The Centre for the Promotion of Imports from developing countries (CBI) does what its name suggests - it assists entrepreneurs in developing countries in selling to markets in Europe. For this purpose, it has developed a wide range of support programmes for many sectors of industry. The CBI also supports local business support organisations, for instance by assisting them in training and market research activities. The CBI’s work is financed by the Dutch government, which means participation costs are limited. Its many years of experience and its extensive international network make the CBI one of the most important centres of expertise in export promotion from developing countries. The Centre was founded in 1971 and is an agency of the Dutch Ministry of Foreign Affairs.

Who are we looking for?
Our new export coaching programme for Home Textiles is aimed at talented and ambitious manufacturers and exporters in the Home Textiles sector who are eager to expand their export activities in the EU. The programme is accessible for companies who produce carpets and other textile floor coverings, bed and table linen and other textile furnishing articles. A detailed product list can be found on the website www.cbi.eu/hometextiles.

Before applying, also consider the general selection criteria your company has to meet up to:

General CBI criteria. The company:

• Is at least 51% locally owned
• Is not involved in a joint-venture with a company in an Upper Middle Income Country (UMIC)
• Does not have a parent company in a UMIC country
• Has anywhere between 25 and 500 employees (including temporary staff)
• Is not constrained by licence agreements
• Is willing and able to invest time and resources to become a successful exporter
• Has staff members who master the English language; both written and oral

Sector-specific criteria. The company:

• Is located in one of the selected countries for this programme
• Has facilities for product development on two levels, technical and design-wise; either in-house or external
• Has a website and at least basic promotional material
• Is involved in either machine or hand-made production of (ethnic/authentic) knitted or woven home textiles
• Has sufficient machinery/labour force and financial resources to expand in exports
• Textiles have to comply with European requirements with regard to production methods and the use of particular chemicals (for instance no use of Azo banned colorants)
• Has access to raw materials
• Has access to channels for exports to the EU
• Is willing to conduct the necessary market research
• Is willing to participate in a major European trade fair
• Has or will develop an Export Marketing Plan
• Is committed to execute an action plan formulated in cooperation with a CBI expert

A powerful and practical programme
The programme consists of 5 stages, all essential to become a successful exporter. The programme for Home Textiles consists of the following clear and simple stages:

Stage 1: Pre-selection
Based on the incoming application forms, the CBI Home Textiles consultant makes a pre-selection of companies that meet the general criteria and are eligible for participation. Factors such as products, product development, production possibilities, marketing and management skills and export experience will also be taken into consideration in the pre-selection.

Stage 2: Technical support
Once your company is pre-selected, the CBI consultant will visit you to carry out a so-called export audit and to further evaluate the crucial factors of the pre-selection stage and will look into the quality and (labour and environmental) conditions of your production process. Following this extensive exploration an action plan will be developed describing areas of improvement, required measures and deadlines. The consultant will simultaneously offer technical support and advice in the fields evaluated.

While you implement the action plan, the CBI will render distance assistance and coaching.

In this stage the selection of potential participants is also narrowed down: based on the consultant’s findings, the CBI determines whether – and if so, at which speed – your company should go through the programme.

Selected companies will be visited by the consultant again for more assistance in product development and improvement of the production and export process.

Stage 3: Export marketing training
In the third stage, participants are invited to a so-called EXPRO seminar in Rotterdam, the Netherlands. The seminar consists of lectures, discussions, case studies and practical assignments in the areas of export marketing, management and sector-specific topics. During the seminar, participants may also visit a European trade fair such as the “Ambiente” fair and a leading buyer. You will receive (individual) counselling in developing your own Export Marketing Plan during the seminar.

Stage 4: Access to the market
Supported by the CBI, you will then be encouraged to attend a major trade fair, such as the Ambiente and Heimtextil fairs. Here you will not only make personal contact with potential partners, but also acquire first-hand and in-depth market experience.

To help you make maximum use of the trade fairs, the CBI will provide:

• publicity and invitations through mailings and telemarketing;
• a stand of approximately 9-12 m˛;
• a briefing prior to the fair about the latest market developments;
• advice on the best market approach;
• professional assistance in preparing your presentation;
• hands-on consultancy during the fair.

In principle participants may be invited to take part three times in the trade fairs.

Throughout Stage 4, your company will also be actively involved in other B2B activities carried out by CBI.

Stage 5: Consolidation
In the year following your participation the CBI will help you solidify and expand business contacts.

Financial Contribution
The CBI is a development organisation operating in a non-commercial market and does not require participants in its programmes to cover all costs.
Participants in an export development programme do pay a non-refundable participation fee of € 1,000, --.
The fee is collected as soon as the CBI has determined that the company is suitable for enrolment.

Apart from this ‘registration fee’, companies do not need to pay for CBI services.

International travel expenses incurred by participants attending trainings in Europe may be partially remunerated. If the CBI arranges lodging, transportation and meals, participants will not be charged. This arrangement also applies if the CBI conducts training activities in your region. The regular expenses made by the CBI during the programme are not charged to participants either. Participants must cover other expenses not mentioned here.
First-time trade fair exhibitors within the CBI’s programmes are provided with a completely furnished, free-of-charge stand in the CBI pavilion.
Second-time exhibitors are charged the rent for the space they use. Third/time exhibitors are charged an additional € 75, -- per square metre of stand space they use for build-up costs.

Other Programmes
In the past the CBI has conducted numerous successful export coaching programmes for many years and in various sectors, such as handicrafts, tourism, medical devices, stationery items, fresh fruits and vegetables, and castings and forgings.

At present the CBI is carrying out export development programmes in some 35 sectors.

More information
For more information on the CBI, the export coaching programme for home Textiles and a detailed product list or to download an application form, please visit our website at www.cbi.eu/HomeTextiles.

On the site you will also be able to check whether your country is qualified for programme entry.

You may return the enclosed application form by post or fax (+ 31) (0)10 411 40 81. You can also send an e-mail to AHeutink@cbi.eu. We will then send you the information you require as soon as possible.

CBI - ECP Home Textiles

Postal address:
PO Box 30009
3001 DA Rotterdam
The Netherlands

Telephone: + 31 10 201 34 55 / 34
Telefax: + 31 10 41 14 081
e-mail: AHeutink@cbi.eu / cbi@cbi.eu
website: www.cbi.eu

Office address (to be used for samples):
Beurs WTC 5th floor
Beursplein 37, 3011 AA Rotterdam
The Netherlands