EXPORTING FACTSHEET British exporters of all ... - DTI Home Page

EXPORTING
FACTSHEET
British exporters of all sizes are finding and developing new
markets, competing globally and growing their businesses.
INTRODUCTION
The following links will give you an introduction to the basics
of exporting:
Business Link
A comprehensive introduction to the subject, including advice
on dealing with people from different cultures and ten key steps
to successful exporting www.businesslink.gov.uk/bdotg/action/
layer?r.s= sl&topicId=1074026884
INTRODUCTION 1
THE BENEFITS 1
GOVERNMENT SUPPORT
FOR EXPORTERS 5
EXPORTING BODIES 6
The British Standards Institute
A checklist of considerations for newcomers to exporting
www.bsi-global.com/Small+Business/Library+Resources/
export/ei1first.pdf
UK Trade & Investment
Free information and advice on all aspects of exporting
www.uktradeinvest.gov.uk or call the enquiry line on
020 7215 8000
THE BENEFITS
Many companies are exporting successfully from the UK to all
over the world. Read the case studies below to find out how
different businesses have made exporting work for them.
CASE-STUDY
DGC Distribution Limited
E-commerce has enabled DGC Distribution, a Durham-based
music retailer, to fortify international ties.
Objectives
DGC Distribution is an importer and distributor of musical
instruments and accessories, based in Spennymoor, County
Durham. Under the successful brand name Guvnor, the
business designs and manufactures its own range of musical
instruments and accessories to customers in the UK, Ireland,
Europe and the USA.
Examples of products and companies included in this leaflet do not in any way imply endorsement or
recommendation by DTI. Bear in mind that prices quoted are indicative at the time it was published.
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DGC Distribution’s aim was to use e-commerce to avoid
overhead costs and to strengthen existing business
relationships in China.
Solution
DGC set up www.guvnor.com to allow international trade
customers to search the product database, review special offers
and place orders online. It developed a software system which
was fully configured to meet the requirements of the company,
the customer base and the industry as a whole. This included a
unique aggregated shopping cart system and a set of offline tools
which enabled customers list their own products on the site.
Results
DGC has seen an increase of 30% in their annual sales figures
and has projected a further net revenue increase of 40% for next
year. Use of the internet and intranet have also reaped benefits,
enabling the company to source overseas suppliers from the
import lines and to communicate inexpensively with their
manufacturing operations in China. The intranet has given staff
more responsibility in managing customer accounts, which has
increased job satisfaction and employee retention rates.
Simon Cohen, managing director of DGC Distribution said:
“Our success is a great vindication of what small businesses
can achieve through e-commerce. We are a small company with
only six employees, but through determination and a true focus
on our objectives, we have succeeded in creating major
opportunities for growth.”
CASE-STUDY
Frumba Ltd
Thanks to a carefully considered expansion plan, Frumba has
boosted sales of its healthy snack bars across Europe.
Objectives
Established four years ago, Buckinghamshire healthy snack
company Frumba Ltd has a solid UK base selling its snack bars,
which contain over 20 natural energy-boosting ingredients, in
health clubs across the UK. With an increasingly health
conscious European population, Frumba was keen to explore
the potential for its Frum’boost bars. So the company signed up
to UK Trade & Investment’s Passport to Export programme in
summer 2003 in order to find foreign distributors.
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Solution
Together, Frumba and UK Trade & Investment developed an
action plan and set out some goals. Once objectives had been set
and potential markets agreed, they looked at possible distributors.
As part of the Passport to Export programme, potential European
markets for Frumba's products were assessed and contact was
made with embassies. UK Trade & Investment then provided
translation services, flyers publicising Frumba’s products and
market research reports on Holland, Sweden and France.
‘Without UK Trade & Investment we faced a long search with
unreturned calls and blind alleys,’ said Doug Struthers, founder
of Frumba Ltd. 'Our international trade adviser was able to
provide a fantastic list of contacts of potential distributors and
customers, who we then met on follow-up visits.’
Results
Frumba Ltd is now exporting its new range of real fruit snack
bars to Holland, Sweden and France, with possible further
contracts with distributors in Norway and Denmark. The
company expects exports to total several million pounds,
accounting for 50 per cent of its total business within two years.
Frumba is delighted with the results. ‘Our plan now is to
consolidate progress in these markets before moving
further afield.’
CASE-STUDY
Axis Bottling Ltd
New networking opportunities has led to 12 new major
European orders for Axis Bottling
Objectives
North East bottling company, Axis Bottling Ltd started out eight
years ago – bottling still and sparkling alcoholic and nonalcoholic
drinks to a purely UK customer base. Back then, they
had a small staff of eight people and operated from one
warehouse.
Three years ago, they decided to approach UK Trade &
Investment to help develop an exporting strategy to focus on
overseas customers, and to help them with networking in the UK.
Solution
The exporting and networking help and advice provided by UK
Trade & Investment proved invaluable. It enabled Axis Bottling
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to make contact with a range of potential customers at home
and abroad. Additionally they received funding for a Trade
Mission to Iceland, which allowed them to generate even more
contacts. As Malcolm Slatcher, chief executive of Axis says: ‘For
a small company such as ours, the costs of sending staff
overseas can be prohibitive. The support offered through UK
Trade & Investment really can make all the difference.’
Results
In just 18 months, the business has won 12 major European
orders. Axis has expanded across Europe, increasing its
turnover by £400,000 with new customers in Germany, France
and Spain. As Malcolm says: ‘When we started eight years ago,
we had eight staff and one shift per day. We now employ 50
staff and are a 24-hour operation. We have also expanded into a
second warehouse for our finished products.
CASE-STUDY
Cinnamon Aitch
By capitalising on international networking events, Cinnamon
Aitch now distributes its range of greeting cards in the US.
Objectives
Sarah Danby and Sara Burford design handmade greetings cards,
using materials such as beads, sequins, tinsel, foiling and glitter,
from their workshop in the Custard Factory, Digbeth.
The pair met while studying textile design at Nottingham
University and set up Cinnamon Aitch in 1995 to design and make
embroidered scarves, and embroidery for fashion designers.
Their now eleven-strong team produce intricate cards, featuring
geometric shapes, metallic colours, hand-stitched beads and cut
out windows, which are sold throughout the UK in design-led
gift and card shops.
Solution
Sarah and Sara decided to target international markets and signed
up to the UK Trade & Investment Passport to Export programme
in summer 2003. As Sarah said: ‘We knew from our research that
there was a strong overseas market for greetings cards, but we
needed help from people with experience of exporting.’
‘UK Trade & Investment gave us invaluable advice, and thanks
to them we were able to exhibit our cards at the Spring Fair at
the NEC in Birmingham in February 2004. The organisation also
enabled us to visit the National Stationery Fair in New York in
May 2004, funding 50 per cent of our costs.’
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Results
The company met two US distributors at the Spring Fair, and
Sarah was able to follow up these leads and secure further
meetings in New York during the National Stationery Fair.
This resulted in both distributors placing orders for a range of
Cinnamon Aitch cards – amounting to over £10,000.
Sarah added: ‘This is our first export order and, with distributors
in Canada and Australia also interested, we expect many more
to follow.’
You can find more case studies, information and support on
exporting at these websites:
UK Trade and Investment – The Export Success Database
http://dti.hyperco.net/cgi-bin/Controller.pl?view=2
Business Link
www.businesslink4london.com/advice/resources.cfm?
typeID=3&tax1=18
GOVERNMENT SUPPORT FOR EXPORTERS
Here are the main UK Government websites designed to
help exporters:
UK Trade and Investment
Free information to help you do business internationally,
including business reports and possible business opportunities.
www.uktradeinvest.gov.uk/
DTI Export Control Organisation
Help and advice on changes to strategic export, changes made
to Open General Licences and developments in export control.
www.dti.gov.uk/export.control/index.htm
Europe and World Trade
Information and guidance on European and world trade issues
www.dti.gov.uk/ewt
Directgov
Directgov provides a range of useful links to other exportingrelated
websites
www.direct.gov.uk/QuickFind/SubjectDirectory/BusinessAndIndustry
/BusinessArticle/fs/en?CONTENT_ID=4003462&chk=kevOqh
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HM Customs and Excise website
Advice for exporters on EU enlargement
www.hmce.gov.uk/business/importing/euenlargement/eueexports.htm
General information on imports and exports
www.hmce.gov.uk/channelsPortalWebApp/channelsPortalWebApp.p
ortal?_nfpb=true&_pageLabel=pageImport_Home
EXPORTING BODIES
The following organisations may also be able to help your
business become a successful exporter:
The British Exporters Association
www.bexa.co.uk/default.html
British Chamber of Commerce
www.britishchambers.org.uk
www.chamberonline.co.uk/exportzone
Confederation of British Industry
www.cbi.org.uk/home.html
British Exporters
www.export.co.uk/
DTI is not responsible for the
content of external websites
and inclusion in, or exclusion
from, this list does not imply
recommendation,
endorsement or otherwise
of any company, product
or service. Remember that
technologies and markets
change rapidly so it is always
wise to undertake your own
independent research.
For more information on Achieving best practice in your business:
● Visit our website at www.dti.gov.uk/bestpractice
● Call us on 0870 150 2500 to order from our range of free
best practice publications or visit www.dti.gov.uk/publications
● Contact your local Business Link adviser by visiting the website at
www.businesslink.gov.uk or calling 0845 600 9 006
Published by the Department of Trade and Industry. www.dti.gov.uk
© Crown Copyright. URN 04/1729; 09/04
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