DIT is a vital source of export knowledge for business consultants and clients

By Department for International Trade

When The Marketing Centre and their client Bird Stainless were looking for support on an international export strategy, they approached the Department for International Trade (DIT). Viv Jebson, Marketing Director at The Marketing Centre, and Nigel Bird, Managing Director, Bird Stainless, today share how this new-found relationship is benefiting exporting ambitions.

Established in 1987, Sheffield-based Bird Stainless supplies stainless steel products and services to a wide range of industries. As a proactive exporter, Bird Stainless were keen to focus on opportunities in the marine sector. One of the services they offer is centreless grinding of stainless steel bars which is key for producing marine propeller shafts superyachts and commercial marine craft.

Bird said: “We decided we wanted to do more in this market. We’ve got the right skills, the right machines, the right processes, and it is something we should do.”

To fully prepare the business for entering a new sector, he approached The Marketing Centre, a nationwide team of experienced Marketing Directors who provide part-time marketing services. “I didn’t want to spend a lot of time and effort trying to do something that we had no experience in,” Bird added.

By bringing a part-time Marketing Director on board, the business could focus on developing research and marketing with the help of a specialist. “We got Viv and Paul involved because we wanted to find out if this was the right thing to do,” he added.

Jebson started working with Bird Stainless and together they created a marketing strategy to help them identify if marine was a viable sector to target and what opportunities were available.

“We started off by doing an analysis of last year’s sales to understand the business mix coming from each industry sector,” explained Jebson. However, as the potential grew, so did the need for information. “When we started looking at the markets and which sectors to go for, it became very clear that we didn’t know enough about the different market sectors, especially internationally,” she added.

At that point, Jebson contacted DIT and was introduced to Paul Garnett, International Trade Adviser (ITA). He was able to support her work with Bird Stainless and together progress research into the marine industry. By working collaboratively, DIT and The Marketing Centre were able to fast track their development with relevant research.

By participating in DIT’s Global Growth programme, Bird Stainless was eligible for funding to purchase published market research reports that Jebson had identified. The acquisition of this knowledge confirmed their initial thoughts, as well as revealing an even larger market sector. “Everyone was thinking ‘super yacht’, but a much bigger part is the commercial marine sector, which is tugboats, rescue and supply vessels, fishing etc,” added Jebson.

“I don’t want to miss anything that would be applicable to this business. Finding that market research report and getting the funding from DIT to help purchase the report fast-tracked the initial research process.”

With this research, Bird Stainless could confidently target the marine industry.  An overseas marine exhibition at METSTRADE in Amsterdam was then attended in September 2018. Their new insight into the market enabled them to create marketing material such as pull-ups stands, a video and leaflets to best showcase the business in this exciting new sector.

With both DIT and The Marketing Centre working closely together, Bird knows he has a team around him that can confidently develop Bird Stainless’ exporting ambitions.

For Jebson, she feels they have been given access to a wealth of information and relevant contacts such as advice on internationalising her client’s website and introduction to British Embassies overseas.

“It is very useful to have someone I can just phone up. I rely on Paul to tell me whether there is anything that’s missing, either funding-wise or advise-wise or something we can tap into,” added Jebson. “If your clients want to do something internationally, then yes, absolutely talk to DIT.”

If your company provides a service that can help businesses in Yorkshire & the Humber to grow a global business, speak to DIT:

T: +44 (0) 300 365 1000 E: yorkshire@mobile.trade.gov.uk

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