Going global

Accutronics is a UK developer and manufacturer of custom rechargeable batteries for professional applications. The business runs a global operation from its HQ and manufacturing facility, near to the city of Stoke-on-Trent in the West Midlands. Set up in September 2009, Accutronics has around 80 employees and its battery products are exported to over 30 countries across Europe, North America, Africa and the Middle East. Rob Phillips, managing director of Accutronics, offers advice to companies considering exportation.

Rob Phillips discusses custom rechargeable batteries at Compamed

Exporting enables us to reach the majority of our potential customers, the vast majority of whom are not based in the UK, rather than limiting our business to our own backyard. We target specific product application market sectors, such as Original Equipment Manufacturers (OEMs) of portable medical devices, chosen to match our capabilities as a potential strategic supplier. We then research who these companies are and where they are based.

For any business considering exporting, my advice is to think big and look into it properly and personally. The worst that can happen is that you end up with a wiser, wider perspective on your business sector and decide in a well-informed way not to proceed. More likely, you will open up much greater potential growth for your business.

Carry out desk research, but then travel and investigate your potential future markets directly. Industry events, such as conferences and exhibitions, are a great opportunity for further research.

In November we exhibited at Compamed in Dusseldorf, Germany, a leading trade fair for the medical industry which hosts 700 exhibitors from 40 countries, and runs alongside the huge Medica exhibition on the same trade fair site.

For UK firms active in the medical equipment market, the sheer size and scope of this event is in a different ball park to UK-based trade fairs. Quite simply it needs to be experienced to be believed. I'd suggest attending an event like this and assessing whether you want to invest in an exhibition booth next time.

Depending on your sector, there may be some potential barriers, but if you have a good product or service that you believe in, then in our experience buyers are very interested in giving you a chance, regardless of your HQ location. In our industry sector, we successfully export to over 30 countries without using agents, distributors or any other export partners. Today, export makes up 95% of Accutronics’ sales turnover.