Why
your
business
needs to go
global
2
Imagination is more important than
Knowledge
Albert Einstein
3
Background
2000
2008
4
Going GlobalCharacteristics of successful companies who export
ImaginativeUnique
Creative
Quality
Style
Excellence
Ingenious Passion
Differentiation
5
Imaginative
2007
2012
6
Unique
7
Creative
8
Style
1826
9
Quality
1825
2012
10
Excellence
2012 Made in the South West Awards
green fuels 2013 Royal Warrant
11
Ingenious
1993
50 Countries
12
Differentiation
1904
13
Passion
1335
2011
The world awaitsEconomic growth forecast
14
Russia144 m
China1.3bn
India1.2bn
Population
Brazil200 m
3bn
15
The world awaitsChoosing your market(s)
Mature Markets
• US (£33bn)
• Germany (£24.8bn)
• France (£17.4bn)
• Netherlands (£17.9bn)
• Ireland (£15.3bn)
• Belgium (£10.5bn)
• Spain (£8.9bn)
• Italy (£8.2bn)
Growth Economy Markets
• Brazil (£2.2bn)
• Russia (£3.6bn)
• India (£2.9bn)
• China (£5.3bn)
Fast Emerging Markets
• Africa
• Asia Pacific
• Saudi Arabia
• UAE
• Latin America
• Turkey
Dominant export
markets forSouth West,
Germany, France and
US45%
IrelandPop
4.5m£15.3b
n
16
Changing worldThe world is converging
Demographics
Western World long lives, small families
Developing World short lives, large families
‘The Asian Tilt’ - The move from West to East
Emerging markets are drivers for recovery
Rapid growth in internet access
17
Changing world The world is converging
For example...
1.3bn population in China
314m middle class in 5 yrs
Shenzhen 12m population
100m urban residents since 2006
Changing worldThe world is converging
Source: Hans Rosling - Gapminder Foundation
Children per Woman (Fertility)
Life
Exp
ecta
ncy
1 2 3 4 5 6 7 8
15
80
70
60
50
30
2008
USA
1964
Vietnam
Developing world
Healthier
Living longer
Wealthier
Spending power
The world awaitsBuying from British Firms
19
TransportationPharma/MedicalScientific InstrumentsPumps & CompressorsEarth Moving Equip
TelecomsConstructionEnergy TechnologiesFinancial ServicesFood & Drink
Power GenerationIndustrial MachineryAdvanced EngineeringPharma/MedicalAutomotive
Power GenerationTelecomsTransportationIndustrial EquipmentPharma/Medical
20
Why your business needs to go globalBecome more dynamic, innovative and successful
60%UK companies that export are responsible for 60% of national productivity growth
Companies that export:
More productive and innovative than non-exporters
More resilient to an economic downturn
Improve their financial performance
Boost their international profile and brand recognition / value
Are more likely to stay in business
Source: Nottingham University / UK Trade & Investment
21
What gets people into export?Some common methods of how companies become exporters
Unsolicited enquiry or order
Enquiry from a prospective agent
Follow up suggestion of colleagues, suppliers or friends
Attended an international trade event
Relatives live there
Evidence shows that new exporters are likely to improve their productivity by a third in their first year
33%Source: British Chambers of Commerce
Or....it forms part of a strategic plan for growth
22
What type of exporter?The different types of current UK exporters
20%
37%17%
26%
Strategic - Plan based upon market research
Passive - Unplanned
Reactive - Informal plan in place
Adaptive - Formal plan that considers external influ-ences
Source: UK Trade & Investment
Strategic – Plan based upon market research
Adaptive – Formal Plan that considers external influence
Reactive – Informal plan in place
Passive – Unplanned
23
Rising to the challengeCommon hurdles to doing business internationally
Resource Costs
Legal, regulatory and IP issues
Managing risks overseas
Language and cultural barriers
Logistics
Financing and funding export
Getting paid
24
Compelling caseSouth West companies can grow through exports
ImaginativeUnique
Creative
Quality
Style
Excellence
Ingenious Passion
Differentiation
UK Trade & InvestmentOpportunities for British firms around the world
Foreign Direct
Investment
Export
UK Trade & Investment helps UK-based companies succeed globally and assists overseas companies to bring high quality investment to the UK.
26
Access new and existing marketsPackage of support to help companies grow exports
Assist companies to grow through export
Intense programme of support
Support based on readiness and
desire to grow export sales
Global reachThere are opportunities for UK exporters in all areas of the world
British Embassies and Diplomatic offices based in 96 markets, with 2,400 UKTI staff that offer local, in-market knowledge and expertise.
Provide Tactical and Strategic AssistancePackage of support to help companies grow exports
TradeShow Access(TAP)
Export Comms Review(ECR)
Market Visit Support
Export Market ResearchScheme
Overseas MarketIntroService
Export BusinessTraining(P2E)
Develop Export Strategy(G3)
Tactical
Strategic
Intensive Help for Growth(ERDF)
Valu
e
Ad
d
International Trade Advisers providing tailored support
How UKTI support can help youExpertise in every aspect of international trade
International Trade Adviser
From the private sector (knowledge and experience)
12-24 months assistance to companies
Proactively develop overseas business
EU funded intensive supportERDF Internationalisation to assist on your journey into export
Intensive Support
£
Workshops & Events
IP Scheme
Language & Culture
Research Scheme
Suite of Workshops
Grants
Intensive ITA Support
UKTI Core
High ImpactFor Growth
Network Clusters
EEN Capability
Operate across Europe
Covering 21m businesses
Over 700m population
600 host organisations
51 countries
5000+ staff
Also includes non EU countries
Access to FP7 and Eurostars
How UKTI support can help youWorking with European Partners
Enterprise Europe Network
32
Getting it rightTen key steps to successful exporting with help at hand from UKTI
1. Research your market
2. Export strategy and review
capabilities
3. Construct an export plan
4. Choose and develop a
sales presence
5. Promote your product
6. Get the customs side right
7. Choose your distribution
model
8. Transport goods effectively
9. Getting paid
10.After-sales policy10
33
International business can help you survive
and grow. There are real opportunities to trade internationally; UK products, services and expertise continue
to be in demand across the world.
34
Partnership and CollaborationWorking together to reach your export potential
• Your Bank
• Your Accountant
• Your Lawyer
• Professional Service Organisations
• Higher Education
• Freight Forwarding
• Intellectual Property Office
• British Embassies and Diplomats
Contact UK Trade & InvestmentFor help, advice, access to UKTI support and assistance
0845 60 60 969
Call
www.ukti.gov.uk/southwest twitter.com/UKTI_SW
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