1. Nbf Spring Forum - Going International With Your Business
Julian Bridgewater
Vantage Research
14 May 2015

2. Today’s Agenda
A brief recap on the likely benefits of exporting for your business, based on our experience
A reminder of some of the challenges you’re likely to face…and a proven solution for some of those
Not trying to train you to export in 45 minutes!
What?
Us – Vantage Research are marketing strategists, based in London and Leeds, focusing on international market entry and development (Est.2008)
You?
Who?

3. Is Exporting Right For Us?
Resources?
Human – eg who will manage exports (and still do their day job..)? What about time spent abroad?
Financial – eg working capital: could we handle a big order? Chasing payments?
Product appeal?
Flexibility/Innovation – are we ready to respond to foreign market requirements?
USP - how do we stand out/win out over the competition?
Approach?
Do we really want this? What size of result is a success?
How do we build this into the business plan?

4. Successful exporting can give your company multiple benefits…
Benefits of International growth
Grow the company’s capabilities
Make more money! (Step-change in profit and revenue; investment returns)
‘Insurance’ against UK fluctuations
Greater brand profile
Improved market responsiveness

5. What is the scale of the opportunity
What is the scale of the opportunity? Value of Imports (Mattress/mattress supports/quilt) – US Dollars
Spain
Italy
Germany
France
USA
$0.63 Bn
$0.25Bn
$1.06Bn
$2.9Bn
Current UK proportion:
0.5%
0.5%
(Romania 1.5%)
0.4%
(Italy 6%
Holland 4.2%)
0.25%
(Italy 0.4%)
3.5%
(Belgium major share)

6. Where do we start? Resources, financing, business plan, USP etc
Choosing the right market
Logistics: shipping, regulatory, nuts and bolts
Establishing a successful business

7. Establishing a Successful Export Business – Build A Strategic Market Entry Plan
Which products to lead with?
Do my products need modifying for this market?
Which customer segments to prioritise?
What are the key price points?
Optimum route to market?
Best way to compete?

8. A Way Forward Review your capabilities
Build strategic market entry into your action planning
Think about prioritising markets to target. But also…
Talk to us today!