CBI - Ministry of Foreign Affairs

Doing business in the European hortensia market

Market analysis by ProFound

Table of contents

Purchasing process Business culture Asocolflores services for Colombian hortensia producers

Purchasing process

Exporter Buyer

Provide info to buyer

Provide representative samples

Possibly adjust prices

Deliver order

1: Identify potential supplier 2: Determine availability hortensia 3: Ask samples to verify quality/vase life 4: Share results with supplier 5: Deal?

6: Evaluate supplier

Purchasing process

Reputation is crucial!

Ensure reliability and consistency in service levels, quality and quantity Provide accurate product data; key in virtualisation trend of trade Buyers expect professional communication

Business culture

Ensure integrity: Be honest and transparent in your dealings and stick to agreements Buyers want to know what to expect (quality, price, delivery time and potential supply problems) Punctuality is an essential good business practice Delivery delays also disrupts planning of your buyer Implement production planning and time management tools to improve punctuality

Buyers expect you to respect (legal) agreements and contracts You are dependent on goodwill of your buyer if you do not Read up on the business culture and etiquette: the UK the Netherlands France Switzerland

Businessculture.org

How to manage client relationships: Be available by phone and have an English speaking person available,

or

preferably French when exporting to France Respond to e-mails and questions within 24 hours Be punctual for meetings Follow-up at all times if you have promised to do so Keep your buyer informed once your hortensia flowers are on their way

to

Europe Contact your buyer after delivery to make sure they are satisfied

Services of Asocolflores

Sponsor plan Representation of members Economics and logistics Sustainability approach (Florverde and Programa Finca Florverde) Environmental management Social responsibility Innovation Centre for Colombian Floriculture Promotion Information services Proflora Value added programmes