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Services the key to successful exporting
Page 79
Page 80
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THE FOURTH in the series of bi-annual exhibitions sponsored by the Institute of Export is being held this week at Olympia.
Compared with the previous exhibition held in 1967 the current one, which closes tonight (Friday), places far more emphasis on services to the export industry, mainly as a result of the SMMT encouraging their container manufacturing members to support the International Container Exhibition being held at Earls Court later this month.
The exhibits at Olympia can roughly be divided into groups representing banking and credit facilities; export advice and consultancy services; communications, administrative and office equipment manufacturers; shipping lines, airlines and forwarding agents; containers, packaging, marking and labelling manufacturers; handling equipment manufacturers; airport and sea port authorities—and odd man out, the Government of Ontario. Ontario's intentions by exhibiting are to encourage manufacturers to establish their own branch plants in Canada or establish joint ventures with Canadian companies as a profitable means of penetrating the Canadian market. Also on this stand, Canadian National Railways and Canadian Pacific Steamships Ltd. are displaying details of their specialized cargo services and intermodel transportation system respectively.
Container services are featured by Cawoods Containers who incidentally have trophies displayed which their drivers had won in eliminating rounds of the LDoY competition.
An interesting exhibit is featured by Headmere Ltd., who have devised and built two unique double-decker vehicles that can be hired by manufacturers for sales missions in Europe. The roof is raised by hydraulic means to expose a conference area fitted up with film and audio facilities. The vehicles are fully fitted for self-contained living with bunks, lounge, sink and cooking appliances, spin drier, bathroom and toilet—even a shower! A luxury home-from-home on wheels. One vehicle is fitted with dual controls for leftor right-hand side of the road driving. These vehicles provide an excellent means for the exporter to transport his complete sales network of personnel, films, tapes, literature and samples direct to his market in one package for immediate and effective presentation.
Many of the stands offer advisory or consultative services to exporters and the banks, of course, their credit facilities. A number of Government departments are represented including for the first time HM Customs and Excise.
Another odd-man-out exhibitor is the High Wycombe College of Technology and Art who offer the country's only two-year full-time Postgraduate Diploma Course in Export Marketing.
Communications are represented by the London Telecommunications Region GPO who have a complete telecommunications centre installed on their stand. Translation services and foreign language audio tuition courses are offered by a number of exhibitors.
Packaging is another vital aspect of export selling and an exhibitor in this field is Tr-Wall Containers Ltd. They are displaying high-quality triple-flute corrugated fibreboard which combines lightness with strength and weather resistance and is widely accepted for export packaging applications. Because of its light weight this material is particularly suitable for air freight cargo and in fact has been granted approval by IATA. It is also approved by the Board of Trade for certain hazardous cargo applications.
Port authorities are represented by the British Transport Docks Board who have a 25ft by 12ft world map displayed on their stand which is designed to show exporters at-a-glance details of cargo liner services operating from BTDB ports. Other displays feature unit-load terminals and services at the Board's ports. The Port of London Authority have on view for the first time in London a new model of the £30 million developments at Tilbury Docks which shows the container and unitized cargo berths and the grain and timber terminals. The 20ft model of the entire dock system which has been a feature of the PLA's stand at other exhibitions has been updated for this occasion. The Felixstowe Dock and Railway Company and the Port of Liverpool have stands illustrating the services offered to shippers and exporters. Airports are represented by the British Airports Authority who are illustrating the continuing expansion of air cargo and the steps being taken at Heathrow Airport to keep pace with this growth.
BEA Cargo and Pan-American World Airways are emphasizing their cargo services. Pan-Am, who claim to be the world's largest air cargo carrier, are displaying details of the introduction of the Boeing 747 Superjet, the first of which is expected to be on display at Heathrow in October; the first regular service flight is due to arrive on December 15. They are also featuring their unique World Wide Marketing Service. Emery Air Freight Corporation, a United States company with 100 offices scattered throughout every major country, are emphasizing their 24-hour service as the world's number one air freight forwarders.
Shipping lines, which are major contributors to our invisible export figures, are well represented by, firstly, Tor Line and Townsend-Thorensen Car Ferries, both operators of roll-on /roll-off ferry services and by conventional shippers including Fred Olsen Lines, well known as the principal champions of pallet ships and palletized cargo, Ellerman's Wilson Line, Britain's number one shippers to Scandinavian countries. A number of other shipping lines arc represented by McGregor, Gow and Hol land, the forwarding agents, on whose stand is a model of a ship's hold showing cargo stowage of exports to the Far East. This company has recently joined forces with the Ocean Steamship Co. to form McGregor Swirc Air Services who have an adjoining stand displaying information on their air freight services and a working model of an aircraft being loaded with containerized and palletized cargo.