Actively exporting

Fast facts Company: Equas Ltd Industry: Business consultancy Target Market: South Africa UKTI Services: Overseas Market Introduction Service www.online-management-system.com

Through its Overseas Market Introduction Service (OMIS) and a trade mission, UK Trade & Investment (UKTI) has helped Yorkshire-based management consultancy Equas Ltd to find partners and clients in South Africa. Technophobes have no need to worry with Equas Ltds simple and highly effective management systems. Designed so that anyone can use them with ease, the companys systems have helped hundreds of organisations to improve their efficiency and achieve internationally recognised standards. The business was set up in 2000 by Mike Dowd, now its Sales Director and David Morgan, its Managing Director. They first met when working as franchisees of a cost reduction business and the idea of their first management system, ISO in a BOX, evolved to help companies meet International Organization for Standardization (ISO) standards or simply to increase the efficiency of their

organisation. The company operates around the UK through 14 franchisees and consultants who implement its systems with businesses in their region. In 2010, Equas introduced a second management tool the Activ Online Management System. Activ is SaaS, (software as a service) and is delivered online, enabling us to look abroad for management consultancy partners who can introduce the product to their customers, says Mike. ISO standards are global, so the number of potential markets for us to pursue is unlimited but its easier to work with countries where English is the business language. We found a partner in Holland who was competing for business in the UK, and a partner in Denmark through an introduction from a contact in the UK. Thats how our exports began. Exploring overseas markets Equas first contacted UKTI in Yorkshire in mid-2010, when the opportunity to win business in Oman arose through its existing business contacts.

UKTI provided grant support for a visit to Oman, where the company found a new customer. UKTI continued to stay in touch with Equas and in October 2012 invited the company to participate in a trade mission to South Africa due to take place in March 2013. In preparation for the trip, Equas commissioned an OMIS report, half of which was funded by UKTI. Its brief was to provide information about the local market and identify suitable partners with whom the company could work.

Without UKTI we wouldnt know where to start developing customers and partners overseas. Through OMIS and the trade mission, they made the process very simple
Mike Dowd, Sales Director, Equas Ltd

  UKTIs help has been excellent so far and we still meet regularly with its representatives in Yorkshire and attend networking events
Mike Dowd, Sales Director, Equas Ltd

Helping you access international markets Doing business in another country can be a challenge, so its good to know that UK Trade & Investment is there to help you succeed. Through a range of unique services, including participation at selected trade fairs, overseas missions and providing bespoke market intelligence, UK Trade & Investment can help you crack foreign markets and quickly get to grips with regulations and business practices overseas. UK Trade & Investments Overseas Market Introduction Service (OMIS) is a flexible business tool, letting you use the services of our trade teams, located in our embassies, high commissions and consulates across the world, to benefit your business. A service package could include: Market, sector advice Analysis of market entry strategies Support during overseas visits Identification of possible business partners UKTI was delighted to support Equas Ltd in its business overseas. To find an advisor in your chosen market and begin your own success story now, scan this code with your smart phone or visit www.ukti.gov.uk/export +44(0)20 7215 5000 UK Trade & Investment is the Government Department that helps UK-based companies succeed in the global economy. We also help overseas companies bring their high-quality investment to the UKs dynamic economy. We provide companies with the tools they require to be competitive on the world stage.

UKTI provided a list of 12 prospective At the start of 2013, Equas developed partners, of which Equas shortlisted six. the ability to translate Activ into any The company went on to meet four of language. The company is now able to these, three of whom became partners look closer to home at markets that dont based in Johannesburg, Pretoria work primarily in English, for example and Cape Town. During the trade Germany, France and Spain. mission UKTI also introduced Equas to representatives of national, regional and Our overseas clients currently account for only about 5 per cent of our business, local government, and provided market but wed like to see this grow, says insights specifically pertaining to South Mike. UKTIs help has been excellent Africa. For example, UKTI made sure that so far and we still meet regularly with its the company was mindful of the Broad representatives in Yorkshire and attend Based Black Economic Empowerment networking events. We will definitely regulations, the legislation involved in work with UKTI again to tap into other rectifying inequality issues and favours new markets. I would recommend any participation and involvement of black company looking to expand overseas to people (South African citizens who use UKTIs services. are African, Coloured and Indian) in businesses bidding for public sector contracts. The UK and South Africa Without UKTI we wouldnt know where South Africa is an ideal export market for to start developing customers and partners overseas, says Mike. Through UK companies due to similar financial and legal systems, a familiar business OMIS and the trade mission, they made the process very simple. Since the trip to culture where English is the primary business language and a time difference South Africa, I and our IT manager have which is never more than two hours. returned to conduct a weeks training for our partners employees. Our partners Covering only three per cent of the are now enabling us to reach customers African continent, South Africa across southern Africa, for example in accounts for a massive 40 per cent Namibia, Mozambique and Botswana, of industrial output and is by far the as well as in South Africa. most sophisticated free-market economy in Africa. Expanding exports The South African Government has Meanwhile, one of Equass franchisees embarked on an ambitious capital is moving to the United Arab Emirates expenditure programme worth (UAE) in August 2013, so the company approximately 270 billion over the is taking the opportunity to introduce next eight years, with the majority of its products there. Given the success the spending taking place in public of UKTIs involvement in getting it infrastructure and power generation. established in South Africa, Equas There are however, many other sought its support again. UKTI invited opportunities that exist for the UKs the new Franchisee and a Director of the innovative, world-class products, company to a seminar specifically about services and technology in different doing business in the UAE, and a further sectors of the economy. OMIS report is in the pipeline. The company also plans to find partners in New Zealand and Australia in the coming years. For further information about business opportunities in South Africa, please go to www.ukti.gov.uk/southafrica

Published July 2013 by UK Trade & Investment Crown Copyright