Solids Handling Sector

1

• Solids Handling Sector
• Update Jan 2008

Steve Clewley ISHAB Chairman
2

• Background

• Presentation to UKTI by SHAPA and MHEA in 2004
• International Solids Handling Advisory Board
  (ISHAB) established with 50/50 participation by
  MHEA and SHAPA in August 2004
• Roadmap Survey of sector completed in 2005
• Solids and Materials Handling capability
  brochure published by UKTI in July 2006
• Export Seminar held in Wakefield in Sept 2006
• Inward Mission in 2007 failed to attract
  delegates from the major European Contractors
  primarily because of time restraints
• ISHAB Review Meeting with UKTI in Glasgow on 20th
  Dec 2007

3
ISHAB Sector Overview

• Covers wide range of end user industries
• Knowledge differentiated products and services
• UK has comprehensive supply and design capability
• High commitment to R D
• Very limited sales and marketing resources
• Difficult market conditions in UK for many SMEs
• Keen interest in export development from all
  surveyed
• Good recognition of need to retain core expertise
  in UK
• Major relocation of major contractors from UK
  through mergers and takeovers over past decade
• Significant revenue from spares, service, and
  upgrades
• Significant potential in developing countries

4
ISHAB Sector Overview

• MHEA/SHAPA combined figures
• Total Turnover 800m
• Total employees 7,000
• Companies 130
• Estimated sector figures
• Total Turnover 3 b
• Total employees 30,000
• Companies 500

5

• What next?

• How do we use available resources to maximum
  advantage as the next step in developing
  international trade capability for the solids
  handling sector?
• How do we gain maximum exposure of the UK
  sectors capabilities at a major sector event?
• How do we ensure that the proposal is successful?
• How do we continue to secure UKTI funding and
  support?

6

• ISHAB Proposal 2008

• BulkEurope Prague 2008
• Major solids handling conference with associated
  small exhibition held at Hotel Diplomat on
  11/12th September
• First event in 2006 attracted 136 international
  delegates
• Anticipated 200 delegates in 2008
• Will attract end users, contractors, equipment
  suppliers, consultants, designers and research
  organisations

7

• Background to ISHAB Proposal 2008

• BulkEurope - Barcelona - 2006
• Breakdown of 136 delegates by country
• Australia 5
• Austria 5
• Brazil 7
• Denmark 8
• Germany 30
• India 7
• Italy 5
• Netherlands 8
• Norway 4
• Poland 4
• Spain 8
• UK 12
• USA 3

8

• ISHAB Proposal Prague 2008

• Two part programme comprising
• Visits and meetings in Prague and the surrounding
  region on 9th/10th Sept to make best use of
  available time whilst in Prague
• Attendance at Bulk Europe 2008 conference on
  11th/12th September to provide good networking
  opportunities with solids handling sector end
  users, contractors, designers, consultants, and
  research organisations from a wide range of
  developing countries

9

• ISHAB Proposal Prague 2008

• First Stage Local events 9/10th September
• Preconference visits/meetings 9/10th September
  tailored to individual needs and linked to use of
  the UKTI Overseas Market Introduction Service
  (OMIS)
• Reception at the British Ambassadors Residence
• Focus on local cement activities as one option
  with relevent visits and meetings arranged via
  ISHAB Chairman contacts
• Other sector appointments and visits fixed by the
  local Embassy staff linked following the use of
  OMIS

10

• ISHAB Proposal Prague 2008

• Second Stage BulkEurope Conference
• Conference dinner sponsored by UKTI/ISHAB with
  keynote speech by ISHAB Chairman
• UK stand at conference to provide networking and
  meeting venue during breaks from proceedings
• UK industry guide for use at the event
• Conference speakers from UK companies
• UK companies to take stands
• Mentoring of less experienced SMEs by more
  experienced UK companies in sector to assist with
  networking and securing contacts

11

• ISHAB Proposal Prague 2008

• UKTI Support Both stages
• UK Solids Handling Industry Guide listing
  companies and products
• UK solids handling sector promotional material
• Promotion of the event via British Embassy and
  Consulate staff
• Promotion of the event via the UKTI website
• Possible assistance for qualifying SMEs in
  attending the event as part of Passport to
  Export activity via local Business Link contacts

12

• ISHAB Proposal Prague 2008

• Targets for UKTI support package
• 30 attendees at the event
• 10 speakers at the BulkEurope conference
• 6 to 12 new contacts made per attendee
• 70 attendees confirm significant contribution to
  international trade development gained from
  attendance
• Commitment to OMIS service by most attendees

13

• ISHAB Proposal Prague 2008

• Benefits for UK suppliers from attendance
• Opportunity to consider market opportunities in
  Czech Republic and surrounding regions and to
  make contacts through prearranged meetings
• Opportunity to make contact with potential
  clients from across the globe in attending the
  BulkEurope conference with full support from
  UKTI/ISHAB
• Cost and time effective package to further
  develop international trade

14

• ISHAB Proposal Prague 2008

• Action Required Today
• Register expressions of interest in the proposed
  programme via the available flyer to receive the
  fully detailed programme and booking form when
  available
• Reserve week commencing 8th September 2008 in
  your diary

15

• UK Solids Handling Sector
• International Trade Development

To be continued .