THE EVENT FOR EXPANDING YOUR BUSINESS OVERSEAS
13 & 14 MAY 2015 WEDS 10AM - 6PM & THURS 10AM - 5PM
IN ASSOCIATION WITH
LATEST INSIGHT INTO EMERGING MARKETS: BRICS, MINT ECONOMIES, CEE AND AFRICA UNMISSABLE ADVICE FROM INTERNATIONAL BUSINESS EXPERTS FOCUS ON MANUFACTURING AND RETAIL SECTORS THOUGHT-LEADING SEMINARS AND MASTERCLASSES UKTI EXPORT LOUNGE
SUPPORTED BY
CO-LOCATED SHOWS
WE ARE GOING GLOBAL LIVE! RD
BUSINESS SHOW2015
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This is the biggest and most comprehensive exhibition around solely dedicated to assisting businesses expanding into the international market, providing you with the honest insight and guidance you need when entering international countries and cultures.
guide. Each session is free to attend, but we strongly advise you arrive to them early as places are on a first-come, first-served basis, so to avoid the disappointment of missing out.
Businesses making the leap into overseas trade require expert and experienced knowledge; doing business in unfamiliar climates can be daunting and hazardous. Going Global is here to smoothen this process. With so much packed into its two day duration, this show guide is designed to give you all the information you need in order to get the most out of
Going Global Live takes place within The Business Show, the UK’s biggest business exhibition and conference, which is back at ExCeL London on the 13th and 14th of May for its 33rd appearance. As well as this, there’s also the Sales Innovation Expo, Legalex, and Accountex, meaning this event is absolutely packed with information, expert knowledge, and industry-leading advice. You can be part of this
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your visit. A great place to start is with our incredible array of keynote speakers, which include representatives from the BRIC markets, MINT Economies, the manufacturing sector, and the retail environment. Every seminar from our fantastically diverse schedule is listed in the heart of this show
Interactive sessions led by experts to provide you with the latest tools, techniques, and ideas.
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Details of every seminar, with times and locations so you can see what’s essential to you.
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A hugely informative and honest feature into where the latest global business opportunities lie.
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Use this guide to closely study what’s on and when during the show to ensure you don’t miss out on what’s vital to you. Places for masterclasses and many of the other features are limited due to their huge popularity and always fill up fast, so make sure you book in advance at www.goinggloballive.co.uk. We look forward to seeing you at the show!
The Going Global Team
The essential sessions delivering you the very best advice and information in international business.
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unmissable show by registering for your free tickets at www.businessboxoffice.co.uk.
Find everything available at Going Global quickly and easily.
PLAN
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WELCOME
GOING GLOBAL LIVE MAY 2015
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INTRODUCTION TO UK TRADE & INVESTMENT We at UKTI are hugely excited by this event and hope that you make the time in your busy schedule to come and meet us. We have chosen to participate at ExCeL as part of our push to help UK business start exporting, research new markets, and set up overseas operations. Selling to a UK client base is difficult enough and selling overseas can be fraught with complications - but help is at hand. Over the space of the two days at the show, you will be able to find all the advice you need to start exporting, from market research through to logistics and distribution. You will be
able to talk to marketing agencies and find out about the various financial tools available in the international trade arena, as well as meet service providers who can help you on your international journey. This is your chance to hear from some of the most respected names in international trade, with a conference schedule that condenses years of experience into concise, half-hour sessions. Make sure you plan your day, work out which seminar events you need
COME AND SEE US ON STAND 1230
THIS IS YOUR CHANCE TO HEAR FROM SOME OF THE MOST RESPECTED NAMES IN INTERNATIONAL TRADE to attend, and come with a list of questions your company will need answered. If half an hour isn’t enough, or if you have questions you would rather ask privately, rest assured that the speakers will be available to speak to you in person throughout the duration of the show. Going Global Live is the ideal forum for UK companies that are
seriously looking at exporting or setting up overseas operations. Do make sure you come along to the show, get involved in the seminars and speak to as many of the exhibitors as time allows. The days will go quickly, so make sure to use this guide to plan your time wisely. And be sure to come and speak to us!
THE BUSINESS LOUNGE UKTI have organised their own Business Lounge where visitors can speak to advisors and work out the best ways to start exporting. You’ll meet experts in their field, our International Trade Advisors, who are there to give you unbiased, professional advice and guidance. Years of coalface experience will be at your disposal as we offer you specific export advice and market intelligence.
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Across two days, Going Global presents an incredible array of speakers to provide you with the significant advice and knowledge you require when taking your business into new countries, cultures, and potentially hostile environments. The schedule runs throughout both days of the event, giving you flexibility in attending the sessions that most interest you.
“SHARE THEIR STORIES, DEMONSTRATE THEIR WORK, AND PASS ON THEIR KNOWLEDGE”
Every session is delivered by an expert providing you an unparalleled level of information to ensure you are in the best position possible before your international expansion. Whether you want to strengthen your understanding of specific business cultures, learn about business operation in specific and potentially hazardous regions, or how to blossom in the world’s most competitive markets, you will find a seminar that covers your needs.
speakers have received acclaim for their work and are renowned names within their field; they are driving forces behind the innovation and ground-breaking developments achieved in their specific sector. They want to share their stories, demonstrate their work, and pass on their knowledge. What do you want to see?
The next few pages provide details on our keynote speakers and the content of the sessions they will be presenting you. All our
PLACES ARE FIRST-C OM FIRST-SERV E, E SO GET TH D, ERE EARLY!
JASON MARTINDALE
HOW TO OVERCOME BARRIERS TO GLOBAL GROWTH With huge experience in helping businesses make a global impact, Jason Martindale is here to provide you with the significant information you need before you can enjoy the benefits of going global. WEDNESDAY HALL 14 | 13.15 - 13.45 Overcoming The Barriers To Global Growth: How To Win Overseas. In today’s global market, expanding overseas is no longer a luxury, it’s a necessity. However, there are challenges that come with international expansion; entity structuring, employment contracts, statutory benefits, and tax compliance which extend beyond your initial foray overseas. As your international business grows so too will the complexity of your operations. When expanding beyond the UK borders take this opportunity to learn how to establish a scalable global presence.
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Jason is a senior director for EMEA at Radius, working with finance, HR, and legal executives at organizations who are expanding their operations overseas. Jason has over 20 years’ international outsourcing experience, helping SME, mid-market, and FTSE100 organisations achieve their overseas initiatives and overcome the challenges of cross-border business. Jason also has experience partnering with venture backed companies to accomplish their growth overseas. Furthermore, Jason regularly hosts Radius international content webinars and recently contributed to the British American Business Network about the complications of International M&A.
GOING GLOBAL LIVE MAY 2015
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SOUAD M AL HOSANI
BEST FEMALE BUSINESS SERVICE PROVIDER IN THE UAE 2015
Gain a first-hand perspective from one of the world’s most inspirational business leaders as she recounts the story of her rise to becoming the entrepreneur she is today, and how she overcame the challenges she faced. Miss Souad al Hosani started with an internship at the British Embassy in Abu Dhabi and has since grown into a true entrepreneur, starting with Nexus Business Services and Agencies at the age of 21. The same year she was nominated as first Emirati board member at the biggest business council in the GCC; the AMCHAM. Currently, Miss Souad al Hosani serves as a managing director/partner at Safetic International, as partner at International Management Group, and partner at Nexus Trading.
LESLEY BATCHELOR, OBE
DIRECTOR GENERAL, INSTITUTE OF EXPORT Lesley Batchelor is a champion of UK exporters, with a powerful track record in enhancing the performance of hundreds of businesses and remains one of the UK’s most influential women in leadership. Lesley became director general of the Institute of Export (IOE), in 2010 after a three-year elected tenure as chairman and CEO. She is active on the APPG Advisory Panel on Trade & Investment, and gives evidence to the House of Lords Select Committee on Government support for SMEs.
Lesley has forged influential partnerships with international associations. She brought together 20 organisations to create GURU online, an award-winning business resource. Lesley is a graduate of the Institute and the Chartered Institute of Marketing, and has invaluable expertise in intellectual property, global licensing and marketing. In recognition to her services to business, she was appointed Officer of the Most Excellent Order of the British Empire (OBE) by Queen Elizabeth II in her 2014 birthday honours.
Souad was recently awarded the best women business services provider for 2015 in the UAE.
WEDNESDAY | HALL 14 | 12.30 - 13.00 WEDNESDAY | HALL 14 | 11.00 - 11:30 UAE Business Set Up A- Z Souad will be talking about how she set up her company at the age of 21 with no capital in the UAE and the challenges she has faced in setting up her company, in her personal life as a female entrepreneur, and the challenges faced by SMEs and how to clear these hurdles.
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How Will Global Trade Change In The Modern Digital World? Exploring some of the changes that have impacted on the way we trade and how we use digital techniques from both governance and management viewpoint. Linking this to the importance of digital support using eCommerce for payments and eMarketing to ensure sales are quick and easy with the impact it makes on delivery and support for those trading internationally.
Missed a speaker? Some speakers are delivering more than one seminar, so make sure you check the full schedule for more opportunities to hear the industry’s finest in action.
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SARAH PAVLOU
INTERNATIONAL FRANCHISE EXPERT An abundance of experience in overseas trading and an internationally recognised figure for her contribution to business, Sarah Pavlou is here to share the skills and steps essential to achieving global trading success.
MARTIN TIDESTRÖM THE SMALL COUNTRY WITH HUGE OPPORTUNITIES
Sarah is founder and managing director of Kyclo, a retail franchise and brand expansion solutions company based in the UK. Sarah has over 20 years’ experience in retail, including 10 years in international franchising, working with some of the greatest retail brands in both the UK and internationally, including Debenhams, Hamleys, and New Look. Whilst supporting these companies in their internal and external developments, Sarah inspires a true passion for brand values and achieving profitable growth, driven by exceptional customer experience and increased brand loyalty. With a never-failing eye for detail, outstanding leadership skills, and a full understanding of the bottom line, Sarah has delivered unfailingly successful results that are consistent, commercial, and demonstrate the key to success lies in optimising the power of the brand and its people. Sarah is also a founding board member, chairperson of the executive committee, and CEO of International Women in Business, a nonprofit organisation which she founded in 2012 and now has more than 1500 members from across the globe.
WEDNESDAY HALL 14 15.30 - 16:00 Making It Happen: Growing Your Business Globally Using A Franchise Model Discover what successful franchising looks like and if your brand is ready and prepared for global expansion. Find out why due diligence, partner selection, brand communication, and understanding are essential to one’s success. Learn the steps for successfully launching into a new market as bricks and mortar stores and take away the essential skills and tools required for the opportunities, challenges, and risks faced in global franchising. A 30 minute opportunity to realise the full potential of your brand and the scale of the opportunities available worldwide.
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High economic growth and a World Cup in 2022 means Qatar has much to offer UK firms. Martin Tideström, director of business development at the Qatar Financial Center Authority, will provide significant insight into its rise as a middle power, and what it can offer you. Being the world’s leading exporter of liquefied natural gas, Qatar has the revenue to develop its massive national infrastructure plans: the World Athletics Championships 2019 and World Cup 2022 are just a few chapters of this story. Combine these with well-established and strong trade links with the UK, and a top ranking GDP and Qatar becomes a very attractive proposition for expanding businesses. Martin Tideström, director of business development at the Qatar Financial Center Authority, will provide significant insight into Qatar’s growth and how to be a part of it.
WEDNESDAY | HALL 14 | 14.00 - 14:30 Doing Business In Qatar Martin will highlight Qatar’s development into a leading international business hub, where companies can operate under a number of highly attractive and accessible business environments. Martin will explain opportunities for businesses at the Qatar Financial Centre, which offers its own world-class legal, regulatory, and tax environment. Martin will also outline the different investment opportunities and support available in Qatar through the Ministry of Economy and Commerce, the Qatar Science and Technology Park, and Manateq, a series of strategic economic and industrial zones planned around Qatar.
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MONICA ELIZABETH COSTALES-VASQUEZ
INTERNATIONAL RETAIL EXPANSION EXPERT A wealth of experience in both Latin American and European retail markets makes Monica’s unparalleled insight on expansion into South America and its surrounding area absolutely essential.
SIDDHARTH MUKNE
CHIEF BUSINESS ADVISER AT UK INDIA BUSINESS COUNCIL
India’s economy continues to boom and in doing so is leaving other economies firmly behind. Siddharth Mukne will provide you with the essential do’s and don’ts of expansion into the subcontinent.
Monica is the founder & CEO of IBD-MC Ltd, a company which focuses on strategic financial & commercial analysis in the retail & FMCG sectors, as well as consultancy in international business development and trading of Latin-American products (Ecuador to the UK).
Siddharth is based in London and is responsible for engaging with companies across the UK with an interest in the Indian market. He has a strong background in business management, project management, and operations, having worked with multinational engineering & medical device companies across Europe & India.
Monica has strong financial retail experience with the British Heart Foundation (BHF), Marks & Spencer (M&S), and Swarovski, where she was able to develop strategic retail analysis & reporting for the UK & Ireland. At M&S, Monica was part of the International Business Development team, examining a new franchise market in Latin America (macro/micro economics, pricing, competition, ease of doing business, business plan, etc.) & additional ad-hoc projects.
Siddharth is from India, where he lived & studied Polymer Engineering and PGDM in international trade management. He also holds an executive MBA from the University of East Anglia.
WEDNESDAY | HALL 14 | 11.45 - 12:15 Doing Business In India
In Ecuador, Monica was head of FP&A at Kraft Foods, and was also acting manager & branch office manager at Moore Stephens Profile Consultores, and senior consultant at Ernst & Young.
India’s economy continues to grow at around 6% and with several of the country’s states expanding at over 10%, there are compelling reasons why India should prominently figure in every business’ strategy, and the potential rewards are significant. However, the Indian market requires thorough preparation and a long term view. Siddharth, business adviser at UKIBC, will offer first-hand advice on key topics and give an insider’s perspective on the Indian opportunity.
THURSDAY | HALL 14 | 11.45 - 12:15 Why A Strategic Analysis Is Essential For British Retailers To Expand Into Latin American Markets? Retailers need to analyse selected global market(s) and focus on (macro) microeconomics aspects, evaluate entry modes, the inclusion of strategic models for segmentation, targeting and positioning into chosen market(s). As well as this, the establishment of international business tactics into target market(s) whilst examining relevant points to enter Latin American market(s).The business trend is to go global, looking for long term international and sustainable growth. Modern Latin American markets are more appealing to achieve this.
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Missed a speaker? Some speakers are delivering more than one seminar, so make sure you check the full schedule for more opportunities to hear the industry’s finest in action.
MAY 2015 GOING GLOBAL LIVE
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ABDESLAM DIRECTOR OF TRADE SERVICES, ARAB EL-IDRISSI BRITISH CHAMBER OF COMMERCE Hugely experienced in not only the business potential the Arab region holds for UK business, but also in UK-Arab trade relations, Abdeslam El-Idrissi’s seminar will enlighten you on what could be a trading goldmine. Abdeslam El-Idrissi has served for 31 years with the Arab British Chamber of Commerce, where he has cultivated strong relationships with British chambers, government bodies, educational institutions, and the UK business community as a whole. To this end, Mr El-Idrissi is a sought after keynote speaker and as one of the UK’s leading
experts on UK-Arab trade relations. He is also a member of the Institute of Export where he holds the position of vice chair of the London branch. As an elected member of local government, where he has served as a councillor since 1998, over the years he has built up a good working relationship with British politicians and government officials.
WEDNESDAY | HALL 14 | 16.15 - 16.45 Highlighting The Opportunities And Realities Of UK Arab Trade Significant unlocked trading potential remains between the UK and the Arab world. This seminar will help businesses benefit from that potential, highlighting opportunities and potential difficulties. Discover how the Arab-British Chamber of Commerce can help you in building trade links and the potential for Arab-British co-operation by breaking down cultural barriers and refocusing business on the investment opportunities that exist in the Arab world.
GLOBAL BUSINESS EXPERT AND BILLION-DOLLAR DEAL MAKER DAN WALDSCHMIDT Universally revered for his approach to business, Dan Waldschmidt has been called the ‘best in the world’ by the Wall Street Journal, and profiled in Inc. Magazine, Businessweek, BBC, and in hundreds of articles and radio shows around the world. Part psychologist, part ‘people watcher’, he speaks at leading universities, Fortune 50 firms, and industry events about achieving success in business and life. Using experiences from his time training as an ultimate fighter, high-growth CEO, and ultra-runner, Dan delivers an unforgettable experience to jump-start your crowd.
WEDNESDAY | HALL 14 | 14.45 - 15.15 An Edgy Conversation About Billion Dollar Deal Making Learn the secrets of CONNECT:ED STRATEGIES, the preeminent consulting firm helping savvy companies around the world do business together in over 13 different countries across 30 different business verticals. Managing partner Dan Waldschmidt will share key insights that he uses every day that you can use to drive actionable growth in your organization.
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ADAM HOSIER FOUNDER AND DIRECTOR, ARABIAN ENTERPRISE INCUBATORS
WEDNESDAY HALL 15 | 15.30 - 16.00 Winning In Saudi Arabia - The Right Way
Adam Hosier has spent the last 6 years in Saudi. The last 2 years of this time saw him establish a new company in the Kingdom, Arabian Enterprise Incubators, a one stop shop for Saudi market entry from logistics support to business consultancy. Prior to AEI Saudi, Adam was the business development manager for an influential Saudi security company having transferred to support a contract he won with them for one of the largest global cyber security companies in the world. Before setting foot in Saudi Arabia, Adam worked in the UK IT consultancy and engineering industry for nearly two decades.
With nearly half GCC’s total GDP coming from Saudi, it is the elephant in the room in terms your Middle East strategy. This seminar will tell you what you need to know about first approaching the Saudi market but then how to successfully and cost effectively deliver after you win your first contract. Saudi has many pitfalls, but if you can avoid these you can reap the largest rewards.
PAUL WILSON
WEDNESDAY HALL 15 | 11.45 - 12.15
LEARN THE LANGUAGE OF SUCCESS
Everyone Speaks English – Don’t They?
Investing in the services of a professional translator is a short term commitment for a long term goal. Paul Wilson can tell you why.
It’s a common idea that everyone in major international market places can speak and read English but the reality can be very different. Can’t afford to have it translated… you can’t afford not to! Find out how and why a small investment can reap big rewards as your new customers feel cared for and want to do more business with you.
Paul is chief executive of the Institute of Translation and Interpreting (ITI). The Institute is the UK’s only dedicated association for practising translation and interpreting professionals and has 3000 members who specialise in more than 100 languages and dialects from around the world. The ITI directory of qualified members is frequently used by business, government, and organisations seeking support for their particular need. Paul joined ITI three years ago after a career spanning both large public and start-up companies as a manager and consultant. He holds a MBA from City University Business School in London.
WEDNESDAY HALL 12 | 14.45 - 15.15 Driving Exports With Business Information Whether just starting to export or expanding your existing overseas activity, international business information is key to making the right decisions - giving you a vital understanding of your potential international market.This seminar provides insight into the differing quality and depth of business information available across the world, how data legislation differs country by country, and where you can find the right information for your business.
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STUART POCOCK
GLOBAL DATA EXPERT Understanding the culture and operation of the market you’re about to join could be the difference in your business’ fortunes. Stuart Pocock will provide guidance on how you can obtain market information when going overseas. Having worked in the business information, publishing, and software industry with companies such as Dun & Bradstreet, OneSource (Avention) and WoltersKluwer, Stuart was delighted to join the Kompass UK management team. As Kompass works to fulfil its ambition of being a ‘better data business’, Stuart believes his experience, brand of management, and being surrounded by a great team will accelerate reaching that goal.
Missed a speaker? Some speakers are delivering more than one seminar, so make sure you check the full schedule for more opportunities to hear the industry’s finest in action.
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OLIVER CORNOCK
MENA AND GULF STATES SPECIALIST
Oliver Cornock has many years of experience in the MENA region having worked in both the private and public sectors. He worked in project finance at British Arab Commercial Bank, part of the HSBC Group, before joining the British MoD as an advisor embedded in Iraq. He is managing editor at Oxford Business Group, where he directs web and print editorial across the GCC. Oliver also writes a weekly column on the region and appears as a specialist on the Gulf on BBC, CNN, Al Arabiya, and other television and radio stations. Oliver has interviewed many prominent individuals, including Amr Moussa, secretary general of the Arab League; Boutros-Boutros Ghali, former secretary general of the UN; Prince Turki Al-Faisal of Saudi Arabia; HRH Duke of York; The Baroness Symons of Verham Dean; Richard Armitage, US senator; Lee Kwan Yew, former prime minister of Singapore; David Rubenstein, managing director of Carlyle Group; and Donald Trump.
LESLIE ONYESOH PROMOTING THE DEMOCRATISATION OF GLOBAL TRADE ‘The origin and ideology of Kwanji was simple, it started with one idea, to make global trade easier’. Fed up with the inefficiencies of cross country commerce, self-starter Leslie Onyesoh created his company, Kwanji. Leslie is an entrepreneur, evangelist, and campaigner for change. He is passionate about removing the hurdles to international trade that dampen the entrepreneur. As the dynamic driving force behind Kwanji, he and his team have been redefining the traditional international trade and payment experience globally. He is a firm believer that global trading should be simple and equal: from anywhere to anywhere by anyone.
WEDNESDAY | HALL 15 | 11.00 - 11.30 Engaging Importers And Exporters Within Emerging Markets Leslie will be discussing his frustrations in the early days as a businessman who wanted to trade with Nigeria at a fair and competitive price. Amongst this he will share his thoughts on why the emerging markets in Africa, LATAM and Asia are the areas that will provide higher margins in transferring and give more for their money.
KELVIN KF CHAN
BOOST YOUR BRAND: BRING YOUR BUSINESS TO CHINA WEDNESDAY HALL 12 | 11.45 - 12.15 The Gulf Cooperation Council Countries - Their Position And Influence I will explore the plans for a posthydrocarbon future, economic diversification and the all-important efforts being made to get young Gulf Arabs into work. I will also look at the infrastructure development. I will then look at why the region is set to remain critical to global trade and investment and what opportunities this presents.
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Kelvin has been a marketer in global corporates for over seventeen years. His time in Nestle and Diageo over the China and Asia region has given him an in-depth knowledge about the Chinese consumers.
WEDNESDAY | HALL 15 | 13.15 - 13.45 9 Ways To Increase Your Brand Awareness In China It is always a challenge to market foreign brand in China, given the complexity and competitiveness of product / service offers in this country. We will share some of the practical solutions to build brand in Chinese consumer, and gain loyalty over competition.
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MIMI AJALA OVERCOMING GLOBAL CUSTOMS CHALLENGES Mimi Ajala is the UK Intertek Government and Trade Services Sales Manager, the leading provider of CAP (Conformity Assessment Programmes). Mimi assists new clients who require a Certificate of Conformity to enable them to export to countries such as Saudi Arabia, Russia, Nigeria, Algeria, Botswana, Egypt, Kenya, Kuwait, the Philippines Tanzania, Qatar and Uganda. With her expert knowledge of these programmes and their requirements, such as test reports from approved laboratories, marking and labelling, Mimi helps clients conform to these programmes and meet the standards of the countries of import. This enables clients to accurately and efficiently plan their logistics, avoiding delays, fines and the costs of goods being rejected and returned to the port of export.
WEDNESDAY | HALL 12 | 11:00 - 11.30 Effective Customs Clearance Many countries require businesses to obtain a Certificate of Conformity to clear customs. This is set by the importing country’s government to ensure that businesses have met the standards of the country of import.The seminar will explain how a conformity assessment programme works and the process the business need to follow in order to meet its requirements and gain the mandatory certification. This includes testing and inspection requirements as well as the fees applicable.
PETER HOLLAND
BUSINESS INTELLIGENCE GURU FOR GLOBAL OPPORTUNITIES Peter has over 20 years of business experience focused upon the exploitation of information and technology to improve business performance. Peter was the CRM director at Brann Worldwide, responsible for integrated marketing service operations. He moved on to join the consultancy firm Detica where he was responsible for building a number of capabilities: customer insight practice, operational performance improvement, and later, delivery director. He has gained experience in several business sectors including telecommunications, financial services, automotive, media FMCG, maritime, transport, and energy, as well as local and central government. Peter is one of Arkevista’s founders and managing director, and has played a key role in the development of the company and the design of its products and services.
WEDNESDAY HALL 12 | 15.30 - 16:00 Seeing The World Through Data
He specialises in product innovation, brand communications, marketing strategies and social media. He has good insight about marketing foreign brands in China, engaging local consumers and winning over competition. Kelvin was born in Hong Kong, worked in Beijing/Shanghai/Guangzhou, and is now settling in London. He is passionate about cross-cultural exchanges and foreign adaptation to local environment.
Think of the key decisions you need to make with regard to exporting. Having the right information, at the right time, is vital in an increasingly complex, competitive and rapidly changing world. This seminar will provide examples of where to look and what you can find out. Whether you are a large and established organisation, or a niche player, the information can make a real difference, saving time and money.
He is now running his own boutique marketing consultancy, called TOFU, which specialises in providing bespoke marketing and business solutions to UK-based SMEs wanting to reap the rewards of breaking into the Chinese market, and providing the Chinese eye for the British mind.
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Missed a speaker? Some speakers are delivering more than one seminar, so make sure you check the full schedule for more opportunities to hear the industry’s finest in action.
MAY 2015 GOING GLOBAL LIVE
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GEERT-JAN WAASDORP
GLOBAL TALENT SPOTTER
Geert-Jan Waasdorp is the owner and founder of Intelligence Group, a research company specialized in global recruitment data and global mobility of the international workforce. Intelligence Group is a global authority in the field of knowledge of the (international) labour market, recruitment and recruitment marketing, with a main goal to help companies find the best talent in the world and recruit more quality than their competitors. Much of the recruitment data can be accessed online by using tools like www.globalrecruitmentchannels.com and www.globaltalentbarometer.com. iG! works for companies like Shell, Philips, Cielo, Ranstad, ADP, Total, Tata Steel and many more.
WEDNESDAY | HALL 12 | 14.00 - 14.30
STUART STOBIE
DIVISIONAL MANAGING DIRECTOR, TNT Stuart has worked for TNT for 27 years in a variety of roles encompassing sales, marketing, operations, and customer services. He has a broad range of experience in general management and at board level in both international and domestic transport, and moved into the managing director, TNT International UK and Ireland, role in October 2014. Most of Stuart’s career has been spent in the UK but he has also undertaken positions on behalf of TNT in the Netherlands, the Middle East, and Africa. ‘Be dynamic at all times – you will achieve your targets, and you will make things happen’.
WEDNESDAY | HALL 12 | 13.15 - 13.45 Exporting – The Gateway To Successful Business Growth With a quarter of UK SME business revenue coming from exports, the ability to trade successfully across international markets has never been more important. However, for many UK companies, navigating the challenges of exporting can be daunting. Stuart Stobie explains how logistics partners can help lighten the load.
How To Recruit The Best Talent In Foreign Countries Starting recruiting in a county, a city, culture or language you don’t now, is like driving a car in the dark without lights. One of the biggest mistakes in recruiting talent overseas is to use the same recruitment strategy, ethics and tooling as in your home country. Another big mistake is depending on local experts without having any knowledge of the labour market whatsoever. But it’s easy to talk about errors, that’s why I will show you how to get instant access to all the needed recruitment data to attract the best local talent. What drives your target group? What is the expected employer experience by the candidate? And what recruitment channels are the most effective? In five simple steps you will know the local market better than a local specialist.
JAMES HOUSTON
CHAIRMAN, NIGERIAN-BRITISH CHAMBERS OF COMMERCE UK NETWORK Nigeria has Africa’s largest economy, but with opportunity comes danger. James Houston, chairman of the Nigerian-British Chambers of Commerce UK Network, will provide insight into this complex country. James is a former director of a Midlands based chamber of commerce and industry, and became closely involved in government funded city based regeneration projects involving implementation of public, private, and voluntary sector partnerships. He is a founder partner of Overseas Development Solutions LLP which facilitates business to business trade and investment linkages between the UK and overseas countries, specifically Africa and selected sectors.
WEDNESDAY | HALL 15 | 12.30 - 13.00 Accessing Opportunities In Nigeria The seminar focuses on Nigeria’s position within Africa, a continent which now has ten of the world’s fifteen fastest growing economies. We’ll look at how to access Nigeria’s opportunities and the role of the Nigerian-British Chamber of Commerce. We will address the perceived challenges of operating in the Nigerian market and balance it against the opportunities of engaging with Africa’s most dominant consumer class.
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TREVOR BARTON
EXECUTIVE DIRECTOR, RUSSO-BRITISH CHAMBER OF COMMERCE THURSDAY HALL 12 | 11.45 - 12.15 Opportunities In Russia Trevor will give a general overview of the huge Russian market, which remains attractive and accessible for UK exporters and investors despite present geopolitical tensions. He will highlight the sectors where UK companies have been successful, briefly describe the sanctions situation, other challenges, and how to deal with them. Trevor will also explain what help is available to potential exporters to Russia from government and other agencies, and some other keys to success.
Trevor served as an officer in the Royal Navy throughout the 1980s, after which he spent 14 years as a solicitor and partner with the international law firm Clyde & Co. This included six years in the firm’s St Petersburg office in the 1990s. As a lawyer, Trevor focused on finance, crossborder trade, and litigation. He subsequently ran the London office of The PBN Company, a consultancy specialising in financial public relations and corporate communications that worked primarily for clients across the CIS markets. More recently Trevor has worked as a consultant to a number of companies in industry and the financial services sector, all of which have been looking to develop their businesses in the Russian and CIS markets. He has been on the board of directors of the Russo-British Chamber of Commerce for 10 years, and became executive director in October 2012.
SURAJ ISSAC
BUSINESS DEVELOPMENT MANAGER, BRIGHT INVESTMENT COMPANY Suraj Issac is an experienced business consultant with over 18 years of experience and in that time about 5 years in the Kingdom of Saudi Arabia. He advises multi-national clients from USA, United Kingdom, Europe and the Far East providing up-to-date information on government relations and the rules and regulations of how clients can plan on entering the Arabian business market with ease. He will explain the details of how to remove obstacles and help plan a smooth entry into the multi-billion dollar economy.
WEDNESDAY | HALL 12 | 12.30 - 13.00 Doing Business In Saudi Arabia Suraj will be speaking about the setting up of companies and the challenges associated to formation of entities in Saudi Arabia and the Do’s and Don’ts while making the decision to bring the entity to KSA. Learn the importance of choosing the right support services company to help you complete the setup and also to provide on-going support.
@GoingGlobalLive
Missed a speaker? Some speakers are delivering more than one seminar, so make sure you check the full schedule for more opportunities to hear the industry’s finest in action.
MAY 2015 GOING GLOBAL LIVE
SPEAKERS
13
Promoting the highest standards in the profession Searchable directory of qualified translators and interpreters Over 100 languages and dialects Subject experts across a wide range of fields Database of Language Service Business members Support to find the right member for your needs
Find us on stand 1224
www.iti.org.uk | 01908 325250 #GoingGlobalLive
SUPPORTERS UK TRADE & INVESMENT (UKTI)
MIDDLE EAST ASSOCIATION
MADE IN BRITAIN
INTERNATIONAL TRADE MAGAZINE
UK INDIA BUSINESS COUNCIL
@GoingGlobalLive
NIGERIAN-BRITISH CHAMBER OF COMMERCE
Going Global Live would like to thank all of our partners and supporters for their help and assistance in producing the show.
ARAB BRITISH CHAMBER OF COMMERCE
FOREIGN DIRECT INVESTMENT AND TRADE WORLDWIDE
INTERNATIONAL BUSINESS & DIPLOMATIC EXCHANGE
INTERNATIONAL MARKET ADVISOR
INSTITUTE OF EXPORT
OXFORD BUSINESS GROUP
QATAR FINANCIAL CENTRE AUTHORITY
THE MANUFACTURER
RUSSO-BRITISH CHAMBER OF COMMERCE
STARTUP OVERSEAS
SPANISH CHAMBER OF COMMERCE IN GREAT BRTIAIN MAY 2015 GOING GLOBAL LIVE
SUPPORTERS
15
ARKEVISTA MASTERCLASS
HALL 12 WEDNESD 16.00 - 16 AY BOOK TICK .45 ETS NOW!
INCREASE YOUR EXPORTS THROUGH DATA WE’LL SHOW YOU HOW DATA CAN TRANSFORM YOUR EXPORT LEVELS The amount of data available to businesses has increased dramatically over the last few years, with many referring to what has been dubbed ‘Big Data’. Making extensive use of this data is often seen as only being relevant and affordable for large corporations. Recent technical developments mean this is no longer the case. Small, medium, and large companies can now realise increased benefits from using data without significant investments in hardware, software, or people. This workshop is designed to explain how companies of all shapes and sizes can benefit from data. It will provide a forum to discuss the export issues and challenges faced by companies, and provide case studies on how data has been used to overcome them.
AT A GLANCE:
The workshop is being run by Peter Holland, who helps businesses exploit data and information. The workshop naturally follows on from the previous seminar on ‘Seeing the World Through Data’, and is intended for directors and senior managers to get a feel for what data and analytics can now do for businesses of all sizes. Attendees can raise questions about how they can use data in a wide range of decisions, from informing export strategy and selecting sales channels to marketing and identifying sales leads. Practical examples will be used to illustrate and support the answers. Useful sources of information will be shared, and different ways in which they can be used will be explored. Please feel free to submit topics and questions you would like covered, please email workshopquestions@arkevista.com together with your contact details.
ABOUT THE SPONSOR
An interactive workshop that gives you the chance to quickly: •
Find out how data can help your business make a wide range of export decisions
•
Discuss how data can increase the speed of making decisions and their accuracy
•
See practical examples of how data has been used by others
•
Get hold of useful sources of data and information
BOOK ONLINE TO SAVE YOUR SPACE! WWW.GOINGGLOBALLIVE.CO.UK
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MASTERCLASS
GOING GLOBAL LIVE MAY 2015
Arkevista provide sales leads and produce analysis to prioritise international market opportunities, understand competitors, compare potential distributors or agents and identify suppliers. Our focus is to help you increase sales in new or existing markets. For more information visit our stand at number 1470 to speak to an advisor.
Visit www.arkevista.com for more information
PETER HOLLAND Peter has over 20 years of business experience focused upon the exploitation of information and technology to improve business performance. He was the CRM Director at Brann Worldwide, responsible for integrated marketing service operations. At the consultancy firm Detica he was responsible for building a number of capabilities: customer insight practice, operational performance improvement and later delivery director. He has gained experience in several business sectors including telecommunications, financial services, automotive, media, FMCG, maritime, transport and energy, as well as local and central government. Peter is now managing director of Arkevista, an innovative supplier of data, research and analysis services to business.
THIS WORKSHOP WILL BE PRECEDED BY PETER’S SEMINAR IN THE SAME HALL.
Seeing The World Through Data Think of the key decisions you need to make with regard to exporting. Having the right information, at the right time, is vital in an increasingly complex, competitive and rapidly changing world. This seminar will provide examples of where to look and what you can find out. Whether you are a large and established organisation, or a niche player, the information can make a real difference, saving time and money.
#GoingGlobalLive
STAND 1224
Institute of Translation & Interpreting
DON’T MIS PAUL WILS S ON ITI CEO 11.45 HAL L WEDNESD 15 AY
Missed Paul Wilsons Seminar? CEO of ITI, Paul Wilson is also speaking 14.00 - 14.30 in Hall 15 on Thursday
SO YOU THINK YOU NEED A TRANSLATION? WHAT NOW? Successful international trade is fuelled through well translated websites, product leaflets, letters of introduction, and much more. If you have never had anything translated before you may be surprised at how cost effective it can be, sometimes bringing almost immediate results. When exploring new markets, which could be anything from a single web page to a major trade show, how can you ensure that you are getting your message across in the way that you originally intended? Lost in translation may well be an overused saying but it is a very real concern to anyone trading beyond their traditional market. The Institute of Translation and Interpreting is brimming with suitably qualified experts who can help support you now and as your business grows.
“LOST IN TRANSLATION MAY WELL BE AN OVERUSED SAYING BUT IT IS A VERY REAL CONCERN TO ANYONE TRADING BEYOND THEIR TRADITIONAL MARKET”
VISIT OUR STAND TO ANSWER SOME OF YOUR IMMEDIATE QUESTIONS. • • • • • • •
I think I need a translation, what do I do next? How can translation increase my business and profits? Can’t I just use Google Translate? How can I assess different translation providers? What is localisation and why is it so important? What other services should I consider (such as research, editing and proofreading)? How do I write a brief for a translation?
Don’t forget to attend our seminar with Paul Wilson, CEO of the Institute of Translation and Interpreting.
EVERYONE SPEAKS ENGLISH – DON’T THEY? It’s a common idea that everyone in major international market places can speak and read English but the reality can be very different. Can’t afford to have it translated… you can’t afford not to! Find out how and why a small investment can reap big rewards as your new customers feel cared for and want to do more business with you.
CONTACT www.iti.org.uk info@iti.org.uk 01908 325250
PAUL WILSON CEO ITI @GoingGlobalLive
MAY 2015 GOING GLOBAL LIVE
ITI EDITORIAL
17
SEMINAR SCHEDULE
Every single seminar is delivered by an expert, ensuring that you have access to the latest insight, information and advice, whatever aspect of international trade you are interested in. Whether you need to find out more about exporting goods and localisation or advice about the varying territories, you will find a seminar that fits your needs. You don’t need to book in advance for any of these seminars, but they are incredibly popular and fill up fast.
It’s back – and it’s bigger than ever! The Going Global Live seminar schedule spans four dedicated halls this May..
We’d suggest getting there early to avoid disappointment.
PLACES ARE FIRST-C OM FIRST-SERV E, E SO GET TH D, ERE EARLY!
SEMINAR HALL 13 Going Global is delighted to have UK Trade & Investment (UKTI) providing their unparalleled level of knowledge and support in working with UK businesses expanding to overseas markets. Through our exclusive schedule of seminars and masterclasses, Going Global is the preeminent event for information, knowledge, and advice for businesses wanting international expansion. The mission of UKTI is to assist British companies of all sizes to grow their business through overseas trade by offering them expert advice, insight, and practical support through a range of programmes. As well as this, UKTI will ensure businesses are connected to the very best commercial opportunities
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SCHEDULE
available, and create campaigns centred around them. Through our features, seminars, and masterclasses, UKTI’s international trade advisors will present the optimum level of information and advice into overseas expansion and a deep depth of knowledge into the
DEEP DEPTH OF KNOWLEDGE INTO THE MANUFACTURING, RETAIL, E-COMMERCE, AND TECHNOLOGY SECTORS manufacturing, retail, e-commerce, and technology sectors. These features will provide insight into where the opportunities for expansion lie and how you can successfully take advantage of them. Headquartered in London, the department has experts located all over the UK and staff across over 100 countries, with each one carrying the responsibility of assisting UK businesses expanding
into international markets. Attending our masterclasses and seminars is an absolute must for any business seriously thinking about overseas trade. The outstanding level of knowledge and support on offer from the international trade advisors presents you with an unbeatable chance to learn the significant details you need to know when going global.
GOING GLOBAL LIVE MAY 2015 * Content and speakers are subject to change. The digital show guide
and seminar timetable will be updated online prior to the show, so please check www.goinggloballive.co.uk for the latest information.
#GoingGlobalLive
UKTI HALL 13 WEDNESDAY
UKTI HALL 13 THURSDAY 11.00 - 11.30
Stuart Stoter UK Export Finance, Export Credits Guarantee Department
UK Export Finance Support For Exporters 11.45 - 12.15
11.45 - 12.15
How To Do Business In The Middle East And North Africa
Are Your Brands, Ideas, Inventions And Products Properly Protected Overseas?
Peter Meyer Middle East Association
12.30 - 13.00
Bill Russel UK Intellectual Property Office
12.30 - 13.00
Bill Russel UK Intellectual Property Office
Peter Meyer Middle East Association
Are Your Brands, Ideas, Inventions And Products Properly Protected Overseas?
How To Do Business In The Middle East And North Africa
13.15 - 13.45
13.15 - 13.45
James Gillespie UK Trade & Investment
James Gillespie UK Trade & Investment
Getting The Best From Your Agents Or Distributors
Getting The Best From Your Agents Or Distributors
14.00 - 14.30
14.00 -14.30
The Global Marketplace And How To Get There
The Global Marketplace And How To Get There
14.45 - 15.15
14.45 - 15.15
What Are We Really Making?
What Are We Really Making?
15.30 - 16.00
15.30 - 16.00
Kevin Smith KPMG
John Pearce Made in GB
Stuart Stoter UK Export Finance, Export Credits Guarantee Department
UK Export Finance Support For Exporters 16.15 - 16.45
Mukhtar Sanders
Kevin Smith KPMG
John Pearce Made in GB
Deborah Lynch-Doyle UK Trade & Investment
An ABC Of International Marketing
NOTES
Cultural Nuances Of Doing Business In The Middle East
@GoingGlobalLive
MAY 2015 GOING GLOBAL LIVE
SCHEDULE
19
Facilitates overseas market access Provides market intelligence and networking for professional services companies Offers end-to-end solutions British Expertise International provides The D Group's International Business support. www.britishexpertise.org
SEMINAR HALL 12 WEDNESDAY
SEMINAR HALL 12 THURSDAY
11.00 - 11.30
11.00 - 11.30
Effective Customs Clearance
Doing Business In Saudi Arabia
11.45 - 12.15
11.45 - 12.15
The Gulf Cooperation Council Countries - Their Position And Influence
Opportunities In Russia
Mimi Ajala Intertek International Ltd
Oliver Cornock Oxford Business Group
12.30 - 13.00
Suraj Issac Bright Investmment Company
Trevor Barton Russo-British Chamber of Commerce (RBCC)
12.30 - 13.00
Suraj Issac Bright Investmment Company
Adrian Avery TNT International UK & Ireland Marketing
Doing Business In Saudi Arabia
Expand Your Horizons Through Easy Exporting
13.15 - 13.45
13.15 - 13.45
Stuart Stobie TNT International UK & Ireland Marketing
Mimi Ajala Intertek International Ltd
Exporting - The Gateway To Successful Business Growth
Effective Customs Clearance
14.00 - 14.30
14.00 - 14.30
How To Recruit The Best Talent In Foreign Countries
Dubai Is Business
14.45 - 15.15
14.45 - 15.15
Driving Exports With Business Information - Researching Markets And Identifying Opportunities
Global Best Practise For Managing International Legal Entities
Geert-Jan Waasdorp Intelligence Group
Stuart Pocock Kompass (UK) Ltd
Fayha Sultan Dubai Tourism and Commerce Marketing
Matthew Eckford TMF Group
15.30 - 16.00 Peter Holland Arkevista Ltd
NOTES
Seeing The World Through Data
16.00 - 16.45
Peter Holland Arkevista Ltd
Masterclass - Using Data To Increase Your Exports
@GoingGlobalLive
MAY 2015 GOING GLOBAL LIVE
SCHEDULE
21
SEMINAR HALL 14 WEDNESDAY
SEMINAR HALL 14 THURSDAY
11.00 - 11.30
11.00 - 11.30
UAE Business Set Up A-Z
Doing Business In India
11.45 - 12.15
11.45 - 12.15
Doing Business In India
Why a Strategic Analysis is Essential for British Retailers to Expand into Latin American Markets?
Souad M Al Hosani Nexus Business Services
Siddharth Mukne UK India Business Council
Siddharth Mukne UK India Business Council
Monica Costales-Vasquez IBD-MC Ltd
12.30 - 13.00
12.30 - 13.00
Sarah Pavlou Kyclo. Retail Franchise & Brand Expansion Solutions Company
Martin Tidestrรถm Qatar Financial Centre Authority
13.15 - 13.45
13.15 - 13.45
Making It Happen: Growing Your Business Globally Using A Franchise Model.
Jason Martindale Radius
Doing Business In Qatar
Dan Waldschmidt CONNECT:ED Strategies
Overcoming The Barriers To Global Growth: How To Win Overseas
An EDGY Conversation About Billion Dollar Deal Making
14.00 - 14.30
14.00 - 14.30
Martin Tidestrรถm Qatar Financial Centre Authority
Doing Business In Qatar
Sarah Pavlou Kyclo. Retail Franchise & Brand Expansion Solutions Company
Making it Happen: Growing Your Business Globally Using A Franchise Model. 14.45 - 15.15
14.45 - 15.15
Dan Waldschmidt CONNECT:ED Strategies
Souad M Al Hosani Nexus Business Services
An EDGY Conversation About Billion Dollar Deal Making
UAE Business Set Up A-Z
15.30 - 16.00
15.30 - 16.00
How Will Global Trade Change In The Modern Digital World?
Overcoming The Barriers To Global Growth: How To Win Overseas
16.15 - 16.45
NOTES
Lesley Batchelor, OBE IOE - International Trade
Jason Martindale Radius
Abdeslam El-Idrissi Arab British Chamber of Commerce
Highlighting The Opportunities And Realities Of UK Arab Trade
22
SCHEDULE
GOING GLOBAL LIVE MAY 2015
#GoingGlobalLive
SEMINAR HALL 15 WEDNESDAY
SEMINAR HALL 15 THURSDAY
11.00 - 11.30
11.00 - 11.30
Engaging Importers And Exporters Within Emerging Markets
Engaging Importers And Exporters Within Emerging Markets
11.45 - 12.15
11.45 - 12.15
Everyone Speaks English – Don’t They?
Driving Exports With Business Information - Researching Markets And Identifying Opportunities
Leslie Onyesoh Kwanji Ltd
Paul Wilson ITI (Institute of Translation & Interpreting)
12.30 - 13.00
Leslie Onyesoh Kwanji Ltd
Stuart Pocock Kompass (UK) Ltd
12.30 - 13.00
James Houston Nigerian British Chambers of Commerce
Kelvin KF Chan TOFU Management
Accessing Opportunities In Nigeria
9 Ways To Increase Your Brand Awareness in China
13.15 - 13.45
13.15 - 13.45
Kelvin KF Chan TOFU Management
Adam Hosier AEI Saudi
9 Ways To Increase Your Brand Awareness in China
Winning In Saudi Arabia - The Right Way
14.00 - 14.30
14.00 -14.30
How To Do Business In The Middle East And North Africa
Everyone Speaks English – Don’t They?
14.45 - 15.15
14.45 - 15.15
Dubai Is Business
Making Container Shipping Easy For Exporters
15.30 - 16.00
NOTES
Peter Meyer Middle East Association
Abdulaziz Essa Bin Redha Jafza
Adam Hosier AEI Saudi
Paul Wilson ITI (Institute of Translation & Interpreting)
Graham Parker Kontainers
Winning In Saudi Arabia - The Right Way
16.15 - 16.45
Thorold Youngman-Sullivan TMF Group
Avoiding The Pitfalls Of International Expansion
@GoingGlobalLive
MAY 2015 GOING GLOBAL LIVE
SCHEDULE
23
AN HONEST INSIGHT INTO...
AFRICA
Africa is a continent widely considered to be an unstable place to do business, and such assumptions carry considerable weight.
A number of its countries have experienced civil unrest, with many still under military rule; reports of terrorism are frequently on the rise, most notably the atrocities carried out by Boko Haram, mainly in Nigeria; and the Ebola outbreak continues to carry very serious risks. Although having an improving operating environment, corruption remains high, as does poor physical infrastructure, high taxes, and volatile currencies. However, in the past decade and a half, the world’s second largest and mostpopulous continent has also been able to boast of a big economic turnaround, making it a hugely attractive environment for overseas investment and business operation into its many burgeoning sectors. There’s a wealth of opportunity in Africa, but also an equal measure of risk. If you have genuine ambitions of doing business here, it’s essential you attend Going Global. This event will highlight to you the positives and negatives of doing business there; it will shed light on the assumptions we carry of the continent, and give you the real deal.
Expansion into overseas countries is an attractive option for business owners. The potentially lucrative benefits a move into a booming economy or towards a new marketplace are a great incentive.
EMERGING EUROPE The Central and Eastern Europe (CEE) region offers exciting opportunities to UK businesses looking for overseas expansion. The countries that make up CEE are Austria, Bulgaria, Croatia, Czech Republic, Hungary, Poland, Romania, Slovakia, and Slovenia, and between them have over 100 million consumers. The CEE markets are just 2 to 3 hours flying time from the UK, and with the majority of them being under EU regulation, they are considered lower risk than markets further from the UK. The CEE region offers UK companies a number of advantages. Development of business relationships is easy due to the close geographical proximity, with capable access through a number of budget airlines, meaning business here is especially ideal for SMEs on tight budgets. EU funded infrastructure, energy, and innovation projects have also created opportunities, and it currently has a far lower market penetration in comparison with markets closer to home. The CEE looks set to continue its rapid growth, and with it increase its level of opportunity to UK business. Get to know the essential information you have to know before the market becomes saturated.
However, such a move requires significant prior knowledge and extensive research. Recent years have seen many conflicts explode across numerous regions; not only does this make business operation difficult, but brings life-threatening danger. Going Global aims to provide the very best in advice and information on the markets across the world, providing insight on the opportunities available, and warnings on the dangers that come with them.
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TERRITORIES
GOING GLOBAL LIVE MAY 2015
#GoingGlobalLive
RUSSIA
Events over the last two years have been particularly damaging for the Russian economy, and the immediate future doesn’t look anymore clear.
Substantial risks exist to the country’s medium-term outlook for growth between 2014-2016, with the economy feeling the impact of several rounds of sanctions for their role in the Ukraine conflict, as well as the annexation of Crimea in 2014, and subsequent measures in trying to stabilise the economy. In years gone by, performing business in Russia has been an attractive proposition for foreign investors. Despite fears of corruption and rigid bureaucracy disrupting progress, as well as geographical factors, a healthy consumer market, and a strong demand for UK investment, expertise, technology, and resources existed. Nowadays, the country is still ‘open for business’, and has a young and well educated workforce, strong transport links, and logistics. However, the severity of the situation with Ukraine and the resulting EU sanctions has caused potentially irreversible damage to relations between Russia and the west. Hostility towards EU investors and an increasingly unpredictable leader mean it’s not a place to go without expert and professional knowledge before performing business there.
@GoingGlobalLive TERRITORIES
MENA REGION
Northern Africa and the Middle East are rarely out of contemporary news. The severity of political upheaval and violent conflict that have hit numerous countries in the region have had a devastating impact on people’s lives, economic growth, worsened macroeconomic imbalances, and destroyed infrastructure. Many countries are considered very high risk to investors, with the rise of Islamic extremist organisations such as Isis consistently in the news for their devastating acts of inhumanity throughout the Middle East. Opportunities aren’t obsolete in the MENA region. There is a diverse picture, where certain countries remain oil-rich and are operationally functional; growth is predicted to improve as consumption picks up and political tensions ease in certain countries. Areas effected by war need outside investment; buildings need restructuring and products and services are required. However, the precarious situation the MENA region finds itself in has massively destabilised security, and caused massive operational and financial risks. If you want to do business in one of the MENA members, there is money to be made; but you MUST know what you’re doing. Going Global can make this process smoother for you.
TECHNOLOGY Information technology, and the hardware and software associated with the industry, are an integral part of nearly every major global industry. At a time of slowed growth and economic turbulence, many countries are looking for policies that will stimulate growth and create new jobs. The technology sector, in particular digital technologies, will continue to boost economic growth, directly create millions of jobs, and also enable innovation and development. The information technology industry is now one of the world’s most prosperous industries; IT has an increased productivity, particularly in the developed world, and therefore is a key component in the world’s economic growth. Technology will continue to provide for the global economic output, where an increased use of digital technologies could add $1.36 trillion in 2020, according to research by Accenture and Oxford Economics. China’s economy would feel the greatest impact with a projected contribution $410 billion. Among emerging economies, India comes second with $101 billion, closely followed by Brazil ($97 billion). Factors such as the volume of transactions conducted online and the use of cloud or other technologies to streamline processes will boost this contribution. Going Global will provide focus to the sector opportunities that exist and will deliver the information and knowledge you need to impact the market.
MAY 2015 GOING GLOBAL LIVE
TERRITORIES
25
RETAIL
Recent years have seen the UK retail sector emerge from the depths which it sank to during the recession. Sector sales in 2014 were recorded as being the best since before the recession. This years’ performance is expected to follow a similar path.
However, UK growth, according to the Centre for Retail Research, is dependent on the performance of our overseas trading partners, and the current outlook doesn’t look too encouraging with the Eurozone in decline and world commodity prices and retail prices both showing signs of a lack of global demand. Opportunities exist for the retailers looking towards overseas expansion, but a significant amount of knowledge is required in order for such a move to achieve success, such as understanding that global supply chains must be agile and robust in order to withstand local market demands and business needs, and knowing the infrastructure of your supply chain, its potential, and limitations. Going Global will provide the information and advice you need if you’re contemplating setting up a retail business overseas. We will tell you what you need to know on the latest international markets, as well as what you need to know in creating your retail business – pricing, branding, routes into markets, premises, and much more.
26
TERRITORIES
GOING GLOBAL LIVE MAY 2015
INTERNATIONAL E-COMMERCE E-commerce stands as being both the major force behind the creation and exponential growth of history’s largest marketplace, and the glue that holds that web-based marketplace together. Embracing the web and its impact on commerce comes global reach – from the moment a company launches online and begins to sell their products, they’re already a performer on the international stage. That business is now introduced to multiple countries, continents, and cultures, and a new world of potential custom. Research suggests e-commerce is set to boom across Europe and North America in 2015. Online sales are forecast to grow by 16.2% in the UK, while sales across Europe are tipped to grow by 18.4%. The study, from digital offer marketplace RetailMeNot and conducted by the Centre for Retail Research, also reveals total online sales are set to reach £52.25 billion, vs £44.97 billion in 2014. With the impact on e-commerce from mobile internet and tablet shopping, now is the time to enter the e-commerce market. Strong growth online is compensating for falling in-store sales, and 2015 will see a further increase in the number of retailers embracing technology in order to attract consumers. Learn of the key issues to address when entering the world of e-commerce and find your way into this burgeoning area of the retail industry.
MANUFACTURING The UK is a leading global manufacturer and contributes around £6.7tr to the global economy. With a world class reputation in the automotive, aerospace, and pharmaceutical sectors, growth of UK manufacturing is expected to continue into 2015. The UK is currently the 11th largest manufacturing nation in the world and makes up over 50% of exports. Contrary to common belief, UK manufacturing is performing well. However, Asia dominates the manufacturing sector, where it now makes about half of the world’s goods. Asia’s power and anticipated endurance is expected to continue, with China’s grip on manufacturing tightening despite the rise of wages. Demand for the UK’s innovative and quality products remains strong throughout the world, and the potential for rapid growth through selling in a new country and a wider range of customers are amongst a number of benefits in international trade. But with benefits come risks. Have you identified the dangers of selling abroad? Are you fully aware of what international trade involves? Have you researched the change in law, language, and selling cultures? International trade has to be approached sensibly so as to maximise the benefits and minimise the risks. Going Global will shed light on the challenges you will face if setting up business from abroad.
#GoingGlobalLive
Put our network to work for your imports and exports With our international team of experts we connect industries, businesses and people - everywhere, every day, every time. There is no better way to experience the power of our network and its people than by shipping with us. Contact us at: 0800 100 600 www.tnt.co.uk
EXHIBITOR LISTINGS AEI Saudi Stand Number 1456 AEI is a Saudi based consultancy enabling foreign companies to pursue, grow and deliver business in the Kingdom of Saudi Arabia. We provide market entry advice, Saudi business consultancy, logistics services and infrastructure to expedite establishment and delivery of your business in the Kingdom. 00966 55 798 4007 www.aeisaudi.com Arkevista Stand Number 1470 Arkevista provide sales leads and produce analysis to prioritise international market opportunities, understand competitors, compare potential distributors or agents and identify suppliers. Our focus is to help you increase sales in new or existing markets. 01249 700104 www.arkevista.comBright Bright Investment Company Stand Number 1108 Bright Investment Company is an Integrated Business Support Services Provider for Multi-National Companies in the Kingdom of Saudi Arabia. We provide highest level of client support for government relations tasks and logistics Solutions. We are a one stop solutions company easing client operations. 00966 11 464 6006 www.bic.net.sa BRUNEL SHIPPING Stand Number 1352 Brunel are a freight forwarder specialising in worldwide logistics services , with strong services to and from the far east, usa, and the middle east -We provide door to door services for airfreight, seafreight and project cargo , all tailored to each clients individual needs. 0208 5917348 www.brunelshipping.co.uk
@GoingGlobalLive
CiNPLAT Travel Safe Stand Number 862 CiNPLAT Travel Safe is the leading travel security and duty of care platform for individuals and organisations. It provides vital local intelligence, security updates, important travel advice, SOS alert functions, person tracking and dedicated travel safety e-learning. 0333 3704999 www.cinplat.com Constructive Translations Stand Number 1101 Constructive Translations promise to get your message accurate every time because we only work with experienced industry specialists to translate your commercial and legal communications. Come and see us on Stand 1101. 020 3086 9952 www.constructivetranslations. com Corporate Traveller Stand Number 1144 Corporate Traveller is a leading boutique travel management company dedicated to partnering with UK companies with a small to medium travel spend. 0800 840 7861 www.corptraveller.co.uk
Group has access to a mix of both London and composite markets allowing risk to be tailored to your business. +44 (0)20 3551 6634 www.expatriatehealthcare.com Galvin International Stand Number 1100 Galvin International are your Virtual International FD. We help businesses expand internationally in a lean, efficient way by looking after all aspects of your finance operation. With our wealth of experience in growing businesses overseas, we make it easy for you to understand the international accounting, tax and payroll services you need in your chosen country. Our worldwide expert team of consultants will provide you practical help on the ground overseas to get your new finance operation set up and find competitive, reliable local finance suppliers. 0203 755 3706 www.galvininternational.com
Gerson Relocation Stand Number 1370 Gerson Relocation specialises in the provision of corporate relocation solutions. These cover moving services, international and domestic (UK ) relocation management, and local destination services. We are recognised for delivering consistently high quality service levels . 01707648538 www.gersonrelocation.com Hand Media Ltd (International Trade Magazine) Stand Number 1130
Dubai Tourism & Commerce Marketing Stand Number 1350 With the ultimate vision of positioning Dubai as the world`s leading tourism destination and commercial hub, DTCM`s mission is to increase the awareness of Dubai to global audiences and to attract tourists and inward investment to the Emirate. 020 7321 6110 www.definitelydubai.ae
Institute of Translation & Interpreting Stand Number 1224 The Institute of Translation & Interpreting (ITI) is the UKs only independent professional membership association of practising translators and interpreters. The Institute is one of the primary sources of information to government, industry, media and the general public. 01908 325250 www.iti.org.uk
Expatriate Group Stand Number 1374 International insurance specialist, Expatriate Group provide bespoke benefits for affinities and SMEs. With a background as an underwriter, Lloyd’s Broker and Lloyd’s Coverholder; Expatriate
Intelligence Group Stand Number 1140 Intelligence Group is all about data-driven Recruitment Marketing Intelligence. If you want to know the insights in any local or global labour market, about supply &
demand, recruitment channels, allocation of talent or employer benefits & brands... iG has the independent data and insights 0031 88 7302800 International Market Advisor Ltd (IMA) Stand Number 1258 IMA works with British and foreign embassies, high commissions and international chambers of commerce throughout the world. Our work helps to identify the most efficient ways for British companies to trade with, and invest in, opportunity-rich overseas markets. 01298 795 62 www.DoingBusinessGuides. com International Trade Magazine Stand Number 1130 ITM is celebrating 15 years of being the leading international publication for the global trade, logistics and economic sectors. Combining market-leading editorial with the latest news and case studies, plus daily news updates on the web platform, ITM is the ideal cross media platform. www.intrademagazine.com Intertek Stand Number 1250 Intertek helps governments, customs, and national standards organisations improve the compliance of imports with safety standards, protect import duty revenues, and secure the international supply chain. Our expertise and Conformity Assessment Programmes help ensure imported goods meet safety and other standards. Preshipment inspection helps ensure that appropriate import duties are paid and clearance is expedited through customs. 01277 223 400 www.intertek.com Jebel Ali Free Zone Stand Number 1350 Jebel Ali Free Zone (Jafza) is one of the world’s leading free zones. It is the region’s most efficient logistics hub and the only one in the world located between a top container terminal and a top international airport, enabling the best in multimodal connectivity. 00971 488 12222 www.jafza.ae
MAY 2015 GOING GLOBAL LIVE
EXHIBITOR A-Z
29
Kompass UK Stand Number 1466 We are a leading online business to business database provider, offering UK and global company information for use as a sales, marketing, researching and purchasing tool. 0800 0185 882 www.kompassinfo.co.uk Kwanji Stand Number 1120 Kwanji is a global trade comparison platform that connects its users to a network of brokers, offering customers immediate and real-time access to leading Forex providers so that businesses can get the best possible exchange rates on a global scale. 02035 751 441 www.kwanji.com My French Communication Agency Stand Number 1355 My French Communication Agency provides foreign businesses with strategic advising and communication services for companies wishing to export to France : branding, visual identity, translation of documents, website and social networks, event management services, PR... +33 (0)3 62 65 80 03 www.my-frenchcommunication-agency.com Nexus Business Services Stand Number 1256 Nexus Business Services provides a one-stop shop for all your business formation, relocation and professional needs in the UAE. Nexus specializes in business services for companies and individuals establishing a commercial presence in the UAE with currently more than 30 multinational companies under us. +971 2 6277442 www.nbsuae.ae Nigerian-British Chamber of Commerce Stand Number 1228 The Nigerian-British Chamber of Commerce (NBCC) was founded in 1977. NBCC is closely associated with The British Chambers of Commerce and UK Trade & Investment in the development of international trade. NBCC core services include market insight, getting started overseas and building market share. 01858 414 263 www.nbccuk.org
30
EXHIBITOR A-Z
Oxford Business Group Stand Number 1222 Oxford Business Group (OBG) is a global publishing, research and consultancy firm, which publishes economic intelligence on the markets of the Middle East, Africa, Asia and Latin America. 0207 403 7213 www.oxfordbusinessgroup. com Qatar Financial Centre Authority Stand Number 1372 The QFC Authority is the commercial and strategic arm of the QFC. It develops and ensures compliance with QFC regulations, administers key QFC office functions and deals with applications from non-regulated organisations. 00974 3380 1591 www.qfc.qa/Pages/qfc-home. aspx Radius Stand Number 1110 Radius helps businesses move into new markets, manage overseas operations or outsource entire global accounting and administration functions. We offer integrated international accounting, finance, banking, tax, HR, legal and compliance services with cloud-based software to manage your operations. 0117 929 9661 www.radiusworldwide.com Russo-British Chamber of Commerce Stand Number 1220 The RBCC is a not-for-profit, non-governmental, membership organization, that has worked to foster and maintain strong trade links and cooperation between the UK and Russia since 1916. 0207 931 6455 www.rbcc.com Spanish Chamber of Commerce in Great Britain Stand Number 1106 Founded in 1886, the Spanish Chamber of Commerce in Great Britain is a key organisation for the development of economic and commercial relations between the two countries. Based in London, the Chamber offers both Spanish and British companies the opportunity to promote themselves commercially in both markets via a wide range of services including promotion, networking, information and advice, training, commercial development, business collaboration, logistic and administrative support. 0207 0099070 www.spanishchamber.co.uk
GOING GLOBAL LIVE MAY 2015
Startup Overseas Stand Number 1259 Start Up Overseas is THE definitive resource for companies expanding internationally. 0117 907 3520 www.startupoverseas.co.uk
trade with the Middle East and North Africa. Drawing on 60 years of experience, we introduce British companies to the variety of opportunities in the MENA region. 0207 839 2137 www.the-mea.co.uk
TASC Outsourcing Stand Number 1455 TASC Outsourcing is a leading talent solutions company licensed by the Government of UAE to outsource professionals as contract staff across the country, including free zones. With a large resource base of over 3000 professionals from over 53 countries, we are the partner of choice to discerning set of clientele including fortune 500 companies, local conglomerates and SMEs. 00 971 4358 8500 tascoutsourcing.com
TMF Group Stand Number 1452 With operations in more than 80 countries, TMF Group provides critical outsourced business services that help clients to operate their corporate structures, finance vehicles and investment funds seamlessly across borders. 020 7832 4900 www.tmf-group.com
The Arab-British Chamber of Commerce Stand Number 1122 The Arab-British Chamber of Commerce is a membership organisation, founded in 1975, to promote economic activity and facilitate trade between the UK and the 22 member countries of the League of Arab States. We do this primarily by providing support services to member companies . 020 7659 4865 www.abcc.org.uk/ The Institute of Export Stand Number 1252 Established in 1935, the Institute of Export is the professional membership body representing and supporting the interests of everyone involved in international trade. It is the only professional body in the UK offering accredited formal qualifications in International Trade. 01733 404400 www.export.org.uk The Manufacturer Magazine Stand Number 1226 The Manufacturer is the leading publication for anyone involved in manufacturing. Covering the latest news, views and issues within the manufacturing sector through indepth reporting, up to the minute research and leading industry expert interviews. Find out more at www.the manufacturer.com 020 7401 6033 www.themanufacturer.com
TNT International UK and Ireland Stand Number 1462 We are TNT, The People Network. We operate the densest road network in Europe with direct connections to road and air networks in other continents. As one of the world’s largest express delivery companies, we support businesses across the globe by delivering close to one million shipments a day. 0800 100 600 www.tnt.co.uk TOFU Ltd. Stand Number 1354 Tofu is an independent ChineseAnglo consultancy, specialising in providing bespoke marketing and business solutions to UK-based SMEs eager to unlock the benefits of entering the Chinese market. 07580 336 440 www.tofumanagement.co.uk The Wonderful Group Stand Number 1450 The Wonderful group has three divisions, the wonderful creative agency, worldwide FDI-Trade and the Wonderful Foundation. The creative agency is one of the top 100 UKTI firms and recently voted 11th best in the UK (The Drum, March 2015). FDI-Trade provides support for inward investment & marketing 0845 2000 278 www.bewonderful.co.uk
The Middle East Association Stand Number 1472 The Middle East Association is a multi-sector trade association that works to encourage bilateral
#GoingGlobalLive
UK Credit Insurance Specialists Ltd Stand Number 1214 UK Credit Insurance Specialists Ltd, a subsidiary of General Insurance Brokers Henderson Insurance Brokers Ltd, will be show-casing their exclusive online Trade Credit Insurance product Credit Insurance Direct, supported and underwritten by global Credit Insurance Underwriter Coface. 01628 482400 www.credit-insure.co.uk UK India Business Council Stand Number 1460 UK India Business Council is the premier business-led organisation promoting bilateral trade and investment between the two countries. Our mission is to facilitate an increase in trade between the UK and India through business to business dialogue. 020 7592 3040 www.ukibc.com
@GoingGlobalLive
UK Trade & Investment (UKTI) Stand Number 1230 UK Trade & Investment (UKTI) works with UK-based businesses to ensure their success in international markets, and encourage the best overseas companies to look to the UK as their global partner of choice. 020 7215 5000 www.gov.uk/ukti Webcertain Group Stand Number1467 Webcertain specialises in international digital marketing, helping businesses of all sizes to expand into new markets. Webcertain`s in-house team of native digital specialists enables it to support projects in 44 languages and develop effective campaigns for audiences all around the world. 0330 330 9000 www.webcertain.com
EXHIBITOR A - Z AEI Saudi
1456
Arkevista
1470
Bright Investment Company
1108
BRUNEL SHIPPING
1352
CiNPLAT Travel Safe
862
Constructive Translations
1101
Corporate Traveller
1144
Dubai Tourism & Commerce Marketing
1350
Expatriate Group
1374
Galvin International
1100
Gerson Relocation
1370
Hand Media Ltd (International Trade Magazine)
1130
Institute of Translation & Interpreting
1224
Intelligence Group
1140
International Market Advisor Ltd (IMA
1258
International Trade Magazine
1130
Intertek
1250
Jebel Ali Free Zone
1350
Kompass UK
1466
Kwanji
1120
My French Communication Agency
1355
Nexus Business Services
1256
Nigerian-British Chamber of Commerce
1228
Oxford Business Group
1222
Qatar Financial Centre Authority
1372
Radius
1110
Russo-British Chamber of Commerce
1220
Spanish Chamber of Commerce in Great Britain
1106
Startup Overseas
1259
TASC Outsourcing
1455
The Arab-British Chamber of Commerce
1122
The Institute of Export
1252
The Manufacturer Magazine
1226
TMF Group
1452
The Middle East Association
1472
TNT International UK and Ireland
1462
TOFU Ltd.
1354
The Wonderful Group
1450
UK Credit Insurance Specialists Ltd
1214
UK India Business Council
1460
UK Trade & Investment
1230
Webcertain Group
1467
MAY 2015 GOING GLOBAL LIVE
EXHIBITOR A-Z
31
FLOOR PLAN VISITORS ENTRANCE
212
BUILDING YOUR BUSINESS SEMINAR HALL
200
190
184
182
180
174
172
170
185
187
188
175
178
176
250
252
254
256
251
257
258
259
454
444
186
SEMINAR HALL 20
KEYNOTE HALL 1 230 232
236
234
238
462
460
240 242
244
248
249
246
264
BUSINESSES FOR SALE LIVE
268
FACETIME
464
456
466
468
480 482
486
696
690
450
446
440
447
449
448
434
432
435
436
512
430 437
426
420 422
428
478
SEMINAR HALL 19
490 492
496
500
502
678
506
508
510
672
670
660
520 522
BUSINESS MASTERCLASS
664
714
730 732
734
735
737
738
739
896 895
894
892
899
898
897
526 524
654 650
662
ANGELS DEN
920
516
736
750 740 741
742
880 881
870
752 760
922 TBS SPEED NETWORKING
924
918
910
890
862
863
850
926 930
928
IGNITING YOUR WORKFORCE MASTERCLASS
940
BUSINESS GROWTH & DIGITAL MARKETING MASTERCLASS
950 956
952
SOURCING MASTERCLASS
960
4NETWORKING 1-2-1 ARENA ONLINE MARKETING MASTERCLASS
958
1178
1180
1176
1182
1170
1168 1166
1160
1158
1150
1144
1140
1130
1122 1120
1224
1230
1111 1110
1179 1184
1188
1410
1411
YBC STREET
1186
1190
1192
1194
1200 1202
1204
1191
1196
1198
1205
1206
BUSINESS GROWTH MASTERCLASS
1400
1412
1208
1210
1382
1390 TWEET MEET
1212
1214
1220
1222
1216
1218
1226
1228
MULTI CHANNEL MARKETING MASTERCLASS
1372
1374
1413
1414
1419
1421
1420
1422
1426
SEMINAR HALL 18
32
FLOOR PLAN
GOING GLOBAL LIVE MAY 2015
1430 1432
SEMINAR HALL 17
1436
1440
1442
SEMINAR HALL 16
1446
1370
1450 1452
SEMINAR HALL 15
1455 1456
1460 1462
SEMINAR HALL 14
#GoingGlobalLive
1466 1467
SEMINAR HALL 13
VISITORS ENTRANCE
SALES INNOVATION E X P O 2 0 1 5
KEYNOTE HALL 2 LIVE FEED AREA
134
132
138
136
300
302
130
110 120 111
304
410
BRANDING MASTERCLASS
392
398 396
390
310
320 321
372 370
380 382 384
530
532
536
630
540
542
546
628
626
620
550
552
556
762
768
766
764
841
840
1000 MASTERCLASS 6
774
778
836
776
834 832
835 839
830
BSU SPEED NETWORKING
600
796 798
1011
1012
1015
1014
816 814
1096
1090
336
338
339
362
SEMINAR HALL 3
364 360
570
572
576
590 592
594 596
804
808
THE WILEY STARTUP SCHOOL
806
SEMINAR HALL 4
810 SEMINAR HALL 5
819
1020
1032 MASTERCLASS 8
334
BUSINESS CONNECTIONS
818
1010
332
607
838
1016
566
790
779
330
THE INTERNET BUSINESS SCHOOL
374
562
606 MIDAS TOUCH & MENTORING WORKSHOP
770 772
560
100
108
308
418
102
104
MASTERCLASS 9
1044
1042
1048
1046
1040 TRADING FROM HOME MASTERCLASS
1052 1108 1106
1100 1101
1098
1250
1252
1254
1260
1256
1258
1259
1265
1352
1355
1350
CRM MASTERCLASS
B2B SOCIAL SELLING MASTERCLASS
1340
1354
1470 1472
1476
1480
1482
1486
1088 1086
@GoingGlobalLive
SEMINAR HALL 11
1078 1076
1272
1280 1282
1274
1286
SECRETS OF SELLING MASTERCLASS
1334
1332
1330
1339
1338
1336
1490
1492
1550 SEMINAR HALL 12
1081 1080
SEMINAR HALL 10
1070 1071
1500
1540
1532
1502
1060 1061
SALES PERFORMANCE MASTERCLASS
1058
1292
1320
1314
1312
1310
1321
1319
1318
1316
1506
SEMINAR HALL 9
1054 1056
1290
1284
IP TRACKING LEADS MASTERCLASS
1496
1068 1066
1510
1512
SEMINAR HALL 8
1300 1302
1516
1304
SEMINAR HALL 7
MAY 2015 GOING GLOBAL LIVE
FLOOR PLAN
33
FOR TODAY’S INTERNATIONAL TRADE PROFESSIONAL
05/08/2014 14:51
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international trade magazine in association with
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CELEBRATING 15 YEARS International Trade Magazine is the leading media platform for global trade
Please contact: chris.lingham@intrademagazine.com
WWW.INTRADEMAGAZINE.COM
20/01/2014 15:04
STAND 1098
WHY YOU’RE GLOBAL GROWTH PLANS AREN’T WORKING You’ve spent thousands of hours and millions of pounds trying to break into new markets—but it’s still not working. At CONNECT:ED Strategies, we work around the world developing global growth strategies. These are the top 7 mistakes we’ve observed (and how to fix them).
1. NOT GETTING APPROPRIATE PRODUCT APPROVALS Some products can only be sold with the approval of a particular federal or state government agency, or there is a registration process (and thereafter, possibly periodic report filings) rather than prior approval. Check if any such requirement applies to your product and your research is current.
CONTACT connectedstrategies.org dan@connectedstrategies.org +1 202-630-6730
2. NOT DOING “DUE DILIGENCE” ON YOUR PROSPECTIVE BUSINESS PARTNER A fair number of foreign business people meet someone at a trade fair or conference (such as Going Global) on the plane, through a friend, or a number of other avenues. Your new contact says they just love your product or service and are ready to be your distributor or other form of partner. Without researching them, you could later be dealing with business problems, legal problems, or even a lawsuit— instead of outrageous growth.
3. LETTING SOMEONE OTHER THAN YOUR MOST TRUSTED PARTNER HANDLE INTELLECTUAL PROPERTY FILINGS Some companies permit someone other than one of the company’s most trusted employees to handle the filing of the company’s intellectual property (patents, trademarks, copyrights, etc.). The result can range from an error to outright fraud. On occasion, the person entrusted will file the application showing himself or his company as the owner applicant, rather than the foreign
company. Only a very trustworthy representative of your firm should handle these matters.
4. NOT FILING INTELLECTUAL PROPERTY PROTECTION AT ALL IN THE FOREIGN COUNTRY
repair the deficiencies and defects after the fact than if the job had been done thoroughly and correctly in the first instance.
6. NOT USING PROFESSIONAL CONTRACTS FOR DEALS
One of the very first things a foreign company should do— and many are remiss—is to file the relevant applications for intellectual property protection. You should have these applications in process before you start doing business in those territories, particularly for the trademarks, brand and trade names, slogans, logos, and symbols that you plan to use there.
If you want to optimize your chances of getting paid, succeeding commercially, protecting your intellectual property, and staying out of legal, tax, and other trouble you will need well-drafted contracts for your markets. We’ve seen a sad but seemingly limitless number of cases where foreign parties have not adopted that course and have paid the price later.
5. USING SERVICE COMPANIES TO FORM YOUR OWN FOREIGN COMPANY
7. TERMINATING DISTRIBUTORS, FRANCHISEES, SALES AGENTS, AND LICENSEES WITHOUT LEGAL PROTECTION
Ads circulate in many countries offering to form a foreign company cheaply. In our experience, these service companies do not fully form and ‘organize’ your company. That is particularly troublesome when the company is a ‘corporation’ formed under the laws of a particular territory, such as a US state. It’s always been more costly and complicated to
Proceed carefully, with competent advice, before you attempt to terminate. Terminated distributors, franchisees, sales agents, and licensees frequently sue based on alleged improper termination or raise improper termination counterclaims when suppliers, franchisors, principals, or licensors sue them.
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YOUR DOORWAY TO THE KINGDOM Saudi is a country of unrivalled opportunity. Statistics show rapid growth, budget surpluses and spending increases; a dramatic contrast to most other markets. Despite this, there is a perception that to pursue, win and deliver business in Saudi is ‘just too difficult’. AEI Saudi provide independent advice, support services and infrastructure to disprove this myth - our mission is to allow you to compete and win in the Kingdom.
DECIDE…… AEI Saudi support your Saudi decision making process with accurate, high quality market intelligence from experienced professionals based in the Kingdom of Saudi Arabia DEPLOY…… AEI Saudi reduce the cost and accelerate your deployment to Saudi. From our Enterprise Incubator or Executive Residency facilities to our Virtual Office and life support services, we provide you with an instant, low cost and low risk footprint DELIVER…… AEI Saudi help you find the right in-Kingdom support including proven supply chain capability and credible Saudi partners. We help you develop smart and sensible commercial frameworks and delivery approaches tailored for Saudi Arabia. We help you deliver the contracts you have won.
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STAND 1220
RUSSO-BRITISH CHAMBER OF COMMERCE (RBCC) The RBCC is once again exhibiting at ‘Going Global’ - and we hope you will visit our stand, where we will be pleased to ‘talk Russia(n) with you’! Join Executive Director Trevor Barton where he will give some key pointers on successful business with Russia. The last 15 months or so have clearly presented considerable challenges to companies and organisations involved in business between the UK and Russia, what with political tensions over Ukraine, sanctions, the effect of the drop in oil price on the Russian economy, and a falling rouble. Also, a lack of predictability as to what things will look like in the coming months, let alone in a few years, is off-putting to those who trade with Russia and potential investors into the country. But the fundamentals of Russia, which made it the UK’s fastest-growing export market a few years ago, have not gone away. If sanctions
CONTACT trevor.barton@rbcc.com 020 7931 6455
do not impact on your company’s products and the buyer is not in some way sanctioned, Russia is still a very interesting and potentially profitable market thanks to its size, extensive industrial base, ambition to develop its infrastructure, aspirational middle class with an appetite for quality products, and a genuine fondness for the ‘British Brand’. There are a number of projects in Russia that offer particular opportunities to companies from the UK – and which will be snapped up by companies from other countries if UK companies do not grasp them. Examples are road, rail, and logistics projects, the development of hi-tech clusters, and the staging of the 2018 Football World Cup in various cities around Russia, which offers potential work in the fields of architecture, logistics, ticketing, transport, hotels, catering, branding, etc. There have always been numerous preconceptions and myths about doing business in Russia and with the Russians. The truth is that it is a challenging market, but companies that invest sufficiently in research, planning, and getting to know the country rarely face difficulties any worse than in other developing markets, and those that forge the necessary relationships do develop valuable business there and tend to remain
in the market for the long term. The Russo-British Chamber of Commerce is a bilateral, nongovernmental organization that has existed since 1916 to promote and encourage trade, business, and investment between our two countries. We have done this by providing advice and assistance and by organising conferences, seminars, trade missions, networking evenings, and other opportunities for business people from each country (RBCC members and others) to meet and develop long-term business relationships. We remain committed to these ideals and aims and will continue to organize topical events on relevant themes, including the challenges companies may face in the current climate. As we have always done, we will act as a reserve of knowledge and experience, influence opinion to the extent appropriate, and reach out to new regions and members. We firmly believe that Russia and the UK continue to represent attractive investment and trading destinations for UK and Russian companies respectively. Our members range from global corporates to SMEs, covering the full range of business sectors.
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IBDE Events & Membership About IBDE
www.ibde.org
International Business and Diplomatic Exchange (IBDE) is a London-based non-profit, non-political, organisation providing leadership in promoting financial and professional services, international trade and investment flows through facilitating a high-level dialogue and resource-sharing between the international business, policy-making and diplomatic communities.
IBDE has played a key role at the International Festival for Business (IFB) 2014 as the Official International Partner. The IFB 2014 took place in Liverpool, UK, during June
Beside its trade and investment promotion programmes IBDE runs an international programme on restoring trust, resilience and growth in global financial markets. Through selected high-profile events such as investment forums, round-tables, conferences, workshops, seminars and networking opportunities, IBDE supports international businesses and embassies in identifying key investment opportunities and strategies within the international economic and political context. IBDE provides an independent, accessible platform for debate on international business, regulatory and political issues impacting global markets. IBDE prides itself on its excellent partnerships with prestigious institutions and organisations such as: European Union, City of London, FCO, UKTI, embassies and corporates as well as leading academic institutions. IBDE’s overarching concept, linking business, policy -making, diplomacy and academia at all levels, commits the organisation to using its influence to help both businesses and embassies secure new business, trade and investment opportunities. As such IBDE has both the background and outlook to stimulate and support its members’ commercial interests offering an accessible platform to diplomatic and global corporate representatives from the widest spectrum of nations.
and July 2014. It hosted 415 business events and 68.600 delegates from 92 countries. £300m of sales and investment and 10.000 jobs are expected to be generated in the next
three years as a
result of the IFB 2014. IBDE will continue to play a key role at the forthcoming IFB 2016 in Liverpool, where it will be hosting, among others, the 10th International Banking and Finance Forum and the Global Economic Forum 2016 as part of the
IBDE offers its members a unique opportunity to network with most senior policymakers and executives from business and government institutions. Amongst many high profile IBDE events include:
official programme of the IFB 2016. IFB is supported and funded by the UK Govern-
7th International Banking and Finance Forum – 26 June 2015, London Global Economic Forum 2015 – 17 September 2015, London European Energy Forum 2015 - 5 October 2015, London 2015 “In Conversation With...” a series on high-profile monthly seminars
ment, and was launched by Prime Minister, The Rt Hon David Cameron MP.
GET INVOLVED If you would like to get involved with the work of IBDE and enjoy access to our events and initiatives, or for more information on how to become an IBDE member please contact us at: membership@ibde.org or 020 7193 1485
For information on IBDE events visit our website:
www.ibde.org