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SMEPASS2 Seminar SMEPASS2 Seminar Presentation Transcript

  • Provision of Advisory Services to SMEs Phase II Awareness Raising Seminar November 2013 Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Dear participant, Thank you very much for participating in our seminar. We were very happy to have you with us here today. Your attention and interest were greatly appreciated. As promised please find attached a training brochure containing all materials that were presented during the seminar. If you need any further information or clarification feel free to contact us on info@smepass2.eu. Please also visit our website www.smepass2.eu frequently and stay informed and up to date regarding all of our activities. Please also spread the news among the wider SME community in your region about the availability of free advisory services in quality management, marketing and product development. We are very much looking forward to receiving your on-line application. See you soon on www.smepass2.eu Sincerely yours, Stephen O´Mullane Team Leader SMEPASS II Project Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Module I Introduction to the SMEPASS II Project Mr. Stephen O’Mullane Project Team Leader Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Overall Objective  To increase the competitiveness of Croatian SMEs through the provision of high quality busines support services Purpose  To promote business advisory services to SMES and to provide direct business advisory services to selected SMEs Timeframe  The project commenced on 1st July 2013 and will conclude on 30 June 2015. Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Component I  To promote the Project through an Awareness Raising Campaign that includes a media campaign, promotional materials and promotional seminars and workshops Component II  Provision of advisory services in Marketing/Product Development and Quality Management to a minimum of 150 SMEs Component III  Project pipeline preparation assisting a minimum of 10 SMEs in the preparation of documentation in response to Calls for Proposals for EU Structural Funding of projects Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • How do SMEs gain access to Project Assistance ? The application and selection processes has been carefully designed to be fair and transparent, affording all interested SMEs the opportunity to access Project assistance. Component II Access Via the Project website (www.smepass2.eu) by registering and by completing and online Application Form. Component III Access In response to Calls for Expressions of Interest issued by the Ministry of Entrepreneurship and Crafts Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Access Gateways Component II Access Component III Access There are three access gateways under Project Component II. These are: There is one and possibly two access gateways under Project Component III. These are: 1. December 2013 (Intake of a minimum of 50 SMEs) 1. May 2013 (Intake of 20 SMEs project proposals) 2. June 2014 (Intake of a minimum of 50 SMEs) 3. December 2014 (Intake of a minimum of 50 SMEs) There may be a second intake coming from a Call for Expressions of Interest in 2014. This remains to be decided. Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Why should an SME become involved ? Component II Benefits Component III Benefits Free access to highly competent Croatian and EU consultants who will assist selected SMEs in: Free access to highly competent Croatian consultants who will assist selected SMEs in: Marketing Sales & marketing audits Market analysis Marketing Plan Quality Systems Quality auditing Basic quality management Total Quality Management Access to Structural Funds Preparation of documentation required to successfully meet all of the requirements necessary in accessing grant funding to co-finance projects. Compliance with EU regulations International sales promotion & marketing Customer satisfaction Branding Continuous improvement E-Commerce systems Product development Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Where will the Consultants come from?  The Project is resourced with a total of 3,950 working days of consultant time.  Individual consultants will be contracted to address developing requirements for assistance in beneficiary SMEs  The SMEPASS II consultant team will be an optimal blend of consultants from Croatia and other EU member states How will Consultants be selected ?  Consultants will be selected through a robust open and transparent process.  They will apply for consideration via a dedicated webpage on the SMEPASS II Project website.  Their qualifications and experience will be vigorously cross-checked to ensure that their competencies are the perfect match for the individual requirements of SMEs with which they will work. Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Croatian SMEs that have a genuine desire to improve their market penetration on home and international markets are encouraged to apply ! Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Module II What is required….. to successfully enter the EU market and/or to defend your position on the Croatian market? Juergen Mendritzki, KE Marketing Fernando Fernández Gómez, KE Quality Management Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Advantages from the EU Accession • • • • • Croatia is part of the internal EU market Free trade with all Member States. Free movement of goods Free movement of capital. Free movement of EU workers and services • Facilitation of cross-border payments Source: European Commission - MEMO/13/629 28/06/2013 Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Consequences of the EU Accession • Croatian consumers have access to more products of better quality and at a lower cost. • The single market is offering new opportunities for partnership and networking with similar industries and sectors. • The accession of Croatia boosts opportunities in terms of public procurement. • Market opening will increase competitiveness on all markets and so also on the labour market. • Structural funds will provide access to finance for businesses and support them to be more competitive. Source: European Commission - MEMO/13/629 28/06/2013 Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Croatian SMEs Have to Cope with New Challenges „Hard“ Management Factors Chance to enter new markets in the EU • • • • • • • • Need to defend the home markets • • • • • • Compliance with EU regulations and laws Certifications Identify new markets Understand market requirements Define entry/expansion strategy Implement strategy, funding Find new business partners Comply with partners´ requirements Differentiate Match competitors marketing mix Improve product /service quality Find new sales channels, Find new business partners Develop new products • Vision and ambition • Entrepreneurial initiative • Willingness to learn (new skills, E4E) • Flexibility • Openness to ideas • Commitment • Willingness to take new ways • Willingness to invest time, energy and money • Continuous effort Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • What are the Challenges for Your Company on Your Home Market? • Stronger competition by cheaper foreign products with better quality • Foreign companies with strong brands and strong B2C and B2B marketing • Foreign companies with more favourable cost basis, good logistics systems Risk that customer loyalty/preference for traditional domestic products/producers will further decrease! Need for (more) active marketing on the home market Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Increased Competition is Challenging Croatian Companies´ Marketing Mix Product Place The Four “P”s Advertising Sales Promotion Publicity Price Public Relations Personal Selling Promotion Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Your Company Has to Find Answers to Important Marketing Questions • How do I compare with my competition? • How can I identify and choose profitable market segments in Croatia and/or abroad? • How can I enter new sales channels? • How can I better differentiate my offer from my new or old competition? • How should I react to competitors? • How can I satisfy my customers and build brand loyalty? • Which prices should I set? • Do I need to spend money on promotion? Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Are You Doing Marketing? …….actually it is something that you are doing everyday, ……hopefully. 1. Finding out what potential customers need/want Making products available that satisfy customers 2. Designing the product and setting a price to make it interesting and desirable to customers Earning money with it 3. Letting potential customers know about you and your product 4. Making it available to potential customers Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • New Products? New Markets? Both? None of them? . New Competitiveness • Quality • Marketing • Innovation • Productivity • Supply Chains Products/ Processes Old • • • • • Product/Process Innovation Value/Supply Chain optim. Marketing Certification QM Systems • • • • • • • • • Value chain improvement Quality improvement Marketing Certification 25 QM Systems • • • • • • Old Product/Process Innovation Export Strategy Export Marketing/Netwkg Start-up support? • Certification • QM Systems Quality Improvement Product Certification Export Strategy Export Marketing Certification QM Systems Markets New Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Why exporting? 12 Advantages of Exporting for a Croatian SME . 1. Larger and more sustainable demand 2. Lower per unit costs 3. Increased profits 4. Compensation for seasonal demands 5. Selling excess production capacity 6. Inflow of know-how and technologies 7. Improvement of productivity & quality 8. Diversification 9. Enhanced domestic competitiveness 10. Potential for company expansion 11. Product life cycle extension 12. New financing opportunities Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • The European Union is the Most Attractive Market in the World . • 500 million inhabitants in 28 countries • An economy worth 11 trillion Euros (28.8% of the world economy) • The World´s biggest trading entity: (22.8% of world trade in goods, 27% world trade in services) • The main export market for some 130 countries around the globe • A single market: no internal borders for goods, services, capital, people • Common policies and regulations • A single currency, the Euro, already used in 17 Member States Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • What are the Challenges for Your Company in Other EU Countries? . • • • • • • • • Markets are very developed and demanding Customers in different countries have different preferences Most market niches are already occupied Sales channels are filled with well accepted products from established companies Convincing distributors to choose you as supplier requires persistent marketing efforts Low-price strategy is not a sustainable option for you Consumers must be attracted by different/new/innovative products (differentiation) B2B customers require B2B marketing, service, flexibility, reliability and excellent Quality Management Risk that your present offer is simply not interesting for the chosen market segments Need for export marketing Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Is Your Business Ready to Export? .         Management's commitment to exporting Skills in international business Language and communication skills Financial resources Technical know-how Capacity to manufacture / supply International market intelligence B2B marketing capacity Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • In Most Cases B2B is Needed for Marketing: 5 Things to Do First Where SMEPASSII Can Help . • Branding: You need a memorable brand identity to differentiate your company from competitors and communicate the highest value you deliver. Create a logo, a positioning tagline, and key messages to be used in all marketing materials. • Website: Every prospect who considers your company looks at your website. Create a site that explains what you do and how you do it. Fill the site with content that demonstrates your knowledge and expertise. Invite response with a call to action on every page. Make the site easy to use and worth a return visit. • Database: Your business needs an accurate, easy-to-access database of customer and prospect information for targeted marketing tactics like email and direct mail. Build your database using a platform that’s suited to your type of business and keep it current. • Sales presentation: The B2B sales process often involves face-to-face meetings with prospects. You need to walk into those meetings with a great presentation of your capabilities. Develop an engaging PowerPoint presentation about your services and how you can help the prospect succeed. Later, you can add video and use more sophisticated tools, but PowerPoint is the easiest place to start. • Sales collaterals: When you leave a prospect meeting – and sometimes before you meet – you need to give prospects information about your company that they can review and share with others. Start with a capabilities brochure, then develop a carrier or folder with inserts for testimonials, case studies, biographies of your team, or a client list. Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Module II a What is required….. to successfully enter the EU market and/or to defend your position on the Croatian market? Quality Management Fernando Fernández Gómez Key Expert Quality Management Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Which are the Main Challenges Regarding Legal Requirements Coming from EU Accession? From the Quality Management point of view, Croatian SMEs will face new situations by the entry into the EU: Legislative changes not only in the content of laws but in their enactment. TO CREATE A COMMON MARKET Standardization of products & services will be TO AVOID DISPERSION OF carry out by European Standards Committees. THE COMMON RULES Trade of certain products requires from the manufacturer’s declaration of compliance with EU legislation (CE marking) TO ENSURE USERS’ SAFETY These changes are affecting your company in order to be in the market, even if you are not exporting your products/services Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Legislative Acts in the EU  Binding legislative acts: not requires transposition into national law  Regulations  Decisions  Non binding legislative acts: requires transposition into national law, so changes can be made at national level  Directives  Recommendations  Opinions You should establish a responsible person in your company to identify applicable requirements to your product or service  http://europa.eu/legislation_summaries/index_en.htm Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Legislative Acts in the EU Actually there are European legal dispositions over: SERVICIES PRODUCTS Financial Toys Liberal professions Machines Road transport Pressure equipment Marine Transport Medical devices Air Transport Electrical and electronic equipment and gas appliances E-commerce Boats, recreational crafts Postal Pharmaceutical and cosmetic products Chemical products Motor vehicles Construction Products Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • How does Standardization Affect Your Company? • Along with the principle of mutual recognition, standardization plays a central role in the proper functioning of the internal market in EU. • Generally speaking, the compliance with most of the product or service European Standards (EN) is voluntary. • Except when is required by European Directives and Regulations, the requirements to comply with are in harmonized EN Standards, e.g., Directive 2009/48/EC toys requires compliance with EN 71-1, EN 712,... • As an SME, is important to know which specifications are required in those harmonized EN standards. http://ec.europa.eu/enterprise/index_en.htm Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Who Elaborates the European Standards? • Harmonized EN standards help ensure the free movement of goods within the internal market and allow enterprises in the EU to become more competitive. • To avoid dispersion regulations, standards are developed by working groups in the Technical Committees at European Standardization (CEN, CENELEC, ETSI). • SMEs as users of the EN standards should participate in the standardization process, the specifications are define there. • The representation of SMEs in the standardization committees is usually channeled through sector associations or Competent Authority of each Member State. Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • What do These Products Have in Common? What does CE Mean? Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Marking • CE marking, the product is assessed before being placed on the market and meets EU safety, health and environmental protection requirements. • Harmonized EN standards establish the minimum specifications to be met by the products. • It is manufacturer’s responsibility to:     Carry out the conformity assessment Set up the technical file Issue the EC declaration of conformity Affix CE marking on the product. • Notified Body (NB) are authorised to carry out the independent conformity assessments when is required. NANDO database of notified conformity assessment bodies: www.ec.europa.eu/enterprise/newapproach/nando Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Marking Certification System Manufacturer responsibilities' NB duties CE marking documents Initial Type testing 4 Declaration of compliance Factory Production Control FPC 3 Factory Production Control FPC Initial Type testing Declaration of compliance Initial Type testing Declaration of compliance 2+, 2 Factory Production Control FPC FPC Assessment FPC Certificate Testing Results conforming FPC Initial Type testing Factory Production Control FPC 1+, 1 FPC Assessment Testing Results conforming FPC Testing audit samples Declaration of compliance Product Conformity Certificate Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • CE Marking: List of Directives & Regulation Regulation (EU) No 305/2011 - Construction products 89/686/EEC Personal protective equipment 90/385/EEC Active implantable medical devices 92/42/EEC Hot-water boilers 93/15/EEC Explosives for civil uses 93/42/EEC Medical devices 94/9/EC Equipment and protective systems intended for use in potentially explosive atmospheres 94/25/EC Recreational craft 95/16/EC Lifts 96/98/EC Marine Equipment 97/23/EC Pressure equipment 98/79/EC In vitro diagnostic medical devices 99/5/EC Radio and telecommunications terminal equipment 2000/9/EC Cableway installations designed to carry persons 2000/14/EC Noise emission in the environment by equipment for use outdoors 2004/22/EC Measuring Instruments Directive 2004/108/EC Electromagnetic compatibility 2006/42/EC Machinery 2006/95/EC (ex-73/23/EEC) Low voltage directive 2007/23/EC Pyrotechnic articles 2008/57/EC Interoperability of the rail system within the Community (Recast) 2009/23/EC (ex-90/384/EEC) Non-automatic weighing instruments 2009/48/EC Safety of toys 2009/105/EC (ex-87/404/EEC) Simple pressure vessels 2009/142/EC (ex-90/396/EEC) Appliances burning gaseous fuels 2010/35/EU Transportable pressure equipment Regulation (EU) No 305/2011 - Construction products Decision 2009/750/EC (implementing Directive 2004/52/EC) - Interoperability of Electronic Road Toll Systems Regulation (EC) No 552/2004 - Interoperability of the European Air Traffic Management network …… …… …. Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Module III a. What can SMEPASS II experts do for an SME? - The project’s advisory services - Marketing Juergen Mendritzki Key Expert Marketing Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • SMEPASS II Marketing Advisory Support offer 1. Sales and marketing audit Basic 2. Market Analysis 3. Practical Marketing Plan Medium 4. eCommerce and website 5. Branding Advanced 6. International sales promotion and marketing Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Benefits from SMEPASS II Marketing Audit Service • How good is your marketing? • Find out how your company performs in the market compared with old/new competitors • Find out why competitors are gaining market share • How do you meet customer expectations/requirements? • Are you ready for export? • On which strengths can you build? • Which weaknesses do you need to overcome? Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Benefits from SMEPASS II Market Analysis Services • Which profitable market segments exist that you could serve? • Understand your markets better to serve them better (possibly as a SMEPASS II service for all companies from the same sector) • What do the markets require/expect from you? • Training on how to conduct market research Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Benefits from SMEPASS II Practical Marketing Plan Service • How to enter the right market segments • Plan your export marketing for EU markets • Manage sales and marketing activities in your home market better • Develop a plan to fully exploit existing sales channels • Develop a plan to enter new sales & distribution channels Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Benefits from SMEPASS II Branding Service • Ensure customer loyalty and Improve your chances on the market through a branding strategy • Brush up your existing brand (name, logo, identy system) • Design a new brand (including basic identity system) • Build awareness of your brand in the market • Implement your brand guidelines • Design/review basic promotional material to address target customer segments Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Benefits from SMEPASS II eCommerce and Website Services • Build your website • Develop your website to a marketing and sales tool. • Use the internet to offer your products/services and to attract customers • Get a basic system to handle business via the internet Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Benefits from SMEPASS II International Sales Promotion and Marketing Services • • • • • • • Search for business partners or strategic partner Arrange the contact with potential partners Prepare the sales pitch Get support for negotiations with new partners Get help to make you fit for the first export deliveries Prepare for trade fair participation Get training on how to deal with foreign customers Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Module III b. What can SMEPASS II experts do for an SME? - The project’s advisory services - Product Development Mr. Stephen O’Mullane Project Team Leader Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Are you bringing the right product to market ? Is what you are selling what your target market really wants ? Any customer can have a car painted any colour he wants, so long as it is black !! Henry Ford Are you conscious of the needs of your customers ? If so, how ? Do you perform surveys of your customers satisfaction levels ? Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • The Link between Product Development and Innovation IMP3ROVE Innovation Assessment Tool Innovation Strategy PRO INNO Europe® Initiative www.improve-innovation.eu Innovation organization and culture Innovation life cycle management Idea management Product and process development More efficient Launch / continuous product & process development improvement Marketable Product Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • What the SMEPASS II Project can do for your SME in the field of Product Development!  Assess your product’s fitness for purpose on existing and new local, national and international markets.  Assist you in redesigning and refocusing your product offering  Assist you in embedding innovation practices in order to ensure continuous improvements in product design. If this is of interest to you, please tick the box alongside Product Development on your online application for assistance under the SMEPASS II Project.  PRODUCT DEVELOPMENT Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Module III b. What can SMEPASS II experts do for an SME? - The project’s advisory services - Quality Management Fernando Fernández Gómez Key Expert Quality Management Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Which of these cars has the better Quality? Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Definition of Quality We can not answer that question so easily, in our common language we associate Quality with Excellence But from a more technical point of view Quality should be understood as “Level of Quality”, so a possible definition could be: Quality of a product or service refers to the perception of the degree to which the product or service meets the requirements. But who establish the requirements or specifications to be met? Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Quality specifications Customers Requirements’ MARKET Standards VOLUNTARY Regulations LEGAL Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • SMEPASS II Quality Management Systems offer Quality Management Services offered by SMEPASS II 1. Basic QMS design and training Basic 2. Quality Audit 3. Compliance with UE Regulations Medium 4. Satisfy the quality requirements of your potential customers 5. Continues improvement oriented systems Advanced 6. Total Quality Management (TQM) Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Benefits from Basic QMS Advisory Service  • Increase quality culture in the company • Getting used to work in a systematic way • Clearly define responsibilities within the company • Implement quality control, reduction of non-quality costs • To serve as a starting point for implementation of QMS Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Benefits from Quality Audit Service • Detecting weaknesses in quality control • Identify opportunities for improvement in: Inspections control points in the production process Control equipment used Production Equipment Raw materials (acceptance criteria, suppliers evaluation) Training (identify training needs) • Establish a plan of action to correct the detected deviations Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Benefits from QMS Oriented to Compliance with EU Regulations (e.g. CE marking, HACCP) Get used to work with EU Regulations:  Identify the requirements  Compliance self-evaluation of the requirements  Define actions plans to solve the non compliances Avoid legal conflicts Be able to legally commercialize our products within EU Note: It is important to note that in order to affix the CE marking to some products, European legislation makes it mandatory that a Notified Body Control perform the tasks required by the reference standard. The costs of the inspection process may not be covered by this project. Only advisory for the implementation of the management system required by the CE marking. Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Benefits from QMS oriented to Satisfy the Quality Requirements of Your Potential Customers (e.g. IFS protocol, FSC- CoC) • Avoid legal conflicts • Be able to achieve customers requirements • Gain market share and access foreign markets thanks to the trust it generates among clients and consumers • Eliminate multiple customers audits (costs saving) • Increase confidence, an access to quality agreements with customers and suppliers Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Benefits from the Implementation of QMS (e.g. ISO 9001, ISO/TS 16949) • • • • • Avoid legal conflicts Be able to achieve customers requirements Eliminate multiple customers audits (costs saving) Gain market share and access foreign markets thanks to the trust it generates among clients and consumers Access to quality agreements with customers and suppliers    ISO 9001 ISO 16949 • Improve efficiency and effectiveness of our Company’s processes • Increase client satisfaction Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Benefits from the Environmental Management Systems (ISO 14001) • Optimise the management of resources and waste • Reduce environmental damage from its activity • Minimise the risks associated with accidental events • Reduce the costs of waste management and insurance premiums • Eliminate barriers to exports • Reduce the risk of litigation and sanctions  ISO 14001 Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Benefits from the Total Quality Management (TQM) • Identify the best practice in a certain production process • Identify what to produce and how to do it • Change the functional approach by the process approach • Be able to do cost benefits analysis Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Module IV How to work with a consultant Juergen Mendritzki Key Expert Marketing Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Management Consulting is….. …the practice of creating value for organisations, through improved performance, achieved by providing objective advice and implementing business solutions. In other words, management consultants help take organisations further than they would go on their own. They do this by solving problems, providing outside perspective, and enhancing business capability. Management consultants bring niche skills and a breadth of experience into organisations, which is often useful for specific projects but not for an organisation to employ full time. Source: Management Consulting Association , UK Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • A Typical Consulting Project Consists of 5 Steps • Priorities • Terms of Reference • Selection of expert 1. Agree on needs and sign MoU 2. Data gathering and problem analysis • In-house • Out-house 3. Recommendations, get approval Number of expert days depending on company size and complexity/difficulty of advisory services • Report 4. Action planning, get approval 5. Implementation support, coaching • Action plan • • • • Frequent visits Assistance Review Training Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • What is a Successful Consulting Assignment?  Desired outcomes and results listed in the project agreement are achieved.  The client’s problem is solved.  The project is finished on time and within budget.  The consultant and the client maintain a high-quality working relationship.  The client learns to address similar problems by themselves in the future.  The client says that they would hire the consultant again Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Marketing Consultants can Deliver Substantial Value to a Company Case: Company B is a young textile manufacturer run by a couple in their early 40ies. The company employs 30 people and is outsourcing some work. Their products were mainly sold in the domestic market in the lower-to-middle price segment to middle-aged consumers. The company was competing on price and durability. It is directly sourcing its raw material and employs a part-time designer. The company entered the The expert was contracted to reposition the company and to help them start exporting. international market and gained immediately orders from leading W Why did it go well? European Department stores and THE OUTPUT THE EXPERT and THE CLIENT store chains. Private A marketing and market entry strategy • label business  Marketing expert with fashion industry background • A new started.  Company owners available „around the clock“ with international brandsbrand and a new identity system Active exchange of ideas during the whole process Consultant accepted as „part of the team“ Some money invested into marketing material, Trade fair participation Sample designs tested in the market Owners travelled with consultant to see potential customers  Consultant helping Owners to do sales calls       • • • • • • • • Website, company brochure and other material Product quality substantially upgraded New products and designs Pricing strategy for international markets Owners trained in international sales management International trade fair participation Contacts with Western European buyers established Product samples were sent Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • When do Consulting Projects Fail ? • • • • • Trying to solve the wrong problem Failure to manage client´s expectations Lack of understanding the client´s industry Lack of communication Changing the scope of the assignment (goal, deliverables) in mid-stream. • Over-charging the client through unrealistic scope of change • Lack of implementation capacity Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Example: What Can Go Wrong and Why? Case: Company B is a food producer with 40 employees. The company has been producing the same type of products for 25 years. It was selling them mainly on the regional market though traditional independent grocery stores. Its main customers are mostly elderly people who are accustomed to A´s products. The company was loosing substantial market share against imported food stuff. An Expert was contracted to develop athe project the strategy. At the end of sales and marketing company stated that they were What went wrong? not satisfied with the results. THE EXPERT and THE CLIENT expecting more than The OUTPUT They were • Expert: Generalist with limited experience in the • A very general strategy not specifically „justas manager paper“ the food sector, never worked addressing the needs of the company • Objectives and process not clearly defined • Owner changed task from marketing strategy to quality improvement after3 weeks • Owner frequently canceled meetings • Staff was not involved, forbidden to talk with expert • Information on company not disclosed • Expert Producing many pages of reports • No feedback from owner on papers and reports • Expert saw his role only in producing concepts but not in supporting implementation • • Reports No discussion about an action plan took place Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Basics of How to Work with a Consultant (1) THE CLIENT:  Agree on objectives, schedules and outputs in the beginning  Clearly articulate your expectations  Don´t change the scope of the assignment in the middle of the process  Agree on how to measure the success of the assignment  Show commitment and allocate enough own time  Be available during the whole assignment  Do not leave the consultant in a vacuum  Do not delegate the responsibility for the assignment downwards  Inform your staff about the assignment  Allow the consultants to talk with your staff Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Basics of How to Work with a Consultant (2) THE CLIENT:  Arrange interviews and travel schedules to most efffectively use the consultant´s time  Be open and provide information on your company, markets etc.needed to complete the assignment  Determine in advance whether the consultant´s work may require access to confidential information  Carefully read the reports and give immediate feedback  Stick to agreed schedules (meetings etc.)  Be open for positive and negative results  Articulate any criticism during the process and not at the end  Take the agreed action plan seriously and implement it  Ask for coaching Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Module V Concept of Education for Entrepreneurship (E4E) Mr. Stephen O’Mullane Project Team Leader Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Education for Entrepreneurship Goals:  Creation of a life-long learning system reliant on the continuous employability concept, in line with labour market developments  Articulation of a policy for enhancement of human resource development in companies, in line with new economic developments  Development of an integrated entrepreneurial education system.  Creation of a concept and curriculum through an integrated approach to entrepreneurial learning, across all segments of the education system Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Current Policy on Atriculated through the National Strategy for Life-long Entrepreneurial Learning (including delivery Action Plan and covering the period 2010-2014) The primary objectives of the National Strategy for Life-Long Entrepreneurial Learning are:  Sensitivity and creativity of positive attitude to Life-long Entrepreneurial learning  Entrepreneurial learning as a key competence in all forms and levels of education  Forum for members of the national Council of E4E which is located in the HGK office in Zagreb – sharing information about events and coordination of activities Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Activities and Target Groups for National Co-Ordination Unit delivered by  Development of sensitivity and positive attitude towards Life-long Learning through workshops, presentations...  Running of seminars for unemployed on Start Your Own Business.  Organising Childrens Entrepreneurship Week.  Organising Academic Entrepreneurship for the Knowledge Economy.  Performance of Training Needs Analysis among the wider community  Delivering Entrepreneurship Education for Craftsmen.  Participation in international conferences on entrepreneurship. Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Members of the Co-Ordination Group for  Ministry of Entrepreneurship & Crafts  Ministry of Science, Education and Sport  Ministry of Agriculture  Ministry of Regional Development & EU Funds  Ministry of Tourism  Chamber of Economy (HGK)  Chamber of Crafts (HOK)  Employers Association  Employment Service Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Module VI How to apply for advisory services Juergen Mendritzki Key Expert Marketing Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • The Application and Project Preparation Company Application form Evaluation and selection Visit by project Key Experts Terms of Reference for expert Selection of Expert Agreement with company Start of consulting work Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • How to apply ?  On-line Application  Forms on www.smepass2.eu  Registration  3-page application  Mostly Yes/No answers  45 -60 minutes needed Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • SMEPASS II Website: www.smepass2.eu Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • SMEPASS II Application Form Which of the following services you think you need to improve your competiveness? A= high importance, B = Medium importance, C= Low importance, D =No interest/need Quality Assurance Quality audit Basic quality management: Total Quality Management (TQM): Compliance with EU regulations Marketing & Product Development Sales and marketing audit Market Analysis Practical Marketing Plan International sales promotion and marketing Satisfy the quality requirements of your (potential) customers Continuous improvement oriented systems Branding: eCommerce and website: Product Development Other Support Areas Please specify other advisory services which could help improving your company´s competitiveness! Please specify type of advisory service What would be the benefits to your company? Additional Training Needs The Project also considers offering a number of short regional trainings if there is enough demand. Please specify areas where training would be of benefit to your company: Please specify type of training This project is co-funded by the European Union from the European Regional Development Fund What would be the benefits to your company? Ulaganje u budućnost Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • SMEPASS II Application Form Basic Information Size and Profitability of Company Ownership of Company Debts and Solvency Previous project support and experience with consultants Previous public financial support Products/services Sales & Marketing Finance Quality Management System Organization and Management What strategic direction will your company take until 2020 Why do you apply for advisory services? Which of the following services you think you need to improve your competiveness? A= high importance, B = Medium importance, C= Low importance, D =No interest/need Quality Assurance Marketing & Product Development Other Support Areas Additional Training Needs Expectations This project is co-funded by the European Union from the European Regional Development Fund Ulaganje u budućnost Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Client´s Clear Commitment is Requested Management Commitment Are you interested in participating in an explanatory seminar about the above mentioned advisory services? Are you willing to discuss your application with an expert visiting your company Are you willing to provide all information to the consultant necessary to provide the service Are you are aware of and prepared for the fact that successfully working with consultants requires a clear commitment from your side and dedication of a substantial portion of your own time over a period of up to 9 months. Are you prepared to sign a Contract with the Ministry of Entrepreneurship and Crafts about the provision of the advisory services which is stating the mutual obligations and with an action plan attached? Are you prepared to appoint a senior member of your staff acting as day-to-day contact for the consultant providing the advisory services? Are you prepared to provide information about the quality of the advisory work and its impact on the performance of your company? Yes O No O Yes O No O Yes O No O Yes O No O Yes O No O Yes O No O Yes O No O Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Module VII Overview of EU Structural Funds Mr. Stephen O’Mullane Project Team Leader Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Common Strategic Framework for Cohesion Policy 2014-2020 Improve coordination and secure a more targeted use of EU Structural Funds under the following funding mechanisms:  European Regional Development Funds  European Social Fund  Cohesion Fund  European Agricultural Fund for Rural Development  European Maritime and Fisheries Fund Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Direct assistance to SMEs focused on Europe 2020 priorities - Europe 2020 is a policy document that lays our three strategic objectives  Smart growth developing an economy based on knowledge and innovation  Sustainable growth promoting a more resource efficient, greener and more competitive Europe  Inclusive growth fostering a high employment economy delivering economic, social and territorial cohesion http://ec.europa.eu/eu2020/pdf Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Specific Goals in the development of Entrepreneurship in Croatia  Providing better support to the development of competitiveness by assisting the sustainable growth of productivity, reinforcement of and ability to compete in international markets and improving key elements ensuring a positive business climate as a way of increasing regional competitiveness and faster economic growth  Improving SMEs efficiency and productivity levels by supporting investments related to innovations in production processes and introducing the results of R&D into production leading to an increase in development potential for new and competitive products  Improving the quality of and expanding of tourism products by raising the efficiency of SMES in the tourism sector through the improvement of accommodation facilities, structure and accompanying complementary infrastructure, thus contributing to the quality of the tourism offer, increasing the occupancy rate and consequent increase in employment Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Thematic Objectives in Delivering Europe 2020  Currently under negotiation between Croatia and the European Commission under the following thematic headings: 1. Strengthening research, technological development and innovation 2. Enhancing access to and use and quality of ICT 3. Enhancing the competitiveness of small & medium sized enterprises, the agricultural sector and the fisheries and aquaculture sector 4. Supporting shift towards a low-carbon economy in all sectors 5. Promoting climate change adaptation , risk prevention and management 6. Protecting the environment and promoting resource efficiency 7. Promoting sustainable transport and removing bottlenecks in key network infrastructure 8. Promoting employment and supporting labour mobility 9. Promoting social inclusion and combating poverty 10.Investing in education, skills and lifelong learning 11.Enhancing institutional capacity and efficiency in the public administration Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • 3. Enhancing the competitiveness of small & medium sized enterprises, the agricultural sector and the fisheries and aquaculture sector 3.1. Promoting entrepreneurship, in particular by facilitating the economic exploitation of new ideas and fostering the creation of new firms, including business incubators (ERDF) 3.2. Developing new business models for SMEs, in particular for internationalisation (ERDF) 3.3. Supporting the creation and the expansion of advanced capacities for product and service development (ERDF) 3.4. Supporting the capacity of SMEs to engage in growth in regional, national and international markets, and in innovation processes (ERDF) 3.5. Enhancing the competitiveness of small and medium-sized enterprises, through promoting the adaptability of enterprises and workers and increased investment in human capital (ESF) Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Specific Objectives corresponding to Thematic Objective 3  Ease of access to financing for SMEs through Financial instruments  Improving the business climate and ease of doing business in Croatia  Providing business infrastructure for development of Start-Ups  Increasing numbers of SMEs in knowledge-based economy and innovation sectors  Modernisation / development of new technologies, processes and products  Strengthening SMEs in developing tourism  Supporting enterprises in meeting EU and other (third) countries standards and receiving certification  Proactive investment promotion and SME internationalisation  Enhancing interconnectivity by supporting development of supply chains, value chains, clusters and co-operatives  Supporting SMEs engaged in innovation processes (commercialisation, industrial property protection, etc.) Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • EU budgetary cycles Current cycle 2007 – 2013 Next cycle 2014 – 2020 (grant funding figures agreed and awaiting (currently the subject of dialogue and negotiation between EC services and Croatia) drawdown and disbursement) Programming:  Linkages between national and EU strategies  Prerequisite for withdrawal of funds It is the process of defining: 20 SMEs have been selected via a transparent selection and evaluation process to receive assistance from SMEPASS II in meeting of application requirements under this grant scheme (May/June 2013 Call for Expressions of Interest).  Development goals  Investment areas  Strategic documents The programming process corresponds to the question of which parts of national strategy will be cofinanced from EU funds.  Concentration of resources Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • EU budgetary cycles Next cycle 2014 – 2020 Programming must follow:  European Strategic Documents  Development goals  Community Strategic Guidelines for cohesion  Integrated Guidelines for Growth  Guidelines for the employment sector  The Lisbon Strategy  National Strategy Documents  Strategic documents  National Strategic Reference Framework  Sectoral Strategies  Development strategies Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • November 2013 Call for Proposals ERDF Eligibiliy Criteria (applicants) < 250 employees (absolute) ≤ €50 million turnover and/or ≤ €43 million balance sheet total Applicants must:  Be registered as an SME  Be established in Croatia  Be able to demonstrate profit after taxation in the last fiscal year for which accounts are concluded and provide certified balance sheets for the previous two years  Have no outstanding debts to the state (e.g. taxes) or to employees  Be registered – according to NACE (OG 58/2007) code classification, among a pre-defined list of eligible sectors/sub-sectors Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • November 2013 Call for Proposals – Eligible Activities  Investing in tangible and/or intangible assets related to the increase of current production, expanding of the production programme to new products or fundamental change in the entire process production;  Investing into tangible and/or intangible assets related to the purchase of new technologies and equipment (i.e. production line, machines, devices etc.) and introducing new processes or methodologies or introducing results of R&D into the production which would improve the production and/or improve the quality and gain better productivity.  Investing into tangible/intangible assets, with the goal to reach the higher level of environment protection and the activities related to preventing damage to the environment or natural resources as a consequence of production process, decreasing danger of such damages or the activities that will lead to effective utilisation of the natural resources including the energy savings measures and utilisation of the renewable energy Ulaganje u budućnost resources; This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • November 2013 Call for Proposals – Eligible Activities  Investing into tangible and/or intangible assets related to the energy efficiency measures through the activities that decrease the utilisation of the energy production;  Investing into tangible and/or intangible assets connected to the and the types of 3-star hotels and above as well as type of the standard and comfort and their accompanying construction of new, contemporary and advanced quality of catering and accommodation facilities supporting facilities meant to providing services such as meetings, incentives, conferences and exhibitions (MICE), leisure time and recreation, sport and health (medical, spa, wellness) with the purpose to increase numbers of visits and the facility competitiveness  Investing into tangible and intangible assets with the purpose of reaching the Community standard and the environment protection. Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • November 2013 Call for Proposals ERDF Eligibiliy Criteria (expenditure) page 1 of 8 Item Eligibility Depreciation of fixed assets  Conditionality • Only fixed assets used directly for the project • Allowable where Community funds have not contributed towards purchase. • Depreciation may be claimed on secondhand equipment if not purchased using national or EU grant • Depreciation costs calculated according to Croatian accounting regulation • Depreciation costs will be allocated in proportion to the use of the fixed assets and exclusively for the project duration Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • November 2013 Call for Proposals ERDF Eligibiliy Criteria (expenditure) page 2 of 7 Item Eligibility Conditionality Indirect Costs  • Based on real costs with applicable allocation in proportion to project activities • Based on flat rate Project Management Costs (personnel, travel, accommod-ation, consultancy, equipment)  • Must be linked to implementation of project activities Project audit procured by beneficiary  • Eligible within pre-defined requirements Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • November 2013 Call for Proposals ERDF Eligibiliy Criteria (expenditure) page 3 of 7 Item Eligibility Exceptions Volunteers working time X • None Investment in capital or investments in loan, guarantee funds X • None Expenditure related to housing activities X • None Recoverable VAT X • None Interest on debt X • None Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • November 2013 Call for Proposals ERDF Eligibiliy Criteria (expenditure) page 4 of 7 Item Eligibility Exceptions Decommissioning of nuclear power stations X • None In kind contributions from third parties X • None Purchase of second-hand equipment X • None Purchase of vehicles for project management activities X • None Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • November 2013 Call for Proposals ERDF Eligibiliy Criteria (expenditure) page 5 of 7 Item Eligibility Exceptions Contributions to voluntary insurance or pension funds which are not compulsory according to national legislation Fines, financial penalties and costs of litigation X • None X • None Project operating costs X • Project management costs Flat rate costs calculated calculated on standard scales of unit cost or lump sum (overheads) X • None Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • November 2013 Call for Proposals ERDF Eligibiliy Criteria (expenditure) page 6 of 7 Item Eligibility Exceptions Losses due to fluctuations in currency exchange rates/ commissions on currency exchange Payment of non-taxable bonuses to staff X • None X • None Bank charges for opening and administering the project account, fees for financial transfers and other charges of a purely financial nature X • None Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • November 2013 Call for Proposals ERDF Eligibiliy Criteria (expenditure) page 7 of 7 Item Eligibility Purchase of infrastructure, real estate and land X Exceptions • None http://www.strukturnifondovi.hr/koji_troskovi_su_prihvatljivi Follow Link: Annexes 1 & 2: List of expenditures with reference to eligibility, including exceptions, per fund Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution
  • Thank you for your attention We hope to see you soon on www.smepass2.eu This presentation reflects the views only of the authors, and the European Commission cannot be held responsible for any use which may be made of the information contained therein. Ulaganje u budućnost This project is co-funded by the European Union from the European Regional Development Fund Ministry of Entrepreneurship and Crafts Main Project Partner / Beneficiary Institution