Primed for Success Volume 3

For start-ups, Glyn sees access to capital as a major challenge citing that financial support not only helps to market the product, but also with infrastructural upgrades. “Other challenges that a start-up faces can include anything from a failed relationship, to a failed business plan. But it’s important to keep trying until you succeed, nothing worth having comes without hard work.” Glyn believes that much of his success comes from a perfect combination of hard work and leveraging the right relationships. One of those is with the Caribbean Export Development Agency. In 2013, his company was one of 11 firms selected to showcase as a part of the Caribbean Kitchen pavilion during the ANUGA Food Show. ANUGA is the world’s leading food fair for retail trade and the food service and catering market, impressively attracting over 150 thousand trade visitors from 185 countries. “The event was very well organised and gave us an opportunity to make significant business contacts. I also enjoyed learning from the experience of other regional agro-processors as they shared their challenges and benefits when it came to working in the CARICOM environment.” Participation in ANUGA led to five orders for 10 Saints from Germany, Italy, Spain, Russia and Brazil, with the possibility of additional contracts being negotiated. “The relationships established at ANUGA have been the most valuable part of the experience because of the contacts made, advice received, and the new doors that are constantly opening.” In 2014, Caribbean Export also showcased the micro- brewery in a mini-film series entitled ‘Exporting Success’. “I am no Brad Pitt, but the visibility that this video has given us is incredible. In fact, we send it overseas in response to enquiries from potential customers. This is something that we would not have been able to do on our own and I very grateful to Caribbean Export for providing us with this and other tools to help our business grow.” On the export side, Glyn believes the biggest challenges firms face is actually breaking into the markets and meeting the cost associated with exporting samples in order to gain a share in the market. “Sending a half dozen beers to a client could range between US$500-$1000. Many customers also want to meet before they consider placing an order, so even travel can be costly. This is why attending ANUGA and other trade shows is such a tremendous opportunity for businesses looking to export.”

Primed for Success / Vol. 3 / 2014-2015

www.carib-export.com

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