Welcome aboard! Simon Grandidge Presentation title - edit in the - - PowerPoint PPT Presentation

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Simon Grandidge

Welcome aboard!

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Morning agenda: 08:30 Truck launch - finding opportunities for you and your business 09:30 Silverstone Technology Cluster - your ideal hub for growing business 10:30 Going Global Digitally - E-marketplace opportunities for UK retailers and brands 11:30 Tour of the Silverstone Park Metrology Facility Afternoon agenda: 12:30 Solving problems around the world: Chris Walker, Director, CEO Diamond Hard Surfaces 13:30 Delivering the Future: Christopher Barnatt, University of Nottingham 14:30 Open forum - ask the experts 15:30 Tour of the Silverstone Park Metrology Facility

Tuesday 17 January 2017

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Stéphane Lambotte

Finding opportunities for you and your business

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Mission

• Support UK companies to grow

their business through international trade.

• Connect UK business to the

world’s top commercial

• pportunities.
• Attract high quality inward

investment to the UK.

• Establish whole-of-government

relationships with major wealth creators.

• Increase exports and

investment.

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How exports benefits the UK economy

in 4 jobs

more COMPETITIVE, and RESILIENT

60%

contribute

• f GDP GROWTH

about

1

in the UK are linked to OVERSEAS BUSINESS EXPORTS

Makes businesses

PRODUCTIVE

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Why export?

• Improve financial performance and increase the resilience
• f revenues and profits
• Achieve levels of growth & economies of scale

not possible domestically

• Spread business risk
• Increase returns on investment in R&D
• Increase the commercial lifespan
• f products and services
• Employ more staff and recruit

highly-skilled people

• f ADDITIONAL

SALES

£100,000

18 MONTHS

• f working with DIT

were made on average within

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East Midlands International Trade Team

• 25 International Trade

Advisers Generalists and Specialists dedicated to helping East Midlands businesses export.

• Specialists:

– Biotechnology and Healthcare – Construction and Environment – Food and Drink – High Performance Technologies – Rail and Manufacturing – Digital Economy / E-commerce – Market Research – Language & culture

• East Midlands businesses receive impartial and confidential support

tailored to their sector.

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You are not alone

• International Trade Advisers – Generalists and Specialists
• International Communication Consultants
• Language and Communication Specialists
• Market Research Advisers
• Digital Advisers
• Overseas Commercial Officers
• UK Export Finance
• Local Enterprise Partnerships (LEP)
• UK and Overseas Chambers of Commerce
• and Overseas Business Networks

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DIT Trade Services Portfolio

• Market Research
• Exporting is GREAT Opportunities
• e-Exporting
• Overseas Market Introduction Service (OMIS)
• Tradeshow Access Programme (TAP)
• Trade Missions
• Events, Seminars and Webinars
• Masterclasses
• Universities Post Graduates
• UK Export Finance
• Open to Export
• New Digital Offer

Identify Research Plan & Prepare Learn Communicate Visit & Meet Communicate & Negotiate Agree terms of contract Ship and Get Paid Deliver & Support Help to grow & Nurture Find New Market(s)

UKEF Mission

We aim to ensure that no viable UK export fails for want of finance or insurance

Products and services that support the overseas buyer

• Providing guarantees to banks on the loans they give to
• verseas buyers to purchase goods and services from UK

suppliers

• Direct lending to the overseas buyer so that they have the

funds to purchase goods and services from UK suppliers Products and services that support the exporter

• Reducing or removing the risk of non – payment from the
• verseas buyer
• Helping to support a bond offering which is a requirement
• f the contract
• Assisting with working capital requirements

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Open to Export

• Obtain a Free Business Plan

Template

• Register for Free Webinars
• Get bespoke answers to meet

business needs in new markets

• Access practical information

from getting started through to cultural essentials

• Connect and engage with a

range of exporters and service providers Open to Export is the online community helping UK businesses get ready to sell overseas. Backed by Government and business, we are a not for profit social enterprise dedicated to helping UK companies grow through export.

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New Digital Offer : www.GREAT.gov.uk

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Identifying and accessing the opportunities

Export Marketing Research – identifying opportunities

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The purpose & benefits of marketing research

• Marketing research provides information which informs export strategies

and plans

• This information relates to many things such as;
• Market size
• Pricing
• Market structure
• End user perceptions, needs and wants
• Competitor activity
• Trends and regulations
• Research is then a means to an end
• Feeds into the Marketing Mix
• It is also a way of de-risking market entry

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Identifying where in the world

How we can help

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Multi-stage support & guidance

1 Diagnostic advice 2 Market Selection 3 Market Profile 4 In country research

Stage 1: scoping exercise – understanding needs Stage 2: identifying where in the world to target Stage 3: understanding the target better Stage 4: in-depth focus on the target

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Market Selection

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Market Selection software

• One to one

consultancy

• Where in

the world answered

• Desk

research

• utput
• Free

software

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Case study: Educational opportunities in Australasia

• Supplier of

educational whiteboard products and services

• Assumption that

Australia would be a good market

• Validated by Market

Selection

• Funded trip to

Australia and New Zealand which identified strong potential though significant market differences

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Case study: Please boss, don’t send me to Barbados!

• Long-established

exporter tableware exporter wished to know where else in the world to focus activity

• Much current (&

fruitless) activity focused on Barbados

• Assumed UAE

would be a good market, but MS flagged up other

• pportunities too
• Useful evidence

that Barbados was unlikely to be successful!

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Market Profile

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Access data from source such as Euromonitor

• International comparative data

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Profiling the market

Comparative data across key metrics Country reports

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Other desk research sources

• There are numerous types of readily available desk research resources:
• published research reports & data eg CIA World Factbook
• Business lists and directories eg Kompass
• International trade statistics
• Trade association & journal information
• Government departments
• Linkedin & other social media

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In country research – digging deeper

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Case study: environmental consultancy

• Environmental consultancy utilised DIT funding

to undertake primary research in New Zealand

• The company advises local authorities on how to
• ptimise communications to inspire behavioural

change to minimise waste

• Face to face interviews and focus groups

conducted with government officials, NGOs and members of the public

• Tied in with a relevant conference taking place at

the same time

• The research identified a viable consultancy

market and informed an entry plan based around a business model which would provide the country with strategic guidance as well as bespoke advice

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Questions?

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Q & A

• Can I spend time / get a photo opp. with a Cabinet Minister ?
• How is the government going to safeguard access to the Euro

market ?

• What do you feel the effects of Brexit will have on our exports ?
• What does Brexit mean for my European and USA exports and

my imports ?

• Are there more opportunities for us ?
• Best way to identify new projects
• How do you future scape ?

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Q & A

• How can you help support the exploration of specific export

markets and channels ?

• Does DIT have a budget to purchase market reports for our

sector that we can have access to ?

• Information gathering - New Markets

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Q & A

• What support is available for Companies who wish to start

exporting a service/product and is ongoing support available?

• Making exporting easier
• What is the one thing a business can do to start the ball rolling
• n exporting internationally ?
• What support is currently available to my business to help me

export more ?

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Q & A

• For small businesses, what's the best resource for on-demand

advice on tax (particularly VAT) when exporting ?

• Indian taxation
• Vat registration abroad
• What is the best currency to use ?

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Q & A

• How can we find and partner with like minded companies to

grow our global business ?

• How can we make it easier to deal with India ?
• How can you penetrate an already saturated market ?
• How do we advertise our services to customers abroad in the

most effective way ?

• How to franchise my business outside the UK ?
• How would I go about exporting my services abroad ?
• What is the best Export strategy for providing a service ?
• What is our best route into the USA ?
• Exporting to Japan

Fund Managers Asset Management

Roz Bird Commercial Director Silverstone Park

OBJECTIVES:

• 1. Promotion
• 2. Support
• 3. Thought Leadership

IN THE HEART OF THE SILVERSTONE TECHNOLOGY CLUSTER

Nissan should come to Silverstone Park because

WHY SILVERSTONE PARK

An established business community – business-to-business

• pportunities as well as sports and social activities

Silverstone Technology Cluster – be part of the cluster with access to the specialist supply chain and skills pool Silverstone Circuit – a profile raising location and a valuable testing and R&D facility MEPC – an experienced property partner, investing to create a global business destination A high quality environment – to impress clients and motivate staff An on-site management team – to respond to your needs

• n a daily basis

Flexible property options – to meet your business’s needs now and in the future Central UK location – convenient and accessible for your business partners in the UK and across the world On-site amenities – including café and gym to help with work/life balance

SENIOR TEAM LUNCHES SUMMER BBQ 5-A SIDE BOOT CAMP QUIZ NIGHT INDUSTRY FOCUSED EVENTS CYCLE TO WORK MACMILLAN COFFEE MORNING CAR SHARE PUBLIC TRANSPORT

Managed by Hexagon

Launched summer 2016

NEW UNITS 1116 – 1129: AVAILABLE TO LET 5,000 SQ FT TO 30,000 SQ FT

Companies that have joined us since September 2013

New Industrial Unit TO LET Unit 1116 – 17,7

Unit 1116 – 18,545 sq ft

Unit 1117 – Unit 1123 5,000 - 12,000 sq ft

Unit 1125 - 30,000 sq ft

Companies that have joined us since September 2013

New Industrial Unit TO LET Unit 1116 – 17,7

New Industrial Unit TO LET Unit 1m Unit 1129 – 26,400 sq ft

Jamie Catherall

020 3328 9097 DTRE jamie.catherall@dtre.eu

Roz Bird

Commercial Director Silverstone Park rbird@mepc.com

James Dipple

Chief Executive MEPC jdipple@mepc.com

James Watson

Associate Partner DTRE james.watson@dtre.eu

@silverstonepark www.silverstone-park.com Follow us on Twitter

Pim van Baarsen CEO Silverstone Technology Cluster

OBJECTIVES:

• 1. Promotion
• 2. Support
• 3. Thought Leadership

Promotion To raise the profile of the Silverstone Technology Cluster members and their capabilities at a national and international level.

Support Support will take various forms including seminars run by supporters and advocates

• f the Silverstone

Technology Cluster and will cover:

Thought Leadership The formation of Special Interest Groups (SIGs) is a proven way to bring like-minded companies together to network, debate the latest developments in the industry and seek out new commercial opportunities.

Member Benefits:

Membership will be on an annual basis and benefits are aligned with the three elements of the STC's purpose of Promotion, Support and Thought Leadership.

Contact Telephone : 01327 856108 Email : pim@silverstonetechnologycluster.com pim@silverstonetechnologycluster.com

International e-commerce Charlie Ruigrok

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The E-Exporting Programme

E-Exporting Programme Overview: Responding to the global growth of ecommerce DIT launched the E-Exporting programme to help UK companies export their goods and services

www.gov.uk/e-exporting @tradegovuk_ecom

The e-Exporting Programme

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To encourage and empower companies to expand international online sales.

• Owned Channels
• B2C e-marketplaces.
• Flash/Private sale sites
• B2B e-marketplaces and brand awareness
• International Digital Strategy

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DIT’s E-Exporting Program will seek to take the 364,000

• nline & already exporting UK SMEs to the

400 e-marketplaces

around the world selling to the 3.5bn people who are online.

Impact on Exporting landscape - Why e-Exporting Programme needed?

• Shift away from physical-only retail model towards all-inclusive omni-

commerce…..evolving out of the move towards the connected consumer

• Means previous distribution & agent models of exporting are being challenged

and more pertinently reversed

• Ability for exporters to shorten the value chain & access markets previously

too expensive/complicated to enter

• Volume of web visitors to e-marketplaces means they become instantly

relevant in terms of advertising, media buying & brand awareness/building

• Market-entry strategy becomes an easy-to-enable solution

Meet your Customers Online

The world is shrinking by the day – borders are no longer a hindrance to shopping – smart phones are the great enabler Online cross-border trade is passed a tipping point – it is a natural part of consumer buying Be visible Build Trust Deliver great individual customer service Have a great product or service

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Meet your Customers Online

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Source: Greenlight Digital 2016

Challenges you may face

Logistics Taxes & Import Duty Data Policies & Regulations Translation & Localisation Payment Process / Customer service & Returns Cost How & where to start….

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Logistics Models

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• Direct shipping or Drop Ship
• Amazon FBA
• Third Party Logistics

Identify Opportunities - Research

There are some really useful online tools to help you identify target markets and research

• Your Analytics
• Global Market Finder
• Google Keyword Planner
• Google Trends
• Google Shopper Insights
• Google Consumer barometer
• PayPal Passport
• Santander Trade portal
• The Paypers

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International Domain Strategy

URL structure Example Pros Cons Country-specific example.ie

• Clear geotargeting
• Server location irrelevant
• Easy separation of sites
• Expensive (can have

limited availability)

• Requires more

infrastructure

• Strict ccTLD (country code

Top Level Domain) requirements, making it hard to buy your domain name Subdomains with gTLDS (generic Top-Level Domain) de.example.com

• Easy to set up
• Can use Search Console

geotargeting

• Allows different server

locations

• Easy separation of sites
• Users might not recognise

geotargeting from the URL alone (is "de" the language or country?)

• Still uses an English URL

Subdirectories with gTLDs example.com/de/

• Easy to set up
• Can use Search Console

geotargeting

• Low maintenance (same

host)

• Users might not recognise

geotargeting from the URL alone

• Single server location
• Separation of sites is harder
• Still uses an English URL

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Language - Does not compute

You might have trouble choosing out of these cute personality styled One Direction band members - Harry, Niall, Louis, Liam and Zayn each come with their own personally styled fashion outfits. Perfect for all fans of 1D! Collect all 5 members of the band. 1 doll supplied. = 你可能有麻烦选择这些可爱的个性风格的单向乐队成员 - 哈利 ，尼尔，路易斯，利亚姆和Zayn都配有自己的风格的个人 时尚服装。完美的一维的所有球迷！ 收集带的所有5名成员 。 1娃娃供应。 = You may have trouble selecting these personality style

• ne-way band members - Harry , Neil , Louis, Liam and

Zayn are equipped with their own fashion personal style . Perfect for all fans of one-dimensional ! Collect all five members of the band . 1 baby supplies.

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Internationalising your site

Translation > all the way through to > Localisation

• Using the local language (all content needs to be

professionally translated) including content and the HTML tags / meta data

• Using metric measurements relevant to that country
• Including currency converters or pricing in local currencies
• Set user expectations - providing information on duties and

taxes in each markets

• Making sure your contact form can accept special characters

and that it is suitable for your target country

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Usability

Payments

• You need to check your payment gateway accepts all

international transactions as well as investigating if credit card the preferred payment method for your target country. It could be bank transfer, PayPal or even cash on delivery. Once your site has been localised do you need to do the same for your marketing

• After you have translated your website you need to make sure

you are segmenting your database into country specific markets.

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International Traffic Driving

To have a successful website you need active engaged users The main Key areas to look at are:

• Organic (SEO)

– Russia (Yandex) – China (Baidu) – Japan (Yahoo) – South Korea (Navar)

• Paid

– Search – Social – Affiliate

• Social media
• Referral

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Main Channels

Facebook Twitter YouTube Pinterest Instagram LinkedIn Periscope SnapChat Google+ Vine International Weibo (China Twitter) WeChat (China WhatsApp) Ren Ren (China Facebook) Tudou (China YouTube) Vkontakte (Russia Facebook) Odnoklassnink (Russia Facebook / LinkedIn) Xing (German / Dutch LinkedIn)

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Emarketplaces Model?

Are Emarketplaces right for you?

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• Access to customers in a trusted

environment

• You keep control of the brand
• Fully integrated IT and stock control
• You keep control of pricing
• Full retail price less listing and

transaction fees

• Excellent way to test the local demand

for your products

• Build valuable research into customer

behaviour

• Counter seasonal in antipodean markets

New E-Navigator tool

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https://selling-online-overseas.export.great.gov.uk/markets/filter/

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Open up multiple platforms through Integrators

Managing your ecommerce across multiple platforms and geographies can be complicated as you scale. Platform integration companies (including Channel Advisor and others) can consolidate and manage through one feed only. The following companies

• perate in this area but DIT

policy does not allow recommendations:

• Anatwine (Fashion only)

ashley.maroney@anatwine.com

• Channel Advisor

hakan.thyr@channeladvisor.com

• Linnworks

info@linnsystems.com

• Pentagon

laurence.guy@pentagon- interactive.co.uk Illustration Source: Channel Advisor

Member’s Flash Sale Sites

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Member Sales or Flash Sale model is based on discounted items over a short sale period. This is a good model if you are a manufacturer looking at B2C as they tend to be on the lower end of margin but can drive high volume. It is also a good opportunity to discreetly clear old stock. UKTI have contacts with many of them so if you are interested we can help start the process. Contact your Ecommerce Adviser

Questions

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Get in Touch

International Ecommerce Trade Adviser Twitter: @Charlie_DIT Charlie.Ruigrok@mobile.trade.gov.uk www.exportingisgreat.gov.uk

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