How to develop and grow your export market

EXPORT CONNECT 2014

Researched and delivered by

9 September 2014 The Waldorf Hilton, London

FREE to attend for manufacturers

Event partnerGold sponsorsPlatinum sponsor

Cy Wilkinson Managing Director, Cressall

Hear from Leading Experts Including: Event Themes:

Adrian MaxwellManaging Director, Fracino

Exports at Cressall generate over half of their sales, a proportion of their revenue that has grown steadily for them over recent years. The topics Cy will cover will include the challenges organisations face with real life examples and how to overcome such problems.

Fracino, which sells coffee machines to the Italians - will give a fascinating insight into the company’s vibrant export journey. The presentation will provide tips and insights into Fracino’s strategy for export growth.

Delamere Dairy’s UK business operates in a small but fast growing sector of the dairy market. Over the coming years, Ed is keen to expand on this, as well as driving business through export markets, particularly in China, where Ed see the greatest potential for growth.

@themanufacturer themanufacturer.com/export2014

#Export2014

Advice on qualifying entry into new markets, focusing on market research and understanding the local requirements and regulatory issues such as: labelling, packaging, licenses and product content

Considerations when exporting directly to the end customer and understanding the logistical and supply implications that can affect the success of the operation

Practical solutions for overcoming known problems in key markets for British exports

Understanding and planning a financial strategy when expanding operations abroad in order to minimise risks

Practical advice supported by case studies describing the steps taken by companies which have experienced enormous success in expanding their exports

See back page

Ed SaltManaging Director, Delamere Diary

How to develop and grow your export market

EXPORT CONNECT 20149 September 2014 The Waldorf Hilton, London

Understand the steps that need to be taken to research and establish a successful distribution base for your products to maximise the potential of your exports and take advantage of all business opportunities in your target market

Learn how the implications of regulations and cultural differences in specific markets can affect every aspect of your product journey, see practical examples of how successful manufacturers have altered their approach in line with market requirements to ensure your product’s success

Interact with manufacturing experts and successful exporters to understand the decision making process behind successful expansion abroad, taking into consideration all crucial aspects such as: finance, supply chain and culture, enabling your to learn when and how to research and enter a new market

Understand the implications of managing payments and finance considerations on a global scale. Accommodate the options available to you to formulate a suitable strategy for your business needs

Learn how to formulate working relationships with different trade partners i.e government bodies, consultants and other manufacturers that will aid your market entry strategy

While the United Kingdom has been experiencing an economic recovery in recent times, addressing the existing trade deficit by 2020 has been one of the most ambitious targets set out by industry leaders and the government agenda. Export success opens up new opportunities for long term growth and expansion for manufacturers, therefore lying at the centre of a long term business strategy.

Many UK companies attempting to export outside of established markets encounter trade barriers which prevent them from expanding their operations: cultural, regulatory, financial and distribution issues which in many cases decide whether exporting becomes a successful undertaking. This conference will address these problems and provide practical advice for businesses planning to start or expand their export efforts.

Using specific interactive country discussions, the sessions will focus on discussing the opportunities and the considerations which manufacturers have to acknowledge when entering countries that are outside of traditional trading relationships. Sessions will cover regions that so far have proved to be difficult to breakthrough for UK business or that have as yet untapped potential.

Professionals looking for practical advice around regulatory areas such as labelling, packaging and content requirements

Business leaders currently researching and deciding on expanding their export operations into new markets

Marketing professionals seeking to create an engaging export marketing campaign that includes country specific requirements

Companies interested in building contacts and distribution relationships

Financial professionals looking for information on how to prepare their business for export

Businesses who are looking at their logistical options when exporting directly to their customers

Who Should Attend?

Delegates will Include:

Business Development Managers (International)

Business Owners

Commercial Directors

Export Directors & Champions

Financial Directors

Managing Directors

Marketing Managers (International)

Owner Managers

Benefits of Attending:

09:30 – 09:35

09:35 – 10:05

10:05 – 10:35

10:35 – 11:05

11:05 – 11:35

Welcome and Introduction by the ChairJames Pozzi, Associate Editor, SayOne Media

Opening Keynote: The Importance of Exports for British Manufacturing – Securing a Sustained Recovery

Overcoming Cultural and Regulatory Barriers Cy Wilkinson, Managing Director, Cressall

Seizing the Opportunity for Growth in Far East MarketsEd Salt, Managing Director, Delamere Dairy

Networking Coffee Break

The Hughes Export ExperienceStephen Dootson, Group Financial Director, JD Hughes Group PLC

Networking Coffee Break

Chairman’s Closing RemarksJames Pozzi, Associate Editor, SayOne Media

11:35 – 12:05

12:05 – 12:35

12:35 – 13:05

13:05 – 13:35

Navigating Through Complex Export Finance Options Andrea Walker, Regional Advisor, UK Export Finance

How to Minimise Financial Risks When Exporting to a New MarketPaul Ryan, Finance Director, Kiln Flame Systems

Title TBCMark Collings, Director, International, Santander

How Trade and Financial Sanctions against Russia and Iran Effect UK Exporters Tom Stocker, Partner , Pinsent Masons

Networking Lunch Break

Considerations for Entering a New MarketFrank Howard, Managing Director , Hockley

International Ltd

Which Markets Next? – A Tool to Help Companies Decide, From Two to Two Hundred OptionsOwen Hillis, Business Manager, Norbar Torque Tools Ltd

How to Identify Distributors in Overseas MarketsRahul Kale, Director of International Business and

E–Commerce, Typhoo Tea Ltd

Researching and Building Relationships with Distributors and How that Affects Your Export JourneyNitesh Shah, Export Sales Development Manager, Geeta’s

Foods

Title TBCEwan Lloyd-Baker, Chief Executive Officer, Hayward Tyler

PLC

Selling Coffee Machines to the Italian Market; A Strategic Export Route to SuccessAdrian Maxwell, Managing Director, Fracino

DISTRIBUTION STREAMEXPORT FINANCE STREAM

13:35 – 14:35

14:35 – 15:05

15:05 – 15:35

15:35 – 16:00

16:00 – 16:35

16:35 – 16:40

17:15 – 17:20

HOW TO BOOK:

Call: 020 7401 6033 (Opt 3) Email: events@sayonemedia.com Web: themanufacturer.com/export2014

16:40 – 17:15

EXPORT CONNECT 2014AGENDA

ChinaRegional Spotlight

Short Break

The Middle EastRegional Spotlight

Stephen Dootson, Group Financial

Director, JD Hughes Group PLC

IndiaRegional Spotlight

Nitesh Shah, Export Sales Development

Manager, Geeta’s Foods

North AmericaRegional Spotlight

Rahul Kale, Director of International

Business and E-Commerce, Typhoo Tea

Ltd

South AmericaRegional Spotlight

Frank Howard, Managing Director ,

Hockley International Ltd

AsiaRegional Spotlight

Ewan Lloyd-Baker, Chief Executive

Officer, Hayward Tyler PLC

EXPORT CONNECT 2014REGIONAL SPOTLIGHTS

INDIAIndia may be a complex and challenging market but it is one that cannot be ignored by UK companies that are seeking to expand and go international. India is the second fastest growing economy in the world, after China, with growth of 4.7% in 2014 and forecast for 6% to 7% by 2016.

India has a rapidly expanding consumer base, and with the removal of the majority of its trade barriers, it now holds huge investment potential for UK manufacturers. This potential is clearly shown within the automotive industry, as India is expected to become the world’s largest vehicle producer by 2020, making it the ideal market for companies looking to expand internationally. The UK has strong ties with India, and UK companies are well positioned to take advantage of this growing export and investment market.

COUNTRY SPECIFIC PANELS

Researched and delivered by

@themanufacturer themanufacturer.com/export2014

#Export2014

CHINAChina is the UK’s main importer, and is a top 10 export destination for British goods. Since 2009, exports to China have doubled, and now exceed £1 billion per month. In 2011 UK exports to China were £13.78 billion in total, up 17.6% from the year before. Being roughly the same size as the United States and for that reason the 4th largest country in the world, China has a population of over 1.37 billion people, a fifth of the world’s total. It is the second largest economy in the world, and the second largest goods importer.

With statistics like these, it is easy to see why China would be a key hotspot for UK manufacturers, and with the British government committed to further improving trade relations, for example with the EU-China free trade agreement, things will only be getting better.

SOUTH AMERICASouth America is ripe for small British companies interested in expanding their export efforts. The region is rapidly expanding, demand is growing, and most of its economies are open to trade. Countries in South America are more accessible than other countries, such as China, and much of the new growth in the world economy is taking place in countries like Brazil, Colombia and Mexico. UK exports of goods to Mexico, for example, have grown by over 60% since 2009, and export services to Columbia have tripled. Brazil has shown solid economic stability in the last decade, with more than 35 million Brazilians lifted out of poverty and an average growth of 3.4% GDP over the last four years. With an abundance of opportunities for British Manufacturers in the fields of aerospace, automotive and energy, South America is and will continue to be a key trade market for companies keen to expand their export efforts on an international level.

Event partnerGold sponsorsPlatinum sponsor

EXPORT CONNECT 2014REGIONAL SPOTLIGHTS

ASIAAsia’s relatively high growth forecasts make it a key target market for British manufacturers with expansion plans. China and India lead the world in terms of economic growth forecasts for 2012 and are likely to be the driving force behind the global economic recovery for quite a few years beyond that. If you couple this with the burgeoning middle class and growing consumerism across many countries in the region, targeting Asian countries seems like the most profitable and logical option for any business looking for new markets.

China is expected to displace America as the largest economy in the world, and India is likely to overtake Japan to become the third largest economy, while steady to strong growth is expected from a number of other Asian countries including Russia, Indonesia, Malaysia, Thailand, Hong Kong and Iran.

THE MIDDLE EAST

Despite its volatile reputation, the Middle East can be fertile ground for small business exporters. Although oil dominates the trade landscape in the Middle East, there are a multitude of other products that are exported and imported to the region on a daily basis. Electronics, food products, and other consumer goods are in high demand throughout the Middle East and many countries look to British businesses for the merchandise their people desire.

Key sectors for the UK in the Middle East are: infrastructure (construction and mass transport); energy; defence and security; education and training; financial and professional services; and creative and media.

The United Arab Emirates (UAE) is the UK’s largest civil export market in the Middle East and North Africa. It is the UK’s 13th largest export of goods market at around £5.1 billion and is designated as one of the UK Trade & Investment High Growth Markets.

NORTH AMERICAThe USA has the largest and most technologically powerful economy in the world and is Britain’s largest single export market. The U.S. economy is integrated and largely self-contained, with every major industry represented. U.S. manufacturers often source components overseas and UK goods have traditionally enjoyed a good reputation for quality in the United States.

As the UK’s top export destination, the USA is ranked as the fourth easiest country to do business with, and is expected to continue to be the innovation centre for the world. With negotiations underway for the new Transatlantic Trade Investment Partnership, even more opportunities will arise for the UK, especially as a result of removing trade barriers by lowering tariffs and making regulations similar, adding as much as £10 billion annually to the UK economy in the long term.

COUNTRY SPECIFIC PANELS

Researched and delivered by

@themanufacturer themanufacturer.com/export2014

#Export2014Event partnerGold sponsorsPlatinum sponsor

Cy Wilkinson Managing Director, Cressall

10:05 – 10:35 Overcoming Cultural and Regulatory Barriers

10:35–11:05 Seizing the Opportunity for Growth in Far East Markets

Cressall export over half of their sales, a proportion of their revenue that has grown steadily for them over recent years. Cy’s talk will discuss the challenges faced by exporters and some of the obstacles that need to be overcome, often on a daily basis in order to succeed. After an organisation begins exporting, overcoming challenges has to become the norm for any business. The topics Cy will cover will include the challenges organisations face, real life examples and how to overcome them.

Biography: Cy joined Cressall in July 2006 as Operations Director with responsibility for Manufacturing, Engineering, Design, QSH&E, MP&L, Manufacturing Engineering, IT and ERP/Business systems across two UK manufacturing sites. Cy’s brief was to deliver business transformation through Lean activities which included the business systems and ERP use within the organisation. Cy gained an MBA in Engineering Management in 2009 and in 2011 was promoted to Managing Director. He remains dedicated to Lean transformation and working tirelessly towards a better, faster and more efficient operation.

Adrian MaxwellManaging Director, Fracino

14:35–15:05

Adrian Maxwell, Managing Director of award winning cappuccino and espresso machine manufacturer Fracino - which sells coffee machines to the Italians - will give a fascinating insight into the company’s vibrant export journey. Adrian will share how, from a standing start and taking advantage of the weak pound in 2008, the business launched exports to over 70 countries with exports constituting 28% of the manufacturer’s £4.1m turnover. The presentation will provide tips and insights into Fracino’s strategy for export growth.

Biography: A former Rolls-Royce engineer, Adrian joined Fracino - the UK’s only manufacturer of espresso and cappuccino machines, which sells its machines to the Italians - in 1987. Becoming Managing Director in 2007, Adrian drives the expansion of the 50-strong, third generation family business launched in a garden shed in 1963 by his father Frank.

Last year Fracino was invited by Number 10 Downing Street to loan 11 of its Piccino espresso machines to the G8 Summit. Constantly innovating, Fracino has developed six new machines in as many years – with another machine due to be launched.

Selling Coffee Machines to the Italian Market: A Strategic Export Route to Success

SPEAKER HIGHLIGHTS:

HOW TO BOOK:

Call: 020 7401 6033 (Opt 3)Email: events@sayonemedia.com

Web: themanufacturer.com/export2014

Andrea WalkerRegional Advisor, UK Export Finance

Andrea will cover the financial risks associated with exporting by looking at the risk ladder and the ways to mitigate those risks. She will discuss how UKEF support can enable an exporter to fulfil contracts that they may otherwise be unable to, and help unlock working capital required by the business.

Biography: Andrea has been an Export Finance Adviser for UK Export Finance since October 2012 covering the South East. She has built up strong relationships across the region with the banks, alternative finance providers, LEP’s, Chambers of Commerce and exporters. Andrea has supported exporters across the region helping them access UKEF support and providing impartial advice on mitigating payment risk on export contracts.

Andrea started her career at HSBC on a graduate program with various placements including Midland Bank New York on the International Trade Team. She then progressed to the role of Manager in Export and Project Finance for the Middle East and Africa team.

She later moved to ING Bank, London, as a Manager in Trade and Commodity Finance and also worked for Credit Suisse, London, as the Marketing Manager for Trade and Commodity Finance.

11:35 – 12:05Navigating Through Complex Export Finance Options

Ed SaltManaging Director, Delamere Diary

Delamere Dairy’s UK business operates in a small but fast growing sector of the dairy market. Over the coming years, Ed is keen to expand on this, as well as driving business through export markets, particularly in China, where Ed see the greatest potential for growth.

Biography: Cheshire born and bread Ed started his career working for an independent fuel company managing a small commercial lubricants distributor. After spending 9 years working in the oil industry, Ed decided that a move was in order and in 2004 approached Roger and Liz Sutton about a move to Delamere and into the UK’s dairy industry.

Initially appointed as Delamere’s Sales Manager Ed helped to develop sales within the multiple markets and build upon relationships within the dairy sector. Over a four year period Delamere strengthened its position within the industry and on the back of this Ed was appointed Delamere’s Commercial Director in December 2007.

Following a MBO / Management restructure in October 2008 Ed became co owner of Delamere with Roger and Liz and has steered the business through the economic events of the past few years.

HOW TO BOOK

9 September 2014

Date and Venue

Terms & Conditions:

Cancellation and Substitutions Policy: Free attendance is available to manufacturing companies only. Cancellations made up to 35 days before the event date incur no charge. Cancellations made within 345 days of event date incur a £95 fee. You may make substitutions at any time to avoid this charge.

Data Protection: By attending a SayOne Media event you consent to your contact details being shared with the third parties directly involved in supporting that event. Sometimes your details may be made available to external companies for marketing purposes. If you do not wish your details to be used for this purpose please write to: The Database Manager, SayOne Media, Elizabeth House, 39 York Road, London SE1 7NQ.

SayOne Media reserves the right to change the programme, speakers or venue and alter or cancel any published dates without liability. SayOne Media reserve the right to withdrawn this offer at any time. SayOne Media Ltd reserves the right to preclude any delegate from participating in any event administered by SayOne Media Ltd.

By signing/confirming this registration, I hereby confirm that I have read, understood and agree to be bound by the Terms & Conditions.

Please contact SayOne Media if you have any queries regarding the event.

Elizabeth House, 5th Floor, 39 York Road, London, SE1 7NQT +44 (0)20 7401 6033 F + 44 (0)844 854 1010 www.sayonemedia.com. Copyright © SayOne Media 2014.Registered address: 7 Granard Business Centre, Bunns Lane, Mill Hill, London NW7 2DQ Registered in England and Wales Registration No. 6412064 VAT Registration No. 921 7871 12

The Waldorf HiltonAldwych,London,WC2B 4DDTel: 020 7836 2400Web: placeshilton.com/london-waldorf

Ways to Book:Online: themanufacturer.com/export2014Phone: 020 7401 6033 (Opt 3)Email: events@sayonemedia.com NB: All bookings need to be confirmed in writing.

The Heathrow Express train service line runs directly from Heathrow Airport to London’s Paddington Station. From there take a taxi directly to The Waldorf Hilton. Taxis are readily available at the taxi rank at the station.

Traveling to the Waldorf Hilton by car? The hotel has valet parking facilities available. There is limited metered on-street parking available in the vicinity of the hotel and there are local NCP Car Parks (GBP 25.00 for 24 hours) - these car parks are not operated or endorsed by Hilton.

Delegate Fees:Consultants/Solution Providers £995 +VAT

FREE for manufacturing companiesLimited to first twenty attendees

The only way to guarantee a delegate placeFREE for all subscribers of The Manufacturers

Getting there

Researched and delivered by

@themanufacturer themanufacturer.com/export2014

#Export2014Event partnerGold sponsorsPlatinum sponsor