Article

25.11.2020

Not words, but actions: how can you realise your internationl project?

Gaining a foothold in a foreign country is no easy task, and some good advice alone will not suffice. Trade Development at BNP Paribas Fortis is the perfect partner to turn theory into practice!

Many companies want to try their luck outside our borders and gain a foothold in new markets. This is necessary not only to be able to continue to grow, but also to remain competitive. But if you don't know where to start, it's hard to put your money where your mouth is. How do you find the right market? How do you find prospects? How do you prepare the whole operation in all its aspects? What risks do you need to cover? And which partner can you trust? All important questions that can make or break your project. And this is how international ambitions are sometimes left on ice.... 

"We want to help companies achieve their international ambitions", says Rob van Veen, Head of Trade Development at BNP Paribas Fortis.

"We look at the local market into which the company wants to launch and make sure the underlying potential is sufficient." And so, the first step towards success is taken.

WHEN GOOD ADVICE IS NOT ENOUGH...

There's a deep gap between theory and practice that managers do not always dare to cross. It's essential to collect a lot of data and information, but this is certainly not enough. Talk must then be followed by action.  Your growth project's first stone must be laid... preferably with the greatest possible chance of success and as few risks as possible. In such an adventure, (good) guidance is not a superfluous luxury. Even more reason to call on the support of Trade Development: a partner who can assist you with a wide range of solutions and help you establish a long-term strategic vision. In Belgium and beyond. 

"In their project's first phase, companies often find a lot of information and support from the Belgian export promotion agencies", says Rob van Veen.  "But they don't get all the practical answers they need to roll out their activities in a given country."

CHOOSE WISELY!

Given that growth prospects in Belgium are rather limited, companies must therefore look for international growth. But where? This is where the Trade Development team comes in. Your choice of target market is certainly crucial. A vague, poorly thought-out decision can have dramatic consequences: examples of failure abound – partly because companies don't understand the local 'culture'. Companies sometimes gravitate towards exotic markets because others have gone before them. But every international project is unique: does the market fit into your overall strategy? Are you aware of all the challenges that lie ahead (regulatory, commercial, etc.)? 

"Let's take the example of a company that wants to set up in Brazil. Our first question is then: what activities have you already been carrying on in Europe? Might there be new, undiscovered opportunities there? For example, it's much easier for a company to set up in Poland than in Brazil, where taxes on imports are extremely high" , continues Rob van Veen.

HIGHLY NECESSARY 'LOCAL' CONTACT PERSONS 

Your project has taken shape and you've determined your target market. The time has then come for Trade Development to roll out one of its greatest assets: access to a global network of competent and reliable partners.

"We introduce the client to local specialists who can support their project abroad from start to finish. One deals with the roll-out of activities, another specialises in legal and tax issues, and a third takes care of the administrative side of things. We prefer to work with small, local agencies, most of whom are long-term BNPPF network partners", says Rob van Veen.

These contact persons have a perfect knowledge of the national rules and customs and know how to adhere to that specific framework. The company therefore has the great advantage that it can benefit from such a skilled team: a win-win situation. "In addition, our permanent contact persons are evaluated by the client after each project. This way, we can guarantee the quality of our services!" 

BUILDING RELATIONSHIPS: Save TIME AND gain EFFICIENCY

Are you looking for an effective distributor or a reliable representative? An ideal on-site supplier? Do you want to determine these contacts' actual potential or get to know possible new partners? Not easy for a company… 

"Most of them are looking for a white knight. Our trade developers draw up realistic selection criteria in consultation with the client. They carry out a financial analysis of the commercial partners and check their technical baggage and their reputation", explains Rob van Veen.

First, a list of four or five serious and interested candidates is drawn up, and then the contact phase follows. "Our local contact introduces the candidates to the Belgian company to ensure that both parties are interested in a partnership. Once all these issues are clarified, the relationships can be rapidly explored in depth." 

SUCCESS IN THE FIELD

Every target market has its problems and risks: from the language to cultural and commercial differences. Very specific problems that are often difficult to solve from Belgium, especially in the post-COVID-19 era. Hence the importance of being surrounded by specialists who know the country like the back of their hand. Need an example? "To be able to supply retailers in the UK, you often need to be able to invoice at a local level", explains Rob van Veen. "Our trade developer can then act and take care of the local invoicing and accounting on the company's behalf at a fixed and transparent rate for each transaction. This is a simple initial structure that does not require major investments but is very interesting professionally." The client can naturally then seek its own local partner. "That too is a task they can leave to our contact person, who has the necessary experience to do so." Need another example? Russia, where everything takes a huge amount of time... Trade Development's network of experts can also speed things up considerably here and solve problems more quickly. 

 

Ready to try your luck outside our borders with the utmost peace of mind?
Contact us 
Article

26.10.2022

Sustainable Future Forum: Belgium as a hub for green hydrogen and the role of the EU

Belgium has strong assets as an industrial and logistics hub for green hydrogen in Western Europe. Entrepreneurs, bankers and the European Union discuss the challenges and opportunities.

At the global BNP Paribas Sustainable Future Forum on 18 October 2022, held at the auditorium of BNP Paribas Fortis' new Brussels headquarters, 5 experts discussed the European Union's contribution to the full roll-out of green hydrogen. Belgium’s strategic role as an industrial hydrogen hub for Western Europe also emerged in the debate.

Hydrogen, a link in the decarbonisation of the economy

Green hydrogen is produced by electrolysis of water with renewable energy. The EU considers green hydrogen as a key lever to providing clean, affordable and safe energy in the transition to a lower CO2-emitting economy. Harnessing the potential of sustainable H2 is both promising and complex. Nevertheless, with the situation in Ukraine, high inflation and the energy crisis, we have a momentum we can use to accelerate that transition.

The role of the EU: co-regulating and co-financing

Europe supports the roll-out of green hydrogen mainly in two areas. First of all, the European Union is working on clear market and industry regulation. For example, sustainability quotas for transport and industry can boost the market. In addition, legal certainty is very important to attracting private investors to urgently build out many high-tech infrastructures.

The EU taking the lead with concrete actions and project financing. This does not detract from the fact that around 40% of private investment is required. These funds should be relatively easy to access, as they are actually small amounts compared to the current investments in conventional fuels. Companies such as Engie and DEME are already financing large projects and are prepared to do even more if a long-term perspective is available. Sufficient incentive is required so that demand also increases on the user side, too. Achieving all goals requires cooperation between all stakeholders, both inside and outside the Union.

Belgium's assets as a hub for sustainable molecules

In Europe, we remain dependent on countries that can produce sustainable hydrogen cheaply. It is therefore of strategic importance to diversify the supply of hydrogen and other sustainable molecules. Belgium has many assets for import and export, storage and processing of green hydrogen as a hub for Western Europe.

Belgium is centrally located in a stable region and has large ports serving the hinterland. In addition, our country already has a strong CO2 and H2 network and benefits from offshore capacity with its location in the North Sea.

Hydrogen infrastructure financing

For the financing of hydrogen, we can draw a strong parallel with the early years of offshore wind power. At that time, we also had a lot of questions, but today the framework for wind power is clear. Hydrogen will go through the same evolution. As soon as there is a level playing field, investments will follow. To this end, BNP Paribas Fortis can offer well-known financial products.

Speakers

The five speakers represent the European Commission, science, an H2 producer from the maritime sector, the energy industry and finance.

Carla Benauges
Hydrogen and Innovation Policy Officer at the EU Commission (DG CLIMA: Directorate-General for Climate Action)

Christa Sys
Professor at University of Antwerp & holder BNP Paribas Fortis Chair Transport, Logistics and Ports

Herbert Jost
General Manager Hydrogen at DEME (dredging, land reclamation, offshore energy)

Eric Gosseye
Solutions and Partnerships Manager at ENGIE

Hendrik Deboutte
Energy, Resources and Infrastructure at BNP Paribas Fortis

Article

20.10.2022

CO2 Value fully commits to a carbon-free economy

From sustainable footpaths to fashionable dress to sophisticated e-fuel. At their annual meeting, CO2 Value, a partner organisation of BNP Paribas Fortis, illustrated very concretely how carbon capture and utilisation can help defossilise the economy.

It’s simple, in fact. Forests and oceans can absorb CO2 that is released. But fossil fuel combustion, industry and land use create so much CO2 that nature can no longer handle that absorption. The result is global warming. So we need to reduce CO2 emissions and use more renewable energy. That solution is unfortunately less straightforward in practice, although there are already many promising technologies to accelerate decarbonisation. And that is exactly what CO2 Value Europe is working towards.

Circular carbon economy

CO2 Value Europe, a partner organisation of BNP Paribas Fortis, is an inter-professional organisation representing the Carbon Capture & Utilisation (CCU) community in Europe. It strives for a circular carbon economy. It seeks alternative ways and technologies to capture CO2 and then recycle it into usable sustainable raw materials for fuels, chemicals and building materials, among others.

Crash course in CCU

The audience at this year's sixth edition of CO2 Value's annual meeting was just a little more diverse than usual. Besides members, interested companies and clients of BNP Paribas Fortis were also able to attend the meeting. And they did so in large numbers. Carbon capture and utilisation is a hot topic. A lot of companies are facing a sustainable transition and want to decarbonise. Attendees were given a crash course in 'What is CCU?', but it was mainly the concrete applications that really appealed.

Sustainable footpath

VITO, a Flemish independent research organisation in the field of cleantech and sustainable development, gave an example of how CO2 mineralisation can make the construction sector more sustainable. This technology not only leads to lower CO2 emissions, but permanently stores carbon dioxide in valuable products such as bricks and many other building materials. In Ghent, for example, there is already a footpath made of sustainable bricks.

Dress to impress

CCU can also make a difference in the fashion sector, LanzaTech proves. They convert carbon waste into sustainable fuels, fabrics, packaging and other products that people use in their daily lives. One of these is a synthetic fibre to make clothes that are sustainable without sacrificing anything in terms of comfort or style.

E-methane

Fossil fuels remain a major source of CO2. With the Colombus project, Engie, Carmeuse and John Cockerill are joining forces. They are developing an alternative fuel that will help decarbonise industry and the transport sector. CO2 released during lime production is captured by Carmeuse and then combined with green hydrogen from Engie. Based on this, John Cockerill produces carbon-neutral synthetic methane or e-methane via electrolysis as an alternative to fossil fuels. This is a great example of a circular carbon economy.

Sustainable partnership

As a partner from the very beginning, BNP Paribas Fortis is 100% behind CO2 Value's mission. Sustainability is in the bank's DNA, so we certainly encourage a new circular and industrial value chain. As a banker, we take our responsibility seriously and are happy to help develop innovative solutions that make our economy more resilient and sustainable.

Want to know more? Visit the CO2 Value Europe website.

Article

13.10.2022

Sylphar, Lansweeper and Qover win Private Equity Awards in 2022

On 12 October, our bank and the Belgian Venture Capital & Private Equity Association put the winning companies in the spotlight. With the support of Private Equity, all three completed a remarkable growth track.

The winners of the 2022 Private Equity Awards have been announced. It was the fifth time that BNP Paribas Fortis organised this event together with the Belgian Venture Capital & Private Equity Association (BVA). In addition to rewarding Belgian growth companies, this is also a good opportunity to highlight the added value of venture capital for start-up, fast-growing and mature companies.

And the winners are...

The three winners were selected from nine nominees in three categories: Venture capital, Growth, and Buy-out company of the year.

Qover was voted 'Venture Company of the Year'. This award was created for young companies that develop and market an innovative product or service with the support of a venture capital investor.

Qover enables any digital company to embed insurance in its value proposition. The company has built a tech platform that can launch any insurance product in any market, language and currency in a matter of days. The company is ready to scale up internationally and was praised for its innovative and disruptive business model.

Lansweeper was named 'Growth Company of the Year'. This category is for companies that have significantly expanded their activities through organic growth or acquisitions. They bring a financial partner on board who does not want control.

Lansweeper is an IT Asset Management platform provider that helps companies better understand, protect, and centrally manage their IT devices and network. The company has developed a software platform that can be used to create an inventory of all types of technology assets, installed software, and users. Besides setting an excellent financial track record, the company succeeded in gaining a solid foothold internationally.

Sylphar was the winner in the 'Buy-out Company of the Year' category. These are companies that achieve growth through involved management with the backing of a private equity investor with a controlling interest.

Sylphar develops and packages innovative and consumer-friendly OTC products worldwide. OTC products are medicines that are sold directly to the consumer without requirinng a doctor's prescription. Examples include tooth whitening products and skin, hair and body care products. Their spectacular digital transformation of the sales process, strong international expansion, and rapid product development were decisive factors.

"As a financial instrument, private equity is perfectly suited for boosting innovation and sustainable growth. The three winners have all proven this", says Raf Moons, Head of BNP Paribas Fortis Private Equity.

Find out more about Private Equity at BNP Paribas Fortis.

Source: press release

Article

22.09.2022

Who will win a Private Equity Award this year?

The Private Equity Awards will be presented on 12 October 2022. We are organising this event for the fifth time, together with the Belgian Venture Capital & Private Equity Association (BVA). Check out this year’s nine nominees.

The Private Equity Awards reward Belgian companies that have received support from a private equity or venture capital investor for their growth and development. This is the fifth time that the Belgian Venture Capital & Private Equity Association (BVA) and BNP Paribas Fortis are organising this prestigious award ceremony.

The nine finalists were nominated based on criteria such as sustainable growth, authentic leadership, and active ownership. They are divided into three award categories: Venture capital, Growth, and Buy-out company of the year.

Venture company of the year:

These are young companies that develop and market an innovative product or service with the support of a venture capital investor.
  • Aerospacelab
    Aerospacelab is an innovative scale-up specialising in satellite platforms and information obtained from geospatial technology. The company designs, manufactures and operates a constellation of satellites for remote sensing, collecting useful information.
  • Precirix
    Precirix is a biopharmaceutical company and a spin-off of the VUB. It is dedicated to extending and improving the lives of cancer patients by designing and developing precision radiopharmaceuticals.
  • Qover
    Qover enables any digital company to embed insurance in its value proposition. The company has built a tech platform that can launch any insurance product in any market, language and currency in days.

Growth company of the year:

These are companies that have significantly expanded their activities through organic growth or acquisitions. They bring a financial partner on board who does not want control.
  • Efficy
    Efficy has developed a complete and highly customisable SaaS (Software as a Service) CRM (Customer Relationship Management) solution. The company wants to become five times bigger, increasing its market share to 5% of the independent CRM market in Europe, within five years.
  • Fedrus International
    Fedrus International is an international building materials group that manufactures and distributes roof and façade materials and services with a focus on EPDM rubber and zinc. The company wants to become the preferred partner of building professionals, with high quality standards and a great sense of innovation.
  • Lansweeper
    Lansweeper is an IT Asset Management platform provider that helps companies better understand, protect, and centrally manage their IT devices and network. The company has developed a software platform that can be used to create an inventory of all types of technology assets, installed software and users.

Buy-out company of the year:

These companies achieve growth through management ownership and with the support of a private equity investor with a controlling interest.
  • Baobab Collection
    Baobab Collection sells diffusers and candles made from hand-blown glass or metal clad with precious leather. The Belgian brand remains true to its values of craftsmanship and excellence by supporting European expertise and craftsmen.
  • Sylphar
    Sylphar develops and markets innovative and consumer-friendly OTC products worldwide. OTC products are medicines that are sold directly to the consumer without requiring a doctor's prescription. Examples include tooth whitening products and skin, hair and body care products.
  • House of HR
    House of HR is a leading European HR service provider focusing on Specialised Talent Solutions and Engineering & Consulting. Their goal is to connect people’s talents and dreams with successful companies.

Drive innovation and sustainable growth

"Private equity is a financial instrument that is perfectly suited to boost innovation and sustainable growth. The result is strong growth. But private equity involves after all so much more than just raising capital. Venture capital investors also share their knowledge and network, opening many doors. All the nominees have a solid track record and are all in with a chance to win. I am very curious to see which companies will take home an award", says Raf Moons, Head of BNP Paribas Fortis Private Equity.

Find out more about Private Equity at BNP Paribas Fortis.

Source: Press release BVA

Discover More

Contact
Close

Contact

We would like you to answer a few questions. This will help us answer your request faster and in a more appropriate manner. Thank you in advance.

You are self-employed, exercise a liberal profession, are starting up or managing a smaller local company. Then visit our website for professionals.

You are an individual? Then visit our website for individuals .

Is your company/organisation client at BNP Paribas Fortis?

My organisation is being served by a Relationship Manager :

Your message

Type the code shown in the image:

captcha
Check
The Bank processes your personal data in accordance with the terms of the Privacy Notice of BNP Paribas Fortis SA/NV.

Thank you

Your message has been sent.

We will respond as soon as possible.

Back to the current page›
Top