BUSINESS WEST – CONNECTING BUSINESSES


Fox Gourmet Foods finds home overseas


D


ella Fox, a former chef, established Fox Gourmet Foods eight years ago, keen to create a business that worked


around her growing family. Her range of home-made jams and


condiments were inspired by the produce available from local farms and orchards and created in the kitchen of her Bath home. The range of artisan products, many based on


old family recipes, quickly grew in popularity, with Fox Gourmet Foods supplying independent food stores, delicatessens as well as large retailers such TK Maxx and Selfridges across the UK. Two years ago Della began exploring


opportunities to export. She said: “The condiments market in the UK is pretty competitive so I always had export in mind as an option. “A couple of years ago I


Getting on board


with the culture Although Germany is one of our closest neighbours in Europe, business practice and culture can differ more than you might expect. Some of this can be put down to


‘The


decided it was time to start looking at the opportunities available to sell overseas. I quickly realised there was a wealth of support and advice available for small businesses with an interest in export. I have my own dedicated adviser who is always at the end of the phone to provide advice and support. “I’ve also taken advantage of all the events


condiments


market in the UK is pretty competitive so I always had export in mind’


and seminars available and would definitely recommend using the FoodEx directory, the Enterprise Europe Network database and events and other online platforms to build contacts with international buyers.” Today Fox Gourmet Foods export to the US, Germany, The Netherlands, Spain, Singapore


and most recently Sweden. Della continued: “There are


export opportunities available for all types and size of business, our international customers range from


larger retailers to small, independent delis. I’d urge any business looking for new outlets for their products to see what’s out there.” There is something out there for everyone,


there are lots of opportunities for smaller producers to export, some of our regular customers are small, independent delis – it’s definitely worth exploring the opportunities.”


Virtual expo for food firms


Business West has launched the very first virtual expo of its kind, aimed at enabling the region’s food and drink companies to meet international buyers from the comfort of their own premises. An extension of the support already offered


to companies on the soon to be renamed FoodEx South West programme, which offers food and drink companies a chance to meet with European and international buyers in order to start exporting their products. Companies will now be able to set up a virtual


exhibition stand on the platform to display their brochures, videos, product features, contact details and samples to the 100 plus buyers already engaged with the programme. Following the runaway success of our two


‘meet the buyer’ events held in Bristol earlier this year, Business West has developed a more convenient and cost-effective solution for buyers and producers to interact and transact online. Majid Lazraq from Wonderfood, a Belgium-


based distributor said: “I have had clients for over ten years who love very unique and unusual food products for their stores and the South West of England always produces high quality unique products. Using the new virtual platform, I will be able to scope out the variety


of businesses who are exhibiting and make contact with them 24 hours a day, seven days a week to talk about their products and business, and even order some samples for my clients.” South West food and drink producers can


apply for a stand on the Great British Food Fair, which is free of charge until 31 December for the first 100 applications. This will allow them to take part in virtual meet the buyer events between now and the end of the year with Spanish, Nordic, American and Indian buyers. If you are interested in applying for a stand, visit www.greatbritishfoodfair.com


language. While it is true that almost every young person who studies up to A level tends to take English as their foreign language, which can lead British business people to assume that “everyone speaks English” in Germany, a recent poll said that only 50% of German company directors would be confident about holding a phone call in English. As a result, forced to speak in a foreign


language to do business with you, Germans may come across as brusque, or even perceived as rude, when they are literally translating what they mean to say in German into English. They are being perfectly polite in their own language! Here are some tips to get the best out of


doing business in Germany: 1. Deliver what you say you will do. We


often come across as being wishy washy and ditherers, so don’t say “I’ll try for Tuesday” because the German hears Tuesday! 2. Allow extra time if necessary. It might


come as a surprise that German customer service may be of a lower standard than in the UK; our lead times are often faster. 3. Germans will often start negotiations


with a challenging statement. Don’t jump to the conclusion they are being rude or don’t want your product. This is your chance to prove your product or service’s worth. 4. Don’t be afraid to go back to “old fashioned” features and benefits.


Export workshops


Are you an SME looking for new ways to grow your business? There is a whole world out there, so seize the opportunity today to learn how to access new markets and create an action plan to start selling overseas. Attend our interactive workshops to hear


from our expert facilitators about the vital steps you should take to start selling your products and services internationally: • 18/07/17 – Swindon • 07/09/17 – Poole • 21/09/17 – Plymouth • 16/11/17 – Bristol


For more information and to book visit: www.export4growth.co.uk


JULY/AUGUST 2017 insight 17 Berlin, Germany’s capital


inspire


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