eu gateway programme
DESCRIPTION
The EU Gateway Programme is a programme managed by the European Commission that supports European Companies in their approach to the Japanese and/or Korean market. See also: www.eu-gateway.eu.TRANSCRIPT
www.eu-gateway.eu
Opportunities for EU companies in Japan and Korea
A programme funded and managedby the European Commission to support EU companies
in developing business cooperation with Japanese and Korean companies
Page
www.eu-gateway.eu
2
EU Gateway Programme
Agenda for this presentation
What is the EU Gateway Programme?
Which sectors are part of the Programme?
What services does the Programme provide?
What financial support is provided?
How is the EU Gateway Programme organised?
What does a Business Mission look like?
Success stories
How to apply?
Q&A
Page
www.eu-gateway.eu
EU Gateway Programme
EU Gateway Programme: Opportunities for EU companies in Japan
and Korea!
supporting EU companies with market entry and development of durable business cooperation with Japanese and Korean companies
• In 6 sectors• 6 Business Missions to Japan• 3 Business Missions to Korea• For companies throughout the EU
3
What is the EU Gateway Programme?
What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?What does a Business Mission look like?Success storiesHow to apply?
Page
www.eu-gateway.eu
The EU Gateway Programme
• Well known: Over 14 years of experience in Japan
• Helped over 2.500 SME’s to find Business Partners in Japan
• 2009-2015, renewed EU Gateway Programme, including Missions to Korea
4
What is the EU Gateway Programme?
What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?What does a Business Mission look like?Success storiesHow to apply?
Page
www.eu-gateway.eu
Why Japan and Korea?
• Difficult to enter markets:– Highly technological and design markets– Cultural and language barriers– Long term vision
• Great potential:– Japan:
• 128 mln inhabitants (10th globally)• World’s 2nd largest economy
– Korea:• 49 mln inhabitants• World’s 13th largest economy
5
What is the EU Gateway Programme?
What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?What does a Business Mission look like?Success storiesHow to apply?
Page
www.eu-gateway.eu
Participant experiences
Who better to explain than participants themselves?
6
What is the EU Gateway Programme?
What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?What does a Business Mission look like?Success storiesHow to apply?
Page
www.eu-gateway.eu
Long term business focus
• The EU Gateway Programme offers companies to join the 2009-2015 programme up to 3 times for Japan and up to 3 times for Korea.
• Establishing business in Japan and Korea requires building good relations, this is essential for market entry.
7
What is the EU Gateway Programme?
What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?What does a Business Mission look like?Success storiesHow to apply?
Page
www.eu-gateway.eu
EU Gateway Sectors
What sectors are part of the EU Gateway Programme?
8
What is the EU Gateway Programme?
What sectors are part of the Programme?
What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?What does a Business Mission look like?Success storiesHow to apply?
Page
www.eu-gateway.eu
EU Gateway Sectors
9
Page
www.eu-gateway.eu
10
Construction & Building Technology: 8 – 12 Jun 2009
EU Gateway Business Missions
• EU Gateway Business Missions, a continuous process:
Cycle 1: 2009Construction & Building Technology: 2 - 6 Feb 2009
Environment & Energy-related Technology: 12 - 16 Oct 2009
Healthcare & Medical Technology: 23 – 27 Nov 2009
Cycle 2: 2010 Cycle 3 Cycle 4 Cycle 5 Cycle 6
Japan
Korea
Fashion Design: 23 - 27 Mar 2009
Environment & Energy-related Technology: 25 – 29 May 2009
Healthcare & Medical Technology: 14 - 18 Sep 2009
Interior Design: 2 - 6 Nov 2009
ICT: 30 Nov – 4 Dec 2009
2008
Construction & Building Technology,Environment & Energy-related Technology: 1 - 5 Feb 2010
2015
Construction & Building Technology: 5 – 9 Apr 2010
Environment & Energy-related Technology: 7 – 11 Jun 2010
Healthcare & Medical Technology: 22 – 26 Nov 2010
Fashion Design: 15 - 19 Mar 2010
Healthcare & Medical Technology: 17 - 21 may 2010
Interior Design: TBC
ICT: 13 – 17 Sep 2010
Page
www.eu-gateway.eu
EU Gateway Services
• Attractive package of financial, logistical and strategic support:
11
What is the EU Gateway Programme?What sectors are part of the Programme?
What services does the Programme provide?
What financial support is provided?How is the EU Gateway Programme organised?What does a Business Mission look like?Success storiesHow to apply?
Strategic coaching support:Individual coachingPre-departure meeting,
expert adviceMarket studiesPromotion & Individual
search for potential business partners
Schedule individual appointments
Stand-by assistance during Business Week
Debriefing and follow-up
Logistical support:Organised Business Week Hotel arrangementVenueStudy tourPress coverage & Promotion
Financial support:Accommodation (up to €1000)Customised services (80% up to
€1600)Pre-departure meeting travel and
accommodation
Page
www.eu-gateway.eu
12
The Coaching Process
• Coaching Timeframe
Recruitment and selection
[EU]
Strategic preparation[EU]
Standard and Customised Services[JP/KR]
Debriefing and follow-up
Promotion Campaign
Business Mission Business Week
Stand-byassistance
19 weeks
34 weeks
42 weeks
12 & 18months
Page
www.eu-gateway.eu
EU Gateway Financial Support
• The EU gateway Programme finances all the standard services provided (coaching, market studies, etc)
• In addition:– Hotel accommodation in Japan/Korea for one person up to €
1000– Customised services (80%) up to €1600– Travel and accommodation for pre-departure meeting
A small price to pay for efficient and effective market exploration
• Your company pays:– Travel to Japan/Korea (incl. insurance and shipping)– 20 % of customised services (if appl. amount above €2000)– Depending on the amount of representatives and on the
exchange rate the amount above €1000 for hotel in Japan/Korea
13
What is the EU Gateway Programme?What sectors are part of the Programme?What services does the Programme provide?
What financial support is provided?
How is the EU Gateway Programme organised?What does a Business Mission look like?Success storiesHow to apply?
Page
www.eu-gateway.eu
EU Gateway Organisation
• EU Gateway Programme
– Structure of the organisation:• European Commission, Programme Management
• EU Gateway Central Management Unit
• EU Gateway Coaching Network
• EU Gateway Operational Logistics Unit
14
What is the EU Gateway Programme?What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?
How is the EU Gateway Programme organised?
What does a Business Mission look like?Success storiesHow to apply?
Page
www.eu-gateway.eu
15
EU Gateway –Coaching Network
BrusselsCluster
Central Coordination(Brussels)P. Wauters,
Sebastiaan van der Peijl
LondonCluster
HamburgCluster
MadridCluster
WarsawCluster
Local Office Japan
Local Office Korea
NL
DE
FR BE
LU
AT DK SI
UK
SE
IE
FI
ES
GR
MT
CY
PT
IT
PL
BG
SK
HU
EE
CZ
LT LV ROBaudouin [email protected]
Andrew [email protected]
Carl [email protected]
Laura [email protected]
Cyprian [email protected]
Page
www.eu-gateway.eu
Highlights of the Business Mission
• What does a Business Mission look like?
16
What is the EU Gateway Programme?What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?
What does a Business Mission look like?
Success storiesHow to apply?
Page
www.eu-gateway.eu
17
The Coaching Process
• Recruitment, selection, preparation
Recruitment and selection
[EU]
Strategic preparation[EU]
Standard and Customised Services[JP/KR]
Debriefing and follow-up
Business Mission Business Week
Stand-byassistance
19 weeks
34 weeks
42 weeks
12 & 18months
Promotion Campaign
Page
www.eu-gateway.eu
Highlights of the Business Mission
• Recruitment:– Direct contact with your coach– Application coaching, build your profile
• Preparation is the key to success:– Pre-departure meeting in Europe:
• Doing Business in Japan / Korea: Business Culture and Customs
• Sector expert presentations: Japanese/Korean Market overview, sector specific details and business opportunities
• Programme details and meeting with your cluster coordinator
18
What is the EU Gateway Programme?What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?
What does a Business Mission look like?
Success storiesHow to apply?
Page
www.eu-gateway.eu
Highlights: pre-departure meeting
19
What is the EU Gateway Programme?What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?
What does a Business Mission look like?
Success storiesHow to apply?
Page
www.eu-gateway.eu
20
The Coaching Process
• Preparation: prepare your materials and focus your strategy
Recruitment and selection
[EU]
Strategic preparation[EU]
Standard and Customised Services[JP/KR]
Debriefing and follow-up
Promotion Campaign
Business Mission Business Week
Stand-byassistance
19 weeks
34 weeks
42 weeks
12 & 18months
Page
www.eu-gateway.eu
Customised Services
• Preparation and materials are key to success:– Translation (English to Korean) and printing of company
documentation, products, manuals, brochures and business cards
– Interpretation (only English-Korean and reverse) at business meetings during the mission week (and outside the two business-days)
– Assistance for individual meetings
– Legal advice at business meetings during the mission week
– Advice on certification procedures, import license, interoperability standards, …
21
What is the EU Gateway Programme?What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?
What does a Business Mission look like?
Success storiesHow to apply?
Page
www.eu-gateway.eu
Counterpart search approach overview
Potential Counterpart list& Company wish lists
Step 1
• List up potential counterparts by market research in sector org., company databases, the internet, etc…
Counterpart List
Step 2
• Reach out to the potential counterparts who are interested in the business days for each EU company (and potentially individual meetings)
Individual Meeting Schedule
Step 3
• Identify individual counterpart interest
• Set up meeting schedules between the participants and the counterparts
Activities
Output
Steps
------------------------------
Up to 1,000
------------------------------
200 –300
and up22
List up potential counterpart
Find interested counterparts
Schedule on individual meeting
Page
www.eu-gateway.eu
Counterpart search approach overview
We use our and your materials to promote your company
Particularly we pay attention to your company’s:
• International business strategy• International operation• Product promotion• Setting up partnerships to develop distribution channels
• Business collaboration the EU company is looking for• Sales collaboration• Joint R&D and Joint production
• Target sector• Wholesales for import materials• Home centre
• Expectations of business partner• Knowledge of the local market and local distribution network• Potential to purchase materials
• Offer to business partner• Unique products with international brand assistance in promotion and sales
23
Key criteria in searching for a counterpart
Page
www.eu-gateway.eu
24
The Coaching Process
• The Business Week in Tokyo / Seoul and follow-up
Recruitment and selection
[EU]
Strategic preparation[EU]
Standard and Customised Services[JP/KR]
Debriefing and follow-up
Promotion Campaign
Business Mission Business Week
Stand-byassistance
19 weeks
34 weeks
42 weeks
12 & 18months
Page
www.eu-gateway.eu
The Business Mission Week
25
• Agenda:– Sunday Arrival & Informal
Drink*– Monday Briefing
Session Study Tour*
– Tuesday Business Day 1 Reception
– Wednesday Business Day 2 – Thursday Individual– Friday Meetings
Debriefing *Not Mandatory
What is the EU Gateway Programme?What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?
What does a Business Mission look like?
Success storiesHow to apply?
Page
www.eu-gateway.eu
Follow-up
• Debriefing session on the Friday of the Business Week
• Follow-up contact:– In the first weeks after return to Europe– 12 months after the Business Week– 18 months after the Business Week
• Why? – Your follow-up with Japanese/Korean
counterparts is essential. – With your feedback we continuously improve
the EU Gateway programme26
What is the EU Gateway Programme?What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?
What does a Business Mission look like?
Success storiesHow to apply?
Page
www.eu-gateway.eu
Piecing it all together
• With this we put the right pieces in place for your Business Mission and support your approach to the Japanese and/or Korean market.
27
What is the EU Gateway Programme?What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?
What does a Business Mission look like?
Success storiesHow to apply?
Page
www.eu-gateway.eu
Success stories
Healthcare and Medical TechnologiesCompany: Medikro Oy
“The missions to Japan enabled us to get a sense of the market for our products by meeting and talking with customers and Japanese businesses. We really gained a thorough understanding of the competition, prices, consumer behaviour and preferences, and different sales channels in the cardiopulmonary market.”
28
What is the EU Gateway Programme?What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?What does a Business Mission look like?
Success stories
How to apply?
Page
www.eu-gateway.eu
Success stories
Environment and Energy-related TechnologiesCompany: Seda Umwelttechnik
"The EU gateway program was very important in opening the door to uncharted territories. Exchanging ideas with other participants and learning the subtle differences in how to do business helped us to find our initial distributor. We made an important sale soon after our first business mission, however it is the subsequent program missions that allowed us to win more contracts."
29
What is the EU Gateway Programme?What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?What does a Business Mission look like?
Success stories
How to apply?
Page
www.eu-gateway.eu
Success stories
Interior DesignCompany: Vincent Sheppard
"Through our first participation in EU Gateway, we were able to set up a partnership with our current distributor. The second participation enabled us to strengthen our ties with the distributor and increase our visibility on the market."
30
What is the EU Gateway Programme?What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?What does a Business Mission look like?
Success stories
How to apply?
Page
www.eu-gateway.eu
Success stories
Fashion DesignCompany: NJ Studija
“The EU Gateway organizers ensured that the appropriate conditions were in place for meetings with potential clients, while also providing us with the possibility of learning more about the Japanese market itself.”
31
What is the EU Gateway Programme?What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?What does a Business Mission look like?
Success stories
How to apply?
Page
www.eu-gateway.eu
Success stories
Fashion DesignCompany: NJ Studija
“The EU Gateway organizers ensured that the appropriate conditions were in place for meetings with potential clients, while also providing us with the possibility of learning more about the Japanese market itself.”
• Read their interviews and more on www.eu-gateway.eu
32
What is the EU Gateway Programme?What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?What does a Business Mission look like?
Success stories
How to apply?
Page
www.eu-gateway.eu
How to apply?
• Visit our website: www.eu-gateway.eu• and express your interest for a Business
Mission
• 2 steps:– Expression of interest form online– Application form online
33
What is the EU Gateway Programme?What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?What does a Business Mission look like?Success stories
How to apply?
Page
www.eu-gateway.eu
How to apply?
• For more information visit our website: www.eu-gateway.eu
• Also visit:– www.eu-gateway.jp– www.eu-gateway.kr
34
What is the EU Gateway Programme?What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?What does a Business Mission look like?Success stories
How to apply?
Page
www.eu-gateway.eu
Questions & Answers
• Thank you for your attendance and attention
Any questions?
35
What is the EU Gateway Programme?What sectors are part of the Programme?What services does the Programme provide?What financial support is provided?How is the EU Gateway Programme organised?What does a Business Mission look like?Success storiesHow to apply?
Q&A