one of three CBI-supported
exhibitors from India at the event.
The representative took home
some samples for testing. Within
two days she completed the sampling
and sent back this message:
“Your quality is excellent and we
would like to start negotiating a
deal with you.”
The ESCRS congress is one of the world´s
most important conferences in the field
of ophthalmology. It focuses on cataract
and refractive surgery. This year, some
3,200 doctors from all over the world and
about 1,000 nurses and technicians registered,
as well as more than 190 companies
from all over the world, including
the United States (58 companies),
Germany (34), the United Kingdom (15)
and India (14). After positive experiences
at last year´s event in Paris, the CBI
decided to send three companies enlisted
in its export development programme
for medical devices to this
year´s ESCRS meeting in Lisbon to
exhibit their products.
The three companies – OmniLens,
SurgiEdge and Susruta – presented a varied
line of fine surgical instruments,
such as micro scalpels, micro scalpel
blades, scissors, forceps, dilators and self
remaining retractors. All of the products
are made of high-quality stainless steel
or titanium. One company, furthermore,
is specialised in intra-ocular lenses in all
well-known configurations: rigid and
foldable lenses et cetera. All three companies
are from Ahmedabad in the
Indian state of Gujarat. India is one of
the leading countries for total eye surgery.
The rising quality of surgery has
also raised demand for high-quality
materials, says CBI consultant Leendert
Santema.
Higher turnover, more jobs
The journey to Portugal was well worth
it. One of the three companies reported
that since joining the CBI programme
and attending the Paris event last year,
Three Indian firms get a close-up view of
Europe at the world congress for eye specialists
Eye-to-eye with the
leaders at ESCRS
production and turnover have increased
by 25%. The European effort has also
created many more jobs: the number of
employees in his firm has risen from 45
to 175, reports Santema. “Finding skilled
staff was initially an obstacle, but the
management intensified its internal
training programme to make sure they
could maintain their high quality standards.”
This company is already very successful
on the local market as well as in
the field of export. “They face a lot of
competition from the USA, Germany,
England and other companies in India,
but that didn´t stop many doctors, nurses
and technicians from visiting the CBI
pavilion”, says Santema. The number of
interested distributors that came to the
pavilion was slightly disappointing, adds
Santema, but some companies did send
representatives to negotiate prices, tenders
and possible contract manufacturing
deals.
“The results of participating in two
Medica exhibitions in Germany and two
international ESCRS conferences have
shown without any doubt the value of
the CBI’s activities for these companies”,
says Santema. Following the exhibition,
Santema and the three participants put
together a Top 10 list of the most promising
new contacts on the basis of their
experiences in Lisbon. Explains Santema,
“We´ve learned over the years that identifying
the most suitable customers can
be very difficult. What we´re doing with
the top ten list is that both the Indian
exhibitors and I myself will keep track of
how relationships with the top ten develop
over a period of time. That way we
can register whether these relationships
are actually generating more turnover
and in what form: through contract manufacturing
deals or whatever. We believe
this will help us get a clearer picture of
our potential market.”
CBI News Bulletin 2005
November/December Page 25

CBI News Bulletin Page 26 CBI News
Orders pour in for CBI-supported
organic coffee growers at
Tea & Coffee 2005
Coffee kick
Everyone knows you can get a kick out of coffee, but for nine organic coffee
growers from Ecuador, Ethiopia, India and Peru that experience took on
new meaning at the Tea & Coffee World Cup event in Hamburg, Germany,
last September. Branching off from Germany´s less specialised Biofach
trade fair for organic products, the CBI took the coffee growers to Hamburg
for the first time this year. The results were addictive.
The CBI´s export development programme
for organic food ingredients for
industrial use was launched in 2000. As a
part of the programme, the CBI regularly
takes participants to the Biofach trade
fair for organic products that is held each
February in Nuremberg, Germany. So far,
about fifty organic farmers from developing
countries have exhibited at Biofach
under the CBI umbrella. However, since
the export development programme for
organics began, some fifteen exporters of
organic coffee have joined the group and
coffee importers are not know for
hanging out at Biofach. As an alternative,
the CBI decided to participate in the Tea
& Coffee World Cup last September.
Tea & Coffee, as it is also known, is a specialized
trade fair for the European tea
and coffee industry. The event is organised
every two years in a major
European city by the United States´ Tea
and Coffee Trade Journal, the industry´s
leading trade magazine. It started in 1994
in Vienna. The 2005 show was the most
successful Tea & Coffee World Cup yet,
perhaps because Hamburg is Europe’s
most important coffee and tea port.
More than 500 exhibitors and 4000 visitors
descended on Hamburg.
Orders galore
For the CBI exhibitors, the participation
was a great success. They registered
Negotiations going on at Tea & Coffee.
some 275 visitors to the CBI pavilion,
which was strategically located between
the two halls of the exhibition. More
importantly, the quality of these business
contacts was high: a big proportion of
the visitors were importers and therefore
potential clients. The majority of the CBIsupported
exporters already booked
several orders during the fair – a total of
35 all together. Most exporters expect
even more orders to result from their follow-up
activities. The nine coffee companies
included three cooperatives from
Peru, with conventional and organic coffee.
Two of these have acquired Fair
Trade and Utz Kapeh certification.
From Ethiopia, two coffee unions blended
in, also with organic and conventional
coffee. There were also two exporters
from Ecuador, one cooperative and one
private company, and two private companies
with organic coffee and tea,
spices and herbs from India. The Green
Development Foundation, a Dutch NGO
active in the coffee and cocoa sector,
participated with one exporter. The CBI
works together with this organization,
assisting companies supported by the
foundation in their marketing activities.
Less overproduction
In general, the coffee market has recovered
from the dramatically low price
levels of past years and supply and
demand are more balanced now than
before. However, the market is still too
low for producers with above-average
production costs. As this situation is not
expected to change in the near future,
these producers are forced to adapt. The
position of organic coffee is slightly different.
There is less overproduction in
this segment, partly due to poor crops in
high-volume countries like Mexico and
Peru, which means less difficulties for
suppliers to market their coffee. The
growth of the organic food sector as a
whole has recovered recently to between
5 and 20%.
Convenience coffee
Another trend in the coffee market worth
mentioning is increasing sales of ´convenience
coffee´. In the Netherlands, for
instance, almost 25% of all coffee is consumed
in the form of coffee pads.
Recently, Philips celebrated the sales of
10 million Senseo coffee makers since
the concept was rolled out in 2001.

Success is like a magnet in a hardware
store. Perhaps that explains
why CBI consultant Leo Wallage,
on recent technical assistance
missions to South Africa and the
Philippines, ended up visiting ten
success-hungry exporters of
novel handicrafts, rather than just
the six companies in these countries
currently enrolled in the CBI
programme for this sector. “That’s
what happens in a programme
that has fame and fortune embedded
in its very structure”, he comments.
But fame and fortune don´t
come easy, he adds: there´s more
to success than low prices.
The novel handicrafts programme covers
the home interior and decoration, accessories
and utilities segments. Of the three
South African participants originally
enrolled in this cycle of the programme,
one company from Cape Town, will join
the CBI in exhibiting at Ambiente next
year. Ambiente is a major trade fair for
this sector. Ambiente 2006 is scheduled
to take place from February 10 to 14 in
Frankfurt, Germany. Exhibiting at this
fair is a regular part of the CBI export
development programme for novel
handicrafts. The company will attend for
the third and last time next February
under the CBI umbrella. Wallage is confident
about the company´s prospects:
“They´ve updated and expanded their
assortment of beaded wire products and,
more importantly, the number of artisans
that have a job with this company
has risen from ninety in 2004 to a hundred-and-twenty
in 2005. Sales and profits
have improved as well. In short, the
future looks good for them.” Of the two
other companies, one is now seriously
concentrating on a different line of products.
The management of the third
company decided to terminate its business
activities in this sector altogether.
Innovation is the keyword for the two
new aspiring exporters from South Africa
that Wallage visited. One features a full
range of attractive and colourfully decorated
ceramics. The other, owned and
managed by a renowned South African
designer, presents a wide and beautiful
range of fabrics for kitchen and home
decoration. Wallage hopes both will soon
enter the CBI programme.
The Philippines
In the Philippines, the CBI has three par-
In the novel handicrafts sector, exporters learn
to appreciate the cost of fame and fortune
Success is not just
low prices
ticipating companies in the current programme.
One will attend Ambiente for
the first time in 2006, another for the
second time and the third company will
exhibit in the CBI pavilion the third and
last time. Their product mix ranges from
small wooden furniture and accessories,
vases and other products made from a
mix of resin and natural materials to a
variety of home interior decorations,
utility and gift items. The two new companies
Wallage visited in the Philippines
also feature decorative products for in
the home, such as vases, flower pots,
candle holders and lamp bases. One of
them mainly uses a mix of natural stone
ingredients and resin, the other a material
mix based on styrofoam.
What it takes
So will fame and fortune come within
reach of these novel handicrafts
exporters? Wallage remains confident.
“What strikes me is that every corner I
turn, I´m hit by negative news. Global
recession, falling sales, a high euro and
low US dollar – pessimism reigns and
people are infected by it. But whenever I
look at the results of companies who let
me, all I see is stable or rising figures. It
doesn’t make sense. During the past few
months I´ve seen and spoken to at least
150 producers and exporters of a great
Decorative furniture being hand-crafted in
a Philippinian factory.
variety of products. Not all of them are in
high spirits. But with the right dose of
inventiveness, originality, entrepreneurship
and perseverance, you can go a long
way. And the CBI participants are inventive
– they have to be, or the competition
will snow them under. Low prices won’t
save them. Fairly priced, innovative
products will. More and more producers
subscribe to that philosophy. Good for
them!”
Nelson Mandela? A piece of handicraft for
sure…
Technical Assistance CBI News Bulletin 2005 November/December Page 27

CBI News Bulletin Page 28 CBI News
A hard-line approach leads exporters of stationery,
school & office products to long-term success
No pain,
no gain
Basing your strategic market entry choices on adequate market knowledge
considerably increases your chances of success. The only condition
is that you´re prepared to put in plenty of hard work on adapting the
necessary marketing tools. Ample proof of this hard-line business
approach has been provided by the excellent results in the CBI´s export
development programme for manufacturers of stationery, school and
office products throughout 2005.
Photo albums, stationery & matching gift
articles from Indonesia.
The CBI is currently supporting 14 stationery,
school & office products manufacturers
based in Colombia, the
Philippines, Indonesia, Thailand and El
Salvador in their efforts to enter
European markets. CBI consultant
Yolanda Netto believes in doing this by
means of what she calls ´a hard-policy
approach´. In this programme, she says,
there´s “no mercy for those who did not
show any or insufficient efforts to prepare
themselves to the best of their
ability.” The strictness is paying off. By
mid 2005 both the total and average
turnovers achieved by the 14 manufacturers
enrolled in the programme had
already exceeded the total result of 2004.
“We expect the total results for 2005 to be
the highest ever achieved by the CBI in
this sector”, says Netto.
First-time success
The big trade event for CBI-supported
exporters in this sector is the annual
Paperworld trade fair. Usually, exhibitors
new to the field have to attend
Paperworld at least once or twice before
they find their first serious trading partner.
However, at this year´s exhibition,
last January, one of the exhibitors in the
CBI pavilion to find a very valuable first
European customer was a first-timer.
Says Netto, “The company in question,
based in Thailand, did it’s utmost to prepare
itself for the fair and has succeeded
accordingly.”
Preparation began with a serious
approach of the CBI´s Expro 50 seminar
in June 2004, at which participants wrote
the first rough framework of an export
marketing plan (EMP). “The Thai company
wrote theirs by hand, but it was serious
and provided a solid basis for further
development.” After the seminar the Thai
company took time out to go into the
details of the EMP. The CBI´s input, provided
partly from long-distance and
partly during a first visit of the production
location, led the company to adapt
the EMP. “The plan clearly did not end
up in the drawer of a desk, but was used
to adapt some of the marketing tools”,
says Netto.
As a result, the company made a very
good first impression at the Paperworld
exhibition, January 2005. “The most visible
of the adaptations they´d made, of
course, were the products”, says Netto.
“They clearly got the message that you
have to impress European buyers in that
first one-second glance at your booth. By
developing matching designs that could

e reasonably well presented in product
families, the Thai company attracted a
lot of European buyers.”
Well aware that visitor numbers are no
guarantee, the company went on to put
considerable effort into its follow-up
activities. “They spent a lot of time on
this”, says Netto. “The follow-up was
specifically assigned to two staff members,
to prevent it from drowning in the
daily flood of local and regional business.
This systematic commitment has clearly
paid off, as the company has now
acquired it’s first foothold on the
European market, starting in the
southern region.”
No time for relaxing
But even success in the first year does
not mean you´ve arrived in export heaven
and can sit back and relax. One participant
in the CBI programme had to
face the consequences of an important
market trend occurring in Europe this
year. This company, a professional and
hard-working team, bagged a huge contract
in it’s first steps onto the European
market in 2004, by becoming the manufacturing
partner for a large, well-known
European A-brand supplier. In its second
year, however, total sales dropped – simply
because of market trends and not for
lack of hard work on the side of the manufacturer.
Yolanda Netto explains: “On
the one hand, European A-brand suppliers
offer exporters from developing
countries good opportunities to enter the
European market. The A-brands are
increasingly outsourcing parts of their
production to lower-wage countries. Of
course they prefer supplier companies
that know how to provide service and a
good quality-price balance, rather than
just the lowest prices. These are qualities
many of the participants in the CBI programme
can offer. On the other hand
however, once you´re producing for an
A-brand trading partner, you become
dependent on the same market influences.
And currently, A-brands in Europe
are having difficulties. The poor economy
is causing many end users to shift
from A-brands to private labels.”
A-brands are still loosing market share,
although the tide is expected to turn in
the next two to five years. “This example
proves the importance of constantly
searching for new partners, even when
success has already come”, says Netto.
Going to Paperworld alone
But even though it takes a lot of hard
work, long-term success is not a dream.
Three participants in the CBI programme
for stationery manufacturers have
proven this. They´ve established a
foothold on the European market that is
strong enough for them to take the next
step: exhibit at Paperworld on their own,
after three years of support from the CBI.
One of the three is from Peru and manufactures
rulers, geometric sets,
compasses, letter trays and other
injection-moulded stationery items. The
second is from Jordan and manufactures
whiteboards, flipcharts and projector
screens. The third, a company from
Indonesia, manufactures photo albums
and matching stationery and gifts.
All three plan to exhibit at the next
Paperworld event, in Frankfurt,
Germany, from January 25 to 29, 2006.
“With some minor support and long-distance
guidance from the CBI, they´ve
been able to acquire exhibition space
opposite the CBI pavilion in Hall 10.1”,
says Netto. “We´re working together in
the field of booth development and construction
in order to keep capitalising on
the advantages of a group exhibition.”
One challenge the three independent
firms face, she says, is to make their presentations
so professional that they will
clearly distinguish themselves from the
many competitors from countries like
Hong Kong and China. “The CBI may be
very proud of these three manufacturers”,
concludes Netto, “not only because
of the positive export development
results they have shown in the past three
years, but even more because they offer
proof that the CBI’s goal to help
exporters achieve long-term successes
can be realised.”
Rulers, geometric sets, match sets, protractors,
stencils, triangles, French curves
and compasses from Peru.
CBI News Bulletin 2005
November/December Page 29

Seminars and Workshops
CBI News Bulletin Page 30 CBI News
Anyone undergoing two full weeks
of intensive lectures, discussions,
assignments and excursions on the
complexities of export marketing and
trade promotion techniques – five
days a week, eight hours a day – is
likely to have a hard time summing it
all up. But ask a few of the participants
in the CBI´s Fame XIII seminar
and you´ll get the complete works in
two words: preparedness and focus.
“That´s what it´s all about.”
Mrs. Melicia J. Perena from the Philippines
(photos De Jong,
Bekedam & Van Es, Rotterdam).
FAME XIII trainer Wybren Bouwes warns BSO
representatives: ´The EU market is not a soukh´
The science of
export BY STEPHEN D. TEEUWEN
The thirteenth Fame seminar took place
from September 19 to 30 just a stone´s
throw away from the CBI office in downtown
Rotterdam, the Netherlands. The
Fame seminars, held twice a year, offer
representatives of Business Support
Organisations (BSOs) in developing
countries the opportunity to familiarise
themselves with export marketing and
trade promotion techniques. Participants
are mainly employed by chambers of
commerce, industry associations, export
councils and the like. The two-week
seminars are aimed at increasing their
knowledge of trade structures and business
practices on European markets, as
well as equipping them with tools for
matching the needs of their countries´
exporters with European market
demands. Also, participants improve
their skills in designing and implementing
export development programmes
and benefit from sharing knowledge and
experiences with colleagues from all over
the developing world.
The power of interaction
The thirteenth edition brought together
some thirty BSO representatives from
eighteen nations and several continents.
“The mixture of countries represented at
the seminar is very enriching”, says
Charles Tumbo of Kenya´s Export
Promotion Council. “You soon discover
that BSOs across the world face many of
the same challenges. Through networking
we can help solve each other´s
problems.” Seminar coordinator Wybren
Bouwes, a retired Dutch import and
export veteran happy to share his knowledge
and experience with younger successors,
says the Fame seminar is structured
so as to stimulate this kind of interaction
among participants. “In terms of
actual lectures, we probably could cut
the seminar´s duration in half if we
wanted to. But the group assignments,
discussions, participants´ presentations
and excursions on the Dutch market add
a lot of value to the content. Participants
learn as much from each other as they
do from the lectures.”
This time round, the participants were
particularly open-minded and eager to
learn, Bouwes adds. “The average age in
this group was thirty-three, which is
younger than usual. Perhaps that contributed
to the fact that they were exceptionally
active and assertive. From the
coffee break on day one, we noticed by
the noise they were making and the fun
they were having how well they got on
together and how eager they were to
challenge each other and learn as much
as possible.”
Be prepared
As for effectiveness, the Fame seminar
seemed to have left its marks on participants
by the end. “The main message for
me is that if you want to export to
Europe, you have to be thoroughly prepared”,
says Jorge Hernandez, an international
business consultant for the
Guatemala Chamber of Industry. “You
can´t just get up one day and decide to
start exporting. The seminar showed me
more than ever that you have to have a
detailed export marketing plan, you have
to know all about European import legislation,
and you have to know which of
your products you´re going to focus on
for exports. I already knew you have to
be prepared. But the seminar showed me
what that really means and how to do it.”
Jane Perena of the Philippines´ Chamber
of Furniture Industries, drew much the
same conclusion. “For me, it´s all about
focus, not just knowing what you want
yourself, but also being clear about what
the market wants. A lot of our businesses
have an idea, they have some money, a
few products they think are good – and
they think that´s enough. But it´s not.”
Know your price
Hernandez´ and Perena´s words echoed
what trainer Wybren Bouwes told the

group in a lecture on negotiating skills.
“Preparation is one of the most important
things”, he stressed. “You have to
know your product, know your buyer
and know your price. In Europe, buying
is a science nowadays. European buyers
are highly professional. So before you
start negotiating, you need to know your
buyer´s background, what he wants, how
he operates, what he stands for. You need
to be extremely well informed on prices,
products, packaging. If you don´t prepare
yourself, he´ll know more about
your product than you do. Also, you need
to establish beforehand what is likely to
be the big issue in your negotiations. Try
to imagine what will be the crucial problem.
Size? Packaging? Shipping? Find
out and prepare. And be prepared for
alternatives, too.” Bouwes used the issue
of pricing to illustrate his point. “Many
sellers don´t know even what their costprice
is.
They´re so eager to sell, they forget to figure
out how low they can afford to go.
But if price is the issue in your negotiations,
you need to know your cost-price.
Then you can calculate your walk-away
price – the bottom price below which
you´re going to have to abandon the
deal. In negotiating, you then try to find
out your opponent´s walk-away price,
too.” Bouwes went on to tell the Fame
participants that a first offer – as well as
your bargaining space – should always
be realistic. “European buyers know the
market. You have to give them confidence
that you know what you´re talking
about, too. You have to realise the
European market is not some kind of
soukh.”
Abandoning the low-end
For Jane Perena, the CBI´s emphasis on
getting real about prices underlined a
strategy her organisation has started recommending
to its member companies.
“We´re seeing an increase of visitors
from the European Union to our furniture
trade shows”, she explains. “We´ve
realised that we have to abandon the
idea of competing with low-end supplying
countries, because our prices can´t
beat theirs. So instead, we´re aiming for a
more high-end market entry.” Perena
says she was sent to the Fame seminar to
learn more about export marketing in
general and about charting European
consumer trends, distribution channels
Jorge Hernandez from Guatemala.
and pricing systems in particular. “We
have carpets that sell for two hundred
dollars in the Philippines and go for six
thousand in Europe. If you don´t understand
how that market price is built up,
you´re going to get lost.”
Trainer Wybren Bouwes fully agrees.
“There are too many exporters in developing
countries who hear from a cousin
who´s travelled to Europe that prices
here are five or six times as high as at
home. So they think, ´Wow, all I have to
do to get rich is sell my products in
Europe!´ But they fail to realise how
complex and demanding the European
market is.”
Bouwes was pleased to hear CBI trainees
like Perena, Hernandez and Tumbo
picked up the dual message of preparedness
and focus. “The important thing to
realise”, he says, “is that there´s always a
market out there for you, no matter what
you´re selling, but that accessing that
market is the difficult part. If you do your
homework, you stand a good chance of
succeeding. If you don´t, you don´t.
BSOs can play an important role in getting
this message out, not only to the
exporters they represent, but also to their
governments, who can then take measures
to support the private sector with
education, legislation and the like.”
Charles Tumbo from Kenya.
CBI News Bulletin 2005
November/December Page 31

CBI News Bulletin Page 32 CBI News
Shopping
where
Europeans
shop
Thirty-two Ethiopian export consultants
recently travelled to Rotterdam,
the Netherlands.
Ethiopian Train-The-Trainer
programme well underway
The TTT course is part of a BSO development
programme the CBI is running in
Ethiopia. Its purpose is to enlarge local
consulting capacity. The TTT module
began with a week of training in Addis
Ababa last July, dedicated to the supply
side.
The 32 consultants, bankers and trainers
spent that week auditing six Ethiopian
companies on their export capabilities.
In September the group came to
Rotterdam to explore the other end of
the export line, or to ‘Meet the Market’.
For most of this week they were busy
running around Holland talking to
The two three-day workshops were held
in August by CBI fashion consultant
Louk Grauwen and garment consultant
Hans Hunink, in cooperation with
Pakistan´s Export Promotion Bureau
(EPB). The aim was to contribute to the
development of fashion design standards
in Pakistan, thus equipping the local
industry for export.
The participants represented a large
number of organisations involved in
fashion- and design-related training pro-
Thirty-two Ethiopian export consultants enrolled in a CBI Train-The-
Trainer programme recently travelled to Rotterdam, the Netherlands,
for a week of intensive training and market exploration. There was no
time for sightseeing, but ample time for shopping.
importers, retailers and facilitators and –
in the few hours leftover – discussing
topics of market entry and distribution
channeling.
“There´s no better way of understanding
the limitations of Ethiopian exporters
than experiencing first-hand the highly
competitive Western import business”,
explains ge-neral marketing consultant
Johan Laman Trip, one of the programme
coordinators. “And there´s no better way
to learn about European consumers than
to shop where they shop, to compare
product quality and prices yourself. The
strict quality requirements, the import
grammes. Louk Grouwen, a seasoned
designer and design trainer himself, used
slides and other visual aids to show the
participants how design training programmes
are organised in Europe – the
target market for Pakistan´s garment
industry. He also explained the disciplines
a design student has to master in
order to meet international standards.
He and Hunink also presented a ´fashion
forecast´, which, like most of the other
topics, gave rise to interesting and lively
discussions. “The participants eagerly
regulations, the struggle for shelf space,
the need for efficiency in ordering and
logistics – the Ethiopian consultants saw
it all. And hopefully they´ll be better
equipped to tell entrepreneurs back
home what it takes to become a successful
exporter.”
In October the participants gathered
together to translate the know-how they
acquired into an Export Marketing Plan
(EMP). Says Laman Trip, “Like every part
of this long-term project, this stage
brought us one step closer to our goal:
increasing Ethiopian exports.”
Equipping Pakistan´s designers
A colourful mix of local designers, fashion students, merchandisers, faculty
representatives and principals of fashion and garments institutes
recently attended two CBI workshops on fashion design in Karachi and
Lahore, Pakistan. The workshops were part of a Train-The-Trainer programme
for this sector.
absorbed the information we presented”,
comments Hunink.
In order to make the workshop as practical
as possible, the two consultants set
apart the last day for a full-day design
assignment, developed by Grouwen. “It
was completed with remarkable results”,
says Hunink. During their stay in
Pakistan, Grauwen and Hunink also
visited several fashion training institutes,
to talk with principals, faculty members
and students. Says Hunink, “This helped
us get a clearer picture of the programmes
and standards of these fashion
training institutes in practice.”

Art meets commerce
The schism that separates dreamy
artists from result-driven marketeers
was effectively bridged
during three recent CBI workshops
on interior decoration and
design. The age-old problem was
one of the focal points of the workshops:
bringing together the lofty
issue of design with some of the
more down-to-earth aspects of
export marketing.
Bridging the schism between artists and
marketeers at the CBI workshop on interior
desing.
The three workshops were held in July
and August in Lima (Peru), Bogotá
(Colombia) and Quito (Ecuador). The
programme consisted of two days of
training and presentations and a third
day for individual counseling. A total of
93 company representatives took part, 51
of whom requested individual counseling.
They represented three different
groups involved in the export of home
decoration and related products: staff
members of Business Support
Organisations, designers and producers/exporters.
The workshops clearly
revealed some of the major differences
between designers and producers/
exporters, says CBI consultant Leo
Wallage, who ran the programme with
design consultant Mark Kwami. Explains
Wallage, “Over the years it has become
apparent that designers are often not
overly interested in how their products
are marketed, whereas producers/
exporters tend to think of designers as
people who get paid too much for too little
work with too little commercial value.”
Mutual dependence
During the workshops, these conflicting
mindsets were highlighted and discussed.
“We made it abundantly clear
that designers cannot exist without producers
who are willing to try and inte-
A CBI workshop on
interior decoration
shows designers and
marketeers how much
they need others
grate new ideas into their product assortments”,
says Wallage. “By the same token,
serious producers must understand that
a constant stream of new ideas in terms
of product development is essential if
they wish to keep attracting buyers.
Remember that those buyers face all the
pressures of a global recession and
increasing competition. As a result buyer
behaviour has become hesitant and critical;
buyers are demanding better service,
better packaging and better quality. I
think this training programme is so wellreceived
because it deals with these issues
in a concise, comprehensive form.” There
are more advantages to placing design
and export marketing side-by-side, adds
Wallage: “it not only sheds light on the
background and history of modern
design, but it also strongly emphasizes
today’s export marketing requirements
and demands. Participants come away
with a strong sense of the need for trend
watching and trend spotting in all of its
facets.” The plan of action discussed in a
plenary session at the end of each workshop
sums it op neatly, says the consultant:
“Linking your design and marketing
strategy and integrating them in your
product development is the only viable
basic structure for a successful company.”
Counterparts
The three workshops were organized on
close cooperation with local organisations.
In Lima, the CBI´s counterpart was
ADEX, a well-known and experienced
association of exporters. In Bogotá, the
workshop was facilitated by ProExport
and in Quito by Corpei. The CBI has
offered similar workshops before in the
Indian cities of Jaipur, New Delhi and
Shillong, as well as in Dhaka,
Bangladesh. “The workshops are really a
continuation and an upgraded on-tour
version of the CBI´s Capita IV seminar
held in Rotterdam in October 2004”, says
Wallage. The Capita seminars are aimed
at officials of industry and trade associations
and provide practical knowledge
and applicable tools for export promotion
to the European market.
Trade Fairs
and
Conferences
ETHIOPIA
10th Addis Chamber International Trade
Fair ACITF
Addis Ababa Exhibition Centre
Addis Ababa
February 23 – March 01, 2006
www.addischamber.com/tradefair.asp
tradefair@addischamber.com
INDIA
Eurofest ‘05
World Trade Centre
Mumbai
December 15 – 17, 2005
www.euindiachambers.com
kant@euindiachambers.com
IT India Fair 2005
New Delhi
December 15 – 18, 2005
www.itindiafair.com
info@itindiafair.com
Elecrama 2006
Bombay Exhibition Centre
Goregoan, Mumbai
January 18 – 22, 2006
www.ieema.org / www.elecrema.com
mumbai@ieema.org
PAKISTAN
Medika Pakistan 2005
Pearl Continental Hotel
Bangalore
December 10 – 11, 2005
eiac@epblhr.gov.pk
THE PHILIPPINES
BIO-Search Health & Wellness Show
The Philippines
May 2006
www.citem.com.ph
VIETNAM
V.I. Trade Expo
Ho Chi Minh City
December 14 – 18, 2005
www.vinexad.com.vn
vinexad@hn.vnn.vn
CBI News Bulletin 2005
November/December Page 33

CBI News Bulletin Page 34
Ongoing and
Planned
CBI activities
What When Where Details
Technical Assistance Mission Oct. 31 - Nov. 13 Colombia, Costa Rica, Ecuador In the framework of the EDP Stationery items
Stationery items ms Y. Netto will visit a number of companies
CPhI trade fair November 1 - 3 Spain In the framework of the EDP Natural Ingredients
for Pharmaceuticals and Cosmetics
Technical Assistance Mission ITO November 1 - 20 Macedonia and Egypt In the framework of the EDP ITO Mr. L. Klucs will
visit a number of companies and conduct workshops
Technical Assistance Mission Nov. 5 - Nov. 28 India In the framework of the EDP Engineering Mr. P. van
Engineering der Sman will visit a number of companies
Technical Assistance Mission Young November 6 - 13 Costa Rica, El Salvador In the framework of the EDP Young potplant
potplant material material Mr. M. van der Maden and Mr. M. van
Woerden will visit a number of companies
Week 1 Train the Consultant November 7 - 11 Uganda First week of the second round of the TTT
Programme Uganda programme: 30 export experts will be trained to
become consultants.
Train the Trainer Ethiopia November 7 - 18 Ethiopia Institutional Support EPD / Coordinate Programme
Train the Trainer Vietnam November 14 - 18 The Netherlands Train the trainer programme
4th week
Follow-up Train the Trainer November 14 - 18 Kenya, Uganda, Tanzania Follow up of the first round of the TTT
round 1 programme, including a workshop contest.
Be an interesting fashion partner November 14 - 18 Macedonia Workshop on CBI's fashion forecast and
in Europe fashion trends
CBI/ITC workshop on E-Business November 14 - 19 Tunesia A joint CBI/ITC parallel event during the World
Summit on Information Society
Trade fair Medica 2005 November 14 - 19 Germany In the framework of the EDP Medical Devices
Mr. A. Hock and Mr. L Santema will support
selected company's during the Medica 2005
MIDEST 2005 Nov. 15 - Nov. 18 France Tradefair in the framework of the EDP
Castings and Forgings
Technical Assistance Mission Nov 16 - Dec 9 Colombia, Ecuador, Peru In the framework of the EDP Automotive
Automotive equipment 2005 -2010 Equipment Mr. N. Stok will visit a number of
companies
Visit of Expolink to CBI November 18 The Netherlands Expolink, a CBI partner BSO, will visit the CBI
Workshop Export Promotion November 21 - 23 South Africa Workshop on how to efficiently promote exports
for BSO staff
Export policy makers needs November 21 - 25 Tanzania Training Needs Assessment for senior staff from East
assesment Africa involved in policy making related to exports

What When Where Details
Technical Assistance Mission November 21 - 25 Kenya In the framework of the EDP Cut flowers
Cut flowers Mr. Rikken and Mr. Van Schie will visit a number of
companies
Effective trade fair participation November 23 - 24 Macedonia Workshop on effective trade fair participation
(Tourism) for the tourism sector
Technical Assistance Mission ITO Nov. 27 - Dec. 16 South Africa In the framework of the EDP ITO Mr. L. Klucs will
visit a numer of companies and conduct workshops
Visit of SIPPO to CBI November 28 The Netherlands Mr. Stern, managing director of SIPPO,
will visit the CBI
FIE 2005 Nov. 29 - Dec. 1 France Tradefair in the framework of the EDP Organic Food
Ingredients
Novel Food Workshop December 1 Belgium The CBI and UNCTAD workshop on the Novel Food
Regulation. Opening speech by UNCTAD and
the CBI.
Institutional development December 2 - 10 Vietnam Mission by Rob van Eijbergen, workshops on
consulting skills on agricultural export and
business associations on strategy development
Commercial Attaché's December 5 - 8 Jordan Training for commercial attaché's on EU trade
structures and business promotion techniques
Export Marketing Plan Workshop December 7 - 9 Bosnia-Herzegovina Workshop on how to write an Export Marketing
Balkan Plan for exporters
Content Management Workshops Dec. 12 - 14, 15 - 17 Kenya Information collection & processing workshops for
the regional Market Information System
2006
BSOD East Africa January 16 - 17 Kenya Meeting the webdevelopers of the regional Market
Information System
Commercial Attaché's Africa January 18 - 20 Tanzania Workshop for Commercial Attaché's with an
accreditation in Africa
FAME XIV February 6 - 17 The Netherlands Seminar on export marketing and management for
middle management staff of BSOs
CBI News Bulletin 2005
November/December Page 35

CBI News Bulletin
List of current CBI publications
Market surveys *
Bodywear 2004
Cars: Parts for cars, trucks, trailers and other
mobile (engined) equipment 2004
Castings & forgings 2005
Chemicals 2004
Computer software and IT services 2005
Cut flowers and foliage 2004
Domestic furniture 2005
Engineering products 2005
Electronic components 2005
Fasteners and builder's hardware 2005
Fishery products 2005
Fresh fruit and vegetables 2005
Food ingredients for industrial use 2004
Footwear 2004
Gifts and decorative articles 2004
Hand and power tools 2004
Household and furnishing textiles 2005
Jewellery 2004
Leather goods 2005
Medical devices and medical disposables 2005
Natural ingredients for cosmetics 2005
Natural ingredients for pharmaceuticals 2005
Natural stone and natural stone products 2004
Organic food products 2005
Outerwear 2005
Personal protective equipment 2005
Pipes and process equipment 2005
Plants and young plant material 2005
Preserved vegetables 2005
Sanitary ware and ceramic tiles 2003
Sports and camping goods 2005
Stationery items, office & school supplies 2005
Tableware, kitchenware and other household articles 2005
Timber and timber products 2005
Tourism: Long haul tourism market, Season 2005 2005
Toys and games 2005
* Only available on CD rom and via the website
Market Briefs **
Business Process Outsourcing 2005
Edible nuts 2005
Exercise books and refill pads 2005
Fruit juices 2005
Flat knitted tops 2005
Inductive components 2004
Iron and steel valve castings 2005
Papaya 2005
Pencils 2005
Protective footwear 2005
Protective gloves 2005
Steel flanges 2004
Summer flowers 2005
Vegetable oils 2004
Wound closure products 2004
Manuals
Export planner 2000
Exporting to the European Union 2003
Your show master 1998
Your image builder 2003
Your guide to market research 2003
Digging for gold: Internet research ** 2004
Website promotion: How to promote your website in the EU ** 2004
** Only available on the CBI website www.cbi.nl
Others
Fashion forecast Fall/Winter 2006-2007 2005
Tourism: ‘Matrix 2005, Netherlands’ and Belgian
tour operators to exotic destinations’ 2005
These publications can be obtained – exclusively by exporters
and business support organisations in developing countries –
through a written request to CBI, or by downloading from the CBI
website at www.cbi.nl BSOs situated in any of the CBI’s 35 target
countries may also be included on the mailing list for CBI
publications. Once you’re registered you will automatically
receive updates of publications – free of charge. If you’re
interested, please download the CBI organisation profile from our
website (http://www.cbi.nl/downloads/cbibsoprofile.doc) and
send the form to the CBI. We can then determine whether your
BSO can be included on the mailing list.
Disclaimer
CBI market information tools
Although the content of its market information tools has been
compiled with the greatest care, the Centre for the Promotion
of Imports from developing countries (CBI) cannot guarantee
that the information provided is accurate and/or exhaustive,
and it cannot be held liable for claims pertaining to the use of
this information.
The information provided is aimed at assisting the CBI target
group, i.e. exporters and business support organisations
(BSOs) in developing countries. It may, therefore, not be used
for re-sale, the provision of consultancy services, redistribution
or the building of databases, on a commercial basis.
For utilization of the CBI market information tools by the CBI
target group on a non-commercial basis, the condition applies
that CBI is referred to as the source of the information.
All other use is prohibited, unless explicitly approved in
writing by CBI.
Mailing list
The CBI News Bulletin is sent free of charge to importers and
organisations in the European Union, embassies of developing
countries and to business support organisations in developing
countries and to exporters who are participants of CBI programmes.
Other individual exporters in developing countries
cannot be included in the mailing list, but they can download
the CBI News Bulletin from the CBI website at www.cbi.nl
Correct address
When notifying the CBI of a change of address, please
return by post the original address label of the last
CBI News Bulletin together with your new address
information. You may also send an email or fax
containing both the old and new address to
cbi@cbi.nl or fax nr. ++31-10-4114081.