Opportunities prevail for overseas growth

The global economic downturn may be biting hard, but there are still opportunities to reach new customers, enter buoyant new markets and drive sales by trading overseas.

That’s the message from a growing number of firms across Yorkshire and the Humber, who are capitalising on targeted support from UK Trade & Investment (UKTI), the government organisation that instigates overseas trade, to broaden their horizons and take their business to the world.

Leeds-based manufacturer ATB Morley, which specialises in large high voltage electric motors for heavy-duty equipment in underground mining, is one such firm that is doing just that.

The Queens Award-winning company, a wholly-owned subsidiary of Vienna-based ATB, which is itself part of the Austria ATEC Industries group, is defying the downturn with sustained year-on-year growth, and is forecasting a record turnover again in 2009.

China, Australia, Russia, America and Europe are already established markets for ATB, but with plans to target India and South Africa as well the firm’s global ambition truly knows no bounds.

“The way I see it is there is always demand for well-engineered UK products in overseas markets – and that situation is unlikely to change,” explained managing director Ian Lomax. “Our reputation for excellence often precedes us, and you can open many doors on that reputation alone. So if you’re in a position where your UK customer base is declining, or your margins are being squeezed, then considering export is a logical step to take.

“It certainly worked that way for us, with our trading split now 80-20 in favour of export. And we’re not finished there, with firm plans to explore other international markets such as India and South Africa, both of which potentially offer further opportunity for future growth.”

Ian has enjoyed a five-year relationship with UKTI, using the organisation to gain a useful insight into new markets, or fresh opportunities within an existing market.

He and ATB are set to utilise UKTI’s Overseas Market Introduction Service (OMIS) to establish links in India and South Africa.

OMIS offers a more customer-focused service to British businesses, putting key personnel from a given firm in direct contact with UKTI staff in overseas offices, who in turn can provide bespoke business advice and visit support.  

The service is useful for first time exporters looking to make an initial approach into a new overseas market, as well as established exporters like ATB who are considering expanding their global reach.

Other successful UKTI partners that are benefiting from significant international trade despite the downturn include Clearwater Revival Limited, of Bradford, which manufactures a range of exclusive free-standing baths.

The company was one of the first in the region to benefit from UKTI’s ‘Passport to Export’ initiative, an assessment and skills based programme that provides new and inexperienced exporters with the training and ongoing support they need to succeed overseas.

Clearwater hasn’t looked back since, with sales in France alone currently up by a staggering 300 per cent. The firm is also planning a major push in America in the months ahead as the economy there starts to stabilise.

“Getting onto the export track can be a slow and expensive business, and it can be especially difficult to identify the right contacts,” explained managing director Darren Allison. “However, UKTI helped us structure our thinking, and the Passport to Export scheme gave us some invaluable advice on organising the finances of our international trade activities.”

Darren and Clearwater have also capitalised on the UKTI’s Targeted Export Support Scheme to boost their export sales, using their dedicated International Trade Adviser to identify and attend a key exhibition in Germany for showcasing products.

To find out more about OMIS, Passport to Export, Targeted Export Support Scheme and other UKTI services call 0845 6048 048 or look under ‘Key Programmes’ on the www.tradeyorkshire.com website.