The Marco Polo Programme 2013 Call for proposals

1. The Marco PoloProgramme 2013 Call for proposals Marco Polo Info Day Rome, 12 June 2013 Marco Cecchetto EACI

2. Can Marco Polo support you? In case your idea is: • New transport service shifting freight from road • With a European dimension • Loss making in its first years • Viable in the longer term  Marco Polo can help you!

3. The Marco Polo programme

4. Where to start? • Understand Call text: most important! • Check if your proposal is eligible • Choose 1 of 5 action types • Marco Polo Helpdesk: phone and email

5. The 5 Action Types • Modal Shift– MOD • Catalyst– CAT • Motorways of the Sea – MOS • Traffic Avoidance – TAV • Common Learning– CLA

6. Action types key points

7. From proposal to contract Deadline Results EACI decision Grant Agreement into force Evaluation (external/ internal) Proposal preparation Contract negotiation March/August 2013 December 2013 Jan/February 2014 First half 2014

8. Overview of conditions and criteria • Funding conditions • Eligibility criteria • Exclusion criteria Ranking Award criteria Selection criteria Proposal is excluded

9. Eligibility criteria • GENERAL: • E1 Uniqueness • E2 Transport services • E3 European Dimension – Undertakings • E4 European Dimension – Cost • E5 Type of Legal Entity • E6 Start-up action • SPECIFIC per action type: • Route (MOD, MOS, CAT, TAV) • Duration (all) • Threshold (all) • Competition (all) • Effect on production output or workforce (TAV only)

10. Specific Eligibility Criteria * The route should be international AND under the control of the applicant

11. Selection criteria How to demonstrate technical capacity: • at least a 5-year experience by the applicants in the project area • or at least 5-year experience of their directly involved employees • evidence provided by company records and CVs How to demonstrate financial capacity: • latest unconsolidated financial statements • audited for partners requesting >€300,000 subsidy • Show ratios: • Current assets/current liabilities ≥ 0.5 • EU grant/Equity ≤ 1 • Score ≥ 4 points on 5 ratios

12. Criteria/Action Type MOD CAT MoS TAV CLA Credibility & Viability 50 50 50 50 40 Environmental & Social Benefits 25 30* 20 20 Quantity of freight shifted 25 20 20 Innovative approach (CAT/MoS/TAV: inc. dissemination plan) 20 10 10 10 European added value 35 Dissemination plan 15 How are the proposals assessed?  Award criteria There is also a threshold per criterion! * Including freight shifted off the road

13. How to determine your subsidy? MOD/CAT/MOS/TAV *: Funding will be lowest of: • Modal shift: 2 or 3 Euro / 500 tkm • Maximum 35% of total eligible costs • Deficit of the action CLA: Funding will be lowest of: • 50% of total eligible costs • Deficit of the action * The Marco Polo calculator indicates the maximum subsidy for your initiative

14. Golden Rules Understand conditions & criteria Demonstrate credibility Demonstrate viability Analyse competition Specific advice for CLA Write a clear and concise proposal Use the available support

15. Golden Rules 1.Understand criteria & conditions • Read the call text • Address all criteria & conditions • 3-4 forms to be submitted • One signed original, 5 copies + CD-ROM • Deadline: 23/08/2013

16. Golden Rules 2. Demonstrate credibility • Very important – main reason for failure! • Describe the market (market research, size, problems in the market, needs…) • Describe your service (what will you solve?, how?, with whom?) • Describe type of freight, clients, return leg, frequency, contracts, capacity utilisation, compare to road, etc..

17. Golden Rules 2. Demonstrate credibility • With recent letters of intent from customers & market research • Realistic forecasts

18. Golden Rules 2. Demonstrate credibility • Prove the start-up between 1/10/2012 – 1/10/2014 but modal shift/traffic avoidance & costs only eligible as of submission date of the proposal • Use the MP calculator • Old and new routes with maps • Pre- and post-carriage by road

19. Golden Rules 3. Demonstrate viability • Not compulsory for CLA – but an advantage • Business plan: cumulativeloss in the years of funding; show at least 1 yearafter subsidy period – ideally profit-making • Credible business plan – revenues, eligible/non-eligible costs

20. Golden Rules 4. No unacceptable distortion of competition • Shift from road – not from other modes • Compare with other non-road services • Differentiate by market/freight/clients/service • Be exhaustive – you need to convince (customers declare that freight was previously on the road)

21. Golden Rules 5. Specific advice for CLA • Show the Link between action and modal shift/traffic avoidance objectives • Describe Roles of all partners/subcontractors • Structure and detail coherently: why, when, where, by whom, how many, target groups, content, benefits, etc.)

22. Golden Rules 5. Specific advice for CLA • Innovation –what is new compared with other similar projects? • European added value – reach a wide European target group to help solve a problem • Letters of intent/support from interested parties

23. Golden Rules 6. Write a clear and concise proposal • Be consistent: main text, annexes, MP calculator • Without repetitions • Follow the call structure (see appendix 2) • Cross-checked by an outsider

24. Golden Rules 7. Use the available support • Marco Polo Help Desk – phone/email • Marco Polo website • Checklists for each action type • Presentations from previous conferences • Guidance documents • FAQs etc.

25. Subscribe to the Marco Polo e-newsletter! Call 2013 - Available Support • MARCO POLO Website http://ec.europa.eu/marcopolo Call text, appendices, model contract, templates, checklists, FAQ’s,MP calculator, conference slides • MARCO POLO Helpdesk • Email: eaci-marco-polo-helpdesk@ec.europa.eu • Phone: +32 (02) 29-50924 • Fax: +32 (02) 29-79506

26. Thank you for your attention Good luck with your proposal!