HUB:BLE-1 Boosting Local Enterprise - Session 2 - Business Advice Including: Business loans without banks, export marketing research, supportive environments for business and satellite applications catapult

1. 6th June 2013
Boosting Local Enterprise

2. Keynote: Prof Nick Veck
– Satellite Applications Catapult
Kevin Caley
– ThinCats.com
Luke Pulford
– Leicester City Council
Robin Godfrey
– UKTI
Session 2 – Business Advice

3. Satellite Applications Catapult
Prof. Nick Veck

4. Catapult is a Technology Strategy Board programme
The Satellite Applications
Catapult centre– potential
opportunities for application
development
Nick Veck
Leicester
June 2013

5. Closing the gap between
concept and commercialisation
The vision: a network of world-leading centres
Bringing research and business together – accelerating
commercialisation
A £200m investment in the future of the UK economy - for the long
term

6. Background

7. The Catapult centres – now operational
2011
• High Value Manufacturing
2012/13
• Cell Therapy
• Satellite Applications
• Offshore Renewable Energy
• Connected Digital Economy
• Transport Systems
• Future Cities

8. • Easy access to world-leading technology,
expertise and science
• Stimulating collaborative, business led R&D
• Delivering contract research for business and
government
• Platforms and services to accelerate business
realisation
• Provide a coalescing force for the sector
Pioneering, Agile, Collaborative, Entrepreneurial
The Satellite Applications Catapult – What is it?

9. Location – the Harwell Space Cluster
Various organisations are now co-located at Harwell, Oxfordshire (in
historic order):
– RAL space (STFC)
– ISIC – evolving into the Satellite Applications Catapult
– ESA Centre (Telcoms Directorate, Integrated Applications Promotion
Programme, Earth Observation Climate Change Initiative, Small Business
Incubator)
– Companies lease offices in Electron Building (with Catapult):
– Astrium (+SSTL); Telespazio Vega, Magellium, CGI(Logica), Rezatec,...
– Also STFC, NERC, UKSA, MoD.

10. University
Industry
(Large & SME’s)
Research
Centre
Technology Strategy Board
RTOs
CRO
Integrated Programmes
Technology Readiness Levels
Test & D
TRL: 1 2 3 4 5 6 7 8 9
Universities
Catapult centres/ Institutes
Industry

11. Markets and UK Opportunity
Mapping
Satcoms EO GNSS
Distance learning and telemedicine
E‐commerce, incl. home and remote working
Entertainment
Location‐based consumer services
Traffic management, incl. fleet management
Natural resources management,
incl. energy, farming, food and fisheries
Urban planning
Disaster prevention and management
Meteorology and climate change
Security
Financial services and insurance

12. Initial Expressions of Interest
from the UK Space Community
Satcoms EO GNSS
Distance learning and telemedicine
2 2 1
E‐commerce, incl. home and remote working
4 0 0
Entertainment 1 1 0
Location‐based consumer services
0 0 1
Traffic management, incl. fleet management
6 12 10
Natural resources management,
incl. energy, farming, food and fisheries
5 21 11
Urban planning 2 6 2
Disaster prevention and management
3 11 1
Meteorology and climate change 1 17 3
Security 3 7 3
Financial services and insurance 0 2 2

13. Further analysis:
Initial Catapult Programmes for 2013
13
Market
Growth
Academic
Base
International
Competition
Community
Interest
Transport
Security & Civil Protection
Natural Resources, Energy & Climate
Internet of Things
Market-led
Technology Driven
Additional Criteria:
Opportunity for Catapult “value-add and potential for UK exploitation
Addresses a Market-failure
UK National Interest

14. Project Types
14
Small-scale, short
duration, defined
by market groups
Large-scale, long
duration, informed
by Advisory Group

15. Proposed Catapult facilities for
Application development

16. Programme and Facility Rationale 16
In-Orbit
Demonstrator
Airborne
Demonstrator
Apps Test
Facility
Downstream
Markets
Downstream
Upstream
= Example Facilities
= Market Led Programmes
= Underpinning Programmes
Drive
Demand
Lower barriers of
learning and costs of
innovation

17. Synthetic Aperture Radar (SAR) for Water Catchment Monitoring
Monitoring Road and Rail infrastructure using Satellites
Satellite Mapping of Offshore Wind Resources
Satellite-enabled Smart Grid Stability
Coastal Ka-band Applications
Initial Projects

18. Support for Knowledge Exchange 18
Promotion of expertise in the research base
Networking, events, training, collaborative projects
People exchange schemes
Research
Base
Industry
Secondments
Placements
Knowledge Exchange
Fellowships
Knowledge Transfer
Partnerships
PhD bursaries
Student placements

19. From Consultation to Project Delivery

20. Capability
Credibility Capacity
Catapult Implementation Timeline
• Goals& plans
• Location
• Core Competencies
• Pilot Programmes
• Procurement
Create
• Key Facilities
• Development Teams
• Relationships
• Programme Portfolio
Establish • Applications
• Technologies
• Collaborations
Deliver
• Contract Portfolio
• Spin-outs, IPR
• Education,
• Inform Policy
Growth
20
2012 2013 2014 2015

21. Catapult is a Technology Strategy Board programme
Thank-you
Nick Veck
(Astrium Geo Information Services)
Satellite Applications Catapult Delivery Team
21

22. Business Loans without Banks
Kevin Caley

23. An on-line market for SECURED
loans to businesses
ThinCats.com
Business loans without
banks
Kevin Caley MD

24. The shortage of bank funding for
smaller businesses.
Historically low deposit interest rates
and financial market volatility for
savers.
ThinCats addresses two
problems:

25.  ThinCats bypasses banks - allows
experienced investors to make secured
loans directly to established businesses
 Both lender and borrower get an attractive
deal.
 Loans of £50k to £3m+ over periods of 6
months to 10 years
 ThinCats auctions the loan and creates a
syndicate from the best offers
Brief Overview

26.  Loans when the banks are not interested
 Rapid response – 5 weeks c.f. 8 weeks
 Personal relationship/support with a
‘Sponsor’
 Flexible approach – not credit score driven
 A chance to ‘unlock profitability’
 Competitive fixed rate of interest
 No early repayment penalty
 No legal fees (for standard documents)
The Borrower gets:

27. ThinCats
behaves like a
bank should do
Summary:

28.  A detailed Information Pack - to make their
own lending decision
 ‘Pick Your Own’ interest rate and amount to
lend (minimum £1,000 - no maximum)
 Legal documentation, deal management,
monitoring and collections.
 Between 7% and 15% interest with Security
 No fees
The Lender Gets

29. Low risk – secured loans
Non Volatile
Regular monthly income
Interest set by the lender
It’s a New Investment Class:

30. They act for the borrower
•Reputation is key to their long term success
•Assess the opportunity and suggest
improvements
•Write the Information Pack
•Monitor the loans and help if there are problems
•Get a ‘success fee’ of (2-6%)
Accredited Sponsors

31.  Usually established, profitable businesses;
the type that banks used to support!
 We require good security - but we can be
flexible.
 Loans range: from £50k to £3m
 This is NOT an alternative to equity funding
 We look beyond the credit scores and take a
flexible view of security and track record
The Deals we are looking for:

32. Borrowers apply through a Sponsor
The Sponsor works with the borrower
to prepare and Information Pack
A loan only gets auctioned if the
Sponsor puts their reputation ‘on the
line’
How does ThinCats work?

33. Fixed interest rate
Over 6 months to 10 years
Normally equal monthly
repayments of capital and
interest
Always secured
The Loan:

34. Borrower seeking (say) £250k
Specifies the target interest rate (say
10%)
Loan is auctioned for between 7 and
14 days.
Listing fee of £450 (payable on
success)
Example Auction:

35.  Download the Information pack and decide if
they are interested.
 Put funds into their client account ready to
bid (Min £1,000)
 Offer to lend a specific amount at the interest
rate they choose (say £1k at 11.40%)
 At the end of the auction ThinCats takes the
lowest bids needed to make up the amount
needed – lenders get what they actually bid
Individual Lenders:

40. June 2012
(after 17
months)
June 2013
(after 29
months)
Growth
%
No. Loans 41 127 210%
Value of Loans £5.37m £25.26m 370%
Maximum Loan £500k £750k 50%
No. Members 555 1,647 197%
Members with
funds
230 773 236%
Amount
Deposited
£6.54m £26.08m 299%
ThinCats Progress:

42. Supportive Environments for
Business
Luke Pulford

43. Supportive Business
Environments in Leicester
HUB:BLE – 1 – Thursday 6th June
2013
By Luke Pulford

44. Introduction
• About me.
• My role now.
• Previous roles and experience.
• Why I believe in what we are doing.

45. Overview
• LCC mission and goals
• Plan to achieve
• Creative regeneration portfolio
• Creative workspaces info
• Locations
• Opportunities to develop
• New sector specific building aimed at YOU!
• Introduction to and location of building
• Update and offer
• Portfolio wide business support offer

46. LCC mission
• It builds on the strong entrepreneurial spirit of Leicester's Business
Community, its location and connectivity with the rest of the UK and the
world by 2020.
• Our ambitions are to:
• Secure £60 million investment for Jobs and Growth in the City
• Create four Leicester Business Investment Areas
• Create and safeguard 8,500 Jobs
• Create 800 New Apprenticeship/Work Placement and Internship
Opportunities
• Create 800 New Businesses
• Support 1,800 Businesses
To read the economic regeneration plan please visit the City Mayors website.

47. How?
• A significant part of the plan is supported by
investing in supportive environments that the
private sector doesn’t build.
• There are currently 3 centres in operation and
another planned for this Autumn.

48. ‘Creative Regeneration’ portfolio
Scheme Size
Sq ft
Business
Units
Jobs Created
*
Yrs
open
%
occupied
LCB Depot 21,500 53 382 8 95%
Phoenix Square 11,000 22 74 2 90%
Makers Yard 7,500 10 5 <1 80%
Total 39,000 85 461

49. Makers Yard Phoenix Square LCB Depot
Creative Workspaces

50. Location of Creative Workspaces
Makers’
Yard

51. Need to create opportunities for
Innovation and Technology Businesses
• We have three fantastic universities locally.
• Yes as an area we struggle with graduate
retention.
• Obvious gap in the market is for high growth, high
tech and high salary businesses within the High
Tech Manufacturing, High Tech Technologies and
Knowledge Intensive Services.
• Lead to finalising development of Innovation and
Technology Park and LIW.

52. Leicester Innovation Workspace
• 3,300 sq. m. of prime mixed us space.
• Lots of onsite parking.
• Situated next to NSC and at heart of park.
• Aim to create a community of exciting
organisations.
• Entry criteria to ensure quality businesses.
• Construction began October 2012.

54. Location of Leicester Innovation
Centre
Bellway Homes
Residential
National Space
Centre
Grade A
Offices
ASDA
X
X = Leicester Innovation Workspace

55. Construction update
• Now in week 32 / 45. Due to open in October.

56. LIW Offer
• 54 offices and two business lounges from 20m to
70m at a prestigious address.
• Conference facilities.
• Great value space at average price of £150 sq m
p.a.
• Over 10% of space already let.
• Looking for the most exciting businesses who
want to join the collaboration and community.
• Who should we be speaking to?

57. Business Support
• Available across all sites.
• 1-2-1 coaching and bespoke advice.
• Incubation, hot-desking and accelerator.
• A program of networking and events.
• Business workshops.
• Grant scheme to open later this year.
• For more info contact:
• Russ.pacey@lcbdepot.co.uk

58. Thank you for listening
• Questions?
• Ideas?
• Introductions?
• Opportunities?

59. Research and Prosper –
Export Marketing Research Scheme
Robin Godfrey

60. Research and Prosper
Export Marketing Research Scheme 60
Robin Godfrey
The Export Marketing Research Scheme

61. Contents
• Research and Prosper
• Types of exporters
• Strategic exporter
• Information at your fingertips
• UKTI’s Export Marketing Research Scheme
Export Marketing Research Scheme 61

62. What is export marketing research?
The systematic and objective search for and interpretation of
information to develop a market entry strategy for an overseas
market.
Export Marketing Research Scheme 62
Single Customer Marketing
Research
Market Presence

63. Three types of exporter - Theo Paphitis
• Those who do no research
• Those who do
• Those who do and act upon it
Export Marketing Research Scheme 63

64. 07/06/2013 64
Research and prosper
Trend 2000
It clearly demonstrated that
there is a valuable market for
our products in Australia.
This is expected to generate
an additional £½m - £1m per
annum in turnover once fully
established.

65. 07/06/2013 65
Research and prosper
Images and Editions
“The marketing research
confirmed our initial belief that
our key markets - department
and chain stores – expect a high
level of personal service and a
US-based distribution channel.
Acting on these findings, we have
been able to generate an
additional £200,000 of sales in
the first six months and this is
growing all the time.”

66. 07/06/2013 66
Research and prosper
Lobo Systems
A research visit revealed almost unlimited market potential for our
product and we have already begun to capitalise on this. Over the next
two to three years, I expect that export sales to the USA will build to
around $1million a year

67. Benefits of export marketing research
Save:
• Money
• Time
• Hassle
• Embarrassment
Export Marketing Research Scheme 67
Gain:
• Negotiation power
• Confidence
• Credibility
• Effective & Efficient Strategy
• Respect
Take control of export markets & lower your risks

68. WHY… export marketing research
Whether or not to
proceed in this
country…
If so, how?
Export Marketing Research Scheme 68

69. WHAT... information required
Export Marketing Research Scheme 69
•Market Size
•Segmentation
•Channels of Distribution
•Trends
•Competitors
•Customer Needs
•Regulations and Legislation
•Cultural understanding

70. HOW…export marketing research
Planning
Desk Research
Field Research
Conclusions
Export Marketing Research Scheme 70

71. Information at your fingertips
• Internal resources
• UK and foreign Governments
• Statistical organisations
• Publishers of market reports
• Trade Associations
• Chambers of Commerce
• Company directories
• Press and trade journals
• Trade Shows
Export Marketing Research Scheme 71

72. The Export Marketing Research Scheme
Free Advice on
• Selecting Markets
• Designing a research project
• Choosing market research
agencies
• Desk research sources
• Planning Field work
• Writing research reports
Export Marketing Research Scheme 72

73. What they say...thoughtful country selection
Export Marketing Research Scheme 73
California was identified as
having the right market profile.
It has a high concentration of
retail outlets and a wealthy
consumer base with a keen
interest in fashion.
Piatonna

74. What they say... higher margins
Export Marketing Research Scheme 74
The potential market was
much bigger than we had
initially thought, which
allowed us to retain control
by establishing Mace
Industries Inc rather than
handing everything over to
agents.

75. What they say... Towards a presence in the market
Export Marketing Research Scheme 75
In the light of this information, we have invested several
years, many thousands of pounds, developing a Clean Air
Blanket system specifically for the Australian termite control
market. PA Geotechnical

76. What they say… structured approach
Export Marketing Research Scheme 76
The research showed
we were right in our
belief that Germany is
the right export market
for us. Ours is a slow
burn market and we
don’t expect quick
results.
Clean Modules

77. Funding
• Published Marketing Research
Reports
– 33%
• In House Research Visit
– 50% of all travel & subsistence
costs
• Market Research Agency
– 50% toward field research
– 33% toward desk research
Export Marketing Research Scheme 77

78. Who is eligible for a grant
Companies
• With between 5 and 250 employees
• Trading for at least two years
• Products / services with a proven track record
• Researching a specific market for these products
and services
Export Marketing Research Scheme 78

79. The paperwork
WHY?
• Purpose for the research – what decisions need to
be made about the market
WHAT?
• Identify information needed to make these
decisions
How
• How you will do the research
Export Marketing Research Scheme 79
Timings and Cost

80. Where to get further information
Visit our website or contact us by phone or email
Research Adviser: Richard.gilbert@ukemrs.com
www.ukti.gov.uk/emrs
info@ukemrs.com
08450 342111
Export Marketing Research Scheme 80

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