Case study Peru: targeting investment in agribusiness

Tamaño: px

Comenzar la demostración a partir de la página:

Download "Case study Peru: targeting investment in agribusiness"

Mariano Castellanos Nieto
hace 8 años
Vistas:

1 GOBIERNO DE ESPAÑA Sistema Económico Latinoamericano y del Caribe Latin American and Caribbean Economic System Sistema Econômico Latino-Americano e do Caribe Système Economique Latinoaméricain et Caribéen Case study Peru: targeting investment in agribusiness Taller de la Promoción de Inversiones para el Desarrollo Económico y Social de América Latina y el Caribe Caracas, Venezuela 4 al 7 de noviembre de 2008 SP/-TPIDESALC/Di N 14-08

study Peru: targeting investment in agribusiness Taller de la Promoción de Inversiones para el Desarrollo

2 Copyright SELA, October All rights reserved. Printed in the Permanent Secretariat of SELA, Caracas, Venezuela. The Press and Publications Department of the Permanent Secretariat of SELA must authorise reproduction of this document, whether totally or partially, through The Member States and their government institutions may reproduce this document without prior authorisation, provided that the source is mentioned and the Secretariat is aware of said reproduction.

whether totally or partially, through sela@sela.org.

3 Identifying target subsectors, and how to select and approach potential investors: the case of Peru «Investment Promotion for Economic and Social Development» Caracas, SELA, 4-8 November 2008

4 Phase 1: Broad Sector Screen Peru s Investment Policy Review Study on FDI promotion at the regional level in Peru Training workshops with outputs such as work plans, including national and international networking Export and competitiveness studies carried out by different public and private organizations

as work plans, including national and international networking Export and

5 Phase 2: Narrow Sector Screen Identified non-traditional agricultural exports. Given the success of the Asparagus, other similar products were identified: Paprika, Artichoke, Piquillo Pepper, Mango, Citrus fruits, Avocado Selected 3 products to start with: Paprika, Artichoke and Piquillo Pepper (food processingmore value added) Evaluated the national strengths & regional competitors Identify main export market: USA and Europe Identify main competing exporters

Mango, Citrus fruits, Avocado Selected 3 products to start with: Paprika, Artichoke and Piquillo Pepper (food

6 Phase 3: Broad Company/Nation Screen Screened the 3 products against other probable country competitors Reviewed TNCs in priority products in those host nations Determined that Spain was a major target country Identified an international event in which participate: Alimentaria Barcelona 2006 Hire a Spanish expert to select and contact companies to visit during the fair: prepare agenda

major target country Identified an international event in which participate: Alimentaria Barcelona

7 Phase 4: Confirmation of Targeting Priorities IPA and Government committed to: 3 products Spain as FDI source prime candidate TNCs/investors Prepare the promotional material: brochures, video, ppts, investment guide, etc Inter-institutional cooperation: Ministry of Economy, Proinversion, PromPeru, Andean Community Secretariat, local consulting firms, local private sector

brochures, video, ppts, investment guide, etc Inter-institutional cooperation: Ministry of

8 Phase 5: Developing the Project Position Prepare specific information on each product Product X to serve market Y: i.e. Peruvian products competitiveness to serve USA and European markets Researched and produced project concepts for target companies: paprika oleoresin, brine artichoke and piquillo pepper. Doing Business in Peru

ve market Y: i.e. Peruvian products competitiveness to serve USA and European

9 Phase 6: Reconfirmation of Target TNCs Government, IPA and reviewed projects and targets Continuous review of target TNCs with the help of an international expert e.g. visit their Websites Confirmed primary TNC targeting list (provided by international expert previous to the int l fair) You are now ready to approach the investor

e.g. visit their Websites Confirmed primary TNC targeting list (provided by

10 Summary of Key Points 1. Broad Sector Screen. 6 priority products 2. Narrow Sector Screen 3 target products 3. Broad Company/Nation Screen target TNCs 4. Confirmation of targeting priorities 5. Develop the project proposition & prospectus 6. Reconfirmation of targets TNCs

. 20-30 target TNCs 4. Confirmation of targeting priorities 5.

11 Phase 7: Corporate Appraisal & Screening Empresa: Superextractos Phase 8: Identification of Key Executives Tel: Sector/actividad: Especias, extractos Persona de contacto: Antonio García Fax: Localidad: Murcia Web: Con unas ventas de más de 2 millones de euros, la empresa Superextractos es una de las más modernas en Cabezo de Torres, población murciana cuna de las especias y el pimentón. Fundada en 1989, han desarrollado una tecnología de extracción con fluidos supercítricos/subcítricos y los han aplicado a la extracción de productos naturales utilizados frecuentemente en la industria farmacéutica y alimenticia. La empresa se ha centrado en el desarrollo del extracto, rico en carotenoides, procedente del pimentón. Su oleorresina pasa fuertes controles de calidad. Gracias a la inversión en investigación y desarrollo de la empresa, han desarrollado una tecnología que les permite conseguir una producción diaria de 600 Kg. de oleorresina de pimentón. La empresa está interesada en instalar una planta en Perú con ayuda local. No va a exponer en Alimentaria y tampoco tenía pensado asistir, pero viajará a Barcelona para encontrarse con Proinversión e iniciar el proceso. NOTAS DE LA REUNIÓN Es una empresa potencialmente inversora. Manifiesta que les gustaría implantarse en el Perú por medio de una planta de fabricación. La inversión podría rondar los 5 millones de dólares y tendrían unas necesidades de terreno de m2 (1 Ha)..

es Con unas ventas de más de 2 millones de euros, la empresa Superextractos es una de las más modernas en Cabezo de Torres, población murciana cuna de las especias y el pimentón.

12 Phase 9: Corporate Contact/Negotiations Organized presence in the Feria Alimentaria Barcelona, 2006 Prepared staff and material: first impressions count! Shared stand with PromPeru, exhibit together with Peruvian companies, show the video, etc. Focused on learning more about the TNC, its plans & perceptions of Peru Diplomatically introduced possible project opportunity: no hard sell Listened carefully to the TNC s reaction & adjust project accordingly Followed-up meetings very closely

Shared stand with PromPeru, exhibit together with Peruvian companies, show the video, etc.

13 PRELIMINARY RESULTS 5 Companies announced investments equivalent to $10 million 14 June 2007, one company started a $1.5 million operation to produce brine artichoke for the USA and Spanish markets Local partner 180 jobs per 8 hour shift 200 day labourers per season (indirect jobs ) Local producers farmers The investment promotion agency continues close follow up and assistance to potential investors Other products and activities have been incorporated

hour shift 200 day labourers per season (indirect jobs ) Local producers farmers The investment promotion agency

14 PRELIMINARY RESULTS Investor Targeting works but it is not magic Inter-institutional cooperation is fundamental Time and good research skills, too Experts from the target country are instrumental Follow up to meetings and business leads are determinant

good research skills, too Experts from the target country are

Documentos relacionados

Cooperation for Micro, Small and Medium-Sized Enterprises in LAC

Cooperation for Micro, Small and Medium-Sized Enterprises in LAC Government of Suriname Sistema Económico Latinoamericano y del Caribe Latin American and Caribbean Economic System Sistema Econômico Latino-Americano e do Caribe Système Economique Latinoaméricain et Caribéen