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Building an International Presence

World Trade Centre Belfast Export Excellence Series. Building an International Presence. Thursday 21 st February NI Science Park, Belfast. Valerie Brown. World Trade Centre Officer Belfast City Council. Steve Orr. Director of Enterprise Development Northern Ireland Science Park.

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Building an International Presence

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  1. World Trade Centre Belfast Export Excellence Series Building an International Presence Thursday 21st February NI Science Park, Belfast

  2. Valerie Brown World Trade Centre Officer Belfast City Council

  3. Steve Orr Director of Enterprise Development Northern Ireland Science Park

  4. Who’s Who? Participants introduction

  5. Patrick McGrath Managing Director, Ripfactory

  6. Ripfactory Patrick McGrath Managing Director

  7. Core Objective making digital music simple by deploying knowledge, skill and automation

  8. Ripfactory Ltd • Software development company – Digital Music • Founded 2005 • Privately held and funded • HQ Belfast, NI plus US office • Core staff of developers, project management and support staff • 2007 Entrepreneur of the year • 32 worldwide markets

  9. The Big Idea

  10. Turnkey robotics Kiosk solutions Bespoke solutions Metadata Device integration Custom software development Service providers CI Content Aggregators Labels Manufacturers Areas of Operation

  11. Amazon Apple Itunes HMV Nokia Sony Ingram Linn Maclaren Rhapsody ReadyToPlay Rimage Circuit City TWE Sanity BMG Universal Imerge Reference Customers

  12. Key Products

  13. Growth • 14 staff - Belfast • US Office • Linear 100% turnover growth • Profitable from year 1 • Zero NI Business • 92% export focus • 32 countries

  14. Export Markets

  15. By Percentage

  16. Market Research Distributors Travel Localisation Cultural Differences Staff Coverage Support/Warranty Product Outlook Replication Partnerships Invest NI Internet Press Expos The Phone Ireland Methods to Export success

  17. Looking forward • Replicate to another 30 countries • Galvanise and expand distribution network • Increase manufacturer partners • Invest in local sales offices • Maintain Growth

  18. Richard Gibson Founder, Smyth & Gibson

  19. Question & Answer

  20. Break

  21. Dermot Cleere Director, CJ Higgins

  22. Building on an International Presence Presented by Dermot Cleere, Director Gavin M Higgins, CEO

  23. Today’s Agenda Background to HII Services How HII developed an international presence Resource implications in establishing a JV How the JV has benefited HII Learning points

  24. Background • HII in the UK & Irish market for 40 years; 50 employees; • Based in ‘Titanic Quarter’; • Commercial Insurance Brokers & Financial Advisors; • Authorised & regulated by the in the UK.

  25. HII Development UK & Ireland • HII is established in the UK & Irish Market; • Has acquired rival; • Targeting potentials for acquisition in 08/09 • Asia • Asian companies acquiring UK based companies • Gaining expertise/experience /credibility • HII opportunity!

  26. HII Offices

  27. International Aims • HII objective to increase brand awareness; • Assist in securing additional businesses; • Increase growth of overall HII business; • Source entry into market; • Contacts in the far east indicated various emerging Asia markets; • Conducted research in to insurance market in BKK / Thailand: - draft business plan; - how to enter market place; - potential difficulties; - identified a partner as best solution.

  28. Establishing a joint venture partner • Seek a partner aligned to HII business aims; • Establish ‘trust’ (demonstrate, commitment, long term); • Business plan 3, 5, 10 years; • Legal / foreign company investments rules; • Resource costs:- - set up / office / staff; - HII relocation of key personnel (work permits etc) - Recruitment of qualified locals; - Capital requirements; - Licence by DOI under the ministry of Commerce to act as a broker for general / life business in Thailand; - 6 months minimum to set up.

  29. LawtonAsia Office

  30. HII • Entered JV in 2002 • Provided capital: - Set up costs; - Licensing; - Key personal / relocation. • Experience/ expertise/credibility; • Existing relationships with Global Insurance Company; • Exclusive insurance market access; • Assistance with the establishment of licensed insurance; product; (payable in local currency) only 2 available in market; • Attract new clients / service major clients; • Provide expertise in risk management.

  31. LawtonAsia • Manage / direct all day to day business operations; • Design & run major development / marketing programs in Asia. In 2002 - 3 staff; - premium income £100, 000 In 2008 – 30 staff - E.g.s of existing clients include Triumph Motorcycles; BPB Asia; Thai Gypsum, PWC, Grant Thornton; Thai Nox. - Premium income £4 million

  32. Benefits to HII • Growth / enhancement of brand in Asia; • Delivered return on investment (starting 2008); • Enhanced HII reputation with existing/ potential clients & insurance markets; • Combined purchasing power; • Provided exchange opportunities for staff; • Provided learning of new skills & areas of expertise in international markets; • Plan to set up offices in Vietnam this year.

  33. Learning points from HII Experience • Significant effort; • Time to build confidence; • Commitment.

  34. Julie Taylor International Business Manager, T.G. Eakin Ltd

  35. Julie Taylor Head of International Business ‘Building an International Presence’

  36. An introduction to TG Eakin Limited

  37. Company Introduction

  38. History of T.G. Eakin Ltd. • Manufacturer of wound care & ostomy products • Founded in 1974 by Tom Eakin • Today a successful, innovative company selling to over 25 countries • Acquired Pelican Healthcare in 2007.

  39. Organisational Chart

  40. R&D • Team of 3 full time staff • Devoted to R&D of quality ostomy and wound care products • Improvements to existing ranges.

  41. Quality • Hygiene standards • ISO 13485:2003 accredited • Traceability • Each product is individually checked.

  42. Product Range

  43. TG Eakin Manufacture products for… Stoma Care Stoma And wound care

  44. An Example 3 days

  45. Business Development One Product One Market Export Global Market New products – Organic Growth New products – Acquisition

  46. Business Development ‘Building an international presence’

  47. Global Market Development

  48. Export Targets – Which countries first? • English speaking • Northern European

  49. Exporting: HOW? • Target market. • Who are your customers? • Networking – word of mouth • Research. KNOW YOUR MARKET.

  50. Market Entrance Strategies. • Several strategies available when entering a market with a product. • Cost • Differentiation • Focus

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