Welcome aboard! Simon Grandidge Presentation title - edit in the Master slide 2
Tuesday 17 January 2017 Morning agenda: 08:30 Truck launch - finding opportunities for you and your business 09:30 Silverstone Technology Cluster - your ideal hub for growing business 10:30 Going Global Digitally - E-marketplace opportunities for UK retailers and brands 11:30 Tour of the Silverstone Park Metrology Facility Afternoon agenda: 12:30 Solving problems around the world: Chris Walker, Director, CEO Diamond Hard Surfaces 13:30 Delivering the Future: Christopher Barnatt, University of Nottingham 14:30 Open forum - ask the experts 15:30 Tour of the Silverstone Park Metrology Facility 3
Finding opportunities for you and your business Stéphane Lambotte Presentation title - edit in the Master slide 5
Mission • Support UK companies to grow their business through international trade. • Connect UK business to the world’s top commercial opportunities. • Attract high quality inward investment to the UK. • Establish whole-of-government relationships with major wealth creators. • Increase exports and investment. 6
How exports benefits the UK economy 1 60% in 4 jobs EXPORTS Makes businesses contribute more COMPETITIVE, in the UK are about PRODUCTIVE linked to OVERSEAS of GDP GROWTH and RESILIENT BUSINESS 7
Why export? Improve financial performance and increase the resilience • of revenues and profits • Achieve levels of growth & economies of scale not possible domestically • Spread business risk £100,000 • Increase returns on investment in R&D of ADDITIONAL • Increase the commercial lifespan SALES of products and services were made on average within 18 MONTHS • Employ more staff and recruit of working with DIT highly-skilled people 8
East Midlands International Trade Team • 25 International Trade Advisers Generalists and Specialists dedicated to helping East Midlands businesses export. • Specialists: – Biotechnology and Healthcare – Construction and Environment – Food and Drink – High Performance Technologies – Rail and Manufacturing – Digital Economy / E-commerce – Market Research – Language & culture • East Midlands businesses receive impartial and confidential support tailored to their sector . 9
You are not alone International Trade Advisers – Generalists and Specialists International Communication Consultants Language and Communication Specialists Market Research Advisers Digital Advisers Overseas Commercial Officers UK Export Finance Local Enterprise Partnerships (LEP) UK and Overseas Chambers of Commerce and Overseas Business Networks 10
DIT Trade Services Portfolio • Market Research • Exporting is GREAT Opportunities • e-Exporting Identify • Overseas Market Introduction Service (OMIS) Research • Tradeshow Access Programme (TAP) Plan & Prepare Learn • Trade Missions Communicate • Events, Seminars and Webinars Visit & Meet • Masterclasses Communicate & Negotiate • Universities Post Graduates Agree terms of contract • UK Export Finance Ship and Get Paid • Open to Export Deliver & Support Help to grow & Nurture • New Digital Offe r Find New Market(s) 11
UKEF Mission We aim to ensure that no viable UK export fails for want of finance or insurance • Reducing or removing the risk of non – payment from the Products overseas buyer and services • Helping to support a bond offering which is a requirement that support of the contract the exporter • Assisting with working capital requirements Products • Providing guarantees to banks on the loans they give to and services overseas buyers to purchase goods and services from UK that support suppliers the overseas • Direct lending to the overseas buyer so that they have the buyer funds to purchase goods and services from UK suppliers
Open to Export Open to Export is the online community helping UK businesses get ready to sell overseas. Backed by Government and business, we are a not for profit social enterprise dedicated to helping UK companies grow through export. • Obtain a Free Business Plan Template • Register for Free Webinars • Get bespoke answers to meet business needs in new markets • Access practical information from getting started through to cultural essentials • Connect and engage with a range of exporters and service providers 13
New Digital Offer : www.GREAT.gov.uk 14
Export Marketing Research – identifying opportunities Identifying and accessing the opportunities Presentation title - edit in the Master slide Presentation title - edit in Header and Footer 16
The purpose & benefits of marketing research • Marketing research provides information which informs export strategies and plans • This information relates to many things such as; • Market size • Pricing • Market structure • End user perceptions, needs and wants • Competitor activity • Trends and regulations • Research is then a means to an end • Feeds into the Marketing Mix • It is also a way of de-risking market entry 17
How we can help Identifying where in the world Presentation title - edit in the Master slide Presentation title - edit in Header and Footer 18
Multi-stage support & guidance Stage 1: scoping 1 exercise – Diagnostic understanding needs advice Stage 2: identifying where in the world to target 4 2 In country Market research Selection Stage 3: understanding the target better 3 Stage 4: in-depth Market focus on the target Profile 19
Market Selection Presentation title - edit in the Master slide Presentation title - edit in Header and Footer 20
Market Selection software • One to one consultancy • Where in the world answered • Desk research output • Free software 21
Case study: Educational opportunities in Australasia • Supplier of educational whiteboard products and services • Assumption that Australia would be a good market • Validated by Market Selection • Funded trip to Australia and New Zealand which identified strong potential though significant market differences 22
Case study: Please boss, don’t send me to Barbados! • Long-established exporter tableware exporter wished to know where else in the world to focus activity • Much current (& fruitless) activity focused on Barbados • Assumed UAE would be a good market, but MS flagged up other opportunities too • Useful evidence that Barbados was unlikely to be successful! 23
Market Profile Presentation title - edit in the Master slide Presentation title - edit in Header and Footer 24
Access data from source such as Euromonitor • International comparative data 25
Profiling the market Country reports Comparative data across key metrics 26
Other desk research sources • There are numerous types of readily available desk research resources: • published research reports & data eg CIA World Factbook • Business lists and directories eg Kompass • International trade statistics • Trade association & journal information • Government departments • Linkedin & other social media 27
In country research – digging deeper Presentation title - edit in the Master slide 28
Case study: environmental consultancy • Environmental consultancy utilised DIT funding to undertake primary research in New Zealand • The company advises local authorities on how to optimise communications to inspire behavioural change to minimise waste • Face to face interviews and focus groups conducted with government officials, NGOs and members of the public • Tied in with a relevant conference taking place at the same time The research identified a viable consultancy • market and informed an entry plan based around a business model which would provide the country with strategic guidance as well as bespoke advice 29
Questions? Presentation title - edit in the Master slide 30
Q & A • Can I spend time / get a photo opp. with a Cabinet Minister ? • How is the government going to safeguard access to the Euro market ? • What do you feel the effects of Brexit will have on our exports ? • What does Brexit mean for my European and USA exports and my imports ? • Are there more opportunities for us ? • Best way to identify new projects • How do you future scape ? 31
Q & A • How can you help support the exploration of specific export markets and channels ? • Does DIT have a budget to purchase market reports for our sector that we can have access to ? • Information gathering - New Markets 32
Q & A • What support is available for Companies who wish to start exporting a service/product and is ongoing support available? • Making exporting easier • What is the one thing a business can do to start the ball rolling on exporting internationally ? • What support is currently available to my business to help me export more ? 33
Q & A • For small businesses, what's the best resource for on-demand advice on tax (particularly VAT) when exporting ? • Indian taxation • Vat registration abroad • What is the best currency to use ? 34
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