Coventry & Warwickshire in business
International Trade
Manufacturing company goes global Warwick manufacturing company Selectrite Hardware have obtained the globally renowned UL certification for their unique product, their MK2 fire door selector. The International Trade Team based in Coventry and Warwickshire Chamber assisted Selectrite in developing their export strategy, and supported them with key training workshops and advice to ensure that their product can be used within global construction projects. The firm have been providing their door selector through UK distributors as a CE marked product for the last 20 years, however it was only when signing on to the Gateway to Global Growth export support programme that they saw the potential for further growth overseas. The UL marking for their door selector ensures that the product can be specified for projects throughout the United Arab Emirates, North America and Canada and will allow the company to develop sales in these areas. Mark Townend, the managing director of Selectrite Hardware, said: “Obtaining the UL mark for our product was the obvious next step for us as a business and we are excited to see what happens in 2015’. Brian Mountford, International Trade Adviser at the Chamber of Commerce, said, “It is great to see Selectrite Hardware making strategic decisions to open up new overseas markets. This a good example of the help that we can give to companies to help them develop new international markets and we will continue to work with them as they grow their business around the world.” To speak with an adviser about the support available to exporters call the Chamber of Commerce on 02476 654321 and ask to speak with a member of the international trade team.
Businesses urged to look to Turkey An expert in exporting to Turkey has urged companies in Coventry and Warwickshire to make the most of the significant potential for trading with the sixth largest economy in Europe. About 40 delegates attended the ‘Explore export opportunities in Turkey’ seminar at the Coventry and Warwickshire Chamber of Commerce Business & Trade Expo at the Ricoh Arena in Coventry. Chris Gaunt, chairman of the British Chambers of Chris Gaunt (left) with Coventry and Warwickshire Chamber president Peter Burns Commerce (BCC) in Turkey, was the keynote speaker at can open the levels of communication to the international trade breakfast which was create a major opportunity.” run in conjunction with UK Trade & Chris said the BCC has 400 members Investment (UKTI). from 28 sectors in Turkey and there are big The audience heard there has been a 40 opportunities for businesses involved in per cent increase in trade between the UK technology, creativity and design. and Turkey since 2009 with many “Turkey is a leader in construction but they businesses ranging from energy and renewables to automotive already trading in need help with added value services to provide technology, creativity and design and Turkey. that is where UK businesses can step in,” he Chris said there was huge potential for said. businesses to be successful with exporting to Turkey. Kati Hope, a UKTI adviser at the Coventry and Warwickshire Chamber of Commerce, “It has never been easier to make that said the seminar had been extremely move into an emerging market,” he said. informative and urged companies to make “It is where the growth is. the most of the services on offer at the “Exporting is the driving force for Chamber’s international trade hub. businesses to expand and it is important for it to be part of your strategy. “Trade between Turkey and the UK is worth over $11 billion annually and Turkey is “There is a well-educated workforce in forecast to be among the world’s top 10 Turkey with great communication and economies by 2023,” she said. experience of dealing with senior management and executives in trading. “The seminar highlighted the massive “SMEs are the backbone of any economy. potential for growth for Coventry and SMEs want to engage with other SMEs. If Warwickshire businesses because there are you are an SME that is not sure if your opportunities in so many sectors. product would sell in Turkey or if the pricing “UKTI will be running a trade mission from is right then get in touch with the BCC in Coventry and Warwickshire to Turkey in Turkey. October and anyone interested in taking “Turkish SMEs want direct access to UK part should contact the international trade SMEs and working with the BCC means we team at the Chamber on 024 7665 4321.”
Support allows technology company to seek out new markets A Warwickshire technology company is on the up down-under following vital support from international trade experts. Rugby-based Smart Assessor, which provides electronic portfolio software for students, has broken into the Australian market after linking up with the UK Trade and Investment (UKTI) team. The firm was introduced to UKTI through its membership with the Coventry and Warwickshire Chamber of Commerce and after being invited on a UK trade mission to Australia, is due to launch its first product there in May. Smart Assessor was formed four years ago and its software is used by those studying towards vocational qualifications, such as apprenticeships and in colleges, as it allows accredited work to be uploaded to an online portal in video or audio form. The trade mission, and subsequent exhibitions around Australia, yielded huge interest, with no such product currently available in the market. As a result, and thanks to a helping hand into the market from UKTI, Smart Assessor is teaming up with Melbourne-based OzSoft, to launch its first product in the country later this year ahead of further possible expansion.
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Fiona Hudson-Kelly, marketing director at Smart Assessor, said: “We attended a UK trade mission to Australia with UKTI in order to research market opportunities and discovered there was a requirement for the product in Australia. “We visited Sydney, Melbourne, Perth and Canberra on a roadshow, to exhibit our product, as well as getting to know all of the ‘movers and shakers’ in the industry, which was all organised by UKTI. “It helped too that we were able to meet interested parties at the British Embassy, which is quite impressive. “We are currently working on pilot projects and are due to launch our first Australian project in May, along with one of the countries biggest software firms, which will tailor the software to that market.” Fiona said: “We wouldn’t have been able to do it without UKTI, we wouldn’t have even known where to start. “We are now looking into expanding into other Commonwealth countries, such as Canada.” Kati Hope was Smart Assessor’s international trade adviser from UKTI, and is delighted to see
how the company has built on its breakthrough into the market. She said: “The team at Smart Assessor had never really consider breaking into an international market before our trade mission, but soon saw for themselves the opportunities that exist. “There was a high level of interest in their product and after we were able to introduce them to some of the relevant decision makers, they have gone on to make great progress and look set to make a big impact, not only in Australia but in other countries too.”
For more information on overseas trading contact the Chamber on 024 7665 4321.
sponsored column
Should you stop caring about selling?
This month, I want to cover the importance of “not caring about your sales”. I was reminiscing about past sales jobs with a colleague in a taxi. She said that in the last month of any job she had, her closing rates always went up. When she knew she was leaving, for some reason, it had a positive impact on her sales. The taxi driver dropped her off and, as we were pulling away, he mentioned that he used to sell timeshares and hated it! He admitted he was awful at selling but the month before he left he closed three deals rather than his usual one. I asked him what was different about his approach in his last month? He said he just didn’t care if he got the deal. During that last month, he found himself challenging prospects by saying things like, “I don’t know if a timeshare is right for you…it’s probably too expensive” or “Why do you want a timeshare when you can get great holiday offers online?” The bottom line is that he just didn’t care anymore. Have you ever experienced this phenomenon? Here are some reasons why selling is easier when you don’t care: 1. You’re not emotionally involved in the sale. Emotions fog your view. They stop you from seeing the signals, good or bad. 2. You start being honest. You look at things from the prospect’s point of view and ask better disqualifying questions. 3. You are detached from the outcome. Nothing puts off prospects faster than a whiff of desperation. So the next time you go to a sales meeting or call a prospect, tell yourself this is your last month with your company. The truth is…..you really don’t have anything to lose. •••
Written by Neil Liddell of Sandler Training. Providers of Sales and Management Training Visit www.central.sandler.com to download the white paper ‘Why Salespeople Fail’ T: 0845 0573563 M: 07547 227442 E: nliddell@sandler.com
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