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Blue Eyed Sun Case Study: Discover how exports have helped a UK SME generate
20% of its total revenue
Exporting Case Study: Blue Eyed Sun - Spring Fair 2015Jeremy Corner - Blue Eyed Sun - Stand 4L66
14:00 to 14:30 Tuesday 3rd February 2015 Spring Fair International - UKTI Theatre
• Bedroom start up launched in 2000
• Now a leading UK publisher of cards
• Exporting casually since 2003
• Initial focus on UK market
• Since 2012 have grown in 15+ countries
• Export makes up 20% of total revenues
• Work primarily with distributors
• Managed without travelling abroad
Exporting Case Study: Blue Eyed Sun - Spring Fair 2015Jeremy Corner - Blue Eyed Sun - Stand 4L66
Our Story and export journey
Important tools for our export growth
• Trade Magazines
• Trade Fairs
• Trade Associations
• Networking
• UKTI
Exporting Case Study: Blue Eyed Sun - Spring Fair 2015Jeremy Corner - Blue Eyed Sun - Stand 4L66
Our Export Sales Options
• Work with Distributors
• Direct to retailers
• Sales reps / managers
• Set up sales agent network
• International sales consultants
Exporting Case Study: Blue Eyed Sun - Spring Fair 2015Jeremy Corner - Blue Eyed Sun - Stand 4L66
How export led to meaningful profit growth
• Export paid our first home deposit
• Biggest order we’d ever had
• Took us six weeks solid to make it
• Changed our distribution plans
• Start of a long lasting relationship
Exporting Case Study: Blue Eyed Sun - Spring Fair 2015Jeremy Corner - Blue Eyed Sun - Stand 4L66
How export led to improved sales
• Extend product life cycles
• Best sellers still sell abroad
• Spreads development costs
• Better, cheaper production
• More options for clearance
Exporting Case Study: Blue Eyed Sun - Spring Fair 2015Jeremy Corner - Blue Eyed Sun - Stand 4L66
How export led to product development
Exporting Case Study: Blue Eyed Sun - Spring Fair 2015Jeremy Corner - Blue Eyed Sun - Stand 4L66
Original Vintage Design
Adapted Vintage Design
New Picnic Time Design
How export led to improved systems
Exporting Case Study: Blue Eyed Sun - Spring Fair 2015Jeremy Corner - Blue Eyed Sun - Stand 4L66
• Warehouse layout
• Stock control
• Efficient productivity
• Economies of scale
• Effective Marketing
• Use Sage for multiple currencies
How export led to the growth of our people
Exporting Case Study: Blue Eyed Sun - Spring Fair 2015Jeremy Corner - Blue Eyed Sun - Stand 4L66
• Delegation
• Goal focussed
• Raised our game
• Stronger, busier team
• Step up or step out
• Reduced dead wood
The Potentially Negative Impacts
• Cashflow strain
• Credit Risks
• Currency fluctuations
• Quality control
• IP Risks
• Freight forwarding issues
• Miscommunication problems
Click here for the .gov export site
Exporting Case Study: Blue Eyed Sun - Spring Fair 2015Jeremy Corner - Blue Eyed Sun - Stand 4L66
The Potentially Positive Impacts
• Can improve how you do things
• Larger volumes
• Access to new markets / sales
• Your products go global
• Meet new people
• Grow your business
• It’s good for the UK
Click here for the UKTI website
Exporting Case Study: Blue Eyed Sun - Spring Fair 2015Jeremy Corner - Blue Eyed Sun - Stand 4L66
You will need help
• The extra orders mean more admin
• Paperwork needs close attention
• Different logistical requirements
• Product alterations
• Different time zones & languages
• You must stay on top of export sales
• The volumes can ramp up quickly
• Don’t lose focus on UK sales
Exporting Case Study: Blue Eyed Sun - Spring Fair 2015Jeremy Corner - Blue Eyed Sun - Stand 4L66
HMRC - overview for VAT registered exporters
• You must keep good records and copies of
paperwork (incl. emails, bank receipts, etc)
• Must have proof of export for all goods
• Track all of your exports to EC countries
for the EC Sales List
• Must note and check EU VAT Numbers of
your customers / distributors in the EU
Click here for HMRC Guide on Export
Exporting Case Study: Blue Eyed Sun - Spring Fair 2015Jeremy Corner - Blue Eyed Sun - Stand 4L66
Export Lingo and Key Terms
• Pricing - get your prices working for you & distributor
• Quote prices in GBP or USD rather than £ or $
• “Ex-works” - means you deliver to freight forwarder
• “Free on Board” - means you deliver on to the ship
• “Fx” means foreign exchange. Eg. Sage International Payments
• “MOQ” means minimum order quantities (what are yours?)
• “Proforma” means payment up front - insist on it to start with
• You may need USD and Euro bank accounts (watch fx changes)
Exporting Case Study: Blue Eyed Sun - Spring Fair 2015Jeremy Corner - Blue Eyed Sun - Stand 4L66
Read more at: www.blueeyedsun.co.uk/blog
THANK YOU
Tweet: @Blue_Eyed_Sun
Blue Eyed Sun - Hall 4 - Stand 4L66
Exporting Case Study: Blue Eyed Sun - Spring Fair 2015Jeremy Corner - Blue Eyed Sun - Stand 4L66
The Ladder Club - Autumn 2015