The SME-team in customer Relations
(KUR)
By Ole Lindholm, Annette
Rosenqvist & Susanne Schaarup
Emborg
Agenda
1.
2.
3.
4.
The SME-team in general
Export preparation
Export Start
Vitus
The SME -team
Ole Lindholm
Team Leader
Annette Rosenkvist
Export Preparation
Susanne Schaarup Emborg
Export Start
Charlotte Torp Pedersen
Trainee
Morten Elbjørn
Vitus and general
The Trade Council is doing a special effort for
the SME’s
For the inexperienced
For the more
experineced
For the export-gazelles
Export Preparation
Export Start
Vitus
Free export preparation
package => Tailored
sequence done by an
consultant
with
international experience
Export start package
with 50 % subsidy for
guidance out on the
market => e.g. search
for partners
65 % subsidy for
selected
exportgazelles of 265 hours
=> an actual export
order on a new market
Export preparation
What is EXPORT PREPARATION
FOR SMEs
•
•
•
•
•
50/50
Inexperienced
Very often young
Danish
Do you have a customer
who needs export
preparation?
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……….
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.
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.
Networking
• Networking groups
consisting of SMEs
from different sectors.
• They often face the
same challenges.
• Groups in Jutland and
Zealand.
Export Start – in short
• Goal: to enable SME (Small & Medium sized
Enterprises) to enter targeted markets within a short
horizon
• Two kinds of packages:
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)
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)
Export Start – Documents
Application form – to be found at eksportraadet.um.dk
(http://www.um.dk/da/menu/Eksportraadgivning/Vitilbyder/Eksportst
art/)
Project Kick Off (PKO) – to be found at TC Cockpit
• http://tradecouncil/customer-andpartners/SME_s/Export%20Start/Pages/default.aspx
ESP offer formular - to be found at TC Cockpit – Document Wizard
• http://tradecouncil/creating%20value/formulating%20the%20proposa
l/Pages/default.aspx
How to get started?
• Company must apply
• Company must sign the application and
1.mail to eksportstart@um.dk or
2.fax to: 33 92 04 30
Prices 2011
Number of
Packages
Number of
hours ESP
’normal’
Number of
hours ESP
growth’
Normal price*
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
*Price per hour DKK 815,00
Price for ESP
’normal’
=50%
Price for ESP
growth’
=35%
How long does it take to give birth
to a export succes?
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
Two phases:
Strategy (about 2 months):
Selection:
•Written
application
• Stationing
of a adviser with the company in Denmark (2 days)
•Selection panel
• 2 workshops
with
internationally
recognized
•Interview
with TCD
consultant
from the
market inconsultants
focus
• Presentation for an expert panel
Execution (about 7 months):
• Individuel implementation of the “Go To market” strategy by the
• company
• adviser
• The Introduction of a new Danish export-award (the Vitus Award)
The course of events
A Total of 265 Hours
Secondment in the company
15
Preliminary market analysis
18
Participation in 2 workshops
32
Execution of Go-to-Market strategy
200
Total
265
First round of participating companies:
Company
Company
DGEGroup
Group
DGE
Georg Jensen Damask
Georg
Damask
DybvadJensen
Stål Industri
SafeCom
Dybvad
Stål Industri
Pause/Frokost
Gottlieb Paludan Arkitekter
SafeCom
JLI Vision
Gottlieb
Paludan
Brodersen
Systems Arkitekter
Dansk Scanning
JLIProCon
Vision
Solutions
Power
Stow
Brodersen Systems
Market
Market
Thailand
Thailand
Germany
Germany
Brazil
Germany
Brazil
England
Germany
Sweden
EnglandUS
Germany
SwedenGermany
US
US
Dansk Scanning
Germany
ProCon Solutions
Germany
Power Stow
US
Next round of Vitus
• Deadline for applications: 1st of June 2011
• Selection panel 30th of June 2011
• Expert panel 7th of October 2011
Questions?
Ole Lindholm
olelin@um.dk
Susanne Schaarup Emborg
sussem@um.dk
Annette Rosenkvist
annros@um.dk