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News | 8 September 2017

Blog: Doing great business at Aquatech Mexico

This week, Mexico City was host to Aquatech Mexico: the gateway to the Mexican and continental water technology market. With 5,000 square metres of floorspace, 150 exhibitors and more than 5,000 visitors, this is one of the region’s largest water technology trade fairs. A prominent, eye-catching feature of the event was the Netherlands Pavilion, organised by NWP with the support of Partners voor Water.

Doing business

Rick te Lintelo, Global Sales Director at Berghof Membranes, was also present in the pavilion, and he blogged about his experience. "Mexico is an important market for us, especially as the country is the hub for all of Latin America. We specialise in tube-shaped membranes that can take a very heavy load. The membranes are used to purify waste water, for example in the food industry, the oil and gas sector, mining and the automobile industry. We began working in this area a few years ago, and Pere Aulestia, our Sales Manager for Latin America, had a stand in the Netherlands Pavilion for the first time last year. That went well, so we’re back this year. It gives me a chance to catch up with existing customers, start new relationships and stay abreast of developments, to see what the important issues are. Pere Aulestia gave a presentation at the conference, and that helped us to position ourselves well on the market. I’m combining this trade fair with other activities, such as customer visits, and we’re also looking for new colleagues to work at Berghof Membranes. Mexico is an important country for us, and Latin America is an important region. We’ve won some great projects here, including one for Peñoles Mining, a big player in gold and silver mines and mining for other metals. And of course that’s a good starting point for us to build on."

Netherlands Pavilion

"I’d have liked the fair to be a bit busier, but in terms of quality everything ran very smoothly. Everything was organised really well in the Netherlands Pavilion, it’s a great spot to show what you can do. And I have only positive things to say about the people from NWP and the efforts of the embassy – they’ve all been great. Whether you’re coming back for another year or this is your first time, they really take care of you, not least in terms of matchmaking.

For us, Aquatech Mexico was a good, logical step in our growth plan in the region. My biggest tip for doing business here? Make good use of these kinds of facilities. But you should definitely also put a lot of time into understanding the people, the country, the culture, so you understand their needs. And then you have to fulfill those needs, instead of just selling your own stuff. And make sure you speak Spanish! Most people can get by OK in English, but everything goes much more smoothly in Spanish. Luckily I’ve got Pere for that."

More Information

Want to find out more about doing business in Mexico and the rest of Latin America? Get in touch with Edilberto Baquero or Audrey Legat.