Exports: a growing market

Production and sales by Spanish companies dedicated to accessories, components, and tools for machine tools have grown continuously over the past five years. According to the latest data from the AMT, sales in 2008 reached €330 million, nearly half of that derived from sales abroad.

Germany, Italy, and France are the top destinations for sector exports, representing more than half of all foreign sales. “Our top market is Europe,” says Cenarruzabeitia of Fresmak. “Most of our sales go to Germany, although the French market is important, as are Austria and the Czech Republic.”

“Sixty percent of [Neco] sales are in foreign markets, especially in the automotive, aeronautics, wind energy generation, construction, rail, and naval sectors,” explains Esnaola. And Korta’s CEO Andoitz Korta says 80 percent of their products are exported to Europe, the Americas, and Asia.

According to Zuazuola, commercial director of Goizper, “The key markets are those in which they develop not only machine tools, but also other industrial processes.”

In recent years, the Chinese market has become increasingly important for companies in the sector, as the country’s economic development has caused the flow of exports to increase at a dizzying rate. “China has become the fourth largest consumer of our exports, behind Germany, Italy, and France,” says Fernández.

Spanish companies were initially distrustful of China as a potential competitor. But today, China is the third largest country in terms of production. As the leading consumer of machine tools, it also needs to look abroad for suppliers. “China is a real market opportunity for us. When they need low-cost machine tools, they turn to internal vendors, but if they need cutting-edge technology, they turn to us,” says Fernández.

Until recently, most companies in this sector were exporters who relied on third parties to navigate foreign markets. In the past three years, however, companies have taken a strategic approach to foreign sales. An increasing number of companies have established commercial offices and even production plants abroad: Goizper has installed facilities in China; Korta has a presence in India; Idures, Madaula and Cabré are working in Brazil; Cometel and Urgeles Diamant have expanded into Mexico; and Fresmak has offices in the United States.

Article published in May 2010
Carmelo Hermoso de Mendoza Blanco

Exports: a growing market

Production and sales by Spanish companies dedicated to accessories, components, and tools for machine tools have grown continuously over the past five years. According to the latest data from the AMT, sales in 2008 reached €330 million, nearly half of that derived from sales abroad.

Germany, Italy, and France are the top destinations for sector exports, representing more than half of all foreign sales. “Our top market is Europe,” says Cenarruzabeitia of Fresmak. “Most of our sales go to Germany, although the French market is important, as are Austria and the Czech Republic.”

“Sixty percent of [Neco] sales are in foreign markets, especially in the automotive, aeronautics, wind energy generation, construction, rail, and naval sectors,” explains Esnaola. And Korta’s CEO Andoitz Korta says 80 percent of their products are exported to Europe, the Americas, and Asia.

According to Zuazuola, commercial director of Goizper, “The key markets are those in which they develop not only machine tools, but also other industrial processes.”

In recent years, the Chinese market has become increasingly important for companies in the sector, as the country’s economic development has caused the flow of exports to increase at a dizzying rate. “China has become the fourth largest consumer of our exports, behind Germany, Italy, and France,” says Fernández.

Spanish companies were initially distrustful of China as a potential competitor. But today, China is the third largest country in terms of production. As the leading consumer of machine tools, it also needs to look abroad for suppliers. “China is a real market opportunity for us. When they need low-cost machine tools, they turn to internal vendors, but if they need cutting-edge technology, they turn to us,” says Fernández.

Until recently, most companies in this sector were exporters who relied on third parties to navigate foreign markets. In the past three years, however, companies have taken a strategic approach to foreign sales. An increasing number of companies have established commercial offices and even production plants abroad: Goizper has installed facilities in China; Korta has a presence in India; Idures, Madaula and Cabré are working in Brazil; Cometel and Urgeles Diamant have expanded into Mexico; and Fresmak has offices in the United States.

Article published in May 2010
Carmelo Hermoso de Mendoza Blanco