Paving the way to Europe

Export Coaching Programme (ECP) : Medical Devices & Laboratory Equipment 2009 - 2015

Presentation by Mr. D.L. Pandya, Editor & CEO,
MEDICAL PLASTICS DATA SERVICE

• Strengthening the competitiveness of manufacturers in developing countries on the European market

• Results: participants will have…

• acquired all required knowledge and skills to meet the requirements of the EU market
• been able to obtain highly valuable trade contacts in Europe
• had the assistance to develop these contacts into sustainable trade relationships with European buyers

ECP Product groups (tentative)

ECP: 5 Steps towards Sustainable Exports

• Application & selection (2009)
• Technical assistance (2009 – 2011)
• Export marketing training (2009 - 2010)
• Access to the market (2010 – 2014)
• Market consolidation (2011 – 2015)

Application & Selection (2009)

• Application forms

• Pre-selection on basis of ECP criteria

• Export Audit + Action Plan

• Performed by teams of CBI Experts

• Output for CBI: in-depth information on company potential and commitment of management

• Output for you:

• Export Audit as a free assessment of export potential

• Action Plan as a well-structured roadmap for realizing sustainable exports to Europe

• Final Selection

• On basis of outcome Export Audit

Technical Assistance (2009 – 2011)

• Objective: meeting EU Market Requirements

• Legal compliance

• CE (all classes), WEEE, RoHS, REACH etc.

• Buyers requirements

• market standards like ISO 9001, ISO 13485 etc.
• product & process quality
• logistics
   
• Instruments:

• On-site coaching (company visits by CBI experts)
• Distant coaching (continuously)

Export Marketing Training (end 2009 - 2010)

• Objective :  improving marketing knowledge and skills

• EU market knowledge

• Market Research
• Market Access Requirements

• Export Marketing skills

• choosing smart marketing strategies (trade fairs, e-marketing)
• writing of Export Marketing Plan (EMP)

• Trade Fair preparation

• pre-fair acquisition; stand behaviour; effective follow-up

• E-business

• website design; e-marketing
   
• Instruments:

• Multi-day Workshops (locally) – end 2009 / 2010
• EXPRO seminar week (Netherlands) – 2010

Market Access (2010-2014)

• Objective: acquiring trade contacts

• Start doing business!

• Instruments:

• Trade fair participation
• Medica trade fair in Dusseldorf, Germany
• specialized fairs (min. 5 applications per trade fair)
• Congress / seminar participation
• B2B marketing assistance in Europe
• E-business advice

• Objective: turning contacts into relationships

• Building longlasting trade relationships
• Realizing sustainable exports to EU

Instruments:

• B2B assistance in Europe Market
• Distant coaching

General CBI Criteria for participation

Companies eligible for participation have:

• at least 51% local ownership;
• 25 to 500 employees;
• no joint venture with a company based in a country with a classification of UMIC or higher;
• compliance or the willingness to comply with EU market requirements;
• no licensing commitments that prohibit or limit export possibilities of products to the EU
• competitive prices and sufficient production capacity;
• a management which is able to communicate in English;
• the willingness and capacity to invest in adaptations of, for instance, product assortment and production processes, if and as required by the European market.

ECP-Specific Criteria for participation

Companies eligible for participation are furthermore:

• producing within the product range of the ECP
• committing to meet the following general approvals and certifications within the first 12 months of the programme:

• CE
• ISO 13485
• EU-country specific medical approvals

• committing to work towards the following additionally desired approvals and certifications (where applicable) during the programme:

• ISO 14000
• SA 8000
• ILO related standards

Financial Investments

• Commitment fee (after final selection)

• € 1000

• EXPRO seminar and local workshops

• No fees. CBI and Partners arrange for accommodation and contributions to international travel costs

• Trade fair / congress participation

• CBI / Partners: stand, promotion, consultancy
• Participant:

• travel, hotel, meals, promotional material, samples
• 2nd time fee: costs of stand space
• 3rd time fee: costs of stand space and 50% of stand construction

Other Investments

• Knowledge

• EU Market Information
• Certifications and standards

• Time

• Repeated trade fair participation
• Consolidation of trade contacts

• Communication

• Keep Team of Experts up-to-date

Return on Investments…

Result previous ECP Medical Devices (2001-2007):

• more than 30 participants at Europe’s leading trade fair Medica
• together realising more than 1000 business contacts worldwide
• resulting in more than € 30 million additional exports to Europe

Partnering in favour of you

CBI and partner BSOs join forces in order to be able to assist you optimally

Your advantages of a jointly executed ECP:

• More support by combining resources of organizations
• Better support by combining expertise on local and European market
• Streamlined advice given by multiple experts
• Workshops and trainings given ‘around the corner’
• More frequent personal contact

ECP open for India? Depends also on you!

• ECP will be open for a restricted amount of countries
• India is shortlisted as a possible country for enrolment of companies
• Final decision on inclusion of countries dependable on:

1. Number of interested companies complying with Selection Criteria
2. Opportunities of cooperation with partner BSOs

• Fill in the CBI Registration Form TODAY in order to:

• underline the interest from the Indian export sector
• to be kept up-to-date with the application procedure
• For selected countries application will be open from mid 2009 onwards; check www.cbi.eu/medical !

Mr. W. Vos, Programme Manager
Centre for Promotion of Imports from Developing Countries (CBI)
P.O. Box 30009, 3001 DA Rotterdam, The Netherlands
Phone: +31 (0)10 2013437 Fax: +31 (0)10 4114081 (fax)
Email: wvos@cbi.eu Website: http://www.cbi.eu