UKTI: how we can help small businesses looking to export

At UK Trade & Investment, most of our customer-facing international trade advisers (ITAs) have a commercial background. In previous lives, many managed export sales or were managing directors, so they know the pitfalls and challenges – as well as the opportunities – of exporting.

But ITAs are not employed by clients and receive no remuneration from them. Their time and experience is given free of charge to small businesses looking for help with exporting. This is vital, because with distance comes objectivity. They don't have the emotional involvement that employees with a vested interest sometimes do, and which can stand in the way of common sense and reason. This third party status also enables them to challenge their clients with a certain level of frankness. "Why is your primary focus the USA rather than France?"; "How closely have you thought about your pricing strategy in the Middle East?"; "Why is your product better than that of your competitor?" Apart from providing professional advice, ITAs will also recommend, where appropriate, suitable UKTI services, both free and chargeable, that will help companies better understand specific opportunities abroad.

Exporting for the first time

Exporting can feel like a minefield. An intrinsic part of helping a company decide on their strategy is working out how they will overcome the real and perceived barriers to entering an unfamiliar market.

When businesses speak about the things that put them off exporting, the list always includes differences in language and culture, the risk of not getting paid, and foreign regulation and legislation. Internally, issues include who will do the extra work and how to afford the investment of time.

ITAs can help their clients manage this new workload in a variety of ways, including signposting appropriate courses, seminars and peer-to-peer networking specifically designed to address these concerns. Assistance can also be brought in via colleagues in the embassies, consulates and high commissions. Want to know about tax issues in Australia? Your adviser can introduce you to the person in the know in Sydney. What about IP queries in Singapore? Yes, we have someone on the ground who can help you with that.

The sheer amount of information and help available to companies at times verges on the unhelpful. For the average SME, if such a thing exists, time is in short supply – and they need impartial advice to help them process this mass of information. So ITAs have become great sifters. They keep abreast of what is happening in the wider world of export and can bring their client's attention to what is important and strategically useful, weeding out the unhelpful, irrelevant and inappropriate.

Derbyshire-based firm Wheathills experienced a downturn in the antiques market at the start of the recession and realised that they would need to investigate new overseas markets for their luxury marquetry memory boxes. They contacted UKTI three years ago for guidance as to which countries would offer the greatest potential. Working closely with their ITA, they explored several markets, discounted some, and the European and US markets were chosen as primary ones for the product.

A year and a half later, exports now make up 30% of the company's turnover, a figure that's increasing year on year.

Our advisers are people people, a friendly face or sympathetic ear on the phone. They will put every last ounce of effort will into helping a client succeed. If, at the outset, an ITA is dubious about a firm's export potential, they will not hesitate to let them know. No one wins if a client fails – and the government will be quick to pull the plug if they feel they are funding an ineffective machine.

Find out more about international trade advisers here.

UKTI, in partnership with hibu, has also recently launched a free online service called Open to Export. Companies looking to enter new markets can post questions and get assistance through the service in real-time, including from ITAs in the UK and commercial officers based in embassies and high commissions overseas. The new service also offers market-based information on issues including legislation, company registration, finance, market research, product development and transport and logistics. There is also information on upcoming events, seminars, trade missions and business opportunities.

Peter Hogarth is UKTI's regional director for the East Midlands

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