1. CBI - Ministry of Foreign Affairs CBI Centre For the Promotion of Imports from developing countries Industrial Expro Seminar Industrial Expro Seminar The Hague The Hague November 2013 November 2013 By: Jan Oude Elferink By: Jan Oude Elferink JOE (Global)Automotive Support B.V. JOE (Global)Automotive Support B.V. 28-11-2015

2. FUTURE TECH. DEVELOPMENTS By: Jan Oude Elferink JOE (Global)Automotive Support B.V. 28-11-2015

3. Trends (Source:CBI Market Trend Mapping for Automotive) 28-11-2015

4. Resumé from some trends  Increasing innovation  Innovative lightweight and sustainable materials  Pressure on carbon-free vehicles  Shorter product cycles, more varied and customised offering 28-11-2015

5. Assignment (10 minutes) Do these trends have an impact/consequences on your organisation? If yes, please list which ones and what actions do you have to take? 28-11-2015

6. EU TECHNICAL STANDARDS & NORMS By: Jan Oude Elferink JOE (Global)Automotive Support B.V. 28-11-2015

7. Basic Standards/Norms  ISO 9001  ISO TS 16949 28-11-2015

8. Additional Standards/Norms REACH (Registration, Evaluation, Authorisation and Restriction of Chemical Substances) EC regulation 1907/2006, see also EU REACH website Click: www.cbi.euwww.cbi.eu Type search word “Reach” Buyer Requirements 28-11-2015

9. Additional Standards/Norms Product Liability Emission Values CE Marking ILO (International Labor Organisation) SA 8000 Safety requirements (if applicable) Environmental ISO 14001 Social Requirements OHSAS 18001 Last but not least; Specific buyer requirements (vary from company to company) 28-11-2015

10. Assignment (10 minutes)  Click www.cbi.euwww.cbi.eu  Go to market intelligence  Select: Automotive Sector  Click Module Buyer requirements Which requirements are applicable for your organisation and product, select the 3 most important ones and present them to the group. 28-11-2015

11. Inside the buyers brain 28-11-2015

12. Random overview of important buyer considerations  Political and economic stability  Eager to benefit from favourable government policies  Expect a functioning infrastructure  Availability raw materials  Expect detailed knowledge from their vendors (regulations, marketinfo)  Innovative companies have always preference  Financial strength  Reliable (quality, del.times, pricing)  English communication skills. For more details: Click module “Inside the buyers brain” and download “CBI Buyer’s Black Box” 28-11-2015

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