Upload
merilyn-welch
View
215
Download
0
Tags:
Embed Size (px)
Citation preview
TEMGTechnology Export Manufacturing Group
An Initiative of the Scientific Industry Action Agenda
TEMG Vic since 2000- Networking- Expert Presentations- Site Visits
Strongly Supported by Vic Government
TEMGTechnology Export Manufacturing Group (NSW)
Objectives Expand the scientific equipment and reagent manufacturing Encourage global business - manufacturing businesses to develop and exportStreamline the ability of companies to grow export businessDevelop linkages with public research organisations Stimulate an environment to allow science businesses to grow and prosperCreate linkages with tertiary institutions to develop skills and training required by the industry
TEMG(NSW) Program
Phase 1: 6 x 1 Hour Session- Presentation- Round Table Discussion- Networking
Phase 2: Cooperative Programs- Joint Marketing- Mergers- Lobbying
6 Meeting = 18 months
Topics for each meeting1) How to generate more export business 2) Industrial Design – how to improve product
presentation3) Reverse Distribution – a mechanism to turn
importers into exporters4) Branding and Imaging for SME’s5) Conferences, Meetings and Trade Shows –
how to maximise the effect.6) Funding the growth of a SME
Who is NIR Technology Systems
Founded in 1996 by Phil Clancy who has more than 20 years experience in NIR TechnologyDesigns and manufactures Near Infrared AnalysersMarkets: Agriculture, Food, Pharmaceutical, Chemical, Plastics, others.
World Wide Distribution Network
Worldwide distributor network – NZ, SA, UK, USA, Italy, France, Spain, Germany, Greece, Denmark, Turkey, Argentina, Brazil, Chile, Uruguay,Poland, Czech Rep, Hungary, Japan, Thailand, Singapore, Malaysia, Tiawan, China, India,Ukraine,Pakistan,Indonesia, Philippines.
Grain Analysers Food Analysers
On Line Analysers Industrial Analysers
NIRTech’s Products
NIRTech’s Exports
2000 – 2006 $4.2 million export70-80% of revenuesItaly and Japan – Grain AnalysersSpain – Olive AnalysersTurkey and Taiwan– Flour AnalysersFrance and Germany – Food Analysers
Growing Your Business Through Exports
Australian markets = 1-2% of world markets50 to 100 times more market opportunities through exportsAustralian markets =Too many competitorsPrice Driven
Exporting is not difficult.
Basic Steps to ExportingAppoint distributorsTrain distributorsVisit distributorsSupport distributorsRepeat the above
Finding Distributors
Trade shows and conferencesBuyers guidesTrade magazinesSame market profileSame technology experienceDistributor facts sheetDistributor agreement
OEM Distributors
Existing Market PresenceSpecialty Market FocusGenerally Larger = More ResourcesLarge OrdersLess Margin
Training
The most important issue for successTechnology trainingSales trainingService trainingGroup training – Annual Sales MeetingsIndividual training – In house training for small groups
Visit Distributors
Developing relationshipsPrinciple to Principle
Greasing the wheelGenerating enthusiasmSales visitsOpening up new business opportunitiesMarket research & market feedback
Support
Marketing – press releases, brochures, posters, sales aides, web site.Application, technical and service notesPrice list – Simple to followRapid email responsesRapid shipment for parts etc.Listen to your distributors, ie, your customers
Where is NIRTech Heading?
2020 revenues > $15million p.a.Offices in USA, Europe and AsiaAlways looking for OEM agreements2012 Public Listing
Challenges Ahead
How to Fund Growth
How to Attract Good Employees
How to Manage Cash Flow
How to Get Out