Export Connect 2014

The Export Connect conference is free to attend – passes are allocated on a first come, first served basis for attendees of manufacturing companies.  Subscribers to The Manufacturer are guaranteed a place. 

Increasing Exports has been identified as a key component for a sustained recovery and to create long term growth for British Manufacturing. Both government and industry leaders have set out ambitious targets aimed at reducing the trading deficit within the UK. British companies have been successful at trading with longstanding partners such as the EU, however there is an increased emphasis on reaching out to emerging industrial economies which could provide strong markets for British goods, where demand for British products is growing.

This highly interactive conference will focus on providing practical advice for companies who are considering expanding their export efforts; targeting known trade barriers and provide an effective roadmap for achieving overseas growth.

In addition the conference will explore potential opportunities in selected highly attractive markets that so far have been difficult to access for many in the manufacturing industry. Discussion will also focus on possible challenges in areas of: regulation, finance, logistics, marketing and cultural differences.

Topics and themes include:

  • Building successful working relationships with distributors and partners abroad
  • Exploring opportunities available in key target markets for British manufacturers
  • Researching and building an understanding of prospective markets and developing products in line with market requirements and regulations
  • Practical solutions and strategies in overcoming the most common trade barriers
  • Financial considerations for British manufacturer’s seeking to start export operations

Benefits of attending:

  • Through participation in spotlight panel sessions you will gain a better understanding of the opportunities and challenges associated with key export markets in order to understand the considerations which can affect your business’s export ambitions
  • Understand the cultural and regulatory barriers that can significantly impact all aspects of the delivery of your business projections and projects
  • Learn how to formulate and apply successful export sales and marketing strategy that takes advantage of business opportunities available through establishing partnerships with governments, distributors and partners to enable your business to grow to its full potential
  • Minimise the financial risks by exploring available options and adopt workable solutions that are tailored to a specific market and therefore define your export strategy
  • Save time and learn what steps need to be taken to correctly qualify a new market to enable you to establish
  • Understand the importance of creating a product in line with regional tradition, market requirements and demands of the customer to create added value to your export business

Who should attend?:

  • Business Development Managers (International)
  • Commercial Directors
  • Export Compliance Managers
  • Export Directors and Champions
  • Financial Directors
  • Managing Directors
  • Marketing Managers (International)
  • Owner Managers

 

  • Cy Wilkinson

    Managing Director - Cressall
  • Cy Wilkinson

    Managing Director - Cressall

    Cy joined Cressall in July 2006 as Operations Director with responsibility for Manufacturing, Engineering, Design, QSH&E, MP&L, Manufacturing Engineering, IT and ERP/Business systems across two UK manufacturing sites. Cy’s brief was to deliver business transformation through Lean activities which included the business systems and ERP use within the organisation. Cy gained an MBA in Engineering Management in 2009 and in 2011 was promoted to Managing Director. He remains dedicated to Lean transformation and working tirelessly towards a better, faster and more efficient operation.

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  • Laurence Carey

    Export Control Manager - Marshall Aerospace and Defence Group
  • Laurence Carey

    Export Control Manager - Marshall Aerospace and Defence Group

    Laurence is a French native. She has lived in the UK for the last 20 years. Laurence studied law in France and in the UK. She has a French Master in International Commercial Law and a UK Master of Laws. Laurence has 14 years of experience in Aerospace & Defence (A&D) Industry and in UK, EU and US export controls. After four years as an export control consultant for Deloitte, Laurence returned to Industry in April 2012, working as an Export Control Manager for Marshall Aerospace & Defence Group, in the UK, where she is responsible for all aspects of export control matters, including the maintenance of an efficient internal compliance programme and the provision of export control advice to the Marshall Aerospace & Defence Group. Laurence is a member of the Export Group for Aerospace and Defence (EGAD) and sits on various EGAD sub-committees working closely with Industry and the UK government on export control regulatory issues. In 2014 she was short-listed in two categories for the Women in Compliance Awards.

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  • Adrian Maxwell

    Managing Director - Fracino
  • Adrian Maxwell

    Managing Director - Fracino

    A former Rolls-Royce engineer, Adrian Maxwell joined Fracino – the UK’s only manufacturer of espresso and cappuccino machines, which sells its machines to the Italians – in 1987. Becoming MD in 2007, Adrian drives the expansion of the 50-strong, third generation family business launched in a garden shed in 1963 by his father Frank.

    From a standing start in 2008, exports now represent 28% of Fracino’s unprecedented £4.1m turnover and the business exports to over 70 countries. Last year Fracino was invited by Number 10 Downing Street to loan 11 of its Piccino espresso machines to the G8 Summit.  Constantly innovating, Fracino has developed six new machines in as many years – with another machine due to be launched.

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  • Frank Howard

    Managing Director - Hockley International Ltd
  • Frank Howard

    Managing Director - Hockley International Ltd

    Industrial Chemist, Frank Howard, started his own business in 1979 exporting industrial chemicals, pesticides for agriculture and insecticides for environmental health programmes.  Now as Managing Director of Hockley International Ltd he leads an SME with sales of £20 million to some 60 countries

     

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  • Andrea Walker

    Regional Advisor - UK Export Finance
  • Andrea Walker

    Regional Advisor - UK Export Finance

    Andrea has been an Export Finance Adviser for UK Export Finance since October 2012 covering the South East. She has built up strong relationships across the region with the banks, alternative finance providers, LEP’s, Chambers of Commerce and exporters. Andrea has supported exporters across the region helping them access UKEF support and providing impartial advice on mitigating payment risk on export contracts.

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  • James Pozzi

    Associate Editor - SayOne Media
  • James Pozzi

    Associate Editor - SayOne Media
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  • Ed Salt

    Managing Director - Delamere Dairy
  • Ed Salt

    Managing Director - Delamere Dairy

    Cheshire born and bread Ed started his career working for an independent fuel company managing a small commercial lubricants distributor.  After spending 9 years working in the oil industry, Ed decided that a move was in order and in 2004 approached Roger and Liz Sutton about a move to Delamere and into the UK’s dairy industry.

    Initially appointed as Delamere’s Sales Manager Ed helped to develop sales within the multiple markets and build upon relationships within the dairy sector.  Over a four year period Delamere strengthened its position within the industry and on the back of this Ed was appointed Delamere’s Commercial Director in December 2007.

    Following a MBO / Management restructure in October 2008 Ed became co owner of Delamere with Roger and Liz and has steered the business through the economic events of the past few years.

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  • Paul Ryan

    Finance Director - Kiln Flame
  • Paul Ryan

    Finance Director - Kiln Flame

    Paul is a founding member of Shott Trinova LLP and a board member of Kiln Flame Systems Limited. He is a graduate of Newcastle University and a KPMG-trained Chartered Accountant.

    He has developed his technical, managerial and leadership skills during two decades in senior finance roles in international organisations (public, private and private equity backed) in the food, energy services and pharmaceutical industry.

    In 2004, he became a director and shareholder of a small company in the pharmaceutical sector, Excelsyn.  Despite challenging economic conditions and a tough environment for bank debt, the business grew significantly and was sold to a US multinational in February 2010, with market leading returns.  Paul is passionate about creating sustainable growth in SMEs.  He is a calm, pragmatic and results focused professional who delivers exceptional value growth though a relentless focus on cash and profit.

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  • Rahul Kale

    Director of International Business and E-Commerce - Typhoo Tea Ltd.
  • Rahul Kale

    Director of International Business and E-Commerce - Typhoo Tea Ltd.

    Rahul is originally from India. After a post graduate degree in International business from a reputed business school in India, he was posted in Moscow, Russia for TATA Group (one of the largest business conglomerate in India) where he was responsible for various business roles in diverse business areas such pharmaceuticals, trading, tea, telecommunications to name but a few. Rahul then moved to England to pursue a full time MBA from Henley Management college. Upon completion of MBA, Rahul joined the TATA Group once again this time based in London looking after their retail consumer telecommunications business for North America and Europe. Rahul joined Typhoo Tea in 2009 as the head of International sales and since then been a champion of growing their export business in more than 40 countries. Typhoo tea was awarded a bronze medal in 2012 for outstanding export achievement by FDF (Food and drink federation) and has been recently nominated for the same award for 2014.

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  • Tom Stocker

    Partner - Pinsent Masons
  • Tom Stocker

    Partner - Pinsent Masons

    Tom is a regulatory lawyer with expertise in compliance, investigations and corporate criminal defence.  He is experienced in cases concerning export controls and trade sanctions, bribery, money laundering, product safety, health and safety, and other regulatory offences.  Tom has successfully defended numerous criminal cases and he regularly advises on the conduct of internal investigations into potential criminal infractions.  He also regularly provides risk management advice and training to help companies comply with laws which attract criminal consequences, particularly in the area of export control and trade sanctions.  Tom is a Director of  Complete Electronic Risk Compliance Limited (Cerico), a company formed by Pinsent Masons to deliver compliance technology and solutions.

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  • Nitesh Shah

    Export Sales Development Manager - Geeta's Foods
  • Nitesh Shah

    Export Sales Development Manager - Geeta's Foods

    I studied at Engineering at York University. I have had a passion for food from an early age, and have continued that in my career path. I started at Geeta’s Foods back in 2002. Being a small entrepreneurial business, I quickly got involved in most aspects of the business.

    I have started working on Export development for over 10 years, and now have a wealth of experience. Export plays an important part of our business strategy. I am now responsible for all our export markets, and have high ambitions and targets to continue growing this, and helping Geeta’s become the leading Premium brand in the ambient Indian category.

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  • Ewan Lloyd-Baker

    Chief Executive Officer - Hayward Tyler Group PLC
  • Ewan Lloyd-Baker

    Chief Executive Officer - Hayward Tyler Group PLC

    Ewan Lloyd-Baker has worked in corporate turnaround and corporate finance both as a principal and adviser for nearly 20 years. He started his career at Arthur Andersen working in corporate recovery and corporate turnaround with a number of privately owned and publicly listed companies. As a principal, he was part of the management team in a venture capital backed start-up which was ultimately sold to Reuters. He then helped set up a FTSE100 corporate incubator before completing his Masters of Business Administration. Ewan is a partner in Lloyd-Baker & Associates, a merger and acquisition boutique, which for over a decade has focused on acquiring a number of companies on behalf of its clients in deals ranging from £1 million to £20 million with a particular focus on the engineering and manufacturing sectors. Ewan was responsible for finding the original Hayward Tyler opportunity by setting up the acquisition vehicle, brokering the deal, managing the finance raising process and reversing the Company into an AIM listed PLC. He subsequently led the restructuring of the main operational business during the recession and is now focused on leading the Group through its next phase of growth.

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  • Stephen Dootson

    Group Financial Director - JD Hughes Group PLC
  • Stephen Dootson

    Group Financial Director - JD Hughes Group PLC

    Stephen joined the Hughes Group in early 2009 and had a background in accountancy with training completed 30 years ago with a well-known North West Regional firm, since moving into industry in 1984 he has held a number of CFO and MD roles across industry. 1984 4 years: CFO of subsidiary company in property development group. 1988: 16 years CFO then MD of healthcare company within PLC group. Skilled in Business Development, Finance, Innovation and General Management, within Hughes Group he has had an initial focus on financial and systems development to meet the needs of a fast growing manufacturing and exporting Group and is now focusing on the commercial development of overseas markets, overseas subsidiary offices and the logistical challenges of meeting the expectations of its largest new marketplace  – North America.

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  • Mark Collings

    Director, International - Santander
  • Mark Collings

    Director, International - Santander

    Mark has over 25 years banking & business experience in a wide variety of roles in the corporate and commercial banking arena. Mark heads the Santander International Team in the UK focussed on helping SME’s growing overseas. He has previously headed up International, Working Capital, Cash Management & Foreign Exchange Teams for other banks in the UK Market. Mark has also spent time building businesses in the SME market that trade internationally whilst away from the banking sector during the past 10 years.

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  • Owen Hillis

    Business Manager - Norbar Torque Tools Ltd
  • Owen Hillis

    Business Manager - Norbar Torque Tools Ltd

    Owen is a project manager who is an experienced Market Researcher and Chartered Marketer.  He has lived in several Asian countries and specializes in these markets. Using a customer-centred approach; he has delivered a range of projects on time and in budget.

    With engineering and marketing degrees, Owen has worked within various business sectors including: engineering, hospitality and education. He has established and grown profitable operations; from start-up to £million+ revenues.

    Owen has worked at Norbar Torque Tools since 2011, where he has responsibility for Middle East and Asia – plus aviation.

    Owen is married to Sarah, with two children – his bosses!

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Agenda

9th September 2014

9:30 - 9: Welcome and Introduction by the Chairman
James Pozzi, Associate Editor, SayOne Media
9:35 - 10: Are your Business Activities Abroad and Exports Affected by Export Controls?
Laurence Carey, Export Control Manager , Marshall Aerospace and Defence Group
10:05 - 10: Overcoming Cultural and Regulatory Barriers
Cy Wilkinson, Managing Director, Cressall
10:35 - 11: Seizing the opportunity for Growth in Far East Markets
Ed Salt, Managing Director, Delamere Dairy
11:05 - 11: Networking Coffee Break
11:35 - 12: Export Finance Stream

Navigating Through Complex Export Finance Options

Andrea Walker, Regional Advisor, UK Export Finance
Distribution Stream

Which Markets Next? – A Tool to Help Companies Decide, From 2 to 200 Options

Owen Hillis, Business Manager, Norbar Torque Tools Ltd
12:05 - 12: Export Finance Stream

How to Minimise Financial Risks When Exporting to a New Market

Paul Ryan, Finance Director, Kiln Flame
Distribution Stream

How to Identify Distributors in Overseas Markets

Rahul Kale, Director of International Business and E-Commerce, Typhoo Tea Ltd.
12:35 - 13: Export Finance Stream

Key Considerations in Selecting the Most Appropriate Finance Provider When Looking to Go Global

Mark Collings, Director, International, Santander
Distribution Stream

Researching and Building Relationships with Distributors and How that Affects Your Export Journey

Nitesh Shah, Export Sales Development Manager, Geeta's Foods
13:05 - 14: Networking Lunch
14:05 - 14: Export Finance Stream

How Trade and Financial Sanctions against Russia and Iran Effect UK Exporters

Tom Stocker, Partner , Pinsent Masons
Distribution Stream

Selling Coffee Machines to the Italian Market: A Strategic Export Route to Success

Adrian Maxwell, Managing Director, Fracino
14:35 - 15: Export Finance Stream

Making Export Finance Work - A Case Study

Ewan Lloyd-Baker, Chief Executive Officer, Hayward Tyler Group PLC
Distribution Stream

Considerations for Entering a New Market

Frank Howard, Managing Director , Hockley International Ltd
15:05 - 15: The Hughes Export Experience
Stephen Dootson, Group Financial Director, JD Hughes Group PLC
15:35 - 16: Networking Coffee Break
16:00 - 16: China

Regional Spotlight

James Pozzi, Associate Editor, SayOne Media
India

Regional Spotlight

Nitesh Shah, Export Sales Development Manager, Geeta's Foods
South America

Regional Spotlight

Frank Howard, Managing Director , Hockley International Ltd
16:35 - 16: Short Break
16:40 - 17: Middle East

Regional Spotlight

Stephen Dootson, Group Financial Director, JD Hughes Group PLC
North America

Regional Spotlight

Rahul Kale, Director of International Business and E-Commerce, Typhoo Tea Ltd.
Asia

Regional Spotlight

Ewan Lloyd-Baker, Chief Executive Officer, Hayward Tyler Group PLC
17:15 - 17: Chairman's Closing Remarks
James Pozzi, Associate Editor, SayOne Media

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Contact Hennik Group

Hennik Group
Elizabeth House
Block 2, 5th Floor
39 York Road
London SE1 7NJ
United Kingdom
Telephone: +44 (0) 20 7401 6033
Fax: +44 (0) 844 854 1010
Registered address: 7 Granard Business Centre, Bunns Lane, Mill Hill, London NW7 2DQ
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020 7836 2400

Spotlights

[js_snippet name="regional_spotlights"]


 

Asia

Asia’s relatively high growth forecasts make it a key target market for British manufacturers with expansion plans. China and India lead the world in terms of economic growth forecasts for 2012 and are likely to be the driving force behind the global economic recovery for quite a few years beyond that. If you couple this with the burgeoning middle class and growing consumerism across many countries in the region, targeting Asian countries seems like the most profitable and logical option for any business looking for new markets.

China is expected to displace America as the largest economy in the world, and India is likely to overtake Japan to become the third largest economy, while steady to strong growth is expected from a number of other Asian countries including Russia, Indonesia, Malaysia, Thailand, Hong Kong and Iran.

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South America

South America is ripe for small British companies interested in expanding their export efforts. The region is rapidly expanding, demand is growing, and most of its economies are open to trade. Countries in South America are more accessible than other countries, such as China, and much new growth in the world economy is taking place in countries like Brazil, Colombia and Mexico. UK exports of goods to Mexico, for example. Have grown by over 60% since 2009, and export services to Columbia have tripled.

With an abundance of opportunities for British Manufacturers in the fields of aerospace, automotive and energy, South America is and will continue to be a key trade market for companies keen to expand their export efforts on an international level.

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The Middle East

Despite its volatile reputation, the Middle East can be fertile ground for small business exporters. Although oil dominates the trade landscape in the Middle East, there are a multitude of other products that are exported from and imported to the region on a daily basis. Electronics, food products, and other consumer goods are in high demand throughout the Middle East, and many countries look to British businesses for the merchandise their people desire.

Key sectors for the UK in the Middle East are: infrastructure (construction and mass transport); energy; defence and security; education and training; financial and professional services; and creative and media.

The United Arab Emirates (UAE) is the UK’s largest civil export market in the Middle East and North Africa. It is the UK’s 13th largest export of goods market at around £5.1 billion and is designated as one of the UK Trade & Investment High Growth Markets.

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India

India may be a complex and challenging market but it is a one that cannot be ignored by UK companies that are seeking to expand and go international. India is the second fastest growing economy in the world, after China, with growth of 4.7% in 2014 and forecast for 6% to 7% by 2016.

India has a rapidly expanding consumer base, and with the removal of the majority of its trade barriers, it now holds huge investment potential for UK manufacturers. This potential is clearly shown within the automotive industry, as India is expected to become the world’s largest vehicle producer by 2020, making it the ideal market for companies looking to expand internationally. The UK has strong ties with India, and UK companies are well positioned to take advantage of this growing export and investment market.

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North America

The USA has the largest and most technologically powerful economy in the world and is Britain’s largest single export market. The U.S. economy is integrated and largely self-contained, with every major industry represented. U.S. manufacturers often source components overseas and UK goods have traditionally enjoyed a good reputation for quality in the United States.

As the UK’s top export destination, the USA is ranked as the fourth easiest country to do business with, and is, and expected to continue to be, the innovation centre for the world. With negotiations underway for the new Transatlantic Trade Investment Partnership, even more opportunities will arise for the UK, especially as a result of removing trade barriers by lowering tariffs and making regulations similar, adding as much as £10 billion annually to the UK economy in the long term.

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China

China is the UK’s main importer, and is a top 10 export destination for British goods. Since 2009, exports to China have doubled, and now exceed £1 billion per month. In 2011 UK exports to China were £13.78 billion in total, up 17.6% from the year before. Being roughly the same size as the United States and for that reason the 4th largest country in the world, China has a population of over 1.37 billion people, a fifth of the world’s total. It is the second largest economy in the world, and the second largest goods importer. With statistics like these, it is easy to see why China would be a key hotspot for UK manufacturers, and with the British government committed to further improving trade relations, for example with the EU-China free trade agreement, things will only be getting better.

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