Export
Issue No. 11 - June/July 2003
Tradecraft
Minister's Stock in Trade
The Gulfood exhibition is growing rapidly and Mr McEwen was keen to lead the delegation of local producers whose lines are “identified as having the greatest potential in the Middle East market.
The participants were all first-time exhibitors in the Gulf and most have never visited the Middle East.
“The Department for Business, Manufacturing and Trade and South Australia’s Dubai Office are providing support services to the companies including the arrangement of one-on-one business matching appointments and site visits,” Mr McEwen says.
He wants to develop long-term business opportunities from the investment in overseas trips, not opportunistic sales. Businesses have to prepare themselves well and have the capability to fulfil orders, particularly the logistics of getting their product to the target market, essentials Mr McEwen understands well from one of his former careers in the cut flower export business. He is well aware of the need for continuity of supply, “making sure there is a market for the goods” and the essential requirement of intermodal access for them.
“There has to be a legal framework and a financial framework—the deal’s not done until your money is in the bank,” he says.
“We have to look at market awareness. Trade missions and industry awareness trips are valuable tools,” Mr McEwen says. “You have to be prepared to do business out of a suitcase.”
His goal is to develop a robust export reputation for SA and to focus on getting companies export-ready—which means working with SMEs.
He considers the Dubai expedition a case of “learning my craft” which was greatly facilitated by hardworking staff—fluent speakers of arabic—in the local SA Government trade office. Austrade was also helpful in building the South Australian brand profile.
Success in the food services arena is extraordinarily dependent on logistics,
Mr McEwen is convinced that sharing export an...
