Automatismos Lorenzo in Murcia, south-east Spain, makes additive dispensers used in concrete production plants. It was looking for partners to market its products outside Spain and turned to the Network’s Instituto de Fomento de la Región de Murcia. The Enterprise Europe Network helps companies find competent and trustworthy partners in other countries from its business database containing thousands of profiles.
The database featured the profile of a Russian company that supplies imported equipment and spare parts to industry. “We couldn’t have done this alone,” says Jose Antonio Lorenzo of Automatismos Lorenzo. “I don’t speak Russian and if I had looked for a Russian partner by browsing the internet, I would have given up very soon.”
The Network’s Russian Agency for Small and Medium Business Support rapidly stepped in when they heard from the Spaniards. “We play a key role in Russia where support for SMEs is quite recent,” says regional projects coordinator Artur Pozniakov, whose job is to find partners for Russian SMEs in Russia and abroad. He brought together Lorenzo and Mihkail Dobroskokin of Promservice, a company based in Voronezh in Western Russia.
After exchanging emails, the two men met in Voronezh. The contract was signed and Russian staff were invited to Spain to see on-site applications. Dobroskokin was impressed by the quality of the Spanish material and Lorenzo was delighted to break into the Russian market. “We’ve found a partner in a key market for us,” he says.