During the recent IMARC 2019, an international conference bringing together world leaders from the mining industry to discuss technology, finance and the future, Vantaz Group not only participated in an international forum on the industry in Latin America, but also led and coordinated an intense agenda of meetings for a delegation of Chilean suppliers aimed at supporting their internationalisation processes.
“The Australian industry has very high standards and is extremely competitive. It is very attractive, but also very demanding”, commented Mauro Mezzano, partner of Vantaz Group. He participated in a panel discussion together with the President of the Colombian Mining Association, Jan Camilo Nariño, the Manager of Business and Investment for the Government of Victoria, Pablo Schatz, and the Executive Director of Austmine, Christine Gibbs.
What was the trade mission that you led for a Chilean delegation?
ProChile asked us to organise, in parallel with IMARC, an agenda of meetings for seven Chilean companies with Australian suppliers similar to themselves and one-to-one meetings with potential Australian partners, in order to support their internationalisation process.
What can you highlight for us from this experience?
This is the fourth trade mission that we have made to Australia, where we have already taken around 50 companies. We managed to organise very good meetings with reputed companies in the Australian mining industry; they showed great interest in what the Chilean companies are doing.
What is Chile like compared to Australia?
In Chile we are doing things well, but without doubt the Australians have an advantage. They have more international experience, a bigger market and more chances of scaling up. We have good suppliers and technology, but we still need to be bolder about going out into the world.
What is the main challenge for a Chilean company wanting to grow abroad?
The company needs to believe that it can do it. There are four keys to entering the Australian market: a well differentiated product; a strategic plan containing a detailed study of pricing and costs; a partner who shares the same values and who has an established local network; and finally, leaders and/or owners who get involved in the process.
Leading the way in international markets
For the National Director of ProChile, Carolina Vásquez, the aim of this initiative is to support Chilean companies, helping them position themselves. “Suppliers in the mining industry are characterised by offering highly competitive solutions, something that is widely appreciated in a market like the one in Australia. We hope that the relationships established as part of this trade event prosper and turn into new and better business for our companies, and ultimately more development for Chile.”
The Director of Tectramin, Hrvoj Hrzic, added: “This gave us the opportunity to get to know the market better and to understand how to do business in Australia, how to get set up, how to look for a partner, how to deal with the tax and legal systems, and what support systems exist for the mining supplier from overseas. It also gave us the opportunity to broaden our network of contacts with other mining companies. In summary it has been a way to open up new business possibilities.”
For his part, the Manager of the Alta Ley Corporation, Jonathan Castillo, praised the design of the mission agenda: “As companies we could take advantage of a wide network of contacts and many opportunities to ask questions. This helped us to take a more rapid decision to expand internationally, to plan the task, and to put the operation into practice.”