1. International Business Wales Mike Thomas – Regional Manager, Asia Pacific michael.thomas@wales.gsi.gov.uk

2. Trade Activity  1999 - China was Wales 21st largest export market - £44m  2005 - China was Wales 10th largest export market - £178m  China is the UK’s 16th largest export market - £2.65bn

3. International Business is…..  Licensing  Franchising  Technical Transfers  Mergers & Acquisitions  Joint Ventures  Foreign Direct Investment  Export of Services  Export of Tangible Goods

4. Challenges  Language - Interpreters  Distance - Communication  Culture - Face, Guanxi, Family  Timescale - Patience  IPR - Patents, Due Diligence, Contracts

5. International Business Wales : Services  The Trade Development Process…..  Preparation  Find Opportunities  Conclude

6. Preparation  Regional Offices  19 International Business Advisors  One-to-one Consultancy – help develop an action plan  Desk Research  Workshops  Sector Specific Events  In-country Assistance – help plan an itinerary  Arrange a Visit – help to develop a network…..

7. Finding Opportunities  In-country research – pre-qualified contacts  Trade Missions  Trade Show Pavilions  Financial Support  Local Business Advice  IBW Overseas Offices  UKTI & the FCO  Pro-Active Sector Analysis

8. International Locations

9. Missions & Trade Fairs - China  September 2003 - CIFIT Xiamen  May 2004 - Taiwan & Hong Kong  September 2004 - Shanghai, Beijing & Xiamen  April 2005 - Hong & PRD  October 2005 - Shanghai & Beijing  February 2006 - Hong Kong & PRD  October 2006 - Shanghai & Chongqing  May 2007 - Hong Kong & PRD &/or Xiamen  Trade missions to China since 2003 have generated deals of approximately £7m

10. Helping Conclude  One-to-One Support In-country  Local Knowledge  Project Specific Activity  Two Days Planning Time  Measure : New Business Won

11. IBO Case Study 1  Company A in Llandrindod Wells, established for 20 years, 17 staff  Design and manufacture meteorological and biological instruments.  Application in environmental monitoring and scientific research  Currently exports to China, wish to expend sales in new area.  Evaluate current agent network  Research on new customers  Introductions made and meetings arranged to coincide with an IBW trade mission.  In-market assistance

12. IBO Case Study 2  Company B in Tywyn, established for 36 years, 45 staff.  Family owned manufacturer and supplier of precision turned components.  Application in various industries including consumer goods manufacturers and automotive industry.  No link with China, competitor recently setup a factory in market.  Research and identify strategic partners in China to strengthen competitiveness  Arrange visit to factory sites to coincide with IBW trade mission  In-market assistance

13. IBO Case Study 3  Company C in Cardiff, est from 1993, 125 staff  Trading company in waste and recyclable materials.  Collect and process recyclable materials. Recently involved in the application of waste to energy technology.  Currently exports to China via Hong Kong. Wish to find new buyers and research on feasibility for the waste to energy project.  Identified new buyers for recyclable materials and major environmental engineering companies interested in W2E project.  Meetings arranged  In-market assistance

14. Wales EGS Sector  13,500 Employees  1,350 Companies  £580 million p.a. Turnover  Average 10 Employees

15. To Recap...  Preparation – Business Advisors  Finding Opportunities – Overseas Network  Help to Conclude – Dedicated Consultancy

16. International Business Wales the future together Wales and it’s business partners from all over the world are already succeeding in the new global economy. Let us help you join them.