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 on the world stage, but it certainly helps to get the basics right.
Rod Sandison on Sentinel
Exporting since: 2000
Key markets: Tanzania, Senegal, Zambia, Mali, the Philippines, Indonesia, Laos, PNG.
Sentinel specialises in environmental monitoring around mine sites, and while a previous business connection kick-started the company’s first export deal, Sentinel has become well-known in the international market, receiving most of its new business by word-of-mouth.
With 80 percent of the business now in overseas markets, the company prides itself on offering strong client relationships and having a tenacity to work in sometimes remote and dangerous areas. Being seen to work in such environments over a prolonged period wins Sentinel work in other locations, explains managing director, Rod Sandison. He says being open and honest when communicating with clients has paid off, and has helped to prevent issues with cash flow by ensuring payment is made prior to exporting.
