Wednesday, 30 May 2012
Full steam ahead
In 1966, US company Fulton Boiler Works, Inc set up a new facility in Bristol to produce its vertical tubeless boiler. This UK office now covers Europe, the Middle East and Africa. Over the years, the company has sold boilers to Africa, as a result of enquiries coming in mainly by word of mouth. But, in 2010, it decided to actively pursue new business in South Africa.
In February 2011, Fulton attended a UK Trade & Investment (UKTI) event. A trade advisor for South Africa suggested that the company commission an Overseas Market Introduction Service (OMIS) report to help it identify a suitable local distributor. Following a visit to South Africa in July 2011, Fulton signed a distribution agreement with Ai-TEC in November that year. Since then, the company has secured its first order for a large boiler from a hospital in Johannesburg.
“UKTI saved us time and money, and, thanks to their local market knowledge, gave us access to a range of contacts that we may not have found otherwise,” says Paul Richards, Managing Director of Fulton Ltd. “The OMIS report identified a partner for us who is already working out really well.”