1. Building an International Presence World Trade Centre Belfast Export Excellence Series Thursday 21 st February NI Science Park, Belfast

2. World Trade Centre Officer Belfast City Council Valerie Brown

3. Director of Enterprise Development Northern Ireland Science Park Steve Orr

4. Whos Who? Participants introduction

5. Managing Director, Ripfactory Patrick McGrath

6. Ripfactory Patrick McGrath Managing Director

7. Core Objective making digital music simple by deploying knowledge, skill and automation

8. Ripfactory Ltd Software development company – Digital Music Founded 2005 Privately held and funded HQ Belfast, NI plus US office Core staff of developers, project management and support staff 2007 Entrepreneur of the year 32 worldwide markets

9. The Big Idea

10. Areas of Operation Turnkey robotics Kiosk solutions Bespoke solutions Metadata Device integration Custom software development Service providers CI Content Aggregators Labels Manufacturers

11. Reference Customers Amazon Apple Itunes HMV Nokia Sony Ingram Linn Maclaren Rhapsody ReadyToPlay Rimage Circuit City TWE Sanity BMG Universal Imerge

12. Key Products

13. Growth 14 staff - Belfast US Office Linear 100% turnover growth Profitable from year 1 Zero NI Business 92% export focus 32 countries

14. Export Markets UK ROI USA Canada Mexico Brazil Panama Germany France Netherlands Switzerland Norway Sweden Denmark Italy Portugal Spain South Africa Saudi Arabia Oman Kuwait Australia New Zealand Thailand Singapore Hong Kong S Korea Latvia Russia Jordan Israel Japan

15. By Percentage

16. Methods to Export success Market Research Distributors Travel Localisation Cultural Differences Staff Coverage Support/Warranty Product Outlook Replication Partnerships Invest NI Internet Press Expos The Phone Ireland

17. Looking forward Replicate to another 30 countries Galvanise and expand distribution network Increase manufacturer partners Invest in local sales offices Maintain Growth

18. Founder, Smyth & Gibson Richard Gibson

19. Question & Answer

20. Break

21. Director, CJ Higgins Dermot Cleere

22. Building on an International Presence Presented by Dermot Cleere, Director Gavin M Higgins, CEO

23. Todays Agenda Background to HII Services How HII developed an international presence Resource implications in establishing a JV How the JV has benefited HII Learning points

24. Background HII in the UK & Irish market for 40 years; 50 employees; Based in Titanic Quarter; Commercial Insurance Brokers & Financial Advisors; Authorised & regulated by the in the UK.

25. HII Development UK & Ireland HII is established in the UK & Irish Market; Has acquired rival; Targeting potentials for acquisition in 08/09 Asia Asian companies acquiring UK based companies Gaining expertise/experience /credibility HII opportunity!

26. HII Offices

27. International Aims HII objective to increase brand awareness; Assist in securing additional businesses; Increase growth of overall HII business; Source entry into market; Contacts in the far east indicated various emerging Asia markets; Conducted research in to insurance market in BKK / Thailand: - draft business plan; - how to enter market place; - potential difficulties; - identified a partner as best solution.

28. Establishing a joint venture partner Seek a partner aligned to HII business aims; Establish trust (demonstrate, commitment, long term); Business plan 3, 5, 10 years; Legal / foreign company investments rules; Resource costs:- - set up / office / staff; - HII relocation of key personnel (work permits etc) - Recruitment of qualified locals; - Capital requirements; - Licence by DOI under the ministry of Commerce to act as a broker for general / life business in Thailand; - 6 months minimum to set up.

29. LawtonAsia Office

30. HII Entered JV in 2002 Provided capital: - Set up costs; - Licensing; - Key personal / relocation. Experience/ expertise/credibility; Existing relationships with Global Insurance Company; Exclusive insurance market access; Assistance with the establishment of licensed insurance; product; (payable in local currency) only 2 available in market; Attract new clients / service major clients; Provide expertise in risk management.

31. LawtonAsia Manage / direct all day to day business operations; Design & run major development / marketing programs in Asia. In 2002 - 3 staff; - premium income £100, 000 In 2008 – 30 staff - E.g.s of existing clients include Triumph Motorcycles; BPB Asia; Thai Gypsum, PWC, Grant Thornton; Thai Nox. - Premium income £4 million

32. Benefits to HII Growth / enhancement of brand in Asia; Delivered return on investment (starting 2008); Enhanced HII reputation with existing/ potential clients & insurance markets; Combined purchasing power; Provided exchange opportunities for staff; Provided learning of new skills & areas of expertise in international markets; Plan to set up offices in Vietnam this year.

33. Learning points from HII Experience Significant effort; Time to build confidence; Commitment.

34. International Business Manager, T.G. Eakin Ltd Julie Taylor

35. Head of International Business Building an International Presence

36. An introduction to TG Eakin Limited

37. Company Introduction TG Eakin Ltd History Business Development R&DQuality Product Range

38. History of T.G. Eakin Ltd. Manufacturer of wound care & ostomy products Founded in 1974 by Tom Eakin Today a successful, innovative company selling to over 25 countries Acquired Pelican Healthcare in 2007.

39. Organisational Chart Jeremy Eakin Paul Eakin Julie Taylor Stuart Menary Jenny McIlroy Aaron Hewitt Alison Wilson Grace McGroggan Barbara-Ann Hitchens Margaret McBride Jenny Carse Alan Dunwoody Laura Downey Moira Kerr Operators (inside QC Room) Operators (Outside QC Room) Paul Hastings

40. R&D Team of 3 full time staff Devoted to R&D of quality ostomy and wound care products Improvements to existing ranges.

41. Quality Hygiene standards ISO 13485:2003 accredited Traceability Each product is individually checked.

42. Product Range

43. TG Eakin Manufacture products for… Stoma And wound care Stoma Care

44. An Example 3 days

45. One Product One Market Export Global Market New products – Organic Growth New products – Acquisition Business Development

46. GROWTH New Markets Acquisition New Products Building an international presence Business Development

47. Global Market Development

48. Export Targets – Which countries first? English speaking Northern European

49. Exporting: HOW? Target market. Who are your customers? Networking – word of mouth Research. KNOW YOUR MARKET.

50. Market Entrance Strategies. Several strategies available when entering a market with a product. Cost Differentiation Focus

51. Barriers to Entry. Regulations / Standards. Language. Currency fluctuations. Buying power of customers Competition.

52. Route to Market. Sales office. Distributor. Agent. Relationship Building.

53. How to select distributors. Must already be active in your industry. Focus – how many competitor products? Experience Referral

54. Managing and Motivating distributors. Visit the market as often as possible. Support and training. Branding. New products. Case studies / clinical data. Targets / Discount Structure.

55. UK Growth

56. Problems with Distributors. Lack of focus.

57. Local issues Business practices. Greetings. Fashion.

58. Advice Creating a global brand. Getting your message across. Quality.

59. Recognition for Excellence – Awards. Belfast Telegraph – Highly commended Excellence in Exporting UTV Business Eye – International Company of the Year. Knowledge Transfer Partnership – Regional Winner. Trade Investment NI – Small Business Exporter Award ParcelForce Worldwide–Export Winner Small Business Awards

60. My Tips and Hints Business Advice– Talk to other REAL business people Financial- Good relationship with bank – Shop around for the best bank Exporting– Visit the country very regularly

61. Thank you …………..and good luck!

62. Co-Founder & Managing Director, Grafton Recruitment Ken Belshaw

63. Question & Answer

64. Open Floor Discussion

65. What are the various options available to you to build your international presence? What are the resource implications of doing so? What are the advantages/disadvantages? How do you manage your international presence?

66. Raffle Business consultancy services worth £1,000 from another global World Trade Centre for two participant companies in todays seminar Weekend Stay in Donegal courtesy of Discover Donegal and Nichem Pools and Leisure for one participant company in todays seminar

67. Lunch

68. Building an International Presence World Trade Centre Belfast Export Excellence Series Thursday 21 st February NI Science Park, Belfast