access europe 2013 - final slides all
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Slides from the Access Europe 2013 event on Wednesday, 6th November 2013TRANSCRIPT
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
Access Europe 2013
Why consider
Europe
Sarah Lord
Regional Manager
SDI Central Europe
Why Europe? - £11 billion exported in 2011
0
2,000
4,000
6,000
8,000
10,000
12,000
2007 2008 2009 2010 2011
EU Exports from Scotland
EU Exports
Source global connections survey
£11 billion but what about USA etc?
Destination of Scottish Exports, 2011 (%)
EU, 46%
North America,
16%
Central & South
America, 4%
Middle East, 4%
Asia, 9%
Africa, 5%
Australasia, 2%
Rest of Europe, 9%
Unallocable , 5%
Total exports: £24 billion Source: GCS
USA £3.5B
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
OUR PURPOSE
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
International trade
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 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
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
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
GROWTH SECTORS
Financial Services Energy Creative Industries Food and Drink
Tourism Universities Life Sciences Other Growth Sectors
Aerospace, Defence, Marine Chemicals Construction Forest Industries Healthcare Textiles Education
SDI EMEA Geographical coverage
Mark Hallan
Senior Director,
EMEA
Mackay Smith
Field Ops
EMEA (Paris)
Brian Conley
Field Ops
EMEA (London)
Tom
Marchbank
s
Field Ops
EMEA (Dubai)
Sarah Lord
Field Ops
EMEA (Dusseldorf)
Erik Jewell
Field Ops
EMEA (London)
UK & Nordics CER inc DACH
SER & Benelux
Yuri Andrev
Field Ops
EMEA (Moscow)
Middle East
Russia
Why Europe? - £11 billion exported in 2011
0
2,000
4,000
6,000
8,000
10,000
12,000
2007 2008 2009 2010 2011
EU Exports from Scotland
EU Exports
Source global connections survey
Or put another way almost half exported into EU
Destination of Scottish Exports, 2011 (%)
EU, 46%
North America,
16%
Central & South
America, 4%
Middle East, 4%
Asia, 9%
Africa, 5%
Australasia, 2%
Rest of Europe, 9%
Unallocable , 5%
Total exports: £24 billion Source: GCS
£3.5B
Exports to EU countries – where exactly
Scottish exports to EU, % of total 2011
Netherlands
25%
France
17%
Germany
12%
Belgium
9%
Eire
7%
Spain
6%
Italy
6%
Sw eden
4%
Denmark
3%
Other
11%
Total Scottish exports to EU = £11 billion (2011) Source: GCS
2011 2002
£ million £ million
USA 3,525 USA 2,145
Netherlands 2,665 Netherlands 1,865
France 1,935 France 1,785
Germany 1,365 Germany 1,785
Belgium 980 Italy 935
Eire 780 Eire 845
Norway 765 Spain 820
Spain 710 Belgium 670
Switzerland 640 Sweden 615
Italy 610 Norway 560
Singapore 455 Switzerland 475
Sweden 450 Denmark 395
Brazil 435 Russia*** 320
China 400 Canada 280
UAE*** 380 Japan 270
Japan 365 Singapore 235
Other Africa*** 345 Austria*** 215
Canada 325 Australia 210
Denmark 325 South Africa*** 200
Australia 320 Finland*** 190
Scotland’s top 20 export markets (current prices)
Source: GCS
SCOTTISH COMPETITIVENESS IN EUROPE
0
20
40
60
80
100
120
140
160
SDI EMEA Industry focus by number of companies assisted in 2011/12 and 2012/13
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
European Export Challenges some examples
Global Connections Survey – barriers to exporting (all
Scottish companies)
Barriers to export development (% of responses)
0% 2% 4% 6% 8% 10% 12% 14%
Non Tariff barriers
After sales service
Export Credit Insurance
High import tariffs
Export Finance
No spare production capacity
Export documentation
Lack of trained staff
Language/cultural difficulties
Lack of market information
Legislation and standards
Setting competitive prices
Lack of resources/managerial time
Currency/exchange rates
Transport costs
Products/services unsuitable
Source: GCS
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)
SDI EMEA Products & Services - OMS
CONCEPT
Support to companies to target
overseas markets
Flexible, Tailored and Joined-
Up
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
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
Reminder of the importance of The EU markets
Destination of Scottish Exports, 2011 (%)
EU, 46%
North America,
16%
Central & South
America, 4%
Middle East, 4%
Asia, 9%
Africa, 5%
Australasia, 2%
Rest of Europe, 9%
Unallocable , 5%
Total exports: £24 billion
Source: GCS
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
THANK YOU !
| page 25 25
Brian Connolly
European Business Adviser
Enterprise Europe Network
Access Europe 2013
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
EEN
Services
Partner Building &
Technology Scouting e.g. distribution, licensing,
co-development
European Business
Information Service e.g. market research, legislation
European Funding e.g. FP7, Eurostars, Eco-
Innovation & others
Enquiry examples
1. Food labelling requirements in Italy
2. Land Usage requirements in Greece
3. Value of the seafood sector in Portugal
4. List of large metal manufacturing companies in Turkey
5. 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.
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.
Partnering and Technology Scouting…
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
• Commercial Profile Example slide
Tech Offer:
Scottish company offers its
proven, multiple patent pending
anti-piracy, tampering and
subversion technology for
software applications.
The solution offers unbeatable
protection with no impact on
runtime performance. The
company is looking for
licensing partners across
various sectors
Tech Request:
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 company is open to
technical collaboration or
manufacturing agreements.
Commercial Request:
A Scottish company, expert in
water treatment seeks
distributors for their products in
agricultural and industrial
settings.
The company is particularly
interested in contacts in Eastern
Europe, Turkey and Egypt.
Commercial Request:
Scottish company supplying
premium smoked fish,
offering a unique and
extensive range of cold and
hot smoked fish is looking for
partners.
The company wants to
engage a distributor and/or
retailer in France and
Belgium to buy and sell their
product.
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)
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
Funding…
Horizon 2020
Eurostars (R&D)
Eco-Innovation
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
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.
http://www.enterprise-europe-scotland.com
Isabelle Henderson
International Trade Adviser
Smart Exporter
Access Europe 2013
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
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
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
Donald Rankine
Senior Commercial Manager
HSBC
Access Europe 2013
Restricted
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 Euro Payments Area (SEPA)
• € not the common currency in all countries
Restricted
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
Payment Issues
• Need for € and CHF bank accounts
• In-country bank accounts
• Creation of subsidiary companies in each country
• Banking costs
• Information reporting
Restricted
Summary
• Need to manage your risks
• Be familiar with business culture
• Very achievable – go for it!
Peter Gouw
Partner / Tax
BDO
Access Europe 2013
FISCAL FRAMEWORK
FOR EXPORT
AND BUSINESS IN
PETER GOUW
6 NOVEMBER 2013
Benelux
Germany/Austria/Switzerland
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
Benelux
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
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
BRANCH VS SUBSIDIARY
UK Parent
Overseas
Branch
• UK tax on branch profits
• Relief for tax paid abroad up
to level of UK tax
• Local tax on branch
No UK tax on overseas sub income
Check whether dividend is:
• Exempt from tax in UK
• Withholding tax applies
Overseas
Subsidiary
• Local tax on subsidiary
• Effective tax position may be the same – but consider start-up
losses
UK Parent
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
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”
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
CORPORATE TAXES Belgium Netherlands Luxembourg Germany Austria Switzerland
Main CT rate
33.99%
20% - 25%
21%
15.83%
25%
8.5% (7.83%
Other CT rate
7% solidarity surcharge
6.75% Municipal
(L town)
- Effective rate 29.22%
7% -17.15%
(Municipalities)
No
Canton
Municipality
Tax year
Calendar
year
Calendar
Year
Calendar
Year
Calendar
Year
Calendar
year
Calendar
Year
Quarterly
payments
Yes
Maybe
Yes
Yes
Yes
No/Yes
Social security
contributions
by employer
Yes
Yes
Yes
Yes
Yes
Yes
Other payroll
taxes
- 3% municipal tax
on salaries
- 4.5% Family
Burden
Equalization Fund
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%
BDO offices in Belgium
Antwerp
Brussels
Ghent
Hasselt
Lasne
Liège
Namur
Roeselare
Wavre
BUSINESS TAX INCENTIVES Belgium Netherlands Luxembourg Germany Austria Switzerland
R & D
Yes
28%/50% wage tax
reduction
10% premium
on expenses
subject to
limits
V
A
R
I
O
U
S
A
T
C
A
N
T
O
N
L
E
V
E
L
General
investment –
deduction
Investments up to
€306,931
Additional
depreciation for
small companies
Environmental
investment
deduction
Yes
15% - 40% of
investment
Energy saving
investment
44% of cost
Accelerated
depreciation
Various assets
Environmental/ R&D
type assets
Yes – e.g.
environment
Renovation of
buildings
Education
allowance
10% premium on
training costs
20% premium
on training of
employees
Tonnage tax
CT based on
Volume
CT based on
volume
Patent box 80% deduction
of patent
income
5% effective rate
possible
80% deduction of
patent income
Notional
interest
deduction
Deduction for
equity and
reserves
Investment
incentives
Various e.g. funds
and VCs
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% – 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%
Net worth tax
No
No
0.5%
but exemptions
-
-
No/Yes
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
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
Standard rate
21%
21%
15%
19%
20%
8%
Intrastat threshold
- Arrivals
- Dispatches
€700,000
€1,000,000
€900,000
€900,000
€200,000
€150,000
€500,000
€500,000
€550,000
€550,000
Not
Applicable
Directive
2008/9/
EC applies?
Yes
Yes
Yes
Yes
Yes
No
*1 No threshold for non-resident businesses
BDO Offices in Austria
Graz
Linz
Salzburg
Vienna
Villach
PERSONAL TAXES Belgium Netherlands Luxembourg Germany Austria Switzerland
Rates
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
Other taxes
0 – 10%
local tax
surcharge
7% – 9% surcharge
Church tax - 8% - 9%
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
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
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.
Peter Gouw Tax and Valuations Partner
4 Atlantic Quay
70 York Street
Glasgow
G2 8JX
Email: [email protected]
Tel: 0141 249 5260
Contact details
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
Access Europe 2013
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)
Who We Are
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
Business in Belgium Committee
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.
Why 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 new to
the Belgian market
Operated in collaboration with UKTI and the
British Embassy in Brussels.
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
Building your Business in Belgium
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
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
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
Golden Bridge Export Awards
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 - [email protected]
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There has never been a better time...
More information
www.britcham.be or [email protected]
Building your business in Belgium
Nadine Vandenbroucke
Senior Trade Advisor
UKTI Brussels
Access Europe 2013
Belgium : at the crossroads of Europe November 2013
95
Belgium : at the crossroads of Europe Facts and figures on Belgium
96
There is more to Belgium than chocolate, beer and chips!
Belgium : at the crossroads of Europe November 2013
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
Belgium : at the crossroads of Europe November 2013
98
The regions
BRUSSELS CAPITAL (bilingual – predominantly French- speaking)
FLANDERS (Dutch-speaking)
WALLONIA (French-speaking, with a small German-speaking community)
Belgium : The Regions
Belgium: at the crossroads of Europe November 2013
99
Belgian Institutions
Organigram of Belgian political bodies
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
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Belgium : at the crossroads of Europe November 2013
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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
102
Belgium: The Three Economic Regions
Flanders Chemicals, plastics, automotive, life sciences, logistics & food
60% of national GDP
82% export
Brussels bilingual
Home of international & EU Institutions, HQ of multinationals
Service oriented, ICT & Life sciences
2% export
Wallonia Aerospace, pharmaceutical, steel, chemicals, mechanical & electrical
engineering
25% national GDP
16% export
Belgium: Bilateral Trade
103
• 6th export market after US, D, F, NL & IR
• £15.3 billion (2011)
UK-BE
• 4th Supplier
• £18.6 billion (2011)
BE-UK • UK’s 2nd
export market after USA
BENELUX
Belgium : at the crossroads of Europe November 2013
Why Belgium
Belgium: at the crossroads of Euorpe November 2013
104
• Good test market
• Gateway to Europe
• Good logistics
• Close by
• Multi-lingual people
• Anglo-Saxon culture
Business Culture
• Belgians are formal and
cautious.
• Visitors should have
negotiating power/price.
• Keep in regular touch with/visit
your distributor.
105 Belgium : at the crossroads of Europe November 2013
Belgium : at the crossroads of Europe November 2013
106
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
107
Belgium: Strengths of the Country
Core of the EU
(One of the Founders)
Primarily SMEs
Strategic Location
Highly skilled & flexible workforce
Multi-lingual and
multiculturel
Competitive but open economy
Belgium : at the crossroads of Europe November 2013
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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
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Team
Wouter Debeyne (Hi-tech)
Tel +32 2 287 62 42
Email: [email protected]
Gert Wauters (Performance Engineering)
Tel: +32 2 287 62 24
Email: [email protected]
110
Team
Filip Van Kerckhoven (security & defence)
Tel +32 2 287 62 34
Email: [email protected]
Nadine Vandenbroucke (consumer goods, construction, medical
devices)
Tel: +32 2 287 62 33
Email: [email protected]
Belgium: at the crossroads of Europe November 2013
Questions
111
Any Questions?
Belgium : at the crossroads of Europe November 2013
Belgium : at the crossroads of Europe November 2013
112
Michiel Hendrickx
Trade Adviser
UKTI The Netherlands
Access Europe 2013
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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
115
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?
116
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
117
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
118
Geographic and cultural proximity to the UK
• Edinburgh – Amsterdam: 400 miles
• Edinburgh – London: 330 miles
119
Why the Netherlands?
1652
2010
• 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
120
Facts & Figures (1)
GDP:
600 + Billion €
Population:
16.5 + Million
Size:
40,000 KM2
87% Speak
English
121
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
122
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
123
Gateway to Mainland Europe
124
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
125
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
126
Business Culture - Tips
• Use clear communication style
• Minimise use of ambiguous phrases
• Be assertive
• Be upfront about issues
127
Business Opportunities in the Netherlands
128
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
129
Information & Communications Technology
• NL has an advanced ICT sector
• + Application software
• + Business intelligence and analytical tools
• + Security software
• - Hardware
130
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.
131
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
132
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, 1-
3 April 2014
133
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
134
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
135
February 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
March 2013 – Amsterdam
Reception for members of the Anglo-Dutch
business community and Netherlands British
Chamber of Commerce on board the Royal
Navy ship HMS St. Albans.
UKTI Events 2013
136
April 2013 – The Hague
Networking reception for senior members of
the Dutch legal profession at the
Ambassador’s Residence in honour of
Birketts LLP.
May 2013 – Rotterdam
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.
UKTI Events 2013
137
June 2013 – The Hague
Annual Dinner for members of the Dutch and
Belgian chapters of the Institute of Directors
at the Ambassador’s Residence.
July 2013 – The Hague
Seminar for members of the Dutch telecom,
technology, marketing and advertising sector
hosted by British mobile marketing company,
Velti.
UKTI Events 2013
138
Partners in the Netherlands
139
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
140
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
141
Contact Us
British Embassy The Hague
Lange Voorhout 10
2514 ED The Hague
The Netherlands
+31 (0) 70 4270 308
www.gov.uk/government/world/netherlands
@UKTI_NL
Richard Carty
Commercial Director
Netshield
Access Europe 2013
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 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.
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-to-date 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
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
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
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
First Steps...cont.
New Markets…
In Belgium….
It’s proximity to the UK and other European countries
It’s languages, cultures & politics!
We began to comprehend the reasons for expanding in Belgium
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
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
Next steps
UKTI – carried out an OMIS for us on ICT opportunity which was completed in Autumn 2010
Then we came back to do our own market research & talk to people/organisations in more detail – November 2010 & UKTI personnel supported us in this activity
UKTI - We carried out an (ECR) Export Communications Review which was completed in early 2011
From ECR Results we:-
• Rebranded – website, collateral for an international feel
• Started to exhibited at trade shows with the
help of UKTI grants
Marketing Objective
To establish Netshield as a high quality Managed IT service provider
Target Market SME’s with 25 users or more, operating in the following sectors; professional services, business services, legal, associations and manufacturing.
To increase the level of contract customers in Belgium by 50%
Which Way to go?
Business Development Phase
Developed useful relationships/friends/contacts
Met with
Hosted & delivered seminars
Opened an office in Brussels
As a result of joining British Chamber:
We became involved in networking/event sponsorships/PR
Uncovered business opportunities
Business Development Phase
Also recruited Belgians in the UK and currently looking at Belgian Interns
Spent a great deal of time in the last 18 months living & working in Belgium
Have successfully gained long term contracts
Obstacles we faced…
Business culture
Lack of local knowledge
Language barriers
Differences in marketing culture
Unfamiliar with local legislations
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
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 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.
Thank you for listening
Any questions?
Richard Carty
Email: [email protected]
Website: www.netshield.co.uk
:@Netshield
: http://uk.linkedin.com/in/richardcarty
Q&A
Access Europe 2013
Germany, Austria, Switzerland
Workshop
Access Europe 2013
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
Country % assists by country
Germany 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
Table 1 – CER Trade Assists by Country 2012/13 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
Population Size in Mio. (2012)
Sector Germany Austria Switzerland
Food & drink √ √ √
Education √ √ √
Textiles √ √ √
Renewables √ √
Tourism √ √
ICT/techi √ √
Oil & gas √ √
FS/BS √ √
Life
Sciences &
Chemicals
√
√
Non sector √ √
DACH – Broad Summary of Sector Interest Received last 12 months
CER Region
GDP per Capita in $ (2012)
Bosnia-
Herzigovina
$8,400
Albania
$8,200
Slovenia
$28,700
Croatia
$18,100
Montenegro
$12,000
Switzerland
$46,200
Germany
$39,700
Austria
$43,100
Poland
$20,900
Czech Republic
$27,600
Hungary
$20,000
Romania
$13,000
Slovakia
$24,600
Serbia
$10,600
Bulgaria
$14,500
Macedonia
$10,800
Scotland
$32,856 *
Source: www.cia.gov/ and for Scottish data, Scottish Government *Excluding oil and gas
CER Region
Population Size in Mio. (2012)
Scotland
5,2
Bosnia-
Herzigovina
3,8
Slovenia
2.0
Croatia
4.3
Montenegro
0,6
Switzerland
7.9
Germany
81.8
Austria
8.4
Albania
0,2
Poland
38.5
Kosovo
1,7
Czech
Republic
10.5
Hungary
9.9
Romania
21.3
Slovakia
5.4
Serbia
7.2
Bulgaria
7,3
Source: Eurostat / and Scottish Government
CER Region
Real GDP Growth in % (2012)
Source: www.cia.gov/ and Scottish Government
Switzerland
1.0%
Germany
0.7
Poland
2%
Kosovo
2.1%
Hungary
-1.7%
Romania
0.3%
Slovakia
2%
Serbia
- 1.8%
Bulgaria
0.8%
Albania
1.3%
Bosnia-
Herzigovina
-0.7%
Slovenia
-2.3%
Croatia
-2% Montenegro
-5.0%
Czech
Republic
- 1.2%
Austria
0.8%
Scotland
0.4%
CER Region
Total Imports in $ bn (2012)
Poland
$195,4bn
Kosovo
$3,3bn
Czech Republic
$124,2bn
Hungary
$87,3bn
Romania
$67,54bn
Slovakia
$75,9bn
Serbia
$18,3bn
Bulgaria
$31,5bn
Albania
$4,2bn
Scotland
$23,3bn
Bosnia-
Herzigovina
$8,8bn
Slovenia
$28,0bn
Croatia
$20,2bn
Montenegr
o $2,4bn
Switzerlan
d
$287,7bn
Germany
$1.222bn
Austria
$163,2b
n
Source: www.cia.gov / and for Scottish data, UK Office for National Statistics
CER Region
Total Exports in $ bn (2012)
Poland
$188,5bn
Kosovo
$0,4bn
Czech
Republic
$131,7bn
Hungary
$90,2bn
Romania
$58,1bn
Slovakia
$80,6bn
Serbia
$11,3b
n
Bulgaria
$26,8bn
Albania
$
$0,9bn
Bosnia-
Herzigovina
$3,3bn
Slooveni
a
$27,5bn
Croatia
$12,4bn
Montenegr
o $0,4bn
Switzerlan
d $333,4bn
Germany
$1.460bn
Austria
$160,1b
n
Scotland
$37,7bn *
Source: www.cia.gov/ and for Scottish data, UK Office for National Statistics *Excluding oil and gas, data 2011
CER Region
Exports from Scotland to … in £ Mio. (2011)
Slovenia
5
Croatia
5
Switzerland
640
Germany
1,365
Austria
75
Poland 205
Czech Republic
75
Hungary
60
Romania
145
Slovakia
10
Bulgaria
20
Source: Scottish Development International / crm
CER Region
Number of SDI assists (2012/13)
Bosnia-
Herzigovina
1
Croatia 3
Albania
9
Switzerland
19
Germany
358
Austria
47
Poland
27
Czech Republic
17
Hungary
6
Romania
4
Bulgaria
7
Source: Scottish Development International
• 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
What do all DACH economies have in common ?
• 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)
DACH Country Differences
Population Size in Mio. (2012)
Market Awareness Seminar
November 6th, 2013
“The relationship is key”
English at St Andrews
Learn English. Experience Scotland.
• http://www.youtube.com/watch?v=IzoOJfZeYf
Who we are and what we offer…
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
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
Phase 3 – Nurturing the relationship
Be willing to:
• adapt your offering
• outline your offer in
detail
• commit time to face-to-
face contact
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
Thank you!
Please feel free to contact me at:
Tel: 07525 355838
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