Leading UK software provider breaks into US market with support from UKTI

Support from UKTI South West helps MNP Media win business in the US.

A Salisbury-based business which develops software for companies selling their products direct over the phone or internet, or through direct mail, has successfully gained a foothold in the US market with support from UK Trade & Investment (UKTI).

MNP develops order management, warehousing and purchasing systems. Its clients include high street retailers such as Crew Clothing, JML, Lakeland, Lush, LK Bennett and Kurt Geiger and its systems handle hundreds of millions of pounds worth of transactions.

The company’s managing director, Pierre D’Arbost, initially approached UKTI when MNP UK were looking to expand in to the US market.

“In the UK our systems our viewed as ‘best of breed’ and I was confident that we could use this as a platform to successfully launch in the US,’ Pierre said. ‘In fact, in some ways, our software was ahead of its ‘Stateside’ competitors, so we felt the time was right to try to break into the market.

“However, because of our inexperience of trading in the US or dealing with the paperwork, we decided we needed expert help in making the first step, so we got in contact with UKTI.”

Pierre was put in touch with Graham Symonds, an International Trade Adviser for UKTI South West, who advised him on the various ways that UKTI could help MNP to build a successful export business. MNP signed up to UKTI’s Passport programme, which provides expert advice and support for fledgling exporters, giving them access to seminars on international trading, organised market visits, funding for trips to the target country and constant support from an International Trade Adviser.

Over two years MNP received a wide range of UKTI support, including funding to support their attendance at a key trade show in Chicago where MNP’s software attracted a lot of interest from potential US customers.

In October 2009 MNP won a substantial contract to implement its full range of software solutions for Body Central - a leading, privately owned US based clothing store with a network of 180 stores in 21 states throughout the US.

After a selection process involving stiff competition from five other US leading system providers, Body Central chose MNP and after a period of implementation and testing, the new retail system went live in July of this year.

Pierre continued: “The Body Central contract is a real turning point for MNP and we’re delighted to have been able to successfully break into the competitive US market with such a major deal. The help, support, funding and advice we received from Graham and the team at UKTI has played a key part in securing this new customer and gave us the knowledge we needed to enter the US with confidence. We have now established a US office to help drive our market entrance forward and are now actively looking for our next US project whilst continuing to service UK domestic sales.”

Further to the successful customer win, Pierre has also recently won a place on UKTI’s US Marketing Scholarship Programme. The Programme is organised and supported by the North America unit of UK Trade & Investment and the British Consulate-General in Chicago and offers UK marketing executives the opportunity to attend the executive programme at the Kellogg Graduate School of Management, Evanston, Illinois and undertake a short business attachment.

Graham Symonds, UKTI International Trade Advisor, said: “It was clear from my initial discussions with MNP that their product range had real potential for success in the US market, and this substantial win is proof of this. I am pleased UKTI has been able to help MNP establish a presence in the US and have little doubt that Pierre’s attendance of our US Marketing Scholarship Programme will arm him with the tools and knowledge to help take MNP onto even greater success. I look forward to continuing to support the business in expanding its reach overseas.”

Contacts

If you are based in the South West region and are interested in developing your business overseas please contact:

UKTI South West International trade Team

Tel: +(0)845 60 60 969

Email: enquiries@uktisouthwest.org