1. Challenges and Opportunities: Getting SME’s on board
Jens Baadsgaard Pedersen
“SME - Hands on” experiences from:
Watertech A/S, Danwater A/S, SkyTEM Aps, EnviDan A/S, and DanAqua Aps
and
Export Preparation Consultant for The Trade Council of Denmark
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2. Getting SME’s on board
Many successful Danish SME’s already working international in the Water Sector?
Producers of equipment, like CoMeTas
Software developer, like I-GIS
Specialized consultants, like EnviDan Water
Operators and contractors, like SkyTEM
Danish Utilities with more than 150 years of unique competences how to manage, operate and maintain water utilities like VCS
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3. Just call!
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4. Getting SME’s on board
Why are SME’s important for export of water technologies?
Innovation driven and strong engagement creates unique products and solutions
They are very important as the feeding channel for new business opportunities and advanced technology
They generates employment in research and development, and even production of “Advanced technology” in Denmark!
To deal with the global water challenges, we need holistic concepts, that involves specific products and unique competences
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5. Going from dealing with Danish situations to Mega cities!
Getting SME’s on board
We have to be realistic and focused on global challenges, not just think in Danish situations:
Most of the world use surface water, we are much more lucky!
Water is very expensive in DK, not like in most of the world
Water is very scarce in many places, but not in DK
In Bangkok has km distribution pipes – KE have 1076 km!
In Kuala Lumpur the NRW (water loss) = total Danish water consumption (> 400 mill m3 /y)
Our big challenge:
Going from dealing with Danish situations to Mega cities!
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6. Getting SME’s on board Why is it difficult for SME’s to go global?
They always lack money, so how can they finance in market development and sales fare away from home!
The SME’s are often driven by people that spends time on inventions and innovation, do they have courage to go global?
Lack of Experiences in export and international relationship
International Marketing & sales
Project and financial risks
Custom and other paper work
Currency risk and monetary challenges, … Etc…
The global water sector demands more and more integrated and holistic solutions – to much for a Danish SME!
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7. Getting SME’s on board My experience: Watertech A/S!
Established 5 J/V’s outside DK from 2003 to 2007
Status: 2 are closed (Germany and Philippines), 3 kicking very strong and successful (Vietnam, Thailand, and Malaysia)
We used any services available to get support to develop the companies and start up in the respective markets
Trade council services, Danida B2B programs (Partnership Facility Program) and IFU as co-investor.
My lesson learned:
It takes hard work and money, and 3600 internal support based on a business plan
And no matter where you want to go, you need strong local setup
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8. Optimizing Drinking water distribution and reducing NRW and energy consumption
MWA, Bangkok – Thailand
Consumers: 11 mill.
Daily production: mill m³
Distribution pipes: km
NRW (official): 36 %
Daily loss from system = 1,8 mill m³
= the same as Silkeborg use in 1 year
Verdens største vandforsyning (for et par år siden)

9. MWA pipe system in Bangkok - Thailand

10. NRW Project for MWA Bangkok – Thailand Reduce leakage and NRW
Thai Danwater scope of work:
Upgrade GIS system
Installation of Danish “Aquis” hydraulic modelling software
Set up hydraulic model for km pipes
Separate system by use of hydraulic model in to 12 districts and 700 DMA’s
Design pressure management
Develop network model online for supply system and set up load forecast

11. Getting SME’s on board
What can we do for them and how to support them?
Support with Experience and networking:
The Trade council of DK (of course)
Networking informally and in any relevant organizations (DI, FRI, Danish Water Forum, Inno-Mt etc.)
Export promotions; delegations and Danish pavilions like organized by WTC Environmental Export.
Support demonstration project out side DK => First reference always very important, “What I see - I believe”
Support research programs at Universities with focus on cooperation with SME’s (ex. Højteknologifonden)
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12. Getting SME’s on board
What can we do for them and how to support them?
Support financially start up of export and market development
Generate finance mechanism to develop Feasibility Studies
Support companies to set up cooperation and to form concepts. Organize “Concept factories”!
Establish “Market platforms” in selected markets and offer “local” support with the difficult part of exporting
“CNR” = Company National Responsibility! Let the big one’s smoothen the way for the SME’s and share their experiences
Any many more ideas……..
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13. Getting SME’s on board
Conclusion: It can be done, also for the SME’s in the water business!
Recommendation:
Involve SME’s directly in advanced and innovative research
Expand and develop programs and advisory services like Trade Counsel, Danida programs and IFU.
We have to support the start up process and secure a high rate of success by supporting them directly with money!!! = “Invest in DK”!
We must organize the water sector in Denmark much better
Thank you for your attention!
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