Market opportunities for lighting industry in western europe
Business from Innovative Use of Light:
Market Opportunities for Lighting
Industry in Western Europe
Time to grasp the business
VP, West Europe & Africa
Opportunities in Greenhouse Business
Greenhouse sector growth continues. Ongoing trend of energy efficiency,
sustainability and productivity opens up markets.
Greenhouses offer a market not only for LED lighting but also for other
solutions in irrigation systems, cooling, ventilation and fertilization.
Dutch sector, leader in Europe, is a forerunner: Growers are concerned about
continuous improvement and government is subsidizing business to promote
competitiveness and sustainability.
– Old greenhouses are replaced and updated: new technologies, business
process improvement e.g. supply chain integration and marketing is
The Dutch Greenhouse Market
Horticultural market represents 4% of the Dutch economy, providing 24% of world supply.
In added value Dutch sector outperforms global average by 50%.
Greenhouses cover 0,5% ( around 10 500 ha) of arable land and produce 22% of
Greenhouse growers, most SME’s, can control the factors affecting yields and quality.
Growing essentially 12 months/year.
Dutch are excellence driven by technology and infrastructure.
– Grower’s associations
– Logistical Hubs
– Automated and systemic technologies
High concentration of specialized Dutch companies throughout the supply chain.
– The supply sector is capturing increasing share of value vs. the primary production
sector (the growers). By 2020, supply sector estimated to surpass.
The cooperation with Finpro
succeeded very well and we
received relevant market
information. We were able to
acquire the first hand information
straight from customer interface,
which was very valuable for us.
Our experience from Finpro was
all in all very positive. Local
experience and presence in target
markets were remarkable benefits.
Finpro and GreenStream
Network developed a
cooperation model and
GreenStream Network could test
five markets with moderate
investments and had a quick
access to new emerging EUA
With the contribution from
Finproners we could get a good
understanding of the markets. It
was a very cost-efficient way to
test the markets.
Harri Roto, Executive Vice President,
GreenStream Network Plc
GreenStream Network is a leading Nordic developer and
manager of green investment vehicles. The company is
established in 2001 and has its headquarters in Helsinki.
GreenStream Network`s home market is Northern Europe.
China and South-Africa are company`s key areas for growth.
GreenStream Network had positive experiences from Baltic
Countries and in 2008 company wanted to extend their
operations to Eastern Europe. Establishing own offices and
finding own agents was considered to be too expensive and
slow way to proceed. It was also estimated that traditional
market research couldn`t reveal relevant issues from customer
Finpro and GreenStream Network developed a cooperation
model, where Finpro sales consultants acted as GreenStream
Network`s representatives in five countries: Bulgaria, Czech
Republic, Hungary, Romania and Slovakia. They contacted
potential customers and arranged meetings. After half a year
presence GreenStream Network discovered the East-European
markets less attractive than estimated and decided to
concentrate in faster growing markets like China.
GreenStream Network could test five markets with moderate
investments and had a quick access to new emerging EUA
markets. Other benefits for GreenStream Network were
systematic and professional market information, client
identification and preparing of deals. At the moment
GreenStream Network continues the cooperation with Finpro to
find new markets in South-East Asia.
We're truly impressed by the way
in which Finpro operates. They
were exceptionally successful in
identifying agents for us in the
German market, and the Go
Global program was an efficient
way of benefiting from Finpro's
extensive geographical network
and local knowledge. Our
cooperation has given us
credibility in global markets and is
certain to continue.
Sofi Filtration is a Finnish
company founded in 2011
offering state-of-the-art waterfiltration technology. Cooperation
with Finpro has resulted in the
company finding two good
agents in the German market.
Ville Hakala, Sales Director and
Chairman of the Board, Sofi Filtration
Founded in 2011, Sofi Filtration is a Finnish company offering state-ofthe-art water filtration technology. The company's main product is Sofi
Filter, a high-capacity polishing filtration solution for industrial
processes. Based on an innovation by Pertti Rantala, one of the
founders of Sofi Filtration, Sofi Filter has been commercialized with the
help of funding from Tekes - the Finnish Funding Agency for
Technology and Innovation - and the private sector.
Even though Sofi Filtration is a so-called 'born global' company, it is
small and only recently-established, and does not have the resources
needed to embark on the internationalization process alone. Finpro
helped Sofi Filtration with client segmentation, its value proposition
and the definition of channel models, and with professional agents to
open up international channels.
Sofi Filtration participated in the Uusimaa Go Global program, during
which both potential markets and client sectors for the company's
products were defined, as well as all of its sales material and
webpages were renewed. Primary markets were identified in countries
where the mining sector is strong: Australia, Canada, Chile and South
Africa. Together with Finpro, a strategy for achieving an international
technological breakthrough was also drawn up, and Germany was
chosen as the target because the resulting credibility would support
efforts in other markets. The German car manufacturing industry has
expressed interest in Sofi Filter technology.
Through cooperation with Finpro, Sofi Filtration has found two good
agents in the German market. Pilot versions of equipment for testing
are currently being prepared. Discussions with a representative of the
Canadian mining industry are also ongoing and an agent agreement
for Belgium has been signed. The company believes it saved at least
six months by initiating its survey of international markets with Finpro's
help during the final phase of the commercialization process.