Case studies of EMDG recipients
EMDG accelerates Zhik’s international marketing
Zhik Pty Ltd is a designer and manufacturer of sailing wet gear, which today is worn by Olympic and professional athletes around the world. In fact, half of the entire international fleet at the 2012 London Olympics wore Zhik, and Zhik sailors won half the medals. Its sailing wet gear is exported to the USA, Japan, Germany, France, Italy, UK, Sweden and Denmark.
As a result of its export success, Zhik won the Premier’s NSW Export Award 2010 and the the NSW Business Chamber Excellence in Export Award, and was a Finalist in the 48th Australian Export Awards.
Zhik began as an international business from the outset, and has had steady growth since, gradually increasing market share while the difficulties globally are having a negative impact on their competition.
Zhik uses very targeted marketing strategies, sponsoring international regattas and a fleet of world champion athletes. This approach, combined with product differentiation through patented functionality, provides high brand authenticity in the market that is embraced by customers as they become increasingly savvy in their purchasing decisions in modern times.
Mr Brian Conolly, Zhik’s Managing Director, was quite explicit about the role that EMDG has played in his business’ success. He said, “Quite simply, without the support from EMDG, Zhik would have been much slower in its international marketing and this would have reduced the growth of the business so much that it may have failed to break the inertia required for sustained success.“
Bartco Traffic Equipment builds export success with EMDG grant
Bartco Traffic Equipment Pty Ltd is a manufacturer of portable traffic management equipment, namely, full matrix LED displays such as portable traffic signals, message signs, directional arrow boards and other road safety equipment.
Bartco has seen remarkable growth in its export sales over the last few years. They have growth in the pipeline in Eastern Europe, the UAE, South America, India, the UK, Hong Kong and the USA.
Bartco was founded in 1995 as a traffic management company. Its manufacturing plant is in Ararat (regional Victoria), supporting the local community by employing 26 local families in their Ararat plant over the years. After exploring options to procure product overseas, Bartco eventually decided to invest in R&D and subsequently produce Australia’s first solar powered Portable Full Matrix LED Variable Message Sign.
In 2006, Bartco began exporting its products to Eastern Europe and India. In 2010, Bartco launched what is believed to be a world first: a solar powered, colour Variable Message Sign. This opened up additional potential export markets, particularly in the UK, where Bartco were able to form a relationship with a local company that eventually led to Bartco products being tested on London Olympic test events.
In late 2011, Bartco were invited to tender for the supply of nearly 200 VMS for use at the 2012 London Olympics and, after a stringent evaluation process, was awarded the contract based on their unique colour technology and specialty Web-Based sign programming and management system.
Bartco currently employ 35 staff and are developing new markets in the UAE and South America.
Following their successful project at the London Olympics, Bartco was nominated for an export award as part of the Governor of Victoria 2012 Export Awards. The use of Bartco VMS has also been nominated for an award for excellence in travel information as part of the 2013 London Transport Awards.
Bartco Managing Director, Mr Trevor Wollard said, “In early 2010, thanks to assistance from an Export Market Development Grant, Bartco attended and presented our product at trade shows in the UK, Amsterdam and the USA, generating sales in these regions.
EMDG grants help Metal Core Distribution Pty Ltd build its export business
Metal Core Distribution is an exporter of Non-motorised scooters and components under the brand name “Envy”.
Barry Cuneo told Austrade, “November 2012 sees us introducing a new high end brand, FASEN Scooters, distributing through a separate and motivated distributor in the USA and the existing Distributor in Europe, who has ‘sub distributors”, representing about 15 countries, including Finland, Estonia, Russia and Czech Republic, as well as UK and mainland Europe.” He added that, “The great burgeoning markets are Canada, South America and Asia, with South Africa yet to be touched.”
The company’s initial 5 year plan identified Australia only in year one, New Zealand in year two, the UK in year three, Europe in year four and the US in year five. However, in the first year, they were already distributing in five countries in Europe and the UK, and they had started distribution in the US. Branding was split into two in June 2011, with BLUNT Scooters in Europe and the UK, and ENVY Scooters in the US, Australia and Asia.
Export sales reported in calendar year 2011 amounted to $579,235; and in 2012, $2,779,449. Overall gross reported sales in 2012 amounted to $5,090,760.
“This business is not simply a matter of selling scooters, bought through the myriads of resellers out of China. In October 2012, our riders filled 10 of the 45 final positions in the ISA Scooter World Championships, held in the UK. BLUNT, ENVY and FASEN riders attained 3 of the top ten spots. Research and Development of latest technology is where we concentrate our efforts. Our design team are BMX and scooter champions and the whole design and model range is rider developed, tested and endorsed, through an active team of 22 riders worldwide. Brand recognition, through quality, performance, style and association with top riders through “signature” products is a focus only attainable through credibility. (similar to surfing, BMX, etc),” Mr Cuneo said
Metal Core Distribution first heard about the EMDG from a business mentor, who was astonished that they had leapt headlong into this without any outside support. He suggested that they talk with Austrade about the EMDG scheme. Austrade was immediately helpful, because Metal Core Distribution had already made significant steps towards growth in their business plan.
Mr Cuneo said, “To then get the professional and financial support in marketing from the Australian Government, through the professional and helpful staff at Austrade, gave us the extra impetus to accelerate our marketing, search out new and profitable markets way before we previously felt able to. Consequently, our growth and profitability has multiplied, our vision expanded, and ultimately the export income to Australia increased.”
EMDG grant invaluable in building market presence overseas
Australian Consumer Products Company Who-Rae Pty Ltd has plenty to celebrate having recently opened their first USA Office. Now supplying over 11,000 American Retail stores (including Wal-Mart USA, Target USA, AutoZone, Costco and many more) with Automotive accessories, Who-Rae has become an internationally recognisable brand in the Automotive Aftermarket.
In addition, Who-Rae has secured power distribution in Canada through Wal-Mart Canada and Canadian Tire.
Who-Rae has broken the mould, currently being the only Australian company supplying auto accessories to Department 10 at Wal-Mart USA. Who-Rae also supply Halfords UK and many other retailers in Canada and the USA. This means Australian designed goods are appearing in more than 11,000 stores across the USA, Canada and UK and of course, are visible to tens of millions of American, UK and Canadian consumers. In addition, Who-Rae goods are also available online at Amazon.com.
Who-Rae products are designed in Melbourne, Australia. In the last 12 months alone, Who-Rae has increased its Australian staff by approx 70%. At Who-Rae they are all very excited about the future, both in Australia and Internationally.
Who-Rae also exhibits each year at the AAPEX show in Las Vegas, USA. This is the premier Automotive Aftermarket show in the USA, and here Who-Rae has made a real name for itself with competitors and retailers alike. It is an invaluable experience for Who-Rae staff who are flown to the USA to play a role on the world stage. It is also an invaluable experience for Who-Rae's Australian suppliers whose concepts and designs are presented to the world.
Who-Rae Managing Director Ray Pawsey has found the support of the EMDG grant invaluable in helping build their market presence overseas.
"Without the wonderful support of Austrade's EMDG scheme, we would not have been able to grow to such an extent internationally. With the support of EMDG we’ve been able to gain considerable presence and awareness in International Markets, in particular the in the USA and Canada".
EMDG Helps Halfbrick Studios to tap into new markets
"Financial assistance through the Export Market Development Grants (EMDG) scheme has proven to be critical to our entry into new markets," says Shainiel Deo, CEO of Halfbrick Studios Pty Ltd.
Halfbrick Studios is a software development business based in Brisbane. The company develops computer games for handheld devices. Over the past ten years the advances in this area of information technology has ensured strong growth for the company.
Originally established in 2004, Halfbrick has succeeded in recent years in building a solid reputation within the Australian and international games industry. Employees are primarily drawn from local industry, supplemented with a number of experienced international recruits.
After years of experience developing licensed titles for platforms such as Game Boy Advance, Nintendo DS and PSP (PlayStation Portable), the studio began expanding its portfolio with a range of original self-published games for downloadable platforms.
In 2010, Halfbrick became one of the most well-known independent developers in the world with the success of Fruit Ninja, Monster Dash and Age of Zombies on mobile devices, and other releases such as Raskulls and Fruit Ninja Kinect on Xbox LIVE Arcade.
The studio continues to create fun and unique games and looks to explore new opportunities and technologies in the world of casual games development.
The company has been an EMDG applicant since 2009. Export earnings were in excess of two million dollars for their first claim.
A major market for the applicant is the USA where Halfbrick Studios has sold more than 10 million units across several major platforms.
Halfbrick is also in the process of developing a strong market presence in China, the UK, Germany, Canada and Japan.
EMDG assistance has helped support the company’s marketing strategy in reimbursing costs of marketing visits, attendance at trade fairs, literature and advertising expenses and IP Costs. In 2011, Halfbrick employed the services of two marketing consultants in the USA, one based in Los Angeles and one in New York.
Provedore Group Pty Ltd regards EMDG assistance as invaluable
The Export Market Development Grants (EMDG) assistance provided to Provedore Group Pty Ltd by Austrade has been invaluable in aiding the growth of its export markets.
The Provedore Group is the marketing and sales arm of the Fresh Cheese Company Pty Ltd and Montana Food Services Pty Ltd. Both manufacturing companies have been operating for more than 25 years. The complete product portfolio offers a wide selection of high quality Italian style cheese, commodity cheese, yoghurt, flavoured cream cheese, dips, pesto, antipasto, salsas, pasta sauces, mayonnaises, stir fry mixes and vinegars. All products are available in retail, food service and industrial sized packaging.
The Fresh Cheese Company is predominantly a manufacturer of multi-award winning high quality Italian style cheese.
Over the last 25 years the company has evolved from a suburban cottage business into a major player in the specialty cheese industry. Initially the business was a two-man operation, processing 250 litres of milk per day. Today the Fresh Cheese Company employs 87 staff and processes 70,000 litres of milk per day, approximately 18 million litres annually.
Jaycroix Cheese is a division of the Fresh Cheese Company. Located on Sydney's northern beaches, Jaycroix Cheese manufactures a complete range of 20 different flavours of cream cheese products. These products have proven to be very popular, not only in the domestic Australian market, but also throughout north and south Asia, the sub–continent and the Middle East.
Montana Food Services was established as a small family business, focusing on quality and service. Originally manufacturing predominantly dips and pestos, the product selection has increased over the years to include eight new lines, which have been developed due to customer demand. The passionate and talented team are dedicated to the art of manufacturing award winning gourmet products, using only the freshest natural local ingredients, handpicked and delivered daily from farms across the country.
Export sales for all product lines have been developed over the last six years and products can now be enjoyed in over 35 countries, through direct and indirect sales. Products are supplied to airlines, cruise ships, restaurants, hotels, supermarkets and as ingredients to other food manufacturers.
Marketing Manager, Mr Fernando Machado, said "The assistance provided to us by Austrade in the form of the Export Market Development Grants (EMDG) has been invaluable in aiding the growth of our international sales by way of financial support for trade missions and critical destination market research."
In the 2010-11, the Provedore Group achieved more than $20 million in domestic sales and $1.4 million in export sales to over 25 countries in north-east and south-east Asia, the subcontinent and the Pacific.
Global success of Goldie Marketing boosted by EMDG grant
The Export Market Development Grants (EMDG) scheme has proven to be a welcome source of financial support for Goldie Marketing’s push into international markets.
Goldie Marketing was founded by Managing Director, Stephen ‘Goldie’ Goldsworthy in 2002, creating the Hey Girl and Rockpool fashion accessory ranges. In 2004 Goldie Marketing began to produce licensed figurine ranges, including Mr Men and Little Miss, Sesame Street and Super Mario. The global success of Super Mario mini figures led to the production of the internationally popular MarioKart radio-controlled karts, and a new range of toys for the Nintendogs license is in development. Many other Goldie ranges have also been developed and continue to expand.
All of Goldie Marketing’s research and development takes place in Australia, with the manufacture of its products outsourced to China.
Today Goldie Marketing is growing internationally, assisted by its affiliates, Goldie International Inc and Goldie International (China) Ltd, and now has offices in Hong Kong, Sanxiang, San Diego and Melbourne.
In 2010-11 Goldie Marketing achieved export sales of $5 million and is budgeting for export revenue of around $12 million in 2011-12. Based on sales trends and the release of new toy ranges, export sales are expected to grow significantly again in 2012-13.
The company's export sales initially came from smaller retailers, as Goldie Marketing established their ranges in each market. With the assistance of their Export Market Development Grant, Goldie Marketing has been able to expand their sales network into larger toy retailers, such as Walmart, Target and Toys"R"Us. Recently, South America has emerged as a new burgeoning market, with a $1.2 million order secured in March to Mexico.
"Our Export Market Development Grant provides us with financial support for our aggressive product development plans," says company MD and namesake Stephen "Goldie" Goldsworthy. "We are able to maintain a strong presence at international trade fairs, which generates interest and helps to achieve our growing export targets."
Goldie Marketing currently employs 27 staff at its new Bayswater premises. The company offers conceptual design, product development, manufacturing and international distribution for a broad range of merchandise and toys. It currently holds international licensing agreements to develop various toy ranges for brands including Super Mario, Mario Kart, The Smurfs and Dora the Explorer.
EMDG assists Comscentre
Comscentre, a Brisbane-based telco, which provides corporate grade IP telephony, data, video, LAN and WAN managed communications across Australia and the Asian region, has now been successful in securing a contract with Malaysian based airline Air Asia.
EMDG funding has assisted the company in reimbursing marketing trips and assisting with the cost of maintaining an external consultant.
Comscentre is Australian owned with global reach. From humble beginnings in 2002 the company now employs 86 full time staff in their Brisbane head office and in Sydney, Melbourne and Perth operations, and the newly established support office in Asia. In 2009 Comscentre was ranked as Australia’s10th fastest growing company.
Customers benefit from advanced communications systems delivered by one organisation with one contact point and one bill. Responsibility for delivery via service legal agreements rests solely with Comscentre. Small to medium sized businesses enjoy a level of sophistication and service that was previously only available to large enterprises, delivering significant cost savings by outsourcing business communications for a fixed monthly fee.
Comscentre owns its own MPLS Network, interconnecting with all major carriers and delivers the best bandwidth regardless of location in metropolitan, regional or remote areas. Comscentre can utilise a customer's existing communications hardware or install a new state-of-the-art Cisco system if required.
It is a Cisco Master Managed Services supplier and trial NBN provider, and is dedicated to providing customers with a return on investment by reducing cost, increasing profitability and protecting customers business.
Foundation customer, Flight Centre, ensured Comscentre's debut into the telecommunications industry. Now their client base includes Century 21 Real Estate and motor vehicle giants Peugeot, Toyota, Porsche and Holden, as well as Baker IDI, Shop-a-Docket, Port Headland Town Council, Harbour IT, The Queensland Reds and the Hawthorn Hawkes, to name just a few.
Internationally Comscentre has been successful in securing a contract with Malaysian based airline Air Asia. Earnings from this customer are now well into six figures and export accounts for 6% of sales. The new operation in Manila is a key part of Comscentre's growth strategy in the Asian region.
The EMDG grant assisted the company in reimbursing marketing trips and assisting with the cost of maintaining an external consultant. The consultant has been employed to research new opportunities in markets such as India, the Philippines, Indonesia, France and the UK.
“The EMDG was key to the establishment of our Asian operation and from there the ability to successfully pitch for Air Asia. The grant allowed us to secure a consultant to negotiate the Philippines’ commercial and legal environment to establish the office and provide leads for business in the region. Numerous trips to Manila were required to set up that operation and the EMDG was of invaluable assistance and has helped create Australian jobs,” says Ben Shipley of Comscentre.
2010 has proven a stellar year for Comscentre, in terms of continued growth and relocation of its head office to Milton in Brisbane. The company has established this facility as a state-of-the-art Network Operations Centre for the control and management of its networks both domestically and internationally across its growing list of global customers.
Victorian company furnishes the world
Victoria-based Ramler Holdings Pty Ltd is a total solutions provider of furniture solutions from design concept, prototype, production, procurement, logistics and installation worldwide. This Melbourne based family company, established over 60 years ago, provides products and services around the world.
Their portfolio of prestigious global clientele includes major hotel chains, luxury resorts, student and hotel apartments, shopping centres, cinemas, sporting grounds, institutional and public venues.
The company has won a number of high profile contracts over the past 10 years including the Sydney 2000 and Athens 2004 Olympic Games and the Melbourne Commonwealth Games in 2006. It has also successfully provided its furniture solutions to major corporates such as McDonalds (Middle East, USA, UK and Australia) and Westfield (USA, UK and Australia).
Success just continues to gather momentum for this third-year EMDG claimant, having recently been awarded the contract for the supply of furniture to the London Olympic Games in 2012. An evaluation is also occurring in respect to the company’s prospects for bidding for the Glasgow Commonwealth Games in 2014.
Under the EMDG scheme Ramler has been able to claim a broad range of marketing expenses including the cost of maintaining overseas representatives in the United States, overseas marketing visits and producing overseas marketing collateral.
"The financial support provided through the EMDG has been instrumental in enabling our business to explore new global markets as well as developing innovative opportunities to stay ahead of the game."
Silver Trowel digs deep into export success
Two-time Export Market Development Grant (EMDG) recipient Silver Trowel Trade Training is a nationally accredited provider of building and construction trade training, including plastering, wall and floor tiling, roof tiling, bricklaying and carpentry.
The company was founded in 1997 on a belief that there are more efficient ways of helping people enter the building industry. With fewer and fewer people taking up trade positions along with an unprecedented building boom in Australia, founder Jon Skerratt recognised that the demand for skilled workers is greater than ever. Today, with incredible success, Silver Trowel are recognised by builders and government agencies as pioneers in helping men and women of all ages find rewarding and well paid careers within the building and construction industry.
Silver Trowel currently delivers industry specific training to approximately 1200 local students per year, including training for new entrants to the industry, apprenticeship training, and, specialised courses to up-skill people already working in the industry.
The company has won numerous awards for excellence in vocational training delivery including national finalist in the 2009 Australian Export Awards, Winner of the Education and Training Export Award in the 2009 WA Export Awards, and Winner of the Emerging Exporter Award in the 2008 WA Industry and Export Awards, to name a few!
But success is not limited to the domestic market. Recognising a critical skills shortage in the trades area in WA and the difficulty of attracting local youth into these trades, Silver Trowel identified a niche opportunity to provide courses for international students, thus providing skilled workers to the trade. “We also saw an opportunity to offer an alternative to the usual tertiary qualifications offered to international students” said Anne Skerratt, Director of Silver Trowel. Silver Trowel commenced delivery of their courses to international students in 2008 and now recruits over 150 international students per year from over 32 countries, the majority coming from the UK, India and Korea.
Silver Trowel Trade Training has found the Export Market Development Grants (EMDG) scheme to be invaluable in enabling them to promote their quality training programs to the world. “Support through Austrade’s EMDG has greatly enabled us to promote our services globally via our paper-based and electronic marketing materials and most importantly by allowing for more direct representation and promotion at international education and trade fairs overseas”, said Director Anne Skerratt. “Without the security of the financial assistance that the EMDG grant offers the extent of our overseas travel would be severely limited. We can better develop our website and marketing materials too knowing that EMDG is there to help”.
Austrade has also assisted Silver Trowel Trade Training with export marketing advice both in Australia and on the ground in overseas markets.
2XU 'hits the ground running' in overseas markets
Armed with a winning combination of innovative products, a well considered distribution strategy and a little help from an Austrade export grant, high performance sports apparel manufacturer 2XU Pty Ltd has ‘hit the ground running’ in export in just five years.
Victorian-based 2XU is a designer and manufacturer of world class sporting garments across the categories of triathlon, running, swimming, cycling, compression and fitness activities.
All 2XU products are engineered with the single minded goal of equipping the athlete to feel more prepared, race ready and capable than the competition – an ambitious and engaging brand philosophy which has been adopted across all facets of the company in its quest to enter and conquer the international market.
Internationally, 2XU has enjoyed first-mover advantage thanks to its innovative garment collections and rapid establishment of an extensive and successful distributor network both overseas and online. Beginning with one key distributor in the United States, 2XU now boasts an impressive portfolio of distributors throughout Europe, North America, Asia, Africa, and the Middle East.
Over the past two years, export sales have surged by some 190%.
Successful marketing of their unique products overseas has also played a key role in 2XU’s impressive international growth and the Austrade-administered Export Market Development Grants (EMDG) scheme has been there to help. Under the scheme, 2XU has received over $199,700 in grants over the last three years. These grants have assisted the Australian brand in meeting costs of overseas marketing visits, sending promotional samples, attending key international industry trade fairs and events, producing marketing collateral and advertising.
Grateful for the assistance received, 2XU Co-Founder and Director Jamie Hunt said “The EMDG grants has provided us with a much needed cash injection to support our development of new product lines, exploration of new overseas markets, supply of samples and overall export marketing. Thanks to EMDG, we’ve been able to continually deliver new, world class athletic solutions to athletes across the world, year in year out.”
In the coming years, 2XU plans to continue to develop and produce innovative products, grow its international markets and take the 2XU ‘high performance revolution’ to the World.
EMDG grant takes the 'pressure' off exporting for Australian valve company
Global Valve Technology is an innovative Australian company involved in researching and developing commercial applications for its range of valve technologies across multiple industries. These applications include industrial valves, sports ball valves, tyre valves, and water valves.
As a supplementary R&D service to its clients, GVT provides creative and innovative Intellectual Property to generate a commercial return on investment by offering licensing agreements, joint ventures, trade sales and long-term product supply contracts.
GVT has received 3 grants under the Federal Government’s Export Market Development Grants (EMDG) scheme. With the help of the EMDG grant, Global Valve Technology has been able to take their Valve Technology internationally, allowing it access to the world’s top manufacturers.
"With help under EMDG GVT visited major Valve Companies Worldwide, before finally settling on a license arrangement with America's largest manufacturer of these valves. All US and Canadian homes now have the opportunity to be connected to their water supply via our Australian designed, GVT Backflow Prevention Valve", said Rod Wakefield, CEO of GVT.
Mr Wakefield believes the EMDG scheme has had a very positive impact on GVT’s ability to increase its export earnings and that without it GVT would not have been able to achieve such success in overseas markets.
The EMDG grant recently paved the way for an agreement with a leading Indian Manufacturer of Sports Balls Worldwide.
"Since signing this Agreement our Sports Ball Valve has been showcased at the ISPO Munich Trade Show in February 2009 where it was very well received, giving us further leverage when negotiating with customers in the European Market. With all this under our belt, it’s easy to see anything is achievable for GVT", Mr Wakefield said.
The EMDG scheme is administered by Austrade and assists export-focused small and medium sized Australian businesses to enter into export and become sustainable exporters by providing partial reimbursement of certain export promotion expenses.
Austrade helps Aconex take online project management solution offshore
With a little help from Austrade and the Export Market Development Grants (EMDG) scheme, Melbourne-based Software-as-a-Service (SaaS) firm Aconex, has won deals worth several million dollars in 20 countries, helping to establish the company as the world’s largest provider of online collaboration solutions to the construction and engineering industries.
Aconex was devised as a solution for the online management of documents, drawings and other information on construction projects. Designed in cooperation with industry professionals, the Aconex system uses a master online document management file to keep track of and facilitate easy distribution of drawings, tenders, contracts, reports, schedules and project instructions. The system tracks all revisions to documents and enables easy access to these documents to those who are entitled to access them.
Since its inception in the year 2000, Aconex has expanded to become the largest and fastest-growing provider of collaboration technology to its target markets. Global uptake of the Aconex solution has doubled every year, as more and more organizations become aware of the benefits of web-based collaboration.
The company now services more than 6,000 projects across 65 countries, on landmark developments throughout Asia, the Middle East and Africa, Europe, North America, Australia and New Zealand.
The most recent new client to select Aconex is the international consortium delivering the Straits of Messina Bridge project in Italy. Linking eastern Sicily with the Italian mainland, it will be the world’s largest suspension bridge when complete in 2016. At €6.1 billion construction value, it is one of the largest infrastructure developments in Europe.
Other recent international projects won by Aconex include the Kitsault Molybdenum Mining Project in Canada, Dubai International Airport Concourse 3 and Sydney’s prestigious Residence Hyde Park. The system has also been selected to service Pacific West Builders’ portfolio of government developments, including US Navy and Air Force projects.
Other major overseas deals include a school renovation program in the UK, a major residential development in New York city and the infrastructure phase of a coastal city in the United Arab Emirates.
Aconex has received five grants under the Federal Government’s Export Market Development Grants (EMDG scheme) to assist with the costs of engaging overseas representatives, overseas marketing visits, attending trade fairs overseas and producing promotional literature for overseas markets.
Leigh Jasper, Aconex Chief Executive Officer, said: "Some of our first steps into overseas markets were taken with the help of Austrade. Since then, we have continued to use their knowledge and expertise to support our expansion into new markets and our growth within existing ones. Programs like the EMDG have been an integral part of our growth and we look forward to continuing our relationship with Austrade".
Staying afloat in export: Richardson Devine Marine
Hobart based ship-builder Richardson Devine Marine (RDM) has certainly not ‘missed the boat’ when it comes to exporting, having recently been announced winners of the 2009 Tasmanian Export Award.
This is much-deserved recognition for this innovative Tasmanian company following an outstanding year with three vessels delivered to export destinations. These were Premium Dream, a 32 metre fast ferry operating at Japan’s Ishigaki Island, Kilimanjaro, a 37 metre passenger ferry operating between Dar es Salaam and Zanzibar, Tanzania, and, Ipipiri, a 45 metre overnight cruise vessel (with cabins for 60 guests) that does luxury cruises in New Zealand's Bay of Islands.
RDM is a specialised builder of lightweight aluminium vessels for commercial operators around the world. Their product line consists of passenger and tourist ferries, overnight cruise vessels and workboats varying in length from 22-46 metres. Their vessels feature high quality craftsmanship utilising the latest marine equipment and supplies, to provide innovative solutions to the customer's specific requirements.
Export success comes from a combination of sheer dedication, hard work and 21 years’ experience in boat-building of founders Ron Devine and Toby Richardson. That, plus a little help from the Austrade-administered Export Market Development Grants (EMDG) scheme. RDM’s success in Tanzania and Japan in particular has been supported by a grant of over $40,000 under the scheme. The grant will help the company recoup some of the costs of exhibiting its vessels at overseas trade shows, visiting overseas markets and producing promotional materials.
"In a time of global recession and uncertain market conditions the EMDG scheme has and will continue to encourage us to visit overseas markets and attend more trade shows to generate interest in our products", said RDM Director, Toby Richardson.
So what’s next for RDM? RDM is currently nearing completion of a 28m vessel for the domestic oil and gas industry alongside another 37 metre catamaran passenger ferry bound for Tanzania. So enthused was the owner of Kilimanjaro when he arrived for the launch of his vessel in August 2009, he promptly ordered a sister ship. Kilimanjaro II will be launched in late April, 2010 and loaded aboard a freighter bound once again for Dar es Salaam.
RDM is also looking to new markets such as Singapore, Croatia, PNG, Nigeria, the UK and Eastern Europe. "Of course, not all of these projects will come to fruition”, explains Toby, “but with the financial assistance that the EMDG scheme offers, RDM is able to pursue each legitimate opportunity to the full and maximise our chances of securing the contract", he said.
Stateless Systems cross international borders…
Website developer and online systems provider Stateless Systems Pty Ltd has taken a giant leap forward in export since its inception just over three years ago. In that time, export income has grown from zero to over $10m thanks to their discovery of a niche market opportunity in the USA, and, the support provided by the Export Market Development Grants (EMDG) scheme.
Stateless Systems operates its own innovative website that promotes the download of shopping coupons that are available to online shoppers. The coupons are sourced by the company through market research or by direct provision from the relevant retailers. Each time a coupon is downloaded Stateless Systems receives a royalty payment for providing the service either from an affiliate intermediary company or direct from the retailer in the US.
The company has received two grants under the Austrade-administered EMDG scheme which have assisted them with meeting the costs of overseas representation and promotion/advertising of their services in overseas markets. The scheme is aimed at assisting eligible small and medium sized Australian businesses to enter into and develop export markets by reimbursing up to 50% of export marketing costs above a $10,000 threshold. Stateless Systems believe that these grants have played a significant part in its overall planning for export expansion.
The company looks forward to continuous growth in exports over the coming year, particularly from key markets such as the US and UK.