MALTA ENTERPRISE
Internationalisation Unit
Mark A. Pizzuto
Manager – Franchising & Export Support
Malta -The Manufacturing Sector - Gross Value Added 20%
Electronics production
Automotive components
Pharmaceuticals and medicinals
Chemicals
Rubber and Plastic products
Tool-making
Processed Food
Malta - a shift towards services – Gross Value Added 80%
Tourism
Medical Tourism
English Language Schools
Transhipment/Logistics
Maritime
Aviation engineering
ICT-software & ancillary services, web and database hosting, new
technologies
IT Consultancy
E-gaming
Financial & Intermediary Services
Back Office Operations
Real Estate
Malta - Economic Vision 2015
A centre of Excellence in:
ICT
Financial Services
Tourism Services
Health Services
International Education Services
High Value-Added Industry & Services
Regional Dimension (Eco-Gozo)
Assistance to Enterprise
Government intervention is allowed only in two specific
circumstances:
To promote regional growth
To counter for market failure
Provision of aid is regulated by European State Aid
regulations
ME Response – Schemes & Incentives
Investment Aid
Tax Credits to support enterprise in investment projects and promoting
expansion or diversification of existing enterprises as well as possible
job creation.
SME development
The main aim of the incentive is to support enterprises to develop &
diversify their activities, penetrate new markets, increase
competitiveness, develop new products & services, and consolidate their
existing market share.
Enterprise Support
Assist companies through sub-schemes such as Business Advisory ,
Energy Grants, Creative Talent, Trade Promotion, Network Support,
International Competitiveness, Business Development, Micro Invest
Access to Finance
Provides assistance to enterprises in obtaining Soft Loans, Loan
Guarantees and Interest Rate subsidies.
Employment and Training
Get Qualified is an initiative that supports the personal development of
individuals for the achievement of qualifications and certifications
required by industry.
Research and Development
Assist companies through sub-schemes such as provision of Grants,
supporting Clusters, Industrial research, EUREKA, Experimental
Development, Qualified Expertise, Registration of Intellectual Property,
Technical feasibility Studies, Royalty income from Patents
Internationalisation Initiatives
• Outgoing Business delegations (ME
organised, Ministerial, Presidential)
• Selected trade fair/exhibition participation
• Incoming business delegations
• Technology transfer/Brokerage events
• B2B/FP7 matchmaking services
Support Measures
• Information meetings held for the Maltese
participating companies before the event
• Market reports and contact lists
• Country information seminars
• On-site logistical and advisory services
• Support from the main business institutions
including the MFA, Malta Chamber, GRTU,
MTA, Gozo Business Chamber, Finance Malta
Other support services provided:
• Company to company match-making
• Overseas group promotion in selected media
and through promotional material
• Preliminary export advice on potential
markets and overseas trade events
• Contacts with specific business entities,
Chambers of Commerce and EEN agencies
in selected countries
Assistance for Internationalisation
• SME scheme – one time participation at an
international fair + technical
expert/consultancy services (50% refund)
• Trade promotion scheme – two or more
companies participating at international trade
events or trade fairs (60% refund)
Preparation of Annual Programme
• Consultation with the OPM and MFA
• Consultation & Networking with local industry associations and
business bodies such as the Malta Chamber, etc
• Consultation & networking with ME overseas offices, Embassies
and other TPOs
• Desk research on priority sectors and markets as well as
internal feedback from other Units such as EMRU and EEN
• Feedback from ME’s business clients themselves
Follow-up and Evaluation
• Meeting with clients
• Standard questionnaire at the end of the
event
• Standard follow-up questionnaire some six
months after the event
Scope of Internationalisation Events
• Market and field research
• Supporting existing partners
• Appointing an agent, wholesaler etc
• Obtaining new sales leads
• Launching new products/services
• Other forms of business cooperation (franchising, licensing,
strategic alliances, etc.)
• Most agreements are realised in the medium to long term and
hence are rarely immediate
• Commitment, repeated visits and investment are the key factors
for success in exports
gateway to
export
Audit
Step 1
Export
Ready
Programme
Step 2
Internationalisation
Step 3
export
plan
The Enterprise Europe Network
• The largest European network offering high quality
services, mainly to the benefit of SMEs. Present in
EU27, European Economic Area [Norway, Iceland],
Candidate Countries [Turkey], Switzerland, other third
countries [Israel, Armenia]
• Over 500 organisations Europe-wide (a mix of regional
chambers of commerce and industry, technology and
innovation agencies, and sector associations)
Technology Transfer Services
• EEN Brokerage Events
• Technology audits to identify strengths and weaknesses
in innovation
• Post and promote “technology profiles” on the EEN
database
• Support sector specific innovation /regional clusters/
industrial and professional associations
• Support researchers to exploit and disseminate their
results to companies
Trade Fairs
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Events 2010
Tripoli Int. Fair, Libya
Libya Build
EIRE Real Estate Fair, Italy
Call Centre Expo, UK
SIAL Food Fair, France
MEBA Aviation Fair, Dubai
Around 35 participants
Brokerage Events
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Cebit, Germany
Hannover Messe, Germany
BioMedica, Germany
IFAT ENTSORGA, Germany
Medica, Germany
Around 16 participants
Business Delegations
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Sweden
Austria
South Africa
Gulf States
China
Tunisia
Romania
Sicily
UK & Ireland
Around 178 Participants
2011 Events
Trade Fairs
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International Gaming, UK
Call Centre World, Germany
Tripoli Int Fair, Libya (postponed)
Libya Build (postponed)
EBACE, Switzerland
Expo Italia Real Estate, Italy
ANUGA Food Fair, Germany
Biotechnica, Germany
Brokerage Events
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Enertec, Germany
Cebit, Germany
Hannover Messe, Germany
Intersolar, Germany
Business Delegations
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Spain
Libya/Algeria (postponed)
Israel/Palestine (postponed)
Belgium/Netherlands
China
Germany
Australia/New Zealand
India
DEVELOPMENT OF AN SME FRANCHISE
INDUSTRY IN MALTA
with the support of the Commonwealth Secretariat, UK
Collaborating partner
Internationalisation Unit
THANK YOU FOR YOUR ATTENTION
30th May 2011
• E-mail: info@maltaenterprise.com
• Website: www.maltaenterprise.com