TEMG Technology Export Manufacturing Group An Initiative of the Scientific Industry Action Agenda TEMG Vic since Networking - Expert Presentations - Site Visits Strongly Supported by Vic Government

TEMG Technology Export Manufacturing Group (NSW) Objectives Expand the scientific equipment and reagent manufacturing Encourage global business - manufacturing businesses to develop and export Streamline the ability of companies to grow export business Develop linkages with public research organisations Stimulate an environment to allow science businesses to grow and prosper Create linkages with tertiary institutions to develop skills and training required by the industry

TEMG(NSW) Program Phase 1:6 x 1 Hour Session - Presentation - Round Table Discussion - Networking Phase 2:Cooperative Programs - Joint Marketing - Mergers - Lobbying

6 Meeting = 18 months Topics for each meeting 1) How to generate more export business 2) Industrial Design – how to improve product presentation 3) Reverse Distribution – a mechanism to turn importers into exporters 4) Branding and Imaging for SME’s 5) Conferences, Meetings and Trade Shows – how to maximise the effect. 6) Funding the growth of a SME

Who is NIR Technology Systems Founded in 1996 by Phil Clancy who has more than 20 years experience in NIR Technology Designs and manufactures Near Infrared Analysers Markets: Agriculture, Food, Pharmaceutical, Chemical, Plastics, others.

World Wide Distribution Network Worldwide distributor network – NZ, SA, UK, USA, Italy, France, Spain, Germany, Greece, Denmark, Turkey, Argentina, Brazil, Chile, Uruguay,Poland, Czech Rep, Hungary, Japan, Thailand, Singapore, Malaysia, Tiawan, China, India,Ukraine,Pakistan, Indonesia, Philippines.

Grain Analysers Food Analysers On Line AnalysersIndustrial Analysers NIRTech’s Products

NIRTech’s Exports 2000 – 2006$4.2 million export 70-80% of revenues Italy and Japan – Grain Analysers Spain – Olive Analysers Turkey and Taiwan– Flour Analysers France and Germany – Food Analysers

Growing Your Business Through Exports Australian markets = 1-2% of world markets 50 to 100 times more market opportunities through exports Australian markets = Too many competitors Price Driven

Exporting is not difficult. Basic Steps to Exporting Appoint distributors Train distributors Visit distributors Support distributors Repeat the above

Finding Distributors Trade shows and conferences Buyers guides Trade magazines Same market profile Same technology experience Distributor facts sheet Distributor agreement

OEM Distributors Existing Market Presence Specialty Market Focus Generally Larger = More Resources Large Orders Less Margin

Training The most important issue for success Technology training Sales training Service training Group training – Annual Sales Meetings Individual training – In house training for small groups

Visit Distributors Developing relationships Principle to Principle Greasing the wheel Generating enthusiasm Sales visits Opening up new business opportunities Market research & market feedback

Support Marketing – press releases, brochures, posters, sales aides, web site. Application, technical and service notes Price list – Simple to follow Rapid responses Rapid shipment for parts etc. Listen to your distributors, ie, your customers

Where is NIRTech Heading? 2020 revenues > $15million p.a. Offices in USA, Europe and Asia Always looking for OEM agreements 2012 Public Listing

Challenges Ahead How to Fund Growth How to Attract Good Employees How to Manage Cash Flow How to Get Out