SME Export Track 100 - Fast Track

26.02.2017

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Researched and compiled by FAST TRACK

UK’s global push pulls in old friends Britain’s fastest-growing small and mediumsized exporters say they are making hay in familiar markets, reports Richard Tyler

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urope and North America have increased in importance as markets for Britain’s fastestgrowing small exporters, according to the latest research by Fast Track. The number of companies focusing their efforts on customers in Europe has edged up to 85 companies, from 80 last year. More of the companies, 77 versus 71, are also targeting North America, with Asia seeing a decline as a main market, from 45 companies to 37. The findings from the third annual Sunday Times Lloyds SME Export Track 100 illustrate how closely connected Britain’s export drive is with trading partners across both the Atlantic and the English Channel. In a poll of the featured companies, 70% of those responding said Britain’s vote last June to leave the EU had, on balance, not affected them. A further 17% said it had been bad for business, citing regulatory uncertainty, and difficulties hiring and retaining European staff. The remaining 13% said they had benefited, for instance from favourable exchange rates. The results follow a stream of recent positive economic data showing UK companies expanding and remaining upbeat about their prospects. Manufacturers, in particular, have said they have strong order books, although for some the gain in sales has been offset by rising

FAST TRACK SME Export Track 100 ranks the UK’s private small and medium-sized companies with the fastest growing international sales. It is produced by Fast Track, which researches Britain’s top-performing private companies and organises invitation-only dinners for owners and directors to network and meet sponsors. For full ranking criteria, see page 2 follow us @ST_SMEexport Awards car partner

raw materials costs. Half the companies featured this year are manufacturers, either making goods directly (38) or outsourcing their designs to third parties (12). Firms such as Kent Brushes (No 87), founded in 1777, appear alongside new firms such as this year’s No 1 company, Naughtone, which makes contemporary modern furniture at its Yorkshire factory. Consumer goods firms are most prevalent, with 23, followed by 15 engineers, such as Clyde Space (No 58), which exports the small satellites it designs and makes at its base in Glasgow. Their growth is impressive: overseas sales are up by 72% a year, on average, lifting combined international sales from £273m to £677m over the past three years. The firms have taken on 3,000 new staff and now employ 8,000. Liam Fox, the international trade secretary, says: “As the SME Export Track 100 shows, small businesses are the driving force behind the UK’s export growth, and we are committed to helping more companies go global.” Different strategies have been used to increase overseas growth. In addition to acquisitions, over a third (35) work with distributors. Trade fairs, such as today’s Gulfood in Dubai, which will host more than 90,000 visitors from over 160 countries, have proven fruitful places to build such relationships. Sixteen have invested substantially in their ecommerce and social media platforms, as Ian Wilson from DHL Express explores on page 4. Entrepreneurs remain at the helm and own more than half the companies, while the stock of private equity and venture capital-owned firms has dropped from 21 last year to 13 this year, in part due to our new rule for the companies to be in profit. The southeast of England is the most popular location for company HQs, at 23, followed by London, at 21, but fastgrowing exporters are active UK-wide, with 10 based in the Midlands and 9 in Scotland, as Heathrow’s Emma Gilthorpe notes on page 2. As the direction of travel for Britain’s post-Brexit trading relations becomes clearer in the coming months, these 100 companies will provide the inspiration for others, selling British expertise overseas and creating jobs and wealth at home.

Mark Hammond, Kieron Bakewell and Matt Welsh of Naughtone hope to hit sales of £100m by 2020. The Yorkshire firm’s designs are favoured by Facebook and Google

1 NAUGHTONE Furniture designer and manufacturer

279.90%

The modern office is a changing landscape, and the stylish and contemporary chairs, sofas and tables made by this furniture designer — based in Knaresborough, North Yorkshire — are playing their part. Naughtone’s clients include Google and Facebook, global tech titans whose different ways of working have made them pioneers of the informal, collaborative workplace of

DURONIC 2 Consumer products manufacturer 274.22% Duronic sells more than 500 lines of consumer electricals, from wireless baby monitors to laser pointers — all designed and tested in Romford and manufactured by partners in China. Managing director Muhammed

FILMS 4 OCTOBER TV programme maker

175.12%

This London firm’s TV commissions include Walking the Nile and Walking the Himalayas, with British explorer Levison Wood. It also makes Outrageous Acts of Science, a US show now in its sixth season that

the 21st century, with bar stools and benches replacing boardroom tables. The firm was started in 2004 by friends Kieron Bakewell, 38, and Mark Hammond, 36, who were joined three years later by Matt Welsh, 40. It won its breakthrough contract with the BBC in Glasgow and has since added Nike, Etsy, and Amazon to its roster of clients. Its reputation for quality manufacturing, as well as innovative products such as the Hush wing-back chair and Trace table — which is sold at New York’s Museum of Modern Art —

helped it increase international sales to an annualised £4.5m in 2016. It selffunded this 280% per annum rise in exports before the founders sold a 50% non-controlling stake to US furniture giant Herman Miller last June for an undisclosed sum. Herman Miller has revenues of more than $2bn (£1.6bn) and has been manufacturing and selling office furniture for more than 100 years. Committed to remaining independent, Naughtone continues to make products at its workshop in Elland, West Yorkshire, but the partnership has

Islam, 32, founded the firm in 2005 and started exporting in 2014. It now sells via five international websites and online marketplaces such as Amazon. Exports, which are largely to Europe, hit £4.3m last year. The firm is targeting the booming middle classes of India and the Middle East for future growth.

3 ITXCEED management consultancy

uses science and engineering experts to analyse the principles behind backyard scientific stunts. Increased participation at trade fairs and a new office in New York helped international sales grow to £18.4m in 2015. The firm also sells the hit series Rude Tube worldwide. Adam Bullmore, 55, is managing director.

AERFIN 5 Aircraft and spares services

180.93%

Xceed helps its clients — mainly blue-chip companies in the financial services sector — transform and migrate their IT technology. It was founded by Gary Stewart, 52, in 2003, and within four years had an

159.17%

This Caerphilly firm buys used aircraft frames and component parts, which it recycles and then sells or leases to the likes of Lufthansa, Air France and Philippine Airlines. The company was founded in 2010

enabled it to start manufacturing in the US too, with its first overseas showroom opening in Chicago last year. A stronger US presence has helped win contracts with LinkedIn in New York and Airbnb throughout North America. It has several other big projects in the pipeline, including one for advertising giant WPP and another for Huawei in China. Its plans to start manufacturing in China to serve the growing Asian market are part of Naughtone’s strategy to grow globally, with ambitions to hit £100m in total sales by 2020.

office in New York. International sales hit £10.1m in 2015, driven mostly by business in North America. Last year its staff also worked on global projects for British clients, including in Switzerland and Israel. Stewart runs the company alongside chief executive John Casserly, 52, and chairman John Turner, 59.

by industry veteran and managing director Bob James, 53, who four years later sold an 80% stake to US group CarVal Investors. The capital injection enabled the company to acquire a Gatwick-based airframe components business, helping annualised exports rise to £9.3m in 2015.

Seeking opportunities abroad will make you stronger at home SASA SAVIC

Now is the time to export to help your business grow, writes Lloyds Banking Group’s Gareth Oakley

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or British businesses that are bold enough to launch overseas, the rewards can be huge — the strong growth achieved by this year’s SME Export Track 100 is ample proof of that. In my experience, international companies can be more resilient and profitable than those purely focused on the UK. Entrepreneurs, understandably, don’t tend to see things in such black and white terms — but they are brilliant at grasping opportunities when they arise. For potential exporters, we think that moment is now, as British companies become more competitive, particularly in markets that trade in dollars. Our latest research shows that demand in such overseas markets, as well as in the UK, is strong, and this has helped boost business confidence. Political and economic uncertainty has held that optimism

in check, but it is encouraging to see that exporters and manufacturers still expect to benefit from a weaker pound and increase orders this year. Exporting is not easy. We know there are plenty of smaller businesses that want to trade overseas, but aren’t sure how to get started. That’s why, as part of Lloyds Banking Group’s Helping Britain Prosper scheme, we plan to help 5,000 SMEs become exporters each year, aiming for a total of 25,000 by 2020, supporting the Government’s efforts to help 100,000 businesses export for the first time. We provide global reach and practical resources for every step of the journey, such as our recently launched International Trade Portal, which includes databases of 100,000 buyers and 27,000 suppliers. Aspiring exporters should look to the companies on this year’s SME Export Track

Sara Davies of Crafter’s Companion (No 52) has £6m of exports on total sales of £15m 100 for inspiration. Take Leeds-based Xiros (No 75), one of 50 manufacturers on the league table, which makes innovative medical devices used in over 50 countries to help patients with debilitating injuries. Its most successful product is a component used in knee ligament reconstruction. “It’s extremely strong, durable and very difficult to manufacture,” said Bahaa

Seedhom, Xiros’s founder and chairman. He adds: “Over the years we have exported in excess of 2.5m units, half of which we think have been used in the US, so we estimate that one in every 300 Americans is a recipient of one of our implants.” The company has doubled overseas sales in the past two years, to £10.4m in 2016. “Lloyds Bank has provided excellent service that

makes it easy for our overseas customers and suppliers to work with us with minimum fuss,” said Seedhom. Success stories such as this highlight our exporting strength and depth across the country. In Yorkshire, Xiros is joined by firms such as pet products maker Pet Brands (No 28) and marketing agency Search Laboratory (No 16). Seedhom explains that there are numerous reasons why Yorkshire is a good base: “There is a unique mix of textile manufacturing heritage and skill base, combined with the strength and quality of research and innovation at the northern universities”. Elsewhere in the UK, companies are capitalising on demand for high-quality, British-made food and drink. Fever-Tree, the maker of premium drinks mixers, which Lloyds Bank backed early on with services and investment from our equity arm, Lloyds Development Capital, has shown what can be done. Founded in 2004, it has lifted sales to £59m in 2015, 65% of which came from overseas, and is now valued at £1.6bn on AIM. Companies such as Fever-Tree also have a halo effect, helping other entrepreneurs prosper. Its tonic is a nice match for Pinkster Gin, a premium gin produced with fresh raspberries, launched by Stephen Marsh in 2013, who pinpointed the “gin

revolution” that Fever-Tree had enabled. Marsh has taken his brand to the US and Australia, and will be aiming to achieve a place on SME Export Track 100 in the near future. “We would have difficulty operating without Lloyds’ support,” he said. “They tailored the financing, understood our problems and came up with solutions.” Fentimans is one of nine food and drink businesses on the table, appearing at No 30. The Northumberland firm, which started in 1905 and only focused on becoming a proactive exporter six years ago, is now selling to more than 70 countries, and is an example of a “first-time” exporter. One fifth of companies on the table have only recently begun trading overseas, such as craft products retailer Crafter’s Companion (No 52). Others have sought to expand internationally right from the start, such as sustainability consultancy Anthesis Consulting Group (No 8), which has made 10 acquisitions, five of which have been overseas, since it was formed in 2013. Old or new, dynamic companies that have ambition and drive can take advantage of boundless opportunities overseas — and we’ll be with them every step of the way. Gareth Oakley is managing director, SME banking, at Lloyds Banking Group

2 / S M E E X P O RT T R A C K 1 0 0

The rules of engagement

BRITAIN’S 100 SMES WITH THE FASTEST-GROWING OVERSEAS SALES s 17 16 y k 20 ank 20 ompan C Ran R

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Naughtone Duronic Xceed October Films AerFin Quinshield Stiltz Lifts Anthesis Consulting Holovis RHA CDEnviro Amido Kiddylicious Bulk Powders Salecycle Search Laboratory Divine Chocolate Alba Power HighQ PKL Wesley Coe Digiflex Miura Systems M&M Contractors PrivateFly Minerva Research Labs Lawton Communications Pet Brands LPW Technology Fentimans Touch Associates Parasense CashFlows Equator Design Grant Barnett Paladone Loadhog Hangerworld Simworx Grenade Gymshark Cult Wines Net World Sports Welland Power Crittall Windows REPL Group Packaging Automation Lineup Systems Professor Puzzle Vegware Red Paddle Co Crafter’s Companion Language Connect AHC Condeco Software Angst Productions Mini-Cam Clyde Space Foregenix Siderise Tomorrow The Appointment Group Elstead Lighting SBD AGR Automation Hydro LA Micro UK Baldwin & Francis Global Infusion Phoenix Business Solutions Talley Leec ASE Global Highlander Outdoor Xiros Glassworks McGavigan M Squared Lasers Mec Com A-Safe The Knowledge Academy European Braking Systems Butterfly Twists TBA Process Control Equipment Coryton Advanced Fuels Kent Brushes The Brecks Company Andusia Séraphine Kit for Kids Pulse Sygnature Discovery Ndemic Creations Exclaimer Charlie Bears Preqin Merlin Cycles Stirling Dynamics Medtrade

* Supplied by the company

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Furniture designer and manufacturer Consumer products manufacturer IT management consultancy TV programme maker Aircraft and spares services Industrial building manufacturer Lift manufacturer Sustainability consultancy Special effects developer Personal audio product designer Specialist waste recycler Cloud technology consultancy Children's snack manufacturer Sports nutrition brand Marketing technology developer Online marketing agency Chocolate manufacturer Turbine maintenance services Cloud collaboration software developer Catering equipment provider Medical device manufacturer Consumer products retailer Payment hardware provider Infrastructure services provider Online private jet hire Cosmetics supplement developer Digital marketing agency Pet accessory manufacturer Metal powder manufacturer Drinks manufacturer Event communications agency Refrigeration monitoring system manufacturer Payment services provider Food packaging consultancy Umbrella maker Gift wholesaler Returnable packaging maker Hangers and accessories retailer Special effects developer Sports nutrition developer Online activewear retailer Wine merchant Online sports goods retailer Generator manufacturer Steel window manufacturer IT consultancy Tray sealing equipment manufacturer Advertising technology developer Puzzle maker Recyclable packaging manufacturer Watersports equipment designer Craft products retailer Translation services provider Pensions communications consultancy Workplace management software Film and TV producer Pipeline inspection system manufacturer Satellite manufacturer Data security software developer Building insulation developer Designer brands wholesaler Travel and events agency Lighting manufacturer and distributor Automotive technology specialist Hi-tech machinery developer Subsea engineering services IT reseller Switchgear manufacturer Global events caterer Software consultancy Medical device manufacturer Mortuary equipment manufacturer Car dealership consultancy Outdoor equipment supplier Medical device manufacturer Visual effects agency Decorative plastics manufacturer Laser designer and manufacturer Contract engineering manufacturer Safety barrier manufacturer Training provider Vehicle brakes wholesaler Footwear designer Creative agency Specialist valves supplier Specialist fuel manufacturer Brush manufacturer Cereal manufacturer Waste exporter Maternity clothing retailer Children’s products manufacturer Creative agency New drug researcher Computer games developer Auto-signature software developer Teddy bear wholesaler Data services provider Online bike retailer Aerospace engineer Medical device developer

North Yorkshire Romford Central London Central London Caerphilly Carmarthenshire West Midlands Oxford Leicestershire Glasgow Co Tyrone Central London Buckinghamshire Colchester Tyne and Wear Leeds Central London Aberdeenshire Central London Cheltenham Cambridgeshire Essex High Wycombe Belfast St Albans Central London Southampton West Yorkshire Cheshire Northumberland Surrey Gloucester Cambridge Manchester Hertfordshire West Sussex Sheffield Blackpool West Midlands Solihull Worcestershire Southwest London Wrexham Spalding Essex Warwickshire Knutsford Central London Central London Edinburgh Devon Co Durham Central London Wakefield Central London Central London Warrington Glasgow Wiltshire Bridgend East London West London Hampshire Milton Keynes Arbroath Aberdeenshire Windsor Sheffield Buckinghamshire Central London Hampshire Nottingham Manchester Livingston Leeds Central London Glasgow Glasgow Stafford Halifax Bracknell Manchester West London Central London Stockton-on-Tees Essex Hemel Hempstead North Yorkshire Hertford Central London Kent Central London Nottingham Bristol Farnborough Cornwall Central London Lancashire Bristol Crewe

Year

end

May 16 Oct 16 Nov 15 Oct 15 Dec 15 Dec 15 Dec 16 Dec 15 Jan 16 Mar 16 Dec 15 Mar 16 Dec 15 Dec 16 Mar 16 Oct 16 Jun 16 Dec 15 Apr 16 Apr 16 Mar 16 Mar 16 Dec 15 Oct 15 May 16 Jul 16 Dec 15 Jan 16 Aug 15 Dec 15 Dec 15 Dec 15 Dec 15 Dec 15 Dec 15 Jun 16 Dec 15 Jun 16 Dec 15 Dec 15 Jul 16 Aug 16 Sep 16 Mar 16 Apr 16 Mar 16 Sep 15 Jun 16 Jun 16 Jan 16 Feb 16 Mar 16 Sep 16 May 16 May 16 Dec 15 Jan 16 Apr 16 Sep 16 Dec 15 Dec 15 Dec 15 Jul 16 Mar 16 Dec 15 Mar 16 Apr 16 Mar 16 Dec 15 Jul 15 Oct 15 Apr 16 Dec 15 Feb 16 Mar 16 Sep 15 Dec 15 Feb 16 Dec 15 Dec 15 Mar 16 Mar 16 Mar 16 Dec 15 Jun 16 Jun 16 Dec 15 Mar 16 Mar 16 Mar 16 Feb 16 Sep 15 Mar 16 Mar 16 Sep 16 Jun 15 Dec 15 Oct 15 Jun 16 Feb 16

wth ale al ales nnu gro t int’l s s st s ar a ales 0 s Staff 2-ye int’l s Late £00 Late 279.90% 274.22% 180.93% 175.12% 159.17% 149.05% 145.97% 135.23% 131.77% 129.27% 126.84% 124.21% 114.11% 113.36% 112.93% 109.14% 106.23% 103.24% 101.79% 99.91% 99.82% 99.58% 97.52% 95.37% 95.26% 93.60% 86.71% 82.34% 82.22% 80.21% 79.43% 74.65% 73.26% 73.19% 71.74% 67.55% 63.62% 62.03% 62.02% 61.49% 61.04% 60.37% 59.88% 59.16% 57.71% 56.96% 56.86% 56.81% 56.65% 56.06% 55.89% 55.02% 54.89% 54.21% 53.58% 53.47% 53.43% 52.85% 52.54% 51.82% 51.82% 51.60% 51.38% 51.05% 46.02% 45.44% 45.09% 44.60% 44.10% 43.84% 43.49% 43.27% 43.26% 42.80% 41.66% 40.86% 40.45% 39.28% 39.01% 38.75% 38.74% 38.66% 38.43% 37.67% 37.08% 36.92% 35.93% 35.82% 35.09% 33.90% 33.87% 33.39% 32.30% 31.60% 31.42% 29.41% 29.27% 27.72% 27.55% 27.52%

*†4,480 *4,315 10,131 18,366 †9,264 3,218 *3,186 3,743 8,603 *4,789 *3,204 *1,688 *1,279 *11,029 3,693 *3,439 *6,322 18,110 *4,080 6,814 1,865 *2,346 20,209 *3,254 *7,000 *2,536 4,486 *4,133 *5,495 *†5,894 †8,918 4,745 9,353 10,392 2,146 *8,607 3,297 *†1,919 *4,780 *4,356 *7,523 *5,951 *6,936 10,587 †4,491 5,111 2,478 *5,677 *3,467 2,390 *5,713 5,985 *1,861 *1,642 *10,350 10,061 *3,442 *3,995 *3,509 1,826 *14,975 6,500 *3,866 *5,233 14,807 4,243 *9,620 9,605 8,556 5,605 11,129 2,478 12,126 2,467 10,369 5,974 18,776 6,507 6,711 12,684 7,359 9,355 *4,877 4,191 5,866 †7,368 2,415 4,806 17,408 9,188 2,276 10,376 5,827 *7,916 *5,437 1,771 17,839 8,220 5,412 18,043

*†9,617 *10,789 20,239 23,325 †15,332 8,546 *8,370 6,893 10,286 *6,164 *9,400 *5,512 *6,375 *23,785 8,956 *9,713 *12,062 21,375 *10,583 17,937 5,586 *5,237 24,819 *11,830 *14,700 *6,324 8,385 *10,271 *7,380 *†19,250 †14,861 5,372 19,909 16,924 10,051 *22,981 7,653 *†7,163 *9,622 *8,563 *12,841 *20,409 *11,867 12,911 †14,427 12,434 7,663 *7,373 *8,002 11,820 *9,602 15,262 *7,072 *6,591 *19,470 13,201 *10,607 *5,257 *5,201 9,086 *17,155 17,774 *10,063 *5,862 15,784 10,566 *17,132 11,601 17,016 12,669 23,809 7,226 18,866 8,391 10,869 10,020 19,332 8,532 12,165 19,670 24,023 18,268 *6,500 17,507 12,194 †11,387 6,829 13,306 17,447 13,782 7,437 14,666 12,330 *8,582 *7,049 7,612 21,018 17,094 7,451 19,732

24 45 141 75 40 101 100 100 61 42 44 67 15 100 112 130 23 67 190 87 63 24 44 46 27 37 92 42 36 38 43 70 59 242 25 66 69 70 27 16 53 21 62 22 179 149 98 85 34 51 17 63 60 70 272 7 35 75 59 80 41 289 107 83 98 111 37 68 130 71 210 61 249 38 104 72 324 75 121 104 178 79 40 30 49 36 47 76 11 63 132 42 133 8 64 25 252 34 85 46

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Its furniture can be found in the offices of Google, Facebook, Amazon and Nike Is planning to expand into the US, India and the Middle East Helps global banks migrate their services to the cloud Opened an office in New York in 2014, helping it attract commissions from US TV networks Last November it delivered a reconditioned Embraer 170 to Austrian airline People’s Viennaline Has made more than 23,000 glass-reinforced products since it was set up in 1993 Its freestanding lifts have been retrofitted into homes in more than 20 countries Has made 10 acquisitions, including companies in Germany, Sweden, North America and the UAE Created a 3D virtual reality planetarium at the American Museum of Natural History in New York Apple sells RHA headphones through its stores and website Installed Australia’s first facility for recycling litter and leaves collected from roads Says the reputation of Britain’s ecommerce industry has helped it win international customers Is forecasting sales in China of over $1m this year, making the country its largest overall market Its whey protein and superfood powders are popular with bodybuilders in Europe Tempting customers back to their bookings, it has helped Virgin Atlantic increase online sales by 5% Its multilingual staff run search engine marketing campaigns for clients in more than 18 countries Is planning to start exporting to countries such as the UAE and Thailand Has customers in 16 countries, including the US and Australia Has offices in New York, Amsterdam, Frankfurt, Sydney and Ahmedabad Provided temporary kitchens at last year’s Rio Olympics Its products range from dental implants to artificial saliva Plans to launch its own international website this year Has sold more than 1m payment devices around the world Helped to lay 4,600km of subsea fibre-optic cables between the UK and the US Opened an office in Miami last year to serve the growing US market Its collagen liquid food supplements are manufactured in Japan and sold worldwide Helped launch camel milk from Australia’s first commercial-grade camel dairy Its 42,000 sq ft warehouse in Shanghai supplies international customers Customers as far afield as Israel and China use its powders in their 3D printing Its botanically-brewed drinks are especially popular in the US, Belgium and Austria Uses technology and digital content to encourage audience participation at its hi-tech events Has exported its military-grade leak detection devices to the US since 1996 1,500 businesses across the UK and Europe use its technology to accept online payments Designed own-label packaging for Aldi stores in the US and Ireland Designs and exports fashion-inspired umbrellas, wellies and rain jackets, primarily to Europe Exports novelty gifts to over 70 countries and has offices in Miami and Hong Kong Has an environmentally-friendly glass-cleaning facility in Portugal Sends clothes hangers all over the world from its 60,000 sq ft warehouse in Blackpool Installed Colombia’s first 4D cinema, which includes water, wind and motion effects Exports to markets as diverse as Brazil and Iraq Has over 3m social media followers in more than 150 countries Manages wine investments for more than 1,700 clients in 60 countries Sells 100,000 football goals a year, making it the world’s largest supplier Its generators are sold worldwide through local importers and wholesalers Supplied over 4,000 windows for a new faculty at an Ivy League university 80% of its international sales are in the US Has distributors as far afield as Turkey, Australia, Canada and Colombia Its software comes in 21 languages and has 8,000 users across 33 countries A street seller in Calcutta taught the founder how to make puzzles, inspiring him to start the business Among its customers across four continents are eco-conscious consumers in Barbados Says it has an 18% share of the global market for inflatable paddleboards The founder is a regular guest on home shopping channels in the US Its international network of 6,000 freelancers can translate more than 150 languages Has offices in Minneapolis and Melbourne Secured $30m from Highland Capital Partners last June to fund expansion into the US, Europe and Asia The relaunched US version of Whose Line is it Anyway? is now in its fifth series Municipal authorities in more than 40 countries use its cameras to check sewer pipes Builds six flight-ready mini-satellites in its “cleanroom” each month Boosted its US sales when it opened a Boston office in 2015 Its fire proofing materials are used to protect 40 high-rise buildings in Riyadh Its 20,000 sq ft showroom in Paris promotes up-and-coming brands during the city’s fashion weeks In December it bought a Sydney-based events company as it expands in the Asia Pacific region Sells more than 2,000 decorative lighting products to customers in 60 countries Is setting up an office in China this year Works with multinational pharmaceutical and medical device firms Launched its new US division in Florida last year America and China are two growth markets for this IT supplier Has designed a ring main to control unmanned wellheads for the Abu Dhabi National Oil Company Its chefs created bespoke canapés to help launch the Michelin Guide in Shanghai last year Its software is used by more than 300 professional services firms globally Hospitals in Finland, the US and Australia use its medical devices Makes mortuary and anatomy equipment for hospitals and universities in Russia and Hong Kong Acquired Austrian software firm EDentity in 2015 Supplies disaster relief and shelter equipment to the United Nations Helped by an extensive distributor network, 95% of its sales are exports Its international clients include Nike, Toyota and Coca-Cola Opened an office in Japan last year to help meet increased demand in Asia Its advanced laser systems are used by Nobel prize-winning scientists Its factory in Romania manufactures engineering components for customers in Europe Heineken’s brewery in the Netherlands installed its barriers last year Its 30,000 courses are studied as far afield as Malaysia and Argentina Owns Ireland’s largest turbocharger supplier Sold in more than 60 countries, as well as on board British Airways and Aeroflot Delivers more than 120 live events a year across the globe Struck a £10m deal in 2014 to supply engineering parts to a new chemical plant in Saudi Arabia Provides specialist fuels for clients in 26 countries, including Germany, Japan and the US Exports its handmade clothes and hairbrushes to 65 countries Last year it struck a deal with Finnish firm Raisio to make Honey Monster Puffs in the UK Exports 50 truckloads of waste to Europe every day Opened its first store in Dubai last year Its products are sold in over 30 countries Opened an office in Rio de Janeiro last year, its third international outpost Is moving into Nottingham’s £30m bioscience incubator, BioCity, later this year Says over 85m players worldwide have downloaded its Plague Inc game Its software is used by 25,000 customers in more than 150 countries Has a dedicated website for Australian collectors Its data is used by investors in more than 90 countries Exports road and mountain bikes, and cycling components and accessories, to 50 countries Carries out specialist engineering work for clients in Japan, the US and China Its patented range of gauzes and dressings are used by the US military and security agencies

The annual Sunday Times Lloyds SME Export Track 100 league table, now in its third year, ranks Britain’s SMEs (small and medium-sized enterprises) by fastestgrowing international sales. Definition: SMEs are defined as private companies with total sales of £5m to £25m in their latest year of accounts. Exporters with sales of more than £25m are ranked in our sister table, the International Track 200, published in June. Criteria: Companies have to be registered in the UK and be independent, unquoted and ultimate holding companies. International sales growth is measured by compound annual growth rate (CAGR) over the latest two financial years. Annualised international sales have to be greater than £150,000 in the base year, exceed 20% of total sales in the latest year, and show a rise from the previous year. Companies have to be making an operating profit in their latest year. Recruitment and payroll firms are required to achieve gross profits greater than £5m in their latest accounts. Exclusions: Excluded companies include pure property developers, financial trading companies and LLPs. Data collection: Sources used include Bureau van Dijk’s Fame and Experian’s MarketIQ, with additional data analytics from SimilarWeb. Some companies are nominated by themselves or by advisors; others are identified through our research. Where accounts are not available at Companies House, we use draft accounts. Incomplete data: Most small firms file abbreviated accounts, while others may not disclose geographical sales. For this reason, sales and international sales figures for many companies are not available. As a result there may be omissions. We welcome nominations for next year’s table. Disclaimer: The firms in the SME Export Track 100 are not endorsed by the sponsors or Fast Track, nor are they necessarily the best-run companies. The table is based on historical data and the information is not necessarily an indicator of current or future performance. Some exceptions were made to the qualification criteria above. The compiler’s decision is final and no correspondence will be entered into. Sponsors: Fast Track’s sole source of revenue is from sponsors. We would like to thank our title sponsor, Lloyds Banking Group, sponsors DHL and Heathrow, and the Exporting is GREAT campaign for their support. Nominations for next year are welcome at fasttrack.co.uk or [email protected]

famecompanyinfo.com

† Annualised figure

With the right investment, our exports could power ahead NIGEL RICHES

For British business to flourish we must improve access to emerging markets, writes Heathrow’s Emma Gilthorpe

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ith her focus now strongly on positioning Britain as a global trading nation, Theresa May has set out her ambitions for a new, outward-looking age of trade. And the fast-growing exporters on this year’s SME Export Track 100 are showing us how we can take advantage of this new outlook. Even as we prepare to trigger our exit from the EU next month, British entrepreneurs are boarding planes to strike business deals with their counterparts around the world. From the fantastic headphone designs of RHA (No 10) to the innovative paddleboards and surfboards of Red Paddle Co (No 51) and the clever, handheld payment systems of Miura (No 23), British products have global appeal. Kent Brushes (No 87) has increased its inter-

national sales 36% a year over the past two years to £2.4m — 240 years on from when it first opened its doors, its products popular for the craftsmanship and quality only years of experience can bring. I can vouch for them: I have a Kent hairbrush on my dressing table at home. The performance of building insulation specialist Siderise (No 60) is another international success story. Based in Ipswich and Bridgend, south Wales, it supplies insulation across the world: from the Hewlett Packard factory in Ireland to Abu Dhabi’s airport tower, and more than 40 highrise buildings in Riyadh’s new financial district. It now has its sights on other emerging, long-haul markets such as India, Singapore and Malaysia. Direct and reliable access to these fast-growing markets is crucial for many businesses.

This is where Heathrow comes in. As the UK’s busiest airport, almost 76m passengers passed through our doors last year, many of them businesspeople building relationships, investing in new markets and winning orders. Yet perhaps less known is that we are the country’s biggest port, and gateway for British products in demand abroad. About 29% of UK trade destined for markets outside of the EU is handled by Heathrow, — more than the ports of Southampton and Felixstowe combined — and nearly all of it carried in the hold of passenger aircraft. It is our role as one of the world’s most important, and the UK’s only, hub airports — offering a unique mix of transfer and direct passengers, as well as freight — that makes us a national asset. At present, 78%

Innovative paddleboard business Red Paddle Co (No 51) is making a splash in overseas markets of all UK long-haul flights take off from Heathrow, so we are the primary means by which businesses based in our thriving regional cities travel overseas. Our regional connections are something we are committed to building — to help improve them, we now have a £10 discount on domestic flights, which is already yielding results: in March, Flybe will start flying from Edinburgh and

Aberdeen to Heathrow for the first time, connecting Scottish businesses with more longhaul destinations. Now that the government has made a decision to support Heathrow expansion, we will be able to add capacity to popular export destinations, and add 40 more long-haul connections to new emerging markets. This is sorely needed. As I write this, Heathrow cur-

rently connects to only three cities on mainland China while 12 other fast-growing cities are accessible from EU rival hubs in Paris or Frankfurt. Partially as a result of having additional routes, Frankfurt airport now exports six times more by air to China than Heathrow. Unlike British entrepreneurs, European business passengers enjoy direct connections to cities such as Wuhan, Tianjin

and Chongqing, cities that for our next generation will become as familiar as Chicago and Cape Town are today. Our current lack of air connectivity is making business harder and more expensive, and is proving a significant barrier to trade. Without expansion of the long-haul destinations only Heathrow provides, SME exporters such as those on the league table will lose competitiveness. As the director in charge of our expansion plans, one of my priorities is to ensure our growth supports the ambitions of small businesses across Britain. Today, 30% of the £1.5bn we spend each year with our 1,200 suppliers is with UK-based SMEs. I want to improve this figure. We are already in discussions with the No 1 company on last year’s league table, Black Swan, on how to use its predictive analytics expertise, after co-founders Steve King and Hugo Amos met our chief executive through SME Export Track 100. They are also speaking with International Airlines Group, British Airways’ parent company, to help streamline and improve the experience for

passengers at the airport and on the aircraft. Heathrow expansion is a huge opportunity for the UK. The first wave of new jobs will come from the planning, design and development of an additional runway and new terminals, offering significant openings for SMEs. We are running our “business summits” in locations across the country this year to make more businesses aware of how they could participate. In addition, to support fledgling exporters seeking to emulate the success of the league table companies, we are offering grants of up to £2,000 towards the cost of SMEs attending overseas trade shows. We are also looking to tap into the creativity so evident in Britain’s tech and design centres to think how we could design a future Heathrow and improve the services we provide so that they are fit for purpose in 20 to 30 years’ time. We want to stay ahead of the curve, just as this year’s SME Export Track 100 companies are doing. Emma Gilthorpe is executive director expansion at Heathrow Airport

26.02.17 / 3 RICHARD NICHOLSON

6 QUINSHIELD

Industrial building manufacturer

149.05%

This Carmarthenshire firm has made more than 23,000 glass-reinforced buildings since it was set up by David Jenkins, 74, in 1993. Its specialist composites are used to protect buildings and containers in harsh environments, and include coatings to contain nuclear waste and structures that can withstand extreme weather conditions. The company has benefited from a buoyant construction industry, with exports hitting £3.2m in 2015. It is now run by David Jenkins, 52, the founder’s son.

7 STILTZ LIFTS Lift manufacturer

145.97%

Stiltz’s freestanding lifts, which plug into domestic electric sockets, have been retrofitted into homes in more than 20 countries and provide an alternative to stairlifts. Originally from Australia, co-founders Cameron Gillespie and Lachlan Faulkner, both 30, moved to the UK to set up an HQ in 2010. Cameron’s father Peter, 63, and brother James, 32, moved to Shanghai to establish a factory there. Strong sales in the US, Germany and France helped exports to an annualised £2.7m last year.

8 ANTHESIS CONSULTING Sustainability consultancy

135.23%

This employee-owned consultancy helps retailers make their supply chains more environmentally friendly and prepares sustainability reports for some of the world’s largest corporations. Chief executive Stuart McLachlan, 49, led the group’s formation in 2013, with the acquisition of Oxford-based sustainability advisory firm Best Foot Forward. It has since made a further nine acquisitions in Germany, Sweden, North America and the UAE, and has opened offices in countries such as the Philippines and Finland. The business, which is headquartered in Oxford, increased exports to £3.7m in 2015.

9 HOLOVIS

Special effects developer

131.77%

From designing a 3D virtual reality planetarium at the American Museum of Natural History in New York, to creating the special effects for what is claimed to be the world’s steepest rollercoaster in Abu Dhabi, this Leicester firm’s technology delivers captivating experiences at theme parks, museums and retail parks across the world. It also designs virtual reality engineering suites for clients, including Jaguar Land Rover. Offices in Los Angeles and Shanghai helped exports more than double to £8.6m last year. The business is led by chief executive Stuart Hetherington, 43.

10 RHA

Personal audio product designer

129.27%

Frustration with low-quality in-ear headphones prompted Andrew Reid, 47, to start this Glasgow firm in 2011. RHA’s headphones are sold online as well as through retailers worldwide, including the Apple store network. All products come with a three-year warranty, and have been a hit in the US, Europe and

Asia, driven by positive reviews in technology magazines and online. Overseas sales reached £4.8m last year, and in September, RHA launched its first portable headphone amplifier.

11 CDENVIRO

Specialist waste recycler

126.84%

Companies in Europe, Australia and the US use this Co Tyrone firm’s technology to reduce waste, recover material to produce commercial-grade products and generate energy. It processes more than 500,000 tons of road-sweeping waste each year and customers around the world, such as Veolia and Suez, helped overseas sales hit £3.2m in 2015. Chairman Tony Convery, 56, led its spinout from construction firm CDE Global in 2011 and has overseen a threefold increase in total sales in the last four years.

12 AMIDO

Cloud technology consultancy

124.21%

Online retailers use this firm for support when designing their cloud-based IT systems. It also helps businesses design online platforms with, for example, localised websites for shoppers based overseas. Amido says the reputation of Britain’s ecommerce industry has helped it win customers globally, and strong demand in the US lifted international sales to £1.7m last year. The London firm is run by co-founder Alan Walsh, 43.

13 KIDDYLICIOUS Children’s snack manufacturer

114.11%

Kiddylicious’ baby and toddler snacks include tomato, kale and spinach straws, rice wafers and puffed pea pod snaps. They are sold in Carrefour and Aldi stores across Asia and Europe, and in Walgreens and Toys R Us in the US. Bespoke product development for new markets helped international sales hit £1.3m in 2015, a figure the firm plans to double this year as it expands its foreign markets from 22 to 30 countries. The Buckinghamshire company was launched in 2009 by ex-M&S food scientist Sally Preston, 52.

14 BULK POWDERS Sports nutrition brand

113.36%

Superfood powders, nut butters and whey proteins are among the health and performance products made by this sports nutrition specialist. Fitness fanatics Elliot Dawes, 34, and Adam Rossiter, 33, started the Colchester firm in 2006, and it now exports more than 1,000 different food supplements to customers in Europe. International sales grew to £11m in 2016, with expansion to the increasingly health-aware US and Chinese markets on the horizon.

15 SALECYCLE

Marketing technology developer

112.93%

Technology developed by this Tyne and Wear firm encourages online shoppers to complete abandoned transactions, helping more than 600 brands, such as Tommy Hilfiger, Saint Laurent and Ikea, boost sales. Potential customers might see an on-screen prompt, for example, or be tempted back later by a text

message or email. Chief executive Dominic Edmunds, 39, started the firm in 2010 and it now has offices in the US, France and Singapore. Websites in Japanese, French and Chinese helped exports reach £3.7m last year.

16 SEARCH LABORATORY Online marketing agency

17 DIVINE CHOCOLATE Chocolate manufacturer

18 ALBA POWER

Turbine maintenance services

103.24%

Alba Power repairs turbines, mainly for the power generation and chemical industries. It moved its US base to Houston, Texas, last year, to better serve its customers in the country. The Aberdeenshire firm also has a marine engine division and introduced a power turbine service line in 2016. Under managing director Terry Alderton, 66, exports hit £18.1m in 2015. To cater for increased demand, it is doubling the size of its workshop in Aberdeenshire.

19 HIGHQ

Cloud collaboration software

101.79%

This London firm’s software allows clients to collaborate, communicate and share information securely via the cloud. It has an R&D operation in India and sells to governments, banks and law firms through offices in the US, Europe and Australia. It was started in 2001 by Ajay Patel, 44, and Veenay Shah, 44, and last year Goldman Sachs, Morgan Stanley and One Peak Partners invested $50m (£40m) to help further international expansion. Exports hit £4.1m in 2016.

20 PKL

Catering equipment provider

99.91%

PKL’s 700 temporary kitchen units are used to prepare and cook up to 50,000 meals in a single day. Peter Joy, 65, started the Cheltenham firm in 1988 and the group’s international break came in 2000, when it provided facilities for the Sydney Olympics. Contracts at the Pan American Games in Toronto and the Rio Olympics helped exports grow to £6.8m last year. Managing director Lee Vines, 47, plans future growth in the military and humanitarian sectors.

7

Regions of the world and the number of league-table firms doing their main business there. Many firms export to more than one foreign market

Africa

21 WESLEY COE Medical device manufacturer

22

37

23 MIURA SYSTEMS Asia

26

South America Australasia

24 M&M CONTRACTORS Infrastructure services provider

25 PRIVATEFLY

Plumbers, decorators and yoga teachers were all early adopters of handheld payment terminals, which use hardware developed by this High Wycombe firm. In 2015, the company raised £11m from Draper Esprit and opened an office in the US, where it has distributor agreements with payment systems providers Square, PayPal and NCR. Strong US growth helped exports to £20.2m in 2015. The company was founded by director Ricky Garrido, 67, and is led by chairman Andrew Dark, 53.

95.26%

Former RAF pilot Adam Twidell, 44, and his wife, Carol Cork, 44, sold their home to start this St Albans firm in 2008. Its website and app enable customers to search for and book flights on more than 7,000 privately owned jets. Demand from leisure and business customers, including celebrity jetsetters and pop stars, helped international sales — the total value of bookings — reach £7m in 2015. Last year it opened a Miami office to serve its growing American market.

27 LAWTON COMMUNICATIONS Digital marketing agency

86.71%

This Southampton group manages campaign launches for brands including Gap, Patron tequila and 20th Century Fox, as well as for Activision, the US publisher behind video game Call of Duty. It also helps improve staff culture and engagement for companies such as Las Vegas-based Caesars Entertainment. It has an office in Los Angeles and its base in Sydney is run by Matt Lawton, 43, son of founder Mike, 70. Matt’s brother Nick, 41, is group chairman. Exports grew to £4.5m in 2015.

28 PET BRANDS Pet accessory manufacturer

82.34%

This West Yorkshire pet products manufacturer supplies retailers in 58 countries with everything from cat collars to bird feeders. A 42,000 sq ft warehouse in Shanghai coupled with strong demand in Australia, Brazil and France helped overseas sales top £4.1m last year. Brothers Ravi and Sunny Sharma, 30 and 32, bought Pet Brands in 2009. Last month it acquired Vital Pet Products, an Exeter-based pet food wholesaler, for an undisclosed sum.

26 MINERVA RESEARCH LABS

29 LPW TECHNOLOGY

The inspiration for this business came from Japan, where founder and managing director Tony Sanguinetti, 50, was struck by how the Japanese use liquid supplements in their health regimes. Minerva’s first product — Pure Gold Collagen, a liquid food supplement — was launched in 2011 after two years of development. Its products, all made in Japan, are now sold in pharmacies throughout the world. Growth in Italy and the Middle East helped international sales hit £2.5m in 2016.

Companies as far afield as Israel and China use this Cheshire firm’s metal powders to print 3D products such as turbine blades and medical implants. They also use its software to manage their metal powder stock, test its quality and reusability and monitor traceability. Managing director Phil Carroll, 39, who set up the business in 2007 from his kitchen table, has now opened offices in the US, Germany and Italy. Distribution partners in a further seven countries, including China and Japan, helped overseas sales hit £5.5m in 2015.

Cosmetics supplement developer 97.52%

95.37%

This Belfast firm, which designs and installs underground cabling networks, has laid almost 3,000 miles of undersea fibre-optic cables between the UK and the US to create the fastest data connection yet between the two countries. Exports hit £3.3m in 2015 and M&M hopes to win more contracts for power and telecoms lines crossing the Celtic Sea to Europe. Founded in 1980 by Noel Loye, 65, the firm is run by his son, Gareth, 36.

Online private jet hire 99.58%

Chair covers, sports pouches and headphones are just some of the products this Essex retailer sells online under its Trixes brand name. It has stores in seven different countries on Amazon Marketplace, and also sells through New Zealand’s Trade Me platform and Darty in France. Managing director Ashley Cane, 39, founded the business in 2004. Last year it opened an online store on Amazon’s US Marketplace, helping international sales to £2.3m.

Payment hardware provider Middle East

99.82%

This company was founded in 1952 as a supplier of scientific glassware to Cambridge University. It later diversified into the manufacture and packaging of medical devices at its two factories in Ely, near Cambridge, with products ranging from hearing and dental implants to the production of artificial saliva. Still family-owned — now by brothers Adam and Simon Coe, 63 and 60 respectively — it is led by chief executive Steve Gilbey, who oversaw a doubling in exports last year to £1.9m.

Consumer products retailer

85

8

Sophi Tranchell has headed up ethical chocolate brand Divine Chocolate (No 17) since 1999. It made exports worth £6.3m last year

22 DIGIFLEX

77 North America

106.23%

This ethical chocolate brand has been led by chief executive Sophi Tranchell, 52, since 1999 and is part-owned by Ghanaian cocoa farmers. Promoted by NGOs and charities, its bars are popular in northern Europe, Canada and the US, where they are sold through retail chains such as Whole Foods Market. Exports of £6.3m last year were boosted by the 2015 acquisition of its sister company in the US. The firm is eyeing future growth in the UAE, Thailand and Australia.

Main markets of the SME Export Track 100 companies

Continental Europe

109.14%

This Leeds agency helps companies tap new markets by improving their rankings on search engines, such as China’s Baidu and Russia’s Yandex. Started by Ian Harris, 48, in 2005, it has run online campaigns in more than 18 countries and its multilingual staff speak more than 35 languages. An office in New York helped boost overseas sales to £3.5m last year.

93.60%

Metal powder manufacturer

82.22%

4 / SME EXPORT TRACK 100 43 NET WORLD SPORTS Online sports goods retailer

59.88%

Having started with a single sports goods website operated from his bedroom, founder Alex Lovén, 29, now operates a 120,000 sq ft warehouse in Wrexham, which sends 100,000 football goalposts around the world every year. The business has seven international websites and sells to sports clubs and schools, as well as direct to consumers. Growth in sales to the US, where the company has an office, and Australia helped push exports to £6.9m in 2016.

44 WELLAND POWER Generator manufacturer

59.16%

Launching a multi-language Facebook page and investing in its premises and IT systems have helped this Lincolnshire generator manufacturer secure clients in West Africa, China, Pakistan and Sri Lanka. Welland works closely with wholesalers and agents tailoring generators to local needs, helping exports — which account for 82% of total sales — hit £10.6m last year. The grandfather of managing director Charlie Farrow, 36, started the firm in 1950.

45 CRITTALL WINDOWS Steel window manufacturer

Jim Elliot and Jacqui Green of Hangerworld (No 38) teamed up in 2007 to sell used clothes hangers on eBay. International sales of their own-range hangers hit £1.9m last year

Drinks manufacturer

80.21%

Since 1905, this Northumberland firm has been infusing, blending and botanically brewing ingredients such as ginger, juniper and burdock to create its mixers and soft drinks. Six years ago, Fentimans started focusing on exports and it now sells to more than 70 countries. Strong sales in the US, Belgium and Austria helped overseas sales grow to an annualised £5.9m in 2015. Managing director Eldon Robson, 66, is the great-grandson of the firm’s founder, Thomas Fentiman.

31 TOUCH ASSOCIATES Event communications agency

79.43%

Patrick Collins, 51, who sold his previous agency, Universal CIT, for £12.8m in 2008, led the formation of Touch in 2012. It runs corporate events and specialises in using hi-tech digital content to encourage audience interaction. Clients include pharma giants, such as Merck and Allergan, as well as financial, retail and automotive firms. It established a US team in 2013, opened an office in Indianapolis in 2014 and plans a second US outpost later this year. Overseas sales at the Surrey firm were an annualised £8.9m in 2015.

32 PARASENSE

Refrigeration monitoring systems

74.65%

Parasense’s leak detectors are used by the US military to monitor refrigeration systems on board its naval vessels. It also sells its devices to food retailers and manufacturers to give an early warning of system breakdowns and improve fridge operation. The Gloucester company was founded in 1988 by Peter Radford, 68, and is now run by his son Dan, 40. With almost 90% of sales overseas, exports grew to £4.7m in 2015.

33 CASHFLOWS Payment services provider

34 EQUATOR DESIGN Food packaging consultancy

Volvo, Disney and US supermarket chains Save Mart and Winn-Dixie use Equator to create their packaging, with the firm managing the whole process from design to shelf. Gary Flynn, 54, merged his Manchester company with a Nottingham agency in 2012, and now has offices in Dublin and Chicago, as well as partnerships with agencies in Sydney and Shenzhen, China. Success in the US — which accounts for more than half the company’s turnover — helped international sales to £10.4m in 2015.

35 GRANT BARNETT Umbrella maker

This Cambridge company’s technology is used by 1,500 small businesses and large corporations in the UK and Europe to take credit and debit card payments online. It also offers prepaid credit cards and business accounts, and processes withdrawals from cash machines. Under chief executive Neil Graham, 53, and backed by majority investor Pollen Street Capital, exports reached £9.4m in 2015. Last year Cashflows bought iCheque, an online payment provider with clients in Europe and the US.

71.74%

Grant Barnett exports the British weather, designing and making fashionable and colourful umbrellas, Wellington boots and rain jackets for other brands. It was founded in 1900 and is based in Bishops Stortford, Hertfordshire. Strong demand in Europe, the destination for 80% of its exports, helped overseas sales hit £2.1m in 2015. Peter Hewitt, 54, is managing director.

39 SIMWORX

Special effects developer

40 GRENADE

From Harry Potter collectables and Star Wars mugs to novelty bath plugs, this firm designs and supplies gifts to high street retailers across Europe, North America and Australasia. It has offices in Brighton, Miami and Hong Kong, and customers in more than 70 countries. Strong demand in the US for its licensed and own-brand ranges helped overseas sales grow to £8m last year. Managing director Graeme Carr, 51, led Paladone’s management buyout in 2011.

37 LOADHOG

41 GYMSHARK

67.55%

63.62%

Loadhog makes returnable and reusable transit packaging for the likes of Heineken, Jaguar Land Rover and Posten Norge. The company provides a range of containers, lids and pallets for industries that transport fragile and high-value products. Strong sales to Europe helped exports to £3.3m in 2015. The employeeowned Sheffield firm was started in 2003 by chairman Hugh Facey, 71.

38 HANGERWORLD Hangers and accessories retailer

62.03%

When Jacqui Green, 52, needed to dispose of used clothes hangers from her ironing business in 2007, she

Online activewear retailer

Wine merchant

60.37%

This London firm manages wine investments for more than 1,700 clients in 60 countries. It was set up in 2007 by Phil Gearing, 59, and his son Tom, 29, a runner-up on The Apprentice TV programme in 2012. Strong sales in southeast Asia helped gross international sales hit £6m in 2016. It opened a base in Hong Kong last June to capitalise on the rising demand for fine wine in China.

48 LINEUP SYSTEMS Advertising technology developer

49 PROFESSOR PUZZLE

46 REPL GROUP

50 VEGWARE

56.96%

Winning custom from American companies for its consultancy, implementation and development services has helped this Warwickshire company grow. It advises on warehouse and workforce management systems, and its customers include Wal-Mart, Microsoft and Aldi’s US business. International sales grew to £5.1m in 2016, driven primarily by its sales teams in the US, the destination for 80% of its exports. Repl is led by Mike Callender, 46.

56.81%

Lineup’s cloud-based software helps some of the world’s largest print, digital and broadcast companies track their advertising sales. Applications include integrating the booking and invoicing process across different media. Its products are used by over 1,600 media brands, such as the Toronto Star, Time Inc and News Corp, publisher of The Sunday Times. Led by Michael Mendoza, 41, it operates in eight countries and has doubled its client base in the past two years, helping exports grow to £5.7m.

Puzzle maker

56.65%

Travelling in India after graduating, Ben Meldrum, 40, learnt how to make traditional metal puzzles from a street seller in Calcutta — then began selling them from a stall in Covent Garden. He established Professor Puzzle in 2002. The London company designs its metal and wood toys and puzzles, and sells through stockists in France, Germany and the US, including the bookseller Barnes & Noble. Exports rose to £3.5m last year.

Recyclable packaging manufacturer

56.06%

Vegware uses compostable, plant-based materials, such as waste from sugar cane, to make its range of more than 250 different types of cutlery, cups and takeaway packaging. Its clients include contract caterers, food distributors and high street delicatessens. Exports grew to £2.4m last year thanks to strong demand from eco-conscious consumers in the US, South Africa, Australasia and the Middle East. The Edinburgh firm was founded in 2006 by managing director Joe Frankel, 40.

The 10 fastest-growing ecommerce SME exporters The growing importance of ecommerce has seen the number of retailers that qualify for the league table steadily increase since it was launched in 2015. This year 16 feature and showcased below are the 10 firms with the fastest-growing exports.

Company

annual int'l Int’l sales Total sales Rank Activity Year end 2-yearsales growth £m £m 2 Consumer products manufacturer Oct 16 274.22% 4.3 10.8 Has websites in five languages and trades online through Amazon and French etailer Darty

61.49%

This Solihull company’s distinctive products, such as Carb Killa, a high-protein, low-carbohydrate bar, are used by professional athletes, fitness enthusiasts and military personnel. Husband-and-wife team Alan and Juliet Barratt, 40 and 42, started the business in 2009 and now sell their supplements in more than 100 countries. Online sales and deals with retailers such as Amazon and American healthfood chain GNC helped push international revenues to £4.4m in 2015.

Gift wholesaler

42 CULT WINES

56.86%

Packaging Automation designs and makes machines used for high-speed wrapping and sealing of food, such as sandwiches, as well as meal trays and pots. The Cheshire company was set up in 1963 and is run by chairman Anthony Penn, 71, the founder’s son. Its investment in marketing and sales, including the appointment of new distributors, helped international sales grow to £2.5m in 2015. Its distributors are located as far afield as Turkey, Australia, Canada and Colombia.

62.02%

This West Midlands firm creates 3D and 4D visitor attractions for museums, theme parks and corporate clients around the world. Projects include a 4D cinema experience at New Zealand’s International Antarctic Centre and a “time tunnel” for a German theme park. Terry Monkton, 47, leads the company, which received a £4.5m investment from BGF in 2015 to help it purchase robotics firm Robocoaster. Advertising and trade shows helped exports to £4.8m in 2015.

Sports nutrition developer

36 PALADONE

Returnable packaging maker 73.26%

73.19%

teamed up with Jim Elliot, 57, to sell them on eBay. To the pair’s surprise, they quickly sold out. The Blackpool business now sells its own range of hangers to customers as far afield as New Zealand and South America. International sales hit an annualised £1.9m in 2016 helped by growth in Europe, where the company sells through Amazon Marketplace, eBay and its own website.

Tray sealing equipment manufacturer

Founded in 1849, Crittall says it is the world’s oldest continuous manufacturer of steel windows and its designs are found in the Houses of Parliament and the Tower of London, and were used on the Titanic. Exports topped an annualised £4.5m in 2016, after the firm supplied more than 4,000 windows and doors to an Ivy League university and replaced many of those in the Eldorado building, a luxury apartment block in Manhattan. Stuart Judge, 46, is managing director of the Essex firm.

IT consultancy

30 FENTIMANS

57.71%

47 PACKAGING AUTOMATION

61.04%

Ben Francis started this Redditch-based fitness clothing brand in 2012 at the age of just 20. Since then, its range of vests, hoodies, T-shirts and leggings have gone global. The company has nurtured a style-conscious fan base by sponsoring popular YouTubers, Instagrammers and bloggers that it accompanies to big fitness exhibitions around the world. It exports to more than 150 countries, including the US, where it makes more than 40% of its sales. Savvy use of social media has driven strong brand recognition and helped international sales to £7.5m last year.

10 Personal audio product designer Mar 16 129.27% 4.8 6.2 Is expanding its ecommerce presence outside Europe, starting with websites in Japan and Hong Kong 13 Children's snack manufacturer Dec 15 114.11% 1.3 6.4 Launched a website in Norway last year to add to its existing digital platforms in the UK, US and Australia 14 Sports nutrition brand Dec 16 113.36% 11.0 23.8 Its ecommerce platform is translated into 13 languages and it plans to launch a US website later this year 22 Consumer products retailer Mar 16 99.58% 2.3 5.2 Launches 13 new products a week, sold online through Germany’s Hitmeister and New Zealand's Trade Me 26 Cosmetics supplement developer Jul 16 93.60% 2.5 Is launching a Spanish website, adding to sites in 15 countries, selling brands such as Gold Collagen

6.3

38 Hangers and accessories retailer Jun 16 62.03% 1.9 7.2 Sells 600 hangers an hour on international ecommerce sites such as Mercado Libre in South America 40 Sports nutrition developer Dec 15 61.49% 4.4 Says its website has received visitors from every country in the world in the past 12 months

8.6

41 Online activewear retailer Jul 16 61.04% 7.5 £50 is spent on its website every minute by international customers in more than 150 countries

12.8

43 Online sports goods retailer Sep 16 59.88% 6.9 Its targeted, data-driven marketing means repeat customers now account for 40% of online sales

11.9

Simplicity is the key to Britain’s booming ecommerce stars For online retailers, doing the simple things well has given a huge boost to exports, writes Ian Wilson of DHL Express

I

f the volume of goods going through our business is any guide, there’s no doubt British exporters are succeeding. Despite turbulent economic times, our customers are expanding internationally, and we’re busy investing to keep up with demand. In the second half of last year, following the Brexit vote and the fall in the value of the pound, we noted an additional surge in orders for exporters across many sectors. We saw growing demand for our customers’ goods from the US, Germany, Australia, France and Ireland, as well as from buoyant, relatively untapped markets such as South Korea. Online retailers were among those to benefit. We handled a 30% increase in shipments for

UK-based online retailers last year, outgrowing our other lines of business. Overall, £133bn was spent with them last year, up 16%, according to research by industry group IMRG and consultants Capgemini, and the report predicts further double-digit growth this year. So do we. UK ecommerce is wellplaced, with a mature domestic market and demanding customer base. Our language, high-speed connectivity and the global appetite for “Brand Britain” all strengthen our hand. We are seeing online retailers launch in overseas markets in a matter of weeks. This year’s league table highlights the successes. There are 16 online retailers and the 10 with the fastest-growing overseas sales appear in the

table above. They don’t all simply sell online — some invest in their online stores after first establishing a physical footprint through wholesale, shops and concessions. Aspiring retailers could take a look at their websites to see what is helping them attract, convert and retain customers. From our experience of helping customers increase online sales, I thought it helpful to share these five tips: clear on your homepage 1 Be that you ship internationally and add an express option for deliveries. When consumers choose the express option, our customers see on average a 70% uplift in the basket value of the goods they buy — to create value for money, customers will add

ANDREW FOX

additional products to one order. We also see a 20% increase in repeat custom when our clients include this option. Sportswear brand Gymshark (No 41) shows international shipping on its homepage, via different countries’ flags that lead to their international online store. It also offers clear delivery options for different locations and shows pricing for both the standard and express options.

4 Localise because

your research on the 2 Do popular payment platforms in your different target markets and make sure you accept them. For example, in China, the instant messaging app WeChat has a mobile payment service that has more than 300m customer bank cards registered. Bulk Powders (No 14) offers a range of payment options to suit international shoppers including PayPal, pay after delivery, bank transfer, Mastercard, Visa and Maestro. clear on your returns 3 Be policy. It does not need to be free but it should be clear

reassures its customers by guaranteeing that if they try a product and don’t like it they will get their money back if it’s returned within 30 days.

Ben Francis of Gymshark (No 41), which has expanded overseas and simple. This encourages customers to buy more, as they value the ability to return unwanted goods, though in reality only a fraction actually do. An express option will also help to speed up the returns

process, allowing customers to get their money back quicker and leading to increased trust and loyalty. Minerva Research Labs (No 26), purveyor of supplements such as Gold Collagen,

your website, language and colour are important, but do not sacrifice the brand values that underpin why the consumer has come to you in the first place. Brand Britain is a strong selling point in many markets, and shoppers will respond positively to authentic imagery and narratives. RHA’s (No 10) website allows you to click through to a selection of international web page versions. When you do so, you’ll be greeted in your selected language and currency, though the strong RHA brand remains the same throughout.

customers also see an 5 Our uplift in sales if they make clear to their customers that local duties or sales taxes are included in the price quoted. We find that not doing so creates uncertainty and can put some people off ordering.

Duties can change, sometimes overnight, so it is a challenge, but one that is worth meeting. We do more than simply deliver goods for our customers — we can share what works well, support them in identifying new opportunities and assist with navigating customs. Operating in more than 220 countries and territories around the world gives us a unique understanding of different markets and how to trade with them. While online retail is a highgrowth area, what strikes me when reviewing the SME Export Track 100 list is the sheer variety of companies that are succeeding overseas. From engineering to media and electronics, all are helping drive our economy. To make it into the league table is an exceptional achievement for any UK SME, and we hope these firms continue to see phenomenal success and find themselves on the larger export league table International Track 200 in years to come. Ian Wilson is chief executive of DHL Express UK & Ireland

26.02.17 / 5 51 RED PADDLE CO Watersports equipment designer

55 CONDECO SOFTWARE

55.89%

Workplace management software

Former international dinghy racer Roger Tushingham, 62, started his business making windsurfing sails in 1977. In 2009, joined by former UK windsurfing champion John Hibbard, 39, he expanded into paddleboarding, and the Devon company now sells inflatables, boards and accessories. The products are made in China and sold in more than 60 countries. Red Paddle raised £4m from Mobeus Equity Partners in 2015 to push international sales, and expansion into the US, Canada and Australia lifted exports to £5.7m last year.

56 ANGST PRODUCTIONS Film and TV producer

52 CRAFTER’S COMPANION Craft products retailer

Translation services provider

57 MINI-CAM

Pipeline inspection system manufacturer

Pensions communications consultancy

53.43%

This Warrington firm’s specialist cameras help municipal authorities and utility firms in 40 countries find and maintain blocked or damaged pipes. China is a growing market and the company’s latest design — a self-propelling camera — has been popular in the US, helping exports rise to £3.4m in 2016. Mini-Cam has recently appointed a distributor for Central and South America. Founder Nigel Wilson, 46, sold a 42% stake to LDC for an undisclosed sum in 2015.

54.89%

With offices in Singapore, Germany and the US, this London firm’s network of more than 6,000 translators helps brands such as Skyscanner and Karen Millen conduct market research and grow overseas. Managing director Ben Taylor, 36, and his wife Iwona Stepien, 43, invested £3,000 to start the business in 2003. Overseas sales hit £1.9m last year. Demand is high for Arabic translations and it plans to open a base in Dubai.

54 AHC

53.47%

TV comedy show Mock the Week has become a household name thanks to this London firm, which was founded by writer and producer Dan Patterson, 56, in 2004. It has seen success stateside with Trust Us With Your Life, an improvised comedy show with guest celebrities that have included Jerry Springer and David Hasselhoff. A recommissioning of the US version of Whose Line is it Anyway? by The CW television network lifted overseas sales to £10.1m in 2015.

55.02%

Selling crafting essentials, from glitter glue to sewing kits, Sara Davies, 32, set up this business in 2005 while still at university. Launched with one self-designed product, the Co Durham firm now sells more than 4,000 products through its website, retailers and on TV shopping channels, and last year opened its first dedicated UK stores, in its home county and Chesterfield. It has a base in California and TV appearances on the US Home Shopping Network helped international sales double to £6m last year.

53 LANGUAGE CONNECT

53.58%

Multinationals such as Diageo, Pepsi and Sky use this London firm’s software to manage meeting rooms and reserve hot desks, which staff can book from their phones and computers. Started by chief executive Paul Statham, 50, in 2000, Condeco has 11 offices in 10 countries, helping international sales rise to £10.4m in 2016. Last June, it secured $30m from Highland Capital Partners and bought New York-based workflow software specialist MyVRM.

58 CLYDE SPACE Satellite manufacturer

52.85%

Glasgow-based Clyde Space designs and makes miniature satellites, including a range of nanosatellites known as CubeSats. Its customers include the European Space Agency and Outernet, a US broadcast data company that plans to provide free internet globally via hundreds of nanosatellites. Exports grew to £4m last year. It completed a large order for a Mexican client and hopes this will lead to more business from Central and South American clients. Chief executive Craig Clark, 43, started the firm in 2005, and it is chaired by Will Whitehorn, 57, who helped set up Virgin Galactic.

54.21%

Demystifying pensions using online games and animations is the aim of this Wakefield firm. Its bright graphics and interactive videos have helped policyholders at clients such as American life insurance company MassMutual and Australian fund Club Plus Super better understand their pensions. The company also helps clients communicate reward schemes to their staff. Chairman Tony Hodges, 68, started AHC in 1998. Offices in Minneapolis and Melbourne helped overseas sales grow to £1.6m last year.

Sector breakdown for the SME Export Track 100 Consumer goods

Engineering

23

15

Technology and software

11

Healthcare

8

60 SIDERISE

Building insulation developer

61 TOMORROW

Designer brands wholesaler

62 THE APPOINTMENT GROUP

9

Automotive and transport

7

51.60%

Rock stars and opera singers, sports teams and comedians all use this London firm to handle their travel while on tour. The business — started in 1988 by John Gianquitto, 58, and Maurice Veronique, 56 — has offices in the US, Australia and Singapore, and at the end of last year bought Sydney-based Axis Events. The new office will form the base for further expansion in southeast Asia. International sales — which represent commission on bookings — rose to £6.5m in 2015.

63 ELSTEAD LIGHTING

64 SBD

Automotive technology specialist

51.05%

Building related

3

Other

2

46.02%

AGR’s machinery automates manufacturing processes for multinational clients in the medical devices and pharmaceutical markets, helping them to reduce overheads and increase production speeds. Founded in 2000 by Derek Gaston, 54, the Arbroath firm opened a second site in Ballymena in 2014 to target the large medical device market in the Republic of Ireland, a move that helped boost overseas sales to £14.8m in 2015.

45.44%

This Aberdeen firm designs and manufactures undersea cables and connectors for use in the defence, oil and gas and renewable sectors. Strong growth in its Singapore-headquartered Asian division helped overseas sales reach £4.2m in 2016, with future growth in the region focused on South Korea, Vietnam and China. Last year, managing director Doug Whyte, 62, announced the opening of a new office in Florida, with plans to build a manufacturing facility to service the growing US market.

67 LA MICRO UK

45.09%

This IT provider supplies and maintains new and refurbished servers, laptops, workstations and parts for 5,000 business and public sector clients worldwide. It also has a telecoms arm, selling hosted phone systems from partners including Cisco and Polycom. Founded in 2004 by managing director Dave Bell, 52, the Windsor business generated £9.6m in exports last year, driven by strong growth in the US. Other key markets include Europe and China.

68 BALDWIN & FRANCIS

44.60%

Founded in 1919 and briefly part of Rolls-Royce, this company originally made electric switchgears for coal mines. As the coal industry declined, the Sheffield firm diversified, and it now makes switchgears for the oil and gas industry, industrial processes and rail customers. Recent projects include designing a ring main to control unmanned wellheads for the Abu Dhabi National Oil Company and developing technology for offshore oil platforms in Indonesia. Strong demand in the Middle East helped exports to £9.6m last year. Stephen Clarke, 55, is managing director.

69 GLOBAL INFUSION Global events caterer

44.10%

Foodies feasted on this company’s bespoke canapes when it helped launch the Michelin Guide for Shanghai in the Chinese city last year. Its chefs have catered for touring pop stars such as Justin Bieber, Lady Gaga and Coldplay, as well as at a host of international sports events, including the Rio Olympics. Thanks to offices in California, Shanghai and Dubai, overseas sales rose to £8.6m in 2015. Managing director Tony Laurenson, 58, founded the Buckinghamshire firm in 1984.

70 PHOENIX BUSINESS SOLUTIONS Software consultancy

51.38%

Started in 1997 by three former Nissan executives, this Milton Keynes firm consults on automotive cyber-security, vehicle connectivity and self-drive technology, for car makers in Japan, India, North America and Europe. It also provides R&D and information services to clients such as Audi, Hyundai and Mitsubishi. Under co-founder and chief executive David Bell, 54, exports rose to £5.2m in 2016. Last November, Albion Ventures invested £1.5m to fund growth in China.

Hi-tech machinery developer

Undersea engineering services

Switchgear manufacturer 51.82%

This London firm gives new fashion brands access to buyers by putting on sample displays at its showrooms in Milan, Paris, New York and London. During each city’s fashion week, buyers from department stores, boutiques and ecommerce sites come to buy from new talent. In 2015, chief executive Stefano Martinetto, 43, led a management buyout, backed by Three Hills Capital Partners, and last September, Diesel founder Renzo Rosso acquired a stake. Overseas sales grew to £15m in 2015, boosted by interest from retailers in Europe and Asia.

Travel and events agency

66 HYDRO GROUP

IT reseller 51.82%

Abu Dhabi’s airport tower and more than 40 high-rise buildings in Riyadh’s new financial district are protected from fires by Siderise’s materials, which are made at its base in South Wales. It also has a factory in Ipswich, which exports soundproofing insulation. A construction boom and a tightening of building regulations in the Middle East helped exports to £1.8m in 2015. Chief executive Tony James, 57, is sizing up future markets in India, Singapore and Malaysia.

65 AGR AUTOMATION Business services

52.54%

More sophisticated and targeted cyber-attacks, coupled with increasingly stringent customer data protection regulations, helped this specialist software developer to overseas sales of £3.5m last year. It has a team of globetrotting cyber-crime consultants, and its malware scanners, website security and payment protection software is popular with multinational clients in Finland and the US. Led by chief executive Andrew Henwood, 41, the Wiltshire firm has boosted its international reach by opening offices in the US, Germany, South Africa and Uruguay.

From chandeliers to outdoor lanterns, this business sells 2,000 decorative lighting products to homeowners and hotel and restaurant operators in 60 countries. Tracing its origins back to a 17th-century ironwork forge, Elstead now has 23,000 square metres of manufacturing and logistics facilities across two sites in Hampshire and Poland. It also imports from several US partners, adapting the products for sale in the UK and Europe. Managing director Jonathan Lucas, 54, saw exports grow to £3.9m in 2016, helped by strong sales in Poland.

13

9

Data security software developer

Lighting manufacturer and distributor

Media, entertainment and marketing

Food and drink

59 FOREGENIX

43.84%

Founded in 2003 to sell document and email management software to law firms, Phoenix has since developed its own products, and now provides software consultancy and support to more than 300 professional services firms. It has offices in Sydney, Abu Dhabi, Chicago and New York. Last year it opened one in Frankfurt, its first in mainland Europe, helping overseas sales grow to £5.6m in 2015. Jason Petrucci, 43, was appointed chief executive in January.

71 TALLEY

Medical device manufacturer

43.49%

This firm’s medical devices are designed and made in its Hampshire factory, and include pressure-relieving mattresses and devices to prevent deep-vein thrombosis. Clients include hospitals, clinics and care homes. Founded in 1953 by Henry Talley, the business is now led by his grandsons, Chris and John Evans, 54 and 50. Exports hit £11.1m in 2015, boosted by a contract with a US distributor. In the longer term, Talley is looking to expand into China, Korea and southeast Asia.

72 LEEC

Mortuary equipment manufacturer

43.27%

Leec’s equipment is used at both ends of life: it provides carbon dioxide incubators for IVF and stem cell research, and also makes mortuary equipment, such as refrigerated body storage and tables for post-mortem investigations. Customers include hospitals, university anatomy schools, funeral directors and crematoriums. Managing director Paul Venners, 67, led a management buyout in 2010 and has since expanded the Nottingham business internationally. Strong demand in countries such as Russia, Ghana and Germany helped overseas sales reach £2.5m in 2016.

Glasgow-based Clyde Space (No 58) makes nanosatellites for the likes of the European Space Agency and is expanding to South America. Exports grew to £4m last year

73 ASE GLOBAL Car dealership consultancy

43.26%

More than 17,000 car dealers use this company’s software to help track performance and improve sales. It also provides dealership audits for the likes of Shell, Mazda and Toyota. Chief executive Rob Jones, 40, led the acquisition of Austrian software business Edentity in 2015, helping exports reach £12.1m that year. The company has offices in mainland Europe as well as in China, India, Russia and the US, and partners with representatives in an additional 11 countries.

74 HIGHLANDER OUTDOOR Outdoor equipment supplier

42.80%

When the United Nations was looking for a supplier of disaster relief and shelter equipment, it turned to Livingston-based Highlander Outdoor. Its range of more than 2,500 outdoor products is sold through independent retailers and chain stores across Europe. The company was set up in 1985 by chairman Bahram Golzari, 60, who took his passion for mountain climbing into product development, and it is now run by his son, managing director Ramin Golzari, 31. Export sales hit £2.5m in 2016, boosted by demand from Germany and Holland, its largest overseas markets.

75 XIROS

Medical device manufacturer

41.66%

Innovative medical textiles, implants and artificial ligaments are made by Xiros for medical companies around the world. One of its bestsellers is a textile-based product that helps repair and regenerate severely damaged shoulder ligaments. Chairman Bahaa Seedhom, 75, started the company in 1984 and has since built its distributor network to cover six continents, helping exports grow to £10.4m in 2016. Later this year, it will move all manufacturing into its newly expanded Leeds headquarters.

76 GLASSWORKS Visual effects agency

40.86%

Brands such as Ikea, Klarna and Huawei use this London post-production studio to provide special effects and animations for TV and digital adverts. Its diverse work includes adding the finishing touches to music videos for various bands — such as the French electronic outfits the Shoes and Justice — and developing a medical simulation tool to help train surgeons for theatre. Offices in Amsterdam and Barcelona helped overseas sales hit £6m in 2015. Glassworks was founded in 1994 by chief executive Hector Macleod, 52.

6 / SME EXPORT TRACK 100 77 MCGAVIGAN

Decorative plastics manufacturer

software, which helps companies, from large multinationals to small businesses, to manage their legal disclaimers and email signatures, as well as protect their corporate branding. Founders Andrew Millington, 53, Christopher Crawshay, 54, and Gary Levell, 52, secured a £23m investment from private equity firm Livingbridge last December, following a year that saw offices in the US, Australia, Germany and the Netherlands generate sales of £5.4m.

40.45%

Started as a screen-printing business in 1861, this Glasgow firm now makes decorative and technical plastic parts for cars. It has a factory in China, which, along with the opening of an office in Japan, lifted sales in the Far East and helped exports grow to £18.8m in 2015. The company also has a strong client base in Germany, Japan and Mexico. Steve Mathers, 54, and David Taylor, 53, bought McGavigan in 2009 and sold a 39% stake to Maven Capital Partners in 2011 for an undisclosed sum.

78 M SQUARED LASERS

96 CHARLIE BEARS Teddy bear wholesaler

29.41%

Exports grew to £6.5m last year at this Glasgow firm, which designs and makes lasers for some of the world’s leading research institutions. Applications include monitoring of CO2 and other pollutants, as well as medical diagnostics. Last June it secured a second round of investment from BGF to fund international expansion. The company already has offices in China, Japan and the US. Serial entrepreneurs Graeme Malcolm, 48, and Gareth Maker, 52, started the business in 2006.

Husband-and-wife team — and toy bear enthusiasts — William and Charlie Morris, 42 and 45, launched their first collection of 12 handmade toy bears in 2006. The Plymouth business now produces more than half a million bears each year, selling online, and through 500 retailers in 37 countries. To ensure they remain collectable, no more than 3,000 of each character are created. Growth in Australia — the largest market outside the UK — helped lift exports to £1.8m in 2015. It is targeting further growth in Japan and the US.

79 MEC COM

97 PREQIN

Laser designer and manufacturer

Contract engineering manufacturer

39.28%

39.01%

Data services provider

Mec Com makes components for the power, food processing, rail, medical and renewable energy sectors for clients including Alstom and DEK. In 2015, the Stafford-based company signed a five-year, £2.7m contract with Siemens, making Germany its biggest market. International sales now account for more than half of total turnover, reaching £6.7m in 2015. Managing director Richard Bunce, 50, credits growth to investment in machinery and its global reach, which includes a sister plant in Romania and manufacturing agreements in China.

80 A-SAFE

Safety barrier manufacturer

The Middle East is the fastest-growing market for children’s products maker Kit For Kids (No 91) and it has high hopes for its expansion into India. Exports hit £2.3m last year

This Halifax firm’s modular safety barriers are supplied to clients such as Coca-Cola, Heineken and Volkswagen and used at airports, car parks and factories. It works with resellers in 19 countries and has its own offices in ten, including its latest in Australia, which opened last year, and in the US where it relocated to a new facility near Washington DC, adding four times the space of its previous site. Brothers and joint managing directors Luke and James Smith, 37 and 39, oversaw exports of £12.5m in 2015.

81 THE KNOWLEDGE ACADEMY Training provider

38.74%

This Bracknell firm has trained more than 100,000 people since it was started by husband-and-wife team Dilshad and Barinder Hothi, 40 and 39, in 2009. It now offers more than 30,000 courses, ranging from fire safety training to finance and project management, to learners as far afield as Malaysia and Argentina. A global branding campaign and a client list that includes Rolls-Royce, Disney and PwC helped it boost exports to £7.4m last year.

82 EUROPEAN BRAKING SYSTEMS Vehicle brakes wholesaler

98 MERLIN CYCLES Online bike retailer

38.75%

38.66%

With a subsidiary in China and customers in Russia, the Middle East and Africa, this Manchester wholesaler has carved out a niche in air braking systems for lorries. Through its purchase of Assured Performance out of administration in 2015, it also acquired a turbocharger supplier based in Ireland. Exports account for more than half of turnover, and hit £9.4m last year, with Australia and New Zealand targeted for future growth. Managing director Mark Luby, 50, started the firm in 2000.

29.27%

Led by chief executive Mark O’Hare, 58, and operating from offices in London, New York, Singapore, San Francisco, Hong Kong and Manila, Preqin supplies intelligence on the global alternative assets industry, such as private equity, infrastructure and hedge funds. Its data is used by 40,000 institutional investors, money managers and advisors worldwide and investor interest in the asset class saw overseas sales grow to £17.8m in 2015. Last November, the company took an undisclosed controlling stake in UK software provider Baxon Solutions.

83 BUTTERFLY TWISTS Footwear designer

38.43%

Brothers Emmanuel, 34, and Frank Eribo, 32, together with friends Mark Quaradeghini, 34, and Philippe Homsy, 33, started making comfortable, foldable shoes in 2009, after one of them lost a bet and had to attend a fancy dress party in 6-inch heels. Butterfly Twists’ pumps, trainers, wellies and sandals are now sold in 60 countries, including Japan and the US, and exports grew to £4.9m last year.

Germany and the US. It was formed in 2010 when scientists Craig Goodfellow, 53, and Diane Lance, 57, acquired a refinery on the Thames estuary in Essex from British Petroleum. With additional operations in Germany, it secured undisclosed investment from Lyceum Capital in 2015 to expand in the US and Asia. Under chief executive Nick Pye, 42, exports hit an annualised £7.4m in 2016.

supply the power industry. Andusia now ships 300,000 tons of waste a year to energy-from-waste sites in the Netherlands, Germany and Norway. Higher UK landfill taxes have made it more economical for companies to export waste rather than bury it, helping Andusia increase overseas sales to £17.4m last year.

and rugby World Cup 2015. The London agency has offices in Dubai and Rio, and designs, builds and manages exhibitions for companies such as Emirates. As part of the airline’s sponsorship of the Thames cable car in Greenwich, Pulse created the Emirates Aviation Experience. Executive chairman Gerald Ellender, 73, saw overseas sales double to £10.4m in 2015.

87 KENT BRUSHES

90 SÉRAPHINE Maternity clothing retailer

93 SYGNATURE DISCOVERY

Brush manufacturer

35.93%

33.90%

New drug researcher

32.30%

From gala dinners to live events and roadshows, TBA helps global brands such as P&G, Jaguar Land Rover and Diageo reach their target audiences. Founded in London in 1983 by Tony Ball, 82 — the man behind the launch of the original Mini motor car — the London agency is now led by chairman Guy Horner, 41. Winning accounts with Citi and Ketel One helped overseas sales hit £4.2m in 2015.

The British heritage of its handmade toothbrushes, hairbrushes, combs and clothes brushes has made this company a fashionable brand in countries such as India and Taiwan. The Hemel Hempstead manufacturer was founded in 1777, and bought by the Cosby family in 1932. Under chairman Alan Cosby, 68, exports rose to £2.4m in 2015, a third of which was generated in the US. The growth was helped by new products and marketing campaigns.

Séraphine’s maternity wear proved popular with the Duchess of Cambridge, helping boost sales among pregnant celebrities including Anne Hathaway, Marion Cotillard and Dannii Minogue. Founded in 2002 by Cecile Renaud, 43, exports grew to £9.2m in 2016, driven by its stores in New York and an upgrade to its web platform, which boosted sales to online shoppers in Europe and North America. Last year the London firm opened its first store in Dubai, and it plans a further 10 in the US.

This Nottingham-based company works with research organisations to develop drugs for illnesses such as cancer, respiratory disease and Alzheimer’s, and in October last year announced a collaboration with Malaysian company, Viramatix, to develop anti-influenza medicine. Simon Hirst, 52, started Sygnature in 2004. Customers in America, Germany, Denmark and Australia lifted overseas sales to £5.8m in 2016, when it also took a stake in Cheshire-based Peak Proteins.

85 PROCESS CONTROL EQUIPMENT

88 THE BRECKS COMPANY

91 KIT FOR KIDS

94 NDEMIC CREATIONS

When the Saudi Arabian multibilliondollar Sadara chemical plant — the world’s largest chemical complex to be built in one phase — starts production later this year, it will partially be thanks to the valves, pipes and fittings supplied by this Stockton-on-Tees distributor. This contract helped international sales hit £5.9m last year, under managing director Richard Jackson, 42. Additional operations supply clients across the petrochemical, oil and gas, power and pharmaceutical industries.

Brecks supplies retailers, food and confectionary companies in the US, Europe and Asia with cereal products, from muesli to cornflakes. It also makes ingredients for meat-free burgers, hot dogs and sports snacks by using special processing methods that increase cereal protein content. The company was founded in 1992 and now operates factories in North Yorkshire and Norfolk. Its overseas sales grew to £4.8m in 2016.

84 TBA

Creative agency

Specialist valves supplier

37.67%

37.08%

86 CORYTON ADVANCED FUELS Specialist fuel manufacturer

36.92%

This firm provides specialist fuels for automotive, motorsport and aviation clients in 26 countries, including

Cereal manufacturer

89 ANDUSIA Waste exporter

35.82%

35.09%

Industry veterans Steve Burton, 48, and Stewart Brackenbury, 58, set up this Hertford recycler in 2012 after spotting a gap in the market for exporting household and commercial waste to

Children’s products manufacturer

33.87%

Alphabet cushions in Arabic have helped the Middle East become this Kent-based firm’s fastest-growing overseas market. Chief executive Jan van der Velde, 53, set up Kit for Kids in 1993, and has now expanded its range to include mattresses and changing mats, as well as classroom furniture. With an office in Dubai, a factory in Romania, and distribution centres in the UK, US and the Middle East, exports hit £2.3m in 2016. The company plans to expand into India.

92 PULSE Creative agency

33.39%

This live events business works with brands to maximise their exposure at global sporting events, including the Rio 2016 Olympics, tennis ATP World Tour

Computer games developer

31.60%

Founder James Vaughan, 30, launched his mobile simulation and strategy game Plague Inc in 2012 as a hobby while working as a strategy consultant. The game, in which players unleash and control a deadly pathogen in an attempt to wipe out humanity, has now been played by more than 85m people and is regularly among the top ten most popular paid iPhone apps worldwide. The Bristol company released a Plague Inc board game following a crowdfunding campaign last year, when overseas sales grew to reach £7.9m.

95 EXCLAIMER

Auto-signature software developer

31.42%

Over 50m users in more than 150 countries use this firm’s auto-signature

27.72%

Started as a mail order business in a Lancashire bedroom, Merlin now ships road and mountain bikes to cycling enthusiasts in more than 50 countries. The online business sells its own range of handmade cycles, and stocks an extensive selection of bikes, component parts and accessories from brands including Castelli, Oakley and Ridley. The global uptake in cycling, as well as an increase in orders from US customers, rode international sales to a record £8.2m in 2015. The company is led by founder John Moss, 49.

99 STIRLING DYNAMICS Aerospace engineer

27.55%

From military jet simulators to autopilots for submarines, this engineering company provides technology and training for the aerospace and marine sectors. It has also designed and built the latest generation of flight training simulators. Founded in Bristol 30 years ago, it has an office in Florida and also works onsite for its clients, including Airbus, Lockheed Martin and Mitsubishi, in countries such as Japan, the US and China. Chief executive Mark Cook, 55, saw exports reach £5.4m in 2016.

100 MEDTRADE Medical device developer

27.52%

Medtrade’s innovative materials, such as spray-on plasters, gelling fibre dressings and gauzes, are sold to medical and pharmaceutical companies, and are used by the US military and security agencies. More than twothirds of its sales are to North America, and chief executive Craig Hardy, 53, oversaw exports of £18m last year. The Crewe firm is driving future growth through investment in research and development — it is currently trialling a product that treats wounds and is gradually absorbed into the body.