Export Champion brochure - Greater Manchester Chamber of

■ International business has long been a
focus of Insider, as we have worked with
the business community to increase the
profile and share the expertise of importers
and exporters.
Through a series of breakfast debates,
round tables and our annual Business of
Overseas Trade conference, we have heard
the success stories, the war stories and
understood the steep learning curve that
many businesses have been on.
Many of the people behind these
businesses are included in this publication;
some have been working overseas for
decades; others have just started on their
international journey. All have a story to tell.
It’s about attitude; something in the
mindset of a business leader that will
enable success in a new overseas venture
and further innovation of the brand or
products. With this comes the ability to feel
‘comfortable with being uncomfortable’ –
operating outside your comfort zone.
It’s also about people; having the right
people to travel the world, build relationships and get stuck in for the long term.
And this needs to apply right through an
organisation – from the chief executive
down to the staff, buy-in is needed for
international expansion.
Throughout the pages of this publication
you will meet some of the people driving
international activity in the North West;
people who have deep experience of their
sector and with a lot to share about their
journey so far.
At a time when there is a drive from
central government to promote an exportled recovery, and encourage thousands of
new companies to consider overseas
trade, the following is a good resource for
those aspiring towards a journey into the
unknown.
RUPERT CORNFORD
FEATURES EDITOR, INSIDER
■ I’m very proud to introduce our new
group of Export Champions for 2014. This
important initiative is unique to the North
West, and I’m delighted at the way it has
taken off.
We are lucky to have so many outstanding exporters in our region, in all shapes
and sizes, covering a range of products
and services. Our Export Champions are
drawn from this pool, and have agreed to
share their experience with others in the
region. We need more companies to follow
this positive lead, and I very much hope
that their success will encourage and
inspire the next generation of North West
exporters.
Our Export Champions will be on hand
throughout 2014 at UK Trade & Investment
events up and down the region. I know that
they have some great stories to tell. I salute
their achievements, and I’m very much
looking forward to continuing to work with
them as we take on my challenge to find
1,000 new exporters in the region next year.
CLIVE DRINKWATER
DIRECTOR, UKTI NORTH WEST
RICHARD WOOD
SALES AND MARKETING DIRECTOR, WAX LYRICAL
■ “Complacency” is the enemy as far as Richard Wood
is concerned. “Just because you receive an initial order
from somewhere, that’s no guarantee of success,” he
says. “Markets change and fluctuate, and there is a
requirement to maintain strong communications to
constantly evaluate your product or service. Working with
regional partners who understand the differences in their
region and can leverage relationships is key.” Wax Lyrical
still makes 95 per cent of its products, such as scented
candles and other home fragrances, for brands including
the Royal Horticultural Society, Fired Earth and Jelly Belly
in the UK. Exports account for 35 per cent of its £14m
turnover. Wood, a self-confessed Formula 1 nut, loves
Dubai and New York, but reckons L’Enclume in Cumbria
is up there with the best restaurants.
HOWARD GOLDMAN
EXPORT DIRECTOR, RAYBURN TRADING COMPANY
■ Goldman’s grandfather Benny founded Rayburn in 1938 as a leather
goods wholesaler. Since then it’s expanded its range to more than 3,000
items. As official distributor for the likes of P&G, Unilever, J&J, CocaCola, Mondelez, Masterfoods and L’Oreal, it exports to 80 countries,
accounting for half its £82m turnover. The secret is “making the effort to
visit as many customers and markets as possible – this will give you a
great advantage,” says Goldman. UKTI is working with Rayburn as it
seeks to enter new territories. As Goldman says: “It’s a learning curve. In
the past year we’ve met advisers from 15 countries we don’t export to,
which has been very helpful. There’s still huge potential in the Americas,
Africa and the Middle East; places less affected by the European
currency fluctuations.” He reckons the best breakfast buffet in the world
is at the Shangri La Hotel, Singapore.
MICHAEL OLIVER
FOUNDER AND CHAIRMAN, OLIVER VALVES
ANTONIO PARENTE
EUROPEAN BUSINESS DEVELOPMENT MANAGER, ACDC LED
■ So where can a lighting company
in Barrowford, Lancashire, which
designs and manufactures specialist
long-life LED and Cold Cathode lighting solutions, look to go? Just about
anywhere, really. As Parente says:
“We offer technical and design advice
to architects, engineers and lighting
designers worldwide.” The top
designers are in demand globally, so
ACDC matches that aspiration,
exporting to more than 60 countries.
Parente’s specific in his targets: “Our
objective is to be one of the top five
LED manufacturers by 2015. The
Mission to Moscow trip with UKTI will
be of tremendous benefit in helping
us find the right partner in Russia.
Appointing the right partner is the
most important decision you make.”
■ Oliver left school at 15 for n apprenticeship at David Brown
in Salford paying £2 per week – he’s been in industry for more
than 50 years, and started his business in 1979 from a garage
in Hale. An exporter almost from the word go, Oliver Valves
now employs 350 people across ten offices in oil and gas
locations around the world. Oliver says: “We have always been
willing to put in the hard yards. There is no substitute for being
on the ground in target markets, and a knowledge and respect
for local languages and cultures is important. We have consistently invested overseas, hiring local staff and opening offices.
Staff in export markets now have the autonomy to build and
grow relationships with customers and pursue new business.
The product remains paramount. With customers depending
on 100 per cent reliability from our products, investment in
research and development is vital to stay ahead.”
SARA KNOWLES
TONY GRIMSHAW
DIRECTOR, WHAT MORE UK
MANAGING DIRECTOR, MOJOLIFE
■ Export’s not just for engineers and techies.
MojoLife is a training consultancy formed, as
Knowles says, “to simplify business communications and transform lives through the power
of storytelling”. TV Dragon Peter Jones is a fan.
Within a year, MojoLife had conducted its first
overseas project, in Slovenia, which Knowles
followed up by joining a UKTI trade mission to
Geneva and taking part in webinars run by
UKTI staffers in Bulgaria, Romania and New
York. For 2014, she wants to work in five new
European markets as well as Russia, Australia,
the US and Singapore. Why export? She says:
“It’s wonderful to discover the unexpected in
the most unexpected places, better still when
this leads to new business opportunities.”
Preparation is important, she says. “Gather
market intelligence, cultural information and
keep up to date with news. Build relationships
before you go.” For anyone visiting Ljubljana,
Knowles recommends the Antique Hotel’s
curious labyrinth of medieval-style rooms.
■ Asked for the biggest no-no in
export, Grimshaw simply says
“defeatism”. What More is a
Lancashire success story. Founded
in 1999, it’s now the UK’s largest
manufacturer of plastic housewares, plastic storage and plastic
gardening products. Once again, it
is investing; £8m will be spent over
the next two years to expand
production. Export’s share of
turnover is 14 per cent “and
growing”. What More has used its
networks well, seeking advice from
UKTI, East Lancs Chamber of
Commerce and the British Home
Enhancement Trade Association.
And how about this for a tip? “If
you’re in Chicago you have to visit a
jazz club called Kingston Mines.
Good food, music and beer all, at
reasonable prices. What more
could a man want?” What indeed?
DAVID THOMPSON
CHAIRMAN, DG THOMPSON
INTERNATIONAL
■ DG Thompson’s been exporting for 30
years – it’s the whole point of the business. It
gets premium brand wines and spirits into
South East Asia, primarily Vietnam, Laos and
Cambodia, all serviced through a direct
distributor in Ho Chi Minh City. The company
has mostly worked through the duty free and
diplomatic channels, although increasingly
the business is looking to drive distribution
through domestic outlets. Thompson speaks
regularly about the secrets to success in
export, much of which he attributes to a
“boots on the ground” approach. Next on the
agenda is developing business in Myanmar
as the country opens up to the outside world.
EILEEN WILLIAMS
FOUNDER AND MANAGING DIRECTOR, ESTC
■ During a dull passage of play at a sporting event,
have you ever idly wondered how the hi-viz jacketed
stewards came to be there? Wonder no more.
Working with former safety officer and stadium
manager Cliff Simpson, Williams, who has more
than 20 years’ experience in adult education, staff
development and event management, launched
ESTC so the organisations responsible for putting
on world-class events have someone to look after
this oft-overlooked area. Just ask FIFA, world
football’s governing body – ESTC trained 2,500
stewards for the 2009 Confederations Cup and 2010
World Cup.
CITY TIPS
QUOTE
“HONG KONG HAS TO HAVE NUMBER ONE SPOT. IT’S NICELY COMPACT, EASY TO GET
AROUND AND JUST A GREAT PLACE TO BE. IF YOU CAN GET AN INVITATION, SIMPLE FOOD
AT THE BISTRO IN THE ROYAL HONG KONG YACHT CLUB IS HARD TO BEAT. IT’S THE ONLY
PLACE ON HONG KONG ISLAND WHERE YOU CAN SIT OUT ON THE WATERFRONT. IDEALLY
GO ON THE CLUB SAMPAN FROM THE NOONDAY GUN, IT’S ALL PART OF THE EXPERIENCE.”
GRAHAM JAMES FLEXCRETE
“We’ve worked closely with UKTI over
the past two years, participating in
trade missions to East and West
Africa, the delivery of an Overseas
Market Introduction Sevice for Ghana
and seminars in Algeria and Tunisia.
Clarke Energy has been privileged to
participate in three high-level delegation visits from Algeria and Tunisia.”
Alex Marshall Clarke Energy
CITY TIPS
“MY FAVOURITE HOTEL IS LANGHAM PLACE,
IN MONGKOK, HONG KONG. MY HIDDEN GEM IS
CASABLANCA HOTEL IN NEW YORK, JUST OFF
TIMES SQUARE.”
JOHN WINNARD WILLIAM SANTUS & CO
COMPANY FACTS
RAYBURN TRADING FIGURES
3,000 ITEMS IN THE RAYBURN
RANGE
22% OF TURNOVER ACCOUNTED
FOR BY EXPORTS IN 2008
50% OF TURNOVER ACCOUNTED
FOR BY EXPORTS IN 2012
29
Emerging markets
prioritised by the
Foreign &
Commonwealth
Office
NATIONAL AUDIT OFFICE
REPORT 2013
GUIDE
THE UK TRADE TARIFF
The UK Trade Tariff is an easy-touse online tool that gives you free
direct access to current trading
information on taxes and levies,
rebates, preferences, restrictions
and information supplied by
HMRC on all imports to and
exports from the European Union
ANDREW GRAHAM
CHIEF EXECUTIVE, GRAHAM & BROWN
■ Designer wallpaper is the name of the game
at this well-established company with annual
sales of £100m – half from overseas. The first
venture abroad came 20 years ago when it
acquired a European distributor and opened an
office in North America. The company has often
used the UK Export Finance facility, getting
credit insurance in emerging markets. In the
next year, Graham hopes to open an office in
Australia and increase Chinese sales by a
quarter. His advice is simple: “Don’t act like a
‘Brit abroad’ – have knowledge of local
practices. Think global but act local. Find good
partners – working far from home requires
ultimate trust.”
JOHN FENTON
OVERSEAS BUSINESS DEVELOPMENT MANAGER,
HMG PAINTS
■ Never forget, business is always about people and some
elements remain the same wherever you are. Fenton
reckons the most important thing in international business
is perseverance, a product and a good sense of humour”.
HMG, “one name that covers everything”, started life in
1930, operating in the expanding markets of Liverpool and
Yorkshire. Selling itself as “the delicatessen of the coatings
industry”, the company is now in 120 countries in all seven
continents. It set up Titan HMG in Tamil Nadu five years
ago and hopes to open a manufacturing site in Africa in
2014. Fenton tips his hat to UKTI for “helping to keep a
chaotic North Manchester paint company’s ambitions on
track”. When asked to name one piece of legislation that
would make it easier to export, he replies: “Mandatory first
class air travel”. Well, a sense of humour is important.
CHRIS ECCLES
MANAGING DIRECTOR,
CHARGEPOINT TECHNOLOGY
■ ChargePoint is headquartered
in Liverpool, but is incorporated
in the US and has sales offices
in France and Hong Kong. It’s a
young business, bought by
management out of Powder
Systems in 2009, but Eccles
believes its valve technology can
support the world’s top 50
pharmaceutical companies – 88
per cent of sales come through
export. His advice? “The main
thing is to have your feet on the
ground while implementing your
strategic plan. It’s critical to carry
out market research, detect
where opportunities are, identify
barriers to entry and the most
effective route to market, as well
as understanding the way of
business locally. But conditions
change, so you need to be
focused and not lose perspective.” Eccles loves the Gramercy
Tavern in New York, where he
also knows a hidden gem – Bill’s
Bar on East 54th, a mall bar grill
with live piano and a great
atmosphere.
IAN JOLLY
GENERAL MANAGER,
WHEELWASH
HOWARD HOPWOOD
CHAIRMAN, HARMAN TECHNOLOGY
■ Formed from the ashes of photographic business Ilford in
2005, Harman still serves the niche black and white photography market from its base in Cheshire, and continues to explore
new ways of exploiting its technologies in other fields – medical
diagnostics and odour-control on sportswear, to name two. It
shows how you have to be flexible – in the US, Harman is up
against Kodak, whereas in Japan it has to demonstrate how it
shows against Fuji products. As Hopwood says: “The key is to
have a distributor that has access to the parts of the market we
need to get to and can serve the end customers in the way they
desire. We visit markets regularly so we understand the culture.
Particularly in Japan and China, it’s important to make sure your
arrangement is not exclusive in the early stages unless you are
confident in your chosen partner.”
■ Wheelwash serves the sectors
including construction, waste,
mining and ports, and Jolly’s
hopeful of growing the 10 per cent
of sales currently accounted for by
overseas sales. He says: “What’s
important is taking the time and
having patience to explain your
product; I’d recommend using
translators to avoid issues. Do
visit any country you want to work
in. Never assume that business is
the same all over the world, you
do need local insight.” Jolly’s
favourite city is Chilean capital
Santiago. In the US he recommends the Bungalow Hotel in
Long Branch, New Jersey.
BARRY LEAHEY
SALES AND MARKETING DIRECTOR,
PLAYDALE PLAYGROUNDS
■ In business for 35 years, Ulverston’s
Playdale, the second largest play area
business in the UK, has only been
exporting for three years, but has
already got distributors in 18 countries,
with plans to be in 40 within the next
four years. Choosing the right partners
is crucial, Leahey says: “They act as
the face of our brand, ensuring our
brand stays strong and that the brand
operates to the culture of the country.”
Playdale started to look at overseas
trade with UKTI’s Passport to Export
programme, then accessed the
Gateway to Global Growth service.
Leahey’s plan for 2014 is to find and
train “at least” six other distributors.
JOHN WINNARD
JOINT MANAGING DIRECTOR, WILLIAM SANTUS & CO
■ You’ll know William Santus by another name – Uncle Joe’s Mint Balls. The
Wigan brand is still a family business with a century of expertise in making
handmade confectionery behind it. It’s still something of a cult abroad, with
American sales put down to the loyalty of a “company that liked our products,”
says the self-effacing Winnard. He puts overseas success down to “finding likeminded people in countries you like visiting where your product is well-received”.
He adds: “UKTI is great for market information, market visits, trade shows and
general ‘hand holding’ when looking at export markets; and embassies are a
vital source of information.” Winnard’s favoured spots include Langham Place in
Hong Kong and the Casablanca Hotel, just off Times Square in New York.
EWAN CAMPBELL
DIRECTOR, THE CLINICAL TRIAL
COMPANY
■ Campbell is not your average white-coated
lab type – he can say with accuracy that he
played at Twickenham in the 1999 Rugby
World Cup (admittedly as a horn player prematch). The Clinical Trial Company (CNC)
was incorporated in 2002 to fill a niche in the
market for a client-focused contract research
organisation. It supplies clinical, quality assurance, regulatory and training services to
pharmaceutical and biotech companies
hoping to get their product onto the market.
Exports now accounts for 50 per cent of
turnover, a figure Campbell expects to take to
80 per cent in the coming years. CTC was
part of the UKTI trade mission to India joined
by David Cameron. His tip is the Nam Kee
restaurant in Amsterdam.
OLIVIA KEHOE
MANAGING DIRECTOR, BDB
■ BDB, a marketing business
set up in 1987 to help clients
promote their products and
services worldwide, employs a
team of four in Singapore, so
it’s not surprising that Kehoe
names Singapore’s Changi
airport as her favourite airport;
she “actually looks forward to
spending time” there. BDB is
implementing marketing
communications campaigns in
20 countries for clients in eight
different countries. The office
in Singapore has been crucial
in the burgeoning Asian
markets, Kehoe says, helping
clients address cultural
challenges and issues as
varied as typefaces and time
zones. BDB is a well-travelled
business, to be sure. Kehoe
names Topolobampo in
Chicago – also a favourite of
President Obama – as one of
her favourite restaurants.
CITY TIPS
“ONE OF MY FAVOURITE RESTAURANTS IS TOPOLOBAMPO,
A MEXICAN RESTAURANT IN CHICAGO. SINGAPORE’S CHANGI
AIRPORT IS THE ONLY AIRPORT I ACTUALLY LOOK FORWARD
TO SPENDING SOME TIME IN. AND I KNOW A HIDDEN FOODIE
GEM: A LITTLE BISTRO TUCKED AWAY ON A SIDE STREET
ON ILE DE LA CITÉ IN PARIS – AU BOUGNAT.”
OLIVIA KEHOE BDB
GUIDE
MENTOR AS ANYTHING
Wouldn’t it be great to have
someone you can call on to offer
a guiding hand taking those first
steps? Well you can.
Mentorsme.co.uk is a gateway to
a national network of more than
10,000 experienced mentors
from a wide variety of business
backgrounds, offering free and
paid-for mentoring. The portal
provides interested parties with a
single, easy-to-use search engine
to locate organisations that provide mentoring services. The aim
is to give users access to existing mentoring organisations and
networks under one umbrella.
CITY TIPS
“IF YOU’RE IN CHICAGO YOU HAVE TO GIVE
ONE NIGHT OVER TO A JAZZ CLUB CALLED
KINGSTON MINES. GOOD FOOD, GOOD
MUSIC WITH A TWIST AND GOOD BEER,
ALL AT REASONABLE PRICES. WHAT MORE
COULD A MAN WANT?”
TONY GRIMSHAW WHAT MORE UK
COMPANY FACTS
HARMAN TECHNOLOGY
1879 COMPANY FOUNDED AS ILFORD
6 MANAGERS BOUGHT THE BUSINESS
FROM RECEIVERS IN 2005
205 PEOPLE EMPLOYED
£20m TURNOVER
85% OF TURNOVER IS EXPORTS
QUOTE
“UKTI’s courses and advice are invaluable as
is the fact that it brings businesses together
to benefit from each others’ experiences. I
am very pleased to now be able to offer my
expertise to other businesses that want to
export.” David Hymers Totalpost Services
£420m
Spent by the FCO and
UKTI on supporting UK
businesses overseas in
2012/2013
NATIONAL AUDIT OFFICE REPORT 2013
STEPHEN BUCKRIDGE
SENIOR CUSTOMER CARE
REPRESENTATIVE EMEA, INNOSPEC
■ Innospec, an international specialty chemicals business, employs 300 people in
Ellesmere Port, has three main arms: a historical octane additives business; a fuel specialties business; and performance chemicals.
Buckridge shows how export skills are transferable – he used to work in a family export
business sending industrial goods to West
Africa, then for a cotton exporter, then for
Shell. He has this advice for younger
exporters: “You need a good product, good
market research, to be aware of the competition, cultural and country risks. Use UKTI and
your local chambers of commerce.”
DAVID HYMERS
MANAGING DIRECTOR, TOTALPOST SERVICES
■ Totalpost in Cumbria provides mail room solutions and is flying along – in 2013
it was awarded a Queen’s Award for Enterprise in International Trade and opened
subsidiary companies in France, Germany and South Africa. The company’s had
to adapt to rapid changes in the way mail is used and processed. Key to its early
growth was exhibiting at the Cebit showcase in Hanover. Hymers has this advice:
“Research your market thoroughly, get support from UKTI and learn from its
courses. Don’t dash off just anywhere on a whim.” Hymers clearly enjoys the US –
his favourite restaurant is The Derby in Arcadia, California, and names a “hidden
gem” as the bagel stand at the south west corner of Central Park, New York.
KEVIN MOSELEY
MANAGING DIRECTOR, SWIMFIN
ALEX MARSHALL
GROUP MARKETING AND COMPLIANCE
MANAGER, CLARKE ENERGY
■ Marshall could be forgiven for being
cautious about travel – he was in the
Westgate mall in Kenya just a week before
the attack in September 2013. But he
relishes international work – favourite spots
include the rooftop bar at the Marriott in
Pune, India; and the Abouelafia bakery in Tel
Aviv for its excellent cheese pastries). Clarke
Energy in Knowsley is a £200m-plus
company that distributes and services GE’s
Jenbacher gas engine in countries including
France, Tunisia, Australia, Algeria, Nigeria,
Tanzania, South Africa, Mozambique and
Botswana. UKTI has been invaluable in its
African ventures, says Marshall, who values
integrity: “The biggest no-no is any attempt
to breach international trade regulations or
get involved in improper payments. We
operate in many high risk countries, but we
take a zero-tolerance approach to breaches
in compliance, even if that might result in
some short-term project losses.”
■ Moseley took Swimfin – a teaching aid, flotation device and toy all
in one – on Dragons’ Den in 2006 but left empty-handed.
Unperturbed, he launched in 2008, and although he only has six
people, he sells to more than 80 countries – let no-one tell you you’re
too small to export. He says: “Don’t jump into the first opportunity, do
your research before you make a costly mistake.” Moseley’s a great
example of an entrepreneur who’s come good through not being
afraid to have a go. He says: “I was just a swimming instructor from
a small village. I left school at 15 with average qualifications. I haven’t
been to college or university and I had no experience in business
studies, but now I run a successful International company.” For a
hidden gem, he picks Alte, a village in Portugal.
DENNIS MENDOROS
OWNER AND MANAGING DIRECTOR,
EURAVIA
■ Euravia is a shining example of
Lancashire’s engineering and aerospace
cluster, a geographic hotspot that plays a
large role in the UK being world’s secondlargest aerospace sector. There is expertise
here. In the past six years, Euravia’s exports
have risen from 15 per cent of sales to more
than 80 per cent – why? Mendoros says:
“This dramatic market shift is designed to
secure Euravia’s long-term growth, create a
basis for further expansion and increase
employment opportunities. The UK market
is limited, growth is in our international
market. We can achieve that by offering
sustainable exceptional quality for a
competitive price, backed by professional
after-sales support. Exporting can be a long
and complex process, but we’ve worked
with UKTI for many years and value its
support in entering new markets.”Favourite
restaurants? Mendoros recommends
“Dionissos in Athens, George V in Paris.
One of my favourite hotels is the Cipriani
Palazzo in Venice.”
PATRICK BRIAN
GLOBAL SALES DIRECTOR, TROLEX
■ An £11m-turnover business in Stockport, Trolex makes safety instrumentation for mining, tunnelling and rail. Brian gets around in his role
– he names his favourite airports as San Diego and Hong Kong, his
favourite hotel is the InterContinental in Seoul and his favourite restaurant is Munich’s Tantris. In 014, he aims to attack the US in a big way
as he seeks to take export sales from 70 per cent of Trolex turnover to
80 per cent. He says: “With innovative technology and strong
channels to market, you have a good chance. But never assume
everyone does business ‘the British way’.”
MELISSA BURTON
MANAGING DIRECTOR, GOODY GOOD STUFF
■ Burton’s an American who came to the UK for university and never left. From the word go, Goody
Good Stuff was intended to appeal to US customers as much as those in the UK. – but its appeal
has spread much further. The company has pioneered the use of a plant-based hydrocolloid as a
gelatine alternative, making gummy sweets with maximum flavour and a familiar chewiness to be
enjoyed by all, irrespective of religion or diet. The sweets are gluten-free, fat-free, meat-free, soyfree, nut-free, lactose-free and dairy-free, and suitable for halal, kosher or vegetarian diets. In just a
couple of years, it has reached 27 countries. Burton retains control of the US and Canada operations, but chooses carefully vetted partners elsewhere. The big targets for 2014 are Asia, the Middle
East and North Africa, which Burton says “remain unserved by mainstream confectionery brands”.
ROBERT BROWN
CHAIRMAN, METALUBE
■ For an example of a company entering emerging
markets, look no further than Metalube. On top of the 22
people it employs in Manchester, the manufacturer of
industrial lubricants employs seven people in China, five
in India and one in Brazil. It exports to 80 countries; 98
per cent of company turnover comes from overseas
sales. The secret of success overseas is “being flexible,
adjusting to local conditions in the market and providing
consistently good quality product and service”. Brown
says having the right partners is vital too: “They are the
eyes and ears of a company and will make the difference
between winning an order and losing it.” Next up for
Metalube? Mexico, Indonesia and South Africa.
MARK ROBINSON
DIRECTOR, HIDEF AERIALSURVEYING
■ A company of its time, HiDef spent two
years developing its technology but was
first to market – in 2009 it won a £700,000
contract with the Crown Estate to provide
surveys for potential offshore windfarm
sites. In 2011 it incorporated HiDef Inc in
the US to serve the North American
market, the most effective way of tackling
that market, says Robinson, who has
benefitted from UKTI’s support. “We use
the organisation as an extension of our
own marketing department,” he says. “To
get the most from the service it is vital to
engage UKTI in your idea.”
QUOTE
“We constantly receive advice on what resources we can
count on to push forward some of our initiatives. In addition, UKTI is constantly sharing knowledge about international markets, allowing us to detect new opportunities and
be in touch with other organisations that face similar situations.” Chris Eccles ChargePoint Technology
GUIDE
HELP FROM THE
ICAEW
The Institute of Chartered
Accountants for England &
Wales (ICAEW) provides a freeto-use discussion with an
ICAEW chartered accountant,
with no obligation, who will give
you an understanding of the
financial aspects of international
trade so critical to a successful
business looking to export.
QUOTE
“We get an enormous
amount of help from
UKTI. The staff are
extremely knowledgeable and the products
and services on offer
are a must have for all
exporters, new and
experienced ones.”
Paul Darlington
Hughes Safety Showers
COMPANY FACTS
OLIVER VALVES
350 PEOPLE
10 LOCATIONS
80 COUNTRIES
EXPORTED TO
£82m TURNOVER
80% OF TURNOVER IS
EXPORTS
50,000
Number of businesses
UKTI is targeted to
assist by 2015
NATIONAL AUDIT OFFICE REPORT 2013
£498bn
The current value
of UK exports
NATIONAL AUDIT OFFICE REPORT 2013
CITY TIPS
“THE BEST HOTEL I HAVE STAYED IN ON BUSINESS IS
THE PREMIER PALACE HOTEL IN KIEV. ITS NOT YOUR
TYPICAL HOTEL: AMAZING ELEGANCE AND UKRAINIANOWNED, PROBABLY KIEV’S BEST-KEPT SECRET! MY
FAVOURITE AIRPORT IS PROBABLY DUBAI. MY
FAVOURITE CITY IS MOSCOW, ESPECIALLY AROUND RED
SQUARE, IT’S SIMPLY BREATHTAKING!”
VINCE FERGUSON INCINER8
DAVE MAISEY
CHIEF EXECUTIVE, ICC SOLUTIONS
■ Dave and Wendy Maisey founded ICC
in 1996 – its software underpins Chip &
PIN technology, which it’s fair to say has
had some impact. He says: “We always
knew Chip & PIN was going to be a
global mandated activity. We wanted to
ensure that we became the world leader
in this field. Today, we also want to show
that, despite the global economy, British
businesses are still capable of achieving
significant success through innovation
and international trade.” The US and
Canada are key markets for ICC. Maisey
adds: “It’s essential to understand local
markets and to develop relationships.
You must spend time “being there”; the
worst thing you can do is take shortcuts
and enter markets without understanding
them.” Here’s a hidden gem – “the
Dhaba Indian restaurant in Toronto,
absolutely delicious food!”
BRIAN WOOLLEY
MANAGING DIRECTOR, CHASE INTERNATIONAL
■ Chase bills itself as an “international player with local
insight” and prides itself on being a one-stop shop for clients
– whether for a nut, bolt or the complete management of a
turnkey project. It provides parts from a wide range of
manufacturers covering a plethora of industrial sectors,
including oil and gas, power generation and chemicals.
Woolley’s constantly seeking new opportunities, joining a
trade mission to Myanmar and Malaysia in autumn 2013.
GLENN COOPER
MANAGING DIRECTOR, ATG ACCESS
■ ATG in Haydock is the business behind a variety of
bollards quietly enhancing security, managing traffic,
protecting parking and other useful tasks. Satisfied
customers include the London 2012 Olympics, the US
Federal Reserve and the New Doha International Airport.
ATG exhibits at nearly every security expo in the world and
over the past ten years has grown to the extent that it now
has 25 distributors and four manufacturing locations worldwide, positioning the business ideally to meet any query.
GRAHAM JAMES
DIRECTOR, FLEXCRETE
TECHNOLOGIES
■ Flexcrete has been an exporter
from day one, and James has been
doing it since he was 23. The Leyland
company manufactures highperformance cement-based products
for the new-build and refurbishment
construction markets, focusing
mainly on concrete durability, chloride
protection and structural waterproofing. International sales have outperformed the UK. “Never take unreasonable technical risks” is James’s
advice, adding: “We look to UKTI
particularly when entering difficult
markets, an example being Iraq.”
Hong Kong seems to have captured
James’s heart though. He says: “It’s
just a great place to be – compact
and easy to get round. For simple
food the bistro in the Royal Hong
Kong Yacht Club is hard to beat. He
also tips the Restaurant Franco in
Caracas and the Howard Plaza hotel
in Taipei.
MARK DEWELL
MANAGING DIRECTOR,
ADVANCED TICKETING
■ Advanced Ticketing does
what it says on the tin for
sports clubs and venues
including Liverpool FC and
Leicester Tigers at home, and
abroad for Turkey’s largest
football club Galatasaray. It
hopes that 25 per cent of new
business will come from
abroad, and is making
headway in Africa and the
Middle East. The first overseas
win was with Natal Sharks
rugby team, which led to a
relationship with strategic
African partner Computicket.
Dewell has this advice: “Never
be under-prepared; it’s vital in
terms of understanding local
laws, rules on tax and intellectual property, and contractual
laws. This knowledge will
inform the way you negotiate
deals successfully. UKTI is a
huge resource and can offer
support on these issues.”
MICHELLE TAYLOR
LOGISTICS AND PURCHASING MANAGER, PIRELLI TYRES
DENVER HEWLETT
CHIEF EXECUTIVE, GLEN DIMPLEX HOME
APPLIANCES
■ Hewlett is a vocal champion of UK manufacturing – spearheading the Made in Britain
campaign in 2012 – and exporting those quality
products. He says: “The North West has some
great businesses that are performing really well
and there’s no reason why they shouldn’t enjoy
the same success abroad. Expanding into
international markets has been a positive
experience and if sharing our story helps others
join the ranks of British businesses flying the
flag abroad, then that will be a result.” GDHA,
which has 1,000 people at its Merseyside
headquarters, including a 30-strong design
team, set out in 2009 to take its Stoves, Belling
and New World cooking appliances to the
world. Since then it has increased revenues by
880 per cent. The company is established in
Australia, France, Belgium, Cyprus, Malta,
South Africa and Holland, and is well on the
way with markets including Poland, Germany,
Israel and Russia.
■ Pirelli brings in €6bn a year from selling tyres. That’s a lot
of rubber. It’s the market leader in high-end segments, or
tyres with a high technological content. Taylor’s an all-action
type who has twice run the London Marathon. With exporting,
she says: “In some markets having the right partners is
crucial, particularly if they have stringent import regulations
that can create barriers to entering those markets – not
understanding a market is the biggest issue.” Although Pirelli
has manufacturing sites in 22 countries and a presence in
more than 160 countries, the business is still striving. Taylor
says: “In line with its green performance strategy, Pirelli has
always focused on research and development and pays
increasing attention to technology, products and services.”
PAUL DARLINGTON
GROUP SALES DIRECTOR, HUGHES SAFETY
VINCE FERGUSON
MANAGING DIRECTOR, INCINER8
■ Inciner8 has exported animal, medical
and industrial incinerators since it was
founded in 2005 and is one of the largest in
its field – it turns over £4.2m, makes 95 per
cent of its sales abroad, and exports to 135
countries. Ferguson says: “British products
and businessmen are still highly regarded
around the world and we certainly believe in
flying the flag as an advantage. UKTI has
given us a great deal of support, in the early
years assisting with trade show and travel
costs, and giving us access to trade officers
in many countries.” Ferguson, a qualified
pilot, has this advice: “Make sure your
money is secure. We never ship without
receiving full payment or an irrevocable
letter of credit. No matter what the circumstances.” He’s something of an Eastern
Europe fan – his favourite city is Moscow
and his top business hotel is the Premier
Palace Hotel in Kiev.
■ Emergency safety showers and eyewash facilities
are an essential part of the fittings for many industries,
and Hughes Safety Showers in Stockport is an old
hand at export, selling to more than 80 countries, with
15 of its 105 staff based overseas. Darlington joined
as export manager in 2005 and has built the volume
of overseas sales every year. He reckons the secret is
“research, research and more research”. Help from
UKTI and UK Export Finance has also been beneficial.
He says: “We’ve found services such as underwriting
for warranty bonds and credit insurance invaluable.”
On a personal level, Darlington adds: “My favourite
city is Istanbul, my favourite hotel is the Ritz Madrid
and my favourite restaurant is the Rodeo Grill in Abu
Dhabi. I love Dempsey Hill in Singapore too; formerly
the home of the British troops and now home to a
wonderful wine bar called The Wine Company.”