Glasgow Business . 35 www.glasgowchamberofcommerce.com


customers is a costly affair, and it can be, if the correct research is not carried out. But sometimes you have to be prepared to outlay a portion of your own capital or, to quote a well-known phrase, “speculate to accumulate”. Lack of knowledge and


understanding is a main concern of SMEs when exporting. “Responsibilities do not end at the factory door,” added Sue Wright. When some businesses land


contracts overseas, they instantly go on the defensive by wanting the customer to arrange collection of the goods, but the UK seller still has many responsibilities to the official bodies in this country first, including VAT. Understanding what paperwork


is required in the UK, and in your buyer’s country, is key. Incorrect or incomplete paperwork can cause lengthy delays on arrival at the destination, which can lead to expensive demurrage costs, and this


is usually passed back to the seller. When trading with customers


overseas, networking is essential. Scots, and in particular Glaswegians, are famed for their charismatic personalities and friendliness across the world, so use this when trading with international clients. When networking with clients


overseas communication is key. In countries such as USA,


Canada, Australia, New Zealand and other English-speaking countries, there is no language barrier to overcome. Trade elsewhere and it is likely that mono-lingual businessmen and women will encounter some problems being understood. UK businesses are less


inclined to open up lines of communications with those countries where English is not their first language, despite their


Continued on page 36> >


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