research report 2017 - fast track · [2016] int'l sales £000 ... and norway, and decorative...

SME Export Track 100 research report 2017 1

Sponsored by

Research report 2017Britain's small and medium-sized (SME) companies

with the fastest-growing international sales

© 2017 SME Export Track 100 fasttrack.co.uk

SME Export Track 100 research report 2017 i

CONTENTS

INTRODUCTION 1Top 10 SME Export Track 100 companies 1

EXECUTIVE SUMMARY 2 Overview of the 2017 league table 2 Key themes 2

KEY STATISTICS 3International sales breakdown 3Overseas markets 4Sector breakdown 5 Industry breakdown 6 Regional breakdown 6Staff and job creation 7Main ownership 7 Foundation dates 7 Brexit 8

KEY THEMES & SELECTED COMPANY PROFILES 9 New exporters 9 Building a distribution network 10 Ecommerce 11 Innovaton and R&D 12 Targeting emerging markets 13 Exporting for growth 14 Emerging brands 15 2017 SME EXPORT TRACK 100 LEAGUE TABLE 16

METHODOLOGY 20 Qualification criteria 20 Research approach 21 Disclaimers 21

SPONSORS & MEDIA PARTNER 22

ABOUT FAST TRACK 25Compiler & publisher 25The authors 25 Fast Track 26

CONTACT DETAILS 26



INTRODUCTION

This is the third year of The Sunday Times SME Export Track 100, which ranks Britain’s one hundred small and medium-sized (SME) companies with the fastest-growing international sales over their latest two years. Lloyds Banking Group is the title sponsor, the main sponsors are DHL Express and Heathrow Airport, and it is supported by the government’s Exporting is GREAT campaign.

SMEs are defined as companies with total sales of £5m to £25m in their latest year of available data; whereas, our International Track 200 ranks larger exporters with total sales of more than £25m.

This year's league table reflects the importance of Europe and North America to SME exporters at a time of political uncertainty following Britain's vote to leave the EU and the election of Donald Trump as US president. Eighty-five of the companies sell to the continent, making it the most popular market, followed by North America (77).

The 100 companies have achieved, on average, international sales growth of 72% a year over their latest two years of accounts to a total of £677m on combined total sales of £1.2bn. They export to all corners of the globe and employ more than 8,000 staff, having added almost 3,000 jobs over the last two years.

Featured companies include emerging brands such as drinks manufacturer Fentimans (No 30), watersports equipment designer Red Paddle Co (No 51), hobby retailer Crafter's Companion (No 52) and footwear designer Butterfly Twists (No 83).

The No 1 company is naughtone, which makes contemporary chairs, sofas and tables to furnish Nike, Google and Amazon offices

Top 10 SME Export Track 100 companies

§ compound annual growth rate in int'l sales between 2013/14 and 2015/16 * supplied by company † annualised figure

Rank[2016]

Int'l sales £000

Annual int'l sales growth

over 2 yrs§Year endHQ locationActivityCompany

Total sales£000 Staff Comment

1 naughtoneFurniture designer & manufacturer North Yorkshire May 16 279.0% *†4,480 *†9,617 24 Its contemporary furniture features in Google's

San Francisco offices

2 DuronicConsumer products manufacturer Romford Oct 16 274.22% *4,315 *10,789 45 Is planning to expand into the US, India and the

Middle East

3 [56]

XceedIT management consultancy Central London Nov 15 180.93% 10,131 20,239 141 Helps global banks to migrate their services to

the cloud

4 October FilmsTV programme maker Central London Oct 15 175.12% 18,366 23,325 75 Opened an office in New York in 2014, helping it

attract commissions from US TV networks

5 AerFinAircraft & spares services Caerphilly Dec 15 159.17% †9,264 †15,332 40 Last November it delivered a reconditioned

Embraer 170 to Austrian airline People’s Viennaline

6 QuinshieldIndustrial building manufacturer Carmarthenshire Dec 15 149.05% 3,218 8,546 101 Has made more than 23,000 glass-reinforced

products since it was set-up in 1993

7 Stiltz LiftsLift manufacturer West Midlands Dec 16 145.97% *3,186 *8,370 100 Its freestanding lifts have been retrofitted into

homes in more than 20 countries

8 Anthesis Consulting GroupSustainability consultancy Oxford Dec 15 135.23% 3,743 6,893 100 Has made ten acquisitions, including companies

in Germany, Sweden, North America and the UAE

9 HolovisSpecial effects developer Leicestershire Jan 16 131.77% 8,603 10,286 61 Created a 3D virtual reality planetarium at the

American Museum of Natural History in New York

10 RHAPersonal audio product designer Glasgow Mar 16 129.27% *4,789 *6,164 42 Apple sells its headphones through its stores

and website



EXECUTIVE SUMMARYOverview of the 2017 league table• This is the third year of the SME Export Track 100

• The SME Export Track 100 companies increased their overseas sales by an average of 72% a year over two years, from a total of £273m to £677m

• The vast majority of companies (85) sell to mainland Europe, making it the most popular market, followed by North America (77) and Asia (37)

• The top countries for overseas sales are the US (68 companies), followed by Germany (29) and China (18)

• Manufacturing is the largest sector (50 companies), followed by services (43 companies) and retail (14)

• Consumer goods is the largest industry (23 companies), followed by engineering (15), media, entertainment & marketing (13) and technology & software (11)

Key themesNew exporters: One third of companies have only recently started exporting or actively pursued export growth [page 9]

Building a distribution network: A key route to market for 35 companies has been to build relationships with overseas partners [page 10]

Ecommerce: 16 companies sell their products directly online, and by investing in ecommerce to reach new international customers [page 11]

Innovation and R&D: More than half the companies have invested in product innovation or R&D, enabling them to build a niche and win business with multinational customers [page 12]

Targeting emerging markets: Whilst the vast majority of companies (97) are primarily selling in conventional export markets in Europe or North America, some are also targeting non-traditional markets [page 13]

Exporting for growth: For 27 companies growing exports have offset declining sales in the UK [page 14]

Brand Britain: The league table features several brands that are becoming well known, both in the UK and overseas [page 15]

Growth in international sales

Number of companies in each range of compound annual growth rate (CAGR) of international sales over the latest 2 years

Characteristics of a typical SME Export Track 100 company

International salesAverage growth over two years 72% pa

International sales in 2015/16 £6.8m

International sales in 2013/14 £2.7m

Total salesSales in 2015/16 £12.4m

Sales in 2013/14 £7.5m

StaffTypical number of staff 25 – 100

Typical increase in staff over two years 12% pa

Company characteristicsHQ region London (22), southeast (22)

Sector Manufacturing (50)

Founded 1988

>200%

150%–200%

100%–150%

75%–100%

50%–75%

30%–50%

<30%

33

2

3

12

14

31

5



KEY STATISTICS

International sales breakdown• Companies on the league table are required to have total sales

between £5m and £25m in their latest year, to have international sales of at least 20% of total sales, and to be profitable

• The minimum average growth rate in international sales over the past two years to qualify was 28%. Actual international sales growth rates for the 100 companies range from 28% to 280%

• The top-ranked company, furniture designer and manufacturer naughtone, grew international sales 280% a year, from £0.3m in 2014 to an annualised £4.5m in 2016

• 19 companies had triple-digit growth in international sales, which compares favourably with last year (23 companies) when the league table criteria did not require companies to be in profit

• The 100th ranked company is medical device developer Medtrade. Its international sales grew 28% a year, from £11.1m in 2014 to £18m in 2016

• Payment hardware provider Miura Systems (No 23) had the highest total sales (£24.8m) and international sales (£21.4m). Data security software developer Foregenix (No 59) had the lowest sales at £5.2m

• Combined international sales for the 100 companies were £677m and total sales were £1.2bn

• Some companies made the vast majority of their sales overseas. They include Andusia (No 89), which ships 300,000 tonnes of waste a year to energy-from-waste sites in the Netherlands, Germany and Norway, and decorative plastics manufacturer McGavigan (No 77), which generated 97% of its sales overseas last year

• Average operating profits are £1.4m. Of the companies that publicly disclose profits, the company with the highest profit margin is medical device developer Xiros (No 75), which made an operating profit of £3.6m on total sales of £10.9m

RankCompany Activity FYE

Int'l sales £m

23 Miura Systems Payment hardware provider Dec 15 20.2

77 McGavigan Decorative plastics manufacturer Dec 15 18.8

4 October Films TV programme maker Oct 15 18.4

18 Alba Power Turbine maintenance services Dec 15 18.1

100 MedtradeMedical device developer Feb 16 18.0

Top 5 companies with the largest international sales

Latest total sales

Number of companies in each range

20

£20m–£25m

£15m–£20m

£10m–£15m

£5m–£10m

30

10

40

Latest international sales


6

£20–£25m

£15m–£20m

£10m–£15m

£5m–£10m

£1m–£5m

13

1

36

44

Payment hardware provider Miura Systems (No 23) had both the highest total sales and highest international sales on the table



Overseas markets• The vast majority of the companies (85) sell to mainland Europe,

making it the most popular market, followed by North America (77) and Asia (37)

• 48 companies focus their sales on one or two continents. However, more than 20 companies' markets are spread across four or more continents. For example, recyclable packaging manufacturer Vegware (No 50) has offices in Europe, Australia, Asia and North America

• By country, the US is a major market for the most companies (68) followed by Germany (29), China (18) and Australia (18)

• 35 companies have customers in one or more of the emerging markets, for example PKL Group (No 20) supplied temporary kitchen units to last year’s Olympics in Rio, Brazil. This theme is explored further on page 13

PKL Group (No 20) provided temporary kitchen units at last year's Rio Olympics

* map shows the numbers of companies targeting each market

77NORTH AMERICA

8SOUTH AMERICA

85EUROPE

7AFRICA

26AUSTRALASIA

22MIDDLE EAST

37ASIA

Main overseas markets of the SME Export Track 100 companies*



Sector breakdown

The SME Export Track 100 companies operate in a range of sectors. Due to the breadth of their activities, 24 companies are considered to operate in two sectors. For example, Elstead Lighting (No 63) is both a light manufacturer and a wholesaler, as it distributes lights made by a US supplier across Europe; brush manufacturer Kent Brushes (No 87), also retails its brushes direct to consumers online.

The largest sector is manufacturing (50 companies), followed by services (43).

• Manufacturers (50 companies) include laser designer M Squared Lasers (No 78) and packaging maker Loadhog (No 37). This sector also counts 12 companies that outsource their manufacturing, for example Gymshark (No 41) has partner factories in China and Bangladesh to make its activewear clothing designs

• Services (43) encompasses a wide range of industries, from special effects developer Holovis (No 9) to car dealership consultancy ASE Global (No 73)

• Wholesalers (16) include Pet Brands (No 28), which supplies customers in 58 countries with everything from cat collars to bird feeders, and Highland Outdoor (No 74), which supplies 2,500 outdoor products to retailers across Europe

• Retailers (14) include Butterfly Twists (No 83), which sells its shoes in 60 countries, and online bike retailer Merlin Cycles (No 98)

• Construction (4): include M&M Contractors (No 24), an infrastructure services provider that specialises in subsea cabling, and building insulation developer Siderise Group (No 60)

Customers in India and Taiwan buy Kent Brushes (No 87) handmade brushes online

Sector breakdown

Retail 14

Construction 4

Wholesale 16

Services 43

Note: companies can operate in more than one sector.

* includes 12 companies that outsource their manufacturing

Manufacturing* 50



Industry breakdown• Consumer goods is the best represented industry, with 23

companies (up from 17 last year). This category includes personal audio products designer RHA (No 10) and umbrella maker Grant Barnett (No 35)

• Engineering also features strongly on the league table with 15 companies (up from 11 last year), including switchgear manufacturer Baldwin & Francis (No 68) and turbine maintenance firm Alba Power (No 18)

• Media, entertainment & marketing is the third largest sector (13). It includes film and TV producer Angst Productions (No 56) and creative agency Pulse Group (No 92)

• A further 11 companies are in technology & software, including IT reseller LA Micro UK (No 67) and cloud collaboration software developer HighQ (No 19)

Regional breakdown

The southeast is the most popular region for company HQs (23 companies), closely followed by London (21). The northeast (13 companies) and Midlands (10) are the next best-represented regions.

Regions with export strength in particular areas include:

– Scotland, where all of the nine companies are manufacturers. Six own their manufacturing operation and three outsource to partners. They include Clyde Space (No 58), which makes satellites in Glasgow, and Edinburgh-based Vegware (No 50), which partners with factories in UK, Ireland and Taiwan to make its recyclable packaging

– London and the southeast are home to eight of the 11 technology & software companies. They include London-based HighQ (No 19), and Farnborough-based Exclaimer (No 95), which has over global 50m users of its auto-signature software

The region with the lowest representation on the table is Northern Ireland, with two companies. They are County Tyrone-based CDEnviro (No 11), which develops recycling technology for customers in Europe, North America and Australia, and County Antrim-based subsea cabling firm M&M Contractors (No 24).

Industry breakdown

Engineering 15

Other 2

Automotive & transport 7

Media, entertainment & marketing 13

Healthcare 8

Food & drink 9

Technology & software 11

Business services 9

Consumer goods 23

Building-related 3

Regional breakdown of UK HQ

N. Ireland

Southwest

Scotland

East

9

7

13

9

London21

4

2

Northwest

3

23Southeast

9

Northeast

Midlands

Wales

0

20

40

60

80

100



Staff and job creation• The 100 companies employ more than 8,000 people, with typical

staff numbers ranging between 25 and 100

• The largest employer is decorative plastics manufacturer McGavigan (No 77), which employs 324 people at its headquarters in Glasgow and bases in Japan and China. The smallest is film and TV producer Angst Productions (No 56), which has just 7 staff

• The companies have collectively increased their total staff by almost 3,000 over the past two years. For example, headcount at training provider The Knowledge Academy (No 81), topped 178 last year, compared to 76 in 2014

Main ownership

• Entrepreneurs and founders majority-own more than half (59) of the companies. For example, Bridgend-based Siderise Group (No 60), is owned by non-exec chairman Steve Bond, who started the building insulation developer in 1972

• 13 companies are family-owned, including the Spalding generator manufacturer Welland Power (No 44), which was started by Edward Farrow in 1950 and is now run by his son, Charlie. Stiltz Lifts (No 7), is majority-owned by the Gillespie family after Peter, and his sons James and Cameron, set up the lift maker in 2010

• 12 companies are owned by their management, including gift wholesaler Paladone (No 36), which is run by Graeme Carr, who led a management buy-out in 2011

• 11 companies are majority-owned by private equity or venture capital, such as aircraft and spares provider AerFin (No 5), which the founder sold to US group CarVal Investors in 2014

Foundation dates• A typical SME Export Track 100 company was founded in 1995

• The oldest company is Elstead Lighting (No 63), which traces its origins to 1686 and now sells 2,000 decorative lighting products to homeowners, hotels and restaurant operators in 60 countries

• More than half the companies (59) were founded from 2000 onwards. The youngest company is sustainability consultancy Anthesis Consulting Group (No 8), which has made ten acquisitions in Germany, Sweden, the UAE and North America since it was formed by its management team in 2013

Number of employees

Number of companies in each staff range

>150

125–150

100–125

75–100

50–75

25–50

10–25

<10

6

10

22

28

9

Majority ownership type


Family 13

Employees 3

Business Angels 2

PE and/or VC 11

Entrepreneur and/or founder 59

Management 12

10

13

2

Dilshad and Barinder Hothi have increased headcount at their training firm, The Knowledge Academy (No 81), by more than 100 people since 2014



BREXITThe SME Export Track 100 uses historical financial information; therefore the impact of the UK’s vote in June 2016 to leave the European Union has yet to be reflected in the performance of many of the companies featured.

Fast Track conducted a survey during the research period (October 2016 – January 2017) asking senior company directors how the Brexit vote was affecting their business.

Of the 73 respondents:

• 67% said the Brexit vote was having no, or a neutral, impact on their business

• 21% said the Brexit vote was having a negative impact on their business. Reasons provided included unhelpful exchange rate movements, difficulty hiring European staff, and expansion plans being put on hold

• 12% said the Brexit vote was having a positive impact on their business. Reasons given included helpful exchange rate movements and the acceleration of expansion plans

21%NEGATIVE

12%POSITIVE

67%NEUTRAL / NO IMPACT

Survey on how the Brexit vote is affecting business



KEY THEMES & SELECTED COMPANY PROFILESOn the following pages we profile examples of companies that demonstrate some of the key themes from this year’s league table.

NEW EXPORTERS One third of the companies have only recently started exporting or actively pursued export growth after recognising the international appeal of their product or service. These include 13 companies founded since 2010.

Examples include drinks manufacturer Fentimans (No 30), which has seen international sales as a proportion of total sales grow from 6% in 2012 to 31% in 2015. The family business started in 1905 and focused on becoming a proactive exporter six years ago. It is now selling to more than 70 countries. Further examples are profiled below.

10 RHAPersonal audio product designer

Set up in 2011, its headphones are sold through Apple Stores globally

CAGR§ 129.3% Int'l sales £4.8mTotal sales £6.2mEmployees 42Location GlasgowFounded 2011

Frustration with low-quality in-ear headphones prompted Andrew Reid, 47, to start this Glasgow firm in 2011. RHA’s steel and aluminium headphones are sold online as well as through retailers worldwide, including the Apple store network. All products come with a three-year warranty, and have been a hit in the US, Europe and Asia, driven by positive reviews in technology magazines and websites. In September, RHA launched its first portable headphone amplifier.

54 AHCPensions communications consultancy

Has recently opened offices in Melbourne and Minneapolis

CAGR§ 54.2% Int'l sales £1.6m*Total sales £6.6m*Employees 70 Location WakefieldFounded 1998

This firm helps clients communicate reward schemes better to their staff. Chairman Tony Hodges, 68, started AHC in 1998, and recent office openings in Melbourne and Minneapolis have helped it win US life insurance company, MassMutual, and Australian fund, Club Plus Super, as clients. Overseas sales grew to £1.6m last year, and in last two years international sales have increased from 12% of total sales to 25%.

74 Highlander Outdoor Outdoor equipment supplier

An international focus has boosted sales to Germany and Holland

CAGR§ 42.8% Int'l sales £2.5mTotal sales £8.4mEmployees 38Location LivingstonFounded 1985

Set up in 1985 by chairman Bahram Golzari, 60, this firm is now run by his son, Ramin Golzari, 31. It supplies more than 2,500 outdoor products to independent retailers and chain stores across Europe. In the past two years, international sales have jumped from 14% of total sales to 29%, with exports hitting £2.5m in 2016, boosted by demand from Germany and Holland.

Drinks manufacturer Fentimans (No 30) focused on becoming an exporter six years ago and is now selling to more than 70 countries

§ compound annual growth rate in int'l sales between 2013/14 and 2015/16 * supplied by company



BUILDING A DISTRIBUTION NETWORK A key route to market for 35 companies has been to build relationships with overseas partners.

Examples include Professor Puzzle (No 49), which has secured distributors for its metal and wooden toys and puzzles by attending trade shows in the likes of Atlanta, New York and Toronto. Its sells through stockists in the US, France and Germany, including the bookseller Barnes & Noble. Other examples are profiled below. Inflatables and boards made by Red Paddle Co (No 51) are

distributed by local partners in more than 60 countries

51 Red Paddle Co Watersports equipment designer

Thanks to its network of overseas distributors, it says it has an 18% share of the global market for stand-up paddleboards

CAGR§ 55.9% Int'l sales £5.7mTotal sales £9.6mEmployees 17Location DevonFounded 1977

Former international dinghy racer Roger Tushingham, 62, started his business making windsurfing sails in 1977, and the Devon company now sells inflatables, boards and accessories. Made in China, the products are sold in over 60 countries. It raised £4m from Mobeus Equity Partners in 2015, and expansion into the US, Canada and Australia pushed exports to £5.7m last year.

71 Talley GroupMedical device manufacturer

Exports were boosted after securing a contract with a US distributor

CAGR§ 43.5% Int'l sales £11.1mTotal sales £23.8mEmployees 210Location HampshireFounded 1953

This firm's medical devices are designed and manufactured in its Hampshire factory. Clients are hospitals, clinics and care homes. Founded in 1953 by Henry Talley, the business is now led by his grandsons Chris and John Evans, 54 and 50. Exports hit £11.1m in 2015 and Talley Group is looking to expand into China, Korea and South East Asia.

91 Kit for KidsChildren's products manufacturer

Partners with a manufacturing firm in the Middle East so it can ship products direct to local retailers

CAGR§ 33.9% Int'l sales £2.3mTotal sales £7.4mEmployees 132Location KentFounded 1993

Alphabet cushions in Arabic have helped the Middle East become this Kent-firm's fastest-growing overseas market. With an office in Dubai, a factory in Romania, and distribution centres in the UK, US and the Middle East, exports hit £2.3m in 2016. Jan van der Velde, 53, set up the company in 1993.

§ compound annual growth rate in int'l sales between 2013/14 and 2015/16



ECOMMERCE 16 companies sell their products directly online, investing in ecommerce to reach new, international customers.

Examples include Net World Sport (No 43), which started as a single website in 2009. It now has seven international websites and a 120,000 sq ft warehouse to dispatch 100,000 football goals to customers around the world every year. Other examples are profiled below.

§ compound annual growth rate in int'l sales between 2013/14 and 2015/16 † annualised figure

Jim Elliot and Jacqui Green of Hangerworld (No 38) sell through Amazon Marketplace, eBay and their own website

38 Hangerworld Hangers and accessories retailer

Has German, French, Italian and Spanish websites

CAGR§ 62.0% Int'l sales £1.9m†

Total sales £7.2m†

Employees 70Location BlackpoolFounded 2007

Run by Jacqui Green, 52, and Jim Elliot, 57, this Blackpool business sells its own range of hangers to customers as far afield as New Zealand and South America. International sales hit an annualised £1.9m in 2016 helped by growth in Europe where the company sells through Amazon Marketplace, eBay and its own websites.

87 Kent BrushesBrush manufacturer

Following the launch of its new ecommerce platform it saw a 200% increase in online sales

CAGR§ 35.9% Int'l sales £2.4mTotal sales £6.8mEmployees 47Location Hemel HempsteadFounded 1777

The British heritage of its handmade toothbrushes, hairbrushes, combs and clothes brushes has made this company a fashionable brand in countries such as India and Taiwan. It was founded in 1777 and bought by the Cosby family in 1932. Under chairman Alan Cosby, 68, exports rose to £2.4m in 2015, a third of which were generated in the US.

90 Séraphine Maternity clothing retailer

An upgrade to its web platform boosted sales to online shoppers in Europe and North America

CAGR§ 33.9% Int'l sales £9.2mTotal sales £13.8mEmployees 63Location Central LondonFounded 2002

Séraphine's maternity wear is popular with the Duchess of Cambridge as well as pregnant celebrities including Anne Hathaway, Marion Cotillard and Dannii Minogue. Founded in 2002 by Cecile Renaud, 43, exports grew to £9.2m in 2016. Last year the London firm opened its first store in Dubai, and it plans a further ten in the US.




INNOVATION AND R&DMore than half the companies have invested in product innovation or R&D, enabling them to build a niche and win business with multinational customers.

They include M Squared Lasers (No 78), which designs and makes light-based instruments for some of the world's leading research institutions, including Nobel prize-winning scientists. Other examples are profiled below.

Investment in R&D has helped special effects developer Simworx (No 39) win customers in Colombia and New Zealand

11 CDEnviroSpecialist waste recycler

Its technology is used by the France-based waste processing multinationals Suez and Veolia

CAGR§ 126.8% Int'l sales £3.2mTotal sales £9.4mEmployees 44Location County TyroneFounded 2011

Companies in Europe, the US, North America and Australia use this firm’s technology to reduce their waste, recover material to produce commercial grade products, and generate energy. Chairman Tony Convery, 56, led its spinout from construction firm CDE Global in 2011. Overseas sales grew to £3.2m in 2015.

39 Simworx Special effects developer

Installed Colombia's first 4D cinema, which includes water, wind and motion effects

CAGR§ 62.0% Int'l sales £4.8mTotal sales £9.6mEmployees 27Location West MidlandsFounded 2005

This firm creates 3D and 4D visitor attractions for museums, theme parks and corporate clients around the world. Projects include a 4D cinema experience in New Zealand and a "time tunnel" for a German theme park. Terry Monkton, 47, leads the company, which received a £4.5m investment from BGF in 2015 to help it purchase robotics firm, Robocoaster. Exports hit £4.8m in 2015.

76 GlassworksVisual effects agency

Ikea, Klarna and Huawei use this post-production studio to put the finishing-touches on their TV and digital ads

CAGR§ 40.9% Int'l sales £6.0mTotal sales £10.0mEmployees 72Location Central LondonFounded 1994

This post-production studio provides special effects and animations for adverts and music videos, including for French electronic bands Justice and The Shoes. Offices in Amsterdam and Barcelona helped overseas sales hit £6m in 2015. Glassworks was founded in 1994 by chief executive Hector Macleod, 52.



TARGETING EMERGING MARKETSWhilst the vast majority of companies (97) are selling in conventional export markets in Europe and North America, some firms also target non-traditional markets, either to diversify or capitalise on demand.

Examples include building insulation developer Siderise Group (No 60), which has installed fire-protective materials on Abu Dhabi's airport tower and more than 40 high-rise buildings in Riyadh's new financial district. It is sizing up future business in India, Singapore and Malaysia. Other examples are profiled below.

Offshore oil platforms in Indonesia use switchgears made by Baldwin & Francis (No 68), which is run by Stephen Clarke

28 Pet Brands Pet accessory manufacturer

Its cat collars and bird feeders are popular in Brazil and China

CAGR§ 82.3% Int'l sales £4.1mTotal sales £10.3mEmployees 42Location West YorkshireFounded 2009

This West Yorkshire firm supplies retailers in 58 countries with everything from cat collars to bird feeders. A 42,000 sq ft warehouse in Shanghai coupled with strong demand in Australia, Brazil and France helped overseas sales top £4.1m last year. Brothers Ravi and Sunny Sharma, 30 and 32, bought Pet Brands in 2009.

68 Baldwin & FrancisSwitchgear manufacturer

Has designed a ring main to control unmanned wellheads for the Abu Dhabi National Oil Company

CAGR§ 44.6% Int'l sales £9.6mTotal sales £11.6mEmployees 68Location SheffieldFounded 1919

Founded in 1919, this firm originally made electric switchgears for coal mines. As the coal industry declined, the firm diversified, and recent projects have included designing a ring main to control unmanned wellheads for the Abu Dhabi National Oil Company. Strong demand in the Middle East helped exports to £9.6m last year. Stephen Clarke, 55, is managing director.

82 European Breaking SystemsVehicle brakes wholesaler

Has a subsidiary in China and customers in Russia, the Middle East and Africa

CAGR§ 38.7% Int'l sales £9.4mTotal sales £18.3mEmployees 79Location ManchesterFounded 2000

This wholesaler has carved out a niche in air braking systems for lorries. Since buying Assured Performance out of administration in 2015, it also owns a turbocharger supplier based in Ireland. Exports account for more than half of turnover, and hit £9.4m last year thanks to customers in Russia, the Middle East and Africa. Managing director Mark Luby, 50, started the firm in 2000.




EXPORTING FOR GROWTHFor 27 companies, growing exports has offset declining sales in the UK.

Examples include Parasense (No 32), which makes leak detectors to monitor refrigeration systems. Its UK sales have declined by 35% pa for the past two years, but exports have grown 75% pa thanks to customers in North America, including the US Navy. Other examples are profiled below.

Exports of Stirling Dynamics’s (No 99) flight simulators have offset declining UK sales

18 Alba PowerTurbine maintenance services

Last year it opened a new base in Houston, Texas, to better serve customers in the US

CAGR§ 103.2% Int'l sales £18.1mTotal sales £21.4mEmployees 67Location AberdeenshireFounded 2003

Alba Power repairs turbines, mainly for the power generation and chemical industries. It also has a marine engine division, and introduced a power turbine service line in 2016. Under managing director Terry Alderton, 66, exports grew 103% pa to £18.1m in 2015, although its UK sales fell 22%. To cater for increased demand, the company is doubling the size of the workshop at its headquarters.

85 Process Control Equipment Specialist valves supplier

Struck a £10m deal in 2014 to supply engineering parts to a new chemical plant in Saudi Arabia

CAGR§ 37.1% Int'l sales £5.9mTotal sales £12.2mEmployees 49Location Stockton-on-TeesFounded 1980

When Saudi Arabian multi-billion dollar Sadara chemical plant - the world's largest chemical complex to be built in one phase - starts production later this year, it will be thanks to the valves, pipes and fittings supplied by this Stockton-on-Tees distributor. The contract for this project helped international sales grow 37% pa to £5.9m last year, although its UK sales fell 34% pa. Richard Jackson, 42, is managing director.

99 Stirling Dynamics Aerospace engineer

Carries out specialist engineering work for clients in Japan, the US and China

CAGR§ 27.6% Int'l sales £5.4mTotal sales £7.5mEmployees 90Location BristolFounded 1987

From military jet simulators to autopilots for submarines, this engineering company provides technology and training for the aerospace and marine sectors. It has an office in Florida and also works on-site for its clients, which include Airbus, Lockheed Martin and Mitsubishi. Exports grew 28% pa to £5.4m in 2016, although its UK sales fell 33% pa. Chief executive is Mark Cook, 55.




EMERGING BRANDSThe league table features several brands that are becoming well known, both in the UK and overseas.

Examples include Crafter’s Companion (No 52), which has been selling its crafting essentials, from glitter glue to sewing kits, to customers in the US since 2008. Founder, Sara Davies, is a regular guest on the US TV home shopping channels. Other examples are profiled below.

Kiddylicious’s (No 13) snacks are sold in Carrefour and Aldi stores across Asia and Europe, as well as in Walgreens and Toys R Us in the US

13 Kiddylicious Children's snack manufacturer

Forecasting sales in China of over $1m this year, making the country its largest overall market

CAGR§ 114.1% Int'l sales £1.3mTotal sales £6.4mEmployees 19Location BuckinghamshireFounded 2009

Kiddylicious's baby and toddler snacks are sold in Carrefour and Aldi stores across Asia and Europe, as well as in Walgreens and Toys R Us in the US. Bespoke product development for new markets helped international sales grow to £1.3m in 2015. The firm was launched by ex-M&S food scientist Sally Preston, 52, in 2009.

30 FentimansDrinks manufacturer

Six years ago, Fentimans started focusing on exports, and it now sells to more than 70 countries

CAGR§ 80.2% Int'l sales £5.9m†

Total sales £19.2m†

Employees 38Location NorthumberlandFounded 1905

This firm has been infusing, blending and botanically brewing ingredients to create its mixers and soft drinks since 1905. Strong sales in the US, Belgium and Austria helped overseas sales grow to an annualised £5.9m in 2015. Managing director Eldon Robson, 66, is the great-grandson of founder Thomas Fentiman.

83 Butterfly Twists Footwear designer

Sold in more than 60 countries, as well as on-board British Airways and Aeroflot

CAGR§ 38.4% Int'l sales £4.9m*Total sales £6.5m*Employees 40Location West LondonFounded 2007

Brothers Emmanuel, 34, and Frank Eribo, 32, together with friends Mark Quaradeghini, 34, and Philippe Homsy, 33, started making comfortable, foldable shoes in 2007. Butterfly Twists's pumps, trainers, wellies and sandals are now sold in 60 countries, including Japan and the US, and exports grew to £4.9m last year.




2017 SME EXPORT TRACK 100 LEAGUE TABLE


1 naughtone Furniture designer & manufacturer North Yorkshire May 16 279.90% *†4,480 *†9,617 24 Its furniture can be found in the offices of

Google, Facebook, Amazon and Nike

2 Duronic Consumer products manufacturer Romford Oct 16 274.22% *4,315 *10,789 45 Is planning to expand into the US, India and the

Middle East

3 [56]

Xceed IT management consultancy Central London Nov 15 180.93% 10,131 20,239 141 Helps global banks to migrate their services to

the cloud

4 October Films TV programme maker Central London Oct 15 175.12% 18,366 23,325 75 Opened an office in New York in 2014, helping it

attract commissions from US TV networks

5 AerFin Aircraft & spares services Caerphilly Dec 15 159.17% †9,264 †15,332 40 Last November it delivered a reconditioned

Embraer 170 to Austrian airline People’s Viennaline

6 Quinshield Industrial building manufacturer Carmarthenshire Dec 15 149.05% 3,218 8,546 101 Has made more than 23,000 glass-reinforced

products since it was set-up in 1993

7 Stiltz Lifts Lift manufacturer West Midlands Dec 16 145.97% *3,186 *8,370 100 Its freestanding lifts have been retrofitted into

homes in more than 20 countries

8 Anthesis Consulting Group Sustainability consultancy Oxford Dec 15 135.23% 3,743 6,893 100 Has made ten acquisitions, including companies

in Europe, North America and the UAE

9 Holovis Special effects developer Leicestershire Jan 16 131.77% 8,603 10,286 61 Created a 3D virtual reality planetarium at New

York's American Museum of Natural History

10 RHA Personal audio product designer Glasgow Mar 16 129.27% *4,789 *6,164 42 Apple sells its headphones through its stores

and website

11 [16]

CDEnviro Specialist waste recycler County Tyrone Dec 15 126.84% *3,204 *9,400 44 Installed Australia’s first facility for recycling litter

and leaves collected from roads

12 Amido Cloud technology consultancy Central London Mar 16 124.21% *1,688 *5,512 67 Says the reputation of the UK's ecommerce

industry has helped it win international customers

13 Kiddylicious Children's snack manufacturer Buckinghamshire Dec 15 114.11% *1,279 *6,375 15 Is forecasting sales in China of over $1m this year,

making the country its largest overall market

14 BULK POWDERS Sports nutrition brand Colchester Dec 16 113.36% *11,029 *23,785 100 Its whey protein and superfood powders are

popular with bodybuilders in Europe

15 Salecycle Marketing technology developer Tyne and Wear Mar 16 112.93% 3,693 8,956 112 Tempting customers back to their booking, it has

helped Virgin Atlantic increase online sales by over 5%

16 Search Laboratory Online marketing agency Leeds Oct 16 109.14% *3,439 *9,713 130 Its multilingual staff run search engine marketing

campaigns for clients in more than 18 countries

17 Divine Chocolate Chocolate manufacturer Central London Jun 16 106.23% *6,322 *12,062 23 Is planning to start exporting to countries such

as UAE and Thailand

18 [25]

Alba Power Turbine maintenance services Aberdeenshire Dec 15 103.24% 18,110 21,375 67 Has customers in 16 countries, including the US

and Australia

19 [32]

HighQ Cloud collaboration software developer Central London Apr 16 101.79% *4,080 *10,583 190 Has offices in New York, Amsterdam, Frankfurt,

Sydney and Ahmedabad

20 PKL Group Catering equipment provider Cheltenham Apr 16 99.91% 6,814 17,937 87 Provided temporary kitchens at last year's Rio

Olympics

21 Wesley Coe Medical device manufacturer Cambridgeshire Mar 16 99.82% 1,865 5,586 63 Its products range from dental implants to

artificial saliva

22 Digiflex Consumer products retailer Essex Mar 16 99.58% *2,346 *5,237 24 Plans to launch its own international website

this year

23 [27]

Miura Systems Payment hardware provider High Wycombe Dec 15 97.52% 20,209 24,819 44 Has sold more than 1m payment devices around

the world

24 M&M Contractors Infrastructure services provider Belfast Oct 15 95.37% *3,254 *11,830 46 Helped to lay 4,600km of subsea fibre-optic

cables between the UK and the US

25 [4]

PrivateFly Online private jet hire St Albans May 16 95.26% *7,000 *14,700 27 Opened an office in Miami last year to serve the

growing US market

Rank[2016]

Int'l sales £000







26 Minerva Research Labs Cosmetics supplement developer Central London Jul 16 93.60% *2,536 *6,324 37 Its collagen liquid food supplements are

manufactured in Japan and sold worldwide

27 [39]

Lawton Communications Group Digital marketing agency Southampton Dec 15 86.71% 4,486 8,385 92 Helped launch camel milk from Australia’s first

commercial-grade camel dairy

28 [35]

Pet Brands Pet accessory manufacturer West Yorkshire Jan 16 82.34% *4,133 *10,271 42 Its 42,000 square foot warehouse in Shanghai

supplies international customers

29 LPW Technology Metal powder manufacturer Cheshire Aug 15 82.22% *5,495 *7,380 36 Customers as far afield as Israel and China use

its powders in their 3D printing

30 Fentimans Drinks manufacturer Northumberland Dec 15 80.21% *†5,894 *†19,250 38 Its botanically-brewed drinks are popular in the

US, Belgium and Austria

31 Touch Associates Event communications agency Surrey Dec 15 79.43% †8,918 †14,861 43 Uses technology and digital content to encourage

audience participation at its hi-tech events

32 Parasense Refrigeration monitoring system manufacturer Gloucester Dec 15 74.65% 4,745 5,372 70 Has exported its military-grade leak detection

devices to the US since 1996

33 CashFlows Payment services provider Cambridge Dec 15 73.26% 9,353 19,909 59 1,500 businesses across the UK and Europe use

its technology to accept online payments

34 [52]

Equator Design Food packaging consultancy Manchester Dec 15 73.19% 10,392 16,924 242 Designed own-label packaging for Aldi stores in

the US and Ireland

35 Grant Barnett Umbrella maker Hertfordshire Dec 15 71.74% 2,146 10,051 25 Designs and exports fashion-inspired umbrellas,

Wellies and rain jackets, primarily to Europe

36 Paladone Gift wholesaler West Sussex Jun 16 67.55% *8,607 *22,981 66 Exports novelty gifts to over 70 countries and

has offices in Miami and Hong Kong

37 Loadhog Returnable packaging maker Sheffield Dec 15 63.62% 3,297 7,653 69 Has an environmentally-friendly glass cleaning

facility in Portugal

38 Hangerworld Hangers & accessories retailer Blackpool Jun 16 62.03% *†1,919 *†7,163 70 Sends clothes hangers all over the world from its

60,000 sq ft warehouse in Blackpool

39 [49]

Simworx Special effects developer West Midlands Dec 15 62.02% *4,780 *9,622 27 Installed Colombia's first 4D cinema, which

includes water, wind and motion effects

40 [50]

Grenade Sports nutrition developer Solihull Dec 15 61.49% *4,356 *8,563 16 Exports to markets as diverse as Brazil and Iraq

41 Gymshark Online activewear retailer Worcestershire Jul 16 61.04% *7,523 *12,841 53 Has over 3m social media followers in more than

150 countries

42 [37]

Cult Wines Wine merchant

Southwest London Aug 16 60.37% *5,951 *20,409 21 Manages wine investments for more than 1,700

clients in 60 countries

43 Net World Sports Online sports goods retailer Wrexham Sep 16 59.88% *6,936 *11,867 62 Sells 100,000 football goals a year, making it the

world's largest supplier

44 Welland Power Generator manufacturer Spalding Mar 16 59.16% 10,587 12,911 22 Its generators are sold worldwide through local

importers and wholesalers

45 Crittall Windows Steel window manufacturer Essex Apr 16 57.71% †4,491 †14,427 179 Supplied over 4,000 windows for a new faculty at

an Ivy League university

46 [60]

REPL Group IT consultancy Warwickshire Mar 16 56.96% 5,111 12,434 149 80% of its international sales are in the US

47 Packaging Automation Tray sealing equipment manufacturer Knutsford Sep 15 56.86% 2,478 7,663 98 Has distributors as far afield as Turkey, Australia,

Canada and Colombia

48 [38]

Lineup Systems Advertising technology developer Central London Jun 16 56.81% *5,677 *7,373 85 Its software comes in 21 languages and has

8,000 users across 33 countries

49 Professor Puzzle Puzzle maker

Southwest London Jun 16 56.65% *3,467 *8,002 34 A street seller in Calcutta taught the founder how

to make puzzles, inspiring him to start the business

50 Vegware Recyclable packaging manufacturer Edinburgh Jan 16 56.06% 2,390 11,820 51 Among its customers across four continents are

eco-conscious consumers in Barbados


Rank[2016]

Int'l sales £000







51 [55]

Red Paddle Co Watersports equipment designer Devon Feb 16 55.89% *5,713 *9,602 17 Says it has an 18% share of the global market for

inflatable paddleboards

52 Crafter's Companion Craft products retailer County Durham Mar 16 55.02% 5,985 15,262 63 The founder is a regular guest on home

shopping channels in the US

53 Language Connect Translation services provider Central London Sep 16 54.89% *1,861 *7,072 60 Its international network of 6,000 freelancers can

translate more than 150 languages

54 [18]

AHC Pensions communications consultancy Wakefield May 16 54.21% *1,642 *6,591 70 Has offices in Minneapolis and Melbourne

55 Condeco Software Workplace management software Central London May 16 53.58% *10,350 *19,470 272 Secured $30m from Highland Capital Partners last

June to fund expansion into the US, Europe & Asia

56 Angst Productions Film & TV producer Central London Dec 15 53.47% 10,061 13,201 7 The relaunched US version of Whose Line is it

Anyway? is now in its fifth series

57 Mini-Cam Pipeline inspection system manufacturer Warrington Jan 16 53.43% *3,442 *10,607 35 Municipal authorities in more than 40 countries

use its cameras to check sewer pipes

58 Clyde Space Satellite manufacturer Glasgow Apr 16 52.85% *3,995 *5,257 75 Builds builds 6 'flight-ready' mini-satellites each

month in its 'cleanroom'

59 Foregenix Data security software developer Wiltshire Sep 16 52.54% *3,509 *5,201 59 Boosted its US sales when it opened a Boston

office in 2015

60 Siderise Group Building insulation developer Bridgend Dec 15 51.82% 1,826 9,086 80 Its fire proofing materials are used to protect 40

high-rise buildings in Riyadh

61 [66]

Tomorrow Designer brands wholesaler East London Dec 15 51.82% *14,975 *17,155 41 Its 20,000 sq ft showroom in Paris promotes up-and-

coming brands during the city's fashion weeks

62 [22]

The Appointment Group Travel & events agency West London Dec 15 51.60% 6,500 17,774 289 In December it bought a Sydney-based events

company as it expands in the Asia Pacific

63 Elstead Lighting Lighting manufacturer & distributor Hampshire Jul 16 51.38% *3,866 *10,063 107 Sells more than 2,000 decorative lighting

products to customers in 60 countries

64 SBD Automotive technology specialist Milton Keynes Mar 16 51.05% *5,233 *5,862 83 Is setting up an office in China this year

65 AGR Automation Hi-tech machinery developer Arbroath Dec 15 46.02% 14,807 15,784 98 Works multinational pharmaceutical and medical

device firms

66 Hydro Group Subsea engineering services Aberdeenshire Mar 16 45.44% 4,243 10,566 111 Launched its new US division in Florida last year

67 LA Micro UK IT reseller Windsor Apr 16 45.09% *9,620 *17,132 37 America and China are two growth markets for

this IT supplier

68 Baldwin & Francis Switchgear manufacturer Sheffield Mar 16 44.60% 9,605 11,601 68 Designed a ring main to control unmanned

wellheads for the Abu Dhabi National Oil Company

69 [70]

Global Infusion Group Global events caterer Buckinghamshire Dec 15 44.10% 8,556 17,016 130 Its chefs created bespoke canapés to help

launch the Michelin Guide in Shanghai last year

70 Phoenix Business Solutions Software consultancy Central London Jul 15 43.84% 5,605 12,669 71 Its software is used by more than 300

professional services firms globally

71 Talley Group Medical device manufacturer Hampshire Oct 15 43.49% 11,129 23,809 210 Hospitals in Finland, the US and Australia use its

medical devices

72 LEEC Mortuary equipment manufacturer Nottingham Apr 16 43.27% 2,478 7,226 61 Makes mortuary and anatomy equipment for

hospitals and universities in Russia

73 [78]

ASE Global Car dealership consultancy Manchester Dec 15 43.26% 12,126 18,866 249 Acquired Austrian software firm E-Dentity in

2015

74 Highlander Outdoor Outdoor equipment supplier Livingston Feb 16 42.80% 2,467 8,391 38 Supplies disaster relief and shelter equipment to

the United Nations

75 Xiros Medical device manufacturer Leeds Mar 16 41.66% 10,369 10,869 104 Helped by an extensive distributor network, 95%

of its sales are exports


Rank[2016]

Int'l sales £000







76 Glassworks Visual effects agency Central London Sep 15 40.86% 5,974 10,020 72 Its international clients include Nike, Toyota and

Coca Cola

77 [85]

McGavigan Decorative plastics manufacturer Glasgow Dec 15 40.45% 18,776 19,332 324 Opened an office in Japan last year to help meet

increased demand in Asia

78 M Squared Lasers Laser designer & manufacturer Glasgow Feb 16 39.28% 6,507 8,532 75 Its advanced laser systems are used by Nobel

prize-winning scientists

79 Mec Com Contract engineering manufacturer Stafford Dec 15 39.01% 6,711 12,165 121 Its factory in Romania manufactures engineering

components for its customers in Europe

80 [88]

A-Safe Safety barrier manufacturer Halifax Dec 15 38.75% 12,684 19,670 104 Heineken's brewery in the Netherlands installed

its barriers last year

81 [29]

The Knowledge Academy Training provider Bracknell Mar 16 38.74% 7,359 24,023 178 Its 30,000 courses are studied as far afield as

Malaysia and Argentina

82 [57]

European Braking Systems Vehicle brakes wholesaler Manchester Mar 16 38.66% 9,355 18,268 79 Owns Ireland's largest turbocharger supplier

83 [31]

Butterfly Twists Footwear designer West London Mar 16 38.43% *4,877 *6,500 40 Sold in more than 60 countries, as well as

on-board British Airways and Aeroflot

84 TBA Creative agency Central London Dec 15 37.67% 4,191 17,507 30 Delivers more than 120 live events a year across

the globe

85 Process Control Equipment Specialist valves supplier Stockton on Tees Jun 16 37.08% 5,866 12,194 49 Struck a £10m deal in 2014 to supply engineering

parts to a new chemical plant in Saudi Arabia

86 [46]

Coryton Advanced Fuels Specialist fuel manufacturer Essex Jun 16 36.92% †7,368 †11,387 36 Provides specialist fuels for clients in 26

countries, including Germany, Japan and the US

87 [92]

Kent Brushes Brush manufacturer

Hemel Hempstead Dec 15 35.93% 2,415 6,829 47 Exports its handmade clothes and hairbrushes

to 65 countries

88 The Brecks Company Cereal manufacturer North Yorkshire Mar 16 35.82% 4,806 13,306 76 Last year it struck a deal with Finnish firm Raisio

to make Honey Monster Puffs in the UK

89 [10]

Andusia Waste exporter Hertford Mar 16 35.09% 17,408 17,447 11 Exports 50 truckloads of waste to Europe every

day

90 [53]

Séraphine Maternity clothing retailer Central London Mar 16 33.90% 9,188 13,782 63 Opened its first store in Dubai last year

91 [96]

Kit for Kids Children's products manufacturer Kent Feb 16 33.87% 2,276 7,437 132 Its products are sold in over 30 countries

92 Pulse Group Creative agency Central London Sep 15 33.39% 10,376 14,666 42 Opened an office in Rio de Janeiro last year, its

third international outpost

93 [65]

Sygnature Discovery New drug researcher Nottingham Mar 16 32.30% 5,827 12,330 133 Is moving into Nottingham's £30m bioscience

incubator, BioCity, later this year

94 Ndemic Creations Computer games developer Bristol Mar 16 31.60% *7,916 *8,582 8 Says over 85m players worldwide have

downloaded its Plague Inc game

95 Exclaimer Auto-signature software developer Farnborough Sep 16 31.42% *5,437 *7,049 64 Its software is used by 25,000 customers in more

than 150 countries

96 Charlie Bears Teddy bear wholesaler Cornwall Jun 15 29.41% 1,771 7,612 25 Has a dedicated website for Australian collectors

97 Preqin Data services provider Central London Dec 15 29.27% 17,839 21,018 252 Its data is used by investors in more than 90

countries

98 Merlin Cycles Online bike retailer Lancashire Oct 15 27.72% 8,220 17,094 34 Exports road and mountain bikes, and cycling

components and accessories, to 50 countries

99 Stirling Dynamics Aerospace engineer Bristol Jun 16 27.55% 5,412 7,451 85 Carries out specialist engineering work for clients

in Japan, the US and China

100 Medtrade Medical device developer Crewe Feb 16 27.52% 18,043 19,732 46 Its patented range of gauzes and dressings are

used by the US military and security agencies


Rank[2016]

Int'l sales £000






METHODOLOGY

The SME Export Track 100 league table ranks the UK’s privately-owned small and medium-sized (SME) companies with the fastest-growing international sales over their latest two years of available accounts, i.e. between 2013 and 2015, or 2014 and 2016. SMEs are defined as companies with total sales of £5m to £25m in their latest year of available data; whereas, our International Track 200 ranks larger exporters with total sales of more than £25m.

Qualification criteriaCompanies were ranked on their compound annual growth rate (CAGR) in international sales over their latest two years of available accounts. International sales were defined as declared non-UK revenue. Of the 100 companies on the league table, 41 had financial years ending in 2015, 59 had financial years ending in 2016.

Limitations: The research is based on the limited available data on international sales. Some firms that file full accounts do not disclose a geographical breakdown of sales, and many firms file abbreviated accounts, which are not necessarily required to be audited.

Qualification criteria also included:

• UK registered, unquoted and not subsidiaries• Annualised base year international sales greater than £150,000

(2013 or 2014)• Annualised latest year total sales of £5m to £25m (2015 or 2016)• International sales greater than 20% of total sales in latest year

i.e. greater than £1m international sales• Year-on-year international sales growth in the latest from year

from 2014 to 2015, or 2015 to 2016• An operating profit in the latest year (2015 or 2016)• Trading weeks in the base and latest years have to exceed 25



Research approachThe research was conducted by the Fast Track research team predominantly between October 2016 and January 2017. Companies were selected from a database of around 1.8m private companies in the UK followed by extensive desk-based research.

Most companies on the league table were interviewed over the telephone and / or visited by the Fast Track research team.

DisclaimersThese companies are not endorsed, guaranteed or recommended by Fast Track or the sponsors of SME Export Track 100. They are not necessarily the best-run companies, and are ranked on historical international sales growth to the latest available financial year end.

Some exceptions were made to the qualification criteria set out above. The compiler’s decision is final and no correspondence will be entered into.



Lloyds Banking Group is delighted to be the new title sponsor of SME Export Track 100.

At Lloyds Bank and Bank of Scotland, we are committed to helping businesses of all sizes and sectors, giving them the funding and support they need to fulfil their growth ambitions at home and abroad. We are working closely with the Government and have planned to help a total of 25,000 new exporters by 2020. This is part of our pledge to help Britain prosper.

lloydsbankinggroup.com

lloydsbank.com/globaltrade

bankofscotland.co.uk/business

@LloydsBankBiz

Gareth OakleyManaging Director, SME Banking

SPONSORS & MEDIA PARTNER

Fast Track would particularly like to thank Lloyds Banking Group, DHL Express, Heathrow Airport, and Exporting is GREAT, for their sponsorship, and media partner The Sunday Times for their continued support of the SME Export Track 100 league table in its third year.

The sponsors do not endorse, guarantee or recommend investment in any of the companies.

Sponsors



DHL Express is a main sponsor for the first year.

DHL is the global market leader in the international express market, specialising in time and day critical shipment delivery to all corners of the world. It ensures your products are quickly and reliably delivered to your customers all over the world, providing tailored delivery options and returns. DHL also provides expert advice for UK businesses looking to expand into global markets and advises on everything from delivery options on your website to the intricacies of customs duties and taxes.

dhlguide.co.uk

@DHLExpressUK

Ian WilsonChief executive, DHL Express UK & Ireland

Heathrow is a main sponsor for the second year.

Heathrow, the UK’s hub airport, is home to more than 80 airlines connecting to more than 180 destinations, and every year Heathrow welcomes over 75m passengers. These connections drive the UK economy by connecting British businesses to the world’s established and emerging markets. Heathrow is also Britain’s most important port, carrying more freight, by value, than any other UK airport. Air freight accounts for 40% of the UK’s imports and exports and most of that comes through Heathrow.

https://your.heathrow.com/takingbritainfurther/

@yourHeathrow

Emma GilthorpeExecutive director

© 2013 Fast Track 100 www.fasttrack.co.uk



The government’s Exporting is GREAT campaign is supporting SME Export Track 100 for the second year.

Exporting is GREAT aims to inspire and support UK companies to export overseas and provides free tools, advice and support for new, occasional or frequent exporters. The find a buyer service enables businesses to become part of a new searchable directory of UK exporters which government will use to match their products and services with worldwide demand. Businesses can also access the best ecommerce opportunities via preferential deals with the world’s largest online marketplaces and review live export opportunities.

great.gov.uk #ExportingisGREAT

#ExportingisGREAT

Iain DeyBusiness editor

Media partner

The Sunday Times has been Fast Track's media partner for all 20 years.

The Sunday Times is Britain’s No 1 newspaper for business, and the leading broadsheet newspaper attracting over 3m readers every week. More than half (54%) of the business elite read The Sunday Times, a greater market share than any other publication, according to the latest Ipsos survey.

thesundaytimes.co.uk

Liam FoxInternational Trade Secretary



ABOUT FAST TRACKCompiler & publisher

Hamish Stevenson owns and runs Fast Track, which he founded in 1997 after securing cornerstone sponsorship from Richard Branson. He works closely with leading entrepreneurs, sponsors and media partners to try to ensure their expectations are exceeded, and that they remain engaged with the alumni network.

He is an associate fellow at Green Templeton College, Oxford University, where he completed his masters and doctorate in management studies and subsequently set-up and held the Virgin research fellowship in entrepreneurship.

The authorsRichard Tyler leads Fast Track’s research and editorial, working closely with sponsors and companies within our network.

He was the enterprise editor of The Daily and Sunday Telegraph for nine years, covering private companies and government policy towards business. He trained in journalism at Euromoney, part of The Daily Mail & General Trust, after completing his degree at Manchester University.

Ying Chen is responsible for managing the SME Export Track 100 research.

Before joining Fast Track in 2005, she worked for the Beijing subsidiary of French consultancy Metizo, and managed HR for City Centre Bistros. She has a masters in HR from Oxford University’s Said Business School, and a degree in English from Beijing Foreign Studies University.

Support was also provided by Fast Track researchers Claire Wheeler, Michael Cook, Malcolm Gilmour, Eva Gronbech, Mike Harding, Laura Kebble, Chris Marshall; and freelancers Kaye Johnson, Claire Harrington and Ashley Cavers.



CONTACT DETAILS

Fast Track Angel Court 81 St Clements Street Oxford OX4 1AW

Tel: 01865 297 100 Fax: 01865 297 001

Email: [email protected] Web: www.fasttrack.co.uk twitter: @ST_SMEexport

Fast TrackSME Export Track 100 is compiled by Fast Track, the UK's leading face-to-face networking events and research company, which ranks top-performing private companies and entrepreneurs.

Fast Track has compiled league tables on private companies in partnership with The Sunday Times for the last 20 years. It publishes six other annual private company league table awards programmes:

Tech Track 100 ranks Britain's private TMT companies with the fastest-growing sales

Fast Track 100 ranks Britain’s private companies with the fastest-growing sales (excluding tech companies)

International Track 200 ranks Britain's mid-market private companies with the fastest-growing international sales (total sales over £25m)

Profit Track 100 ranks Britain's private companies with the fastest-growing profits

Top Track 250 ranks Britain’s leading mid-market private growth companies with the biggest sales (next tier down from Top Track 100: £115m to £630m with a minimum 5% growth in sales or profit)

Top Track 100 ranks Britain’s private companies with the biggest sales (£630m to £20bn)

Fast Track is based in Oxford with 24 staff, and a network of freelance researchers.

research report 2017 - fast track · [2016] int'l sales £000 ... and norway, and decorative...

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