Mission Description:

The U.S. Department of Commerce’s Export Promotion Services Matchmaker Trade Delegation Program will lead a Laboratory, Analytical and Scientific Instruments Matchmaker Trade Delegation to Brussels, Belgium and Utrecht, The Netherlands, November 4-8, 2002. The Matchmaker will target the laboratory, analytical and scientific instruments industries including the clinical and biological, analytical chemistry, and measurement and testing sectors. The focus of the delegation will be to match participating U.S. companies with qualified agents, distributors, representatives, licensees, and joint venture partners in these markets. This Matchmaker will be held in conjunction with HET Instrument in Utrecht, the premier laboratory technology trade show in the Netherlands, Belgium and Luxembourg (Benelux).

Commercial Setting:

Belgium

The Belgian market for analytical instruments for all sectors, including the clinical biochemistry sector, is estimated to be $105 million annually. A marginal amount of laboratory instruments are manufactured locally. All major U.S. manufacturers are represented in Belgium and have an estimated market share of 60 percent

Best prospects for the laboratory, analytical and scientific instruments sector include all separation, identification, and quantification instruments used in the pharmaceutical, bio-science, environmental and food industries. Recent requirements in the European and Belgian food and agri-food industries, along with more stringent environmental regulations, are expected to keep the demand high for laboratory, analytical and scientific instruments and equipment.

The Netherlands

The Dutch market for laboratory instruments has shown steady growth for the last two years. Annual sales are approximately $900 million. Imports account for 63 percent of the total sales of laboratory equipment and supplies. European companies supply over 50 percent of the total import market, and U.S. imports account for approximately 20 percent. Several major U.S. manufacturers have subsidiaries in The Netherlands. Major competing companies are from Japan, Germany and Switzerland.

Almost all laboratory instrumentation suppliers are members of the trade association, FHI HET. The industry is characterized by about 225 small and medium-sized suppliers with low profit margins. Over 60 percent of companies have less than 10 employees.

Mission Goals:

The Matchmaker's goal is to gain first-hand market information and provide access to key government officials and potential business partners for new-to-market, and/or new-to-export U.S. laboratory, analytical and scientific instruments firms desiring to enter these markets in Belgium and The Netherlands.

The Matchmaker will spend one and one half days in Brussels and two days in Utrecht. At each stop, the Commercial Service will provide a market briefing highlighting opportunities in the laboratory/scientific instruments sector, schedule one-on-one appointments with potential business partners for each participant, and arrange hospitality events to introduce participants to key business and industry officials. In The Netherlands, the appointments will take place at a dedicated meeting area at HET Instrument, the premier laboratory technology trade show in the Benelux. This format will provide U.S. participants the opportunity to meet with exhibitors at the trade show and for meetings with trade show attendees, in addition to their pre-arranged meetings.

Timetable:

Sunday, November 3 Arrive in Brussels, Belgium

Monday, November 4 Belgium

Friday, November 8 Follow-up meetings/trade show

Conclusion

Matchmaker promotion will include but not be limited to the following venues: U.S. Export Assistance Centers and Teams focused on assisting enterprises in relevant industry sectors; relevant trade publications; relevant trade associations; past Matchmaker and Commerce trade mission participants; various in-house and purchased industry lists; the Federal Register; and ITA’s Internet home page.

The participation fee will be $2,000 for the two stop Matchmaker. Participation is open to the first 10 qualified U.S. companies. Recruitment will begin immediately and will close on September 20, 2002. Applications received after that date will be considered only if space and scheduling constraints permit.

Criteria for Participation:

• Relevance of the company's business line to mission goals

• Potential for business in the selected markets

• Timeliness of the company's completed application, participation agreement, and payment of the mission participation fee

• Provision of adequate information on the company's products and/or services and communication of the company's primary objectives to facilitate appropriate matching with potential business partners

• Certification that the company's products and/or services are manufactured or produced in the United States or if manufactured/produced outside of the United States, the product/service must be marketed under the name of a U.S. firm and have U.S. content representing at least 51 percent of the value of the finished good or service.

Contact Information:

Bill Kutson, Project Manager
Matchmaker Trade Delegations Program
U.S. Department of Commerce, Room 2012
Washington, D.C. 20230
Tel: (202) 482-2839
Fax: (202) 482-0178
E-mail:william.kutson@mail.doc.gov