The event has given me and my company

EXPORTNET WORK.CO.UK
EXPORTNET WORK.CO.UK
“The event has given me and my
company enthusiasm to succeed and
achieve and increase our current
export business which is 14%.”
Dave Chandler
Asceros International Ltd
In partnership with
Yorkshire Bank
CONTENTS
EXPORTNETWORK.CO.UK
CONTENT
PAGE
FOREWORD 3
INTRODUCTION
4
PROGRAMME
5
ABOUT THE CAMPAIGN
7
EXPORT AMBASSADORS
8
DELEGATE EVALUATION 9
ANALYSIS & SECTOR INFORMATION 10
DELEGATE LIST 14
MARKETING & PRESS
18
AREAS FOR FUTURE IMPROVEMENT 19
In partnership with
Yorkshire Bank
2
FOREWORD
EXPORTNETWORK.CO.UK
Sponsoring and attending the most recent We are International Export Network
event in Leeds has highlighted the indomitable spirit of Yorkshire businesses.
It is clear that, as well as already having many top-class exporting businesses
which have collectively developed sales and contacts throughout the world, the
We are International initiative is inspiring many others who will follow in their
footsteps.
The event also demonstrated the extent of support and guidance available to
exporters through bodies such as Chamber International and UK Trade and
Investment and the Export Network of Ambassadors.
Yorkshire Bank is delighted to stand alongside these organisations in assisting
the region’s exporters and Leeds City Region Local Enterprise Partnerships’
We are International campaign in particular.
“Abandon
preconceptions.
Visit and evaluate
the market, keep
it simple.”
C J Collins
Q Scientific Consulting Ltd
Yorkshire Bank has more than 150 years experience in supporting Yorkshire
businesses and have a broad portfolio of services and expertise with which to
assist existing and new exporters.
We have a team of expert advisers who are active within the Yorkshire business
community and who are waiting to hear from you if you are seeking financial
guidance and assistance to de-mystify the often-rigorous exporting process.
However large or small your business is and however niche your requirement,
we’re here to listen and to help you achieve your objectives.
Terry Ventress MI Ex (Grad)
Manager – International Trade Finance
M: 07900 225894
E: [email protected]
In partnership with
Yorkshire Bank
3
INTRODUCTION
EXPORTNETWORK.CO.UK
In the summary of our last event, in July, we noted that a ‘modest
economic recovery’ was underway.
Our November 12 event at commercial lawyers, Pinsent Mason, Leeds,
was held in the week that the new governor of the Bank of England,
Mark Carney, confirmed that the economic recovery has ‘taken hold’
and increased his UK GDP growth forecast for 2013 to 1.6% from the
1.4% predicted only three months before. He also forecast 2.6% GDP
growth for 2014.
Exporting is not, and never can be, a quick fix. It is adding a new
dimension to a company’s trading and it takes care, time and tenacity to
break into overseas markets.
Just under 100 businesses attended the November event and a good
number of these have been matched to export ambassadors including
John Hornby Skewes & Co Ltd., Human Kinetics, Michael George
Manufacturing Ltd, Beco Products Ltd and Drink Me Productions Ltd.
We continue to work towards building a powerful network to help
transform the negative perceptions about exporting and to encourage
businesses to think less about the process and more about the
opportunities.
A report will be produced at the end of the financial year to assess the
contribution the initiative has made towards the campaign’s targets and
we are confident that it will feature a number of exporting successes.
Tim Bailey
Director,
Chamber International
In partnership with
Yorkshire Bank
4
“Be positive
about exporting.”
Pauline Dawes
SOMI Trailers Ltd
PROGRAMME
EXPORTNETWORK.CO.UK
7.30 – 8.15am MEET & GREET
8.15 – 8.20am INTRODUCTION
MIKE STRAWSON, SENIOR ASSOCIATE, CHAMBER INTERNATIONAL
8.20 – 8.25am WELCOME FROM OUR SPONSOR
ALAN YOUNG, REGIONAL DIRECTOR, YORKSHIRE BANK
Yorkshire Bank was founded in 1859 in Halifax, West Yorkshire and is a trading name of
Clydesdale Bank plc, a subsidiary of the National Australia Bank Group of companies. It has a
business banking capability through a UK-wide network of 44 Business and Private Banking
Centres and has served and supported the business communities we’re part of for over 150
years. Chamber International was proud to bring you this event through its partnership
with Yorkshire Bank.
8.25 – 8.35am SELLING IN A DIVERSE WORLD
DARREN KELLY, AUTHOR, LIFE AND SALES STRATEGIST
Yorkshire’s richest man, Lord Kirkham wrote the foreword to Darren’s upcoming book Hello
Profit. Lord Kirkham said, “Darren’s insight, depth of knowledge and passion for the art and
science of authentic selling are profound”.
Darren spoke about his 3D formula for sales growth globally.
8.35 – 9.05am TOP TEN TIPS FROM 3 OF THE CITY REGION’S
WE ARE INTERNATIONAL EXPORT AMBASSADORS
8.35 – 8.45am ERNIE FITZPATRICK, PARTNER, FITZPATRICK INTERNATIONAL
Grew the sales of Christmas puddings to Australia on behalf of a local exporter, from £10k
to £1.4m in 2 seasons.
8.45 – 8.55am MURRAY ANGUS, MANAGING DIRECTOR, THE PROTON GROUP LIMITED
Leading manufacturers of specialist hygiene products for business, leisure and care
environments. Currently trade in Denmark, Sweden, The Netherlands, Belgium, Ireland,
Poland, USA & UAE.
8.55 – 9.05am VICTORIA BOLDISON, EXPORT SALES MANAGER, OPTIMUM MEDICAL SOLUTIONS
Established in 2008 and successfully exporting to 32 countries worldwide and across all
continents.
9.05 – 9.30am MEET THE EXPORT AMBASSADORS
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5
THE PROGRAMME
EXPORTNETWORK.CO.UK
November’s event, timed to coincide with the start of Export Week, saw
16 UK Trade & Investment commercial staff from various overseas
embassies arrive in time for the start of the networking. Their presence
was welcomed by the delegates. Melanie Shaw of Inline Health and Beauty
said “It is always useful to meet UKTI representatives and I will always
value events where this is possible”
Fine jewellery manufacturers Andrew Geoghegan were keen to be put in
touch with Mariya Kupriyanova from the British Embassy in the Ukraine as
they are very interested in selling to the region.
We are grateful to UK Trade & Investment for including the visiting
commercial staff in the programme.
We selected three of our 30 Export Network Ambassadors, all proven
exporters with impressive records, to give their top ten tips for exporting
to a packed audience. Their short talks were greeted with spontaneous
enthusiastic feedback as delegates could relate the practical tips to their
own stepping stones to overseas trade success.
Author, life and sales strategist, Darren Kelly, whose new book Hello
Profit is published this autumn, discussed his ‘3D formula’ for global sales
growth.
Partner in Fitzpatrick International, Batley, near Bradford, Ernie Fitzpatrick,
described how product analysis and studying customer needs helped him
increase sales of a British-made Christmas pudding to Australia from
£10,000 to £1.4m in two seasons. Among his top ten tips were that
being adaptable and innovative are vital to exporting.
Export sales manager with Optimum Medical Solutions, Leeds, Victoria
Boldison, whose business was founded in 2008 and already exports
to 50 countries, said that highlighting the British brand and heritage
gave confidence to overseas customers as did being open to ideas and
remaining optimistic. She said: “You must view exporting positively and not
see it as a threat.”
Managing director of specialist hygiene products, The Proton Group,
Normanton, near Leeds, Murray Angus, who exports to Denmark, Sweden,
The Netherlands, Belgium, Ireland, Poland, USA and UAE, said that
businesses should adopt a common sense approach and not get wrongfooted by exaggerated cultural differences.
He said: “Generally speaking, if you’re professional, polite and purposeful
that is all that is required.” He added that agents and distributors needed
to be assessed carefully as many tended to over promise and under
deliver. In general, Europe was a good market for first-time exporters as it
has a pro-British approach to UK products and no tariffs or trade barriers.
In partnership with
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6
“Great to
gain a further
understanding of
exporting as we
plan our strategy
for export.”
Tom Henderson
Smart Buildings Ltd
ABOUT THE
CAMPAIGN
EXPORTNETWORK.CO.UK
The We are International initiative and export network were conceived in the
depths of the recession.
Since then some of the clouds have lifted to reveal the most consistent
economic growth since the banking crisis. Although there is a long way to go,
there is now more cause to be optimistic.
A steadily growing economy and the confidence this will create can only be
good for the Leeds City Region We are International campaign which aims to
dramatically enhance exporting within the 10 economic areas it comprises
and create thousands of jobs in the process.
As far as potential exporters are concerned, perhaps even better news than
the growing economy is the fact that they will never have been able to access
more dynamic and focused professional assistance that they can now.
We are International is a campaign led by the Leeds City Region Local
Enterprise Partnership (LEP) in partnership with UKTI Yorkshire and Humber,
Chamber International and Enterprise Europe Network Yorkshire. It aims
to add £1.6bn to the Leeds City Region economy by encouraging more
companies to realise the significant business opportunities of international
trade.
The key elements of the campaign are:
We are International Export Network – delivered by Chamber International,
the We are International Export Network connects companies looking to
trade overseas with experienced exporters and with the significant export
support available. It gives businesses opportunities to share contacts and
advice, and learn from the experience of other firms.
We are International ambassadors – a City Region-wide network of
experienced exporters providing mentoring and practical advice to firms
looking to break into overseas markets. Exporters can apply to become an
ambassador by registering at www.weareinternational.co.uk. In return for
their support, export champions will have the opportunity to promote their
export successes through the We are International campaign.
Online tools and resources – online tools and resources to support would-be
exporters are available at www.weareinternational.co.uk
In partnership with
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7
EXPORT
AMBASSADORS
EXPORTNETWORK.CO.UK
We are fortunate to have the support of our growing Ambassador
Network, led by Eric Hawthorne, managing director of Radio Design Ltd,
Shipley.
Not only are our ambassadors experienced exporters who are
prepared to give their time free of charge to support the We are
International initiative, they are all passionate about the campaign’s
long-term objectives. They have that vital ingredient for successful
exporting – endless enthusiasm – which they are also able to pass on
to businesses needing hands-on mentoring.
Among the latest ambassador link-ups with potential exporters are
Victoria Boldison of Optimum Medical Solutions who is in touch with
Scunthorpe-based trailer business, SOMI Trailers and John Chacksfield
of Trio Health who is to guide Eye Pharmacy, Dewbsury, which has
spotted an opportunity for exporting pharmaceuticals.
Pictured L to R New Ambassadors – Glenn Rika-Rayne, Manager, Bar Products & Services Ltd., Murray Angus,
Managing Director, The Proton Group Ltd., Tony Mauriello, International Sales Director, Airea Plc
In partnership with
Yorkshire Bank
8
“Excellent event.”
Neil Greer
Dial Green
DELEGATE
EVALUATION
EXPORTNETWORK.CO.UK
The dynamics of the We are International campaign,
means that different businesses, large and small and
from different commercial sectors, attend each event to
lean about how they can benefit from exporting.
This is certainly true of the latest event which received
an enthusiastic response. Here are a selection of the
delegates comments:
“Excellent
presentations.”
Richard Milner
Aunt Bessies Ltd
Business manager at Scarborough-based potato
products manufacturer McCain Foods, Jim Hughes, says:
“As a global brand we already have a presence in every
country but we are always seeking ways to do things
better, including our route to exporting.
These were excellent presentations at a very, very good
event which really opened our minds to new opportunities
for our business. Our meeting with ‘Export Ambassador’
Ernie Fitzpatrick was extremely helpful.”
International business director at Bradford-based
sink manufacturer, Astracast, David Attia, said: “For
companies new to the export market or looking for a
fresh start in overseas sales this was an excellent and
very interesting event. The last speaker Victoria Boldison
summed up the principles of good exporting simply and
concisely.”
In partnership with
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9
ANALYSIS
& SECTOR
INFORMATION
EXPORTNETWORK.CO.UK
How informative did you find the presentations?
Very informative
How
informative did you find the
Informative
presentations?
49%
51%
Very Informative
Informative
How relevant did you find the presentations?
Very relevant
How relevant did you find the
Not relevant
presentations?
Relevant
3%
41%
Very Relevant
56%
Relevant
Not at all
In partnership with
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10
ANALYSIS
& SECTOR
INFORMATION
EXPORTNETWORK.CO.UK
98% of delegates
thought the event
Excellent
How
worth
an
investment
of
your
Satisfactory
was a satisfactory
time was the event?
Poor
or excellent
2%
investment of
their time.
How worth an investment of your time was the event?
44%
Excellent
54%
Satisfactory
Poor
92% of delegates
believe the event
Significant assistance/impact
Has
the event been of significance
Some assistance
provided them
Little or no
to you?
with assistance.
Has the event been of significance to you?
8%
25%
Significant
assistance/impact
Some assistance
67%
Little or no
In partnership with
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11
ANALYSIS
& SECTOR
INFORMATION
EXPORTNETWORK.CO.UK
92% of delegates
the
Excellent
What
is your overall assessmentassessed
of
Satisfactory
event in a positive
the event?
No response
manner.
What is your overall assessment of the event
8%
43%
Excellent
Satisfactory
49%
No response
How did you find the communication prior to the event?
How did you find the
Poor
communication
prior to the event?
Excellent
Satisfactory
2%
26%
Excellent
72%
In partnership with
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12
Satisfactory
Poor
ANALYSIS
& SECTOR
INFORMATION
EXPORTNETWORK.CO.UK
Venue and
catering kindly
What is your overall view of the venue and its
Excellent
provided by
facilities?
Satisfactory
Pinsent Masons.
Poor
3%
What is the overall view of the venue and its facilities?
18%
Excellent
Satisfactory
79%
Poor
Sector information
Digital & New Media
Healthcare
Advanced Engineering & Materials
Professional Services
Food & Drink
SECTOR INFORMATION
Other
19%
Digital & New Media
2%
25%
Advanced Engineering &
Materials
Food & Drink
25%
12%
17%
Healthcare
Professioanal Services
Other
In partnership with
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13
DELEGATE LIST
EXPORTNETWORK.CO.UK
Company
Name
AD Compliance and Technical Services Ltd
Alcuin Dean
Advanced Actuators Limited
Graham Coulton
Advanced Actuators Limited
Dave Berry
Advanced Diesel Engineering Ltd
Paul Blything
Airea Plc
Tony Mauriello
Alexika Ltd
Mark Robinson
Anglo African Agencies Limited
Olumuyiwa Ogunyanwo
Anglo African Agencies Limited
Martin Terry
Aquabirths And Baptistry Uk
David Weston
Asceros International Ltd
Dave Chandler
Astracast Ltd
David Attia
Aunt Bessies Ltd Richard Milner
Badrilla Ltd
John Colyer
Bar Products & Services Ltd
Glenn Rika-Rayne
Brandon Medical Co Ltd
Paula Gosnay
Brandon Medical Co Ltd
Arthur Loftus
British Thornton ESF Ltd
Andrew Kilkenny
BR Pharmaceuticals Ltd
Dominic Byrne
Calderdale Metropolitan Borough Council
Rachael Thurlbeck
Calrec Audio Ltd
Marianne Bauregger
Deloitte LLP
Laura Burton
Designer Yarns Ltd
Gillian Thornton
Designer Yarns Ltd
Alexandra Ayrton
Dial Green
Neil Greer
DWA Architects
Mel Fairbourn-Varley
Export Sales Solutions Ltd
Tim Driver
In partnership with
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14
DELEGATE LIST
EXPORTNETWORK.CO.UK
Company
Name
Fitzpatrick Exports (UK) Ltd
Ernie Fitzpatrick
Ham Baker Adams Ltd
Carl D Baker
Ham Baker Adams Ltd
Shyam Mallen
Inline Health & Beauty
Melanie Shaw
Iqra Motorsales Ltd
Gurpreet Bansal
Khan Design Graham Walker
Kroll Elizabeth Ross
Lantor UK Ltd
Simon Shepherd
London 8 Farnaz Khan
Mohun Intellectual Property Ltd
Stephen Mohun
McCain Foods (GB) Ltd
Martin Harrison
McCain Foods (GB) Ltd
Jim Hughes
One Global
Jim Hart
Optimum Medical Solutions
Louise Evans
Optimum Medical Solutions
Dmitry Radionov
Optimum Medical Solutions
Victoria Boldison
Pace plc
Brian Farrell
Parkinson-Spencer Refractories Limited
Godfrey Nield
Pennine Cycles
Sandra Corcoran
Pennine Marine Peter Bryson
Pinsent Masons LLP
Alison Starr
Pinsent Masons LLP
Kate Orviss
Pinsent Masons LLP
Chris Booth
Premcrest Ltd
Mo Zafir
Principle Healthcare International
Andrew Davies
Pro Display Ltd
Ben Kershaw
In partnership with
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15
DELEGATE LIST
EXPORTNETWORK.CO.UK
Company
Name
Q Scientific Consulting Ltd
Chris Collins
Service Engineering CNC Ltd
John Donnelly
Smart Buildings Mark Davenport
SOMI Trailers
Pauline Dawes
Taylors of Harrogate
Madeline Wolfe
The Australian Botanics Company Ltd
Suresh Mistry
The Big Orchard Ltd
Steve Tindall
The Brand Nursery
Chris Blythe
The Proton Group Ltd
Murray Angus
The Training Gateway
Amanda Selvaratnam
Thomas Wright/Thorite Group Ltd
Stephen Wright
United Labs Ltd
Aqab Iqbal
Visatrek UK Shabbir Merali
Visatrek UK Ruby Mughal
Yorkshire Electrical Services Ltd
Michael Jackson
In partnership with
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16
DELEGATE LIST
EXPORTNETWORK.CO.UK
Sponsor - Yorkshire Bank
Alan Young
John Brown
Terry Ventress
Paul Grace
Sharon Ellis
UKTI Commercial Officers
Vienna, Austria
Miles Fisher
Nicosia, Cyprus
Athena Achilleos
Tallinn, Estonia
Maarika Poldes
Düsseldorf, Germany
Kerstin Rath
Accra, Ghana
Stella Nyarko
New Delhi, India
Philip Sydenham
Jakarta, Indonesia
Christopher Wren
Kingston, Jamaica
Charmaine Wright
Nairobi, Kenya
Dennis Keya
Riga, Latvia
Rolands Kumpins
Vilnius, Lithuania
Ringaile Saviciene
Oslo, Norway
Linn Langangen
Seoul, South Korea
John Murphy
Bangkok, Thailand
Ben Raby
Kampala, Uganda
Racheal Tukamubona
In partnership with
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17
MARKETING AND
PRESS
EXPORTNETWORK.CO.UK
Just as the We are International initiative is starting to inspire Leeds City Region
businesses wanting to access overseas markets, the media is also taking an increasing
interest in our campaign.
Promoting the benefits of exporting in general, and the We are International campaign
in particular, is crucial to inform businesses about what professional help is available for
overseas trade and to let them know that exporting is extremely fulfilling – a business way
of life which can be very rewarding in terms of profits and personal development
As well as promoting the Export Network events and the opportunity to connect with our
growing network of Export Ambassadors, we are also keen to promote companies which
are exporting successfully and winning new business in international markets.
Chamber International has developed a strategic communications base and strong
editorial contacts across regional, national and specialist print, broadcast and online
media.
We are regularly consulted by journalists and analysts from all these sectors seeking
comment on international trade.
Our activities during the summer and autumn have been widely reported in national
publications such as The Times and International Trade Magazine as well as the more
comprehensive regional media, such as the Yorkshire Post and thebusinessdesk.com,
and in popular local newspapers and web publications, such as the York Press, Bradford
Telegraph & Argus, Huddersfield Examiner, Bdaily and Halifax Courier, all of which have
avid local business readerships.
Our aim is to continue to demonstrate to businesses considering exporting that a support
network, the likes of which has not been seen before in City Region, is ready to help.
Some of the recent media coverage is featured here.
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18
EXPORTNETWORK.CO.UK
AREAS FOR
FUTURE
IMPROVEMENT
Delegate feedback is crucial to help us improve future
events in terms of content, timing, venue and topics.
The overwhelming majority of feedback for the most
recent event was that it was very informative with
‘excellent’ and ‘very relevant’ presentations.
Virtually all those who attended found the venue and
facilities to be ‘excellent’ and that attendance was an
‘excellent’ or ‘satisfactory’ use of their time.
Several of those attending said that they would approach
exporting differently as a result of having attended the
event including doing more networking and research
before targeting potential overseas customers.
Most delegates favoured breakfast or late afternoon as
the best time for future events with a minority mentioning
during lunch.
Several delegates, including Eye Pharmacy, said that they
made more useful contacts than they were expecting to.
* Feedback from the Export Ambassadors, which is also
very important, is analysed separately to this process.
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19
ABOUT CHAMBER
INTERNATIONAL
Chamber International offers something new when it
comes to helping exporters succeed in a changing global
marketplace. As partners to industry leading product
testing organisation Intertek, it has an unrivalled global
reach and access to export knowledge in over 100
countries. Chamber International and Intertek are working
together to develop new areas of support that will help
more exporters overcome market constraints and reduce
the cost of doing business overseas.
Find out more at
www.chamber-international.com
In partnership with
Yorkshire Bank