The EU Gateway Programme is a programme managed by the European Commission that supports European Companies in their approach to the Japanese and/or Korean market. See also: www.eu-gateway.eu.
Presentation of Going Nova work done for EU BRIDGE project
EU Gateway Programme
1. Opportunities for EU companies in Japan
and Korea
A programme funded and managed
by the European Commission to support EU companies
in developing business cooperation with Japanese and Korean companies
www.eu-gateway.eu
2. EU Gateway Programme
Agenda for this presentation
What is the EU Gateway Programme?
Which sectors are part of the Programme?
What services does the Programme provide?
What financial support is provided?
How is the EU Gateway Programme organised?
What does a Business Mission look like?
Success stories
How to apply?
Q&A Page 2
www.eu-gateway.eu
3. EU Gateway Programme
EU Gateway Programme:
What is the
EU Gateway
Programme?
What sectors
are part of the
Opportunities for EU companies in Japan
and Korea!
Programme?
What services
does the
Programme
provide?
What financial supporting EU companies with market entry and development of durable
support is
provided?
business cooperation with Japanese and Korean companies
How is the EU
Gateway
In 6 sectors
Programme
organised?
What does a
•
Business
Mission look
like? • 6 Business Missions to Japan
Success
stories
How to apply?
• 3 Business Missions to Korea
• For companies throughout the EU
Page 3
www.eu-gateway.eu
4. The EU Gateway Programme
What is the
EU Gateway
Programme?
• Well known: Over 14 years of
What sectors
experience in Japan
are part of the
Programme?
What services
does the
Programme • Helped over 2.500 SME’s to find
Business Partners in Japan
provide?
What financial
support is
provided?
How is the EU
Gateway
Programme
organised?
• 2009-2015, renewed EU Gateway
What does a
Business Programme, including Missions to
Korea
Mission look
like?
Success
stories
How to apply?
Page 4
www.eu-gateway.eu
5. Why Japan and Korea?
Difficult to enter markets:
What is the
EU Gateway
Programme?
•
What sectors
are part of the
– Highly technological and design markets
Programme?
What services – Cultural and language barriers
does the
Programme
provide? – Long term vision
What financial
support is
provided? • Great potential:
How is the EU
Gateway
Programme
– Japan:
organised?
What does a • 128 mln inhabitants (10th globally)
Business
Mission look • World’s 2nd largest economy
like?
Success
stories – Korea:
How to apply?
• 49 mln inhabitants
• World’s 13th largest economy
Page 5
www.eu-gateway.eu
6. Participant experiences
What is the
EU Gateway Who better to explain than participants themselves?
Programme?
What sectors
are part of the
Programme?
What services
does the
Programme
provide?
What financial
support is
provided?
How is the EU
Gateway
Programme
organised?
What does a
Business
Mission look
like?
Success
stories
How to apply?
Page 6
www.eu-gateway.eu
7. Long term business focus
The EU Gateway Programme offers
What is the
EU Gateway
Programme?
•
What sectors
are part of the
companies to join the 2009-2015
Programme?
What services
programme up to 3 times for Japan and
up to 3 times for Korea.
does the
Programme
provide?
What financial
support is
provided?
How is the EU
Gateway
Programme • Establishing business in Japan and
Korea requires building good relations,
organised?
What does a
Business
Mission look
like?
Success
this is essential for market entry.
stories
How to apply?
Page 7
www.eu-gateway.eu
8. EU Gateway Sectors
What is the EU
Gateway
Programme?
What sectors
are part of
the
Programme?
What services
does the
Programme What sectors are part of the EU Gateway
provide?
What financial
support is
Programme?
provided?
How is the EU
Gateway
Programme
organised?
What does a
Business
Mission look
like?
Success
stories
How to apply?
Page 8
www.eu-gateway.eu
10. EU Gateway Business Missions
• EU Gateway Business Missions, a continuous process:
2008 2015
Cycle 1: 2009 Cycle 2: 2010 Cycle 3 Cycle 4
Cycle 5 Cycle 6
Construction & Building Construction & Building
Technology: 2 - 6 Feb 2009 Technology,
Fashion Design: Environment & Energy-related
Technology: 1 - 5 Feb 2010
23 - 27 Mar 2009
Environment & Energy-related Fashion Design:
Technology: 25 – 29 May 2009 15 - 19 Mar 2010
Healthcare & Medical Healthcare & Medical Japan
Technology: 14 - 18 Sep 2009 Technology: 17 - 21 may 2010
Interior Design: Interior Design:
2 - 6 Nov 2009 TBC
ICT: ICT:
30 Nov – 4 Dec 2009 13 – 17 Sep 2010
Construction & Building Construction & Building
Technology: 8 – 12 Jun 2009 Technology: 5 – 9 Apr 2010
Environment & Energy-related Environment & Energy-related Korea
Technology: 12 - 16 Oct 2009 Technology: 7 – 11 Jun 2010
Healthcare & Medical Healthcare & Medical Page 10
Technology: 23 – 27 Nov 2009Technology: 22 – 26 Nov 2010
www.eu-gateway.eu
11. EU Gateway Services
Attractive package of financial, logistical
What is the EU
Gateway
Programme?
•
What sectors
are part of the and strategic support:
Programme?
What
services Strategic coaching support: Financial support:
does the
Programme Individual coaching Accommodation (up to €1000)
provide? Pre-departure meeting, Customised services (80% up to
expert advice €1600)
What financial
support is Market studies Pre-departure meeting travel and
provided?
Promotion & Individual accommodation
How is the EU
Gateway search for potential business
Programme
organised? partners Logistical support:
What does a Schedule individual
Business Organised Business Week
Mission look appointments
Hotel arrangement
like? Stand-by assistance during
Success Venue
stories Business Week
Study tour
How to apply? Debriefing and follow-up
Press coverage & Promotion
Page 11
www.eu-gateway.eu
12. The Coaching Process
• Coaching Timeframe
Business Mission Business Week
Recruitment Strategic preparation Debriefing
[EU]
and and
selection follow-up
Standard and Customised
Services Stand-by
[EU] [JP/KR] assistance
Promotion Campaign
19 34 42 12 & 18
weeks weeks weeks months
Page 12
www.eu-gateway.eu
13. EU Gateway Financial Support
What is the EU
Gateway • The EU gateway Programme finances all the standard
Programme?
What sectors services provided (coaching, market studies, etc)
are part of the
Programme? • In addition:
What services
does the – Hotel accommodation in Japan/Korea for one person up to €
Programme
provide? 1000
What – Customised services (80%) up to €1600
financial
support is – Travel and accommodation for pre-departure meeting
provided?
How is the EU
Gateway A small price to pay for efficient and effective market exploration
Programme
organised? • Your company pays:
What does a
Business – Travel to Japan/Korea (incl. insurance and shipping)
Mission look
like? – 20 % of customised services (if appl. amount above €2000)
Success
stories – Depending on the amount of representatives and on the
How to apply?
exchange rate the amount above €1000 for hotel in
Japan/Korea
Page 13
www.eu-gateway.eu
14. EU Gateway Organisation
EU Gateway Programme
What is the EU
Gateway
Programme?
•
What sectors
are part of the
Programme?
What services
does the
Programme
– Structure of the organisation:
provide?
What financial • European Commission, Programme Management
support is
provided?
How is the • EU Gateway Central Management Unit
EU Gateway
Programme
organised?
What does a
• EU Gateway Coaching Network
Business
Mission look
like?
Success • EU Gateway Operational Logistics Unit
stories
How to apply?
Page 14
www.eu-gateway.eu
15. EU Gateway –
Coaching Network
DE AT DK SI
UK IE ES MT PT
Hamburg
SE FI Cluster GR CY IT
London Madrid
Carl Machado
Cluster camachado@eu-gateway.eu Cluster
Andrew Lee Laura Alonso
ajlee@eu-gateway.eu lalonso@eu-gateway.eu
Central Coordination
NL LU Brussels Warsaw PL SK EE
(Brussels)
Cluster P. Wauters, Cluster BG HU CZ
FR BE Sebastiaan van der Peijl
Baudouin Lejeune Cyprian Zielonka
blejeune@eu-gateway.eu CoachingNetwork@eu-gateway.eu czielonka@eu-gateway.eu LT LV RO
Local Office Local Office
Japan Korea
Page 15
www.eu-gateway.eu
16. Highlights of the Business Mission
What is the EU
Gateway
Programme?
What sectors
are part of the
Programme?
What services
does the
Programme
provide?
What financial
support is
provided?
• What does a Business Mission look like?
How is the EU
Gateway
Programme
organised?
What does a
Business
Mission look
like?
Success
stories
How to apply?
Page 16
www.eu-gateway.eu
17. The Coaching Process
• Recruitment, selection, preparation
Business Mission Business Week
Recruitment Strategic preparation Debriefing
[EU]
and and
selection follow-up
Standard and Customised
Services Stand-by
[EU] [JP/KR] assistance
Promotion Campaign
19 34 42 12 & 18
weeks weeks weeks months
Page 17
www.eu-gateway.eu
18. Highlights of the Business Mission
Recruitment:
What is the EU
Gateway
Programme?
•
What sectors
are part of the
Programme?
– Direct contact with your coach
What services
does the – Application coaching, build your profile
Programme
Preparation is the key to success:
provide?
What financial •
support is
provided?
How is the EU – Pre-departure meeting in Europe:
Gateway
Programme
organised?
• Doing Business in Japan / Korea: Business Culture
and Customs
What does a
Business
Mission look
• Sector expert presentations: Japanese/Korean
like? Market overview, sector specific details and
Success business opportunities
stories
How to apply? • Programme details and meeting with your cluster
coordinator
Page 18
www.eu-gateway.eu
19. Highlights: pre-departure meeting
What is the EU
Gateway
Programme?
What sectors
are part of the
Programme?
What services
does the
Programme
provide?
What financial
support is
provided?
How is the EU
Gateway
Programme
organised?
What does a
Business
Mission look
like?
Success
stories
How to apply?
Page 19
www.eu-gateway.eu
20. The Coaching Process
• Preparation: prepare your materials and
focus your strategy
Business Mission Business Week
Recruitment Strategic preparation Debriefing
[EU]
and and
selection follow-up
Standard and Customised
Services Stand-by
[EU] [JP/KR] assistance
Promotion Campaign
19 34 42 12 & 18
weeks weeks weeks months
Page 20
www.eu-gateway.eu
21. Customised Services
Preparation and materials are key to
What is the EU
Gateway
Programme?
•
What sectors
are part of the
Programme?
success:
What services – Translation (English to Korean) and printing of company
does the
Programme
documentation, products, manuals, brochures and business cards
provide?
What financial
support is – Interpretation (only English-Korean and reverse) at business
provided? meetings during the mission week (and outside the two business-
How is the EU
Gateway
days)
Programme
organised?
– Assistance for individual meetings
What does a
Business
Mission look – Legal advice at business meetings during the mission week
like?
Success – Advice on certification procedures, import license, interoperability
stories
How to apply?
standards, …
Page 21
www.eu-gateway.eu
22. Counterpart search approach overview
Step 1 Step 2 Step 3
List up potential Find interested Schedule on individual
Steps
counterpart counterparts meeting
• List up potential • Reach out to the • Identify individual
counterparts by potential counterparts counterpart interest
market research in who are interested in • Set up meeting
Activities sector org., company the business days for schedules between
databases, the each EU company the participants and
internet, etc… (and potentially the counterparts
individual meetings)
Output Potential Counterpart list Counterpart List Individual Meeting
& Company wish lists Schedule
200 –
----------
----------
Up to
----------
300
----------
----------
1,000
---------- and up
Page 22
www.eu-gateway.eu
23. Counterpart search approach overview
Key criteria in searching for a counterpart
We use our and your materials to promote your company
Particularly we pay attention to your company’s:
• International business strategy
• International operation
• Product promotion
• Setting up partnerships to develop distribution channels
• Business collaboration the EU company is looking for
• Sales collaboration
• Joint R&D and Joint production
• Target sector
• Wholesales for import materials
• Home centre
• Expectations of business partner
• Knowledge of the local market and local distribution network
• Potential to purchase materials
• Offer to business partner
• Unique products with international brand assistance in promotion and sales
Page 23
www.eu-gateway.eu
24. The Coaching Process
• The Business Week in Tokyo / Seoul and
follow-up
Business Mission Business Week
Recruitment Strategic preparation Debriefing
[EU]
and and
selection follow-up
Standard and Customised
Services Stand-by
[EU] [JP/KR] assistance
Promotion Campaign
19 34 42 12 & 18
weeks weeks weeks months
Page 24
www.eu-gateway.eu
25. The Business Mission Week
Agenda:
What is the EU
Gateway
Programme?
•
What sectors
are part of the
– Sunday Arrival & Informal
Programme?
What services
Drink*
does the
Programme – Monday Briefing
provide?
What financial Session
support is
provided? Study Tour*
How is the EU
Gateway – Tuesday Business Day 1
Programme
organised? Reception
What does a – Wednesday Business Day 2
Business
Mission look – Thursday Individual
like?
– Friday Meetings
Success
stories Debriefing
How to apply?
*Not Mandatory
Page 25
www.eu-gateway.eu
26. Follow-up
Debriefing session on the Friday of the
What is the EU
Gateway
Programme?
•
What sectors
are part of the
Programme?
Business Week
Follow-up contact:
What services
does the
Programme
•
provide?
What financial
support is
– In the first weeks after return to Europe
provided?
How is the EU – 12 months after the Business Week
Gateway
Programme
organised?
– 18 months after the Business Week
What does a
Business
• Why?
Mission look
like? – Your follow-up with Japanese/Korean
Success
stories
counterparts is essential.
– With your feedback we continuously improve
How to apply?
the EU Gateway programme
Page 26
www.eu-gateway.eu
27. Piecing it all together
What is the EU
Gateway
Programme?
• With this we put the right pieces in place for
What sectors
are part of the
your Business Mission and support your
Programme?
What services
approach to the Japanese and/or Korean
market.
does the
Programme
provide?
What financial
support is
provided?
How is the EU
Gateway
Programme
organised?
What does a
Business
Mission look
like?
Success
stories
How to apply?
Page 27
www.eu-gateway.eu
28. Success stories
Healthcare and Medical Technologies
What is the EU
Gateway
Programme?
What sectors
are part of the
Programme? Company: Medikro Oy
What services
does the
Programme
provide? “The missions to Japan enabled us to get a sense of the market
What financial
support is
for our products by meeting and talking with customers
provided? and Japanese businesses.
How is the EU
Gateway
Programme
We really gained a thorough understanding of the
organised? competition, prices, consumer behaviour and
What does a
Business preferences, and different sales channels in the
Mission look
like?
cardiopulmonary market.”
Success
stories
How to apply?
Page 28
www.eu-gateway.eu
29. Success stories
Environment and Energy-related
What is the EU
Gateway
Programme?
What sectors
are part of the
Programme?
Technologies
Company: Seda Umwelttechnik
What services
does the
Programme
provide?
What financial
support is
provided?
"The EU gateway program was very important in opening the
How is the EU door to uncharted territories. Exchanging ideas with other
Gateway
Programme participants and learning the subtle differences in how to do
organised?
What does a
business helped us to find our initial distributor. We made an
Business
Mission look
important sale soon after our first business mission,
like? however it is the subsequent program missions that
Success allowed us to win more contracts."
stories
How to apply?
Page 29
www.eu-gateway.eu
30. Success stories
Interior Design
What is the EU
Gateway
Programme?
What sectors
are part of the
Programme? Company: Vincent Sheppard
What services
does the
Programme
provide? "Through our first participation in EU Gateway, we were able to
What financial
support is
set up a partnership with our current distributor. The
provided? second participation enabled us to strengthen our ties with
How is the EU
Gateway the distributor and increase our visibility on the market."
Programme
organised?
What does a
Business
Mission look
like?
Success
stories
How to apply?
Page 30
www.eu-gateway.eu
31. Success stories
Fashion Design
What is the EU
Gateway
Programme?
What sectors
are part of the
Programme? Company: NJ Studija
What services
does the
Programme
provide? “The EU Gateway organizers ensured that the appropriate
What financial
support is
conditions were in place for meetings with potential clients,
provided? while also providing us with the possibility of learning more
How is the EU
Gateway about the Japanese market itself.”
Programme
organised?
What does a
Business
Mission look
like?
Success
stories
How to apply?
Page 31
www.eu-gateway.eu
32. Success stories
Fashion Design
What is the EU
Gateway
Programme?
What sectors
are part of the
Programme? Company: NJ Studija
What services
does the
Programme
provide? “The EU Gateway organizers ensured that the appropriate
What financial
support is
conditions were in place for meetings with potential clients,
provided? while also providing us with the possibility of learning more
How is the EU
Gateway about the Japanese market itself.”
Programme
organised?
What does a
Business
Read their interviews and more on
Mission look
like? •
Success
stories www.eu-gateway.eu
How to apply?
Page 32
www.eu-gateway.eu
33. How to apply?
Visit our website: www.eu-gateway.eu
What is the EU
Gateway
Programme?
•
What sectors
are part of the
Programme? • and express your interest for a Business
Mission
What services
does the
Programme
provide?
What financial
support is
provided?
How is the EU
Gateway • 2 steps:
Programme
organised?
What does a
– Expression of interest form online
Business
Mission look
like?
– Application form online
Success
stories
How to
apply?
Page 33
www.eu-gateway.eu
34. How to apply?
For more information visit our website:
What is the EU
Gateway
Programme?
•
What sectors
are part of the
Programme?
www.eu-gateway.eu
What services
does the
Programme
provide?
What financial
support is
• Also visit:
provided?
How is the EU
Gateway
– www.eu-gateway.jp
– www.eu-gateway.kr
Programme
organised?
What does a
Business
Mission look
like?
Success
stories
How to
apply?
Page 34
www.eu-gateway.eu
35. Questions & Answers
What is the EU
Gateway
Programme?
What sectors
are part of the
Programme? • Thank you for your attendance and
attention
What services
does the
Programme
provide?
What financial
support is
provided?
How is the EU
Gateway Any questions?
Programme
organised?
What does a
Business
Mission look
like?
Success
stories
How to apply?
Q&A
Page 35
www.eu-gateway.eu
