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Slides from a talk given by Jeremy Corner, owner of Blue Eyed Sun and Ivy Ellen, on the challenges of exporting overseas. The talk was given in association with the UKTI and Autumn Fair International 2014 at the NEC, Birmingham, United Kingdom. Blue Eyed Sun has had great success distributing its British handmade greeting cards both in the UK and in many countries around the world.
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Overcoming the Challenges of
Exporting Overseas
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
11:45 to 12:15 Tuesday 9th September 2014 Autumn Fair International - UKTI Theatre
• Leading UK publisher of greeting cards
• Launched in 2000. Exporting since 2003
• Main focus on UK market
• Controlled international growth
• Since 2012 have grown in 15+ countries
• Work primarily with distributors
• Managed without travelling abroad
Jeremy Corner Tweet @Blue_Eyed_Sunwww.blueeyedsun.co.uk/blog
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
Before You Start - Can you handle extra business?
• What are the risks?
• Large volumes & more warehouse
• Supply chains lengthen
• Mistakes are magnified
• Margins are reduced
• Is your product proven?
• Do you have systems in place?
• Do you know your numbers?
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
The Potentially Negative Impacts!
• Cashflow strain
• Credit Risks
• Currency fluctuations
• Quality control
• IP Risks
• Freight forwarding issues
• Miscommunication problems
Click here for the .gov export site
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
The Potentially Positive Impacts
• Can improve how you do things
• Larger volumes
• Access to new markets / sales
• Your products go global
• Meet new people
• Grow your business
• It’s good for the UK
Click here for the UKTI website
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
Export Sales Options
• Direct to retailers
• Sales reps / managers
• Set up sales agent network
• International sales consultants
• Work with Distributors
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
Identifying Markets - where to start
• Trade Magazines
• Trade Fairs
• Trade Associations
• UKTI
• Networking
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
You will need help
• The extra orders mean more admin
• Paperwork needs close attention
• Different logistical requirements
• Product alterations
• Different time zones & languages
• You must stay on top of export sales
• The volumes can ramp up quickly
• Don’t lose focus on UK sales
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
Export Lingo and Key Terms
• Pricing - get your prices working for you & distributor
• Quote prices in GBP or USD rather than £ or $
• “Ex-works” - means you deliver to freight forwarder
• “Free on Board” - means you deliver on to the ship
• “Fx” means foreign exchange. Eg. Sage International Payments
• “MOQ” means minimum order quantities (what are yours?)
• “Proforma” means payment up front - insist on it to start with
• You may need to set up USD and Euro bank accounts
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
HMRC - overview for VAT registered exporters
• You must keep good records and copies of
paperwork (incl. emails, bank receipts, etc)
• Must have proof of export for all goods
• Track all of your exports to EC countries
for the EC Sales List
• Must note and check EU VAT Numbers of
your customers / distributors in the EU
Click here for HMRC Guide on Export
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
Blue Eyed Sun
• Export paid our first home deposit
• Biggest order we’d ever had
• Took us six weeks solid to make it
• Changed our distribution plans
• Start of a long lasting relationship
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
How export led to meaningful profit growth
Blue Eyed Sun
How export led to the growth of our people
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
• Delegation
• Goal focussed
• Raised our game
• Stronger, busier team
• Step up or step out
• Reduced dead wood
Blue Eyed Sun
!
• Extend product life cycles
• Best sellers still sell abroad
• Spreads development costs
• Better, cheaper production
• More options for clearance
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
How export led to improved sales
Blue Eyed Sun
How export led to improved systems
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
• Warehouse layout
• Stock control
• Efficient productivity
• Economies of scale
• Effective Marketing
• Use Sage for multiple currencies
Blue Eyed Sun
How export led to product development
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
Original Vintage Design
Adapted Vintage DesignNew Picnic Time Design
Where will export lead you?
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
Read more at: www.blueeyedsun.co.uk/blog
THANK YOU
Tweet: @Blue_Eyed_Sun
Blue Eyed Sun - Hall 4 - Stand 4D03
Overcoming the Challenges of Export - Autumn Fair 2014 Jeremy Corner - Blue Eyed Sun - Stand 4D03
The Ladder Club 4th & 5th November 2014
