TEMGTechnology Export Manufacturing Group

An Initiative of the Scientific Industry Action Agenda

TEMG Vic since 2000- Networking- Expert Presentations- Site Visits

Strongly Supported by Vic Government

TEMGTechnology Export Manufacturing Group (NSW)

Objectives Expand the scientific equipment and reagent manufacturing Encourage global business - manufacturing businesses to develop and exportStreamline the ability of companies to grow export businessDevelop linkages with public research organisations Stimulate an environment to allow science businesses to grow and prosperCreate linkages with tertiary institutions to develop skills and training required by the industry

TEMG(NSW) Program

Phase 1: 6 x 1 Hour Session- Presentation- Round Table Discussion- Networking

Phase 2: Cooperative Programs- Joint Marketing- Mergers- Lobbying

6 Meeting = 18 months

Topics for each meeting1) How to generate more export business 2) Industrial Design – how to improve product

presentation3) Reverse Distribution – a mechanism to turn

importers into exporters4) Branding and Imaging for SME’s5) Conferences, Meetings and Trade Shows –

how to maximise the effect.6) Funding the growth of a SME

Who is NIR Technology Systems

Founded in 1996 by Phil Clancy who has more than 20 years experience in NIR TechnologyDesigns and manufactures Near Infrared AnalysersMarkets: Agriculture, Food, Pharmaceutical, Chemical, Plastics, others.

World Wide Distribution Network

Worldwide distributor network – NZ, SA, UK, USA, Italy, France, Spain, Germany, Greece, Denmark, Turkey, Argentina, Brazil, Chile, Uruguay,Poland, Czech Rep, Hungary, Japan, Thailand, Singapore, Malaysia, Tiawan, China, India,Ukraine,Pakistan,Indonesia, Philippines.

Grain Analysers Food Analysers

On Line Analysers Industrial Analysers

NIRTech’s Products

NIRTech’s Exports

2000 – 2006 $4.2 million export70-80% of revenuesItaly and Japan – Grain AnalysersSpain – Olive AnalysersTurkey and Taiwan– Flour AnalysersFrance and Germany – Food Analysers

Growing Your Business Through Exports

Australian markets = 1-2% of world markets50 to 100 times more market opportunities through exportsAustralian markets =Too many competitorsPrice Driven

Exporting is not difficult.

Basic Steps to ExportingAppoint distributorsTrain distributorsVisit distributorsSupport distributorsRepeat the above

Finding Distributors

Trade shows and conferencesBuyers guidesTrade magazinesSame market profileSame technology experienceDistributor facts sheetDistributor agreement

OEM Distributors

Existing Market PresenceSpecialty Market FocusGenerally Larger = More ResourcesLarge OrdersLess Margin

Training

The most important issue for successTechnology trainingSales trainingService trainingGroup training – Annual Sales MeetingsIndividual training – In house training for small groups

Visit Distributors

Developing relationshipsPrinciple to Principle

Greasing the wheelGenerating enthusiasmSales visitsOpening up new business opportunitiesMarket research & market feedback

Support

Marketing – press releases, brochures, posters, sales aides, web site.Application, technical and service notesPrice list – Simple to followRapid email responsesRapid shipment for parts etc.Listen to your distributors, ie, your customers

Where is NIRTech Heading?

2020 revenues > $15million p.a.Offices in USA, Europe and AsiaAlways looking for OEM agreements2012 Public Listing

Challenges Ahead

How to Fund Growth

How to Attract Good Employees

How to Manage Cash Flow

How to Get Out