48 INTERNATIONAL TRADE
William Blythe’s plant
MADE IN LANCASHIRE SOLD TO THE WORLD
The United States, Germany and Netherlands are Lancashire’s top three export markets according to data from the Department for International Trade. Here companies trading with all three nations share their experiences and advice on how to do business there
A cut above the rest
REM in Nelson can trace its history of manufacturing salon, spa and barber furniture back to 1918.
And that heritage plays an important part in the company’s sales pitch as it exports its products around the world.
REM, which has an 85-strong workforce at its Lancashire home and an annual turnover of £6.5m, exports to some 50 countries.
It is strong in Europe, with the Netherlands a key market. Other export territories include the Middle East and the business has set its sights on further development in Scandinavia as well as the potentially lucrative cruise ship market.
Karen Byrne, a member of its export sales team, explains that the business operates through a network of distributors, which are key to its overseas performance.
She says: “We have good network of distributors, working closely with them to increase sales. Your network is only as good as the relationship you have with the distributor. You also have to remain pro-active.”
She adds: “Our heritage helps. We always highlight the fact we are a UK manufacturer and what we are delivering is British made.”
When it comes to the Netherlands, Karen says: “It is an important market for us.” The business has a showroom for its products near Rotterdam and is actively working to further increase its sales there.
She adds: “When it comes to exporting, preparation is everything. Take a good, close look at the markets you want to enter.”
TOP THREE GOODS 2.
EXPORT MARKETS 1.
United States £846m
Germany £763m
3.
Netherlands £405m
2021 Department for Business and Trade figures
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