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The SME-team in customer Relations (KUR)
By Ole Lindholm, Annette Rosenqvist & Susanne Schaarup Emborg
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Agenda
1. The SME-team in general
2. Export preparation
3. Export Start
4. Vitus
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The SME -team
Ole LindholmTeam Leader
Annette Rosenkvist
Export Preparation
Susanne Schaarup EmborgExport Start
Morten ElbjørnVitus and general
Charlotte Torp PedersenTrainee
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The Trade Council is doing a special effort for the SME’s
For the inexperienced
Export Preparation
Free export preparation package => Tailored sequence done by an consultant with international experience
For the more experineced
Export Start
Export start package with 50 % subsidy for guidance out on the market => e.g. search for partners
For the export-gazelles
Vitus
65 % subsidy for selected export-gazelles of 265 hours => an actual export order on a new market
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Export preparation
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What is EXPORT PREPARATION
FOR SMEs
• 50/50• Inexperienced• Very often young• Danish• Do you have a customer
who needs export preparation?
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What we do
• SWOT• Making a plan for future
activities• Helping them find a
suitable market• Establishing contacts• It all ends up with a plan
and a PKO• On to……….
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Where you come in
Bridge
• Export prepared companies who wish to take it further.
• Consultants contact the missions in order to help the companies bridge the gap to your market.
• The aim is to assist them until an offer is made and accepted.
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Market Test• Companies take a closer look
at the market of their choice• 2 days’ visit.• The mission gets up to 35
hours to prepare and participate in meetings with potential partners, Danish companies already at the market, and maybe potential customers.
• Companies pay transport, hotel and meals.
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Networking
• Networking groups consisting of SMEs from different sectors.
• They often face the same challenges.
• Groups in Jutland and Zealand.
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Export Start – in short
• Goal: to enable SME (Small & Medium sized Enterprises) to enter targeted markets within a short horizon
• Two kinds of packages:
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Export Start – in short
Export Start – one package is 35 hours• Can be used inside the EU, EFTA, North America, Oceania• Subsidised – customer pays 50%• Can be used in
– Max. 3 ESP per market– Max. 6 ESP in total
Who is eligble:• Company with a Danish CVR no.• Less than 50 employees (total of a concern)• Annual turnover less than DKK 50 mio (total of a concern)
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Export Start – in short
Export Start Growth – one package is 50 hours• In effect round middle of April 2011• Subsidised – customer pays 35 %• Can be used outside the EU, EFTA, North America, Oceania
– Max. 3 ESP per market– Max. 6 ESP in total
Who is eligble:• Company with a Danish CVR no.• Less than 100 employees (total of a concern)• Annual turnover less than DKK 100 mio (total of a concern)
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Export Start – Documents
Application form – to be found at eksportraadet.um.dk (http://www.um.dk/da/menu/Eksportraadgivning/Vitilbyder/Eksportstart/)
Project Kick Off (PKO) – to be found at TC Cockpit• http://tradecouncil/customer-and-partners/SME_s/Export%20Start/
Pages/default.aspx
ESP offer formular - to be found at TC Cockpit – Document Wizard• http://tradecouncil/creating%20value/formulating%20the
%20proposal/Pages/default.aspx
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How to get started?
• Company must apply• Company must sign the application and
1.mail to [email protected] or
2.fax to: 33 92 04 30
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Prices 2011
*Price per hour DKK 815,00
Number of Packages
Number of hours ESP ’normal’
Number of hours ESP growth’
Normal price* Price for ESP ’normal’
=50%
Price for ESP growth’
=35%
1 35 50 28.525 14.262,50 14.262,50
2 70 100 57.050 28.525 28.525
3 105 150 85.575 42.787,50 42.787,50
4 140 200 114.100 57.050 57.050
5 175 250 142.625 71.312,50 71.312,50
6 210 300 171.150 85.575 85.575
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How long does it take to give birth
to a export succes?
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Vitus
Small and medium sized enterprises with a particularly high global potentiale for growth:
• Less than 100 mio. DKK in turnover
• 5-100 employes
• Export to one market
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Two phases:
Selection:•Written application•Selection panel •Interview with TCD consultant from the market in focus
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The course of events
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Secondment in the company 15
Preliminary market analysis 18
Participation in 2 workshops 32
Execution of Go-to-Market strategy 200
Total 265
A Total of 265 Hours
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Company Market
DGE Group Thailand
Georg Jensen Damask Germany
Dybvad Stål Industri Brazil
SafeCom Germany
Pause/Frokost
Gottlieb Paludan Arkitekter England
JLI Vision Sweden
Brodersen Systems US
Dansk Scanning Germany
ProCon Solutions Germany
Power Stow US
Company Market
DGE Group Thailand
Georg Jensen Damask Germany
Dybvad Stål Industri Brazil
SafeCom Germany
Gottlieb Paludan Arkitekter England
JLI Vision Sweden
Brodersen Systems US
Dansk Scanning Germany
ProCon Solutions Germany
Power Stow US
First round of participating companies:
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Next round of Vitus
• Deadline for applications: 1st of June 2011
• Selection panel 30th of June 2011
• Expert panel 7th of October 2011
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Questions?
Ole Lindholm Susanne Schaarup Emborg Annette [email protected] [email protected] [email protected]