Going Global Show Guide November 2013 by Fortem International

GOING GOING GLOBAL GLOBAL GRASPING THE INTERNATIONAL GRASPING THE INTERNATIONAL BUSINESS INITIATIVE GRASPING THE INTERNATIONAL BUSINESS OPPORTUNITY

BUSINESS OPPORTUNITY

SHOW GUIDE AND SEMINAR PLANNER

2013

International Trade Panel Session

Start your show with this unmissable chambers of commerce panel session, chaired by the Institute of Export

30 Seminars

Advice, insight, guidance and opportunities from the leading lights of international business with a seminar schedule entirely dedicated to global commerce

Business Africa Lounge

If you are considering doing business in Africa, come and talk to the experts who will be glad to answer your questions

The UKTI Export Lounge

Meet the people who can support your move into the international arena

IN ASSOCIATION WITH

28 NOVEMBER: 10AM - 6PM 29 NOVEMBER: 10AM - 5PM OLYMPIA, LONDON

SUPPORTERS

OUR SUPPORTERS INSTITUTE OF EXPORT Established in 1935, the Institute of Export (IOE) is the professional membership body representing and supporting the interests of everyone involved in importing, exporting and international trade.

UK TRADE & INVESTMENT 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. UKTI has professional advisers both within the UK and across more than 100 international markets. UKTI has a customer commitment to helping its UK and international customers by providing a range of services, to a high standard and improve customer service by listening to customer feedback. They also have a co-ordination role across government to establish a more systematic approach to relationships with companies which are the most economically significant investors and exporters.

RUSSO-BRITISH CHAMBER OF COMMERCE The Russo-British Chamber of Commerce (RBCC) promotes, facilitates and supports business between Russia and the UK. It is independent of government in both countries and is funded by membership fees, and event and publication sponsorship. RBCC aims to be the first point of contact for Russian companies wanting to do business in the UK and for British companies wanting to do business in Russia. RBCC is a not-for-profit company limited by guarantee that has worked to promote trade and cooperation between the UK and Russia since 1916, helping companies in both countries to find trading partners and representing the interests of its member companies of all sizes.

Offering a unique range of individual and business membership benefits and a world renowned suite of qualifications and training, the Institute is the leading authority in best practice and competence for businesses trading globally.

THE BRAZILIAN CHAMBER OF COMMERCE The Brazilian Chamber of Commerce, founded in 1942, is a membership organisation that runs events divulging information about Brazil through seminars, networking events and newsletters. The Chamber works as a networking community for individuals and organisations with business ties or interests in Brazil and has been actively promoting trade and business between Brazil and Great Britain for 70 years.

UK INDIA BUSINESS COUNCIL ARAB-BRITISH CHAMBER OF COMMERCE The Arab-British Chamber of Commerce has been committed to the encouragement of Arab-British trade and economic co-operation since 1975. You will find our motto, â&#x20AC;&#x2DC;Friendship through Tradeâ&#x20AC;&#x2122;, the distinguishing ethic to our many and varied services. With strong and enduring links with both the Arab and British business communities, through the Chambers of Commerce, trade associations, financial institutions, diplomatic missions and government departments, we are uniquely positioned to bridge trade between the UK and Arab world. For additional information, please contact Dr Lamya Al-Imara on l.al-imara@abcc.org.uk

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UK India Business Council (UKIBC) is the premier business-led organisation promoting bilateral trade and investment between the two countries. Their mission is to facilitate an increase in trade between the UK and India through business-tobusiness dialogue. UKIBC plays an influential role in creating and sustaining an environment in which free-trade and investment flourishes. Through the facilitation of partnerships, and with an extensive network of influential corporate and individual members, UKIBC provides the resource, knowledge and infrastructure support vital for UK companies to make the most of emerging opportunities in India.

CHINA-BRITAIN BUSINESS COUNCIL The China-Britain Business Council (CBBC) is the leading organisation helping UK companies grow and develop their business with China. The council helps companies of all sizes and sectors, whether new entrants or established operations. CBBC has worked with China for 60 years, with a team that has extensive experience of doing business there, offering practical in-market assistance, services, industry initiatives and a membership programme delivering access, seminars and networking.

WELCOME

WELCOME TO GOING GLOBAL LIVE

CONTENTS 04

INTRODUCTION BY UKTI

INTERNATIONAL TRADE PANEL SESSION

Find out more about the support that UK Trade & Investment can offer your business as it transitions into the international market

Featuring the chambers of commerce for Brazil, Russia, India, China and the UAE, chaired by the Institute of Export.

BUSINESS IN AFRICA LOUNGE Get the inside information on the area from experts who can help your business make the move into the African continent

Hello and welcome to Going Global, grasping the international business initiative. This exhibition has been created to support companies looking to trade internationally, with all the advice, information and guidance they need. There’s a lot packed into the two days of the show, so this show guide tells you what’s on when and where, so that you can make sure you don’t miss out. A great place to start is with our speaker highlights, including key representatives from the Brazilian Chamber Of Commerce In GB; UK India Business Council; Russia Britain Business Council; and the Institute of Export.

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You’ll find every seminar session from our diverse schedule in our complete listings section in the heart of the guide. There’s no need to book for any of the seminars, but places are on a first-come, first-served basis, so get there early to avoid disappointment. Going Global Live takes place within The Business Show, the UK’s biggest business exhibition and conference, which is being staged for the 30th time this November, giving you even more chances to learn about the business side of things while you’re here. There will also be two events running for the first time, with Takeaway Innovation Expo dedicated to progressive takeaway restaurants and Farm Business Innovation inspiring farmers and land owners looking to diversify. You can be part of these exciting events while you’re attending Going Global; just register online for your free tickets at www.businessboxoffice.co.uk Take your time to pore over these page and plan your visit to get the most out of your time. Places for workshops and many of the features are limited and 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

SEMINAR HIGHLIGHTS

SEMINAR SCHEDULE

CHECKLIST

TERRITORY GUIDE

EXHIBITOR LIST

FLOOR PLAN

Don’t miss these essential sessions from the leading lights of international trade

The comprehensive schedule of every seminar session, with times and locations.

Ensure you get the most out of your time at the show with our handy checklist

A quick overview of the major export markets, including every BRICS territory

A full listing of every exhibitor at Going Global Live.

See where every exhibitor and seminar hall is.

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INTRODUCTION BY THE UKTI

INTRODUCTION BY THE UKTI We’ve chosen to participate at Olympia 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.

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.

Over the space of the two days at the show, you’ll 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

THE EXPORT LOUNGE UKTI have organised our own Export Lounge where visitors can speak to advisers and work out the best ways to start exporting. You’ll meet experts in their field and our own 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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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, pithy half-hour sessions. Make sure you plan your day, work out which seminar events you need 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’d

rather ask privately, rest assured that our 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 at the UKTI Export Lounge!

GOING GLOBAL PANEL

INTERNATIONAL TRADE PANEL SESSION

SCHEDULE 11.00

Opening remarks and introductions Institute of Export: Lesley Batchelor, Director General

11.10

Overview of doing business in/with Russia Russo-British Chamber of Commerce: Trevor Barton, Executive Director

11.20

Overview of doing business in/with India Uk India Business Council: Kevin McCole, Chief Operating Officer

11.30

Overview of doing business in/with Brazil Don’t miss your chance to hear the chambers of commerce for Brazil, Russia, India and China giving a brief overview of trade in/with their territories, chaired by the Institute of Export. Going Global Live opens with a must-see panel session for November, drawing together some of the leading authorities in international trade for what promises to be a fantastic start to the exhibition and conference. With a whole world of choices out there for your expanding business, it can be difficult to weigh up the benefits and issues when considering which territory is right for your company’s requirements. Committing to a territory is a big step for any expansion plan, particularly if you have no direct experience of the area, which is why we have drawn together leaders from the chambers of commerce for the most significant territories, so that you can learn first-hand what to expect when doing business in their country. If you are considering expanding overseas, or looking at trade with any of these territories, this is a unique chance to hear from key figures from the chambers of commerce for Brazil, Russia, India, and China side-by-side, as they give you a brief overview of trade in or with their territories. Panellists include Trevor Barton, Executive Director for the Russo-British

Chamber of Commerce; and Kevin McCole, Chief Operating Officer at the Uk India Business Council. The Brazilian Chamber Of Commerce’s Deputy Chairman, Sergio Gullo will focus on finance for his topic, with Lise Bertelsen, Executive Director, China-Britain Business also participating. The session will be chaired by Lesley Batchelor, Director General at the Institute of Export. Each of the panellists will explain the issues and opportunities that UK companies will face when starting to do business in these markets. This is a remarkable panel of international trade figures, whose combined knowledge and years of experience are sure to illuminate and inform your decision to trade overseas. There will be opportunity for you to ask your burning questions direct in this open, informal panel discussion, making this an essential session if you are considering overseas trade for your start-up or SME. There’s no need to book in advance for the International Trade Panel Session, but with such a high calibre line-up, we expect places to fill up fast. We’d recommend that you get there early to ensure you don’t miss out!

Brazilian Chamber Of Commerce: Sergio Gullo, Deputy Chairman

11.50

Overview of doing business in/with China China-Britain Business Council: Lise Bertelsen, Executive Director

12.00

Summary and Q&A

12.15 End

*Details subject to change. Please check the website at www.goinggloballive.co.uk for the latest information.

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BUSINESS IN AFRICA LOUNGE

BUSINESS IN AFRICA LOUNGE The African continent is ripe with potential for UK businesses, from import/export to services outsourcing. Come and relax in the Business In Africa Lounge at Going Global Live to find out more about this equatorial opportunity. In the coming decade, Africa will provide UK businesses with some of the greatest business opportunities in the world for growing companies that are looking to expand internationally. With a huge and growing middle class, much improved infrastructure and communications network, the African continent is ready to do business. There are also certain challenges for UK companies hoping to do business either in, or with, Africa. Some of these challenges include finding the right market (it’s a big place, after all!), finding the right partner to work alongside you to ensure that your venture is successful, or finding the right project that presents the best opportunity for your company to invest in. Each of these challenges can be a time consuming, expensive and frustrating experience in its own right, but this difficulty is multiplied if your business is facing more than one challenge to entry at the same time.

By visiting the Business In Africa Lounge at Going Global Live, visitors to the event will be able to speak to experts in this field, who work in or with the territory. They will share their insights and experience with you, whether you want to research which market meets the criteria for your expansion, or if you are looking to identify, locate and contact the right partners for future growth of your company. You’ll receive expert advice from companies that are already operating in Africa, as well as make those crucial contacts with service companies that can help expand your business in the African continent. The Business In Africa lounge at Going Global Live is facilitated by Doing Business In Africa, so you can be confident that they know what they’re talking about. It’s an ideal opportunity for you to talk to people with real expertise in various fields, from banking and finance,

Come to the Africa Lounge expecting to learn, to be enlightened and also to be warned. Doing business in Africa demands that you understand the challenges as well as the opportunities, and our resident experts won’t be afraid to share some cold hard truths about the hot opportunities that Africa has to offer.

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Don’t miss the panel discussion at 12.30 on Thursday in Hall 1

investment opportunities, market entry strategies and much, much more. This is your chance to hear our speakers present the issues and information that you need to be aware of, as well as put your most pressing questions to people that will be able to give you answers based on real experience, rather than hearsay or guesswork.

ABOUT THE SPONSORS

Founded and led by seasoned event professional Elizabeth Blake, Business in Africa Pays embodies a wealth of international experience in the B2B event industry. Business in Africa Pays enjoys a reputation for high quality, smoothly executed conferences with the delegates’ interest at their very heart. We have created a fantastic learning platform for companies that have yet to enter Africa and wish to learn how, benefitting from our expertise as we cater to our clients’ and delegates’ needs.

SEMINAR HIGHLIGHTS

Make sure you don’t miss these seminars!

There are so many seminars in our schedule that it can be hard to decide which ones you just can’t afford to miss. We’ve picked out the cream of the international crop here to make your life easier. Hall 6, Thursday, 11.00 - 12.00 International Trade Panel Session Panellists include Trevor Barton, Executive Director, Russo-British Chamber of Commerce; Kevin McCole, COO, Uk India Business Council; Sergio Gullo, Deputy Chairman, The Brazilian Chamber Of Commerce; and Lise Bertelsen, Executive Director, China-Britain Business. Chaired by Lesley Batchelor, Director General at the Institute of Export. Don’t miss this unique opportunity to hear from some of the leading authorities in international trade, in what promises to be a fantastic start to the exhibition and conference. This panel session draws together key figures from the chambers of commerce for Brazil, Russia, India, and China to give you a brief overview of trade in/with their territories, chaired by the Institute of Export. With opportunity to ask your burning questions, this is an essential session if you are considering overseas trade.

Hall 6, Friday, 11.00 - 11.30 Brazil – An Overview Of The Financial And Capital Markets Sergio Gullo, Brazilian Chamber Of Commerce In GB Brazil has safe, robust and sophisticated financial and capital markets. You will have the opportunity to understand the market infrastructure, the business opportunities available and get to know the Brazilian Asset Class diversification.

Hall 6, Friday, 13.15 - 13.45 Setting Up Your Business In China – A Practical Overview Kyle Wright - Encore Professional Services The aim of the seminar will be to provide an overview of the economic landscape and business environment in both Hong Kong and China. It will also address some of the key consideration and pitfalls that businesses need to be mindful of when expanding their operations in China, along with a look at proper corporate structures to use in an effort to minimize overall risk.

Hall 6, Thursday, 14.45 - 15.15 Practical Tips On Boosting Your Overseas Sales Anna Bastek – Wolfestone This seminar will cover business, marketing and language tips to help you boost exports. The talk includes real examples of Wolfestone and its clients who used various marketing strategies to grow their business overseas. With plenty of tips on culture and business etiquette, you’ll leave with ideas that will give your business a competitive advantage overseas. The seminar will also include some stories about funny mistranslations.

Hall 6, Thursday, 12.30 - 13.00 Export Marketing - Seven Steps To Success Louise Reid, BDB What can you do to promote your products and services into new markets when pressures on budgets are high? Louise Reid, client services director at BDB, will provide insights into effective, budget-friendly communication for companies already marketing themselves overseas and those considering it. Providing tips on the opportunities to exploit and pitfalls to avoid, Louise will share some of BDB’s 25 years’ experience of global business-to-business marketing.

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HALL 6 THURSDAY

GRASPING THE INTERNATIONAL BUSINESS OPPORTUNITY

11.00 - 12.00

14.45 - 15.15

Kevin McCole - UK India Business Council, Trevor Barton- RBCC London, China- Britain Business Council, Lesley Batchelor,- IOE- International Trade Panel Session

Anna Bastek Wolfestone Translation Practical tips on boosting your overseas sales

Don’t miss this unique opportunity to hear from some of the leading authorities in international trade, in what promises to be a fantastic start to the exhibition and conference. This panel session draws together key figures from the chambers of commerce for Brazil, Russia, India, China and the UAE to give you a brief overview of trade in/with their territories, chaired by the Institute of Export. With opportunity to ask your burning questions, this is an essential session if you are considering overseas trade.

12.30 - 13.00 Louise Reid Barrett Dixon Bell Export Marketing - Seven Steps To Success

This seminar will cover business, marketing and language tips to help you boost exports. The talk includes real examples of Wolfestone and its clients who used various marketing strategies to grow their business overseas. With plenty of tips on culture and business etiquette, you’ll leave with ideas that will give your business competitive advantage overseas. The seminar will also include some stories about funny mistranslations.

15.30 - 16.00 Graham Snape UK Trade & Investment (UKTI) Support to grow you business internationally

What can you do to promote your products and services into new markets when pressures on budgets are high? Louise Reid, client services director at BDB, will provide insights into effective, budget-friendly communication for companies already marketing themselves overseas and those considering it. Providing tips on the opportunities to exploit and pitfalls to avoid, Louise will share some of BDB’s 25 years’ experience of global business-tobusiness marketing.

UK Trade & Investment staff are experts in helping your business grow internationally. Providing expert trade advice and practical support to UK-based companies wishing to grow their business overseas.

13.15 - 13.45

16.15 - 16.45

Ravi Natu Establishing Captive SMEs in India

UKEF Advisor UK Export Finance Taking your Business Further – How UK Export Finance can help you export

India remains amongst the strongest, most robust and rapidly growing economy. A large customer base eager for well-positioned and skillfully marketed products and services makes it a rewarding destination for most businesses. India is unique in both the opportunity offered and in the obstacles it presents for first-time entrants. Establishing a successful start-up operation however, remains a challenge. This seminar addresses the challenges in the continued success of an India operation.

14.00 - 14.30 Paul Sprague Russia Consulting Doing Business in Russia – What to know Doing business in Russia is not difficult, but it is very different. Our seminar will discuss how to export successfully to Russia, register a legal entity in Russia, work as in expat in Russia, Russian taxation and the do’s and don’ts in the Russian business environment.

GOINGGLOBAL

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If you are planning to export then it is likely you’ll need some form of credit guarantee or insurance to protect you against non-payment or other financial issues. If you can’t get what you need from the private market, UKEF may be able to help. We provide guarantees, insurance and advice to UK-based exporters large and small across all sectors to over 200 countries.

CHECK OUR ONLINE TIMETABLE FOR UPDATES! There’s no need to book for any of the seminars, but places are on a first-come, first-served basis, so get there early to avoid disappointment. Content and speakers are subject to change. This final update to the digital show guide represents the final content of the seminar schedule to the best of our knowledge at the time of publication. Any further revisions in advance of the show will be made online at www.thebusinessshow.co.uk For the latest information on the day(s) of the show, please check the timetables outside each hall.

HALL 6 FRIDAY

GOINGGLOBAL GRASPING THE INTERNATIONAL BUSINESS OPPORTUNITY

11.00 - 11.30

14.00 - 14.30

Sergio Gullo Brazillian Chamber of Commerce in Great Britain Brazil – an overview of the Financial and Capital Markets

Anna Bastek Wolfestone Translation Practical tips on boosting your overseas sales This seminar will cover business, marketing and language tips to help you boost exports. The talk includes real examples of Wolfestone and its clients who used various marketing strategies to grow their business overseas. With plenty of tips on culture and business etiquette, you’ll leave with ideas that will give your business competitive advantage overseas. The seminar will also include some stories about funny mistranslations.

11.45 - 12.15

14.45 - 15.15

Paul Sprague Russia Consulting Doing Business in Russia – What to know

Steve Mackie Solutions Four WLL Looking at Business in Qatar without the Rose Coloured Glasses. Is This the Right Time to Invest in Qatar?

Doing business in Russia is not difficult, but it is very different. Our seminar will discuss how to export successfully to Russia, register a legal entity in Russia, work as in expat in Russia, Russian taxation and the do’s and don’ts in the Russian business environment.

With the clock counting down to the 2022 FIFA World Cup, what opportunities, the pros and cons, are now available for international companies in the prosperous and developing State of Qatar.

12.30 - 13.00

15.30 - 16.00

Louise Reid Barrett Dixon Bell Export Marketing - Seven Steps To Success

Felipe Souto Lima e Falcao Advogados Why Brazilian Northeast grows as fast as China?

Brazilian Northeast has outpaced the whole Brazilian economy for nearly the whole last decade – matching to some extent the Chinese expansion. Its expansion has not slowed with the recent wider Brazilian slowdown; for instance, according to the Brazilian Industry Confederation (CNI), the Region will be the third biggest GDP in Latin American by 2020, behind Brazil and Mexico. This seminar exposes the features that have pushed this Region’s economy.

13.15 - 13.45

16.15 - 16.45

Kyle Wright Encore Professional Services (Compass Office) Setting up Your Business in China – a practical overview

Kim Hayward BDO LLP Global Ambitions

The aim of the seminar will be to provide an overview of the economic landscape and business environment in both Hong Kong and China. It will also address some of key consideration and pitfalls businesses need to be mindful of when expanding their operations in China along with a look at proper corporate structures to use in an effort to minimize overall risk.

* 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.thebusinessshow.co.uk for the latest information.

Brazil has a safe, robust and sophisticated Financial and Capital Markets. You will have the opportunity to understand the market infra-structure, the business opportunities available and get to know the Brazilian Asset Class diversification.

Kim Hayward will share BDO’s Global Ambitions survey, giving the views of 1,000+ UK and international CFOs on global expansion risks and opportunities. He will assess where established international businesses see the greatest opportunities for further expansion, what the opportunities and challenges are for investment in these markets, and which countries present the riskiest investments. He will present the specific feedback from the UK CFOs interviewed.

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HALL 7 THURSDAY

GRASPING THE INTERNATIONAL BUSINESS OPPORTUNITY

11.00 - 11.30

14.00 - 14.30

Erik D. Lazar Transatlantic Law International and Labor Law Plus™ Key Business Law Issues in Global Expansion

Alastair Carnegie Sterling Relocation The challenges of moving employees to hardship locations

Erik will be speaking on key business law in expanding any business internationally. The business law seminar will focus on core corporate, IP, tax and strategic options including alternatives including JVs, agency and distribution networks and their requirements.

11.45 - 12.15 Ann Ellis M.A., B.A. Mauve Group Business Without Borders… Guidelines on how to navigate “Red Tape” The decision to expand business operations in new countries can be a daunting and costly venture. Our own highly successful global expansion programme of establishing regional centres worldwide has given us the expertise and in-depth knowledge which has proven invaluable to our clients. This seminar aims to give listeners an insight into how to embark on their own global ventures in an efficient, compliant and cost effective way.

12.30 - 13.00 Business In Africa Business In Africa Pays Panel Session If you’re considering doing business in Africa, then make sure you don’t miss the opportunity to hear this live panel debate featuring experts who will explain the benefits and challenges associated with trade in or with the territory. You will gain real insider knowledge from people who have led business on the African continent to help you develop a better understanding of what’s involved, along with anecdotes, advice and tips to help your business in Africa.

13.15 - 13.45 Adrian Mutton Sannam S4 A practical guide to doing business in India This session will focus on the real challenges that British SME’s face when doing business in India. It will provide practical guidance on how to overcome these challenges and which simple steps companies can take when entering and expanding in the Indian market. Real life case studies and anecdotes will be used to present a clear picture of how to successfully do business in India.

GOINGGLOBAL

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There is an ever increasing focus on developing countries for business growth as they can offer greater economic potential. Changing political realities in previously stable regimes and even changing workforce profiles have resulted in organisations moving their employees into locations that present them with diverse and complex challenges. Industry expert Alastair Carnegie will highlight some of these challenges including what makes a location a ‘hardship’ location and how to select suitable candidates.

14.45 - 15.15 Richard Wrigley Beta Technology Limited Innovation partnerships with Brazil – how European SMEs can use public research and technology funding to access new markets in Brazil There is high level commitment in the EC and Brazilian Government for SMEs to engage in research, technology and knowledge transfer collaborations to enable the growth of European and Brazilian markets. This seminar will provide an overview of the funding opportunities available in both regions and how SMEs can become involved. It will outline the key funding programmes, such as Horizon 2020 in Europe and those supported by the Brazilian Science and Technology Ministry.

15.30 - 16.00 Mike Manson TaraSpan Unlock India: Real world experience in the India market TaraSpan has been marketing and selling western tech products in the India market since 2007. This session will share the real-world experiences, pitfalls and opportunities of the India marketplace for technology companies.

16.15 - 16.45 Richard Inglis HCR Employee Relocation An introduction to key considerations when mobilising employees internationally and balancing business demands with compliant relocation practices. During this sessions, Richard will explore visa and immigration processes, candidate selection, potential operational and financial risks and developing a relocation strategy that supports both the company and the individual.

HALL 7 FRIDAY

GOINGGLOBAL GRASPING THE INTERNATIONAL BUSINESS OPPORTUNITY

11.00 - 11.30

14.00 - 14.30

Arbinder Chatwal BDO LLP Avoiding Common Mistakes when Doing Business in India

Graham Snape UK Trade & Investment (UKTI) Support to grow you business internationally UK Trade & Investment staff are experts in helping your business grow internationally. Providing expert trade advice and practical support to UK-based companies wishing to grow their business overseas.

11.45 - 12.15

14.45 - 15.15

Ann Ellis M.A., B.A. Mauve Group Business Without Borders… Guidelines on how to navigate “Red Tape”

Keith Warbunton Sannam S4 Going Global – the impact of culture on developing international trade

The decision to expand business operations in new countries can be a daunting and costly venture. Our own highly successful global expansion programme of establishing regional centres worldwide has given us the expertise and in-depth knowledge which has proven invaluable to our clients. This seminar aims to give listeners an insight into how to embark on their own global ventures in an efficient, compliant and cost effective way.

The need to develop international business skills has never been more essential - on both a corporate and personal level. More and more people within organisations are routinely interfacing with clients, colleagues and suppliers from other countries but how much do we really understand about our international contacts’ approach to business? This presentation will provide an introductory insight into how an understanding of differing cultural approaches to business can be turned to corporate advantage.

12.30 - 13.00

16.15 - 16.45

UKEF Advisor UK Export Finance Taking your Business Further – How UK Export Finance can help you export

Alastair Carnegie Sterling Relocation The challenges of moving employees to hardship locations

13.15 - 13.45

CHECK OUR ONLINE TIMETABLE FOR UPDATES!

Erik D. Lazar Transatlantic Law International and Labor Law Plus™ Global Labor Law – What You Need to Know Erik will be speaking in the labor and employment law seminar on different models for opening business abroad including key traps and solutions – covering different employment structures including corporate alternatives as well as use of consultants and stay at home cross border employees plus key issues in foreign mandatory labor laws and immigration issues.

There’s no need to book for any of the seminars, but places are on a first-come, first-served basis, so get there early to avoid disappointment. Content and speakers are subject to change. This final update to the digital show guide represents the final content of the seminar schedule to the best of our knowledge at the time of publication. Any further revisions in advance of the show will be made online at www.thebusinessshow.co.uk For the latest information on the day(s) of the show, please check the timetables outside each hall.

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As the Euro zone continues to struggle, many UK SMEs are looking to emerging markets for growth with India a prime target for businesses with designs on international expansion. How can you successfully enter a market where the business, political and social landscape is constantly and rapidly evolving? Arbinder Chatwal looks at some common mistakes made by companies looking to enter the Indian market.

CHECKLIST

ARE YOU READY TO VISIT GOING GLOBAL LIVE?

Going Global Live is the premier event for any business that is looking to trade overseas. With so much on offer across the two days, this checklist will help you to ensure that you get the most out of your time at the show.

Taking place within the UK’s biggest business show –aptly named The Business Show – Going Global offers a huge range of opportunities for businesses that are exploring the possibilities of overseas trade. Covering everything from setting up in import/ export to establishing your brand in the international marketplace, Going Global gathers together the most important key figures to inspire, support and offer guidance to your company.

Given the variety and number of speakers and exhibitors at Going Global Live, along with the fact that everything takes place across just two days, we suggest that all visitors to the show come prepared with some sort of agenda. Understanding exactly what you hope to achieve from your time at the show will help you to identify the main exhibitors you need to speak to and the seminars that you

CHECKLIST

just can’t afford to miss. Then it’s time to sit down with this show guide and come up with a workable schedule for your day - or days - in advance.

Don’t forget to check the website at

o.uk

www.goinggloballive.c

for more information and the latest updates.

We’ve put together a brief list of the questions you may want to reflect on before visiting the show. It’s by no means exhaustive, but if you leave the event with concrete answers to most of these, it will have been time well spent. 1. Are you ready to export/ trade overseas? 2. Do you have a solid business plan? 3. Have you investigated the right markets and done your market research? 4. Have you explored the various options to enter your chosen market and how to sell your product/service? 5. Do you have the financial tools to manage finance and make sure you get paid? 6. Have you protected your intellectual property? 7. Have you thought about documentation procedures and tax implications? 8. Do you have the right distribution and delivery partner?

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EXPORT TERRITORIES

EXPORT IN GENERAL

Read on for an overview on the BRICS markets, plus MENA and the Gulf States, as well as Europe

With booming economies in emerging countries, many UK businesses are increasingly looking at exporting products and services overseas. The next few pages explore your options and look at each of the key territories in turn. Last year saw Britain sell more goods to countries outside the EU than inside it for the first time since the 1970s. July 2012’s figures show that 51.4% (or £12.5bn) of UK goods exports were sent outside the EU, with the remaining 48.6% (or £12.5bn) going to EU destinations. The reason for this is that UK exporters are focusing on emerging economies that are seeing import growth as their own economies continue to grow, while the Euro zone is

still deflated. Global trade data indicates that emerging economies in Asia and the Middle East have recorded the fastest growth in traded imports over the past decade, now accounting for almost half of global imports. In the five years to the end of 2012, exports to China and South Korea have more than trebled, while India increased by 83%. This exploration of new markets has helped the UK to narrow its trade deficit on a month-onmonth basis, according to April’s

trade figures. Although the UK remains a net importer, the trade gap in goods with non-EU countries dropped from £4bn in May to £2.6bn in June,

while exports of goods reached £78.4bn in the second quarter of this year, the highest on record, boosted by a rise in sales to America and China.

Prime Minister David Cameron said that, “Increasing the number of SMEs that sell overseas by 100,000 has the potential to add £30 billion to the UK economy. In other words, if we boost the number that export from around one in five to over one in four we could pretty much wipe out the trade deficit. We need this to be a country where more people think ‘I start my own business and I can sell to the world’.”

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EXPORT TERRITORIES

BRAZIL

RUSSIA

INDIA

As the nation that has won more World Cup trophies than any other, you might be surprised to learn there’s more to Brazil than football.

Since Russia traded communism for capitalism, the country has come through the turmoil of change by opening its borders to trade.

Not only is Brazil the biggest economy in Latin America, but it overtook the UK last year to become the sixth largest economy in the world. In 2011, Forbes ranked Brazil as having the eighth largest number of billionaires in the world - that’s more than even Japan!

Russia is one of the fastest growing economies on the planet. Like neighbouring China, it has opened itself up as a free market, with many promising opportunities for international businesses. Despite the global economic situation, Russia remains one of the healthiest and better performing markets in Europe, with the eighth largest economy in the world. In 2007, the World Bank declared that the Russian economy had achieved “unprecedented macroeconomic stability,” while the Russian Government predicts stable growth rates for the future at around 3.4% of GDP. Moscow had the highest number of billionaires of any city in the world in 2011.

India is now attracting a different kind of visitor from the backpacker looking to find themselves. These days, it’s more likely to be a corporate traveller looking to find big business.

The good news for UK companies looking at export markets is that the country’s recent economic growth has seen a rapidly growing consumer class of more than 100 million people. Indeed, so strong is this market sector that July saw the strongest increase in retail sales since January 2012, offsetting a declining industrial output to produce second quarter growth that was stronger than anticipated. The Brazilian government is now forecasting 2.5 per cent gross domestic product (GDP) growth this year. But it isn’t just the potential customer base that makes Brazil so inviting for British businesses. In terms of digital users, Brazil is the fifth largest market, with an estimated 90 million people buying online. For shrewd entrepreneurs, this is an opportunity to reach customers through low-cost, maximum-impact digital marketing, products and services. Brazil also serves as continental hub for trade with ten neighbouring nations, giving easy access to markets across the emerging region. With a program of infrastructure development underway, this will only make Brazil more attractive to UK companies looking to export to South America.

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As one of the world’s most populous countries (143 million), consumer demand is ever-growing from its educated workforce, which helps maintain its reputation as a commercial hub for the region. Russia is still an infant in capitalist years, with a ravenous consumer class that is not only looking to make and spend money, but is growing in number by the day. Luckily for Russia, it has enormous reserves of natural resources. Russia’s oil and gas production, with its pipeline projects, have not only remained a primary source of Russia’s economic growth, but also helped develop the country’s relationship with Europe and Asia.

To say that India’s economy is doing well would be an understatement. Since 1991, India has undergone an economic paradigm shift, with economic liberalisation - including industrial deregulation, privatising stateowned enterprises and less control on foreign trade - helping to unleash the country’s enormous growth potential. India has the second largest population in the world, behind only China, with a population of around 1.2 billion, and the country’s rapid economic growth has resulted in wealth and prosperity for entrepreneurial urbanites. It is this large educated middle class that makes the country popular for overseas companies looking to outsource work and providing these services accounts for more than half of India’s economic growth. Despite this explosion in service provision, industry and manufacturing remain big business in India, with such products as textiles, chemicals, food, and steel all playing their part in the country’s continuing success. India’s growth has averaged more than 7% per year since 1997 and today, the Indian economy boasts deep capital markets and liberalised foreign investment, which only spells good news for international businesses. India is also one of the few countries to have weathered the global financial crisis; a resilience that has not only attracted the world’s largest companies, but allowed Indian entrepreneurs to take on overseas markets.

EXPORT TERRITORIES

CHINA With both the world’s largest population and the fastest growing economy, China is undeniably the place to be doing business. As western countries remain mired in the financial crisis, entrepreneurs are increasingly looking to get a foothold in China, hoping to benefit from its increasing growth and consumer class. The country’s economic expansion, alongside rapid market changes and government reforms, means it’s no longer just a global base for low-cost manufacturing. China may still be the world’s largest exporter, but it’s also the world’s second biggest importer. Goods exports to China hit a record high in June and rose more than 20 per cent in the second quarter, compared with the same period last year. This export increase to Asia is partially due to the disposable income of the new Chinese middle classes, which has contributed to a greater demand for British luxury goods, including fashion and cars. UK exports have also been aided by clusters of well-connected new cities, such as those in the Shandong and Jiangsu provinces, which can be reached by high-speed rail and national air hubs. Despite China’s growing influence on the world stage, there are still challenges for any UK business looking to conduct business there. Competition is fierce, but it must be the language and etiquette barriers that present the biggest obstacle. Being such an otherworldly country, China’s markets are all very unique. For instance, many western companies that have attempted to sell products ‘as-is’ have failed. To be recognised by Chinese consumers, businesses have to sell products and services the Chinese way.

SOUTH AFRICA Tipped as one of the top three countries with the most promising economic growth over the next two decades, maybe it’s time South Africa blew its own vuvuzela? With a population of over 50 million, as well as access to 900 million in the sub-Saharan African market, South Africa has undergone massive changes over the past two decades. Ranking in the top 30 countries for ‘Ease of Doing Business’, South Africa is the region’s economic powerhouse, constituting a third of its total GDP. Unsurprisingly, foreign investors and businesses have been attracted to the country’s political and economic stability, with a major influx of interest in the build-up to the 2010 World Cup. Recent figures from one of the world’s leading financial advisories, Merrill Lynch, rated South Africa as one of three countries with the most promising economic growth over the next 20 years. This growth is facilitated by ongoing infrastructural improvement, as well as an abundant supply of natural resources, and well-developed financial, legal, communication, energy and transport sectors. Likewise, the modern distribution channels in South Africa ensure efficient movement of products between cities and across the entire region. Not only is Cape Town the seat of the National Parliament, but it has also established itself as a successful provider of call centre and business process outsourcing for large overseas firms such as Lufthansa, Amazon.com, ASDA, and The Carphone Warehouse.

AFRICA Don’t forget that there are business opportunities in territories within the African continent other than BRICS’ South Africa. The African continent consists of more than 50 countries, including Egypt, Zimbabwe, Mozambique, Kenya, Senegal and Nigeria – all of which can offer different opportunities for the international entrepreneur. While sub-Saharan Africa is renowned for abundant oil resources and the continent as a whole relies heavily on exports of raw materials, it is increasingly known for its expanding multinational companies that saw growth of 30% while developed economies were experiencing historic downturns. Companies like Blackberry are now investing in the continent, by establishing multiple operations in Africa. Africa has more than a billion people and thanks to growth that has outstripped East Asia for the last 10 years, there is now a rising middle class to provide both skilled labour and local customers for your product. This recent growth has also seen massive improvements in regional and national infrastructure - as well as communications - that benefit overseas trade. In July, US President Barack Obama announced a US$7 billion plan to further develop infrastructure and work more closely with African heads of state. There are massive opportunities in Africa for forward thinking UK companies to take advantage of this developing economy and the growing marketplace it represents.

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EXPORT TERRITORIES

GULF STATES If there’s one global territory that’s conspicuous for its rapid urban expansion with cosmopolitan cityscapes and lavish lifestyle, it’s the Arabian Gulf. While Dubai might grab your attention with its towering skyscrapers and glamorous lifestyles of the rich and famous, Abu Dhabi remains the powerhouse economy of the Emirates. The UAE has one of the highest GDP per capita in the world and Abu Dhabi owns the majority of these resources. Technology, logistics and professional services are all booming markets in the GCC, where the rapid expansion of businesses in so many diverse sectors is driving development of the infrastructure, support services and supply chains. Not only is the culture very different to the UK, but there are variations across each Gulf Cooperation Council (GCC) country. Saudi Arabia is the largest country in the area, with the world’s largest oil fields and it’s also promoting heavy industry, such as petrochemicals, fertilizers, and steel. The Kingdom of Bahrain is an archipelago of 33 islands diversifying its oil-based economy by attracting commercial companies, particularly within IT. Kuwait holds 10% of the world’s reserves of crude oil - the third largest quantity in the world – and it’s increasingly manufacturing building materials like plastics, cement, and metal. The State of Qatar produces less than 1% of the world’s oil, with banking playing an important role in their economy. Oman is transforming itself into a major exporter of natural gas. Manufacturing is also a growth area, including textiles, cement blocks, furniture, fertilizers, and fibreglass products.

MENA MENA stands for ‘Middle East and North Africa.’ This loose collection of countries incorporates the UAE, as well as countries like Egypt, Iran and Tunisia. The population of the MENA region is at least 321 million people, which equates to about 6% of the total world population. The MENA region has 60% of the world’s oil reserves, from 8 of the 12 OPEC nations and a combined GDP of about $2.9 trillion. In April, the International Monetary Fund created a new region called MENAP, which adds Afghanistan and Pakistan to the MENA countries.

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EUROPE SCANDANIAVIA

Scandinavia’s 1.4 trillion dollar economy is one of the largest in the world, as well as the fifth largest market in Europe. The region is a good ‘test market’ for new products and technologies, with an easy-to-enter export market for international companies. English is practically ubiquitous, business agreements are reliable, and the infrastructure is first class. Norway is one of the wealthiest nations in the world and is an attractive proposition for international businesses that want a presence in Scandinavia, with excellent opportunities for retailers and manufacturers, as well as those exporting to the country. What’s more, Norway sits at number 10 on the World Bank’s ‘Ease of Doing Business Index.’Sweden in the fifth largest country on the continent, with a population of roughly 9 million. The Swedish economy emerged from the global financial crisis as one of the strongest in Europe and the high-tech economy and comprehensive political system allows for high standards of living, with one of the most globalised and competitive markets in Europe. It’s also a meeting point between Scandinavia and Northern Europe with a track record of innovation for global markets, many natural resources and low corporate tax rates. Denmark is well-poised to tackle international fiscal woes. In fact, the country remains one of the most stable economies, as evidenced by its AAA rating. Although choosing to opt out of the Euro, Denmark is still a strong member of the EU, and according to the World Bank, it is among the easiest locations in the world to conduct business.

EXPORT TERRITORIES

With some of the most developed markets right on our doorstep, international trade doesn’t have to mean the other side of the world. Here’s a whistlestop tour of the hot business destinations in Europe right now.

SOUTHERN EUROPE

GERMANY

Big multinational companies have invested heavily in Southern Europe for well over a decade. With Spain, Italy and Portugal as its most significant economies, the south of Europe meets the vital criteria for business growth and investment return: growing populations, affluence and stable governments with a commitment to infrastructure. Because many of the nations in Southern Europe have joined the EU, the distribution of goods between member countries, as well as the regulation overseeing it, has been greatly simplified.

CROATIA

The EU’s Newest Member

The EU’s Largest Economy

The German economy is the fourth largest in the world and accounts for a fifth of EU GDP. The country’s social market economy generally follows the free market principle and boasts the largest consumer market in Europe, with a population of over 82 million. However, the importance of the German market stretches way beyond its borders, due to its prime location in the centre of Europe.

Germany’s economy has vastly improved in the past few years, after taking a significant hit during the financial crisis. In fact, the economy recovered surprisingly quickly, and for international businesses, the German market continues to attract many sectors and remains an essential factor of any export strategy to Europe. International business can rely on high productivity levels, a skilled workforce, quality engineering, leading infrastructure and access to both emerging and established markets across Europe.

Croatia joined the EU as a full member on July 1, meaning that international business with the UK will be simplified. Not only will bureaucracy be reduced, but trade will be physically easier, by removing the need for customs clearance. Croatia is a small but complex market that can be divided into two distinct sectors: the affluent and the rural. The former is dominated by tourism, while the latter by agricultural and industrial activities. And although the nation’s population is only 4.5 million, you can practically double this number during the summer months, thanks to tourism, making Croatia a viable cosmopolitan market for goods and services.

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EXHIBITOR LISTINGS 4Networking Ltd Stand number 112 With over 250 vibrant breakfast, lunch and evening groups across the UK and Australia and over 50,000 members, online and face to face, 4Networking is a business community that helps you get business appointments. Network within our relaxed, informal, yet structured meeting format for efficient and 0845 123 4444 www.4networking.biz Alibaba.com Stand number 918 Alibaba.com is a global e-commerce platform for small businesses and the flagship company of Alibaba Group 02072585111 www.alibaba.com Aon UK Limited Stand number 926 Aon provide insurance solutions to businesses of all sizes, from bedroom start-ups to multinational corporations. Currently, Aon operate speciallydesigned insurance schemes for the following types of business: - Tradesmen - Charities - Local Councils - Village Halls - Media and Entertainment 0845 070 1289 www.rewritinginsurance.aon.co.uk Barrett Dixon Bell Stand number G16 2011 Queens Award winner, BDB helps b2b companies promote their brand, products and services around the world. Headquartered in Manchester, BDB is an integrated b2b marketing communications agency that has delivered clients, messages creatively, efficiently and effectively for over 25 years. 01619254700 www.bdb.co.uk BDO LLP Stand number G38 BDO is the world’s 5th largest accountancy network with over 1200 offices in 138 countries. We support our clients through each step of their international journey, from exporting to joint ventures and partnerships to fully internationalised operations. 0207 486 5888 www.bdo.co.uk Beta Technology Limited Stand number G70 Beta Technology can support you to access new markets through international collaboration to develop and exploit new technology. Using well established networks and knowledge of public funding programmes in both Europe and Brazil, we facilitate the development of commercial opportunities for SMEs. 01302 322633 www.betatechnology.co.uk

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Brazilian Chamber of Commerce in Great Britain Stand number G74 The Brazilian Chamber of Commerce, based in the Brazilian Embassy in London, has been active in promoting trade and business between Brazil and the UK for over 70 years. 073210085 www.brazilianchamber.org.uk Business in Africa Pays Stand number G69 Business in Africa Pay’s primary aim is to highlight the business opportunities in Africa to overseas companies that are interested in growing internationally. We also facilitate further opportunities for companies and investors who are already trading globally. www.businessinafricapays.com Business Start Up Qatar Stand number G84 Business Start Up Qatar can make the difference! Our in-depth knowledge of Company Formation, Insurance and Marketing & Design Services assists every element of your set-up in Qatar and our professional team can tailor the comprehensive range of corporate services to suit you and your company. +974 70430145 www.businessstartupqatar.com China-Britain Business Council Stand number G54 China-Britain Business Council is the UK’s largest membership organisation helping companies do business with China. We help members take advantage of the China opportunity by giving them the information to plan and the connections to help companies grow. 0207 802 2010 www.cbbc.org Cobweb Solutions Stand number 450 Cobweb Solutions is the biggest independent Hosted Exchange provider in Europe, delivering a range of hosted communication tools to more than 5,000 small and medium-sized business customers. 0845 223 9000 www.cobweb.com Corporate Business Services Stand number G82 Corporate Business Services (CBS) is a service-based firm offering business start-up, company formation solutions, incubation center and business consultancy. From our headquarters in Dubai, we offer professional corporate assistance to established international companies aiming to set up operations in the UAE. www.cbs-uae.ae

Dawson & Sanderson Ltd Corporate Travel Services Stand number 836 We have been providing innovative Travel Management Solutions to a diverse range of corporate, educational and public bodies since 1962. Our expert team of highly qualified travel consultants will provide a personal, proactive, professional, cost effective solution to all your travel requirements 0191 251 5000 www.corporate-travel-services. co.uk

express

Encore Professional Services/ Compass Offices Stand number G50 Looking to expand your Business to Hong Kong? Corporate Formations Immigration Services China Entry Solutions Accounting Payroll and HR Outsourcing Solutions Trade Documentation Services Virtual and Serviced Offices 085237967288 www.compassoffices.com

Forresters Stand number 804 At Forresters, we provide clear, sensible and practical advice on intellectual property, including patents, trade marks, designs and copyright, in the UK and across the world. 020 7283 8989 www.forresters.co.uk

Equatah Group Stand number G69 Equatah is an ethical and sustainable investment consultancy, offering projects with high-yield returns on income based impact investing. ”Providing a global gateway to profit with purpose, bridging the gap between Africa and the rest of the world.” www.equatah.co.uk EURid - .eu registry Stand number 558 The .eu domain ranks among the ten largest top-level domains in the world, connecting 500 million people in 28 EU countries to one Internet identity. More than 3.7 million .eu names have been registered since the domain opened for registration in 2005. +46(0)850637415 www.eurid.eu Executives in Africa Stand number G69 We are a highly experienced team of recruitment professionals with particular expertise running senior level searches in Africa. We have experience hiring both local African candidates, Africans in Diaspora and also expatriate managers where required. We have never failed to deliver on a Search. +44 7957 339 235 www.executivesinafrica.com Experian Business Express Stand number 122 Experian is the leading global information services company, providing data and analytical tools to clients around the world. We’re helping businesses navigate the twists and turns of doing business through our online tool, Business Express. Come and visit us on stand 122 for a free trial. 0844 481 0071 www.experian.co.uk/business-

Fathalla & Co (Accountants and Consultants) Stand number G86 Fathalla & Co. is one of the leading and fastest growing Accounting, Tax, Auditing, Business start-up and Consulting firms in Egypt; with four offices spread over Cairo, Alexandria and Borg El Arab. Over 1,500 International & local entities has trusted Fathalla & Co. vast experience. (002) 0111 393 9362 www.fathalla-cpa.com

HCR Employeee Relocation Stand number G40 HCR is a global Relocation Management Company with its HQ in the UK, a branch in Florida and a world connect network of partners. Since 1982 we have been looking after people by providing breakthrough mobility solutions for our clients. 01256 313780 www.hcr.co.uk Institute of Export & International Trade Stand number G56 The only professional body offering helpline support and regular updates on all aspects of international trade. This links to a full programme of professional qualifications both academic and short course training from how to import, eBusiness, or managing financial risk to a world customs diploma. +44 (0) 1733404400 www.export.org.uk Invest in Pomurje & InvestSlovenia Stand number 546 The Pomurje region in Slovenia, bordering Austria, Hungary and Croatia, is a perfect place to cover important markets. With multilingual workforce and traditional business connections with neighbouring markets, investors can count on successful operations in the wider South-east European region. +386 41 742 348 www.investpomurje.eu ITM Magazine Stand number G46 With a current circulation of over 35,000 decision makers around the Globe, ITM is a cutting edge publication that has been published for over 14-years & contains country profiles and regular features on topics such as finance, law, translation, freight forwarding, software, currency and much more. 01622 823 920 www.intrade-magazine.com

EXHIBITOR LISTINGS Labor Law Plus TM Stand number G26 Labor Law PlusTM is the global labor and employment law division of Transatlantic Law International, a leading innovative legal and business solution provider for companies and investors seeking a broad range of business law services, with more than 3,500 lawyers in over 80 countries worldwide. +44 207 100 1631 www.laborlawplus.com Lima e Falcão Advogados Stand number G72 Consulting and legal services focused on overseas companies interested in doing business in Brazil, with distinct expertise in negotiating financial benefits for new investments, performing economic feasibility studies and due diligences. +55 81 21215600 Mauve Group Stand number G22 As the leading providers of global HR solutions, Mauve Group are able to provide tailored resolutions to meet all our clients’ requirements. From international payroll to complete PEO services, our creative and innovative approach ensures a cost-effective, reliable and compliant solution for all. +44 (0)1904 619266 www.mauvegroup.com Ravi Natu Stand number G30 Ravi offers Active services to business and industry, as an Enabler and Consultant for Establishing Captive SMEs in India. His roles may best be described as an Enabler, a Start-up Expert, a Manager and an Active Coach. His strengths are in IT and Engineering technologies. +91 9822057682 www.ravinatu.com RUSSIA CONSULTING Stand number G62 RUSSIA CONSULTING Group assists international companies in business set up and developing in Russia, Kazakhstan, Ukraine, Belarus, Poland and Germany. We have 8 offices and over 300 specialists. 0207 637 5666 www.russia-consulting.eu Russo-British Chamber of Commerce Stand number G64 The Russo-British Chamber of Commerce is an independent, not-for-profit membership organisation established in 1916 to help Russian and British companies do business together. We represent the widest network of Russo-British business people, with over 400 member companies in the two countries. 0207 931 6455 www.rbcc.com

Start Up Overseas Stand number TBC www.startupoverseas.co.uk is the definitive online resource for companies looking to expand internationally. 0117 903 1014 www.startupoverseas.co.uk

plus track record of providing prompt, cost-efficient and high quality legal support and related business solutions to companies expanding or restructuring worldwide. +44 207 100 1631 www.transatlanticlaw.com

ment that helps UK-based companies succeed in the global economy, and assists overseas companies to bring their high-quality investment to the UK. 020 7215 5000 www.ukti.gov.uk

Stella Maris Solicitors LLP Stand number 168 Based in the City of London, Stella Maris Solicitors LLP offers a comprehensive range of legal services, with a special focus on Small and Medium Enterprises (SMEs) based in the UK and overseas. 0207 936 9888 www.stellamarissolicitors.com/

Uk Export Finance Stand number G18 UK Export Finance (UKEF) is the UK’s export credit agency. We support exporting businesses, including SMEs, to succeed in the global marketplace. In the last year, UK based businesses received £4.3 billion worth of support through UKEF. www.gov.uk/uk-export-finance

Sterling Relocation Stand number G24 Sterling is a provider of global relocation services. Through our service delivery hubs in EMEA, the Americas and Asia Pacific, we help clients achieve their business goals by alleviating workforce mobility challenges. Sterling is committed to quality and delivering an impeccable service. 02088363372 www.sterlingrelocation.com

UK India Business Council Stand number G34 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. 0207 592 3040 www.ukibc.com

Wolfestone Translation Ltd Stand number G20 Wolfestone offers a full range of language services designed to help you reach this global audience. With an increasingly global marketplace, translation is a smart investment. Speaking to potential clients in their language helps engage your international clients and increase overseas sales. 0845 000 0083 www.wolfestone.co.uk

TaraSpan Inc Stand number G32 Taraspan is a trusted partner and can enable you to Unlock India. Through a range of tried and tested services, we accelerate and de-risk your market entry. 44-7810-842-920 www.taraspan.com

UK Trade & Investment Stand number G1090 With professional advisers both within the UK and across more than 100 international markets, UK Trade & Investment is the Government Depart-

WorkPlaceLive Stand number 1260 WorkPlaceLive Hosted Desktops allow users to conveniently & securely access their desktops, with all their files, software & applications, on any internet enabled device from anywhere in the world. There’s no CAPEX, licensing updates, backups and support are all included for a low cost monthly fee 020 8543 3322 www.WorkPlaceLive.com

NOTES

The Arab-British Chamber of Commerce Stand number G80 The Arab-British Chamber of Commerce is a membership organisation, founded in 1975, to promote economic activity and facilitate trade in both directions between the UK and the 22 member countries of the League of Arab States. We do this in many different ways, but primarily by providing support +44(0)20-7659 4865 www.abcc.org.uk Thorntons Travel Stand number 126 MANAGING YOUR BUSINESS TRAVEL Enabling you to get on with managing your business.Pro-active consultants and online solutions dedicated to meeting your travel requirements. Bespoke Global Fares, Hotels & Rail search system, ensuring we provide you the best price on any itinerary worldwide. 0117 929 1633 www.tbtm.co.uk Transatlantic Law International Stand number G26 With over 3500 lawyers in 80 countries, we are a leading innovator in global business law, with a 10 year

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FLOOR PLAN

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About Trade and Export Middle East Trade and Export Middle East is a monthly magazine in English, published by CPI in association with Dubai Exports, and is aimed at the trading community in the region. The magazine is supported by a converged media platform of print, Website, e-newsletters, social media, corporate events, round tables, breakfast meetings and more. Trade and Export Middle East intends to serve as a primary reference tool for existing and prospective traders in need of a practical and results-based guide to exporting and importing. Armed with practical advice and analysis, it highlights domestic and international key issues, as well as business opportunities for the trade community regionally and internationally. More information about the magazine can be found at www.tradeandexportme.com

Editorial

Aparna Shivpuri Arya Senior Editor, CPI Business Email: aparna.arya@cpimediagroup.com Tel: +971 (0) 55 447 8595

Sales & Marketing

Vanessa Linney Sales Manager Email: vanessa.linney@cpimediagroup.com Tel: +971 (0) 40 440 9137

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TOP 10 TIPS FOR A SUCCESSFUL ENTRY INTO THE INDIAN MARKET 1. “One size fits all, right?” Despite the common use of language and initial familiarities, doing business in India is simply not the same as in the UK, USA or any other country. The approach taken to enter and succeed in India needs to be tailored to the realities of the market, considering price, consumer preferences, distribution, local competition, tastes, and local and national culture. Make note of the differences and ensure they are incorporated into your market entry approach. Foreigners often arrive thinking they know the perfect recipe for success in India, but they often miss a vital ingredient, which limits their returns.

Arbinder Chatwal, Head of the India Advisory group at BDO, looks at 10 common mistakes made by international companies when entering the Indian market. India is an attractive territory for overseas business, but each individual challenge needs to be addressed on a case-by-case basis. With the right local support and oversight, establishing and running a business in India should be no harder than anywhere else in the world. Arbinder Chatwal is head of India Advisory Services at BDO LLP, the UK firm of the largest international accountancy and

business advisory organisation for mid-market companies. Its Sannam S4 partnership provides support for companies exploring Indian expansion and investment opportunities. Here are Arbinder’s top 10 tips to help you avoid the most common mistakes when international companies enter the Indian market.

2. “A bit of ‘rush and push’

makers do not like to be rushed or pushed, even if their initial interest in your product or service is overwhelmingly positive.

3. “I’ll just pop over now and then.” Whichever approach you take to the market, whether via distributors, your own office or a franchise, ensure you have someone on the ground that is independent and looking after your interests. Sometimes this just needs to be a figurehead or service provider, but if your local activities are constantly overseen at ground level, you are much more likely to make more solid progress and avoid many of the pitfalls.

4. “I had a great meeting and came home.” Take time to actually understand the market by talking to potential users of your products and services on the ground, not just to distributors or partners. This will give you a much better understanding of the market and consumer needs. Regular visits are fine, but if you don’t get beyond your hotel or meeting rooms, you will never really understand the market in which you are seeking to be successful.

can’t hurt!”

5. “We’ll just discount

Executives of foreign firms rightly see significant opportunity in India but make finger-in-the-air calculations about expected future revenues. As the overall numbers are so large, this tends to lead to a false expectation that a small proportion (but still a large number) of that business will come automatically and immediately. This is not the case.

the UK price a bit.”

Despite there being huge opportunities, even small breakthroughs can take a long time, so patience with the market is important. Local decision

Get the pricing of your product right. You may have figured out there is great interest in your product or service and a demand – but at what price? You may think that just discounting it by X% from your UK or other emerging market pricing will do the trick, but you can save a lot of wasted time and energy by really getting to know what price the market will pay – not what you think it will pay. Once you know these numbers, build a business model around

India is a dynamic and constantly evolving country and you and your business need to evolve with it. Regular reviews of your approach and status quo in the market is advisable, take nothing for granted and set yourself a longterm goal of where you want to be in the market and the rest, with a sound approach and good support, will follow.

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6. “He fits our mould – hire him!” Recruit the right staff. This may sound obvious, but international companies often recruit people who they see fitting into their mould. Whilst this is good from an internal perspective at home, it may not be the right fit for the task in hand in India. Sometimes, the most polished local candidates don’t end up rolling up their sleeves as much as some of the other less familiar profiles will.

7. “Just give them a bit more money to keep them happy.” Consider your local employees’ culture. It may be surprising to you that a job title change is more important than a pay rise, but that is often the reality. Workers in India are different culturally, have different expectations and need to be managed accordingly. If you want to avoid high levels of attrition or overpaying your employees to keep them on board, get support from a local HR expert to keep your team happy.

market will reduce; it will not. Any successful approach to the market will generate more enquiries, more sales leads and plenty of new opportunities – certainly in the initial stages. You will need to support the follow-up. Factor in more time responding to such requests and, probably in the short- to medium-term, more time on the ground in India ensuring your platform is suitably established.

9. “Quick, get a local partner!” Don’t jump into a local partnership and don’t be scared of going it alone. It can be tempting to assign local distribution to one of the first people you meet, but take your time to assess their capabilities and commitment to your goals. If you can recruit the right staff, with relevant industry experience and local knowhow, you don’t necessarily need a local partner. Unless there is very good reason, consider setting up on your own and, as you develop the market and possible valuable partners emerge, you are likely to engage them on better terms once you have trodden some ground yourself.

10. “Well they sound like they know what they’re

8. “Right, we’re in.

doing…”

Where next?” When you establish some sort of presence in the market (via a distributor, partner, incubator model or by establishing your own legal entity), do not assume your personal responsibility and time commitment for the

Find out more about Arbinder’s work and how BDO could help your company transition into the Indian market online at

www.bdo.co.uk www.sannams4.c

THE ‘QUICK LANE’ FOR SUCCESS: CAR DEALERSHIPS GO GLOBAL IN INDIA

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the reality. Many foreign firms make losses for years in India because their margins versus cost remain out of synch.

Use support firms who know what they are talking about and who can provide you support at every stage of your journey, not just at the outset. Probe into which businesses they have actually helped establish in India and what exactly they did to help? Check their references. There are many ‘India experts’ these days, but very few who actually take care of the practical support that is required on the ground and who can seamlessly and successfully piece together the various aspects of your business.

MSX International, the leading global provider of outsourced business solutions for the automotive industry, was asked by Ford – a longterm global client – to deliver a variety of aftersales related programmes for its new dealers in India. After assessing this great new opportunity in India, MSXI quickly realised that if they were to be successful, they needed to establish a local office and employ local staff, who truly understood India’s consumer and business culture. After facing the numerous challenges of doing business in India, MSXI turned to market entry experts Sannam S4 to help them navigate India’s maze of commercial, regulatory and legal requirements.

SANNAM S4 APPROACH Sannam S4 supported MSXI with establishing a strong and scalable local operation. Xavier Vandame, MSXI’s MD for Asia Pacific who heads up the Indian office, explains this best, “India is a land of opportunity, however, outsiders definitely need experts on the ground to help them succeed. Sannam S4’s support has been invaluable to MSXI. Not only at the beginning when

incorporating our local company in record timing, but finding us the right staff and continuing to be our support partner on an ongoing basis. Its team of experienced business people provides easy-to-understand advice and implements the solutions in all the areas we’ve needed help so far.”

RESULTS Within a short space of time, MSXI’s business in India is now profitable and goes from strength to strength. Amongst other activities, it is helping Ford to establish a successful client offering called ‘Quick Lane’; a network of service repair sites which enable vehicle owners to drop in for light repairs, such as tyre and oil changes, and brake checks etc. As a result of successfully establishing a local presence, MSXi is now talking to a number of other potential car manufacturers operating in India.

NOVEMBER 2013 GOING GLOBAL |

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EXPORT MARKETING: 7 STEPS TO SUCCESSFUL COMMUNICATION In an ever-expanding global marketplace, marketing products and services overseas is no longer reserved for big business. Louise Reid, client services director at BDB, explains the seven steps that will help your company to communicate more successfully overseas. Companies in other countries are more accessible now than ever before, thanks to the digital revolution, and doing business overseas is now an important part of many strategies. Once you’ve selected the appropriate markets and set up a presence and infrastructure in those markets, telling the world you are there is absolutely critical. That’s where these seven steps to successful communication come in.

1) Market research The situation in a new market could be very different to that in your domestic market. You should undertake a thorough market intelligence programme before and during your international expansion to understand the market, anticipate and track changes and evaluate your degree of success.

2) Branding and advertising It is advisable to think about any language or cultural reasons for keeping or changing your brand in new markets and look into any legal and regulatory constraints. When developing adverts, it’s important to take into account the countries they will be used in from the outset. This should impact your briefing to designers, copywriters and translators and help you to select the most appropriate concept.

3) PR A concerted effort to provide news and content to the press will ensure your reputation is built and enhanced in any new market. A news schedule is central to a good PR plan.

Always be on the lookout for newsworthy stories that will generate noise about you in the market. If you decide to translate articles that have been developed for your domestic market, make sure that you adapt them before translating to include relevant market specific information and to meet the stylistic needs of the regional press.

4) Lead generation Generating leads generally follows on from building awareness and there are a number of techniques you can employ. The key to any successful lead generation campaign is good database management and follow-up. Capturing leads is one thing, but failing to ensure that they are input into your CRM system for effective and regular follow-up has been the downfall of many businesses.

5) Effective sales tools

to identify how and when you need to assist your sales representatives. Digital tools such as interactive sales tools and online databases may enable you to keep your material up to date and segmented for different regions.

6) Trade shows If you decide to exhibit at a trade show, think creatively about the stand you develop. A modular kit that can be easily adapted and reused will save money and increase the value of your investment. Pop-up and pull-up graphics that you can assemble yourself could save you a lot of money and still be impactful and attractive.

7) Digital marketing It’s worth considering translating key pages of your website, or developing regional microsites or campaign landing pages to show your commitment to a new region. Optimising your site for regional search is critical.

Understanding and analysing the sales process will help you

For more information and tips about how to communicate successfully in new markets, please contact us today.

www.bdb.co.u

beinspired@bdb.co.uk

+44 (0)161 9254700

| GOING GLOBAL NOVEMBER 2013

With Qatar investing $300bn in its own future over the next decade, now could be the perfect time to take advantage of international tax breaks with this liberal Arabic state. More and more organisations are starting to realise the many benefits of opening an international branch in the Middle East. Qatar has one of the fastest growing economies in the world and will invest more than $300 Billion USD in its country over the next decade. Also one of the most liberal and open-minded of the Arabic states, Qatar presents strong business links for international operations and investment while offering many tax benefits. With a professional team working both in the UK and Qatar itself, Business Start Up Qatar can provide a stress-free business start-up service, putting your company in

Business Start Up Qatar – we make the difference!

the best possible position to commence trading in Qatar. We offer a full consultation service, guiding you step by step through the various procedures required so your business’ transition into Qatar is smooth and stress-free.

HOW CAN WE HELP YOU? Our vast experience and wealth of business contacts in Qatar mean that we can help you through each and every one of the necessary steps. Our support and involvement doesn’t stop there either. Business Start Up Qatar also provide a comprehensive range of marketing and design services to help promote your new Qatar operation and generate sales leads. We can remove any potential barriers to your business start-up or expansion and we’re on hand at any time to answer any questions you may have and provide the solutions to any issues that you may encounter.

YORKSHIRE COMPANY COLOURS INDIA’S SKYLINE

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THE TIME IS NOW AND THE CLOCK HAS STARTED TICKING

When Susan Ashby, Finance Director of Gemini Dispersions, sat down to listen to an HSBC Doing Business in India event in Leeds in 2011, little did she know it would be the beginning of an exciting and highly successful new business venture in India! Immediately after the event, Susan called her Managing Director, Jon Rymer, excited about what she had heard both about the potential in India for the Yorkshire-based company, and that she had found someone who could help them explore and develop the market. The keynote speaker at the event was the CEO of India market entry specialist, Sannam S4. Gemini Dispersions are an SME manufacturer of colour pigments, supplies its colours to be used for everything from luxury sports cars to shoe polish, coloured pencils and even balloons! They had received a number of enquiries about their product from India, but had not developed these leads. They were keen to understand the true potential of the local market, learn about who their local competitors would be and ascertain local pricing levels. They wanted to understand whether the best route to market was via direct sales, through local distributors or setting up their own local ntity, or a combination of all three.

After learning about Sannam S4’s capabilities, Gemini commissioned them to undertake a detailed market research study. When presented with the final report, it was clear that there was huge potential for Gemini. In order to capitalise on the demand, they were going to need to hire someone in India to develop and follow up on local interest. Gemini used Sannam S4’s tried and tested LaunchPad™ platform to help them not only recruit an experienced sales person from their industry locally, but additional management, compliance and administration support provided as part of the model meant that Gemini could focus on winning new business while Sannam S4 handled the admin behind the scenes. Within two years of attending the event in Leeds, Gemini are now generating healthy new orders from India and have a tremendous pipeline of new sales.

NOVEMBER 2013 GOING GLOBAL |

NOT LOST IN TRANSLATION

A rapidly growing London-based tech company wanted to open its Central European operation in the Czech Republic with the perfect candidate for regional cross-border sales development. It had received conflicting advice on the best way to go about it. With one call Transatlantic Law International sorted through the objectives and options including the legal, tax and accounting variables so the company could launch on time and set up the operation in short order. Expanding abroad triggers complex labour law, corporate, tax and accounting issues, and the choices aren’t always obvious. A typical answer would be to open a subsidiary or a branch, but this involves cost and long-term consequences that growing companies either don’t want to face or to defer as long as they can. Opening operations with just one employee creates other issues altogether. Transatlantic Law International reviewed the company’s objectives and its interest in having the employee based in the Czech Republic as a base for sales in the region and also outside of Europe. We advised why a company or branch structure wasn’t suitable for this kind of operation, nor a representative office, which in most countries does not allow for commercial activities. Instead, we devised a stay-athome employee structure, which is possible in most of Europe and allows employment of an individual cross-border without triggering corporate taxes for the employing company in the country of employment.

We then structured the employee’s contract, advising on Czech and UK labour issues, to provide a simple solution for managing the employer’s labour obligations, drawing on our local team from our Labor Law Plus™ division, which handles labour and employment issues worldwide. Finally, we arranged for reputable local accountants in the Czech Republic to handle the payroll and make appropriate tax and social security withholdings and all required filings so that the company would be in compliance for taxes and accounting as well. All this was handled through a fast and cost-efficient single point of contact based in the United Kingdom, working with Transatlantic Law International’s integrated affiliates, including its Labor Law Plus™ specialists, a true and innovative one stop shop for growing companies in Europe - and more than 80 countries worldwide.

For further information contact inquire@transatlanticlaw.com

www.transatlanticlaw.com

| GOING GLOBAL NOVEMBER 2013

Directors Anna Bastek and Roy Allkin, with some of the Wolfestone team.

Clear communication is essential for conducting business – and it’s even more important when thinking internationally. Wolfestone is a translation and localisation company with a key aim: helping companies grow overseas sales. Globalisation has led to markets across the world being more accessible. Coupled with a slowdown in the UK economy and traditional export markets, exporting beyond the traditional regions has become one of the best growth strategies and language is central to that. Exporters can make the most of these global opportunities by localising their website, videos and product information, hiring an interpreter to help facilitate successful meetings and carrying out aftersales service using a dial-in telephone interpreter. Wolfestone has helped thousands of companies get more out of their export endeavours. Working with companies from Coca-Cola Enterprises and the BBC, to SMEs with ambitious growth plans, the company has helped

with projects ranging from full localisation assistance, to translation of product manuals and marketing materials. The quality of service has led to the company winning over 20 business awards and chairing its trade body, the Association of Translation Companies. Research shows 72% of people are less likely to buy a product which doesn’t have information in their own language. With only 5% of people speaking English as their native language, that represents a lot of opportunities. English is widely spoken, but speaking to customers in their own language is a good way of standing out from the competition, and building trust in your brand. That’s where a professional translation partner comes in.

Web: www.wolfestone.co.uk Email: hello@wolfestone.co.uk Tel: +44 1792 824593

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