Wire Belt Company – Third Cohort Export Champion

 


Metal conveyor belts

Location: Kent
Company website: www.wirebelt.co.uk
Sectors: Manufacturing


Wire Belt Company offers many styles and specifications of conveyor belts to suit specific applications and improve customer process efficiencies. They make provision for a number of industries including Food Processing, Textiles, Electronics, Agriculture, Automotive, and more. A first class customer service and global presence means they can provide fast and simple distribution around the world.

Typical applications include drying, washing, heating/cooking, cooling, enrobing, and sorting. Key customers include transnationals (Nestle, Mars, P&G, PepsiCo, Denso, Mann & Hummel), and major local organisations. Wire Belt’s high quality product portfolio and unique service offering also includes systems to manage its stock holding and reordering to reduce or eliminate production down time, giving it a sustainable competitive advantage.

Their belting products also have USDA accreditation for contact with food and have been shown to be able to increase food conveyor hygiene standards by at least 10 times.

CommonwealthFirst looks forward to supporting Wire Belt network with industry bodies in the Commonwealth and helping them to better understand the available opportunities in markets such as India, Malaysia and Singapore.

 

Apply now to become an Export Champion.

Ross Higgs, Wire Belt Company

Sales and Marketing Manager

Why is Wire Belt successful in export?
Wire Belt is successful in export by concentrating on the key target markets (not a scattergun approach), recognising that entering and building a market takes effort, time (1-2 years) and use of the correct resources. Once we have identified a potential distributor working with them on a trial base (1 year) to see if they and Wire Belt are good fit.

The other important element of building a successful distributor is creating a jointly agreed business plan, product training, customer visits, clear understanding of the USP’s of the products and services, industry sector knowledge and commercial support with transnational and national groups and lastly understanding of the importance of customer service.

What markets have been recently successful and why?
Turkey has been seen by Wire Belt as a very strong market for our products, however the current distributor has not been performing in line with the known growth and market trends.

Wire Belt formally cancelled its distributor contract (we use the ICC contract) and have now appointed after further research of the market potential three distributors, these are focussed on three different channels.

How did the idea for your business come about?
Through the manufacture of chocolate enrobing equipment and supplying the conveyor belts that are used in that process, Wire Belt has grown and expended currently supply conveyor belting to a number of industries in addition to the Food and beverage sector, Automotive, engineering, environmental, energy, electronics, and pharmaceutical amongst others.

What are the biggest trade and export challenges you face?
Understanding of opportunities available and hurdles to overcome in entering and developing targeted export markets. Not wasting a lot of time on activity what will not generate the objectives set.

What are the most crucial things you have done to grow and develop your business?
Identifying and concentrating on selected export markets, delivering jointly agreed business plans, supporting our distributors with marketing, technical, training and customer service support. Developing open markets into focussed distributor lead countries.

How did you hear about the CWF programme and what made you apply?
DIT and our expert adviser Richard Bond. We believe that there are a number of areas where the expertise of the CommonwealthFirst can be harnessed by us to assist, support, and guide our growth which will be built on our export business. With limited resource, help in targeting specific markets and sectors can bring big rewards.

What are you hoping to get out of the CWF programme?
A better understanding of opportunities available and hurdles to overcome, through to practical in-country knowledge and connections to develop routes to market.

Where would you like your business to be in 5 years time?
Have a successful, profitable and business where staff feel part of the Wire Belt family and export sales and profit to account for over 90% of company sales (currently 60%).

 

This interview was conducted as part of the CommonwealthFirst Export Champion interview series. Apply now to become an Export Champion.