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DOI 10.1108/EEMCS-11-2012-0193 VOL. 3 NO. 1 2013, pp. 1-12, Q Emerald Group Publishing Limited, ISSN 2045-0621 j EMERALD EMERGING MARKETS CASE STUDIES j PAGE 1
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foreign markets is appropriate to lengthen the life expectancy of the product. GIAS’s move to
international markets was first a response to an unexpected excess of production. In the year
1990s the Tunisian government enacted a law to develop food industry, considered at the time
as a strategic sector for the Tunisian economy. The law contributed to the proliferation of
food-investment which led to an excess of offer in front of a quasi-stable demand. There was an
imminent saturation of the Tunisian market. GIAS has already large production capacities and
the need to find alternative markets to liquidate the excess of production was urgent. Libya was
the closest and the easiest alternative market. Libya is a neighboring country to Tunisia. The
Libyan border is 600 km from the Capital Tunis where GIAS has most of its production facilities.
Both countries have stable and strong political and economic relationships; and, in terms of
business, there are almost no cultural or business differences. The two countries share the
Muslim-Arab-Berber roots and the North African geography. All the conditions have been met
to quickly conquer the Libyan market. Using its external network, GIAS could quickly find a
Libyan partner who agreed to be in charge of transporting the products from GIAS production
facilities in Tunis to Libya and retailing them on his own. ‘‘We were pretty lucky to find this
partner’’, says the current export manager. In fact, the demand for pastry ingredients in Libya
especially for margarine – the main product sold at the time by GIAS – was very high with
almost no offer on the market. GIAS’ margarine was like water for the thirsty people. The Libyan
partner was strongly motivated to retail GIAS products and was ready to support all the risks
associated. The experience was fantastic and has had several positive returns on GIAS
financial performance. First, the excess of production could be liquidated and the overall
production capacity even boosted to respond to the high demand from Libya. Second, the
management recognized and tasted the great added-value of export. GIAS management
comes to the conclusion that the firm can do much better internationally and that a special care
has to be given to the development of the firm’s international performance. The last conviction
was reinforced after the participation in food trade fairs and export improvement sessions
organized by the Tunisian agency of export development, a public agency. The international
market, often, offers greatest opportunities than the Tunisian one which remains a small market
with limited rooms for growth. The management decided to be more internationally engaged
and ‘‘going international’’ passes from a simple need to a deliberate strategic choice.
Note: This figure is developed by the author based on the description of GIAS BRASLAM manager
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decisions have to be validated by the sales manager. Exports opportunities were limited and
the role of the export technician was to take care of the contract and the payment. There was
no need for product adaptation or for foreign market analysis. The Libyan market was open
enough to absorb all the production without any adaptation or market prospect.
After coming to the conclusion that GIAS export performance can be remarkably enhanced,
an organizational shift has been made and the export function has been accorded a true
value. A new export department called BRASLAM has been created in 1998 (Figure 2). Two
managers and an assistant form the team, finance and sales managers, assisted by logistics
and operations maintenance assistant. In the beginning there was no logistics manager. It
was perceived too costly to add a third manager to the department. However, through time,
BRASLAM evolved to meet the requirements of the growing export operations. In 2002, there
were three units in the department with one manager on the top of each unit namely finance,
sales and logistics. In mid-2005, BRASLAM becomes an independent entity with
independent management. It has the ultimate mission to maintain and develop current
and future exports of GIAS.
Figure 2 BRASLAM
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Figure 3 Partners by region
Tunisia Syria
Libanon
Morocco Jordan
Kuwait
Algeria Libya
Egypt Bahrain
Saudi
Arabia
Mauritania
Mali Niger
Gambia
Burkina LIBYA AREA
Guinea-Conakry Faso
• Population : 6,423 million
Benin
Ivory Cameroon • GNI per capita : 12,320 $
Coast
• Number of partners : 1
Congo
Equatorial Guinea
Gabon
Madagascar
Note: This figure is conceived by the author based on GIAS foreign sales archive
full of legislative barriers that require enormous paper work which complicate the export
procedure and extend the risk.’’ explains BRASLAM manager.
The selection of the countries usually occurs during international trade fairs. Managers work
to establish contacts with and collect information about various partners. About 60 percent
of GIAS contacts are established via international trade fairs. A screening of all the partners
contacted is done later on by BRASLAM team.
The outbreak of the prospection process can occur also by the choice of GIAS when the
management thinks that there is untapped potential with some countries or some
geographic areas.
Once, the geographic area (the country or several countries) is picked out, GIAS goes over
the screening system. The selection procedure of the foreign market to retain starts first by a
data collection. This requires the travel of a GIAS’s team (the team primarily comprises sales
representatives and marketers) to the selected country for gathering the maximum of
information. The information needed is usually about the competition, the products
commercialized by the rivals, the prices, the quality, the distribution channels used (the type
of distribution channel, the different sales tactics, etc.), and the market (the market size, its
characteristics, its possible evolution, the buying power of the target customers, etc.). The
team prepares a ‘‘pictorial market overview’’ that gives a global idea about the market and its
evolution. Then, the team estimates in terms of revenues and sales the market share of the
product(s) that GIAS wishes to offer to the consumers in that specific market; and to
determine the size, number, and strategies of the national and foreign competitors. These
estimations help GIAS analyzes the market attractiveness and the sector competitiveness of
the target area, and then make decisions about whether or not to expand to that market.
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potential risks associated to regulations, tariffs, payment, transport, buying styles, etc. After
the simulation, the final offering is fixed and the implementation of the export process begins.
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The B2B and the B2C
GIAS has products intended for the professional segment (the B2B range) and other
intended to households (the B2C range).
These two product ranges are not commercialized in an equal manner internationally. The
choice of the product range to develop depends on the foreign market’s characteristics and
on the partner’s profile. In the Middle East for example, GIAS distributes at the same time
B2C and B2B product ranges. The same is true in Libya. As regards the Sub-Saharan and
central African area, it is mostly the B2C range which is commercialized.
If the target market allows the commercialization of both B2B and B2C ranges, the choice of
the product range to offer first will depend largely on the GIAS’s foreign partner. If the partner
has the financial and technical capacities (well developed distribution channel; a diversified
customer portfolios; a reliable logistics base), it will be trusted to commercialize the two
product ranges. If not, GIAS opts for the export of one range or negotiate agreements with
two different partners in the same market; one for B2B and one for B2C. Table I illustrates
GIAS operations in international markets.
Note: This table is conceived by the author based on GIAS foreign sales archive
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remedy, GIAS management opts for the win-win partnerships based on mutual trust. The firm
usually accords a one-year trial period for each new partner. The one-year trial period is
governed by an oral agreement. This kind of arrangement is made mostly with African
markets where the informal agreements are privileged. African investors prefer avoiding
formal contracts in the early stage of the deal. Although it is its wish, GIAS fears losing the
partner and hence the opportunity if it insists on signing a formal contract from the beginning.
The one-year trial period is to build trust necessary to enter the market and then to conquer it.
During the one-year trial period, there is no official contract between GIAS and its partner.
The good will of both parts to establish a win-win exchange after the one-year trial period is
the only warrant. Nonetheless, GIAS fixes several sales objectives to attend within the trial
period; if not met, the relationship can be canceled. ‘‘We want to deliver an assuring
message to our new partners and let them be convinced that we are serious in doing
business with them. You know, it is not always easy to trust an SME from an emerging market
even though it is quite serious in its business operations; hence we begin by sending a
message of trust’’ remarks the founding manager. BRASLAM monitors the new partner
during the trial period and reports to the top management. Sometimes, evidences that the
new partner is not serious enough arise from the first three months but GIAS maintains in all
cases its engagement during the whole one-year trial period. After the trial ends, BRASLAM
assesses the partner performance and if the outcomes are good, the relationship becomes
official and more advantages are given to incite the partner performs better. Moreover, GIAS
accords the exclusive right to retail its products to protect the local interests of the partner
and to anchor mutual trust. The last measure is sometimes broken. Particularly in central and
East African markets, GIAS has difficulties to get accurate and timely feedback and often
does mistakes in selecting the appropriate partner. The issue is that the partner usually did
well during the trial period and once it is granted the right to officially retail GIAS products,
the performance goes down. To dilute the risk of information fuzziness, GIAS usually
establishes links with more than one partner (two in most times). In this case, GIAS adapts its
marketing-mix to protect the interests of both partners. In Congo for instance, GIAS
commercializes the same product (margarine) under two brand names GOLDINA and
LAZIZA, with different packaging, and via two retail partners. ‘‘In Central and East Africa, you
learn as you do business. You should be always ready to cope with sudden changes. The
lack of transparency and information access force GIAS to diversify its partners (not more
than 2 partners). But in all cases we finish by maintaining one of them. The diversification
serves mostly to assess the trustworthiness and the reliability’’ explains BRASLAM manager.
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field data; and Congo where GIAS heavily undertakes promotional campaign and market
research activities, GIAS supports partners and help them grow.
Forecast system
GIAS applies a daily monitoring of the foreign orders through a forecast management system for
each partner. The forecast is based on a historical analysis of previous performances of each
partner while taking into account market vulnerabilities. The variables to be considered are the
annual number of placed orders, the ordered quantities, the frequencies of orders placing, the
average shipping period, etc. Thanks to the forecast system, GIAS has learned to plan a quantity
greater than ordered and the order is usually prepared before the deadline to face hazardous
effects such as strikes. As a consequence, all GIAS retail partners receive their orders in time
and in conformity to their requests. ‘‘GIAS accords a great importance to its image and
reputation overseas, and there are strict and clear instructions from the top management to
avoid non-conform and delayed orders’’ says the export manager. The cooperation in terms of
forecast management with the Egyptian partner went further. The Egyptian retailer uses an
information system that allows instant feedback to GIAS headquarters in Tunisia. This system
enables GIAS Tunisia to instantly monitor the retailing of its products on the Egyptian market.
Packaging
Packaging is made by GIAS. Partners receive packaged products. The packaging is
generally the same for all GIAS products on the various foreign markets. It is prepared by
GIAS Infographics service. The packaging is conceived based on the recommendations of
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the marketing communication service. GIAS applies different languages on all the packaging
to meet linguistic specificities of the foreign markets. However, despite the standardization
trend, minor adaptations of the packaging are sometimes needed in some markets. The need
to introduce adaptation is detected through the market overview and feedbacks from
partners. In this case it is GIAS and not its foreign partner that takes in charge the adaptation
before delivering the order. For instance, the colors of margarine packaging were changed
from the original light yellow and green to dark yellow and black in Congo to better respond to
colors’ preferences of Congolese.
Payment method
Due to the nature of international dealings including factors such as distance, differing laws,
and difficulty in knowing each party personally; the use of letters of credit is the most
frequent. ‘‘There is a substantial risk of non-payment especially with the African partners. We
feel forced to use letter of credits despite their cost’’, remarks the finance manager.
What is next?
‘‘We look at developing our international expansion and exploring new markets’’ remarks the
Keywords: founding manager. Specifically, GIAS is more interested in the Middle East area. The Middle
International marketing, East market is targeted by strong competitors (e.g. Betty Crooker American Group). GIAS
Small to medium-sized should be more innovative. ‘‘We are working to develop a range of products more competitive
enterprises, [. . .] and to come up to the giants.’’ adds the founding manager. GIAS is negotiating a future
Emerging markets, strategic partnership with a food industry leading European group. If concluded, this
Food industry, partnership will enable GIAS to have a wider and more complete product range of a better
International business, image which corresponds more to the expectations of the Middle East consumers. This
Internationalization strategy, partnership is intended particularly to conquer this market via the enhancement of the brand
Tunisia, image and the product range. It allows also a sharing of the international expansion’s initial
Globalization, and subsequent costs especially when knowing that these costs are enormous in the Middle
Win-win partnership East.
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Further reading
Chetty, S. and Campbell-Hunt, C. (2003), ‘‘Paths to internationalisation among small- to medium-sized
firms. A global versus regional approach’’, European Journal of Marketing, Vol. 37 Nos 5/6, pp. 796-820.
Coviello, N.E. and McAuley, A. (1999), ‘‘Internationalisation and the smaller firm: a review of
contemporary empirical research’’, Management International Review, Vol. 39 No. 3, pp. 223-256.
De Clerq, D., Sapienza, H.J. and Crijns, H. (2005), ‘‘The internationalization of small and medium-sized
firms’’, Small Business Economics, Vol. 24 No. 4, pp. 409-419.
GIAS (2012), available at: www.gias-industries.com.tn/ (accessed 30 October 2012).
Laurin, F. and St-Pierre, J. (2011), ‘‘The internationalisation of SMEs and the relationships between
imports and exports’’, paper presented at 2nd International iSME Conference, Bangalore, India.
Ruzzier, M., Hisrich, R.D. and Antoncic, B. (2006), ‘‘SME internationalization research: past, present,
and future’’, Journal of Small Business and Enterprise Development, Vol. 13 No. 4, pp. 476-497.
Sen, A. and Haq, K. (2010), ‘‘Internationalization of SMEs: opportunities and limitations in the age of
globalization’’, The International Business & Economics Research Journal, Vol. 9 No. 5, pp. 135-142.
Wright, M., Westhead, P. and Ucbasaran, D. (2007), ‘‘Internationalization of small and medium-sized
enterprises (SMEs) and international entrepreneurship: a critique and policy implications’’, Regional
Studies, Vol. 41 No. 7, pp. 1013-1030.
Corresponding author
Yamen Koubaa can be contacted at: Yamen.Koubaa@esc-bretagne-brest.com
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