REAL LIFE EXPORTER

assistants the lab A laboratory equipment fi rm has a winning formula in some of the world’s toughest markets, fi nds Janet Tibble E

agle Scientifi c is fl ying high in Africa. The Nottingham-based business is based solely on exports and specialises in the

world’s more challenging markets. It has done work in Iraq and hopes to

return to do business in Libya with new vigour following the country’s revolution. Algeria is Eagle Scientifi c’s latest African market, achieving £8m worth of vocational training business there in just 18 months. Now it has South Sudan, Africa’s newest country, in its sights. “I always think, if it was easy everyone would be doing it,” says special projects manager Geoff Swainson, pictured right. “In theory, there is not as much competition in these markets. However, the competition we do have is just as experienced as us, but hopefully there is enough business for everyone.” Established in 1979, Eagle Scientifi c employs around 33 people in its offi ces and warehouse complex. It has a small manufacturing facility, where it makes scientifi c educational apparatus, but is predominantly a trading company buying equipment from manufacturers worldwide, consolidating in Nottingham, and shipping to clients around the world as a single source supplier. Operating as an international project contractor, it offers consultancy, vocational training and procurement to public and private sector clients, but its main business is supplying equipment to the education sector, from primary schools, universities and vocational training institutes to scientifi c and medical research facilities. Customers include ministries of health,

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education, science and manpower in various overseas governments, with signifi cant demand coming from aid- funded projects fi nanced by bodies like the UK Department for International Development, the World Bank, the Regional Development Bank, the United Nations and European Union institutions. “Historically, our best market has been Nigeria, because that’s where the company fi rst established itself,” states Swainson. “The countries of sub-Saharan Africa, including the Gambia, Ghana and Sierra Leone in the west; Tanzania, Kenya, Uganda and Ethiopia in East Africa; and Southern Africa are our mainstays. “We have expanded into the Arabian Gulf, the Indian subcontinent and Asia and are branching out more into developing countries such as Kazakhstan, Uzbekistan, Turkmenistan and Mongolia. Much of our aid-funded work comes via international tender procedures as we have spent the last 30 years working in that arena.” For a company like Eagle Scientifi c, working in relatively obscure markets and grappling with the challenging international tender process, UK Trade & Investment can offer invaluable help. The fi rm has recently commissioned Overseas Market Introduction Service (OMIS) reports on East Africa and Angola. It also works with the Aid Funded Business Service, run by Birmingham Chamber of Commerce on behalf of UK Trade & Investment, through which it has participated in trade missions to East Africa. International trade adviser Chris Foster, based at the UK Trade &

Investment offi ce in Derby, offers regular advice and support. “Chris previously worked in our industry, so he has been very helpful, including us in various overseas trade visits and inward missions when we have been able to host delegations from Nigeria and South Sudan,” says Swainson. “Two colleagues have recently returned from an Aid Funded Business Service mission to New York to visit United Nations agencies. “During overseas trade missions

there are receptions and networking opportunities where we can access senior politicians and members of the local education community. In addition, I receive UK Trade & Investment alerts for relevant international tenders and business opportunities.” Eagle Scientifi c has a continuous

programme of international expansion. One of Swainson’s latest targets is Kazakhstan, a country which he has visited several times.

“Industry body TVET UK runs missions with the support of UK Trade & Investment,” he explains. “I have been working closely with the UK Trade & Investment team at the British Embassy in Astana, who have been nothing short of excellent. Commercial offi cer Sholpan Tursynbayeva came with me to meet the Kazakh Ministry of Education and even acted as an unpaid translator. “I see great opportunities there for us and other UK companies as there is a big demand for vocational training, including English-language training, and a wide range of equipment.” ■ www.eagle-scientifi c.co.uk

PHOTOGRAPHY: JP FROGET