Overseas Trade

The annual Queen's Awards is a celebration of British enterprise. Here are some companies that have triumphed as international trade winners

There are a total of 123 winners of this year's Queen's Awards for Enterprise from 1,008 entries. The companies range in size from just four employees to over 100,000, although 41 per cent employ less than 50 people. At 62, the number of international trade category winners is slightly down on 2002, reflecting the difficult global trading conditions. A wide variety of sectors are represented with growth in biotechnology and pharmaceuticals.

For those companies passing the strict performance criteria of the Queen's Awards there are many benefits. Previous winners have reported a great boost to staff morale and increased recognition in the UK and overseas. However, the highlight for many of the winning companies will be an evening Reception at Buckingham Palace in July given by The Queen and HRH The Duke of Edinburgh.

Some 98 per cent of the SOMERSET TOILETRY COMPANY products are exported. The last three years have seen astonishing growth of 1,469 per cent in overseas sales to over £4 million. The Bristol-based company sells its bath and body ranges through exclusive agreements with leading retailers in each country like Shoppers Drug Mart, which has 852 stores in Canada, Priceline with 200 outlets in Australia and Parfumerie Douglas in Europe. "We have five designers in house constantly working on new ranges which are made from top quality ingredients," said international sales manager Marceta Fernandez. "We attend trade shows around the world with Trade Partners UK's support and work closely with partners in each country. After our success overseas we are now looking to expand in the UK.'

Customer focus is the priority of ORION CLINICAL SERVICES of Slough. The company runs clinical studies for the pharmaceutical and biotechnology industries and specialises in new and emerging therapeutic technologies. "We try hard to retain our original ethos of paying close attention to individual customer needs," said Dr Peter MacLennan, business development manager. 'We conduct clinical trials across a wide range of disciplines. They may involve up to 7,000 patients and present a huge logistical challenge. Attention to detail is paramount because we have to capture data in a specific way to fulfil the drug company's criteria." The company has offices in Paris and Princetown, New Jersey, and its staff speak 16 different languages. Over the last three years export earnings, which represent 80-90 per cent of revenue, have more than trebled from markets across Europe, Canada, the US, Australia and Japan.
"We have a high ratio of repeat business but we also advertise, cold call and attend conferences to meet clients," Dr MacLennan added.

EASYPACK manufactures machines that convert recycled paper and cardboard into cushioned packaging material. After establishing themselves in the UK in 1992 they looked for growth in Europe, concentrating particularly on Germany and its energetic recycling movement.
"We now have sales offices in France, Germany and Holland," sales co-ordinator Tony Moorhouse explained. "Much of our business is attracted through packaging and materials handling exhibitions. Around 50 per cent of the visitors to Pakex at the NEC come from abroad. We attend about five exhibitions a year in the UK and Germany and a couple in Holland and France. We recently did our first one in Spain and another on Portugal.” Overseas sales of the Welwyn Garden City company increased by 127 per cent over the three years to December 2001, with 40 per cent of production being exported.

Based in the West Midlands, ZEUS ALUMINIUM produces light-weight aluminium precision sand castings for high performance motor sport and niche automobile engines. Customers include Formula 1 car producers and the last six winners in the lndianapolis 500 race. The company started exporting in 1989 when its turnover was £400,000. It is now £20 million, 70 per cent of which accounts for exports. Their main markets are Germany, the US, France and Sweden. "We utilise government grants to go on trade missions and take part in exhibitions," said Gath Richards, sales director. 'We have made major US contacts at the Performance Racing Industry Show in Indianapolis, we also go to the Engine Expo in Stuttgart and the Autosport Show at the NEC.”

France has been the biggest growth market for PASSION FOR LIFE HEALTHCARE LTD after a TV advertising campaign there. The Surrey- based company manufactures innovative healthcare products like Snoreeze, an anti-snoring remedy sold in 28 countries, and Wartner, a wart and verruca treatment.
"Our French distributor has achieved more than ten times our normal target after implementing TV advertising," said Ceri Thomas, international sales co-ordinator. 'We usually export through exclusive distributorships to maximise the potential in each market. We use a variety of methods to identify distributors including the internet, desk research assisted by Trade Partners UK and through our international director for business development who is based in Geneva." Last year eight new markets were established including Malaysia, Czech Republic, New Zealand, Singapore, Hungary and the Dominican Republic. The company’s export sales grew by 226 per cent over the three-year application period for the award.

PHOTONIC PRODUCTS LTD of Bishops Stortford, Hertfordshire, manufactures and sells laser diodes. The products are used in many everyday applications including laser printers, beauty therapy, eye correction surgery and in cutting machines for fabric and packaging. Established in 1995, the company has 11 employees and overseas earnings have increased by 352 per cent over three years. Exports represent 60 per cent of the total turnover of £1.6 million. “We opened a US office last August to look after our customers in Silicon Valley,” said marketing manager Wendy Seegar. “To be honest the market there is still depressed but Europe is good at the moment. We have just appointed our first European distributor, based in France, and things are going very well.”

Established in 1831, W BALL & SON LTD produces technical textiles for non-clothing use, particularly in the engineering, aerospace and automotive industries. “Our exports are based on offering good value, good quality and service and hard work,” said managing director Charles Wood. “Setting up our multi-lingual website in 1997 has certainly been a contributing factor.” The main markets are the US and France but they also trade with Eastern Europe, Philippines, Australia, Spain and Germany. Exports grew by 236 per cent over three years and represent 38 per cent of total sales.

For more details and an entry form for next year’s Queen’s Awards ring 0870 513 4486 or visit
http://www.queensawards.org.uk­

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