Trade secrets: Successfully expanding into new markets

It’s been three and a half years since the UK left the European Union and this has given way to significant change in the way we trade with other countries.

Currently, the UK is estimated to be 56% self-sufficient in food, importing around 46% of food consumed. And whilst it’s been a rocky ride, following Brexit, Covid and conflict, discussions around trading agreements have ensued and new opportunities for businesses await.

We’ve seen a number of trade agreements come into force following the UK’s departure from the EU, including the UK-EU Trade and Cooperation Agreement, the UK-Australia Free Trade Agreement (FTA) and the Norway, Iceland and Liechtenstein FTA, among others. Meanwhile, several agreements are under negotiation.

And despite the drop in EU-UK trade, experts are saying it will remain a key country for trade. Meanwhile UK food and drink manufacturers have been keeping their sights set across borders stretching far beyond Europe, with sales to non-EU countries growing more than 8% from 2020 to 2021. This was fuelled by a strong recovery in whiskey exports, salmon, breakfast cereals and soft drinks, according to a recent FDF Trade Snapshot.

When:​ Wednesday, 27 September at 3:00pm BST (London, UK)

Duration:​ 60 minutes

Register for free:​ bit.ly/45ORycx or scan the QR code (right)

Meanwhile, the report also found exports to East Asia have seen the quickest recovery, with food and drink exports to China now predicted to be worth more than £800m. The has been helped by the new UK-Japan agreement.

Asia as the largest continent holds great potential for UK exporters, due to its prolific population, rising middle class wealth and meat consumption, the AHDB reports.  

The association also highlighted the potential for UK exporters in the Middle East and North Africa, particularly for the UK lamb and dairy sectors. Israel, specifically, is an important trading partner for the UK, with both exports and imports growing nicely.

The Trade Snapshot also revealed positive news for Central and South American exports which have reportedly increased by 62% over the last three years.   

Yet with supply chain issues and inflation still in the mix, expanding into new markets is not without its challenges.

On the 27 September we’ll be bringing together a number of notable industry representatives to discuss the best ways of navigating expansion and growth.  

The four-strong panel (see below for further details on speakers and presentations) will explore topics such as devising a properly thought-out strategy and competitive analysis, how best to steer through cultural and regulatory environments, and key considerations in supply chain logistics and finance.

Each presenter will spend 10 minutes covering their specialist topic, with a roundtable Q&A following. You can register for the webinar on Expanding into new markets for profitable growth here​​ and if you already have a burning question, you can submit that at the same time. Questions will also be welcome on the day and we’ll do our best to answer as many as we can. This webinar is kindly sponsored by Infor.

Panel speakers and topics

Kevin Shakespeare, director of strategic projects, The Institute of Export and International Trade

The Institute of Export and International Trade (IOE&IT) was established more than 85 years ago to support UK businesses in growing their international markets and trade. Kevin Shakespeare is the director of strategic projects and international development at the IOE&IT. Kevin has developed several of the institute’s educational and training programmes, including the Diploma in World Customs Compliance and Regulation.

He has also worked on trade initiatives with Invest NI, Scottish Enterprise, UK Export Finance, Saudi Export Development Authority, among others, and is also the dean of the UK Customs Academy and NI Customs and Trade Academy.

In his talk, Kevin will be discussing the following areas:

• Pricing your goods for export
• Maximising payment terms and managing currency risk
• Achieving success through overcoming tariff and non-tariff barriers  
• Competitive advantage through ongoing regulatory compliance

Tom Lindley, head of strategy and marketing, Marlow Ingredients

This year saw the news that meat free pioneers Marlow Foods would be making the protein used in Quorn available to other food and beverage manufacturers.

Led by a new division, Marlow Ingredients, Marlow mycoprotein is being rolled out in Europe, with a view to expand internationally.

Tom Lindley was part of the leadership team that founded Marlow Ingredients. He has over 30 years of experience in the consumer goods industry. During his 22 years working for Mars, he enjoyed roles in the UK, European and global teams, working in marketing, innovation and global transformation roles.

In his presentation, Lindley will be looking at:

• Converting consumers to help build a stronger alternative protein category
• The importance of understanding local cultural tastes and trends
• Ways it has been targeting new segments and territories

Cristian Chu, VP of new business development, Luker Chocolate

As Luker Chocolate's new business lead, Cristian Chu is an electronic engineer and boasts as Master in logistics and operations and an MBA. In his role, he oversees all new business opportunities, helping his teams to be successful in sharing Luker’s unique product among artisan chocolatiers and brand owners. He also manages product development and leads on R&D and packaging.

In his presentation, Cristian will be discussing Luker Chocolate’s turnkey manufacturing approach and how it has expanded its supply chain set-up to accommodate for regulatory change and disruption, and to give itself a competitive advantage.

In his presentation, Cristian will explore:

• Luker’s unique approach to the supply chain and implications for its chocolates “crafted at origin”
• The decisions Luker Chocolate had to take to better shape its supply chain to enter new markets
• The process of “glocalazing” product design.

Andrew Dalziel, vice president of industry & solution strategy, Infor

In the final presentation, Andrew Dalziel, VP of industry & solution strategy at Infor will be exploring the business challenges of expanding into new markets, which can be stilted as a result of outdated tech.

Dalziel has more than 20 years of experience in the enterprise software industry. Within his role, he leads a global team of industry experts who create compelling value propositions and messaging to position and differentiate our solutions in the market.

Leveraging his engineering background, MBA degree, and deep knowledge of various sectors, including food & beverage manufacturing, distribution, and fashion-retail, he is able to help customers navigate many of the top challenges they face today.  

In his 10-min session, he will cover:

• Why it’s hard to address current business challenges
• Novel ways of driving profitable growth
• Case studies and key examples of putting this into practice