ECP Medical Devices & Lab. Equipment

1. Paving the way to EuropeExport Coaching Programme (ECP)Medical Devices & Laboratory Equipment2009 - 2015

2. ECP Medical Devices & Lab. Equipment • Objective • Strengthening the competitiveness of manufacturers in developing countries on the European market • Results: participants will have… • 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

3. ECP Product groups (tentative) HS CODEPRODUCT GROUP • 3005 10 Adhesive dressings • 3005 90 Wadding, Gauzes and Bandages • 4818 90 10 Non Woven materials • 4015 11 Latex products surgical and examination gloves • 9018 31 Syringes and Needles • 9018 32 Suture needles, also including staplers re-usable and disposable • 9018 19 Electro diagnostic equipment. Ultra sound and Doppler • 9018 90 Surgical instruments

4. 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

5. ECP: 5 Steps towards Sustainable Exports • Application & selection (2009) • Technical assistance (2009 – 2011) • Export marketing training (2009 - 2010) • Access to the market (2010 – 2014) • Market consolidation (2011 – 2015)

6. Application & Selection (2009) • Application forms • Pre-selection on basis of ECP criteria • Export Audit + Action Plan • Performed by teams of CBI Experts • Output for CBI: in-depth information on company potential and commitment of management • Output for you: • Export Audit as a free assessment of export potential • Action Plan as a well-structured roadmap for realizing sustainanble exports to Europe • Final Selection • On basis of outcome Export Audit

7. 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)

8. 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

9. 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

10. 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

11. 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.

12. 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

13. Financial Investments • Commitment fee (after final selection) • € 1000,- • EXPRO seminar and local workshops • No fees. CBI and Partners arrange for accommodation and contributions to international travel costs • Trade fair / congress participation • 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 spaceand 50% of stand construction

14. Other Investments • Knowledge • EU Market Information • Certifications and standards • Time • Repeated trade fair participation • Consolidation of trade contacts • Communication • Keep Team of Experts up-to-date

15. 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

16. 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

17. ECP open for India? Depends also on you! • ECP will be open for a restricted amount of countries • India is shortlisted as a possible country for enrolment of companies • Final decision on inclusion of countries dependable on: • Number of interested companies complying with Selection Criteria • Opportunities of cooperation with partner BSOs • Fill in the CBI Registration Form TODAY in order to: • 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 !

18. More info on ECP www.cbi.eu/medical • Contact person for new ECP Medical Devices: Ms. Marjolein van Delft (logistical manager) mdelft@cbi.eu

19. Your questions and suggestions • Feel free to ask... … and to suggest (on the form)!

20. Frequently asked questions • Why is CBI doing all this? • What will be my benefit? • What will it cost me?

21. 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?