department for international trade€¦ · • trade show participation • meet the buyer events...
TRANSCRIPT
Department for
International Trade
Rob Lewtas
Department for International Trade (DIT) Structure
Why should companies export?
• Market growth: Sales growth
• Increased productivity
• Reduced reliance on the UK market
• Hedging against risk
• Offset seasonality or downturns in demand
• Increase “shelf life” of products & services
• 11% more likely to stay in business
• Attractive to investors
Typical barriers to exporting food products
• Finding customers
• Getting paid
• Right amount
• Right timing
• Compliance, legal risks & paperwork
• Logistics & distribution
• Capabilities in the business
• Capacity in the business
• Costs (cash + time)
• Communications
• Uncertainty over true cost of sale
DIT’s Service for Exporters
Market visit
support
Market Research & insights
Capacity building events &
workshops
Access to buyers
Finding and contracting agents &
distributors
Digital sales
options
True cost of sale
analysis
Route to market
evaluation
Communi-cations
Product & service
localisation
Mainly free or subsidised services
Impartial support
Funding & subsidies
Support relevant to food & drink companies
• Consumer data by category by market
• Competitor analysis
• Compliance (e.g. FDA USA)
• Events UK & overseas
• Market entry strategy
• Strategic partnering
• Product showcasing initiatives
• Funding and subsidy
Free-From market evaluation tool
High Low
Example variables
Competition
Entry cost
Hassle factor
Example variables
Intolerance diagnosis rates
Retail awareness
Consumer awareness
Legislative pull
USA
China
Germany Sweden
Spain
Australia
High
New EU funded support for 2017
• Business development
• Trade show participation
• Meet the Buyer events
• 12 hours free expert advice and coaching
• Programme of specialist workshops and export
development for you and your team Export documentation
Internationalisation of your digital proposition
Selling on-line overseas
Choosing and working with agents & distributors
Market insights
Sector focused events
• Limited availability
Global Growth Pilot Initiative 2017
Legal and General
• Export agreements
• Due diligence
• International tax planning
• International HR and Recruitment
support
International Marketing
• Export Market Research
• Market Selection Advice
• Overseas Business
Environment
• Translation/Cultural Advice
• PR support
International Sales
• Overseas sales prospecting service
• Routes to market, distribution/Agency
Advice
• Identification of an agent or distributor
• Social media/email/search-engine
marketing
• Cross Cultural Negotiation Support
• Product Localisation and Certification
• Innovation/adaptation services
• IPR Advice
DIT’s global presence
DIT has more than
1,200 staff in over
110 overseas markets
Dealing with uncertainty
Factors of uncertainty
Exchange rates ?
Tariffs Import costs
Staffing ?
Managing uncertainty
Rob Lewtas
T: +44 (0)7590 439382
London & South East International
Trade Team
T: +44 (0)330 300 0012