Land Forces Terry Whelan Land Defence Australia Limited

Transcription

1 Land Forces 2014 Terry Whelan Land Defence Australia Limited

2 22-25 September Brisbane Exhibition Centre Over 300 Exhibitors Chief of Army s Conference LEWG Meeting LAND 400 Briefing International, Asia-Pacific Scope Free Trade Visitors Land Forces 2014

3 SME ADVOCATE Your advocate with Primes and Defence Meeting Rooms for use by SME (bookings) Area for informal discussions Don t know or need help

4 Australian SME Support Trade Show/Defence Business Training Onsite Mentoring Industry Support Programs Supply Chain Service Hub Breakfast Sessions Smart Phone App Defence Engagement

5 Trade Show Training Training Courses to get best from shows Leverage maximum benefit from trade show Learn how to set up your stand Prepare a trade show plan / Work your plan Learn about Global Supply Chain Learn about Defence Procurement Learn about Industry support services

6 Onsite mentoring Instructor follow up onsite One-on-One Coaching, review of Show Plan Introduction to Global Supply Chain Units Introduction to other primes and delegates

7 Breakfast Sessions Breakfast / Presentation networking event for Australian SMEs. By Invitation only Sponsored event in conjunction with Commonwealth. Who would you hear from let me know

8 Smart phone app Floor Plan and trade directory access Schedule manager Contact manager Enhanced company information QR Scanner

9 Defence Engagement Chief of Army and Defence Minister have strong commitment to the benefits this Expo can provide to Australian Small Business. Subsidised Exhibition Sites. Free Trade Visitor Entry. AMDA consultants engaging with Army, DMO to ensure they engage directly with SMEs in the Australian Precinct.

10 Smart phone app Questions??

11 Australian Military Sales Office (AMSO) Brendhan Egan Director General AMSO professionalise re-prioritise standardise benchmark improve industry relationships and industry performance lead reform

12 What we do We assist Australian defence industry by identifying and generating sales opportunities in international markets. This includes: supporting and facilitating a range of transactions such as Government-to-Government (G-to-G) and Commercial-to- Government (C-to-G) sales; and assisting Australian companies to gain support contracts when Australian Defence Force (ADF) equipment is sold. We also support Defence in facilitating the disposal of major equipment and capability platforms (i.e. aircraft, vessels, weapons and vehicles).

13 What we deliver Products and Services Existing or surplus inventory Existing contracts New contracts Provision of services Provision of Intellectual Property Transactions Sales Gifting Leasing Loans Heritage Disposals Transaction Arrangements Government-to-Government (G-to-G) Government-to-Commercial (G-to-C) Commercial-to-Government (C-to-G) Commercial-to-Commercial (C-to-C) Disposals to Community

14 AMSO Benefits Australian defence industry provides leading-edge capability solutions to military requirements in Australia and abroad across the maritime, land, aerospace, electronics, and weapons sectors. We provide opportunities to improve and enhance the ability of industry to promote and export these products, and for foreign governments or commercial customers to buy them. We do this by leveraging off our diplomatic relationships and international networks, to identify sales opportunities. We provide foreign governments with the ability to purchase new defence, or ex-adf equipment, under a G-to-G arrangement. This includes support throughout the sales process, including the provision of a dedicated Case Officer.

15 Sales What we do We provide a centre of expertise to support Australian defence industry and Defence in the sale of new defence, or ex-adf, equipment, including: operating a helpdesk for sales enquiries (open to the public and Australian defence industry); supporting a variety of sales arrangements (i.e. G-to-G / C-to-G); providing a dedicated sales Case Officer and a team of experienced personnel to support the sales process; and facilitating export and other required approvals (i.e. International Traffic in Arms Regulations (ITARS)). The AMSO is currently developing marketing materiel to provide our customers with information on products for sale to be released in mid-late 2014.

16 Our Sales Process How customers buy from us Initial customer enquiry to the AMSO Helpdesk If able to proceed, AMSO provides the customer with Expression of Interest (EoI) template Customer completes EoI and submits to the AMSO Helpdesk AMSO reviews EoI, and if able to proceed, provides customer with Letter of Request (LoR) template outlining purchasing options Customer completes LoR and submits to the designated AMSO Case Officer AMSO reviews LoR, and provides customer with Letter of Offer (LoO) and instrument of sale Instrument of sale negotiations Customer accepts LoO, signs instrument of sale and makes upfront payment to AMSO Transport of product to customer AMSO Responsibility Customer Responsibility

17 Disposals What we do We provide support and guidance to Defence in the management of major disposal activities, including: providing a centre of expertise in the disposals function and for G-to-G sales of ADF equipment; assisting Australian companies to gain support contracts when ex-adf equipment is sold; operating an AMSO helpdesk on major disposals, including for the public; ensuring disposals comply with ITARS, export restrictions and international requirements; providing procedural and policy guidance; and assisting in determining the most appropriate disposal method and providing on-going support through the disposals process. Items expected to recover more than $1.0 million in revenue, capability platforms, weapon systems, items of significant public interest, and items which require specialist disposal action and planning, are classified as Major Disposals.

18 AMSO Success Stories Since its inception, the AMSO has proven successful in facilitating a number of sales, including assisting: Northrop Grumman Integrated Defence Services in gaining a maintenance support contract for the sale of C130H Hercules aircraft to the Government of Indonesia; assisting two Australian defence firms to win a United States Department of Defence tender to manufacture a personal counter improvised explosive device system; Bushmaster Indonesia; Bushmaster Japan; Bushmaster Netherlands, maintenance in Brisbane.

19 Team Defence Australia (TDA) The International Engagement Branch facilitates participation by Australia s defence companies at select international defence trade events and trade shows under the TDA banner. Defence companies can apply to participate in these events. Applications are assessed against several criteria and priority is given to companies that support a priority industry capability. Those companies wishing to apply should provide a detailed application as positions on these stands can be very competitive. Those companies selected to participate in the TDA stand are provided space (and facilities) free on charge.

20 Team Defence Australia (TDA) TDA will participate in the following international defence trade exhibitions in : Association of the United States Army Exhibition (AUSA) Washington, Oct 2014 International Naval Defence & Maritime Exhibition (EURONAVAL) Paris, Oct 2014 Indonesian Defence Exposition (INDODEFENCE) Indonesia, 5-8 Nov 2014 International Maritime & Naval Exhibition (EXPONAVAL) Chile, 3-7 Dec 2014 International Defence Exhibition and Conference (IDEX) Abu Dhabi, Feb 2015

21 Team Defence Australia (TDA) Langkawi International Maritime & Aerospace Exhibition (LIMA) Malaysia, Mar 2015 International Defence Industry Fair (IDEF) Turkey, 5-8 May 2015 Defence Security & Equipment International Exhibition (DSEi) London, Sept 2015 Association of the United States Army Exhibition (AUSA) Washington, Oct 2015 Dubai Airshow UAE, 8-12 Nov 2015 Further details regarding Call for Applications to participate in these trade shows will be posted shortly. Please regularly check the TDA website for updates as they become available. Website:

22 Contacting the AMSO Please direct all AMSO enquiries to:

23 FOCUSED: CONNECTED: PROVEN:

24 Fantasea Cruises CAN I GET ACCESS TO SERIOUS MONEY? May 14 Confidential: Export Solutions Pty Ltd 26

25 Fantasea Cruises YES - APPLY FOR EMDG FUNDING FANTASEA CRUISES HAVE RECEIVED OVER $470,000 TO FUND ITS MARKETING EFFORTS May 14 Confidential: Export Solutions Pty Ltd 27

26 EMDG Serious Money particular companies in a range of industries Company - Industry Location No. of Years Total Grants Mining - Services Perth 7 $967,338 Computer Hardware Melbourne 6 $740,270 Manufacturing - Medical Brisbane 4 $636,930 Manufacturing - Industrial Melbourne 5 $603,780 Tourism Melbourne 5 $568,342 Computer Services Adelaide 3 $451,698 Education & Training Adelaide 4 $466,295 Manufacturing Perth 5 $385,541 Wine & Beverages Tanunda 3 $489,649 Computer Software Sydney 5 $351,987 Last year many of our clients received more than $100,000 May 14 Confidential: Export Solutions Pty Ltd 28

27 Radiator Wetsuits AM I ELIGIBLE? WHAT SHOULD WE DO WHEN THE GOVERNMENT SAYS NO? May 14 Confidential: Export Solutions Pty Ltd 29

28 Radiator Wetsuits YES - IF YOU SPEND OVER $15,000 May 14 Confidential: Export Solutions Pty Ltd 30

29 EMDG Eligibility Are you considering exporting your services or products overseas? Are you an Australian business? Does your business have an ABN? Has the business received less than 8 EMDG grants? Is your annual income $50 million or less? Are you intending to earn export dollars? Will you be THE principal in the export transaction? May 14 Confidential: Export Solutions Pty Ltd 31

30 EMDG NOT Eligible Producer: Grape Grower Principal in the export transaction Manufacturer: Processor of Product NOT Eligible Distributor: Australian Buyer Eligible EDMG Here Overseas Customer May 14 Confidential: Export Solutions Pty Ltd 32

31 EMDG Principal in the export transaction Producer: Grape Grower NOT Eligible Manufacturer: Processor of Product Eligible Commission Sales Agent: NOT Eligible EDMG Here Overseas Customer May 14 Confidential: Export Solutions Pty Ltd 33

32 Beurteaux IS THERE A CATCH? ARE WE WASTING OUR TIME CHASING GOVERNMENT ASSISTANCE? May 14 Confidential: Export Solutions Pty Ltd 34

33 Beurteaux YES - THE MONEY ISN T UPFRONT MAXIMISING THE EMDG FUNDING AVAILABLE HELPED TRANSFORM BEURTEAUX INTO A GLOBAL ENTERPRISE May 14 Confidential: Export Solutions Pty Ltd 35

34 EMDG The Catches Only certain expenses are eligible The money is not upfront - so you will have to spend the money first - it s a rebate! Grant is on a cash basis. Need to pay for costs in grant year Don t miss the 30th November deadline Need to provide financials If you manufacture overseas then need to show the business provides Significant Net Benefit to Australia IP exporters need to show they own the rights May 14 Confidential: Export Solutions Pty Ltd 36

35 EMDG Eligible expense categories Grants in this expense category Number $M Spent 1. Overseas representative Marketing consultants Marketing visits 2, Communications Free sample 1, Trade Fairs/Seminars/Promotions 1, Promotional literature and advertising 2, Overseas buyers Trademarks and patents May 14 Confidential: Export Solutions Pty Ltd 37

36 EMDG How much will you get back Overseas representative Marketing consultants Marketing visits Communications Free sample Trade Fairs/Seminars/Promotions Promotional literature and advertising Overseas buyers Trademarks and Patents Total eligible expenditure Less non reimbursable amount Sub total Grant amount (50%) Sample 18,000 9,000 25,000 8,000 7,000 18,000 10,000 95,000 5,000 90,000 45,000 Maximum 122,000 20,000 41,000 5,000 13,000 40,000 34,000 5,000 30, ,000 5, , ,000 May 14 Confidential: Export Solutions Pty Ltd 38

37 Füritechnic WHAT S NEXT? May 14 Confidential: Export Solutions Pty Ltd 39

38 Füritechnic PLAN FÜRITECHNICS NEEDED AN INNOVATIVE APPROACH TO CLAIM AN EMDG, WHICH HAS FUNDED SIGNIFICANT OVERSEAS EXPANSION May 14 Confidential: Export Solutions Pty Ltd 40

39 EMDG Process Assess your Potential for grant assistance Help plan and structure your Grant process Will provide a kit to help capture relevant expenses Review, Clarify and Maximise your Claim Export Solutions will Lodge Claim Audit by Austrade Receive Rebate May 14 Confidential: Export Solutions Pty Ltd 41

40 EMDG Summary If you are exporting or intending to export $137.5 million available this year Maximum $150,000 per applicant Wide range of industries and services Non competitive grant process Grant reimburses monies you have spent developing an export market If you spend more than $15,000 you should be applying for a grant May 14 Confidential: Export Solutions Pty Ltd

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42 Trade Fairs: Market and Promotion Why attend trade fairs? Meet new clients, industry networking Provides focused group of contacts (new/existing) Launch new product, product awareness Raise profile and gain exposure Benchmark, Competitors and industry trends Commitment to the market and region Utilise the media for further exposure 44

43 What is a good Trade Fair? Do your research Established and proven track record Well regarded by the industry and the market Audited, Statistics and Post Show report Far reaching promotional campaign Who are the Organisers? Testimonials from past exhibitors International Accreditation 45

44 CONTACT EXPORT SOLUTIONS Gemma Hansen Susan O Connell susan@exportsolutions.com.au