The flowerpot of mint which they took with them to their first office on the Andalucía Technology Park (PTA) proved to be a good luck charm. A year ago Yerbabuena Software became the first Malaga company to open its own office in Silicon Valley and the results could not be better, not only for the sales which have been generated by the branch in California but also for the consequences that its involvement in the Mecca of technology has had on the company's image. Its commercial director, Rubén Lirio, says it is absolutely clear that internationalisation is fundamental to survive the crisis.

He isn't alone in thinking so. More and more companies in Malaga province are looking abroad in search of new markets. The difficult economic situation in this country has provided the stimulus that some companies needed to set up in other countries and at least fifty are involved in business outside Spain or are on the point of becoming so. A total of 38 have used the services of the Extenda Agency for Exterior Promotion and a further 12 are expected to do so in the near future. Extenda's director, Teresa Sáez, says that each year more companies are interested in exporting their products or opening branches in other countries.

When Extenda began operating in 2005 it helped four companies to set up abroad. Since the start of the crisis this number has multiplied fourfold, from 13 in 2007 to 50 at present, of whom 12 are still finalising the process.

Good results

This process of internationalisation is strongly linked to the crisis, says Teresa Sáez, and this is demonstrated by the fact that “some companies have decided to go abroad specifically because of the fall in the national market”. The positive experiences of those who have taken the plunge are an additional factor in encouraging others. The Almeida Viajes group opened its first franchise outside Spain in Portugal in 2007 and now has about 400 agencies, of which 130 are abroad, including Mexico and Brazil as well as Portugal. It is planning further expansion and considering other Latin American countries and Morocco. “In the long term we would like to launch ourselves in the Chinese and American markets” explains the company's founder, Inmaculada Almeida, adding that “the world crisis is not affecting other countries to such an extent, such as Brazil which is in full economic growth.”

Preferred destinations

The Sando construction company has also found the outside world an antidote to the poisonous effects of the crisis, which has almost completely destroyed the sector in Malaga province. Since 2005 the company has opened offices in Poland, Colombia and Morocco. The AT4 Wireless technical company, Baltus Collection (furniture design and manufacture), Asenjo architectural and town planning studio, Acristalia, the Mayoral and Charanga textile companies and Aertec (aeronautical engineering and consultation) are other companies which decided to look abroad. Teresa Saéz, however, says there are opportunities in any country,

Morocco, Poland, Brazil, Mexico, France, Slovakia and Rumania are the favourite destinations for Malaga business owners. Teresa points out that for companies who are worried about the financial aspect of such a move, money need not be an obstacle because grants are available and some projects do not demand a great deal of investment.

The growing interest and the economic situation have obliged Extenda to adapt its programmes, including more economic assistance and assessment and in 2012 it is opening an office to deal solely with easing the internationalisation process.

International

Exporters grow by 40% in five years

M. Á. González

Exports by companies in Malaga rose to a record 1,307 million euros in 2010 and for 2011 figures are expected to be even better. Between January and September sales had already reached 983.3 million euros. Although internationalization continues to be a great matter of debate for small and medium sized businesses in the province, in the past five years the number of companies which export their goods or services has increased by 40 per cent.