SMMT WebinarInternational business opportunities

30 March 2010

Paul Everitt

Chief executiveSMMT

During presentations (10.30am – 11am) everyone will bemuted so that only the presenters will be heard.

There will be a Q&A session straight after presentations (approx 11am).

If you are experiencing any technical problems please call 07809 522 451, 07974 304 276 or 020 7344 1611.

David Croxson

Head of International DepartmentSMMT

During the past decade internationalisation has become a much accelerated business activity involving a mix of:

• outward exporting

• inward importing – off shoring

• joint ventures & partnerships

• licensing

• establishment of subsidiaries or branches

• franchising

A recent ENSR survey found that 69% of SMEs with subsidiaries

abroad or more than one form of internationalisation report that:

'internationalisation has improved their competitive strength'.

Opportunities to access

international markets

Research information

Identify possible markets• What defines your potential customers in overseas markets and which markets you are

prepared to consider. Assess:• the potential market in each territory for your product or service• the key market segments, and what their different requirements are• customers' purchasing behaviour, distribution channels, local culture• what kind of relationship customers expect with their suppliers, and what their

attitudes are to overseas suppliers and foreign products• legal requirements, taxes and duties, logistical and financial requirements.

General research• SMMT – e.g. China, Brazil, Russia, Central / Eastern Europe• UK Trade & Investment's regional and national services and FCO Overseas Post

Reports and Guides.• UK and overseas websites of foreign consulates for further trading information and

country guides. • Reports from commercial providers.• Search the Internet: competitors, retailers' and distributors' websites, overseas

government and international trade agencies

Commission own research• The Export Marketing Research Scheme (EMRS), managed by The British Chambers of

Commerce, includes free advice and subsidies of up to 50% of the costs of researching overseas markets. Independently or with trade association.

• The Overseas Market Introduction Service (OMIS) includes preliminary research and advice, together with support when you visit the market. The service is heavily subsidised but costs may be up to £2000.

UK contacts

• SMMT web-pages – Events and Business opportunities in conjunction with UKTI

• SMMT Market Reports, EMRS and 3rd party commercial reports

• International Bulletin (IB) – monthly

• International Business Group Meetings (IBG) – quarterly

• Overseas Trade Association - contact data exchange

• UKTI Overseas Post staff

www.smmt.co.uk - SMMT International webpages

www.smmt-expo.co.uk – SMMT Overseas exhibition details and booking

www.uktradeinvest.gov.uk – UKTI international trade development webpages

SMMT International web-pages

Overseas contacts

• International Trade Shows (TAP Tradeshow Access Programme – Solo or Supported),

• UKTI auto-sector specific supported International Events – annual programme in UK and Overseas

• Seminar inward / outward events – targeted technology and sector specific

• UKTI / RDA and Local Chamber or country / embassy events – ad hoc. General cross-sector group visits – raising awareness and understanding

• UKTI embassy staff - sector business development visits / awareness / understanding

• Overseas Trade Association contact / meetings / reciprocal visits, Scoping studies and in market support

• Foreign journalists – changing perception / introducing innovation / maintaining interest and awareness

• Foreign embassies and trade development agency teams – reciprocal opportunities

Forthcoming SMMT international events

- India

Auto Expo New Delhi – January 2010 and January 2012

Since its inception in 1996 SMMT International has taken exhibitor and seminar groups to each biannual event - with this year a 70 strong UK which showcased UK low carbon technology.

ACMA/SIAM Conference – September 2010Mission to 3 cities including Delhi. Global event attracting CEO’s from around the world including Fiat, GM, Ford, Nissan etc. Ideal networking event where not only global players can be accessed but all the senior players both on the supply chain side and vehicle manufacturing. We will theme the event around vehicle light-weighting.

SIAT 2011 – Pune, India – January 2011

UK group will comprise of exhibitors, speakers and visitors. SMMT International will invite leading low carbon companies to take part in the event.

Forthcoming SMMT International Events -

ChinaShanghai Expo & Low Carbon Seminars: June 19-30 2010

UK automotive delegation timed to coincide with the UKTI reputational showcase mission being led by Sir Kevin Smith CBE, Chief Executive of GKN for UKTI. In addition to the Shanghai Expo event, the visit to China will involve showcase low carbon events in 3 Chinese cities: Shanghai, Shenzhen, Chonqing with seminars presented on UK expertise in low carbon technology plus one2one business forums arranged with the attending Chinese delegates.

EVS 25 – Global EV symposium and exposition Shenzhen, November 5-9 2010

Following on from the June event SMMT International will be leading an automotive delegation to the above event and UKTI funding is available to support UK exhibitors at this event. A Communication strategy is required to promote this event to the industry and to assist with the recruitment of interested UK companies to take part.

China Report:Now available on SMMT & UKTI website

Forthcoming SMMT international events -

AmericaBRAZIL – UKTI Advanced Engineering Mission and Seminar – October 09

SMMT led the automotive element of the UKTI showcase mission group during the second UKTI Advanced Engineering showcase, staged in October 2009 and conducted face-to-face research with key decision makers and opinion formers in the market to build a proper understanding of the structure of the Brazilian auto industry and the opportunities which may be available for UK based companies.

Launch of SMMT Brazilian automotive Market Report : April 2010

INDIANA & DETROIT - Low Carbon Mission : October 2010

SMMT will lead a two city automotive seminar mission group, showcasing UK expertise in new-energy vehicles and technologies to the market where EV’s are first expected to gain traction. The week-long programme will include showcase seminars in both Detroit and Indiana, plus pre-arranged business meeting for the participating companies. The visit will also provide an excellent opportunity to demonstrate SMMT’s leading role in promoting new-energy and low-carbon technology.

Forthcoming SMMT international events -

Europe

Automechanika Frankfurt : 14–19 September 2010The biennial Automechanika exhibition in Frankfurt is the world’s No 1 show for

automotive components and accessories. SMMT is – once again –organising and

leading the British exhibitor group, for whom we have negotiated prime locations in

all the major halls. We have circa 70 companies exhibiting with 1450 m2 exhibition

space. We have also secured UKTI TAP funding for the majority of exhibitors.

Equip Auto Paris : 18–23 October 2011

The biennial Equip Auto exhibition in Paris alternates each year with Automechanika

and SMMT will be leading the British exhibitor group with UKTI TAP funding support.

Forthcoming SMMT international events –

Middle East

Exhibitor group at CV Middle East UAE, 9-11 March 2010

SMMT led a small exhibitor group at this first edition of a commercial vehicle show held in the Middle East – securing TAP Grants from UKTI for all exhibitors.

Exhibitor group - Automechanika Middle East, UAE 25-27 May 2010

SMMT returns for the third time to the most important aftermarket show held in the Middle East with a UK group of 10 companies – again with UKTI TAP grants.

SMMT international networking

meetings

International Business Group : thrice yearly meetings

Regular networking meeting and presentation / discussion forum provides an opportunity for companies to keep up-to-date on developments in key global markets, and to share mutually beneficial business information. Different countries are selected for each meeting, and knowledgeable speakers are engaged. The most recent February meeting focussed on North and South Africa with expert guest presenters. The next meeting will be on 15 June, at Nissan’s Cranfield Technical Centre. The main topic will be Russia, looking ahead to the expected recovery in the local automotive market and SMMT’s planned leadership of an exhibitor group to Automechanika Moscow in 2011.

Customs & Tariff Working Group

Attendance at these quarterly meetings under the Chairmanship of Howard Levene of Delphi. HMRC and SITPRO representatives regularly attend and provide specialist presentations as do members of BIS Trade Policy group. Members value the network as a means of communication and update on the rapidly changing world of HMRC customs duties and other legislation and operational requirements. The next meeting is 16th June.

Personal Export Sales Group

Representatives of the UK based car companies that sell vehicles into Europe and other international market with reduced duty arrangements such as to British armed forces, diplomats and members of UN staff etc The group now meets twice a year with representation from circa 15 companies attending. The next meeting is 11 June.

Ian Lockhart

Head of AutomotiveUK Trade & Investment

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UK Trade & Investment

Support for Business

Presented by: Ian Lockhart

Head of Automotive

Advanced Engineering Sector

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UK Trade & Investment is the government organisation that helps UK-based companies succeed in the global economy and assists overseas companies to bring their high quality investment to the UK.

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Two core areas:

–Overseas Trade Services

– Inward Investment Services

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UKTI Trade Services

UKTI has grouped its trade services and associated business needs into two categories:

– Developing Your International Trade Potential

– Accessing International Markets.

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Developing Trade Potential Assists new and experienced exporters with

training, planning and support to help prepare to succeed overseas

– Passport to Export

– Mentoring by ITAs

– Export Communications Review

– Export Marketing Research Scheme (EMRS)

– Portal information (www.ukti.gov.uk)

– Enquiry Unit (020 7215 8000)

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Accessing International Markets

Assists new and experienced exporters with information, help and advice on entering overseas markets

– Overseas Market Introduction Service

– Direct help from Posts (via OMIS & Lobbying)

– Tradeshow Access Programme

– Market Visit Support

– Sectors Group Sector Strategies

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Accessing International Markets

– Mentoring by ITAs

– Meet the Buyer events

– Portal information

– Business Opportunities

– Enquiry Unit

– FTSE 100 programme

– Global Value Chain

– Fiscal Stimulus Initiative

– R&D Programme

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FTSE 100 Programme Senior staff manage relationships directly with a

number of FTSE 100s Light touch – RMs have face-to-face contact with clients

at least every 6 months. Close cooperation required with other parts of UKTI,

BERR and (R)DAs who already have existing relationships with FTSE 100 companies, to ensure a joined up approach

UKTI RMs consult relevant stakeholders before engaging client.

UKTI FTSE 100 coordination team monitor interactions with companies and feed relevant info back to other government organisations.

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Global Value Chain Announced as part of

Manufacturing Strategy

Assist cutting edge companies gain international access

Includes pilot focussing on 4 sectors including Advanced Engineering

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Fiscal Stimulus Initiative

Adaptation of High Growth Markets Scheme

Still being developed

Further information from:

– Dr Sarada Tew (020 7215 1902; sarada.tew@utki.gsi.gov.uk)

– Andrew Newlands (020 7215 4939; andrew.newlands@ukti.gsi.gov.uk)

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R&D Programme 3 streams, Inward, Outward, Global

Partnerships, with three main objectives:– To promote the benefits of undertaking R&D in the

UK to overseas-owned companies

– Help innovative UK-based companies grow their business overseas

– To monitor and feed back on issues affecting investment in UK R&D as a contribution to relevant government policy formation.

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UKTI Investment Services Support for Overseas Investors

includes:

– Investor Development “Aftercare”

–Global Entrepreneurs Scheme

–R&D Programme

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THANK YOU.

Questions?

Question and Answers

Please click on the hand symbol to raise your hand if you have a question.

Email: memberservices@smmt.co.uk with your questions after this session.

Slides available after the event at www.smmt.co.uk/memberservices

SMMT WebinarInternational business opportunities

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