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Keep Your BusinessFighting Fit

Winning New Business Abroad

UK Trade & Investment

September 2010


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www.ukti.gov.uk Winning New Business Abroad 3

Agenda

Why look abroad? The business benefits of trading abroad

What opportunities are out there? The business benefits of trading abroad

Avoiding the pitfalls

The Export Process strategies for success

Analysing your competitors Understand your key competitors

How to get started in International Trade What support is available?


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UK Trade & Investment is the leadGovernment organisation that

supports companies in the UK doing businessinternationally

and overseas enterprises seeking to locate in theUK

WhoAreWe?


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Why Export?


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Why Export?

Sell more increase turnover improve profits

Increase volumes reduced unit costs

Improved cash-flow leveling of seasonal demand

Command higher margins in some markets

Financial


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Why Export?

Reduce exposure to domestic market

If you dont export you are only competing for abigger slice of the domestic pie

Extend product life cycles use obsolete stock

Strategic


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Why Export?

Operational

Exposure to new management practices, newproduct and marketing ideas

Exporters shown to be more adaptable to newtechnology and best practice

More highly-skilled workforce

Better staff retention


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Why Export?

Additional Benefits

Higher company profile PR opportunities Improves domestic competitiveness Its good fun!


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Improve productivity

Achieve levels ofgrowth not possible

domestically

Increase commercial lifespan of products

Improve financial performance

Increase resilienceof revenues and profits

10/04/2011 Presentation title 10

Companiesthat Export;


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SoWhyWouldnt You Do It?The BenefitsAreObvious!


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Barriersto Export

Fear

Otherpriorities

Language/

Culture

Too muchhassle

No strategy

Cost

Resource

Knowledge



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Still Interested?


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Are You Readyto Export?

Do you have an exportable product or service?

Is your product selling in the UK?

Have you already received export enquiries/sales?

Do you have the capacity to increase production?

Do you have finance available?

Have you researched any markets?



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Do Not Jump In

Does your product or service REALLYmeet or better

international competition (USP, value-add)? Have you got the budget and time?

Can you afford to be away from home/business forextended periods?

Are you

REALLYcommitted to the idea?

Speak to people


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Its essential to develop an export plan

This will help identify where you are now, whereyou are going and how to get there


Roadmap


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Focuson 1 or 2 Markets


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Whatever your productor service;asa potentialexporteryoumustunderstand keyissuesincluding;


Commitmentand Planning

End userneeds

Rules andregulations

Costing andpricing

Customercare

Competition

Culturalfactors


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Go Deeper Who?

Finance

Competitors

Routes

Regulations

Protection

Liability

Nuts and bolts

Getting paid



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Returntothe Basics

Does your product or service REALLYmeet or better

international competition (USP, value-add)? Have you got the budget and time?

Can you afford to be away from home/business forextended periods?

Are you

REALLYcommitted to the idea?

Speak to people


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Know Your Competition

It paystodoyour homework...


CompetitorNames &locations

Companiesthat already

export tothat market

Brands &productranges

Promotional

tactics

Prices

Distributorsand

stockists

Strategicpartners


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Practicalities

Be prepared to deal in Euros or US Dollars,remember fluctuations

Carefully consider payment terms protect yourself Speak to a couple of freight forwarders

Is the packaging you use suitable for internationaltransportation?

Remember extra costs associated with exporting Extended delivery times


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Tuning-In

Know your customers tune into local tastes andpreferences

Be ready to adapt your brochures, website, manuals Understand the concept of many markets

Dont expect your customers to speak English


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Speak Their Language

To seriously market to a global audience you haveto approach them in their language

Translating isnt just about demonstrating respect it increases business in a target country

Dont be satisfied with a handful of non-Englishvisitors!

Gain an edge over your competition by embracingthis concept

The +44 test

Think global act local


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And...

V

isit, visit and visit again! Immerse yourself

Look after your customers and partners

Follow-up


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So How Can UKTI Help?


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BusinessOpportunitiesService FREE www.uktradeinvest.gov.uk & market information

Overseas Market IntroductionService support to your detailed brief sourced by one ofthe 200 commercial posts around the world.Cost around 250 to 2,000 - generally adetailed report/listing would be 1,000

Export Market ResearchScheme up to 50%towards cost of professional report andassociated market visit

Find Customers


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Passport to Export the perfect way to get

you started

ExhibitionSupport Solo and TAP up to1,800 support

Export Communication Review subsidised

professional review

Marketing


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SMEs

New or novice exporters

Looking to enter first overseas market(s)

Intensive package of support

25 hours of support from UKTI overseas

5 days of ITA time

Training day/workshop 5,500 matched funding

1,000 registration fee

Passportto Export


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UKTI Action Plan ITA Support

Passport to Export - Workshop

Market Research OMIS

Promotional Materials Passport &

ECR

Market Visits Exhibitions andBusiness Meetings



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A TrulyGlobalOrganisation


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You Can Do It Trading abroad is an extension to trading in the UK

with a number of additional factors to consider

If you can sell to a customer in Peterlee, chancesare you can sell to one in Portugal!

USP, value-add and competitive pricing are key

Remember local tastes, preferences and culture Exporting should be done in a planned way for

maximum success

Whatever your business, youarenotalone.UKTI canhelp youeverystep oftheway!


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What Next?

CallInternational Trade Hotline

08450 505054

Speak toan International TradeAdviser


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