International Business Wales

Mike Thomas – Regional Manager, Asia Pacific

michael.thomas@wales.gsi.gov.uk

Trade Activity

1999 - China was Wales 21st largest export market - £44m

2005 - China was Wales 10th largest export market - £178m

China is the UK’s 16th largest export market - £2.65bn

International Business is…..

Licensing

Franchising

Technical Transfers

Mergers & Acquisitions

Joint Ventures

Foreign Direct Investment

Export of Services

Export of Tangible Goods

Challenges

Language - Interpreters

Distance - Communication

Culture - Face, Guanxi, Family

Timescale - Patience

IPR - Patents, Due Diligence, Contracts

International Business Wales : Services

The Trade Development Process…..

Preparation

Find Opportunities

Conclude

Preparation

Regional Offices

19 International Business Advisors

One-to-one Consultancy – help develop an action plan

Desk Research

Workshops

Sector Specific Events

In-country Assistance – help plan an itinerary

Arrange a Visit – help to develop a network…..

Finding Opportunities

In-country research – pre-qualified contacts

Trade Missions

Trade Show Pavilions

Financial Support

Local Business Advice

IBW Overseas Offices

UKTI & the FCO

Pro-Active Sector Analysis

International Locations

Missions & Trade Fairs - China

September 2003 - CIFIT Xiamen May 2004 - Taiwan & Hong Kong September 2004 - Shanghai, Beijing & Xiamen April 2005 - Hong & PRD October 2005 - Shanghai & Beijing February 2006 - Hong Kong & PRD October 2006 - Shanghai & Chongqing

May 2007 - Hong Kong & PRD &/or Xiamen

Trade missions to China since 2003 have generated deals of approximately £7m

Helping Conclude

One-to-One Support In-country

Local Knowledge

Project Specific Activity

Two Days Planning Time

Measure : New Business Won

IBO Case Study 1

Company A in Llandrindod Wells, established for 20 years, 17 staff

Design and manufacture meteorological and biological instruments.

Application in environmental monitoring and scientific research

Currently exports to China, wish to expend sales in new area.

Evaluate current agent network

Research on new customers

Introductions made and meetings arranged to coincide with an IBW trade mission.

In-market assistance

IBO Case Study 2

Company B in Tywyn, established for 36 years, 45 staff.

Family owned manufacturer and supplier of precision turned components.

Application in various industries including consumer goods manufacturers and automotive industry.

No link with China, competitor recently setup a factory in market.

Research and identify strategic partners in China to strengthen competitiveness

Arrange visit to factory sites to coincide with IBW trade mission

In-market assistance

IBO Case Study 3

Company C in Cardiff, est from 1993, 125 staff

Trading company in waste and recyclable materials.

Collect and process recyclable materials. Recently involved in the application of waste to energy technology.

Currently exports to China via Hong Kong. Wish to find new buyers and research on feasibility for the waste to energy project.

Identified new buyers for recyclable materials and major environmental engineering companies interested in W2E project.

Meetings arranged In-market assistance

Wales EGS Sector

13,500 Employees

1,350 Companies

£580 million p.a. Turnover

Average 10 Employees

To Recap . . .

Preparation – Business Advisors

Finding Opportunities – Overseas Network

Help to Conclude – Dedicated Consultancy

International Business Wales

the

futuretogether

Wales and it’s business partners from all over the world are already succeeding in the new global economy.

Let us help you join them.