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

Business culture

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

Business culture

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