Case studies:

SHOWCASING INTERNATIONAL SUCCESS

Fragrance company refreshes sales in US

Kenneth Turner | Luton

A Luton-based company is celebrating the opening of four new showrooms across the USA, following support from UK Trade & Investment. Kenneth Turner has built a strong global reputation as an innovator in the use of fresh, dried and preserved fl owers for home fragrances and candles since the mid 1980s. Originally from Northern Ireland, founder

Kenneth Turner started as a fl ower seller in Oxford but the company was transformed in 1986 when it created ‘Original’ – a lifestyle fragrance which received the Royal Warrant from the Prince of Wales in 1996. However, the company saw a dip in sales

in the mid to late 90s following intense competition in the market and it was clear that a long-term solution was needed.

Sales manager Silpa Patel explains: “We tried various ways of changing direction to improve sales but it wasn’t until 2008/9 that a decision was made to try and launch within the United States.” Joining UK Trade & Investment’s Passport

to Export programme, the company undertook extensive local market research and received valuable feedback on its products from both retailers and customers. It additionally interviewed a number of potential showroom owners across the country, subsequently establishing outlets in New York, Seattle, San Francisco and Los Angeles. >> www.kenneth turner.com

The right medicine PharmaTrust | Canada

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A chance meeting with the British Consul-General in Toronto led to a Canadian company’s UK expansion. PharmaTrust operates remote pharmacy dispensing equipment that uses video and scanning technologies to give patients face- to-face consultations and dispense prescriptions. During the meeting, President Peter Suma was referred to UK Trade & Investment.

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Spirits giant splashes out in Vietnam Diageo | London

Drinks giant Diageo has taken a 24 per cent holding in Vietnam’s spirits distiller, the Hanoi Liquor Joint Stock Company (Halico). The Johnnie Walker distiller has agreed to pay £33m for the stake in Halico, which has Vodka Hanoi as its main brand. Diageo will assist its new Vietnamese partner with logistics, branding and innovation. Gilbert Ghostine, head of Diageo’s Asia-Pacifi c division, said: “Halico’s strong distribution and recent investment into its state-of-the-art production facility speak of its ambitions in this market. Diageo has many successful partnerships in Asia Pacifi c and partnerships are integral to the way we want to grow our business in this region.” >> www.diageo.com

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Its advisers organised meetings with a range of UK stakeholders, including heads of pharmaceutical colleges, NHS executives and politicians. In May 2010, PharmaTrust opened a London offi ce, with plans for a second in Birmingham. Suma says: “UK Trade & Investment outperformed all of our expectations, offering practical support and advice every step of the way. When we fi rst approached the organisation, we expected a polite response directing us to websites. But, what we got was direct engagement with an account manager who understood what we needed and proactively contacts us on a daily basis to let us know about new opportunities. It’s like having an addition to the company. We have already won the support of two major brands in the UK, and signed up two hospitals to trial our hospital dispensing system. We are very positive about our future both here and in Europe.” >> www.pharmatrust.com