AUSTRALASIA and the PACIFIC
Australia and New Zealand are traditional markets for UK exports and the language and business culture makes these countries
a first choice for many UK exporters. However, with the long distance and also cost of communications (visits) care has to be
taken with choosing the right agent/distributor, as well as ensuring consistent quality to minimise after sales problems.
Australia is increasingly viewing Asia as an extension to its home market, therefore UK companies are advised to look for longer
term partners who they can work with to develop products for this wider market place.
The Pacific Islands are diverse and will represent a small market for many companies. However, through EU programmes designed
to assist the ACP countries (Africa, Caribbean and the Pacific), assistance can be accessed to develop trade and provision/added
value processing to, of local raw materials.
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NORTH AMERICA
The USA and Canada represent a traditional, but largely under explored, market for UK companies. Whilst much of the way of doing
business and the culture are familiar to us in the UK, care has to be taken to fully understand both the segment of the market and
where in North America companies are looking to trade. As in Europe, the American continent is made up of a wide range of people from
varying backgrounds, many of whom may not be experienced in international trade. It is important to ensure that companies adhere to local
standards and fully take into account both the size of the market, transport requirements and after sales back up. In addition America
is well known for its consumer protection regulations and readiness to use litigation to settle claims.
UK companies, especially SMEs, are advised to research the market and identify specific regions to start their business. America is a
large continent and many companies have learnt the hard lesson of trying to do too much, too soon. Much will also depend on the agent/partner
chosen and his geographical reach. Increasingly companies are looking for partners with whom they can develop their business and with whom they can
share technologies and open up new markets. With the North American Free Trade Zone (NAFTA) now incorporating (through agreements) much of
Central and South America, there is also the potential for wider markets through partnership.
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FSC Development Services Ltd has contacts within the region (Australia & New Zealand) and has worked closely with the EU
programmes providing assistance to the Pacific Islands.
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FSC Development Services Ltd directors have worked (and lived) extensively in North America, understand the business culture and also
have contact with USA and Canadian trade and investment organisations, as well as with the local UK Trade Na Investment offices.
Washington and New York are also home to the World Bank, IFC and the UN. These organisations offer a wide range of assistance support to
development and trade with developing countries. FSC has contacts with these organisations and is able to identify and assess relevant programmes
which can be accessed by UK companies and their partners.
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