Selection of SMEs for BENCH

Selection of SMEs for BENCH Financing institute Central Baltic Interreg IV A Project name Beneficial Business Relations between the Central Baltic Region and China - BENCH Project number 605034 Revision Pa5 Date 4 October 2010 Author(s) Co-authors Antero Ollila Uuno Puus Ya Zhang Anna Öhrwall Rönnbäck,, Address Niemenkatu 73, 15140 Lahti, Finland Telephone + 358 40 566 2811 Telefax + 358 3 589 9433 Email antero.ollila@tkk.fi Web link http://lahti.tkk.fi/fi/ Project number 605034 Revision pa8 11 November 2010 Page 1 of 49

Content 1 Abbreviations 3 2 Introduction 4 3 Summary 4 4 Selection of Identified Potential SMEs 4 4.1 General principles of SME identification 4 4.1.1 Unidentified Potential SMEs 6 4.1.2 Identified Potential SMEs 6 4.2 Process of Selecting Identified Potential SMEs in Finland 7 4.3 Process of Selecting Identified Potential SMEs in Estonia 8 4.4 Process of Selecting Identified Potential SMEs in Sweden 9 5 Results of SME identification 12 5.1 Results of SME identification in Finland 12 5.2 Results of SME identification in Estonia 12 5.3 Results of SME identification in Sweden 12 6 Appendices 14 6.1 Appendix 1. Web page information by 15 6.2 Appendix 2. Press releases by and Lakes 16 6.3 Appendix 3. Advertisement in Helsingin Sanomat by 18 6.4 Appendix 4: The List of potential SME companies in Finland 19 6.5 Appendix 5: Website information by Estonian Chamber of Commerce and Industry 29 6.6 Appendix 6: The BENCH project introduction in ECCI newsletter 30 6.7 Appendix 7: The List of potential SME companies in Estonia 31 6.8 Appendix 8: The web site information in Sweden 35 6.9 Appendix 9: The email content in Sweden 36 6.10 Appendix 10: The List of potential SME companies in Sweden 39 page Project number 605034 Revision pa8 11 November 2010 Page 2 of 49

Document preparation Revision Author Date pa3 Antero Ollila 28 September 2010 pa4 Antero Ollila 01 October 2010 pa5 Antero Ollila 04 October 2010 pa6 Antero Ollila 18 October 2010 Anna Öhrwall Rönnbäck (Swedish part, and some minor changes in the complete report) pa7 Ya Zhang, Anna Öhrwall 23 October 2010 Rönnbäck (Swedish part) pa8 Maija Härkönen 11 November 2010 Final Approval Revision Date Name Signature 1 Abbreviations BENCH Beneficial Business Relations between the Central Baltic Region and China CAM Centre for Applied Management for small and medium-sized enterprises CAB County Administrative Board, CAB in Östergötland (Länsstyrelsen i Östergötland) ECCI Estonian Chamber of Commerce and Industry EU European Union MTC Center for Environmental Technology in Östergötland (Miljöteknikcentrum i Östergötland) SME Small and Medium-sized Enterprises TSP Tartu Science Park WP3 Work Package 3 Project number 605034 Revision pa8 11 November 2010 Page 3 of 49

2 Introduction The basic task of Work Package 3 (WP3) of the BENCH project in Milestone 1 (MS1) was to identify Small- and Medium Size Enterprises (SMEs) that might be interested in developing their businesses in China ( Unidentified Potential SME ). According to the project plan, the goal was to have a minimum of twenty SMEs to participate in BENCH in each country: Finland, Estonia and Sweden. The general principle was to allow all SMEs in the target regions of BENCH an opportunity to participate in the BENCH project. The target regions were: Östergötland in Sweden, Päijät-Häme and Uusimaa regions in Finland, and Estonia. The following partners participated in this task of identifying potential SMEs: Center for Environmental Technology, P2 Östsam Regional Development Council, P3 Linköping University, P4,, P5 Lahti Regional Development Company Ltd, P6 Estonian Chamber of Commerce and Industry, P7 University of Tartu, P8 Tartu Science Park (TSP), P9. (P5) agreed to be in charge of preparing this report. The following three partners, one from each country, coordinated and carried out the tasks involved in selecting companies for solicitation for WP3:,, Finland, P5 University of Tartu, Estonia, P8 Linköping University, Sweden, P4. These partners worked together with other regional partners of BENCH to create a master list of companies to be asked to participate in BENCH. 3 Summary The first task in Work Package 3 of the BENCH project was to identify companies that might be interested in doing business in China or with China in the applicable regions of this project. The three partners who coordinated and carried out most of the work involved in identifying the companies were: Linköping University, / (responsible for writing the report) and University of Tartu. The partners used different methods of disseminating information about the BENCH project to SMEs that might be interested in the Chinese markets. The most laborious but also the most effective way was writing emails to the decision makers of SMEs. The partners had several databases at their disposal. Email solicitations to the identified companies were often sent out at least twice. Project number 605034 Revision pa8 11 November 2010 Page 4 of 49

Those SMEs, which were not selected for direct email solicitation, were not excluded from BENCH. They were able to get information about BENCH through media. The methods mostly used in disseminating information were: Web pages Press articles Newsletters and info letters Commercial advertisements The final numbers of identified potential companies who were selected to receive direct emails were: in Finland 597, i.e. 0,7 % of all SMEs in Uusimaa and 2,8 % of all SMEs in Päijät-Häme. in Estonia 365, i.e. 0,8 % of all SMEs in the country. in Sweden 1994, i.e. 15,5 % of all SMEs in Östergötland. 4 Selection of Identified Potential SMEs 4.1 General principles of SME identification The project partners have disseminated information about BENCH in the open media, making it possible for all SMEs in the target regions to become aware of the project. All companies, regardless of their size, that have expressed interest in BENCH have been allowed to participate in BENCH; no company was excluded for any reason. The SMEs that were not pursued directly by the project partners through emails are called Unidentified Potential SMEs in this report. However, the project partners pursued more actively companies that were involved in clean energy, following the BENCH project plan. In addition, when selecting companies for direct email solicitation, the project partners used their own judgment in deciding which companies to include. In making their decisions, the project partners often excluded companies that they knew had small and local markets and companies that were both small and had no perceivable interest or capabilities to enter the Chinese markets. The companies that received direct email solicitations from the project partners are called Identified Potential SMEs in this report. The project partners adopted the EU definition of SMEs and used it as a guide in selecting SMEs for direct solicitation. The EU definition is in the Table 1 below: Project number 605034 Revision pa8 11 November 2010 Page 5 of 49

Table 1. EU definition for SMEs Source: EU Commission Staff Working Document Brussels, 7.10.2009 SEC (2009) 1350 final 4.1.1 Unidentified Potential SMEs Participation in the BENCH project was open for all SMEs. All SMEs in the target regions were able become aware of the BENCH project through announcements and advertisements in the open media and web pages. These SMEs are called Unidentified Potential SMEs. Most of the SMEs that asked to be included in the BENCH project became aware of the project by receiving direct email solicitations from project partners. These SMEs are called Identified Potential SMEs. Information about BENCH was disseminated through web pages of the following main organizations: the partner organizations (page 4 of this report) associations for entrepreneurs and other non-governmental organizations (NGOs) (such as Green Net Finland, Päijät-Hämeen Yrittäjät and TYP) other stake holder organizations In addition, information about BENCH was disseminated though local radio stations and the press that received press releases from the project partners. Unidentified Potential SMEs were able to become involved in the BENCH project by contacting a BENCH representative. 4.1.2 Identified Potential SMEs Project partners disseminated information about BENCH directly through emails to SMEs that they deemed to have most potential to enter the Chinese markets. The method of email solicitation was chosen because email transmittals were considered to be cost-effective and efficient way of reaching a large number of companies in a short period of time. Creating a database with email addresses of right contact persons at these SMEs was the key to making the email solicitation efficient and successful. Project number 605034 Revision pa8 11 November 2010 Page 6 of 49

The databases the WP3 partners used for identifying the SMEs that appeared to have most potential for entering the Chinese markets were: Commercial data bases that list companies (such as Fonecta) Customer registers of partner organizations Customer registers of stake holder organizations The commercial data bases contain a great variety of SMEs. To make the best use of the commercial databases for the purpose of direct solicitation, certain companies were excluded from the search criteria. These companies were SMEs that fall into a category of micro companies (defined as companies that have less than 1M turnover or less than seven employees) and companies that cater locally (such as restaurants). When selecting Identified Potential SMEs, each partner used its own judgment within the general guidelines. The basis for their selection is reported in more detail in the sections dealing with each BENCH region below. 4.2 Process of Selecting Identified Potential SMEs in Finland In Finland, there are two BENCH WP3 partners: (1), School of Science and Technology ; (, ) and (2) Lahti Regional Development Company (LAKES). The entire selection process included the following activities: (1) Informing all SMEs of the BENCH-project and including any SME that expressed its desire to participate in BENCH; and (2) identifying the SMEs that were potentially interested in the Chinese markets for direct solicitation and including a SME that responded to the solicitation as a participant in BENCH. The Finnish WP3 partners used the following means to inform Unidentified Potential SMEs of the BENCH-project: Disseminating information about the BENCH program on the web-pages of the participating organizations (, and LAKES) and the following stake holder organizations: Green Net Finland and Finnish CleanTech Cluster. Disseminating information about the BENCH program on the web-pages of entrepreneurship organizations and chambers of commerce. These organizations are: Entrepreneurs of Päijät-Häme; Entrepreneurs of Uusimaa; Häme Chamber of Commerce; Helsinki Region Chamber of Commerce; and Länsi-Uusimaa Chamber of Commerce. Issuing press releases to newspapers Publishing an advertisement of the BENCH program in Helsingin Sanomat on October 3 rd 2010. The web page message submitted to the stakeholder organizations is in Appendix 1. The press release submitted to newspapers is in Appendix 2. The advertisement published in Helsingin Sanomat on October 3 rd 2010 is in Appendix 3. Project number 605034 Revision pa8 11 November 2010 Page 7 of 49

, used the following sources to locate Identified Potential SMEs by name and by contact person: Commercial customer data base which is owned by Fonecta Finder. The Customer Register maintained by,, which lists companies located mainly in the Päijät-Häme region. The Customer Register was modified by adding companies from the customer register of Lahti Business Park. The latter contains contact information for environmental companies. When using the Fonecta Finder application for selecting Identified Potential SMEs, the micro size companies (<2 M turn over) and companies with localized markets were excluded. However,, the Customer Register that was also used for identifying companies for direct solicitation included micro-size SMEs. Fonecta Finder contains names of decision makers of businesses and organization it lists. The contact person to receive email solicitation for BENCH was selected manually and most often s/he was Managing Director or Marketing Director. The total number of SMEs in Uusimaa and Päijät-Häme are listed in the Table 2. Table 2. SMEs in Uusimaa and Päijät-Häme Company size Amount Share, % Uusimaa Micro 1-9 employees 77108 * 95,0 * Small 10-49 4585 * 4,0 * Medium 50-249 1667 * 1,0 * Totally in Uusimaa 83360 100,0 Päijät-Häme Micro 1-9 employees 10445 92,5 Small 10-49 616 5,5 Medium 50-249 230 2,0 Totally in Päijät-Häme 11291 100,0 *) The actual figures are not available - estimated from the Finnish average percentages. 4.3 Process of Selecting Identified Potential SMEs in Estonia The Estonian WP3 partners used the following means to inform Unidentified Potential SMEs of the BENCH-project: Web page announcements at the web pages of the Estonian Chamber of Commerce and Industry (ECCI). Direct e-mails to 325 enterprises whose email addresses were obtained from Cecil s database and from the lists of attendees who had participated in the events organized by ECCI. The email addresses of additional 40 companies were obtained from the database maintained by Tartu Science Park. Project number 605034 Revision pa8 11 November 2010 Page 8 of 49

An article introducing the BENCH project published in the ECCI newsletter Eesti Kaubandus-Tööstuskoja Teataja on 22 September,.2010. An announcement on the BENCH project published in the weekly ECCI e-info letter Kaubanduskoja e-infoleht. The total number of SMEs in Estonia in 2008 was as follows: Table 3. SMEs in Estonia in 2008 Company size Amount Share, % Micro 1-9 employees 36 250 81,1 Small 10-49 7 088 15,9 Medium 50-249 1 327 3,0 Totally in Estonia 44 665 100 % The Web page announcement that appeared at the web pages of the Estonian Chamber of Commerce and Industry (ECCI) is Appendix 5. The article introducing the BENCH project published in the ECCI newsletter Eesti Kaubandus-Tööstuskoja Teataja on 22 September,.2010 is in Appendix 6. 4.4 Process of Selecting Identified Potential SMEs in Sweden The Swedish WP3 partners used the following means to inform Unidentified Potential SMEs of the BENCH-project: Disseminating information about the BENCH program on the web-pages of the participating organizations and stake holder organizations. During the first milestone (MS1), the BENCHannouncement was on the web-site of the Swedish lead partner, CAB, in Östergötland. During the second milestone (MS2), information on BENCH was disseminated on the web-sites of the following BENCH partners: CAB in Östergötland (Lead Partner) MTC (P2) Regional Development Council Östsam (P3) CAM at Department of Engineering and Management at Linköping University (P4) In addition, the Swedish lead partner disseminated press releases on BENCH to news papers. The BENCH-announcement that was published on the web-sites of the Swedish partners is in Appendix 8. The content of emails and the invitation letters that were sent out are shown in Appendix 9. The focus of the Swedish research was on the SMEs in Östergötland. When selecting Identified Potential SMEs for BENCH, the Swedish partners used four different data bases described below. Table 4 shows the whole population of SMEs in Östergötland. Project number 605034 Revision pa8 11 November 2010 Page 9 of 49

Table 4. SMEs in Östergötland, Sweden Company size Amount Share, % Micro 1-9 employees 11 774 91,6 Small 10-49 904 7,0 Medium 50-249 174 1,4 Totally in Östergötland 12 852 100,0 Data source: www.affarsdata.se When selecting Identified Potential SMEs, the Swedish partners focused on companies that appeared to have potential for expanding internationally. The method of purposive sampling rather than one based on random sampling was used. Moreover, since the method of solicitation was email transmittal, those SMEs that did not have email contact information available were excluded from the population. Step 1. Gathering SMEs information from four sources The first step was to gather suitable data sources. The following four sources were selected: Affärsdata, an official database for all the companies registered in Sweden Internal database of the Centre for Applied Management for small and medium-sized enterprises (CAM) at Linköping University Internal database of the Center for Environmental Technologies in Östergötland (MTC) A database of an anonymous survey that was used to measure the extent to which the companies in Linköping and Norrköping municipalities were interested in expanding internationally Database 1 Affärsdata: The main database used was Affärsdata, an official database for all the companies registered in Sweden. From this database the Swedish partner selected companies that were located in Östergötland and had from 7 to 250 employees. There were 1840 such SMEs in the region. Database 2 CAM: The internal database of CAM includes mostly manufacturing SMEs from different regions of Sweden. The Swedish partner selected those companies that were located in the BENCH region, namely Östergötland, for the solicitation. The number of such SMEs is 112. Database 3 MTC: This data base covers around 400 companies that are engaged in clean technology related business in Östergötland. Database 4 Internationalization: The last database was derived from a 2009 survey that was used to measure the extent to which the companies in Linköping and Norrköping municipalities were interested in expanding internationally. The companies in this list have between 1 and 200 employees. Many are micro-size companies with around four employees (estimation by the person responsible for carrying out the survey). The Swedish partner selected companies that had shown interested in the Chinese markets (>0 in an interest scale 0-10) and obtained 451 email addresses from the resulting list. Project number 605034 Revision pa8 11 November 2010 Page 10 of 49

Step 2. Searching personal email contacts for the SMEs selected from Step 1 The main data resource that the Swedish partner used in selecting Identified Potential SMEs, Affärsdata, does not list email addresses. The second and third databases list companies but have incomplete email information. The email addresses of the companies listed in the fourth database have not been updated. Consequently, the Swedish partner used four web search engines 1 to cross search the contact information: 1) Database 1 Affärsdata: 1357 out of 1843 companies have email contacts in Affärsdata base in Östergötland. These companies have between 7 and 250 employees. 2) Database 2 CAM: All 122 CAM companies have email contacts. 3) Database 3 MTC: 357 out of 429 companies have email contacts in database from Center for Environmental Technologies in Östergötland (MTC). 4) Database 4 Internationalization: This database consisted of email addresses only. The Swedish partner selected 451 companies from the general database and verified their email addresses at a later stage when the survey was sent out. Step 3. Checking overlap in Databases 1-3 The Swedish partner kept one database untouched (Database 2: 122 CAM companies) and deduced overlap from the first two databases. After deducting overlap from Database 1 Affärsdata with either Database 2 CAM (where approximately all the 122 companies were the same as in Database 1) or Database 3 MTC (where 86 of the 357 companies with email addresses were the same as in Database 1), 1149 companies were left in the Affärsdata database (1357-reduced with 122 and 86). After deducting overlap from Database 3 MTC with Database 2 CAM, 344 companies were left in the MTC database (357 reduced with 13 companies from CAM list). After Step 3 Databases 1-3 contain 1149+122+344=1615 identified companies with email addresses. Step 4. Merging with Database 4 and modification During the Step 4, Databases 1-3 were merged with Database 4. The Database 4 contains a list of companies who had participated in the 2009 survey and expressed their interest in expanding their business to China. Their names are concealed but not their emails. After merging the databases, the Swedish partner eliminated identical emails. As a result, they ended up with 1994 1 http://www.google.com/webhp?hl=en http://www.gulex.se/ http://www.foretagsfakta.se/ http://foretag.118700.se/. Project number 605034 Revision pa8 11 November 2010 Page 11 of 49

email addresses of 1615 known companies and 379 email addresses from Database 4 that lists email addresses but not company names. The Swedish partner sent out emails with a questionnaire to 1994 email addresses. However, some email addresses had errors and the emails did not reach their intended recipients. Some recipients refused to receive emails from BENCH. In the end, 1811 emails reached their intended recipients. Figure 1. Creating the final email list in Sweden 5 Results of SME identification 5.1 Results of SME identification in Finland The total number of Identified Potential SMEs identified by was 597 in the Uusimaa region and 315 in the Päijät-Häme region. The complete list of these Identified Potential SMEs is in the Appendix 1. The number of Identified Potential SMEs in Uusimaa is about 0,7 % of all small and medium size companies and in Päijät-Häme 2.8 %. The high percentage in Päijät-Häme can be partially explained by the fact that Lahti Center has a large company register at its disposal for Päijät-Häme having operated in the region for years. In addition, the number of Identified Potential SMEs for Päijät-Häme includes micro companies. 5.2 Results of SME identification in Estonia The total number of Identified Potential SMEs identified by Estonian partners was 365. The complete list of these SMEs is in the Appendix 4. The number of Identified Potential SMEs in Estonia is about 0.8 % of all small and medium size companies in the country. 5.3 Results of SME identification in Sweden The total number of email addresses of Identified Potential SMEs selected by the Swedish partner for email solicitation was initially approximately 1994. However, due to errors and returned emails, this number went down. In the end, the Swedish partner ended up sending email solicitations to 1605 email addresses of companies whose names were known. This list Project number 605034 Revision pa8 11 November 2010 Page 12 of 49

includes micro (from 7 employees), small and medium-sized firms from company databases 1 and 2, and micro, small, and medium-sized companies from databases 3 and 4. The complete list of Identified Potential SMEs is in Appendix 10. The number of identified SMEs in Östergötland is about 15,5 % of all SMEs in the region. Project number 605034 Revision pa8 11 November 2010 Page 13 of 49

6 Appendices Project number 605034 Revision pa8 11 November 2010 Page 14 of 49

6.1 Appendix 1. Web page information by Bench-hanke auttaa PK-yrityksiä Kiinan markkinoille Kesällä on käynnistetty Bench-hanke (Beneficial Business Contacts between the Central Baltic Region and China) arvoltaan n. 2 M, jonka päätarkoituksena on tukea ja edistää pkyritysten mahdollisuuksia hyötyä Kiinan kasvavista markkinoista. Osallistuvat yritykset voivat sijaita Östergötlandissa Ruotsissa, Päijät-Hämeessä, Uudellamaalla ja Virossa. Erityistä huomiota kiinnitetään ympäristöalan yrityksiin. Hankkeeseen sisältyy myös kiinalaisten yritysten investointimahdollisuuksien lisääminen kyseisille kohdealueille, jotka kasvattaisivat myös näiden alueiden pk-yritysten liiketoimintaa. Osallistuville yrityksille ei aiheudu mitään projektimaksuja, koska päärahoitus tulee Central Baltic Interreg IV A -ohjelmasta. Bench-hankkeessa tutkitaan esteitä ja mahdollisuuksia tehdä liiketoimintaa Kiinassa, tunnistetaan parhaat toimintatavat Kiinassa jo toimivilla yrityksillä sekä analysoidaan ja jaetaan tätä informaatiota seminaarien ja työpajojen muodossa. Yksi yritys Suomessa valitaan yrityskohtaiseen valmennukseen. Ensimmäinen askel on tunnistaa potentiaaliset pk-yritykset. Jos yrityksesi on kiinnostunut osallistumaan, niin ota yhteyttä Aalto-yliopiston Lahden keskukseen, Antero Ollila, sähköpostitse antero.ollila@tkk.fi tai puhelimitse 040 566 2811. Vastanneet yritykset saavat sähköpostitse yhteenvedon kyselyn tuloksista. Aalto-yliopisto Teknillinen korkeakoulu Lahden keskus Project number 605034 Revision pa8 11 November 2010 Page 15 of 49

6.2 Appendix 2. Press released by and Lakes PK-yritykset Kiinan laajentuville markkinoille Bench-yhteistyöllä Kiina on kehittymässä maailman laajimmaksi taloudeksi. Sen bruttokansantuote kasvoi vuoden 2010 ensimmäisellä neljänneksellä 11,9 prosenttia. Talouden kasvua ovat vauhdittaneet hallituksen elvytysohjelma, kuluttajille annetut tuet sekä lainavetoiset investoinnit. Tällä kasvulla on myös jatkoseurauksensa: Kiinassa tarvitaan erityisesti rakenteellisten ja ympäristöongelmien ratkaisuja ja asiantuntemusta. Kesällä käynnistyneen noin 2 miljoonan euron EU-hankkeen Beneficial Business Contacts between the Central Baltic Region and China (Bench) päätavoitteena on edistää pienten ja keskisuurten yritysten pääsyä Kiinan kasvaville markkinoille. Nämä ympäristöosaamisen yritykset voivat olla Itä-Götanmaalla, Ruotsissa, Päijät-Hämeessä, Uudellamaalla ja Virossa. Bench sisältää myös kiinalaisten yritysten investointimahdollisuuksien lisäämisen kyseisille kohdealueille. Suomalaiset Bench-toteuttajat Monikansallisen Benchin suomalaisina toteuttajina ovat Aalto-yliopiston teknillisen korkeakoulun Lahden keskus sekä Lahden Alueen Kehittämisyhtiö LAKES. Benchin ensimmäisenä vaiheena on tunnistaa potentiaaliset pk-yritykset. Aalto yliopiston Lahden keskuksen tehtävänä on pk-yrityksien tukeminen liiketoimintakontaktien luomisessa Kiinaan tutkimalla/selvittämällä esimerkiksi, mitkä ovat mahdollisuudet ja esteet Kiinan-viennin lisäämisessä, miten tunnistaa potentiaaliset yhteistyöyritykset ja miten julkinen sektori voi parhaiten auttaa yrityksiä niiden vientiponnisteluissa. Aalto-yliopiston Lahden keskus tuottaa vientiyrityksille parhaiden käytäntöjen Kiina-tietopaketin sekä järjestää työpajoja ja seminaareja. LAKES pyrkii lisäämään kiinalaisia investointeja kohdealueille. Tärkeimmät toimenpiteet ovat kiinalaisten investointistrategian parempi ymmärtäminen, paikallisten klustereiden ja investointiympäristöjen kartoitus, potentiaalisten kiinalaisinvestoijien tunnistaminen, yhteistyön luominen investointeihin kiinalaisten ja paikallisten toimijoiden kesken sekä tietopaketin tuottaminen ja markkinointi kiinalaisille investoijille. Benchin päärahoittajana on Central Baltic Interreg IV A -ohjelma, joten osallistuvat yritykset eivät joudu maksamaan mitään projektimaksuja. Yksi suomalainen yritys valitaan yrityskohtaiseen valmennukseen. Lisätietoja PK-yritysten liiketoiminnan edistäminen: Dosentti Antero Ollila Aalto-yliopiston teknillisen korkeakoulun Lahden keskus 040 566 2811, antero.ollila@tkk.fi Project number 605034 Revision pa8 11 November 2010 Page 16 of 49

http://lahti.tkk.fi/fi/kehittamispalvelut/bench/ Kiinalaiset investoinnit: Kehittämispäällikkö (Kansainvälistymispalvelut) Pekka Komu Lahden Alueen Kehittämispalvelu LAKES 040 741 3299, pekka.komu@lakes.fi Aalto-yliopisto Teknillinen korkeakoulu Lahden keskus Project number 605034 Revision pa8 11 November 2010 Page 17 of 49

6.3 Appendix 3. Advertisement in Helsingin Sanomat by Project number 605034 Revision pa8 11 November 2010 Page 18 of 49

6.4 Appendix 4: The List of potential SME companies in Finland Uusimaa, turnover 10-50 M AAC Global Academica Accenture Services Acta Print Affecto Finland Agility Logistics Ab Ahlstrom j A-Insinöörit Suunnittelu Airam Electric Ab Airfix Aviation Aldata Solution Finland Algol Chemicals Algol Technics Alte Appelsiini Finland A-Pullo Aquaflow Aronet-Esitysyhtiö Aseko Atoy Automotive Avelon Autologistics Axellus Banmark Ab Basware j BBS Manison BCC Finland Berggren Ab Beverage Partners Finland Biohit j Biomet Finland Blyk Services Boknäs Sisustustalo Bong Suomi Brandt Ab Brenntag Nordic Bufab Finland International Business Systems IBS Ab CA Software Finland CADi Carlo Casagrande & Co Catamount / Sports Car Center Citec Information Ab Combi Cool Ab Computerlinks Consolis Ab Corenet Cortex CPS Color Group Cronimo Ab Crown Pakkaus CSC Cybercom Finland Cygate Dae-Tek Darekon Ltd Delipap Delta Energy Systems (Finland) Deltamarin Dermoshop Dieta DPD Finland DSV Solutions pääkonttori Dynea Chemicals E Avenue ebm-papst oy Ecolab Ab Edita Publishing, IT Pres Efore j Eka Chemicals Insinööritoimisto Bertel Ekengren Elari Elekta Neuromag Elektrobit j Elfving Ab Elopak Emerson Process Management Encorium Endero EnerSys Europe Espotel Euracon Europress Group Evac Exide Findus Finland Finlayson Finndomo Finnfeeds Finland /Danisco Animal Nutrition Kalamesta Teks-Invest Finnlumber Ltd Finnmap Consulting Finntrepo Finnvacum Ab Finnzymes Fintractor Fiskars j Abp Flander Flexim Security Flinkenberg Ab Flint Group Finland Fonecta Media Forbo Adhesives Nordic Ab Forcit Ab Fortum Nuclear Services Fortune Motors FREJA Transport & Logistics O Fresenius Medical Care Suomi Geotrim Insinööritoimisto Granlund Olof Grönblom Ab Hahle Halonen Halti Halva Ab Hammasväline Hankintatukku Arno Latvus Hartwa-Trade Ab HAVI Logistics Hedcom Ab Hedengren Kodintekniikka Ab Hedengren Security Hyrles Hytar HyXo IC Companys Finland IceCool Inlook Group Insinööritoimisto Comatec Inspecta Interasco Timber Ltd Intrum Justitia IP-Produkter ITAB Shop Concept Finland Kartro Ab Ixonos j JA-Yhtiöt Texmoda Fashion Group J-Trading Ab Juha-Elektro Heino Juomat Kaeser Kompressorit Kalevala Koru Keraplast Keskuslaboratorio, KCL KH-Koneet Kilroy Travels Finland Travela Klinkmann Automaatio Brandt Group, Ltd Konehuone Indutrade Konwell Ab Kopparberg Finland Ab KPSS Finland / Goldwell KTA-Data LU Suomi Matkatoimisto BCD Travel Mercamer Mesvac Metropolia Ammattikorkeakoulu Project number 605034 Revision pa8 11 November 2010 Page 19 of 49