1. B Start-Up Launch Pad Exporting – A world of opportunity Christine Hancock & Gerti Willis 9th June 2017

2. Welcome
To consider the benefits of selling your products or services internationally
To inspire you to take the first steps
To outline how the Department for International Trade can help new exporters.

3. The DIT global network
DIT works with UK-based companies to ensure their success in global markets. We have 40 offices across the UK and more than 100 offices worldwide ready to provide expert trade advice, market know-how and practical support for UK companies to grow their business internationally. Christine Hancock – West Midlands International Trade Adviser

4. Made in the Midlands and sold to the world

5. Examples of Midlands exports…

6. Top UK Export Markets?

7. Top UK Export Markets United States Germany France Netherlands Ireland
Switzerland
China
Belgium
Italy

8. West Midlands Regional Performance 1 April 2016 to 28 February 2017

9. Why would you not export?
Concerns and potential risks: 1. 2. 3.

10. Why a company is not exporting:
If a company has a product or service that is performing well at home, then there will almost certainly be a demand for it overseas.
However perhaps a company:
Is satisfied with the level of sales in the UK.
Doesn’t want to deal with the perceived hassle of regulations, paperwork, logistics and cultural barriers.
Is interested but just doesn’t know where to start.
Considers exporting is a risky venture in uncertain times.

11. Is exporting for you?
Mark Zuckerberg, founder, Facebook
“The only strategy that is guaranteed to fail is not taking risks.”

12. Benefits to your business of exporting ?

13. Why should companies export?
Increase sales/profits
Reach more customers
Less competition
Spread risk
Seasonal offset
Stay ahead of the competition
Benefit from growth markets and
global opportunities
Profile and prestige
Grow knowledge
Enhanced innovation
Develop and motivate staff

14. BUT…
Exporting is not always a quick fix
Higher costs than UK sales
More administration
Currency and credit exposure
Takes eye of UK ball

15. What to export?
James Dyson
In the past, the U.K. got away with selling things that weren't unusual. Now it's no use trying to export without having something that's unusual and better.

16. Where to?

17. Preparing to export
Considerations: 1. 2. 3.

18. Main considerations before exporting:
Market research
Product and service tailoring
Routes to market
Pricing and getting paid
Exchange rates

19. And….
International communication - Language and culture
Legislation and duty
Shipping and documentation

20. And more…..
International contracts
Intellectual property protection
Developing a strategic international trade plan
Digital marketing and website optimisation 

21. Companies DIT supports
Already Trading
Any sector
Any size (mainly SMEs)
Any stage of export
Our advice is free, impartial
and confidential.

22. Make a plan
Reactive
Strategic

23. Benefits to you:
ON AVERAGE £100K OF ADDITIONAL SALES WITHIN 18 MONTHS OF WORKING WITH DIT

24. Exporting is GREAT
Visit to access live business opportunities around the world, training sessions, business seminars and other events, as well as specialist trade services and support.

26. exportingisgreat.gov.uk/opportunities

27. Find export Opportunities

28. Enjoy it! ~ Richard Branson
A business has to be involving, it has to be fun, and it has to exercise your creative instincts.

29. Communication across cultures

30. Everybody speaks English?
Run as Q & A discussion to get delegates thinking.
Hand outs need to have a version which doesn’t have the answers printed on it!

31. Visible culture

32. What influences culture

33. Key areas to research
Meeting and greeting
Body language
Negotiation styles
Listening skills
Conversational topics
Business conduct

34. Use of language I don’t agree German
I am afraid I don’t share your opinion
I agree, up to a point
We agree
We agree if all of us agree
We agree and disagree at the same time
You gotta be kidding
I suppose anything is possible
Let’s go and have a Campari and talk about it tomorrow
German
French
British
Japanese
Swedish
Chinese
USA
Brazilian
Italian

35. International Communications
What do they want from your product?
Is its USP relevant?
Will you need to make amendments?
After market selection you will need to ask these questions.
Tesco and stroller examples
This all falls within the cultural/behavioural stuff

36. Donna Karan – Cashmere Mist
Background information – Mistakes
Sat-An Antenne
Donna Karan – Cashmere Mist
Dickmannn’s
Body Bag

37. Slogans and product names
Test product names and slogans in the language of potential trading countries
Slogans in one language won’t always translate easily
 Slogans are difficult to translate so try to use back translation!

38. Most important tip
Visit the markets

39. Midlands Trade Champions
Offer their expertise and advice to inspire companies to export and support existing exporters looking to expand into new markets.