fifth year research report 2019 · 2020. 12. 5. · sme export track 200 research report 1029 2019...

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Research report 2019Britain's small and medium-sized (SME) companies with the fastest-growing international sales

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SME Export Track 100 research report 2019 i

CONTENTS

INTRODUCTION 1Top 10 SME Export Track 100 companies

EXECUTIVE SUMMARY 2International sales Key themes KEY STATISTICS 3International sales Overseas markets 4Sector breakdown 5Industry breakdown Regional breakdown 6Job creationOwnership 7Foundation dates Brexit 8

KEY THEMES & SELECTED COMPANY PROFILES 9 Female founders Ecommerce 10 Routes to market 11 Main export markets 12 Focus: Europe Focus: Emerging markets 13 Future export markets 14 Focus: Asia Focus: South America 15 Emerging brands 16 2019 SME EXPORT TRACK 100 LEAGUE TABLE 17

METHODOLOGY 21

SUPPORTERS 22 Media partner Sponsors 23

ABOUT FAST TRACK 24Compiler & publisher The authors Fast Track 25

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SME Export Track 100 research report 2019 1

Online fashion retailer Missy Empire (No 1) tops the SME Export Track 100 with an average international sales growth over the past two years of 360% pa

INTRODUCTIONThis is the 5th year of the Sunday Times WorldFirst SME Export Track 100, the league table of Britain’s private small and medium-sized (SME) companies with the fastest-growing international sales. WorldFirst is the title sponsor of the league table, and DHL Express and Heathrow are main sponsors. It is supported by the government’s Exporting is GREAT campaign.

SMEs are defined as companies with total sales of £5m to £25m in their last two years of available data; whereas our International Track 200 ranks larger exporters with total sales of more than £25m. Available data on international sales have their limitations [page 21].

Despite enduring uncertainty surrounding the prospect of the UK leaving the EU, this year’s league table findings indicate that UK companies are making remarkable headway overseas. The average international sales growth for the 100 companies was 89% a year, a new record high and comparing favourably with last year’s average growth rate of 80%.

Overseas sales of the 100 companies rose to £833m on combined total sales of £1.4bn. They now employ more than 8,900 staff, having added 3,000 jobs over the same period.

Featured companies include emerging brands such as online jewellery brand Missoma (No 2), online fashion retailer Oh Polly (No 3), popcorn manufacturer Joe & Seph’s (No 36) and coffee shop chain AMT Coffee (No 85).

1 Missy EmpireOnline fashion retailer Manchester Mar 19 360.27% *3,253 *13,864 45 Its trend-led and celebrity-inspired designs are popular

with fashionistas in the US, Europe and Australia

2 MissomaOnline jewellery brand West London Mar 19 325.99% *5,011 *11,963 43 Its designs have been worn by Australian actress

Margot Robbie and American singer Vanessa Hudgens

3 Oh PollyOnline fashion retailer Glasgow Apr 18 300.52% †*3,811 †*10,462 60 Its figure-hugging dresses and skimpy swimwear

designs are popular with American customers

4 Mous Phone case designer Central London Mar 19 275.49% *10,232 *12,188 33 Its four co-founders moved to China for five months

to design and manufacture its products

5 BizumaB2B e-commerce platform Central London Mar 19 229.46% *24,200 *24,285 48 Overseas sales account for more than 95% of total

revenues

6 Lusso StoneLuxury bathroom retailer Middlesbrough Sep 18 207.00% 1,612 7,965 11 Its baths, sinks and showers can be found in high-end

hotels as far afield as St Lucia

7 NorbevSoft drinks manufacturer Co Antrim Dec 17 195.23% 7,961 20,904 123 Manufactures products under contract for global

drinks giant Coca-Cola

8 CitNOWVideo software developer Wokingham Dec 17 194.44% *4,482 *11,611 71 Has more than 8,000 installations in franchised car

dealerships in 55 countries

9 The Marketing PracticeMarketing agency Oxfordshire Dec 17 193.12% 4,950 11,094 124 Opened a US office in Seattle to support its client

Microsoft, which is headquartered there

10 PharmaPacPharmaceutical packaging manufacturer Wirral Jun 18 192.44% 15,148 22,971 218 Has boosted its exports by diversifying into the

manufacture of e-cigarette liquids

Rank FYEHQ locationActivityCompany

Annual int'l sales growth

over 2 yrs§

Latest int'l sales

£000 Staff International comment

Top 10 companies on the league table

§ compound annual growth rate between 2015/16 and 2017/18 * supplied by company † annualised

Latest total sales

£000


SME Export Track 100 research report 2019


2

EXECUTIVE SUMMARY

Overview• The SME Export Track 100 companies increased their overseas

sales by a record average of 89% a year over two years, from a combined total of £299m to £833m

• More than three quarters of companies (85) sell to mainland Europe, making it the most popular market, followed by North America (68) and Asia (40)

• The top countries for overseas sales are the US (55 companies), Germany (35), Australia (27) and France (21)

• Manufacturing is the largest sector (50 companies), followed by services (48 companies) and retail (23)

• Consumer goods is the largest industry (26 companies), followed by technology & software (15), engineering (13) and business services (12)

Key themes

Female founders: There are 20 female founders behind the businesses on this year’s league table, a record high in the five years of SME Export Track 100 [page 9]

Ecommerce: Almost a quarter (24) of the companies sell a significant portion of their products online – a record high – using the internet to reach new customers around the world [page 10]

Routes to market: A majority (75) of the companies have used multiple routes to market to grow their exports [page 11]

Main export markets: The majority of companies (85) sell to mainland Europe, making it the most popular market, followed by North America (68) and Asia (40) [page 12]

- Europe: Despite enduring uncertainty surrounding Brexit, Europe remains a key export market for 85 companies, including 14 whose top markets are all in Europe [page 12]

- Emerging markets: At least one key market of more than two fifths (43) of the companies is an emerging or less developed economy [page 13]

Future export markets: Britain’s traditional trading partners of Europe, North America and Australia remain key export destinations for this year’s league table companies [page 14]

- Asia: Rapid economic growth in Asia means it is growing in importance for British exporters, with almost half (45) targeting expansion there [page 14]

- Focus: South America: While South America is a key current market for only 4 companies on the table, 15 are eyeing future growth on the continent [page 15]

Emerging brands: Several brands are becoming well-known, both in the UK and overseas [page 16]

89% pa

£14.4m

London (32)

25-100

£8.3m

£8.2m

Manufacturing (50)

76%

£3m

1999Entrepreneur and/or

founder (67)

Average growth over two years

Sales in 2017-19

HQ region

Typical number of staff in 2017-19

International sales in 2017-19

Sales in 2015-17

Sector

Typical increase in staff over two years

International sales in 2015-17

FoundedMajority ownership

International sales

Total sales

Company characteristics

Staff

Characteristics of a typical SME Export Track 100 company

42

26

100-180%

60-100%

<40%

40-60%

>180%

Growth in international sales

No. of companies in each range of compound annual growth rate of international sales over latest 2 years

5

11

16




KEY STATISTICS

International sales breakdown• Companies on the league table are required to have total sales

between £5m and £25m in their latest year, to have international sales of at least 20% of total sales, and to be profitable

• The top-ranked company, Missy Empire, sells trend-led women’s clothing via its international website, and has promoted its products using social media. The company grew international sales by 360% a year, from £154,000 in 2017, to £3.3m in 2019

• 27 companies had triple-digit growth in international sales, up from 24 in 2018 and a record high in the history of SME Export Track 100. They include reusable nappy supplier Bambino Mio (No 25) and luxury bathroom retailer Lusso Stone (No 6)

• International sales at the 100th ranked company, music & electronics retailer Rarewaves, grew an average of 36% a year, from £9.3m in 2016 to £17.1m in 2018

• Recruitment consultancy Cobalt Recruitment (No 88) had the highest total sales (£24.8m), whilst B2B e-commerce platform Bizuma (No 5) had the highest international sales (£24.2m). Bizuma also recorded the largest absolute increase in international sales, which grew by £22m between 2017 and 2019

• Specialist lighting manufacturer Midstream Lighting (No 18) had the lowest total sales at £5m, whilst online chemist Frontline Healthcare (No 77) had the lowest international sales at £1.6m

• Combined international sales of the 100 companies were £833m and total sales were £1.4bn

• Average operating profits were £1.7m. Of the companies that publicly disclose profits, the company with the highest profit margin is Perei Lighting (No 74), which made an operating profit of £7.1m on total sales of £15.6m in 2018 for a 45% profit margin

Companies with the largest international sales

Rank CompanyActivity FYE Int'l sales

£m

5 BizumaB2B e-commerce platform Mar 19 24.2

81 P2i Liquid repellent nano-coater Dec 17 23.1

64 Marlin Green IT recruitment consultancy May 18 21.6

75 Hanson Wade Conference provider Dec 18 21.3

52 disguise Live event technology provider Dec 18 21.2

25£15m-20m

£10m-15m

£5m-10m

£20m-25m

Latest total sales

Number of companies in each range

23

23

Reusable nappy supplier Bambino Mio (No 25) is one of 27 companies on the league table with triple-digit growth in exports – a record high

8£15m-£20m

£10m-£15m

£5m-£10m 38

£20m-25m

Latest international sales


6

15

£1m-£5m 33

29




4

Overseas markets• The majority of companies (85) sell to mainland Europe, making

it the most popular market, followed by North America (68) and Asia (40)

• Just under half of the companies (49) focus their sales on one or two continents, such as AMT Coffee (No 85), which generates all of its overseas sales in Ireland, and Livingstone Technologies (No 50), which offers software asset management services to large corporations in Europe and the US

• The main markets of 39 companies are spread across three continents, while 12 companies’ markets are spread across four or more continents. Examples include medical communications group AMICULUM (No 58), which has nine agencies spread across Europe, North America, Asia and Australasia

• At country level, the US is a key market for the most companies (55), followed by Germany (35), Australia (27) and France (21)

• Around two fifths (43) of the companies have customers in one or more emerging market, including liquid repellent nano-coater P2i (No 81), which helps mobile phone makers in Brazil, China, India and Indonesia make their devices water resistant

Main overseas markets of the SME Export Track 100 companies*

AMT Coffee (No 85) is one of 50 companies that focus their sales on one or two continents – its only overseas outlets are in Ireland

* map shows the number of companies selling to each market

68NORTH AMERICA

4SOUTH AMERICA

85EUROPE

7AFRICA

29AUSTRALASIA

12MIDDLE EAST

40ASIA




Sector breakdownThe SME Export Track 100 companies operate in a range of sectors. Due to the breadth of their activities, 32 companies are considered to operate in two sectors. For example, Whittaker Group (No 45) manufactures and repairs equipment used in the oil and gas industry at its base in Aberdeen, but also supplies offshore labour around the world.

The largest sector is manufacturing (50 companies), including 16 that outsource production to third parties. Examples include Mous (No 4), whose products are made in China, and phone case designer Quail Digital (No 16), which contracts the manufacture of its digital headsets to a third party in the UK.

After manufacturing, the largest sectors are services (48 companies), retail (23), wholesale (10) and construction (1).

Industry breakdown• Consumer goods is the best represented industry with 26

companies (up from 21 last year). The top four ranked companies on this year’s table are all in consumer goods, as well as online retailer Internet Fusion Group (No 29) and party accessories supplier Talking Tables (No 48)

• Technology & software is the next best represented industry with 15 companies (compared to 18 last year), including online payment provider Payen (No 22) and email-signature software developer Exclaimer (No 44)

• Engineering also features strongly on the league table with 13 companies (the same number as last year), including Laser Wire Solutions (No 11) and machinery manufacturer LBBC Group (No 72)

• A further 12 companies are in business services (compared to 16 last year), while a notable nine are in healthcare (compared to just two on last year’s table). Examples include pharmaceutical tester HMR (No 49) and medical training model manufacturer Limbs and Things (No 82)

Construction 1

Services 48

Retail 23

Manufacturing 50

Wholesale 10

Sector breakdown

Note: companies can operate in more than one sector

Industry breakdown

Other

Transport

Food & drink

Media, entertainment & marketing

Healthcare

Engineering

Business services

Technology & software

Consumer goods

11

35

6

13

9

12

15

26




6

Regional breakdownLondon and the southeast are the most popular regions for company HQs with 32 and 22 respectively. The northeast (11) and Midlands (11) are the next best-represented regions.

Regions with export strength in particular areas include:

• Wales, where all of the three companies are manufacturers. They include Reid Lifting (No 98), which manufactures specialist lifting equipment - used to move priceless artefacts at the Vatican and Louvre museums – at its base in Mathern, South Wales

• London and the southeast, home to 13 of the 15 technology and software companies. They include Hertfordshire-based corporate AV specialist DV Signage (No 56). The county is also home to monitoring systems developer QHi Group (No 59).

The region that has the lowest representation is Northern Ireland with two companies: Norbev (No 7) which produces bottled soft drinks for the likes of Coca-Cola and Lucozade Ribena Suntory, and steel parts manufacturer Global Equipment Spares (No 15).

Job creation• The 100 companies employ 8,920 staff, with typical staff

numbers ranging between 25 and 150

• The largest employer is lead generation technology developer Lead Forensics (No 42), which employs 469 people. The smallest is specialist lighting manufacturer Midstream Lighting (No 18), which has 10 staff

• The companies have collectively increased their total staff by 3,000 over the past two years. Educational resources provider Twinkl (No 28) has added the most jobs, increasing headcount from 103 in 2016 to 348 in 2018

Regional breakdown of headquarters

Southwest

Wales

N. Ireland

Scotland

Northwest

Northeast

East

Midlands

Southeast

London32

6

5

11

5

11

3

2

22

3

31

75-100

50-75

25-50

9100-125

150-175

125-150

Number of employees

Number of companies in each staff range

11>175

5

6

20

810-25

10




Ownership• Entrepreneurs and founders majority-own more than two

thirds (67) of the companies. For example, pizza ovens manufacturer Gozney Ovens (No 12) was started by Tom Gozney in 2010, after receiving requests from friends and family to build brick ovens in their gardens

• 11 companies are family-owned, including Perei Lighting (No 74), which is run by brothers Robert and William Perei. The duo are the third generation of the Perei family to head up the automotive lighting manufacturer, which was originally founded in 1936

• Nine companies are owned by their management, including salmon farmer Wester Ross Fisheries (No 65), which was bought by four of its staff in 2006, and plastics manufacturer PolyBlend (No 94), formed when its management team bought out two UK divisions of American plastics giant PolyOne in 2009

• Another nine companies are majority-owned by private equity or venture capital, such as aerospace equipment repair specialist ATL Turbine Services (No 20), which sold a majority stake to Foresight Private Equity in 2013 for £3.5m

Foundation dates• A typical SME Export Track 100 company was founded in 1999

• The oldest company is machinery manufacturer LBBC Group (No 72), which was established as a boiler manufacturer in 1876, and has been under the stewardship of the Pickard family since 1892

• There are 14 companies set up in 2012 or later (compared with nine set up in 2011 or later last year), including two set up just four years ago in 2015 – online fashion retailer Oh Polly (No 3) and medical auction house British Medical Auctions (No 35)

Popcorn maker Joe & Seph's (No 36) is majority owned by husband and wife team Joe and Jackie, and their son Adam

67

11Family

PE and/or VC

Management 9

Entrepreneur and/or founder

Majority ownership type


9

Business angels

Employees 1

3




8

BrexitThe UK had been due to leave the European Union on 29 March this year, part way through the research period for the SME Export Track 100 (Jan 2019 – May 2019). Against a backdrop of uncertainty surrounding when, and if, the UK would leave the European Union, Fast Track conducted a survey which asked the companies whether uncertainty surrounding Brexit had made them more cautious about entering a new overseas market.

Of the 67 respondents:

• 90% said it had not made them more cautious

• 10% said it had made them more cautious

10%MORE

CAUTIOUS

90%NO IMPACT

Companies surveyed Mar 2019 – May 2019, based on 67 respondents

Survey on how the Brexit vote is affecting business




3

28

82

Glasgow-based Oh Polly is known for its figure-hugging dresses and skimpy swimwear. Started in 2015 by Claire Henderson, 30, and Mike Branney, 32, all of its garments have quirky names such as a 'Tie Me A River' dress and 'Just Beachy' bikini. The range has been a hit with customers in Ireland, Australia and the US, helping international sales double to an annualised £3.8m last year. In July, it opened an office in Los Angeles to produce curated content for its 2m Instagram followers.

Husband-and-wife Jonathan and Susan Seaton, 36 and 37, combined their respective experience in IT and teaching to start this business in 2010. The Sheffield firm produces educational material such as worksheets, posters, videos and activity packs, all of which can be downloaded from its website. It says it now has more than 500,000 pieces of content in 20 languages, which are downloaded more than 500,000 times every day by customers in 175 countries. International sales hit £2.6m last year.

Medical illustrator Margot Cooper, 75, established this business in 1990 after learning that there were no realistic models available for trainee surgeons to practice on. The Bristol firm makes models and simulators for medical students, used to gain confidence and competence in practicing everything from breast examinations to appendectomies. International sales hit £16.2m in 2017 under managing director Nick Hull, 50, helped by continued demand from medical schools worldwide.

CAGR§ 301%Int'l sales 2018 £3.8m* †Total sales 2018 £10.5m* †Staff 60Founded 2015Location Glasgow

CAGR§ 45%Int'l sales 2017 £16.2mTotal sales 2017 £18.8mStaff 146Founded 1990Location Bristol

CAGR§ 96%Int'l sales 2018 £2.6mTotal sales 2018 £13.1mStaff 348Founded 2010Location Sheffield

Oh Polly Online fashion retailer

Twinkl Educational resources provider

Limbs & ThingsMedical training model manufacturer

Claire Henderson, 30, co-founded Oh Polly (No 3) in 2015, and is both chief executive and creative director of the Glasgow firm

Identifying a need for realistic models for surgeons to practice on, Margot Cooper, 75, established this business in 1990

Co-founder Claire Henderson, 30, was studying for a Master’s degree in aeronautical engineering when she established Oh Polly in 2015

Susan Seaton, 37, worked as a teacher before setting up Twinkl with her husband

KEY THEMES & SELECTED COMPANY PROFILESOn the following pages we profile examples of companies that demonstrate some of the key themes from this year’s league table.

FEMALE FOUNDERSThere are 20 female founders behind the businesses on this year’s league table, a record high in the five years of SME Export Track 100. There are a further five non-founding female chief executives and managing directors, such as Sarah Kaye, who was appointed managing director of Pet Food UK (No 79) in December 2017.

§ compound annual growth rate between 2015/16/17 and 2017/18/19 * supplied by company † annualised




10

1

4

29

ECOMMERCE

Excelling at online commerce has transformed the prospects of an increasing number of British companies, helping them attract overseas customers. This year’s league table includes some companies that have focused solely on ecommerce from the outset, such as online chemist Frontline Healthcare (No 77), which has only ever traded via the internet. Other companies have focused on ecommerce later on, such as pizza oven retailer Gozney Ovens (No 12), which started trading online after launching its small, portable Roccbox oven in 2015.

In total there are 24 companies on the 2019 league table that generate at least 10% of their sales online – a record high. This figure includes five of the top six ranked companies on this year’s table.

Brothers Ash and Ish Siddique, 38 and 36, worked at their father's clothing manufacturing firm before setting up this Manchester business in 2014. Frustrated with producing clothes for high street retailers and wanting recognition as a brand in their own right, they started selling their designs on eBay before developing the Missy Empire ecommerce site. The brand now has almost 1m Instagram followers, and has boosted its profile overseas by sponsoring Irish and American bloggers. Exports hit £3.3m in the year to March.

Combining looks, protection and functionality, this London firm creates cases and accessories for iPhone and Samsung phones using natural materials such as walnut, seashell and bamboo. Co-founders James Griffith, 30, James Day, 27, Lucy Hutchinson, 30, and Will Mullen, 31, have produced video content to promote their products, featuring phones being dropped from heights or hit with hammers to highlight the quality of their cases. International sales were boosted to £10.2m in the year to March, thanks to growing demand across Europe, the US and Australia.

This Lincolnshire firm buys established ecommerce retailers and aggregates them into its group. Set up in 2008, co-founders Martin Brailsford, 42, Ian Bristow, 42 and Dominic Scott, 41, built its proprietary platform 'Reactor' from scratch, and it now powers 13 sites across sectors such as equestrian, action sports, fashion and outdoor. International sales hit an annualised £8.4m in 2017, since which it has acquired surf, snow and skate retailer Surfdome, and British apparel retailer Country Attire.

Missy EmpireOnline fashion retailer

MousPhone case designer

Internet Fusion GroupMedia wholesaler

Internet Fusion Group (No 29) sells British clothing such as Barbour jackets through its site Country Attire

Online shoppers worldwide can buy everything from surfboards to saddles on its 13 international websites

Its founders sold dresses on eBay before launching the Missy Empire site in 2015

Generated 90% of its sales via ecommerce this year, helped by producing viral videos to promote its products

CAGR§ 360%Int'l sales 2019 £3.3m*Total sales 2019 £13.9m* Staff 45Founded 2014Location Manchester

CAGR§ 96%Int'l sales 2017 £8.4m*†Total sales 2017 £338.1m*† Staff 54Founded 2006Location Lincolnshire

CAGR§ 275%Int'l sales 2019 £10.2m*Total sales 2019 £12.2m* Staff 33Founded 2014Location Central London





32

48

88

ROUTES TO MARKET

Companies' most frequently cited reason for growth is setting up a local office or subsidiary (43 companies), closely followed by developing an international website (40) and building a distributor network (30).

Three quarters (75) of the companies cite multiple reasons for growth, such as incinerator manufacturer Addfield (No 71), which has built a network of overseas distributors, as well as investing in new products which it promotes at overseas trade fairs and via its international website.

Google, Twitter and AstraZeneca are among the clients of this Yorkshire firm, which was founded in 2005 by Mark Hammond, 38, Kieron Bakewell, 40, and Matt Welsh, 42. Its contemporary furniture - including meeting tables, seats and barstools - can be found in offices, hotels, restaurants and airports around the world. US furniture giant Herman Miller bought a 50% non-controlling stake in 2016, paving the way for expansion in America. A showroom in Chicago helped overseas sales hit £16.1m last year.

When Clare Harris, 58, couldn't find any stylish table decorations, she decided to design and sell her own. Talking Tables was launched in 1999, just in time for the millennium celebrations, and it now boasts customers including John Lewis, Paperchase and Selfridges. The London firm's range includes items for weddings, kids parties and celebration days such as Valentines. A subsidiary in the US servicing customers including Walmart, Target and Party City helped boost exports to £4.7m last year. It is considering establishing a presence in Europe.

From a network of 15 global offices - including in Auckland, Dusseldorf and Abu Dhabi - this specialist recruiter helps place professionals in construction, property and financial services roles. Tim Rowe, 42, and Adam Walker, 48, established the London-headquartered firm in 2001, and have signed up clients including US property management firm Cushman & Wakefield and Italian insurance giant Generali. International sales, which include gross salaries, hit £16.8m in 2017.

naughtoneFurniture designer and manufacturer

Talking TablesParty accessories supplier

Cobalt RecruitmentRecruitment consultancy

Party accessories supplier Talking Tables (No 48) has achieved growth overseas by setting up a US subsidiary and signing up a network of international distributors

Operates from a network of 15 offices – 12 of which are overseas – and its international website allows users to search for jobs by country and region

Has partnered with US furniture giant Herman Miller, as well as developing an international website and opening a Chicago showroom

Has signed up overseas distributors such as Walmart, Target and Party City, and has a US subsidiary and office

CAGR§ 90%Int'l sales 2018 £16.1m*Total sales 2018 £23.4m* Staff 40Founded 2005Location North Yorkshire

CAGR§ 43%Int'l sales 2017 £16.8mTotal sales 2017 £24.8m Staff 171Founded 2007Location Central London

CAGR§ 73%Int'l sales 2018 £4.7mTotal sales 2018 £14.5m Staff 64Founded 1999Location Southwest London





12

33

61

76

MAIN MARKETS

Trading in Europe

The EU is Britain’s biggest trading partner, accounting for about 44% of all British exports of goods and services. It is also the top market for the SME Export Track 100 firms, with 85 companies citing mainland Europe as a key destination for exports – including 14 companies whose top markets are all in Europe. Examples include:

Family owned-and-run since 1970, this Bradford firm hires plant and equipment to the construction industry, as well as offering services such as landscaping and excavation. International sales, which reached £7m last year, come from selling used equipment from its rental fleet overseas - it renews its machinery every 2 years. Customers as far afield as Tobago have snapped up everything from excavators to mobile crushing plants, which it sells via its website as well as Facebook.

Set up in 2005 by Daniel Ernst and Vasco de Castro, both 42, this company says it only delivers 'hand-held' fruit that doesn't drip and can be eaten easily in an office environment. Headquartered in Croydon, it has offices in Amsterdam, Dublin and Frankfurt, enabling it to source produce from local markets for its overseas customers instead of exporting from the UK. International sales hit £9.8m in 2017.

Digital photoframes, puppy starter packs and gardening equipment are just some of the products this Essex retailer sells online under its Trixes brand name. Established in 2004 by Ashley Cane, 41, it has stores in eight countries on Amazon Marketplace and also sells through New Zealand’s Trade Me platform and Darty in France. Launching an average of 15 new products a week helped exports hit £5.2m last year.

Bunton Plant HirePlant hire services

Fruitful OfficeFruit delivery service

DigiflexOnline consumer goods retailer

Fruitful Office (No 61) has established offices in Amsterdam, Dublin and Frankfurt to service its clients across Europe

Germany, France, Italy and Spain are the top overseas markets for its products

Its top export markets are Sweden, Netherlands, Belgium and Estonia

Thousands of offices and workplaces across Ireland, Germany, Belgium, the Netherlands and Luxembourg receive its weekly fruit deliveries

CAGR§ 89%Int'l sales 2018 £7.0mTotal sales 2018 £15.2mStaff 73Founded 1970Location Bradford

CAGR§ 48%Int'l sales 2018 £5.2m*Total sales 2018 £9.5m* Staff 49Founded 2004Location Essex

CAGR§ 56%Int'l sales 2017 £9.8mTotal sales 2017 £19.1mStaff 336Founded 2005Location Croydon





35

45

71

Emerging markets

While Britain’s traditional trading partners of Europe, North America and Australia remain key export destinations for this year’s league table companies, less developed markets are growing in importance. More than two fifths (43) of the companies cite an emerging or less developed economy as a key market, including generator manufacturer Welland Power (No 96), whose top export destinations are Bangladesh, China, Egypt and the UAE. Other examples include:

Customers across four continents buy used medical equipment at this firm's monthly live auctions and weekly timed auctions. Founded in 2015 by Markus Grad, 45, the Berkshire company works with the NHS and private hospitals to purchase their end-of-life and retired equipment. It has more than 5,000 active buyers for everything from x-ray systems to examination lamps, across regions including Asia, South America and North Africa. International sales hit £7.4m last year.

Husband and wife, Ken, 66, and Janet Whittaker, 61, set up this Aberdeen business in 1983. It builds and repairs equipment used in the oil and gas industry, and has provided offshore labour for projects in every continent except Antarctica. It set up a subsidiary in Mexico in 2009, where it employees around 55 staff including two apprentices. International sales hit £3.5m in 2017 and it plans to continue expansion in West Africa.

Incinerators manufactured by this Staffordshire firm can be found in more than 95 countries around the world. Serial entrepreneur Steven Lloyd, 52, established Addfield in 2008, and says that developing specialised machines for different industries has been key to growth. International contracts have ranged from supplying medical waste incinerators to NGOs including UNICEF and Médecins Sans Frontières in Africa, to delivering a large cremator for an equine pet cremation firm in Sweden. Exports hit £4.4m last year.

British Medical AuctionsMedical auction house

Whittaker GroupOffshore & marine engineer

AddfieldIncinerator manufacturer

Incinerators manufactured by Addfield (No 71) have been installed in 85 countries, and its top export destinations include Pakistan and Saudi Arabia

Its top export destinations include Pakistan and Saudi Arabia, and it has recently secured new contracts in Algeria

Sells end-of-life and retired equipment from UK hospitals to countries including India, Poland and Pakistan

Its two biggest export markets are Ghana and Mexico

CAGR§ 86%Int'l sales 2018 £7.4m*Total sales 2018 £8.0m* Staff 17Founded 2015Location Berkshire

CAGR§ 51%Int'l sales 2018 £4.4m*Total sales 2018 £6.1m* Staff 50Founded 2008Location Staffordshire

CAGR§ 76%Int'l sales 2017 £3.5mTotal sales 2017 £225.8m Staff 123Founded 1983Location Aberdeen





14

49

65

100

FUTURE EXPORT MARKETS

AsiaWith a growing population, rapid economic growth and rising middle class, Asia boasts numerous opportunities for British businesses to grow overseas. Data released in April 2019 by the Department for International Trade shows that British exports to Asian countries including India, Korea and China increased significantly last year, with the latter two among the top 10 fastest-growing markets for British exports.

Forty five companies on this year’s league table have at least one key future market in Asia, with China the most popular (25 companies).

Established in 1993 by chairman Malcolm Boyce, 79, this firm operated from London hospitals St Bartholomew's and Central Middlesex until 2008, when it acquired its own premises. Specialising in early-stage clinical trial testing, it says it is benefitting from a shift in the way drugs are developed, with more molecules being developed by start-ups and universities who can benefit from HMR's advice and experience. International sales hit £9m last year.

Based in the Scottish Highlands, this firm sells hand-reared salmon to restaurants, retailers and distributors in Asia, the Middle East, Europe and the US. Started in 1977, it was bought by four of its original staff in 2006, including Gilpin Bradley, 54, who is managing director. Instead of medicines, it uses locally-caught wrasse – which eat parasitic sea lice – to keep its fish clean and healthy. International sales hit £12.5m in 2017, representing almost three quarters of total sales.

Music industry veteran Brad Aspess, 63 – who owns more than 100,000 vinyl records – noticed a gap in the market for selling music memorabilia online and launched Rarewaves in 2005. Its range of 800,000 products includes music, video games, books and costumes, which it sells on marketplaces such as Amazon, eBay and France’s Fnac. International sales reached £17.1m last year, representing 85% of total turnover. This growth has been boosted by launching new products, as well as expansion in the US and Australia.

HMRPharmaceutical tester

Wester Ross Fisheries Salmon farmer

RarewavesMusic & electronics retailer

Salmon reared in the Scottish highlands by Wester Ross Fisheries (No 65) is in growing demand in Japan, Singapore and India

Having initially focused on sales to Europe and the US, it is planning to expand into China, India and Japan

Is targeting growth in China, and has added pages in Japanese to its website to boost referrals in Japan

Japan, Singapore and India have been earmarked for future growth; all countries where British produce is in demand

CAGR§ 67%Int'l sales 2018 £9.0mTotal sales 2019 £19.1m Staff 226Founded 1993Location West London

CAGR§ 36%Int'l sales 2018 £17.1m*Total sales 2018 £20.2m* Staff 25Founded 2005Location West London

CAGR§ 55%Int'l sales 2017 £12.5mTotal sales 2017 £17.0m Staff 49Founded 1977Location Scottish Highlands





18

59

67

South America

While South America is only a key current market for four of the companies on this year’s league table, 15 companies identified the continent as a top market for future growth. At country level, five companies are targeting Brazil, making it the most popular country in the region for future growth.

Examples of companies targeting South America include:

Founded in 2012 by Yuli Grig, 35, Alexander Krupkin, 36, and Paolo Corno, 32, this firm’s products are used to light up airports, sports stadia, retail parks, highways and railways, and are manufactured at sites in Staffordshire and Romania. Its work with overseas airports – as well as for international corporations such as Ports America – helped boost exports to £4.1m in the year to March.

With overheating of electrical equipment the leading cause of power failures, this Hertfordshire firm develops sensors that monitor the temperature of critical electrical systems. Used by datacentres as well as customers in the oil & gas, healthcare, marine and utilities industries, it has developed hardware and software products used for advance fault detection. Exports hit £5.1m in the year to March, under founder and chief executive Ross Kennedy, 69.

With customers ranging from supermarket chains to global pharmaceutical giants, this Coventry firm sells its cleaning liquids, powders and tablets in more than 60 countries. Founded in 1963, it has developed specialist products for farming and veterinary healthcare and signed up a network of distribution partners, which includes Merck in North America. Growing demand in China helped boost international sales to £6.9m in 2017 under chief executive Steve Quinlan, 58.

Midstream LightingSpecialist lighting manufacturer

QHi Group Monitoring systems developer

MiriusCleaning chemicals manufacturer

Midstream Lighting (No 18) has installed mast lighting in South American airports such as Quito International in Ecuador

Its Omnicide disinfectant is growing in popularity with livestock farmers in Argentina and Brazil

Is planning for future growth across the continent, with products already installed at airports in Ecuador and Colombia

Brazil is a key region for future growth, where its products can be used in industries such as mining and oil and gas

CAGR§ 124%Int'l sales 2019 £4.1m*Total sales 2019 £5.0m* Staff 10Founded 2012Location Southwest Loindon

CAGR§ 53%Int'l sales 2017 £6.9mTotal sales 2017 £22.5m Staff 139Founded 1963Location Coventry

CAGR§ 57%Int'l sales 2019 £5.1m*Total sales 2019 £5.1m* Staff 15Founded 1988Location Hertfordshire





16

2

36

85

Taking inspiration from her childhood passion for gemstones, Marisa Hordern, 39, established this online London jewellery business in 2008. Known for its layered necklaces and delicate earrings, its explosive growth has been helped in part by its pieces being spotted on celebrities including the Duchess of Sussex, Margot Robbie and Cindy Crawford. It also attributes 70% of sales to Instagram at some point in the customer journey. Exports hit £5m in the year to March, thanks to strong growth in Europe, China, Australia and the US.

When Joe Sopher, 61, retired he began making the flavoured popcorns he had seen on business trips to the US. After it was spotted by a Selfridges buyer at a food fair, Sopher, together with wife Jackie, 56, and son Adam, 34, moved the business out of the family kitchen and expanded the range. The London firm now boasts 40 flavours and exports all over the world through retailers, airlines such as Emirates, and its own website. Growth in Asia and the Middle East helped boost overseas sales to £1.7m in 2018.

Brothers Alistair, 51, Allan, 56, and the late Angus McCallum-Toppin opened their first coffee shop in Oxford in 1993, after Alistair had struggled to find a good espresso in the UK after emigrating from Seattle. The chain now has more than 50 outlets, most of which are kiosks located in railway stations and airports. Headquartered in London, its environmental and ethical commitments include only using organic milk, Fairtrade coffee and compostable plant-based cups. International sales hit £4.7m in 2017, representing revenues from its outlets in Ireland.

MissomaOnline jewellery brand

Joe & Seph’sPopcorn manufacturer

AMT CoffeeCoffee shop chain

Celebrities including the Duchess of Sussex and actress Margot Robbie have been spotted wearing Missoma (No 2) jewellery pieces

High-profile stockists include Selfridges, Harrods and airlines such as Emirates and British Airways

Has positioned its kiosks in high-profile locations with heavy footfall, including Dublin Airport and Marylebone Station

Its profile has been boosted by its designs being spotted on celebrities Margot Robbie and the Duchess of Sussex

CAGR§ 86%Int'l sales 2018 £1.7m*Total sales 2018 £5.4m*Staff 51Founded 2010Location Northwest London

CAGR§ 44%Int'l sales 2017 £4.7mTotal sales 2017 £22.5m Staff 402Founded 1993Location Central London

CAGR§ 326%Int'l sales 2019 £5.0m*Total sales 2019 £12.0m* Staff 43Founded 2008Location West London

EMERGING BRANDS

The league table features several brands that are becoming well-known, both in the UK and overseas. This includes a number of companies that are leveraging their British heritage to grow, such as Internet Fusion Group (No 29), whose branded websites like Country Attire stock quintessentially British brands including Barbour and Hunter.

Other companies have positioned themselves as international brands from the outset rather than trading on their British roots, using methods such as purchasing universal ‘.com’ website domains, and offering expedited shipping services including next-day to the US.





2019 SME EXPORT TRACK 200 LEAGUE TABLE

* supplied by company † annualised

1Missy EmpireOnline fashion retailer

Manchester Mar 19 360.27% *3,253 *13,864 45 Its trend-led and celebrity-inspired designs are popular with fashionistas in the US, Europe and Australia

2MissomaOnline jewellery brand

West London Mar 19 325.99% *5,011 *11,963 43 Its designs have been worn by Australian actress Margot Robbie and American singer Vanessa Hudgens

3Oh PollyOnline fashion retailer

Glasgow Apr 18 300.52% †*3,811 †*10,462 60 Its figure-hugging dresses and skimpy swimwear designs are popular with American customers

4MousPhone case designer

Central London Mar 19 275.49% *10,232 *12,188 33 Its four co-founders moved to China for five months to design and manufacture its products

5BizumaB2B e-commerce platform

Central London Mar 19 229.46% *24,200 *24,285 48 Overseas sales account for more than 95% of total revenues

6Lusso StoneLuxury bathroom retailer

Middlesbrough Sep 18 207.00% 1,612 7,965 11 Its baths, sinks and showers can be found in high-end hotels as far afield as St Lucia

7NorbevSoft drinks manufacturer

Co Antrim Dec 17 195.23% 7,961 20,904 123 Manufactures products under contract for global drinks giant Coca-Cola

8CitNOWVideo software developer

Wokingham Dec 17 194.44% 4,482 11,611 91 Has more than 8,000 installations in franchised car dealerships in 55 countries

9The Marketing PracticeMarketing agency

Oxfordshire Dec 17 193.12% 4,950 11,094 124 Opened a US office in Seattle to support its client Microsoft, which is headquartered there

10PharmaPacPharmaceutical manufacturer

Wirral Jun 18 192.44% 15,148 22,971 218 Has boosted its exports by diversifying into the manufacture of e-cigarette liquids

11Laser Wire SolutionsLaser wire-stripping machinery

Pontypridd Dec 17 180.78% *5,006 *5,114 26 Its overseas clients range from electric vehicle manufacturers to space agencies

12Gozney OvensPizza oven retailer

Dorset Mar 19 148.46% *3,000 *5,410 29 Customers in the US snapped up 600 of its Roccbox pizza ovens within a week of launch

13Wilton GroupSpecialist engineer

Middlesbrough Jun 18 137.81% 13,966 20,952 126 Manufactured more than 7,000 tons of offshore wind turbine equipment for German client SteelWind

14CMSPIPayment optimisation service

Manchester Apr 18 127.11% 2,250 5,743 39 Helps international clients including H&M and Marriott optimise and reduce the cost of payments

15Global Equipment SparesSteel parts manufacturer

Co Derry Dec 18 126.01% *1,849 *8,064 83 Customers in the US, Canada and Europe use its products to manufacture mining and recycling machinery

16Quail DigitalProfessional headset developer

Southwest London Dec 17 124.90% 5,612 7,152 23 Its headsets are used in more than 500 radiology labs in the US, including in Mayo Clinics

17Delta Global SourceLuxury packaging supplier

Leicester Sep 17 124.23% 4,779 15,010 34 Last year it opened an office in New York to service its American clients including Tom Ford and Coach

18Midstream LightingSpecialist lighting manufacturer

Southwest London Jan 19 123.36% *4,071 *5,024 10 Its floodlights are used at more than 65 international airports, including Dublin, El Dorado and Chisinau

19 [56]

SandbagMusic merchandise distributor

Reading Mar 18 123.19% 16,304 23,363 60 Says it has sold millions of tickets to events across six continents

20ATL Turbine ServicesAerospace equipment repair

Dundee Jun 18 121.49% 2,237 6,524 62 Repairs turbine components for customers across Europe, the US and Canada, including Rolls-Royce

21AdzunaJob search website

West London Jun 18 119.70% *6,566 *13,056 60 Operates 16 websites for job seekers in countries including the US and Brazil

22PayenOnline payment provider

Guildford Mar 18 117.51% 9,151 9,760 25 The Premier Lotto in Nigeria uses the company’s platform to prevent money laundering

23INSTAsmileDental veneer retailer

Manchester Sep 18 114.69% *3,546 *5,580 45 Its patented clip-on veneers are popular with customers in the US

24 [13]

DianomiFinancial content marketing

Central London Dec 17 114.42% *10,517 *12,861 25 Works with eight of the top 10 global asset managers

25Bambino MioReusable nappy supplier

Northampton Nov 18 108.66% *2,887 *5,324 50 Parents in Australia have fallen for the designs and eco-credentials of its reusable nappies

Rank2019

FYEHQ locationActivity[2018]Company Annual int'l

sales growth over 2 yrs

Int'l sales

£000 Staff Comment

Total sales

£000




18



26C2eventsEvents agency

Wakefield Dec 18 107.81% *5,776 *7,553 26 Has organised meetings, events and conferences in 60 destinations across 25 countries

27HutchMobile games developer

Central London Sep 18 106.63% *10,426 *11,585 68 Has secured a worldwide partnership with Formula 1 to create racing games for iOS and Android

28TwinklEducational resources provider

Sheffield Apr 18 96.40% *2,611 *13,057 348 Has more than half a million pieces of downloadable content in 20 languages

29Internet Fusion GroupOnline retailer

Lincolnshire Nov 17 95.78% †8,381 †15,658 54 Online shoppers can buy everything from surfboards to saddles on its 13 international websites

30Osprey GroupConstruction & marine logistics

Bristol Mar 18 91.67% 12,086 21,087 26 Recent projects have including shipping 1,100 joints of concrete pipe to the Mediterranean

31Oxford Summer CoursesEducational course provider

Oxford Sep 18 90.76% *7,323 *8,114 26 Its summer courses are popular with students from America and India

32 [22]

naughtoneFurniture designer & manufacturer

North Yorkshire May 18 89.51% *16,091 *23,375 40 Its furniture can be found in the offices of US tech firms such as Google, Twitter and LinkedIn

33Bunton Plant HirePlant hire services

Bradford Mar 18 89.28% 6,970 15,234 73 Exports used machinery to customers as far afield as Tobago

34 [10]

Stiltz LiftsHome lift manufacturer

West Midlands Dec 18 86.47% *11,076 *19,018 190 Its freestanding home lifts have been retrofitted into houses in more than 30 countries

35British Medical AuctionsMedical auction house

Berkshire Dec 18 86.27% *7,405 *8,049 17 Sells used medical equipment to customers across Europe, Asia, Africa and South America

36Joe & Seph'sPopcorn manufacturer

Northwest London Oct 18 85.55% *1,739 *5,362 51 Its salted liquorice popcorn has proved a hit in Scandinavia

37OMG How CheapOnline stationery retailer

Colchester Feb 19 84.00% *3,135 *7,127 35 Has plans to expand into Japan to serve the growing Asian market

38RoystonEngine maintenance services

Newcastle- upon-Tyne Feb 18 82.92% 8,089 16,863 77 Recent projects include installing 30 engines on

offshore support vessels and pilot boats in Nigeria

39IMS EvolveEnergy management systems

Milton Keynes Dec 17 82.54% 4,931 8,620 79 German energy giant Eon owns a 25% stake in the company

40 [27]

CroudDigital marketing agency

East London Mar 18 80.25% *6,131 *10,900 125 Has a network of 2,000 digital marketing experts delivering campaigns in 114 countries in 86 languages

41Corinium Global IntelligenceConference organiser

Cirencester May 18 78.58% *5,169 *5,418 56 All of its 56 employees across five continents work remotely

42Lead ForensicsLead generation technology

West London Dec 17 76.63% 10,386 23,499 469 Generates almost three quarters of its overseas sales in the US, where it has two offices

43EnnismoreHotel developer & operator

Central London Dec 17 76.53% 6,689 20,700 165 Opened three Hoxton hotels in the US in the last year

44ExclaimerEmail-signature software developer

Farnborough Sep 18 76.15% *8,650 *9,645 61 Has 75m users in 150 countries, with customers including Sony, Aldi and the Government of Canada

45Whittaker GroupOffshore & marine engineer

Aberdeen Dec 17 75.67% 3,538 16,729 123 Has expanded its apprenticeship scheme to include two apprentices in Mexico

46 [20]

Wool WarehouseCraft products retailer

Leamington Spa May 18 74.73% *2,240 *8,713 41 Its range of more than 20,000 products is popular in the US, Australia and New Zealand

47BTL GroupAssessment software developer

West Yorkshire Mar 18 73.58% 4,983 11,668 119 Each year its assessment platform Surpass is used to create, mark and deliver 3m tests around the world

48Talking TablesParty accessories supplier

Southwest London Feb 18 73.16% 4,725 14,483 64 Sells products including plates, cups and napkins via US retailers Walmart, Target and Party City

49HMRPharmaceutical tester

West London Jan 18 67.02% 8,999 19,064 226 Says it has worked with the world's 15 largest pharmaceutical firms

50Livingstone TechnologiesSoftware asset management services

Reading Dec 17 66.41% 4,900 10,443 71 Last year it sold a majority stake to US private equity firm The Carlyle Group in a reported £50m deal

Rank2019



Int'l sales

£000 Staff Comment

Total sales

£000






51The Natural Woodfloor CoWood flooring manufacturer

Wandsworth Dec 17 65.41% 3,914 11,627 17 Has a factory in Romania that operates a zero waste policy and uses only sustainable timber

52disguiseLive event technology provider

Central London Dec 18 62.82% *21,280 *23,196 70 Its products have toured the world with The Rolling Stones, Katy Perry and Lady Gaga

53PlumPlay equipment manufacturer

Lincolnshire Dec 18 60.50% *3,416 *15,240 38 Sells trampolines and swing sets to customers in 40 countries, including Walmart and Canadian Tire

54USB InternationalLuggage manufacturer

Essex Mar 18 59.98% 9,588 19,352 34 Its luggage conforming to low-cost airlines' rules is popular with German and American travellers

55Thomas InternationalAssessment developer

Buckinghamshire Dec 17 58.41% 6,773 16,689 131 Its pyschometric assessments are available in 56 languages and have been taken in 200 countries

56DV SignageCorporate AV specialist

Hertfordshire Mar 18 58.02% *5,085 *5,150 25 Worked on Accenture's landmark ten-storey innovation centre in Bangalore

57AmplifyMarketing agency

Central London Dec 18 57.72% *10,920 *18,600 62 Its first international office in Sydney has helped to attract clients such as Google and Nike

58AMICULUMMedical communications agency

Richmond May 18 56.78% 13,159 18,895 198 Has nine agencies located across Europe, the US, Asia and New Zealand

59QHi GroupMonitoring systems developer

Hertfordshire Mar 19 56.71% *5,072 *5,102 15 Has opened a US office on Wall Street to service its clients in North America

60ES GlobalEvent management services

East London Dec 18 56.48% *9,680 *12,100 35 Has secured £68m in contracts for a major upcoming sporting event in Tokyo

61Fruitful OfficeFruit delivery service

Croydon Dec 17 55.92% 9,794 19,086 336 Thousands of offices across Europe receive its weekly fruit deliveries

62BioPhorumBiopharmaceutical forum organiser

Central London Dec 17 55.88% *5,095 *5,181 50 It has signed up 24 of the world's 25 largest biopharmaceutical firms as clients

63 [91]

Neg Earth LightsEntertainment lighting provider

West London Mar 18 55.22% 7,756 17,564 83 Artists such as Adele, Muse and Phil Collins have used its entertainment lighting services

64Marlin GreenIT recruitment consultancy

East London May 18 55.14% 21,581 22,919 33 Opened a Dusseldorf office last year as part of its expansion plans in Germany

65 [58]

Wester Ross FisheriesSalmon farmer

Scottish Highlands Dec 17 54.77% 12,454 16,984 49 Exports sashimi-quality salmon to Asia, the US, Europe and the Middle East

66Brompton TechnologyVideo technology provider

West London Aug 18 54.76% *6,306 *7,202 30 Its equipment has been used for the international tours of artists Drake and Ed Sheeran

67MiriusCleaning chemicals manufacturer

Coventry Nov 17 53.34% 6,936 22,526 139 In March it secured contracts to export its products to the Middle East, Taiwan and Brazil

68 [51]

Anthesis GroupSustainability consultancy

Central London Dec 17 52.81% 8,740 13,755 201 Merged with Spanish sustainability agency Lavola in February

69 [3]

Plimsoll ProductionsTV show producer

Bristol Aug 18 52.23% *16,624 *19,456 102 A second series of its Yellowstone Live documentary – watched in 170 countries – is airing this year

70 [42]

Baker Ross GroupCraft products retailer

Essex Dec 17 52.09% 7,637 24,792 86 Sells more than 3,000 craft products via 11 international websites

71AddfieldIncinerator manufacturer

Staffordshire Sep 18 51.40% *4,412 *6,130 50 Its customers in 95 countries range from NGOs in Africa to pet cremation firms in Scandinavia

72LBBC GroupMachinery manufacturer

Leeds Mar 18 50.20% 9,005 12,462 86 Acquired water cremation provider Resomation, which is used for funerals in the US, in 2016

73 [31]

Crafter's CompanionCraft products retailer

County Durham Mar 18 49.41% 13,361 23,994 154 Has moved its US operations to a 31,000 sq ft base in California to meet growing demand

74Perei LightingAutomotive lighting manufacturer

Aldershot Jun 18 49.35% 5,632 15,615 74 Its headlamps, indicators and reverse lights are used by car manufacturers in Europe

75 [73]

Hanson WadeConference provider

Central London Dec 18 48.24% 21,340 22,595 146 It has hosted conferences and events in 34 cities across six continents

Rank2019



Int'l sales

£000 Staff Comment

Total sales

£000




20



76 [34]

DigiflexOnline consumer goods retailer

Essex Mar 18 48.22% *5,154 *9,456 49 Has Amazon Marketplace stores in eight countries

77Frontline HealthcareOnline chemist

Rochdale Feb 18 47.54% 1,584 5,360 21 Its 18,000 sq ft warehouse supplies pharmacy products to customers as far afield as Australia

78 [43]

TouchNetixTouchscreen developer

Hampshire Dec 18 46.73% *5,533 *5,855 17 Has sold more than 500,000 touchscreens in countries such as Germany, Sweden and Austria

79 [37]

Pet Food UKPet food manufacturer

Hemel Hempstead Dec 17 46.28% 4,849 12,623 25 Its quirkily named products like Pooched Salmon and Fat Dog Slim are popular across Europe

80Populus GroupResearch consultancy

Central London Mar 18 46.21% 5,270 19,285 117 Has carried out research studies in 75 countries for clients including Greenpeace and Formula 1

81P2iLiquid repellent nano-coater

Oxfordshire Dec 17 45.11% 23,150 23,150 155 Global consumer electronics giants Sony, Lenovo and Xiaomi use its nano-coating technology

82Limbs & ThingsMedical training model manufacturer

Bristol Dec 17 45.10% 16,151 18,770 146 Medical students worldwide use its models to practice procedures including suturing and line insertion

83 [28]

REPL GroupIT consultancy

Warwickshire Mar 18 44.65% 10,693 22,436 228 The US accounts for 60% of its overseas sales

84 [35]

SaleCycleMarketing technology developer

Tyne and Wear Mar 18 44.64% 7,726 15,037 190 Plans to open offices in Japan and New York after securing an £11.5m investment from BGF last year

85AMT CoffeeCoffee shop chain

Central London Dec 17 43.62% 4,740 22,494 402 All of the cups and lids used in its Irish coffee shops are 100% compostable

86ErodexGraphite machining supplier

West Midlands Feb 18 43.21% 3,698 17,218 95 Established a £2m facility in Virginia in 2016 to supply the US aerospace industry

87 [82]

DotmaticsData management software developer

Hertfordshire Dec 18 42.89% *18,069 *21,352 160 Scientific research teams in the US, Japan and South Korea use its suite of software products

88Cobalt RecruitmentRecruitment consultancy

Central London Dec 17 42.86% 16,814 24,795 171 Its customers include Italian insurance giant Generali - the world's third largest insurance company

89 [50]

Nosy CrowChildren's book publisher

Central London Dec 18 42.66% *9,893 *15,004 40 Publishes children’s book and apps in 43 languages

90DetectortestersTesting equipment developer

Hertfordshire Mar 18 41.09% 13,251 16,875 110 Property owners and fire maintenance professionals in 120 countries use its range of products

91 [52]

Red ArchAutomotive component manufacturer

Northamptonshire Jul 18 40.71% 13,221 14,690 75 Its cylinder heads, badges and exhaust systems are used by German car maker BMW

92Jackson's Art SuppliesArt supplies retailer

North London Dec 18 40.69% *3,553 *11,200 101 Sells to 150 countries through its multilingual and multicurrency website

93Johnsons AggregatesRecycling services provider

Derbyshire Feb 18 40.48% 3,816 14,576 85 Extracts metals from incinerator ash and sells them into India, Bangladesh, and Europe

94PolyBlendPlastics manufacturer

Cheshire Sep 18 40.26% 4,905 14,257 30 Sells Pantone-standard pigment dispersions for paints and inks to customers in Europe

95 [62]

Net World SportsOnline sports goods retailer

Wrexham Sep 18 40.03% *13,602 *21,207 104 Sells its range of 5,000 products to customers in 190 countries via 13 international website

96 [29]

Welland PowerGenerator manufacturer

Lincolnshire Mar 18 39.45% 20,588 23,048 32 Its diesel generators power schools, hospitals and police stations in Kenya and Sri Lanka

97Weaving MachineryAgricultural machinery manufacturer

Worcestershire Mar 18 38.85% 9,043 17,542 61 Has established a subsidiary in the Netherlands to boost sales of its machinery to European farmers

98Reid LiftingPortable lifting equipment

South Wales Apr 18 38.70% 3,552 6,346 46 Its products are used to lift and move priceless artefacts at the Vatican and Louvre museums

99Grampian ContinentalFreight transport

Aberdeenshire Mar 18 36.37% 6,345 18,385 70 Transports heavy and abnormal loads, including wind turbine blades, across Europe and North Africa

100 [66]

RarewavesMusic & electronics retailer

West London Aug 18 35.58% *17,111 *20,159 25 Its range of 500,000 products are sold through platforms such as Fnac in France

Rank2019



Int'l sales

£000 Staff Comment

Total sales

£000




METHODOLOGYCompanies were ranked on their compound annual growth rate (CAGR) in international sales over their latest two years of available accounts, from 2015–2017, 2016–2018 or 2017–2019.

SMEs are defined as companies with total sales of £5m to £25m in their latest year of available data; our International Track 200 ranks exporters with total sales of more than £25m.

Limitations: The research is based on the limited available data on international sales. Companies filing abbreviated accounts are not required to disclose any geographical breakdown of sales, and many companies filing full accounts do not make this disclosure on the grounds it may be prejudicial to their interests.

Qualification criteria• UK-registered, unquoted, independent, and not subsidiaries

• Base year international sales of at least £150,000 (2015 – 2017)

• Latest year international sales of at least 20% of total sales (2017 – 2019)

• Latest year total sales of between £5m and £25m (2017 – 2019)

• No drop in international sales from penultimate to latest year

• Operating profit must be positive in the latest year (2017 – 2019)

• At least 25 trading weeks in latest and base year (trading periods different from 52 weeks were annualised on a simple straight pro-rata basis)

Research approachThe main research was conducted by Fast Track primarily between January and April 2019. Companies were selected from a database of 2m private limited UK companies after extensive desk-based research. Of the 100 companies in the league table, 26 had financial years ending in 2017, 66 in 2018 and 8 had financial years ending in 2019.

The majority of the companies in the league table were interviewed over the telephone and / or visited by the Fast Track research team.

DisclaimersSome exceptions were made to the qualification set out above. The compiler’s decision is final and no correspondence will be entered into.

Nominations for next year’s table would be welcome.




22

Fast Track would like to thank WorldFirst for its title sponsorship of SME Export Track 100 for the first year; DHL Express for its sponsorship for the third year, Heathrow Airport for its fourth year as a main sponsor and Exporting is GREAT for its fourth year as a supporter.

We would also like to thank The Sunday Times for their continued support of the SME Export Track 100 league table in its fifth year.

Neither Fast Track, our sponsors or media partner endorse, guarantee or recommend investment in any of the companies.

Media partner

SPONSORS & MEDIA PARTNER

The Sunday Times has been Fast Track's media partner for 22 years.

It is Britain’s No 1 newspaper for business, and the leading broadsheet newspaper attracting over two million readers every week. Almost half (46%) of senior business decision-makers read The Sunday Times, a greater market share than any other publication, according to the latest 2018 Ipsos survey.

Oliver ShahBusiness editor

worldfirst.com@WorldFirstLtd

Sponsors

WorldFirst is delighted to sponsor The Sunday Times WorldFirst SME Export Track 100 for 2019.

At WorldFirst we know first-hand that an international business perspective can be very rewarding and it is our mission to support the ambitious businesses that share this outlook. Back in 2004 we were one of the first to see that international payments for SMEs were unnecessarily slow, complicated and expensive and set about developing a genuine alternative that businesses could trust.

15 years on, we’re still combining award-winning customer service with best in-class technology and products to make it easier, faster and cheaper for exporters to send and manage their money around the world. Our latest product – The World Account – really is a product built for Exporters, enabling them to collect, convert and make global payments all on one simple platform. It’s why over 400,000 customers choose WorldFirst.

Jonathan QuinChief executive officer & co-founder

thesundaytimes.co.uk@ST_Business


https://www.worldfirst.com/uk/

https://twitter.com/worldfirstltd?lang=en

https://www.thetimes.co.uk/?sunday

https://twitter.com/st_business?lang=en



Emma GilthorpeExecutive director of expansion

Ian WilsonCEO, DHL Express UK & Ireland

DHL Express is a main sponsor for a third year.

DHL Express is the global market leader in the international express delivery market, specialising in time and day critical shipping to all corners of the world. With a network spanning over 220 countries and territories, DHL ensures your products are quickly and reliably delivered to destinations all over the world, providing tailored delivery options and returns. Whether you are a new or experienced international shipper, DHL is here to help. From improving your website’s international appeal, to the intricacies of customs duties and taxes, DHL Express offers support at every stage of the export journey.

dhlguide.co.uk@DHLExpressUK

Heathrow, the UK’s hub airport, is home to more than 80 airlines connecting to more than 210 destinations, and every year Heathrow welcomes 80 million passengers. These connections drive the UK economy by connecting British businesses to the world’s established and emerging markets.

Heathrow is Britain’s biggest port by value for global markets outside the EU and Switzerland, handling more than a third of the UK’s exports.

heathrowexpansion.com@yourHeathrow

Liam FoxInternational trade secretary

The Exporting is GREAT campaign aims to inspire and support UK companies to export overseas or export further. At the heart of the campaign are everyday businesses of all shapes and sizes from around the UK, that are proudly selling overseas and sharing their stories and experiences with other businesses to spark a national conversation about exporting. For information about starting your export journey, or growing further overseas, visit great.gov.uk where you can create a free business profile, access advice, guidance and events, apply for live export opportunities or see how you can sell online.

great.gov.uk#ExportingisGREAT

Supporter


https://dhlguide.co.uk/

https://twitter.com/dhlexpressuk?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor

https://www.heathrowexpansion.com/

https://twitter.com/yourHeathrow?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor

https://www.great.gov.uk/

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Verity Krall is responsible for managing the SME Export Track 100 research.

Before joining Fast Track in 2017, she worked for IT consultancy White Cat Consultancy. She also held positions at football club Oxford United FC, and leisure management organision Fusion Lifestyle, while completing her undergraduate degree in Geography at University College London.

Richard Tyler is director of editorial at Fast Track.

Richard was the enterprise editor of The Daily and Sunday Telegraph for nine years, covering private companies and government policy. He trained in journalism at Euromoney, part of The Daily Mail & General Trust, after completing his degree at Manchester University.

ABOUT FAST TRACK

Compiler & publisher

The authors

Hamish Stevenson owns and runs Fast Track, which he founded in 1997 after securing cornerstone sponsorship from Virgin and ongoing support from Sir Richard Branson. He works closely with leading entrepreneurs, sponsors and media partners.

He is an associate fellow at Green Templeton College, Oxford University; where he completed his masters and doctorate in management studies, and subsequently set up and held the Virgin research fellowship in entrepreneurship. He also has a degree in political science from the University of North Carolina, Chapel Hill.

Research support was also provided by Fast Track researchers Ualan Campbell-Smith, Martha Christie, Malcolm Gilmour and Kaye Johnson.


https://www.linkedin.com/in/hamishstevenson1/



Fast TrackSME Export Track 100 is compiled by Fast Track, the UK's leading research and face-to-face networking events company, which ranks top performing private companies and entrepreneurs.

Fast Track has compiled league tables on private companies in partnership with The Sunday Times for the last 22 years. It publishes six other annual league table awards programmes:

Tech Track 100 ranks Britain's private technology (TMT) companies with the fastest-growing sales

Fast Track 100 ranks Britain's private companies with the fastest-growing sales (excluding tech companies)

International Track 200 ranks Britain's mid-market private companies with the fastest-growing international sales (total sales over £25m)

Profit Track 100 ranks Britain's private companies with the fastest-growing profits

Top Track 250 ranks Britain’s leading mid-market private growth companies with the biggest sales (the next tier below the top 100, and minimum 5% growth in sales or profits)

Top Track 100 ranks Britain’s private companies with the biggest sales (£700m to £27bn)

Fast Track is based in Oxford with 30 staff, and a network of 8 freelance researchers.

CONTACT DETAILS

Fast Track Angel Court 81 St Clements Street Oxford OX4 1AW

Tel: 01865 297100

Email: [email protected]

Web: fasttrack.co.uk

@ST_FastTrack @FastTrackAlumni

The Sunday Times Fast Track




https://twitter.com/fasttrackalumni

https://www.linkedin.com/company/sunday-times-fast-track/


https://www.linkedin.com/company/sunday-times-fast-track/

fifth year research report 2019 · 2020. 12. 5. · sme export track 200 research report 1029 2019...

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