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12/3/2020 ATM_Cover

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EU GATEWAY | BUSINESS AVENUES

Successful in Asia- Data Mining on success factors to expand into Asia -

Version as of 03/12/2020

Prepared by the Central Management Unit

12/3/2020 ATM Contents

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CONTENTS

DisclaimerIntroduction...........................................................................................................................................................1Data Mining Purpose............................................................................................................................................8Data Mining Methodology....................................................................................................................................9Data Mining Objective..........................................................................................................................................10

1 - Company Profiling..........................................................................................................................................142 - Outcome for EU companies...........................................................................................................................26 2.1. Success Factor: Outcomes Achieved....................................................................................................29 2.2. New Business Collaborations.................................................................................................................43 2.3. Increase in Turnover................................................................................................................................60 2.4. Growth Expectations...............................................................................................................................68 2.5. Employee Increase..................................................................................................................................743 - Impact of the Korea FTA................................................................................................................................854 - External Perspective of Asian companies...................................................................................................90

18910

142629425967738489

12/3/2020 ATM Disclaimer

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DISCLAIMER

This report is a summary of the detailed analysis of the companies participating in Business Missions in 2017-2020 and is based on a sample of the Business Missions and therefore does not cover all the Business Missions under the Programme.

For a general overview of all the Business Missions under the Programme from 2016 to 2020, please refer to the ‘Annual Reports’ published on the website.

12/3/2020 ATM Introduction

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Introduction

12/3/2020 ATM Gateway Objective

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EU Gateway | Business Avenues Objectives

EU Gateway │Business Avenues is an initiative funded by the European Union helping European companies to establish long-lasting business collaborations in Asia.

Selected European companies meeting the eligibility criteria get the opportunity to participate in a one-week Business Mission focused on a specific sector in Korea, South East Asia, China and Japan.

Companies benefit from a range of business support services, which include coaching, logistical, and financial support.

2

12/3/2020 ATM Gateway TM

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EU Gateway | Business Avenues Target Markets

EU Business Avenues in South East Asia includes the following six countries: Singapore, Vietnam, Thailand, Malaysia, Indonesia and Philippines. Each Business Mission to South East Asia visits Singapore and one other country.

EU Gateway to China pilots China as an additional target market with 4 Business Missions in total until the end of 2018. EU Gateway to Japan started in autumn 2016, slightly later than Korea and South East Asia.

3

12/3/2020 ATM Gateway Sectors

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EU Gateway | Business Avenues Sectors

Clean Technologies combines the sectors Environment & Water Technologies and Green Energy Technologies (except the sub-sectors Wind and Solar).

4

11/17/2020 ATM Gateway Methodology

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EU Gateway | Business Avenues Methodology

EU Gateway | Business Avenues’methodology is built on 25 years of experience and is applied across all target markets and sectors.

The methodology begins with an extensive outreach campaign to ensure all potentially interested and relevant European companies are aware of the Programme.

During each following step – from application to follow-up after the Business Mission – companies are supported to their fullest potential.

5

12/3/2020 ATM Gateway Selection Process

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EU Gateway | Business Avenues Competitive Selection Process

European companies apply on a competitive basis. Transparent eligibility criteria and the independent selection procedureensure those companies with the highest potential for establishing new business cooperations are selected.

As shown to the left*, the competitive process comprises 5 clear steps.

6

12/3/2020 ATM Gateway Coaching

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EU Gateway | Business Avenues Coaching & Logistical Support

A cornerstone of the Programme is to provide coaching and logistical support to participating companies for each Business Mission – not only after the selection, but during each step of the EU Gateway | Business Avenues methodology starting with the basic eligibility assessment.

7

12/3/2020 ATM_Purpose

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OVERALL PURPOSE OF THE DATA MINING REPORT

The overall purpose of this report is to address four key questions:

1. Profiling of EU Companies: Who are the participating companies?

2. Outcome for EU Companies: How does the Programme contribute to jobs and growth in Europe?

3. Impact of Free Trade Agreement: Are Free Trade Agreements enabling trade? Does the Programme support this?

4. External perspective: Do the EU Companies understand the perspectives of Asian companies?

Answers to these questions are addressed in the four chapters of this report.

8

12/3/2020 ATM Methodology

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DATA MINING METHODOLOGY

The report uses data from the following sources:

n EU Company applications stored in the Programme's Internal Information Management System (IIMS).

n EU Companies online answers to a structured debriefing questionnaire at the end of the Business Mission Week.

n EU Companies answers to a structured telephone interview 12 months after the Business Mission Week.

n EU Companies product groups extracted from the data stored in Converve – the matchmaking tool used by the Programme.

n Exit polls with interviews of Asian companies visiting the Business Mission Exhibition.

The report investigates correlations between key success factors (selected ‘outcomes’) and Business Mission data (Business Mission Sectors and Target Markets), company characteristics and product groups per Sector. This includes selected multiple variable analyses.

9

12/3/2020 ATM Objective (1)

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DATA MINING OBJECTIVE - Chapter 1 - Profiling of EU Companies

This chapter analyses Programme data of EU Companies that have participated in Business Missions under the Programme between 2017 and 2019.

The report analyses a set of variables related to Programme eligibility criteria, such as company size (turnover and number of staff), company ownership type, international experience (export share in sales, geographical exposure), and company age (year of establishment).

10


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DATA MINING OBJECTIVE - Chapter 2 - Outcomes for EU companies

To better understand the outcome level of the Programme, its contribution to jobs and growth in Europe will be assessed according to the following success factors that are retrievable from the 12 months after the Business Mission questionnaire. These are as follows:

Outcomes Achieved: What are the outcomes that you have achieved in the Target Market in the year that has passed since your participation in the Business Mission? (Multiple responses possible).

New business Collaborations: A) Did your company establish new business collaborations in the Target Market since your participation in the Business Mission and B) Does your company expect to establish new business collaborations within the Target Market in the future?

Increase in Turnover: How much growth in turnover (or sales) has your company experienced in relation to the Target Market visited in the 12 months following your participation in the EU Gateway | Business Avenues?

Growth Expectations: Do you expect your company's business in the Target Market to grow, stagnate or decline in the next three years?

Employment Increase: Has your company increased or intends to increase the number of people employed in thefuture as a result of the Business Mission? If yes, how many?

11


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DATA MINING OBJECTIVE - Chapter 3 - Impact of the Korea FTA

The Free Trade Agreement between the EU and the Republic of Korea has been provisionally applied (removal of most import duties) since 2011, and has formally been in effect since its ratification in December 2015. From 2010 to 2018, EU exports to Korea have increased by 77%, with the trend bringing it closer to trade balance rather than a substantial deficit for the EU.

A 2018 EU infographic (1) on the FTA indicated that the growth in exports to Korea from 2011 to 2017 was from EUR 33 billion to EUR 50 billion, with every billion euros in exports supporting 14,000 jobs. From 2017 to 2019 (2), EU exports to Korea have stabilised around EUR 43.5 billion while imports from Korea have grown from EUR 44 billion to EUR 47.3 billion. This is following a period of several years with a positive EU trade balance.

The Business Missions assessed in this report fall into these last three years of growing imports and stagnating export numbers.

Overall, the FTA should have resulted in lower incidences of impediments to doing business, such as Import Issues, Trade Barriers, and Investment Issues.

The impact in terms of impediments to business is measured using the answers to the following three questions collected during the 12-months after the Business Mission questionnaire:

n Did you encounter any of the following Import Issues following the Business Mission?

n Did you encounter any of the following Trade Barriers following the Business Mission?

n Did you encounter any of the following Investment Issues following the Business Mission?

Each question has several answer options, breaking down into the various types of issues and barriers companies could encounter.

121. Source: https://www.consilium.europa.eu/en/infographics/south-korea/2. Source: https://ec.europa.eu/eurostat/statistics-explained/index.php?title=South_Korea-EU_international_trade_in_goods_statistics


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DATA MINING OBJECTIVE - Chapter 4 - External Perspective of Asian Companies

The Programme does not only capture data from European companies, but also from its Asian counterparts that visit the trade fair in the Target Market. Data on EU companies' business partners is gathered through the Exit Poll Questionnaire. Taking an outside-in perspective guards against an inward bias and may help to better understand the respective client groups across Target Markets.

The report analyses the following questions which are retrievable from the Debriefing Questionnaire - EU companies and Exit Poll Questionnaire - Asian Companies:

n Did both sides identify the same outcomes?

n Were both sides satisfied with the meetings attended during the Business Mission?

13

12/3/2020 ATM Chapter 1 - Company Profiling

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Chapter 1 - Company Profiling

12/3/2020 ATM_Sample

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1. Company Profiling - Sample

Number of Business Missions per Target Market per Year

0

2

4

6

Target Market

# of

bus

ines

s m

issi

ons

Korea South East Asia China Japan

3

4

2 2

5 5

2

4

5 5 5

Year2017

2018

2019

Sector

China

Japan

Korea

South East Asia

Total

Clean TechnologiesConstruction & Building TechnologiesContemporary European DesignEnvironment & Water TechnologiesGreen Energy TechnologiesHealthcare & Medical TechnologiesInformation & Communication TechnologiesOrganic Food & BeverageRailway Technologies & Services

1 1 2

2 232 2

2323 3

1122332

1338710352

Total 4 11 13 14 42

Over the years 2017-2019, the Programme scheduled 42 Business Missions in 9 key sectors. 7,845 companies expressed interest in those missions (on average 187 companies per Business Mission) and 1,757 participated (on average 42 companies per Business Mission).

15

12/3/2020 ATM_1.Confirmed

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1. Company Profiling - Participation Confirmed

16

Out of the 2,302 companies that have been selected for the Programme's missions, 1,757 confirmed their participation. This makes the overall confirmation rate* equal to 76%.

Target Market and Sector 2017

2018

2019

Total

KoreaContemporary European DesignEnvironment & Water TechnologiesGreen Energy TechnologiesHealthcare & Medical TechnologiesOrganic Food & Beverage

South East AsiaConstruction & Building TechnologiesContemporary European DesignEnvironment & Water TechnologiesGreen Energy TechnologiesHealthcare & Medical TechnologiesInformation & Communication TechnologiesOrganic Food & Beverage

ChinaClean TechnologiesEnvironment & Water TechnologiesHealthcare & Medical Technologies

JapanConstruction & Building TechnologiesEnvironment & Water TechnologiesGreen Energy TechnologiesHealthcare & Medical TechnologiesRailway Technologies & Services

131

43

4246

173

40

374848

7339

3463

2064439314943

218

443650464280

3842

15443

2355141434951

23345

47

515040

19140

57295

12374

140140624

45409173

149144

82153

393876

40883

36

27

433137

35314144

78987871

Total 440 658 659 1.757

Number of participants per year

440 (25%)

658 (37%)

659 (38%)

Year2017

2018

2019

*Confirmation rate = number of companies that confirmed their participation / number of selected companies.

12/3/2020 ATM_1.3.Key Find

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1. Company Profiling - Participation Confirmed - Key Findings

17

During the years 2017-2019, 76% (1,757) of the selected companies have confirmed their participation.

- The largest share of participants were Small companies (44%, 780). They had 11-50 permanent employees (45%, 795) and a turnover of 2,000,000-10,000,000 EUR (39%, 683).

Almost all participants (96%, 1,681) had experience outside the EU before applying to the Programme.

- Most participants with experience across geographic regions were active in them for more than 5 years (66% overall). Participants who were active in the Programme's Target Markets have similar proportions of non-EU exports. The largest share of participants with No experience in the Target Markets (46%) had Non-EU Exports contributing to their sales being either Zero (18%) or Less than 10 percent (28%) . Additionally, companies with No experience in the Target Markets are less likely to confirm their participation (67% confirmed - compared to 80% overall that confirmed and had experience).

Family Owned companies were represented by 33% (587) of the participants.

- Across all ownership types, the largest share of companies were Small. However, Family Owned companies have a larger proportion of Medium-sized enterprises, while Publicly Listed and Other ownership type companies have bigger shares of Large enterprises. This is reflected in the higher proportions that those ownership type companies have for 50 or more permanent employees, as well as the larger shares they have for more than 10,000,000 EUR turnover, when compared to the other ownership types.

- Publicly Listed companies account for 3% (46) of the participants population and have the lowest participation rate (65% confirmed - compared to 77% for the other ownership types).

12/3/2020 ATM_1.1.Size

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1. Company Profiling - Participation Confirmed - Company Size

18

Number of participants per company size

290 (17%)

780 (44%)

535 (30%)

152 (9%)

Enterprise CategoryMicro

Small

Medium-Sized

Large

The company size categories are based on the turnover and number of employees thresholds, as defined by the EU* (graph bottom-left)

44% (780) of the companies that participated were small, followed by medium-sized companies (30%, 535).

The graph at the bottom-right, shows the confirmation rate per company size category.

Small companies have a slightly lower confirmation rate (74%) compared to the rest. This implies that from all small selected companies (1,054), 74% (780) confirmed their participation.

PermanentStaff

<100,000EUR

100,000 -2,000,000EUR

2,000,000 -10,000,000EUR

10,000,000 -50,000,000EUR

>50,000,000EUR

< 55-1011-5051 - 250> 250

82

138

102178236153

456

471149

3

1

6929341

36

2967

Micro Small Medium Large

*European Commission, 2016. User Guide to the SME Definition. Luxembourg: Publications Office of the European Union, pp.13-14.

12/3/2020 ATM_1.1.Turnover

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1. Company Profiling - Participation Confirmed - Turnover (or Sales)

19

Most participants had 2,000,000 - 10,000,000 EUR turnover (39%, 683).

Companies with less than 100,000 EUR turnover and more than 50,000,000 EUR turnover had the lowest proportions among participants (2%, 31 and 6%,105 respectively).

Notably, companies with less than 100,000 EUR turnover exhibit the lowest confirmation rate (70%).

Number of participants per turnover (or sales) range

31 (2%)

534 (30%)

683 (39%)

404 (23%)

105 (6%)

Company turnover or sales< 100,000EUR

100,000 - 2,000,000EUR

2,000,000 - 10,000,000EUR

10,000,000 - 50,000,000EUR

> 50,000,000EUR

Confirmation rate per turnover (or sales) range

0 %

20 %

40 %

60 %

80 %

Company turnover or sales

Conf

irm

atio

n R

ate

< 100,000EUR 100,000 -2,000,000EUR

2,000,000 -10,000,000EUR

10,000,000 -50,000,000EUR

> 50,000,000EUR

70 %74 % 77 % 79 %

74 %

12/3/2020 ATM_1.1.Staff

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1. Company Profiling - Participation Confirmed - Permanent Staff

20

45% (795) of the participants had 11-50 permanent employees.

The proportions of companies with less than 5 employees (6%, 114) and more than 250 employees (6%, 114) are the lowest among participants.

Even though companies with less than 5 employees account for one of the lowest proportions among participants, they have the highest confirmation rate (83%).

Number of participants per number of permanent staff

114 (6%)

240 (14%)

795 (45%)

494 (28%)

114 (6%)

Permanent Staff< 5

5-10

11-50

51 - 250

> 250

Confirmation rate per number of permanent staff

0 %

20 %

40 %

60 %

80 %

100 %

Permanent Staff

Conf

irm

atio

n R

ate

< 5 5-10 11-50 51 - 250 > 250

83 %75 % 74 %

79 % 77 %

12/3/2020 ATM_1.1.Exports

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1. Company Profiling - Participation Confirmed - Total export as a percentage of sales

21

There is no clear correlation between participation and export ranges. Even though most participants had exports as high as 81%-100% of their sales (26%, 451), the second largest share of participants had Less than 20% exports (20%, 352).

In addition, the highest rate of participation belongs to those with 61%-80% exports (82%) - This group accounts for 15% (255) of all participants (see pie chart).

Companies with No or Less than 20% exports are less likely to confirm their participation (73% each).

Confirmation rate per Export Range

0 %

20 %

40 %

60 %

80 %

100 %

Export % of sales (ranges)

Conf

irm

atio

n R

ate

0% < 20% 21%-40% 41%-60% 61%-80% 81%-100% did notanswer

73 % 73 % 75 % 75 %82 % 78 % 76 %

Number of participants per Export Range

143 (8%)

352 (20%)

201 (11%)

255 (15%)

302 (17%)

451 (26%)

53 (3%)Export as a % of sales (ranges)

0%

< 20%

21%-40%

41%-60%

61%-80%

81%-100%

did not answer

* To better facilitate this analysis, company responses regarding total exports have been clustered into seven export ranges.

12/3/2020 ATM_1.1.Non-EUExports

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1. Company Profiling - Participation Confirmed - Total non-EU export as a percentage of sales

22

For the largest share of participants, their non-EU exports had a Less than 10% contribution to their sales (20% of companies, 357).

6% (110) of the participants had No exports outside the EU.

Companies with 71%-80% non-EU exports more often confirmed their participation (84%).

Confirmation rate per Non-EU export range

0 %

50 %

100 %

Non-EU exports

Conf

irm

atio

n R

ate

0%< 10%

11%-20%

21%-30%

31%-40%

41%-50%

51%-60%

61%-70%

71%-80%

81%-90%

91%-100%

did not answer

74 % 74 % 78 % 79 % 80 % 74 % 76 % 78 %84 % 80 % 76 %

64 %

Number of participants per Non-EU Export Range

110 (6%)

357 (20%)

277 (16%)

193 (11%)171 (10%)

150 (9%)

109 (6%)

87 (5%)

81 (5%)

61 (3%)72 (4%)

89 (5%)Non-EU exports

0%

< 10%

11%-20%

21%-30%

31%-40%

41%-50%

51%-60%

61%-70%

71%-80%

81%-90%

91%-100%

did not answer

* To better facilitate this analysis, company responses regarding total non-EU exports have been clustered into twelve export ranges.

12/3/2020 ATM_1.1.YearofEstablish

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1. Company Profiling - Participation Confirmed - Year of Establishment

23

The largest share of participants were established in 1989 or earlier (31%, 540).

Companies that were established in 2016 or later account for only 1% (22) of all participants. This is due to the fact that the Programme started in 2016 and therefore companies of this age group were not able to provide financial figures of the past three years (a prerequisite for selection). Subsequently, when referring to 'young companies' the report implies those who were established between 2000-2015, unless stated otherwise.

The descending order of confirmation rates per year of establishment, indicates that the older the company is, the higher the likelihood to confirm participation.

Confirmation rate per Year of Establishment

0 %

20 %

40 %

60 %

80 %

Established (ranges)

Conf

irm

atio

n R

ate

1989 or earlier 1990-1999 2000-2009 2010-2015 2016 or later did not answer

79 % 77 % 76 % 74 %69 % 67 %

Number of participants per Year of Establishment

540 (31%)

338 (19%)475 (27%)

329 (19%)

22 (1%)

Established (ranges)1989 or earlier

1990-1999

2000-2009

2010-2015

2016 or later

did not answer

53 (3%)

12/3/2020 ATM_1.1.Ownership

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1. Company Profiling - Participation Confirmed - Ownership Type

24

The largest share of participants was Family Owned companies (33%, 587).

Publicly Listed companies account for 3% (46) of the participants population and have the lowest confirmation rate (65%).

Other ownership type companies hold the highest confirmation rate (83%).

Confirmation rate per company ownership type

0 %

20 %

40 %

60 %

80 %

100 %

Company Ownership type

Conf

irm

atio

n R

ate

Family owned Combination ofmanager

controlled own…

Private PlacedShares

One CompanyOwner

Publicly ListedCompany

Other - Pleasespecify

78 % 75 % 79 %72 %

65 %

83 %

Number of participants per company ownership type

587 (33%)

427 (24%)

322 (18%)

235 (13%)

46 (3%)140 (8%)

Company Ownership typeFamily owned

Combination of manager contr…

Private Placed Shares

One Company Owner

Publicly Listed Company

Other - Please specify

12/3/2020 ATM_1.2.2.IntExp_TM

1/1

1. Company Profiling - Participation Confirmed - International Experience, Non-EU export as percentage of sales per Experience in the Programme's Target Markets

25

EU companies have similar export percentage ranges to non-EU countries regardless of which countries in Asia they have experience in.

More than 40% of the inexperienced companies had No or Less than 10% exports outside the EU.

Active in TMNon-EU exports

China#

%

Japan#

%

Korea#

%

SEA#

%

No Experience#

%

Total# %

0%< 10%11%-20%21%-30%31%-40%41%-50%51%-60%61%-70%71%-80%81%-90%91%-100%did not answer

321551321069796666251432649

3%17%14%12%11%10%7%7%6%5%3%5%

35137115938683555441281836

4%18%15%12%11%11%7%7%5%4%2%5%

2482

117838676504732392327

3%12%17%12%13%11%7%7%5%6%3%4%

25157166129124117866265514057

2%15%15%12%11%11%8%6%6%5%4%5%

47754825999494

1413

18%28%18%9%3%3%3%2%3%2%5%5%

163606578436402381266229198165121182

4%16%16%12%11%10%

7%6%5%4%3%5%

Total 915 100% 781 100% 686 100% 1.079 100% 266 100% 3.727 100%

0%

20%

40%

60%

80%

100%

Active in TM

% o

f res

pons

es

China Japan Korea SEA No Experience

18%17% 18%12% 15%

28%14% 15%

17% 15%

18%

12% 12%12% 12%

9%

11% 11% 13% 11%

10% 11% 11% 11%

7% 7% 7% 8%7% 7% 7%

Non-EU exports

0%

< 10%

11%-20%

21%-30%

31%-40%

41%-50%

51%-60%

61%-70%

71%-80%

81%-90%

91%-100%

did not answer

*Multiple Response Question.**Experience in SEA includes the following countries: Indonesia, Malaysia, Philippines, Singapore, Thailand and Vietnam.

12/3/2020 ATM_Chapter 2

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Chapter 2 - Outcome for EU companies

12/3/2020 ATM_Overall Sample_Chapter 2

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Chapter 2 - Overall Sample (1/2)

27

Sector China

Japan

Korea

South East Asia

Total

Clean Technologies

2017Construction & Building Technologies

2018Contemporary European Design

201720182019

Environment & Water Technologies

201720182019

Green Energy Technologies

201720182019

Healthcare & Medical Technologies

201720182019

Information & Communication Technologies

201720182019

Organic Food & Beverage

20172018

Railway Technologies & Services

2017

3535

2828

4040

64

36288230252765

3233

83

4043693732

62

2537

114304044

2727

74

3638602931

814140

35354040

110274043

20737

10466

204598164

28899

11277

2323

753639

11436374134

34

114363741

10936732323

Total 63 274 403 390 1.130

Number of Business Missions per Target Market

0

5

Target Market

# of

bus

ines

s m

issi

ons

Korea South East Asia Japan China

3

4

2 2

5 5

4

3

2

3

Year 2017 2018 2019

The analysis includes data from 33 Business Missions that took place over the years 2017-2019.

1,130 companies have participated (some have participated more than once) in the Programme's Missions and have responded to the 12 months* after the Business Mission questionnaire (on average 34 companies per Business Mission).

*Questionnaires for the Clean Technologies and Healthcare & Medical Technologies missions to China in 2017 were conducted 6 months after the Business Mission, as were questionnaires for Environment & Water Technologies and Healthcare & Medical Technologies to Japan 2019.

12/3/2020 ATM_Overall Sample_Chapter 2 (2)

1/1

Chapter 2 - Overall Sample (2/2)

28

Number of Business Missions per Sector

0

1

2

3

Sector

# of

bus

ines

s m

issi

ons

Healthcare & MedicalTechnologies

Green EnergyTechnologies

Environment & WaterTechnologies

ContemporaryEuropean Design

Information &Communication

Technologies

Organic Food &Beverage

Clean Technologies Construction &Building Technologies

Railway Technologies& Services

3

2

1 1 1 1 1 1

3 3 3

1 1

2

1

2 2 2

1 1

Year 2017 2018 2019

12/3/2020 ATM_2.1. Outcomes Achieved

1/1

Chapter 2.1 - Outcomes Achieved

12/3/2020 ATM Sample

1/1

2.1 Outcomes Achieved - Possible Outcomes

Outcomes Achieved in the Target Markets in the year that passed since the BusinessMissions

0

100

200

300

400

500

# of

res

pons

es

328300

489

419

192

40

95

Outcomes AchievedConcluded sales or signed c…

Expect sales or sign contract

Will engage in further detail…

Will engage in further explo…

Identified industry or techno…

Realised that target market i…

No further contacts planned

Other (please specify)

The most frequent outcome one year after participation in the Programme's missions was engagement in further detailed discussions (489 responses).

Out of 1,130 companies, 328 (29%) concluded sales/signed a contract 12 months after their participation.Sales conclusion and/or expectation, are considered the most appropriate factors for capturing company success*.

* Multiple response question

Concluded sales or signed contract and Expect sales or sign contract

0

200

400

600

# of

res

pons

es

Actual number of companies respondent: 532

328300

Concluded sales or signed contract Expect sales or sign contract

The graph above presents the participants' responses for these two outcomes. The red line indicates the actual number of companies that achieved them. This implies that out of the 1,130 companies that responded to the 12 months after the BM questionnaire, almost half, 47% (532) concluded and/or expect sales/signed a contract.

*Successful companies = Companies that concluded and/or expected sales/signed a contract one year after their participation.

30

12/3/2020 ATM 2.1.1.Key Findings

1/1

2.1 Outcomes Achieved - Key Findings

31

Out of the 1,130 companies that have participated in the Programme's missions and responded to the 12 months after the Business Mission questionnaire, 532 (47%) concluded and/or expected sales) one year after their participation.

- Companies that have participated in missions for the Healthcare & Medical Technologies Sector, had the highest success rate (61%).

- South East Asia had the highest success rate (51%) among Target Markets. On the other hand, companies that participated in missions to China concluded and/or expected sales less frequently (37%).

- Stand-alone and Embedded Business Missions were equally successful (47% success rate each).

- Successful companies had on average 15 useful meetings during the Business Missions, compared to only 12 useful meetings on average for companies that achieved other outcomes. The average number of pre-arranged meetings remains the same across outcome statuses.

- Companies with prior experience in the Programme's Target Markets conclude and/or expect sales more frequently (48% for experienced companies - compared to 40% for inexperienced companies).

12/3/2020 ATM Sectors

1/1

2.1 Outcomes Achieved - Are some Sectors more successful in Asia?

The Healthcare & Medical Technologies Sector held the most Business Missions during 2017-2019. This is reflected in its high share of companies that concluded and/or expect sales. In addition, the percentage of companies that participated in missions for HMT and concluded and/or expect sales is the highest among all other sectors (61%).

Following Healthcare & Medical Technologies, the Organic Food & Beverage sector has the second highest rate of sales conclusion and/or expectation (49%).

Number of companies that concluded and/or expect sales per Sector

0

20

40

60

80

100

120

140

160

180

20 %

25 %

30 %

35 %

40 %

45 %

50 %

55 %

60 %

65 %

Sector

# of

com

pani

es

CleanTechnologies

Construction& Building

Technologies

Information &Communica…Technologies

RailwayTechnologies

& Services

Contempora…European

Design


Environment& Water

Technologies

Organic Food& Beverage

Healthcare &Medical

Technologies

11

3946

9299

53

175

23 %

61 %

42 %

34 %

48 %

28 %

39 %

45 %

49 %

# of Companies that concluded and/or expect sales % of companies that concluded and/or expect sales per sector

*China was a pilot Target Market for which Business Missions took place in 2016 and 2017. This analysis includes China data from 2017 only. 32

12/3/2020 ATM TM

1/1

2.1 Outcomes Achieved - Are some Target Markets more successful in Asia?

51% of the companies that participated in missions to South East Asia, concluded and/or expected sales one year after their participation.

Companies that participated in missions to China concluded and/or expected sales less frequently (37%).

Number of companies that concluded and/or expect sales per Target Market

0

20

40

60

80

100

120

140

160

180

200

36 %

38 %

40 %

42 %

44 %

46 %

48 %

50 %

52 %

Target Market

# of

com

pani

es

China Japan Korea South East Asia

23

119

190

200

37 %

51 %

47 %

43 %

# of Companies that concluded and/or expect sales % of companies that concluded and/or expect sales per TM

*China was a pilot Target Market for which Business Missions took place in 2016 and 2017. This analysis includes China data from 2017 only. 33

12/3/2020 ATM Stand-Alone

1/1

2.1 Outcomes Achieved - What are the likely outcomes of a stand-alone Business Mission compared to being embedded in a larger trade fair?

34

Almost half of the participants (47%) for both Stand-alone and Embedded Business Missions concluded and/or expected sales one year after their participation.

Stand-alone missions took place in Korea only, whereas Embedded Business Missions took place in South East Asia, Japan and China.

Number of companies that concluded and/or expect sales per Stand-alone vs. Embedded Business Missions

0

50

100

150

200

250

300

350

0 %

10 %

20 %

30 %

40 %

50 %

Stand-alone BM vs. embedded

# of

com

pani

es

Embedded Stand-alone BM

342

190

47 %

47 %

# of Companies that concluded and/or expect sales % of companies that concluded and/or expect sales

12/3/2020 ATM U_Meet

1/1

2.1 Outcomes Achieved - Do more useful meetings increase the probability of succeeding?

35

Companies that concluded and/or expected sales one year after theirparticipation had on average 15 useful meetings.

Companies that achieved other outcomes had on average 12 useful business meetings.

The average number of pre-arranged meetings remains the same across outcome statuses.

Average number of useful business meetings per outcome status

0

5

10

15

Outcome Achieved status

Aver

age

# of

Use

ful m

eetin

gsConcluded and/or Expect Sales Other Outcomes

Average Number of Useful Meetings: 13 1512

Other key findings: - The youngest (established 2016 or later) companies have been the most successful (67% success rate), despite their small share among participants.

- Small companies had the highest success rate (49%), followed by micro companies (48%).

- Awards do not influence companies' success in Asia (a large share of successful companies had Zero awards ). On the other hand, the largest proportion of successful companies had at least one trademark.

- Product adaptation to local customer demand/preferences and local regulations/standards lead to higher frequency of sales conclusion/expectation.

12/3/2020 ATM_2.1.2.ActiveTM

1/1

2.1 Outcomes Achieved - Is International experience in Asia an indication of likely success in Asia?

36

Prior experience in the Programme's Target Markets corresponds to higher frequency of sales conclusion and/ or expectation.

Percentage of companies that concluded and/or expect sales and other outcomes per experience in Asia

0%

20%

40%

60%

80%

100%

Experience in Asia

% o

f com

pani

es

Experienced Inexperienced

48%40%

52%60%

Outcome AchievedConcluded and/or Expect Sales

Other Outcomes

12/3/2020 ATM_2.1.3.Products HMT

1/1

2.1 Outcomes Achieved - Are some product groups likely to be more successful in Asia? Healthcare & Medical Technologies

37

Companies trading Healthcare & Medical Technology products had the highest overall success rate (62%).

In the Healthcare & Medical Technologies sector, the largest share of companies traded Medical Equipment products. Nanotechnology Healthcare (80%) and Telemedicine & Remote Health Monitoring (77%) products concluded/expected sales more frequently.

* Multiple response question.

Sector # ofresponses

# ofsuccessfulcompanies

SuccessRate

Healthcare &MedicalTechnologies

NanotechnologyhealthcareTelemedicine andremote healthmonitoringMedical equipmentAssistivetechnologiesDental productsOther CategoryICT for healthcare

350

5

26

19528

254724

216

4

20

12017

152713

62 %

80 %

77 %

62 %61 %

60 %57 %54 %

Total 350 216 62 %


Companies that concluded and/or expect sales per product category - Healthcare & Medical Technologies

0

50

100

150

50 %

60 %

70 %

80 %

Product Category#

of c

ompa

nies

ICT forhealthcare

Other Category Dental products Assistivetechnologies

Medicalequipment

Telemedicineand remote

health monitori…

Nanotechnologyhealthcare

1327

15 17

120

204

54 %

80 %

61 %60 %

77 %

57 %

62 %

# of successful companies Percentage of companies that concluded/expect sales

12/3/2020 ATM_2.1.3.Products EWT

1/1

2.1 Outcomes Achieved - Are some product groups likely to be more successful in Asia? Environment & Water Technologies

38

Companies that participated in missions for the Environment & Water Technologies Sectors and traded Water Solution (70%) products had the highest rate of sales conclusion/expectation .

Companies that concluded and/or expect sales per product category - Environment & Water Technologies

0

10

20

30

40

50

40 %

50 %

60 %

70 %

Product Category

# of

com

pani

es

Freshwater

supply an…

Biomass Wastemanage…

Soilprevention

Recycling Wastewater

treatment

Noiseprotection

Biogas OtherCategory

Airpollutioncontrol

Watersolutions

17

5

15

3

12

45

3

12

29

18 19

34 %

70 %

47 %43 %

55 %

42 %

55 %

46 %

58 %

50 %





SuccessRate

Environment &WaterTechnologies

Water solutionsAir pollutioncontrolOther CategoryBiogasNoise protectionWaste watertreatmentRecyclingSoil preventionWastemanagementBiomassFresh water supplyand Watersolutions

367

2731

53226

95

267

36

1450

178

1918

29123

45

123

15

517

49 %

70 %58 %

55 %55 %50 %47 %

46 %43 %42 %

36 %34 %

Total 367 178 49 %

12/3/2020 ATM_2.1.3.Products GET (1/2)

1/1

2.1 Outcomes Achieved - Are some product groups likely to be more successful in Asia? Green Energy Technologies

39


# of successfulcompanies

Success Rate

Green Energy Technologies

BiogasCarbon capture technologiesEnergy conservationOther CategorySolarManagement and control systemsGeothermalEnergy conservation technologiesfocused on reducing CO2 emissionsElectric vehiclesEnergy efficiency and carbon servicesWindOff-grid clean energy solutionsBiomassLandfill gasSewage treatment plant gas andbiogasesHydropowerPower generationBiofuel technologiesCogeneration technologiesHydrothermal and ocean energy

54952

286746338

34

9452135481122

19572332

22452

163624174

16

4208

131536

51568

41 %100 %100 %57 %54 %52 %52 %50 %47 %

44 %44 %38 %37 %31 %27 %27 %

26 %26 %26 %25 %

4 1 25 %Total 549 224 41 %


Product categories that were not frequently represented have been very successful (Biogas, Carbon Capture Technologies).

The largest share of companies that participated in Green Energy Technologies missions had Other category products. More than half of those (54%) concluded and/or expect sales.

57% of the companies with products related to energy conservation concluded and/or expected sales one year after their participation.

12/3/2020 ATM_2.1.3.Products GET (2/2)

1/1

2.1 Outcomes Achieved - Are some product groups likely to be more successful in Asia? Green Energy Technologies

40

Companies that concluded and/or expect sales per product category - Green Energy Technologies

0

10

20

30

40

20 %

40 %

60 %

80 %

100 %

Product Category

# of

com

pani

es

Cogeneration technologies

Hydrothermal and ocean energy

Biofuel technologies

Hydropower

Power generation

Landfill gas

Sewage treatment plant gas and biogases

Biomass

Off-grid cle

an energy solutions

Wind

Electric ve

hicles

Energy effic

iency and ca

rbon servic

es

Energy conserva

tion technologies focused on reducin

g CO2 emissions

Geothermal

Management and contro

l syste

msSolar

Other Category

Energy conserva

tionBiogas

Carbon capture technologies

8

1

6 5

15

3

6

1513

8

4

20

16

4

17

24

36

16

5

225 %

100 %100 %

44 %

27 %

52 %

26 %

37 %

50 %

57 %

26 %31 %

47 %

26 %

38 %

52 %

54 %

25 % 27 %

44 %



12/3/2020 ATM_2.1.3.Products ICT

1/1

2.1 Outcomes Achieved - Are some product groups likely to be more successful in Asia? Information & Communication Technologies

41

Companies that concluded and/or expect sales per product category - Information & CommuncationTechnologies

0

5

10

15

20

25

40 %

45 %

50 %

Product Category

# of

com

pani

es

IoT Big Data Health IT Future Comms/ Media

FinTech OtherCategory

CloudComputing

Cybersecurity

87

67

8

21

12

7

38 %

54 %

44 %

43 %

48 %

39 %

44 %45 %



Companies trading Cybersecurity products (54%) for the ICT Sector in Asia concluded and/or expected sales more frequently.



SuccessRate

Information &CommunicationTechnologies

CybersecurityCloudOther CategoryFinTechFuture Comms /MediaHealth ITBig DataIoTBroadband

174

1325471816

1418212

76

7122187

678

44 %

54 %48 %45 %44 %44 %

43 %39 %38 %

Total 174 76 44 %

12/3/2020 ATM_Outcome for EU companies

1/1

Chapter 2.2 - New Business Collaborations


1/1

2.2 New Business Collaborations - Sample

43

For the purpose of this analysis, companies have been grouped into two categories. These are distinguished based on their outcomes for the specific success factor (establishment and/or expectation of new business collaborations):

1) Successful companies: Companies who have established and/or expect new business collaborations (82%, 931).

2) Unsuccessful Companies: Companies that have not established and do not expect to establish any new business collaborations (18%, 199).

New Business Collaborations Status

931 (82%)

199 (18%)

Established and/or Expect New Business Collaborations Did not Establish nor Expect New Business Collaborations

12/3/2020 ATM_ 2.2.1.Key Findings

1/1

2.2 New Business Collaborations - Key Findings

44

Out of the 1,130 companies that participated in the Programme's missions, 931 (82%) established and/or expected New Business Collaborations.

- GET (88%), OFB (88%) and RTS (87%) had the highest overall success rates. Yet, ICT (57%), CED (53%) and HMT (48%) had the highest rates of established new business collaborations establishment than those expected.

- China was the least successful Target Market (76% of its participants established and/or expected new business collaborations, compared to 83% on average for Japan, Korea and South East Asia).

- SEA (47%) and Korea (44%) were the only Target Markets in which the rate of new business collaboration establishment is higher than that of expectation.

- Following a slight drop in 2018 (79% - 82% in 2017), company success rate in 2019 increased by 10 percentage points (89%).

- Participation in Embedded (83%) vs. Stand-alone (82%) missions does not influence success in Asia.

- All young companies (established 2016 or later) established and/or expected new business collaborations. However, those account for just 1% (12 companies) of the overall participants population. Notable is the high rate of unsuccessful companies (38%) among those who did not provide their year of establishment.

- Companies with no prior experience in the Programme's Target Markets established and/or expected new business collaborations less frequently (76% - compared to 83% for experienced companies).

12/3/2020 ATM_Sectors

1/1

2.2 New Business Collaborations - Are some Sectors more successful in Asia?

45

Companies that participated in missions for the Green Energy Technologies (88%), Organic Food & Beverage (88%) and Railway Technologies & Services (87%) Sectors established and/or expected to establish new business collaborations more frequently.

Number of companies that have established and/or expect New Business Collaborations per Sector

0

20

40

60

80

100

120

140

160

180

200

220

240

70 %

72 %

74 %

76 %

78 %

80 %

82 %

84 %

86 %

88 %

90 %

Sector

# of

com

pani

es

Construction &Building

Technologies

CleanTechnologies

Healthcare &Medical

Technologies

ContemporaryEuropean

Design

Environment &Water

Technologies

Information &Communicati…Technologies

RailwayTechnologies

& Services



28 25

233

89

169

94

20

96

180

70 %

88 %

82 %81 %

87 %

71 %

81 %

82 %

88 %

# of companies % of companies

12/3/2020 ATM_TM

1/1

2.2 New Business Collaborations - Are some Target Markets more successful in Asia?

46

Companies that participated in missions to Japan (84%), South East Asia (83%) and Korea (82%), had the highest success rates.

Number of companies that have established and/or expect New Business Collaborations per Target Market

0

50

100

150

200

250

300

350

76 %

77 %

78 %

79 %

80 %

81 %

82 %

83 %

84 %

Target Market

# of

com

pani

es

China Korea South East Asia Japan

48

332

325

229

76 %

84 %83 %

82 %


12/3/2020 ATM_Year

1/1

2.2 New Business Collaborations - Has the Programme become more successful over time?

47

Notably, 2019 (89%) was the most successful year in terms of new business collaboration establishment/expectation.

Company success rate dropped by 3 percentage points in 2018 (79%) compared to an 82% success rate in 2017.

Number of companies that have established and/or expect New Business Collaborations per Year

0

50

100

150

200

250

300

350

400

78 %

80 %

82 %

84 %

86 %

88 %

90 %

Year

# of

com

pani

es

2017 2018 2019

290

260

384

82 %

89 %

79 %


12/3/2020 ATM_EmbeddedVSStandAlone

1/1

2.2 New Business Collaborations - What are the likely outcomes of a stand-alone Business Mission compared to being embedded in a larger trade fair?

48

Success rate difference between Stand-alone and Embedded Business Missions accounts for just 1 percentage point.

Number of companies that have established and/or expect New Business Collaborations per Embedded vs. Stand-aloneBusiness Missions

0

200

400

600

800

82,4 %

82,6 %

82,8 %


# of

com

pani

es

Stand-alone BM Embedded

332

602

82 %

83 %


* Embedded Business missions account for all missions to China, Japan and South East Asia, whereas, Stand-alone Business Missions took place in Korea.

12/3/2020 ATM_YoE(1)

1/1

2.2 New Business Collaborations - Is company age an indication of likely success inAsia?

49

All young companies (established in 2016 or later), had established and/or expected New Business Collaborations after their participation. However, they account for 12 (1%) companies.

38% of the companies that did not provide their year of establishment were unsuccessful.

Percentage of companies that Established and/or Expect New Business Collaborations vs. Not, per Year of Establishement

0%

20%

40%

60%

80%

100%

Year of Establishment

% o

f com

pani

es

1989 or earlier 1990-1999 2000-2009 2010-2015 2016 or later did not answer

18% 16% 16% 20%38%

82% 84% 84% 80%

100%

63%

Did not Establish nor Expect New Business Collaborations Established and/or Expect New Business Collaborations

Total number of companies per year of establishment

316 (28%)

219 (19%)326 (29%)

225 (20%)

12 (1%)Established

1989 or earlier

1990-1999

2000-2009

2010-2015

2016 or later

did not answer

32 (3%)

12/3/2020 ATM_YoE(2)

1/1

2.2 New Business Collaborations - Is company age an indication of likely success inAsia?

50

Younger companies (established after 2010) had significantly higher rates of new business collaboration establishment rates than expectation rates.

New Business Collaboration Status, per Year of Establishement

Year of Establishment1989 or earlier 1990-1999 2000-2009 2010-2015 2016 or later did not answer

42 % 42 %

41 %

44 % 83 %

31 %40 % 42 %

43 %

35 %

17 %

31 %

Established Expected

12/3/2020 ATM_Turnover

1/1

2.2 New Business Collaborations - Is size of turnover (or sales) an indication of likely success in Asia?

Companies with lower turnover had higher rates of new business collaboration establishment. Companies with higher turnover (more than 10.000.000 EUR) show higher rates of expectation than actual establishment.

New Business Collaboration Status, per Turnover (or Sales)

Turnover (or Sales)< 100.000EUR 100.000 - 2.000.000EUR 2.000.000 - 10.000.000EUR 10.000.000 - 50.000.000EUR > 50.000.000EUR

50 %47 % 43 %

37 % 37 %40 % 38 % 39 %

43 % 40 %

Established Expected

51

12/3/2020 ATM_UM

1/1

2.2 New Business Collaborations - Do more useful meetings increase the probability of succeeding?

52

Successful companies had on average 15 useful meetings during the Business Missions, whereas unsuccessful companies had on average 11 useful meetings. Companies that expect to establish new business collaborations had on average 12 useful meetings.

Average number of Useful Meetings per New Business Collaborations Status

0

5

10

15

New Business Collaborations Status

Aver

age

# of

Use

ful M

eetin

gs

Established new business collaborations Expect new business collaborations Did not establish nor expect newbusiness collaborations

15

12

11

12/3/2020 ATM_Activein

1/1

2.2 New Business Collaborations - Is international experience in Asia an indication of likely success?

53

Companies with prior experience in the Programme's Target Markets established new business collaborations more frequently (42%- compared to 27% for inexperienced companies).

Expectation of new business collaborations is higher among inexperienced companies (49%).

New Business Collaborations Status, per Experience in the Programmes's Target Markets

0%

20%

40%

60%

80%

100%

Experience in TMs

% o

f com

pani

es

Experienced Inexperienced

42%27%

41%

49%

17%24%

Established new business collaborations

Expect new business collaborations

Did not establish nor expect new business collaborations

12/3/2020 ATM_HMT_Produ

1/1

2.2 New Business Collaborations - Are some product groups likely to be more successful in Asia? - Healthcare & Medical Technologies

54

Nanotechnologies (100%), Other Category products (89%) and Telemedicine & Remote Health Medicine (88%) products had the highest success rates in HMT missions. Nanotechnologies (60%) and Telemedicine & Remote Health Medicine (58%) had also the highest rates of new business collaboration establishment.


Companies that have Established and/or Expect New Business Collaborations per Product Group - HMT

0

50

100

150

75 %

80 %

85 %

90 %

95 %

100 %

Product Category

# of

res

pons

esAssistive

technologiesICT for

healthcareDental products Medical

equipmentTelemedicineand remote

healthmonitoring

Other Category Nanotechnologyhealthcare

21 19 20

157

23

42

575 %

100 %

81 %80 %

89 %

79 %

88 %

# of successfull companies success rateSector

# ofresponses


SuccessRate

Healthcare &Medical Technologies

AssistiveDental productsICT for healthcareMedical equipmentNanotechnologyhealthcareOther CategoryTelemedicine andremote healthmonitoring

350

282524

1955

4726

287

212019

1575

4223

82 %

75 %80 %79 %81 %

100 %

89 %88 %

Total 350 287 82 %

12/3/2020 ATM_ICT_Prod

1/1

2.2 New Business Collaborations - Are some product groups likely to be more successful in Asia? - Information & Communication Technologies

55

Broadband (100%), Future Communications / Media (88%) and Internet of Things (IoT, 86%) were the most successful products in ICT. 67% (out of the 72% successful companies) that traded FinTech products had established new business collaborations.


Companies that have Established and/or Expect New Business Collaborations per Product Group - ICT

0

5

10

15

20

25

30

35

40

70 %

75 %

80 %

85 %

90 %

95 %

100 %

Product Category

# of

res

pons

es

FinTech CloudComputing

Cybersecurity Health IT OtherCategory

Big Data IoT FutureComms /

Media

Broadband

13

19

1011

38

15

18

14

2

72 %

100 %

81 %

77 %

86 %

76 % 79 %

83 %

88 %

# of successful companies success rateSector # ofresponses


SuccessRate

Information &CommunicationTechnologies

BroadbandFuture Comms /MediaIoTBig DataOther CategoryHealth ITCybersecurityCloud ComputingFinTech

174

216

21184714132518

140

214

18153811101913

80 %

100 %88 %

86 %83 %81 %79 %77 %76 %72 %

Total 174 140 80 %

12/3/2020 ATM_CBT_Prod

1/1

2.2 New Business Collaborations - Are some product groups likely to be more successful in Asia? - Construction & Building Technologies

56

Construction & Building Technologies products had one of the lowest overall success rates (76%).


Companies that have Established and/or Expect New Business Collaborations per Product Group - CBT

0

5

10

15

70 %

80 %

90 %

100 %

Product Category

# of

res

pons

esMachinery

Sectorcomponents


Technologies

BuildingMaterials and

BuildingInstallation

equipmentand

technologies

Air pollutioncontrol

Assistivetechnologies

Managementand control

systems

Smart andGreen

Buildings

4

11

14

7

1 12

8

67 %

100 %100 %

70 %

100 %

69 %

78 %

100 %

# of successful companies success rateSector # ofresponses


SuccessRate

Construction & BuildingTechnologies

Air pollution controlAssistive technologiesManagement and controlsystemsSmart and Green Buildingsequipment andtechnologiesBuilding Materials andBuilding InstallationConstruction & BuildingTechnologiesMachinery Sectorcomponents

63

112

89

20

16

6

48

112

87

14

11

4

76 %

100 %100 %100 %

100 %78 %

70 %

69 %

67 %

Total 63 48 76 %

12/3/2020 ATM_New Emp (1)

1/1

2.2 New Business Collaborations - Employment Increase per New Business Collaborations Status

57

Throughout the years 2017-2019, 4,022 new employees have been hired as a result of the EU companies participation in the Programme. The largest share of those were employed in Production (37%, 1,493 employees).

In almost all departments, the largest shares of new hires were made by companies that had established new business collaborations. Companies that expected new business collaborations had the largest share of new hires in sales.

Number of new Employees

1.493 (37%)

1.344 (33%)

724 (18%)

461 (11%)

New Employees in:Production

Others

Sales

Management

Number of new employees per department and new business collaborations status

0

200

400

600

New Employees in:

# of

new

em

ploy

ees

Sales Production Others Management

126

391342

42

288

616 619

227

310

486

383

192

Did not establish nor expect new business collaborations Established new business collaborations Expect new business collaborations

* Multiple Response Question

12/3/2020 ATM_New Emp (2)

1/1

2.2 New Business Collaborations - Employment Increase per New Business Collaborations Status (Option 2)

58

Throughout the years 2017-2019, 4,022 new employees have been hired as a result of the EU companies participation in the Programme. The largest share of those were employed in Production (37%, 1,493 employees).

Number of new employees per department and new business collaborations status

0

500

1.000

1.500

New Employees in:

# of

new

em

ploy

ees

Sales Production Others Management

724

1.493 1.344

461


12/3/2020 ATM_2.3 Increase in Turnover

1/1

Chapter 2.3 - Increase in Turnover


1/1

2.3 Increase in Turnover - Sample

60

Number of companies per Increase in Turnover Satus

700 (62%)

297 (26%)

133 (12%)

Increase in Turnover StatusNo

Yes

did not answer

26% (297) of the companies experienced growth in their turnover in relation to the Target Market visited.

12% (133) did not provide a response, either because they did not know or because they did not want to respond.

The remaining 62% (700) of the participants, did not experience any growth in turnover in relation to the Target Market.

12/3/2020 ATM_2.3.1. Key Findings

1/1

2.3 Increase in Turnover - Key Findings

61

- 31% of the companies that attended missions for CED, ICT and HMT respectively had an increase in their turnover.

- South East Asia and Korea were the most successful Target Markets, with 30% of their participants experiencing growth in their turnover one year later. China was the third most successful Target Market (22% success rate).

- After a drop in 2018 (20%), the success rate for EU companies in 2019 (35%) increased by 15 percentage points.

- Companies that participated in Stand-alone Business Missions had a higher success rate than those who attended Embedded missions.


1/1

2.3 Increase in Turnover - Are some Sectors more successful in Asia?

62

Success Rate per Sector

0 %

10 %

20 %

30 %

40 %

Sector

Succ

ess

rate

CleanTechnologies


Technologies

GreenEnergy

Technologies

RailwayTechnologies

& Services

Environment& Water

Technologies

OrganicFood &

Beverage

Healthcare& Medical

Technologies

Information&

Communic…Technologies

Contempor…European

Design

11 % 13 %

22 % 22 %25 %

28 %31 % 31 % 31 %

31% of the Contemporary European Design, Information & Communication Technologies and Healthcare Medical Technologies participants experienced growth in their turnover in relation to the Target Market visited one year after their participation.

Sector Total # ofCompanies

# ofSuccessfulCompanies

Success rate

Contemporary European DesignInformation & Communication TechnologiesHealthcare & Medical TechnologiesOrganic Food & BeverageEnvironment & Water TechnologiesRailway Technologies & ServicesGreen Energy TechnologiesConstruction & Building TechnologiesClean Technologies

110114288109207

23204

4035

34358830525

4454

31 %31 %31 %28 %25 %22 %22 %13 %11 %

Total 1130 297 26 %

12/3/2020 ATM TM

1/1

2.3 Increase in Turnover - Are some Target Markets more successful in Asia?

63

South East Asia and Korea have been the most successful TMs during 2017-2019 - In both, 30% of their participants increased their turnover.

China had the lowest number of total participants (63). Out of these, 22% experienced an increase in their turnover.

Success Rate per Target Market

0 %

10 %

20 %

30 %

Target Market

Succ

ess

rate

Japan China Korea South East Asia

17 %

22 %30 % 30 %

Target Market Total # ofCompanies


Success rate

South East AsiaKoreaChinaJapan

390403

63274

1171191447

30 %30 %22 %17 %

Total 1130 297 26 %

12/3/2020 ATM Year

1/1

2.3 Increase in Turnover -Has the Programme become more successful over time?

64

After a drop in 2018 (20%), company success rate increased by 15 percentage points in 2019 (35%).

Year MedianIncrease inTurnover in

EUR

Total # ofCompanies


Success rate

201720182019

55.00039.00070.000

352487291

9995

103

28 %20 %35 %

Total 50.000 1130 297 26 %

Success Rate per Year

0 %

10 %

20 %

30 %

40 %

Year

Succ

ess

rate

2017 2018 2019

28 %

35 %

20 %

12/3/2020 ATM Embedded vs. Stand-alone

1/1

2.3 Increase in Turnover -What are the likely outcomes of a Stand-alone Business Mission compared to being Embedded in a larger trade fair?

65

30% of the companies who attended Stand-alone Business Missions had an increase in their turnover one year later.

The success rate of companies that attended Embedded Business Missions was 6 percentage points lower (24%).

Stand-alone BM vs.embedded

Total # ofCompanies


Success rate

Stand-alone BMEmbedded

403727

119178

30 %24 %

Total 1130 297 26 %

Success Rate per Embedded vs. Stand-alone Business Missions

0 %

10 %

20 %

30 %


Succ

ess

rate

Embedded Stand-alone BM

24 %30 %

12/3/2020 ATM Organised and Useful Meetings

1/1

2.3 Increase in Turnover - Do more Pre-arranged Meetings increase the number of Useful Meetings? - Non-Linear Regression

More pre-arranged meetings have a positive influence on the increase of useful meetings for EU companies (overall correlation coefficient: 0.8095).

Looking at companies that experienced growth in their turnover, the correlation between pre-arranged and useful meetings is even stronger (0.9206 - compared to 0.8056 and 0.6752 for companies with no increase in turnover and those who did not answer, respectively).

The correlation remains strong for all Sectors except CT (-0.4790). Correlation Coefficient

66

12/3/2020 ATM_Chapter 2.4.

1/1

Chapter 2.4 - Growth Expectations


1/1

2.4 Growth Expectations - Sample

68

85% (958) of the participants expect their companies' business to the Target Market to grow.

13% (144) expect their companies' business to remain the same, while only 2% (28 companies) expect their business to the Target Market to decline.

Number of Companies per Growth Expectation Status

958 (85%)

144 (13%)

28 (2%)

Expect business toGrow

Stagnate

Decline

12/3/2020 ATM_ 2.4.1. Key Findings

1/1

2.4 Growth Expectations - Key Findings

69

Out of the 1,130 companies that participated in the Programme's business missions and responded to the 12 months after questionnaire, 958 (82%) expected their business to the Target Markets to grow.

- 96% of the companies that participated in missions for ICT expected their business to the Target Market to grow.

- South East Asia (91%) and China (89%) had the highest growth expectations.

- Growth Expectation rates have increased over the years (about 3 percentage points higher each year).

- Companies that participated in Embedded Business Missions (88%) had a 6 percentage points higher growth expectation rate than companies who participated in Stand-alone missions (82%).


1/1

2.4 Growth Expectations - Are some Sectors more successful in Asia?

70

96% of the companies that participated in missions for ICT expected their business to the Target Markets to grow.

CBT had the lowest growth expectation rate (68%).

Number of companies that expect their business to the Target Market to grow, per Sector

0

50

100

150

200

250

65 %

70 %

75 %

80 %

85 %

90 %

95 %

100 %

Sector

# of

com

pani

es


Technologies

RailwayTechnologies

& Services


Healthcare &Medical

Technologies

Environment& Water

Technologies



Design

CleanTechnologies

Information &Communicat…Technologies

2717

173

245

178

95 96

31

110

68 %

96 %

86 %85 %

87 %

74 %

85 %87 %

89 %

# of successful companies success rate

12/3/2020 ATM TM

1/1

2.4 Growth Expectations - Are some Target Markets more successful in Asia?

71

High growth expectations are observed for companies that participated in missions to South East Asia (91%) and China (89%).

Number of companies that expect their business to the Target Market to grow, per Target Market

0

50

100

150

200

250

300

350

400

82 %

83 %

84 %

85 %

86 %

87 %

88 %

89 %

90 %

91 %

92 %

Target Market

# of

com

pani

es

Korea Japan China South East Asia

331

229

56

356

82 %

91 %

89 %

84 %

# of successful companies success rate

12/3/2020 ATM Turnover

1/1

2.4 Growth Expectations - Is turnover size an indication of likely success in Asia?

72

Companies of lower turnover sizes had higher growth expectations.

Number of companies, per Turnover Size

20 (2%)

378 (33%)

425 (38%)

240 (21%)

67 (6%)

Company turnover or sales< 100.000EUR

100.000 - 2.000.000EUR

2.000.000 - 10.000.000E…

10.000.000 - 50.000.000…

> 50.000.000EUR

Growth Expectation per Turnover Size

0%

20%

40%

60%

80%

100%

Turnover Size

% o

f com

pani

es

< 100.000EUR 100.000 -2.000.000EUR

2.000.000 -10.000.000EUR

10.000.000 -50.000.000EUR

> 50.000.000EUR

10% 11% 14% 13% 15%

90% 88% 83% 83% 81% Expect Business toDecline

Stagnate

Grow

12/3/2020 ATM_2.5. Employee Increase

1/1

Chapter 2.5 - Employee Increase

12/3/2020 ATM_2.5. Sample

1/1

2.5 Employee Increase - Sample

74

Over the years 2017-2019 the Programme contributed to the establishment of 4,022 new jobs. An additional 1,429 future jobs were expected.

Total Number of New Employees and Future Employees

0K

1K

2K

3K

4K

5K

Num

ber

of N

ew E

mpl

oyee

s

4.022

1.429

New Employees Future Employees

33% (1,344) of the new employees were hired in other than the given business departments.

37% (1,493) were employed in Production.

18% (724) in Sales and 11% (461) in Management.

Number of new employees per department

724 (18%)

1.493 (37%)461 (11%)

1.344 (33%)

New employees in:Sales

Production

Management

Others

12/3/2020 ATM_2.5.1. Key Findings

1/1

2.5 Employee Increase - Key Findings

75

Through the years 2017-2019, 4,022 new jobs were created in the EU after the participation of 1,130 companies in the EU Gateway | Business Avenues Programme. This accounts for 4 new employees (on average) per company.

- 60% of the ICT participants hired new employees after visiting the Business Missions. ICT participants hired in total 922 new employees. HMT had the highest number of new employees (1,284) from 52% of its participants.

- South East Asia was the most successful Target Market. 52% of its participants hired a total of 2,036 new employees.

- Small (51%) companies hired new employees more frequently than companies of different sizes.

- More than half (52%) of the participants who concluded and/or expected sales one year after their participation in the Business Missions hired new employees.

12/3/2020 ATM_2.5.1.Sectors

1/1

2.5 Employee Increase - Are some Sectors more successful in Asia? (1/2)

76

60% of the ICT participants increased their number of employees one year after the Business Mission. In total they have hired 922 new employees.

HMT had the highest number of new employees (1,284) from 52% of its participants.

Sector Total NewEmployees

Average NewEmployees

Total # ofCompanies

# of companiesthat increased

theiremployees

Success Rate

Information & CommunicationTechnologiesConstruction & Building TechnologiesEnvironment & Water TechnologiesRailway Technologies & ServicesHealthcare & Medical TechnologiesGreen Energy TechnologiesClean TechnologiesOrganic Food & BeverageContemporary European Design

922

91679114

1.28464858

13294

8

23543211

114

4020723

28820435

109110

68

2211012

150106153824

60 %

55 %53 %52 %52 %52 %43 %35 %22 %

Total 4.022 4 1130 545 48 %

12/3/2020 ATM_2.5.1.Sectors

1/1

2.5 Employee Increase - Are some Sectors more successful in Asia? (2/2)

77

Number of new employees and Success rate per Sector

0

200

400

600

800

1.000

1.200

1.400

20 %

25 %

30 %

35 %

40 %

45 %

50 %

55 %

60 %

Sector

# of

ew

Em

ploy

ees



Clean Technologies Green EnergyTechnologies

Healthcare & MedicalTechnologies

Railway Technologies& Services

Environment & WaterTechnologies

Construction &Building Technologies


Technologies

94132

58

648

1.284

114

679

91

922

22 %

60 %

52 %

43 %

53 %

35 %

52 % 52 %

55 %

New Employees in: Total New Employees Success Rate

12/3/2020 ATM_2.5.1. TM

1/1

2.5 Employee Increase - Are some Target Markets more successful in Asia?

78

52% of the companies that attended missions in South East Asia hired new employees one year later. This is the highest success rate.

In total they have hired 2,036 new employees.

Target Market Total NewEmployees


Total # ofCompanies


theiremployees

Success Rate

South East AsiaJapanKoreaChina

2.036781

1.11986

5331

39027440363

20414317523

52 %52 %43 %37 %

Total 4.022 4 1130 545 48 %

Number of new employees and Success rate per Target Market

0

500

1.000

1.500

2.000

2.500

40 %

45 %

50 %

Target Market

# of

New

Em

ploy

ees

China Korea Japan South East Asia

86

1.119

781

2.036

37 %

52 %52 %

43 %


12/3/2020 ATM_2.5.2.Company Size

1/1

2.5 Employee Increase - Is Company Size an indication of likely success in Asia?

79

Small (51%) companies hired new employees more frequently than companies of different sizes.

Medium-sized companies hired the largest share of total employees (41%, 1,636).

EnterpriseCategory

Total NewEmployees


Total # ofCompanies


theiremployees

Success Rate

MicroSmallMedium-SizedLarge

2051.2571.636

924

135

10

212495329

94

94252165

34

44 %51 %50 %

36 %Total 4.022 4 1130 545 48 %

Number of new employees and Success rate per Company Size

0

500

1.000

1.500

2.000

35 %

40 %

45 %

50 %

55 %

Enterprise Category

# of

New

Em

ploy

ees

Micro Small Medium-Sized Large

205

1.257

1.636

924

44 %

36 %

51 %

50 %


12/3/2020 ATM_2.5.2.UM

1/1

2.5 Employee Increase - Do more Useful Meetings increase the probability of succeeding? - Non-Linear Regression

80

There is a strong overall correlation between the number of useful meetings and employee increase for EU companies (0.7693).

This is the case for all Sectors except:- EWT (0.3872)- OFB (0.2682)

For RTS, there is a strong negative correlation between useful meetings and new employees (-0.6355).

Correlation Coefficient

12/3/2020 ATM_2.5.4. Outcomes Achieved

1/1

2.5 Employee Increase- Success Rate per Outcome Achieves

81

More than half (52%) of the participants who concluded and/or expected sales one year after their participation in the Business Missions hired new employees.

Success Rate per Outcome Achieved

0 %

20 %

40 %

60 %

Outcomes Achieved

Succ

ess

Rat

e

Concluded and/or Expect Sales Other Outcomes

52 %

45 %

12/3/2020 ATM_2.5.4. Increase Turn

1/1

2.5 Employee Increase- Success Rate per Increase in Turnover Status

82

55% of the companies that increased their turnover after the Business Mission, have also hired new employees.

Success Rate per Increase in Turnover Status

0 %

20 %

40 %

60 %

Increase in Turnover Status

Succ

ess

Rat

e

Yes No

55 %

46 %

*Success Rates are out of 100% for each increase in turnover status category.

12/3/2020 ATM_2.5.4. Growth Expectation

1/1

2.5 Employee Increase- Success Rate per Growth Expectation Status

83

Companies that expected their business to the Target Market to 'Grow' one year after the Business Mission had the highest success rate (50%).

Success Rate per Growth Expectation Status

0 %

20 %

40 %

60 %

Growth Expectation

Succ

ess

Rat

e

Grow Stagnate Decline

50 %

35 %39 %

12/3/2020 Cover

1/1

Chapter 3 - Impact of the Korea FTA

12/3/2020 3. Issue Summary

1/1

3. Impact of Korea FTA - Issue Summary

85

Barriers to TradeBM No

Yes

Total

Korea;Healthcare & Medical Technologies;3/19/2017Korea;Environment & Water Technologies;7/3/2017Korea;Organic Food & Beverage;10/23/2017Korea;Green Energy Technologies;1/29/2018Korea;Healthcare & Medical Technologies;3/12/2018Korea;Contemporary European Design;5/28/2018Korea;Environment & Water Technologies;9/10/2018Korea;Organic Food & Beverage;11/26/2018Korea;Green Energy Technologies;1/21/2019Korea;Healthcare & Medical Technologies;3/11/2019Korea Contemporary European Design 5/2019

2734352337383239364037

331232 146

3037362540403239374443

Total 378 25 403

Import IssuesBM No

Yes

Total


2131282332372825283437

9682834

149

106

3037362540403239374443

Total 324 79 403

Investment IssuesBM No

Yes

Total


2936362538403239354442

11 2 2 1

3037362540403239374443

Total 396 7 403

Respondents most commonly experienced Import Issues (OFB Korea 2018 had the most with 14).

Only 7 companies in the sample of 403 reported have experienced Investment Issues.

These values represent how many respondents indicated having encountered these issues, not how many issues were encountered in total. Each responding company could have indicated experiencing multiple issues in each category.

Given the small sample of companies experiencing issues to draw from, this report has limited findings. Analyses for Barriers to Trade and Investment Issues in particular did not yield any substantive results.

12/3/2020 3. Key Findings

1/1

3. Impact of Korea FTA - Key Findings

86

Summarising the findings laid out in this chapter, there are no discernible trends regarding the impact of the FTA in the respondent's experience of various impediments to doing business in Korea.

- Analysing companies' experience with regards to Import Issues, Trade Barriers, and Investment Issues, no trends emerge across the Business Missions from 2017 to 2019. There was no statistically meaningful change across time or other factors such as turnover range or sector, the only noticeable difference was observed for Import Issues when considering the status of the companies' product adaptation to Target Market regulations and standards. Having adapted the product prior to participation in the Business Mission appears to be correlated to a lower likelihood of experiencing Import Issues. However, due to low response values it can not be deemed a statistically significant correlation.

- The lack of clear impact indicators with regards to these impediments may largely be attributed to the lack of diverse data. The vast majority of respondents across the Business Missions indicated not having experienced any problems in any of the given categories.

12/3/2020 3. Import Issues breakdown by Year

1/1

3. Impact of Korea FTA - Import Issues: Breakdown by Year

87

Import Issues breakdown per Year

0%

20%

40%

60%

80%

100%

Year

Perc

enta

ge o

f Im

port

Issu

e Ty

pe E

xper

ienc

ed

2017 2018 2019

19,44%14,29%15,56%

11,11%

53,57%

6,67%

11,11%

3,57%

8,89%

33,33%

17,86%

37,78%

22,22%

10,71%

28,89%

Import licensing and p… Import quotas Other (please specify) Standards Technical requireme… Documentation, c… Import restricti…The most common import issues in 2017 and 2018 were Import Restrictions and Documentation / Customs Procedures.

In 2019, the most commonly experienced Import Issue fell into the 'Other' category.

In 2017, a total of 36 issues were encountered, in 2018 it was 45, and in 2019 there were 28 reported total Import Issues. This illustrates that there were inconsistent changes in the amount and distribution of the import issues experienced.

12/3/2020 3. Import Issues by Adaptation Status

1/1

3. Impact of Korea FTA - Import Issues by Product Adaptation Status

88

0%

20%

40%

60%

80%

100%

Product adapted to the local regulations/standards in the target country?

Com

pani

es w

ith Im

port

Issu

es

Yes In progress No

83,90%73,00% 75,00%

16,10%27,00% 25,00%

Did your company encounter any import issues? No Yes

Companies that had not fully adapted their product to local regulations / standards in Korea prior to the beginning of the Business Mission appeared to have experienced a higher rate of Import Issues during the following year. While the rate for companies who had gone through the adaptation process and experienced Import Issues was only 16.1%, it was 27% and 25% for the 'in progress' and 'not adapted' categories respectively.

12/3/2020 ATM_External perspective

1/1

Chapter 4 - External Perspective


1/1

External Perspective - Sample

90

Number of Business Missions per Target Market, per Year

0

1

2

3

4

5

Target Market

# of

Bus

ines

s M

issi

ons

Korea South East Asia Japan China

2 2

3

4

2

5 5 45 5 5

1

Year 2016 2017 2018 2019 2020

Target Market 2016

2017

2018

2019

2020

Total

China

Clean TechnologiesHealthcare & Medical Technologies

Japan

Construction & Building TechnologiesEnvironment & Water TechnologiesGreen Energy TechnologiesHealthcare & Medical TechnologiesRailway Technologies & Services

Korea

Contemporary European DesignEnvironment & Water TechnologiesGreen Energy TechnologiesHealthcare & Medical TechnologiesOrganic Food & Beverage

South East Asia

Construction & Building TechnologiesContemporary European DesignEnvironment & Water TechnologiesGreen Energy TechnologiesHealthcare & Medical TechnologiesInformation & Communication TechnologiesOrganic Food & Beverage

2 1 12 11

211

3 1 114 1 1

41111

5111115 11

51111151111151 1

1 1

211922221

1623434

161133

11

111

111

332

Total 4 9 14 15 1 43

The analysis includes data for 43 Business Missions that took place over the years 2016-2020.

It looks at the perspectives of EU participants and Asian visitors in order to understand the respective client groups across Target Markets, Sectors and individual Business Missions.

Due to the different number of respondents for each analytical question (in the Exit-Poll Questionnaire), sample sizes differ per sub-chapter.

* There are no Exit Poll Data available for the Green Energy Technology and Railway Technologies & Services missions to Japan in 2017.

12/3/2020 ATM_4.2. Sample

1/1

4. External Perspective - Did both sides identify the same outcomes?

91

Asian Companies - Response Rate and EU Companies - Response Rate by Outcome

0 %

50 %

Outcome

resp

onse

rat

e

Close to signingcontract

Will engage in furtherdetailed discussions

Will engage insubsequent

explanatory discussi…

Identified industry ortechnology trends

No further follow-upplanned

Other

2 %

30 % 29 %23 %

17 %

1 %

47 %73 % 52 %

33 %

4 % 8 %

Asian Companies - Response Rate EU Companies - Response Rate

Almost three quarters of the EU companies Engaged in further detailed discussions after their participation in the Business Missions and more than half in subsequent explanatory discussions (52%). These two outcomes were the most dominant among Asian visitors as well.

In addition, a large share of EU companies (47%) were close to signing a contract after their participation.

Close to signing a contract - For EU companies includes two options:- Concluded sales/signing a contract.- Expect sales/signing of contract.

* Multiple Response Question**For the EU companies side, responses regarding the outcome 'Close to signing a contract' include - Concluded sales or signed contract + Expect sales or signed contract.

12/3/2020 ATM_4.2 Key findings

1/1

4. External perspective - Did both sides identify the same outcomes? - Key Findings

92

The sample includes 1,785* EU companies that have attended the Business Missions and have responded to the Debriefing Questionnaire, as well as, 5,205 Asian companies that have visited the business exhibition (on average 42 EU companies and 121 Asian visitors per Business Mission).

- Outcomes remain similar across the years, with the largest share of participants from both sides Engaging in further detailed discussions after the Business Missions.

- In 2020, EU companies' response rate with regard to signing a contract increased by 17 percentage points (64%) - compared to 47% on average for 2016-2019. This does not reflect the response rate of Asian companies for the specific outcome. However this is due to the fact that EU responses for the outcome 'close to signing a contract' include both Actual signing and Expectation of signing a contract.

- Regardless of the Target Market visited, the largest share of EU companies Engaged in further detailed discussions.

12/3/2020 ATM_4.2. TM

1/1

4. External Perspective - Did both sides identify the same outcomes?, per TM

93

Asian Companies - Response Rate and EU Companies - Response Rate by Target Market

0 %

10 %

20 %

30 %

40 %

50 %

Target Market

resp

onse

rat

e


28 %

36 %

18 %23 %

46 % 37 % 35 %31 %


Regardless of the Target Market visited, the largest share of EU companies Engaged in further detailed discussions.

In Japan, a similar share of Asian and EU companies claim to have identified industry and technology trends, after their participation in the Business Missions.

68% of the EU companies that participated in missions to Korea were close to signing a contract. A similar share of companies from both sides claim to have Engaged in subsequent explanatory discussions after their participation.

29% of the Asian visitors in SEA said that they were not planning to follow-up.


Outcome

Close tosigningcontract

Will engagein furtherdetailed

discussions

Will engagein subsequentexplanatorydiscussions

Identifiedindustry ortechnology

trends

No furtherfollow-upplanned

Other

12/3/2020 ATM_4.2. Sector

1/1

4. External Perspective - Did both sides identify the same outcomes?, per Sector

94

Asian Companies - Response Rate and EU Companies - Response Rate by Sector

0 %

50 %

Sector

resp

onse

rat

e

CleanTechnologies


Technologies


Design

Environment &Water

Technologies


Healthcare &Medical

Technologies


Technologies


RailwayTechnologies &

Services

28 % 27 %22 %

28 % 25 %20 % 16 % 17 %

34 %

63 %

33 %

16 %

44 %39 %

29 %36 %

20 %

57 %


Almost three quarters of the EU companies (72%) were close to signing a contract. Especially those who attended Business Missions for CED (72%) and OFB (71%).

Companies from both sides share similar proportions of responses in regard to Trends Identification.

Asian companies that attended Business Missions for CBT (39%), RTS (38%) and ICT (36%) were not planning to follow-up.


Outcome

Close to signingcontract

Will engage infurther detailed

discussions

Will engage insubsequentexplanatorydiscussions

Identified industryor technology

trends

No furtherfollow-up planned

Other

12/3/2020 ATM_4.3. Sample

1/1

4. External Perspective - Were both sides satisfied with the meetings?

95

Asian Companies - Response Rate and EU Companies - Response Rate by Satisfaction

0 %

20 %

40 %

60 %

Satisfaction

resp

onse

rat

e

Very Satisfied Satisfied Neutral Dissatisfied Very Dissatisfied

22 %

66 %

11 %

1 % 0 %

23 %

45 %

23 %

7 %2 %


The largest share of both EU and Asian companies were Very Satisfied with the meetings they have attended during the Business Missions.

* Responses for SEA are counted twice.* There is a difference in the EU companies sample size. This is due to the fact that companies may have answered the Question for one SEA TM and not the other -Relevant for 2016 missions.

12/3/2020 ATM_4.3 Key findings

1/1

4. External perspective - Were both sides satisfied with the meetings? - Key Findings

96

The sample includes 1,783* EU companies that have attended the Business Missions and have responded to the Debriefing Questionnaire, as well as 5,074 Asian companies that have visited the trade fairs (on average 41 EU companies and 118 Asian visitors per Business Mission).

- Throughout the years the largest share of participants from both the EU and Asia were Very Satisfied or Satisfied with the meetings.

- In all years dissatisfaction levels were low, and in 2020 none of the companies were Very Dissatisfied.

- EU and Asian companies that participated in Business Missions to Japan and Korea shared similar satisfaction levels, in regard to the meetings attended.

- Regardless of the Sectors, the largest share of EU and Asian companies were Satisfied with the meetings.

- OFB and GET had two of the highest shares of Very Satisfied companies from both sides.

- In RTS there was an increase of Neutral responses from both sides.

12/3/2020 ATM_4.3. TM

1/1

4. External Perspective - Were both sides satisfied with the meetings?, per TM

97

Asian Companies - Response Rate and EU Companies - Response Rate by Target Market

0 %

10 %

20 %

30 %

Target Market

resp

onse

rat

e


16 %

21 % 22 % 22 %

8 %

21 %

32 %

19 %


EU and Asian companies that participated in Business Missions to Japan and Korea shared similar satisfaction levels with regard to the meetings attended.

Among EU companies that attended Business Missions in China there is a large share of Neutral responses compared to Asian companies. In addition, the share of Dissatisfied EU companies that visited China is higher than that of the other Target Markets.

* Responses for SEA are counted twice.

Satisfaction

Very Satisfied

Satisfied

Neutral

Dissatisfied

Very Dissatisfied

12/3/2020 ATM_4.3. Sector

1/1

4. External Perspective - Were both sides satisfied with the meetings?, per Sector

98

Asian Companies - Response Rate and EU Companies - Response Rate by Sector

0 %

20 %

Sector

resp

onse

rat

e

CleanTechnologies


Technologies


Environment &Water

Technologies


Healthcare &Medical

Technologies


Technologies


RailwayTechnologies &

Services

17 %

24 % 24 %

16 %

24 %

19 % 21 %

26 %

16 %

11 %

16 %

23 %21 % 28 % 21 %

16 %

29 %

14 %


Regardless of the Sectors, the largest share of EU and Asian companies were Satisfied with the meetings.

OFB and GET had two of the highest shares of Very Satisfied companies from both sides.

In RTS there was an increase of neutral responses from both sides.

* Responses for SEA are counted twice.

Satisfaction

Very Satisfied

Satisfied

Neutral

Dissatisfied

Very Dissatisfied

12/3/2020 ATM_END

1/1

END OF REPORT

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