international trade 19


Breakthrough to help unleash export potential


Through its unique Breakthrough programme, Santander UK is identifying Britain‘s most entrepreneurial small and medium-sized businesses and targeting them with dedicated support, finance and the chance to open new sales channels around the world. Boosting the UK‘s export trade is a key element in the government‘s strategy for returning the economy to growth, with the 2012 Budget including a target of doubling exports to £1 trillion by the end of the decade


The focus of the trade missions is on countries where Santander has a strong presence and deep knowledge of the local economy and region. “Delegates are carefully selected from our customer base of fast-growth SMEs, with an emphasis on businesses that are both export- ready and able to fully utilise the support the Breakthrough programme can provide.“


A number of further missions are planned for the second half of 2012. “The range of contacts is exactly as would be expected by a business hoping to enter a new international market,“ Williams added. “We introduce SMEs to potential partners, suppliers and customers, useful contacts within the public and private sector business support structure and to our own staff.


The aim is to ensure that delegates learn something of the opportunities in the marketplace, experience the feeling of being in-country and make connections that may be beneficial to their businesses in the future.“


Delegates from the inaugural Santander trade mission


Exports represent a valuable growth opportunity for small and medium-sized businesses at a time when domestic markets are flat. A survey of more than 8,000 businesses released in mid-June by the British Chambers of Commerce (BCC) found that 44% of respondents would be more likely to consider exporting if sales revenues deteriorated and that more than half of companies that are already exporting would look to increase exports further if faced with a deterioration in domestic market conditions.


However, the BCC survey also showed that funding is a major barrier to tapping into overseas markets. Nearly two thirds of the potential exporters surveyed viewed difficulties accessing finance as a reason not to trade overseas.


The Breakthrough programme, which is making £200 million available to entrepreneurial firms with a track record of growth, a strong business plan and international ambition. Firms entering the programme will typically have annual sales of between £500,000 and £10m and annual growth rates of 20% or above.


These ‘growth champions‘ will also receive advice from leading business people through masterclasses hosted by world-class companies and have the opportunity to participate in international trade missions.


John Williams, head of the Breakthrough programme at Santander, explained that in addition to providing growth capital, the programme gives participants a chance to see how businesses such as Google and LoveFilm plan and manage growth. “Growth is not just about finance, it is about people. There is our enternship programme where fast-growth SMEs


are supported in employing talented graduate interns as well as a series of ‘Breakthrough Live‘ events where business owners have the opportunity to learn from one another and from those further up the growth curve. Speakers at these events have included Allan Leighton, former chairman of the Post Office as well as presentations from senior management at Google and HP on issues – particularly technology – that challenge fast-growth SMEs.“


International marketing support is another element provided to growth champions through partnered export seminars and trade missions – organised in conjunction with partners including UK Trade & Investment. These offer a unique opportunity for businesses to meet local legal, finance and marketing experts as well as attend organised sales meetings with potential suppliers, distributors and customers, potentially resulting in overseas contracts.


The inaugural mission saw 10 entrepreneurs from sectors as diverse as fashion and transport infrastructure travel to Brazil, one of the world‘s fastest-growing economies. The most recent Santander trade mission visited the world‘s largest economy, the US, where meetings were scheduled in Boston and New York for business ranging from snack bar producers to door manufacturers. A number of contracts have already been signed as a result of contacts made on these trips.


Fraser Harper, founder of British high fashion brand LN-CC, participated in the Brazil trade mission and described the organisation as ‘superb‘. “There was a great mix of business people and the atmosphere throughout the trip was a perfect mix of business and pleasure.“


THE BUSINESS MAGAZINE – SOLENT & SOUTH CENTRAL – JULY/AUGUST 2012 www.businessmag.co.uk


According to John Longworth, director general of the BCC, motivating more firms to take part in trade missions is a key step in getting more companies thinking about adapting their products for the export market. Success stories from the events range from an immediate supply contract to – in the case of several businesses – building contacts with companies that could in time help boost sales dramatically.


Working with companies who trade internationally is not a new thing for Santander, neither is it something reserved for their Breakthrough champions. Local business Skape recently secured finance to expand its operations overseas. Skape‘s founder Mark Parson commented: “One of the reasons why Santander secured Skape‘s business is the bank‘s strong international trade focus. Skape has grown significantly over the past few years, and this new funding package enables us to take this growth to the next stage. Santander took the time to understand our business and our plans, and we are confident they are the right banking partners for our next stage of development.“


Santander UK has a comprehensive trade finance and international business capability. The Breakthrough team works alongside them to provide the appropriate supports for fast- growth SMEs wanting to trade internationally.


The Santander Breakthrough programme is being rolled out across the country, with events taking place throughout the year. To read more about the scheme or to register your interest, visit the website or contact your local relationship team.


Details: 023-8083-1995 www.santanderbreakthrough.co.uk


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32