SME NEEDS - OCTOBER 2004 - P. BOURGOGNE TWO SURVEYS RESULTS Pierre BOURGOGNE SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

Current needs of the SMEs of traditional sectors in Lorraine sources : 2,742 enterprises; years 1999 - 2003; 2,777 visits; 4,607 needs identified (3I-Lorraine) SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SME NEEDS - OCTOBER 2004 - P. BOURGOGNE LORRAINE KEY FIGURES 2.3 millions of inhabitants 23,500 km² 822,000 jobs (563,000 in tert. sector) 77,000 students 9.3 % unemployment 88,000 daily cross border commuters 75,000 companies (incl. craft) GDP : 50 billions €/year 285 companies > 100 on staff restructuring regions (coal and iron mines, iron industry…) 123 % foreign coverage French N°1 cotton fabric, N°2 steel production, N°3 oilseed, beer, cheese SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SME NEEDS - OCTOBER 2004 - P. BOURGOGNE GLOBAL NEEDS 65.8 strategy 9.3 organisation 3.7 real estate invest. 5.6 productive invest 8.3 trade, export, marketing 6.5 management, finance 1.4 recruitment 9.6 training 5.3 quality 4.6 regulations and norms 3.2 tech. partnerships, sub-contract. 5.6 other 2.7 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SME NEEDS - OCTOBER 2004 - P. BOURGOGNE TECHNOLOGICAL NEEDS 34.2 technical info. 3.8 pre-market studies 1.6 technico-eco. feasibility 3.4 terms of references 1.6 model., calcul., formul., proto. 2.4 manufacturing, industrialisation 5.7 tests, controls, characterisations 4.2 CAX, digital info exchange… 4.1 IP/patent 1.3 environ., valorisation of by-products 3.1 other 2.9 pre-diagnostic 0.1 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SME NEEDS - OCTOBER 2004 - P. BOURGOGNE AGRO FOOD (6 % TOTAL NEEDS) GLOBAL NEEDS 67 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SME NEEDS - OCTOBER 2004 - P. BOURGOGNE AGRO FOOD (6 % TOTAL NEEDS) TECHNO NEEDS 33 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SME NEEDS - OCTOBER 2004 - P. BOURGOGNE TEXTILE & CLOTHING (2.3 % TOTAL NEEDS) GLOBAL NEEDS 57.4 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SME NEEDS - OCTOBER 2004 - P. BOURGOGNE TEXTILE & CLOTHING (2.3 % TOTAL NEEDS) TECHNO NEEDS 42.6 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SME NEEDS - OCTOBER 2004 - P. BOURGOGNE WOOD INDUSTRY (11.4 % TOTAL NEEDS) GLOBAL NEEDS 60.2 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SME NEEDS - OCTOBER 2004 - P. BOURGOGNE WOOD INDUSTRY (11.4 % TOTAL NEEDS) TECHNO NEEDS 39.8 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

CONSTRUCTION AND PUBLIC WORKS (5.7 % TOTAL NEEDS) GLOBAL NEEDS 68.3 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

CONSTRUCTION AND PUBLIC WORKS (5.7 % TOTAL NEEDS) TECHNO NEEDS 31.7 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

METALLURGY METAL WORKS (24.7 % TOTAL NEEDS) GLOBAL NEEDS 67.2 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

METALLURGY METAL WORKS (24.7 % TOTAL NEEDS) TECHNO NEEDS 32.8 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

MACHINES AND EQUIPMENTS MANUFACTURING (13.7 % TOTAL NEEDS) GLOBAL NEEDS 61.1 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

MACHINES AND EQUIPMENTS MANUFACTURING (13.7 % TOTAL NEEDS) TECHNO NEEDS 38.9 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

COMMERCE OF INDUSTRIAL GOODS (6.9 % TOTAL NEEDS) GLOBAL NEEDS 65.8 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

COMMERCE OF INDUSTRIAL GOODS (6.9 % TOTAL NEEDS) TECHNO NEEDS 34.2 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SERVICES TO ENTERPRISES (11.2 % TOTAL NEEDS) GLOBAL NEEDS 74.5 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SERVICES TO ENTERPRISES (11.2 % TOTAL NEEDS) TECHNO NEEDS 25.5 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

Strategic analysis of the needs of enterprises in Auvergne 300 interviews (4 to 8 hours), 250 SME, 50 VSE 1997-1998 (RIS-AUVERGNE) Factorial analysis of the simple correspondences SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SME NEEDS - OCTOBER 2004 - P. BOURGOGNE AUVERGNE KEY FIGURES 1.3 million of inhabitants 26,000 km² 523,000 jobs (345,000 in tert. sector) 42,000 students 8.2 % unemployment 58,000 companies (incl. craft) 100 companies > 100 on staff 135 % foreign coverage N°1 (75 %) French cutlery Michelin, Limagrain, Pechiney... SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SME NEEDS - OCTOBER 2004 - P. BOURGOGNE Ambitions for the next years diversification more export enterprise durability detection and conquest of new markets better use of the tool wealthy 50-500 jobs being more present better quality to absorb the investment reinforce the technical means fragile 0-50 jobs 72 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SME NEEDS - OCTOBER 2004 - P. BOURGOGNE Engines for the technological development regulations clients and market commitment 0-49 jobs fragile 50-500 jobs wealthy indust. & techno. environment costs reduction competition 86.5 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SME NEEDS - OCTOBER 2004 - P. BOURGOGNE Checks to the technological development time commitment uncertain outlets cash skilled manpower access to market R&D resources market unknown weight of administration wealthy fragile 80.2 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SME NEEDS - OCTOBER 2004 - P. BOURGOGNE The main waitings - needs for support info. for financial subsidies know how promotion decision making support looking for R & D partners vocational training access to information watch development fragile wealthy 0-50 jobs 50-500 jobs 84.5 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SME NEEDS - OCTOBER 2004 - P. BOURGOGNE Use of the innovation support system instruction delays too complicated procedures supported globaly appropriate wealthy attribution criteria globaly non appropriate non supported lack of visibility system too theoretical fragile lack of good information 0-49 jobs 50-500 jobs 86.3 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

SME NEEDS - OCTOBER 2004 - P. BOURGOGNE Global typology staff creativity heavy administration skilled manpower watch development market unknown competition detection & conquest of new markets easy access to info. manpower training 50-500 jobs wealthy reinforcement of the techno. potential clients and market prospecting reactivity cash decision making support lack of skilled manpower info. on subsidies know how quality process reinforcement of the commercial potential 0-50 jobs fragile 72.6 % SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

NETWORKS - BENCHMARKING SUMMARY AMBITIONS- DEVELOPPEMENT DEVELOPMENT FACTORS DEVELOPMENT LEVERS DEVELOPMENT BREAKS SUBSIDIES NEEDS FOR SUPPORT PRODUCTION ORIENTED COMMITMENT process oriented tendency to specialisation KNOW HOW remaining on the job quality mastering flexibility (purchase book) technically skilled manpower NETWORKS commercial objectives client's demand role of OEM few financial abilities uncertain markets lack of skilled manpower rather non helped ingorance - bad visibility difficult access - unfair criteria STRATEGIC THINKING MARKET DRIVEN new horizons tendency to diversification OPPORTUNITIES open to new jobs 360° prospecting develop. of the commercial potential manpower creativity NETWORKS - BENCHMARKING complementarity research techn. and commercial objectives competition pressure industrial and technical environment lack of info. on market heavy administration lack of R&D means rather helped heavy - complex - delays fuzzy readability PROJECT BUILDING DIVERSIFICATION PARTNERSHIP SME NEEDS - OCTOBER 2004 - P. BOURGOGNE

Thanks for you patient attention pierre.bourgogne@cr-lorraine.fr SME NEEDS - OCTOBER 2004 - P. BOURGOGNE