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Enter new markets
Swedish chocolate-maker gallops into China
SWEDEN
Dalecarlia Chocolates' star product is a chocolate praline in the shape of the Dalecarlian horse, Sweden's national symbol. With exports to more than 30 countries worldwide, the company wanted to bring the taste of Sweden to an even larger audience and break into one of the most attractive foreign markets, China.
The company contacted the Enterprise Europe Network based in the Teknikdalen Foundation in Borlänge for help. As one of nearly 600 partner organizations across Europe and beyond, the Borlänge hub was able to quickly contact its Chinese counterpart in the city of Wuhan and the University of Dalarna. Together they looked for the right partner to distribute and promote the Dalecarlia brand. The Swedish company has now begun the process to open a sales office in China.
Czech company jumps legal hurdles into new markets
CZECH REPUBLIC
Czech roof glazing company Solara wanted to start trading in neighbouring countries Germany and Austria. Manager Eleonora Formankova needed information about the legal requirements to provide construction services in another EU country. She got in touch with her local Enterprise Europe Network brand, based at the Centre for Regional Development of the Czech Republic in Prague. The Network, which helps SMES to enter foreign markets, was able to guide Solara through the various requirements posted workers need to fulfil before being allowed to work in another country. As a result, Solara has done business to the tune of €120,000 in Germany and is set to launch in Austria.
Sharing the fruits of knowledge
UNITED KINGDOM
Mike Back, managing director of Bacchus and Beyond Wine Tours, has years of experience in the wine industry and loves the Piedmont wine region. The Enterprise Europe Network in Scotland helped him bring these two passions together to create the ‘King of Wine Tours’ in Italy. Setting up a new business can be difficult, especially when it involves working with a foreign country. Network expert Sarah McSkimming, based in Scottish Enterprise in Glasgow, gave Back vital information on the VAT implications of working in Italy and a list of English-speaking accountants in the Piedmont region. The Network really came into its own when it came to finding Back a commercial minibus partner in Italy. The unique European nature of the Network meant that it succeeded where other business organisations had struggled. Back received a list of 15 potential partners and has already agreed a deal with one of them.
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The sweet smell of success for Finnish firm
FINLAND
Finnish jewellery company Kaipaus found a French commercial partner after contacting its local Enterprise Europe Network branch, based in TEKEL (Finnish Science Park Association) in Turku. Kaipaus, the Finnish word for longing, produces, among other things, design jewelry which can be scented by the user. A nanotechnology invention enables the user to add, change or remove the scent. The technology makes it possible to add scent to practically any product.
The Finnish Network’s contacts from a brokerage event organised by its counterpart in the Paris Chamber of Commerce laid the foundation for a successful partnership."The Enterprise Europe Network identified a new business opportunity for our nanotechnology-based jewellery in France. The contact led to a partnership," says Kaipaus' CEO Tuula Antola.
Sniffing out partners for chemical sensor firm
UNITED KINGDOM
British company Owlstone developed a chemical detection system with a lot of potential for numerous industries. Now, the firm works with market leaders to integrate its FAIMS detector into chemical sensing products. But finding suitable partners is always a challenge. Founder Dr Billy Boyle has been supported by Dave Reynolds, from the Enterprise Europe Network at Business Link in Cambridge, since 2004. Recently, Reynolds used the Network’s technology transfer database to publish a profile for FAIMS. “I was delighted when my Network colleague, Arnaud Duban, based at Luxinnovation, Luxembourg responded,” says Reynolds. “His client, IEE develops specialised sensing systems, including automotive safety sensing systems.” In due course, the two companies signed a partnership deal around Owlstone’s FAIMS ingredient supply module. "Without the assistance from Dave and the Enterprise Europe Network team at Business Link, it would have taken us significantly longer to find and link up with a partner with the market presence we needed," says Dr Boyle.
Dressed for success with the Enterprise Europe Network
CZECH REPUBLIC
Businessman Leo Pieter has been running his sports equipment business in Ostrava, the Czech Republic’s third largest city, for 17 years. When he wanted to expand by importing thermal sportswear, he turned to the Enterprise Europe Network for help.With nearly 600 Partners in 44 countries, the Network was well placed to help him find suppliers and distributors. Network expert Eva Bergerova at Ostrava’s Regional Chamber of Commerce Moravia – Silesia (KHK MSK) visited Mr Pieter and profiled his business. The profile was then inserted into the Network’s powerful business cooperation database. One of the largest in the world, this database allows the Network’s many branches to search for the right partner for their local SMEs. “This way we found an Italian partner producing thermal underwear and jackets. We have already made some business together,” he says. “We hope to find more business contacts through the Enterprise Europe Network.”
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Barbecue importer avoids legal grilling
AUSTRIA
Austrian kitchen and cookware retailer Rösler + Wagner imports barbecue grills from China into the central European market. With 50 employees, it’s one of the biggest wholesalers for electric and non-electric grills in Austria. This is a great business opportunity for the company, but manager Johann Seifried was worried about the legal position in relation to the labelling and security of Chinese products.
Concerned about the high risk of liability, he turned to the Enterprise Europe Network, based in the Economic Chamber for Upper Austria in Linz. “The legal advice on product labelling standards from the Network was really useful for our company, because now we can avoid the high risk of expensive litigation,” said Seifried.
Real funding for Polish virtual ideas
POLAND
Polish entrepreneur Grzegorz Kozak runs a web development company called Virtual People in Szczecin, north-west Poland.Bubbling with ideas, he wanted to set up several web projects. But he needed the right funding to make his ideas come to life. He turned to his local Enterprise Europe Network Partner, the West Pomeranian Economic Development Association. In Szczecin, Network expert Katarzyna Mecinska keeps a close watch on the grants and financing available from the European Union. She found an opportunity under structural funds and helped Kozak to apply. Virtual People’s application was successful and Kozak received around €22,600 to develop his websites. The Network’s help made a huge difference to his business – he’s been able to hire two new staff members.
Tracking down FP7 partners
GERMANY
We have been using trams to get about European cities since the 1880s. But one German firm found it could reach its destination more easily by hopping on board the Enterprise Europe Network. Guided transport systems consultancy Die Ingenieurwerkstatt wanted to make a project proposal under FP7’s transport programme. But, to apply, CEO Christian Trescher and his 32 employees needed to partner with universities and companies from new European Member States. Trescher got in touch with Aleksandra Sadowska at his local Network branch, Enterprise Europe Network Hessen in Wiesbaden. She helped him to source partners through contacts with colleagues in Polish branches of the Network. Trescher chose Krakow’s tram company and the University of Applied Science, and, with Sadowska’s help, reached an agreement. The new consortium is now preparing their proposal.
FP7 partners at the tip of their tongue
LATVIA
Tilde is a leading Baltic IT company that specialises in language technologies and digital content. Always at the forefront of innovation, the company participates in several EU-funded research projects, including the first online Baltic encyclopaedia to developing and hosting multimedia content and mobile television. However, the company's latest research venture was lacking a partner in order to complete successfully its application to FP7, the EU's Seventh Framework Programme for funding research.
The company turned to the Enterprise Europe Network's branch in Riga, based in the Investment and Development Agency of Latvia.
The Network's experts used its powerful business, technology and FP7 partnership database to pinpoint suitable partners in other European countries. Tilde found the right partner in Slovenia and has now submitted its FP7 application.
Optic firms' bright future with public procurement
FRANCE
Innovative French firm Alpao makes adaptive optic products. They have a range of applications, including astronomy, ophthalmology, wireless optical communications and lasers. Its mirrors, sensors and optic systems are particularly suitable for research, which is mainly carried out in laboratories funded by public procurement. Looking to get started in this world, Alpao contacted its local Enterprise Europe Network hub at the Grenoble Chamber of Commerce and Industry. rom identifying the right tender, to assisting Alpao in preparing the required documents, the Network's expert Dolores Adamski helped Alpao through every stage of the bidding process. "Applying for a public tender for the first time has enabled us to become known by the awarding authority and win later a call for tender in Spain. It has been a great push for our business," said an Alpao representative.
