Welcome to Export Cornwall

Wednesday 30 March
Export Cornwall - Progress So Far ...

David Bone CDir

Somar International

Chairman - Export Cornwall

 Export Cornwall - Progress So Far ...

Aim 1:
To develop an organisation Run by Business for
Business:
 your ideas put into practice
 a series of Sector Ambassadors
 communication platform.
 Export Cornwall - Progress So Far ...

Aim 2:
Help Cornish businesses to recognise or
re-evaluate the potential of exporting and assist them
to create strategies that will help them realise that
potential:
 Unique Roadmap to Export Programme:
 Explore Your Export Potential
 Six Steps To Export
 Export Cornwall - Progress So Far ...

Aim 3
Provide training and support services throughout
the process - whether a company is new to the
experience of exporting or a seasoned operator.
 Unique Roadmap to Export Programme:
 Level 3 - Grow Together
 Level 4 - Accelerate Export Growth.
 Export Cornwall - Progress So Far ...
Aim 4
Develop confident managers who make less costly
mistakes through an educated approach to the
international marketplace
 Roadmap to Export Programme:
 Level 5 - International Leader
 Level 6 - International Manager
 Management Mentoring Programme.
 Export Cornwall - Progress So Far ...

Aim 5
Provide a range of expertise and skill sets that will
help members to run their business as efficiently as
possible:
 expert speakers at a range of network events
 subject specific training courses / workshops.
 Export Cornwall - Progress So Far ...

Aim 6
Provide a communication platform that can be used
by members of for the exchange of ideas and
views.
 Export Cornwall website
 LinkedIn group
 Twitter
 Export Cornwall - Progress So Far ...
Aim 7
Build a stable of relevant expertise in select
business sectors and using the combined
knowledge, success and marketplace credibility
to promote Cornwall in the international
marketplace as a centre of excellence:
 sector specific strategies planned
 coordinated trade mission programme.
HSBC Bank
Looking East: James Jordan
Regional International
The Changing Face Commercial Director
of World Business UK Commercial Banking
 Agenda
• Background - ‘Looking East’
• Japan and The Middle East
• The Changing Landscape of World Trade
• Why Trade Matters
• The Current Picture
• The Future International Opportunity
 Japan and The Middle East
• A Twin Shock for the Global Economy
• Disruption to Global Supply Chain
• Inventories are ‘Better Stocked’
• The Impact on Oil
• Long Term Instability in The Middle East
The Changing Face Of World Trade
• A fundamental and Unprecedented Shift is
Taking Place in the Global Economy
• ‘The Asian Tilt’ - The Move from West to East
• Emerging Markets are Driving Recovery
• A New Way To Do Business
 Why Trade Matters?
• Trade Drives Economic Growth, Economic
Development and Competitive Advantage
• More countries trading now than 20 years ago
• Trade is far more than simply about importing
or exporting
• Global Mindset
• Put Simply - ‘Trade Fuels Growth’
World Trade Today
 ‘The Future Stars’
• No One Size Fits All
• Don’t forget the ‘developed’ markets
• The Right International Strategy
• Match Strategy with Location
• Rising Stars: Asia, Brazil, Africa
 Barriers To Trade
• Energy and Resource Security
• Political Instability
• Structural Shortcomings
• Broadening Wealth
 Key Considerations
1. Take time completing the right research
2. Consider if the business is ready to trade
internationally
3. Mitigate the risks
4. Financing Trade
5. Seek expert advice
 Conclusion
• Understanding The Opportunity
• Does it Fit with Your Strategy
• Don’t Write Off Europe
• Opportunity and Risk
• ‘You can’t afford to wait for the business – you
have to go where the business is’
Any Questions?
Export Cornwall

HSBC 'Eels' Advert

http://www.youtube.com/watch?v=6_WAmt3cMdk
Business Opportunities
In China

Chen Wu

Manager South West, China-Britain

Business Council

Add text
China here Adviser, UK Trade &
Business
Investment
Overview

 Chinese Economy in Historical Shift

 Drivers of Opportunity
 Doing Business in China
 China-Britain Business Council
Defining China’s Regional Marketplace

Bohai Rim

YRD

PRD
Growth and Economy in Transit
Market-Entry Drivers
Business Challenges

• Regulatory, market dynamic and operational challenges

Some Common Mistakes
• Insufficient preparation & funding

• Viewing China as one market

• Under-estimating (or over-estimating?) the value

of relationships

• Under-estimating the expectations of the market

• Failing to obey normal business instincts

 Key to Success
• Commitment, Preparation, Patience!
How CBBC can help you: Services
Stage Service

Business Development On-going membership support

Powerful network & contacts
Expand and do more!
Active initiatives across sector

Market Entry Mission & visit

Ease your access to China Launchpad & Incorporation
Employee selection
Practical support

Preparation
CBBC UKTI Partnership
Gain intelligence & build
Newsletters, CBBF Magazine
experience and confidence
Events and networking
Business Advisory
Research (OMIS)
Our Network

British Embassy Beijing

British Consulates-General
in Shanghai, Guangzhou &
Chongqing

British Consulate-General
in Hong Kong

CBBC Offices
Beijing, Shenyang, Qingdao
Nanjing, Shanghai, Hangzhou
Contact: Chen Wu
Wuhan, Chengdu, Chongqing
Tel: 07984 175 318
Shenzhen, Guangzhou
Email: chen.wu@cbbc.org chen.wu@uktisouthwest.org
Web: www.cbbc.org www.uktradeinvest.gov.uk
Market-Entry Drivers
Business Challenges

• Regulatory, market dynamic and operational challenges

Time Well Spent - A Date For Your Diary ...

Building Business
with Agents and Distributors
Workshop

Wednesday 6th April 9:00am - 4.30pm

Pool Innovation Centre, Redruth

 This Is Recommended if ...
 you are looking to set up an international model
and you are considering using distributors or
agents as a route to market,
Or
 you are already using distributors and agents
and you want to improve your channel
management capabilities.
 Building Business With Agents and Distributors
Key Learning Points:
 the roles of agents or distributors
 profiling, searching and identifying suitable partners
 agreements and legal aspects
 motivation and management - channel management
 termination
 Something To Consider ...

Why Agents Or Distributors?

 They have an understanding of the local marketplace
 They have access to a local customer base
 They have a reputation.
 If managed correctly they are very cost effective
 They understand local business culture
 They can communicate in local language
Time Well Spent - A Date For Your Diary……..

Explore Your Export Potential

Tues 10th May - pm workshop and evening dinner

Weds 11th May - full day workshop

Bedruthan Steps Hotel, Newquay

 This Is Recommended if ...
 you want to evaluate the potential of opening
your business up to overseas customers and you
want to look at the practicalities of achieving this,
Or
 you are already exporting, but you want to
re-evaluate your operation and the approach you
are taking - are you maximising your potential?
 Explore Your Export Potential.

Key Questions Answered

 What is Export all about?
 What potential is there for my business?
 Who are my most profitable potential customers?
 Where are they located?
 How do I reach them?
 How do I “put my business on the map”?
 What resources will I need?
 Some Things To Consider………
Mistakes Cost Money:
• too busy (making mistakes!) or too perfect to attend?
Getting Lost Costs Money:
• are you driving in the dark without a map?
• will you run out of fuel before you get to your
destination?
This Will Cost You Nothing:
• other than your time … exceptional value.
 Finally ...

Together we are stronger - there is a very real

opportunity for you to influence how your sector is
rated in the international marketplace.

Think Cornwall ... Think World Class

 We need your views – they are important…..

Please help us to promote Cornwall as a centre of

excellence in your sector.
Please contribute to the debates …
 LinkedIn - Export Cornwall group

 Twitter - Join today and follow @ExportCornwall

 Thank You For Joining Us

See You Soon

www.exportcornwall.co.uk