1. International Export Interview
Gilles Lemonnyer:
State Agent – Xerox
Claire Champenois, Robin Guetta, Victor Vatus, Dichen Liu

2. Gilles Lemonnyer CORPORATE EXPERIENCE:
October May 1976 : Gilles Lemonnyer began his career as a Commercial Attaché in Aden French Embassy (South Yemen -). 
He worked for Rank Xerox for more than 13 years. He held several positions within the company in France (Product Manager, Marketing Director, National Key Accounts Director…) and abroad (Operational Sales Director for Central and Western Africa).
Radius France, the European branch of a Californian high-tech company, manufacturing and distributing Mac and PC graphic interface, as a General Manager for 4 years.
In 1994, he co-founded his own company, After Paris, independent company for training and coaching unemployed people, managers and sales forces.
In 1997, he founded and run Info Finance, a provider of fiscal and real estate services .
Since November 2002, he is totally dedicated to consulting, training and coaching to sales forces and managers in various fields of industry and services international companies.

3. Introduction of Xerox Founded in 1906
Fortune 500 global document management company 
Operation: manufacture and sell
Products: color / black-and-white printers, multifunction systems, photo copiers, digital production printing presses, related consulting services and supplies.

4. Revenue: US$17.6 billion (2008)
Employees: 130, (2010)
Website:

5. Missions: french ambassy
contact nationalized companies that centralized foreign trade
select exporting companies in France
Create link between french companies and yemenese buyers
Take care about the local activity

6. Missions: Xerox Head office in Abidjan, Ivory Coast
Machines manufactured in France, UK and Holland and exported to Ivory Coast, then reexported to all of the 21 countries.
Open an indirect distribution network in 21 countries in western and central Africa.
Margins are mainly made in Europe
Tax when importing is 100% in all Africa.

7. Xerox (next) Transportation by boat and 20% by plane, when emergency.
In charge of the bill of lading and of the customs clearance
Insurance: CIF paid and then rebilled to the purchasor (insurance price included in the final bill)
SCAC, Kuhne and Nagel

8. How to find distributors?
US aid
Ask for a list of potential distributor
Going to the main cities and visit the distributors of motocycles and printing companies
Similar sales network + skills in technical after sales to repair them

9. Follow Up 2 to 3 months: to open the distribution point train the team
to sell it a stock
help start selling

10. “Always be careful” Interesting story about un-payment issues
He sold 150 printers to another agent
He has never been paid
The man went out with the money his company gave him
This deal would have represented 60% of his yearly objectives
Morality: your trust in someone increases with the good deal you have with him, but you never know how the counter part is going to behave

11. Avoid payment issues No money, no delivery
Payment has to be done before shipping
Use Letter of Credit
When different currencies, ask for $US

12. Transport issues Nowadays, the COFAS is very strict
It avoids lot of problems
He reexported unchecked materials to Cameroun
Lot of faultly machines arrived to his customers, whom yeld at him
In the airport, to check the transfer process, he saw that the loeads were droped from the plane to tractor’s tires
The insurance handled the problem

13. Corruption… Very frequent, not only in Africa Helps to get good deals
An important part of the whole process, even for customs
Companies are aware of this “under-table” business

14. Economic crisis Was selling steal in Poland Orders decrease by 30%
Needed to renegotiate the terms of the contract
Increase presence in less implicated countries such as Sweden, Italy and new
Less implicated countries: Sweden, Italy...
New open countries: Estonia, Ukraine…

15. Cultural aspects
Saoudians, palestinians, lybians… use to work in airport
In African and Arabic countries, negotiating time is multiplied by 5
Time has not the same meaning
Take precautions when time is never respected  Put in place replacement process

16. Questions?