The world is increasingly becoming a very small place. Thanks to technology and lowered trade barriers new markets are opening up for Scottish businesses all the time.

The downside of this brave new world is that the Scottish market is, at the same time, opening up to foreign businesses increasing competition for indigenous companies. So, how do you protect your business and products from foreign competition? The answer is you can't, but you can find new markets through exporting to England and abroad.

The Government wants to see the number of Scottish exporters and their export value increase by 50% by the Year 2000. Its Export Strategy for Scotland has laid out how it wants the public and private sectors to work together to help local firms take the bull by the horns and go into exporting.

The result of this strategy, they hope, will be an opening up of new markets to Scottish companies and an increase in turnover and profits creating a positive effect on the economy. With this in mind, 13 new export partnerships will be set up across Scotland. Ten have already been launched, including the Lanarkshire Export Partnership.

Set up by South and North Lanarkshire Councils and Lanarkshire Development Agency to help local businesses with exporting, the Partnership provides a number of free advisory services to aid Lanarkshire companies on the road to exporting success. These include providing export information, developing export skills and advice on export implementation.

Allan Fruish is the new export counsellor for Lanarkshire and has had nearly 40 years of exporting experience. He worked for the Scots whisky industry, a confectionary business and a biscuit/breakfast cereal manufacturer as an export manager. He has also spent some time as an export consultant.

He said: "We essentially offer a one-stop shop approach to exporting. We will identify a company that has the potential to be able to export and then go out and see them. We offer free advice and introduce them to the concept of exporting. If they then want to go ahead, we will give them help in starting up, for example with paperwork, and advice on a range of issues they may face."

"The advice we give can be minimal or can be completely involved in the how, why, where, what and when of exporting. It's up to the company how much involvement they want from us."

Not every company will be suitable for exporting, which is why Allan consults with officials from both councils and the LDA to make sure the company has a product which is suitable for exporting and that the company itself is financially solvent.

"We will carry out an audit of interested companies to make sure they are suitable for exporting. There's no point encouraging a business to export if their product will not sell abroad or if they can't afford it. This is more a safety measure for the companies themselves."

He continued: "Exporting is just another area of trade development and we would like every company who is compatible with exporting to consider it. Some companies may not think they have the financial clout, skills base or attitude to do it. We've got to try to convince them that there is an opportunity to get the kind of support they need to start exporting.

"Exporting need not be as traumatic as some people might think it is. It's very systematic. Through the Lanarkshire Export Partnership, businesses will have access to highly skilled, experienced people."

Allan said that being a Scottish company can be an advantage in the global market.
"Scots are liked the world over. We're known for being honest, having integrity and being hardworking. That kind of reputation gives Scots companies a real advantage in the export market and Scotland, itself, is beginning to take on its own identity in the business world.

"There are a lot of innovative companies in South Lanarkshire and we'd like to see you succeed throughout the world. We're here to help, so why not give us a call?" For more information, call Allan on 01698 745454.

The Lanarkshire Export Partnership will work on a one-to-one basis with any Lanarkshire company, whatever their level of export experience.

It can draw on the experience of a number of larger agencies and organisations, such as the Chambers of Commerce, Scottish Trade International and the Department of Trade & Industry, to give companies the most up-to-date and comprehensive information they need on exporting, including:

• providing export information: the why, where, how and when of internationalisation to help your company identify and access information that is accurate, timeous and represents good value for money
• developing export skills: a full range of export training programmes are available and can include language skills, export documentation and consultancy support
• export implementation: supporting companies who have developed an export strategy and are ready to enter new markets

The Partnership's services to businesses entering the new export markets include giving advise on: market research and information

• country briefings
• overseas market studies
• overseas opportunity sourcing
• business shop network
• market research techniques
• export training programmes
• language training and cultural issues
• export market planning and consultancy
• exhibitions and missions
• market entry mechanisms
• overseas in-market support