How to grow your business through connecting, innovating and expanding in Europe Thursday 27th May...

How to grow your business through connecting, innovating and expanding in

Europe

Thursday 27th May 2010 Park Inn Hotel, York

• Aims & Objectives of the morning

• Second European SME Week

• An introduction to Enterprise Europe Yorkshire

Welcome and Introduction….

“ We help Yorkshire and Humber firms to compete by accessing new markets, opportunities and business contacts, using our network throughout the UK and the rest of Europe”

What is Enterprise Europe Yorkshire?

•Local gateway to a wealth of support for:- doing business- finding collaborative partners in Europe- increasing competitiveness •Supported by the European Commission and Yorkshire Forward•Part of a Europe-wide network in over 40 countries•Majority of our services are free to organisations

based in the Yorkshire and Humber region

What is Enterprise Europe Yorkshire?

• Introduction to Intellectual Assets• Introduction to transnational technology transfer and

collaborative research partnering • Case Study – Chamelic Ltd • International Trade support from EEY• EU opportunities and support for International business

(UKTI)• Case Study - Natural Legacy• How EEY is supporting developments in renewables

through its European network • Questions & Answers• Networking

The Agenda

Introduction to Intellectual AssetsDr Alison Orr

Enterprise Europe Yorkshire

What will I introduce?

• What are Intellectual Assets (IA) and Intellectual Property (IP)?

• Examples of IA and why they are important

• Some examples of good IA management

For whom is IA management important?

• Not just high-tech or even just technology companies – just as relevant for service companies

• It doesn’t matter about size, sector, age, maturity, territorial spread or composition of the company – but perhaps especially important for those with a “history”

• All companies – but perhaps of greatest relevance to those who are or who have the potential to grow

Change in market capitalisation

1978

tangible assets

80%

intangibleassets20%

2007

intangible assets

83%

tangible assets

17%

1997

tangible assets

50% intangible assets

50%

Just as true for unlisted companies / SMEs- as shown at times of investment, MBOs, MBI, etc!

Context for intellectual assets

Tangible Assets (aka Financial

Capital) ~20%

Intangible

Assets (aka

Intellectual Capital)

~80%

Stock Market Value 100%

Intellectual Assets

Human Capital etc

Other IA

IntellectualProperty

Book Value

What do we mean by …?

Intangible Assets / Intellectual Capital (IC)– The diverse, intangible organisational assets of a business - the value

of people and processes / assets that cannot be physically touched or easily valued

• Intellectual Assets (IA)– The intangible assets that are or can be recorded (or written down,

codified etc) - an item of knowledge that has market value• Intellectual Property (IP)

– The bits of the IA legally protected by statute - control of creativity and innovation

Intellectual Property is … • IA that are legally protected by statute (or otherwise*)

– Registered Rights• Patents• Registered Trade Marks• Registered Designs

(NB Some more obscure ones e.g. Plant Variety Rights)

– Unregistered Rights• Copyright• Unregistered Design

Rights• Unregistered Trade

Marks*

Examples of other intellectual assets

Know-how (incl trade secrets; in-house procedures; in-house technical info)

Show-how Know-how-not-to Management systems and infra-structure

More examples …

Contracts Market knowledge Customer and supplier knowledge

and networks Image enhancing customers Goodwill and reputation Accreditations (e.g. ISO, IIP, By Royal Appointment)

Why are IA important?

• Look at the values attributed to intangible assets– investors seek well managed IP rights portfolio and

safeguarding/management of other IA• Intellectual Assets can:

– be traded in – e.g. licensed, assigned, mortgaged– inform business strategy, including suggesting and controlling

diversification– add kudos and act as a marketing tool– deter competition and provide means to prevent the competition

Examples from the global economy• Dow Chemicals

• Knowledge capture; IA reviews including IP review• US$ 40 million saving• Licensing Department set up

• Nestle / Rowntrees• £2.5 billion for Rowntrees• only £0.5 billion for the physical assets, £2 billion for the IA

• Pernod Ricard/Allied Domecq• €14.6 billion for Allied Domecq -€6.3 billion was allocated to

brands, including Ballantine’s, Beefeater, Kahlua and Malibu and €3.3 billion to goodwill.

More examples …• Fund-raising – £1.4M average 1st round investment (UK healthcare

companies)• Diversification – e.g. transfer of know-how from traditional to new sectors• Company survival and future – e.g. Clyde Blowers and knowledge • Exclusivity of market opportunity – e.g. iammoving.com and

relationships / credibility• New business model – e.g. NXT and patents• Alternative income streams – e.g. St Andrews Links Trust and goodwill /

reputation

NXT®

• Licensing-in technology lead to a new business model as IA owner, technology developer and licensor– bought licence from DERA to develop flat

speakers from technology designed to reduce noise inside helicopters

– generated cascade of patents and associated know-how (variety of applications across many sectors)

– now have over 250 licensees of NXT technology used in over 100 products

– no longer manufacture themselves

Photos © QinetiQ

St Andrews Link Trust

• Alternative Income Streams– items stolen as mementos were costing Trust money– introduced branded merchandise for sale – set up licensing arrangements worldwide – use brand to generate income additional to golf course green fees

Don’t forget...

• The Intellectual Assets of your company are ... – Your key commercial strengths and business potential– Your key differentiators / USPs / uniqueness– Your indicators to future wealth generation– Your competitive advantage– Your “commodities” of technology transfer

NB: IA are the drivers of the “Knowledge Economy” therefore IA management cannot be ignored!

Thank you!

Dr Alison Orr Enterprise Europe Yorkshire Tel: 0113 394 4316

E-mail: [email protected]

Now to think about trading those IA internationally.....

Technology Transfer and Collaborative Partnering Opportunities

Andy Taylor – Technology Specialist

Ask yourself….

Do you have novel technology ? Are you looking for novel technology? Do you wish to carry out collaborative research? Are you looking for agents or distributors?

EEY Technology Transfer Service

Work closely with you to develop a Technology Profile

Anonymous & confidential Visible to network advisors Publicly visible at www.ee-yorkshire.com Disseminated throughout Europe via automated e-bulletins

Technology Offer

What is your novel technology? Why is it better than existing technology? How are you looking to exploit this technology? Do you have Intellectual Property? What kind of partner do you need? What do you want the partner to do? What knowledge do you have?

Technology Request

What technology you need? What are you going to do with it? What kind of partner do you need? What kind of collaboration would it be? Technical specifications

Technology Offer Example

Technology Request Example

Technology Transfer – Further Services

Brokering contacts throughout the Network for Y&H organisations Proactive database searching Automatic profile matching - e-mail notification of potential partners/technologies Facilitating visits to brokerage events to find partners

Collaborative Research Opportunities

Framework Programme 7 Eurostars Eco-Innovation

Framework Programme 7

EC mechanism for funding collaborative research & technological development €50 billion over 7 years Developing and exploiting new knowledge/technology Working in a consortium to develop specific technology and subsequently exploit it over a period of 3 – 5 years Topics are mainly prescribed by the EC in “calls” but some funding schemes allow more freedom

What FP7 is not….

A way to make a profit A short term fix to immediate problems For individual selfish research For the uncommitted

FP7 Services

Raising awareness Finding a call for you Reviewing your ideas Finding partners for your project Reviewing proposals Signposting

FP7 Partner Search Example

Eurostars

Seeks to promote high-quality SME-led transnational market-oriented R&D projects Development of new product, process or service Funding dedicated to “research performing SMEs” 50% project costs with grants up to max. of £300K For eligibility see: http://www.innovateuk.org

Eco-Innovation

European Commission scheme € 200 million available to fund Eco-innovation projects between 2008 and 2013 (€35m) Projects with an innovative character and substantial positive impact on the environment Calls now open: http://ec.europa.eu/environment/eco-innovation/call_en.htm

Andy Taylor

0113 394 4373

[email protected]

Case Study – Chamelic LtdSasha Heriot

Introduction

Learn how the support of EEY assisted Chamelic to establish an exciting partnership with one of the

world’s leading outdoor display companies and win new overseas orders.

Chamelic Limited – The Beginning

When? Chamelic was established in 2006

What? Specialist chemicals – Easy Clean Surfaces

How? Spin-out of Leeds University by Prof. Simon Biggs

Chamelic Limited – What happened Next?

The team grew in 2007 – I joined the company as a Surface Scientist

R&DProduct development and internal testingSite trials

Our Products

Surface treatments

Easy to useEnvironmentally friendly

Treatment Effects

Dirt RepellentPrevention and reduction of the build up of dirt and grime. The treatment repels dirt and dust particulates.

Water Wetting‘Spot free finish’. Water wets the surface and forming a thin layer, faster drying and the -no drying marks

AntifogPrevention of fogging by the formation of a thin transparent film of water rather than small droplets

Products – Do they work?

Independent verification using Dust Chamber

Samples mounted 1m from dust outlet

Dust outletTest samples

Tests funded by Yorkshire Forward Innovation Voucher

TreatedUntreated

Mirror

TreatedUntreated

Products Shown to Work

Tested on a wide range of substrates – treated surfaces are clean

Window

Target Markets – Large Scale

Target Markets - Domestic

Recognition – Small Company in a Big World

Particle size: 0-80µmWind speed: 20mph and 40mphConcentration: 200 ± 50 mg/m3 and 500 ± 50 mg/m3

Temperature: 30oCExposure time: 1 hour

In the UKExhibitionsConferences

In EuropeWhere to start? Recognise that Europe is close by – but how do we get other companies in other countries to recognise us?

Answers that helped us:UKTI - GermanyEnterprise Europe - Belgium

How initial contact was made: UKTI - Market visit support

What did we do?Attended conferenceMet with Trade advisors in DusseldorfMet with a large FMCG company in Dusseldorf

Outcomes:Many contacts in GermanyConducting trials in collaboration with several large

multinationals based in Germany

Accessing the German Market

Accessing the Belgium Market

How did we make ourselves visible?-Placed our company profile on the EEN in the form of a technology

offer-Help and advice from our local EEN contact-Short description on the web explaining technology

How did we make contact?Mac-Tac Europe found our profile on the website and contacted us via

EEN with an expression of interest

produces label printing, graphic, decorative and technical products. interested to see how they can integrate Chamelic Technology

What did we do?Arranged initial phone conference with Mac-Tac and the EEN

contactsExchanged samples for testing

Outcomes:Initial salesOngoing sales and future orders

SUCCESS made easy!!

Accessing the Belgium Market

Conclusions

Risks/Challenges: None!

Successes: Sales and opportunities in new markets

Future Plans: Continue to make more sales with existing customersFollow through to commercial trials with othersTo enter more markets

Huge amount of opportunity – Europe is big, but on our doorstep!Use the resources available – advice, funding

International Trade support from EEY

Jenny Lawson Enterprise Europe Yorkshire

• Why trade internationally?

• Why Europe?

• How Enterprise Europe Yorkshire can help?

Overview……

• Growing your business

• Opening up new opportunities

• Diversifying your markets

Why trade internationally?

• c. 500 million potential customers

• Single Market: less barriers to trade

• Proximity

• Business culture

….and why Europe?

• Doing your research

• Finding opportunities

• Finding partners

• Accessing funding

How can Enterprise Europe Yorkshire help?

Enquiry service• Available via freephone, e-mail and website• 9am – 5pm, 5 days a week• Staffed by information professionals• Covering a full range of subjects, from products

standards to sending staff overseas

News service• Via website, e-zine and articles

Helping with your research

Glass machinery manufacturer• research on glass bottle producers in 3 EU

countries

Supplier of laboratory equipment • typical terms & conditions in Romania

Natural Legacy • more later!

Practical examples

Tenders Alerting Service *

• Latest information on public sector contract opportunities from UK and beyond

• Tailored search service, delivered direct to client’s PC• Unique mix: personalised service, additional local

tendering opportunities, back-up information & advice

Finding opportunities

Uniform & corporate clothing supplier:• West Yorkshire, receiving contract notifications

from throughout the EU

Flood and environmental consultancy • tracking (and winning!) contracts in the UK and

also Ireland

Practical examples

Why work with partners?

• Tap into local market knowledge and contacts

• Language skills

• Add new product / service range

• Work collaboratively to enter new markets

Finding partners

Commercial partnership opportunities

• Distribution agreements• Agency agreements• Joint ventures• Reciprocal marketing arrangements

• Sub-contracting and outsourcing

Our partnership services

• Audit of the local company & their requirements

• Profile building

• Dissemination via the Enterprise Europe Network

• Support in following up any expressions of interest

How it works

Organic cosmetics firm • seeking distributors & currently in discussions with

potential Polish partner

Wine distributor• looking to extend product range & in negotiation

with several European wine and spirit producers

Marketing firm • has agreed collaboration agreement with German

partner

Practical examples

• No general export support scheme, but…

• Erasmus for Young Entrepreneurs- exchange programme for “new” entrepreneurs

- opportunity to learn from an experienced entrepreneur who is running a small or medium-sized enterprise (SME) in another EU country

- can facilitate access to new markets and the search for potential business partners

Accessing EU funding

• EEY: a team of experienced information and innovation specialists

• Access to a Europe-wide extensive network of colleagues “on the ground”

• Dedicated to helping your business connect, innovate and grow in Europe

Summary

Contact information:

Website: www.ee-yorkshire.comE-mail: [email protected]: 0800 052 8156

Questions?

EU Opportunities and Support for International Business

Philip KellyInternational Trade Manager

UK Trade and Investment

Introduction

• About UK Trade and Investment

• Why work with UKTI?

• EU Opportunities

• Support

Objective

To enhance the competitiveness of companies in the UK through overseas trade and investments; and attract a

continuing high level of quality foreign direct investment

We are the Government’s International Business Department

Common Perceived Barriers to International Business

• Obtaining basic information about doing business overseas• Identifying who to make contact with in the first instance• Establishing an initial dialogue with prospective customers

or business partners• Building relationships with key influencers or decision-

makers • Finding the necessary management time to devote to doing

business • Dealing with legal or tax regulations or standards in

Negotiating the culture and language

What We Do

• Business advice and support

• Research and information

• Training and development

• International business visits

• Practical in-market assistance

What We Do

UKTI can help you;

• Gain access to customers / business partners not otherwise available

• Gain access to information not otherwise available

• Improve your profile or credibility overseas

• Improve your knowledge of the competitive environment

• Improve your marketing strategy

• Give you the confidence to explore or expand in overseas market(s)

Where We Are

Grow your business through International Trade

Why work with UK Trade and Investment?

• UKTI users tend to be more innovative, more growth orientated, and are more likely to have a business plan

• UKTI users report significant benefits over non users – increased levels of growth, exposure to new ideas and the ability to use capacity to its fullest

In a recent study of UK companies;

• firms beginning to export gained a 34% productivity uplift

• those that exported were 11.4% more likely to survive

EU Opportunities

Spain

Lithuania

Estonia

Latvia

Italy

Hungary

C. Republic

Bulgaria

Poland

Ireland

En

erg

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Hea

lth

care

Infr

astr

uct

ure

ICT

Ed

uca

tio

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& T

rain

ing

Ad

van

ced

E

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.

Env

iron

men

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Bio

tech

Rai

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s

Tra

nsp

ort

EU Opportunities

Spain - ICT

The Spanish government has recently launched an ICT-specific fiscal stimulus package worth over £1.3 billion.

Spain - Online Access Control Software A Spanish importer of security equipment is interested in finding a UK supplier of online access control software for large buildings and complex premises.(Type - Specific Private Sector Opportunity)

https://www.uktradeinvest.gov.uk/ukti/appmanager/ukti/countries?_nfpb=true&portlet_3_5_actionOverride=%2Fpub%2Fportlets%2FgenericViewer%2FshowContentItem&_windowLabel=portlet_3_5&portlet_3_5navigationPageId=%2Fspain&portlet_3_5navigationContentPath=%2FBEA+Repository%2F320%2F434492&_pageLabel=CountryType1

EU Opportunities

Portugal – Healthcare

The Portuguese healthcare system has been undergoing major reforms.

Portugal - Acquisition of Plasma Derivatives Centro Hopitalar de Coimbra is looking for plasma derivatives (donor units of blood cells to treat specific viruses) (Type - Tenders & Public Sector)

EU Opportunities

France – Healthcare

The high level of health expenditure in France over the last 20 years has put it among the OECD leaders in healthcare spending.

France - Representation of Medical Equipment A commercial agent already distributing medical equipment such as hips, knees and implants would like to represent complementary medical devices of high quality.(Type - Bus Opp - Specific Private Sector Opportunity)

EU Opportunities

Czech Republic – Education and Training

Key opportunities exist for UK companies to work with a Czech partner to provide local delivery and to make a use of the Structural EU funds of £23bn.

Czech Republic - UK Partners for Training & Coaching A well-established training and education company is looking for a long-term business partner among UK training and coaching companies.(Type - Bus Opp - Joint Venture Invest Coop Partnering)

EU Opportunities

Bulgaria – Waste and Wastewater Management

£8bn is to be invested up to 2025, where 450 wastewater treatment plants are to be built or reconstructed by 2014.

Bulgaria - Supply of Floodgates to Sofia Heating Utility Toplofikacia Sofia, the heating utility of Bulgaria's capital city, seeks floodgates at tender. The predominant opportunity is for the provision of training and technical documentation.(Type - Tenders & Public Sector)

EU Opportunities

Poland – 2012 Euro Championships

A total budget of £5.7bn exists for upgrading infrastructure for 2012.

Poland – New City Stadium in SzczecinThe city of Szczecin is organising an information forum about a new

project city stadium, to include information on the opportunity to design the

stadia. Other opportunities include;• Bridge construction• Upgrade of broadband network• Regeneration of railway networks

(Type - Bus Opp - Market Pointers)

EU Opportunities

Ireland – The National Development Plan

The £158 billion National Development Plan 2007 - 2013 outlines various projects including £29 billion for social infrastructure (housing, health, justice, etc.)

Ireland - Hospital Beds, Executive Swivel Chairs, Occasional Chairs

Ireland - Hospital Beds, Executive Swivel Chairs, Occasional Chairs (Type - Specific Private Sector Opportunity)

Overseas Market Introduction Service

• Specific in-market activity

• Commissioned through overseas network - £500 - £10,000

• Tailored to your requirements

• Extension of your international trade team

UKTI can;

• Help you research market size, structure and segmentation

• Identify the right contacts for your business

• Arrange meetings for you, with business contacts, who are interested in your product / service

• Build relationships with key influencers or decision-makers on your behalf

• Provide you with training to help manage time and resources

• Help you negotiate the business culture and language

Summary

• Advice and support

• Specific EU Opportunities

• Worldwide network

• Contact us

[email protected] 048048

Natural Legacy by Hainsworth

225 year history of Hainsworth

• 7 continuous generations

• Problems with succession

• How sexy is textiles?

Textile manufacturing in the 21st century

• How to survive - diversity

Natural Legacy

• The idea and product

• Market size

• Market research

• Export – EEY and UKTI and how they helped growth

• The future and courting publicity

Supporting developments in Renewables through a European network

Tim Barraclough

•The background

•The opportunities

•The support structure and Enterprise Europe Yorkshire

•The ‘Yorkshire and Humber offshore wind catalogue’

•What we’ve been up to and what’s coming up


Agenda

Offshore Wind

•Crown Estates

•Significant opportunities within Round 1,2 and 3 development in the Yorkshire and Humber

•Location of Humber ports – Goole, Grimsby, Hull and Immingham

•Opportunities in manufacturing and assembly, deployment and operations and maintenance.


The background

Round 1 – Operational and maintenance

•Lynn and Inner Dowsing sites (194MW)

Round 2 – currently taking place

•Humber gateway (300MW)

•Westernmost rough (240MW)

•Docking Shoal (500MW)

•Race Bank (620MW)

•Triton Knoll (1,200 MW)


The background

Round 3 - planned

•Hornsea (4GW)

•Dogger (9GW)

•Norfolk (7GW)

•Irish Sea (4GW)

•Hastings (0.6GW)

•Firth forth (3GW)

•Bristol channel (1.5GW)

... Work planned to start 2014 to 2022


The background

•Significant numbers have been published for Rounds 2 and 3

•Where do SME’s fit in?

•Is there any current business?

•Is the potential benefit worth the up front investment?

With current and future wind farms planned, their are huge

opportunities in the construction, manufacturing and

operation and maintenance.

Vast majority of opportunities will most likely be second, third, fourth tier


The opportunities

• Team Humber Marine Alliance – operations and maintenance

• AEM Yorkshire – manufacturing and construction

• Yorkshire Forward

• Enterprise Europe Yorkshire (EEY), working with its regional partners, are supporting companies to develop

collaborative partnerships with European companies to position both appropriately within supply chains.

• European partners – Danish and German EEN, EEN sector group, the Danish Wind Energy Group, etc


The support structure and Enterprise Europe Yorkshire


The ‘Yorkshire and Humber offshore wind catalogue’



• Currently the catalogue represents 19 Yorkshire and Humber companies, but is in the process of being expanded to 50 plus.

• Operation and Maintenance, Construction, Manufacturing

• All companies have experience within offshore wind, oil and gas and marine sectors

• The profiles represent a cross section of companies who are either currently active or who are making significant steps

towards engaging with the vast opportunities that are being

presented by current and future developments within offshore wind.



• The companies represented within this catalogue are not designed to be a definitive list of the capacity of the Yorkshire and Humber region, but does represent companies wanting to position themselves appropriately through

collaborative working.

• Each company profile provides a brief overview of the

company, its core products and services, type of

cooperation sought, their main advantages and the type of collaborative partnership they are seeking.

To date ...

•Initial Yorkshire and Humber seminar took place (December 2009)

•Trip to Denmark to present to 45 Danish companies (Feb 2010)

•Second Yorkshire and Humber seminar recruiting further companies to the catalogue (April 2010)

•All Energy 2010 (19th/20th May 2010) – 14 company profiles represented


What we’ve been up to and what’s coming up

Going forward ...

• Danish inward mission (22nd – 24th June 2010)

• Husum WindEnergy (21st – 25th September 2010)

• Ongoing promotion and development of ties throughout the network and other international clusters


What we’ve been up to and what’s coming up

•The background

•The opportunities

•The support structure and Enterprise Europe Yorkshire

•The ‘Yorkshire and Humber offshore wind catalogue’

•What we’ve been up to and what’s coming up


Summary

Questions

Contact name: Tim BarracloughOrganisation: Enterprise Europe YorkshireEmail: [email protected]: 07545 104 299 Website: www.ee-yorkshire.com

EEY + collaborative working, Y+H offshore wind catalogue| 21 April 2010

Questions

Question & Answer Session


Questions

Close

Jenny Lawson Enterprise Europe Yorkshire


Questions

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