SME Instrument s Overseas Trade Fair Participation Programme Supporting international commercialisation of EU innovation WEBINAR 26 October 2016
Webinar hosts and speakers Jean-Jacques Lennon Overseas Trade Fairs team Team Leader/Market Expert SEA Moderator Vanessa Ricci SME Instrument Phase 3 team Project Manager Speaker Vilma Zotou Overseas Trade Fairs team Team Member Moderator Mamoru Watanabe Deloitte Japan Market Expert Japan Speaker Eddie Yan Deloitte China Market Expert China Speaker
1 Introduction to the OTF programme 3
The Overseas Trade Fair Participation programme (OTF) objectives HELPING YOU TO SCALE UP PREPARING YOU FOR BUSINESS DEALS VISIBILITY ON THE INTERNATIONAL SCENE INCREASING YOUR KNOWLEDGE OF FOREIGN MARKETS VIP ACCESS TO MAJOR INTERNATIONAL TRADE FAIRS
OTFs by the numbers 225 15 11 SME Instrument Champions Up to 15 Phase 1 and Phase 2 SME Instrument beneficiaries with a signed grant agreement will be selected for each fair International Trade Fairs Major global exhibitions with a sectoral or cross-sectoral focus, in line with the SME Instrument topics. Overseas Markets USA, Chile, Nigeria, South Africa, UAE, India, Malaysia, Singapore, Thailand, Japan, China.
OTF Trade Fairs in 2017-2018 MIHAS Food, tourism & pharmaceuticals Malaysia Fiber Optics Expo Optical communications Japan IE Expo Environment & biotechnologies China BIO International Convention Biotechnologies USA TechInnovation New Technologies Singapore Gitex Technology Week IT and communications UAE Asia Water Expo Water industry Malaysia Lagos International Technologies & environment Nigeria African Utility Week Renewable energies South Africa Arab health Health- & Medical care UAE Electronica & Productronica Electronics India CES International Consumer technologies USA Metalex Machine tools & Metal industry Thailand FIDAE International Aviation, Space, defense & security Chile China International IndustryFair Industrial technologies China
Target markets USA Projected growth in real GDP at 2.4 2.8% (2016 2017) INDIAEMEA Projected growth in real GDP at 7.9 8.0% (2016 2017) CHINA Projected growth in real GDP at 6.0 6.3% (2016 2017) 90 % of global economic growth in the next 10 to 15 years is expected to be generated outside Europe. (Trade for All) CHILE Projected growth in real GDP at 2.5 3.5% (2016 2020) NIGERIA Projected growth in real GDP at 5.0 5.5% (2016 2017) UAE Projected growth in real GDP at 2.5 4.3% (2016 2020) SOUTH AFRICA Projected growth in real GDP at 2.1 2.4% (2016 2017) JAPAN Projected growth in real GDP at 1.2 1.7% (2016 2017) ASEAN COUNTRIES Projected growth in real GDP at 3.3 5.1% (2014 2018)
Timeline FOE MIHAS IE Expo BIO Convention TechInnovation Gitex Technology Week Lagos International 2017 January February March April May June July August September October November December 2018 International CES ArabHealth FIDAE* ASIA Water Expo* African Utility Week* Electronica & Productonica CIIF Metalex January February March April May June July August September October November December * Biennial event
Commercialisation services for SME Instrument Champions Free booth Pre-set Business Meetings Business Mentoring Up to 1,000 EUR Optional Services Company Promotion Side Events & Conferences A Networking Reception
Become part of the SME Instrument "Community and be promoted under the EU flag!
2 How the OTFs works in practice 11
The OTF application process Application period for each trade fair for eligible SMEs Week 1 10 Who can apply? Phase 1 and Phase 2 SME Instrument Champions with global ambitions a solid international business strategy and a signed grant agreement Application periods may vary. SMEs should monitor the EASME website and OTF communications 12
The OTF selection process Application period for each trade fair for eligible SMEs Week 11-12 Evaluation and selection of 10-15 SMEs (5 wait-listed) Evaluation criteria Expected impact Fit with trade fair sectorfocus and audience, as well as target market Commitment SMEI Unit (POs) Final selection of 15 SME Instrument Champions and 5 to be wait-listed; notification to the selected SMEs 13
The OTF Company profile form Application period for each trade fair for eligible SMEs Evaluation and selection of 10-15 SMEs (5 wait-listed) Collection of expectations and pre-departure briefing in Brussels Week 13 14 Company Profile Selected SMEs will be asked to fill a Company Profile form which will be discussed during the pre-departure briefing Acceptance & Cancellation policy Submission of the Company Profile form implies commitment to participate! 14
The OTF matchmaking Application period for each trade fair for eligible SMEs Evaluation and selection of 10-15 SMEs (5 wait-listed) Collection of expectations and pre-departure briefing in Brussels Week 16 Start of promotion and matchmaking in target markets. On the basis of the refined Company Profile 15
The OTF matchmaking
The OTFs logistics Application period for each trade fair for eligible SMEs Collection of expectations and pre-departure briefing in Brussels Mission week at Trade Fair and immediate satisfaction survey Evaluation and selection of 10-15 SMEs (5 wait-listed) Start of promotion and matchmaking in target markets. Week 23-24 17
Financial aspects of the OTFs Expenses TRAVEL & ACCOMODATION Direct Flight Economy class (Europe Trade Fair location Europe) Single Room (4 nights in Trade Fair location) OPTIONAL ADDED-VALUE SERVICES Participant contribution +/- 1000 +/- 800 Category 1 +/- 1000 (Travel and accommodation services) Category 2 (Consulting and regulatory advice) Category 3 (Printing, translation, booth customising) Total +/- 2800 European Commission contribution 50% of approved expenses up to 1000 The additional costs may also be covered as dissemination activities under the SME Instrument Phase 2- grant agreement if it is still on-going at the day of the exhibition period at the Trade Fair.
FOE Apply by 9 Dec 2016 TOKYO - JAPAN OPTICAL COMMUNICATIONS SYSTEMS AND LASERS TRANSMISSION DEVICES MANUFACTURING EQUIPMENT 60 000 VISITORS 300 EXHIBITORS
MIHAS Apply by 9 Dec 2016 KUALA LUMPUR - MALAYSIA FOOD & RELATED TECHNOLOGIES PHARMACEUTICALS TOURISM FINANCIAL SERVICES 22 000 VISITORS 540 EXHIBITORS
IE Expo Apply by 13 Jan 2017 SHANGHAI - CHINA ENVIRONMENTAL TECHNOLOGIES WATER TREATMENT & WASTE MANAGEMENT AIR PURIFICATION & POLLUTION CONTROL 43 000 VISITORS 1 300 EXHIBITORS
BIO Apply by 13 Jan 2017 SAN DIEGO - USA BIOMEDICAL TECHNOLOGY CELL BIOLOGY CLINICAL RESEARCH & LABORATORY SERVICES DIGITAL HEALTH 16 000 VISITORS 1 800 EXHIBITORS
TechInnovation SINGAPORE - SINGAPORE ICT ELECTRONICS MANUFACTURING HEALTHCARE ENERGY & ENVIRONMENT 1 200 VISITORS 100 EXHIBITORS
Gitex Technology Week DUBAI UNITED ARAB EMIRATES ICT CLOUD COMPUTING DATA MOBILITY & SECURITY ERP SOLUTIONS 75 000 VISITORS 1 700 EXHIBITORS
Lagos International Trade Fair AGRICULTURE & FOOD LAGOS - NIGERIA BANKING & FINANCES OIL, GAS, MINING & ENERGY TRANSPORT & AUTOMOBILE PLANTS AND EQUIPMENT PERSONAL CARE & FASHION 100 000 VISITORS 1 500 EXHIBITORS
CES International LAS VEGAS - UNITED STATES CONSUMER TECHNOLOGIES ELECTRONIC GAMING FITNESS & SPORTS ROBOTICS & SMART & SMART HOME 3D PRINTING HOME 3D PRINTING 170 000 VISITORS 3 800 EXHIBITORS
Arab Health DUBAI - UNITED ARAB EMIRATES HEALTHCARE PRODUCTS MEDICAL DEVICE HOSPITAL EQUIPMENT DIGITAL HEALTH 101 000 VISITORS 4 000 EXHIBITORS
FIDAE International SANTIAGO - CHILE CIVIL AVIATION MILITARY AVIATION & DEFENCE MAINTENANCE SPACE TECHNOLOGY 150 000 VISITORS 600 EXHIBITORS
Asia Water Expo KUALA LUMPUR - MALAYSIA WASTEWATER TREATMENT WATER MANAGEMENT SUSTAINABLE WATER INDUSTRY PRODUCTION OF BOTTLED WATER 14 000 VISITORS 750 EXHIBITORS
African Utility Week CAPE TOWN - SOUTH AFRICA ENERGY STORAGE & GENERATION CLEAN & RENEWABLE ENERGY TRANSMISSION & DISTRIBUTION 6 000 VISITORS 250 EXHIBITORS
Electronica & Productronica NEW DELHI - INDIA ELECTRONIC COMPONENTS PHOTONICS SEMI-, MICRO- & MACROCONDUCTORS BATTERIES & STORAGE SYSTEMS 15 000 VISITORS 350 EXHIBITORS
China International Industry Fair METALWORKING SHANGHAI - CHINA INDUSTRIAL AUTOMATION ROBOTICS & CNC ENERGY & RENEWABLE ENERGY 120 000 VISITORS 2 000 EXHIBITORS
Metalex BANGKOK - THAILAND METAL FORMING & FABRICATING TOOLS & TOOLING MACHINERY WELDING TECHNOLOGY MOLD & DIE 100 000 VISITORS 3 300 EXHIBITORS
Activities after the Trade Fair Application period for each trade fair for eligible SMEs Week 1-10 Week 11-12 Evaluation and selection of 10-15 SMEs (5 wait-listed) Collection of expectations and pre-departure briefing in Brussels Week 13-14 Week 16 Start of promotion and matchmaking in target markets. Mission week at Trade Fair and immediate satisfaction survey Week 23-24 Week 26 Share contacts with the SME Instrument Community Follow-up and economic impact surveys Week 27-50 34
3 Q & A 35
Question 1: How did you choose these trade fairs? What were the criteria? The trade fairs have been selected based on: the geographical criterion; the past edition of the trade fairs (numbers of visitors, exhibitors and international participation); emerging economies in terms of potential business opportunities for the Funded SMEs (e.g. Middle East, South East Asia, Africa); the preferences of the Funded SMEs that have been consulted; the number of Funded SMEs per SME Instrument topic; the "innovation/technology factor" in cross-sectorial trade fairs; the "Trade for all" Communication of the European Commission; the available budget to organise this action. 36
Question 2: When will the applications open for given Trade Fairs? There are 4 Trade Fairs for which applications are currently open: FOE & MIHAS: apply by 9 December 2016 IE Expo & BIO: apply by 13 January 2017 For subsequent Trade Fairs, calls for interests will be launched on the EASME website as the programme progresses, typically +/- 4 months before the Trade Fair. Alerts will be sent out by email, as well as on the OTF social media accounts. 37
Question 3: Are companies with an expired Phase 1 or Phase 2 grant agreement eligible for the programme? Yes. The programme targets all Phase 1 or Phase 2 SME Instrument Champions that have or had a signed grant agreement. Even after the expiration of the grant agreement, an SME Instrument Champion is eligible to apply for Phase 3 Support to commercialisation services, where the OTF programme is also part of. 38
Question 4: Is the aim of participating the promotion of the Funded project or is it just as much the promotion of the SMEs as companies? While the project funded under the SME Instrument Phase 1 or 2 is expected to be highlighted, promotion is not solely restricted to it. The selected SMEs will of course be promoted as companies as well, and more importantly, under the EU flag. Upon selection, the SMEs will provide all necessary information regarding their company and the products/services/technologies they wish to promote through the programme. These SME profiles will be discussed individually during the pre-departure briefing in a view to produce relevant promotional material under the EU-flag that will be disseminated on the international scene. 39
Question 5: Can a company apply to all 15 Trade Fairs? Yes. SME Instrument Champions may apply to an unlimited number of Trade Fairs. However, please remind that if you want a successful application, you will need the fit between the Trade Fair and your product/technology/service. If your application is successful, you can participate to maximum 2 Trade Fairs with the OTF programme. 40
Question 6: Will companies with previous experience in the targeted markets be more favourably evaluated? The most important evaluation criterion is the impact that the participating SMEs can be expected to generate from/at the Trade Fairs. The second criterion is the fit between the Trade Fair and/or target market with the company s product/technology/service. The third criterion is commitment of the SME to the programme, as the OTF programme should be regarded by the SMEs as an additional EU investment in their project/company. Previous business experience or relationships in the targeted markets are valued positively in the Expected Impact section. However, all the Trade Fairs having an international scope, such experience is not a prerequisite. 41
Question 7: Is presence required at the pre-departure briefing in Brussels? What happens if I cannot attend? The OTF Team strongly advises selected SMEs to participate to all support activities, including very importantly the Brussels briefing day, as its content (mentoring, market insights, practicalities in terms of participation) is tailored to each Trade Fair and related target markets; it allows to discuss each SME s Company profile individually, which is crucial for relevant matchmaking and pre-set meetings; These are fundamental elements increasing the probability of an impactful experience at the Trade Fair. Nonetheless, attendance if impossible will be replaced by additional support. Relevant alternative mentoring sessions will be organised to the SMEs unable to join the Brussels briefing session. 42
Question 8: How much human resources should we dedicate to the preparation of the Trade Fair as well as to the actual participation? All calls for interest will give indications regarding the estimated human resources needed for the preparation of the exhibitions, as well as the staff needed onsite during the Trade Fair. From experience, the OTF team recommends that at least one person be fully dedicated to the preparation for the Trade Fair. In an ideal case, that person is accompanied by a colleague during the Trade Fair, so as to always have a representative at the SME booth, and another person able to attend any B-2-B meetings, conferences or other side events. 43
Question 9: The SMEs selected receive up to 1000 to cover up to 50% of expenses. What type of expenses are eligible? The European Commission will reimburse up to 1000 to cover 50% of expenses related to: Travel and accommodation expenses; Customised services ordered through the OTF team, such as interpretation, translation, printing, booth enhancement, consulting services. The SMEs will incur expenses beforehand and send the related invoices to the OTF Team, which will then reimburse 50% of the amounts, with the overall compensation not exceeding 1000. 44
Question 10: Phase 2 Champions may cover some expenses under their grant agreement. Can you provide an example? Phase 2 Champions may cover the remainder of Trade Fair-related expenses (not covered by the 1000-voucher) under dissemination costs within their grant agreement. For example, for a total of 2800 of expenses Travel and accommodation = 1800 Customised added-value services = 1000 The commission will reimburse 50% of these expenses, up to a maximum of 1000, i.e. 1000. The remainder of 1800 can be integrated in the Phase 2 grant agreement if it is still on-going at the day of the exhibition period at the trade fair. Please check with your SME Instrument project officer for practicalities. 45
Question 11: The OTF programme includes matchmaking services and organises pre-set meetings at the Trade Fair for the selected SMEs. Can selected SMEs participate to similar initiatives organised by the Trade Fair? The matchmaking with relevant business counterparts is the key addedvalue for participating SMEs. The OTF programme will synergise with the Trade Fair organisers, other EU initiatives at the Trade Fairs (for example if B2B meetings are organised by EEN), or any other stakeholder to the extent possible. All existing matchmaking initiatives, channels and tools will be leveraged, as the OTF programme aims to create a maximal impact for attending SMEs. This also applies to any other relevant event, conference, etc. that would take place during the exhibition. 46
Question 12: Does the mission week include meetings with local Government officials? The OTF programme will seek to extend the reach of the participating SMEs. This will be done through promotion to relevant multipliers, including Government-related entities, industry associations, Chambers of Commerce and EU Delegations, etc.; relevant companies and business counterparts, including potential customers, distributors, investors, partners, etc. The OTF team will aim to support your matchmaking needs in a broad sense, based on the needs gathered in the Company profile during the various mentoring initiatives of the programme. 47
4 Next steps & contacts 48
Thank you! Contact or follow us: https://ec.europa.eu/easme/en/sme-instrument-s-overseas-trade-fairs-programme OverseasTradeFairs@SME-Instrument-OTFs.eu @H2020SME_OTF https://www.linkedin.com/in/sme-instrument-overseas-trade-fairs