Dealing with the British…

Heiki Pant

Export AdvisorEnterprise Estonia UK

Bird’s eye view

• Population of 63 million• Density of 276 persons per sq km(Estonia 30,5)• England 53 mil; Scotland 5 mil; Wales 3 mil; NI 2 • Currency – the British Pound, 1£ ~ 1, 25 €

UK’s position in the world

• 6th largest Economy in the world (7-8)

• In 2012, the UK was the 10th largest exporter in the world and the 6th largest importer

• In 2012, the UK had the 3rd largest stock of inward foreign direct investment and the 2nd largest stock of outward foreign direct investment

UK public deficit

From Lehman’s collapse to date

• Financial crisis hit hard• Banking bail-out unprecedented~ £ 500 bn

• 2012 economic turnaround• Outperforming other economies in G7

• Population boom

Spread of economic activity

Economy at a glance

• Services sector dominant, contributing • 78% of GDP• Share of financial services significant

In the UK around 2,06 mil people work in financial services ( London on world stage alongside NYC)

Bankers bonuses and Muscles from Brussels

Creative industries (London)

• In London 697 000 jobs in creative sector• 223 movies released last year• UK Design– £ 15 bn• UK Fashion industry - £ 26 bn • 14M Theatre attendances per year

Education

• 435 000 overseas student in UK every year• 2011 higher education contributed £ 17,5 bn

Automotive industry

• Employs 700 000 staff• Mass production reduced • High end of value chain

Defence Industry

• £ 35 bn turnover• ~ 7 bn £ = export• World second largest defence equipment producer after

US• 300 000 people in sector

Pharmaceutical

• Employs 72 000• 27 000 in R&D • The UK’s pharmaceutical sector invests approximately• £11.8 million every day in R&D• Indirectly employs round 200 000

IT

• The merge of new Hubs:

- Shoreditch Silicon Roundabout

- M 4 corridor- Panasonic, HTC, Vodafone, Microsoft, Adobe, Google

Challenge

Rental market out of control

• £45 000 p/W• 195 000 pcm• 2,34 mil p/a

Construction market and wooden houses

• During the last 10 years the share of wooden and timber houses has grown

• Quarter of newly built = wooden houses• (Timber loving) Scotland- 2/3 of newly built properties

are timber frame• Share of timber frame and

modular houses has grown in

Ireland and NI

Historical element

• 1666 Great fire of London

• 1667 construction of Timber Frame multi storey residential buildings banned

• 1990 the ban was • overturned

Entering the UK market How to start

Preparatory work

Mapping

Is my product fit for market

Certificates

Pricing

Competitors

Mapping potential partners

Industry associations, webpages,

members links

Databases, lists from EAS

E-commerce-

E-bay, Amazon,

Linked In

Google search

Backround information search

Webpage

Linked In

TwitterFacebook

Articles, Charity work

etc

That all important first call

• Who am I contacting? • what is the nature of the call• What do I know already about the company • What is my product/ service- why should I be listened to • What are my strengths and possibly weaknesses. How

do I turn them into strengths• Further steps

Panso

• Practice Practice Practice

• Elevator speech- jogging, walking

Gate keeper

• Secretary, receptionist, PA

• She/he will keep the lines clean

e-mail sales letter

• The chances of getting response are extremely low

You will not hear word „no“

• British usually refrain from saying no

• „Got too many suppliers“ is common

Before „send“ THINK

„Excuse me, I don’t understand your reaction about our telephone conversation. But if you are too busy and you are not interested my proposal then please answer to me.

Other way I will continue disturb you in the future, or who I should conact.“

SwSwSwNxt

Kontaktid

HEIKI PANT

TRADE ADVISER 

Enterprise Estonia UK

 

Estonian Embassy

16 Hyde Park Gate

SW7 5DG, London

 

Tel:  + 44 (0) 207 838 5395

Mob:+ 44 (0) 750 865 8091

heiki.pant@eas.ee