Business Opportunities in Scandinavia - Scottish Enterprise · Business Opportunities in...

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Business

Opportunities in

Scandinavia

19 April

Perth


Welcome!

Kristell Clunie


Richard Higginson

Nordic Business Development

Executive

Scottish Development

International

Copenhagen, Denmark

The Nordics

• SDI development in the Nordics

• Introduction to the Nordic countries and key sectors

• Business culture

• Nordic Investment and Trade priorities

• Working with UKTI and the Chambers

The Nordics – facts

• Combined market of 25 million people

• The Nordic economies are open and transparent, with a focus on green technologies, digital

innovation and high tech, social responsibility and modern welfare.

• The Nordic model varies from country to country, but all believe in combining open economies

with public investment in human capital and in sharing a political goal of encouraging strong social

cohesion: a mixture of high public spending and overall tax burdens, a high degree of labour union

membership, low barriers to free trade, competition, public pension schemes, free education and a

universal healthcare system.

• For years the Nordic countries have led in the Global Innovation Index, the Corruption Perception

Index and the Scandinavian countries are all among the top 10 in the World Bank’s Doing Business

Report 2015.

• Own languages and monetary units – kroner, Finland only country in Euro zone

The Nordics – facts

• In 2012, the Global Green Economy Index ranked Denmark, which aims to be entirely fossil-fuel

free by 2050, in first place and named Copenhagen the Greenest City.

• In 2011, bilateral trade between the Region (including the Baltics) and the UK reached £74.5

billion, making the Nordic & Baltic countries combined, the UK’s sixth largest export market after

the US, Germany, Netherlands, France and Ireland.

• Norway and Iceland non EU members, but through the EEA-Agreement they have taken on the

obligation to implement all EU legislation relevant to the functioning of the internal market.

Denmark Key Facts

• Total population: 5.7 million

• Population of capital city Copenhagen: 425,249

• Area: 43,098 square kilometres - Border countries: Germany, Sweden

• Government: Constitutional Monarchy - Head of state: Queen Margrethe II

• Natural resources: petroleum, natural gas, fish, salt, limestone, chalk, stone, gravel & sand

• Major exports: machinery & instruments (22%), fuels & chemicals (26%), agricultural & food processing ( 19%)

• Major export trading countries: Germany (19%), Sweden (12%), UK (8%), Norway (7%), USA (6%)

• Major imports: machinery & engineering (22%), Manufactured goods & instruments (14%), agricultural & food processing ( 13%), fuels, chemicals & raw materials (14%), chemicals (12%)

• Major import trading countries: Germany (21%), Sweden (13%), Netherlands (8%), China (6%), UK (5%)

Denmark Key Sectors

• Infrastructure, engineering and transportation: incl. £2.5 billion Femern Tunnel link to Germany

• Cleantech and energy: World leader with Danish companies controlling one third of the global

wind market. Wind industry supply chain revenue in 2011 was £6 billion. The Danish oil & gas

industry is also expanding with around £4 billion being spent in the North Sea.

• Healthcare: A large biotech and pharma industry and one of the largest hospital infrastructure

projects in Europe (estimated £4.5 billion to be spent from 2013 - 2020 on new super hospitals)

• Defence and security: All reas of military hardware and software, an increasing interest in cyber

security and the outsourcing of military logistics and management.

• Other areas for (trade) market opportunities are IT & telecommunication equipment,

professional services, food & drink and consumer goods.

• Known companies: Carlsberg, Lego, Vestas, Novo Nordisk

Norway Key Facts


• Population of capital city Oslo: 613,000

• Area: 324,000 square kilometres - Border countries: Sweden, Finland, Russia

• Government: Constitutional Parliamentary Democracy - Head of state: King Harald V

• Natural resources: petroleum, natural gas, iron ore, copper, lead, zinc, titanium, pyrites, nickel, fish, timber, hydropower

• Major exports: petroleum & petroleum products (52%), fish (5.4%), machinery & equipment (8%), metals (1.5%), chemicals (1.4%), ships (5%)

• Major export trading countries: UK (23%), Germany (17%), Netherlands (13%), France (6%), Sweden (6%), Belgium (5%)

• Major imports: machinery & equipment (38%), motor vehicles (10.1%), chemicals (1.4%), metals (4%), foodstuffs (6%), clothing (4.3%)

• Major import trading countries: Sweden (12%), Germany (12%), China (9%), UK (7%), Denmark (6%), US (6%)

Norway Key Sectors

• Oil & gas: accounts for 50% of the country’s export revenue and 25% of the country’s

investments, 30% of the government income and 25% of Norway’s GDP. There are 250,000 jobs directly and indirectly related to the industry. Norway is the third biggest oil exporter and fifth biggest gas exporter in the world, and alone meets 16% of all European gas consumption.

• Shipping/maritime: second largest sector focused on ship repair and construction of vessels ranging from fishing trawlers through to catamarans and seismic exploration vessels.

• Power generation: A need for nearly £14.5 billion grid investments, of which around half is for the national grid. This includes planned interconnectors between Norway and the UK and Norway and Germany.

• Seafood: Europe’s largest supplier of fish and fish products. 95% of production is exported, in the form of over 2,000 different products, to around 150 countries.

• Services: technical consulting, finance and insurance, legal and auditing, marketing and public relations, and management consulting.

• Known companies: Statoil, Aker

Sweden Key Facts


• Population of capital city Stockholm : 881,235

• Area: 450,000 square kilometres - Border countries: Finland, Norway

• Government: Constitutional Monarchy, Parliamentary Democracy - Head of state: King Carl Gustaf XVI

• Natural resources: iron ore, copper, lead, zinc, gold, silver, tungsten, uranium, arsenic,

feldspar, timber, hydropower

• Major exports: industrial machinery (15%), chemicals & rubber products (13.9%), vehicles (13.1%), electronics & telecom (11.6%), wood & paper products (11.3%), minerals (10.6%)

• Major export trading countries: Norway (10%), Germany (10%), UK (7%), Finland (7%), Denmark (7%), US (6%), the Netherlands (5%)

• Major imports: mineral fuels & electricity (16.6%), electronics & telecom (16.3%), chemicals & rubber products (12.6%), vehicles (10.9%), food, beverages and tobacco (10%),

• Major import trading countries: Germany (17%), Norway (8%), the Netherlands (8%), Denmark (7%), UK (6%), Finland (5%), China (5%), France (4%)

Sweden Key Sectors

• Transport and infrastructure: national programme for rail and road expect a £45 billion investment over the next ten years.

• Automotive industry: one in ten jobs is related to the automotive business and Swedish companies produce around 10% of world production of heavy vehicles.

• Life science: highest per capita spending in Europe on R&D . Focus on medical innovation and drug discovery (large biotech base).

• Consumer goods: strong purchasing power, often with double income households and lower

social costs compared to many other European countries.

• Renewable energy: close to half of Sweden’s energy comes from renewable technology.

• Defence and security: Sweden has a long tradition of producing high quality defence and security materials.

• ICT, electronics and telecoms: In 2012, Sweden was ranked number one in the digital economies by the WEF. It is regarded as the frontrunner in utilising new technologies and setting consumer trends.

• Known companies: Volvo, IKEA, H&M, Stena Line, Skanska

Nordic Business culture

• In general a flat hierarchy and do not be surprised by "straight talking" in particular in Denmark

and Norway where it is normal practice to be direct.

• Sweden is more consensus oriented

• Punctuality is essential for both business and social occasions (but less strict than in Germany!)

• Presentations are precise and concrete and honesty is expected and respected.

• The typical greeting is a firm handshake with good eye contact on arrival and departure – though

hugging is also becoming standard practice with close contacts.

• Business cards are widely used and English is widely spoken in business circles.

• The dress code in the Nordics is more casual than in the UK and tie is only worn at formal

meetings. Jeans and jacket is a normal attire, also in meetings.

•Business lunches and dinners are less common than in Scotland – most larger companies have

canteens, where business contacts are also invited.

SCOTTISH DEVELOPMENT INTERNATIONAL (SDI) – NORDICS

WHAT WE CAN DO FOR YOU

• Market intelligence on the different sectors, reimbursement, incentives, trade-fairs, companies

(background check on potential partners)

• Basic market research according to your needs and using local sources

• Facilitate contacts to useful intermediaries – trade

associations, trade clusters, economic development agencies, UKTI, chambers of commerce, Global Scots

• Research company contacts for your target list

• Suggest avenues to finding distributors or potential partners

• Advice on setting up a business and on finding employees / a self-employed representative

• Visits to market for individual companies and delegations.

• Also available to meet in Scotland to give an overview of the market 5.3 5.6

9.6

5.1 5.5

Scotland Denmark Sweden Norway Finland

Population in mill. (2013)

Richard Higginson Nordic Business Development Executive [email protected] Mobile: +45 52 40 68 75 Scottish Development International Copenhagen, Denmark


David Wilkinson

Globalscot

People

Pop. GDP pH

Sweden 9.7m $47K

Denmark 5.6m $44K

Norway 5.1m $67K

Finland 5.3m $41K

Estonia 1.3m $27K

Latvia 2.2m $23K

Lithuania 3.0m $27K

Iceland .31m $44K

Greenland .05m $22K

Total 32.6m NA

Scotland 5.3m $45K

Doing business in the Baltics

• Common language English

• Be polite- be clear

• They like Brits-Scotland is exotic

• Never ever be late- be on time

• The region closes from Midsummer through July

• They deliver on time and expect the same

• Be concise- don’t waffle

• Be patient- they don’t rush- don’t push too hard

• Payment on time- interest on overdue payments

‘and

• Informally formal

• Design Matters

• Technology- technology-technology

• Sweden – brand developers- IKEA, Absolut Vodka,

TetraPak, H&M

• Denmark- Design- Lego- Norma

• All very brand aware

• Skilled and well qualified

• All are cool and appear laidback- bad mistake

‘and

• Always do what you say you will do

• Take a gift

• Culture- history

• Strong employee protection

• Highly developed IP system – similar to the UK

• Bureaucratic

• Obey the rules.

• Seller beware

• Don’t speed

• Never ever drink and drive

Sectors

• Food & Drink- From feast to famine

• Craft Beer- State Monopoly shops- Alko-Systembolaget-Vinmonopolet

• Life sciences

• Games Industry

• Fashion

• Medical devices

• Forestry

• Oil & Gas- Norway

• IT- Technology -Linus Torvalds- Linux

• Research- Manufacturing- Technology – FIMEEC-

• Cooperation

• What is it?

• How can it help?

• Is it right for me?

• http://www.globalscot.com/about

The GlobalScot network

We can help put your Scottish business on the international map.

Baltic Region Challenges

Norway- Price of oil

Sweden- Immigration

Finland Russian sanctions- Nokia- high unemployment

Denmark Small very open economy

Estonia, Latvia. Lithuania Nervous- Russian ambitions.

Doing Business in

Scandinavia EEN Scotland

Title of the presentation | Date |27

The Enterprise Europe Network is...

…the world’s largest business-to-business collaboration support network …4000+ Advisers …available free to all Scottish businesses


EEN Partner Countries

EEN Offices in Scandinavia

Sweden (21 offices), Denmark (7 offices), Norway (5 offices)


Scandinavian EEN – covering ALL regions

Norway (5)

Denmark (7) Sweden (21)


Using the EEN to suit your business needs

Find Partners

• Business partner

• Technology partners

• R&D partners (EU grants)

Research

• Market research

• EU policy

Events

• Brokerage events

• Missions

SME Access to EU Funding

• SME Instrument, Eurostars, FTI


Facilitating All Forms of Partnering

Development Production End-user Research Sales

Help finding suppliers and customers, and assistance in developing and exploiting technology / knowledge

•Partner search for R&D co-operation, i.e., EU Funding

•Technology co-operation •Joint Venture

•Manufacturing •Licensing

•Agency / Distribution


Research & Leads

Research

•EU legislation, taxation, standards & regulation

•Feedback EU trading complications to the Commission

Leads

• Proactively sourcing partners in all 50+ countries

• Business cooperation databases

• Qualifying leads

• Warm introductions

Partnerships

Events and Missions

Research & Leads

Partnership Database


Live Opportunity Search

http://www.enterprise-europe-scotland.com/content/search/


Live Opportunities: Denmark

Danish Technology Request

‘The company is looking for either companies or knowledge organisations which can

demonstrate technologies for water recycling or water reduction which have been

tried and proven in industrial food processing sectors - preferably in the meat industry.’

http://www.enterprise-europe-scotland.com/content/search/profile-detail/?TechRef=TRDK20160125001


Live Opportunities: Norway

http://www.enterprise-europe-scotland.com/content/search/profile-detail/?TechRef=TRNO20160126001


Live Opportunities: Sweden

Swedish Business Request: ‘The company seeks new smart and sustainable products,

tools and solutions for treating floors (as well as packaging) within the floor industry.’

http://www.enterprise-europe-scotland.com/content/search/profile-detail/?TechRef=BRSE20160329001


Events and Missions

EEN Organised Missions

• Focused visits between a group of like minded

companies, i.e., Market Visit to Sweden / Pharma Mission

to Denmark / Craft beer mission to Denmark

Brokerage Events

• Alongside major trade fairs

• Supported by an online catalogue of participants and

online meeting booking system

Partnerships

Events and Missions

Research & Leads

Partnership Profile


Search EEN Events by Region/Sector/Keyword

http://een.ec.europa.eu/tools/services/SearchCente

r/Search/EventSimpleSearch


92 Upcoming events in Scandinavia...

Research & Innovation

Actions

Innovation Actions

Near to market R&D Projects

Demonstration market

replication

Consortia – min 3 partners, 3

countries

1 additional non-UK partner

Single SME (also groups)

Prescriptive & Thematic Calls

Bottom-Up Projects – no

thematic focus

Thematic Calls, but flexible projects

100% Funding TRL 3-6

70% Funding TRL 5-7

60% Funding TRL 3-6

70% Funding TRL 6-9

Value Varies Up to €360K Phase 1: €50k

Phase 2: €0.5 - 2.5m

Societal Challenges & Industrial Leadership

Eurostars **

SME Funding Opportunities under Horizon 2020 (and associated programmes**)

SME Instrument

Prescriptive & Thematic Calls

Consortia – min 3 partners, 3

countries

Value Varies

Fast Track to Innovation

5 from 5 countries, Min.

3 from 3

Bottom-Up Projects – no

thematic focus

Demonstration market

replication

70% Funding TRL 6-9

Maximum 3m

Supporting SME Access to EU Funding


Pro-active Scouting with the EEN Scotland

Register with us for the following FREE services

http://www.enterprise-europe-scotland.com/content/sign-up/

• E-zines - events, legislation and information in your sector

• Sign-up for email opportunity alerts

• Access to the Partnership Database

Connect with us to stay informed

Twitter: https://twitter.com/eenscotland

Podcasts: http://eenscotland.podbean.com/


EEN Scotland Contact Points

EEN Scotland Website

www.enterprise-europe-scotland.com

Enterprise Europe Network Website

www.een.ec.europa.eu

General team contacts:

Scottish Enterprise Region:

[email protected]

Highlands & Islands :

[email protected]

mailto:[email protected]

Thank you!

www.enterprise-europe-scotland.com

http://www.enterprise-europe-scotland.com/





Jane Milroy

Export Adviser

Scottish Enterprise

Specialist trade and inward investment arm of: - The Scottish Government, - Scottish Enterprise, and - Highlands and Islands Enterprise

Single point of contact for all international business development needs

Scottish Development International (SDI) – Who are we?

GOVERNMENT AMBITION:

50% increase in international exports by 2017

Team Scotland Approach

• Customer focussed 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

Increasing international Trade

• More Scottish businesses trading internationally

• Greater support of Growth Businesses

• International exploitation of Scotland 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 focussed on opportunity

• Emerging markets

SCOTLAND’S TRADE AND INVESTMENT STRATEGY

Scotland’s Trade and Investment Strategy

RAISING INTERNATIONAL AMBITIONS – 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 • 28 overseas offices (increasing to 29) • UKTI partner in Scotland Embed within Industry Strategies e.g. Oil & Gas Strategy, Tourism Selling Scotland

2013 Scottish International Exports (excluding oil & gas) estimated at £27.9 billion

Estimate of ONLY 15% of SME’s selling goods & services overseas – 10,000 to

15,000 companies

Scotland’s Export Challenge

Top 5 industry sectors = 49% total international exports from Scotland

Top 5 international export markets = 40% total international exports from Scotland

Global Connections Survey (GCS) 2013

Barrier to export development %

Products/services unsuitable for export 13.1%

Transport costs 11.0%

Lack of resources/managerial time 10.9%

Currency/exchange rates 9.5%

Legislation and standards 8.3%

Setting competitive prices 8.1%

Form of assistance required %

Introduction to Overseas Customers 13.3%

Exhibiting at Trade Fairs 10.4%

Information on Business Opportunities 10.2%

Market Research 10.0%

Introduction to Agents/Distributors/JV

partners 10.0%

International Marketing 9.8%

1900 companies in survey

SDI-Export Advisory Service 1-2-1 Advice-locally

I need help identifying

the right market for my

product/service and

finding partners?

I’m new to selling

internationally –

where do I start?

Preparing to

Export

Programme

I need help making

connections and testing

which international market(s)

are right for my business.

International

Strategy Workshop

International

Marketing Expert

Market

Research/Technical

Support

Market Entry

Global Scot network

SDI/UKTI Offices

Missions/Exhibitions/LJ’s

International Trade

Advisor – One to

One support

How can we help company’s international growth plans

I need help with

developing my

international

marketing strategy.

I need help with building

my export capability.

Preparing to Export

Group programme on three levels (introductory, intermediate and Advanced) – helps build company’s export capability.

Questions

Next Steps- Follow -up

Name: Jane Milroy

Contact Details:

[email protected]

Website:

www. Scottishenterprise .com

mailto:[email protected]

Any Questions?


Thank you for

listening

Business Opportunities in Scandinavia - Scottish Enterprise · Business Opportunities in...

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