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The SME-team in customer Relations (KUR) By Ole Lindholm, Annette Rosenqvist & Susanne Schaarup Emborg.

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Presentation on theme: "The SME-team in customer Relations (KUR) By Ole Lindholm, Annette Rosenqvist & Susanne Schaarup Emborg."— Presentation transcript:

1 The SME-team in customer Relations (KUR) By Ole Lindholm, Annette Rosenqvist & Susanne Schaarup Emborg

2 Agenda 1.The SME-team in general 2.Export preparation 3.Export Start 4.Vitus

3 The SME -team Ole Lindholm Team Leader Annette Rosenkvist Export Preparation Susanne Schaarup Emborg Export Start Morten Elbjørn Vitus and general Charlotte Torp Pedersen Trainee

4 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

5 Export preparation

6 What is EXPORT PREPARATION FOR SMEs •50/50 •Inexperienced •Very often young •Danish •Do you have a customer who needs export preparation?

7

8 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……….

9 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.

10 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.

11 Networking •Networking groups consisting of SMEs from different sectors. •They often face the same challenges. •Groups in Jutland and Zealand.

12 Export Start – in short •Goal: to enable SME (Small & Medium sized Enterprises) to enter targeted markets within a short horizon •Two kinds of packages:

13 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)

14 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)

15 Export Start – Documents Application form – to be found at eksportraadet.um.dk (http://www.um.dk/da/menu/Eksportraadgivning/Vitilbyder/Eksportst art/)http://www.um.dk/da/menu/Eksportraadgivning/Vitilbyder/Eksportst art/ Project Kick Off (PKO) – to be found at TC Cockpit •http://tradecouncil/customer-and- partners/SME_s/Export%20Start/Pages/default.aspxhttp://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%20proposa l/Pages/default.aspxhttp://tradecouncil/creating%20value/formulating%20the%20proposa l/Pages/default.aspx

16 How to get started? •Company must apply •Company must sign the application and 1.mail to 2.fax to:

17 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% , , ,

18 How long does it take to give birth to a export succes?

19 Vitus Small and medium sized enterprises with a particularly high global potentiale for growth: • Less than 100 mio. DKK in turnover • employes • Export to one market

20 Two phases: Selection: •Written application •Selection panel •Interview with TCD consultant from the market in focus Strategy (about 2 months): •Stationing of a adviser with the company in Denmark (2 days) •2 workshops with internationally recognized consultants •Presentation for an expert panel Execution (about 7 months): •Individuel implementation of the “Go To market” strategy by the •company •adviser •The Introduction of a new Danish export-award (the Vitus Award)

21 The course of events

22 Secondment in the company15 Preliminary market analysis18 Participation in 2 workshops32 Execution of Go-to-Market strategy200 Total265 A Total of 265 Hours

23 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 CompanyMarket DGE GroupThailand Georg Jensen DamaskGermany Dybvad Stål IndustriBrazil SafeComGermany Gottlieb Paludan ArkitekterEngland JLI VisionSweden Brodersen SystemsUS Dansk ScanningGermany ProCon SolutionsGermany Power StowUS First round of participating companies:

24 Next round of Vitus • Deadline for applications: 1 st of June 2011 • Selection panel 30 th of June 2011 • Expert panel 7 th of October 2011

25 Questions? Ole LindholmSusanne Schaarup Emborg Annette Rosenkvist Ole LindholmSusanne Schaarup Emborg Annette Rosenkvist


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