( 8 * $7( : $< % 8 6 ,1 ( 6 6 $9 ( 1 8 ( 6
TRANSCRIPT
12/3/2020 ATM_Cover
1/1
EU GATEWAY | BUSINESS AVENUES
Successful in Asia- Data Mining on success factors to expand into Asia -
Version as of 03/12/2020
Prepared by the Central Management Unit
12/3/2020 ATM Contents
1/1
CONTENTS
DisclaimerIntroduction...........................................................................................................................................................1Data Mining Purpose............................................................................................................................................8Data Mining Methodology....................................................................................................................................9Data Mining Objective..........................................................................................................................................10
1 - Company Profiling..........................................................................................................................................142 - Outcome for EU companies...........................................................................................................................26 2.1. Success Factor: Outcomes Achieved....................................................................................................29 2.2. New Business Collaborations.................................................................................................................43 2.3. Increase in Turnover................................................................................................................................60 2.4. Growth Expectations...............................................................................................................................68 2.5. Employee Increase..................................................................................................................................743 - Impact of the Korea FTA................................................................................................................................854 - External Perspective of Asian companies...................................................................................................90
18910
142629425967738489
12/3/2020 ATM Disclaimer
1/1
DISCLAIMER
This report is a summary of the detailed analysis of the companies participating in Business Missions in 2017-2020 and is based on a sample of the Business Missions and therefore does not cover all the Business Missions under the Programme.
For a general overview of all the Business Missions under the Programme from 2016 to 2020, please refer to the ‘Annual Reports’ published on the website.
12/3/2020 ATM Introduction
1/1
Introduction
12/3/2020 ATM Gateway Objective
1/1
EU Gateway | Business Avenues Objectives
EU Gateway │Business Avenues is an initiative funded by the European Union helping European companies to establish long-lasting business collaborations in Asia.
Selected European companies meeting the eligibility criteria get the opportunity to participate in a one-week Business Mission focused on a specific sector in Korea, South East Asia, China and Japan.
Companies benefit from a range of business support services, which include coaching, logistical, and financial support.
2
12/3/2020 ATM Gateway TM
1/1
EU Gateway | Business Avenues Target Markets
EU Business Avenues in South East Asia includes the following six countries: Singapore, Vietnam, Thailand, Malaysia, Indonesia and Philippines. Each Business Mission to South East Asia visits Singapore and one other country.
EU Gateway to China pilots China as an additional target market with 4 Business Missions in total until the end of 2018. EU Gateway to Japan started in autumn 2016, slightly later than Korea and South East Asia.
3
12/3/2020 ATM Gateway Sectors
1/1
EU Gateway | Business Avenues Sectors
Clean Technologies combines the sectors Environment & Water Technologies and Green Energy Technologies (except the sub-sectors Wind and Solar).
4
11/17/2020 ATM Gateway Methodology
1/1
EU Gateway | Business Avenues Methodology
EU Gateway | Business Avenues’methodology is built on 25 years of experience and is applied across all target markets and sectors.
The methodology begins with an extensive outreach campaign to ensure all potentially interested and relevant European companies are aware of the Programme.
During each following step – from application to follow-up after the Business Mission – companies are supported to their fullest potential.
5
12/3/2020 ATM Gateway Selection Process
1/1
EU Gateway | Business Avenues Competitive Selection Process
European companies apply on a competitive basis. Transparent eligibility criteria and the independent selection procedureensure those companies with the highest potential for establishing new business cooperations are selected.
As shown to the left*, the competitive process comprises 5 clear steps.
6
12/3/2020 ATM Gateway Coaching
1/1
EU Gateway | Business Avenues Coaching & Logistical Support
A cornerstone of the Programme is to provide coaching and logistical support to participating companies for each Business Mission – not only after the selection, but during each step of the EU Gateway | Business Avenues methodology starting with the basic eligibility assessment.
7
12/3/2020 ATM_Purpose
1/1
OVERALL PURPOSE OF THE DATA MINING REPORT
The overall purpose of this report is to address four key questions:
1. Profiling of EU Companies: Who are the participating companies?
2. Outcome for EU Companies: How does the Programme contribute to jobs and growth in Europe?
3. Impact of Free Trade Agreement: Are Free Trade Agreements enabling trade? Does the Programme support this?
4. External perspective: Do the EU Companies understand the perspectives of Asian companies?
Answers to these questions are addressed in the four chapters of this report.
8
12/3/2020 ATM Methodology
1/1
DATA MINING METHODOLOGY
The report uses data from the following sources:
n EU Company applications stored in the Programme's Internal Information Management System (IIMS).
n EU Companies online answers to a structured debriefing questionnaire at the end of the Business Mission Week.
n EU Companies answers to a structured telephone interview 12 months after the Business Mission Week.
n EU Companies product groups extracted from the data stored in Converve – the matchmaking tool used by the Programme.
n Exit polls with interviews of Asian companies visiting the Business Mission Exhibition.
The report investigates correlations between key success factors (selected ‘outcomes’) and Business Mission data (Business Mission Sectors and Target Markets), company characteristics and product groups per Sector. This includes selected multiple variable analyses.
9
12/3/2020 ATM Objective (1)
1/1
DATA MINING OBJECTIVE - Chapter 1 - Profiling of EU Companies
This chapter analyses Programme data of EU Companies that have participated in Business Missions under the Programme between 2017 and 2019.
The report analyses a set of variables related to Programme eligibility criteria, such as company size (turnover and number of staff), company ownership type, international experience (export share in sales, geographical exposure), and company age (year of establishment).
10
12/3/2020 ATM Objective (2)
1/1
DATA MINING OBJECTIVE - Chapter 2 - Outcomes for EU companies
To better understand the outcome level of the Programme, its contribution to jobs and growth in Europe will be assessed according to the following success factors that are retrievable from the 12 months after the Business Mission questionnaire. These are as follows:
Outcomes Achieved: What are the outcomes that you have achieved in the Target Market in the year that has passed since your participation in the Business Mission? (Multiple responses possible).
New business Collaborations: A) Did your company establish new business collaborations in the Target Market since your participation in the Business Mission and B) Does your company expect to establish new business collaborations within the Target Market in the future?
Increase in Turnover: How much growth in turnover (or sales) has your company experienced in relation to the Target Market visited in the 12 months following your participation in the EU Gateway | Business Avenues?
Growth Expectations: Do you expect your company's business in the Target Market to grow, stagnate or decline in the next three years?
Employment Increase: Has your company increased or intends to increase the number of people employed in thefuture as a result of the Business Mission? If yes, how many?
11
12/7/2020 ATM Objective (3)
1/1
DATA MINING OBJECTIVE - Chapter 3 - Impact of the Korea FTA
The Free Trade Agreement between the EU and the Republic of Korea has been provisionally applied (removal of most import duties) since 2011, and has formally been in effect since its ratification in December 2015. From 2010 to 2018, EU exports to Korea have increased by 77%, with the trend bringing it closer to trade balance rather than a substantial deficit for the EU.
A 2018 EU infographic (1) on the FTA indicated that the growth in exports to Korea from 2011 to 2017 was from EUR 33 billion to EUR 50 billion, with every billion euros in exports supporting 14,000 jobs. From 2017 to 2019 (2), EU exports to Korea have stabilised around EUR 43.5 billion while imports from Korea have grown from EUR 44 billion to EUR 47.3 billion. This is following a period of several years with a positive EU trade balance.
The Business Missions assessed in this report fall into these last three years of growing imports and stagnating export numbers.
Overall, the FTA should have resulted in lower incidences of impediments to doing business, such as Import Issues, Trade Barriers, and Investment Issues.
The impact in terms of impediments to business is measured using the answers to the following three questions collected during the 12-months after the Business Mission questionnaire:
n Did you encounter any of the following Import Issues following the Business Mission?
n Did you encounter any of the following Trade Barriers following the Business Mission?
n Did you encounter any of the following Investment Issues following the Business Mission?
Each question has several answer options, breaking down into the various types of issues and barriers companies could encounter.
121. Source: https://www.consilium.europa.eu/en/infographics/south-korea/2. Source: https://ec.europa.eu/eurostat/statistics-explained/index.php?title=South_Korea-EU_international_trade_in_goods_statistics
12/3/2020 ATM Objective (4)
1/1
DATA MINING OBJECTIVE - Chapter 4 - External Perspective of Asian Companies
The Programme does not only capture data from European companies, but also from its Asian counterparts that visit the trade fair in the Target Market. Data on EU companies' business partners is gathered through the Exit Poll Questionnaire. Taking an outside-in perspective guards against an inward bias and may help to better understand the respective client groups across Target Markets.
The report analyses the following questions which are retrievable from the Debriefing Questionnaire - EU companies and Exit Poll Questionnaire - Asian Companies:
n Did both sides identify the same outcomes?
n Were both sides satisfied with the meetings attended during the Business Mission?
13
12/3/2020 ATM Chapter 1 - Company Profiling
1/1
Chapter 1 - Company Profiling
12/3/2020 ATM_Sample
1/1
1. Company Profiling - Sample
Number of Business Missions per Target Market per Year
0
2
4
6
Target Market
# of
bus
ines
s m
issi
ons
Korea South East Asia China Japan
3
4
2 2
5 5
2
4
5 5 5
Year2017
2018
2019
Sector
China
Japan
Korea
South East Asia
Total
Clean TechnologiesConstruction & Building TechnologiesContemporary European DesignEnvironment & Water TechnologiesGreen Energy TechnologiesHealthcare & Medical TechnologiesInformation & Communication TechnologiesOrganic Food & BeverageRailway Technologies & Services
1 1 2
2 232 2
2323 3
1122332
1338710352
Total 4 11 13 14 42
Over the years 2017-2019, the Programme scheduled 42 Business Missions in 9 key sectors. 7,845 companies expressed interest in those missions (on average 187 companies per Business Mission) and 1,757 participated (on average 42 companies per Business Mission).
15
12/3/2020 ATM_1.Confirmed
1/1
1. Company Profiling - Participation Confirmed
16
Out of the 2,302 companies that have been selected for the Programme's missions, 1,757 confirmed their participation. This makes the overall confirmation rate* equal to 76%.
Target Market and Sector 2017
2018
2019
Total
KoreaContemporary European DesignEnvironment & Water TechnologiesGreen Energy TechnologiesHealthcare & Medical TechnologiesOrganic Food & Beverage
South East AsiaConstruction & Building TechnologiesContemporary European DesignEnvironment & Water TechnologiesGreen Energy TechnologiesHealthcare & Medical TechnologiesInformation & Communication TechnologiesOrganic Food & Beverage
ChinaClean TechnologiesEnvironment & Water TechnologiesHealthcare & Medical Technologies
JapanConstruction & Building TechnologiesEnvironment & Water TechnologiesGreen Energy TechnologiesHealthcare & Medical TechnologiesRailway Technologies & Services
131
43
4246
173
40
374848
7339
3463
2064439314943
218
443650464280
3842
15443
2355141434951
23345
47
515040
19140
57295
12374
140140624
45409173
149144
82153
393876
40883
36
27
433137
35314144
78987871
Total 440 658 659 1.757
Number of participants per year
440 (25%)
658 (37%)
659 (38%)
Year2017
2018
2019
*Confirmation rate = number of companies that confirmed their participation / number of selected companies.
12/3/2020 ATM_1.3.Key Find
1/1
1. Company Profiling - Participation Confirmed - Key Findings
17
During the years 2017-2019, 76% (1,757) of the selected companies have confirmed their participation.
- The largest share of participants were Small companies (44%, 780). They had 11-50 permanent employees (45%, 795) and a turnover of 2,000,000-10,000,000 EUR (39%, 683).
Almost all participants (96%, 1,681) had experience outside the EU before applying to the Programme.
- Most participants with experience across geographic regions were active in them for more than 5 years (66% overall). Participants who were active in the Programme's Target Markets have similar proportions of non-EU exports. The largest share of participants with No experience in the Target Markets (46%) had Non-EU Exports contributing to their sales being either Zero (18%) or Less than 10 percent (28%) . Additionally, companies with No experience in the Target Markets are less likely to confirm their participation (67% confirmed - compared to 80% overall that confirmed and had experience).
Family Owned companies were represented by 33% (587) of the participants.
- Across all ownership types, the largest share of companies were Small. However, Family Owned companies have a larger proportion of Medium-sized enterprises, while Publicly Listed and Other ownership type companies have bigger shares of Large enterprises. This is reflected in the higher proportions that those ownership type companies have for 50 or more permanent employees, as well as the larger shares they have for more than 10,000,000 EUR turnover, when compared to the other ownership types.
- Publicly Listed companies account for 3% (46) of the participants population and have the lowest participation rate (65% confirmed - compared to 77% for the other ownership types).
12/3/2020 ATM_1.1.Size
1/1
1. Company Profiling - Participation Confirmed - Company Size
18
Number of participants per company size
290 (17%)
780 (44%)
535 (30%)
152 (9%)
Enterprise CategoryMicro
Small
Medium-Sized
Large
The company size categories are based on the turnover and number of employees thresholds, as defined by the EU* (graph bottom-left)
44% (780) of the companies that participated were small, followed by medium-sized companies (30%, 535).
The graph at the bottom-right, shows the confirmation rate per company size category.
Small companies have a slightly lower confirmation rate (74%) compared to the rest. This implies that from all small selected companies (1,054), 74% (780) confirmed their participation.
PermanentStaff
<100,000EUR
100,000 -2,000,000EUR
2,000,000 -10,000,000EUR
10,000,000 -50,000,000EUR
>50,000,000EUR
< 55-1011-5051 - 250> 250
82
138
102178236153
456
471149
3
1
6929341
36
2967
Micro Small Medium Large
*European Commission, 2016. User Guide to the SME Definition. Luxembourg: Publications Office of the European Union, pp.13-14.
12/3/2020 ATM_1.1.Turnover
1/1
1. Company Profiling - Participation Confirmed - Turnover (or Sales)
19
Most participants had 2,000,000 - 10,000,000 EUR turnover (39%, 683).
Companies with less than 100,000 EUR turnover and more than 50,000,000 EUR turnover had the lowest proportions among participants (2%, 31 and 6%,105 respectively).
Notably, companies with less than 100,000 EUR turnover exhibit the lowest confirmation rate (70%).
Number of participants per turnover (or sales) range
31 (2%)
534 (30%)
683 (39%)
404 (23%)
105 (6%)
Company turnover or sales< 100,000EUR
100,000 - 2,000,000EUR
2,000,000 - 10,000,000EUR
10,000,000 - 50,000,000EUR
> 50,000,000EUR
Confirmation rate per turnover (or sales) range
0 %
20 %
40 %
60 %
80 %
Company turnover or sales
Conf
irm
atio
n R
ate
< 100,000EUR 100,000 -2,000,000EUR
2,000,000 -10,000,000EUR
10,000,000 -50,000,000EUR
> 50,000,000EUR
70 %74 % 77 % 79 %
74 %
12/3/2020 ATM_1.1.Staff
1/1
1. Company Profiling - Participation Confirmed - Permanent Staff
20
45% (795) of the participants had 11-50 permanent employees.
The proportions of companies with less than 5 employees (6%, 114) and more than 250 employees (6%, 114) are the lowest among participants.
Even though companies with less than 5 employees account for one of the lowest proportions among participants, they have the highest confirmation rate (83%).
Number of participants per number of permanent staff
114 (6%)
240 (14%)
795 (45%)
494 (28%)
114 (6%)
Permanent Staff< 5
5-10
11-50
51 - 250
> 250
Confirmation rate per number of permanent staff
0 %
20 %
40 %
60 %
80 %
100 %
Permanent Staff
Conf
irm
atio
n R
ate
< 5 5-10 11-50 51 - 250 > 250
83 %75 % 74 %
79 % 77 %
12/3/2020 ATM_1.1.Exports
1/1
1. Company Profiling - Participation Confirmed - Total export as a percentage of sales
21
There is no clear correlation between participation and export ranges. Even though most participants had exports as high as 81%-100% of their sales (26%, 451), the second largest share of participants had Less than 20% exports (20%, 352).
In addition, the highest rate of participation belongs to those with 61%-80% exports (82%) - This group accounts for 15% (255) of all participants (see pie chart).
Companies with No or Less than 20% exports are less likely to confirm their participation (73% each).
Confirmation rate per Export Range
0 %
20 %
40 %
60 %
80 %
100 %
Export % of sales (ranges)
Conf
irm
atio
n R
ate
0% < 20% 21%-40% 41%-60% 61%-80% 81%-100% did notanswer
73 % 73 % 75 % 75 %82 % 78 % 76 %
Number of participants per Export Range
143 (8%)
352 (20%)
201 (11%)
255 (15%)
302 (17%)
451 (26%)
53 (3%)Export as a % of sales (ranges)
0%
< 20%
21%-40%
41%-60%
61%-80%
81%-100%
did not answer
* To better facilitate this analysis, company responses regarding total exports have been clustered into seven export ranges.
12/3/2020 ATM_1.1.Non-EUExports
1/1
1. Company Profiling - Participation Confirmed - Total non-EU export as a percentage of sales
22
For the largest share of participants, their non-EU exports had a Less than 10% contribution to their sales (20% of companies, 357).
6% (110) of the participants had No exports outside the EU.
Companies with 71%-80% non-EU exports more often confirmed their participation (84%).
Confirmation rate per Non-EU export range
0 %
50 %
100 %
Non-EU exports
Conf
irm
atio
n R
ate
0%< 10%
11%-20%
21%-30%
31%-40%
41%-50%
51%-60%
61%-70%
71%-80%
81%-90%
91%-100%
did not answer
74 % 74 % 78 % 79 % 80 % 74 % 76 % 78 %84 % 80 % 76 %
64 %
Number of participants per Non-EU Export Range
110 (6%)
357 (20%)
277 (16%)
193 (11%)171 (10%)
150 (9%)
109 (6%)
87 (5%)
81 (5%)
61 (3%)72 (4%)
89 (5%)Non-EU exports
0%
< 10%
11%-20%
21%-30%
31%-40%
41%-50%
51%-60%
61%-70%
71%-80%
81%-90%
91%-100%
did not answer
* To better facilitate this analysis, company responses regarding total non-EU exports have been clustered into twelve export ranges.
12/3/2020 ATM_1.1.YearofEstablish
1/1
1. Company Profiling - Participation Confirmed - Year of Establishment
23
The largest share of participants were established in 1989 or earlier (31%, 540).
Companies that were established in 2016 or later account for only 1% (22) of all participants. This is due to the fact that the Programme started in 2016 and therefore companies of this age group were not able to provide financial figures of the past three years (a prerequisite for selection). Subsequently, when referring to 'young companies' the report implies those who were established between 2000-2015, unless stated otherwise.
The descending order of confirmation rates per year of establishment, indicates that the older the company is, the higher the likelihood to confirm participation.
Confirmation rate per Year of Establishment
0 %
20 %
40 %
60 %
80 %
Established (ranges)
Conf
irm
atio
n R
ate
1989 or earlier 1990-1999 2000-2009 2010-2015 2016 or later did not answer
79 % 77 % 76 % 74 %69 % 67 %
Number of participants per Year of Establishment
540 (31%)
338 (19%)475 (27%)
329 (19%)
22 (1%)
Established (ranges)1989 or earlier
1990-1999
2000-2009
2010-2015
2016 or later
did not answer
53 (3%)
12/3/2020 ATM_1.1.Ownership
1/1
1. Company Profiling - Participation Confirmed - Ownership Type
24
The largest share of participants was Family Owned companies (33%, 587).
Publicly Listed companies account for 3% (46) of the participants population and have the lowest confirmation rate (65%).
Other ownership type companies hold the highest confirmation rate (83%).
Confirmation rate per company ownership type
0 %
20 %
40 %
60 %
80 %
100 %
Company Ownership type
Conf
irm
atio
n R
ate
Family owned Combination ofmanager
controlled own…
Private PlacedShares
One CompanyOwner
Publicly ListedCompany
Other - Pleasespecify
78 % 75 % 79 %72 %
65 %
83 %
Number of participants per company ownership type
587 (33%)
427 (24%)
322 (18%)
235 (13%)
46 (3%)140 (8%)
Company Ownership typeFamily owned
Combination of manager contr…
Private Placed Shares
One Company Owner
Publicly Listed Company
Other - Please specify
12/3/2020 ATM_1.2.2.IntExp_TM
1/1
1. Company Profiling - Participation Confirmed - International Experience, Non-EU export as percentage of sales per Experience in the Programme's Target Markets
25
EU companies have similar export percentage ranges to non-EU countries regardless of which countries in Asia they have experience in.
More than 40% of the inexperienced companies had No or Less than 10% exports outside the EU.
Active in TMNon-EU exports
China#
%
Japan#
%
Korea#
%
SEA#
%
No Experience#
%
Total# %
0%< 10%11%-20%21%-30%31%-40%41%-50%51%-60%61%-70%71%-80%81%-90%91%-100%did not answer
321551321069796666251432649
3%17%14%12%11%10%7%7%6%5%3%5%
35137115938683555441281836
4%18%15%12%11%11%7%7%5%4%2%5%
2482
117838676504732392327
3%12%17%12%13%11%7%7%5%6%3%4%
25157166129124117866265514057
2%15%15%12%11%11%8%6%6%5%4%5%
47754825999494
1413
18%28%18%9%3%3%3%2%3%2%5%5%
163606578436402381266229198165121182
4%16%16%12%11%10%
7%6%5%4%3%5%
Total 915 100% 781 100% 686 100% 1.079 100% 266 100% 3.727 100%
0%
20%
40%
60%
80%
100%
Active in TM
% o
f res
pons
es
China Japan Korea SEA No Experience
18%17% 18%12% 15%
28%14% 15%
17% 15%
18%
12% 12%12% 12%
9%
11% 11% 13% 11%
10% 11% 11% 11%
7% 7% 7% 8%7% 7% 7%
Non-EU exports
0%
< 10%
11%-20%
21%-30%
31%-40%
41%-50%
51%-60%
61%-70%
71%-80%
81%-90%
91%-100%
did not answer
*Multiple Response Question.**Experience in SEA includes the following countries: Indonesia, Malaysia, Philippines, Singapore, Thailand and Vietnam.
12/3/2020 ATM_Chapter 2
1/1
Chapter 2 - Outcome for EU companies
12/3/2020 ATM_Overall Sample_Chapter 2
1/1
Chapter 2 - Overall Sample (1/2)
27
Sector China
Japan
Korea
South East Asia
Total
Clean Technologies
2017Construction & Building Technologies
2018Contemporary European Design
201720182019
Environment & Water Technologies
201720182019
Green Energy Technologies
201720182019
Healthcare & Medical Technologies
201720182019
Information & Communication Technologies
201720182019
Organic Food & Beverage
20172018
Railway Technologies & Services
2017
3535
2828
4040
64
36288230252765
3233
83
4043693732
62
2537
114304044
2727
74
3638602931
814140
35354040
110274043
20737
10466
204598164
28899
11277
2323
753639
11436374134
34
114363741
10936732323
Total 63 274 403 390 1.130
Number of Business Missions per Target Market
0
5
Target Market
# of
bus
ines
s m
issi
ons
Korea South East Asia Japan China
3
4
2 2
5 5
4
3
2
3
Year 2017 2018 2019
The analysis includes data from 33 Business Missions that took place over the years 2017-2019.
1,130 companies have participated (some have participated more than once) in the Programme's Missions and have responded to the 12 months* after the Business Mission questionnaire (on average 34 companies per Business Mission).
*Questionnaires for the Clean Technologies and Healthcare & Medical Technologies missions to China in 2017 were conducted 6 months after the Business Mission, as were questionnaires for Environment & Water Technologies and Healthcare & Medical Technologies to Japan 2019.
12/3/2020 ATM_Overall Sample_Chapter 2 (2)
1/1
Chapter 2 - Overall Sample (2/2)
28
Number of Business Missions per Sector
0
1
2
3
Sector
# of
bus
ines
s m
issi
ons
Healthcare & MedicalTechnologies
Green EnergyTechnologies
Environment & WaterTechnologies
ContemporaryEuropean Design
Information &Communication
Technologies
Organic Food &Beverage
Clean Technologies Construction &Building Technologies
Railway Technologies& Services
3
2
1 1 1 1 1 1
3 3 3
1 1
2
1
2 2 2
1 1
Year 2017 2018 2019
12/3/2020 ATM_2.1. Outcomes Achieved
1/1
Chapter 2.1 - Outcomes Achieved
12/3/2020 ATM Sample
1/1
2.1 Outcomes Achieved - Possible Outcomes
Outcomes Achieved in the Target Markets in the year that passed since the BusinessMissions
0
100
200
300
400
500
# of
res
pons
es
328300
489
419
192
40
95
Outcomes AchievedConcluded sales or signed c…
Expect sales or sign contract
Will engage in further detail…
Will engage in further explo…
Identified industry or techno…
Realised that target market i…
No further contacts planned
Other (please specify)
The most frequent outcome one year after participation in the Programme's missions was engagement in further detailed discussions (489 responses).
Out of 1,130 companies, 328 (29%) concluded sales/signed a contract 12 months after their participation.Sales conclusion and/or expectation, are considered the most appropriate factors for capturing company success*.
* Multiple response question
Concluded sales or signed contract and Expect sales or sign contract
0
200
400
600
# of
res
pons
es
Actual number of companies respondent: 532
328300
Concluded sales or signed contract Expect sales or sign contract
The graph above presents the participants' responses for these two outcomes. The red line indicates the actual number of companies that achieved them. This implies that out of the 1,130 companies that responded to the 12 months after the BM questionnaire, almost half, 47% (532) concluded and/or expect sales/signed a contract.
*Successful companies = Companies that concluded and/or expected sales/signed a contract one year after their participation.
30
12/3/2020 ATM 2.1.1.Key Findings
1/1
2.1 Outcomes Achieved - Key Findings
31
Out of the 1,130 companies that have participated in the Programme's missions and responded to the 12 months after the Business Mission questionnaire, 532 (47%) concluded and/or expected sales) one year after their participation.
- Companies that have participated in missions for the Healthcare & Medical Technologies Sector, had the highest success rate (61%).
- South East Asia had the highest success rate (51%) among Target Markets. On the other hand, companies that participated in missions to China concluded and/or expected sales less frequently (37%).
- Stand-alone and Embedded Business Missions were equally successful (47% success rate each).
- Successful companies had on average 15 useful meetings during the Business Missions, compared to only 12 useful meetings on average for companies that achieved other outcomes. The average number of pre-arranged meetings remains the same across outcome statuses.
- Companies with prior experience in the Programme's Target Markets conclude and/or expect sales more frequently (48% for experienced companies - compared to 40% for inexperienced companies).
12/3/2020 ATM Sectors
1/1
2.1 Outcomes Achieved - Are some Sectors more successful in Asia?
The Healthcare & Medical Technologies Sector held the most Business Missions during 2017-2019. This is reflected in its high share of companies that concluded and/or expect sales. In addition, the percentage of companies that participated in missions for HMT and concluded and/or expect sales is the highest among all other sectors (61%).
Following Healthcare & Medical Technologies, the Organic Food & Beverage sector has the second highest rate of sales conclusion and/or expectation (49%).
Number of companies that concluded and/or expect sales per Sector
0
20
40
60
80
100
120
140
160
180
20 %
25 %
30 %
35 %
40 %
45 %
50 %
55 %
60 %
65 %
Sector
# of
com
pani
es
CleanTechnologies
Construction& Building
Technologies
Information &Communica…Technologies
RailwayTechnologies
& Services
Contempora…European
Design
Green EnergyTechnologies
Environment& Water
Technologies
Organic Food& Beverage
Healthcare &Medical
Technologies
11
3946
9299
53
175
23 %
61 %
42 %
34 %
48 %
28 %
39 %
45 %
49 %
# of Companies that concluded and/or expect sales % of companies that concluded and/or expect sales per sector
*China was a pilot Target Market for which Business Missions took place in 2016 and 2017. This analysis includes China data from 2017 only. 32
12/3/2020 ATM TM
1/1
2.1 Outcomes Achieved - Are some Target Markets more successful in Asia?
51% of the companies that participated in missions to South East Asia, concluded and/or expected sales one year after their participation.
Companies that participated in missions to China concluded and/or expected sales less frequently (37%).
Number of companies that concluded and/or expect sales per Target Market
0
20
40
60
80
100
120
140
160
180
200
36 %
38 %
40 %
42 %
44 %
46 %
48 %
50 %
52 %
Target Market
# of
com
pani
es
China Japan Korea South East Asia
23
119
190
200
37 %
51 %
47 %
43 %
# of Companies that concluded and/or expect sales % of companies that concluded and/or expect sales per TM
*China was a pilot Target Market for which Business Missions took place in 2016 and 2017. This analysis includes China data from 2017 only. 33
12/3/2020 ATM Stand-Alone
1/1
2.1 Outcomes Achieved - What are the likely outcomes of a stand-alone Business Mission compared to being embedded in a larger trade fair?
34
Almost half of the participants (47%) for both Stand-alone and Embedded Business Missions concluded and/or expected sales one year after their participation.
Stand-alone missions took place in Korea only, whereas Embedded Business Missions took place in South East Asia, Japan and China.
Number of companies that concluded and/or expect sales per Stand-alone vs. Embedded Business Missions
0
50
100
150
200
250
300
350
0 %
10 %
20 %
30 %
40 %
50 %
Stand-alone BM vs. embedded
# of
com
pani
es
Embedded Stand-alone BM
342
190
47 %
47 %
# of Companies that concluded and/or expect sales % of companies that concluded and/or expect sales
12/3/2020 ATM U_Meet
1/1
2.1 Outcomes Achieved - Do more useful meetings increase the probability of succeeding?
35
Companies that concluded and/or expected sales one year after theirparticipation had on average 15 useful meetings.
Companies that achieved other outcomes had on average 12 useful business meetings.
The average number of pre-arranged meetings remains the same across outcome statuses.
Average number of useful business meetings per outcome status
0
5
10
15
Outcome Achieved status
Aver
age
# of
Use
ful m
eetin
gsConcluded and/or Expect Sales Other Outcomes
Average Number of Useful Meetings: 13 1512
Other key findings: - The youngest (established 2016 or later) companies have been the most successful (67% success rate), despite their small share among participants.
- Small companies had the highest success rate (49%), followed by micro companies (48%).
- Awards do not influence companies' success in Asia (a large share of successful companies had Zero awards ). On the other hand, the largest proportion of successful companies had at least one trademark.
- Product adaptation to local customer demand/preferences and local regulations/standards lead to higher frequency of sales conclusion/expectation.
12/3/2020 ATM_2.1.2.ActiveTM
1/1
2.1 Outcomes Achieved - Is International experience in Asia an indication of likely success in Asia?
36
Prior experience in the Programme's Target Markets corresponds to higher frequency of sales conclusion and/ or expectation.
Percentage of companies that concluded and/or expect sales and other outcomes per experience in Asia
0%
20%
40%
60%
80%
100%
Experience in Asia
% o
f com
pani
es
Experienced Inexperienced
48%40%
52%60%
Outcome AchievedConcluded and/or Expect Sales
Other Outcomes
12/3/2020 ATM_2.1.3.Products HMT
1/1
2.1 Outcomes Achieved - Are some product groups likely to be more successful in Asia? Healthcare & Medical Technologies
37
Companies trading Healthcare & Medical Technology products had the highest overall success rate (62%).
In the Healthcare & Medical Technologies sector, the largest share of companies traded Medical Equipment products. Nanotechnology Healthcare (80%) and Telemedicine & Remote Health Monitoring (77%) products concluded/expected sales more frequently.
* Multiple response question.
Sector # ofresponses
# ofsuccessfulcompanies
SuccessRate
Healthcare &MedicalTechnologies
NanotechnologyhealthcareTelemedicine andremote healthmonitoringMedical equipmentAssistivetechnologiesDental productsOther CategoryICT for healthcare
350
5
26
19528
254724
216
4
20
12017
152713
62 %
80 %
77 %
62 %61 %
60 %57 %54 %
Total 350 216 62 %
* Multiple response question.
Companies that concluded and/or expect sales per product category - Healthcare & Medical Technologies
0
50
100
150
50 %
60 %
70 %
80 %
Product Category#
of c
ompa
nies
ICT forhealthcare
Other Category Dental products Assistivetechnologies
Medicalequipment
Telemedicineand remote
health monitori…
Nanotechnologyhealthcare
1327
15 17
120
204
54 %
80 %
61 %60 %
77 %
57 %
62 %
# of successful companies Percentage of companies that concluded/expect sales
12/3/2020 ATM_2.1.3.Products EWT
1/1
2.1 Outcomes Achieved - Are some product groups likely to be more successful in Asia? Environment & Water Technologies
38
Companies that participated in missions for the Environment & Water Technologies Sectors and traded Water Solution (70%) products had the highest rate of sales conclusion/expectation .
Companies that concluded and/or expect sales per product category - Environment & Water Technologies
0
10
20
30
40
50
40 %
50 %
60 %
70 %
Product Category
# of
com
pani
es
Freshwater
supply an…
Biomass Wastemanage…
Soilprevention
Recycling Wastewater
treatment
Noiseprotection
Biogas OtherCategory
Airpollutioncontrol
Watersolutions
17
5
15
3
12
45
3
12
29
18 19
34 %
70 %
47 %43 %
55 %
42 %
55 %
46 %
58 %
50 %
# of successful companies Percentage of companies that concluded/expect sales
* Multiple response question.
Sector # ofresponses
# ofsuccessfulcompanies
SuccessRate
Environment &WaterTechnologies
Water solutionsAir pollutioncontrolOther CategoryBiogasNoise protectionWaste watertreatmentRecyclingSoil preventionWastemanagementBiomassFresh water supplyand Watersolutions
367
2731
53226
95
267
36
1450
178
1918
29123
45
123
15
517
49 %
70 %58 %
55 %55 %50 %47 %
46 %43 %42 %
36 %34 %
Total 367 178 49 %
12/3/2020 ATM_2.1.3.Products GET (1/2)
1/1
2.1 Outcomes Achieved - Are some product groups likely to be more successful in Asia? Green Energy Technologies
39
Sector # ofresponses
# of successfulcompanies
Success Rate
Green Energy Technologies
BiogasCarbon capture technologiesEnergy conservationOther CategorySolarManagement and control systemsGeothermalEnergy conservation technologiesfocused on reducing CO2 emissionsElectric vehiclesEnergy efficiency and carbon servicesWindOff-grid clean energy solutionsBiomassLandfill gasSewage treatment plant gas andbiogasesHydropowerPower generationBiofuel technologiesCogeneration technologiesHydrothermal and ocean energy
54952
286746338
34
9452135481122
19572332
22452
163624174
16
4208
131536
51568
41 %100 %100 %57 %54 %52 %52 %50 %47 %
44 %44 %38 %37 %31 %27 %27 %
26 %26 %26 %25 %
4 1 25 %Total 549 224 41 %
* Multiple response question.
Product categories that were not frequently represented have been very successful (Biogas, Carbon Capture Technologies).
The largest share of companies that participated in Green Energy Technologies missions had Other category products. More than half of those (54%) concluded and/or expect sales.
57% of the companies with products related to energy conservation concluded and/or expected sales one year after their participation.
12/3/2020 ATM_2.1.3.Products GET (2/2)
1/1
2.1 Outcomes Achieved - Are some product groups likely to be more successful in Asia? Green Energy Technologies
40
Companies that concluded and/or expect sales per product category - Green Energy Technologies
0
10
20
30
40
20 %
40 %
60 %
80 %
100 %
Product Category
# of
com
pani
es
Cogeneration technologies
Hydrothermal and ocean energy
Biofuel technologies
Hydropower
Power generation
Landfill gas
Sewage treatment plant gas and biogases
Biomass
Off-grid cle
an energy solutions
Wind
Electric ve
hicles
Energy effic
iency and ca
rbon servic
es
Energy conserva
tion technologies focused on reducin
g CO2 emissions
Geothermal
Management and contro
l syste
msSolar
Other Category
Energy conserva
tionBiogas
Carbon capture technologies
8
1
6 5
15
3
6
1513
8
4
20
16
4
17
24
36
16
5
225 %
100 %100 %
44 %
27 %
52 %
26 %
37 %
50 %
57 %
26 %31 %
47 %
26 %
38 %
52 %
54 %
25 % 27 %
44 %
# of successful companies Percentage of companies that concluded/expect sales
* Multiple response question.
12/3/2020 ATM_2.1.3.Products ICT
1/1
2.1 Outcomes Achieved - Are some product groups likely to be more successful in Asia? Information & Communication Technologies
41
Companies that concluded and/or expect sales per product category - Information & CommuncationTechnologies
0
5
10
15
20
25
40 %
45 %
50 %
Product Category
# of
com
pani
es
IoT Big Data Health IT Future Comms/ Media
FinTech OtherCategory
CloudComputing
Cybersecurity
87
67
8
21
12
7
38 %
54 %
44 %
43 %
48 %
39 %
44 %45 %
# of successful companies Percentage of companies that concluded/expect sales
* Multiple response question.
Companies trading Cybersecurity products (54%) for the ICT Sector in Asia concluded and/or expected sales more frequently.
Sector # ofresponses
# ofsuccessfulcompanies
SuccessRate
Information &CommunicationTechnologies
CybersecurityCloudOther CategoryFinTechFuture Comms /MediaHealth ITBig DataIoTBroadband
174
1325471816
1418212
76
7122187
678
44 %
54 %48 %45 %44 %44 %
43 %39 %38 %
Total 174 76 44 %
12/3/2020 ATM_Outcome for EU companies
1/1
Chapter 2.2 - New Business Collaborations
12/3/2020 ATM_Sample
1/1
2.2 New Business Collaborations - Sample
43
For the purpose of this analysis, companies have been grouped into two categories. These are distinguished based on their outcomes for the specific success factor (establishment and/or expectation of new business collaborations):
1) Successful companies: Companies who have established and/or expect new business collaborations (82%, 931).
2) Unsuccessful Companies: Companies that have not established and do not expect to establish any new business collaborations (18%, 199).
New Business Collaborations Status
931 (82%)
199 (18%)
Established and/or Expect New Business Collaborations Did not Establish nor Expect New Business Collaborations
12/3/2020 ATM_ 2.2.1.Key Findings
1/1
2.2 New Business Collaborations - Key Findings
44
Out of the 1,130 companies that participated in the Programme's missions, 931 (82%) established and/or expected New Business Collaborations.
- GET (88%), OFB (88%) and RTS (87%) had the highest overall success rates. Yet, ICT (57%), CED (53%) and HMT (48%) had the highest rates of established new business collaborations establishment than those expected.
- China was the least successful Target Market (76% of its participants established and/or expected new business collaborations, compared to 83% on average for Japan, Korea and South East Asia).
- SEA (47%) and Korea (44%) were the only Target Markets in which the rate of new business collaboration establishment is higher than that of expectation.
- Following a slight drop in 2018 (79% - 82% in 2017), company success rate in 2019 increased by 10 percentage points (89%).
- Participation in Embedded (83%) vs. Stand-alone (82%) missions does not influence success in Asia.
- All young companies (established 2016 or later) established and/or expected new business collaborations. However, those account for just 1% (12 companies) of the overall participants population. Notable is the high rate of unsuccessful companies (38%) among those who did not provide their year of establishment.
- Companies with no prior experience in the Programme's Target Markets established and/or expected new business collaborations less frequently (76% - compared to 83% for experienced companies).
12/3/2020 ATM_Sectors
1/1
2.2 New Business Collaborations - Are some Sectors more successful in Asia?
45
Companies that participated in missions for the Green Energy Technologies (88%), Organic Food & Beverage (88%) and Railway Technologies & Services (87%) Sectors established and/or expected to establish new business collaborations more frequently.
Number of companies that have established and/or expect New Business Collaborations per Sector
0
20
40
60
80
100
120
140
160
180
200
220
240
70 %
72 %
74 %
76 %
78 %
80 %
82 %
84 %
86 %
88 %
90 %
Sector
# of
com
pani
es
Construction &Building
Technologies
CleanTechnologies
Healthcare &Medical
Technologies
ContemporaryEuropean
Design
Environment &Water
Technologies
Information &Communicati…Technologies
RailwayTechnologies
& Services
Organic Food& Beverage
Green EnergyTechnologies
28 25
233
89
169
94
20
96
180
70 %
88 %
82 %81 %
87 %
71 %
81 %
82 %
88 %
# of companies % of companies
12/3/2020 ATM_TM
1/1
2.2 New Business Collaborations - Are some Target Markets more successful in Asia?
46
Companies that participated in missions to Japan (84%), South East Asia (83%) and Korea (82%), had the highest success rates.
Number of companies that have established and/or expect New Business Collaborations per Target Market
0
50
100
150
200
250
300
350
76 %
77 %
78 %
79 %
80 %
81 %
82 %
83 %
84 %
Target Market
# of
com
pani
es
China Korea South East Asia Japan
48
332
325
229
76 %
84 %83 %
82 %
# of companies % of companies
12/3/2020 ATM_Year
1/1
2.2 New Business Collaborations - Has the Programme become more successful over time?
47
Notably, 2019 (89%) was the most successful year in terms of new business collaboration establishment/expectation.
Company success rate dropped by 3 percentage points in 2018 (79%) compared to an 82% success rate in 2017.
Number of companies that have established and/or expect New Business Collaborations per Year
0
50
100
150
200
250
300
350
400
78 %
80 %
82 %
84 %
86 %
88 %
90 %
Year
# of
com
pani
es
2017 2018 2019
290
260
384
82 %
89 %
79 %
# of companies % of companies
12/3/2020 ATM_EmbeddedVSStandAlone
1/1
2.2 New Business Collaborations - What are the likely outcomes of a stand-alone Business Mission compared to being embedded in a larger trade fair?
48
Success rate difference between Stand-alone and Embedded Business Missions accounts for just 1 percentage point.
Number of companies that have established and/or expect New Business Collaborations per Embedded vs. Stand-aloneBusiness Missions
0
200
400
600
800
82,4 %
82,6 %
82,8 %
Stand-alone BM vs. embedded
# of
com
pani
es
Stand-alone BM Embedded
332
602
82 %
83 %
# of companies % of companies
* Embedded Business missions account for all missions to China, Japan and South East Asia, whereas, Stand-alone Business Missions took place in Korea.
12/3/2020 ATM_YoE(1)
1/1
2.2 New Business Collaborations - Is company age an indication of likely success inAsia?
49
All young companies (established in 2016 or later), had established and/or expected New Business Collaborations after their participation. However, they account for 12 (1%) companies.
38% of the companies that did not provide their year of establishment were unsuccessful.
Percentage of companies that Established and/or Expect New Business Collaborations vs. Not, per Year of Establishement
0%
20%
40%
60%
80%
100%
Year of Establishment
% o
f com
pani
es
1989 or earlier 1990-1999 2000-2009 2010-2015 2016 or later did not answer
18% 16% 16% 20%38%
82% 84% 84% 80%
100%
63%
Did not Establish nor Expect New Business Collaborations Established and/or Expect New Business Collaborations
Total number of companies per year of establishment
316 (28%)
219 (19%)326 (29%)
225 (20%)
12 (1%)Established
1989 or earlier
1990-1999
2000-2009
2010-2015
2016 or later
did not answer
32 (3%)
12/3/2020 ATM_YoE(2)
1/1
2.2 New Business Collaborations - Is company age an indication of likely success inAsia?
50
Younger companies (established after 2010) had significantly higher rates of new business collaboration establishment rates than expectation rates.
New Business Collaboration Status, per Year of Establishement
Year of Establishment1989 or earlier 1990-1999 2000-2009 2010-2015 2016 or later did not answer
42 % 42 %
41 %
44 % 83 %
31 %40 % 42 %
43 %
35 %
17 %
31 %
Established Expected
12/3/2020 ATM_Turnover
1/1
2.2 New Business Collaborations - Is size of turnover (or sales) an indication of likely success in Asia?
Companies with lower turnover had higher rates of new business collaboration establishment. Companies with higher turnover (more than 10.000.000 EUR) show higher rates of expectation than actual establishment.
New Business Collaboration Status, per Turnover (or Sales)
Turnover (or Sales)< 100.000EUR 100.000 - 2.000.000EUR 2.000.000 - 10.000.000EUR 10.000.000 - 50.000.000EUR > 50.000.000EUR
50 %47 % 43 %
37 % 37 %40 % 38 % 39 %
43 % 40 %
Established Expected
51
12/3/2020 ATM_UM
1/1
2.2 New Business Collaborations - Do more useful meetings increase the probability of succeeding?
52
Successful companies had on average 15 useful meetings during the Business Missions, whereas unsuccessful companies had on average 11 useful meetings. Companies that expect to establish new business collaborations had on average 12 useful meetings.
Average number of Useful Meetings per New Business Collaborations Status
0
5
10
15
New Business Collaborations Status
Aver
age
# of
Use
ful M
eetin
gs
Established new business collaborations Expect new business collaborations Did not establish nor expect newbusiness collaborations
15
12
11
12/3/2020 ATM_Activein
1/1
2.2 New Business Collaborations - Is international experience in Asia an indication of likely success?
53
Companies with prior experience in the Programme's Target Markets established new business collaborations more frequently (42%- compared to 27% for inexperienced companies).
Expectation of new business collaborations is higher among inexperienced companies (49%).
New Business Collaborations Status, per Experience in the Programmes's Target Markets
0%
20%
40%
60%
80%
100%
Experience in TMs
% o
f com
pani
es
Experienced Inexperienced
42%27%
41%
49%
17%24%
Established new business collaborations
Expect new business collaborations
Did not establish nor expect new business collaborations
12/3/2020 ATM_HMT_Produ
1/1
2.2 New Business Collaborations - Are some product groups likely to be more successful in Asia? - Healthcare & Medical Technologies
54
Nanotechnologies (100%), Other Category products (89%) and Telemedicine & Remote Health Medicine (88%) products had the highest success rates in HMT missions. Nanotechnologies (60%) and Telemedicine & Remote Health Medicine (58%) had also the highest rates of new business collaboration establishment.
* Multiple response question
Companies that have Established and/or Expect New Business Collaborations per Product Group - HMT
0
50
100
150
75 %
80 %
85 %
90 %
95 %
100 %
Product Category
# of
res
pons
esAssistive
technologiesICT for
healthcareDental products Medical
equipmentTelemedicineand remote
healthmonitoring
Other Category Nanotechnologyhealthcare
21 19 20
157
23
42
575 %
100 %
81 %80 %
89 %
79 %
88 %
# of successfull companies success rateSector
# ofresponses
# ofsuccessfulcompanies
SuccessRate
Healthcare &Medical Technologies
AssistiveDental productsICT for healthcareMedical equipmentNanotechnologyhealthcareOther CategoryTelemedicine andremote healthmonitoring
350
282524
1955
4726
287
212019
1575
4223
82 %
75 %80 %79 %81 %
100 %
89 %88 %
Total 350 287 82 %
12/3/2020 ATM_ICT_Prod
1/1
2.2 New Business Collaborations - Are some product groups likely to be more successful in Asia? - Information & Communication Technologies
55
Broadband (100%), Future Communications / Media (88%) and Internet of Things (IoT, 86%) were the most successful products in ICT. 67% (out of the 72% successful companies) that traded FinTech products had established new business collaborations.
* Multiple response question
Companies that have Established and/or Expect New Business Collaborations per Product Group - ICT
0
5
10
15
20
25
30
35
40
70 %
75 %
80 %
85 %
90 %
95 %
100 %
Product Category
# of
res
pons
es
FinTech CloudComputing
Cybersecurity Health IT OtherCategory
Big Data IoT FutureComms /
Media
Broadband
13
19
1011
38
15
18
14
2
72 %
100 %
81 %
77 %
86 %
76 % 79 %
83 %
88 %
# of successful companies success rateSector # ofresponses
# ofsuccessfulcompanies
SuccessRate
Information &CommunicationTechnologies
BroadbandFuture Comms /MediaIoTBig DataOther CategoryHealth ITCybersecurityCloud ComputingFinTech
174
216
21184714132518
140
214
18153811101913
80 %
100 %88 %
86 %83 %81 %79 %77 %76 %72 %
Total 174 140 80 %
12/3/2020 ATM_CBT_Prod
1/1
2.2 New Business Collaborations - Are some product groups likely to be more successful in Asia? - Construction & Building Technologies
56
Construction & Building Technologies products had one of the lowest overall success rates (76%).
* Multiple response question
Companies that have Established and/or Expect New Business Collaborations per Product Group - CBT
0
5
10
15
70 %
80 %
90 %
100 %
Product Category
# of
res
pons
esMachinery
Sectorcomponents
Construction& Building
Technologies
BuildingMaterials and
BuildingInstallation
equipmentand
technologies
Air pollutioncontrol
Assistivetechnologies
Managementand control
systems
Smart andGreen
Buildings
4
11
14
7
1 12
8
67 %
100 %100 %
70 %
100 %
69 %
78 %
100 %
# of successful companies success rateSector # ofresponses
# ofsuccessfulcompanies
SuccessRate
Construction & BuildingTechnologies
Air pollution controlAssistive technologiesManagement and controlsystemsSmart and Green Buildingsequipment andtechnologiesBuilding Materials andBuilding InstallationConstruction & BuildingTechnologiesMachinery Sectorcomponents
63
112
89
20
16
6
48
112
87
14
11
4
76 %
100 %100 %100 %
100 %78 %
70 %
69 %
67 %
Total 63 48 76 %
12/3/2020 ATM_New Emp (1)
1/1
2.2 New Business Collaborations - Employment Increase per New Business Collaborations Status
57
Throughout the years 2017-2019, 4,022 new employees have been hired as a result of the EU companies participation in the Programme. The largest share of those were employed in Production (37%, 1,493 employees).
In almost all departments, the largest shares of new hires were made by companies that had established new business collaborations. Companies that expected new business collaborations had the largest share of new hires in sales.
Number of new Employees
1.493 (37%)
1.344 (33%)
724 (18%)
461 (11%)
New Employees in:Production
Others
Sales
Management
Number of new employees per department and new business collaborations status
0
200
400
600
New Employees in:
# of
new
em
ploy
ees
Sales Production Others Management
126
391342
42
288
616 619
227
310
486
383
192
Did not establish nor expect new business collaborations Established new business collaborations Expect new business collaborations
* Multiple Response Question
12/3/2020 ATM_New Emp (2)
1/1
2.2 New Business Collaborations - Employment Increase per New Business Collaborations Status (Option 2)
58
Throughout the years 2017-2019, 4,022 new employees have been hired as a result of the EU companies participation in the Programme. The largest share of those were employed in Production (37%, 1,493 employees).
Number of new employees per department and new business collaborations status
0
500
1.000
1.500
New Employees in:
# of
new
em
ploy
ees
Sales Production Others Management
724
1.493 1.344
461
* Multiple Response Question
12/3/2020 ATM_2.3 Increase in Turnover
1/1
Chapter 2.3 - Increase in Turnover
12/3/2020 ATM Sample
1/1
2.3 Increase in Turnover - Sample
60
Number of companies per Increase in Turnover Satus
700 (62%)
297 (26%)
133 (12%)
Increase in Turnover StatusNo
Yes
did not answer
26% (297) of the companies experienced growth in their turnover in relation to the Target Market visited.
12% (133) did not provide a response, either because they did not know or because they did not want to respond.
The remaining 62% (700) of the participants, did not experience any growth in turnover in relation to the Target Market.
12/3/2020 ATM_2.3.1. Key Findings
1/1
2.3 Increase in Turnover - Key Findings
61
- 31% of the companies that attended missions for CED, ICT and HMT respectively had an increase in their turnover.
- South East Asia and Korea were the most successful Target Markets, with 30% of their participants experiencing growth in their turnover one year later. China was the third most successful Target Market (22% success rate).
- After a drop in 2018 (20%), the success rate for EU companies in 2019 (35%) increased by 15 percentage points.
- Companies that participated in Stand-alone Business Missions had a higher success rate than those who attended Embedded missions.
12/3/2020 ATM Sectors
1/1
2.3 Increase in Turnover - Are some Sectors more successful in Asia?
62
Success Rate per Sector
0 %
10 %
20 %
30 %
40 %
Sector
Succ
ess
rate
CleanTechnologies
Construction& Building
Technologies
GreenEnergy
Technologies
RailwayTechnologies
& Services
Environment& Water
Technologies
OrganicFood &
Beverage
Healthcare& Medical
Technologies
Information&
Communic…Technologies
Contempor…European
Design
11 % 13 %
22 % 22 %25 %
28 %31 % 31 % 31 %
31% of the Contemporary European Design, Information & Communication Technologies and Healthcare Medical Technologies participants experienced growth in their turnover in relation to the Target Market visited one year after their participation.
Sector Total # ofCompanies
# ofSuccessfulCompanies
Success rate
Contemporary European DesignInformation & Communication TechnologiesHealthcare & Medical TechnologiesOrganic Food & BeverageEnvironment & Water TechnologiesRailway Technologies & ServicesGreen Energy TechnologiesConstruction & Building TechnologiesClean Technologies
110114288109207
23204
4035
34358830525
4454
31 %31 %31 %28 %25 %22 %22 %13 %11 %
Total 1130 297 26 %
12/3/2020 ATM TM
1/1
2.3 Increase in Turnover - Are some Target Markets more successful in Asia?
63
South East Asia and Korea have been the most successful TMs during 2017-2019 - In both, 30% of their participants increased their turnover.
China had the lowest number of total participants (63). Out of these, 22% experienced an increase in their turnover.
Success Rate per Target Market
0 %
10 %
20 %
30 %
Target Market
Succ
ess
rate
Japan China Korea South East Asia
17 %
22 %30 % 30 %
Target Market Total # ofCompanies
# ofSuccessfulCompanies
Success rate
South East AsiaKoreaChinaJapan
390403
63274
1171191447
30 %30 %22 %17 %
Total 1130 297 26 %
12/3/2020 ATM Year
1/1
2.3 Increase in Turnover -Has the Programme become more successful over time?
64
After a drop in 2018 (20%), company success rate increased by 15 percentage points in 2019 (35%).
Year MedianIncrease inTurnover in
EUR
Total # ofCompanies
# ofSuccessfulCompanies
Success rate
201720182019
55.00039.00070.000
352487291
9995
103
28 %20 %35 %
Total 50.000 1130 297 26 %
Success Rate per Year
0 %
10 %
20 %
30 %
40 %
Year
Succ
ess
rate
2017 2018 2019
28 %
35 %
20 %
12/3/2020 ATM Embedded vs. Stand-alone
1/1
2.3 Increase in Turnover -What are the likely outcomes of a Stand-alone Business Mission compared to being Embedded in a larger trade fair?
65
30% of the companies who attended Stand-alone Business Missions had an increase in their turnover one year later.
The success rate of companies that attended Embedded Business Missions was 6 percentage points lower (24%).
Stand-alone BM vs.embedded
Total # ofCompanies
# ofSuccessfulCompanies
Success rate
Stand-alone BMEmbedded
403727
119178
30 %24 %
Total 1130 297 26 %
Success Rate per Embedded vs. Stand-alone Business Missions
0 %
10 %
20 %
30 %
Stand-alone BM vs. embedded
Succ
ess
rate
Embedded Stand-alone BM
24 %30 %
12/3/2020 ATM Organised and Useful Meetings
1/1
2.3 Increase in Turnover - Do more Pre-arranged Meetings increase the number of Useful Meetings? - Non-Linear Regression
More pre-arranged meetings have a positive influence on the increase of useful meetings for EU companies (overall correlation coefficient: 0.8095).
Looking at companies that experienced growth in their turnover, the correlation between pre-arranged and useful meetings is even stronger (0.9206 - compared to 0.8056 and 0.6752 for companies with no increase in turnover and those who did not answer, respectively).
The correlation remains strong for all Sectors except CT (-0.4790). Correlation Coefficient
66
12/3/2020 ATM_Chapter 2.4.
1/1
Chapter 2.4 - Growth Expectations
12/3/2020 ATM Sample
1/1
2.4 Growth Expectations - Sample
68
85% (958) of the participants expect their companies' business to the Target Market to grow.
13% (144) expect their companies' business to remain the same, while only 2% (28 companies) expect their business to the Target Market to decline.
Number of Companies per Growth Expectation Status
958 (85%)
144 (13%)
28 (2%)
Expect business toGrow
Stagnate
Decline
12/3/2020 ATM_ 2.4.1. Key Findings
1/1
2.4 Growth Expectations - Key Findings
69
Out of the 1,130 companies that participated in the Programme's business missions and responded to the 12 months after questionnaire, 958 (82%) expected their business to the Target Markets to grow.
- 96% of the companies that participated in missions for ICT expected their business to the Target Market to grow.
- South East Asia (91%) and China (89%) had the highest growth expectations.
- Growth Expectation rates have increased over the years (about 3 percentage points higher each year).
- Companies that participated in Embedded Business Missions (88%) had a 6 percentage points higher growth expectation rate than companies who participated in Stand-alone missions (82%).
12/3/2020 ATM Sectors
1/1
2.4 Growth Expectations - Are some Sectors more successful in Asia?
70
96% of the companies that participated in missions for ICT expected their business to the Target Markets to grow.
CBT had the lowest growth expectation rate (68%).
Number of companies that expect their business to the Target Market to grow, per Sector
0
50
100
150
200
250
65 %
70 %
75 %
80 %
85 %
90 %
95 %
100 %
Sector
# of
com
pani
es
Construction& Building
Technologies
RailwayTechnologies
& Services
Green EnergyTechnologies
Healthcare &Medical
Technologies
Environment& Water
Technologies
Organic Food& Beverage
ContemporaryEuropean
Design
CleanTechnologies
Information &Communicat…Technologies
2717
173
245
178
95 96
31
110
68 %
96 %
86 %85 %
87 %
74 %
85 %87 %
89 %
# of successful companies success rate
12/3/2020 ATM TM
1/1
2.4 Growth Expectations - Are some Target Markets more successful in Asia?
71
High growth expectations are observed for companies that participated in missions to South East Asia (91%) and China (89%).
Number of companies that expect their business to the Target Market to grow, per Target Market
0
50
100
150
200
250
300
350
400
82 %
83 %
84 %
85 %
86 %
87 %
88 %
89 %
90 %
91 %
92 %
Target Market
# of
com
pani
es
Korea Japan China South East Asia
331
229
56
356
82 %
91 %
89 %
84 %
# of successful companies success rate
12/3/2020 ATM Turnover
1/1
2.4 Growth Expectations - Is turnover size an indication of likely success in Asia?
72
Companies of lower turnover sizes had higher growth expectations.
Number of companies, per Turnover Size
20 (2%)
378 (33%)
425 (38%)
240 (21%)
67 (6%)
Company turnover or sales< 100.000EUR
100.000 - 2.000.000EUR
2.000.000 - 10.000.000E…
10.000.000 - 50.000.000…
> 50.000.000EUR
Growth Expectation per Turnover Size
0%
20%
40%
60%
80%
100%
Turnover Size
% o
f com
pani
es
< 100.000EUR 100.000 -2.000.000EUR
2.000.000 -10.000.000EUR
10.000.000 -50.000.000EUR
> 50.000.000EUR
10% 11% 14% 13% 15%
90% 88% 83% 83% 81% Expect Business toDecline
Stagnate
Grow
12/3/2020 ATM_2.5. Employee Increase
1/1
Chapter 2.5 - Employee Increase
12/3/2020 ATM_2.5. Sample
1/1
2.5 Employee Increase - Sample
74
Over the years 2017-2019 the Programme contributed to the establishment of 4,022 new jobs. An additional 1,429 future jobs were expected.
Total Number of New Employees and Future Employees
0K
1K
2K
3K
4K
5K
Num
ber
of N
ew E
mpl
oyee
s
4.022
1.429
New Employees Future Employees
33% (1,344) of the new employees were hired in other than the given business departments.
37% (1,493) were employed in Production.
18% (724) in Sales and 11% (461) in Management.
Number of new employees per department
724 (18%)
1.493 (37%)461 (11%)
1.344 (33%)
New employees in:Sales
Production
Management
Others
12/3/2020 ATM_2.5.1. Key Findings
1/1
2.5 Employee Increase - Key Findings
75
Through the years 2017-2019, 4,022 new jobs were created in the EU after the participation of 1,130 companies in the EU Gateway | Business Avenues Programme. This accounts for 4 new employees (on average) per company.
- 60% of the ICT participants hired new employees after visiting the Business Missions. ICT participants hired in total 922 new employees. HMT had the highest number of new employees (1,284) from 52% of its participants.
- South East Asia was the most successful Target Market. 52% of its participants hired a total of 2,036 new employees.
- Small (51%) companies hired new employees more frequently than companies of different sizes.
- More than half (52%) of the participants who concluded and/or expected sales one year after their participation in the Business Missions hired new employees.
12/3/2020 ATM_2.5.1.Sectors
1/1
2.5 Employee Increase - Are some Sectors more successful in Asia? (1/2)
76
60% of the ICT participants increased their number of employees one year after the Business Mission. In total they have hired 922 new employees.
HMT had the highest number of new employees (1,284) from 52% of its participants.
Sector Total NewEmployees
Average NewEmployees
Total # ofCompanies
# of companiesthat increased
theiremployees
Success Rate
Information & CommunicationTechnologiesConstruction & Building TechnologiesEnvironment & Water TechnologiesRailway Technologies & ServicesHealthcare & Medical TechnologiesGreen Energy TechnologiesClean TechnologiesOrganic Food & BeverageContemporary European Design
922
91679114
1.28464858
13294
8
23543211
114
4020723
28820435
109110
68
2211012
150106153824
60 %
55 %53 %52 %52 %52 %43 %35 %22 %
Total 4.022 4 1130 545 48 %
12/3/2020 ATM_2.5.1.Sectors
1/1
2.5 Employee Increase - Are some Sectors more successful in Asia? (2/2)
77
Number of new employees and Success rate per Sector
0
200
400
600
800
1.000
1.200
1.400
20 %
25 %
30 %
35 %
40 %
45 %
50 %
55 %
60 %
Sector
# of
ew
Em
ploy
ees
ContemporaryEuropean Design
Organic Food &Beverage
Clean Technologies Green EnergyTechnologies
Healthcare & MedicalTechnologies
Railway Technologies& Services
Environment & WaterTechnologies
Construction &Building Technologies
Information &Communication
Technologies
94132
58
648
1.284
114
679
91
922
22 %
60 %
52 %
43 %
53 %
35 %
52 % 52 %
55 %
New Employees in: Total New Employees Success Rate
12/3/2020 ATM_2.5.1. TM
1/1
2.5 Employee Increase - Are some Target Markets more successful in Asia?
78
52% of the companies that attended missions in South East Asia hired new employees one year later. This is the highest success rate.
In total they have hired 2,036 new employees.
Target Market Total NewEmployees
Average NewEmployees
Total # ofCompanies
# of companiesthat increased
theiremployees
Success Rate
South East AsiaJapanKoreaChina
2.036781
1.11986
5331
39027440363
20414317523
52 %52 %43 %37 %
Total 4.022 4 1130 545 48 %
Number of new employees and Success rate per Target Market
0
500
1.000
1.500
2.000
2.500
40 %
45 %
50 %
Target Market
# of
New
Em
ploy
ees
China Korea Japan South East Asia
86
1.119
781
2.036
37 %
52 %52 %
43 %
New Employees in: Total New Employees Success Rate
12/3/2020 ATM_2.5.2.Company Size
1/1
2.5 Employee Increase - Is Company Size an indication of likely success in Asia?
79
Small (51%) companies hired new employees more frequently than companies of different sizes.
Medium-sized companies hired the largest share of total employees (41%, 1,636).
EnterpriseCategory
Total NewEmployees
Average NewEmployees
Total # ofCompanies
# of companiesthat increased
theiremployees
Success Rate
MicroSmallMedium-SizedLarge
2051.2571.636
924
135
10
212495329
94
94252165
34
44 %51 %50 %
36 %Total 4.022 4 1130 545 48 %
Number of new employees and Success rate per Company Size
0
500
1.000
1.500
2.000
35 %
40 %
45 %
50 %
55 %
Enterprise Category
# of
New
Em
ploy
ees
Micro Small Medium-Sized Large
205
1.257
1.636
924
44 %
36 %
51 %
50 %
New Employees in: Total New Employees Success Rate
12/3/2020 ATM_2.5.2.UM
1/1
2.5 Employee Increase - Do more Useful Meetings increase the probability of succeeding? - Non-Linear Regression
80
There is a strong overall correlation between the number of useful meetings and employee increase for EU companies (0.7693).
This is the case for all Sectors except:- EWT (0.3872)- OFB (0.2682)
For RTS, there is a strong negative correlation between useful meetings and new employees (-0.6355).
Correlation Coefficient
12/3/2020 ATM_2.5.4. Outcomes Achieved
1/1
2.5 Employee Increase- Success Rate per Outcome Achieves
81
More than half (52%) of the participants who concluded and/or expected sales one year after their participation in the Business Missions hired new employees.
Success Rate per Outcome Achieved
0 %
20 %
40 %
60 %
Outcomes Achieved
Succ
ess
Rat
e
Concluded and/or Expect Sales Other Outcomes
52 %
45 %
12/3/2020 ATM_2.5.4. Increase Turn
1/1
2.5 Employee Increase- Success Rate per Increase in Turnover Status
82
55% of the companies that increased their turnover after the Business Mission, have also hired new employees.
Success Rate per Increase in Turnover Status
0 %
20 %
40 %
60 %
Increase in Turnover Status
Succ
ess
Rat
e
Yes No
55 %
46 %
*Success Rates are out of 100% for each increase in turnover status category.
12/3/2020 ATM_2.5.4. Growth Expectation
1/1
2.5 Employee Increase- Success Rate per Growth Expectation Status
83
Companies that expected their business to the Target Market to 'Grow' one year after the Business Mission had the highest success rate (50%).
Success Rate per Growth Expectation Status
0 %
20 %
40 %
60 %
Growth Expectation
Succ
ess
Rat
e
Grow Stagnate Decline
50 %
35 %39 %
12/3/2020 Cover
1/1
Chapter 3 - Impact of the Korea FTA
12/3/2020 3. Issue Summary
1/1
3. Impact of Korea FTA - Issue Summary
85
Barriers to TradeBM No
Yes
Total
Korea;Healthcare & Medical Technologies;3/19/2017Korea;Environment & Water Technologies;7/3/2017Korea;Organic Food & Beverage;10/23/2017Korea;Green Energy Technologies;1/29/2018Korea;Healthcare & Medical Technologies;3/12/2018Korea;Contemporary European Design;5/28/2018Korea;Environment & Water Technologies;9/10/2018Korea;Organic Food & Beverage;11/26/2018Korea;Green Energy Technologies;1/21/2019Korea;Healthcare & Medical Technologies;3/11/2019Korea Contemporary European Design 5/2019
2734352337383239364037
331232 146
3037362540403239374443
Total 378 25 403
Import IssuesBM No
Yes
Total
Korea;Healthcare & Medical Technologies;3/19/2017Korea;Environment & Water Technologies;7/3/2017Korea;Organic Food & Beverage;10/23/2017Korea;Green Energy Technologies;1/29/2018Korea;Healthcare & Medical Technologies;3/12/2018Korea;Contemporary European Design;5/28/2018Korea;Environment & Water Technologies;9/10/2018Korea;Organic Food & Beverage;11/26/2018Korea;Green Energy Technologies;1/21/2019Korea;Healthcare & Medical Technologies;3/11/2019Korea Contemporary European Design 5/2019
2131282332372825283437
9682834
149
106
3037362540403239374443
Total 324 79 403
Investment IssuesBM No
Yes
Total
Korea;Healthcare & Medical Technologies;3/19/2017Korea;Environment & Water Technologies;7/3/2017Korea;Organic Food & Beverage;10/23/2017Korea;Green Energy Technologies;1/29/2018Korea;Healthcare & Medical Technologies;3/12/2018Korea;Contemporary European Design;5/28/2018Korea;Environment & Water Technologies;9/10/2018Korea;Organic Food & Beverage;11/26/2018Korea;Green Energy Technologies;1/21/2019Korea;Healthcare & Medical Technologies;3/11/2019Korea Contemporary European Design 5/2019
2936362538403239354442
11 2 2 1
3037362540403239374443
Total 396 7 403
Respondents most commonly experienced Import Issues (OFB Korea 2018 had the most with 14).
Only 7 companies in the sample of 403 reported have experienced Investment Issues.
These values represent how many respondents indicated having encountered these issues, not how many issues were encountered in total. Each responding company could have indicated experiencing multiple issues in each category.
Given the small sample of companies experiencing issues to draw from, this report has limited findings. Analyses for Barriers to Trade and Investment Issues in particular did not yield any substantive results.
12/3/2020 3. Key Findings
1/1
3. Impact of Korea FTA - Key Findings
86
Summarising the findings laid out in this chapter, there are no discernible trends regarding the impact of the FTA in the respondent's experience of various impediments to doing business in Korea.
- Analysing companies' experience with regards to Import Issues, Trade Barriers, and Investment Issues, no trends emerge across the Business Missions from 2017 to 2019. There was no statistically meaningful change across time or other factors such as turnover range or sector, the only noticeable difference was observed for Import Issues when considering the status of the companies' product adaptation to Target Market regulations and standards. Having adapted the product prior to participation in the Business Mission appears to be correlated to a lower likelihood of experiencing Import Issues. However, due to low response values it can not be deemed a statistically significant correlation.
- The lack of clear impact indicators with regards to these impediments may largely be attributed to the lack of diverse data. The vast majority of respondents across the Business Missions indicated not having experienced any problems in any of the given categories.
12/3/2020 3. Import Issues breakdown by Year
1/1
3. Impact of Korea FTA - Import Issues: Breakdown by Year
87
Import Issues breakdown per Year
0%
20%
40%
60%
80%
100%
Year
Perc
enta
ge o
f Im
port
Issu
e Ty
pe E
xper
ienc
ed
2017 2018 2019
19,44%14,29%15,56%
11,11%
53,57%
6,67%
11,11%
3,57%
8,89%
33,33%
17,86%
37,78%
22,22%
10,71%
28,89%
Import licensing and p… Import quotas Other (please specify) Standards Technical requireme… Documentation, c… Import restricti…The most common import issues in 2017 and 2018 were Import Restrictions and Documentation / Customs Procedures.
In 2019, the most commonly experienced Import Issue fell into the 'Other' category.
In 2017, a total of 36 issues were encountered, in 2018 it was 45, and in 2019 there were 28 reported total Import Issues. This illustrates that there were inconsistent changes in the amount and distribution of the import issues experienced.
12/3/2020 3. Import Issues by Adaptation Status
1/1
3. Impact of Korea FTA - Import Issues by Product Adaptation Status
88
0%
20%
40%
60%
80%
100%
Product adapted to the local regulations/standards in the target country?
Com
pani
es w
ith Im
port
Issu
es
Yes In progress No
83,90%73,00% 75,00%
16,10%27,00% 25,00%
Did your company encounter any import issues? No Yes
Companies that had not fully adapted their product to local regulations / standards in Korea prior to the beginning of the Business Mission appeared to have experienced a higher rate of Import Issues during the following year. While the rate for companies who had gone through the adaptation process and experienced Import Issues was only 16.1%, it was 27% and 25% for the 'in progress' and 'not adapted' categories respectively.
12/3/2020 ATM_External perspective
1/1
Chapter 4 - External Perspective
12/3/2020 ATM_Sample
1/1
External Perspective - Sample
90
Number of Business Missions per Target Market, per Year
0
1
2
3
4
5
Target Market
# of
Bus
ines
s M
issi
ons
Korea South East Asia Japan China
2 2
3
4
2
5 5 45 5 5
1
Year 2016 2017 2018 2019 2020
Target Market 2016
2017
2018
2019
2020
Total
China
Clean TechnologiesHealthcare & Medical Technologies
Japan
Construction & Building TechnologiesEnvironment & Water TechnologiesGreen Energy TechnologiesHealthcare & Medical TechnologiesRailway Technologies & Services
Korea
Contemporary European DesignEnvironment & Water TechnologiesGreen Energy TechnologiesHealthcare & Medical TechnologiesOrganic Food & Beverage
South East Asia
Construction & Building TechnologiesContemporary European DesignEnvironment & Water TechnologiesGreen Energy TechnologiesHealthcare & Medical TechnologiesInformation & Communication TechnologiesOrganic Food & Beverage
2 1 12 11
211
3 1 114 1 1
41111
5111115 11
51111151111151 1
1 1
211922221
1623434
161133
11
111
111
332
Total 4 9 14 15 1 43
The analysis includes data for 43 Business Missions that took place over the years 2016-2020.
It looks at the perspectives of EU participants and Asian visitors in order to understand the respective client groups across Target Markets, Sectors and individual Business Missions.
Due to the different number of respondents for each analytical question (in the Exit-Poll Questionnaire), sample sizes differ per sub-chapter.
* There are no Exit Poll Data available for the Green Energy Technology and Railway Technologies & Services missions to Japan in 2017.
12/3/2020 ATM_4.2. Sample
1/1
4. External Perspective - Did both sides identify the same outcomes?
91
Asian Companies - Response Rate and EU Companies - Response Rate by Outcome
0 %
50 %
Outcome
resp
onse
rat
e
Close to signingcontract
Will engage in furtherdetailed discussions
Will engage insubsequent
explanatory discussi…
Identified industry ortechnology trends
No further follow-upplanned
Other
2 %
30 % 29 %23 %
17 %
1 %
47 %73 % 52 %
33 %
4 % 8 %
Asian Companies - Response Rate EU Companies - Response Rate
Almost three quarters of the EU companies Engaged in further detailed discussions after their participation in the Business Missions and more than half in subsequent explanatory discussions (52%). These two outcomes were the most dominant among Asian visitors as well.
In addition, a large share of EU companies (47%) were close to signing a contract after their participation.
Close to signing a contract - For EU companies includes two options:- Concluded sales/signing a contract.- Expect sales/signing of contract.
* Multiple Response Question**For the EU companies side, responses regarding the outcome 'Close to signing a contract' include - Concluded sales or signed contract + Expect sales or signed contract.
12/3/2020 ATM_4.2 Key findings
1/1
4. External perspective - Did both sides identify the same outcomes? - Key Findings
92
The sample includes 1,785* EU companies that have attended the Business Missions and have responded to the Debriefing Questionnaire, as well as, 5,205 Asian companies that have visited the business exhibition (on average 42 EU companies and 121 Asian visitors per Business Mission).
- Outcomes remain similar across the years, with the largest share of participants from both sides Engaging in further detailed discussions after the Business Missions.
- In 2020, EU companies' response rate with regard to signing a contract increased by 17 percentage points (64%) - compared to 47% on average for 2016-2019. This does not reflect the response rate of Asian companies for the specific outcome. However this is due to the fact that EU responses for the outcome 'close to signing a contract' include both Actual signing and Expectation of signing a contract.
- Regardless of the Target Market visited, the largest share of EU companies Engaged in further detailed discussions.
12/3/2020 ATM_4.2. TM
1/1
4. External Perspective - Did both sides identify the same outcomes?, per TM
93
Asian Companies - Response Rate and EU Companies - Response Rate by Target Market
0 %
10 %
20 %
30 %
40 %
50 %
Target Market
resp
onse
rat
e
China Japan Korea South East Asia
28 %
36 %
18 %23 %
46 % 37 % 35 %31 %
Asian Companies - Response Rate EU Companies - Response Rate
Regardless of the Target Market visited, the largest share of EU companies Engaged in further detailed discussions.
In Japan, a similar share of Asian and EU companies claim to have identified industry and technology trends, after their participation in the Business Missions.
68% of the EU companies that participated in missions to Korea were close to signing a contract. A similar share of companies from both sides claim to have Engaged in subsequent explanatory discussions after their participation.
29% of the Asian visitors in SEA said that they were not planning to follow-up.
* Multiple Response Question
Outcome
Close tosigningcontract
Will engagein furtherdetailed
discussions
Will engagein subsequentexplanatorydiscussions
Identifiedindustry ortechnology
trends
No furtherfollow-upplanned
Other
12/3/2020 ATM_4.2. Sector
1/1
4. External Perspective - Did both sides identify the same outcomes?, per Sector
94
Asian Companies - Response Rate and EU Companies - Response Rate by Sector
0 %
50 %
Sector
resp
onse
rat
e
CleanTechnologies
Construction &Building
Technologies
ContemporaryEuropean
Design
Environment &Water
Technologies
Green EnergyTechnologies
Healthcare &Medical
Technologies
Information &Communication
Technologies
Organic Food &Beverage
RailwayTechnologies &
Services
28 % 27 %22 %
28 % 25 %20 % 16 % 17 %
34 %
63 %
33 %
16 %
44 %39 %
29 %36 %
20 %
57 %
Asian Companies - Response Rate EU Companies - Response Rate
Almost three quarters of the EU companies (72%) were close to signing a contract. Especially those who attended Business Missions for CED (72%) and OFB (71%).
Companies from both sides share similar proportions of responses in regard to Trends Identification.
Asian companies that attended Business Missions for CBT (39%), RTS (38%) and ICT (36%) were not planning to follow-up.
* Multiple Response Question
Outcome
Close to signingcontract
Will engage infurther detailed
discussions
Will engage insubsequentexplanatorydiscussions
Identified industryor technology
trends
No furtherfollow-up planned
Other
12/3/2020 ATM_4.3. Sample
1/1
4. External Perspective - Were both sides satisfied with the meetings?
95
Asian Companies - Response Rate and EU Companies - Response Rate by Satisfaction
0 %
20 %
40 %
60 %
Satisfaction
resp
onse
rat
e
Very Satisfied Satisfied Neutral Dissatisfied Very Dissatisfied
22 %
66 %
11 %
1 % 0 %
23 %
45 %
23 %
7 %2 %
Asian Companies - Response Rate EU Companies - Response Rate
The largest share of both EU and Asian companies were Very Satisfied with the meetings they have attended during the Business Missions.
* Responses for SEA are counted twice.* There is a difference in the EU companies sample size. This is due to the fact that companies may have answered the Question for one SEA TM and not the other -Relevant for 2016 missions.
12/3/2020 ATM_4.3 Key findings
1/1
4. External perspective - Were both sides satisfied with the meetings? - Key Findings
96
The sample includes 1,783* EU companies that have attended the Business Missions and have responded to the Debriefing Questionnaire, as well as 5,074 Asian companies that have visited the trade fairs (on average 41 EU companies and 118 Asian visitors per Business Mission).
- Throughout the years the largest share of participants from both the EU and Asia were Very Satisfied or Satisfied with the meetings.
- In all years dissatisfaction levels were low, and in 2020 none of the companies were Very Dissatisfied.
- EU and Asian companies that participated in Business Missions to Japan and Korea shared similar satisfaction levels, in regard to the meetings attended.
- Regardless of the Sectors, the largest share of EU and Asian companies were Satisfied with the meetings.
- OFB and GET had two of the highest shares of Very Satisfied companies from both sides.
- In RTS there was an increase of Neutral responses from both sides.
12/3/2020 ATM_4.3. TM
1/1
4. External Perspective - Were both sides satisfied with the meetings?, per TM
97
Asian Companies - Response Rate and EU Companies - Response Rate by Target Market
0 %
10 %
20 %
30 %
Target Market
resp
onse
rat
e
China Japan Korea South East Asia
16 %
21 % 22 % 22 %
8 %
21 %
32 %
19 %
Asian Companies - Response Rate EU Companies - Response Rate
EU and Asian companies that participated in Business Missions to Japan and Korea shared similar satisfaction levels with regard to the meetings attended.
Among EU companies that attended Business Missions in China there is a large share of Neutral responses compared to Asian companies. In addition, the share of Dissatisfied EU companies that visited China is higher than that of the other Target Markets.
* Responses for SEA are counted twice.
Satisfaction
Very Satisfied
Satisfied
Neutral
Dissatisfied
Very Dissatisfied
12/3/2020 ATM_4.3. Sector
1/1
4. External Perspective - Were both sides satisfied with the meetings?, per Sector
98
Asian Companies - Response Rate and EU Companies - Response Rate by Sector
0 %
20 %
Sector
resp
onse
rat
e
CleanTechnologies
Construction &Building
Technologies
ContemporaryEuropean Design
Environment &Water
Technologies
Green EnergyTechnologies
Healthcare &Medical
Technologies
Information &Communication
Technologies
Organic Food &Beverage
RailwayTechnologies &
Services
17 %
24 % 24 %
16 %
24 %
19 % 21 %
26 %
16 %
11 %
16 %
23 %21 % 28 % 21 %
16 %
29 %
14 %
Asian Companies - Response Rate EU Companies - Response Rate
Regardless of the Sectors, the largest share of EU and Asian companies were Satisfied with the meetings.
OFB and GET had two of the highest shares of Very Satisfied companies from both sides.
In RTS there was an increase of neutral responses from both sides.
* Responses for SEA are counted twice.
Satisfaction
Very Satisfied
Satisfied
Neutral
Dissatisfied
Very Dissatisfied
12/3/2020 ATM_END
1/1
END OF REPORT