Transcript Document

Paving the way to Europe
Export Coaching Programme (ECP)
Medical Devices & Laboratory Equipment
2009 - 2015
ECP Medical Devices & Lab. Equipment
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Objective
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Strengthening the competitiveness of manufacturers
in developing countries on the European market
Results: participants will have…
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acquired all required knowledge and skills to meet
the requirements of the EU market
been able to obtain highly valuable trade contacts in
Europe
had the assistance to develop these contacts into
sustainable trade relationships with European buyers
ECP Product groups (tentative)
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HS CODE
3005 10
3005 90
4818 90 10
4015 11
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9018 31
9018 32
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9018 19
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9018 90
PRODUCT GROUP
Adhesive dressings
Wadding, Gauzes and Bandages
Non Woven materials
Latex products surgical and
examination gloves
Syringes and Needles
Suture needles, also including
staplers re-usable and disposable
Electro diagnostic equipment.
Ultra sound and Doppler
Surgical instruments
-9018 41
Dental drill equipment
-9018 49
Dental Instruments
-9019 10
Equipment for Physiotherapy
-9021
Orthopaedic products surgical and
rehabilitation
-9026
Measuring devices floe and
pressure control ( Non and invasive
blood pressure equipment etc.)
-9027 50
Instruments optical radiation (Laser)
-9402 90
Medical Furniture
-3006 30 00 In Vitro diagnostics
-3006 10
Wound closure (Tape Staplers etc
see also 9018 32)
-3006 30
Products for X-Ray and Radiology
ECP: 5 Steps towards Sustainable Exports
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Application & selection (2009)
Technical assistance (2009 – 2011)
Export marketing training (2009 - 2010)
Access to the market (2010 – 2014)
Market consolidation (2011 – 2015)
Application & Selection (2009)
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Application forms
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Pre-selection on basis of ECP criteria
Export Audit + Action Plan
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Performed by teams of CBI Experts
Output for CBI: in-depth information on company
potential and commitment of management
Output for you:
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Export Audit as a free assessment of export potential
Action Plan as a well-structured roadmap for realizing
sustainanble exports to Europe
Final Selection
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On basis of outcome Export Audit
Technical Assistance (2009 – 2011)
• Objective: meeting EU Market Requirements
- Legal compliance
▪ CE (all classes), WEEE, RoHS, REACH etc.
- Buyers requirements
▪ market standards like ISO 9001, ISO 13485 etc.
▪ product & process quality
▪ logistics
• Instruments:
- On-site coaching (company visits by CBI experts)
- Distant coaching (continuously)
Export Marketing Training (end 2009 - 2010)
• Objective: improving marketing knowledge and skills
- EU market knowledge
▪ Market Research
▪ Market Access Requirements
- Export Marketing skills
▪ choosing smart marketing strategies (trade fairs, e-marketing)
▪ writing of Export Marketing Plan (EMP)
- Trade Fair preparation
▪ pre-fair acquisition; stand behaviour; effective follow-up
- E-business
▪ website design; e-marketing
• Instruments:
- Multi-day Workshops (locally) – end 2009 / 2010
- EXPRO seminar week (Netherlands) – 2010
Market Access (2010-2014)
• Objective: acquiring trade contacts
- Start doing business!
• Instruments:
- Trade fair participation
- Medica trade fair in Dusseldorf, Germany
- specialized fairs (min. 5 applications per trade fair)
- Congress / seminar participation
- B2B marketing assistance in Europe
- E-business advice
Market Consolidation (2011-2015)
• Objective: turning contacts into relationships
- Building longlasting trade relationships
- Realizing sustainable exports to EU
• Instruments:
- B2B assistance in Europe Market
- Distant coaching
General CBI Criteria for participation
Companies eligible for participation have:
• at least 51% local ownership;
• 25 to 500 employees;
• no joint venture with a company based in a
country with a classification of UMIC or higher;
• compliance or the willingness to comply with EU
market requirements;
• no licensing commitments that prohibit or limit
export possibilities of products to the EU
• competitive prices and sufficient production
capacity;
• a management which is able to communicate in
English;
• the willingness and capacity to invest in
adaptations of, for instance, product assortment
and production processes, if and as required by the
European market.
ECP-Specific Criteria for participation
Companies eligible for participation are furthermore:
• producing within the product range of the ECP
• commiting to meet the following general approvals and
certifications within the first 12 months of the programme:
– CE
– ISO 13485
– EU-country specific medical approvals
• commiting to work towards the following additionally desired
approvals and certifications (where applicable) during the
programme:
– ISO 14000
– SA 8000
– ILO related standards
Financial Investments
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Commitment fee (after final selection)
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EXPRO seminar and local workshops
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€ 1000,No fees. CBI and Partners arrange for accommodation
and contributions to international travel costs
Trade fair / congress participation
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CBI / Partners: stand, promotion, consultancy
Participant:
• travel, hotel, meals, promotional material, samples
• 2nd time fee: costs of stand space
• 3rd time fee: costs of stand space and
50% of stand construction
Other Investments
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Knowledge
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Time
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EU Market Information
Certifications and standards
Repeated trade fair participation
Consolidation of trade contacts
Communication
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Keep Team of Experts up-to-date
Return on Investments…
Result previous ECP Medical Devices (2001-2007):
• more than 30 participants at Europe’s
leading trade fair Medica
• together realising more than 1000 business
contacts worldwide
• resulting in more than € 30 million
additional exports to Europe
Partnering in favour of you
CBI and partner BSOs join forces
in order to be able to assist you optimally
Your advantages of a jointly executed ECP:
• More support by combining resources of organizations
• Better support by combining expertise on local and
European market
• Streamlined advice given by multiple experts
• Workshops and trainings given ‘around the corner’
• More frequent personal contact
ECP open for India? Depends also on you!
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ECP will be open for a restricted amount of countries
India is shortlisted as a possible country for enrolment of
companies
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Final decision on inclusion of countries dependable on:
A. Number of interested companies complying with
Selection Criteria
B. Opportunities of cooperation with partner BSOs
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Fill in the CBI Registration Form TODAY in order to:
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underline the interest from the Indian export sector
to be kept up-to-date with the application procedure
For selected countries application will be open from mid
2009 onwards; check www.cbi.eu/medical !
More info on ECP
www.cbi.eu/medical
• Contact person for new ECP Medical Devices:
Ms. Marjolein van Delft (logistical manager)
[email protected]
Your questions and suggestions
• Feel free to ask...
… and to suggest (on the form)!
Frequently asked questions
• Why is CBI doing all this?
• What will be my benefit?
• What will it cost me?
Frequently asked questions
• How long will it take to see the first
results?
• Why and when to pay the 1000 Euro?
• What does CBI mean with
commitment?