The 18th-22nd May is the UK Trade and Investment's (UKTI) national Export Week, an event held across the UK with a focus on promoting and assisting exporting of British products and services around the world. Over 70 events are planned across the country, including workshops, seminars, webinars, market focussed events and conferences. With events held all over the country, it is the perfect opportunity for UK businesses to gain practical help and inspiration to sell the very best we can offer to the numerous and lucrative markets available around the world.
Recognising the value of security exports
TDSi is a truly internationally focussed business, with over 40% of our turnover generated by international sales, we really recognise the value and opportunities that branching out around the world can offer. The security industry has become a global market, with demand for quality services becoming universally recognised.
From a structural and regional point of view, TDSi operates in two large and encompassing export regions Europe, the Middle East and Africa (EMEA) and Asia Pacific. Here Mica Negrilic, TDSi's International Business Development Manager looks at EMEA:
EMEA: A diverse region with lots to offer
As anyone who covers the EMEA region will tell you, it is as diverse as it is large. Europe has had an established and buoyant security market for a very long time, whilst the Middle East has demanding security needs and keen funding to meet these (not only from traditional Persian Gulf states such as UAE, but also in rapidly expanding markets such as Turkey). North, western and southern African markets are also rapidly growing and developing, with exciting opportunities for confident exporters.
A good barometer of the Middle Eastern market is always to be found at Intersec Dubai, which is held at the very beginning of the year. A recent survey by the British Security Industry Association's Export Council, looking at Intersec Dubai 2015, showed that 75% of responders believed the numbers of visitors to their stands at the show had increased, and that the quality of attendees is steadily improving. TDSi certainly found this to be the case, with an increasingly widening geographical spread of visitors too showing that the security market is truly becoming global rather than just regionalised. The feedback we had at the show was that customers come to the British exhibitors because of a perceived (and well deserved) reputation for quality. Many suppliers offer security solutions, but British-made systems have an excellent reputation for being the best and adhering strictly to internationally recognised quality standards.
Understanding the local culture and market is important in all exports regions, but none more so then in the Middle East. This is where the support of organisations such as the UKTI, BSIA and local expert security partners is vital. As a company we are focused on nurturing the best partnerships, built on mutual respect and assistance so it is the obvious route to market. Good local knowledge is also extremely useful. For instance, TDSi's French operations, which are based just outside Paris, have found huge inroads into the French-speaking markets of North Africa. Understanding the local culture is still an important part of any trade negotiations and as a company TDSi prides its self on achieving this through hard work, research and effective networking with those that know the market best local providers and installers.
Further afield, TDSI has made significant inroads into western Africa especially in Nigeria with our partners Rapid Vigil. The security market in the region is growing steadily and has proven to be an especially interesting one to learn about and engage with. Like all developing export markets, it takes time and investment to really break into fresh geographical areas but the rewards in terms of fresh revenue and sales breadth make it very worthwhile. We are already looking at yet more markets within the EMEA region to ensure that we invest in all the opportunities on offer.
For more advice on TDSi's products or partnership opportunities please telephone 01202 723535
In the next blog, TDSi's Managing Director, John Davies, gives his insights into the Asia Pacific giant that is China.
TDSi International Business Development Manager
Mica is based at the TDSi France office just outside of Paris. Mica is responsible for business in the EMEA region.
To meet Mica at IFSEC 2015, Click Here.