The guide, Food and drink exporting – Five steps to success, developed in partnership with the Food and Drink Exporters Association (FDEA), offered practical advice to manufacturers on how to lift sales overseas.
The five steps designed to unlock lucrative export sales are titled: Is now the right time to export?, Do your research, Create opportunities, Export Practicalities and Growing exports.
The first step is to determine whether your business is capable of dealing with the demands of exporting and assessing whether it will benefit from developing an export plan.
Researching the right markets
The second step advises manufacturers to invest time and effort in researching the right target export markets. It suggests two or three markets are enough for a business to get started exporting.
Understanding what food and drink manufacturers can do to improve visibility overseas and create a sustainable route to market was the next step.
In the fourth step, the plan warned that regulations and paperwork might make exporting look like a daunting task. But they should not act as a barrier to selling to foreign markets.
Finally, after a manufacturer’s first overseas shipment, the plan advises how to increase the chances of repeat business and build your reputation internationally as a reliable exporter.
This included keeping contact with overseas customers, maintaining promotional activity and agreeing a market development plan with an importer or distributor.
Angela Coleshill, FDF competitiveness director, said she hoped the guide would enable more food and drink producers to grow their businesses by becoming successful exporters.
‘Unlock our industry’s huge potential’
“Manufacturers in competing nations typically benefit from more generous government export support than those in the UK. So it is essential that organisations such as FDF and FDEA work together to help unlock our industry’s huge potential.
“While our future trading terms with the EU are unclear, now is the time for British businesses to embrace new opportunities in non-EU countries and take advantage of rising demand to make inroads into new markets.”
Meanwhile, Scottish seafood producers are hoping to boost exports at this year’s Seafood Expo Global in Brussels, after Scottish food and drink exports reached a “record high” in 2016.
A total of 46 Scottish companies are to attend the expo in Brussels, with 22 exhibiting in the event’s dedicated Scottish pavilion.
Food and drink exporting – Five steps to success
Is now the right time to export?
“Determine if your business is capable of dealing with the demands of exporting.”
Do your research
“Investing time and effort in research, and remaining focused is key to export success. Two or three markets or countries are enough to get you started on the right track.”
Create opportunities
“Analyse what your business can do to improve visibility and create a sustainable route to market.”
Export Practicalities
“Complying with regulations and paperwork can be daunting to new exporters but does not need to be a barrier.”
Growing exports
“Once the first shipment has left the UK there are several steps to take to increase your chances of repeat business and help build your reputation internationally as a reliable exporter.”