Core Objective making digital music simple by deploying knowledge, skill and automation
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
Growth 14 staff - Belfast US Office Linear 100% turnover growth Profitable from year 1 Zero NI Business 92% export focus 32 countries
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
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
Looking forward Replicate to another 30 countries Galvanise and expand distribution network Increase manufacturer partners Invest in local sales offices Maintain Growth
Building on an International Presence Presented by Dermot Cleere, Director Gavin M Higgins, CEO
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
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.
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!
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.
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.
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.
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
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.
Learning points from HII Experience Significant effort; Time to build confidence; Commitment.
International Business Manager, T.G. Eakin Ltd Julie Taylor
Head of International Business Building an International Presence
Company Introduction TG Eakin Ltd History Business Development R&DQuality Product Range
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.
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
R&D Team of 3 full time staff Devoted to R&D of quality ostomy and wound care products Improvements to existing ranges.
Quality Hygiene standards ISO 13485:2003 accredited Traceability Each product is individually checked.
Local issues Business practices. Greetings. Fashion.
Advice Creating a global brand. Getting your message across. Quality.
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
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
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?
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