Hear from four hi-tech exporters:
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Actronic Technologies
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Truescape Visual Reality
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Senztek
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Multifit Hospital Supplies
Actronic Technologies
The primary and secondary research work conducted by Business to Markets Ltd was instrumental in us prioritizing our re-entry to the European market. Simon’s language skills and prior in-market experience also helped to re-engage with major accounts that had become a little neglected as we focused on other opportunities. Without the assistance from Simon and his team getting the European market up and running would have taken a lot longer.
Actronic Technologies has since strengthened its position in Europe by opening a European sales office in the Netherlands, appointing distributors in new markets and developing closer relationships with major accounts. These initiatives have led to strong sales growth over the last two years.
Nathan Cables
Business Unit Manager - Regions and Channels, Actronic Technologies
Truescape Visual Reality
Business to Markets Ltd worked closely with Truescape Visual Reality to develop and refine a three stage process to assess potential locations for our first overseas office. Each stage looked at a smaller number of regions in more detail. Simon and his team identified relevant data from a number of different sources and compiled this in a form that could be used to rank regions by quantitative and qualitative indices.
Parts of the work were quite challenging and we appreciated the enthusiasm, original thinking and international connections that Simon brought to the project.
Truescape Visual Reality has now decided to locate in New England, USA under the NZTE Beachheads Programme.
Robert Mann
Chief Executive
TRUESCAPE VISUAL REALITY
Senztek
Simon Fawkes has been providing marketing expertise to Senztek for over two years and in this time has been instrumental in assisting us to obtain market development grants, attend major European trade shows, create product branding and collateral, and prepare our international market development plan.
Having a well prepared market development plan and assistance with the funding to implement it has enabled Senztek to progress its export ambitions faster than if we were to have gone it alone. Simon’s network of trade commissioners, academics in the field of International Marketing, business acquaintances, and industry players has been skillfully adjoined to Senztek’s network thus creating a larger and more effective community within which Senztek is able to develop strategic opportunities. Simon’s command of languages, especially when working within the European community has been invaluable in making introductions and demonstrating Senztek’s ability to participate on a world stage.
Senztek is now known in Europe and is poised to make best advantage of our new networks. In our home markets we are also making good progress with the assistance of Simon and Business to Markets. Simon has demonstrated an ability to operate both in an international and a local NZ based environment.
The story is still unfolding however it has progressed far faster than we could have imagined and this is in large measure due to the skills and abilities of Simon Fawkes. Simon is a pleasure to work with and a very good friend of Senztek.
Brian Knolles
Chief Executive Officer
Senztek Holdings Ltd
Multifit
"I cannot afford to fail ... so I hired the best Export consultant money can buy and wasn't disappointed!"
Hi my name is Wayne Manson and my company is Multifit Hospital Supplies Ltd. My latest invention is a Leg Lifting device that lifts your legs onto your bed and is of great benefit to people that have a disability. This product has been selling well in New Zealand and I thought it would also sell overseas. The problem is I am great at inventing things but I don't have any exporting experience. Added to that cannot afford to make costly mistakes learning about how to get my product into the international market place. This is where Simon Fawkes of Business to Markets has been such a huge help to me. Simon knows a lot about how to get the best results from an EXPO and then following those results up and turn them into sales.
I was first introduced to Simon at a business breakfast meeting and right from the start felt comfortable talking with him. I was impressed by his knowledge and the way he seemed to relate so positively to the potential of my Leg Lifter invention. Later on I was also impressed with his resourcefulness, coming up with specialised contacts like Blue South who translated our brochures and manuals into German and Simpson and Grierson who have done an awesome job with our distributions agreements.
Simon designed a strategy for promoting the Leg Lifter which included pre EXPO research, stand design, and a follow up plan. This gave me the confidence to forge ahead with our project to promote the Leg Lifter overseas.
In 2005 Simon and I had a stall at the Naidex EXPO in Birmingham UK. And also stalls at the Medica EXPO and RehaCare EXPO in Dusseldorf in 2008. From that exposure we now have a very active distributor in the UK and we have just signed a distribution agreement for Canada. We are close to signing a distribution agreement in the Netherlands. Simon's knowledge of other languages has also been very useful on our stand as being able to speak the prospects language helps make them more comfortable and was a stepping stone to continuing relationships with additional prospective distributers. Currently income from exporting represents 10% of our turnover and I am confident that with Simon's help we can double that figure this year.
One of the first things I learnt in business is that the more people you can help the more successful you will be. And it is a great feeling to be able to help people with disabilities. I am very grateful for Simon's assistance and commitment to this project and would recommend him to anyone who wants to begin exporting.
Wayne Manson
Director
Multifit Hospital Supplies Ltd
