Access Europe 2013

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

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

Anne-Marie Martin
Chief Executive
COBCOE
Why consider
Europe
Sarah Lord
Regional Manager
SDI Central Europe
Why Europe? - £11 billion exported in 2011

EU Exports from Scotland
12,000
10,000
8,000
EU Exports

6,000
4,000
2,000
0
2...
£11 billion but what about USA etc?
Destination of Scottish Exports, 2011 (%)
Australasia, 2%

Unallocable , 5%

Africa, 5...
SOME BACKGROUND - WHO ARE WE?
Scottish Development International
(SDI) is the specialist trade &
investment arm of:• the S...
OUR PURPOSE

International trade
raise the ambition of more Scottish
businesses to think, compete and trade
globally
attra...
SCOTLAND’S TRADE AND INVESTMENT
STRATEGY
GOVERNMENT AMBITION:
50% increase in
international exports by
2017

Scotland’s Tr...
RAISING INTERNATIONAL AMBITION – TEAM
SCOTLAND
TEAM SCOTLAND APPROACH
Work closely with range of public and private
sector...
GROWTH SECTORS
Creative Industries

Life Sciences

Energy

Tourism

Financial Services

Food and Drink

Universities

Othe...
SDI EMEA Geographical coverage

Mark Hallan
Senior Director,
EMEA

Erik Jewell
Field Ops
EMEA

Brian Conley
Field Ops
EMEA...
Why Europe? - £11 billion exported in 2011

EU Exports from Scotland
12,000
10,000
8,000
EU Exports

6,000
4,000
2,000
0
2...
Or put another way almost half exported into EU
Destination of Scottish Exports, 2011 (%)
Australasia, 2%

Unallocable , 5...
Exports to EU countries – where exactly
Scottish exports to EU, % of total 2011
Denmark
3%

Other
11%

Netherlands
25%

Sw...
Scotland’s top 20 export markets (current prices)
2011

2002

USA
Netherlands
France
Germany
Belgium
Eire
Norway
Spain
Swi...
SCOTTISH COMPETITIVENESS IN EUROPE
SDI EMEA Industry focus by number of companies assisted in 2011/12
and 2012/13
160
140
...
European Export Challenges some examples

Length of time to secure business
Making the time for visits and research to/ ...
Global Connections Survey – barriers to exporting (all
Scottish companies)
Barriers to export development (% of responses)...
WHERE WE ADD VALUE AND HELP MANAGE RISK
We provide a global marketing and sales resource which can help you target
oversea...
SDI EMEA Products & Services - OMS
CONCEPT
 Support to companies to target
overseas markets
 Flexible, Tailored and Join...
SDI EMEA Products & Services - Exhibitions
CONCEPT
 Scotland stand with individual
spaces for companies
 Pre-visit marke...
Reminder of the importance of The EU markets
Destination of Scottish Exports, 2011 (%)
Australasia, 2%

Unallocable , 5%

...
WHY EUROPE ? - Conclusion & 7 Key Take Aways

1. After the USA, Scotland’s top export markets are all in Europe – and the ...
THANK YOU !
Access Europe 2013

Brian Connolly
European Business Adviser
Enterprise Europe Network
Enterprise Europe Network Support
Brian Connolly
6th November 2013
The world’s largest
business and
innovation network,
spanning 50+
countries, 600
organisations and over
4000 advisers
European Business
Information Service
e.g. market research, legislation

EEN
Services

European Funding
e.g. FP7, Eurostar...
Enquiry examples
1.
2.
3.
4.
5.

Food labelling requirements in Italy
Land Usage requirements in Greece
Value of the seafo...
Case Study: Business Information

Foxglide Products
Company based in Scotland who provide sports tops for the Scottish cur...
Partnering and Technology Scouting…
How it works…
….is by a combination of online activity and direct contacts
Databases that disseminate all live opportuniti...
• Commercial Profile Example slide
Tech Offer:

Tech Request:

Scottish company offers its
proven, multiple patent pending
anti-piracy, tampering and
subvers...
Commercial Request:

Commercial Request:

A Scottish company, expert in
water treatment seeks
distributors for their produ...
Case Study: Technological Collaboration
Encap Drug Delivery:
•
•

Encapsulation technology company.
Attended EEN partnerin...
Case Study: Commercial Partnering
Hydrosense Ltd:
•
•
•

Manufacturers of the world's only test for detecting Legionella b...
Funding…
Horizon 2020

Eurostars (R&D)

Eco-Innovation
EU Funding - how we can help….
• Partner search and
European networking
• Awareness raising events
• Early intelligence
• ...
How we work with SDI…
Supporting Missions..
• Promotion of outward
missions by liaising
with local EEN offices
to raise aw...
info@enterprise-europe-scotland.com

http://www.enterprise-europe-scotland.com
Access Europe 2013

Isabelle Henderson
International Trade Adviser
Smart Exporter
WHAT IS SMART EXPORTER?

• Smart Exporter is an international trade skills
programme designed to increase exporting skills...
EXPORT ADVISOR SUPPORT

Access to support from an Experienced Export Advisor which
includes:

• An one to one meeting to d...
SMART EXPORTER – WHATS COMING UP

Market Awareness events
•

Doing Business in India (31st October 2013, Edinburgh)

•
•
•...
Access Europe 2013

Donald Rankine
Senior Commercial Manager
HSBC
Our Agenda
• About the financial framework
• Managing Risks
• Payment Issues

• Summary

Restricted
The Financial Framework
• European Union – a “domestic” market
• Switzerland – EFTA member
• No pan-European bank
• Single...
Managing Risks
• Who is your customer?
• Credit rating of the customer
• Open account trading
• Standby Letter of Credit a...
Payment Issues
• Need for € and CHF bank accounts
• In-country bank accounts

• Creation of subsidiary companies in each c...
Summary
• Need to manage your risks
• Be familiar with business culture
• Very achievable – go for it!

Restricted
Access Europe 2013

Peter Gouw
Partner / Tax
BDO
FISCAL FRAMEWORK
FOR EXPORT
AND BUSINESS IN
Benelux
Germany/Austria/Switzerland
PETER GOUW
6 NOVEMBER 2013
CONTENTS
• Export vs Trading
• Brand vs Subsidiary
• Transfer pricing, thin cap and world wide debt rule
• Controlled Fore...
Benelux
EXPORT/IMPORT VS TRADING IN A COUNTRY
• Export and import activities
• Trading in Benelux/Germany/Austria/Switzerland usin...
BDO offices in the UK
Belfast (Northern Ireland)
Birmingham
Bristol
Cambridge
Cardiff
Chelmsford
Edinburgh
Gatwick
Glasgow...
BRANCH VS SUBSIDIARY
UK Parent

• UK tax on branch profits

UK Parent

No UK tax on overseas sub income

• Relief for tax ...
TRANSFER PRICING,
THIN CAP AND WORLDWIDE DEBT RULE
•

Trading with branch or sub needs to be done on an arm’s length basis...
CONTROLLED FOREIGN COMPANY (CFC) RULES
• What are the CFC rules about?
• Excluded countries – no CFC issue at all:
• Germa...
BDO offices in the Netherlands
Alkmaar
Alphen a/d Rijn
Amersfoort
Amstelveen
Arnhem
Breda
Den Bosch
Den Helder
Dordrecht
E...
CORPORATE TAXES
Belgium
Main CT rate

Netherlands

Luxembourg

Germany

Austria

Switzerland

33.99%

20% - 25%

21%

15.8...
BDO offices in Belgium
Antwerp
Brussels
Ghent

Hasselt
Lasne
Liège
Namur

Roeselare
Wavre
BUSINESS TAX INCENTIVES
Belgium

R&D

Yes

General
investment –
deduction
Environmental
investment
deduction

Yes

Investm...
BDO Luxembourg
2, Avenue Charles de Gaulle
L-1653 Luxembourg
PO Box 351, L-2013
Luxembourg
CAPITAL TAXES FOR BUSINESSES
Belgium

Netherlands

Luxembourg

Germany

Austria

Switzerland

Annual Real
Estate tax

25% ...
BDO offices in Germany
Berlin
Bielefeld
Bonn
Bremen
Bremerhaven
Cologne
Dortmund
Dresden
Dűsseldorf
Erfurt
Essen
Flensburg...
VAT
Belgium

Netherlands

Luxembourg

Germany

Austria

Switzerland

VAT registration
threshold

No threshold

No threshol...
BDO Offices in Austria
Graz
Linz
Salzburg
Vienna

Villach
PERSONAL TAXES
Belgium

Netherlands

Luxembourg

Germany

Austria

Switzerland

25-50%
(investment
income 25%)

37% - 52%
...
BDO Offices in Switzerland
Aurau
Affoltern
Altdorf
Baden
Basle
Berne
Biel
Burgdorf
Frauenfeld
Fribourg
Geneva
Glarus
Grenc...
DISCLAIMER
All tax information is based on information available early 2013 for the
various countries.
The information is ...
Contact details
Peter Gouw
Tax and Valuations Partner
4 Atlantic Quay
70 York Street
Glasgow
G2 8JX

Email: peter.gouw@bdo...
Access Europe 2013

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

Benelux Workshop
Access Europe 2013

Glenn Vaughan
Chief Executive
British Chamber of Commerce in
Belgium
Who We Are
British by name and origin, the British Chamber is a truly
international and independent organisation
The Briti...
Business in Belgium Committee
Three task forces
Training skills for business
Tax, finance, and legal
Sustainability and sh...
Why Belgium?
Belgium shares a border with the UK’s 2nd, 3rd, and 4th largest
export destinations, and Belgium is the 6th l...
Building your Business in Belgium
An accredited, English speaking network of
companies that can meet most business needs.
...
Building your Business in Belgium
The Chamber provides:
A single point of contact for the scheme
Marketing and promotion o...
Services Provided
One to one meetings with selected professionals
Virtual Office services – meetings, events, hot desks, t...
Golden Bridge Export Awards
The Awards recognise UK companies’ success in Belgium,
and promote Belgium as the ideal starte...
Golden Bridge Export Awards
2012 winners:
 Netshield: Best Newcomer
 Supergroup: Best Exporter

2013 shortlist: 4C Assoc...
Building your business in Belgium
There has never been a better time...
More information
www.britcham.be or Luke@britcham....
Access Europe 2013

Nadine Vandenbroucke
Senior Trade Advisor
UKTI Brussels
Belgium : at the crossroads of Europe
Facts and figures on Belgium

Belgium : at the crossroads of Europe
November 2013

9...
There is more to Belgium than chocolate, beer and chips!

Belgium : at the crossroads of Europe
November 2013

96
Content
•Belgium: The Regions, Facts and Figures
•Differences between regions
•Bilateral Trade
•Why Belgium
•Business Cult...
Belgium : The Regions
The regions
FLANDERS
(Dutch-speaking)

BRUSSELS CAPITAL
(bilingual –
predominantly
French- speaking)...
Belgian Institutions
Organigram of Belgian political bodies

Belgium: at the crossroads of Europe
November 2013

99
Belgian fast facts

• Area : 30.510sq km

• Population : 11 million
• Population spread 6.2 million in Flanders, 3.4 milli...
Belgian economic facts

• Growth rate 2012, -0.1%, forecast 2013 1.1%
• Inflation rate in 2012, 2.9%; first quarter of 201...
Belgium: The Three Economic Regions

Flanders

Chemicals, plastics, automotive, life
sciences, logistics & food

Brussels
...
Belgium: Bilateral Trade

• 6th export
market after
US, D, F, NL &
IR
• £15.3 billion
(2011)
UK-BE

Belgium : at the cross...
Why Belgium

• Good test market
• Gateway to Europe
• Good logistics
• Close by
• Multi-lingual people

• Anglo-Saxon cult...
Business Culture

• Belgians are formal and
cautious.
• Visitors should have
negotiating power/price.
• Keep in regular to...
Business Culture

• The majority of Belgian importers
are small but often specialised.
• Set clear/achievable targets.
• N...
Belgium: Strengths of the Country

Primarily
SMEs
Competitive
but open
economy

Strategic
Location
Core of the
EU
(One of ...
Sectors Offering Opportunities for UK Companies

• Chemicals
• Creative & Media
• Food and Drink
• Healthcare & Medical
• ...
Team

Wouter Debeyne (Hi-tech)
Tel +32 2 287 62 42

Email: wouter.debeyne@fco.gov.uk

Gert Wauters (Performance Engineerin...
Team

Filip Van Kerckhoven (security & defence)
Tel +32 2 287 62 34
Email: filip.vankerckhoven@fco.gov.uk

Nadine Vandenbr...
Questions

Any Questions?

Belgium : at the crossroads of Europe
November 2013

111
Belgium : at the crossroads of Europe
November 2013

112
Access Europe 2013

Michiel Hendrickx
Trade Adviser
UKTI The Netherlands
Doing Business in the Netherlands:
“Your gateway to the European market”
Michiel Hendrickx – Trade Adviser
UK Trade & Inve...
Agenda

• Why Export?
• The UK and The Netherlands
• Why The Netherlands?
• Business Opportunities in The Netherlands
• UK...
Why Export?

• Increased productivity, competitiveness and innovation
• Reduces financial impact of a downturn
• Increased...
Why UK economy needs the Netherlands…

“The UK's biggest trading partner is Germany, but
other member states, such as Holl...
Geographic and cultural proximity to the UK
• Edinburgh – Amsterdam: 400 miles

• Edinburgh – London: 330 miles

118
Why the Netherlands?
• Historic business ties
• UK’s 3rd largest trading partner
• UK – Netherlands Strategic
Business Dia...
Facts & Figures (1)

GDP:

Size:

Population:

600 +

40,000

16.5 +

Billion €

KM2

Million

120

87% Speak
English
Facts & Figures (2)
• 4th most densely populated country
in the world
• Democratic and tolerant society
• Open and interna...
Facts & Figures (3)
• 5th largest economy in the euro-zone
• Stable government and industrial relations
• Moderate unemplo...
Gateway to Mainland Europe

123
Dutch Priority Sectors
• Modern market economy of highly innovated and innovative
companies

• The High Tech Campus – ‘bra...
Business Culture - Background
• Direct and ‘to the point’ communication style
• Horizontal decision making structure
• ‘Po...
Business Culture - Tips
• Use clear communication style
• Minimise use of ambiguous phrases
• Be assertive
• Be upfront ab...
Business Opportunities in the Netherlands

127
Business / Financial & Consumer Services
• Leading insurers, pension funds, banks, trust offices and management
consultanc...
Information & Communications Technology
• NL has an advanced ICT sector
• + Application software
• + Business intelligence...
Education
• Bilingual Schools - English as a secondary language
• International Schools & Special Needs Schools
• BA, BSc,...
Manufacturing
• Sector is beginning to pick up again due to international orders
• Opportunities available to companies th...
Security
• The Hague Security Delta has made NL a major hub for security
companies
• Many opportunities to build partnersh...
Food & Drink
• Opportunities in alcohol-free drinks (beer), frozen products, organic food,
private label, sweets & snacks
...
Non-Food Consumer Goods
• Growth trends relating to ‘wellness’, ‘health’ and lifestyle
• Demand for home care products, fu...
UKTI Events 2013

February 2013 – Amsterdam

March 2013 – Amsterdam

UK Deputy Prime Minister Nick Clegg hosted
a roundtab...
UKTI Events 2013

April 2013 – The Hague

May 2013 – Rotterdam

Networking reception for senior members of
the Dutch legal...
UKTI Events 2013

June 2013 – The Hague

July 2013 – The Hague

Annual Dinner for members of the Dutch and
Belgian chapter...
Partners in the Netherlands

138
What can we do for you?
• Bespoke service, impartial advice
• Sector expertise
• Introduction to key contacts
• Use of the...
What can we do for you?

”We fully appreciate the hours UKTI
The Netherlands have invested in the
Dixcart project and the ...
Contact Us
British Embassy The Hague
Lange Voorhout 10
2514 ED The Hague
The Netherlands

+31 (0) 70 4270 308
michiel.hend...
Access Europe 2013

Richard Carty
Commercial Director
Netshield
Netshield
Our Exporting Journey
Presented by Richard Carty
Netshield Overview
 Founded by Richard Carty and Tony Sterling in 1995, when they saw a gap in
the market for a quality I...
Service Portfolio
l NetHost Security and reassurance with zero downtime
Hosting solutions to protect your server and vital...
How it all started!
Netshield was already working with UK based
companies with operations / subsidiaries around
the world...
Goals and Objectives
 Achieve sustainable and continual growth
 Maintain high levels of customer
satisfaction and the de...
First Steps
 Engaged with UKTI & West Midlands European Centre
 on an ICT Cluster trade mission to Belgium, in February ...
First Steps...cont.
We began to comprehend the reasons for expanding in Belgium
New Markets…
 In Belgium….
 It’s proximi...
We also…
Met with various business organisations
West Midlands in Europe Service
British Chamber of Commerce in Belgium
...
Next steps
 UKTI – carried out an OMIS for us on ICT opportunity
which was completed in Autumn 2010
From ECR Results we:-...
Marketing Objective
 To establish Netshield as a high
quality Managed IT service provider
 To increase the level of cont...
Which Way to go?
Business
Development
Phase
 As a result of joining British
Chamber:

We became involved in
networking/event
sponsorships...
Business
Development
Phase
 Spent a great deal of time in the last 18
months living & working in Belgium
 Have successfu...
Obstacles we faced…
 Business culture
 Lack of local knowledge
 Language barriers
 Differences in marketing culture

...
How we prevailed
• Developed relationships with
local businesses and Chambers

• Employed a Belgian national to
assist wit...
Some organisations
we are working
with………
The Future is Bright…
 We have been proactively exporting for around 18 months
now

 2013 has provided promising and con...
Thank you for listening
Any questions?
Richard Carty
Email: richard.carty@netshield.co.uk
Website: www.netshield.co.uk
:@N...
Access Europe 2013

Q&A
Access Europe 2013

Germany, Austria, Switzerland

Workshop
Germany,
Austria &
Switzerland
Market Clinic
Access Europe
6th November
Edinburgh
Sarah Lord
Regional Manager Central
Europe
Lauren Mcquade
Managing Director English at
St. Andrews
CER Countries
Germany has historically been and
remains the leading geographical
export market of choice for
Scottish companies in CER
r...
DACH – Broad Summary ofSize in Mio. (2012) 12
Population Sector Interest Received last
months
Sector

Germany

Austria

Sw...
GDP per Capita in $ (2012)
Scotland
$32,856 *

Germany
$39,700
Switzerland
$46,200
Austria
$43,100
Slovenia
$28,700
Croati...
Population Size in Mio. (2012)
Scotland
5,2

Germany
81.8
Switzerland
7.9
Austria
8.4
Slovenia
2.0
Croatia
4.3
BosniaHerzi...
Real GDP Growth in % (2012)
Scotland
0.4%

Poland
2%
Germany
0.7
Switzerland
1.0%

Austria
0.8%
Kosovo
2.1%
Albania
1.3%

...
Total Imports in $ bn (2012)
Scotland
$23,3bn
Poland
$195,4bn
Germany
$1.222bn

Switzerlan
d
$287,7bn
Austria
$163,2b
n
Sl...
Total Exports in $ bn (2012)
Scotland
$37,7bn *

Germany
$1.460bn
Switzerlan
d $333,4bn
Austria
$160,1b
n
Slooveni
a
$27,5...
Exports from Scotland to … in £ Mio. (2011)

Germany
1,365

Switzerland
640

Poland 205

Czech Republic
75
Slovakia
10

Au...
Number of SDI assists (2012/13)
Poland
27
Germany
358
Switzerland
19

Austria
47

Czech Republic
17

Hungary
6

Croatia 3
...
What do all DACH economies have in common ?
•

DACH all have high export rates

•

DACH all have strong SME’s or Mittlesta...
DACH Country Differences
•

Germany is not Austria ! Austria is not Switzerland etc – nationality and regional
identities ...
Population Size in Mio. (2012)
Market Awareness Seminar
November 6th, 2013
“The relationship is key”
English at St Andrews
Learn English. Experience Scotland.

Who we are and what we offer…

• http://www.youtube.com/watch?v...
Phase 1 – “Testing the waters”
• Step 1
Market intelligence
• Step 2
Contact relevant agencies
• Step 3
Make face-to-face ...
Phase 2 – ‘Getting to know one another”
• Agencies & contacts
• Committing to the
relationship
• German
protocol/hierarchi...
Phase 3 – Nurturing the relationship

Be willing to:
• adapt your offering

• outline your offer in
detail
• commit time t...
Phase 4 – Valuing the relationship
In our experience it is
crucially important to:
• maximise on the
opportunity – give an...
Thank you!

Please feel free to contact me at:
lauren@easaenglishtraining.com
Tel: 07525 355838
Access Europe 2013

Q&A
Access Europe 2013

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

One to One
meetings
Access Europe 2013 - final slides all
Access Europe 2013 - final slides all
Access Europe 2013 - final slides all
Access Europe 2013 - final slides all
Access Europe 2013 - final slides all
Access Europe 2013 - final slides all
Access Europe 2013 - final slides all
Access Europe 2013 - final slides all
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Access Europe 2013 - final slides all

  1. 1. Access Europe 2013 Wednesday, 6th November 2013 The Caledonian Hotel, Edinburgh
  2. 2. Access Europe 2013 Sarah Lord Regional Manager (Central Europe) SDI
  3. 3. Access Europe 2013 Anne-Marie Martin Chief Executive COBCOE
  4. 4. Why consider Europe Sarah Lord Regional Manager SDI Central Europe
  5. 5. Why Europe? - £11 billion exported in 2011 EU Exports from Scotland 12,000 10,000 8,000 EU Exports 6,000 4,000 2,000 0 2007 Source global connections survey 2008 2009 2010 2011
  6. 6. £11 billion but what about USA etc? Destination of Scottish Exports, 2011 (%) Australasia, 2% Unallocable , 5% Africa, 5% Asia, 9% Middle East, 4% EU, 46% Central & South America, 4% USA £3.5B North America, 16% Rest of Europe, 9% Total exports: £24 billion Source: GCS
  7. 7. SOME BACKGROUND - WHO ARE WE? Scottish Development International (SDI) is the specialist trade & investment arm of:• the Scottish Government • Scottish Enterprise • Highlands & Islands Enterprise Works in close partnership with Business Gateway and UKTI Single point of contact for all international business development needs
  8. 8. OUR PURPOSE International trade raise the ambition of more Scottish businesses to think, compete and trade globally attract investment and talent which builds on Scotland’s globally competitive sectors increase the global competitiveness of the business environment in Scotland. enhance Scotland’s image globally Foreign investment
  9. 9. SCOTLAND’S TRADE AND INVESTMENT STRATEGY GOVERNMENT AMBITION: 50% increase in international exports by 2017 Scotland’s Trade and Investment Strategy Increasing International Trade More Scottish businesses trading internationally Greater support for Growth Businesses Int. exploitation of Scotland’s education sector Team Scotland approach Customer focused delivery Aligning the work of the public and private sector Wider promotion of Scotland Influencing and providing business intelligence Harnessing the potential of international networks Integrated business planning Attracting inward investment Greater focus on strategic inward investment Embedding companies, encouraging expansion and developing supplier links Low carbon opportunities Promoting Scotland Focus on growth opportunities in sectors Ensuring a global footprint focused on opportunity Emerging markets
  10. 10. RAISING INTERNATIONAL AMBITION – TEAM SCOTLAND TEAM SCOTLAND APPROACH Work closely with range of public and private sector partners business and industry organisations local authorities and cities Education and Globalscots Local co-ordinated presence local staff working with SE/ HIE industry specialists Smart Exporter Increase in overseas coverage 27 overseas offices (increasing to 29) UKTI partner in Scotland Canada joint working Embed within Industry Strategies e.g. new Oil & Gas Strategy, Tourism Selling Scotland
  11. 11. GROWTH SECTORS Creative Industries Life Sciences Energy Tourism Financial Services Food and Drink Universities Other Growth Sectors Aerospace, Defence, Marine Chemicals Construction Forest Industries Healthcare Textiles Education
  12. 12. SDI EMEA Geographical coverage Mark Hallan Senior Director, EMEA Erik Jewell Field Ops EMEA Brian Conley Field Ops EMEA Mackay Smith Field Ops EMEA Sarah Lord Field Ops EMEA (London) (London) (Paris) (Dusseldorf) Tom Marchbank s Field Ops EMEA Yuri Andrev Field Ops EMEA (Moscow) (Dubai) UK & Nordics SER & Benelux CER inc DACH Middle East Russia
  13. 13. Why Europe? - £11 billion exported in 2011 EU Exports from Scotland 12,000 10,000 8,000 EU Exports 6,000 4,000 2,000 0 2007 Source global connections survey 2008 2009 2010 2011
  14. 14. Or put another way almost half exported into EU Destination of Scottish Exports, 2011 (%) Australasia, 2% Unallocable , 5% Africa, 5% Asia, 9% Middle East, 4% EU, 46% Central & South America, 4% £3.5B North America, 16% Rest of Europe, 9% Total exports: £24 billion Source: GCS
  15. 15. Exports to EU countries – where exactly Scottish exports to EU, % of total 2011 Denmark 3% Other 11% Netherlands 25% Sw eden 4% Italy 6% Spain 6% France 17% Eire 7% Belgium 9% Germany 12% Total Scottish exports to EU = £11 billion (2011) Source: GCS
  16. 16. Scotland’s top 20 export markets (current prices) 2011 2002 USA Netherlands France Germany Belgium Eire Norway Spain Switzerland Italy Singapore Sweden Brazil China UAE*** Japan Other Africa*** £ million 3,525 2,665 1,935 1,365 980 780 765 710 640 610 455 450 435 400 380 365 345 USA Netherlands France Germany Italy Eire Spain Belgium Sweden Norway Switzerland Denmark Russia*** Canada Japan Singapore Austria*** £ million 2,145 1,865 1,785 1,785 935 845 820 670 615 560 475 395 320 280 270 235 215 Canada Denmark Australia 325 325 320 Australia South Africa*** Finland*** 210 200 190 Source: GCS
  17. 17. SCOTTISH COMPETITIVENESS IN EUROPE SDI EMEA Industry focus by number of companies assisted in 2011/12 and 2012/13 160 140 120 100 80 60 40 20 0
  18. 18. European Export Challenges some examples Length of time to secure business Making the time for visits and research to/ in the markets Local certification & standards compliance Packaging/labelling Languages & cultures Payment terms, credit insurance Marketing communications Finding the right format for partnering and company establishment
  19. 19. Global Connections Survey – barriers to exporting (all Scottish companies) Barriers to export development (% of responses) Products/services unsuitable Transport costs Currency/exchange rates Lack of resources/managerial time Setting competitive prices Legislation and standards Lack of market information Language/cultural difficulties Lack of trained staff Export documentation No spare production capacity Export Finance High import tariffs Export Credit Insurance After sales service Non Tariff barriers 0% 2% 4% 6% 8% 10% 12% 14% Source: GCS
  20. 20. WHERE WE ADD VALUE AND HELP MANAGE RISK We provide a global marketing and sales resource which can help you target overseas growth via : •Prepare businesses to do business overseas •International strategy development •Identify market opportunities & provide market intelligence •Identify business partners & finance support options •Facilitate connections & business relationships Products & services Field based : Standard and bespoke, focused on customer needs OMS - Overseas Market Support EMLJ - Exhibitions & Missions, Learning Journeys International Projects (IP’s) Ministerial visits (with Scottish Government)
  21. 21. SDI EMEA Products & Services - OMS CONCEPT  Support to companies to target overseas markets  Flexible, Tailored and JoinedUp  Brings together assistance from regional SE/SDI representatives & Scottish Development International field offices  Maximising the use of UK PLC exposure and SE networks/partners  GlobalScot network IMPLEMENTATION  All enquiries are channelled via SDI Scotland office to field office  Brief/terms agreement  Initial market research and contact identification provided in the form of report/presentation  Visit programme arrangement and formal introduction to the market  Assistance on market communications  Feedback analysis, follow up and further advice
  22. 22. SDI EMEA Products & Services - Exhibitions CONCEPT  Scotland stand with individual spaces for companies  Pre-visit market brief  Individual companies enquiries (under OMS or OMIS terms)  Marketing communications  Shipment logistics  Visitors traffic coordination and management  Post-event follow up and business development
  23. 23. Reminder of the importance of The EU markets Destination of Scottish Exports, 2011 (%) Australasia, 2% Unallocable , 5% Africa, 5% Asia, 9% Middle East, 4% EU, 46% Central & South America, 4% North America, 16% Rest of Europe, 9% Source: GCS Total exports: £24 billion
  24. 24. WHY EUROPE ? - Conclusion & 7 Key Take Aways 1. After the USA, Scotland’s top export markets are all in Europe – and the value of exports destined for countries within the European Union is estimated at over £11 billion 2. 46 % Scottish exports are to The EU 3. Market opportunity is huge – Germany alone is Europe’s largest single economy and the 5th largest in the world and The UK number 1 European export market 4. The European Union’s population of 500 million provides many opportunities for Scottish companies looking to export to the marketplace. 5. EU legislations has made it easier faster and more cost effective to do business across the 27 EU member states 6. Strong long established trading networks, history and business networks 7. Risks and barriers to market entry are generally clearly documented
  25. 25. THANK YOU !
  26. 26. Access Europe 2013 Brian Connolly European Business Adviser Enterprise Europe Network
  27. 27. Enterprise Europe Network Support Brian Connolly 6th November 2013
  28. 28. The world’s largest business and innovation network, spanning 50+ countries, 600 organisations and over 4000 advisers
  29. 29. European Business Information Service e.g. market research, legislation EEN Services European Funding e.g. FP7, Eurostars, EcoInnovation & others Partner Building & Technology Scouting e.g. distribution, licensing, co-development
  30. 30. Enquiry examples 1. 2. 3. 4. 5. Food labelling requirements in Italy Land Usage requirements in Greece Value of the seafood sector in Portugal List of large metal manufacturing companies in Turkey Regulations surrounding medical devices in Europe We have access to market information databases.. ….but our strength is the EEN & colleagues on the ground in other countries that we call on for information and advice.
  31. 31. Case Study: Business Information Foxglide Products Company based in Scotland who provide sports tops for the Scottish curling team • Needed manufacturer to work with them in producing tops with specific fabric requirements • EEN research provided a list of over 100 relevant companies with contact details. • Result: Signed Partnership Agreement in Poland with second deal due to be signed.
  32. 32. Partnering and Technology Scouting…
  33. 33. How it works… ….is by a combination of online activity and direct contacts Databases that disseminate all live opportunities • Information direct to inboxes • Search By Country….or by Sector • Search by type of opportunity - Business or Technology …followed up by some “Network Love” • Network personnel in regular contact • Use these personal contacts to benefit clients
  34. 34. • Commercial Profile Example slide
  35. 35. Tech Offer: Tech Request: Scottish company offers its proven, multiple patent pending anti-piracy, tampering and subversion technology for software applications. A Scottish SME, a world leader in the supply of tensile fabric architecture, is seeking a supplier capable of coating a 3 metre wide stretch fabric with polyurethane (or similar coating). The solution offers unbeatable protection with no impact on runtime performance. The company is looking for licensing partners across various sectors The company is open to technical collaboration or manufacturing agreements.
  36. 36. Commercial Request: Commercial Request: A Scottish company, expert in water treatment seeks distributors for their products in agricultural and industrial settings. Scottish company supplying premium smoked fish, offering a unique and extensive range of cold and hot smoked fish is looking for partners. The company is particularly interested in contacts in Eastern Europe, Turkey and Egypt. The company wants to engage a distributor and/or retailer in France and Belgium to buy and sell their product.
  37. 37. Case Study: Technological Collaboration Encap Drug Delivery: • • Encapsulation technology company. Attended EEN partnering event in Sweden 2007 where they found a potential partner… Probac AB : • Produce Probiotic Bacteria for use in functional foods, nutritional supplements and pharmaceuticals. Company expertise & requirements matched! • • Probac needed development and manufacturing expertise for their Probiotic product Encap could do it! Partnership Agreement: • Exclusive collaboration agreement signed to develop an oral probiotic for the treatment of antibiotic associated diarrhoea (AAD)
  38. 38. Case Study: Commercial Partnering Hydrosense Ltd: • • • Manufacturers of the world's only test for detecting Legionella bacteria in water Profile published on database by EEN & distributed to EU network Expression of interest received from Irish SME Water Technology Ireland Ltd: • Provide chemical sanitation services for Dairy, Meat, Brewing, Bottling industry in Ireland. Company expertise & requirements matched! • WTL needed an on-site Legionella test kit • Hydrosense could do it! Partnership Agreement: • Distribution partnership deal commenced
  39. 39. Funding…
  40. 40. Horizon 2020 Eurostars (R&D) Eco-Innovation
  41. 41. EU Funding - how we can help…. • Partner search and European networking • Awareness raising events • Early intelligence • Route into UK NCPs & EU project officers • Draft application review
  42. 42. How we work with SDI… Supporting Missions.. • Promotion of outward missions by liaising with local EEN offices to raise awareness of the event in the country in question • Support from colleagues across Europe to attract more companies to Scottish missions Brokerage Events… • Partner brokerage events are held throughout the year across the Enterprise Europe Network. • Pre-arranged and facilitated meetings with international partners. • I.e. Medica – 94 organisations, 26 different countries.
  43. 43. info@enterprise-europe-scotland.com http://www.enterprise-europe-scotland.com
  44. 44. Access Europe 2013 Isabelle Henderson International Trade Adviser Smart Exporter
  45. 45. WHAT IS SMART EXPORTER? • Smart Exporter is an international trade skills programme designed to increase exporting skills and knowledge amongst Scottish businesses • This initiative is delivered by SDI and funded by ESF • Smart Exporter services are available on a free or subsided basis to businesses and individuals across Scotland
  46. 46. EXPORT ADVISOR SUPPORT Access to support from an Experienced Export Advisor which includes: • An one to one meeting to discuss your international plans and how the Smart Exporter programme can help your business • Help with market research about the market potential for your product or service or information about your competitors • Access to free export training through workshops or online • Practical advise on how to be paid from an overseas sale to help with distributor agreements via Smart Exporter’s technical support
  47. 47. SMART EXPORTER – WHATS COMING UP Market Awareness events • Doing Business in India (31st October 2013, Edinburgh) • • • • Access Europe 2013 (6th November 2013, Edinburgh) Doing Business in Japan (28th November 2013, Glasgow) Doing Business in Russia (10th December 2013, Edinburgh) Emerging Europe 2014 (5th February 2014, Glasgow TBC) Exporting workshops - Introductory Programme (New Exporters) – Edinburgh (November 2013) Introductory Programme (New Exporters) – Glasgow (January 2014) Intermediate Programme (Inexperienced in international trade), Glasgow (Jan to March 2014) Intermediate Programme (Inexperienced in international trade), Stirling (Jan to March 2014) Future International E-commerce events and workshops to be scheduled All Smart Exporter Events: http://www.sdi.co.uk/Events.aspx
  48. 48. Access Europe 2013 Donald Rankine Senior Commercial Manager HSBC
  49. 49. Our Agenda • About the financial framework • Managing Risks • Payment Issues • Summary Restricted
  50. 50. The Financial Framework • European Union – a “domestic” market • Switzerland – EFTA member • No pan-European bank • Single Euro Payments Area (SEPA) • € not the common currency in all countries Restricted
  51. 51. Managing Risks • Who is your customer? • Credit rating of the customer • Open account trading • Standby Letter of Credit as a “back-up” guarantee • Currency risk Restricted
  52. 52. Payment Issues • Need for € and CHF bank accounts • In-country bank accounts • Creation of subsidiary companies in each country • Banking costs • Information reporting Restricted
  53. 53. Summary • Need to manage your risks • Be familiar with business culture • Very achievable – go for it! Restricted
  54. 54. Access Europe 2013 Peter Gouw Partner / Tax BDO
  55. 55. FISCAL FRAMEWORK FOR EXPORT AND BUSINESS IN Benelux Germany/Austria/Switzerland PETER GOUW 6 NOVEMBER 2013
  56. 56. CONTENTS • Export vs Trading • Brand vs Subsidiary • Transfer pricing, thin cap and world wide debt rule • Controlled Foreign Company rules (CFC) • Corporate taxes • Business tax incentives • Capital gains for businesses • VAT • Personal taxes
  57. 57. Benelux
  58. 58. EXPORT/IMPORT VS TRADING IN A COUNTRY • Export and import activities • Trading in Benelux/Germany/Austria/Switzerland using: • A showroom • A warehouse for delivery • An agent • A sales office • A branch • A company • Residence for corporate tax purposes • Permanent establishment (PE) • Incorporation • Residence/registration for VAT purposes
  59. 59. BDO offices in the UK Belfast (Northern Ireland) Birmingham Bristol Cambridge Cardiff Chelmsford Edinburgh Gatwick Glasgow Great Yarmouth Guernsey Guildford Ipswich Isle of Man Leeds Leicester Lincoln Liverpool London Manchester Norwich Nottingham Reading Sheffield Southampton
  60. 60. BRANCH VS SUBSIDIARY UK Parent • UK tax on branch profits UK Parent No UK tax on overseas sub income • Relief for tax paid abroad up to level of UK tax Check whether dividend is: • Exempt from tax in UK • Withholding tax applies Overseas Branch • Local tax on branch Overseas Subsidiary • Local tax on subsidiary • Effective tax position may be the same – but consider start-up losses
  61. 61. TRANSFER PRICING, THIN CAP AND WORLDWIDE DEBT RULE • Trading with branch or sub needs to be done on an arm’s length basis • This applies to goods/services ultimately sold externally but also applies to inter-company admin and finance services • Need to consider intangible assets/services e.g. use of brands • Need to watch mix of debt and equity funding • There are also UK “worldwide debt” rules which are aimed at ensuring that there is not a disproportionate amount of debt allocated to the UK
  62. 62. CONTROLLED FOREIGN COMPANY (CFC) RULES • What are the CFC rules about? • Excluded countries – no CFC issue at all: • Germany • Austria • Excluded with qualifications: • Belgium • Netherlands • Luxembourg • Not excluded • Switzerland • If not an excluded country – consider other “gateways”
  63. 63. BDO offices in the Netherlands Alkmaar Alphen a/d Rijn Amersfoort Amstelveen Arnhem Breda Den Bosch Den Helder Dordrecht Ede Eindhoven Emmen Groningen Haarlem Helmond Hengelo Heerlen Leiden Maastricht-Airport Naaldwijk (Westland) Nijmegen Nunspeet Roosendaal Rotterdam The Hague Tilburg Utrecht Wognum (West-Friesland) Zutphen
  64. 64. CORPORATE TAXES Belgium Main CT rate Netherlands Luxembourg Germany Austria Switzerland 33.99% 20% - 25% 21% 15.83% 25% 8.5% (7.83% 7% solidarity surcharge 6.75% Municipal (L town) - Effective rate 29.22% 7% -17.15% (Municipalities) No Canton Municipality Other CT rate Tax year Quarterly payments Social security contributions by employer Calendar year Calendar Year Calendar Year Calendar Year Calendar year Calendar Year Yes Maybe Yes Yes Yes No/Yes Yes Yes Yes Yes Yes Yes - 3% municipal tax on salaries - 4.5% Family Burden Equalization Fund Other payroll taxes WHT Dividends Interest Royalties 15/5/0% 15/0% 0% 15/10/0% 0% 0% 15/5/0% 0% 0% (5% inbound) 15/5/0% 0% 0% 15/5%/0% 0% 0/10% 15/5/0% 0% 0%
  65. 65. BDO offices in Belgium Antwerp Brussels Ghent Hasselt Lasne Liège Namur Roeselare Wavre
  66. 66. BUSINESS TAX INCENTIVES Belgium R&D Yes General investment – deduction Environmental investment deduction Yes Investment incentives Austria 10% premium on expenses subject to limits Additional depreciation for small companies 15% - 40% of investment Various assets Environmental/ R&D type assets Yes – e.g. environment Renovation of buildings 20% premium on training of employees 10% premium on training costs CT based on Volume 80% deduction of patent income 5% effective rate possible Switzerland V A R I O U S A T 44% of cost Tonnage tax Notional interest deduction Germany 28%/50% wage tax reduction Education allowance Patent box Luxembourg Investments up to €306,931 Energy saving investment Accelerated depreciation Netherlands CT based on volume 80% deduction of patent income Deduction for equity and reserves Various e.g. funds and VCs C A N T O N L E V E L
  67. 67. BDO Luxembourg 2, Avenue Charles de Gaulle L-1653 Luxembourg PO Box 351, L-2013 Luxembourg
  68. 68. CAPITAL TAXES FOR BUSINESSES Belgium Netherlands Luxembourg Germany Austria Switzerland Annual Real Estate tax 25% – 60% on “deemed” rental value Yes – per municipality 0.84% - 10% (municipalities) 0.95% - 2.84% (municipalities) 0.2% - 1% (municipalities) No/Yes Transfer tax 10%/12.5% 2% No 3.5% - 5.5% (Länder) 3.5% (+2% costs) No/Yes 1% - 3% No No 0.5% but exemptions - - No/Yes Net worth tax
  69. 69. BDO offices in Germany Berlin Bielefeld Bonn Bremen Bremerhaven Cologne Dortmund Dresden Dűsseldorf Erfurt Essen Flensburg Frankfurt Freiburg Hamburg Hannover Kassel Kiel Koblenz Leipzig Lűbeck Munich Rostock Stuttgart Wiesbaden
  70. 70. VAT Belgium Netherlands Luxembourg Germany Austria Switzerland VAT registration threshold No threshold No threshold €10,000*1 €17,500*1 €30,000*1 CHF €100,000 Distance selling threshold €35,000 €100,000 €100,000 €100,000 €35,000 Not Applicable 21% 21% 15% 19% 20% 8% €700,000 €1,000,000 €900,000 €900,000 €200,000 €150,000 €500,000 €500,000 €550,000 €550,000 Not Applicable Yes Yes Yes Yes Yes No Standard rate Intrastat threshold Arrivals Dispatches Directive 2008/9/ EC applies? 1 * No threshold for non-resident businesses
  71. 71. BDO Offices in Austria Graz Linz Salzburg Vienna Villach
  72. 72. PERSONAL TAXES Belgium Netherlands Luxembourg Germany Austria Switzerland 25-50% (investment income 25%) 37% - 52% (investment income – separate rules) 8 – 40% 14% - 45% 36.5% – 50% Max 11.5% Highest on incomes over €37,330 €55,991 €100,000 €250,000 €60,000 CHF 755,200/895,800 Annual allowance €6,990 €2,001 €11,265 €8,130 €11,000 CHF 14,500/28,300 Rates Church tax - 8% - 9% Other taxes 0 – 10% local tax surcharge 7% – 9% surcharge Solidarity surcharge (5.5% on tax due) Canton Municipal Ex-pat regime Yes - various exemptions Yes 30% tax free Yes – various exemptions - Limited exemption Yes – various exemptions Social security contributions – employee Yes Yes Yes Yes Yes Yes
  73. 73. BDO Offices in Switzerland Aurau Affoltern Altdorf Baden Basle Berne Biel Burgdorf Frauenfeld Fribourg Geneva Glarus Grenchen Herisau Lachen Laufen Lausanne Liestal Lucerne Lugano Olten Porrentruy Sarnen Sion Solothurn St Gallen Stans Sursee Wetzikon Zug Zurich
  74. 74. DISCLAIMER All tax information is based on information available early 2013 for the various countries. The information is only provided to give an indication of the tax systems in the countries covered. It is based on a high level review of public information and is not guaranteed to be complete. The information does not represent tax advice and BDO LLP can take no responsibility for action based on the information provided. All actions to trade or invest in any of the countries covered should be based on proper tax advice, based on all the relevant facts using UK and local tax experts.
  75. 75. Contact details Peter Gouw Tax and Valuations Partner 4 Atlantic Quay 70 York Street Glasgow G2 8JX Email: peter.gouw@bdo.co.uk Tel: 0141 249 5260
  76. 76. Access Europe 2013 Networking Break sign up for one to one sessions at the registration desk
  77. 77. Access Europe 2013 Benelux Workshop
  78. 78. Access Europe 2013 Glenn Vaughan Chief Executive British Chamber of Commerce in Belgium
  79. 79. Who We Are British by name and origin, the British Chamber is a truly international and independent organisation The British Chamber provides businesses with insight and networking opportunities We do this through events and activities organised by 3 committees: EU Committee Business in Belgium (BiB) Brussels New Generation Group (BNG)
  80. 80. Business in Belgium Committee Three task forces Training skills for business Tax, finance, and legal Sustainability and shared values The committee provides B2B networking, briefings and seminars, and profiling opportunities The committee also organises our building your Business in Belgium
  81. 81. Why Belgium? Belgium shares a border with the UK’s 2nd, 3rd, and 4th largest export destinations, and Belgium is the 6th largest. Prime office rental prices are 50-60% lower in Brussels than in London and Paris. More than 1000 public and private international organisations have headquarters in Belgium. Belgium is a similar market to the UK, so products that are successful in the UK are likely to be successful in Belgium.
  82. 82. Building your Business in Belgium An accredited, English speaking network of companies that can meet most business needs. Our partners are experts on the Belgian market. Open to members and non-members of the British Chamber. Specialised support available for companies the Belgian market Operated in collaboration with UKTI British Embassy in Brussels. new to and the
  83. 83. Building your Business in Belgium The Chamber provides: A single point of contact for the scheme Marketing and promotion of the scheme Event hosting for companies exploring the Belgian marketplace (with UKTI) Relationship management with companies and service providers Quality assurance for companies using the services
  84. 84. Services Provided One to one meetings with selected professionals Virtual Office services – meetings, events, hot desks, telecoms Marketing and promotion – PR, communications, website, IT, translation, printing, design Legal advice Logistics – freight, warehousing, storage, deliveries Setting up an office – accountancy, VAT, registration Tax advice Human Resources – recruitment, payroll, self-employment, expat regimes, social security And more
  85. 85. Golden Bridge Export Awards The Awards recognise UK companies’ success in Belgium, and promote Belgium as the ideal starter market Any company with their head office in the UK and doing business in Belgium may apply Three possible categories: Best Exporter, Best SME, Best Newcomer Process: Application – Shortlisting – Judging – Ceremony
  86. 86. Golden Bridge Export Awards 2012 winners:  Netshield: Best Newcomer  Supergroup: Best Exporter 2013 shortlist: 4C Associates, The Real Good Food Company, Weedfree On Track 2013 Awards will be held on November 21 in London You are very welcome to attend
  87. 87. Building your business in Belgium There has never been a better time... More information www.britcham.be or Luke@britcham.be BUSINESS I INSIGHT I NETWORK Boulevard Bischoffsheim 11 - 1000 Brussels Belgium - T +32 (0)2 540 90 30 - F +32 (0)2 512 83 63 - events@britcham.be www.britcham.be - VAT BE455.006.907 - Bank ING 310.1391540.64 - IBAN BE29.3101.3915.4064 - SWIFT/BIC BBRUBEBB
  88. 88. Access Europe 2013 Nadine Vandenbroucke Senior Trade Advisor UKTI Brussels
  89. 89. Belgium : at the crossroads of Europe Facts and figures on Belgium Belgium : at the crossroads of Europe November 2013 95
  90. 90. There is more to Belgium than chocolate, beer and chips! Belgium : at the crossroads of Europe November 2013 96
  91. 91. Content •Belgium: The Regions, Facts and Figures •Differences between regions •Bilateral Trade •Why Belgium •Business Culture •Strengths of the Country •Sectors Offering Opportunities for UK Companies •The Brussels Team Belgium : at the crossroads of Europe November 2013 97
  92. 92. Belgium : The Regions The regions FLANDERS (Dutch-speaking) BRUSSELS CAPITAL (bilingual – predominantly French- speaking) Belgium : at the crossroads of Europe November 2013 WALLONIA (French-speaking, with a small German-speaking community) 98
  93. 93. Belgian Institutions Organigram of Belgian political bodies Belgium: at the crossroads of Europe November 2013 99
  94. 94. Belgian fast facts • Area : 30.510sq km • Population : 11 million • Population spread 6.2 million in Flanders, 3.4 million in Wallonia and 1 million in Brussels • Population density 349 per sq km • Life expectation 77 for men, 82 for women • Maximum distance 280 km • Languages : 3 Belgium: at the crossroads of Europe November 2013 100
  95. 95. Belgian economic facts • Growth rate 2012, -0.1%, forecast 2013 1.1% • Inflation rate in 2012, 2.9%; first quarter of 2013 stood at1.4% • Unemployment rate of 8.3% • Nr 1 exporter in the world of chocolate • Antwerp: 2nd largest port in Europe Belgium : at the crossroads of Europe November 2013 101
  96. 96. Belgium: The Three Economic Regions Flanders Chemicals, plastics, automotive, life sciences, logistics & food Brussels Home of international & EU Institutions, HQ of multinationals bilingual Wallonia 82% export 2% export Service oriented, ICT & Life sciences Aerospace, pharmaceutical, steel, chemicals, mechanical & electrical engineering 60% of national GDP Belgium : at the crossroads of Europe November 2013 25% national GDP 16% export 102
  97. 97. Belgium: Bilateral Trade • 6th export market after US, D, F, NL & IR • £15.3 billion (2011) UK-BE Belgium : at the crossroads of Europe November 2013 BE-UK • 4th Supplier • £18.6 billion (2011) • UK’s 2nd export market after USA BENELUX 103
  98. 98. Why Belgium • Good test market • Gateway to Europe • Good logistics • Close by • Multi-lingual people • Anglo-Saxon culture Belgium: at the crossroads of Euorpe November 2013 104
  99. 99. Business Culture • Belgians are formal and cautious. • Visitors should have negotiating power/price. • Keep in regular touch with/visit your distributor. Belgium : at the crossroads of Europe November 2013 105
  100. 100. Business Culture • The majority of Belgian importers are small but often specialised. • Set clear/achievable targets. • Negotiate a one year contract to begin with. • Belgian law heavily protects importers. Belgium : at the crossroads of Europe November 2013 106
  101. 101. Belgium: Strengths of the Country Primarily SMEs Competitive but open economy Strategic Location Core of the EU (One of the Founders) Multi-lingual and multiculturel Belgium : at the crossroads of Europe November 2013 Highly skilled & flexible workforce 107
  102. 102. Sectors Offering Opportunities for UK Companies • Chemicals • Creative & Media • Food and Drink • Healthcare & Medical • ICT • Renewable Energy/Energy Efficiency • Security Belgium : at the crossroads of Europe November 2013 108
  103. 103. Team Wouter Debeyne (Hi-tech) Tel +32 2 287 62 42 Email: wouter.debeyne@fco.gov.uk Gert Wauters (Performance Engineering) Tel: +32 2 287 62 24 Email: gert.wauters@fco.gov.uk Belgium : at the crossroads of Europe November 2013 109
  104. 104. Team Filip Van Kerckhoven (security & defence) Tel +32 2 287 62 34 Email: filip.vankerckhoven@fco.gov.uk Nadine Vandenbroucke (consumer goods, construction, medical devices) Tel: +32 2 287 62 33 Email: nadine.vandenbroucke@fco.gov.uk Belgium: at the crossroads of Europe November 2013 110
  105. 105. Questions Any Questions? Belgium : at the crossroads of Europe November 2013 111
  106. 106. Belgium : at the crossroads of Europe November 2013 112
  107. 107. Access Europe 2013 Michiel Hendrickx Trade Adviser UKTI The Netherlands
  108. 108. Doing Business in the Netherlands: “Your gateway to the European market” Michiel Hendrickx – Trade Adviser UK Trade & Investment The Netherlands ‘Access Europe’ 6th November 2013, Edinburgh 114
  109. 109. Agenda • Why Export? • The UK and The Netherlands • Why The Netherlands? • Business Opportunities in The Netherlands • UKTI The Netherlands Events 2013 • What can we do for you? • Any Questions? 115
  110. 110. Why Export? • Increased productivity, competitiveness and innovation • Reduces financial impact of a downturn • Increased return on investment • Improve profile / credibility • Extends commercial life of goods & services • Offers employees more varied and challenging roles 116
  111. 111. Why UK economy needs the Netherlands… “The UK's biggest trading partner is Germany, but other member states, such as Holland, are also important to the success of the British economy.” Anna Holligan BBC Correspondent The Netherlands 4th November 2013 117
  112. 112. Geographic and cultural proximity to the UK • Edinburgh – Amsterdam: 400 miles • Edinburgh – London: 330 miles 118
  113. 113. Why the Netherlands? • Historic business ties • UK’s 3rd largest trading partner • UK – Netherlands Strategic Business Dialogue • Major Anglo-Dutch companies • UK exports to NL (2012): €27.5bn • UK imports from NL (2012): €34.9bn 119 1652 2010
  114. 114. Facts & Figures (1) GDP: Size: Population: 600 + 40,000 16.5 + Billion € KM2 Million 120 87% Speak English
  115. 115. Facts & Figures (2) • 4th most densely populated country in the world • Democratic and tolerant society • Open and international economy • Sophisticated market place, critical consumers • Looking for innovative products • Early adopter of new technologies 121
  116. 116. Facts & Figures (3) • 5th largest economy in the euro-zone • Stable government and industrial relations • Moderate unemployment and inflation • Sizable trade surplus • Advanced infrastructure • Important role as a European transportation hub 122
  117. 117. Gateway to Mainland Europe 123
  118. 118. Dutch Priority Sectors • Modern market economy of highly innovated and innovative companies • The High Tech Campus – ‘brainiest region in the world’ • World’s leading agro-tech cluster (2nd largest global exporter) • Some of the world’s foremost maritime and water technology companies 124
  119. 119. Business Culture - Background • Direct and ‘to the point’ communication style • Horizontal decision making structure • ‘Polder model’ • Flexibility and autonomy when abroad • Informal dress code • English widely spoken 125
  120. 120. Business Culture - Tips • Use clear communication style • Minimise use of ambiguous phrases • Be assertive • Be upfront about issues 126
  121. 121. Business Opportunities in the Netherlands 127
  122. 122. Business / Financial & Consumer Services • Leading insurers, pension funds, banks, trust offices and management consultancies • Varied performance within the sector: • + Inspection and control companies, management consultancies and travel organisations • - Architects, advertising agencies • Travel industry had 13.4% turnover increase 128
  123. 123. Information & Communications Technology • NL has an advanced ICT sector • + Application software • + Business intelligence and analytical tools • + Security software • - Hardware 129
  124. 124. Education • Bilingual Schools - English as a secondary language • International Schools & Special Needs Schools • BA, BSc, MA and MSc qualifications at Dutch universities • Educational technology and ICT opportunities • An increasing number of people choose to be educated either fully or partially in English. 130
  125. 125. Manufacturing • Sector is beginning to pick up again due to international orders • Opportunities available to companies that supply manufacturers • The European Space Agency’s Technology Centre (ESTEC) is located in NL • Their tendering system has been modified to become more open • ESA opening a new facility in Harwell, Oxfordshire 131
  126. 126. Security • The Hague Security Delta has made NL a major hub for security companies • Many opportunities to build partnerships and find innovative solutions in consortia • UK-NL Security Dialogue • ASIS International Conference & Exhibition takes place in The Hague, 13 April 2014 132
  127. 127. Food & Drink • Opportunities in alcohol-free drinks (beer), frozen products, organic food, private label, sweets & snacks • Food, drinks and tobacco shops outperformed the EU average • Shift from specialist bakers, butchers and grocery stores to supermarkets • Organic and natural products (food and non-food) • Supermarkets average a €34.2bn turnover per year • Yet they still posted a 2.4% increase in the 1st half of 2013 133
  128. 128. Non-Food Consumer Goods • Growth trends relating to ‘wellness’, ‘health’ and lifestyle • Demand for home care products, furniture and interior design • Export potential as home products grow online • Pop up stores are increasing in popularity • An ageing population  a growing care industry 134
  129. 129. UKTI Events 2013 February 2013 – Amsterdam March 2013 – Amsterdam UK Deputy Prime Minister Nick Clegg hosted a roundtable meeting with senior members of the Dutch financial community at the offices of APG Reception for members of the Anglo-Dutch business community and Netherlands British Chamber of Commerce on board the Royal Navy ship HMS St. Albans. 135
  130. 130. UKTI Events 2013 April 2013 – The Hague May 2013 – Rotterdam Networking reception for senior members of the Dutch legal profession at the Ambassador’s Residence in honour of Birketts LLP. Reception on board HNLMS Johan de Witt to celebrate 40th Anniversary of UK NL Amphibious Force attended by senior figures from the political, military and business world. 136
  131. 131. UKTI Events 2013 June 2013 – The Hague July 2013 – The Hague Annual Dinner for members of the Dutch and Belgian chapters of the Institute of Directors at the Ambassador’s Residence. Seminar for members of the Dutch telecom, technology, marketing and advertising sector hosted by British mobile marketing company, Velti. 137
  132. 132. Partners in the Netherlands 138
  133. 133. What can we do for you? • Bespoke service, impartial advice • Sector expertise • Introduction to key contacts • Use of the Ambassador’s Residence for high profile events • Such as: in-depth seminars and/or high profile receptions or dinners • UKTI handles all arrangements and attracts the right audience 139
  134. 134. What can we do for you? ”We fully appreciate the hours UKTI The Netherlands have invested in the Dixcart project and the event would have been nowhere near as successful without UKTI’s drive and enthusiasm” International Business Development Manager, Dixcart International Professional Advisers 140
  135. 135. Contact Us British Embassy The Hague Lange Voorhout 10 2514 ED The Hague The Netherlands +31 (0) 70 4270 308 michiel.hendrickx@fco.gov.uk www.gov.uk/government/world/netherlands 141 @UKTI_NL
  136. 136. Access Europe 2013 Richard Carty Commercial Director Netshield
  137. 137. Netshield Our Exporting Journey Presented by Richard Carty
  138. 138. Netshield Overview  Founded by Richard Carty and Tony Sterling in 1995, when they saw a gap in the market for a quality IT services provider.  Netshield specialises in the delivery of complete manage and serviced IT services.  Providing networking and IT expertise, skills management and support offerings across Enterprise Network environments.  UK head office is in Aldridge and office in Brussels is the first building block to developing the business in Western Europe.
  139. 139. Service Portfolio l NetHost Security and reassurance with zero downtime Hosting solutions to protect your server and vital data l NetManage Reduced costs and expert management A range of managed IT services, ensuring your network is maintained, protected and up-todate with the latest technology l NetSupport Expert support when you need it A choice of support options covering all areas of IT infrastructure l NetWork Bespoke systems and state of the art technology Plan, design and implement bespoke network infrastructures or assessment of existing IT network l NetRecover Business continuity guaranteed For minimal downtime in event of a disaster
  140. 140. How it all started! Netshield was already working with UK based companies with operations / subsidiaries around the world Decision to be proactive in European / Global markets Met with UKTI representatives at “Technology World” in October 2009
  141. 141. Goals and Objectives  Achieve sustainable and continual growth  Maintain high levels of customer satisfaction and the delivery of quality services.  Export successfully in to a Global Marketplace  Be a trusted adviser within our field
  142. 142. First Steps  Engaged with UKTI & West Midlands European Centre  on an ICT Cluster trade mission to Belgium, in February 2010  Spent 3 days here getting an overview Presentations at the Embassy Networking @ West Midlands European Centre event Arranged meetings (1 to 1’s) at Embassy Visited organisations at their premises all over Belgium  Started to gain an understanding of the opportunity
  143. 143. First Steps...cont. We began to comprehend the reasons for expanding in Belgium New Markets…  In Belgium….  It’s proximity to the UK and other European countries  It’s languages, cultures & politics! New Business Relationships…  Met with potential partners & clients organised by UKTI &WMES  More traditional ways of business  It’s languages, cultures & politics!  More relationship based More Revenue/Profit…  New streams of revenue  New profit streams
  144. 144. We also… Met with various business organisations West Midlands in Europe Service British Chamber of Commerce in Belgium Specific Trade Associations (Agoria, L-SEC) Belgium Investment bodies Brussels Enterprise Agency* Flanders Investment* Wallonia Investment
  145. 145. Next steps  UKTI – carried out an OMIS for us on ICT opportunity which was completed in Autumn 2010 From ECR Results we:- Then we came back to do our own market • Rebranded – website, collateral for an research & talk to people/organisations in more international feel detail – November 2010 & UKTI personnel supported us in this activity • Started to exhibited at trade shows with the help of UKTI grants UKTI - We carried out an (ECR) Export Communications Review which was completed in early 2011
  146. 146. Marketing Objective  To establish Netshield as a high quality Managed IT service provider  To increase the level of contract customers in Belgium by 50% Target Market SME’s with 25 users or more, operating in the following sectors; professional services, business services, legal, associations and manufacturing.
  147. 147. Which Way to go?
  148. 148. Business Development Phase  As a result of joining British Chamber: We became involved in networking/event sponsorships/PR Uncovered business opportunities Developed useful relationships/friends/contacts Met with Hosted & delivered seminars Opened an office in Brussels
  149. 149. Business Development Phase  Spent a great deal of time in the last 18 months living & working in Belgium  Have successfully gained long term contracts Also recruited Belgians in the UK and currently looking at Belgian Interns
  150. 150. Obstacles we faced…  Business culture  Lack of local knowledge  Language barriers  Differences in marketing culture  Unfamiliar with local legislations
  151. 151. How we prevailed • Developed relationships with local businesses and Chambers • Employed a Belgian national to assist with further market research and gain local knowledge • Seek local advise for regulations and legislations
  152. 152. Some organisations we are working with………
  153. 153. The Future is Bright…  We have been proactively exporting for around 18 months now  2013 has provided promising and continued exporting growth  Working closely with UKTI and Local Chambers we have generated a number of opportunities.  Develop more Innovative Managed IT services for clients  We are now looking at the next steps and expanding into other European countries.
  154. 154. Thank you for listening Any questions? Richard Carty Email: richard.carty@netshield.co.uk Website: www.netshield.co.uk :@Netshield : http://uk.linkedin.com/in/richardcarty
  155. 155. Access Europe 2013 Q&A
  156. 156. Access Europe 2013 Germany, Austria, Switzerland Workshop
  157. 157. Germany, Austria & Switzerland Market Clinic Access Europe 6th November Edinburgh
  158. 158. Sarah Lord Regional Manager Central Europe Lauren Mcquade Managing Director English at St. Andrews
  159. 159. CER Countries
  160. 160. Germany has historically been and remains the leading geographical export market of choice for Scottish companies in CER representing circa 71% of all interest this last financial year. This fully aligns with the Business Connections data Trends. Switzerland and Austria have historically been the two other countries of interest for Scottish companies together accounting for approximately 15% of interest. In the last 12 months, Poland is increasing but not yet impacting on CER field Table 1 – CER Trade Assists by Country 2012/13 Country Germany % assists by country 71.89 Austria 9.44 Poland 5.42 Switzerland 3.82 Czech Republic 3.41 Albania 1.61 Bulgaria 1.41 Hungary 1.20 Romania 0.80 Croatia 0.60 Bosnia 0.20 Albania 0.20
  161. 161. DACH – Broad Summary ofSize in Mio. (2012) 12 Population Sector Interest Received last months Sector Germany Austria Switzerland Food & drink √ √ √ Education √ √ √ Textiles √ √ √ Renewables √ √ Tourism √ ICT/techi √ √ Oil & gas √ √ FS/BS √ √ Life Sciences & Chemicals √ √ Non sector √ √ √
  162. 162. GDP per Capita in $ (2012) Scotland $32,856 * Germany $39,700 Switzerland $46,200 Austria $43,100 Slovenia $28,700 Croatia $18,100 BosniaHerzigovina $8,400 Montenegro $12,000 Albania $8,200 CER Region *Excluding oil and gas Poland $20,900 Czech Republic $27,600 Slovakia $24,600 Hungary $20,000 Romania $13,000 Serbia $10,600 Bulgaria $14,500 Macedonia $10,800 Source: www.cia.gov/ and for Scottish data, Scottish Government
  163. 163. Population Size in Mio. (2012) Scotland 5,2 Germany 81.8 Switzerland 7.9 Austria 8.4 Slovenia 2.0 Croatia 4.3 BosniaHerzigovina 3,8 Montenegro 0,6 CER Region Poland 38.5 Czech Republic 10.5 Slovakia 5.4 Hungary 9.9 Romania 21.3 Bulgaria 7,3 Serbia 7.2 Kosovo 1,7 Albania 0,2 Source: Eurostat / and Scottish Government
  164. 164. Real GDP Growth in % (2012) Scotland 0.4% Poland 2% Germany 0.7 Switzerland 1.0% Austria 0.8% Kosovo 2.1% Albania 1.3% CER Region Slovenia -2.3% Croatia -2% BosniaHerzigovina -0.7% Czech Republic - 1.2% Slovakia 2% Hungary -1.7% Romania 0.3% Bulgaria 0.8% Serbia - 1.8% Montenegro -5.0% Source: www.cia.gov/ and Scottish Government
  165. 165. Total Imports in $ bn (2012) Scotland $23,3bn Poland $195,4bn Germany $1.222bn Switzerlan d $287,7bn Austria $163,2b n Slovenia $28,0bn Croatia $20,2bn BosniaHerzigovina $8,8bn Montenegr o $2,4bn CER Region Czech Republic $124,2bn Slovakia $75,9bn Hungary $87,3bn Romania $67,54bn Bulgaria $31,5bn Serbia $18,3bn Kosovo $3,3bn Albania $4,2bn Source: www.cia.gov / and for Scottish data, UK Office for National Statistics
  166. 166. Total Exports in $ bn (2012) Scotland $37,7bn * Germany $1.460bn Switzerlan d $333,4bn Austria $160,1b n Slooveni a $27,5bn Croatia $12,4bn BosniaHerzigovina $3,3bn Montenegr o $0,4bn CER Region Poland $188,5bn Czech Republic $131,7bn Slovakia $80,6bn Hungary $90,2bn Romania $58,1bn Bulgaria $26,8bn Serbia $11,3b n Kosovo $0,4bn Albania $ $0,9bn Source: www.cia.gov/ and for Scottish data, UK Office for National Statistics *Excluding oil and gas, data 2011
  167. 167. Exports from Scotland to … in £ Mio. (2011) Germany 1,365 Switzerland 640 Poland 205 Czech Republic 75 Slovakia 10 Austria 75 Slovenia 5 Hungary 60 Romania 145 Bulgaria 20 Croatia 5 CER Region Source: Scottish Development International / crm
  168. 168. Number of SDI assists (2012/13) Poland 27 Germany 358 Switzerland 19 Austria 47 Czech Republic 17 Hungary 6 Croatia 3 BosniaHerzigovina 1 Albania 9 CER Region Romania 4 Bulgaria 7 Source: Scottish Development International
  169. 169. What do all DACH economies have in common ? • DACH all have high export rates • DACH all have strong SME’s or Mittlestand • DACH are very strong innovators • Networks are key in all DACH countries but networks vary – personal networks very important in AT • Formality & Punctuality do count • Business relationships take time to build up – be patient • Trading in the language helps – literature • Prepare, prepare and prepare for meetings ! • Make use of networks including chambers overseas and sector associations
  170. 170. DACH Country Differences • Germany is not Austria ! Austria is not Switzerland etc – nationality and regional identities are strong and count • Remember different employment (longer) and payment terms (shorter) • Proactive Business Development is key to establish & expand your business and revenue – – Trade Fairs pivotal to business development in Germany (auma.de) Personal networks perhaps more important in Austria and Switzerland • Austria developing as a headquarters location for central europe trade partly due to geographical position and stabile eurozone benefits • Respect national and regional variations (16 federal states in De, 9 in AT and 26 swiss cantons) • Don’t assume – – – – Austria is more than tourism and the sound of music (Porsche is the biggest firm in Salzburg £10B t/o 17000 employees) Switzerland is more than banks & chocolate (e.g. Cleantech – hydro electric power 58%) Germany is not just big engineering and automotive firms ( Mittlestand =80% firms. 60% employment)
  171. 171. Population Size in Mio. (2012)
  172. 172. Market Awareness Seminar November 6th, 2013 “The relationship is key”
  173. 173. English at St Andrews Learn English. Experience Scotland. Who we are and what we offer… • http://www.youtube.com/watch?v=IzoOJfZeYf
  174. 174. Phase 1 – “Testing the waters” • Step 1 Market intelligence • Step 2 Contact relevant agencies • Step 3 Make face-to-face contact, attend events/trade fairs
  175. 175. Phase 2 – ‘Getting to know one another” • Agencies & contacts • Committing to the relationship • German protocol/hierarchical way of doing business, their values • Trial of product/service
  176. 176. Phase 3 – Nurturing the relationship Be willing to: • adapt your offering • outline your offer in detail • commit time to face-toface contact
  177. 177. Phase 4 – Valuing the relationship In our experience it is crucially important to: • maximise on the opportunity – give and extract full value • use experience to attract new customers • follow up
  178. 178. Thank you! Please feel free to contact me at: lauren@easaenglishtraining.com Tel: 07525 355838
  179. 179. Access Europe 2013 Q&A
  180. 180. Access Europe 2013 Networking Lunch sign up for one to one sessions at the registration desk
  181. 181. Access Europe 2013 One to One meetings

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