1. Walloon Foreign Trade and Investment Agency TAIEX-WORKSHOP ON STATE AID FOR SMEs Belgrade, 22 March 2013

2. Wallonia : a region in the very heart of Europe 300 millions consumers in a radius of 100 km (60 % the European market) Belgium and Wallonia at the heart of Europe

3. Wallonia’s institutional context Belgium : federal state with 3 regions holding significant Competencies 1. Walloon Region Population : 3.4 millions (32% of country) Capital : Namur Main cities : Liège, Charleroi, Mons, Nivelles, Tournai, Arlon, Wavre, Verviers 2. Flemish Region (58% of the Belgian population : 6.1 million inhabitants) 3. Brussels-Capital Region (10% of the Belgian population : 1.0 million inhabitants)

4. Federal jurisdictions National security, justice Social security, employment law Main legislation (civil code, penal code, commercial code) Defence Monetary and credit policy Food chain security rules Several aspects of research (nuclear, space) Foreign affairs (in collaboration with the Communities and Regions)

5. Regional jurisdictions Housing and land planning Environment and agriculture (+ energy and water) Public works and transport Economic policy, foreign trade, foreign investments and employment Health and social welfare Supervision of the local and provincial authorities Scientific research and new technologies Foreign relations in all these areas

6. Walloon economic structure

7. A few figures  70 000 companies  650 000 jobs  99,6 % of SMEs  9 employees on average / company  2 000 additional company / year

8. Sectors of activity Market added value 65 % SERVICES 27 % INDUSTRY 8 % CONSTRUCTION

9. AWEX : role and structure

10. Mai 2009 A dual mission Support for exports AWEX Promotion of foreign investments

11. AWEX in short… Wallon public interest organisation Missions  Global support for exporting companies  Promotion of foreign investments in Wallonia Means  Staff: 468 people, 205 of which abroad  Total budget: +/- 80 million euros (2012)  Financial incentives budget: +/- 10 million euros (2012) Certified ISO 9001 since 2000

12. Statutory objectives of AWEX Increase Wallonia’s international visibility and attractiveness Strengthen the professionalism of exporting companies Contribute to the annual increase of Walloon exports, outperforming European neighbouring regions Broaden the geographic scope of the markets Broaden the sectoral scope of the exports Ensure a high-quality after-sales service

13. The 15 largest foreign clients (in % of total exports)

14. The 10 largest exporting sectors (in % of total exports)

15. Mai 2009 Structure A common structure  AWEX Head offices 7 regional centres SOFINEX (subsidiary for the finaning of international projects) Worldwide network (107 posts) CA Foreign investments Foreign trade SOFINEX (subsidiary for the financing of international projects)

16. SOFINEX SOFINEX : Society for funding of export projects and the internationalisation of businesses Trust Funds with international organisations for technical assistance and feasibility studies linked to private-sector projects in developing and emerging countries Funds for economic development projects in emerging countries Direct participation in financing requirements of international ventures : bank loan guarantees, granting of loans, minority equity participations

17. Structure Head offices – Brussels & Namur  Management  Coordination of the regional offices and the worldwide network  Geographical departments  Financial support and financing of international projects  Communication and information technologies  Documentation centre  Evaluation and strategy  General and logistic departments

18. Structure  Local offices at the service of the companies: a one-stop address for export information  Advice and guidance: support for the development of an export strategy – definition of the markets – advice on how to approach the markets Regional centres

19. Structure Economic and Commercial Attachés  Distribution: 1/3 in the EU and 2/3 outside the EU  Covered: 120 countries and +/- 20 international organisations  Roles: Representation of Wallonia General and individual market information Commercial promotion and prospection Dissemination of information about business opportunities Commercial assistance Help with the prospection of potential investors

21. MEWE Part of AWEX network Representation to the European Commission Information about European aids and programmes (MEWE)

22. SUPPORT FOR EXPORTERS

23. General principles No selectivity : services available to firms of all sizes and from all sectors Not act as a substitute for the company, but rather be complementary Give companies a « helping hand » by supporting their proactive initiative Comprehensive range of services at all stages of the export process Financial or non-financial support Free services (excluding costs of participation in commercial prospecting actions) Make the companies’ life easier (e-gov)

24. Eligibility criteria Operating headquarters in Wallonia Walloon professional organisations

25. Target sectors of activity « Traditional » sectors Cultural industries (including fashion and design) Agro-industry, breeding, horticulture Tourism

26. Feburary 2012 How to trigger the export reflex of SMEs We have the means to make SMEs export : 1. Proximity of the regional centres 2. Availability of the central services and the international network of trade officers 3. Financial incentives 4. Training activities in foreign trade techniques, language skills and cultural approaches to commercial negotiations abroad 5. Wide-ranging annual export action plan 6. Knowledge in international networking through the Walloon House to the European institutions (MEWE)

27. FINANCIAL INCENTIVES

28. FINANCIAL EXPORT INCENTIVES EXPORT INCENTIVES → « WIN – WIN » → « STEP BY STEP »

29. FINANCIAL EXPORT INCENTIVES → DEVELOPMENT OF EXPORT STRATEGIES → TRAINING AND RECRUITMENT OF PERSONNEL → MARKETING AND COMMUNICATION MATERIAL → MARKET EXPLORATION (trade fairs, missions, buyers invitations, market studies) → TRAINING OF CLIENTS → ESTABLISHMENT OF COMMERCIAL OFFICES ABROAD → DEVELOPMENT OF INTERNATIONAL PARTNERSHIPS

30. PREPARING YOUR STRATEGY Consultants approved by AWEX/ Specialized in a sector/market approach « Export Strategy Consultancy » for VSES ( employing less than 20 people) Free consultancy from 1 to 5 days « Foreign Trade Consultancy » for SMES Maximum of 3 x 30 working days Degressive subsidy

31. Support from experts AWEX 2.0

32. RECRUITMENT OF PERSONNEL → Employing your export team → Annual fixed grant during 2 years

33. TRAINING YOUR EXPORT TEAM/STAFF - LINGUISTIC IMMERSION PROGRAMS - TRAINING IN BUSINESS CULTURE AND COMMUNICATION SKILLS

34. SUCCEEDING IN COMMUNICATION Production of communication media : Brochure Video Website Advertising inserts 50 % OF THE ACTUAL TOTAL PRODUCTION COSTS

35. PROSPECTING ABROAD Prospecting abroad – new export market opportunities (outside EU)  SUBSIDY  50 % OF ROUND TRIP TRAVEL AND ACCOMODATION EXPENSES  50 % OF THE INVITATION COSTS IN WALLONIA FOR 1 TO 3 PROSPECTS

36. PARTICIPATING IN A SHOW  AWEX collective stand 6 m² space free of charge  On an individual basis « SME BONUS » for the first participation 50% of travel and accomodation costs + 50 % of the expenses for booth construction, setup and management

37. OPENING AN OFFICE ABROAD → INDIVIDUAL INITIATIVE (outside EU) Subsidy during 2 years 1st year : 50 % 2 nd year : 40 % Incubator formula Logistical and financial services offered + subsidy : 50 %

38. OPENING AN OFFICE ABROAD COLLECTIVE INITIATIVE For a minimum of 3 Walloon SMES Subsidy during 1 year 70 % of the actual costs

39. TRAINING YOUR CUSTOMERS → SUBSIDY → 100 % OF THE ACTUAL COSTS RELATING TO TRAINING SESSIONS

40. Support from trainees EXPLORT  Programme offering training courses and internships in foreign trade as a support for Walloon exporting companies  Support from the Marshall Plan

41. For whom? SMEs Target? Guidance on international partnership projects in terms of management, financing, productivity and technological know-how 5 vouchers (max. per year) with a nominal value of €1000 One voucher = one coaching day Free to choose your coach. Video resume on www.awex.be www.awex.be NEW COACHING VOUCHERS

42. Building of partnerships International economic partnership: feasibility studies  International travel costs  Subsistence allowance in the Walloon Region for the staff of the local SME  Services abroad for the staff of the Walloon company  Living costs abroad for the staff of the Walloon company or external experts  Fees for external experts (1,000 euros / day)  Office operating costs (translation, reproduction of documents,…)

43. Market survey Extra financial support Coaching Business Days Market assistance Counseling Legal advise New partnership toolbox

44. How to apply Registration in the database of AWEX after verification of the eligibility of the company by the regional centre Request for a password Forms online on www.awex.bewww.awex.be

45. How to apply From home page www.awex.be

46. How to apply Online application forms : easy and secure

47. Some figures about the financial incentives  Budget : +/- 10 million euros (2012)  Staff : 12 people  More than 4,700 files in 2012  Worklfow  Central data base called RENEW  Simplification based on truth principle  Subsidies

48. Some figures about the financial incentives  Worklfow

49. Some figures about the financial incentives  Central data base called RENEW

50. RECENT RESULTS IN SUPPORT FOR EXPORTS

51. Recent activities and results : support for exports (2002-2012)

52. Financial incentive programmes (2002-2012)

53. Financial incentive programmes (2007-2012)

54. % of firms deemed that AWEX support has helped them to : Access foreign markets : 73% (38% in 2005) Increase their exports turnover : 63% (45% in 2005) Increase or maintain employment : 50% (28% en 2005) 2011 satisfaction inquiry

55. www.awex.be www.wallonia-international.be www.investinwallonia.be Visit our web sites

56. Contacts Philippe SUINEN CEO of AWEX p.suinen@awex.be Milena GVOZDEN EU Affairs Attaché at Permanent Representation of Belgium in the E.U. +32/2/233.03.95 milena.gvozden@diplobel.fed.be Ann-Véronique MORTIER Commercial Attaché belgrade@mrbc.irisnet.be

57. Contacts Francis MULLERS Expert SOFINEX f.mullers@awex.be Chantal DEBLEU Deputy general manager (European markets) c.debleu@awex.be Dominique TOURNEUR Director –Central & Eastern Europe – C.I.S. d.tourneur@awex.be

58. AWEX COMMERCIAL MISSION IN OCTOBER 2013  BELGRADE + ZAGREB + SARAJEVO  ENERGY SECTOR  ENVIRONMENT

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