This guide outlines the point you need to consider before venturing into international business. And it tells you where to go for help and guidance. As we are a law firm, it is perhaps no surprise that we urge all exporters to seek proper legal advice. But exporting does not usually start with legal issues – rather, with an opportunity! And then with research such as this.

1. Export for growth
Your guide to getting started

2. Miller Rosenfalck LLP
Miller Rosenfalck is a full service English
law firm specialising in international
trade and business migration within
Europe and beyond.
We offer guidance and advice on
company set ups, corporate structures,
inward and outward investments,
commercial contracts, dispute resolution,
intellectual property and employment
law with in-depth knowledge of cross
border issues.
With our headquarter in London, our
experienced multilingual team is on
hand to advise you and your business.
See also: www.millerrosenfalck.com
www

3. Welcome to Miller Even through challenging economic exporting does not usually start with
times, there are unparalleled legal issues – rather, with an
Rosenfalck’s UK Trade & opportunities for British firms around opportunity! And then with research.
Investment (UKTI) guide the world as the emerging high A great place to start is by talking to
to getting started in growth markets continue to grow. In your local UKTI International Trade
the UK, we need to encourage more Adviser, who has years of business
exporting. We are proud
SMEs to take the plunge and export, experience and can give you one-to-
to be associated with the and to encourage those already doing one advice. UKTI’s staff around the
UK’s national export so to spread their wings. We know world can provide you with specialist
challenge. We hope that that companies which begin to export local, in-market intelligence and
experience significant gains in guidance.
you will find this guide productivity and competitiveness. In
useful. essence, businesses which get This guide also steers you to other
involved in the international market sources of help – from logistics to
become more dynamic, innovative and intellectual property, from cultural
successful. issues to getting paid. Britain’s future
prosperity will be built on its success in
This guide outlines the point you need international markets. Exporting
to consider before venturing into provides a major opportunity for
international business. And it tells you growth in the UK economy – and it
where to go for help and guidance. As could be a major opportunity for your
we are a law firm, it is perhaps no company too.
surprise that we urge all exporters to
seek proper legal advice. But

4. Miller Rosenfalck provides Firms that export have the potential of Almost 17% of new young companies
achieving higher levels of growth which are active abroad and have started
advice and guidance on would not be otherwise achievable doing business overseas from an early
the legal issues and the domestically. Although exporting could stage of their development and over a
market information you be challenging, there are also big third of the firms of less than five years
benefits. Recent figures produced by old reported that due to their export
need to consider when
the UKTI show that firms that export they have experienced great growth to
exporting. This guide will report a 34 per cent growth in their business which would otherwise
help you when taking the productivity, achieve stronger financial not have been possible. They have
first steps in growing your performance and are 12 per cent more reported higher level of innovation and
likely to stay in business. productivity, as well as improved
business internationally. financial results. Indeed 53 per cent of
Britain is now the centre of attention in firms have reported that a new product
the world and it is not only the or service has been developed as a
Olympics that are making our name result of their business overseas.
known but also British television. The X
Factor, Strictly Come Dancing and By exporting, your business can
Downton Abbey have contributed to a increase not only its productivity and
13% rise in export revenues to more financial growth, but you can also
than £1.4bn in the last year ensuring develop a higher level of innovation.
that Britain is well known world over. This in turn can lead to the
development of new products and new
The above examples illustrate that we business opportunities.
cannot underestimate the important
contribution UK exporters make to our
economy. And in the current financial
market UK exporters are highly valued
and are important in supporting our
economy. UK SME’s now have a great
opportunity to work with UK Trade &
Investment when considering selling www.millerrosenfalck.com
their products in new markets.
With current UK Trade & Investment
plans, such as the China mission
launch, UK businesses are handed the
opportunity to grow their business and
showcase their products in new fast-
growing markets such as China with
the useful assistance of the UK Trade &
Investment.

5. Have you ever thought about doing business in
overseas markets? If not, or you thought it too
difficult, then you might want to think again.

6. Exporting can help you survive and As hosts of the 2012 Olympic and
grow. There are real opportunities to Paralympic Games in London, the
trade internationally; UK products, eyes of the world are firmly on the
services and expertise continue to be UK. This provides a perfect platform If you become an
in demand across the world. There for UK companies to showcase exporter, the evidence
are opportunities – both in traditional, their expertise and do business
established markets such as Europe in overseas markets.
shows that you are
and the US, and the high-growth likely to improve your
economies of countries such as This guide aims to help you grow productivity by a third
China, India, Brazil and Russia. your business internationally. If you
haven’t exported before, you will
in your first year alone.
probably have lots of questions. Mark Prisk, Minister of State
As this guide sets out, there is a for Business and Enterprise
lot of expert assistance available.

7. Why should you take the Exporting can also be a catalyst for A growing trend
innovation. In many cases you will
export plunge? see new ideas and opportunities
More and more UK companies are
UK companies which export are recognising the benefits of exporting.
overseas which will spur you to Research shows that a growing
responsible for 60 per cent of national
develop new and modified products number of UK firms have increased
productivity growth and more than 70
to meet the needs of international their export levels. A recent study
per cent of UK business research and
customers. This can help you to gain found that the percentage of UK firms
development. This helps to give them
a technical competitive advantage, and retain a competitive advantage in doing business overseas rose from
leading to more sales and opening the UK as well. 26 per cent to 31 per cent over a
new markets. two-year period.
Academic research confirms
Doing business overseas is a different that exporting companies: Exporting is not just for bigger
experience for every company and its are more productive and innovative businesses. A recent survey of
benefits will vary greatly depending than non exporters; around 200 smaller exporters showed
on the personal profile of each firm. are more resilient to an economic that three in every four planned to
downturn; export more in 2011. A separate
As well as opening access to study found that the proportion of
new sources of revenue, trading achieve stronger financial
performance; small UK firms exporting increased by
internationally will allow you to
10 per cent in both manufacturing
spread risk across a wider range of have a higher profile and more
and services over a six-year period.
customers, extend the market for credibility; and
specific products and ensure that you are more likely to stay in business.
are aware of international
competition.
In some cases companies are able
to offer much more interesting roles
for their staff, and to recruit better
people as a result.

8. Business benefits
Exporting can allow companies to:
Achieve levels of growth Achieve economies of scale Improve financial
not possible domestically. not possible domestically. performance.
Increase the resilience Increase the commercial Improve
of revenues and profits. lifespan of products productivity.
and services.
Spread business risk. Boost their profile and
Increase the returns recognition internationally
on investment in R&D.
Case study —
New York Delhi
Exporting is a must to Exports have helped west London Managing Director Nina Uppal says:
survive in these difficult snack business New York Delhi more “We are truly going global. Because
than quadruple its turnover since its of the excellent advice, support and
times. Despite the
launch in 2009. contacts we have received, New
challenges, the York Delhi has been catapulted into
opportunities are simply Its premium peanut brand, ViPnuts, is the global market, giving it the sort
staggering. A British-made now being supplied to Canada, Eastern of exposure I had only dreamt of. We
Europe, France, Germany, Spain have already caught the eye of a
product is a mark of quality, and the US. Market visits to New York couple of giant food multinationals.
and has a higher value and Delhi have enabled them to meet
overseas. Exporting can be potential distributors and exhibit at “I always knew we had an excellent
overseas trade shows. product and brand, but it was really
challenging but also exciting. about how we shouted about it.”
Mary Barnett, Director, Chokolit
www.newyorkdelhi.com

10. The advice we received
not only helped shape
my export strategy, but
really opened doors,
putting me in contact
with the right people in
the right countries.
Parminder Kalsi, Managing Director
BBC Pharmaceutical Services
There is an abundance High-growth markets middle classes in China and India, for
UK exporters are also increasingly example, are set to increase household
of opportunities for UK expenditure fourfold over the next 20
embracing the myriad opportunities
exporters – and plenty offered by the world’s emerging years. The Chinese middle class is
of support to help you economies – many of which are forecast to grow from 172 million
experiencing rapid rates of growth. to 314 million in the next five years
take advantage of them.
Such high-growth markets include – more than the entire population
the ‘BRICs’ (Brazil, Russia, India and of the US.
The UK is a major trading nation, able
China), whose dynamic economies
to capitalise on the single market
will provide a wealth of prospects These rapid growth rates, combined
through the European Union (EU), as
for UK firms in the coming decades. with progress in infrastructure,
well as being ‘socially close’ in terms
communication networks and global
of culture and language to a number
In addition to the BRICs, there are co-operation, are making doing
of major international markets –
other fast-growing markets with great business in high-growth markets
including the US.
potential, such as the so-called CIVETS increasingly commonplace for UK
(Colombia, Indonesia, Vietnam, Egypt, exporters. For example, since 2002,
Many UK firms begin exporting by
Turkey and South Africa). These often the number of UK companies
entering established markets such
smaller markets have much to offer, exporting to China and India in the
as these. The EU, with its open
and UKTI International Trade Advisers construction and IT sectors has
borders and shared import/export
(ITAs) are well placed to guide increased by over 100 per cent.
procedures, provides UK companies
exporters on how to select the best
with unrestricted access to more than
territory to target. You don’t have to be an experienced
500 million consumers, while the US
exporter to enter a high-growth
continues to be our number-one
Growth in such markets is driven by market. Two in five of the smallest
export market, offering opportunities
rapidly rising populations and GDP exporters (with fewer than 10
across a wide range of sectors.
levels. Research has shown that the employees) already do business in
at least one high-growth market.

11. Aid-funded business Every year, multilateral agencies
As well as working with specific spend some US$60 billion on
geographic markets, there are everything from tents to
also huge opportunities for UK telecommunications. The UK
companies in aid-funded business – currently gains between 4 and 17 per
that is, the contracts awarded by cent of this aid-funded business, with
multilateral agencies such as the the most sought after expertise being
UN and World Bank to support in the healthcare, construction,
projects in the developing world. consultancy, ICT, environmental and
Much of the implementation of these transport sectors.
aid-funded projects is contracted out
to the private sector, representing
significant business opportunities for
consultants, works contractors and
suppliers of goods and services.
Case study —
Kat Maconie
Exports have been a key way for “I knew I’d have to produce large “The UKTI-organised seminars were
British footwear designer Kat quantities of shoes early on to get really helpful, while the support I had
Maconie to build her business. a decent price point,” says Maconie. in meeting the costs of travelling to
Having received support from UK “I had to grow the business quickly new markets was invaluable – I would
Trade & Investment, her label can and my best chance of doing this not have been able to fund such visits
now be found in leading fashion was to look beyond the UK. on my own.”
stores across the world, including
Brazil, Europe, Japan and the US. “UKTI’s support has been crucial. www.katmaconie.com
The international trade adviser really
understood what I was trying to
achieve and had a very good insight
into the nature of my business.
Case study —
Skyline-IFE Ltd
International business has really Managing Director Richard Barsby He adds: “We know that trading
taken off for Suffolk-based in-flight says: “It is relatively new for us to conditions are going to get very
entertainment company Skyline-IFE. be selling in this way and the expert challenging in the coming year but,
advice we received was one of the we believe we are well placed to
Since getting professional advice and things that gave us the confidence come through. We’re now very
attending major airline industry to go ahead. Advice which is tailor- busy presenting new proposals to
exhibitions overseas, the small firm made for a small business like ours prospective clients.”
has won clients in Norway and made us take a considered look at
Sweden and is bidding for work our strategies and plans.” www.skyline-ife.com
in the Middle East.

13. There are opportunities India Saudi Arabia and UAE
UK exports to India grew 45 per cent Popular emerging markets with
for UK exporters in all between 2005 and 2010. nearly a quarter of internationalised
corners of the world. Ireland
UK firms already doing business here.
They include: Widely considered the ‘easiest’ South Africa
overseas market for UK exporters, A popular emerging market, with
who sold goods worth £17 billion 45 per cent of firms involved in or
Brazil there in 2010. considering export activity either
The value of UK goods exported there already or with some likelihood
Mexico of entering in the next two years.
to Brazil grew by 24 per cent to
UK goods exports to Mexico increased
£2.2 billion in 2010.
by £207 million in 2010. 24 per cent of US
China internationalised UK firms said that The UK’s number-one export
China has become the UK’s ninth they are already doing business here market, with around £38 billion of UK
largestgoods export market and or are ‘very’ or ‘quite’ likely to do so goods exported here in 2010.
British export activity there rose in the next two years.
by 418 per cent from 2000-2010.
Russia
France Around £3.6 billion of UK goods Source: All figures taken from 2010 UKTI
were exported here in 2010. International Business Strategies Barriers
The UK’s fourth-biggest export and Awareness Survey and ONS Monthly
market. Review of External Trade Statistics, March
2011.

14. International trade is more important than ever and exploiting
the opportunities of fast-growing markets in Asia and Latin
America is vital to the UK’s economic future. The difficulties
and risks of operating in these fast-changing markets are less
than the risk of not participating in their growth.
Miles Templeman, Director General, Institute of Directors
Top 20 goods export markets
for UK companies (2010)

15. We saw our website as a
critical tool to reach our
customer base. Getting it
right was crucial. The
consultant was inspirational:
hugely experienced with
a wealth of knowledge.
Working with him provided
us with invaluable insights
and ideas.
Andy Cox, Director Cox & Plant Ltd,
West Midlands
If you are serious about ITAs can draw on years of business Make an export plan
experience and give you – at no cost
trading internationally, you – a more detailed assessment and After completing your market
research, you can draw up an export
will want to think about practical advice on a one-to-one basis.
plan defining how you will enter the
how to research, target new market. That should include:
Carry out market research
and grow a presence in It is essential to carry out detailed
a marketing strategy which
incorporates international trade
overseas markets. market research to identify and development;
evaluate the target market. Areas
But how should you begin? How do an understanding of the route to
to examine include:
you even know whether exporting is market, e.g. the preferred
right for you? Before you commit to the industry structure; distribution channel for your
exporting you need to honestly assess the predicted demand for your products or services;
your export potential – both in terms of product or service; the chosen business model e.g.
the readiness of your business and of the competition and how you plan agent, distributor, B2B, sales office,
your product or service. The following to fit into that marketplace; and joint venture or subsidiary company;
steps should help you to do this.
any modifications required to make the necessary financial resources;
your product or service saleable. the right people to develop the new
Assess your export
export markets;
capabilities Desk research is a good starting
adequate knowledge of the
Business Link’s online tool ‘Are you point an increasing amount of
requirements of your chosen market
ready to export?’ provides a quick, information is available online –
basic assessment of your export but you may also wish to consider e.g. modifying packaging to meet
capabilities and the issues and commissioning some bespoke local regulations and standards; and
practicalities you need to know about research from an export specialist. an understanding of export payment
before beginning to export. The tool mechanisms and export finance.
provides a useful starting point for UKTI’s Overseas Market Introduction
discussions with a UKTI International Service (OMIS) draws on the local
Trade Adviser (see ‘Who can help knowledge and expertise of its staff
me export?’ and ‘UKTI contacts’ around the world. The cost of this is
later in this guide). very competitive.

16. Assess your product/
service
Key questions to ask before you export
To assess whether your product/ What are the unique selling Who will be leading the
service is suitable for export to your points to your business project within your company?
target market, consider: proposition? Will there be a
Do you need to work with an
consumer preferences, competitive market for your products and
overseas partner to succeed?
offers (local production and services?
Can you communicate with
imported) and their market share; Are there any legal barriers to them effectively?
product standards and regulations your business model?
Have you evaluated business
in the overseas market – the British Where in the market would risks (such as protecting your
Standards Institution offers help for you start? intellectual property) and
exporters; and conducted research and due
Do you have sufficient
the costs of adapting your product diligence?
resources (management time,
or service. project finance and expenses) Do you know how to secure
to fund your overseas payment and get the right
Understand the law projects? quality products?
There are various legal responsibilities
associated with doing business
overseas – all of which you should
understand before starting to export.
For example, you’ll need to familiarise
yourself with the VAT rules
administered by HM Revenue &
Customs (HMRC), and be aware of any
export controls which relate to your
particular product. See ‘Who can help
me export?’ later in this guide.
Case study —
WOW Toys
Quality toy manufacturer WOW Toys we generate from our overseas opportunistic about which markets
decided to adopt an export strategy customers allows us to be a to pursue. Sometimes smaller
shortly after opening for business completely independent business. markets such as those emerging
in 1997. Today, the London-based We also spread the risk, rather in Eastern Europe are easier and
company trades with 40 countries than relying on just one company.”-- quicker to access. And make the
around the world. most of support available from
He continues: “If you’re serious UK Trade & Investment. They can
Managing Director Nadim Ednan- about exporting, you need to help you get on the right path to
Laperouse says: “These days, our recognise it as your number-one international success.”
international sales far outweigh priority, focus on it and make it
sales within the UK. The revenue happen. Be open-minded and even www.wowtoys.com

17. I was quite taken aback
by the thoroughness
of the Communications
Review, the insights it
delivered and the sheer
depth of resources it gave
us access to the review
changed the way we think
about our export
communications.
Britten Sinfonia, Cambridge
Selling and distribution You can use a sales agent who When arranging a sales contract
Once the initial homework has been sells products on your behalf, or with an agent or distributor, you
done, and you have decided on the puts you into contact with potential need to ensure that responsibility
export market/s to approach, you customers on a commission basis. for delivery and payment is clearly
then need to organise your sales Note that an agent never takes title defined. You will also need to secure
presence there. of the goods but merely stocks intellectual property protection in
and sells them on, making a each country you sell into.
Depending on your product/service, commission in the process but
you may be able to sell directly. For never accepting responsibility for Marketing
example, you might be able to sell profit or loss. Marketing is a key element of
over the internet or by exhibiting at You can enter into a joint venture successfully selling overseas.
local trade shows. with a local business. This gives To be effective, your marketing
you a share of the management strategy should be tailored to
Many businesses look for a partner and profits of the joint venture, each target market.
who already understands the local but it can be a more complicated
market. For example: and expensive option. You’ll need to appreciate the
If you want complete control over traditions, culture and legislation
You can sell to a distributor who sales, you can set up your own of the countries you are trading with
then sells your products locally. local office. This is the most to exploit your exporting efforts.
Note that a distributor takes expensive option. Customisation of your marketing
title of the goods once the sales activities is essential if there are
transaction is complete; and is cultural differences affecting the
responsible thereafter for any consumption of your product.
profit or loss in stocking and
selling them on.

18. Visit the market
Visiting the market is an invaluable
part of trading internationally.
You will experience the marketplace
firsthand, and make the contacts
necessary to do business.
Attending overseas events, such as
trade fairs, or participating in a
trade mission can be great ways
314m
The Chinese middle class is forecast
to test markets, attract customers,
appoint agents or distributors and to grow from 172 million to 314
make sales. million in the next five years – more
than the entire population of the US.

19. Often a two minute
chat to the right person
saves about 30 minutes
trawling through
a website.
Nigel Darby, Associate Director,
Angle Ring Co Ltd
Exporting may be a Resource costs Legal, regulatory and
challenge, but the potential Entering an overseas market may intellectual property issues
rewards are huge. Following require bothin manpower. Timescales
an increase
financial investment and The barriers to success which
exporters talk about most are legal
are some of the most can also be an issue, with short-term and regulatory issues. Some firms
commonly cited hurdles ‘pay back’ not necessarily guaranteed. also say that intellectual property
to doing business (IP) protection can be an issue. The
It’s advisable to discuss your financial Intellectual Property Office (IPO) can
internationally, and advice position with your accountant and help in this area. See ‘Who can
on how to overcome them. bank manager before committing to help me export?’ later in this guide.
exporting. It is also important to take
the long-term view and build Adopting the right mindset is
appropriate timescales into your vital to overcoming such hurdles.
projections. Customers and partners Every country has its own trading,
in high-growth markets, for example, taxation and IP systems and you will
tend to put an essential value on need to be willing to get to grips with
relationships and it is unusual for a those systems and adapt to them.
return on investment to emerge So doing your homework is vital when
within the first year. planning market entry.

20. We have a long-term development strategy to achieve
a strong presence in global markets. This is important
as it allows us to be far more competitive, whilst
giving us access to new technologies, manufacturers,
skills and materials, all of which feed our creativity
and influence new product development.
Richard Liddle, Founder and Managing Director, COHDA Design
Managing overseas risk accessible and topical information
Political and economic developments, online on countries and the key issues
cyber risks, bribery and corruption related to their political, economic
– these are some of the issues your and business security environments.
business could face when you begin
to trade overseas or expand into This can help you identify and
fresh markets. understand possible risks – and
guard effectively against them.
UK Trade & Investment and the
Foreign & Commonwealth Office
bring together authoritative,
Case study —
Chokolit
“K Iabeara po
UT s eng t pt
h esu r
Young British entrepreneur Louis “ UKTI has been a great support He adds: “We have also worked with
Barnett has used UK Trade & to us as we develop our business UKTI to get our products sold in
Investment’s (UKTI) services to internationally,” says Barnett. “It was Spain, Hungary and 12 States in the
help sell his award-winning luxury instrumental in putting the Mexico US, and are currently in discussions
chocolate brand, Chokolit, overseas. deal together, advising and helping with China. By the end of 2011,
us with back-end details and we expect that 90 per cent of our
After participating in UKTI’s Passport regulatory matters, including getting revenue will come from export.”
to Export programme, Chokolit our products through Customs.
appointed a distributor in Mexico, This kind of after-care made all www.chokolit.com
who has since introduced the
The difference.”
company’s products into the
country’s biggest department store.

21. Language and cultural Being able to speak the language of
barriers your potential customers can help to
establish mutual confidence. If you
Every market is different, and
don’t speak the local language, you
companies need to be sensitive to
could consider investing in foreign
local ways of doing business, even
language training for your staff.
in different regions of the same
Alternatively, you could employ a
country. Lack of awareness and
translator or interpreter. It can also
knowledge of local cultural norms can
help to have your promotional
impede the development of
material translated. It’s a good idea
a business relationship.
to avoid colloquialisms and
metaphors in promotional material –
they could be embarrassing in the
local language.
Attending trade shows You should conduct research into
and exhibitions is a key your target market to establish local
considerations. These may include
way of marketing the product or packaging modifications to
company and its products enable your product to conform
to international audiences. to local cultural demands. Or it could
be that local sales and marketing
Claire Watt-Smith, MD, BoBelle channels for your particular product
are different from those in the UK.
Case study —
Ellis Pharma
The Middle East has become a key Doha Clinic Hospital. It further Business Development Director Gary
market for UK firm Ellis Pharma, a established itself in the region by Campbell says: “We are confident
specialist in global supply chain going on trade missions and having that with our own efforts and
solutions for the pharmaceuticals numerous one-to-one meetings support, our exports will increase
industry. with local decision makers in substantially in the coming months
governments and hospitals and and years.”
Following expert advice, the potential agents. This led to Ellis
Staffordshire-based company Pharma securing orders worth www.ellispharma.com
decided to focus on the emerging £150,000.
markets of Oman and Qatar,
winning an £18,000 contract with

22. Logistics The best mode of transport for your country – and use the correct
goods will depend on the type of Incoterms to describe this in the
Getting international transport
goods and how quickly they need quotation and written contract.
right can be complicated and
to be delivered. You may need
depends on the agreement you
more than one mode, for example, Most companies use a specialist
have with your customer or supplier.
sending goods by lorry to a port in freight forwarder to handle
Your obligations should be clearly set
the UK and then by ship overseas. transport. Confirm exactly what they
out in a written contract using
In all instances, the goods will need will do and whether they can handle
Incoterms – standard trade terms
suitable packaging and labelling all documentation and other
which state who is responsible for
for transportation. You should clarify procedures. Look for a forwarder who
transporting goods, insuring the
in advance who will be responsible exports regularly to that destination.
goods during transportation, paying
for UK customs procedures, for They can ‘consolidate’ your goods
duties and customs clearance.
freight and insurance, and for with other consignments in a single
customs clearance in the customer’s container to reduce costs.

24. Getting paid There are also currency issues you
The risk of late or even non-payment need to consider. In some countries
can sometimes be greater when where there are restrictions on
doing business internationally. access to foreign currency, your
Ensuring you get paid for overseas customers may face problems getting
sales is a combination of assessing currency to pay you. In this case, it’s
risk, settling on acceptable payment worth insisting on a (confirmed)
terms and methods and considering irrevocable letter of credit that
insurance to protect yourself against secures payments according to the
problems. terms of the credit and often at an
agreed rate.
Help is available from UK Export
Finance (formally known as ECGD). Businesses which sell on credit to
foreign customers can use factoring
To minimise the risks of nonpayment, or invoice discounting to free up cash
you should research the market flow. Export factors specialise in the
conditions in your target country and collection of money from overseas.
the credit worthiness of potential The factoring company pays you a
customers before you start trading. percentage of the invoice value
up-front and the balance (less their
percentage) once they have collected
payment.
Case study —
ABF Europe
Overseas sales have soared for ABF now supplies 17 countries growth of their own and countries
ABF Europe, the creator of the globally and has offices in a number where we can really play a part in
revolutionary Kite table system. of overseas markets, including Spain helping companies compete in
and Dubai. the international arena through
The North Yorkshire firm first effective use of office space and
introduced the conference and Managing Director Darren Buttle cohesive work-life strategies.
business table, which can be adapted says: “Our international operation
to accommodate both large and is gathering pace. Our immediate It promises to be an exciting journey
small groups of people, into the focus is undoubtedly America, but ahead as we harness the skills and
international market four years ago I’m keen to explore opportunities in expertise available from trade advisers
when sales took off in the US. Canada, Brazil and regions of South to support us and show us the way.”
East Asia as well. These are all
markets that are experiencing rapid www.kitetables.com

25. Ten key steps to successful exporting
1
Research your market
2
Implement an export
3
Construct an export plan
Does your prospective foreign strategy and review your Define how you will enter the
customer need what you are foreign market. Finalise human
selling at the price that will yield
capabilities resources and marketing
you a profit? What is the Ask yourself: what would my strategy and allocate an
competition and how will business gain from exporting? adequate budget to cover
they react? export start-up costs.
6
Get the Customs side
7
Get paid on time
8
Choose your distribution
right Ensure your cashflow will methods
Contact HM Revenue & Customs remain at a safe level. Guarantee Consider the implications of
and the UK embassy of your sufficient credit for your future selling over long distances and
destination country to clarify sales. Take out insurance cover across national frontiers.
requirements. Make sure if necessary.
your reporting practices
are watertight.

26. 4
Choose your sales
5
Promote your product
presence How are you going to market and
Establish whether you need a sell your product? Customise
direct sales operation. Or is an marketing to the target country.
agent or distributor more
effective? How will you manage
your overseas sales presence?
9
Transport goods
10
After-sales policy
effectively Regularly liaise with customers,
Assess and choose the most export agents and banks.
effective transport method and Monitor political unrest or
make sure the goods are insured other adverse conditions in
by you or the importer. the country of destination.
Manage regular servicing and
warranty claims.
Source: UK Trade & Investment

27. Who can help me export?
A wide range of support services exists to help UK
exporters and would-be exporters to tackle virtually
all of the issues and challenges which they are likely
to face, and help them become established in
international markets.
Following are just some of the many organisations which
can help you get started on your exporting journey.

28. UK Trade & Investment UKTI services have helped its UK Export Finance
UK Trade & Investment (UKTI) is the customers to: UK Export Finance is the operating
Government Department that helps understand how to do business name of the Export Credits Guarantee
UK-based companies succeed in overseas; Department (ECGD), the UK’s export
global markets and assists overseas identify opportunities and open credit agency.
firms in bringing their high-quality doors;
investment to the UK. reach customers/business partners UK Export Finance does not lend
not otherwise accessible directly, but supports UK exports
UKTI has a global network of by issuing insurance contracts to UK
raise their profile and credibility
2,400 staff. Its International Trade exporters and by issuing guarantees
overseas;
Advisers (ITAs) around the UK have to banks which make loans to overseas
years of business experience to draw overcome barriers to entry or borrowers, which are used to purchase
on when advising companies. In 96 expansion; supplies from UK exporters. UK Export
markets based in British Embassies improve overseas marketing Finance’s services help facilitate export
and other Diplomatic offices around strategy; contracts by providing protection
the world, UKTI staff can offer local, gain access to information not against the risks of the exports not
in-market knowledge and expertise. otherwise available; being paid for.
understand the competition;
UKTI has helped many thousands In 2010-2011, UK Export Finance (then
of businesses achieve international access powerful research to inform known as ECGD) supported £2.9 billion
success by providing tailored services management decisions; and of UK exports (up from £2.2 billion the
with specialist support covering a have the confidence to explore or previous year). In late 2011 it
wide range of industries. Its clients expand in overseas markets. announced an extension to its credit
consistently cite the importance of insurance policy to cover all sectors and
UKTI support in helping them to www.ukti.gov.uk sizes of company, as well as the launch
overcome barriers to new overseas of three new short-term products.
business and improve their business
performance. See the following pages for details
of those services provided by UK Export
Finance which are most relevant to
small- and medium-sized businesses.
www.ecgd.gov.uk
UK Trade & Investment and
UK Export Finance services and
products are detailed overleaf.

29. UK Trade & Investment
– services
Passport to Export Export Communications Business opportunities
Provides new and inexperienced Review (ECR) News emailed directly into your
exporters with the training, planning Assesses the way companies in-box, highlighting hot leads in your
advice and ongoing support they need communicate with overseas chosen overseas market. Companies
to succeed overseas. customers and makes practical can sign up for this free service by
recommendations for improvement. visiting www.ukti.gov.uk
Overseas Market
Introduction Service Events and seminars Gateway to Global Growth
(OMIS) Held across the UK and the world. A service for more experienced
A tailored service by our overseas They include specific sector and exporters. It offers focussed planning
teams to access market and industry market based activities. and advice, and support to help
information, identify potential contacts companies to build on their previous
or assist in planning an event. This Trade missions success and develop new overseas
service attracts a charge. markets.
Organised to help UK companies visit
the marketplace they’re interested in
Export Marketing Research and talk face to face with prospective High-value opportunities
Scheme (EMRS) business partners. UKTI also programme
Offers support, advice and some organises missions into the UK to Proactively identifies global supply
grant funding to eligible companies allow overseas delegates to meet chain opportunities, coupled with
wishing to research a potential with potential partners or investors. an online service giving access to
export market. several hundred sales leads around
the world each month.
Contacts UKTI East
T: +44 (0)8456 419 955
UKTI West Midlands
T: +44 (0)8450 743 515
E: info@uktieast.org.uk E: info@wmchambers.co.uk
UK Trade & Investment
is the Government UKTI East Midlands UKTI Yorkshire
T: +44 (0)8450 524 001 and the Humber
department that helps E: info@uktiem.co.uk T: +44 (0)300 365 1000
UK-based companies UKTI London E: info@uktiyorkshire.co.uk
succeed in an increasingly T: +44 (0)20 7234 3050 Invest NI
global economy. E: info@uktilondon.org.uk T: +44 (0)28 9023 9090
E: customerservicemgr
UKTI North East
Our range of expert services can @investni.com
T: +44 (0)8450 505 054
be tailored to meet the needs of www.investni.com
E: enquiries@ukti.rito.co.uk
your company to maximise your
international success. Scottish Development
UKTI North West
T: +44 (0)8456 037 053
International
You can find contact details for E: info@uktinorthwest.co.uk T: 0800 917 9534 within Scotland
your local UKTI International T: +44 (0)141 228 2828 from the UK
Trade Adviser on our website: UKTI South East www.sdi.co.uk
T: +44 (0)8452 789 600
www.ukti.gov.uk Business Wales
E: info@uktisoutheast.com
or telephone us: T: +44 (0)3000 603000
+44 (0)20 7215 8000. UKTI South West E: businessinformationhelpline
Our helpline is open from 9.00am T: +44 (0)8456 060 969 @wales.gsi.gov.uk
to 5.00pm Monday to Friday. E: enquiries@uktisouthwest.org www.business.wales.gov.uk

30. UK Export Finance
– Products and Services
UK Export Finance has In the case of an advance payment Foreign Exchange Credit
bond, the exporter’s bank may Support Scheme
a range of products and require the exporter to deposit the
When an exporter enters into an
services to support UK buyer’s advance payment with the export contract under which it
exports; mentioned below bank as security for the exporter’s will be paid in a foreign currency,
undertaking to pay. This would
are those specifically the exporter may be exposed to
deprive the exporter of the cashflow unfavourable changes in exchange
targeted at small and benefit of the advance payment. rates over the course of that
medium-sized businesses. UK Export Finance can provide a contract. In order to bring certainty
guarantee to the bank of up to 80 to this aspect of the contract, the
Export Insurance Policy per cent of the advance payment exporter may ask the bank to enter
bond’s value, which will reduce or into a contract to purchase, with
Under an export contract, there is
remove the requirement to use the sterling, the foreign currency which
always a risk of not being paid by
advance payment as security – the exporter will receive at a pre-
the buyer - or of not being able to
thus freeing up funds with which agreed rate of exchange.
recover costs incurred performing
to perform the export contract.
the contract due to it being
However, the bank will be taking
terminated in circumstances
Export Working Capital a risk on the exporter’s ability to
beyond the exporter’s control. deliver the required amount of
Scheme
foreign currency on the agreed date:
UK Export Finance’s Export To fulfil an export contract, the if the exporter fails to do so and
Insurance Policy may be able to exporter may require funds in order exchange rates have moved against
provide an exporter with cover to be in a position to provide goods the bank, the bank may suffer a loss.
against those risks, such as specified or services. Specifically, the exporter The bank may therefore wish to
political or buyer-related events, may have won more or larger receive some protection against this
which prevent it being paid, lead contracts than usual and a bank risk of loss before entering into the
to the contract being terminated, may be cautious about lending any forward foreign exchange contract.
or prevent its performance. further funds to meet the exporter’s
needs for more working capital, thus Where the exporter’s bank has been
Bond Support Scheme constraining the company’s ability requested to provide a working
to grow. capital facility guaranteed by UK
Under an export contract, the buyer
Export Finance in respect of an
may require the issue of an on
UK Export Finance’s Export Working export contract and is also requested
-demand contract bond (for example,
Capital Scheme can offer a partial to enter into a forward foreign
an advance payment, performance
guarantee to the bank (of up to 80 exchange contract in relation to the
or retention bond) in order to assure
per cent of the value of the working same contract, UK Export Finance
itself that the exporter will meet
capital facility in some cases), so will increase its guarantee of the
its obligations. Before issuing such
that the exporter can gain access to working capital facility in order to
a bond, a bank will require an
enable the bank to enter into that
undertaking from the exporter to pay the working capital with which to
forward foreign exchange contract.
to the bank any amounts which the perform a specific export contract.
bank may pay out under that bond.
The bank is therefore taking a risk on Further information
the exporter’s creditworthiness under For additional information or
that undertaking. Where the bank details on the full range of UK Export
is unsure about taking that risk, a Finance’s services, please contact
guarantee from UK Export Finance them on +44 (0) 207 512 7887 or visit
for part of it may persuade the bank www.ecgd.gov.uk.
to issue the bond.

32. Other sources of help
As well as the help RBS/NatWest Your lawyer
David I.Houghton MBE,
available from UKTI and Director, Strategic Partnerships
Your lawyer will also be able to
help you. Similar to the ICAEW’s BAS,
UK Export Finance, there M: +44 (0)7785 708611
the Law Society has many members
E: david.i.houghton@rbs.co.uk
are many other sources which offer a service for SMEs.
of help available to you. Santander ‘Lawyers For Your Business’ is a
Martin Hodges, network of 1,000 solicitor firms in
Your bank Head of Trade Finance England and Wales offering specialist
M: +44 (0)7827 872312 advice and a free half-hour initial
Your bank can provide a range of help
E: martin.hodges@santander.co.uk consultation to small and mediumsized
on topics such as managing foreign
transactions, trading overseas in businesses. Advice can be
sterling, owning assets abroad, Your accountant sought on a range of legal issues
exchange rates and managing foreign Your accountant can provide you with – both domestic and international.
exchange risks. For more detailed a range of advice, from starting a
financial advice and guidance on business, organising your financial In 2012 the Law Society will also
issues that affect you, you should talk affairs, financial management and be working with its solicitor members
to the international section of your to produce practical ‘Doing
taxation. You should also be aware
bank. If you can’t find the right international business’ guides aimed
that the Institute for Accountants
person to talk to, you could contact at SME firms new to exporting their
the following people at the one of in England and Wales (ICAEW) has
just launched a new scheme: small products and services internationally.
the five major banks who will point you
in the right direction: businesses across the UK are being
offered free expert advice from The guides will look at some of the
Barclays ICAEW Chartered Accountants fundamental legal issues which SMEs
John Bevan, as part of an initiative called the need to consider when working
Head of Trade and Working Capital Business Advice Service (BAS). internationally. Topics being covered
T: +44 (0)1256 791401 It aims to help small companies will include:
E: john.bevan@mercantile. and start-ups with business and international employment issues;
barclays.co.uk financial advice to help economic international contracts;
growth. Small businesses can
HSBC business structures;
find details of ICAEW chartered
Felipe Hsieh, Senior Manager, debt recovery;
accountants in their local area at
TSC Client Management
www.businessadviceservice.com tax; and
M: +44 (0)7920 411997
T: +44 (0)20 7991 1706 dispute resolution.
E: felipe.hsieh@hsbc.com
These guides will be available as
Lloyds TSB publications, but also as webinars
Barry George, Senior Manager, and will be promoted widely to
Trade Products small businesses.
M: +44 (0)7793 670292
T: +44 (0)20 7463 1690 For more information visit
E: barry.george@lloydstsb.co.uk
the Law Society’s website at
www.lawsociety.org.uk

33. British Chambers of Export Control HM Revenue & Customs
Commerce (BCC) Organisation (ECO) HM Revenue & Customs (HMRC)
The BCC, and its network of affiliated Any item exported from the UK which provides assistance on a number of
Chambers, support and advise is subject to export control needs a matters relating to the importing and
businesses in all areas of international licence. The ECO is responsible for exporting of goods. Information and
trade. With a worldwide network of assessing and issuing (or refusing) guides are available covering topics
bilateral and international chambers export licences for a wide range of such as the classification
of commerce, the BCC can provide controlled, so-called “strategic” of goods, the European Union,
UK exporters with numerous services goods. This includes military and Relief Procedures on Duty and
including: export documentation, dual-use items. VAT, Tariffs and Duties, Intrastat
market research, training, translation and the requirement to submit
services and letters of credit. You can find out more on export Supplementary Declarations,
For more information visit controls, including applying for together with basic guides on export
the BCC’s website at a licence and rating enquiries, licences, export taxes, import
www.britishchambers.org.uk licensing policy, key documents, key licences, rates of exchange, etc.
links, notices for exporters and news www.hmrc.gov.uk
The Institute of Export related to export control, by visiting
(IoE) the businesslink.gov website at Business Link
www.businesslink.gov.uk The Business Link website provides
The Institute’s mission is to enhance
the export performance of the UK the information, advice and support
by setting and raising professional
Intellectual Property needed to start, maintain and grow a
standards in international trade Office business. It provides information and
management and export practice. Intellectual property rights can allow advice to help customers make the
They achieve this by the provision of you to own things you create, in a most of their opportunities. Rather
education and training programmes. similar way to owning physical than providing all the advice and help
The IoE offers recognised formal property. You can control the use itself, it fast-tracks customers to the
qualifications in international trade. of your IP, and use it to gain reward. expert help they need. For SMEs
It also runs a series of short training IP rights only give protection in the thinking about exporting there is a
courses covering every aspect of country where they are registered, so simple diagnostic tool that helps you
international trade management, if you are thinking of trading consider whether now is the right
sales and marketing, logistics and internationally, then you should time to export.
documentary requirements, and consider registering your IP
international trade finance. rights abroad. For more information go to
www.businesslink.gov.uk/
For more information visit the IoE The UK’s Intellectual Property Office bdotg/action/layer?r.
website at www.export.org.uk (UKIPO) can provide guidance: l1=1079717544&r.
www.intellectual-property.gov.uk s=tl&topicId=1084654164

34. Freight forwarding Useful export links
One of the other things you’ll need to
think about is how to move your Country Information Standards and Technical
goods overseas. Much will depend on BBC website Regulations
the nature of your goods and their http://news.bbc.co.uk/1/hi/ British Standards Institution
destination and you will need to country_profiles/default.stm (BSI)
evaluate the best combination of time www.bsigroup.com/en/
Foreign & Commonwealth sectorsandservices/Disciplines/
and cost with the characteristics of
Office country profiles ImportExport
your product. There are various www.fco.gov.uk/en/travel-and- National Physical Laboratory
methods of shipping goods: by air, living-abroad/travel-advice-by- www.npl.co.uk
road, sea, or rail. Some companies country/country-profile Trade Statistics
offer multi-modal solutions; this
means that they offer more than Customs & Regulations Trade Statistics
one service. HM Revenue & Customs National Statistics Information
www.hmrc.gov.uk www.statistics.gov.uk/hub/
index.html
For more information about freight Economic Information
forwarding please contact the British The Economist
UK Trade Info
International Freight Association at www.economist.com/countries
www.uktradeinfo.com
www.bifa.org Market Access
Travel Advice
Market Access Database
Foreign & Commonwealth
for Tariffs (for non-EU
Office
markets only)
www.fco.gov.uk/en/travel-andliving-
http://mkaccdb.eu.int/
abroad
mkaccdb2/indexPubli.htm
NHS
SOLVIT – Overcoming Trade
www.nhs.uk/nhsengland/
Barriers (EU markets only)
Healthcareabroad
www.bis.gov.uk/
EUMarketAccessUnit
Travel Health
www.travelhealth.co.uk

35. Contact
Aylesbury House
17-18 Aylesbury Street
London
EC1R 0DB
T +44 (0)20 7553 9930
F +44 (0)20 7490 5060
E info@millerrosenfalck.com
I millerrosenfalck.com
Member of Warwick Legal Network, an association of independent law firms.
I warwicklegal.com
Miller Rosenfalck is the trading name of Miller Rosenfalck LLP, a limited liability partnership registered in England
under No. OC301257 authorised and regulated by the Solicitors Regulation Authority (SRA No. 353380). A list of members is
available for inspection at the above address.

36. Stuart Miller – Senior Partner, Solicitor
T +44 (0)20 7553 9936
E sm@millerrosenfalck.com
Stuart advises on commercial and corporate matters and heads our German desk. Stuart’s
commercial work includes international and domestic brand protection, technology & IP licensing
and partnership issues. Recommended in Chambers Global 2011 directory. Stuart is a British
Business Advocate for UKTI's Catalyst scheme.
Steen Rosenfalck – Managing Partner, Solicitor & Advokat (L) (Denmark)
T +44 (0)20 7553 9931
E sr@millerrosenfalck.com
Steen Rosenfalck is head of Miller Rosenfalck’s Commercial team and of our Scandinavian desk.
Steen’s practice covers a broad range of commercial work with particular emphasis on business
migration and international trade.
Emmanuelle Ries – Partner, Solicitor
T +44 (0)20 7553 9938
E er@millerrosenfalck.com
Emmanuelle is an experienced employment solicitor and head of our French desk. She
specialises in all aspects of contentious and non contentious employment law advice to
employers and employees including contract drafting, cross border dispute resolution, executive
severance, planning and implementation of large-scale restructuring and/or redundancy
programmes and employees’ issues on the sale of businesses (TUPE).
Ian Baker – Partner, Solicitor
T +44(0)20 7553 6004
E isb@millerrosenfalck.com
Ian is an experienced corporate/commercial solicitor with a thriving practice in the franchise
sector and is an active participant in the Affiliates section of the British Franchise Association. He
is an active member of our firm's French and German desks. Recommended in Chambers UK
2012 directory.

37. All images © UK Trade & Investment except: Miller Rosenfalck logo at pages 1, 35 & 36 and all photos at page 36, © Miller
Rosenfalck LLP