Overcoming the Challenges of Exporting Overseas Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03 11:45 to 12:15 Tuesday 9th September 2014 Autumn Fair International - UKTI Theatre
Nov 22, 2014
Overcoming the Challenges of
Exporting Overseas
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
11:45 to 12:15 Tuesday 9th September 2014 Autumn Fair International - UKTI Theatre
• Leading UK publisher of greeting cards
• Launched in 2000. Exporting since 2003
• Main focus on UK market
• Controlled international growth
• Since 2012 have grown in 15+ countries
• Work primarily with distributors
• Managed without travelling abroad
Jeremy Corner Tweet @Blue_Eyed_Sunwww.blueeyedsun.co.uk/blog
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
Before You Start - Can you handle extra business?
• What are the risks?
• Large volumes & more warehouse
• Supply chains lengthen
• Mistakes are magnified
• Margins are reduced
• Is your product proven?
• Do you have systems in place?
• Do you know your numbers?
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
The Potentially Negative Impacts!
• Cashflow strain
• Credit Risks
• Currency fluctuations
• Quality control
• IP Risks
• Freight forwarding issues
• Miscommunication problems
Click here for the .gov export site
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
The Potentially Positive Impacts
• Can improve how you do things
• Larger volumes
• Access to new markets / sales
• Your products go global
• Meet new people
• Grow your business
• It’s good for the UK
Click here for the UKTI website
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
Export Sales Options
• Direct to retailers
• Sales reps / managers
• Set up sales agent network
• International sales consultants
• Work with Distributors
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
Identifying Markets - where to start
• Trade Magazines
• Trade Fairs
• Trade Associations
• UKTI
• Networking
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
You will need help
• The extra orders mean more admin
• Paperwork needs close attention
• Different logistical requirements
• Product alterations
• Different time zones & languages
• You must stay on top of export sales
• The volumes can ramp up quickly
• Don’t lose focus on UK sales
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
Export Lingo and Key Terms
• Pricing - get your prices working for you & distributor
• Quote prices in GBP or USD rather than £ or $
• “Ex-works” - means you deliver to freight forwarder
• “Free on Board” - means you deliver on to the ship
• “Fx” means foreign exchange. Eg. Sage International Payments
• “MOQ” means minimum order quantities (what are yours?)
• “Proforma” means payment up front - insist on it to start with
• You may need to set up USD and Euro bank accounts
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
HMRC - overview for VAT registered exporters
• You must keep good records and copies of
paperwork (incl. emails, bank receipts, etc)
• Must have proof of export for all goods
• Track all of your exports to EC countries
for the EC Sales List
• Must note and check EU VAT Numbers of
your customers / distributors in the EU
Click here for HMRC Guide on Export
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
Blue Eyed Sun
• Export paid our first home deposit
• Biggest order we’d ever had
• Took us six weeks solid to make it
• Changed our distribution plans
• Start of a long lasting relationship
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
How export led to meaningful profit growth
Blue Eyed Sun
How export led to the growth of our people
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
• Delegation
• Goal focussed
• Raised our game
• Stronger, busier team
• Step up or step out
• Reduced dead wood
Blue Eyed Sun
!
• Extend product life cycles
• Best sellers still sell abroad
• Spreads development costs
• Better, cheaper production
• More options for clearance
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
How export led to improved sales
Blue Eyed Sun
How export led to improved systems
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
• Warehouse layout
• Stock control
• Efficient productivity
• Economies of scale
• Effective Marketing
• Use Sage for multiple currencies
Blue Eyed Sun
How export led to product development
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
Original Vintage Design
Adapted Vintage DesignNew Picnic Time Design
Where will export lead you?
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
Read more at: www.blueeyedsun.co.uk/blog
THANK YOU
Tweet: @Blue_Eyed_Sun
Blue Eyed Sun - Hall 4 - Stand 4D03
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
The Ladder Club 4th & 5th November 2014