Glasgow Business . 29 www.glasgowchamberofcommerce.com


STATISTICS


SCOTLAND’S TOP FIVE EXPORT SECTORS IN 2013 (£billion)


Food & drink


Petroleum & chemicals Professional services Machinery


£5


£3.5 £1.9


Computers/electronics £1.4


% increase 2002-13 81% 74%


140%


£1.8 131% 71%


EU USA Norway Switzerland UAE


Singapore China Australia Canada Japan


South Africa Brazil


SCOTLAND’S MAIN EXPORT MARKETS £12,910m


£3,910m


£1,110m £615m £605m £585m £580m £435m £345m £295m £285m £285m


SCOTLAND’S MAIN EUROPEAN EXPORT MARKETS


Netherlands Germany France Denmark Belgium Eire


Spain Italy Sweden Rest of EU 28


£2,040m £1,945m £1,845m


£1,420m


£1,000m £920m £870m


£745m £715m


£1,410m


EXPORT DESTINATIONS SEEING LARGEST GROWTH PERCENTAGE SINCE 2010


China


59% Belgium


Source: Scottish Parliament Information Centre; Scotland’s international exports 2015.


85% Caribbean 57% Denmark 139% Hong Kong 100%


ROAD AIR SEA


Dos and don’ts of exporting


Suzanne Sosna, SDI’s Head of Trade and Investment Services, main dos and don’ts of exporting » 1 Do the right research. Email enquiries off er the fi rst step to export sales, but it does not mean that this market is the best one for the company. Research should show what the potential market is, its maturity, the possible partners and the types of intermediaries required, the regulatory environment and the competition. And credit checks can be done. » 2. Best route to market Sometimes, this will be similar to the market structure in the UK but it might involve fi nding a distributor or an agent, or direct customers. It might also involve fi nding a partner in the sector who could off er a Scottish company’s products or services complementary to their own, through a joint venture, a licensing agreement or even by employing staff in the overseas country. It’s very important to get the right legal advice on the market and to


COMPLETE LOGISTICS PROVIDER


www.eurogate.co.uk


avoid any agreements that the Scottish company could later fi nd diffi cult to get out of. » 3 Marketing This is often where having the right partner can be a huge help. The importance of ‘localising’ the product or service will vary depending on the sector and the route to market. The logistics of transport for physical goods and the regulatory requirements need to be understood, but here again, expert advice supports companies as they fi nd their way through this. » 4. Think international It is absolutely possible to grow a business in Scotland without ever achieving a UK customer. If the product or service is most likely to succeed elsewhere, there is no reason to doggedly focus on the UK when success would be more easily achieved in another market. Thinking internationally, learning from overseas partners and customers, being fl exible and ready to adapt as required – all help Scottish companies every day grow through international trade.


Delivering logistics solutions for over


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years CONTACT US 0141 248 6011 glasgowoffice@eurogate.co.uk


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