Successful Case Partner: BIC Euronova, S.A. Business:

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.

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: Creation of Airzone France with own staff Contract of distribution in Portugal Several contacts in fairs Creation of an export department Creation of a network of agents in Italy

SUBSEQUENT STEPS WHICH ALLOWED THEIR INTERNATIONALISATION Creation of an strategic plan for 2002 – Contracts of distribution in several countries and regions as Morocco, Turkey, Arabian Emirats, Túnez. Enlargement of the network of agents in Italy Creation of Airzone Italy, Airzone Middle East and Airzone USA Contract of distribution in Greece and Kuwait

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.

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

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.

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.

Presenter: Miguel Ángel Serón Ramos BIC Euronova, S.A. Málaga – Spain