Land Forces 2014 - NSW Business Chamber · • Langkawi International Maritime & Aerospace...

Land Forces 2014

Terry WhelanLand Defence Australia Limited

Land Forces 2014

• 22-25 September

• Brisbane Exhibition Centre

• Over 300 Exhibitors

• Chief of Army’s Conference

• LEWG Meeting

• LAND 400 Briefing

• International, Asia-Pacific Scope

• Free Trade Visitors

SME ADVOCATE

• Your advocate with Primes and Defence

• Meeting Rooms for use by SME (bookings)

• Area for informal discussions

• Don’t know or need help

Australian SME Support

• Trade Show/Defence Business Training

• Onsite Mentoring

• Industry Support Programs

• Supply Chain Service Hub

• Breakfast Sessions

• Smart Phone App

• Defence Engagement

Trade Show Training

• Training Courses to get best from shows

• Leverage maximum benefit from trade show

• Learn how to set up your stand

• Prepare a trade show plan / Work your plan

• Learn about Global Supply Chain

• Learn about Defence Procurement

• Learn about Industry support services

Onsite mentoring

• Instructor follow up onsite

• One-on-One Coaching, review of Show Plan

• Introduction to Global Supply Chain Units

• Introduction to other primes and delegates

Breakfast Sessions

• Breakfast / Presentation networking event for Australian SMEs.

• By Invitation only

• Sponsored event in conjunction with Commonwealth.

• Who would you hear from – let me know

Smart phone app

• Floor Plan and trade directory access

• Schedule manager

• Contact manager

• Enhanced company information

• QR Scanner

Defence Engagement

• Chief of Army and Defence Minister have strong commitment to the benefits this Expo can provide to Australian Small Business.

• Subsidised Exhibition Sites.

• Free Trade Visitor Entry.

• AMDA consultants engaging with Army, DMO to ensure they engage directly with SMEs in the Australian Precinct.

Smart phone app

Questions ??

What we do

• We assist Australian defence industry by identifying and generating

sales opportunities in international markets.

• This includes:

– supporting and facilitating a range of transactions such as

Government-to-Government (G-to-G) and Commercial-to-

Government (C-to-G) sales; and

– assisting Australian companies to gain support contracts when

Australian Defence Force (ADF) equipment is sold.

• We also support Defence in facilitating the disposal of major equipment

and capability platforms (i.e. aircraft, vessels, weapons and vehicles).

What we deliver

Products and Services

Existing or surplus inventory

Existing contracts

New contracts

Provision of services

Provision of Intellectual Property

Transactions

Sales

Gifting

Leasing

Loans

Heritage Disposals

Transaction Arrangements

Government-to-Government (G-to-G)

Government-to-Commercial (G-to-C)

Commercial-to-Government (C-to-G)

Commercial-to-Commercial (C-to-C)

Disposals to Community

AMSO Benefits

• Australian defence industry provides leading-edge capability solutions to military requirements in Australia and abroad across the maritime, land, aerospace, electronics, and weapons sectors.

• We provide opportunities to improve and enhance the ability of industry to promote and export these products, and for foreign governments or commercial customers to buy them.

– We do this by leveraging off our diplomatic relationships and international networks, to identify sales opportunities.

• We provide foreign governments with the ability to purchase new defence, or ex-ADF equipment, under a G-to-G arrangement.

– This includes support throughout the sales process, including the provision of a dedicated Case Officer.

Sales – What we do

• We provide a centre of expertise to support Australian defence industry and

Defence in the sale of new defence, or ex-ADF, equipment, including:

– operating a helpdesk for sales enquiries (open to the public and Australian

defence industry);

– supporting a variety of sales arrangements (i.e. G-to-G / C-to-G);

– providing a dedicated sales Case Officer and a team of experienced

personnel to support the sales process; and

– facilitating export and other required approvals (i.e. International Traffic in

Arms Regulations (ITARS)).

The AMSO is currently developing marketing materiel to provide our

customers with information on products for sale –

to be released in mid-late 2014.

Our Sales Process – How customers buy from us

If able to proceed,

AMSO provides the

customer with

Expression of Interest

(EoI) template

Customer completes EoI

and submits to the

AMSO Helpdesk

Initial customer

enquiry to the

AMSO Helpdesk

([email protected])

AMSO reviews EoI, and

if able to proceed,

provides customer with

Letter of Request (LoR)

template outlining

purchasing options

Customer completes

LoR and submits to the

designated AMSO Case

Officer

AMSO reviews LoR,

and provides customer

with Letter of Offer

(LoO) and instrument

of sale

Customer accepts

LoO, signs instrument

of sale and makes

upfront payment to

AMSO

Transport of product to

customer

Instrument of sale

negotiations

AMSO Responsibility Customer Responsibility

Disposals – What we do• We provide support and guidance to Defence in the management of major disposal

activities, including:

– providing a centre of expertise in the disposals function and for G-to-G sales of ADF equipment;

– assisting Australian companies to gain support contracts when ex-ADF equipment is sold;

– operating an AMSO helpdesk on major disposals, including for the public;

– ensuring disposals comply with ITARS, export restrictions and international requirements;

– providing procedural and policy guidance; and

– assisting in determining the most appropriate disposal method and providing on-going support through the disposals process.

Items expected to recover more than $1.0 million in revenue, capability platforms, weapon

systems, items of significant public interest, and items which require specialist disposal action

and planning, are classified as Major Disposals.

AMSO Success Stories• Since its inception, the AMSO has proven successful in facilitating a

number of sales, including assisting:

– Northrop Grumman Integrated Defence Services in gaining a

maintenance support contract for the sale of C130H Hercules aircraft

to the Government of Indonesia;

– assisting two Australian defence firms to win a United States

Department of Defence tender to manufacture a personal counter

improvised explosive device system;

– Bushmaster Indonesia;

– Bushmaster Japan;

– Bushmaster Netherlands, maintenance in Brisbane.

Team Defence Australia (TDA)

• The International Engagement Branch facilitates participation by

Australia’s defence companies at select international defence trade

events and trade shows under the TDA banner.

• Defence companies can apply to participate in these events.

Applications are assessed against several criteria and priority is given

to companies that support a priority industry capability.

• Those companies wishing to apply should provide a detailed

application as positions on these stands can be very competitive.

• Those companies selected to participate in the TDA stand are provided

space (and facilities) free on charge.


TDA will participate in the following international defence trade exhibitions

in 2014-15:

• Association of the United States Army Exhibition (AUSA) Washington, 13-15 Oct 2014

• International Naval Defence & Maritime Exhibition (EURONAVAL) Paris, 27-31 Oct 2014

• Indonesian Defence Exposition (INDODEFENCE) Indonesia, 5-8 Nov 2014

• International Maritime & Naval Exhibition (EXPONAVAL) Chile, 3-7 Dec 2014

• International Defence Exhibition and Conference (IDEX) Abu Dhabi, 22-26 Feb 2015


• Langkawi International Maritime & Aerospace Exhibition (LIMA)

Malaysia, 17-21 Mar 2015

• International Defence Industry Fair (IDEF) Turkey, 5-8 May 2015

• Defence Security & Equipment International Exhibition (DSEi) London,

15-18 Sept 2015

• Association of the United States Army Exhibition (AUSA) Washington,

12-14 Oct 2015

• Dubai Airshow UAE, 8-12 Nov 2015

Further details regarding Call for Applications to participate in these trade

shows will be posted shortly. Please regularly check the TDA website for

updates as they become available.

Website: www.defence.gov.au/TeamAustralia

http://www.defence.gov.au/TeamAustralia

Contacting the AMSO

Please direct all AMSO enquiries to:

[email protected]

mailto:[email protected]

FOCUSED: CONNECTED: PROVEN:

May 14 Confidential: Export Solutions Pty Ltd 26

CAN I GET ACCESS TO SERIOUS MONEY?

Fantasea Cruises


YES - APPLY FOR EMDG FUNDING

FANTASEA CRUISES HAVE RECEIVED OVER $470,000 TO FUND ITS MARKETING EFFORTS

Fantasea Cruises


EMDG

Company - Industry Location No. of Years Total Grants

Mining - Services Perth 7 $967,338

Computer Hardware Melbourne 6 $740,270

Manufacturing - Medical Brisbane 4 $636,930

Manufacturing - Industrial Melbourne 5 $603,780

Tourism Melbourne 5 $568,342

Computer Services Adelaide 3 $451,698

Education & Training Adelaide 4 $466,295

Manufacturing Perth 5 $385,541

Wine & Beverages Tanunda 3 $489,649

Computer Software Sydney 5 $351,987

Last year many of our clients received more than $100,000

Serious Money – particular companies in a range of industries


AM I ELIGIBLE?

WHAT SHOULD WE DO WHEN THE GOVERNMENT SAYS NO?

Radiator Wetsuits


YES - IF YOU SPEND OVER $15,000

Radiator Wetsuits


Eligibility

EMDG

– Are you considering exporting your services or products

overseas?

– Are you an Australian business?

– Does your business have an ABN?

– Has the business received less than 8 EMDG grants?

– Is your annual income $50 million or less?

– Are you intending to earn export dollars?

– Will you be THE principal in the export transaction?


EMDG

Producer: Grape Grower

Manufacturer: Processor of Product

Distributor: Australian Buyer

Overseas Customer

NOT Eligible

NOT Eligible

Eligible

Principal in

the export transaction

EDMG Here


EMDG

Producer: Grape Grower

Manufacturer: Processor of Product

Commission Sales Agent:

Overseas Customer

NOT Eligible

Eligible

NOT Eligible

Principal in

the export transaction

EDMG Here


IS THERE A CATCH?

ARE WE WASTING OUR TIME CHASING GOVERNMENT ASSISTANCE?

Beurteaux


YES - THE MONEY ISN’T UPFRONT

MAXIMISING THE EMDG FUNDING AVAILABLE HELPED TRANSFORM BEURTEAUX INTO A GLOBAL ENTERPRISE

Beurteaux


EMDG

The Catches

– Only certain expenses are eligible

– The money is not upfront - so you will have to spend

the money first - it’s a rebate!

– Grant is on a cash basis. Need to pay for costs in

grant year

– Don’t miss the 30th November deadline

– Need to provide financials

– If you manufacture overseas then need to show the

business provides Significant Net Benefit to Australia

– IP exporters need to show they own the rights


Eligible expense categories Grants in this expense category

Number $M Spent

EMDG

1. Overseas representative 960 74

2. Marketing consultants 970 25

3. Marketing visits 2,851 81

4. Communications 643 5

5. Free sample 1,123 12

6. Trade Fairs/Seminars/Promotions 1,720 28

7. Promotional literature and advertising 2,437 63

8. Overseas buyers 320 2

9. Trademarks and patents 441 14


How much will you get back

Sample Maximum

EMDG

Overseas representative

Marketing consultants

Marketing visits

Communications

Free sample

Trade Fairs/Seminars/Promotions

Promotional literature and advertising

Overseas buyers

Trademarks and Patents

Total eligible expenditure

Less non reimbursable amount

Sub total

Grant amount (50%)

18,000

9,000

25,000

8,000

7,000

18,000

10,000

95,000

5,000

90,000

45,000

122,000

20,000

41,000

5,000

13,000

40,000

34,000

5,000

30,000

310,000

5,000

305,000

150,000


WHAT’S NEXT?

Füritechnic


PLAN

FÜRITECHNICS NEEDED AN INNOVATIVE APPROACH TO CLAIM AN EMDG, WHICH HAS FUNDED SIGNIFICANT OVERSEAS EXPANSION

Füritechnic


EMDG

Assess

your

Potential for

grant

assistance

Help plan

and

structure

your

Grant

process

Will

provide a

kit to help

capture

relevant

expenses

Review,

Clarify

and

Maximise

your

Claim

Export

Solutions

will Lodge

Claim

Audit by

AustradeReceive

Rebate

Process

May 14 Confidential: Export Solutions Pty Ltd

EMDG

Summary

– If you are exporting or intending to export

– $137.5 million available this year

– Maximum $150,000 per applicant

– Wide range of industries and services

– Non competitive grant process

– Grant reimburses monies you have spent developing

an export market

– If you spend more than $15,000 you should be

applying for a grant

AnaLabAsia2011_SalesBrochure.pdfAnaLabAsia2011_SalesBrochure.pdf

44

Why attend trade fairs?

– Meet new clients, industry networking

– Provides focused group of contacts (new/existing)

– Launch new product, product awareness

– Raise profile and gain exposure

– Benchmark, Competitors and industry trends

– Commitment to the market and region

– Utilise the media for further exposure

Trade Fairs: Market and Promotion

45

Do your research

– Established and proven track record

– Well regarded by the industry and the market

– Audited, Statistics and Post Show report

– Far reaching promotional campaign

– Who are the Organisers?

– Testimonials from past exhibitors

– International Accreditation

What is a good Trade Fair?

CONTACT EXPORT SOLUTIONS

Gemma Hansen – 0414 616 696

[email protected]

Susan O’Connell – 0401 770 889

[email protected]

www.exportsolutions.com.au
mailto:[email protected]:[email protected]://www.exportsolutions.com.au/

Land Forces 2014 - NSW Business Chamber · • Langkawi International Maritime & Aerospace...

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