Pictured above: Doug Mahoney, UKTI international trade director for the West Midlands (centre) with (left) Gary Campbell, business development director at Ellis Pharma, and procurement director Jez Cotterill

Two innovative Staffordshire companies yesterday played host to Doug Mahoney, UK Trade & Investment's (UKTI) international trade director for the West Midlands, to show how they are expanding into new markets overseas.

Mr Mahoney visited Ellis Pharma, of Burton-on-Trent, and Scientific and Technical Gases, of Newcastle-under-Lyme, to discuss their current and future export strategies.

Ellis Pharma, based at Crown Square, Centrum 100, is a pharmaceutical and equipment supplier to the Ministry of Defence, other State defence agencies and Non-Government Organisations. The company has four employees and 11 support staff.

Its specific medical range of over 26,000 products includes body cooling solutions for soldiers injured on the battlefield, lotions for irritable skin conditions in harsh environments, and bespoke back rests for NATO stretchers.

Business development director Gary Campbell spent 24 years in the British Army within the Royal Logistic Corps and served with the Royal Army Medical Corps, the Infantry and the Royal Artillery. 

By providing pharmaceutical supplies to support the work of both the military and the aid-funded sectors, he hopes that his work with Ellis Pharma will make a difference to the soldier on the ground, as well as to civilians in desperate need.

In just six months, the company has won substantial new business in the Middle East, thanks to help from UKTI through the Passport to Export scheme for new exporters and Overseas Market Introduction Service (OMIS) reports provided by UKTI's commercial teams at British Embassies.

Gary said: "Since we began working with our international trade adviser Steve Morrison last September, we've had around 90 enquiries from two Middle Eastern countries. We've already converted many of these enquiries into orders to increase our overall turnover by around 20 per cent. 

"I would advise any SME thinking of exporting to contact UKTI and see what a brilliant service they provide. So far we've had excellent market reports and research into potential new customers, and then we've also had meetings with new customers - all set up by UKTI.

"Our export business is now going so well that we've recently appointed a new procurement manager to deal with the demand. We're looking forward to continuing our success in India, which we're visiting shortly with help from UKTI." 

Pictured above: (l-r) Chris Street, managing director at Scientific and Technical Gases, with Doug Mahoney, UKTI international trade director for the West Midlands

Scientific and Technical Gases (StG), of Speedwell Road, Newcastle-under-Lyme, specialises in the manufacture of high quality calibration gas mixtures and the supply of high purity gases and equipment for a wide range of sectors including gas detection; environmental monitoring; marine; oil, gas and petrochemical, chemical; laboratories and universities. 

The company supplies precision custom-made gas and liquid mixtures for analytical and process applications in a full range of cylinder sizes, including high pressure refillable and lower volume non-refillable cylinders.

In addition to its UK plant, StG has strategic hubs in Dubai, Singapore, Sydney, Perth and Florida, where it holds a range of gases available for immediate distribution. StG has a strong presence in all of these markets and in addition, is exporting to Western Europe, Middle East, South East Asia, China and more recently to Brazil and Argentina.

StG recently won its first business in Brazil and Argentina after visiting the markets with financial support from UKTI through the Gateway to Global Growth programme for experienced exporters.

Managing director Chris Street said: "We had excellent OMIS reports on both markets, which identified potential agents, distributors and joint venture partners. I was very impressed by the work undertaken by North Staffordshire Chamber of Commerce and particularly our UKTI international trade adviser Wendy Hall, who very quickly identified key contacts for us at the British Embassies and ensured we got the right information, on time, to visit the markets at short notice. 

"These contacts led directly to us gaining orders from both countries, and there are prospects of much more to come through a partnership with new distributors in Brazil and Argentina. It was the best overseas visit I've experienced in 20 years and the commercial teams did a superb job.

"We're now aiming to increase our business in China substantially with help from UKTI - I'm visiting the market shortly to work with a number of potential partners - and over the next few months we're also opening an office in Egypt and looking at opportunities in southern Africa."

More than half of the company's turnover of just under £4m is export business, which is growing by about 20 per cent per year. The company has 45 employees and has recently taken on new staff to market the business globally.

Mr Mahoney said: "I was delighted to see for myself how Ellis Pharma and Scientific and Technical Gases are winning substantial new business in overseas markets. They are a great example to other companies and show that with the right products and services, you can compete successfully on a worldwide stage.

"Independent evidence shows that successful exporters grow faster and are more competitive, profitable and innovative than companies that rely on the UK market. 

"We at UKTI are here to help businesses to trade internationally. Last year, we worked with 276 Staffordshire companies, mostly providing bespoke advice and assistance, and support to visit markets overseas.

"I would urge any firm in the county that is thinking about exporting to contact our international trade team at North Staffordshire Chamber of Commerce."