1. Executive Agency for Competitiveness and Innovation The Marco Polo Programme 2013 Call for proposals Marco Polo Info Day Rome, 12 June 2013 Marco Cecchetto EACI

2. Executive Agency for Competitiveness and Innovation In case your idea is: New transport service shifting freight from road With a European dimension Loss making in its first years Viable in the longer term  Marco Polo can help you! Can Marco Polo support you?

3. Executive Agency for Competitiveness and Innovation The Marco Polo programme

4. Executive Agency for Competitiveness and Innovation Where to start? Understand Call text: most important! Check if your proposal is eligible Choose 1 of 5 action types Marco Polo Helpdesk: phone and email

5. Executive Agency for Competitiveness and Innovation The 5 Action Types Modal Shift– MOD Catalyst– CAT Motorways of the Sea – MOS Traffic Avoidance – TAV Common Learning– CLA

6. Executive Agency for Competitiveness and Innovation Action types key points MODAL SHIFT CATALISTMoS TRAFFIC AVOIDANCE CLA Duration2 to 3 years3 to 5 years 1-2 years Threshold (tkm average per year) 60M (13 for IWW, 30 for SWL) 30M200M 80M (or 4M vkm) min €250k Shift/avoidan ce subsidy 2€ per 500 tkm (some SSS and IWW: 3€ per 500 tkm) - Max % of eligible costs 35%50% Ancillary Infrastructure Max 20% of Total Eligible Costs-

7. Executive Agency for Competitiveness and Innovation From proposal to contract Proposal preparation Evaluation (external/ internal) Contract negotiation Grant Agreement into force DeadlineResultsEACI decision March/August 2013 December 2013 Jan/February 2014 First half 2014

8. Executive Agency for Competitiveness and Innovation Overview of conditions and criteria -Funding conditions -Eligibility criteria -Exclusion criteria Selection criteria Award criteria Proposal is excluded Ranking

9. Executive Agency for Competitiveness and Innovation GENERAL: E1 Uniqueness E2 Transport services E3 European Dimension – Undertakings E4 European Dimension – Cost E5 Type of Legal Entity E6 Start-up action SPECIFIC per action type: Route (MOD, MOS, CAT, TAV) Duration (all) Threshold (all) Competition (all) Effect on production output or workforce (TAV only) Eligibility criteria

10. Executive Agency for Competitiveness and Innovation Specific Eligibility Criteria MODCATMoSTAVCLA Route*(territory of 2 EU/fully participating country countries or 1 EU/fully participating and 1 close 3 rd country) Modal shift/traffic avoidance at least on the territory of 1 EU/fully participating country) (+ use of “Category A” ports for MoS) n/a Duration2 to 3 years3 to 5 years 1-2 years Threshold (average tkm/year) 60M (13 for IWW 30 for SWL) 30M200M 80M (or 4M vkm) - min €250K Competition risk analysis yes * The route should be international AND under the control of the applicant

11. Executive Agency for Competitiveness and Innovation Selection criteria How to demonstrate financial capacity: latest unconsolidated financial statements audited for partners requesting >€300,000 subsidy Show ratios: oCurrent assets/current liabilities ≥ 0.5 oEU grant/Equity ≤ 1 oScore ≥ 4 points on 5 ratios How to demonstrate technical capacity: at least a 5-year experience by the applicants in the project area or at least 5-year experience of their directly involved employees evidence provided by company records and CVs

12. Executive Agency for Competitiveness and Innovation How are the proposals assessed?  Award criteria There is also a threshold per criterion! * Including freight shifted off the road

13. Executive Agency for Competitiveness and Innovation How to determine your subsidy? MOD/CAT/MOS/TAV *: Funding will be lowest of: Modal shift: 2 or 3 Euro / 500 tkm Maximum 35% of total eligible costs Deficit of the action CLA: Funding will be lowest of: 50% of total eligible costs Deficit of the action * The Marco Polo calculator indicates the maximum subsidy for your initiative

14. Executive Agency for Competitiveness and Innovation Golden Rules 1.Understand conditions & criteria 2.Demonstrate credibility 3.Demonstrate viability 4.Analyse competition 5.Specific advice for CLA 6.Write a clear and concise proposal 7.Use the available support

15. Executive Agency for Competitiveness and Innovation Golden Rules 1. Understand criteria & conditions Read the call text Address all criteria & conditions 3-4 forms to be submitted One signed original, 5 copies + CD-ROM Deadline: 23/08/2013

16. Executive Agency for Competitiveness and Innovation Golden Rules 2. Demonstrate credibility Very important – main reason for failure! Describe the market (market research, size, problems in the market, needs…) Describe your service (what will you solve?, how?, with whom?) Describe type of freight, clients, return leg, frequency, contracts, capacity utilisation, compare to road, etc..

17. Executive Agency for Competitiveness and Innovation Golden Rules 2. Demonstrate credibility With recent letters of intent from customers & market research Realistic forecasts

18. Executive Agency for Competitiveness and Innovation Golden Rules 2. Demonstrate credibility Prove the start-up between 1/10/2012 – 1/10/2014 but modal shift/traffic avoidance & costs only eligible as of submission date of the proposal Use the MP calculator Old and new routes with maps Pre- and post-carriage by road

19. Executive Agency for Competitiveness and Innovation Golden Rules 3. Demonstrate viability Not compulsory for CLA – but an advantage Business plan: cumulative loss in the years of funding; show at least 1 year after subsidy period – ideally profit-making Credible business plan – revenues, eligible/non- eligible costs

20. Executive Agency for Competitiveness and Innovation Golden Rules 4. No unacceptable distortion of competition Shift from road – not from other modes Compare with other non-road services Differentiate by market/freight/clients/service Be exhaustive – you need to convince (customers declare that freight was previously on the road)

21. Executive Agency for Competitiveness and Innovation Golden Rules 5. Specific advice for CLA Show the Link between action and modal shift/traffic avoidance objectives Describe Roles of all partners/subcontractors Structure and detail coherently: why, when, where, by whom, how many, target groups, content, benefits, etc.)

22. Executive Agency for Competitiveness and Innovation Golden Rules 5. Specific advice for CLA Innovation – what is new compared with other similar projects? European added value – reach a wide European target group to help solve a problem Letters of intent/support from interested parties

23. Executive Agency for Competitiveness and Innovation Golden Rules 6. Write a clear and concise proposal Be consistent: main text, annexes, MP calculator Without repetitions Follow the call structure (see appendix 2) Cross-checked by an outsider

24. Executive Agency for Competitiveness and Innovation Golden Rules 7. Use the available support Marco Polo Help Desk – phone/email Marco Polo website Checklists for each action type Presentations from previous conferences Guidance documents FAQs etc.

25. Executive Agency for Competitiveness and Innovation Call 2013 - Available Support MARCO POLO Website http://ec.europa.eu/marcopolo http://ec.europa.eu/marcopolo Call text, appendices, model contract, templates, checklists, FAQ’s,MP calculator, conference slides MARCO POLO Helpdesk oEmail: eaci-marco-polo-helpdesk@ec.europa.eu oPhone: +32 (02) 29-50924 oFax:+32 (02) 29-79506 Subscribe to the Marco Polo e-newsletter!

26. Executive Agency for Competitiveness and Innovation Thank you for your attention Good luck with your proposal!