Chamber support services for Internationalisation Netherlands. Remco de Bruijn, KvK Nederland Milan, 7 October 2010
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1 Chamber support services for Internationalisation Netherlands Remco de Bruijn, KvK Nederland Milan, 7 October 2010
2 Contents Dutch Chambers of Commerce in a nutshell Reforms 2008 Supporting the internationalisation of SMEs in the Netherlands Internationalisation of SMEs Facts and figures Dutch SMEs and internationalisation Internationalisation services of Dutch Chambers Best practise: Prepare2start programme Introduction Results Activities In practise
3 Dutch Chambers of Commerce in a nutshell Mission Helping entrepreneurs and enterprising people to realize their entrepreneurial ambitions. Activities Information Support Organisation Network of 12 regional public law organisations with about 50 offices and their Association The Netherlands Chamber of Commerce. Governed and financed by entrepreneurs Ministry of Economic Affairs as supervisor.
4 Dutch Chambers of Commerce in a nutshell Our services Information Entrepreneurship: National Agenda (business start-up, international trade, business transfer etc.) Entrepreneurs: Business register (2,1 mio. registered entities) Entrepreneurial environment: research & surveys Support Regional development Policy advice Virtual & physical meeting places Services delivered on the basis of the Chamber of Commerce s core values; close, independent, entrepreneurial and professional
5 Dutch Chambers of Commerce in a nutshell Facts & figures 21 million visits to kvk.nl annually,107 million pageviews telephone calls, desk visits and replies annually CCI Business panel: 7000 members, response rate > 50% CCI online community "Hallo": members individual advisory meetings > CCI seminar visitors visitors annual startup day recipients monthly Chamber Magazine 95% brand awareness, 86% of entrepreneurs is satisfied with CCI services
6 Reforms 2008 Number of chambers: from 21 to 12 Chambers Three domains/tasks: a new trade register, a national agenda and a regional agenda Members of Regional boards: from max. 48 to max. 24 Each member for a maximum of 12 years Entrepreneur Plazas (one-stop shops) located at the Chambers
7 Reforms 2008 Mergers on basis of mutual preferences and minimum size > company registrations
8 Internationalisation of SMEs Some facts & figures on Dutch SMEs and internationalisation 33% of Dutch SMEs export (EU average: 25%) 38% of Dutch SMEs import (EU average: 29%) 23% of Dutch SMEs with FDI, technical cooperation or subcontracting relationships (EU average 17%) 52% of Dutch SMEs are internationally active (EU average: 44%) International activities increase with company size and are sector related Import leads to other international activities International activities focused on neighbouring countries Source: European Commission (DG ENTR), Internationalisation of European SMEs (EIM 2010)
9 Internationalisation of SMEs Actors International Business in the Netherlands Public Policy Economic Affairs - BEB Foreign Affairs Agriculture Public - Implementation Agency NL EVD Chambers of Commerce (KvK) Embassies & Consulates NBSOs NFIA Dutch Trade Board Entrepreneur Entrepreneur Private Policy VNO-NCW MKB-NL Private - Implementation Sector organisations NCH / Fenedex Bilateral Chambers Banks Consultants
10 % of SMEs that state important Internationalisation of SMEs Most frequently experienced external barriers by SMEs on EEA markets external barriers on non-eea markets Lack of capital Lack of adequate info Laws & regulations in foreign countries Cultural differences Lack of adequate public support Costs of difficult paper work for transport Tariffs & other trade barriers in foreign market Tariffs and other trade barriers in home country Source: European Commission (DG ENTR), Internationalisation of European SMEs (EIM 2010)
11 Internationalisation of SMEs Internationalisation Services of Dutch Chambers (2009) Website information ( visits) Brochures (3.800) and downloads (80.000) International Trade Day (2.750 visitors) Seminars (2.400 participants) Individual advisory meetings (1.200 meetings) Exportdocuments ( CoO & EUR-1/EUR-Med) Prepare2Start programme: 751 customers International trade missions & trade fair participation (focus on emerging economies)
12 Prepare2Start - Programme for Starters on Foreign Markets Introduction Objective Eligibility Contents of the programme: Advice & financial support for specific export related activities (50% of incurred costs related to programme activities with a maximum total grant of ) NB: In 2009 the name of the programme changed from PSB to Prepare2Start (P2S)
13 Prepare2Start - Programme for Starters on Foreign Markets Results More than companies participated since start of the programme 2009: 1090 participants (751 by CCIs) 45% of participants have not exported before Trade fair participation & presentation material most popular activities Germany, UK and Belgium most popular target countries 80% of the export plans are executed Currently over 75% of participants that execute their export plans obtain new exports
14 Prepare2Start - Programme for Starters on Foreign Markets Co-financed activities Market research Partner search Trade Fair participation Presentation material Legal advice International patent, trademarks and design registrations Knowledge & skills (courses, interim manager, trainee)
15 Prepare2Start - Programme for Starters on Foreign Markets Finance Entrepreneur: 50% of incurred costs (excl. VAT) related to programme activities with a maximum total grant of Chamber: fee for export plan and fee for implementation (advice/support) Amounts are paid by the NL EVD Agency for International Business and Cooperation. Original source is Ministry of Economic Affairs
16 Prepare2Start - Programme for Starters on Foreign Markets How does it work in practise for SMEs & chamber advisors? Check eligibility Check export readiness Why go international? Internationallisation knowledge & skills? Financial capacity? Production capacity? Personnel? Knowledge of target market? Unique selling points? Appointment for making an internationalisation plan with CCI advisor
17 Prepare2Start - Programme for Starters on Foreign Markets Drafting of an internationalisation plan Introduction (basic company info, motivation for internationalisation, target market ideas) Internal analysis Marketing & sales (USPs) Finance Production Logistics Personnel & Organisation External analysis Macro filter (population, geography, economy, culture, political situation, level of technology, infrastructure) Micro filter (market size, competition, market access) Strategic considerations & market entry strategy Target group, positioning & marketing-mix Action plan (PSB instruments delivered by consultancy firms, lawyers etc.)
18 Prepare2Start - Programme for Starters on Foreign Markets Implementation support Chamber advisor helps entrepreneur with questions that arise during implementation Chamber advisor directs the entrepreneur to organisations (in NL and in target country) that can deliver Prepare2Start activities Chamber advisor monitors implementation every six months
19 Questions?
20 Thank you for your atention! Remco de Bruijn European Affairs Manager The Netherlands Chamber of Commerce (KvK Nederland) Tel
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