SUMMER / AUTUMN 2009

WORLD OFOPPORTUNITY

INWARD INVESTMENTRECORD NUMBER OF PROJECTSSECURED IN THE NORTH WEST

THINK CHINAEMERGING OPPORTUNITIESIN CHINA’S REGIONAL CITIES

THE BALTICSLITHUANIA, LATVIA AND ESTONIA ARE AMONGTHE FASTEST DEVELOPING COUNTRIES IN EUROPE

MAINTAINING INTERNATIONAL TRADE LINKSHAS NEVER BEEN MORE IMPORTANT

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FLYING HIGHMANCHESTER AIRPORT’S COMMERCIAL DIRECTOR,ANDREW HARRISON, EXPLAINS THE ROLEOF THE AIRPORT IN SUPPORTING NORTH WEST BUSINESSES...

Think of any airport and holidaysimmediately spring to mind. But for localbusinesses, Manchester Airport is so muchmore than two weeks in the sun.With a catchment area stretching from theMidlands to the Scottish borders, the airportprovides business people with direct accessto 190 global destinations including keytrading cities such as New York, Dubai,Brussels and Chicago.

A comprehensive range of airlines flying tokey global business destinations are crucial ifManchester Airport is going to be able to trulyserve the business community. That’s why ahuge part of my role here is to encourageairlines to introduce new routes and additionalfrequencies to those important destinations.In the medium term, we aim to launch directservices to theWest Coast of the USA, theIndian sub-continent and the Far East.

In the last twelve months alone, we’ve investedover £80 million in redeveloping our threeTerminals. As a result, passengers experiencean efficient security process because the searchareas have doubled in size with the latest x-raytechnologies installed, virtually eliminating longqueues. The departure areas also offer businesstravellers Wi-Fi zones, quiet seating andexecutive lounges.

We have also invested over £75 million in groundtransport links. Trains run betweenManchesterAirport, the city centre and the wider North ofEngland 24 hours a day, seven days a week.Car journeys are also well served with a widerange of car parking options.

Manchester Airport has a strong track recordin supporting fledgling local businesses.For example, in the last twelve months we haveintroduced aWythenshawe-based cateringcompany, Brodericks, to Terminal 2 and we arehelping them understand the specialistrequirements of operating in an airport, sharingour knowledge of passenger profiles andestablishing an on-going partnership to developtheir business.

On-airport business accommodation is alsoproving an attractive proposition for internationalcompanies looking for a local home, andManchester airport offers five self-contained,high quality office buildings located close tothe main terminals, hotels and ground transportlinks. Bespoke developments for industrialbusinesses are available through the airport’sproperty and estate management arm, MAGDevelopments, which offers flexibility in termsof space and leases, as well as offeringexclusive design and build opportunities forpotential occupiers.

TheWorld Freight Terminal is a major logisticshub offering a range of flexible transit shed andwarehouse facilities with some units havingdirect airside access. Cargo and freight airlinesoperate fromManchester Airport to a networkof global destinations, making theWorld FreightTerminal a critical access point for goodsmoving between the North of England and therest of the world.

Recently, we opened a new consolidationcentre next to the airport built specificallyfor logistics experts Norbert Dentressangle.

The facility now consolidates deliveries from20 retailers and caterers. All goods are securityscreened by two specialist x-ray machines, andproducts are delivered five times a day to airsidelocations by security-cleared drivers, with up to16000 units handled weekly.

Manchester Airport is key to enabling theregion’s businesses to trade globally.We know that our future development isintrinsically linked to the success of the regionand that ‘s why we’re committed to developingour role as an economic driver by delivering realbenefits to the business community that weserve at home and abroad.

To find out more about howManchesterAirport could help your business,visit our websites:www.manchesterairport.co.uk(look for “doing business with us” in the“about us” section)www.mag-developments.com for propertyopportunities

Or contact me directly on 0161 489 3690or via email atandrew.harrison@manairport.co.uk.

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AManchester company specialising intraining and simulation equipment for thetransport industry is proof that you cansucceed in China’s regional cities, havingrecently established a successful partnershipwith the Xi’an Feibao Airport EquipmentCompany Ltd.

Thanks to the collaboration EDM Ltd, based inNewton Heath, have recently received ordersworth over £500,000 to supply cabin and flightcrew training equipment to China Southern,Xiamen Airlines and the Civil AviationAdministration of China Flight Training Centre.

Feibao is based in Xi’an, in Shaanxi Province,rather than one of China’s traditionalcommercial centres, but is the country’s

market leader in thedesign and manufactureof flight crew simulators,giving EDM access to amajor growth market.

EDM is one of only twocompanies worldwide withan agreement from Boeingto manufacture the newB787 simulators, so it made sense for Feibaoand EDM to co-operate. The two companieshave since signed a Memorandum ofUnderstanding and, after consultations withthe Feibao design team in China, EDM are nowdelivering the first orders for the trainers forboth the Boeing B737, and B787 and also theAirbus A330.

Mike Bonney, Head of Sales and BusinessDevelopment for EDM says,

“We believe this is the start of an ongoingproductive relationship with Feibao, andare now working with UKTI to investigatethe possibility of setting up a joint venturein the future.”

EDM ARE FLYING HIGH WITH CHINESE AIRLINE CONTRACTS

THINK CHINA – ACT REGIONALNorth West businesses are urged tomake the most of emerging opportunitiesin China’s regional cities in a new reportfrom UK Trade & Investment (UKTI) andthe China Britain Business Council (CBBC).

China is well established as a priorityhigh-growth market, but traditionally UKcompanies have focused on a small numberof large, established cities such as Beijing,Shanghai, Shenzhen and Guangzhou,overlooking the potential elsewhere.These established cities are now extremelycompetitive and medium and small companiesmay find it hard to break into the markets there.

However, a detailed research projectundertaken by UKTI and CBBC in conjunctionwith the Centre for International Business at theUniversity of Leeds, has identified 35 regional

cities in China offering great prospects for UKcompanies.This research looked at the 274 municipalitiesin China which have a population over 1 millionand using factors such as economic size,growth rate and population reduced this toa list of 35 “regional “ cities, which were thenfurther ranked in terms of their attractivenessfor business activity and sector opportunities.

The cities range from Chengdu and Hangzhou,to Qingdao andWuhan. The results show theregional cities all share rapid economic growth,low input costs, large and developing consumerand industrial markets, strong local governmentsupport and policy momentum in regionaleconomic development.

The information can assist companies to targettheir efforts in China more effectively – and UKTIwill be using the regional civic links we have

with cities such as Chengdu andWuhan to buildon this work and help companies do business inthese regional cities.

The report outlines many specific opportunitiesfor UK companies and contains 35 City Profilesand 7 Sector Profiles. It is available to downloadfree of charge to customers who have registeredon the UKTI website www.uktradeinvest.gov.uk -select export, then China and choose“Opportunities in China’s Regional Cities”.

If you would like to talk to our specialistAsia Pacific team on doing business inChina please call on 0845 603 7053 ore-mail to info@uktinorthwest.gov.uk.

Austria, the Czech Republic, Hungary,Poland and Slovakia form the heart ofEurope and are all members of the EU.UK Trade and Investment has offices in eachof the capital cities and their geographicalcloseness means that the staff all worktogether to form a unique team covering5 countries, over 71 million people and5 different languages.

Younger generations in all the countries speakEnglish, and there is easy and inexpensiveaccess from the UK. Business visitors caneasily cover the whole market in one trip,saving precious time and money.This Central Eastern Europe (CEE) region offersopportunities in all sectors but British quality

products and services are particularly welcomedand are highly thought of. In past yearsco-operation between the five country officeshas resulted in events covering “BritishEveningwear, Cocktail dresses and Ballgowns”,“British Ethnic and Convenience Foods” and“British Providers of Education and CorporateTraining Services”, enabling many UKcompanies to showcase their productsand services to a wide audience ofinterested companies inCentral Europe all atone time.

CHECK OUT CENTRAL EASTERN EUROPE

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HUNGARY• Combined trade with the UK is£3.4 billion (2008)

• UK companies already active in Hungaryinclude Tesco, Vodafone, GSK, AstraZeneca, BAT, CP Holdings, ProvidentFinancial, Shell, BT, Aviva, Ernst andYoung, HSBC Credit, Diageo and Unilever

• The main business opportunities lie in theautomotive, education, environment &green energy, food & drink, life sciences,railway infrastructure development andurban regeneration sectors

Email: Commercial.Budapest@fco.gov.ukWebsite: www.ukinhungary.fco.gov.uk

POLAND• Combined trade between the UK andPoland in 2008 was £7bn, with exportsfrom the UK 24% up on 2007

• There are sector opportunities inconstruction, engineering, transportinfrastructure, rail, consumer goods,power, food and drink, water,environment, financial services, educationand training, security and many more

• Infrastructure development isunderpinned by EUR 67bn in Europeanfunding in the current round ofprogrammes. Good business opportunitiesalso arise from Poland's hosting of theEuro 2012 football championships

• Tesco is Poland's biggest UK investor byvalue but there are many other big UKnames including HSBC, Cadbury, GSK,Pilkingtons, Provident, Aviva (CommercialUnion), Castorama (B&Q), BP, Shell, andUnilever

Email:warsaw.commercialsection@fco.gov.ukWebsite: www.ukinpoland.fco.gov.uk

AUSTRIA• Combined UK trade with Austria is over£3.6 billion (2008)

• Sector opportunities:clothing and footwear, food and drink,automotive, environmental, biotechand life sciences, financial services,aid funded business and education

• Vienna is home to the followingInternational Organisations(UN/UNIDO/IAEA/CTBTO)

• There are over 100 UK companies inAustria including BP, Reed Messe,AstraZeneca, GSK, Bodycote, CSM, HSBCand RBS

• Vienna also has the CEE HQs of some350 international companies

Email: commerce@britishembassy.atWebsite: www.ukinaustria.fco.gov.uk

CZECH REPUBLIC• Combined trade with the UK is£4.9 billion (2008)

• There are over 500 UK companies alreadyin the Czech republic. Amongst othersthere are opportunities in engineering,education and training,food and drink, ICT, science & innovationand technical textiles, environmentand power

• Companies like Rolls Royce, MottMacdonald, BAE, Crown Relocationsand Logica have based their CentralEuropean HQs here

Email: tradeinvest.pragc@fco.gov.ukWebsite: www.ukinczechrepublic.fco.gov.uk

SLOVAKIA• Combined trade with the UK over £2 billion(2008)

• UK companies in Slovakia include Tescoand many companies that are not knownas being British-owned: Piestany spa,Aquacity in Poprad, Air Slovakia, thepublisher of Pravda, the Profesia jobportal and Provident Financial

• Others include BAE Systems, AMEC,GlaxoSmithKline, HSBC, Next, Marks &Spencer, Allen & Overy, Linklaters andTate & Lyle

• Opportunities for UK companies exist in theautomotive sector, business services andalso electronics, ICT,nano-technologies and research &development

Email: commercial2@fco.gov.ukWebsite: www.ukinslovakia.fco.gov.uk

For advice on accessing all of the markets,contact the North West International TradeTeam on 0845 603 7053

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THE BALTICS -YOUR NEXTEXPORT MARKET?

The three Baltic States – Lithuania, Latviaand Estonia are located on the Easternborder of the European Union, and inrecent years have been among the fastestdeveloping countries in Europe.

Economic growth was approximately threetimes higher than the EU average – the threeBaltic Tigers roared. Naturally, the recenteconomic slowdown has had an impact, yetopen and flexible economies and membershipof the EU, WTO and NATO still makes theBaltics an attractive destination for business.The Baltics are also more manageable forsmaller companies not yet ready to pursueopportunities in countries such as the USAor China.

A major stimulus to the Baltic economies hasbeen EU structural funds. EUR 10.6 billion willbe channelled to businesses in Lithuania,Latvia and Estonia by 2013, and there areopportunities in several sectors. Some of them– such as ICT – are fast growing. Others, likepublic-private partnerships, need furtherexploration, but offer attractive opportunitiesfor the future.

HIGHLIGHTS OF BUSINESSOPPORTUNITIES IN THE BALTICS

• Reconstruction and expansion of the RigaAirport in Latvia (projected investments ofEUR 270m)

• Closure of the Nuclear Power Plant inLithuania and planned construction ofa new one (projected investments ofEUR 58bn)

• Funding priorities for waste management,energy from waste, and energy efficiencyprojects

• Strong emphasis on life-long learning– EU financial support for Lithuanian,Latvian and Estonian companies to traintheir employees will amount to EUR 212mby 2013

• UK universities, colleges and otherhigher education institutions are desiredpartners in joint projects due to theirexcellent reputation and quality

• Support for innovative and R&Dcompanies - EUR 233m will be allocatedfor businesses directly related to R&Din all three Baltic states by 2013

• Regeneration of industrial zones• Development of ICT infrastructure

TIPS FOR LEADSTO THE BALTIC MARKET

LANGUAGE. English language is consideredthe business language in the Baltics

E-MAIL. This is the best way to approachthe companies in the Baltics

ACTION. Companies in Lithuania, Latvia andEstonia are often slow in responding, thusfollow-up by e-mail or telephone is essential

DRESS. Business is conducted in a fairlyformal manner and smart appearance isimportant

SCHEDULE. Business appointments shouldbe made in advance and specific proposalswith details are expected

For more information, please contact:Laura Lescinskiene(laura.lescinskiene@fco.gov.uk),Senior Market Adviser, UK Trade &Investment (British Embassy) in Vilnius

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MARKETING SCHOLARSHIP MAKESDREAMS COME TRUE IN THE STATESWith a population of over 300 million,a GDP in excess of $12,500 billion, and anexport market worth approximately £57bnto the UK in 2007, North America holdsobvious attractions for exporters.

North America is also the leading overseasdestination for British investment, and Britishfirms hoping to do business in the USA facefewer language and cultural barriers than inmany markets.

The US economy is integrated and largelyself-contained, with every major industryrepresented, and British goods have traditionallyenjoyed a good reputation for quality there.And companies and individuals can maximisetheir opportunities in America with the USMarketing Scholarship Programme.

UK Trade & Investment jointly funds up to 20places a year on the two-week North AmericanMarketing Programme at the prestigiousJ L Kellogg School of Management, Chicago.

Over the last three years 60 UK companieshave attended the Kellogg School, representinga wide range of sectors from civil engineeringsoftware, blood transfusion products, digitalsoftware and bespoke surgery solutions throughto manufacturers of environmentallyfriendly coffins.

UK Trade & Investment is one of three sponsorsof the programme, along with The Ellis GoodmanFoundation, based in Chicago, and BritishAirways plc.

The programme pays for senior executivesfrom UK SME’s to attend a week-long marketingcourse at the Kellogg School. The five-daycourse is followed by a one-week attachmentto an American firm to see how US companiesmarket their goods first hand.

This innovative scheme helps British businessesunderstand the importance of effectivemarketing in the USA, enabling them to improvetheir business there by developing a realisticstrategy.

This year alone UKTI has committed £80,000 toensuring as many students as possible can takeadvantage of this unique opportunity.The remaining costs are generously subsidisedby the Ellis Goodman Foundation, and BritishAirways provides the return Business Classflights from London to Chicago.

Fred Bassnett, North America InternationalMarket Adviser for UKTI North West has chairedthe selection committee for the programme andhas personally interviewed hundreds of UKapplicants.

He says, “In my opinion the businessprogrammes at Kellogg are among the finest onoffer in the world today. I have not met a singleUK delegate who has not been enthused andinspired by their experience on the programme.

“Not only did they learn about effectivemarketing, but they also had the chance tomeet and network with the North Americandelegates many of whom work with huge globalcompanies, and are undoubtedly the businessstars and captains of industry of the future.

“As well as demonstrating the need formarketing in a dynamic environment suchas the USA, the course helps delegates identifythe key issues that need to be addressed andhelps them form strategies to enable theircompanies to succeed.”

The course is run twice a year in Spring andAutumn – one course for applicants whosecompanies have a Business to Business focus,and one for companies with a Business toConsumer focus. Although the content is broadlysimilar the subtle changes ensure that thedelegate understands clearly how to positiontheir company to achieve a competitiveadvantage.

To find out more about the MarketingScholarship Programme and how to applyfor it, please contact: 0845 603 7053

One North West company that has benefitedrecently from the programme is PrimasonicsInternational Limited based in Penrith,Cumbria. Primasonics is a world leader incutting edge Audio Acoustic Technologiesused in the cleaning processes of large-scaleindustrial manufacturing plants.The company already successfully exportsto over 40 countiesPrimasonics Marketing Manager, HeatherMassey, has just returned from the Businessto Business module which covers suchtopics as Customer Value Management,Market Segmentation, Positioning and BrandManagement.Heather found the course extremelybeneficial and believes the programme willhelp her implement a successful market entrystrategy for the USA. She says,

“I found the content really helpful for thework I am doing with Primasonics and havereturned equipped with tools andmethodologies to put my knowledge intopractice. On a personal level this was aninvaluable opportunity for me to meet andlearn from world -renowned Professors andTutors in such an impressive environment,and has given me a great insight intoAmerican business culture. I wouldrecommend it to anyone.”Another business that was delighted withthe support offered by the USMarketingScholarship Programme is Optimum TrainingLimited. The Chester-based company,founded in 1994, provides first aid training toa range of high profile clients, and companyfounder and CEO Amanda Clarke thoroughlyrecommends the Kellogg programme.

She says, “When I read the outline for theKellogg’s School of Management MarketingScholarship I had second thoughts! As anentrepreneur I enjoy learning but havenever been a fan of academic programmes.The outline appeared to be so academicthat I began to question its value to me andif it would be worth my time and energy.However, from the very first session, Irealised the content was practical, wellresearched, useful and eye opening. Someof the examples provided were notapplicable to small businesses, but theunderlying message is clear - you have tobe creative. For anyone willing to keep anopen mind, it’s very worthwhile investment,especially in these turbulent economictimes. It has helped me reinvent my UKbusiness as well as provided me with theknowledge, skills and confidence to launchour US business.”

“I WOULD RECOMMEND IT TO ANYONE”

The North American music industry is thelargest in the world, accounting for 33%of global sales – which is why UK Trade& Investment is proud to work with aconsortium of funding partners andorganisers including AIM (Association ofIndependent Music), Merseyside ACME,NWDA, Arts Council NW, NW Vision andMedia, Visit Liverpool and others to helpthe region’s bands and creative businessesvisit this vibrant market.

This year, UKTI was able to take 17 companiesto North America to participate in showcasesand organised business meetings in Canada atCanadian Music Week (CMW). 2009 also sawthe introduction of an optional programme totake in two days of intensive meetings in NewYork before moving on to Austin, Texas forSXSW (South By SouthWest), the mostprestigious music industry event in the USA.

With showcase project manager David Pichilingiat the helm again, the cream of the region’smusic talent were able to perform under thegrowing and collective brand of “LiverpoolSound City – best of the North West” to apacked showcase audience at the British MusicEmbassy at Latitude 30 just off Austin’s famous6th Street hub.

This collective of talent including TheWhip, TheHot Melts. WaveMachines, The Lost Brothersand Polly Mackey & The Pleasure Principle,delivered another fantastic event which isbecoming one of the main attractions of theBritish programme at SXSW.

UKTI involvement from the North West team hasbeen very hands on, with Karen Holden, SectorLead for the Creative Industries, working closelyon all aspects of the mission. All businessesattending have found this to be an excellent wayof meeting and doing business, not only with USbased contacts, but with companies from allcorners of the globe.

Robin Houseman from Amplisound studio said“The experience was fantastic some greatcontacts were made and further negotiationsare taking place.”

Oisin Leech from “The Lost Brothers” said“We are most grateful to UKTI, Dave Pichilingiand Merseyside ACME for the support given.From the SXSW mission we have made veryvaluable contacts. The Liverpool showcase atthe British Music Embassy was excellentbecause that is where we met with keyindustry players.”

Karen Holden adds,

“It is wonderful to be able to work with all thedifferent creative industry organisations in theNorth West who supported this mission andprovided real business opportunities forindependent record labels and music studiosin the region. This mission – as well as beingfantastic fun – has helped generate manythousands of pounds worth of new business,all adding to the vibrancy of the North WestEconomy.”

MUSIC EVENT GOES DOWNA STORM IN THE USA

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For more information please contactKaren Holden, Sector Lead for theCreative Industries -Karen.Holden@uktinorthwest.co.uk

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Figures released nationally in June byUK Trade and Investment (UKTI) andregionally by The Northwest RegionalDevelopment Agency (NWDA) show thatthe number of inward investment projectssecured in the North West over the lastfinancial year has risen to the highestrecorded number for the region, despitethe difficult economic conditions.

The North West has attracted 176 investmentprojects during 2008/09, an increase of 21projects on last year and an increase of 64projects on 2006/07.

The number of jobs created/safeguardedremains strong too, with significantly higherfigures achieved compared to 2006 and 2007levels, although a lower total compared to therecord achieved last year. Despite securingmore foreign direct investment projects this year,there has been a trend for these projects to besmaller in size. Overall the figures far exceededexpectations.

From the 176 investment projects, 11,436 jobshave been created or safeguarded, an increaseof 4,000 on the 2006/07 totals, but 3,000 less thanthe record breaking figures achieved during thebuoyant economic landscape in 2007/08.

Foreign Direct Investment (FDI) plays a veryimportant part in the North West economy.A study by DTZ for the NWDA in 2008 highlightedthe value and significance that FDI has in ourregion. The report found that over 17% ofregional gross value added (GVA) is accountedfor by foreign owned companies operating in theNorth West and that economic output perworker is almost 50% higher in foreign ownedcompanies compared to the regional average.

Steven Broomhead, NWDA Chief Executive, said:

“These figures are a real lift from the gloomystories that have filled our media during thisdifficult global economic downturn. FDI remainsa fierce competition and we should be proud ofthe work of our investment teams across theNorth West and promote this good news asmuch as we can to encourage a culture ofbusiness optimism for the year ahead.

“The NWDA continues to work with UKTI andpartners across the region and overseas todevelop the international competitiveness of theNorth West and we shall continue to focus ourefforts on good quality foreign investment.

“We are delighted at the figures this year,particularly given the economic conditions, butwe are remaining realistic and we know thatthe year ahead will be challenging and weshould be prepared for this. However, I amconfident that we are seeing some seeds ofgrowth and we should all remain optimistic andprepare for the upturn now.”

The collaboration between UKTI, the NWDA andsub-regional partners, including The MerseyPartnership, MIDAS, Lancashire EconomicPartnership, Cheshire &Warrington EconomicAlliance and Invest in Cumbria, has contributedto the impressive figures.

The NWDA continues to play a crucial role inresponse to the current economic downturn,with a number of actions being taken to meet theneeds of businesses during these challengingtimes. To keep updated on the range of supportbeing offered by the NWDA visit:www.nwda.co.uk/supportingbusiness

THE NORTH WEST REMAINS A LEADING REGION FOR FOREIGN DIRECT INVESTMENT INTO THE UK

INWARD INVESTMENT BRINGSOPPORTUNITIES FOR THE NORTH WEST

One Piccadilly, Manchester

9Old Hall Street, Liverpool

NATIONAL PICTURENationally, over the last financial year (2008-09),foreign direct investment in the UK has risen,with 1,744 investment projects locating andexpanding here. Every day, five new foreigndirect investment projects make the decision tolocate in the UK. Despite some of the mostdifficult economic conditions for generations, theUK maintains its position as the number onedestination for foreign investors in Europe, andsecond in the world.Business Secretary Lord Mandelson, said:“What the UK has to offer is one of the best andmost productive investment climates in theworld. At a time when companies across theworld are tightening their belts and focusingtheir investment in the sectors and countrieswhere it will bring the most benefit, theseresults are testament to the fundamentalstrengths of the UK’s economy and will proveour ability to come through this downturnstronger, and ready for success.”

Minister for Trade, Investment and BusinessLord Davies, said:“International trade and investment is vital tothe long term economic health of the UK.Today's results illustrate strong internationalconfidence in the UK economy and thecontribution of this investment will be critical toour ability to compete and succeed as acountry in the future.”Sir Andrew Cahn, Chief Executive of UKTI said:“Investment is a significant, expensive andlong-term decision for every company.UKTI plays a key role in supporting the bestinternational companies to invest in the UKand the economy is reaping the rewards.“True, the climate remains tough and thecompetition remains strong. We need to workeven harder to stay a global destination ofchoice. We are committed to ensuring the UKremains the best place to start and grow yourinternational business – both for foreigninvestors, and our home grown businesses.”

The UK is seen as an attractive commercialdestination by more nations than ever before.This year 53 countries have invested in the UK,with investment projects from India increasingby 44% in the past year to become the UK'ssecond largest source - 108 FDI projects. TheUSA remains the first source of investment -which this year rose by 30% to 621 projects.Other nations providing increased investmentinto the UK this year were Italy (up 45%), France(up 15%), Canada (up 25%) and The Gulf (up25%).Investments this year created over 35,000 newjobs in the UK (over 78,000 jobs created orsafeguarded). In the past six years over 215,000new jobs have been created due to inwardinvestment projects (almost 500,000 jobs createdor safeguarded). Investment increased across arange of sectors such as advanced engineering,the creative industries, software computer andother business services - and the financialservices.

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PRACTICAL SUPPORT ANDOPPORTUNITIES IN THEENVIRONMENT SECTOR

ENVIRONMENTAL INDUSTRIES SECTOR UNITThe Environmental Industries Sector Unit (EISU) is the UK Trade & Investment unitresponsible for promoting the UK environmental industry overseas. Businesses can

visit our website www.uktradeinvest.gov.uk and register with our database of UK suppliersof environmental goods and services to:

- help promote their company capabilities overseas.- view opportunities in the environment sector, including a series of major reviews of

opportunities for goods and services, renewable energy, carbon financeand CATs (excluding nuclear) for Australia, Brazil, China, India,

South Africa, Turkey and the USA

THE LOW CARBON FUTUREWhile environmental impact is driving a shift in our energy

consumption practices, business and governments worldwide are also realising majoreconomic benefit from adopting low carbon business practice.

Demand for climate change solutions is growing thanks to continued political support foremission targets and a demand for smarter, more sustainable development solutions.

The UK is at the forefront of this low carbon thinking, providing ground-breaking technicalexpertise on environmental and carbon reduction projects worldwide. Our combinationof industrial expertise, scientific excellence and innovation is ensuring UK companies have

a competitive advantage in the global marketplace.

To capitalise on our credentials, UKTI is developing a UK Low Carbon International MarketingStrategy that aims to position the UK as a global hub for low carbon expertise.

The strategy takes a holistic view of low carbon and the UK’s application of leading practicethroughout the economy – from the way energy is generated,

transported and consumed.

CLIMATE CHANGE PROJECTS OFFICE –HOW IT CAN HELP YOUR BUSINESS

The UK Climate Change Projects Office (CCPO), working in partnership with UKTI,promotes UK private sector involvement in projects under the

Kyoto Protocol and wider carbon market services.CCPO runs a programme of trade missions to help businesses keep up to date with the development

of climate change projects worldwide. It also disseminates information on projects and opportunities in thecarbon market to an extensive mailing list in the UK.

CCPO has recently helpedWirral-based Viridian Systems, a specialistenvironmental engineering company working in the landfill sector, to enter thecarbon market by advising on the Clean Development Mechanism (CDM) projectfinancing and carbon trading. Viridian has recently identified a number of landfill

project opportunities under the CDM in Latin America.CCPO’s Annual Report 2008/09, which outlines the work of the

office and contains forthcoming events, can be downloaded at www.berr.gov.uk/files/file51686.pdfIf you think CCPO can help your business or to request mailings then please contact:

Vicky Elliott, Head of CCPO - 0207 215 1608or Oliver Sinclair, Business Engagement Manager - 0207 215 1837

ccpo.enquiries@berr.gsi.gov.ukwww.berr.gov.uk/whatwedo/sectors/ccpo

AT LEAST A TENTH OF THE UKENVIRONMENTAL INDUSTRY’S£25BN ANNUAL TURNOVER ISTHROUGH EXPORTS

FOR FORTHCOMING NORTHWEST EVENTS IN THE ENVIRONMENT SECTOR PLEASE REFER TO THE LIST ON THE BACK PAGE

The Northwest Regional DevelopmentAgency (NWDA) recently hosted aweek-long visit of two representativesof Zhongguancun Science Park (Z-Park),Beijing, bolstering the business relationshipbetween the North West and China.

Tom Zhu Ziqi and his colleague Ann Hongli (pictured)made the trip to find out more about the North West,visiting all five sub-regional partners, MediaCityUKand Daresbury Science and Innovation Campus.

Z-Park originated from ‘Electronics Street’ in Beijingin the early 1980’s and grew, with approval of theChinese Government, into the first national sciencepark in China. Now with nearly 20,000 high-techenterprises and approximately £60bn in revenue,Z-park has become China’s Silicon Valley. The NWDAhas entered into a contract with an affiliate ofZ-Park to make the most of his links with majorhigh-tech companies in China.

Historically, the North West has been successful inattracting investment projects from China, and therelationships built during the visit will help securehigher quality business leads and investment.

Mark Hughes, Executive Director, of EconomicDevelopment for the NWDA, said: “The NWDAhas selected Tom and Ann to develop leads forthe North West and to work closely with theAgency’s Country Manager for China, JingChen. Jing has been “embedded” into UKTI’sChina Team to further build on the strong linksthat exist there. The aim of this work is toensure we develop more high-tech projectsfrom China for the region.”

The visit follows the announcement of Liverpool’scommitment to host a dedicated pavilion at TheShanghai World Expo in China in 2010.

The Shanghai World Expo runs between May 1 andOctober 31, 2010, and will attract around 90 millionvisitors. It is regarded as a once-in-a-generationopportunity to consolidate existing relationships andforge new ones in the world’s most importantemerging economy, and is predicted to deliver up to£50m in benefits to Liverpool and the North West overthe next decade.

Liverpool is the only UK city which has committed to adedicated pavilion at the event. Its presence, fundedby £1.25m from the NWDA, is being managed by apartnership led by Liverpool City Council and theLiverpool-Shanghai Partnership, supported byLiverpool Vision and the NWDA.

Tom Zhu Ziqi, said: “This visit has added anextra dimension to our knowledge of the NorthWest. We already knew the basics about whatwas on offer to potential investors, but comingover and seeing the high quality of the potentialinvestment locations, business support andquality of life that is on offer has reallyimpressed us. We will be taking this all back toZ-Park. I am excited about presenting the NorthWest to companies in Beijing and hopefullygenerating some exciting projects for theNWDA and the region.”

The trip is part of a long term strategy developed bythe NWDA and UKTI to further develop both inwardinvestment and trade links. It follows a recent reviewof services by the two bodies aimed at improvingservices and making their overseas operations moreefficient. Though largely positive, the review alsoconcluded that more could be done to strengthenexisting arrangements and improve coordinationbetween the two bodies. As a result UKTI will nowlead the integrated overseas network.

Z-PARK REPRESENTATIVES EXPERIENCETHE BEST OF THE NORTH WEST

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While diligent research and long distance communications can get you so far, there is noreal substitute for visiting your chosen market in person. In particular, taking part in marketvisits is an effective way for you to test markets, explore customers, appoint agents ordistributors and even make sales.

UK Trade & Investment in the North West offers a wide range of supported market visits, helping theregion’s businesses continue to build knowledge, contacts and sales in key growth markets.As well as many sector-specific market visits e.g. the visit to Medica (Thailand) in September 2009,there are several major multi-sector opportunities coming up in Autumn / Winter – including a visit toHong Kong and Southern China in October 2009, Dubai and Qatar in November 2009 and India inFebruary 2010 (exact dates to be confirmed).

MARKET VISIT OPPORTUNITIES

...AND IN THE UKMEET THE BUYER – CHEMICALS, MARCH 2010

The chemicals sector is by far the biggestexporter in the region, accounting for nearly£8bn last year. As such it is fitting that thecurrent programme of Meet the Buyer eventsshould finish on a high note with a major event inMarch 2010 focused on that industry and aimingto attract buyers from across Europe as well asa range of markets elsewhere including India,Brazil and the Middle East. The last Meet the

Buyer event held in this sector 3 years agoattracted nearly 30 overseas buyers andgenerated some £1.5m business for North Westcompanies. The industry is one that is holding upwell in the current economic climate and we arevery optimistic that the March event will providea valuable opportunity for similar success.

The exact date and venue are to be confirmed,but the event will take place in March 2010.To register an early interest or to requestdetails when available, please contactTrisha.Francis@uktinorthwest.co.uk

HONG KONG AND SOUTHERNCHINA – OCTOBER 2009

Whilst the size and growth rate of the MainlandChina market offers excellent opportunities forUK businesses looking to internationalise,approaching this market directly can be adaunting prospect. Hong Kong provides anattractive alternative as an indirect route intoMainland China.

This visit will continue to build on the successof previous market visits, and will also be timedto coincide with the Eco Expo Asia in Hong Kong.The visit is an excellent opportunity forcompanies from all sectors to explore newopportunities in the region, building upon theexisting links developed between the North Westand China.

Contact : Philomena.Chen@uktinorthwest.co.uk

INDIA – FEBRUARY 2010

India is the UK’s 18th largest export market, andits second largest export market in thedeveloping world after China. India’s economy isone of the fastest expanding in the world, with arapidly expanding consumer class. The UK hasstrong ties with India, and UK companies arewell positioned to take advantage of this growingexport and investment market.

This mission to India in February 2010 willcontinue to build on the success of previousmulti sector market visits and sector focusedevents. As in recent years, the North WestInternational Trade Team will aim to co-ordinatewith other UK regions, giving a much largerimpact for UK companies.

Contact : Barbara.Singleton@uktinorthwest.co.uk

DUBAI AND QATAR, UAE –NOVEMBER 2009

The United Arab Emirates (UAE) is the UK’s 9thlargest export market in the world, and over 85%of UK-UAE trade is conducted through Dubai andthe Northern Emirates.

Building on the high levels of interest shown bycompanies in this market both through previousmulti sector missions and through sector specificactivity such as Arab Health, Gitex and Gulfood,this multi-sector mission will be timed tocoincide with the Big 5 Construction exhibition -the largest trade show for the constructionindustry in the Arabian Gulf.(www.thebig5exhibition.com) Also based oncompany interest there is a potential for the visitto be extended to include Qatar.

Contact : Sandra.Thornber@uktinorthwest.co.uk

ECR WINS NEW BUSINESSFOR W. HOWARD & CO.Family firmW. Howard & Co., based in Astley,has benefited from an Export CommunicationsReview, which helped it to successfullyinternationalise it’s website, translating itinto French, German, Spanish, Polish, Russianand Dutch.Despite being established over 50 years, thecompany’s approach to exporting wasreactive, and overseas sales formed a verysmall part of the company’s turnover.The company, who makes MDF mouldingssuch as architraves and cornices, wasintroduced to UK Trade & Investment by theManchester Chambers of Commerce andsigned up for the flagship scheme forinexperienced exporters, Passport to Export.As a result it decided to undertake anExport Communications Review to help itcommunicate effectively with it’s chosenmarkets. It worked closely with ECR adviserAlexandra Parker, looking at every aspect oftheir overseas communications operation.W.Howard & Co. has since visited Belgium,where the company secured an exclusivitydeal with one major customer, and the firmhas also won significant business in Holland.Director of Operations GrahamWilliams says,“We are slowly growing our export businessand hope that it will eventually make up 5% ofturnover. We found the ECR useful as we hadnot previously given much consideration to ouroverseas communications, and translating thewebsite has given it a much more internationalappeal.”

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Are you about to tackle a new andunfamiliar market? Are you launching anew product overseas? Are you thinkingof updating your website or marketingliterature?

In these situations, exporters almost certainlycome up against language and culturalchallenges, and tackling them properly couldmake the difference between success andfailure.Fortunately, help is at hand. Nearly 2,000companies across the UK (177 in the NorthWest) have benefited from UK Trade &Investment’s Export Communications Review(ECR), a service that helps companies reviewhow they communicate with overseas clients.So far businesses that have undertaken the ECRhave reported an average increase in businessof £90,000*`.

Exporters know it is important to get the rightmessage across in the right way, whether totheir overseas customers, agents or distributors.The challenge they face is not only to makethemselves understood, but also to act andto think in a way that overseas customers willrespond to positively. This is equally importantfor English-speaking countries as well as fornon-English speaking markets.Drawing upon years of practical experience,an export communications consultant willconduct an in-depth discussion of a company’scurrent export activities and experiences inorder to identify the occasions where languageand cultural barriers might arise.Companies then receive a report, tailored totheir individual needs and capabilities,highlighting the strengths and weaknesses oftheir current communications – whether onwebsites or in marketing literature, printedinstructions or labelling. They can even adviseon employing bilingual staff or training receptionstaff in how to handle overseas calls.

SPEAKING THE SAME LANGUAGE?EXPORT COMMUNICATIONS REVIEWS CAN HELP GET YOUR BUSINESS MESSAGE ACROSS

The report includes practical recommendationsto overcome any weaknesses both now and inthe future and suggests organisations that canprovide the solutions.

Participants say that the Export CommunicationsReview has increased confidence not only tobuild relationships with existing overseascustomers and international business partners,but also to tackle new markets once consideredtoo difficult. They say the review has providedthem with the wherewithal to meet localcompetition on their own terms and helpedimprove export sales and profits.

The Export Communications Review costs£500 + Vat, however companies with fewerthan 250 employees may be eligible for a UKTrade & Investment subsidy of £350 towardsthe cost of the review.

Contact the British Chambers of Commerceon email ecr@britishchambers.org.uk,phone 024 7669 4484 or visit our website atwww.britishchambers.org.uk/ecr

*UKTI PIMS survey (2008-2009)

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PASSPORT TO EXPORT SUCCESSMore worthy winners took to the stageat the annual Passport to Export Awards inFebruary. Five county accolades areawarded to North West companiescelebrating overseas success following onfrom participation in the UKTI Passport toExport Programme.Lytham company Performance Springs Ltd wonthe Lancashire trophy, while manufacturers ofquality catering counters, Counterline, was thevictor in Merseyside.

The Cheshire award went to stewarding andtraining company ESTC, which has achieveda massive increase in overseas trade, winningcontracts for two FIFA competitions - the 2009Confederation Cup and the 2010World Cup inSouth Africa.Kendal company K2 Media – specialists inmobile phone entertainment - won theprestigious Cumbria Award and the GreaterManchester Award went to Leighs Paints,who was also crowned overall winner for theNorth West.Leighs Paints worked closely with InternationalTrade Adviser Charles Jacobson and usedthe Passport programme, as well as furtherUKTI help with research and communications,

to develop comprehensive entry strategiesfor traditionally difficult markets like Germanyand Canada.Handing out the awards at the ceremony,UKTI’s International Trade Director for theNorth West, Clive Drinkwater, said,“All our winners represent great successstories, but Leighs Paints is a worthy overallwinner of the Passport to Export Awards, andshows how, with determination and the righthelp, a company can go from being passiveexporters, responding to occasional demand,to a highly focussed global operation, able totake advantage of the many opportunitiesthat international markets offer.”

CELEBRATING SUCCESS IN THE NORTH WEST -MEET THE REGION’S WINNERS

CHEMICAL AWARDS SPARKEXCITEMENT FOR HOCKLEYINTERNATIONALOver 270 chemical industry professionals convened atthe Manchester Hilton in May to celebrate theinaugural Chemicals Northwest Awards.

Despite the current economic climate, the chemicalindustry has sustained its rank as the North West'snumber one exporter, making the region top in thecountry for chemical exports. and UKTI sponsored theevening’s prestigious award for International Trade.

Hockley International of Poynton, which manufacturespesticides for agricultural, veterinary use andenvironmental health scooped the award. Hockleyexports to over 90 countries worldwide, and beat offstiff competition due to it’s dedication to productquality and adherance to stringent regulations.It also employs multilingual staff to gain access tomarkets such as South America and Africa.

MD and founder, Frank Howard says, "In suchchallenging times, we are extremely proud of winningthe International Trade Award. It is a testament towhat we have achieved and I am delighted to becelebrating our 30th anniversary this year."

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REGISTER AT WWW.UKTRADEINVEST.GOV.UKTO RECEIVE DAILY SALES LEADS DIRECT TO YOUR INBOXIf you haven’t already registered on UKTI’s website, register your UK-based business now atwww.uktradeinvest.gov.uk to receive timely free Business Opportunities, across all sectors and inover 100 markets in your email inbox. Once registered, set up your profile and be alerted on a daily,weekly or monthly basis when new business opportunities are published. Over 400 BusinessOpportunities are published each month and range from market pointers to private sectoropportunities, multilateral aid agency tenders to public sector leads.

There are the 5 types of opportunity:1. Specific Private Sector OpportunitiesNon-UK buyers in the private sector looking to source goods/services from the UK

2. Joint Venture, Invest, Co-operative Partnering OpportunitiesCompanies seeking opportunities for manufacture under licence, contracting, licensing ofintellectual rights, patents, trademarks, joint ventures, sales of businesses and franchises

3. Tenders/Public Sector OpportunitiesPublic and private tender opportunities, including invitations to prequalify

4. Multilateral Aid OpportunitiesAid projects being funded by organisations such as theWorld Bank, Asian Development Bankand the EU

5. Market PointersEarly notification of potential opportunities, eg a major construction site

Next stepsContact details are available on each published Business Opportunity and our in-market staffcan provide advice and guidance to help you win that contract!

ENCOURS MAKES THE MOSTOF OPPORTUNITIES IN DUBAIManagement training company EnCoursis enjoying success in Dubai having followedup an opportunity advertised on the UKTrade & Investment website.EnCours provides management developmenttraining and business consultancy servicesto SMEs in the UK and abroad, designing eachcourse according to its clients’ needs, withpopular workshop topics, which includeproject management, leadership skills, andsales and marketing.

EnCours founder Mike Shea says,

“We signed up on the UKTI website for e-mailnotification of requests from abroad for our typeof services. Quite soon afterwards a request wasposted for management training consultantswanted by a telecommunications company inDubai, Etisalat.

“The contact at the British Embassy told us toe-mail the Director in Etisalat with ourproposition, which we did. We then had secondthoughts about the day rate we quoted, and theEmbassy advised us to phone the Director of thecompany ourselves. We did this and establishedwhat their expectations of fees were. Later wewere asked to submit an example of work wehad done, and some programmes for a coupleof courses.

“We were then asked to run two courses, whichwe did in November, and we hope to get morebusiness from Etisalat this year. The icing on thecake was that I established a good contact witha fellow passenger on the plane with whomthere is a chance of doing more business in theUK and Dubai. We owe this success entirely toUKTI, it’s e-mail alert service, and the helpfulstaff in the Embassy.”

A SECOND WIN FOR EVANSVANODINE AT THE BIBASPreston-based Evans Vanodine celebrated it’ssecond triumph in the International categoryat the prestigious Be Inspired BusinessAwards (BIBAs) in Blackpool.It previously picked up the award in 2007,and it’s successes have kept on coming.Evans Vanodine now exports to over 60countries worldwide, and is riding out therecession thanks to a robust international tradestrategy, which allows it continue expandingdespite the economic climate.The company has longstanding links withUKTI, commissioning on average twoOverseas Market Introduction Service(OMIS) reports each year tofurther it’s overseas ambitions.

HAPPY NEW YEAR FOR THECHINA AWARD WINNERSThe winners of the Greater China Businessand Recognition Awards were announcedat the North West of England Chinese NewYear Dinner, held at Haydock ParkRacecourse, Merseyside on Thursday,5th February 2009. The awards were alsosupported by Finnair, which provided flightsas a prize for the winning companies.

The overall Recognition award was won byManchester Metropolitan University, who hasdeveloped strong links with mainland China viathe EU China Management Exchange andTraining programme at MMU Business Schooland which has successfully implemented anumber of other initiatives.

Blackburn firm Tensar International Ltd,(pictured) which provide soil reinforcement andground stabilising solutions for the civilengineering industry, won The Greater ChinaBusiness Award. The company has gone fromzero sales in China in 2006 to sales of over £10million last year, thanks to it’s commitment tojoint research and development solutions andmanagement exchange visits with China.

Philomena Chen, Head of Asia PacificDevelopment for UKTI said,

“There was an outstanding level of entries forthe awards, and the winners are the companieswho have showed the most evidenceof a commitment to the market and who havesuccessfully expanded their business in, orforged links with, mainland China, Hong Kongor Taiwan.”

SEPTEMBER/OCTOBER 2009NORTHWESTMARKET VISIT(FINANCIAL & PROFESSIONAL SECTOR)Czech Republic

SEPTEMBER 2009TRADE VISIT TOMEDICA (THAILAND)

SEPTEMBER 2009 (TBC)ENVIROLINK NORTHWEST TRADEVISIT TO ISTANBULTurkey

9TH SEPTEMBER 2009AID FUNDED BUSINESS SEMINARManchester United Football Club,Manchester

17-18 SEPTEMBER 2009INWARD FOOD BUYERS/COMMERCIALOFFICER FROM BELGIUMManchester

23 SEPTEMBER 2009BALTICS EVENT - MEET 3 COMMERCIALOFFICERS FROM ESTONIA, LATVIA ANDLITHUANIASt Helens Chamber of Commerce,Merseyside

23-24 SEPTEMBER 2009NORTHWEST STAND ATMRO EUROPE(MAINTENANCE, REPAIR ANDOVERHAUL) (AEROSPACE SECTOR)Hamburg, Germany

24-25 SEPTEMBER 2009ASIA PACIFIC ICT CLINICWITHCOMMERCIAL OFFICERSDaresbury, Warrington

28-30 SEPTEMBER 2009TRADE VISIT TO SHOP EXPO(FOOD & DRINK SECTOR)Dublin

30 SEPTEMBER 2009UAE ROADSHOWNorth West venue to be confirmed

OCTOBER/NOVEMBER 2009NORTHWESTMARKET VISIT(MULTI-SECTOR)Hong Kong and Southern China

10-14 OCTOBER 2009TRADE VISIT TO ANUGA (FOOD SECTOR)Cologne, Germany

13-15 OCTOBER 2009CPHI WORLDWIDE.UKTI TAP FUNDED CHEMICALSMadrid, Spain

13-18 OCTOBER 2009NWDA AUTO SECTORMISSIONTO EQUI-PART - SMMT LEADParis, France

18-22 OCTOBER 2009NWDA DIGITAL SECTORMISSIONTO GITEXDubai, UAE

27-30 OCTOBER 2009ENTSORGA-ENTECO, ENVIROLINKNORTHWEST STAND AND NWDASECTORMISSIONCologne, Germany

28-31 OCTOBER 2009ECO EXPO – UKTI TAP FUNDEDEXHIBITION ENVIRONMENT, WATER,POLLUTIONHong Kong

NOVEMBER 2009UKTI ENVIRONMENT &WATERTRADE VISITRomania

NOVEMBER 2009NORTHWESTMARKET VISIT(MULTI-SECTOR) Dubai & Qatar, UAE

4-6 NOVEMBER 2009FIMAISao Paolo, Brazil

8-13 NOVEMBER 2009NORTHWESTMARKET VISIT(CHEMICAL SECTOR)Brazil

10-11 NOVEMBER 2009AERO ENGINEERING BUSINESSSUMMIT & EXHIBITIONManchester Central Convention Complex

18-21 NOVEMBER 2009NWDA SECTORMISSION TOMEDICADusseldorf, Germany

22-25 NOVEMBER 2009BRITISH STAND AT THE NATIONAL BEERWHOLESALERS ASSOCIATION ANNUALCONVENTION & TRADE SHOWLas Vegas, USA

DECEMBER 2009NORTHWEST STAND AT AEROMART(ENGINEERING SECTOR)Bordeaux, France

1-4 DECEMBER 2009NWDA SECTORMISSION TO POLLUTEC,- POLLUTION TECHNOLOGIESParis, France

8-10 DECEMBER 2009POWER-GENLas Vegas, USA

18-21 JANUARY 2010NWDA SECTORMISSION TOWORLDFUTURE ENERGY SUMMITAbu Dhabi, UAE

25-28 JANUARY 2010NWDA SECTORMISSIONTO ARAB HEALTHDubai, UAE

FEBRUARYNORTHWESTMARKET VISIT(MULTI-SECTOR) India

16-19 FEBRUARY 2010INFORMEX USA. UKTI TAP FUNDEDCHEMICALS SECTORSan Francisco, USA

16-19 FEBRUARY 2010NWDA DIGITAL SECTORMISSIONTOMWCBarcelona, Spain

21-24 FEBRUARY 2010NORTHWEST STAND AT THEGULFOOD EXHIBITIONDubai, UAE

MARCH 2010MEET THE BUYER, CHEMICALSNorth West Venue to be confirmed

2-5 MARCH 2010SMAGUAZaragoza, Spain

12-16 MARCH 2010NWDAMUSIC SECTORMISSION TO SXSWAustin, Texas, USA

23-27 MARCH 2010GAMES DEVELOPERS CONFERENCESan Francisco, USA

CALENDAR OF EVENTS, EXHIBITIONS & MARKET VISITS

FORMORE INFORMATION AND TO ACCESSA COMPLETE PACKAGE OF PROFESSIONALINTERNATIONAL TRADE SUPPORT SERVICESFROM UKTI CALL:

THE NORTHWEST INTERNATIONAL TRADE TEAM

0845 603 7053info@uktinorthwest.co.ukwww.uktradeinvest.gov.uk