Slides from the Access Europe 2013 event on Wednesday, 6th November 2013

1. Access Europe 2013
Wednesday, 6th November 2013
The Caledonian Hotel, Edinburgh

2. Access Europe 2013
Sarah Lord
Regional Manager (Central Europe)
SDI

3. Access Europe 2013
Anne-Marie Martin
Chief Executive
COBCOE

4. Why consider
Europe
Sarah Lord
Regional Manager
SDI Central Europe

5. Why Europe? - £11 billion exported in 2011
EU Exports from Scotland
12,000
10,000
8,000
EU Exports
6,000
4,000
2,000
0
2007
Source global connections survey
2008
2009
2010
2011

6. £11 billion but what about USA etc?
Destination of Scottish Exports, 2011 (%)
Australasia, 2%
Unallocable , 5%
Africa, 5%
Asia, 9%
Middle East, 4%
EU, 46%
Central & South
America, 4%
USA
£3.5B
North America,
16%
Rest of Europe, 9%
Total exports: £24 billion
Source: GCS

7. SOME BACKGROUND - WHO ARE WE?
Scottish Development International
(SDI) is the specialist trade &
investment arm of:• the Scottish Government
• Scottish Enterprise
• Highlands & Islands Enterprise
Works in close partnership with
Business Gateway and UKTI
Single point of contact for all
international business development
needs

8. OUR PURPOSE
International trade
raise the ambition of more Scottish
businesses to think, compete and trade
globally
attract investment and talent which
builds on Scotland’s globally competitive
sectors
increase the global competitiveness of
the business environment in Scotland.
enhance Scotland’s image globally
Foreign investment

9. SCOTLAND’S TRADE AND INVESTMENT
STRATEGY
GOVERNMENT AMBITION:
50% increase in
international exports by
2017
Scotland’s Trade and Investment
Strategy
Increasing International Trade
More Scottish businesses trading internationally
Greater support for Growth Businesses
Int. exploitation of Scotland’s education sector
Team Scotland approach
Customer focused delivery
Aligning the work of the public and private sector
Wider promotion of Scotland
Influencing and providing business intelligence
Harnessing the potential of international networks
Integrated business planning
Attracting inward investment
Greater focus on strategic inward investment
Embedding companies, encouraging expansion and
developing supplier links
Low carbon opportunities
Promoting Scotland
Focus on growth opportunities in sectors
Ensuring a global footprint focused on opportunity
Emerging markets

10. RAISING INTERNATIONAL AMBITION – TEAM
SCOTLAND
TEAM SCOTLAND APPROACH
Work closely with range of public and private
sector partners
business and industry organisations
local authorities and cities
Education and Globalscots
Local co-ordinated presence
local staff working with SE/ HIE
industry specialists
Smart Exporter
Increase in overseas coverage
27 overseas offices (increasing to 29)
UKTI partner in Scotland
Canada joint working
Embed within Industry Strategies
e.g. new Oil & Gas Strategy, Tourism
Selling Scotland

11. GROWTH SECTORS
Creative Industries
Life Sciences
Energy
Tourism
Financial Services
Food and Drink
Universities
Other Growth Sectors
Aerospace, Defence,
Marine
Chemicals
Construction
Forest Industries
Healthcare
Textiles
Education

12. SDI EMEA Geographical coverage
Mark Hallan
Senior Director,
EMEA
Erik Jewell
Field Ops
EMEA
Brian Conley
Field Ops
EMEA
Mackay Smith
Field Ops
EMEA
Sarah Lord
Field Ops
EMEA
(London)
(London)
(Paris)
(Dusseldorf)
Tom
Marchbank
s
Field Ops
EMEA
Yuri Andrev
Field Ops
EMEA
(Moscow)
(Dubai)
UK & Nordics
SER &
Benelux
CER inc
DACH
Middle
East
Russia

13. Why Europe? - £11 billion exported in 2011
EU Exports from Scotland
12,000
10,000
8,000
EU Exports
6,000
4,000
2,000
0
2007
Source global connections survey
2008
2009
2010
2011

14. Or put another way almost half exported into EU
Destination of Scottish Exports, 2011 (%)
Australasia, 2%
Unallocable , 5%
Africa, 5%
Asia, 9%
Middle East, 4%
EU, 46%
Central & South
America, 4%
£3.5B
North America,
16%
Rest of Europe, 9%
Total exports: £24 billion
Source: GCS

15. Exports to EU countries – where exactly
Scottish exports to EU, % of total 2011
Denmark
3%
Other
11%
Netherlands
25%
Sw eden
4%
Italy
6%
Spain
6%
France
17%
Eire
7%
Belgium
9%
Germany
12%
Total Scottish exports to EU = £11 billion (2011)
Source: GCS

16. Scotland’s top 20 export markets (current prices)
2011
2002
USA
Netherlands
France
Germany
Belgium
Eire
Norway
Spain
Switzerland
Italy
Singapore
Sweden
Brazil
China
UAE***
Japan
Other Africa***
£ million
3,525
2,665
1,935
1,365
980
780
765
710
640
610
455
450
435
400
380
365
345
USA
Netherlands
France
Germany
Italy
Eire
Spain
Belgium
Sweden
Norway
Switzerland
Denmark
Russia***
Canada
Japan
Singapore
Austria***
£ million
2,145
1,865
1,785
1,785
935
845
820
670
615
560
475
395
320
280
270
235
215
Canada
Denmark
Australia
325
325
320
Australia
South Africa***
Finland***
210
200
190
Source: GCS

17. SCOTTISH COMPETITIVENESS IN EUROPE
SDI EMEA Industry focus by number of companies assisted in 2011/12
and 2012/13
160
140
120
100
80
60
40
20
0

18. European Export Challenges some examples
Length of time to secure business
Making the time for visits and research to/ in the markets
Local certification & standards compliance
Packaging/labelling
Languages & cultures
Payment terms, credit insurance
Marketing communications
Finding the right format for partnering and company establishment

19. Global Connections Survey – barriers to exporting (all
Scottish companies)
Barriers to export development (% of responses)
Products/services unsuitable
Transport costs
Currency/exchange rates
Lack of resources/managerial time
Setting competitive prices
Legislation and standards
Lack of market information
Language/cultural difficulties
Lack of trained staff
Export documentation
No spare production capacity
Export Finance
High import tariffs
Export Credit Insurance
After sales service
Non Tariff barriers
0%
2%
4%
6%
8%
10%
12%
14%
Source: GCS

20. WHERE WE ADD VALUE AND HELP MANAGE RISK
We provide a global marketing and sales resource which can help you target
overseas growth via :
•Prepare businesses to do business
overseas
•International strategy development
•Identify market opportunities &
provide market intelligence
•Identify business partners & finance
support options
•Facilitate connections & business
relationships
Products & services Field based :
Standard and bespoke, focused on
customer needs
OMS - Overseas Market Support
EMLJ - Exhibitions & Missions, Learning
Journeys
International Projects (IP’s)
Ministerial visits (with Scottish
Government)

21. SDI EMEA Products & Services - OMS
CONCEPT
 Support to companies to target
overseas markets
 Flexible, Tailored and JoinedUp
 Brings together assistance
from regional SE/SDI
representatives & Scottish
Development International field
offices
 Maximising the use of UK PLC
exposure and SE
networks/partners
 GlobalScot network
IMPLEMENTATION
 All enquiries are channelled via SDI
Scotland office to field office
 Brief/terms agreement
 Initial market research and contact
identification provided in the form
of report/presentation
 Visit programme arrangement and
formal introduction to the market
 Assistance on market
communications
 Feedback analysis, follow up and
further advice

22. SDI EMEA Products & Services - Exhibitions
CONCEPT
 Scotland stand with individual
spaces for companies
 Pre-visit market brief
 Individual companies
enquiries (under OMS or OMIS
terms)
 Marketing communications
 Shipment logistics
 Visitors traffic coordination
and management
 Post-event follow up and
business development

23. Reminder of the importance of The EU markets
Destination of Scottish Exports, 2011 (%)
Australasia, 2%
Unallocable , 5%
Africa, 5%
Asia, 9%
Middle East, 4%
EU, 46%
Central & South
America, 4%
North America,
16%
Rest of Europe, 9%
Source: GCS
Total exports: £24 billion

24. WHY EUROPE ? - Conclusion & 7 Key Take Aways
1. After the USA, Scotland’s top export markets are all in Europe – and the value of
exports destined for countries within the European Union is estimated at over £11
billion
2. 46 % Scottish exports are to The EU
3. Market opportunity is huge – Germany alone is Europe’s largest single economy
and the 5th largest in the world and The UK number 1 European export market
4. The European Union’s population of 500 million provides many opportunities for
Scottish companies looking to export to the marketplace.
5. EU legislations has made it easier faster and more cost effective to do business
across the 27 EU member states
6. Strong long established trading networks, history and business networks
7. Risks and barriers to market entry are generally clearly documented

25. THANK YOU !

26. Access Europe 2013
Brian Connolly
European Business Adviser
Enterprise Europe Network

27. Enterprise Europe Network Support
Brian Connolly
6th November 2013

28. The world’s largest
business and
innovation network,
spanning 50+
countries, 600
organisations and over
4000 advisers

29. European Business
Information Service
e.g. market research, legislation
EEN
Services
European Funding
e.g. FP7, Eurostars, EcoInnovation & others
Partner Building &
Technology Scouting
e.g. distribution, licensing,
co-development

32. Enquiry examples
1.
2.
3.
4.
5.
Food labelling requirements in Italy
Land Usage requirements in Greece
Value of the seafood sector in Portugal
List of large metal manufacturing companies in Turkey
Regulations surrounding medical devices in Europe
We have access to market information databases..
….but our strength is the EEN & colleagues on the ground in other
countries that we call on for information and advice.

33. Case Study: Business Information
Foxglide Products
Company based in Scotland who provide sports tops for the Scottish curling team
• Needed manufacturer to work with them in producing tops with
specific fabric requirements
• EEN research provided a list of over 100 relevant companies
with contact details.
• Result: Signed Partnership Agreement in Poland with second
deal due to be signed.

34. Partnering and Technology Scouting…

35. How it works…
….is by a combination of online activity and direct contacts
Databases that disseminate all live opportunities
• Information direct to inboxes
• Search By Country….or by Sector
• Search by type of opportunity - Business or Technology
…followed up by some “Network Love”
• Network personnel in regular contact
• Use these personal contacts to benefit clients

38. • Commercial Profile Example slide

39. Tech Offer:
Tech Request:
Scottish company offers its
proven, multiple patent pending
anti-piracy, tampering and
subversion technology for
software applications.
A Scottish SME, a world
leader in the supply of tensile
fabric architecture, is seeking
a supplier capable of coating
a 3 metre wide stretch fabric
with polyurethane (or similar
coating).
The solution offers unbeatable
protection with no impact on
runtime performance. The
company is looking for
licensing partners across
various sectors
The company is open to
technical collaboration or
manufacturing agreements.

40. Commercial Request:
Commercial Request:
A Scottish company, expert in
water treatment seeks
distributors for their products in
agricultural and industrial
settings.
Scottish company supplying
premium smoked fish,
offering a unique and
extensive range of cold and
hot smoked fish is looking for
partners.
The company is particularly
interested in contacts in Eastern
Europe, Turkey and Egypt.
The company wants to
engage a distributor and/or
retailer in France and
Belgium to buy and sell their
product.

41. Case Study: Technological Collaboration
Encap Drug Delivery:
•
•
Encapsulation technology company.
Attended EEN partnering event in Sweden 2007 where they found a potential partner…
Probac AB :
•
Produce Probiotic Bacteria for use in functional foods, nutritional supplements and
pharmaceuticals.
Company expertise & requirements matched!
•
•
Probac needed development and manufacturing expertise for their Probiotic product
Encap could do it!
Partnership Agreement:
•
Exclusive collaboration agreement signed to develop an oral probiotic for the treatment of
antibiotic associated diarrhoea (AAD)

42. Case Study: Commercial Partnering
Hydrosense Ltd:
•
•
•
Manufacturers of the world's only test for detecting Legionella bacteria in water
Profile published on database by EEN & distributed to EU network
Expression of interest received from Irish SME
Water Technology Ireland Ltd:
•
Provide chemical sanitation services for Dairy, Meat, Brewing, Bottling industry
in Ireland.
Company expertise & requirements matched!
• WTL needed an on-site Legionella test kit
• Hydrosense could do it!
Partnership Agreement:
•
Distribution partnership deal commenced

43. Funding…

44. Horizon 2020
Eurostars (R&D)
Eco-Innovation

45. EU Funding - how we can help….
• Partner search and
European networking
• Awareness raising events
• Early intelligence
• Route into UK NCPs & EU
project officers
• Draft application review

46. How we work with SDI…
Supporting Missions..
• Promotion of outward
missions by liaising
with local EEN offices
to raise awareness of
the event in the
country in question
• Support from
colleagues across
Europe to attract more
companies to Scottish
missions
Brokerage Events…
• Partner brokerage
events are held
throughout the year
across the Enterprise
Europe Network.
• Pre-arranged and
facilitated meetings
with international
partners.
• I.e. Medica – 94
organisations, 26
different countries.

47. info@enterprise-europe-scotland.com
http://www.enterprise-europe-scotland.com

48. Access Europe 2013
Isabelle Henderson
International Trade Adviser
Smart Exporter

49. WHAT IS SMART EXPORTER?
• Smart Exporter is an international trade skills
programme designed to increase exporting skills and
knowledge amongst Scottish businesses
• This initiative is delivered by SDI and funded by ESF
• Smart Exporter services are available on a free or subsided
basis to businesses and individuals across Scotland

50. EXPORT ADVISOR SUPPORT
Access to support from an Experienced Export Advisor which
includes:
• An one to one meeting to discuss your international plans and how the
Smart Exporter programme can help your business
• Help with market research about the market potential for your product or
service or information about your competitors
• Access to free export training through workshops or online
• Practical advise on how to be paid from an overseas sale to help with
distributor agreements via Smart Exporter’s technical support

51. SMART EXPORTER – WHATS COMING UP
Market Awareness events
•
Doing Business in India (31st October 2013, Edinburgh)
•
•
•
•
Access Europe 2013 (6th November 2013, Edinburgh)
Doing Business in Japan (28th November 2013, Glasgow)
Doing Business in Russia (10th December 2013, Edinburgh)
Emerging Europe 2014 (5th February 2014, Glasgow TBC)
Exporting workshops
-
Introductory Programme (New Exporters) – Edinburgh (November 2013)
Introductory Programme (New Exporters) – Glasgow (January 2014)
Intermediate Programme (Inexperienced in international trade), Glasgow (Jan to March 2014)
Intermediate Programme (Inexperienced in international trade), Stirling (Jan to March 2014)
Future International E-commerce events and workshops to be scheduled
All Smart Exporter Events: http://www.sdi.co.uk/Events.aspx

53. Access Europe 2013
Donald Rankine
Senior Commercial Manager
HSBC

54. Our Agenda
• About the financial framework
• Managing Risks
• Payment Issues
• Summary
Restricted

55. The Financial Framework
• European Union – a “domestic” market
• Switzerland – EFTA member
• No pan-European bank
• Single Euro Payments Area (SEPA)
• € not the common currency in all countries
Restricted

56. Managing Risks
• Who is your customer?
• Credit rating of the customer
• Open account trading
• Standby Letter of Credit as a “back-up” guarantee
• Currency risk
Restricted

57. Payment Issues
• Need for € and CHF bank accounts
• In-country bank accounts
• Creation of subsidiary companies in each country
• Banking costs
• Information reporting
Restricted

58. Summary
• Need to manage your risks
• Be familiar with business culture
• Very achievable – go for it!
Restricted

59. Access Europe 2013
Peter Gouw
Partner / Tax
BDO

60. FISCAL FRAMEWORK
FOR EXPORT
AND BUSINESS IN
Benelux
Germany/Austria/Switzerland
PETER GOUW
6 NOVEMBER 2013

61. CONTENTS
• Export vs Trading
• Brand vs Subsidiary
• Transfer pricing, thin cap and world wide debt rule
• Controlled Foreign Company rules (CFC)
• Corporate taxes
• Business tax incentives
• Capital gains for businesses
• VAT
• Personal taxes

62. Benelux

64. EXPORT/IMPORT VS TRADING IN A COUNTRY
• Export and import activities
• Trading in Benelux/Germany/Austria/Switzerland using:
• A showroom
• A warehouse for delivery
• An agent
• A sales office
• A branch
• A company
• Residence for corporate tax purposes
• Permanent establishment (PE)
• Incorporation
• Residence/registration for VAT purposes

65. BDO offices in the UK
Belfast (Northern Ireland)
Birmingham
Bristol
Cambridge
Cardiff
Chelmsford
Edinburgh
Gatwick
Glasgow
Great Yarmouth
Guernsey
Guildford
Ipswich
Isle of Man
Leeds
Leicester
Lincoln
Liverpool
London
Manchester
Norwich
Nottingham
Reading
Sheffield
Southampton

66. BRANCH VS SUBSIDIARY
UK Parent
• UK tax on branch profits
UK Parent
No UK tax on overseas sub income
• Relief for tax paid abroad up
to level of UK tax
Check whether dividend is:
• Exempt from tax in UK
• Withholding tax applies
Overseas
Branch
• Local tax on branch
Overseas
Subsidiary
• Local tax on subsidiary
• Effective tax position may be the same – but consider start-up
losses

67. TRANSFER PRICING,
THIN CAP AND WORLDWIDE DEBT RULE
•
Trading with branch or sub needs to be done on an arm’s length basis
•
This applies to goods/services ultimately sold externally but also applies to
inter-company admin and finance services
•
Need to consider intangible assets/services e.g. use of brands
•
Need to watch mix of debt and equity funding
•
There are also UK “worldwide debt” rules which are aimed at ensuring that
there is not a disproportionate amount of debt allocated to the UK

68. CONTROLLED FOREIGN COMPANY (CFC) RULES
• What are the CFC rules about?
• Excluded countries – no CFC issue at all:
• Germany
• Austria
• Excluded with qualifications:
• Belgium
• Netherlands
• Luxembourg
• Not excluded
• Switzerland
• If not an excluded country – consider other “gateways”

69. BDO offices in the Netherlands
Alkmaar
Alphen a/d Rijn
Amersfoort
Amstelveen
Arnhem
Breda
Den Bosch
Den Helder
Dordrecht
Ede
Eindhoven
Emmen
Groningen
Haarlem
Helmond
Hengelo
Heerlen
Leiden
Maastricht-Airport
Naaldwijk (Westland)
Nijmegen
Nunspeet
Roosendaal
Rotterdam
The Hague
Tilburg
Utrecht
Wognum (West-Friesland)
Zutphen

70. CORPORATE TAXES
Belgium
Main CT rate
Netherlands
Luxembourg
Germany
Austria
Switzerland
33.99%
20% - 25%
21%
15.83%
25%
8.5% (7.83%
7% solidarity surcharge
6.75% Municipal
(L town)
- Effective rate 29.22%
7% -17.15%
(Municipalities)
No
Canton
Municipality
Other CT rate
Tax year
Quarterly
payments
Social security
contributions
by employer
Calendar
year
Calendar
Year
Calendar
Year
Calendar
Year
Calendar
year
Calendar
Year
Yes
Maybe
Yes
Yes
Yes
No/Yes
Yes
Yes
Yes
Yes
Yes
Yes
- 3% municipal tax
on salaries
- 4.5% Family
Burden
Equalization Fund
Other payroll
taxes
WHT
Dividends
Interest
Royalties
15/5/0%
15/0%
0%
15/10/0%
0%
0%
15/5/0%
0%
0% (5% inbound)
15/5/0%
0%
0%
15/5%/0%
0%
0/10%
15/5/0%
0%
0%

71. BDO offices in Belgium
Antwerp
Brussels
Ghent
Hasselt
Lasne
Liège
Namur
Roeselare
Wavre

72. BUSINESS TAX INCENTIVES
Belgium
R&D
Yes
General
investment –
deduction
Environmental
investment
deduction
Yes
Investment
incentives
Austria
10% premium
on expenses
subject to
limits
Additional
depreciation for
small companies
15% - 40% of
investment
Various assets
Environmental/ R&D
type assets
Yes – e.g.
environment
Renovation of
buildings
20% premium
on training of
employees
10% premium on
training costs
CT based on
Volume
80% deduction
of patent
income
5% effective rate
possible
Switzerland
V
A
R
I
O
U
S
A
T
44% of cost
Tonnage tax
Notional
interest
deduction
Germany
28%/50% wage tax
reduction
Education
allowance
Patent box
Luxembourg
Investments up to
€306,931
Energy saving
investment
Accelerated
depreciation
Netherlands
CT based on
volume
80% deduction of
patent income
Deduction for
equity and
reserves
Various e.g. funds
and VCs
C
A
N
T
O
N
L
E
V
E
L

73. BDO Luxembourg
2, Avenue Charles de Gaulle
L-1653 Luxembourg
PO Box 351, L-2013
Luxembourg

74. CAPITAL TAXES FOR BUSINESSES
Belgium
Netherlands
Luxembourg
Germany
Austria
Switzerland
Annual Real
Estate tax
25% – 60%
on “deemed”
rental value
Yes – per municipality
0.84% - 10%
(municipalities)
0.95% - 2.84%
(municipalities)
0.2% - 1%
(municipalities)
No/Yes
Transfer tax
10%/12.5%
2%
No
3.5% - 5.5%
(Länder)
3.5%
(+2% costs)
No/Yes
1% - 3%
No
No
0.5%
but exemptions
-
-
No/Yes
Net worth tax

75. BDO offices in Germany
Berlin
Bielefeld
Bonn
Bremen
Bremerhaven
Cologne
Dortmund
Dresden
Dűsseldorf
Erfurt
Essen
Flensburg
Frankfurt
Freiburg
Hamburg
Hannover
Kassel
Kiel
Koblenz
Leipzig
Lűbeck
Munich
Rostock
Stuttgart
Wiesbaden

76. VAT
Belgium
Netherlands
Luxembourg
Germany
Austria
Switzerland
VAT registration
threshold
No threshold
No threshold
€10,000*1
€17,500*1
€30,000*1
CHF
€100,000
Distance selling
threshold
€35,000
€100,000
€100,000
€100,000
€35,000
Not
Applicable
21%
21%
15%
19%
20%
8%
€700,000
€1,000,000
€900,000
€900,000
€200,000
€150,000
€500,000
€500,000
€550,000
€550,000
Not
Applicable
Yes
Yes
Yes
Yes
Yes
No
Standard rate
Intrastat threshold
Arrivals
Dispatches
Directive
2008/9/
EC applies?
1
* No
threshold for non-resident businesses

77. BDO Offices in Austria
Graz
Linz
Salzburg
Vienna
Villach

78. PERSONAL TAXES
Belgium
Netherlands
Luxembourg
Germany
Austria
Switzerland
25-50%
(investment
income 25%)
37% - 52%
(investment income
– separate rules)
8 – 40%
14% - 45%
36.5% – 50%
Max 11.5%
Highest on
incomes over
€37,330
€55,991
€100,000
€250,000
€60,000
CHF
755,200/895,800
Annual
allowance
€6,990
€2,001
€11,265
€8,130
€11,000
CHF
14,500/28,300
Rates
Church tax - 8% - 9%
Other taxes
0 – 10%
local tax
surcharge
7% – 9% surcharge
Solidarity surcharge
(5.5%
on tax due)
Canton
Municipal
Ex-pat regime
Yes - various
exemptions
Yes
30% tax free
Yes – various
exemptions
-
Limited
exemption
Yes – various
exemptions
Social security
contributions –
employee
Yes
Yes
Yes
Yes
Yes
Yes

79. BDO Offices in Switzerland
Aurau
Affoltern
Altdorf
Baden
Basle
Berne
Biel
Burgdorf
Frauenfeld
Fribourg
Geneva
Glarus
Grenchen
Herisau
Lachen
Laufen
Lausanne
Liestal
Lucerne
Lugano
Olten
Porrentruy
Sarnen
Sion
Solothurn
St Gallen
Stans
Sursee
Wetzikon
Zug
Zurich

80. DISCLAIMER
All tax information is based on information available early 2013 for the
various countries.
The information is only provided to give an indication of the tax systems
in the countries covered. It is based on a high level review of public
information and is not guaranteed to be complete. The information does
not represent tax advice and BDO LLP can take no responsibility for
action based on the information provided.
All actions to trade or invest in any of the countries covered should be
based on proper tax advice, based on all the relevant facts using UK and
local tax experts.

81. Contact details
Peter Gouw
Tax and Valuations Partner
4 Atlantic Quay
70 York Street
Glasgow
G2 8JX
Email: peter.gouw@bdo.co.uk
Tel: 0141 249 5260

82. Access Europe 2013
Networking Break
sign up for one to one sessions
at the registration desk

83. Access Europe 2013
Benelux Workshop

84. Access Europe 2013
Glenn Vaughan
Chief Executive
British Chamber of Commerce in
Belgium

85. Who We Are
British by name and origin, the British Chamber is a truly
international and independent organisation
The British Chamber provides businesses with insight and
networking opportunities
We do this through events and activities organised by 3
committees:
EU Committee
Business in Belgium (BiB)
Brussels New Generation Group (BNG)

86. Business in Belgium Committee
Three task forces
Training skills for business
Tax, finance, and legal
Sustainability and shared values
The committee provides B2B networking, briefings and
seminars, and profiling opportunities
The committee also organises our building your Business in
Belgium

87. Why Belgium?
Belgium shares a border with the UK’s 2nd, 3rd, and 4th largest
export destinations, and Belgium is the 6th largest.
Prime office rental prices are 50-60% lower in Brussels than
in London and Paris.
More than 1000 public and private international organisations
have headquarters in Belgium.
Belgium is a similar market to the UK, so products that are
successful in the UK are likely to be successful in Belgium.

88. Building your Business in Belgium
An accredited, English speaking network of
companies that can meet most business needs.
Our partners are experts on the Belgian market.
Open to members and non-members of the British
Chamber.
Specialised support available for companies
the Belgian market
Operated in collaboration with UKTI
British Embassy in Brussels.
new to
and the

89. Building your Business in Belgium
The Chamber provides:
A single point of contact for the scheme
Marketing and promotion of the scheme
Event hosting for companies exploring the Belgian
marketplace (with UKTI)
Relationship management with companies and service
providers
Quality assurance for companies using the services

90. Services Provided
One to one meetings with selected professionals
Virtual Office services – meetings, events, hot desks, telecoms
Marketing and promotion – PR, communications, website, IT,
translation, printing, design
Legal advice
Logistics – freight, warehousing, storage, deliveries
Setting up an office – accountancy, VAT, registration
Tax advice
Human Resources – recruitment, payroll, self-employment, expat
regimes, social security
And more

91. Golden Bridge Export Awards
The Awards recognise UK companies’ success in Belgium,
and promote Belgium as the ideal starter market
Any company with their head office in the UK and doing
business in Belgium may apply
Three possible categories: Best Exporter, Best SME,
Best Newcomer
Process: Application – Shortlisting – Judging –
Ceremony

92. Golden Bridge Export Awards
2012 winners:
 Netshield: Best Newcomer
 Supergroup: Best Exporter
2013 shortlist: 4C Associates, The Real Good Food
Company, Weedfree On Track
2013 Awards will be held on November 21 in London
You are very welcome to attend

93. Building your business in Belgium
There has never been a better time...
More information
www.britcham.be or Luke@britcham.be
BUSINESS I INSIGHT I NETWORK
Boulevard Bischoffsheim 11 - 1000 Brussels Belgium - T +32 (0)2 540 90 30 - F +32 (0)2 512 83 63 - events@britcham.be
www.britcham.be - VAT BE455.006.907 - Bank ING 310.1391540.64 - IBAN BE29.3101.3915.4064 - SWIFT/BIC BBRUBEBB

94. Access Europe 2013
Nadine Vandenbroucke
Senior Trade Advisor
UKTI Brussels

95. Belgium : at the crossroads of Europe
Facts and figures on Belgium
Belgium : at the crossroads of Europe
November 2013
95

96. There is more to Belgium than chocolate, beer and chips!
Belgium : at the crossroads of Europe
November 2013
96

97. Content
•Belgium: The Regions, Facts and Figures
•Differences between regions
•Bilateral Trade
•Why Belgium
•Business Culture
•Strengths of the Country
•Sectors Offering Opportunities for UK Companies
•The Brussels Team
Belgium : at the crossroads of Europe
November 2013
97

98. Belgium : The Regions
The regions
FLANDERS
(Dutch-speaking)
BRUSSELS CAPITAL
(bilingual –
predominantly
French- speaking)
Belgium : at the crossroads of Europe
November 2013
WALLONIA
(French-speaking,
with a small
German-speaking
community)
98

99. Belgian Institutions
Organigram of Belgian political bodies
Belgium: at the crossroads of Europe
November 2013
99

100. Belgian fast facts
• Area : 30.510sq km
• Population : 11 million
• Population spread 6.2 million in Flanders, 3.4 million in Wallonia and 1
million in Brussels
• Population density 349 per sq km
• Life expectation 77 for men, 82 for women
• Maximum distance 280 km
• Languages : 3
Belgium: at the crossroads of Europe
November 2013
100

101. Belgian economic facts
• Growth rate 2012, -0.1%, forecast 2013 1.1%
• Inflation rate in 2012, 2.9%; first quarter of 2013 stood at1.4%
• Unemployment rate of 8.3%
• Nr 1 exporter in the world of chocolate
• Antwerp: 2nd largest port in Europe
Belgium : at the crossroads of Europe
November 2013
101

102. Belgium: The Three Economic Regions
Flanders
Chemicals, plastics, automotive, life
sciences, logistics & food
Brussels
Home of international & EU
Institutions, HQ of multinationals
bilingual
Wallonia
82% export
2% export
Service oriented, ICT & Life sciences
Aerospace, pharmaceutical, steel,
chemicals, mechanical & electrical
engineering
60% of
national GDP
Belgium : at the crossroads of Europe
November 2013
25% national
GDP
16% export
102

103. Belgium: Bilateral Trade
• 6th export
market after
US, D, F, NL &
IR
• £15.3 billion
(2011)
UK-BE
Belgium : at the crossroads of Europe
November 2013
BE-UK
• 4th Supplier
• £18.6 billion
(2011)
• UK’s 2nd
export market
after USA
BENELUX
103

104. Why Belgium
• Good test market
• Gateway to Europe
• Good logistics
• Close by
• Multi-lingual people
• Anglo-Saxon culture
Belgium: at the crossroads of Euorpe
November 2013
104

105. Business Culture
• Belgians are formal and
cautious.
• Visitors should have
negotiating power/price.
• Keep in regular touch with/visit
your distributor.
Belgium : at the crossroads of Europe
November 2013
105

106. Business Culture
• The majority of Belgian importers
are small but often specialised.
• Set clear/achievable targets.
• Negotiate a one year contract to
begin with.
• Belgian law heavily protects
importers.
Belgium : at the crossroads of Europe
November 2013
106

107. Belgium: Strengths of the Country
Primarily
SMEs
Competitive
but open
economy
Strategic
Location
Core of the
EU
(One of the
Founders)
Multi-lingual
and
multiculturel
Belgium : at the crossroads of Europe
November 2013
Highly skilled
& flexible
workforce
107

108. Sectors Offering Opportunities for UK Companies
• Chemicals
• Creative & Media
• Food and Drink
• Healthcare & Medical
• ICT
• Renewable Energy/Energy Efficiency
• Security
Belgium : at the crossroads of Europe
November 2013
108

109. Team
Wouter Debeyne (Hi-tech)
Tel +32 2 287 62 42
Email: wouter.debeyne@fco.gov.uk
Gert Wauters (Performance Engineering)
Tel: +32 2 287 62 24
Email: gert.wauters@fco.gov.uk
Belgium : at the crossroads of Europe
November 2013
109

110. Team
Filip Van Kerckhoven (security & defence)
Tel +32 2 287 62 34
Email: filip.vankerckhoven@fco.gov.uk
Nadine Vandenbroucke (consumer goods, construction, medical
devices)
Tel: +32 2 287 62 33
Email: nadine.vandenbroucke@fco.gov.uk
Belgium: at the crossroads of Europe
November 2013
110

111. Questions
Any Questions?
Belgium : at the crossroads of Europe
November 2013
111

112. Belgium : at the crossroads of Europe
November 2013
112

113. Access Europe 2013
Michiel Hendrickx
Trade Adviser
UKTI The Netherlands

114. Doing Business in the Netherlands:
“Your gateway to the European market”
Michiel Hendrickx – Trade Adviser
UK Trade & Investment The Netherlands
‘Access Europe’ 6th November 2013, Edinburgh
114

115. Agenda
• Why Export?
• The UK and The Netherlands
• Why The Netherlands?
• Business Opportunities in The Netherlands
• UKTI The Netherlands Events 2013
• What can we do for you?
• Any Questions?
115

116. Why Export?
• Increased productivity, competitiveness and innovation
• Reduces financial impact of a downturn
• Increased return on investment
• Improve profile / credibility
• Extends commercial life of goods & services
• Offers employees more varied and challenging roles
116

117. Why UK economy needs the Netherlands…
“The UK's biggest trading partner is Germany, but
other member states, such as Holland, are also
important to the success of the British economy.”
Anna Holligan
BBC Correspondent The Netherlands
4th November 2013
117

118. Geographic and cultural proximity to the UK
• Edinburgh – Amsterdam: 400 miles
• Edinburgh – London: 330 miles
118

119. Why the Netherlands?
• Historic business ties
• UK’s 3rd largest trading partner
• UK – Netherlands Strategic
Business Dialogue
• Major Anglo-Dutch companies
• UK exports to NL (2012):
€27.5bn
• UK imports from NL (2012):
€34.9bn
119
1652
2010

120. Facts & Figures (1)
GDP:
Size:
Population:
600 +
40,000
16.5 +
Billion €
KM2
Million
120
87% Speak
English

121. Facts & Figures (2)
• 4th most densely populated country
in the world
• Democratic and tolerant society
• Open and international economy
• Sophisticated market place, critical
consumers
• Looking for innovative products
• Early adopter of new technologies
121

122. Facts & Figures (3)
• 5th largest economy in the euro-zone
• Stable government and industrial relations
• Moderate unemployment and inflation
• Sizable trade surplus
• Advanced infrastructure
• Important role as a European transportation hub
122

123. Gateway to Mainland Europe
123

124. Dutch Priority Sectors
• Modern market economy of highly innovated and innovative
companies
• The High Tech Campus – ‘brainiest region in the world’
• World’s leading agro-tech cluster (2nd largest global exporter)
• Some of the world’s foremost maritime and water technology
companies
124

125. Business Culture - Background
• Direct and ‘to the point’ communication style
• Horizontal decision making structure
• ‘Polder model’
• Flexibility and autonomy when abroad
• Informal dress code
• English widely spoken
125

126. Business Culture - Tips
• Use clear communication style
• Minimise use of ambiguous phrases
• Be assertive
• Be upfront about issues
126

127. Business Opportunities in the Netherlands
127

128. Business / Financial & Consumer Services
• Leading insurers, pension funds, banks, trust offices and management
consultancies
• Varied performance within the sector:
• + Inspection and control companies, management consultancies and
travel organisations
• - Architects, advertising agencies
• Travel industry had 13.4% turnover increase
128

129. Information & Communications Technology
• NL has an advanced ICT sector
• + Application software
• + Business intelligence and analytical tools
• + Security software
• - Hardware
129

130. Education
• Bilingual Schools - English as a secondary language
• International Schools & Special Needs Schools
• BA, BSc, MA and MSc qualifications at Dutch universities
• Educational technology and ICT opportunities
• An increasing number of people choose to be educated either fully or
partially in English.
130

131. Manufacturing
• Sector is beginning to pick up again due to international orders
• Opportunities available to companies that supply manufacturers
• The European Space Agency’s Technology Centre (ESTEC) is located in
NL
• Their tendering system has been modified to become more open
• ESA opening a new facility in Harwell, Oxfordshire
131

132. Security
• The Hague Security Delta has made NL a major hub for security
companies
• Many opportunities to build partnerships and find innovative solutions in
consortia
• UK-NL Security Dialogue
• ASIS International Conference & Exhibition takes place in The Hague, 13 April 2014
132

133. Food & Drink
• Opportunities in alcohol-free drinks (beer), frozen products, organic food,
private label, sweets & snacks
• Food, drinks and tobacco shops outperformed the EU average
• Shift from specialist bakers, butchers and grocery stores to supermarkets
• Organic and natural products (food and non-food)
• Supermarkets average a €34.2bn turnover per year
• Yet they still posted a 2.4% increase in the 1st half of 2013
133

134. Non-Food Consumer Goods
• Growth trends relating to ‘wellness’, ‘health’ and lifestyle
• Demand for home care products, furniture and interior design
• Export potential as home products grow online
• Pop up stores are increasing in popularity
• An ageing population  a growing care industry
134

135. UKTI Events 2013
February 2013 – Amsterdam
March 2013 – Amsterdam
UK Deputy Prime Minister Nick Clegg hosted
a roundtable meeting with senior members of
the Dutch financial community at the offices
of APG
Reception for members of the Anglo-Dutch
business community and Netherlands British
Chamber of Commerce on board the Royal
Navy ship HMS St. Albans.
135

136. UKTI Events 2013
April 2013 – The Hague
May 2013 – Rotterdam
Networking reception for senior members of
the Dutch legal profession at the
Ambassador’s Residence in honour of
Birketts LLP.
Reception on board HNLMS Johan de Witt to
celebrate 40th Anniversary of UK NL
Amphibious Force attended by senior figures
from the political, military and business world.
136

137. UKTI Events 2013
June 2013 – The Hague
July 2013 – The Hague
Annual Dinner for members of the Dutch and
Belgian chapters of the Institute of Directors
at the Ambassador’s Residence.
Seminar for members of the Dutch telecom,
technology, marketing and advertising sector
hosted by British mobile marketing company,
Velti.
137

138. Partners in the Netherlands
138

139. What can we do for you?
• Bespoke service, impartial advice
• Sector expertise
• Introduction to key contacts
• Use of the Ambassador’s Residence for high profile events
• Such as: in-depth seminars and/or high profile receptions or dinners
• UKTI handles all arrangements and attracts the right audience
139

140. What can we do for you?
”We fully appreciate the hours UKTI
The Netherlands have invested in the
Dixcart project and the event would
have been nowhere near as successful
without UKTI’s drive and enthusiasm”
International Business Development Manager, Dixcart International
Professional Advisers
140

141. Contact Us
British Embassy The Hague
Lange Voorhout 10
2514 ED The Hague
The Netherlands
+31 (0) 70 4270 308
michiel.hendrickx@fco.gov.uk
www.gov.uk/government/world/netherlands
141
@UKTI_NL

143. Access Europe 2013
Richard Carty
Commercial Director
Netshield

144. Netshield
Our Exporting Journey
Presented by Richard Carty

145. Netshield Overview
 Founded by Richard Carty and Tony Sterling in 1995, when they saw a gap in
the market for a quality IT services provider.
 Netshield specialises in the delivery of complete manage and
serviced IT services.
 Providing networking and IT expertise, skills
management and support offerings across Enterprise
Network environments.
 UK head office is in Aldridge and office in
Brussels is the first building block to
developing the business in Western Europe.

146. Service Portfolio
l NetHost Security and reassurance with zero downtime
Hosting solutions to protect your server and vital data
l NetManage Reduced costs and expert management
A range of managed IT services, ensuring your network is maintained, protected and up-todate with the latest technology
l NetSupport Expert support when you need it
A choice of support options covering all areas of IT infrastructure
l NetWork Bespoke systems and state of the art
technology
Plan, design and implement bespoke network infrastructures or assessment
of existing IT network
l NetRecover Business continuity guaranteed
For minimal downtime in event of a disaster

147. How it all started!
Netshield was already working with UK based
companies with operations / subsidiaries around
the world
Decision to be proactive in European /
Global markets
Met with UKTI representatives at
“Technology World” in October 2009

148. Goals and Objectives
 Achieve sustainable and continual growth
 Maintain high levels of customer
satisfaction and the delivery of quality
services.
 Export successfully in to a Global
Marketplace
 Be a trusted adviser within our
field

149. First Steps
 Engaged with UKTI & West Midlands European Centre
 on an ICT Cluster trade mission to Belgium, in February 2010
 Spent 3 days here getting an overview
Presentations at the Embassy
Networking @ West Midlands European Centre event
Arranged meetings (1 to 1’s) at Embassy
Visited organisations at their premises all over
Belgium
 Started to gain an understanding of the opportunity

150. First Steps...cont.
We began to comprehend the reasons for expanding in Belgium
New Markets…
 In Belgium….
 It’s proximity to the UK and other European countries
 It’s languages, cultures & politics!
New Business Relationships…
 Met with potential partners & clients organised by UKTI
&WMES
 More traditional ways of business
 It’s languages, cultures & politics!
 More relationship based
More Revenue/Profit…
 New streams of revenue
 New profit streams

151. We also…
Met with various business organisations
West Midlands in Europe Service
British Chamber of Commerce in Belgium
Specific Trade Associations (Agoria, L-SEC)
Belgium Investment bodies
Brussels Enterprise Agency*
Flanders Investment*
Wallonia Investment

152. Next steps
 UKTI – carried out an OMIS for us on ICT opportunity
which was completed in Autumn 2010
From ECR Results we:-
Then we came back to do our own market
• Rebranded – website, collateral for an
research & talk to people/organisations in more
international feel
detail – November 2010 & UKTI personnel
supported us in this activity
• Started to exhibited at trade shows with the
help of UKTI grants
UKTI - We carried out an (ECR) Export
Communications Review which was completed in
early 2011

153. Marketing Objective
 To establish Netshield as a high
quality Managed IT service provider
 To increase the level of contract
customers in Belgium by 50%
Target Market
SME’s with 25 users or more, operating in the
following sectors; professional services, business
services, legal, associations and manufacturing.

154. Which Way to go?

155. Business
Development
Phase
 As a result of joining British
Chamber:
We became involved in
networking/event
sponsorships/PR
Uncovered business
opportunities
Developed useful
relationships/friends/contacts
Met with
Hosted & delivered seminars
Opened an office in Brussels

156. Business
Development
Phase
 Spent a great deal of time in the last 18
months living & working in Belgium
 Have successfully gained long term
contracts
Also recruited Belgians in the
UK and currently looking at
Belgian Interns

157. Obstacles we faced…
 Business culture
 Lack of local knowledge
 Language barriers
 Differences in marketing culture
 Unfamiliar with local legislations

158. How we prevailed
• Developed relationships with
local businesses and Chambers
• Employed a Belgian national to
assist with further market
research and gain local
knowledge
• Seek local advise for regulations
and legislations

159. Some organisations
we are working
with………

160. The Future is Bright…
 We have been proactively exporting for around 18 months
now
 2013 has provided promising and continued exporting growth
 Working closely with UKTI and Local Chambers we have
generated a number of opportunities.
 Develop more Innovative Managed IT services for clients
 We are now looking at the next steps and expanding into
other European countries.

161. Thank you for listening
Any questions?
Richard Carty
Email: richard.carty@netshield.co.uk
Website: www.netshield.co.uk
:@Netshield
: http://uk.linkedin.com/in/richardcarty

162. Access Europe 2013
Q&A

163. Access Europe 2013
Germany, Austria, Switzerland
Workshop

164. Germany,
Austria &
Switzerland
Market Clinic
Access Europe
6th November
Edinburgh

165. Sarah Lord
Regional Manager Central
Europe
Lauren Mcquade
Managing Director English at
St. Andrews

166. CER Countries

167. Germany has historically been and
remains the leading geographical
export market of choice for
Scottish companies in CER
representing circa 71% of all
interest this last financial year. This
fully aligns with the Business
Connections data Trends.
Switzerland and Austria have
historically been the two other
countries of interest for Scottish
companies together accounting
for approximately 15% of interest.
In the last 12 months, Poland is
increasing but not yet impacting
on CER field
Table 1 – CER Trade Assists by Country 2012/13
Country
Germany
% assists by country
71.89
Austria
9.44
Poland
5.42
Switzerland
3.82
Czech Republic
3.41
Albania
1.61
Bulgaria
1.41
Hungary
1.20
Romania
0.80
Croatia
0.60
Bosnia
0.20
Albania
0.20

168. DACH – Broad Summary ofSize in Mio. (2012) 12
Population Sector Interest Received last
months
Sector
Germany
Austria
Switzerland
Food & drink
√
√
√
Education
√
√
√
Textiles
√
√
√
Renewables
√
√
Tourism
√
ICT/techi
√
√
Oil & gas
√
√
FS/BS
√
√
Life
Sciences &
Chemicals
√
√
Non sector
√
√
√

169. GDP per Capita in $ (2012)
Scotland
$32,856 *
Germany
$39,700
Switzerland
$46,200
Austria
$43,100
Slovenia
$28,700
Croatia
$18,100
BosniaHerzigovina
$8,400
Montenegro
$12,000
Albania
$8,200
CER Region
*Excluding oil and gas
Poland
$20,900
Czech Republic
$27,600
Slovakia
$24,600
Hungary
$20,000
Romania
$13,000
Serbia
$10,600
Bulgaria
$14,500
Macedonia
$10,800
Source: www.cia.gov/ and for Scottish data, Scottish Government

170. Population Size in Mio. (2012)
Scotland
5,2
Germany
81.8
Switzerland
7.9
Austria
8.4
Slovenia
2.0
Croatia
4.3
BosniaHerzigovina
3,8
Montenegro
0,6
CER Region
Poland
38.5
Czech
Republic
10.5
Slovakia
5.4
Hungary
9.9
Romania
21.3
Bulgaria
7,3
Serbia
7.2
Kosovo
1,7
Albania
0,2
Source: Eurostat / and Scottish Government

171. Real GDP Growth in % (2012)
Scotland
0.4%
Poland
2%
Germany
0.7
Switzerland
1.0%
Austria
0.8%
Kosovo
2.1%
Albania
1.3%
CER Region
Slovenia
-2.3%
Croatia
-2%
BosniaHerzigovina
-0.7%
Czech
Republic
- 1.2%
Slovakia
2%
Hungary
-1.7%
Romania
0.3%
Bulgaria
0.8%
Serbia
- 1.8%
Montenegro
-5.0%
Source: www.cia.gov/ and Scottish Government

172. Total Imports in $ bn (2012)
Scotland
$23,3bn
Poland
$195,4bn
Germany
$1.222bn
Switzerlan
d
$287,7bn
Austria
$163,2b
n
Slovenia
$28,0bn
Croatia
$20,2bn
BosniaHerzigovina
$8,8bn
Montenegr
o $2,4bn
CER Region
Czech Republic
$124,2bn
Slovakia
$75,9bn
Hungary
$87,3bn
Romania
$67,54bn
Bulgaria
$31,5bn
Serbia
$18,3bn
Kosovo
$3,3bn
Albania
$4,2bn
Source: www.cia.gov / and for Scottish data, UK Office for National Statistics

173. Total Exports in $ bn (2012)
Scotland
$37,7bn *
Germany
$1.460bn
Switzerlan
d $333,4bn
Austria
$160,1b
n
Slooveni
a
$27,5bn
Croatia
$12,4bn
BosniaHerzigovina
$3,3bn
Montenegr
o $0,4bn
CER Region
Poland
$188,5bn
Czech
Republic
$131,7bn
Slovakia
$80,6bn
Hungary
$90,2bn
Romania
$58,1bn
Bulgaria
$26,8bn
Serbia
$11,3b
n
Kosovo
$0,4bn
Albania
$
$0,9bn
Source: www.cia.gov/ and for Scottish data, UK Office for National Statistics
*Excluding oil and gas, data 2011

174. Exports from Scotland to … in £ Mio. (2011)
Germany
1,365
Switzerland
640
Poland 205
Czech Republic
75
Slovakia
10
Austria
75
Slovenia
5
Hungary
60
Romania
145
Bulgaria
20
Croatia
5
CER Region
Source: Scottish Development International / crm

175. Number of SDI assists (2012/13)
Poland
27
Germany
358
Switzerland
19
Austria
47
Czech Republic
17
Hungary
6
Croatia 3
BosniaHerzigovina
1
Albania
9
CER Region
Romania
4
Bulgaria
7
Source: Scottish Development International

176. What do all DACH economies have in common ?
•
DACH all have high export rates
•
DACH all have strong SME’s or Mittlestand
•
DACH are very strong innovators
•
Networks are key in all DACH countries but networks vary – personal networks very
important in AT
•
Formality & Punctuality do count
•
Business relationships take time to build up – be patient
•
Trading in the language helps – literature
•
Prepare, prepare and prepare for meetings !
•
Make use of networks including chambers overseas and sector associations

177. DACH Country Differences
•
Germany is not Austria ! Austria is not Switzerland etc – nationality and regional
identities are strong and count
•
Remember different employment (longer) and payment terms (shorter)
•
Proactive Business Development is key to establish & expand your business and
revenue
–
–
Trade Fairs pivotal to business development in Germany (auma.de)
Personal networks perhaps more important in Austria and Switzerland
•
Austria developing as a headquarters location for central europe trade partly due to
geographical position and stabile eurozone benefits
•
Respect national and regional variations (16 federal states in De, 9 in AT and 26
swiss cantons)
•
Don’t assume –
–
–
–
Austria is more than tourism and the sound of music (Porsche is the biggest firm in Salzburg
£10B t/o 17000 employees)
Switzerland is more than banks & chocolate (e.g. Cleantech – hydro electric power 58%)
Germany is not just big engineering and automotive firms ( Mittlestand =80% firms. 60%
employment)

178. Population Size in Mio. (2012)

179. Market Awareness Seminar
November 6th, 2013
“The relationship is key”

181. English at St Andrews
Learn English. Experience Scotland.
Who we are and what we offer…
• http://www.youtube.com/watch?v=IzoOJfZeYf

182. Phase 1 – “Testing the waters”
• Step 1
Market intelligence
• Step 2
Contact relevant agencies
• Step 3
Make face-to-face contact,
attend events/trade fairs

183. Phase 2 – ‘Getting to know one another”
• Agencies & contacts
• Committing to the
relationship
• German
protocol/hierarchical
way of doing business,
their values
• Trial of product/service

184. Phase 3 – Nurturing the relationship
Be willing to:
• adapt your offering
• outline your offer in
detail
• commit time to face-toface contact

185. Phase 4 – Valuing the relationship
In our experience it is
crucially important to:
• maximise on the
opportunity – give and
extract full value
• use experience to
attract new customers
• follow up

186. Thank you!
Please feel free to contact me at:
lauren@easaenglishtraining.com
Tel: 07525 355838

187. Access Europe 2013
Q&A

188. Access Europe 2013
Networking Lunch
sign up for one to one sessions
at the registration desk

189. Access Europe 2013
One to One
meetings