Here’s a checklist of inspiration for aspiring exporters. Our collection of 50 favourite export case studies shows that there is no magic ingredient to making it to the world stage, but it certainly helps to get the basics right.
Garry France on Callidan Instruments
Exporting since: 2004
Key markets: China, Korea, US, Brazil, Chile, Indonesia, India, Canada.
Callidan Instruments’ signature analyser, Moistscan, is a solution not a product. “We have recently adopted a philosophy of solving our clients’ problems rather than selling technology,” says Garry France, founder of the company. “This has worked very well.”
Moistscan is a microwave moisture analyser that helps to monitor with a variety of applications in handling and efficiency across fields such as manufacturing, mining and chemical processing. It provides real-time reports on moisture levels so that companies can monitor and control everything from material handling to equipment performance and product quality.
Each region of the world needs different methods for exports to take off, acknowledges France. Following some distribution errors in different markets, he nominates “perseverance” as the key success factor in the company’s overseas performance, which makes up 65 percent of sales.