global tradermagazine FOR BUSINESS PEOPLE AND THEIR WORLD ISSUE 9: SUMMER 2013

SUPPORTED BY THE INSTITUTE OF EXPORT

Go West! North America rises to the challenge of the emerging markets

It’s the ‘Real’ deal for Lancs CGI firm

Adzuna boss looks to Canada

Four pages of IOE news

Avon Rubber’s trade bounce in the US

In association with the

global trader magazineContents 1

ON THE NO.10 DASHBOARD: P14 GAS MASK MARVELS: P34 G T Inside this issue global trader magazine BRITAIN AND CANADA: Europlus Direct boss Jim Hart 3Natural partners, by British Consul General in Toronto WATER WONDER: 20 TEAM 30things you didn’t know about GT SUMMIT: Who could rival Lifesaver Systems Publisher: Churchill on a fiver? JULIE BARBER 5 [email protected] MOVE OVER CAFFEINE: ANSWER THIS: Ambassador 31The Scot with a healthy Editor and design: 7Theatre Group boss, new kid of energy drink alternative ERIC JACKSON the Broadway block [email protected] SEDUCTIVE STATES: HLB International Project Manager: AMERICA TO BELARUS: The on the favourable American GAURAV AVASTHI 32 9Lancs CGI perfectionists economy [email protected]

Production Manager: THE BUZZ ABOUT BANK ON CA$$H: Says ANGELA HURST 12BURMA: Spotlight on Asia’s 33Western Union Business [email protected] new hot-spot Solutions ABUNDANCE OF IDEAS: BOUNCING BACK: Avon Now Adzuna takes on 14 Rubber hits new heights Canada 34 thanks to US business COOL OPERATOR: YES KHAN DO: Benoy boss USystems boss on Queen’s 16 talks about the attractions of Award and breaking the States 36 Mongolia This publication is now available as an ebook NEW YORK SPIRIT: The Brit http://gtmagazine.gtglobaltrader.com/ 18taking Bibby to the next level DIGITAL DYNAMOS: Cardiff 38Start on the ‘easy’ way to TORONTO TIPPED FOR export 20THE TOP: Axxsys boss predicts great things THE SKILLS GAP: Why it’s 40holding us back, by British Designed and published by Ten Alps Publishing, INSTITUTE OF EXPORT: Chambers of Commerce Trelawney House, Chestergate, Macclesfield, Cheshire SK11 6DW. Tel: 01625 613000. 21Four pages of IOE news www.tenalpspublishing.com. July 2013. Ref: OEI ESSEX CHAMBERS OF GATE EXPECTATIONS: 41COMMERCE: On course for new markets We very gratefully acknowledge the support of 25BIFA boss on the London the firms whose advertisements appear throughout this publication. Gateway Terminal As a reciprocal gesture we have pleasure in drawing the NEWS: Postcode Anywhere attention of our readers to their announcements. GETTING A GRIP: How 42is first past the post It is necessary however for it to be made clear that, whilst every care has been taken in compiling this publication and 27AmSafe’s got it all tied up the statements it contains, neither the promoter involved nor THIS IS MY WORLD: Ed’s the Publisher can accept responsibility for any inaccuracies, or for the products or services advertised. CONQUERING THE 44Easy Diner Boss Andrew 28WORLD: How we did it, by Guy

Foreword 3

ISSUE 9: SUMMER 2013 Trade and investment partners – naturally! global trader magazine By Jonathan Dart, British Consul General, Toronto, and Director General of UKTI in Canada THE mere mention of acronyms such as BRICS and MIST or talk of ‘high-growth NE of the curious things I have ongoing global economic uncertainty, it is this’ or ‘emerging market that’ gets UK discovered in my four years in expected that Canada’s growth will be 1.8 politicians of all hues weak at the knees. Canada is that Britons and percent and 2.5 percent in 2013 and 2014 But while countries such as Brazil and OCanadians seem to prefer each respectively, largely supported by low interest Turkey do offer great opportunities, the fact other’s country to their own. rates and a strengthening in the US economy. remains that most of the UK’s business is The truth is that the two aren’t really foreign What are UK companies exporting to done with the EU – and North America. countries to each other – we share a Queen, Canada? It may come as a surprise that oil is Our links to Canada aren’t just about legal and parliamentary systems and much of the top export, but we perform well across the language and culture. We still share a our history and values. At a personal level we board on a range of services, investment and Queen, of course, and as Jonathan Dart, share a language (except of course for merchandise trade, and pretty much anything the British Consul General in Toronto, says French-speaking Quebec), a sense of innovative or globally competitive will find a on this page, we have a sense of humour humour, a largely liberal attitude and a sense market here; two-way merchandise trade was and a liberal attitude in common. of fair play in doing business which makes us £9.7bn in 2012. natural trade and investment partners. And while some people may carp about The Canada-Europe trade agreement certain aspects of the US, such as its We may be similar in attitude, but our (CETA), which at the time of writing is foreign policy and overbearing economic geographies differ enormously. Canada has approaching a conclusion, will deepen our 34 million inhabitants, just over half the UK’s might, the fact remains that if there was no commercial relationship in all sectors, population, in an area 40 times the size of the USA, the free, British way of life as we especially procurement, food and beverage, UK. Admittedly most are located along the know it would probably not exist, snubbed and services. We have a network of UKTI southern fringe of the country, but still, out by totalitarian, intolerant or Trade Officers across the country with both distances between cities in Canada are expansionist ideologies. Like it or not, we sector and geographical expertise to help enormous. St John’s in Newfoundland is are all partly American. We listen to British companies enter and grow in the closer to the British Isles than it is to market. The services we provide have some downloaded Springsteen and Beyonce on Saskatchewan, Alberta or British Columbia. Apple devices, slurp coffees at Starbucks of the highest quality ratings from customers and drive around in Fords. Our movie and Geography has directly influenced the of UKTI in the world. UKTI will be producing a TV idols are from across the Pond. relative competitive advantages of the two comprehensive guide to the new opportunities countries. Plentiful hydro-electricity and gas presented by CETA– follow @UKTI_Canada This issue of Global Trader Magazine makes electricity cheap in Canada, but on Twitter to be the first to know. reflects that symbiotic relationship between presents opportunities for UK companies who the UK and North America on a business We have identified a number of areas of have felt more pressure to develop energy- focus. The rail sector is one, with billions of level. As Liz Basing, the regional director saving devices. Green buildings, renewable dollars of contracts to be let over the coming for UKTI East, says: “The USA remains our energy technologies and waste treatment are decade in Ontario and Alberta. Nuclear is most important single overseas sales similarly promising areas for collaboration. another, with potential for UK suppliers to be destination with exports growing by over a Greater industrial and social density in the better integrated into the CANDU supply quarter year on year. The Transatlantic UK has led to the development of diverse and chain. And we believe that opportunities in the Trade and Investment Partnership (TTIP) innovative goods and services which resource sector are as good as in the BRICS between the EU and USA looks set to Canadian partners and distributors are keen and other emerging markets. reinforce these existing strong bonds.” to include in their product ranges. Resource Any downsides? Well, travel around the And Barack Obama and David Cameron development is also a key plank of the country is expensive, both in time and dollars. wrote jointly that "ours is not just a special Canadian economy, and British companies Public transport is patchy. There is a relationship, it is an essential relationship - are involved in oil, gas and mining projects. protectionist streak running through some of for us and for the world." We should never Hundreds of billions of dollars worth of the economy – by UK standards the energy, resources are locked up in remote parts of the forget such sentiments when the broadcasting, airline industry, legal services, country which lack basic infrastructure such fashionable or expedient alternatives alcohol distribution, utilities and telecoms as roads, rail or electricity grid access. elsewhere try to seduce us too much. sectors are heavily restricted for foreigners. ERIC JACKSON The Canadians play straight with partners editor and suppliers. They are on the lookout for But it would be wrong to see Canada as a British capital, expertise and ideas to help closed economy – UK companies have found develop resources across the country. As an good profits here for centuries, and UK open trading nation, Canada has not been companies tend to be more surprised than immune from the economic effects of the disappointed at the extent of the opportunities global downturn, but it has fared significantly the country offers. In short, UK companies better than most. It continues to perform at the should be doing more in Canada. It is a top of the G7, has the lowest debt-to-GDP relatively straightforward market for those new ratio of that group, and is on track to to exporting. We speak the same language (in eliminating its budget deficit by 2015-16. more ways than one) and it is a beautiful Canada has regained all the jobs it lost during place to visit. We’re waiting for you. the recession, and the unemployment rate Web: www.ukti.gov.uk . Twitter: G T has held steady at 7.2 percent. Despite @UKTI_Canada. LinkedIn – UKTI Canada

GT Summit 5

Business leaders and academics discuss a hot global trade topic. The question this issue is:

Wartime leader Winston Churchill has been chosen to replace Elizabeth Fry on the new £5 note. Who, from the world of business and politics, would you choose and why?

CHARLES RUSSAM DAVID STURGES JOHN HARGRAVE Chairman, Russam GMS Chief Commercial Financial Director, My choice would be the Officer, WorkPlaceLive Pitmans LLP Scottish author and My choice would be the Why not Richard Branson? reformer, Samuel Smiles. greatest British post-war He’s an outstanding One of the best known prime minister Clement example of a natural and figures of the Victorian era, Attlee. His government gifted entrepreneur who he wrote one of the most was truly identifies opportunities to inspiring self-help books, transformational. He create businesses and entitled Self-Help. He set refashioned Britain in the improve service levels and out to‘ tell people that morality and hard work face of post-war misery, creating the pricing to consumers’ while making a return were all that was needed for success. The welfare state, the NHS and tackling high for himself. He takes instinctive decisions book was written in 1859 and its teachings levels of unemployment. Abroad, he based on his feel for the risks and returns are more relevant now than they were then, recognised the national rights of millions of and is unafraid to follow his “screw it, let’s do during the height of the Industrial revolution people throughout the British Empire and it” dictum. He doesn’t always get it right but and of the British Empire. By the time he was able to maintain the sense of learns from setbacks and ploughs on into died, over a century ago, a quarter of a solidarity in the form of the new markets to challenge the establishment. million Britons had bought Self-Help. The Commonwealth. Even before he was His keys to life and business are: have faith book was also a bestseller in Italy and Prime Minister, he was a highly successful in yourself, believe that anything can be Japan. Smiles had chanced upon a literary deputy, ensuring that the war machine done, live life to the full and never give up. seam that continues to fill entire bookshop worked, that the fabric of society was held To all the unemployed youth in Europe, aisles and is one of the most read self-help together, and that the nation was fed. these guidelines should be a clarion call to books of all time. anyone wanting to get something started.

STEPHEN ARCHER PROF ALISON WRIDE PROF AMIR SHARIF Business Analyst Provost, Greenwich Assistant Head, and Director, School of Brunel Business Spring Partnerships Management School Alan Turing should Given the criteria that If allowed to choose be on the next £5 the bank sets – that the someone living I note. He was a individual featured believe Sir Clive complete genius. He should be a Great Sinclair, the developed Briton, non-controversial entrepreneur and computing thinking and dead – it’s a tough inventor, is deserving way beyond what was envisaged as call to find someone to replace Elizabeth of this accolade for introducing home possible in the 1940s and shortened Fry. I’d put to one side the second computing to the UK and changing our the war by at least a year – some may characteristic and focus on the impact the relationship with computers forever. While argue single-handedly. He also individual had on Britain and beyond. Marie the focus is often on the Sinclair C5 managed to work well with many Stopes was a campaigner and pioneer in electric car (and its failure), Clive Sinclair people at Bletchley Park despite being the field of birth control, and her legacy is was also responsible for the first slimline what is often thought of as a genius seen throughout the world. Without access electronic calculator and the UK’s first and a loner. He also developed to contraception, most women’s economic mass-market home computer under £100, thinking for very advanced computer power is severely diminished and their the ZX80, followed by the ZX81 and ZX processing after the war. His demise ability to play a full role in business, politics Spectrum. Despite the tremendous impact was very sad and a lesson in and other sectors is limited. Giving women Sinclair’s inventions have had on enlightenment and in today’s society the freedom to choose when, and if, to have technology and society, he doesn’t use the he would not have suffered children allows society and the economy to internet or email, believing them to be homophobia as he did then. He benefit from the huge number of talented distractions which stifle innovation. But remains nonetheless one of our and able women we see at the forefront of imagine a £5 note with a ZX Spectrum on greatest ever minds. today’s workforce. the back.

a question of business A question of trade 7

In the spring, the Ambassador Theatre Group made its first inroads as a venue operator in the US with the purchase of the 2,000-seater musical house, The Foxwoods Theatre, on Broadway, making ATG the first British company to operate a Broadway theatre in the modern era. ATG bought the venue, for between $60m-$70m, from Live Nation Entertainment, the same company from which it also bought much of its UK stable in 2009. Here David Lazar, who oversees the North American division of ATG, talks to Global Trader. He played a key role in the acquisition of The Foxwoods and is focused on further North American expansion for the company. Since joining ATG, he has been involved in such Broadway productions as Boeing-Boeing, Guys & Dolls, The Seagull, The Norman Conquests, La Bete, La Cage, Elling, and The Mountaintop and U.S. touring productions such as Sweeney Todd, South Pacific, and 9 to 5. He has negotiated deals for the creation, production, presentation and investment in entertainment properties across multiple platforms with organisations such as Cirque du Soleil, The Really Useful Group, Las Vegas Sands, Planet Hollywood Resort & Casino, Disney, MGM, Miramax, Sony, Madison Square Garden/Radio City Entertainment and The Rodgers and Hammerstein Organisation. Answer this!

GT Hello David, your company has quality live entertainment in this part of current economic climate for the arts, bought the Foxwoods Theatre on the world, as well as a great existing both inside and beyond the London Broadway. If you could pick one famous pool of talent. We fully expect to move scene? number from a hit musical, what would ahead with growth initiatives in this DL Despite a challenging economic it be to sum up your feelings about region in the very near future. environment in the last few years, we being on Broadway? GT As the country’s largest theatre DL “New York, New York It’s a Helluva operator, how do you view the TURN TO PAGE 8 Town!” – On The Town GT Today America, tomorrow the world? The Foxwoods Theatre: A Broadway first for Britain How are your plans going to expand into the Asia Pacific market? DL We are always looking for opportunities to expand into new territories with our approach to operating theatres and producing shows. The key is finding the right opportunities. For markets which already have a solid tradition of attending commercial theatre, we assess whether we can bring a higher level of service and greater quality of offerings to the customer. For markets where attending West End/Broadway- type plays and musicals is not as common, we consider whether the building blocks are in place to attract new audiences. As for opportunities in the Asia-Pacific market, we recently opened an office in Sydney, Australia, focused specifically on such expansion. There is a fast growing demand for high 8 A question of trade

FROM PREVIOUS PAGE David Stern: one of David Lazar’s business heroes

see a vibrant West End and an and we like it that way. encouraging trend in the regional GT If you could run another markets. First-time touring business or enterprise for just productions such as The Lion King one day, what would it be? and the soon to launch Wicked are DL As a lifelong sports fan breaking sales records across the UK and Chicago, Illinois native, it with never before seen demand. would be running my That being said, we remain weary of favourite American Football the ongoing funding cuts to the arts, team, the Chicago Bears. as it hurts many organisations that play a significant role supporting the GT Name your top three creative community and audience business heroes, and say development. what it is you like about them. GT How does the American market DL Steve Jobs. His ability to differ from the UK’s? Can you use imagine what the consumer the same business model or will it will want, before they even need to be radically different, know they want it, was a especially if your expansion there special talent. David Stern continues? (National Basketball Association). He grew the DL Of course, there are certain cultural sport by understanding the nuances and business traditions that marketing power of its stars differ between the West End and and the quality of Broadway. However, the family entertainment they needed to seeing a show in London or seeing a deliver to fans. He always show in New York ultimately want the thought globally. Lorne same great experience. They want to Michaels (Saturday Night see a great show with great actors Live). If you can consistently and feel it was a special experience find and cultivate great talent, well worth the trip to the theatre. the success will follow. That’s the business model that works in theatre regardless of the location. GT Which country in the world would you most like to GT You already produce shows in move into to revolutionise its America. What has been your theatrical offerings? biggest success – and greatest disappointment? DL China. The combination of the greatest untapped DL In terms of success, I tend to point potential market along with all to projects that exemplify our interest the inherent challenges in finding the best theatre around the understanding the culture globe and bringing it to larger would you explain that? would probably be too exciting to pass audiences. Our productions of Sweeney DL As other forms of entertainment up. Todd and The Mountaintop were become more fragmented and can be GT It must be great to mix business with originated in small developmental viewed by multiple devices in many other people’s pleasure. What gives you theatres in the UK, and Exit the King different locations, live theatre is an the biggest buzz working in the theatre with Geoffrey Rush was the result of experience that remains unique and business? attending a wonderful performance of can’t be replicated. Live theatre the show in Melbourne, Australia. connects deeply with people in a way DL Working with creative artists can often Finding success on Broadway with that special effects and car chases can’t be inspiring. After seeing countless those productions was particularly achieve. productions, there are still many times special given their unlikely journey. The I’ll be sitting in the audience when a GT Where do you see ATG diversifying in greatest disappointment is probably a moment on stage makes the hair on the future, if at all? revival of Guys & Dolls that your arm stand up or you feel your DL unfortunately wasn’t embraced despite We are focused on diversity of emotions well up. The buzz of creating a first class team and great dedication offerings in our venues and how we find those moments for other people is what to the work. When you have a chance to new ways to reach audiences. We’re a compels someone to work in this work on one of the greatest shows ever company that is all about live theatre, business. written, it’s certainly disappointing when it doesn’t all come together. That being said, I value the experience For the Asia Pacific market, of working with so many talented we recently opened an office people on that project which has ultimately led to new collaborations in Sydney, focused on such together. GT Musical theatre has boomed, unlike expansion cinema attendances, against the onslaught of TV and the internet. How‘ ’ Game on 9

Total War Rome: RealtimeUK made the graphics seem extra lifelike. Below, Tony Prosser

HE force must definitely be From America to Belarus, a small with Tony Prosser – his CGI business is expanding company is making big progress in the Tacross America and Europe world of CGI. The boss of RealtimeUK and the company’s boardroom is talks to Eric Jackson about the guarded by a stormtrooper. Lancashire company that is the ... Luckily for visiting clients and staff, the guard in question is a life- size model of one of the sinister- breed of games developers who looking soldiers from the first Star have taken advantage of the Wars film, made by Andrew fact that creating a successful Ainsworth, the original designer. game is no longer dependent on Meanwhile his office is full of its distribution across the usual smaller model stormtroopers. two or three main games The married father-of-two, who Real consoles on the market at the lives in Westby, near Lytham St time. Annes in Lancashire, and has “A proliferation of new gaming studios near his home and in platforms which enjoy increased Manchester, admits the George interconnectivity has meant that Lucas franchise has had a games can be created and profound effect on his life and distributed more cost effectively launched his obsession with deal than ever before. special effects. “Smartphones, social networks “I saw the first Star Wars movie “I think our clients in Belarus typify what and online digital game stores are all valid when I was 8 and my life was never the is happening in the games industry right platforms that offer games players a valid same again,” laughs Tony, 39, who has now, which is where we continue to get a alternative to the usual Xbox and been the MD of computer animation firm lot of our core business from,” says PlayStation offerings. Warmgaming have RealtimeUK since graduating in technical Hitchin-born Tony, whose hobbies, over 50 million registered users who play and information illustration in 1996 from befitting a man in the games industry, are the game globally. Fortunately they also Blackpool Art College. wakeboarding, snowboarding, running and understand the need for high quality Now Tony is creating a bit of an empire cycling, while he’s got a major love of marketing trailers in order to attract people of his own, with a list of impressive blue- supercars, track days and movies. to play their game and maintain their chip clients including Aston Martin, Sony “New clients are emerging in the most position in a very competitive market.” and Microsoft, while breaking into new unlikely of places compared to just a few In contrast to the Wargaming work, markets such as the USA and even years ago. In this case, our Belarusian Belarus. client, Wargaming.net, are one of a new TURN TO PAGE 10 10 Game on

FROM PREVIOUS PAGE We believe we’ve established RealtimeUK has also made inroads into the more established US market, which a very special set of values Tony has found particularly satisfying, give and methodologies here that country’s reputation for animation excellence. “We enjoy working with US clients – they’re hugely appreciative of our work and we’ve found a great way of making the time difference actually work better for both parties. done to be able to attract more talent, posed by rivals is to get out in the world more rapidly, and already the plan is and meet prospective clients. “We work for many different video games working nicely. publishers in the US – various divisions of “Since starting, my role has evolved Microsoft, Sony and Namco Bandai,” says “We’ve had a lot of people tell us that quite dramatically,” he says. “It started as being very sales focused and I travelled a Tony, who insists quality always comes they’ve always wanted to work with us but great deal to bring the work into the before quantity – or quick bucks – for his they couldn’t because of our previous, studio, but I now have two very firm. remote location.” And he takes pride in the fact that a experienced account directors who do “We’re extremely fortunate to have such most of the travelling. exciting, forward thinking international northern operation has managed to trump rivals in London, who he thinks have a “However I still attend key client clients,” he enthuses. “Right from day one sense of entitlement when it comes to the meetings and major international events. I we focused all our efforts on winning the ‘media industry. still thoroughly enjoy that side of my role.” very best CGI work from the very best “Us northern folk start life feeling in the And while the market for video’ games clients in the world. shadow of our London competitors and may be shrinking, Tony has few fears “We had to make some tough decisions perhaps work harder with more dedication about the future of his industry and the in our early years as we turned down well to ensure we rise as quickly as possible to company’s place in it. paying work that wouldn’t help us get an international position, despite being so where were going. We understood that to “The video games sector makes up for far from the capital city.” become truly world class in the areas we around 70% of turnover now and although were so passionate about we could not Expansion the games console market has been afford to ‘dilute’ our skills and activities in Even so, to maintain the expansion of shrinking recently, the entire games sector tangent or lesser quality areas of work.” the company RealtimeUK has been across all platforms and business models supported by various agencies, including couldn’t be growing any faster,” he says. As a result, after 16 years, RealtimeUK – Regenerate Pennine Lancashire. whose work encompasses cinematic “The development within the CGI game trailers, cut scenes and in-game “We’ve grown progressively and industry is accelerating. The technology is animation for the video games sector as organically since we started, but quite continuously being improved and well as TV commercials and specialist CGI recently we’ve needed to expand more enhanced and obviously the skills and services to the automotive industry – has rapidly and make major investment in new abilities of the CGI artists is continuously spread out from its sleepy backwater computer hardware to help us continue to growing and developing too. origins on the Fylde coast to the more pioneer within our specialist areas of “Developments in lighting and rendering metropolitan offices of Manchester. work,” says Tony. are enabling us to make CGI scenes even “After operating in the middle of “The Regenerate Pennine Lancashire more real with even greater amounts of nowhere, it’s a very welcome and fund was a great way of helping us invest detail than before. In particular our abilities refreshing change,” admits Tony. ahead of actually needing the new in creating truly lifelike human characters “Interestingly the reason for having an equipment, helping us keep competition at is a specialism that is constantly moving ever closer to being completely additional studio in the city centre wasn’t bay.” indistinguishable from real film.” actually to attract more business, it was Another way of meeting the challenges And Tony emphasises that he is hugely ambitious and A touch of class: the Aston excited about the company’s Martin advert created by next phase of development. RealtimeUK “Although we’ve only recently opened our second studio, I already see huge benefits in having multiple sites close to talent pools and key clients, so more studios on a bigger scale is very much on the agenda. “We believe we’ve established a very special set of values and methodologies here that will enable us to grow much faster in the future.” For more information, visit www.realtimeuk.com

12 Emerging Asia

While Asian BRIC nations China and India are stumbling, the neighbour inbetween has come in from the cold and is all set to join the high-growth brigade, reports Rosie Healey Why there is such a buzz about Burma

HEN a repressive regime comes years with his country’s shocking image to an end, there is always problem, when he even acted as an optimism inside and outside the emissary for Tony Blair’s British government Wcountry that it will herald a bright and handed a special letter to Aung San new dawn of freedom and economic growth. Suu Kyi while she was under house arrest, logistics, and there’s a lot of economic development taking place around that.” Sometimes these hopes are realised, as Mr Win is, well, in a win-win situation. was the case with countries such as “It’s incredible how much money is now Another sector attracting strong interest is Panama after the fall of Manuel Noriega and flowing into the country,” he told the tourism, as Burma, which is 1,270 miles his drug-running henchmen in 1989. audience of north west business leaders. long with a population of 60 million – approximately the same as the UK – However, as Egypt and Libya have “There’s investment across the board, but features snow-capped mountains, pristine demonstrated, the opposite can often apply. especially in oil and gas and real estate. beaches and 300 offshore islands. So when, a few years ago, the military Prices are sky high in Yangon, and in some relaxed its grip on power in Burma and parts they are higher even than in New York. “That’s on a par with the Caribbean,” said elections were held in which Thein Sein Jim Rogers, the former partner of Mr Win. “So tourism is set to really take off. became president and long-term political international financier George Soros, has In 2011 we had 400,000 tourists, and it is prisoner Aung San Suu Kyi was released been quoted as saying that if he could he projected that by 2014 it will be 3million. from house arrest, the world held its breath. would invest ALL of his money in Burma.” Thailand currently gets 20million a year, so As Aung San Suu Kyi said: “If I advocate First country you can see the potential Burma has. There cautious optimism it is not because I do not And although historically the oil industry is is a scramble for new hotels and the service have faith in the future but because I do not more associated with the likes of Saudi sector that goes with it.” want to encourage blind faith.” Arabia, the first country ever to dig for oil However, the Burmese are keen not to was Burma. But now, with stability returning to this once sacrifice the country’s strong heritage for the wealthy country which had been reduced to “There are old black and white sake of an easy dollar. pauper status under the army, there is photographs of ordinary people digging “When the ministries moved out of almost a feeding frenzy over the down a couple of hundred feet into the soil Yangon, which has a population of 6million, opportunities for business and to engage to extract oil, and now, all these years later, they vacated some magnificent old colonial with this fascinating nation. When UK Trade there is huge potential again,” said Mr Win. buildings, which can be seen throughout the & Investment recently staged a seminar in “Oil and gas, palm oil and mining make up city. Lots of hotel chains have been looking Manchester for Malaysia – a beacon for 90 per cent of the economy, while China is to move in, but there is resistance among political and economic sense in the South the largest foreign direct investor with 34 the locals who want make sure nothing East Asia region – it was no surprise that projects, mostly in oil and gas and happens to spoil this lovely architecture,” Burma (or Myanmar, as it now often called) manufacturing, with Malaysia second with said Mr Win. Although Burma should be included too. seven projects.” accommodates scores of languages and Such a thing would have been unthinkable Mr Win, who launched his organisation as ethnicities, the predominant religion is a few years ago, but now mighty and far back as 1995 to help British companies Buddhism, which, Mr Win says, creates a prosperous Malaysia can sit comfortably set up there, pointed out that not only is general feeling of homogeny, although there with its ASEAN neighbour to the north, both Burma rich in resources and potential, it is have been disturbing reports of ethnic sharing a common goal for increased high- ideally placed in Asia. conflicts with Islamic communities. growth and development. Keith Win, a “It’s right between India and China and at “Burma is a very traditional country, and Burmese-born businessman and founder of the heart of the ASEAN countries,” he said. when you travel around you will see monks the Myanmar Britain Business Association, “Before the political situation deteriorated everywhere,” said Mr Win. “But they are not now seems like a man whose birthdays British Airways used to stop over there, so backward looking people. Education, for have all come at once. After struggling for it’s got great potential for transportation and example, is highly revered there and there is Emerging Asia 13

Law firm lured by new climate In May, Stephenson Harwood partnered with Burma law firm U Tin Yu & Associates, becoming the first UK-based international firm to associate with a local firm. Corporate partner Matthew Gorman and consultant Peter Church, right, explain why

U TIN Yu & Associates has a respected and attributes, together with its strategic location established presence in Burma, and bordering Bangladesh, Thailand, India, specialises in a number of areas. Laos and China give Burma the potential to The association comes at a key time, emerge as one of the fastest growing when changes in Burma’s political and economies of the 21st century. economic framework are opening up the Highlights of the new FIL include: country to foreign investors. No maximum foreign ownership level for President Thein Sein has ushered in the a large number of industries. Subject to highly anticipated new framework for the discretionary approval of MIC foreign foreign investments in Burma, the Foreign investors may own up to 100% of the Investment Law. investment project. Retail and wholesale Burma’s delights are being revealed Furthermore, there has been a recent activities have been opened up to foreign again, including the Schwedagon reshuffle at the Myanmar Investment investment. Pagoda in Yangon Commission, the body responsible for Tax relief for foreign investors. assessing and approving foreign Foreign investors able to lease land from investment, which most commentators a big demand for schools and colleges.” government or authorised private owners agree should result in a more open and One of the lynchpins of the new Burmese for a period of 50 years, with two 10-year progressive approach. economy will be the construction of the extensions possible. On the back of this tide of change, major Japanese-backed $8bn Dawei Where foreign investment is in sectors Stephenson Harwood has seen an deepwater port and special economic zone requiring skilled personnel, foreign increase in client interest in Burma. Matters in the south, which will bring the economies companies are permitted to use foreign we have advised on include: of Burma and Thailand closer together. employees with the relevant skills. Recent financial hiccups have cast doubt Helping a major international bank on a However, locals must make up at least over the construction of the port, although Burma law governed bond, to be issued 25% of the workforce in the first two the Burmese government remains upbeat to the Ministry of Communications and years, 50% in the next two years and about is prospects. A major new highway, Information Technology in Burma in 75% in the third two-year period. providing better access to and from China, connection with the much publicised The association between the two is also being planned, and, says Mr Win, “if nationwide telecommunications licensing companies will extend the reach of both it all takes off it will totally change the round firms, enabling each to broaden their client dynamics of trade in the region as goods will Advising a well known Korean clothing offering. The association enables be able to bypass the Malacca Straits.” company on the establishment of Stephenson Harwood to offer its clients, A new foreign investment law was put in garment manufacturing operations in local knowledge and expertise from within place last year, giving a five-year tax holiday Burma; and Burma, which it believes is crucial in being for new companies, when previously it was Advising a leading Burmese able to properly understand the market. just three. “And the government allows 100 conglomerate with a turnover of $363m in Notwithstanding the government’s recent per cent foreign ownership in most sectors,” connection with a housing project. reforms, Burma remains a country where said Mr Win. “But if you approach the After being largely off-limits for most of the there are often significant differences government with a project and you’ve last 30 years, Burma is now emerging as a between what might be possible on paper already linked up to a Burmese company, high growth target market for investment, and what happens in practice. Human they will look more favourably on you. due to the size of its population and an rights, corruption, accountability and “There are a few restricted sectors where abundance of natural resources, including transparency issues are still very real you need 20 per cent local ownership, but arable land, oil and gas, minerals and challenges, as is the independence of the generally business is getting easier in freshwater and marine reserves. judiciary. Burma all the time. All the sanctions have Burma has a population of around 60 The association with UTY will be been removed by the EU, and although million, and potentially provides a pool of managed by SH‘s Singapore-based some US sanctions are still in place it won’t young, motivated individuals eager to work Corporate partner Matthew Gorman and be too long before they have gone as well. at regionally-competitive wages plus a consultant Peter Church, who has been “Censorship has been removed, with sizeable market for a whole host of involved in Burma for some 20 years, hundreds of journals and newspapers consumer goods and services. and continues Stephenson Harwood’s available now, with a massive rise in the Coca Cola and Ford are just two recent international growth with new advertising and marketing sector. examples of high-profile companies that offices opened in Dubai and Beijing late “The only obstacles I can see for Burma have announced deals in Burma in recent last year and an association formed with really taking off are poor infrastructure and a months. Burma also has a range of Indonesian firm Christian Teo Purwono skills shortage.” attractive tourist destinations. These & Partners in 2011. www.shlegal.com 14 North America Doug’s had

Now Adzuna is on the No.10 dashboard, but you’d expect nothing less of the man who pioneered so much on the internet. Eric Jackson reports

S an English graduate from Cambridge University, Doug Monro can pretty much get away with any description he likes about his many business successes. The joint boss of hip internet ad site Adzuna, 38- Ayear-old married father of two Doug recalls the progress he made as MD of Gumtree as a ‘fun growth ramp,’ which to the layman may sound like something from a skateboard park rather than the boardroom. But Doug, who also has the title of COO of property site Zoopla on his CV, is possibly more responsible than anyone for writing the British internet lexicon – as well helping his brands become as familiar as Kellogg (Doug got his MBA at the Kellogg Business School) or Marks & Spencer. With such credentials, it would be easy for Doug – who runs Adzuna with fellow ex-Gumtree friend Andrew Hunter – to rest on his laurels. However the company, based in Clapham, south-west London, attracts over 1.5m visitors a month, and rising, to the site, in the hunt for jobs, motors and property, and David Cameron and his cabinet use Adzuna as part of the No.10 ‘dashboard.’ Not content with that, Adzuna – it comes from the conjoining of ad and an African word, zuna, meaning abundance – is now also being rolled out in Canada, Brazil, Germany, South Africa and Australia on the way to being a global brand. The move to Canada, though, probably has the most resonance for Doug, as it was from there that his university professor father and mother came in the sixties to start a new life in England.

Doug Monro: after That move across the Atlantic – at a time successfully when most people were going in the launching in the opposite direction – set in motion something UK, Adzuna is that Doug believes became part of his DNA. now spreading to “My father, despite being a university Canada and professor, started a number of small beyond businesses outside of his core job, and as a

FORENSIC ballistics company Pyramidal Technologies, whose software development is carried out in Canada’s capital Ottawa, has forged a strategic Getting all fired agreement with UK firm Forensic Pathways. The deal, with the help of UKTI, was up by Ottawa signed at the British High Commission in Ottawa, and covers the product distribution of ALIAS – the next generation in forensic ballistics – throughout the European ballistics deal Union, along with technology licensing, and ongoing collaboration to advance the state of the art in crime scene innovations. The companies estimate that the market adjustable light source illumination and unique software solutions in the area of size within EU countries for this technology axis orientation. criminal and business intelligence are is $250m. It will now include image processing patented in Europe, the U.S. and Australia. ALIAS builds visually rich 3D cartridge technology from Forensic Pathways “This agreement between Pyramidal case and bullet images, then provides created by the company’s team of Technologies and Forensic Pathways is an powerful tools to analyse them using computer science, optics, mathematics excellent example of how UKTI helps topographically sensitive colourisation, and photonics experts. Forensic Pathways’ British firms grow their businesses with Dotcom business 15 success in abundance

teenager I started businesses or took on love.” No doubt the journey into more exotic a very conscious one. We’re not part of the jobs to make money. markets will expose Adzuna to a whole new Shoreditch, Tech City crew, although “So I guess I had the gene, and the 90s world of job vacancies, although not much some of our investors are,” says Doug. ‘bubble’ attracted me to the world of the would surprise Doug now. “Andrew and I are both south west London internet,” says Doug, who lives in “There were some pretty bizarre ads boys. It’s good value, a nice area and also a Wandsworth and is also a qualified around Christmas for trainee dogsled little bit less distracting. When you know accountant, though his squirms to admit it. mushers, reindeer chef or Miss Santa for what you’re trying to do as a business and Canada and the other new countries office Christmas parties,” laughs Doug. you’re focused on your customers and the represent an exciting new frontier for “There has also been a new wave of things you need to build, sometimes being Adzuna, all being “large and exciting growth language being used by employers to lure part of a local tech community can be a bit markets underserved by existing job search top talent – right now we can see 515 UK of a distraction. employers looking for ‘gurus’, demand for 49 tools,” according to Doug. “There are lots of benefits to being able to ‘ninjas’ and even five companies looking for “Adzuna is a search engine (like Google), access the London tech community and a ‘jedi’. Tech giants Google, Apple and where we show a snippet of information talking to other people and learn from them Facebook are leading the hunt for these from around the web and then users click and share, but sometimes, day to day, you superhero staff, while Mini will accept only through to the original host site to apply for a just want to be in your office with your team ‘sales legends.’ ” job. The technology is pretty scalable – we and executing the stuff you need to do.” offer the same search tools, salary data and Trusty Vespa While Monro-Hunter sounds like a duo The idea for Adzuna was born on the back social networking plugins on all our of the proverbial envelope over a pint of real international sites – but we need to localise from an action film – Doug jokes that James Dean and Heath Ledger could play them in English ale in a central London pub two for things like language changes, different years ago, and Doug jokes that these days location structures and making sure we pick a biopic – several other members of staff, out of a total of 15, are Greek, and work out “we only drink Cristal champagne out of up all the important sources of job ads in solid gold flutes”. Canada in our search engine. of Athens, but there are no immediate plans to explode Adzuna on to the Greek market. As a startup business, though, albeit one “We’re pretty confident from what we’ve that is unnerving its rivals and doing seen so far that Canadians like our product “Greece is a relatively small and shrinking phenomenally well, Doug realises that the and it will work well there. Brazil and South economy, so it’s not at the top of our list, genuine champagne days lie in the future, Africa’s internet usage has really exploded although we may well get there eventually, but the company has been confidently in the last few years – we’re keen to be part given our local connections,” says Doug, backed by Index Ventures, Passion Capital of the growth in internet use in these whose preferred mode of transport is his and the Accelerator Group. countries. Germany, Canada and Australia trusty Vespa scooter. Such a machine all have large, mature internet populations wouldn’t look out of place in the parking “We raised £800k in funding in two seed so these markets pose their own challenges bays of the new Tech City in the East End of rounds in 2011,” says Doug, whose greatest and opportunities. We’re now present in six London, but Doug and his team decided that business hero is Steve Wozniak, the brains markets, so our focus for the next few wasn’t the venue for them. and technical genius behind Apple’s months will be on nurturing these sites into a “The decision to base our HQ in Clapham success and much of computing as we useful tool which people in these countries instead of in the East London tech hub was know it today, “who did it with integrity and without self-promotion.” “The UK business has gone extremely expert trade advice and in-country European security organisations and we well, hence our desire to expand support around the world,” said Corin see many opportunities to incorporate its internationally at this stage. Adzuna’s rapid Robertson, Deputy British High software to establish unambiguous and user growth has been reflected in our Commissioner to Canada. unequivocal gun crimes evidence for financials, with revenues doubling every “Strategic partnership support is prosecutors,” he said. “I can’t think of a three months throughout 2012 and 2013. something that UKTI does on a regular better partner to advance the cause of We also have plans for further international ALIAS in the European market for basis. Last year our UKTI Canada office expansion in the future.” forensic ballistics systems.” alone assisted over 900 UK firms with One of the many features of Adzuna is a export guidance into Canada. The UK is A human hair measures approximately ‘social media layer’, where visitors are one of Canada’s top three sources of 100 microns wide. ALIAS’s 3D cartridge encouraged to login with Facebook and foreign direct investment (FDI) as was images offer resolution of 2 microns, or Linkedin to use Adzuna Connect, which demonstrated through the joint purchase 1/50th the diameter of a single human shows all the companies they are connected of Vue by OMERS and AIMCo.” hair. This unsurpassed level of accuracy to with all the live vacancies. produces infinitely better results that Ardavan Tajbakhsh, Chief Technology vastly reduce the time it takes firearms “You can then message your connections Officer of Pyramidal Technologies, is examiners and technicians to complete to get the inside track on what it’s like to thrilled with the market expansion and their analysis. Forensic Pathways is an work there, or ask them to put in a good technology collaboration plans underway international award winning company word for you,” says Doug. with Forensic Pathways. headquartered in the UK with an “Once you’re plugged in to Adzuna “I have long admired Forensic international distribution network, Connect, you’ll automatically start to see Pathways’ software expertise as well as including an Australasia office based in images of your friends next to relevant its long history as a trusted partner to Perth, Western Australia. vacancies.” 16 North America

It was in the holiday heat of the Dominican Republic that Michael Cook heard about his company’s Queen’s Award. But, reports Eric Jackson, the USystems boss is one...

operator

S he was sitting with his wife Dawn of Gamlingay, which has prospered against on the beach in the Dominican increasing competition from the Far East. Republic at 7.30 in the morning, with “Unfortunately, like most manufacturing Athe waves gently lapping at his feet, companies in the UK and now throughout Michael Cook was probably thinking that life Europe, we have been hit with the influx of couldn’t get much better. subsidised cheap imports arriving on our Then he got the news that his company, shores from the Far East, as there is no USystems, which specialises in cooling protection from our government against this technology for date centres, had won the type of import,” says Michael. Queen’s Award for Enterprise. “It has taken its toll on the 19” cabinet “We were looking out to sea – it was a very market and we have seen a number of UK surreal and beautiful backdrop to receive companies close and jobs lost due to this. such great news,” says Michael, 50, the “Combined with the downturn in business founder and MD of the privately-owned firm, due to the recession, this is the sad state of which has been backed over the years by UK manufacturing. We have been fortunate Barclays Bank along with investment from to introduce new designs and concepts Michael’s ex-business partner. throughout the years and have grown into a It wasn’t just a joyous moment for London- technical house anticipating allied product born Michael, whose career as an engineer needs within the industry, which has thus far began as an apprentice at BAe in 1979 after kept us going during uncertain times.” leaving school, but a surprise one too. But perhaps the proudest bit of business “To be honest, I didn’t believe for one for USystems has been breaking the North American market, with its sophisticated moment we would receive such an honour. consumers and the hi-tech companies to My attitude was that this doesn’t happen to serve them. companies like ours; these awards are for the likes of Glaxo, Rolls-Royce and Substantial growth companies from science parks,” says “The American market is vast but is equally Michael, dad to grown-up sons Callum and very difficult to get into, and so we are Dean. proud, despite it being early days for us, that we have successfully sold our high end Now, though, Michael can proudly look at products throughout the States, and we look the award – clinched mainly for the forward to substantial growth there in the company’s ColdLogik range, the world’s first future,” says Michael, whose career path intelligent and fully integrated rear cooling has taken in a series of roles and system – and ponder the fact that, while his disciplines, including production manager, company may not be a multinational with commercial manager, sales and marketing offices in Paris or LA, it has been involved in director and company director. He started over 100 projects worldwide and is turning specialising in the datacomms industry 20 over £5m a year. years ago and USystems was born just Not bad for a little company with just over under a decade ago. In that time, with the 50 employees in the Cambridgeshire village computer and internet sector booming, The American market is vast but is equally very difficult to ‘ get into ’ Data centres 17

Canadian PM Harper hails shared values

CANADIAN Prime Minister Stephen Harper trumpeted Canada and Britain’s shared values in a speech to the British Parliament in June. In the first speech by a Canadian prime minister to the British Parliament since William Lyon Mackenzie King in 1944, he extolled the economic leadership of both countries, the importance of signing a “monumental” Canada-EU free-trade agreement and the need to show “steadfast resolve” amid threats to global security. Harper’s address focused heavily on the global economy, the need for countries to get their fiscal houses in order — or “face consequences” — and international security threats from countries like Iran, North Korea and Syria. And he believes one of the best ways to increase economic prosperity for Canada, Britain and the entire European Union is to Michael Cook: proud of sales in the US liberalise trade and sign a historic Canada- and of recognition at home. Below left, EU free-trade agreement that is in the final his data centre cooling system stages of negotiation. “I know that in many countries there is a considerable debate between austerity and USystems – whose exports currently decisions based on the best technologies growth. Let me tell you, it is a false account for 20% of the business, although available which also help to save energy dichotomy. You need good measures of and money, and that’s a great endorsement that is increasing year on year – have never both,” Harper said. been short of new technological challenges of our products and solutions.” to meet. “It remains our hope that we will soon Of course, just as data centres weren’t achieve a Comprehensive Economic and “When we started there were a number of here 20 years ago, they may not be here in Trade Agreement (CETA) with the products available on the market, but another 20 years, when newer, brighter European Union, Canada’s second-largest nothing seemed to fit the bill of cooling a technologies come along. But USystems trading partner after the United States. For cabinet in-situ other than fans and CRAC aren’t waiting for the day when they wake up Canada, and for Great Britain as a member cooling,” says Michael. “We were also and find there is no longer any demand for of the EU, this will be a historic step — a motivated by the industry itself due to a what they supply. monumental one, in fact.” measure of arrogance shown to us as we “We’ve developed four brands which He also said that while Canada may not were assumed to be lacking in the overlap in various ways, and this be Britain’s most powerful friend, it is the knowledge to enter their world. These were combination allows us to focus on different “truest and most reliable.” obstacles we successfully overcame – markets. We’ve already positioned “Indeed, these are the days when our two nothing motivates more than when you are ourselves not to be totally reliant on data countries — and those other nations that looked down upon. It still happens and it still centres. I’m always looking at what the share both our values and our difficulties — keeps pushing us on.” future holds – change happens at colossal will, whether by action or inaction, choose It would be easy to look at USystems’ speed nowadays and you can’t afford to sit their future,” Harper added. location, close to Cambridge University, and on your laurels – it is with this in mind that I “Countries that do not bring their finances assume that it has somehow helped the am always adapting our product lines for the under control or that close their economies company in terms of research and latest requirements in our allied industries, to the world, will face consequences. And development and kudos when chasing which I hope will keep us going for the next those consequences are not only economic. business. 20 years,” says Michael, who believes the In the absence of solvency, relevancy will But Michael is quick to dispel any such firm’s success is based on respect. also disappear.” notions, saying: “Being so near to “That’s respect for your suppliers, There are massive shifts in the global Cambridge University has had no impact on respecting your customers and respecting economy bringing prosperity to traditionally us one way or the other, until very recently, your colleagues to create a win-win poorer countries, but the dramatic change that is, as we are now in the middle of our environment that only good can come from,” also brings a lot of uncertainty that demands first ColdLogik installation there. he insists. He points to people such as Canada and Britain lead by example on the “Naturally, this will give us huge credibility, James Dyson – “he has such great ideas world stage, he argued. but in fairness, it is the 11th university where and puts them into such practical use. He “We cannot hope to effectively spread our we have installed ColdLogik. Universities sees things that he could improve on and values unless we live by them and invest greatly in the future of their goes ahead and does just that – I’d like to demonstrate our own success by virtue of infrastructure as well as their students. They think that’s how I approach our designs,” doing so … I believe this is the challenge have to make considered and relevant concludes Michael. we in the West face today,” Harper added. 18 North America

Altius on cloud 9 with US contract

DERBY compliance software solutions company Altius is expanding its US operation. The company is working with global creative agency Leo Burnett as its software partner for monitoring and assessing information security and data compliance. The prestigious export contract with Chicago headquartered Leo Burnett signals the latest phase in expansion for Altius, which provides specialist cloud-based compliance management software solutions, consultancy and assessment services to help companies manage all areas of compliance, risk and supply management. Leo Burnett is one of the world’s largest advertising and marketing services agency networks with 96 offices in 84 countries and more than 8,500 employees worldwide. The agency is using the software to improve management of information security and data privacy. This is enabling Leo Burnett to reduce risk, ensure compliance and automate management reporting. Erik Hart, VP Director, Information S the son of a Lithuanian father and connection to them would be a draw, but Security and Infrastructure Solutions at a German mother who was born in actually the bigger attraction to the company The Leo Burnett Group/Arc Worldwide, Johannesburg, South Africa, but was not so much the group HQ in Liverpool said: “Altius has helped us create Araised and educated in London and but the network of 48 offices in 15 efficiencies in the way we assess the who now lives in Manhattan, the one thing countries,” says Tony, whose wife Andrea security and compliance of our suppliers. Tony Brown could not be accused of being runs her own brand strategy business. is parochial – or of not having a sense of By utilising the Altius portal we can create “From a trade finance perspective, to be humour, for that matter. automated touch points with our able to serve the needs of SMEs over such suppliers, as well as generating reporting, In keeping with Tony’s eclectic influences a wide network and leverage BFS’ financial as needed, on various data points.” and interests – he is an avowed foodie who strength and 207-year history was the main Gary Plant, enjoys cycling, classical music, opera, jazz, reason I joined the company.” ballet and ‘playing in the sand on golf pictured left, Now Tony will be reconnecting to a Britain courses’ – the new Head of Trade Finance Managing that he believes has changed radically – and in the Americas for Bibby Financial Services Director for Altius for the better – in the past three decades. Vendor jokes that his epitaph would be: ‘Here lies a Assessment, trade financier who dared to dress British Boozy said: “We are but think Yiddish.’ “Brits are no longer stuffy, long-winded and delighted to “So I think I’m perfectly mixed up ethnically boozy. They’re as driven, service-oriented partner with Leo to be well suited to cross-border business,” and aggressive as their American Burnett and adds Tony, an alumnus of the London counterparts,” says Tony, whose move to expand our School of Economics and Harvard Business the States was prompted by a transfer with American School who started his professional life at the Manufacturers Hanover Trust, then the operation by Lloyd’s of London in export political risk fourth largest American bank, where he collaborating with insurance and left these shores in 1980 for eventually managed the international trade such an iconic the States, where he has stayed ever since. finance business and became a director of the bank’s export trading company. brand. But now, after years of blazing a trail “We see huge demand in the USA and across the American financial services “Fortunately for the Brits, to the American other export markets for our compliance sector – including the pioneering of ear, a British accent can make even a banal software.” purchase order financing as co-founder of comment seem impressively authoritative. Altius‘ cloud-based software solution, the Trading Alliance Corporation – he is “When I left the UK in 1980, Britain was Exigo, can be configured to meet all back with a British headquartered global suffering from the British Disease – areas of compliance management, company whose Liverpool roots had a industrial strife between unions, industry and competency assessment, monitoring and certain appeal. Margaret Thatcher. It had lousy food and it management. “Since I idolised The Beatles as a kid, any took 30 rings before anyone answered a Finance 19

Finance, building a successful international division and launching a suite of trade The trade financier who... finance services, including international factoring, trade payable financing and inventory purchase funding at First Capital and heading the international division of GMAC Commercial Finance, where he managed the $700m factoring business. Dares to Tony’s remit at Bibby is to champion the company’s trade solutions, among many other things, and he believes that some of the principles used at business level could help the UK get out of its current mire. dress British “Speaking personally, I’m a believer in the use of money supply tools and fiscal stimulus to support economic activity,” he says. “In the U.S. we’ve already seen the effectiveness of this strategy in supporting but think job growth, increasing business activity – and thereby tax revenue – and improving confidence.” With the financial sector receiving a bit of a kicking in recent years following the collapse Yiddish! of banks and whole countries, Tony thinks that it will take many years – perhaps until the end of this decade – for normal Tony Brown has got the New York go-getting attitude conditions to be restored. “Trust and belief in the stability and health that Bibby aim to capitalise on, reports Ian Stewart of the banking system is the cornerstone of economic life and those attributes have certainly been compromised in the financial crisis. phone. Today, London is not only one of the internal politics, but putting together and “The financial and regulatory pressures on world’s leading finance and business delivering a compelling panoply of trade banks (e.g. Basel III) will make it tougher for centres, it’s also a culinary capital,” enthuses products to delight international traders is smaller companies to gain access to the Tony, whose passion for cooking, truly gratifying,” he says. support they need for domestic and international cuisine and wine led him, for a And he’s never been one to turn down a time, to import Italian olive oil and balsamic international trade business,” he says. “This challenge, such as when leaving the ‘cosy creates a strategic opportunity for vinegar and develop a range of non-red environment’ of a bank to start a successful pasta sauces for sale in gourmet stores. unregulated companies such as Bibby, who trade finance business, where he are focused on serving SMEs for such “Trade finance is a much simpler “confounded the naysayers who said that a business needs. business,” he laughs, before warming to the client’s purchase orders could never be theme of the UK capital acceptable collateral to Striving “We’re striving to be the best in class again. “With climate lend against.” Home comforts: Manhattan, global provider of end-to-end trade finance change it might even get home to Tony Brown, above left That was in 1989 a summer every other solutions for SMEs. To that end, we’re when he raised $25m investing in a state of the art operating year. If London was in to co-found the Trading 1980 what it is today, the platform over which to offer international Alliance Corporation, invoice financing, risk management, foreign allure of New York would which he sold to MTB have been far less.” currency services, letters of credit, purchase Bank, where he order financing and bespoke supply chain Prior to joining Bibby, created and managed finance solutions.” which provides financial DirecTrade, the first- solutions to SMEs ever bank-owned Simon Davies BFS’s London-based Global worldwide, Tony ran his integrated B2B trade Head of Trade Finance, said: “With own consulting firm, the finance, freight companies falling short of the credit they Trade Advisory, but he forwarding, need to expand internationally, the market felt the move was right warehousing and needs a mercantile lender that speaks their because “renting one’s distribution service language and sees opportunities through brain is never as much offered to foreign their eyes. fun and challenge as exporters to the USA. “We’re delighted to deploy Tony’s skills. building a globally Other career His experience will play a key part in linking successful business. highlights saw him up the various components of the trade “True, strategic spearheading global process within Bibby Line Group and consulting allows one to marketing and helping us achieve our vision of a seamless see the bigger picture business development door-to-door added value trade service to without being mired in for Delta Trade our clients.” 20 North America

Look out London and New York... Here comes

Philip Ritchie: Toronto Canadian optimism That’s the view of rising player Axxsys Consulting who recession, is well founded, believes Philip. “From the meetings we are having in the have expanded to Canada, writes Eric Jackson City of London, the UK asset management market is starting to look at investing more HEN it comes to challenging on the London hedge fund business, and heavily in change again. However the days London and New York as the was “as most start up consultancies, really where you just sat waiting by the phone for world’s major financial centres, a group of individuals coming together to a call asking for a specific type of resource, WHong Kong and Singapore are offer their individual skill sets to the market are over,” he says. under one brand,” says Philip. “In 2007 it often cited as the major contenders. “Clients want value for money and proof of was decided to invest in enhancing our However one rising UK player, whose the value, they therefore look for a offering and focusing on building the client base includes several financial titans partnership with consultancies that can appropriate level of in-house IP as well as from the City of London, believes that provide the specialist knowledge that they Toronto – and Canada generally – shouldn’t developing best practises for our client base. require. We find that clients will pay for be ruled out either. “We went from selling the individual to quality in the UK. However they also expect Philip Ritchie, a director of UK selling the value of our consultancy firm. We the consultant to add value, not just be a management and technology consultancy also went from competing on price, to replacement resource.” firm Axxsys Consulting, which serves the competing on quality. Heading the North American operation is asset management and hedge fund sector, “We have since had a major increase in Helen Weir, who says: “We have, for the says: “Canadians are looking to put both turnover and profitability, which enables last two years, experienced an increased themselves seriously on the map as a us to re-invest in building even better tools demand for our services in North America, financial centre to be mentioned in the same for our clients. We were six people in 2007 and we expect this to continue. We breath as New York and London, and we and today we have 25 consultants, and therefore want to strengthen our position believe that with our experience we can help expect to increase the number to 30 by the and build an infrastructure to support our the Canadian asset management industry end of 2013.” commitment to the North American market get there.” Core values and the long-term partnership with Which is why Axxsys, which is But while Axxsys – who says its core our existing clients in the region”. headquartered on Throgmorton Street in values are to be inspiring, Innovative, honest Helen, with 15 years experience in the London, has now opened a new office in and respectful – is establishing a presence financial industry, has been involved in Toronto, with plans for further expansion in across the Atlantic, where it considers to the running a programme of change at one of the United States for a greater North conditions to be highly favourable, its Canada’s largest fund managers with American axis. Philip, who has an Msc in ambitions stretch a lot further, as Philip $70bnn of assets under management. project analysis, finance and investment outlines: “The regulatory environment in “We work with some of the largest pension from York University and a Bsc in Canada and the US, is a major driver for funds in Canada,” says Philip, “and the initial economics from Aalborg University, these projects. engagement was based around our Denmark, adds: “They have a good “We currently cover our clients in the specialist knowledge of the asset education level, which also helps for Middle East out of Europe, but we will management application SimCorp companies like ours, as we are dependent consider opening offices there in the future, Dimension. This is still an area that we focus on finding talented individuals who can as well as in Australia and Asia, as we see a our effort on increasing, but we are also deliver our services to the clients. general focus worldwide in the financial getting more and more traction towards our “The long term goal of opening the sector to cut costs, while handling the strategic services and our practice focusing Canadian office is to start educating local regulatory pressures.” on data management and reporting. talent in our specialist areas, to provide our The core of Axxsys’s business, though, “In terms of working in Canada, the clients services in Canada, while also building a remains in the City of London, where the want to be the best in class and are willing presence closer to our existing clients.” optimism of Chancellor George Osborne to invest in the infrastructure necessary to Axxsys was formed in 2003, with a focus about the beginning of the end of the achieve those goals.” Institute of Export 21

FOUR PAGES OF NEWS AND VIEWS FROM THE INSTITUTE OF EXPORT

Out of step

HE results of the 2013 International The latest IOE survey experience and confidence in the export Trade Survey, commissioned by process is the single most constraining The Institute of Export (IOE) and reveals that size matters factor for companies entering overseas Tconducted by Trade and Export when it comes to exporting – markets. Finance (TAEFL) Ltd, highlights a growing with the big corporates To address the lack of experience, IOE divide between corporates and smaller UK Director General Lesley Batchelor is businesses in the drive to enter overseas taking more advantage of calling for businesses to take advantage markets. the opportunities of the plethora of knowledge and skills Lack of experience, finance and training on offer. government support, coupled with export market, fewer than 50% of “The majority of companies surveyed do ambivalence about Europe, are exporters believe that continued not train staff in international trade and constraining factors for micro, small and membership of the EU is critical for their less than one in three small companies medium sized businesses to trade business. see a specific need for training. Yet this internationally, reports the survey, an lack of knowledge and training is holding annual barometer of Britain’s export Awareness While nearly one in four respondents back export momentum, especially for industry since 1996. showed an awareness of government SMEs,” she said. The survey, sponsored by global schemes, those with a turnover above “Much more needs to be done to make insurance company American £25m are making the greatest use of the these companies aware of the training International Group, Inc (AIG), canvassed support on offer, and two out of three programmes, apprenticeship and finance the views of 1,600 businesses that trade companies are using their own funds, schemes available. IOE graduates internationally. rather than approaching the banks. demonstrate that success and competitive More than 53% of respondents were This year’s survey incorporates the advantage in global markets has to be from the manufacturing and engineering annual AIG Export Confidence Index rooted in sound knowledge.” sectors. Their feedback points to a which reveals a drop in business The annual survey builds up a clear growing divide between companies with a confidence to 58.5 from the previous picture of the UK’s export market which is turnover of up to £25m and larger findings of 71.2 in 2012. Despite this fall, then used by Government, the Bank of enterprises with a turnover in excess of three out of five companies remain England and other UK policy makers to £25m. optimistic of achieving export business help shape and influence future With Europe still seen as the UK’s main growth in the next five years. A lack of government policy. 22 Institute of Export Rising ’Stock West Country students show the way to export – by keeping it local!

HE Institute of Export and the Department 15-year olds had identified specific manufacturers for Business, Innovation & Skills (BIS) has as having a strong product to maximise in witnessed teenage entrepreneurs in action international markets, and the youngsters will next Tduring a visit to specialist sports college test their market propositions on their business trip Plymstock School. to the region. Students at the school are collaborating with Lesley said: “The creativity and business savvy Plymouth-based Real Ideas Organisation to create of the students set me wondering how powerful it an exporting project, which has some very real would be if small companies across the UK sought ideas about enhancing understanding of out opportunities in towns across the world which international trade. are twinned with places where they live? IOE Director General, Lesley Batchelor, and BIS “Each of these joint international endeavours has Head of Enterprise Education & Culture, Joanna amassed a wealth of local intelligence and insider Hill, heard presentations from year 10 students on knowledge of market potential which they can their plans to act as export agents for local food, transport into the world of exporting and Mapping out drink, surf equipment and jewellery manufacturers. international trade. international trade Working closely with their French teacher, the “We wish year 10 every well-deserved success possibilities: students plan to take these products to Brittany – with this vibrant venture – and with their potential enterprising students in particular Plymouth’s twinned town of Brest. The as young international traders!” at Plymstock School Clamour for courses as graduates Institute of Export 23 Building on the IOE’s solid Foundation

AN additional module is being added to the IOE’s innovative two-year Foundation Degree in Professional Practice of International Trade, which gets underway in September. Developed in partnership with Anglia Ruskin University, the flexible learning course programme equips students with the academic and professional skills essential for successful higher education workplace study. Designed to develop analytical, technological, communication and learning skills, the new module will cover areas including study skills, work-based learning, personal development and sector specific elements. IOE Director General, Lesley Bachelor, do the IOE proud

THE IOE’s 2013 vibrant graduation for achieving the top mark in his ceremony at London’s Mansion House qualification. heard how the last 12 months have seen Nick commented: “The IOE course is a 68% increase in the number of well-designed to cover all the different students embarking on IOE courses. features of international trade, making it Key guests and speakers included the an informative and enjoyable programme. Partner: Anglia Ruskin University Institute’s Vice Presidents, Sir Eric I am sure this well-recognised qualification Peacock and Lord Empey of Shandon, will stand me in good stead for the future”. Alderman and Sheriff Jeffrey Evans and said: “As UK university fees continue to Nick’s fellow graduates included Sarah BBC Breakfast business presenter rocket, the Foundation Degree has been Jonathan, product manager from Steph McGovern. The graduation was specifically designed to meet the needs of International Greetings Plc, Mid sponsored by global trade management businesses and their employees trading in Glamorgan, Wales; Robert Marampa- software company Amber Road. a competitive global market. Lartey, international trade expert from Special accolades were awarded Trotylex, based in London; and Rachel “For fees of just £6,600, which can be across four categories. They included Stockton, buying office manager and the paid in stages across the two years, the Foundation Degree offers exceptional Nick Rowlands from Dairy Crest in customs compliance manager from Sports value for money for a high quality Surrey, who received a special accolade Direct, Nottinghamshire. university programme. The additional Lesley Batchelor, Director General of the module will further accelerate our goal to Championing export IOE, said: “Our graduates are a great help British companies to match the level success (L to R): IOE Vice source of pride for the Institute. Their of commitment to professionalism in President Lord Empey of commitment and hard work is Shandon, IOE President international trade, training and education acknowledged by everyone and we will all Jim Davis, BBC Breakfast made by their European and worldwide watch their careers develop with interest. business presenter Steph counterparts.” McGovern, IOE Director “There is no doubt that the skills and For more information or to sign up to General Lesley Batchelor, expertise they have acquired through their the degree, contact the IOE on +44 IOE Vice President Sir Eric studies in international trade will be a huge (0)1733 404400 or visit Peacock and IOE Chair asset to their own companies and to the http://www.export.org.uk/professional- Doug Tweddle British economy as a whole.” qualifications/foundation-degree. 24 Institute of Export Neat BRICwork

IOE joins the Guardian debate about the high- growth countries

MONG the national media calling on the IOE’s expertise is the Guardian Small Business Network, Awho invited IOE Director General, Lesley Batchelor, to join their expert panel for a live online session about exporting to BRIC countries. Fellow panellists included Nick Sinfield, CEO at women’s footwear brand DUO; Madeleine White, head of strategic partnerships for Whizz Education; Ignaty Dyakov, director at Russia Local Ltd; Mark Walker, London’s International Trade advisor at UK Trade and Investment; Jessica Zhang, manager at China-Britain Business Council; and Michelle Raven, marketing manager at Stirling Dynamics. Hosted by Emily Wight, questions and issues included Brazil hosting the Olympics in 2016. Experts Several experts agreed opportunities for British SMEs to launch products would be limited with the event being more of a showcase for Brazilian culture and goods in the same way that London 2012 was for the UK. SMEs expressed concerns over products being copied if they export to China, with panellists advising UK businesses to have appropriate intellectual property security in place to protect their brands. Economic shakedown: Top tips for exporting to BRIC countries BRIC countries, such included the importance of businesses as China, offer splendid understanding and researching their opportunities, but firms markets, taking into account cultural need to be well differences, knowing their customers and prepared before creating the right products for their target entering the markets market. Companies were also advised to tap into exporting and, although there is no international trade if they are to compete the support services available for advice substitute for thorough planning, research on a global stage. and best practice, seek out good local and knowledge about new markets, online “Once again, this online debate partners and build relationships and platforms like the Guardian’s live Q&As highlighted how the Institute’s own harness awards such as the Queen’s are invaluable resources for sharing Awards for Enterprise to showcase their experiences and picking up expert tips. expertise in providing education, training businesses overseas. “The issues we discussed reinforce how programmes and qualifications is critical Lesley said: “As increasing numbers of critical it is for UK businesses to recognise for those businesses that are serious UK SMEs are looking to grow through the significance of professionalism in about trading internationally.”

The Institute of Export, Export House, Minerva Business Park, Lynch Wood, Peterborough, Cambridgeshire, PE2 6FT. Tel: +44(0)1733 404400. Fax: +44(0)1733 404444. Web: www.export.org.uk Logistics 25

Gate expectations

ARLIER this year members of the British International Freight So the question is, asks Peter Quantrill, right, Association’s board enjoyed a visit Director General of the British International to the new London Gateway E Freight Association, can the new London Terminal and got a first-hand view of the most significant UK port development of terminal deliver on its promises? recent years, taking place in the Thames Estuary. London Gateway is due to open at the promises. And talking of delivery, as BIFA initial response to the commission relative end of the year, but the operating members anticipate the Airport to the constraints imposed by capacity company behind the development is Commission’s report, due for delivery by limitations, UK global connectivity, the keeping its cards close to its chest on the the end of this year, assessing the importance of air freight and the key specific date when operations will evidence on the nature, scale and timing facilitative role played by the forwarder. It commence, as well as which shipping of the steps needed to maintain the UK’s will be interesting to see if the views of the lines will be calling. global aviation hub status, the House of Transport Committee are reflected in the From comments received by the Commons Transport Committee pre- Airport Commission’s report later this year. secretariat at the recent Multimodal event empted matters somewhat recently with Health and Safety the publication of a call for the and elsewhere, that is a subject of great BIFA does not routinely issue health and government to reject the Thames Estuary interest to BIFA members as they plan safety advice, but will publicise matters airport plan and expand Heathrow customers’ ocean freight supply chains for when appropriate. Recently we have the future. instead. issued communiques focusing on safety London Gateway is a relatively new Committee chairwoman Louise Ellman, issues such as the continuing EU debate MP, said that research commissioned by proposition, and no doubt shipping lines about longer and heavier road vehicles, the committee made plain that building an have been doing their own homework on the risks of using inappropriate methods to how it can complement and enhance their entirely new hub airport east of London open container doors and some operations in the UK. could not be done without huge public cautionary advice for members that All of the large container ports in the UK investment in new ground transport infrastructure. operate commercial vehicles and have have been making or planning major yards where loading and unloading is a investment in their facilities – putting their BIFA has already stated that it supports daily activity. case about the efficiencies they offer and the structured approach of the Airport the potential they have to deliver big wins Commission to its task of reviewing Also, in the light of the plethora of recent on landside cost savings for forwarders airport capacity and has submitted its news articles about the Bribery Act, we and shippers. have repeated our advice that now it is Every member of our trade association more important than ever to ensure that all for UK freight forwarders is interested in involved in international freight and trade taking costs out of their supply chains, and are aware of the bribery and corruption I’m sure that all will be keen to see if this risks faced by your business and have a new venture can deliver on its promotional robust compliance programme in place.

Logistics 27

Getting a grip

...to Canada and beyond, as AmSafe gets the nod on both sides of the Atlantic for its ground-breaking safety device, which has been embraced by major carriers

Dorset company has become the first firm in the world to be granted regulatory safety approval in both Athe US and Europe for a vital piece of logistical equipment. AmSafe Bridport Cargo Product Group, based in Bridport, has been awarded a Technical Standard Order (TSO) by the European Aviation Safety Agency (EASA), in addition to the Federal Aviation Administration (FAA) to provide a globally recognised certified approval for tie-down The new strap, and right, Ian Kentfield, president of AmSafe Bridport, and Joe straps. Ashton, senior sales manager, with the FAA and EASA certificates Tie-down straps are used throughout the world to rigidly hold down air cargo or barrier nets and helicopter underslung turbulence, as previously strap types were equipment during transport, ensuring equipment.The firm’s safety products are tested using just one straight pull. used around the world in both commercial there is no risk to the cargo, plane, air- Customers are seeing the benefits of crew or general public. and general aviation, in military and using AmSafe Bridport’s cargo restraint civilian applications. This is the first time both agencies have expertise. Urs Wiesendanger from Air issued a TSO for this type of product, International airlines and air cargo Canada, said: “‘As a leading commercial thereby raising the standard of this safety operators have been quick to contact aviation operator, the earliest compliance critical equipment. Currently no other ULD AmSafe Bridport to understand more equipment provider has received both about these new requirements and to with industry safety regulations is European and US regulatory approval. place orders for the new tie-down strap. paramount. Signing AmSafe Bridport to deliver these TSO C172 tie-down straps Certified straps will become mandatory Firms such as British Airways, Singapore for air cargo operators from 2016, Airlines and Air Canada, plus several means we’re ahead of vital industry providing the industry with a phase-out other leading commercial aviation names regulations and have the peace of mind of period for the use of non-certified cargo have quickly adopted it for their global air knowing we’re working with the global straps. The reason for the creation of the cargo operations – thereby ensuring they industry leader in safety restraint TSO C172 regulation is to provide a global will be in accordance with the latest products.” regulatory requirements in addition to standard which increases safety by stating From raw textile to finished product, a recognised minimum design, obtaining a 20% reduction in weight, AmSafe has a team of engineers who performance and quality standard for all based on existing designs. conduct thorough testing, from analysis to air cargo straps. AmSafe Bridport’s TSO C172 Cargo tie- documentation, to ensure the safety and AmSafe Bridport is the world leader in down strap has been designed, tested and integrity of all AmSafe products. Along safety restraint products for the then regulatory-certified after several aerospace, defence and specialty vehicle years research and design. The new TSO with dynamic and prototype testing, they industries. The firm manufactures high- requirement for the strap to be tested in also measure tensile strength, endurance, performance products such as the RPG simulated ‘gust’ loads, ensures it will flammability, corrosion, smoke, toxicity, net protection system, fire containment remain safely secured during periods susceptibility to fluids and substances, covers, lightweight cargo nets, airframe when the aircraft is subjected to temperature, humidity and more. 28 Game-changer Tan-tastic: How Vincent Taking has boosted the Welsh economy Vincent Tan: success at Cardiff CEO Jim Hart, who founded HEN Cardiff City owner Vincent recognised by hundreds of millions of Europlus Direct in 2004 and Tan, insisted, last year, that the people. They’ll have heard of it, know where club should swap its traditional it is and know a little bit about it. We could now employs 45 staff, Wblue jerseys for red ones, most have never, ever put together a marketing reflects on some of the people viewed the heresy against the campaign to achieve that.” lessons learned en route to Bluebirds as just another reason why the And the cabinet member for business and billionaire from Malaysia would lead the economic development wants to use the global trading club to ruin and failure. “Malaysian connection” to stimulate inward One year on, though, and the sceptics will investment interest in Cardiff, particularly in now happily believe that black can be white, the new enterprise zone. The zone, a pigs might fly and Cardiff can conquer the Welsh Government initiative, stretches from Premiership, where Cardiff, thanks to the the city centre to the bay, and aims to T was a round-the-world trip aged money and guidance of Tan, now find attract professional and financial services seven that got me excited about themselves after a 51 year absence from companies by offering incentives. exploration and travel – a trip fondly football’s top tier. “We know that the enterprise zone is Iremembered through the regular photo And 61-year-old Tan the Man, who started predicated on attracting professional and slideshows that followed at home. out as a bank clerk but set out on the financial services, of which there are many I studied languages at university and got money-making trail by buying a McDonald’s in the Far East and Malaysia,” Coun my first job with a publishing company franchise at 29, is now the toast of South Goodway said. selling into Germany. Another stint of Wales, where the fans will be hoping he can “We know that Vincent Tan has important travel followed, and I worked in Australia reproduce the formula for success which connections in China too, so hopefully he’ll and Chile before returning to the UK and has seen him, as the founder of Berjaya be prepared to introduce Cardiff and Cardiff selling translation software first to France Corp, launch the RadioShack chain, run the government to leading individuals we may and Germany then across Europe. Sports Toto lottery, develop a $3.5bn resort After that there was a time with a in South Korea’s Jeju Island and own TV persuade to take an interest in opening marketing company from which I was and mobile businesses, among many other offices in Cardiff’s enterprise zone. made redundant, so I decided to use my enterprises. “That is going to be an important aspect for us in the immediate term. Also, what experience to set about making a It’s a CV which would seemingly give Tan business of my own. – who has signed the Giving Pledge, could come in terms of related From the start I was convinced that a committing to donating half his wealth developments having a club in the Premier business model based on a multiple during his lifetime – little time to do anything League. Will it mean we can look forward to market strategy can offer greater stability else, but somehow he’s managed to also more hotel developments? Or associated than one reliant on a single country. father 11 children and now become the leisure industries?” owner of a rising football club. Meanwhile Richard Yates, a sports By spreading the risk and operating across economies worldwide you can ride And his achievement in guiding the lawyer with Farleys solicitors, believes the financial peaks and troughs to maintain Bluebirds to the top flight, believes one Tan factor is putting a very healthy glow on consistent growth. With this in mind, 95% Cardiff politician, is a “life-changing the Cardiff economy. of our business is based on export. moment” for Cardiff. Cardiff Council’s “The promotion comes just three years economy chief Russell Goodway says after Cardiff avoided a winding-up order in So in the beginning we were selling IBM promotion to the Premier League is the relation to an unpaid tax bill in what was the services into France, but quickly moved equivalent to the Welsh capital “winning the Welsh club’s fifth visit to the High Court in into the UK, Western Europe and EuroMillions”, seven months,” he says. “Since then more Australia, and more recently we have moved into the Sub-Saharan Africa region The former Labour council leader said: than £60m has been injected into the club and Las Vegas in the US. “We could never package a marketing by Tan. Initial indications suggest that campaign to promote Cardiff and get Cardiff’s promotion will have an immense Africa is strong – our offices in Mauritius Cardiff’s name around the world in the way impact in terms of boosting the Welsh look after the African market which has that Cardiff playing the Premiership is going economy and generating employment. generated more than £1m in revenues over the last three years. to do. “By way of comparison, Swansea’s first “This is really a change of gear for this city season in the Premier League generated Many banks, mining and in terms of our global profile. That can’t be about £58m for the Welsh economy and up telecommunications companies are underestimated what that does in terms of to 500 new jobs in local hotels, restaurants moving into African regions and a lot of recognition. Cardiff will become a city and other establishments.” investment is going into Sub-Saharan Exporting 29 heart from CEO Jim

Africa in advance of markets taking off in underpinned the growth reflected by the two to three years’ time. second award. This sister business To leverage this ‘security’, however, it is manages a network of 2,500 translators all vital to be constantly thinking in terms of of whom are required to be quality ‘where next?’ Our offices are full of maps Las Vegas, allowing us to buy IBM assessed and native speakers living in the and globes so that we are always services very competitively in the US. country of the language they speak, reminded of the need to be thinking ahead Our client base is of companies looking ensuring that they are familiar with the to the next location. to trade, or already trading, internationally, current cultural and linguistic idiosyncrasies of that location. As a seller rather than direct provider of and many of our customers are European services (we sell contracts – the engineers looking to move into the US market, so it One Global therefore not only supports are from IBM), the business is quite agile is looking good. Europlus Direct but also provides a and adept at creating a presence in an We are hoping over the next year or so revenue stream of its own from clients with overseas market relatively quickly. we can generate $600,000- $700,000. translation and multilingual staff needs. So, for instance, in the last year we have Looking to the future, we are currently There is, of course, the ‘English is the launched Europlus Direct International in researching opportunities in China, India language of business’ approach, but I and the Latin America region with a view estimate that making the effort to work in a to entering these locations over the next prospect’s own language improves the ABOUT EUROPLUS 12 months. likelihood of a successful relationship by up to 40%. Europlus Direct, an In managing growth on a global scale, it Taking the multilingual route has more to outsourced seller of IBM is vital not to underestimate the it than simply communicating information support services in 120 importance of building relationships with accurately (although it is pretty important countries, has recently high-quality professionals in the financial to avoid serious faux pas) – it conveys received a Queen’s Award for and legal world. I speak from experience – respect. Enterprise (International there have been a couple of occasions Trade) for the second time in when we’ve made this mistake. Prospective clients want to know that five years. Based in Saltaire After the company’s initial success with you value their business, and investing in in West Yorkshire, the the Queen’s Award 2008, it became clear the services of native experts to facilitate company has increased its that in order to expand our global the relationship demonstrates how much overseas sales turnover by presence, high-quality multilingual sales you care. more than 70% since 2008 professionals were required, but these Operating across different cultures and and is expected to achieve were in short supply. We therefore languages is the basis for a fascinating revenues of over £7.5m in established our own in-house translation business model, but I cannot recommend 2013. and language recruitment division One strongly enough the importance of a local Global, whose services have undoubtedly approach – it has worked for us. 30 Innovation

Water purification specialists Lifesaver Systems has teamed up with the Malaysian government to lift a million people out of water poverty by the end of this year. Lifesaver Systems design and manufacture the world’s only portable water purification technology to remove all bacteria, viruses, cysts, parasites, fungi and all other microbiological waterborne pathogens without the aid of any chemicals, or the need for any power, UV light or any significant effort 11The Lifesaver bottle can be used by 20 things you didn’t know about the... children as young as two, based on the marketing manager’s little boy Jasper, who is 2 years old, and when left alone with a bottle, demonstrated just how easy it is to use (and make a mess). Storing portable water requires the 12use of chemicals, or sealed sterile containers to prevent it deteriorating. Lifesaver Neither is desirable or practical in austere environments. The Lifesaver approach is to store locally sourced water ‘dirty’, and only filter it once you need a drink. No need to store, no problem to resolve. The Lifesaver products operate 13failsafe technology – therefore the filter will not allow dirty water to be filtered. When the filter life is exhausted, it simply stops passing water. The smallest known virus is Polio at 1420 nanometres, meaning the Lifesaver bottle protects you from all known viruses. You are able to purchase Lifesaver 15technology online and the product range includes the Lifesaver bottle and jerrycan. The products have a maximum 16shelf life of three years before they must be used. Once they start being used, as long as a little bit of water is kept in the Pure genius: Michael product to keep the filter damp, the in-use Pritchard with a Lifesaver life can last much longer. jerrycan and appreciative Lifesaver provides military grade foil recipients 17packaged disaster packs – enabling the shelf life of the products to be It is the world’s first and only portable demonstrating how Lifesaver products can increased by a further 10 years. 1 filter even human and animal waste. water purification technology proven to Lifesaver covers three main remove all microbiological contamination. Lifesaver Systems is a small but 18markets – humanitarian, military The filter technology provides unrivalled 7dedicated team made up of 12 office and the leisure market, meeting the safe 2filter life. Bottles can provide between 4 staff and 15 factory staff. and sterile drinking water requirements of to 6 tonnes of sterile drinking water, Lifesaver has a blog, which is all about non-government organisations, depending on the model. 8the team, where donations are sent and government agencies, and the well- informed adventurer. 3The company is based in Essex and about health issues associated with dirty designs and manufactures at the plant water 19Lifesaver launched the Lifesaver there, but operates on a global scale. (http://www.lifesaversystems.com/_blog/LI cube in June, based on feedback from DFID and Oxfam, for humanitarian Michael Pritchard, Lifesaver founder FESAVER_Blog/) relief. The cube was designed to be robust, 4and inventor, is at the premisis on a 9Lifesaver is looking to expand its reach simple, compact, easy to palletize and to weekly basis to support the team and lead and take on resellers globally to ensure ship quickly; each cube provides 5 tonnes in the development of new products. customers can buy their products quickly of clean, sterile water to those in need – at 5The firm works directly with key from local stores. 180 cubes per pallet, that represents an humanitarian organisations such as All the members of the Lifesaver unparalleled level of support. Oxfam, The Red Cross, Shelternow, MSF 10team are baptized when entering Lifesaver’s Managing Director is and is one of the members of DFID rapid the company, and made to drink water 20from Sheffield. While he has moved response team. from the local pond filtered using Lifesaver to Essex, he still supports Sheffield Michael Pritchard has a dog called Alfie, equipment. The pond is also used to test Wednesday. 6and uses his ‘presents’ when the products filters from time to time. www.lifesaversystems.com North America 31

ERT Jukes has the kind of name and CV – entrepreneur, motivational speaker and author – Bwhich makes him seem perfectly suited to the American market. So it’s no surprise that the larger than life Scottish businessman has targeted the USA and Canada as part of the next stage in the global expansion plans for his energy health drink Little Big Shot. The product, which this year picked up the Best New Drink of the Year prize at the Natural and Organic Awards in London and is stocked in almost 1,000 Tesco stores, is being positioned to crack the American market this summer thanks to £1.5 m from investors and potentially a further £65.6m from American venture capitalists. The drink, which contains natural fruit juices, B vitamins, ginseng and deep ocean minerals and is completely free of stimulants such as caffeine and taurine, is also available at health outlets, including the Spirit Health Club. In January, Little Big Shot was named as one of the Top Five Most Interesting Products from more than 80,000 on display at the Winter Fancy Food Show in San Francisco. Mr Jukes, who also distributes omega 3 supplement Lyprinol in Northern Ireland, Jukes boxes clever: Bert has a shot at breaking into America said: “The response to Little Big Shot has been absolutely amazing. While other energy drinks rely on short-term stimulation, Little Big Shot offers sustainable healthy energy, without the Mineral wealth preservatives or additives.” But can Bert Jukes’ ‘colossal’ ingredient help make his product more The company was successful than caffeine-based rivals? Alison Riley reports unveiling Little Big Shot with a “major presence” at annual rodeo show Calgary East, Middle East, Africa and the want an energy lift, this is the baby,” he Stampede in July, and Mr Jukes says he is Americas.” said. Speaking on the deal with Tesco in talks with an internationally known Mr Jukes said the company was close to earlier in the year, My Jukes said: “This sports star to be the drink’s ambassador in a “multi-million deal” with a drinks bottler deal with Tesco is a fantastic step forward the country and plans to sponsor a youth and distributor in the US and has for Little Big Shot – and helps us answer hockey team and training scheme that will established an office in Dallas, and he is the daily stream of inquiries we get from be called the Little Big Shots, reported the banking on the appeal of Little Big Shot customers asking where they can buy it Scotsman newspaper. being the only drink in the world to use on the high street. But this is only the first The company has announced a deal to deep ocean minerals – high density step. We’re growing business in Scotland, license the product with Planet Foods, a nutrients and trace elements piped from Northern Ireland and heading into Calgary-based distributor of natural and sea depths of 2,000 feet off the coast off America, Europe, the Middle East and organic food and drink brands across Taiwan. beyond. western Canada. Potency “As the health impact of high-sugar, Mr Jukes aims to make major inroads “Deep ocean minerals is a colossal new high-caffeine drinks becomes more into the £22bn global energy drinks find,” said Jukes, who sees the mineral apparent, people will be looking for a market, saying: “We can have just one per concentrate being suitable for a range of natural, healthy energy drink.” cent of that. That is all coming but that products including snacks and yogurts. Little Big Shot is safe for children and takes money. “The potency of these minerals is very mothers to be due to the absence of “We have three major investors at the high. The liquid is easily absorbed in the caffeine and taurine, and the inclusion of B table which will get us to the next level. blood stream – within half an hour of vitamins, antioxidants and natural We will have five divisions – Europe, Far drinking it you have a purified body. If you fructose. 32 North America

HLB USA: member firms nationwide WHEN AUDIT IS FUN: AUDITING HOLLYWOOD

Steven Sills is a partner at HLB member firm Green Hasson Janks and co-author of Movie Money: Understanding Hollywood's (Creative) Accounting Practices. He tells us more about his 30-year expertise in auditing the entertainment industry

OUR job is to represent talent (actors, writers, directors, and recently an increasing number of financial investors) against the movie studios. We perform contract audits of movie and television producers and distributors to make sure talent receive their fair share of profit according to the contracts they have Seductive States signed. For confidentiality reasons, we do Inbound investment into the US is doing well, says leading not disclose our clients’ names, but worldwide audit and accounting network HLB International – as we have worked on 80 of the Top 100 films based on box office long as you make sure to take a few essential precautionary performance. steps before entering the US market

ANY companies currently see international markets as a key growth strategy, both as a short- Mterm tactic to escape economic difficulties in their own markets and as a longer-term trend. pre-planning, for instance, is key and According to Dave Stene, Chairman of although there are “numerous HLB USA and Partner at Eide Bailly, opportunities to do creative and strategic “clients that are not yet marketing in planning, this must occur before the foreign markets are currently looking and individual or company becomes a US This is an increasingly learning about which countries may have taxpayer,” says Leon Janks. international industry. While 20 the best opportunity and the least risk.” New rules such as harsher regulation years ago, 70% of film revenues Outbound activity is indeed doing against money-laundering have made it originated from the US and Canada, comparatively well, considering the current today, as much as 65% of a more difficult to take such basic steps as economic context, however inbound blockbuster’s revenues can be setting up a bank account, and business is doing even better with the US generated abroad. economy remaining very attractive for bureaucracy can sometimes be a There is also international international investment. challenge – so much so that “maintaining reasonable regulation and reducing investment in this sector with Leon Janks, Managing Partner of HLB uncertainty around tax policy would foreign tax shelters funding US member Green Hasson Janks, California, certainly be helpful,” says Dave Stene. production and the purchase of says that “despite the slowdown, the US AMC theatres by a Chinese economy offers great stability, a While pre-planning is crucial when it conglomerate. tremendous market with consumer-driven comes to investing in the US, finding the We consequently spend growth opportunities and a wide spectrum right local partners and resources is considerable time auditing of potential investments.” equally important. international distribution of films in Within the State of California, the firm “Assistance through local experts is foreign countries and work a lot with assists clients with investment critical and the HLB network is a great way our HLB counterparts abroad. opportunities in real estate, distribution, to achieve this,” says Leon Janks, who In the last year alone we have consumer products and the digital space sees international collaboration within HLB collaborated with HLB firms in sector. as the foundation for success, bringing Amsterdam, Tokyo, Munich and However, a few necessary precautionary worldwide high-quality references along Madrid and have been called as steps need to be taken in order to make with personal knowledge of business expert witnesses by Her Majesty’s the initial investment fully successful. Tax colleagues from around the world. Revenue and Customs in the UK.” Investment opportunities 33

UCH has been written about the BRIC economies – Brazil, Russia, India and China – and the Mpotential for growth in these fast- growing booming economies. Entering these markets, however, can be difficult: language barriers with unfamiliar CA$$H rich cultural and business norms, concerns about corruption, and geo-political risks. For many SMEs, it can be challenging to SMEs looking to trade with emerging markets will also quickly discover that the find the right buyers and sellers in banking infrastructure is not as developed international markets. Raj Agrawal, as it could be, which can present cash flow President of Western Union Business and fund management challenges. Solutions, takes a look at the latest coterie Where, then, does this leave SMEs looking to start or increase global trade, of countries offering potential growth especially in the face of stagnating domestic opportunities demand in many parts of the world? One potential answer is CASSH. The CASSH countries – Canada, more resilient than the likes of the US, UK England’s decision to hire Canadian Mark Australia, Singapore, Switzerland and Hong and Western Europe over the last four and Carney as its new governor. Kong – have become the latest a half years. Carney’s arrival and his reputation as a geographical acronym to emerge and offer If we look at the latest data from the Doing “monetary activist” will undoubtedly cause an interesting opportunity for SMEs to Business reports from the World Bank, much stir this summer, but it is hoped that explore, one that combines the excitement which cover 185 economies, it is clear that the success he had in Canada will be and sense of potential of the BRICs with the CASSH countries are leading the field. emulated across the pond. greater stability and cultural affinity with the UK. Singapore is the easiest place to do So, how can small and medium-sized business with, closely followed by Hong enterprises maximise their business The phrase was first coined in 2012 by Kong in second place. Three of the five potential with the CASSH countries? With Russ Koesterich, global chief investment CASSH countries rank in the top 10, with SMEs struggling to survive domestically, strategist at BlackRock. He determined that Australia in tenth position. Singapore has much can ride on a SME’s international the CASSH countries are fundamentally held the top position for the past two years, relationships and their ability to do good stronger than most of the large, developed meaning that the regulatory environment is business overseas. economies for a number of reasons, conducive to business operations for SMEs. including lower systemic credit risk, potential Whether exporting to an emerging market for future growth and how their markets Proximity or one of the CASSH countries, business have fared against a backdrop of global Another point to consider is the CASSH owners and finance professionals should economic uncertainty. countries’ proximity to other economic consider implementing a tailored cash and powerhouses. Australia, Singapore and risk management plan before commencing The investment case for some of these Hong Kong are well-placed for European international business. By having such a countries has diminished in recent months, businesses to strategically tap into the cash flow strategy in place, SMEs may be with interest rate cuts in Australia and major APAC economics, such as the able to minimise their exposure to currency Singaporean growth slowing in comparison Chinese and South-East Asian markets. fluctuations using risk management tools to some of its South-East Asian neighbours. such as forward contracts and stop losses.. Nevertheless, SMEs may well want to give Canada, which shares deep cultural and these markets a second look. Some facts of historical ties with the UK, its primary These are all straightforward and effective note: European trading partner, is adjacent to the financial products that assist businesses to USA and therefore provides UK companies attempt to protect themselves against a Three-fifths of Singapore’s economy is indirect access to the North America Free volatile FX market without losing the ability made up of SMEs Trade Agreement (NAFTA), which covers to be flexible. Canada’s rate of GDP for the first quarter Canada, the United States and Mexico. Not only does such a strategy allow SMEs of the year was 2.5%, the fastest since UKTI also recognises the fact that the to thoroughly plan costs well in advance, but 2011, principally due to rising oil exports and Canadian market “remains receptive to having a proven, detailed risk management an industrial rebound in recent months British products and Canadian business strategy may increase that company’s Hong Kong has also seen 2.8% growth in are familiar with UK business competitiveness against its peer group. the past two quarters practices” – an important advantage Small and medium-sized enterprises Recent trade data from HMRC also that UK SMEs cannot exploit with should certainly keep an ear revealed that the CASSH group’s appetite other countries, such as China or to the ground for business for trading with the UK is growing. In March, Russia, as readily. opportunities in the CASSH the second biggest month-on-month Perhaps the combination of countries – their growth increase in value of imports was from Canada’s recent economic could depend on it. Canada, up by £120.1m (25.4 per cent) to performance and its historical £593.2m. During the same period, the fourth ties with the UK had some largest increase in exports was Australia, bearing on the Bank of with a month-on-month increase of £99.9m (33.3 per cent). Canada’s parliament As smaller, developed countries, the building in Ottawa: CASSH economies have proven to be far similarities to London 34 North America

OBOCOP, the half-man-half- The company, whose machine American police officer, operating in a dystopian society of products are the last word Rmega cities and mega crime, is in protection and security, how Hollywood has depicted the future of advanced security equipment and is based not in LA or responses. London but in rural In reality, though, some of the most cutting-edge developments are taking place Wiltshire. Rebecca Evans in the far from brutal surrounding of investigates Melksham in Wiltshire at a design and engineering company which started at an old, semi-derelict cloth mill on the River Avon in Limpley Stoke in 1885. And unlike the sinister technocrats of director Paul Verhoeven’s imagination, the people who run Avon Rubber are far more quintessentially English, such as finance director Andrew Lewis, who when not working to increase sales of the company’s protection and defence and dairy products, can often be found refereeing football matches or umpiring at the cricket. However, while Robocop may only be fantasy, the most profitable market for Avon Rubber’s range of gas masks and respiratory filters designed to counter chemical, biological, radiological and nuclear threats, is the United States, with the military and police forces avid customers. So much so, in fact, that sales have Sporty finance director Andrew Lewis, increased by a fifth and operating profit has and right, Avon Rubber’s equipment in jumped 17 per cent on a turnover of £107m action. Far right, another Avon Rubber and the dividend is up 20 per cent at the device firm that designs, tests and manufactures specialist products from a number of sites in the UK and the US, serving markets around the world. And in these times of outsourced production in emerging markets, married father of three Andrew, 41, a graduate It s Avon in mathematics and ’ accounting from Bangor University, puts that down to quality over quick profit. security status, is X listed and International Wood and Stella Pirie and Andrew Lewis on “There will be cheaper companies, but we Traffic in Arms Regulations approved. the board, Avon Rubber – company motto take pride in the quality of our products and “Investing in innovation” – takes pride in its In fact it is investing even more in the UK, quality is not a matter we compromise on,” expanding global market, which includes with Andrew saying: “We have recently says Andrew – who joined Avon Rubber in military forces, civil and first line defence acquired the business and assets of VR 2008 after spells as a director at troops, emergency service teams and Technology, a market leader in diving Pricewaterhouse Coopers in Bristol and industrial, marine, mineral and oil extraction New Zealand and group financial controller rebreather systems and dive computers site personnel. Which makes the other at Rotork – about countering rivals from the based near Poole in Dorset. strand to the company’s business – dairy likes of Mexico or Brazil, where Americans “Their products and key technologies equipment – seem almost surreal, but are increasingly sourcing their complement and enhance our current and Andrew sees no conflict of interest. manufactured goods. With such growth planned product ranges and will increase across the Atlantic, some firms would be “Both businesses have some very exciting respiratory protection equipment tempted to relocate entirely to the States, times ahead with product development and but Andrew says that Avon Rubber, founded opportunities for the group globally, we look forward to sharing new technology by E G Browne and J C Margetson, has especially with naval forces.” with our new and existing customers.” absolutely no plans to abandon its modern With David Evans as Chairman, backed Avon Rubber has established a physical UK HQ, which, because of its national by chief executive Peter Slabbert, Richard foothold in Asia with a sales and distribution Security 35

standards,” he says. “Our consumable products come into direct contact with the cow and are replaced regularly to ensure product hygiene, animal welfare and to maximise milk quality. “The global market is concentrated in high consumption automated markets in North America and Western Europe where we have significant market share. “Potential exists outside these traditional markets, in particular in China, India, Eastern Europe, Australasia and South America, which are experiencing rapidly increasing demand for dairy products which is being satisfied through mechanised milking. “Our products are manufactured for major original equipment manufacturers as well as being sold through distributors under our own Milkrite brand. “We are working to bring a wider range of dairy products to market, enhancing the farmer’s view of Milkrite as the primary technical solutions provider in this area.” But it’s the masks and filters sector that forms the core of Avon Rubber’s business, and with chemical attacks rearing their ugly head again in Syria and civil dissent increasing around the world, it’s a business that shows no sign of dissipating any time soon. The company states: “The strategy is to build on our strong position in the military calling! market, initially through our long term sole source mask systems contract to supply the US military, and subsequently through sales to and further long-term contracts with other facility in Shanghai for the dairy industry, engineers to obtain NIOSH and CE governments. and Andrew says: “Having started operation approvals, it would be nice to think that a “Our range of filters and capacity for filter in 2012, this office has demonstrated local herd of friendly cows helps the dairy manufacture is increasing. We believe that significant strength, showing sales boffins, but Andrew dispels such fanciful our existing product range and customer improvements each quarter. ideas. base, together with our credibility and development expertise, will put us in prime “We are set up to benefit from the growing “We work closely with academia and position to supply into all accessible global industry to ensure that the products we automation of the milking process in China markets. which is driven by the desire to improve develop meet their needs and regularly we “We are simultaneously targeting milk quality.” will ask the trade to test our products. homeland security markets with non-military And while the military products are “Before going anywhere our products versions of these products. rigorously tested by an advanced team of must meet the highest health and safety “These developments will primarily be through organic growth in the short term although with the group’s strengthened We take pride in the quality balance sheet the acquisition of of our products, and quality complementary technologies can now be is not a matter we considered.” ‘ compromise on ’ 36 Emerging markets

Benoy is conquering the construction market in Mongolia, home of Genghis Khan. Design team leader John Denton Yes tells Eric Jackson how Khan do

T’S good to be hot in your job and cool under pressure, but for one leading British architectural and design firm the Itemperature gauge swung a staggering amount in the search for business. When Benoy, which employs a team of 500 worldwide, was finalising the deal to help design the swankiest new building in Mongolia, its Far East delegation went from the 35°C of Kuala Lumpur to the -35°C of Ulaanbaatar, the world’s coldest capital city, Mongolia past and present: Above, a within 24 hours. statue of Genghis Khan; left, John “Coming from subtropical heat to such a Denton, who is in charge of the freezing climate is some experience and we Olympic Residence project, seen were very grateful to have packed plenty of under construction, right woollies,” says John Denton, who leads the interior design team for Benoy in Asia, about the city which makes Moscow and Ottawa 2005 and became a director two years later. “We are already speaking to other seem balmy by comparison. John, who enjoys property development in developers with enquires in Mongolia. They In the spring, Benoy, which is his spare time – he is currently completing are still a little cautious, so things are moving headquartered in the UK and has studios in the renovation of a 350-year-old Grade 2 a little bit slowly, but we are confident that Hong Kong, Shanghai, Beijing, Kuala listed country house in Swaledale in the the Olympic Residence will be a reference Lumpur, Singapore, Abu Dhabi, Mumbai Yorkshire Dales National Park – adds: project for our continued success in the and Newark, picked up a second successive “Benoy has an extensive record of working region.” Queen’s Award for Enterprise thanks to its globally in new locations. The local culture is international trade success, especially in And Benoy – along with every other very important to the destinations we create emerging markets such as India, China – consultant – will be able to start with a and now Mongolia. and each project we work on is specifically relatively blank canvas, as Mongolia’s designed for its own unique local region and cityscapes have a long way to catch up the The company has been appointed as the characteristics, adding genuine personality pace of development in the oil, gas and interior designers for the entrance lobby, to our designs.” minerals industries, which are generating residential apartments and the private much of the wealth. leisure clubhouse at the Olympic Residence, Now John sees the Ulaanbaatar project as a high-rise, multi-use development in the the springboard for a great adventure in the “In Mongolia the building industry is still in centre of the city, and John believes that country, believing it is an ‘exciting time’ for its infancy – contractors are not yet as work in China swayed the deal. Mongolia and Benoy, which was founded in experienced as those we are used to “Our client had seen our recent EAST the village of Collingham in 1947. working with across other Asian cities like Hotel projects in Beijing, which they really “As Mongolia is one of the fastest growing Beijing,” says John. liked - this was our best advertisement in economies in Asia, we are confident that this “It was only until recently that the tallest order to be selected for the job,” says John, will be just the start of our involvement in the buildings found in Ulaanbaatar were only 47, who joined Benoy’s Hong Kong office in country, along with other British firms. five-storeys high, so the building industry still Mongolia 37

DOUBLE SIX APPEAL LANDS VEGAS AWARD

PARC 66 in Jinan, China, won the 2013 Best of the Best VIVA (Vision- Innovation-Value-Achievement) Sustainable Design and Development Award for Benoy in the spring. The award was presented as part of the International Council of Shopping Centre’s (ICSC) global awards programme at the ICSC annual RECon Conference on May 19 in Las Vegas. Honouring the most outstanding examples of shopping centre design, the ICSC Best of the Best Awards bring together the Gold Winners from prior regional competitions to compete for the global title. Parc 66, pictured below, previously received the top Gold Award in the ‘New Design & Development’ category and the special ‘Sustainable Design’ award at the ICSC Asia Retail Real Estate World Summit in September 2012. Parc 66 is recognised as a retail landmark in Jinan, located on the “Golden Avenue”, the busiest pedestrian street in the city. Reflecting the region’s natural beauty in its design, the Parc 66 mall takes its theme from the surrounding lakes and springs, embodying a fluid water themed interior design. The mall has been designed to use LED light to reduce energy consumption and has a comprehensive recycling and recovery programme that treats and supplies recycled water for non-drinking purposes. The cutting edge technology and timeless design brings vibrancy and caters for a new level of luxury for the city’s increasingly affluent community. Commenting on the global award win, Simon Blore, Managing Director Asia, said: “Parc 66 has been recognised with one of the highest honours in sustainable shopping centre design and we are extremely proud of Benoy’s involvement with the development. The ICSC’s prestigious accolade truly embodies Benoy’s commitment to being at the forefront of retail design.”

has a way to go, which is often reflected in Bogd Khan Mountain. With the interior we towels, you name it.” Benoy, of course, has the on-site building conditions that we find have incorporated rich textures and colours a major fingerprint on the domestic and that makes some creative planning to create a warm and welcoming architectural landscape too, such as necessary.” environment as needed in this location.” Bluewater in Kent, the Bullring in Birmingham and Westfield, London. John – who has been responsible for the The development is backed by the Asia design of complex projects, including Pacific Investment Partners, and John But the privately-owned firm now sees praises their ‘strong vision’. Elements Mall Hong Kong, ION Orchard some 70 per cent of its business realised Singapore, Seoul IFC, EAST Hotel Beijing, “APIP are one of the leading property overseas with schemes such as Ferrari IFC Pudong, iAPM Shanghai, Plaza 889 developers in the country, so we relish this World Abu Dhabi. Shanghai, China World Beijing and Holiday opportunity to build a strong partnership,” Graham Cartledge CBE, Chairman of says John, who was fascinated on his first Inn Hanoi – points out that although Benoy, says: “The world has changed trip to Mongolia over 20 years ago by the traditional Mongolian design is heavily dramatically in recent years and the pervading image of the country’s most influenced by Russian and also Chinese economic landscape remains unpredictable, famous ever citizen, the marauding styles, the Olympic Residence concept but our resolve and determination have conqueror Genghis Khan. caters for the specific expat market. enabled us to succeed where others have “He is everywhere and far from taboo,” he “But it still has a sense of place to the not been so fortunate. says. “Khan dominates the city. The main location,” he says. “In design we have used street is named after him, there is also a “We continue to enjoy great success in a more open-plan concept for the series of very large monuments to him that what some may describe as the more apartment. are main tourist magnets in Ulaanbaatar, a ‘traditional’ markets, but also actively seek “Each area has been carefully positioned lot of bars and restaurants carry his name pockets of opportunity in areas that are new, to maximize natural lighting as well as taking and, of course, he is the main character in at least to Benoy, such as Belarus, Burma, advantage of the external landscape view of any souvenir shop – mugs, fridge magnets, Mexico, Peru and Mongolia.” 38 Digital business

US potty about pottery firm Steelite

A 13.5% increase in orders from the US helped pottery firm Steelite International achieve record sales for the third year in a row. The ceramics manufacturer broke its turnover record with sales of £70.2m, up six per cent from £66.3, reported the Stoke Sentinel in May. Revenues were helped by strong performances in Eastern Europe, South America and Asia, as well as in America. Steelite employs more than 800 people, mostly at its Middleport headquarters. Next year, work starts on a new production facility alongside the existing site that will create at least 170 extra jobs. The start of Company chief executive Kevin Oakes, said: “It’s been a truly incredible year for Steelite International, and I’d like to say a Welsh network Cardiff Start shows how digital firms are huge thank you to everyone involved. breaking through export barriers to deliver their goods “The commitment and passion of the team here and overseas has been a real to a worldwide market. Connie Alexander reports driver for growth. We sell into more than 130 countries, and more than 80 per cent of our turnover is from export markets. I OR digital business networks such our website,” he says. “We use digital have no doubt that’s largely because we as Cardiff Start, there is a massive marketing techniques to attract customers manufacture in the UK. opportunity for exporting to a global and we make online sign-up simple.” market. “Our overseas customers see a real F The same factors which make exporting value in the Made in England backstamp.” From a growing city which was, up until the product easy also make it an attractive recently, considered an example of Britain’s offer for overseas clients. With easy, Steelite was also handed the Queen’s industrial past of coal and steel production, accessible sign-up, SubHub and other Award for Enterprise in recognition of its regeneration through digital industries has digital services can offer a product which is international trade success. been tremendously valuable. The tech just as simple to use overseas. The company said demand was helped sector is thriving in the Welsh capital and is “The majority of our customers are in the by three new ranges – Craft, Koto and enjoying the benefits of exceptionally easy US, but the majority of our staff and activities Optik. exports of their products. are based here in the UK,” explains Sales this year will be bolstered by Royal Digital products can be delivered easily Rudowski. The ease with which his product Crown Derby as it moves into the high-end and very quickly, in contrast to the bulky is exported to foreign markets also provides hospitality market with new products and products of Cardiff’s past industry which a wider customer base with an easier designs. required a lot of time and effort to transport. product to use. Mr Oakes said: “It’s great for this city, it’s The growth of a sector which can deliver Power great for the industry and it’s great for products globally almost instantaneously The power to ship internationally, Steelite International. Everyone who has and without huge expense proves that combined with instant digital transfer, makes contributed to our success in 2012 should being in Wales is no boundary to success. for a very streamlined business, that non- feel a huge amount of pride, and I fully The ease with which companies can digital companies can only ever dream of. expect 2013 to be another exceptional market themselves internationally or export Barriers on export simply don’t exist for year.” digital products means that you don’t have digital businesses. Business experts and community leaders to be based in a large city to enjoy success. SubHub has had to tweak some things believe Steelite’s success shows the Even in a city of only 325,000 people like though. ceramics industry has turned a corner. Cardiff, companies can grow a global “We tend to communicate in US English as Stoke-on-Trent North MP Joan Walley customer base. we find that Americans are more resistant to said: “Its policy of quality ware made in the Evan Rudowski, co-founder of SubHub, a non-US spellings than Brits are to American UK by skilled local pottery workers is a membership management company, knows spellings,” says Rudowski. recipe for real success. Steelite is now the value of exporting his product. SubHub “Similarly, we accept payment in both US ideally placed to create more jobs, and be takes over the management of dollars and sterling. We have a US postal proactive in the steady but sure customisable subscription communities for address and phone number so that we can resurgence underway in Burslem.” associations, societies and other present a local presence.” organisations, using their customer relations Laura Cohen, chief executive of the These are small sacrifices when you management system SubHub British Ceramics Confederation, said: “This consider the size of the potential market MemberCore. is excellent news for the company and which will be encouraged by such small broader sector including suppliers.” “We market our services online through factors. Cardiff 39

something special

Neil Cocker utilises the web to break down remain the same. It’s brilliant to have a source system, but even so, we can have the boundaries of export too. Unlike robust website and payment processing an app live and have downloads nearly SubHub, Cocker’s Dizzyjam sells physical system that allows for orders to come in 24 instantly. We could have a customer on the products. Cocker explains that hours a day, regardless of whether anyone’s other side of the world get the app just as “Dizzyjam.com is an ecommerce platform in the office or not.” quickly as somebody in the office, and that’s that makes it easy for anyone who makes or Tradebox Media is an app development a very powerful way to do business.” plays music to create and sell merchandise company, and founder Stephen Milburn has Tradebox Media also produce apps for to their fans. We’ve also recently launched sought to take advantage of the easy export other clients, and they have seen CottonCart.com, which does exactly the potential. The company’s core product, the international success there too. same for societies, charities and clubs. Trippa series of travel apps, has enjoyed “In terms of return of investment, our “Dizzyjam currently exports a third of the international success with downloads all mobile affiliate marketing programmes have merchandise that it sells on behalf of its over the world. been very successful, and 80% of the users, with the majority going to North Potential revenue comes from overseas, with the America, followed by Western Europe. We Milburn said: “The export potential of our Netherlands one of our largest markets at accept currency in both sterling and dollars, products is enormous because they are the moment,” explains Milburn. and plan to soon open it up for euros, too. instantly available to worldwide markets. With instant product delivery, Tradebox Although we sell physical products, 100% of Apple in particular has made it very easy for Media and other digital businesses can our revenue is collected online, and almost developers to sell globally. deliver their products in the same time and all of our promotion is done by the “The product is easy to localise and tailor at the same price as they would for a local shopowners themselves.” to a specific market and when that is client. By going digital, Dizzyjam has managed to combined with making it instantly available A global market may present currency export its services and name to a wider to a worldwide market, you can see success conversion issues. However, Milburn customer base, and then do the slightly very quickly. explains that for Tradebox Media, and for more difficult task of exporting their physical “Apple take a large cut for providing this most tech companies, small sales are very products. service, but it is more than worth it – they easily managed in multiple currencies and Cocker explains that technology has made take so much hassle out of delivering the large transactions justify the effort needed this simple, too, though, and it means that product around the world, and the payment to facilitate them. the whole world becomes Dizzyjam’s local systems are very straightforward. It may “If you’re selling digital products using in market in effect. take a while for the profits to come through app purchases, the payment processor, “We dispatch directly from our base in the system, but that is a minor Apple or Google for instance, takes care of Cardiff to the whole world (using Royal Mail inconvenience which is far outweighed by the conversion. For smaller amounts, even and a number of other providers), but the the benefits of selling through the App PayPal takes care of the conversion,” he nature of our business model, and Store. says. ecommerce in general, means that our “The fact that the Android market is a little “For larger transactions, such as paying location is almost irrelevant,” he says. more fragmented, with a number of app for an app development project, handling “We’ve had orders from Tokyo, Tijuana and stores selling Android apps makes it a little payments and currency conversions is Telford, and our processes in Cardiff always more complicated than Apple’s single- more tricky, but still not too difficult, and such a large transaction is worth the little bit of hassle.” The nature of our business If you’d like more information on Cardiff Start, visit cardiffstart.com/, call model, and ecommerce in 07748411778 or email general, means that our [email protected] ‘location is almost irrelevant ’ 40 British Chambers of Commerce

SURVEY of more than commonly spoken language, with 4,500 businesses by 71% of business owners claiming the British Chambers of some knowledge. However, only ACommerce shows that five per cent are able to converse the share of Chamber fluently enough in French to members which export conduct business deals in that continues to increase. language. However, the findings also When looking at other trading suggest that gaps surrounding partners in the eurozone, 57% the general know-how of how spoke no German, 65% no to take a product or service Spanish, and 76% no Italian. overseas are holding back Looking at faster-growing firms from taking the initial step markets outside the eurozone, the towards exporting. problem is even more acute: 95% In addition to this, there is a of business owners have no major shortfall in foreign knowledge whatsoever of either language skills within the Russian or Chinese, despite these business community. two economies forecast by the Rebalancing the economy To export or not to export: it’s a tough question in the UK IMF to grow by 3.4% and 7.75% towards net exports is vital for respectively. Less than one per the success of the UK economy, so the cent feel that they can converse fluently in British Chambers of Commerce is calling for either language. The BCC is calling for a more support for firms looking to trade fundamental change in approach to the overseas, while encouraging the take-up of importance of language learning, to ensure foreign languages – both in school and in Willing, that the next generation of business owners the workplace. are ‘born global’. Findings show that gaps in commercial The government should revise the national knowledge, from finance to marketing and curriculum so that studying a foreign sales to negotiating the bureaucracy, language is compulsory until AS Level. continue to hold back businesses looking to but not Incentivising language training for SMEs export. The difficulties in sourcing market through financial incentives will also ensure information tend to hold back a tailored approach for businesses, so that manufacturers, micro and smaller firms from staff can learn the relevant languages they exporting more than other types of business. always need for conducting business abroad. Perception can act as a barrier. 58% of Commenting on the findings, John non-exporters reported that they feel they do Longworth, Director General of the BCC not have a suitable product or service to said: “We know that exporting is crucial for export, and although down on the 76% the success of the UK economy, so it is reported last year, this still indicates that able encouraging to see that the percentage of there is a lack of knowledge surrounding the exporting businesses within our opportunities that the global market can offer More Chamber members are membership has increased. to business. Manufacturing, IT and media exporting, but there’s an “However more can and should be done to firms cited the largest skills shortages: 17% alarming skills gap, reveals help businesses take the first step towards of non-exporting manufacturers cited a exporting their goods and services. Our limited knowledge of the commercial survey message is always ‘have a go’, but we do aspects of the process of getting the product believe there is more that the government or service to markets overseas, and 13% of can do to help get more businesses thinking do more to encourage companies to take IT and media firms said the same. globally. It is critical that firms understand the initial step towards becoming an The BCC believes that commercial export the challenges and opportunities attached to exporter. skills should be placed at the core of the export market. Helping companies forge business education, so that entrepreneurs of This could be offering financial incentives new connections, through trade promotions the future will find it easier to understand the for non-exporting businesses that train up and incentives, will help companies to think unique challenges involved in the end-to- existing staff on how to export, helping firms internationally. with their first trade mission or a reduced end export process. This could include “Furthermore, a renewed focus on rate of tax on early exporting profits. managing finances, using cross-border language skills at school and in the supply chains and understanding legal and Knowledge of other languages is a critical workplace will ensure that we continue to bureaucratic requirements. Business skill for exporters. 62% of non-exporters that export the finest goods and services that degrees and further education qualifications are likely to consider trading internationally Britain has to offer. To really secure Britain’s must include compulsory modules on in the future see proficiency in foreign future as a leading global exporter, we need international trade and exports, to ensure languages – or lack thereof – as a barrier to to do all we can to encourage companies to that business people are ‘export-ready’ do so. Even when business owners claim take advantage of new markets. Giving when entering the workplace. some language knowledge, very few speak businesses the opportunity to foster links Training is crucial, and the Chamber well enough to conduct deals in their buyers’ with international firms, training employees, Network plays a leading role language, and this is doubly important when and educating the workforce of tomorrow by offering an accredited conducting business will boost our export activity in both the short training scheme across the outside the largest cities and long term, and help the UK win the country. However, it believes and administrative centres. ‘economic war’ that the Prime Minister has that the government should French remains the most frequently spoken of.” Essex Chambers of Commerce 41 On course for new markets

CHAMBER FOCUS: ESSEX NO.10 TALKS AND GIANT LEAPS FOR HURDLE’S FIRM By David Burch PRIOR to the Prime Minister’s recent visit to Essex promoting business development overseas, Fläkt Woods UK managing director, Allan Hurdle, was invited to No.10 to meet David Cameron by the Essex Chambers of Commerce in May. MAJOR part of Essex Chambers’ work on behalf of businesses is in A diverse group, consisting of British Chambers of Commerce members from all over processing documentation for the UK, met with the Prime Minister to discuss their experiences trading across the globe. Aexporting. With the UK’s economy The meeting started with the Chamber members presenting the issues faced by growing only slowly and the eurozone companies trying to break into new markets and a range of well-received ways on how economies remaining in the doldrums, then the government could do more to help existing and potential exports. Fläkt Woods exporting to the rest of the world is currently exports around half of its £55m turnover. something that companies are looking at Working closely with the Essex Chambers of Commerce for support and advice, and with interest. despite the recession, Fläkt Woods has grown by 5% per annum since 2007, primarily However, the thought of doing so and due to its exports. Allan, pictured below at No.10, said: “My experience has shown me knowing how to complete the right that every business looking to export has different requirements. There is no one hat that documentation is something that is fits all solutions. It is important that government and private sector support is tailored potentially off-putting to any business towards the needs of each business, with suitable customers and contacts identified in thinking of going down the exporting path. potential export markets. Help is at hand, though, from the “Organisations such as the ECC, BCC and UKTI help government understand the Chambers through the wide range of difficulties facing exporters and how to work with us in order to help reduce barriers to training courses they run for both novice and increase markets and develop future growth. This meeting was an excellent way to experienced exporters. continue this progression.” One such course is “An introduction to Among BCC members 22% were exporting in 2011. This has grown to 39% in 2013. export operations” being held in the autumn at the Chambers’ offices in Colchester. This is an entry level course designed to provide an overview of the terminology, procedures and documentation used in the exporting process and to promote awareness of the responsibilities and obligations of all parties. Attendees should gain an overview of the

exporting process from first enquiry to arrival of the goods at destination, and the course will highlight the possible pitfalls that can await the unwary. This seminar is designed for those new to the problems of exporting and for experienced exporters who need to update their knowledge. No prior knowledge of exporting is assumed. It is suitable for staff from both small and larger companies involved in shipping/dispatch, sales and Changes to regulations and requirements the goods at destination, best practice, customer service staff, finance and accounts often pass unnoticed or are misunderstood. emphasising the need for a clear and staff, junior and senior management, freight HM Revenue and Customs require coherent audit trail for each shipment to forwards and trainees at all levels. exporters to demonstrate documentary ensure customs compliance. For those individuals with a bit more compliance with security and customs These are just two of the courses run by experience, we held an intermediate level regimes, even if they choose to outsource the Chambers each year to help work your course entitled “Exporting – understanding the shipping function to agents or forwarders way through the potential minefield of the paperwork” in July, designed to look at or delegate logistics to the buyer under ex- exporting. To find out more about them or the problems associated with export works terms or similar. book a place on them contact the documentation which will often lead to Non-compliance risks delay in the supply Chambers’ International Trade Manager, delays in getting goods to customers, chain and the possibility of financial penalty. Debbie Joyce, on 01206 765277 or email increased costs and charges, and a This seminar addressed all these issues and [email protected] Full breakdown of goodwill between seller and more, examining all aspects of export details of all courses and Chambers events buyer. documentation from first enquiry to arrival of can be found at www.essexchambers.co.uk 42 News Spices – to India! Code breaks North SELLING snow to the Eskimos or sand to the Saudis? Well Jason Wouhra, boss of East End Foods in Aston, Birmingham, has gone one better. American market His firm is exporting Indian spices – back to India. And that, along with the firm’s other achievements, meant that it picked up the OSTCODE Anywhere and Canada business management schools. best business title at the inaugural British Post are launching a new web- Successful applicants for the scholarships Indian Awards. Mr Wouhra said: “The fast- based address validation service, have their tuition fees and accommodation growing middle classes in India are AddressComplete, which also whilst at Kellogg paid for by the programme. prepared to pay for quality and spices, P includes the newly released Point of Call AddressComplete expands on the web- which are unadulterated. (POC) property level address data. based “what’s my postcode?” technology “There is also considerable kudos among Postcode Anywhere is one of the leading Postcode Anywhere pioneered over a the better-off in Indian society in buying into providers of address validation technology decade ago, which made buying online Brand Britain. We have contracts worth in the UK with over 8,000 easier at checkout and more more than £60,000 in places such as Delhi customers including some of reliable in the final mile of and the Punjab.” the largest ecommerce delivery. The sales deals were clinched by the firm brands around the world, Mackwell added: during a British trade mission to India in while Canada Post is a “Postcode Anywhere February led by Prime Minister David provider of business-to- believe the address Cameron. Two executives from the consumer postal services validation and auto- company travelled with the party to sign up reaching 15.1 million complete technology will contracts face-to-face. Canadian addresses every “significantly change the day. East End Foods, which supplies 80 per way Canadians order goods cent of independently owned Indian food The strategic relationship, online. The service allows shops in Britain and most of the announced in May, between ecommerce businesses to supermarket chains, was started in the two organisations is set capture and validate Wolverhampton 40 years ago by the to deliver a range of customer addresses at the Wouhra family, originally from New Delhi. commercial benefits to both parties. point of entry rather than verifying after the The company has an annual turnover of The Company worked with UKTI to event which is the case with older £180m and employs more than 300 enhance their presence in North America, addressing solutions. We are hugely workers. and Postcode Anywhere Sales and excited about our collaboration with Canada Of the British Indian Awards, Arbinder Operations Director, Rachael Mackwell, Post as it marks a significant leap forward in Chatwal, Head of India Advisory Services, pictured, was a recipient of the UK Trade & our business. To account for the dual BDO LLP, said: “It’s important that we take Investment US Kellogg Scholarship back in languages in Canada, AddressComplete the time to recognise the achievements of 2008 and says the experience played a enables users to type in any fragment of the Indian community in Britain today.” significant part in changing Postcode their address whether in French or English. Anywhere’s strategy for marketing into The software suggests results as you type, There were 18 awards presented on the North America. night, including: eliminating the need for complicated forms.” AddressComplete is built on a pay-per- Best in Medical: Bijayendra Singh “I strongly recommend any SME wanting (Medway Foundation NHS Trust) to expand into North America to speak to use subscription model making it affordable UKTI and see what help they can offer,” to businesses of all sizes and it can be Best in Accountancy & Finance: Kamel says Mackwell. The UKTI US Scholarship added to a business’ website in minutes. Hothi (Lloyds Banking Group) Programme, Fundamentals for Success in It offers an intuitive address validation and Best in Legal Services: Mitesh Patel The US Market, offers UK SMEs a unique completion experience, benefiting from the (Levenes Solicitors) opportunity to attend a prestigious course at most accurate source of address data in the Outstanding Achievement Award: Fauja one of the USA’s most distinguished country. Singh (centenarian marathon runner) Young Achiever of the Year: Dev Patel (British Indian actor) Popping the corks on some Best in Civil Service & Armed Forces: Keith Vaz MP CANADA is famous for many things – Canada House, Canada’s High Financial Director of the Year : Tarsem Mounties, stunning nature and friendliness Commission in May. The wines did Dhaliwal (Iceland) – but wines? Canada proud, reported Canada’s Businesswoman of the Year: Shashi Vintages from the north American National Post. Gossain (Pharmaclinix) country are unfamiliar to most Brits, Some of the top palates of London got to Businessman of the Year : Daksh Gupta although they are lauded by critics and are know more about what Canada is doing (Marshall Motor Group) popular across the Atlantic. and most were enthusiastic and excited by Business of the Year sponsored by BDO: To try and correct that imbalance, the developments, progress and most East End Foods though, over 100 wines from dozens of importantly the quality of the wines we are Entrepreneur of the Year: Deepak Canadian wineries were on display in making, said the report. The guest list for Kuntawala (DVK Group) London at a trade and media tasting at the Rediscover Canadian Wine event News 43

Call in the experts to export, say Comtec

BRITAIN’S businesses are being urged to take advantage of specialist export advice in light of the fact that 62% of companies in the UK are being held back from exporting by language barriers. The rallying cry comes from Midlands-based language experts Comtec Translations off the back of figures released by the British Chambers of Commerce that show only five per cent of businesses in the UK speak enough French to do business in the country while 58% of companies are not confident they have a good enough product or service to market overseas. The message from Comtec – which has over 30 years of experience in supporting UK exporters from key business Sophie Howe: an abundance of support sectors, meeting their requirements for fast, high quality translation and interpreting services in all major languages worldwide – is clear: Watch out for the new Chinese brands take advantage of the extensive network of support available to successfully take CHINA is set to dominate emerging market surpass developed markets by the end of your business overseas. attempts to break into international markets this decade.” “There is an abundance of support and establish global brands, according to China has already become “the world’s available for businesses that need to new analysis by marketing experts Nirmalya factory”, says Professor Kumar. It makes take the first few steps to exporting. Kumar and Jan-Benedict Steenkamp. many of our best-loved products from Apple Organisations such as UKTI offer In their new book Brand Breakout – How iPhones to Disney. Now it has overtaken introductory services to overseas emerging market brands will go global, Japan to become the world’s second-largest markets and specialist translation Professors Kumar and Steenkamp, set out economy, second only to the United States, providers can provide support around eight cutting-edge routes for emerging which may lose its pole position to China handling communications material for markets to establish successful global before this decade ends. overseas trade,” says Sophie Howe, brands and show why the next Samsung But, the western, globally established Managing Director, Comtec Translations, who was recently featured on national could come from China. brands are a tough act for an emerging radio talking about the challenges the UK Nirmalya Kumar, Professor of Marketing, market like China to follow. Even with China faces as an economy to develop the vital London Business School, explains: “Many and its fellow emerging markets – Brazil, language skills businesses need to enter Chinese firms have started the same India, Malaysia and Russia – driving an international markets. transformation that Japan and Korea went unprecedented proportion of global trade, through. Soon we will be buying Chinese- many people would still struggle to name Energy absorption experts Oleo branded products just as we are buying one Chinese brand. International is a great example of a business taking full advantage of “Made in China” Western-branded products The authors advocate however that “brand opportunities overseas and benefitting today. breakout”, is achievable. “There is no from support to take its products abroad. “In 1990, emerging markets accounted for reason”, says Professor Kumar, “Why Today, it represents the 30,000 UK 20 per cent of global output. By 2010, the Chinese brands cannot have the same companies assisted by UKTI in 2012/13 share of emerging markets had doubled to impact in the US, as US brands have had in – a number the government wants to 40 per cent and this number is likely to China.” grow to 100,000 in the next five years. The UKTI team based at the Coventry Chamber of Commerce has been great Canadian vintages assisting Oleo since 2005 when Oleo commissioned some bespoke research on the Japanese rail sector. included sommeliers from high profile Oz Clarke. The last time Canadian wines Since then UKTI has supported Oleo in London restaurants such as River Café, were featured in London was in 2010, a number of ways including attending China Tang, The Cinnamon Club, when a group of Ontario wineries came to important overseas trade shows, show off their “Cool Chardonnay” to rave Hakkasan and Manoir aux Quatre researching various markets including reviews. Saisons, buyers from The Wine Society, China and India and facilitating Marks & Spencer, Berry Brothers and Writer Oz Clarke was very enthusiastic. introductions to market experts around Rudd, Harrods and Harvey Nichols, wine He felt that Canadian wines had shown a the world. Oleo takes full advantage of trade writers from business publications massive improvement from the last tasting export advice and recently launched its such as Drinks Business and Just Drinks, three years ago and the fizz was a new innovative rail simulation software, along with well-known wine writers such “revelation” with real stylistic differences Oleo 1D in China, with the support of as Jancis Robinson, Steven Spurrier and between the regions. Comtec. 44 This is my world

Andrew Guy

Andrew Guy is 65 years old and lives in Highgate, North London. He was born in Cardiff, and graduated from The University College of Wales, Aberystwyth. His career has been spent in casual dining restaurants, and he has lived and worked in Texas and opened restaurants in many of Europe’s major cities, as well as all over the UK. He is currently CEO of Ed’s Easy Diner, an American-themed business that he and colleagues purchased in 2009 when there were three Diners in and close to London. Today there are 17 in the UK and two in Cape Town, with a further six Dining, the American way at Ed’s Easy Diner. Inset, Andrew Guy, and openings in the UK during the rest of 2013 below, his business hero Abraham Lincoln Andrew’s Ed for business

My business philosophy My leisure author of ‘Up the Organisation’. Give people the guidelines and then trust When the weather is nice, sailing our boat, them to get on with their job. The best is which we keep at the Hamble, and travel, My sport “Always do what you think is right”. People especially to visit our many friends in Rugby, particularly Welsh rugby. often surprise you, and rarely let you Texas (where we once lived), Chicago and down. Western Canada. My favourite TV show The Simpsons. No explanation needed. My friends and family My working day My wife was a restaurant executive, and Extremely varied, which is why I’ve loved My favourite night out then had her own business for many the restaurant business. Sometimes office, years. She gives great feedback on Ed’s – much of it planning our future growth, or Theatre, followed by dinner at a favourite sometimes uncomfortable, always working with/ developing my team. restaurant, currently J Sheekey or Pollen constructive (in the end!). Otherwise, looking at new locations or Street Social. visiting our Diners around the country.

My ambitions My music My business heroes To create with Ed’s Easy Diner a business Varies according to mood – sometimes The late Bob Payton, founder, chairman, that many people admire and to visit the Willie Nelson, Johnny Cash, Roy Orbison of the My Kinda Town Restaurant Group. eastern seaboard of Canada, or John Coltrane, Ella Fitzgerald, Duke The most difficult, fun-to-be-with, Vietnam and South America. Ellington or Mozart, Wagner, Ralph unreasonable, exciting and Vaughan Williams. completely unpredictable My media loves and hates person I ever worked for. I love magazines on many Never a dull moment. My happiest moment subjects, and to find time to Abraham Lincoln, who had Our wedding day lunch – 20 people, all read serious current affairs outstanding ‘Chief from both families, at The Walnut Tree, weeklies, especially The Executive’ skills, in Abergavenny, personally supervised by Economist. And country getting the most from a Franco Taruschio. music radio stations when group of independent- driving in the USA. I hate the minded, ambitious trivialisation and individuals. Read ‘Team of My most treasured possession sensationalism of many events in Rivals’. Tom Peters (in his The inscribed Jaeger Le Coultre Reverso newspapers, and on 24 hours early days) and Robert wristwatch my wife gave me nearly 25 news. And all phone-in chat shows. Townsend, CEO of Avis and years ago. Access to trade 45 Your best route to the global marketplace

HAMBERS of Commerce have good continue to provide a range of relationships business services and with overseas Cindependent representational Chambers and trade support to UK companies and agencies. Years of organisations and have done for over 200 taking trade visits abroad, years. receiving delegations, signing Almost every major town or city in the protocols, and organising trade fairs world has at the heart of its business have resulted in Chambers having a community, a Chamber of Commerce, vast network of practical working and strong trading links tie the movement relationships throughout the world. together on a global scale. The route into this is via an The UK's Accredited and associate Accredited Chamber, which Chambers are part of an international will also be able to provide network. They exist to develop and details of trade visits strengthen international trade links and to organised by Chambers improve the competitiveness of their and other organisations. member businesses. They believe in two- way trade and are therefore approachable by any British business. International Trade Services British Chambers overseas are bilateral The BCC's Accredited Network organisations with membership open to provides numerous international trade any business, British or otherwise, services: interested in trading with Britain. They are found around the world, but are at their ● Training in all aspects of world trade strongest in Europe. Invariably they have ● Export documentation services strong links with British embassies and ● Market research and online intelligence their great strength is their ability to tap ● Credit checks and letters the knowledge and expertise of expatriate businesses. ● Export planning The BCC and its Accredited Chambers ● Translation services and multilingual marketing material ● Inward / outward trade visits and fairs ● Export clubs and international Skills and HM Revenue & Customs for the issue of export and import documentation. Visit the BCC website for up to the networking These movement certificates are readily minute details of all Chamber of ● Consultancy projects available from issuing body Chambers Commerce export initiatives and ● Tender advice and opportunities across the UK and include: access to a wealth of international ● Specialist advisory service trade information. ● EU Certificates of Origin ● Letters of credit www.britishchambers.org.uk ● EUR1 Certificates ● Credit checks ● A.TR Certificates ● Market focused programmes ● Chamber Support ● Events and seminars All BCC Accredited Chambers are ● Introduction and contacts with local equipped to provide professional advice to and central players in Government experienced and new exporters at every stage of the exporting process. Export Documentation Visit www.britishchambers.org.uk to see The BCC holds mandates from the how your local chamber can support you Department for Business, Innovation and when trading internationally.