the sme-team in customer relations (kur)

The SME-team in customer Relations (KUR)

By Ole Lindholm, Annette Rosenqvist & Susanne Schaarup Emborg

Agenda

1. The SME-team in general

2. Export preparation

3. Export Start

4. Vitus

The SME -team

Ole LindholmTeam Leader

Annette Rosenkvist

Export Preparation

Susanne Schaarup EmborgExport Start

Morten ElbjørnVitus and general

Charlotte Torp PedersenTrainee

The Trade Council is doing a special effort for the SME’s

For the inexperienced

Export Preparation

Free export preparation package => Tailored sequence done by an consultant with international experience

For the more experineced

Export Start

Export start package with 50 % subsidy for guidance out on the market => e.g. search for partners

For the export-gazelles

Vitus

65 % subsidy for selected export-gazelles of 265 hours => an actual export order on a new market

Export preparation

What is EXPORT PREPARATION

FOR SMEs

• 50/50• Inexperienced• Very often young• Danish• Do you have a customer

who needs export preparation?

What we do

• SWOT• Making a plan for future

activities• Helping them find a

suitable market• Establishing contacts• It all ends up with a plan

and a PKO• On to……….

Where you come in

Bridge

• Export prepared companies who wish to take it further.

• Consultants contact the missions in order to help the companies bridge the gap to your market.

• The aim is to assist them until an offer is made and accepted.

Market Test• Companies take a closer look

at the market of their choice• 2 days’ visit.• The mission gets up to 35

hours to prepare and participate in meetings with potential partners, Danish companies already at the market, and maybe potential customers.

• Companies pay transport, hotel and meals.

Networking

• Networking groups consisting of SMEs from different sectors.

• They often face the same challenges.

• Groups in Jutland and Zealand.

Export Start – in short

• Goal: to enable SME (Small & Medium sized Enterprises) to enter targeted markets within a short horizon

• Two kinds of packages:

Export Start – in short

Export Start – one package is 35 hours• Can be used inside the EU, EFTA, North America, Oceania• Subsidised – customer pays 50%• Can be used in

– Max. 3 ESP per market– Max. 6 ESP in total

Who is eligble:• Company with a Danish CVR no.• Less than 50 employees (total of a concern)• Annual turnover less than DKK 50 mio (total of a concern)

Export Start – in short

Export Start Growth – one package is 50 hours• In effect round middle of April 2011• Subsidised – customer pays 35 %• Can be used outside the EU, EFTA, North America, Oceania

– Max. 3 ESP per market– Max. 6 ESP in total

Who is eligble:• Company with a Danish CVR no.• Less than 100 employees (total of a concern)• Annual turnover less than DKK 100 mio (total of a concern)

Export Start – Documents

Application form – to be found at eksportraadet.um.dk (http://www.um.dk/da/menu/Eksportraadgivning/Vitilbyder/Eksportstart/)

Project Kick Off (PKO) – to be found at TC Cockpit• http://tradecouncil/customer-and-partners/SME_s/Export%20Start/

Pages/default.aspx

ESP offer formular - to be found at TC Cockpit – Document Wizard• http://tradecouncil/creating%20value/formulating%20the

%20proposal/Pages/default.aspx

How to get started?

• Company must apply• Company must sign the application and

1.mail to eksportstart@um.dk or

2.fax to: 33 92 04 30

Prices 2011

*Price per hour DKK 815,00

Number of Packages

Number of hours ESP ’normal’

Number of hours ESP growth’

Normal price* Price for ESP ’normal’

=50%

Price for ESP growth’

=35%

1 35 50 28.525 14.262,50 14.262,50

2 70 100 57.050 28.525 28.525

3 105 150 85.575 42.787,50 42.787,50

4 140 200 114.100 57.050 57.050

5 175 250 142.625 71.312,50 71.312,50

6 210 300 171.150 85.575 85.575

How long does it take to give birth

to a export succes?

Vitus

Small and medium sized enterprises with a particularly high global potentiale for growth:

• Less than 100 mio. DKK in turnover

• 5-100 employes

• Export to one market

Two phases:

Selection:•Written application•Selection panel •Interview with TCD consultant from the market in focus

The course of events

Secondment in the company 15

Preliminary market analysis 18

Participation in 2 workshops 32

Execution of Go-to-Market strategy 200

Total 265

A Total of 265 Hours

Company Market

DGE Group Thailand

Georg Jensen Damask Germany

Dybvad Stål Industri Brazil

SafeCom Germany

Pause/Frokost

Gottlieb Paludan Arkitekter England

JLI Vision Sweden

Brodersen Systems US

Dansk Scanning Germany

ProCon Solutions Germany

Power Stow US

Company Market

DGE Group Thailand

Georg Jensen Damask Germany

Dybvad Stål Industri Brazil

SafeCom Germany

Gottlieb Paludan Arkitekter England

JLI Vision Sweden

Brodersen Systems US

Dansk Scanning Germany

ProCon Solutions Germany

Power Stow US

First round of participating companies:

Next round of Vitus

• Deadline for applications: 1st of June 2011

• Selection panel 30th of June 2011

• Expert panel 7th of October 2011

Questions?

Ole Lindholm Susanne Schaarup Emborg Annette Rosenkvistolelin@um.dk sussem@um.dk annros@um.dk