Successful Case

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Successful Case

• Partner BIC Euronova, S.A.
• Business

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A SHORT INTRODUCTION OF THE BUSINESS
Our main focus will be ducted air-conditioning
systems because we think this is the most
comprehensive solution for domestic
air-conditioning, as it covers all
air-conditioning requirements with just one unit,
it is the least noisy one and it does not affect
the decoration or the esthetical appearance of
your house. It is also architects preferred
solution as it provides many options of
integration. This is confirmed by the increasing
number of properties with planning for
pre-installed ducts.
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SUBSEQUENT STEPS WHICH ALLOWED THEIR
INTERNATIONALISATION 1
First of all, to understand that internalisation
is a priority and a need to grow. The process
followed by Airzone was - 1998. Creation of
Airzone France with own staff - 1999. Contract
of distribution in Portugal - 2001. Several
contacts in fairs. - 2002. Creation of an
export department - 2002. Creation of a network
of agents in Italy
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SUBSEQUENT STEPS WHICH ALLOWED THEIR
INTERNATIONALISATION 2

• 2002. Creation of an strategic plan for 2002
  2005
• 2002-2004. Contracts of distribution in several
  countries and regions as Morocco, Turkey, Arabian
  Emirats, Túnez. Enlargement of the network of
  agents in Italy
• 2005. Creation of Airzone Italy, Airzone Middle
  East and Airzone USA
• 2005. Contract of distribution in Greece and
  Kuwait

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RESTRAINT AND FACILITATION FACTORS

• Really, we found facilitation factors, were the
  following
• Product. To export, we need to innovate, to add
  something to the local product when is introduced
  in new markets. We got to became leaders in
  European markets with the Zoning Systems
  deviced of innovative actions.
• Motivation. The internalisation is very important
  for our enterprise
• - Weather. Climatic change made that climatic
  culture be changed, so it has became to be as an
  obligation in home and offices.

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OTHER FACILITATION FACTORS

• We had received support from several public
  organisations in Spain to get internalisation,
  information, missions and sectorial plans
• EXTENDA. Is the Public External Promotion Office
  in Andalusia
• ICEX. Is the External Commerce Institut in Spain
• Chambers of Commerce and Industry in Spain

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WHAT IS THE IMPACT ON TERRITORIAL COMPETITIVENESS
We have contributed offering new posibilities and
solutions for air-conditioning in all the markets
in which our product has been introduced as
alternative to other systems of centralized
A/C. We offer new posibilities to get a
temperature for each room or office and to save
until 53 of energy. In local market has become
an ideal product for architecs, engineers,
promotors and installers.
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DID IT ALLOW THEM TO ESTABLISH PARTNERSHIPS OR
CREATE VALUES ADDED?
The enterprise has gotten several agreements of
distribution in European countries - France -
Greece - Portugal - Turkey - Morocco -
Kuwait - Tunez - Etc They are considerated
as partners no as clients.

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PresenterMiguel Ángel Serón RamosBIC
Euronova, S.A.Málaga Spain00 34 951 010
504mseron_at_bic.es