The market is out there for UK businesses overseas, but they need to have the right “mindset” to make the most of this opportunity, a panel of award-winning exporters have said.
Speaking at yesterday’s (3 December) Import Export Show, hosted by the Chartered Institute of Export & International Trade, three British businesses acknowledged the challenges posed in recent years by regulatory change and supply chain disruption. However, they said that international trade was still a viable route to growth for UK firms.
“The numbers tell the story,” Chris Balmer, commercial director at Inciner8, told the event host and ITV journalist Nina Hossain.
“The UK has a population of 64 million. In the US it’s 350 million, in China it’s a billion. There’s going to be someone [in these markets] who wants your product.
“If it’s a good quality product, if you’ve got the right people, the right team, the design and the drive, you’re going to be able to export and succeed. The numbers don’t stop.”
Balmer added that there is a “mindset” that has emerged following Brexit whereby some businesses – particularly SMEs – have lost confidence in their ability to trade.
Take ‘small steps’
Bob Gokani, founder of EziDrops, agreed that mindset was an issue, but said businesses can “take action” by “researching [markets] and taking small steps”.
“Reach out to the Chambers of Commerce, the Chartered Institute, your DBT (Department for Business and Trade) advisor – at least start talking to people.
“If you have a negative mindset… you’re going to end up with nothing, but if you take small baby steps forwards, just by talking, that will rebalance your mindset.”
Repeated process
Adriana Santos, head of international at Tracklements, noted that exporting can initially be daunting because it is an “unknown” for many businesses. However, she said that once you’ve fulfilled your first order, it becomes a “repeating process”.
“Once the first order is out of the door, it’s just a repeating process.
“There’s no reason to shy [away] from exporting. It’s just that if you haven’t done it before, [you’re faced] with the experience, the fear of the unknown.”
Santos added that SMEs looking to grow through exports need to ensure that this trade is part of their wider strategy.
“It’s very important you have buy-in from the management team. If you don’t have members of the board supporting you to export your products, it’s an amazing battle, as you will come across challenges.”
Brand Britain
Balmer and Santos also agreed that British goods continue to be well-regarded around the world.
“There is significant value in ‘Brand Britain’ – we hear that from a lot of our customers,” said Balmer.
“All of our customers recognise the capability of British engineering and technology.
“There’s been a bit of navel gazing and despondency [since Brexit]… but this is not how the world sees us. It still sees us as inventors, engineers and creators.
“We need to have a little more belief in ourselves.”
“We really like to shout about the British provenance of our products,” said Santos.
Recognition
Each of the panelists has been recognised in export-related award initiatives over the last year.
Both EziDrops and Inciner8 have gained recognition in the Chartered Institute’s International Trade Awards, with EziDrops winning last year’s micro business of the year award and Inciner8 being ‘highly commended’ in the SME category this year.
Tracklements won exporter of the year at the Food and Drink Federation’s annual awards earlier this year.
The Import Export Show will return on 19 November 2025. You can already book your tickets for the conference here.
