1. The Marco Polo Programme
Marco Polo Info Day
28 June 2012
Anne Bårseth / Denise Kwantes

2. Outline Golden Rules for a successful application
Make sure all conditions & criteria are understood and complied with
Demonstrate credibility
Demonstrate viability
Pay attention to possible unacceptable distortion of competition
Specific advice for CLA
Write a clear and concise proposal
Use the available support

3. Golden Rules for Success
1. Understand the criteria & the conditions
Carefully read the call text
Carefully address all criteria & conditions
3-4 forms to be submitted
One signed original, 5 copies + CD-ROM
Respect the deadline - 21/09/2012 – cannot be extended!

4. Golden Rules for Success
2. Demonstrate credibility (1)
Very important criterion – usually main reason for failure!
Description of the market (market research, problems in the market – low water level, border crossings etc.)
Description of the type of freight
Description of the return leg

5. Golden Rules for Success
2. Demonstrate credibility (2)
Description of the service - technical details, subcontractors, transit time, frequency, etc. - competitive to road?
Credible modal shift/traffic avoidance & supported by recent letters of intent from customers & market research
Realistic loading factor

6. Golden Rules for Success
2. Demonstrate credibility (3)
Prove the start-up between 1/1/2012 – 1/1/2014 but modal shift/traffic avoidance & costs only eligible as of submission date
Use the MP calculator
Old and new routes with maps
Pre- and post-carriage

7. Golden Rules for Success
3. Demonstrate viability
Not compulsory for CLA – but an advantage
Business plan covering at least 1 year after subsidy period – ideally profit-making
Credible business plan – eligible/non-eligible costs, revenues – cumulative loss in the years of funding

8. Golden Rules for Success
4. No unacceptable distortion of competition
Shift from road – not other non-road transport modes
Exhaustive analysis required – supported by customers declaring the freight to be previously on the road
Comparison with other non-road services: differentiate by market/freight/customers/service

9. Golden Rules for Success
5. Specific advice for CLA (1)
Link the CLA action with the modal shift/traffic avoidance objective
Role of all partners/subcontractors described
Detailed training and dissemination plan (when, where, by whom, how many, target groups, content etc.)

10. Golden Rules for Success
5. Specific advice for CLA (2)
Innovation – what is new compared with other similar projects?
Wide-European added value - several EU MS involved, reaching a wide-European target group
Letters of intent/support from interested parties

11. Golden Rules for Success
6. Write a clear and concise proposal
Be consistent - proposal matches the info in annexes – MP calculator
Clear without repetitions
Follow the structure of the call (appendix 2)
Cross-checked by an outsider

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

13. Call 2012 - Available Support
Subscribe to the
Marco Polo
e-newsletter!
Call Available Support
MARCO POLO Website
MARCO POLO Helpdesk
Phone: +32 (02)
Fax: +32 (02)

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