Call BEE NET Building European Export

Networks

B1 FormApplication Form/Action Plan for Internationalisation

Template and instructions for the structure of the proposal

Table of contents

1. Title of the candidate European Business Network (EBN)....................................................................................................3

2. Partners of the EBN..............................................................................................................................................................3

3. Objectives of the EBN...........................................................................................................................................................3

4. Identification of the needs (maximum 1 page).....................................................................................................................3

5. General framework of the EBN's Action Plan (maximum 1 page).........................................................................................3

6. Framework of the Action Plan with respect to the characteristics of the target market/s (maximum 3 pages)...................4

7. Detailed description of the planned activities (maximum 6 pages)......................................................................................4

8. Timetable of the Action Plan (indicate for each activity the period of performance)...........................................................4

9. Methodology (maximum 2 pages)........................................................................................................................................5

10. Team proposed for implementation of the Action Plan (max 2 pages)................................................................................5

11. Estimated impact in terms of networking and support to internationalisation (maximum 1 page).....................................5

12. Multiplier and leverage effects (maximum 1 page).............................................................................................................6

1. Title of the candidate European Business Network (EBN)

Add the Title and Acronym of the EBN that you intend to propose

Nano Asphalt Solution Alliance (NASA)

2. Partners of the EBN

List the partners that compose the candidate EBN, as registered in the BEE NET web platform.Each EBN can be composed from 4 to 8 companies from at least 3 EU Countries.

Partner 1Name of the Company Ula technologies UABAddress K. Donelaičio st. 79-1, KaunasCity Postal Code LT44249 Country LithuaniaTelephone +37068988714 FaxE-mail uabulatechnologies@gma

il.comWebsite www.ulatechnologies.lt

Contact Person Dalius Raškinis Role Chef Executive OfficerVAT Number LT100004883019Role in the EBN Coordinator

Partner 2Name of the Company LLC InzenierbuveAddress Kipsalas st. 6a, RigaCity Postal Code LV1048 Country LatviaTelephone FaxE-mail info@inzenierbuve.lv Website https://www.inzenierbuve.lvContact Person Ainars Paeglitis Role Chef Executive OfficerVAT Number LV40103001095Role in the EBN Partner

Partner 3Name of the Company Daimanta UABAddress Liepkalnio st. 176, VilniusCity Postal Code LT02121 Country LithuaniaTelephone +37052331800 FaxE-mail Info@daimanta.lt Website www.daimanta.ltContact Person Dainius Abramavičius Role Chef Executive OfficerVAT Number LT100000004319Role in the EBN Partner

Partner 4Name of the Company Atrade Impex OÜAddress Laki 30, TallinnCity Postal Code 12915 Country Estonia

Telephone +37065237834 FaxE-mail impex@gmail.com WebsiteContact Person Filip Naidun Role Management Board memberVAT Number EE101961116Role in the EBN Partner

3. Objectives of the EBN Describe the objectives of the EBN, which shall be consistent with the aim of the BEE NET call for proposals.

The EBN is composed of 4 various size SMEs based in 3 different EU countries – all of the Baltic States (Lithuania, Latvia and Estonia). The partners of this network have combined interests and expertise within the road and transport industry. A shared interest in Saudi Arabia target market was defined amongst the EBN companies. The common application field – technologically advanced nano clay asphalt solution for the road construction market.

The main goal of the project is to penetrate the Saudi Arabia market with tested nanoparticle-based bitumen clay technology made or partly made from local raw materials.

In order to reach the goal, main objectives of the EBN can be summarized to finalizing the technological solution and localize it for the Middle East market in order to find new customers interested in buying the new solution in Saudi Arabia.

4. Identification of the needs (maximum 1 page)Joint Lithuanian, Latvian and Estonian companies project aims to develop a customized environmentally sustainable solution and present it to the global market. Collaboration project established between four partners two research and development companies and two transport industry SMEs have joined forces to develop a new concept solution for asphalt component utilizing nano clay solution from locally available resources. Joint collaboration lead by Lithuanian SME presents the solution for more sustainable asphalt used to road surface construction utilizing environmentally friendly resources native to the area. Currently, most widely used asphalt solution incorporates the use of plastics, that are not biodegradable and adds to the general pollution of the local soil. Using biodegradable elements presents more precise and longer lasting solution that also is environmentally friendly and have the capacity to adapt to the local climate, extending the usage time of the road surface.

The concept of nanostructured modifiers reinforced asphalt is relatively new. First publications related to nanostructured carbon, particularly carbon nanotubes, modified bituminous systems were published some 10 years ago. In general, broad range of nanostructured additives with distinct particle anisotropy (regular, fibrous/tubular and platelike) have been considered as modifiers for both neat bitumen and polymer modified bitumen. In respects to polymer modifier, investigations have been mostly related to linear and/or radial styrene-butadiene-styrene copolymer (SBS) based systems, however other polymers (e.g., styrene-ethylene-butylene-styrene block copolymer (SEBS), Styrene butadiene rubber (SBR), polyethylene, poly(ethylene-co-vinyl acetate)) have been also considered in the case of nanostructured bituminous compositions.

In general, nanostructured particles, used for modification of bituminous systemscan be classified as follows:

- Regular nanostructured particles, includingo Carbon black

o Metal oxide nanoparticles such as ZnO, TiO2, Fe2O3, Al2O3o Nanostructured Ca compounds such as nano CaCO3, nano hydratedlimeo Nanostructured Si compounds such as SiO2 nanoparticleso Biochar nanoparticles

- Fibrous/tubular nanostructured particles, includingo Carbonacous nanofillers, generally multi-wall carbon nanotubes andcarbon nanofiberso Tubular nanoclays, i.e., Halloysite nanotubes

- Platelike nanostructured particles, generally including broad spectrum oflayered silicate group minerals such as

o kaolinite,o bentonite,o montmorillonite,o vermiculite,o rectoriteo layered double hydroxideso palygorskite.

The following 5 considerations are regarded as the key factors when choosing an appropriate solvent: 1) good ability to dissolve in the asphalt at a room temperature without significantly influencing the physical and mechanical properties of asphalt binder, and 2) low viscosity and high evaporation rates to ensure nanomaterials richly disperse into asphalt binder at medium to high temperatures. Various solvents such as kerosene, varsol, turpentine and acetone would be alternative to reduce the viscosity of an asphalt and implement nanomaterials adequately dissolution into the asphalt at a room temperature.

In general, it is observed that nanostructured fillers (depending on it chemical structure) allow improvement of rheological behaviour, fatigue resistance, Flash point value, high-temperature behaviour, rigidity, Marshal stability, moisture susceptibility, ageing behaviour, storage stability and even low-temperature behaviour of bituminous compositions. By investigating the effect of the addition of SEBS/KC nanocomposites on the properties of bituminous systems, it was determined that SEBS/KC ratio in the compound has a great effect on the high-temperature storage behavior. It has been determined that the modified asphalts are stable when the ratio of SEBS/KC is around 2.

The aim of this project is to finalise the prototype by carrying out tests in different location in order to develop the marketable product that could be presented to international market. In order to achieve this objective there is a clear need for international partnership, where creators can collaborate with international industrial partners carrying out different testing scenarios under different conditions that would vary depending on their local environment. This project will further aim to present finalised product to international road construction market as a workable and affordable solution revolutionising this market segment. The common needs indicated by the partners can be summarized to: commercial feasibility studies of the target market, localised promotional materials, active engagement in the target market B2B events: business missions, trade fairs, conferences, local B2B meetings.

5. General framework of the EBN's Action Plan (maximum 1 page)The overall objective of the project is to provide oportunity for efective new product development and

introduction tot he market through locally created partner network in the regions that creates a supporting environment for business growth and innovative product introduction to new markets. Each project partner will assume responsibilities of adding value to product development, where the leading network partner is the main idea developer with Latvian partners providing their expertise in the field further developing technology and the product as well as outlining their benefits to the local market. The remaining two network partners will undertake technology testing in different environments to obtain tangible results regarding technology specifications, usability and value to the market. In part it is expected that each partner, with support of their network will share their experience regarding local market entry. This way joint profile will be developed, which will assure best practice application for new technology based product introduction to the market. International network will assure product quality and feasibility for local markets.

International partner network sets out the following specific objectives: To develop innovative asphalt soluting utilising native local resources that are more sustainable for the

environment as well as expresses longer durability Provide easier-to-access integrated knowledge services in close proximity target maket to become active

in the Single Market and beyond, linking up with regional actors and policies; Ensure that the technology and developed products strongly contributes to international business,

technology needs meeting outlined regulatory requirements Promote research partnership building in the EU, participating countries and third countries Share expertise knowledge and experience between network partners creating the most efficient solution

that is customisable for each target market Raise the awareness of new technoology dvelopment SMEs about EU policy issues and act as a

communication channel for the EC with European SMEs (contributing to the SMEs feedback function) Organise and undertake joint B2B meetings Conduct in depth market research witht he aim to optimise product introoduction and dissemination in

new markers

Each parther will undertake their local market research that later will be presented to the whole network. Shared experience will aid building new framework for distribution development and market entry strategy development in new markets. It is planned that this way, expanding network and utilising its connections partners developed technology solution will be easier accessible to the buyer and desicision maker market.

With the aim to promote itnernational collaboration partnerships partners will hoast a number of technology informatory events as well as attend international fairs and b2b matchmaking meetings with perspective buyers. Network partners planning to host at least 1 partners event in each partner country and attend at least 1 international trade show presenting their technology as well as 2 B2B shows that will take place in European countries. Attending such events is vitally improtant for project’s success and achieving set gols of export market expansion. It is proven that such practice bring the best results, where network partners link relevant local partners that immediatelt presents a level of trust and are more willing and opent to the idea of doing business with a partner from international partnership.

6. Framework of the Action Plan with respect to the characteristics of the target market/s (maximum 3 pages)

Describe the Action Plan with particular regard to: characteristics and trends of the target market/s with respect to its products or services

analysis of the main competitors strengths and weaknesses of the EBN compared to the target market/s characteristics of the business strategy for the entry/consolidation in the target market/s compliance of the Action Plan with the possible adaptation of the products/services with respect to the

specific needs of the target market/s (eg possible certifications) analysis of the strengths and weaknesses of the identified strategy risk assessment of the identified strategy

Characteristics and trends of the target market/s with respect to its products or services. The main characteristics of the target market are depicted in the SWOT analysis below. The main benefits the joint EBN has in the mentioned marked are financial stability, governmental support in all construction fields, vast availability of new construction project funding and easy access to raw materials. These can be compared in parallel with the possible barriers: different language, relatively slow decision making, possible downturns in overall economy and oil price drops which all could negatively impact the demand and willingness to finance new road construction projects.

SWOT Analysis Middle East market

Strengths:Financial StabilityIncreasing spending on urban developmentEasy access to fundsGovernment participation and investmentWeaknesses:Language barriersRelatively slow decision makingOpportunities:Rapid financial and market developmentEasy access to resources and raw materialsWillingness to collaborate with European entitiesOpenness to new technology applicationThreats:Falling oil pricesMilitary interventionsEconomic slowdown

Strengths and weaknesses of the EBN compared to the target market/s. The main strengths of the EBN is the joint cluster like partnership with a defined action plan, clear roles and responsibilities of each partner that would give the upper hand when going for international market. The joint expertise of the partners will grant enhanced competitiveness in the long term. Also, one of the highest benefits for the network is the innovative solution itself which will be jointly tested and marketed, whilst sharing the know-how and technology expertise amongst the partners. The identified EDN weaknesses compared to the target market are the possible high costs of entering the market itself. Also, high costs of external services: consultations, product marketing localization.

SWOT Analysis of the EBN

Strenghts:

Joint cluster like partnership that enables each partnerVast expertise of each partner within its fieldClear roles and responsibilitiesInnovative solutionWeaknesses:High costs to enter the Saudi Arabia marketHigh costs of external services that include consultations and product marketing localizationOpportunities:Large market that is facing constant demand for road construction work Increasing local urbanizationVast amount of construction trade fairsSupport from local governmentProposal of cheaper asphalt solutionThreats:Additional costs for certification or compliance documents Factors that might decrease demand for road construction

Characteristics of the business strategy for the entry/consolidation in the target market/s.In order to enter the Saudi Arabia market and develop a successful and maintainable internationalization campaign, the main goal is to identify the need for such a product and test it locally. For this an extensive feasibility and testing study shall be implemented during the internationalization process. What is more, strategic B2B meetings and sessions will be organized in order to build a long-term business network of suitable local partners and buyers. This shall be achieved through business missions, trade fairs, conferences and local B2B meetings.

Compliance of the Action Plan with the possible adaptation of the products/services. The main focus is on the initial decisions making process and key stakeholders from B2G and B2B sectors, who can influence the initial steps to move forward with common projects of EBN implementation and adoption in the Saudi Arabia market. The key activity, in this case, is professional driven business networking and brokerage activities.

Analysis of the strengths and weaknesses of the identified strategy. Main strengths of the identified strategy are partner dedication to the action plan, clear roles and responsibilities of each liable partner within the EBN. Weaknesses that might be associated with the strategy are: possible high costs of additional services needed in order to penetrade the Saudi Arabia market.

Risk assessment of the identified strategy. Three types of risks were identified to be associated to the strategy: (1)financial risk – financial deficiency during the project implementation, (2) implementation quality risk – issues occurred due to unknown circumstances during the preplanning period and (3) external service quality risk – some external services such as organizing of the B2B meetings and feasibility studio will be bought.

7. Detailed description of the planned activities (maximum 6 pages)For each Activity (a, b, c, d, e) foreseen in the Action Plan, describe the articulation of eligible expenses by referring to the list of eligible costs pursuant to art. 7 of the BEE NET Call.

a. Professional and /or consultancy servicesb. Costs for international events and for activities aimed at developing the international dimension of the

EBN or the launch of products

c. Brand design and development of logo and graphics of the EBNd. Preparation and publishing, on-line and printing, of promotional material: EBN’s products sheets, pricing

lists, leaflets, web-pages, promotional brochurese. Travel and accommodation costs for participating in the kick off meeting in Barcelona, in the final event in

Palermo, events, conferences and international exhibitions, for max. 2 persons of the same SME

Provide the necessary elements to evaluate: the relevance of the expenses envisaged in relation to the results to be achieved the appropriateness of expected expenses with respect to market prices

Attach any cost estimates or price lists to support the cost estimates made.

a. Professional and /or consultancy services● Market research and analysis, feasibility study and possible key partnership identification, made through our own resources, to identify how to efficiently access the Saudi Arabia market (120 working hours x 30eur/h) -> 3.600 euro● Technical work to facilitate innovation and technology enhancement for further testing (5 EBN technical workshops for defining main technological value proposition) -> 5 working days at 700 eur per day -> 3.500 euro● Sum of costs for point A -> 7.100 eur

b. Costs for international events and for activities aimed at developing the international dimension of the EBN or the launch of products● Organising of dedicated and preplanned B2B meeting/business mission with possible Saudi Arabia partners and/or buyers (3 visits to Saudi Arabia 4 people each, approx. 650 euro per plane tickets, 20 working hours for preparation of each meeting x 30 eur/h, accommodation for 3 business missions 3 nights each 57 euros per night, 650x3x4 + 20x3x30 + 3x3x4x57) -> 12.052 euro● 1 day rental meeting space and equipment (150 euro per meeting) -> 450 euro● Sum of costs for point B -> 12.502 eur

c. Brand design and development of logo and graphics of the EBN● Brandbook creation services for the EBN services and product -> 1.500 eur● Sum of costs for point C -> 1.500 eur

d. Preparation and publishing, on-line and printing, of promotional material: EBN’s products sheets, pricing lists, leaflets, web-pages, promotional brochures● Project management for defining contents (20 working hours x 30eur/h) -> 600 euro● Graphic and content preparation of 6 pages leaflet and 10 pages promotional/service brochure(50 working hours x 30 eur/h) -> 1.500 euro● Printing of promotional brochures: 100 leaflets and 100 service brochures (considering 4 euro xbrochure) -> 800 euro● Sum of costs for point D -> 2.900 euro

e. Travel and accommodation costs for participating in the kick off meeting in Barcelona, in the final event in Palermo, events, conferences and international exhibitions, for max. 2 persons of the same SME● Participation at Kick-off Meeting in Barcelona with 1 representative per SME of the EBN -> 1.400 euro (350

eur per SME) considering a 1 day event● Participation at Final Event in Palermo with 1 representative per SME of the EBN -> 1.400 euro (350 eurper SME) considering a 1 day event● Sum of costs for point E -> 2.800 euro

8. Timetable of the Action Plan (indicate for each activity the period of performance)MONTH 1-12

ACTIVITY 1 2 3 4 5 6 7 8 9 10 11 12

a. Professional and /or consultancy services

Insert details of each foreseen activity

Market research and analysis, feasibility study and possible key partnership identification, made through our own resources, to identify how to efficiently access the Saudi Arabia marketTechnical work to facilitate innovation and technology enhancement for further testing (5 EBN technical workshops for defining main technological value proposition) -> 5 working days at 700 eur per day -> 3.500 eurob. Costs for international events and for

activities aimed at developing the international dimension of the EBN or the launch of products

Insert details of each foreseen activity

Organising of dedicated and preplanned B2B meeting/business mission with possible Saudi Arabia partners and/or buyers1 day rental meeting space and equipment c. Brand design and development of logo

and graphics of the EBNInsert details of each foreseen activityBrandbook creation services for the EBN services and productd. Preparation and publishing, on-line and

printing, of promotional material: EBN’s products sheets, pricing lists, leaflets, web-pages, promotional brochures

Insert details of each foreseen activityProject management for defining contents

Graphic and content preparation of 6 pages leaflet and 10 pages promotional/service brochurePrinting of promotional brochures: 100 leaflets and 100 service brochurese. Travel and accommodation costs for

participating in the kick off meeting in Barcelona, in the final event in Palermo, events, conferences and international exhibitions, for max. 2 persons of the same SME

Insert details of each foreseen activityParticipation at Kick-off Meeting in Barcelona with 1 representative per SME of the EBNParticipation at Final Event in Palermo with 1 representative per SME of the EBN

9. Methodology (maximum 2 pages)Please include a detailed description of:

a. methods of implementationb. reasons for the proposed methodologyc. procedures for internal evaluationd. level of involvement and activity of external stakeholders in the Action Plan (if applicable)e. role of each participant

Activities necessary to achieve objectives:1. Participation at kick-off and final events of BEE NETKick-off Meeting in Barcelona (1) and Final Event in Palermo (2)Method : Business NetworkingReasons : (1) Barcelona - to use an opportunity to publicly present the EBNs and exchange views on the topic of International Business Networking with an audience composed of other SMEs, interested organizations, institutional representatives and external stakeholders as well as kick-off meeting of the EBN. (2) Palermo - to take part in a public seminar and a half-day B2B event to discuss and plan new actions and EBN.Roles of participants : equal participation in networking sessions (1 participant per SME).

10. Team proposed for implementation of the Action Plan (max 2 pages)Project will be delivered by an international project team. Project manager – dedicated person from the project lead company, which will assume functions of an ordinary project manager. Role will be expected to have an overall view of the project objectives development and achievement. Specific task for this role will be to hold responsibility for overall project development and its financial sustainability. Project manager with a help of project administrator will make sure that all project documents are properly done, grouped and presented to relevant funding bodies.

Project administrator – will assume the role of administrating responsibility for project activities. This role will assure that project partners are presenting paperwork for activities in the way it is expected in the reporting country and is compliant with project guidelines. The role will provide support and assistance to project manager in managing the project from administrative perspective. Administrator will have an overview and access to all project files and assume responsibility for allocating security measures regarding project data and documentation.

Secretary -

4 x Technical expert – technical experts and scientists will come from each partner company in the network each presenting expertise in different areas. Main technical expertise is expected to be gathered by lead partner company as well as Latvian partner company. Two experts will provide a framework theoretical expertise where as further two testing experts will be presented by remaining two partners. Each expert will present their expertise that will be a core element of the technology and its product offered to the market. Only by assurance of this combined expertise successful export market expansion will be possible to achieve.

4 x Technical assistant – each company will have a technical assistant that will be assigned to the project from their existing staff load. They will assume the role of gathering supporting data and presenting its analysis to technical experts or project manager. Technical assistance role will expand through all fields of the projects from technical expert analysis, to market research, market reports, preparation of supporting export strategy documentation, promotional campaigns and so forth.

For each member of the staff, it should be indicated whether they are "internal staff" or "external staff"."Internal staff" – konkretūs įmonių darbuotojai. Reikia prašyt jų pareigas ir ką jie atliks projekto metu.

"External staff" – it is hoped that project mainly will be delivered utilizing existing expertise within the network. Additional expertise needed might be acquired should there be a specific need to gather particular data regarding one or other aspects of the market.

11. Estimated impact in terms of networking and support to internationalisation (maximum 1 page)

Description of the expected impact of the proposed initiatives in terms: increase in market share in the target country/ies improvement of the characteristics of the products/services for the target market/s increase in foreign operators' agreements /partnerships/customer portfolio/success stories etc.

Please include information on how the Action Plan will improve: the situation of the SMEs partners of the EBN the managerial and technical capacities of the SMEs partners of the EBN

Support this analysis indicating the ideas and methodologies adopted for the reporting of the expected impacts

Expected impacts of proposed initiatives can be described as following: Increase in market share in Saudi Arabia. When it comes to influencing a decision, nothing can compete

with face-to-face interaction. Preplanned B2B meeting/business mission with possible Saudi Arabia

partners and/or buyers will provide opportunities to engage with current and new customers. Improvement of the characteristics of the products for Saudi Arabia market. Knowledge about our

competitors and how they approach the market will be obtained after market research. Market research will help assess the market to identify both key players and those on the rise. Furthermore, it will help you find the weaknesses in your competitor’s approach. These are gaps that you can utilize to gain more customers. You can also learn what performed the best for the competition. In turn, you will be able to think more creatively while modeling your new strategy.

Increase partnerships and commercial representation agreements in Saudi Arabia. As with any participation, preparation is the key to a rewarding event and return on investment. The action plan will potentially allow all the partners to prepare better and to improve our internationalization skills and export-related turnover.

Action Plan will improve: the situation of the SMEs partners of the EBN. Being involved in a process of internationalization, partners

could grow in terms of turnover and employment, in relation of results achieved by the network. the managerial and technical capacities of the SMEs partners of the EBN. Action plan will improve

internationalization skills. Extending our customer base internationally can help us finance new product development, learning from competitive markets and competitors, and get use to work with very demanding and sophisticated customers.

12. Multiplier and leverage effects (maximum 1 page)Describe how the Action Plan for Internationalisation can generate multiplier and leverage effects according to the EBN approach, the possibilities for replication, extension of the outcomes, launch of new initiatives.

Saudi Arabia is a country full of actual and potential business and investment opportunities. However, it should be noted that the Saudi Arabian market is highly competitive and business transactions take place on the basis of quality and cost. Our experience and knowledge gained during this project could be transfer to other networks or companies willing to enter Saudi Arabia market. Also, the partners of this network have combined interests and expertise within the road and transport industry. Nowadays international cooperation is crucial road and transport industry, so this collaborative model could be also transferable.Moreover, we strongly believe that collaboration in this network will open up new project opportunities for participation in programs such as Horizon 2020 or Horizon Europe.