PPMA Gear Up Issue 2

Members Magazine
Expand your
horizons
Issue 2 / Summer 2017
Perfect
partnerships
How finding the right global
partners helped two SMEs
achieve export success
Tom Brake MP
talks Brexit

Members Magazine
The export issue
Editorial
Summer 2017 / Issue 2
3 View from the top
Tom Brake MP discusses the impact of Brexit on UK manufacturing.
Plus, PPMA CEO Dr Andrew Mint unveils the Global Packaging
Report 2017.
4-5 Business intelligence
Which territories offer the greatest export potential? What’s the value
of UK exports? And which sectors are set for the largest growth?
6-7 Success stories
How exports have taken one SME into the big league. Plus, the
importance of local knowledge when expanding overseas.
8-9 Industry events
Focus on Gulfood Manufacturing, plus all the essential dates for your
diary over the next 12 months.
10 Seminars, training and networking
Training and seminars covering everything from sales skills to
project management. And don’t miss our first ever digital marketing
networking event.
11 Linked Up
Conveying firm seeks overseas agents. Plus, how you can connect
with like-minded members.
Editor
Kate O’Reilly
+44 (0)7894 039609
kate.oreilly@ppma.co.uk
Managing Editor
Kirsty Sharpe
+44 (0)1920 821873
kirsty.sharpe@glohouse.co.uk
Editorial Assistant
Lucy Benbow
+44 (0)7971 987761
lucy.benbow@glohouse.co.uk
2017 editorial schedule
To contribute to any of our
forthcoming issues, contact our
editorial team via the details
above.
Autumn
The recruitment issue
(copy deadline 22 July)
Winter
The green issue
(copy deadline 13 October)
12-13 Member benefits
PPMA Group Insurance provider Sutton Winson outlines the
importance of credit insurance when exporting.
14-15 New members
Meet the newest additions to the PPMA family.
15 Get in touch
Contact the PPMA team.
© 2017 PPMA Ltd
The opinions, beliefs and viewpoints
expressed by the various authors and
forum participants on this publication
do not necessarily reflect the opinions,
beliefs and viewpoints of the PPMA Group
of Associations.
2 www.ppma.co.uk

View from the top
Knowledge is power
By Dr Andrew Mint, Chief Executive
Officer of the PPMA Group
Writing this the
morning after the
General Election, it’s
clear that we are
once again faced with
political uncertainty.
Irrespective of our political
allegiances, I’m sure we would all
have preferred certainty and stability
as we enter the crucial Brexit
negotiations, but there will now be
more business challenges ahead at a
time when we perhaps least
wanted them.
For many of our members,
exporting is crucial to the success
of their business and while the
weakened pound may have helped
in the short term, we will need
strong trade agreements with
our partners to deliver long term
security. As we look to the future,
the PPMA will try to listen, adapt and
look at ways we can better support
our members in this area.
So, how can we help? One new
initiative is the Global Packaging
Report, which gives a fantastic
overview of the state of the
global packaging market, region
by region, and should provide a
valuable insight into current market
trends and growth areas. For
SMEs in particular, accessing this
type of information individually
can be financially restrictive, so
the collaborative power of an
association is of real benefit here.
The Global Packaging Report is
available free of charge to all our
members via the login area of our
website – if you have not yet read it,
I would encourage you to do so.
Brexit – why now is the time
for answers
By Tom Brake MP
Trade is part of our DNA. From the
creation of the Company of Merchant
Adventurers of London in the 15th
century and the birth of private
enterprises, to pioneering new
machinery like the steam engine,
inventing the railways and becoming
the world’s first industrial economy, to
becoming one of the biggest financial
centres, our entrepreneurial spirit and
belief in free trade transformed our small
island into one of the most prosperous
countries on earth.
The benefits of exporting are
obvious; simply put, exports accelerate
growth, increase domestic employment
and raise standards of living. For
businesses, exports can offer a huge
economic potential, increased exposure
to more clients and security as risk
can be spread across a wider range of
customers.
Today, our country faces uncertain
times. The decision last June to leave
the world’s largest trading block and our
most important trading partner poses
a monumental challenge to the future
prosperity of our nation. Due to the
failure of the Leave campaign and the
government to articulate a consistent
vision for Britain’s future relationship
with the EU, no one knows what comes
next. Will we stay in the single market,
or become like Norway, Switzerland, or
Canada? Will British companies still be
able to operate freely across European
borders? Will British businesses be
subject to more red tape and more
paperwork? British businesses, small and
large, deserve answers to these looming
questions.
As the Brexit negotiations start
and policymakers like me get on with
disentangling these complicated issues,
let’s remember that our prosperity
has always been built on our unique
entrepreneurial spirit. This spirit has
made us the envy of the world and
succeeded in opening up new frontiers,
conquering new global markets, and
breaking down barriers to trade. The
business community is united in calling
for this approach and for a smooth exit
from the EU and a soft landing.
That’s why my party, the Liberal
Democrats, will continue to make the
case for membership of the single
market and the customs union, and
put our economic interests front and
centre in these negotiations. If British
manufacturing is to prosper in the years
ahead, we will need to listen and work
closely with the business community.
Together we will succeed.
www.tombrake.co.uk
3 www.ppma.co.uk

Exporting
by numbers
business intelligence
With the General Election
behind us (at least for
now), the UK’s withdrawal
from the European Union
is once again at the top of
the political agenda. What
effect will Brexit have on
the export activities of
Britain’s manufacturers?
Will the falling value of the
pound make our products
more attractive to overseas
markets? And outside of
Europe, which territories offer
the greatest export potential?
“It is vital that we remain open for business and negotiate new
trade agreements with the EU and other key markets so that
international markets remain open and accessible as soon as
Brexit is completed.”
Tom Lawton, Partner, BDO
Money matters
£31.4bn
Value of UK exports for March 2017, an
increase of £6.7bn (27%) compared with
March 2016
(HMRC Trade Statistics)
$479.2bn
Value of total UK exports
(New Statesman)
£4.9bn
Value of UK food & drink exports in Q1
2017, up 8.3% on 2016
(Food and Drink Federation)
Opportunity knocks
63
Percentage of global growth in
packaging (2015-2020) that will be
made up by Asia Pacific
(Global Packaging Trends 2017)
40.3
South Korea’s percentage growth in
value during Q1 2017 for UK food &
drink – the highest figure for any UK
export market
(Food & Drink Federation)
7.5
Forecast growth rate as a percentage
for bottled water (2015-2020); the
category with the largest packaging
growth opportunity
(Global Packaging Trends 2017)
4 www.ppma.co.uk

“The UK accounts for 4% of
global GDP. That leaves 96%
of the world to aim for.”
Department for International Trade
Don’t miss…
The Global Packaging Trends report, delivered in collaboration with the PMMI,
is now available to PPMA members via the login area of our website. Providing
in-depth analysis of the key packaging trends across the world, the report provides the
information you need to make an informed choice about the international marketplace
and will help you shape your export strategy.
www.ppma.co.uk/private/logon.asp
Big players
Brexit – threat or
opportunity?
Global growth
$2.4trn
Total value of goods imported into the
US, the world’s leading importer
(World Trade Organization)
44
Percentage of everything the UK sells
abroad that is bought by the EU
(UK Government EU Referendum leaflet)
9The UK is the ninth largest export
economy in the world, behind France
and Germany
(Economic Complexity Index)
64
Percentage of respondents who said
European political uncertainty was
having an adverse effect on their
business
(Annual Manufacturing Report 2017,
Hennick Research)
13
Percentage that the pound is lower
against the dollar than it was on the
day of the Brexit referendum
(Q2 2017 Industrial Trends Survey, CBI)
28
Percentage more of respondents who
said they expect growth in foreign
orders rather than contraction
(Q2 2017 survey, EEF)
$64.4bn
Value of export sales attributed to the
UK’s industrial machinery sector (the
biggest UK export sector) in 2015
(World Trade Organization)
6The top six fastest-growing
manufacturing nations are all in Europe,
led by the Netherlands
(JPMorgan Global Manufacturing PMI)
47
Brazil’s manufacturing PMI – the
country is suffering the steepest
downturn in manufacturing conditions
of 28 countries covered
(JPMorgan Global Manufacturing PMI)
5 www.ppma.co.uk

success stories
Taking UK
packaging
into the
big league
A focus on building
relationships has
helped this British
manufacturer’s export
sales to soar
At a glance
Challenge: How to double the
size of a business in just five
years
Solution: Build and nurture
relationships with key
overseas partners
Outcome: 57% increase in
export sales sees firm named
in Sunday Times Lloyds SME
Export Track league table
When Packaging Automation set itself the
goal of doubling the size of the business
in just five years, it was clear that it
would need to look beyond the UK for its
customer base. At the time, the company
was only dipping its toe into the exporting
waters; in 2013, exports made up just 5%
of its sales. Since then, a commitment to
build and nurture relationships with key
partners across the world has seen it
ranked number 47 in The Sunday Times
Lloyds SME Export Track 100 league table.
The league table ranks Britain’s small and
medium-sized (SME) companies with the
fastest-growing international sales and
Packaging Automation, which appears for
the first time, achieved an impressive 57%
increase in export sales to take it straight
into the top 50.
Product innovation
Packaging Automation supplies packaging
technology to a number of markets,
but predominantly the food industry.
Innovation and the introduction of unique
patented technology has been key to the
company’s success over the last two years,
and has seen it leapfrog its competitors
by offering the highest speed tray sealing
machinery in the world. The increasing
popularity of packaged goods in northern
Europe, North America, the Middle East
and Australia has fuelled the rapid growth
in export sales and by working with
a number of key distributors in these
territories, the firm has been able to share
its technology and packaging knowledge
with food manufacturers and fresh
produce packers around the globe.
Getting to know you
Choosing the right distributors has been
key to Packaging Automation’s overseas
success. “We already had a few established
agents but when we made the decision
to increase our export sales, we identified
the key markets and began to develop
those relationships,” explains Sam Ashton,
Commercial Director. “We targeted markets
where we knew we either already had
relationships with people that were selling
tray sealing equipment, or where we knew
there was going to be demand based on
changes in trends in food packaging.”
However, there have been some
challenges along the way. “The biggest
challenge for us was – and still is –
logistics,” says Sam. “That’s to say, being
able to get large pieces of machinery to
our export markets to hit the lead times
that our customers there require. It’s an
ongoing issue for us – not only being able
to build the equipment quickly enough,
but also factoring in the shipping time. For
example, sending machinery to Australia
incurs a six-week shipping time.” But Sam
is in no doubt that targeting exports was
the right decision for the company: “From
a starting point of just 5% in 2013, exports
now account for 33% of our total sales,” she
reveals.
6 www.ppma.co.uk

An award-winning
export strategy
The importance of innovation and strong relationships
when doing business overseas
At a glance
From left to right:
A shipment of machines ready for the Dutch market
Packaging Automation exhibiting with Australian
distributor Perfect Automation at Auspack 2017
The company supplies packaging technology to
the food industry and has seen a 57% increase in
export sales
Do your homework
Sam has some words of advice for
any other SMEs considering exporting:
“Rather than just looking at markets per
se, it’s more important to consider the
relationships you’ve got with people
in those markets. We’ve had the most
success in territories where we already
knew our distributors through local
networks, or through them approaching
us because they were already aware
of our products and our reputation. If
you simply select an agent who looks
attractive on paper, without already
having a relationship with them, then
you’re probably doomed to fail. I would
recommend building the relationship first,
before trusting anyone to start marketing
your products.”
Sam adds: “We are proud to be a
British manufacturer and our ambitious
young management team has set its
sights on growing the business through
product innovation and new overseas
markets. Export sales are an important
aspect of this strategy and we are
delighted to have been identified as one
of the top 100 SME exporters in the UK.”
www.pal.co.uk
Exporter of the Year
2017 to be named at
PPMA Group
Industry Awards
To find out who will take over from
Russell Finex as this year’s Exporter of
the Year, secure your place at the PPMA
Group Industry Awards 2017. Tickets now
available from
www.ppmashow.co.uk/awards
Challenge: How to maintain
continued growth in export
activity over several decades
Solution: Build a global
customer base via local
subsidiaries combined with
investment in R&D
Outcome: Significant growth
in export sales recognised at
PPMA Group Industry Awards
Sieving and filtering solutions provider
Russell Finex cites three main reasons
for its exporting success: extensive
knowledge of the sector; long-standing
relationships with other leading
manufacturers; and investment in R&D.
With the majority of its sales coming
from overseas markets, the company has
targeted new opportunities as well as
expanding in existing territories, and saw
its efforts rewarded at last year’s PPMA
Group Industry Awards ceremony, where
it was crowned Exporter of the Year.
“We were delighted to be recognised
by the PPMA with the Export Award,”
states Hemal Adalja, Export Sales
Manager. “We have continued to invest
in our export efforts, illustrated by the
opening of a new facility in China, as well
as by increased growth in other territories.
We are also committed to developing
innovative new products, and invest
heavily in research programmes, in order
for our products to keep us a step ahead
in the industry.”
The Russell Finex team receiving their Exporter
of the Year award at the PPMA Group Industry
Awards 2016
Investment in R&D has helped the company to
expand overseas
Local presence, UK support
For over 80 years, Russell Finex has
enjoyed steady, strategic growth of its
export activity, with subsidiaries in the
USA, Belgium, India and China, supported
by a UK headquarters and factory.
Part of the company’s success can be
attributed to building and maintaining a
global customer base, supported by local
sales and after-market teams. With an
increasing number of sales coming from
export markets, Russell Finex continues
to target new opportunities, as well as
expand into existing territories. Each
territory is extensively researched and
local knowledge fully exploited, alongside
direct salespersons and targeted
marketing materials.
With innovation at the core of the
company, Russell Finex also invests in
research. Part of this involves maximising
relationships with major global customers,
and consulting them when developing
new machines. For example, the Russell
Screen Changer, winner of the PPMA
Group Industry Award for the Most
Innovative Ancillary Equipment in 2016,
was developed in response to the needs
of customers. The development team
applied the latest in pneumatic technology
to provide a safe and compact quick
screen change system, which solves
previous challenges experienced during
the maintenance of large industrial
separators.
www.russellfinex.com
7 www.ppma.co.uk

Key industry events
Forthcoming
Later on
12-14
Jul
19-21
SEp
21-23
SEP
25-27
sep
26
SEP
26-28
SEP
ProPak China 2017
Shanghai, China
Now in its 23rd year, China’s premier trade exhibition for
processing and packaging technologies attracted over
17,000 buyers in 2016. The event also incorporates BevTek,
DairyTek, FoodTek, PharmaTek and CosmeticTek China.
www.propakchina.com
ProPak West Africa
Lagos, Nigeria
The largest packaging, food processing, plastics,
labelling and print exhibition in West Africa, with an
anticipated 3,000 visitors and 150 exhibitors.
www.propakwestafrica.com
ProPak Myanmar 2017
Yangon, Myanmar
The 4th international processing and packaging
exhibition for Myanmar. Last year’s event featured 233
exhibitors from 24 countries, five international pavilions
and over 4,500 visitors.
www.propakmyanmar.com
Pack Expo Las Vegas 2017
Las Vegas, USA
Registration is now open for the continent’s premier
packaging event, which will feature over 2,000 top
industry suppliers and attract more than 30,000
packaging professionals. Incorporating 875,000
square feet of exhibition space, the event also
includes Healthcare Packaging EXPO 2017.
www.packexpolasvegas.com
PPMA Group Industry Awards
National Motorcycle Museum, Birmingham
Taking place on the first night of the PPMA Show,
the Industry Awards celebrate the finest examples of
excellence across all facets of the industry. Tickets are
now on sale for this gala event, featuring a three-course
dinner and comedy from host Stewart Francis.
www.ppmashow.co.uk
PPMA Show 2017
NEC Birmingham
See the latest machinery in action at the number one event
for the processing and packaging, materials, automation,
robotics and vision industries. Featuring over 300 exhibitors,
a Learning Hub, and a packed seminar programme, the
show attracts thousands of targeted end-users.
www.ppmashow.co.uk
Exporter
of the Year
Award
Registration
now open
3-6 Oct 2017
Japan Pack 2017
Tokyo, Japan
www.japanpack.jp
24-26 Oct 2017
ProPak Cape 2017
Cape Town, South Africa
www.propakcape.co.za
31 Oct-2 Nov 2017
Gulfood Manufacturing 2017
Dubai World Trade Centre, UAE
www.gulfoodmanufacturing.com
janette.lane@ppma.co.uk
1-3 Nov 2017
World Food Kazakhstan
Almaty, Kazakhstan
www.worldfood.kz
15-18 Nov 2017
Plastics & Rubber Indonesia 2017
Jakarta, Indonesia
www.plasticsandrubberindonesia.com
20-23 Mar 2018
Anuga Food Tec 2018
Cologne, Germany
www.anugafoodtec.com
8-11 May 2018
Hispack 2018
Barcelona, Spain
www.hispack.com
29 May-1 June 2018
Ipack-Ima 2018
Milan, Italy
www.ipack-ima.com
11-15 June 2018
Achema 2018
Frankfurt, Germany
www.achema.de
25-27 Sept 2018
Fachpack 2018
Nuremberg, Germany
www.fachpack.de
PPMA
UK pavilion
bookings now
being taken
8 www.ppma.co.uk

Feature events
Gulfood Manufacturing –
secure your place for Dubai
Join the 25 companies already
signed up to exhibit as part of
the PPMA UK pavilion at Gulfood
Manufacturing 2017 (Dubai World
Trade Centre, 31 Oct-2 Nov).
The event attracts over 1,500
exhibitors from more than 150
countries around the world, and additional sectors added to
this year’s show include ingredients, processing, packaging,
automation and controls, and supply chain solutions.
The cost for a walk-on stand package in the UK pavilion
(located at the front of Za’abeel Hall, within the processing
and packaging machinery area) is £535m 2 plus £500 PPMA
management fee and £390 compulsory DWTC venue
insurance and DWTC Internet Media Fee.
To secure your place, contact
janette.lane@ppma.co.uk
www.gulfoodmanufacturing.com
Who will be crowned
Exporter of the Year?
Deadline now extended
Entry for this
year’s PPMA
Group Industry
Awards has
been extended to Friday 14
July. Taking place on Tuesday
26 September (the first night of
the PPMA Show) at the National
Motorcycle Museum Birmingham,
the 2017 awards comprise 11 categories and cover every facet
of the industry, from processing and packaging to automation
and vision. There is also the Exporter of the Year award, which
recognises manufacturers or service providers who have
achieved substantial export sales growth or major expansion
into export markets in the last 12-18 months. Tickets are now
on sale for this gala event, which attracts over 400 industry
professionals and comprises a three-course dinner and
comedy from host Stewart Francis.
To book your place, contact
zoe.crockett@ppma.co.uk
To submit your entry, go to
www.ppmashow.co.uk/awards
Success for PPMA members
at ProPak Asia
Asia’s biggest show for the
continent’s rapidly expanding food,
drink, pharmaceutical and FMCG
markets was attended by over 40,000 delegates last month.
ProPak Asia 2017 (14-17 June) expanded into a new hall at
the BITEC venue in Bangkok, giving exhibitors the chance to
display more machines and attracting more companies than
ever before. The show boasted eight industry zones, from
processing technology to logistics and warehousing.
Almost 2,000 exhibitors from 50 countries showcased their
products and services, including the following companies
who exhibited as part of the PPMA UK pavilion: Deighton
Manufacturing, Durham Duplex, FPE Global, Jacob White Packaging,
Newsmith Stainless, and Wolstenholme Machine Knives.
www.propakasia.com
PPMA Show 2017
targets overseas visitors
Following exhibitor feedback,
we have invested more
resources into attracting a higher proportion of overseas
visitors to the PPMA Show 2017. A tailored marketing
campaign has seen potential visitors from different countries
targeted with different messages, specific to the trends in their
territory. In addition, we are introducing a new campaign, the
Visitor Registration Drive, which will see the exhibitor who
invites the most visitors to the show receive a £500 discount
on next year’s stand prices.
To find out more, contact
zoe.crockett@ppma.co.uk
www.ppmashow.co.uk
UKIVA Machine Vision
Conference to return in 2018
Following the success of this year’s
inaugural event (27 April 2017, Arena MK,
Milton Keynes), we can confirm that the
UKIVA Machine Vision Conference & Exhibition will return in
2018. Date, venue and features will shortly be confirmed –
check the website for latest details.
www.machinevisionconference.co.uk
Follow MVC on Twitter @UKIVAconfex
9 www.ppma.co.uk

Seminars, training and networking
Forthcoming
Later on
27
jul
2
aug
8
aug
31
aug
Digital Marketing Networking Event
– invitation from Mark Williamson,
Chairman of the PPMA
Williams F1 Facility, Grove, Oxfordshire
This full-day membership networking event will
explore the answers to the question ‘what is digital
marketing’, before providing a hands on look at how
to implement a digital marketing strategy in your
business. Covering areas such as social media, search
engine ranking, and even podcasts and streaming, the
day also includes a networking lunch and concludes
with a tour of the Williams F1 facility.
Free for PPMA members.
Effective Sales Skills for
Non-Sales People
Forest of Arden Marriott Hotel & Country Club,
Birmingham
This one-day sales training workshop is designed to
help boost your sales effectiveness, covering topics
including: conversation openers; ways to increase trust
and rapport; ensuring confidence when presenting
price; and effective follow-up. It will also look at the
most common reasons why businesses do not reach
their sales potential, such as ineffective planning and
poor questioning.
PPMA member rate £95 +VAT.
Introduction to Project Management
Marriott Hotel, Northampton
This practical course offers tools and techniques to
those who have never been trained in running a
project, are working in a project support office, or are
new to the role of project manager. Areas covered
will include: applying and understanding the use of a
lifecycle approach; clearly defining a project’s purpose;
avoiding ambiguity or unrealistic expectations;
understanding the importance of risk management
and change control; and much more.
PPMA member rate £95 +VAT.
PPMA Golf Day
The Oxfordshire, Milton Common, Oxfordshire
The perfect opportunity for members to entertain
clients and take part in a thoroughly enjoyable day of
27 holes of golf and four competitions, at one of the
most exciting courses in the country. The day will finish
with a three-course dinner and trophy presentations.
£495 per 4-player team or £130 per person.
Dates and venues to be confirmed.
Introduction to Operational Excellence
This one-day introductory course will look at how to
make improvements and efficiencies to help your
business remain competitive.
CE Audit
Aimed at machinery purchasers as well as
manufacturers, this course will cover what
information is reasonable to share and will
explain what to check in a Technical File and the
documentation required.
Machinery Directive
Providing an overview of recent changes and the
process involved in CE Marking to the Machinery
Directive, this course also includes practical
suggestions on how to cope with changes and
what they mean to both the manufacturer and the
end-user.
Machine Guarding
This one-day seminar will provide an overview of
the changes to Machine Guarding, as well as the
latest regulations.
Functional Safety
An overview of the standards and how to apply them
will be covered during this one-day seminar.
Stay up to date
Knowledge is power – stay one step ahead of the
competition by attending our informative seminars,
training and networking events. To book your
place on any of these events, or for questions and
comments, call 020 8773 8111 or contact
christine.jordan@ppma.co.uk
10 www.ppma.co.uk

Linked Up
Belt conveyor firm seeks
overseas agents
UPM Conveyors is looking to expand its
exports of belt conveyors, primarily in
Europe but also worldwide. The company
has enjoyed success in Germany but its
agent is now retiring, and has also been
active in France, Holland and Belgium.
With installations further afield in Mexico,
Russia, Vietnam and India, UPM already
has the infrastructure to cater for exporting.
Founded over 40 years ago, UPM Conveyors
specialises in providing conveying equipment
for the world’s packaging industry. Since then
it has expanded extensively to include the
conveying of food and hygiene-related products,
whilst still manufacturing all of its range at its
UK factory near London’s Heathrow Airport.
With over 100 major installations worldwide and
1,600 clients using UPM products, the company
has key accounts with many brand names and
serves the following sectors: injection and blow
moulding; contract packing; personal healthcare;
pharmaceutical; bakery; fish; fruit; meat; ready
meals; pet food; fresh and frozen produce.
Could you be UPM’s perfect overseas partner, or do you know someone
who could? If so, contact: T +44 (0)1753 548801
roy.fowler@upm.co.uk
www.upmconveyors.co.uk
Find export opportunities
Find and apply for overseas
opportunities from businesses looking
for products or services like yours via the
Exporting is Great website:
http://bit.ly/2rv3ktw
Get finance
Want to access finance for your
exporting needs? Export finance
managers are regional representatives
of UK Export Finance and can help you
get the finance or insurance you need to
compete and grow as an exporter.
Complete a short online form to request
a consultation – make sure you tick the
‘Get finance’ help button.
http://bit.ly/2sw0h4r
Start the search for your overseas partner with
PPMA Trade Exchange
The PPMA Trade Exchange is an online meeting place where machinery and equipment
suppliers can exchange information. Whether you’re an agent or distributor searching
for a manufacturer, or a manufacturer looking for an agent or distributor, start your
search here:
www.ppma.co.uk/export/services.htm
Can you help build the next
generation of engineers?
The next issue of Gear Up will focus
on recruitment, training and building
for our future. Do you have experience
of employing apprentices? Could you
share top tips of what to do (or what not
to do!) when recruiting new staff? Or
perhaps you’re thinking of taking on an
apprentice but are unsure of your legal
requirements or H&S responsibilities?
Whatever your advice or query let us
help you reach out to those in the know
– or those who want to know.
Send your comments to:
kate.oreilly@ppma.co.uk
11 www.ppma.co.uk

Exporting with confidence
Member benefits
By Stuart Austen, Head of Trade Credit
for Sutton Winson, one of the UK’s
leading independent insurance brokers
and risk management providers
A business may face greater
risks when exporting
overseas than when it sells
within the UK, as exporting
brings new commercial,
political and economic considerations.
The company may have little or no
previous experience of dealing with
either overseas customers or the political
or economic uncertainties in those
countries.
Credit insurance offers security and
comfort to enable companies to export.
It also provides access to an extensive
information network, which acts as an
effective early warning mechanism for
adverse customer trends. Once credit
insurance is taken out, the relationship
between the insurer and the business
remains fluid until a claim is made, as the
credit provider will be there to support
the business. Throughout the lifetime of
the policy, the credit insurer will inform
the business of any changes that might
impact the financial health of their
customers, and therefore their ability to
pay for goods or delivered services. The
business can then establish a plan with
their customer to mitigate the risk.
As a provider of credit insurance,
Sutton Winson brings experience and
expertise to help PPMA members
mitigate the risk of exporting. As we
understand the local customs and legal
environment, we can help you to export
with knowledge and confidence.
T +44 (0)7469 855815
stuart.austen@swib.co.uk
www.suttonwinson.com/ppma
Sutton Winson is the
PPMA Group’s insurance
provider. The PPMA Group
has partnerships with
various service providers,
covering insurance, H&S
and employment law,
recruitment, training,
litigation, technical advice
and driver training. To access
any of these services at a
preferential PPMA member
rate, contact
membership@ppma.co.uk
DIT – useful links
The Department for International Trade offers a wealth of support for UK firms looking
to export, from free webinars and local advisors to grant funding and trade show
support. The following links provide a great starting point:
www.great.gov.uk
www.gov.uk/government/organisations/uk-export-finance
www.contactus.trade.gov.uk/office-finder
www.gov.uk/guidance/tradeshow-access-programme
12 www.ppma.co.uk

Helping you do
business overseas
Making the
right connection
By Sidiqa Hazara, Membership Relations Executive
The International Services section of our
website (www.ppma.co.uk) includes a
host of information to assist members
looking to export for the first time, as
well as for experienced exporters, such
as:
• Free ‘Exporting is Great’ webinars,
from the Department for
International Trade (DIT)
• Contact details for local DIT advisors
• Open to Export, a free online
information service dedicated to
helping UK SMEs
• FCO political economic updates
• Information from the British
Chamber of Commerce
• UK Export Finance links
It’s been a busy second
quarter for me. As usual, I
have been up and down the
country visiting members
including: Thermal Printer
Support, Simmatic Automation
Specialists, Iconsys, Wago, Camau,
Astech IT Solutions, Trescal, Matcon,
Tapflo, Integrated Glueing Technology,
Marel, FT Systems, TM Robotics,
Newman Labelling, Smurfit Kappa
Machine Systems, Lenze, ICE and Turbo
Vacuumenation. It will be no surprise to
learn that the main topic of conversation
has been Brexit and how this is going to
affect the industry.
We are currently working on our
summer programme to deliver more
localised networking events where
members can meet and liaise with each
other. After the successful launch of
our first networking event in April, the
next one will take place on 27 July at
the Williams F1 Facility. The focus of this
event will be digital marketing – see p10
for full details.
Other upcoming events include the
PPMA Golf Day on 31 August and two
more networking events specifically for
BARA members (details to be confirmed,
please keep an eye out for our emails).
I’d also like to encourage members to
enter the PPMA Group Industry Awards.
The deadline for entries has been
extended to 14 July and this is a great
opportunity to get your name out there
in front of 400+ industry leaders and
end-users (see p9 for full details).
Finally, we will be carrying out a
comprehensive membership survey
at the end of this year to get a better
understanding of our members’ needs
and wants. Please make sure you take
part and provide your honest feedback,
as this will help us to enhance our
member services and help us shape the
future of your trade association.
In addition, the PPMA is a
government-approved Trade Challenge
Partner (TCP), which enables us to obtain
grants for selected overseas exhibitions
and trade missions. The Tradeshow
Access Programme (TAP) provides grant
support of between £1,500-£2,500
towards the cost of exhibiting at an
overseas tradeshow.
The PPMA is also a member of the
Sponsors’ Alliance, an independent
alliance of member-based, not-forprofit
trade associations and chambers
of commerce, who engage in export
promotion activity in conjunction with
the Department for International Trade
(DIT).
For more information on any of our
international services, contact:
janette.lane@ppma.co.uk
Get in touch
Our Membership Relations Executive,
Sidiqa Hazara, regularly visits PPMA
members. To invite Sidiqa to visit your
business or find out how to make the
most of your membership, contact:
sidiqa.hazara@ppma.co.uk
T +44 (0)20 8773 5521
Is your business profile
up to date?
The PPMA Online Directory is a powerful
tool for export, averaging 10,000 hits per
quarter (including 6,000 unique visitors),
with 35% of this traffic coming from
overseas. Don’t miss out on business
opportunities – make sure your profile is
up to date!
13 www.ppma.co.uk

Welcome new PPMA Group members
Advanced
Handling
Advanced Handling has 40 years’ experience
in providing purpose-built materials handling
equipment to a wide range of packaging
facilities. Their product range extends from
intuitive scissor lift tables and stackers to
lightweight lifting trolleys and impressive
overhead lifting solutions. The company’s
speciality is bespoke solutions matched to
each unique customer’s requirements.
For more information, contact Rachel
Rodgers:
rachel.rodgers@advancedhandling.co.uk
T +44 (0)1778 381112
www.advancedhandling.co.uk
Agrimech
Agrimech manufactures weighing, sack
closing, bag placing and palletising systems
for a wide range of products. The company
can fully automate the production process,
incorporating its own bespoke machinery
systems as well as those from third party
machinery suppliers. Its dedicated team of
engineers provides service and support for
machinery in the field.
For more information, contact Belinda Smith:
belinda@agrimech.co.uk
T +44 (0)1354 638222
www.agrimech.co.uk
AMS
AMS is an independent supplier of poly
and shrink wrapping systems, delivering
expert advice and bespoke solutions for
all packaging needs. The company offers
reliable systems that provide the most up
to date technology. AMS is committed to
customer service and has a reputation based
on quality products, flexibility and excellent
service.
For more information, contact John
Mathews:
john.mathews@ams-gb.com
www.ams-gb.com
Apex Supply
Chain Technologies
Apex Supply Chain Technologies is a leading
innovator of cloud-based, automated
lockers, cabinets and dispensing solutions
for industry, retail and the service sector.
Its solutions replace inefficient manual
processes with security, control, automation,
proximate availability and 24/7 data
accessibility, resulting in lower inventory
costs, increased productivity and valuable
competitive advantages.
For more information, contact Steve Dell:
steve.dell@apexsupplychain.com
www.apexsupplychain.com
COLOP UK
COLOP UK is the official UK distributor of
COLOP and REINER stamping and marking
products, providing a range of solutions
from industrial handheld inkjet printers to
domestic rubber stamps. The company has
supplied solutions from stamping aircraft
parts to marking eggs, and has the expertise
to help its customers choose the right
product.
For more information, contact Andy Warmer:
andy.warmer@colop.co.uk
T +44 (0)121 622 8910
www.colop.co.uk
Formers
International
Formers International has over 40 years’
experience in designing and manufacturing
forming sets for all VFFS requirements. A
family-owned business, Formers prides
itself on its long lasting relationships with
customers. Be it OEM or end-users, the
company will design and build formers to
individual requirements.
For more information, contact Jed
Chamberlain:
jed@formers.com
www.formers.com
GEA
GEA is one of the largest suppliers of
packaging and processing equipment for a
wide range of industries. The group generates
around 70% of its revenue in the food and
beverages sector and enjoys long-term,
sustainable growth. As of March 2017, the
company employed about 17,000 people
worldwide.
For more information, contact:
sales.unitedkingdom@gea.com
service.unitedkingdom@gea.com
T +44 (0)1908 576500
www.gea.com
Henderson
Food Machinery
Henderson Food Machinery supplies a wide
range of new and used food processing
and packaging equipment, from primary
processing through to end of line packaging.
Providing quality service at competitive
prices, the company works closely with most
manufacturers so is able to offer the right
advice, giving customers peace of mind.
For more information, contact David
Henderson:
sales@hendersonfoodmachinery.com
www.hendersonfoodmachinery.com
Hikvision
Hikvision is a provider of video surveillance
and industrial cameras, offering wide
product ranges including area scan cameras,
line scan cameras, smart cameras, 3D
cameras, vision boxes, vision software and
accessories. With innovative technology,
Hikvision is able to bring value to its partners
and meet customers’ needs.
For more information, contact Kane Luo:
luokang@hikvision.com
www.hikvision.com
14 www.ppma.co.uk

Get in touch
HMK Automation
& Drives
HMK Automation & Drives believe that
products + expertise = success, for your
business and theirs. Using their 35-year
history of supplying leading products with
over 500 years of combined in-house
experience and knowledge, the company
delivers successful automation solutions
across every industry.
For more information, contact Chris Nelson:
chris.nelson@hmkdirect.com
T +44 (0)1260 279411
www.hmkdirect.com
MUSK
Engineering
MUSK is a provider of process engineering
to blue chip companies in the food,
beverage, pharmaceutical, healthcare and
chemical sectors. The company delivers
full turnkey process projects to the value
of £20m and undertakes in-house process,
software, electrical, control and mechanical
engineering design, fabrication of vessels/
pipework systems, installation and system
commissioning.
For more information, contact Keith Watson:
k.watson@musk-eng.co.uk
www.musk-eng.co.uk
Neopost
RAX
Industries
RAX provides automated and robotic
storage and retrieval solutions to a large
range of industries, ensuring the highest
quality systems are provided with the
highest quality services. Dubbing itself the
‘automatic choice’ the company promises
quality, speed, reliability and a quick return
on investment.
For more information, contact Tom Simcox:
tom.simcox@raxrobotics.com
www.rax-solutions.com
Translyft
Lifting
Technology
Translyft Lifting Technology is a fast-growing
supplier in the lifting equipment sector,
providing bespoke and standard lifting
solutions for all commercial environments.
The company’s solutions range from
turbo lifts for high intensity and specialist
workplaces, to Hovmand Lifters with
multiple accessories for busy packaging,
processing and operating environments, plus
full service and support.
For more information, contact George
Scholes:
T +44 (0)870 904 7775
www.liftingtechnology.co.uk
ppma.co.uk
ukiva.org
bara.org.uk
ppma-group
https://www.linkedin.com/company/ppma-group
https://twitter.com/PPMA_Group
@PPMA_Group
PPMA TV
https://www.youtube.com/channel/UCW0hgEalJv1jSjjpf-eoJUA
Membership Relations
membership@ppma.co.uk
PPMA Show
scott.mckenna@ppma.co.uk
International Services
janette.lane@ppma.co.uk
Publishing and Advertising
david.chadd@ppma.co.uk
Marketing and PR
marketing@ppma.co.uk
PPMA BEST Charitable Trust
ppmabest@ppma.co.uk
The CVP-500 Automated Packing Solution
from Neopost aims to build the best box
around the contents, scanning the order
contents and configuring a fit-to-size box in
seven seconds. It enables clients to reduce
package volume, and use less corrugated
material and void fill, to create the perfect
environmentally friendly parcel every time.
For more information, contact Jo Bradley:
jo.bradley@neopost.com
T +44 (0)7715 084108
www.cvp-500.com
Join today!
For a PPMA Group membership
pack contact
christine.jordan@ppma.co.uk
15 www.ppma.co.uk

Actively helping our
members through
services, tools and
initiatives to thrive in an
increasingly competitive
marketplace