I recently attended a speed dating session in
Coventry. The intimate face-to-face meetings were strictly limited to
20 minutes for each couple, after which a burly organiser blew a very
loud whistle telling us all to move on.
The
truth is I am happily married and the event was organised by UK Trade
and Industry to promote their export services provided by embassies and
consulates all around the world. Each delegate enjoyed one-to-one
sessions with trade representatives for a selection of countries in
order to explore opportunities to develop more overseas business.
It is a practice that is not unfamiliar to me as once a year, normally in more exotic locations than Coventry, I attend a similar session with other machinery dealers from around Europe,
known as the Merchants Market. Modern digital communication may have
its merits, but sometimes there is no substitute to looking someone in
the eye and agreeing a deal.
In our
company’s early days of exporting, we were fortunate enough to receive
government financial support as well as expert advice. As the recent
experience of Sheffield Forgemasters has demonstrated, the massive
government deficit means that those heady days have gone. UKTI is not
simply holding these events for altruistic reasons. Now, in the nicest
possible way, they are after our hard-earned cash!
Of all the noises coming from the very top of government now, the one that is most resonant for me is ‘Britain
is open for business’. We may be technically bankrupt, but we are
certainly not bankrupt when it comes to ideas, innovation and
enterprise. A country that can produce jet engines, nuclear submarines
and Formula One racing cars has to be taken seriously.
A
major focus of the latest UKTI initiative is to find local partners for
exporting companies. All the resources at their disposal are utilised
in researching, marketing to and interviewing prospective companies.
This work is carried out by hardened professionals that know the local
language and customs. I think sometimes we underestimate the commercial
clout of our diplomatic service.
Having experienced trading overseas with and without formal partnerships, I have come to appreciate how valuable they can be.
For
instance, until last year we had done almost no business in France, our
closest potential trading partner. I had always assumed that the French
viewed British engineering with disdain and would only buy from us as a
last resort. How wrong was I!
Now the power of the internet has brought us an excellent agent in France.
He is well-connected, passionate about the surface finishing industry
and pro-active in matching the production needs of French companies to
the equipment that we have to offer. This encompasses cleaning and
degreasing plants, automatic shot blasting systems, conveyor ovens and
much more.
This shows, not just for
our company but the industry as a whole, the opportunities that are
right on our doorstep. And as long as the Sterling/Euro exchange rate is
in our favour, we will always be competitive.
As a result of the UKTI initiative, we are actively seeking export partners both in Europe
and other developing parts of the world. I know that investment in the
kinds of professional services that our embassies offer will be money
well spent. An example of how speed dating pays dividends.
