Europe ‘a stepping stone to export success’

TRADE with Europe is the ideal stepping stone for new or inexperienced exporters to go on to high growth markets elsewhere around the world.

That was the message delivered by seven internatonal trade experts working for UK Trade and Investment across Europe, who attended an event in Manchester last week.

Martyn Warr, an adviser based in Spain, but providing covering Iberia – Spain and Portugal – said both countries were attractive markets for two main reasons.

“Firstly Spain and Portugal are good starter markets – and yes there are some structureal reforms going on in these economies and growth is not what it was, but they are still open markets and they do offer opportunities. At the moment the UK exports more to Spain than Brazil and China.

“Iberia is also an excellent gateways to Latin America – where the economies are growing really quickly,”

With small businesses in mind he said the excellent connectivity and low cost air fares to both Spain and Portugal most of the year, made them attractive markets.

Vic Annells, who is based in Italy, said the market there is “not the easiest”, but was improving slowly.

“One of the biggest challenges is to persuade the Italians to open up their market to reform – the Government can take as long as 700 days tp pay their bills, so it’s something we are working very hard to change.”

While the structures are still in need of improvements, for supplier of consumer goods, Mr Annells had better news; “The Italians love to buy British,” he said, adding that there is a lot of private wealth in Italian families.”

Daniel Rutstein, one of a 40-strong UKTI team in Germany – the biggest economy in Europe – said trade fairs are a good first step  to penetrate the market.

“Germany is a very larged opportunity – exports to there are double all four BRIC countries put together and are worth more than €39bn. They have an export model we want to copy – and from a UK point of view we should see every sector as an opportunity – if the product is right.

“One third of the world’s trade fairs happen in Germany  – it’s an industry in its own right – so going to a trade fair is a great idea as Germans like to do business there.”

He said German business people expect efficiency and for potential partners to be able to deliver.

“Germans don’t really do small talk, and in busines they are direct – if they don’t like your product or they already have a supplier they will say so, but if they do like your product they will want to get on with it straight away.”

Other countries involved in the event included France, Ireland , and the Baltics and Nordics. Around 160 people attended the event at the Midland Hotel.

Clive Drinkwater, pictured, North West director at UK Trade and Investment said that the North West had exported goods worth £27bn to Europe in 2011, while exports to the EU – at a time of crisis – were up 17% last year.

“Europe is a free market, it’s on our doorstep, and while of course we can’t ignore the potential of the emerging markets,  we haver to make sure we are putting Europe at the heart of what we do.”

TheBusinessDesk.com is working with UKTI North West on an event for new exporters at the Reebok Stadium in Bolton on March 29.

To register for the event, which begins at 0800, please email polly.kendrick@thebusinessdesk.com