• Member of the Institute of Export
• Former Fellow of the Institute of Freight Professionals
• Former Member of the Chartered Institute of Transport & Logistics
Bernard has over forty years’ experience within the International Trade arena, having begun his career with a container shipping line back in the 1970s at a very exciting time when container shipping itself was a very new industry. Bernard rose through the ranks, eventually becoming Operations Director of the Manchester office.
• Member of the Institute of Export,
• Allied member of the Caribbean Tourism Organisation (CTO),
• Associate member of the Florida Caribbean Cruise Association (FCCA),
Dick Brentnall started working on international assignments in 1980 and has remained involved in the development of overseas business ever since. Prior to that date he had worked for various UK blue chip companies in sales & training positions.
• Member of the Institute of Export
Gabriela Castro-Fontoura is an Economist and consultant that specialises in making it easier for British companies to do business with Latin America. Gabriela is originally from Montevideo (Uruguay) and has spent 13 years in the UK, starting off in Durham but also living in Edinburgh and North Yorkshire.
Gabriela has a passion for her native Latin America and supports businesses at different stages of expanding to countries such as Brazil, Mexico, Colombia, Chile or Argentina, to name a few. A member of the Institute of Export, Gabriela is an expert in market research, which she is now offering from within South America from January 2013. Gabriela also offers a highly sought-after distributor recruitment service which has been used by iconic British companies such as pioneering nursery brand Silver Cross.
A firm believer in win-win in international trade, Gabriela emphasises the importance of an ethical approach to business between Britain and Latin America. She focuses on those British businesses that have something special and unique to offer to her native Latin America. This often involves the British manufacturing sector, which can provide quality products to the growing emerging markets of Latin America.
Gabriela has supported British manufacturers such as Ellis Patents to research and access these markets. Fluent in Spanish and English, Gabriela also speaks Portuguese, French and Italian, making her a proficient communicator, combining her analytical skills with excellent multicultural communication.
Given her contacts across Latin America, companies and organisations can benefit from other services provided such as organisation of bespoke trade missions as well as webinars and training.
Gabriela contributes often to international trade publications such as Global Trader Magazine (now published in association with the Institute of Export).
Gabriela believes in the power of social media, particularly for international research and developing contacts in foreign countries. She shares business news, tips and information on Latin America daily, so feel free to connect with @uklatinamerica Gabriela’s profile can also be found on LinkedIn.
• Member of the Institute of Export
• Certified International Trade Adviser (CITA)
Mark Hayward is an experienced provider of training to companies from a wide range of industry sectors who are concerned with the financial risks and costs associated with trading internationally.
• Former Chair of the UK Oil Industry Taxation Committee (UKOITC)
• Former Chair of European Petroleum Industry Association Tax Group (EUROPIA)
• Member of the Institute of Export
John owns and operates Customs 558 Limited, a consultancy company specialising in the excise duties chargeable on oils, alcohols and tobacco products.
He works with companies affected by excise duties to ensure that they understand and manage their exposure. In doing this he relies on over 30 years successful experience as a policy advisor on Customs and Excise Duties in the UK and Europe. His comprehensive track record includes ten years leading BP's Customs and Excise Duties compliance and advisory team in the UK, and before that ten years as a senior advisor for oils and alcohols excise duty policy with the former HM Customs and Excise.
John is an accomplished trade representative with over ten years’ past experience of chairing the Indirect Tax Groups in the UK Oil Industry Taxation Committee (UKOITC) and the Brussels-based European Petroleum Industry Association (EUROPIA). He is also a very experienced trainer with an impressive track record of devising and delivering both classroom training events and bespoke one-to-one or smaller group sessions covering all aspects of Customs and Excise compliance. John delivers Strong and Herd’s “Introduction to Excise Duties” Course.
John also advises on all aspects of customs (Import) duty for all products, not just those affected by excise duty.
• Member of the Institue of Export
• Gained a distinction in the Certified International Trade Advisor (CITA)
Richard Casburn is an experienced deliverer of training to companies ranging from SMEs to Large Corporates Multinational organisations and to banks . The risks of trading internationally present many challenges to businesses and Richard is able to highlight areas of financial risks and potential mitigants, drawing on recent experience in a role as a Regional Trade & Supply Chain Manager in HSBC.
• Member of the Institue of Export
An experienced and hands-on consultant, strategist, and mentor to businesses who want to build or improve their international profile, John worked in international selling for many years before establishing Exportaid in 2002. While his business works across a number of industry sectors, his key experience is with construction related products and services. Never afraid of a challenge, John’s experience has been instrumental in creating long term opportunities for his clients out of sometimes daunting business challenges. He thoroughly enjoys what he does, and loves travelling.
John established Exportaid to help UK companies to develop their international trade, to minimise risks and maximise profitability. Contracted to Chamberlink Manchester 2003-2005, recruited companies to UKTI’s Passport to Export scheme (P2E), training 120+ businesses in NW England. Exportaid has since worked with companies in the creative arts, engineering, clothing & fashion, textiles, capital equipment, and supplies regular updates to a database of some 2,500 companies internationally. Currently working on projects with wall cladding, environmental drainage, and lifting hoists.
Most fulfilling achievement –re-negotiating an insecure $350,000 deal for 20 incinerators into Iraq in 2005-2006, ensuring payment routes, securing shipments, and setting up a Baghdad distributor.
John worked for Low & Bonar as Export Sales Manager 1997-2004. Specification selling of carpet tiles into the international markets by appointing and training 32 agents and distributors worldwide, from Europe & Scandinavia, into Russia and Turkey, selling occasionally into the Middle East & Far East, and establishing Australian distributor.
Most fulfilling achievement – increased annual export sales from £400,000 1997 to £1 million 1999.
John was employed by Calder Wilkinson Ltd 1994-1997 as Export Sales manager. Moved with the sale of W.A. Fell and continued to sell a full range of woodworking machinery to businesses in the UK, USA & Canada, and to India, with remote selling to West & South Africa & Middle East.
Most fulfilling achievement – selling 5 x £40,000 machines to a mill in South Carolina
From 1989-1994 John was Export Sales Manager for W.A.Fell & Co, originally employed as a Sales Engineer, sold capital woodworking machinery and tooling throughout the UK, then within the first year given responsibility for the USA & Canada.
Most fulfilling achievement - created all the marketing & promotional material for a joint venture between W.A. Fell and Western Cutterheads of Kentucky.
Damian heads up the international business team at Moore and Smalley . He is a chartered accountant and business advisor with over 25 years experience in the profession. His clients range from privately owned UK companies with overseas operations to large UK subsidiaries and branches of major multinational groups. With increasing mobility in a global economy our international business team also provides specialist tax advice for a large number of expatriates and non-domiciled individuals, both in the UK and abroad.
Moore and Smalley has extensive experience with international clients and provides a one-stop-shop for international business needs. Our reputation for technical expertise is second to none as is our sharp commercial insight and high level of personal service.
Whether you’re running an international business in the UK or are looking to establish one, need advice on restructuring your overseas assets or are thinking of trading abroad, our team of international business and tax specialists has a wealth of knowledge to offer. Our dedicated sector teams provide specialist services to various industries, including Manufacturing and Processing, Retail and Wholesale, Property and Construction, Media and Entertainment and Travel and Leisure.
• Member of the Institute of Export
Bob Helm has worked in international trade for over thirty years, starting out in the late 70s in Export Sales with a large textile manufacturing company, leaving after a couple of years to take up a role in the Shipping Department at one of the military divisions of British Aerospace, now BAE Systems.
He worked in both Export and Import roles at the start of his career as well as studying for and successfully passing the Institute of Export examinations to become a graduate member in 1982.
Bob established himself as a key member of the small import team at the Company and progressed through the grades becoming well respected internally and externally for his knowledge of the Customs procedures and duty relief regimes which would save the Company millions of pounds in the years to come.
He worked on the team which developed and introduced a Period Entry system in the 1980s and then spearheaded a team which managed the introduction of Customs Freight Simplified Procedures (CFSP) and associated duty management software in 2001. By this time Bob was team leader of the Import Control team and responsible for managing importations with a value of over £700m per annum, duty management, hosting HMRC visits and audits and training of staff.
The last few of years of Bob’s career at BAE Systems saw him become Customs Compliance manager and sole point of contact for HMRC for the Lancashire sites at Warton and Samlesbury. He developed monthly ‘surgeries’ with HMRC to review all Customs activity in what is a very complex business. He also developed a training course in international trade aimed at providing Procurement, Commercial and Finance professionals with an introduction to the subject.
Bob left BAE Systems in late 2011but not before working as an integral part of a select team and with HMRC to ensure the Company achieved AEO(F) status, one of the largest UK companies to do so. A Chairman’s Award followed as recognition of exemplary work.
He has an expert knowledge of import procedures, duty relief regimes such as IPR and Military End Use, CFSP, completion of and submitting electronic customs entries, the Tariff, Incoterms and AEO to name but a few. Perhaps more importantly Bob has recent practical experience of using this legislation to best support complex business activities.
Bob has since started a Customs and International Trade advisory service which specialises in duty management, AEO accreditation and supporting companies new to the international trade arena.
Yetgin started working with Guler & Dinamik Customs Consultancy from 2010 to date after serving in Istanbul Police Crime Laboratory for 19 years as a Forensic Document Examiner. After being retired from his Chief Superintendent position, he was focused on International Trade and Customs. He is still an expert witness providing his expertise to number of courts in Istanbul and also running training programs to maintain awareness of fraud in trade Organizations and Financial Institutions. In addition to series of training courses he received on International Trade, he studied the Certified International Trade Advisor program within Institute of Export in UK and was granted with the title of AMIEx and CITA. He is currently studying a postgraduate program on International Trade in Istanbul University of Commerce while holding the position of International Relations Director at Guler & Dinamik Customs Consultancy Inc. He is currently responsible of advisory and compliance of number of multi-national trade and investment projects in Turkey.
Kenan Guler has been working in Customs Consulting services since 1987. After being granted Assistant Customs Consultant Certificate on 1988 he obtained his Customs Consultant Certificate on 1993. He has gained multi-national experience after establishing and operating number of branches within Europe for a large logistics service provider. He established his own company in 1999 and still the owner of GLR Authorized Customs Consultancy Inc. He has been providing training services within numerous Chambers of Commerce and to number of leading companies. In addition to series of training courses he received on International Trade, he studied the Certified International Trade Advisor program within Institute of Export of UK and was granted with the title of MIEx and CITA. He also holds Certificate of Professional Competence in International Transport Management. He is currently studying a postgraduate program on International Trade in Istanbul University of Commerce while holding his senior position in his company. He is currently providing one-stop consulting solutions on import and export, customs legislation, investment projects in Turkey, IPR solutions and international trade.
Júlia Farré Fernández has worked in the promotion of overseas business for both private and public sectors. As an Export Manager of a SME, she managed sales in 30 different countries around the world, representing 40% of the company’s turnover, and obtained a 15% growth from 2007-2009 in the middle of world financial crisis. She has worked both in England and Spain managing international trade support programmes for SMEs. In the UK she worked for a leading consultancy firm, where she was in charge of implementing International Programs for the Welsh Government and for the German Federal Ministry. In Spain she has now supported over 100 companies boost their international sales and is accredited by regional and national agencies to manage export programmes. Postgraduate in Marketing, Chartered Marketer by the Chartered Institute of Marketing (England), International Trade Postgraduate (Spain) and BA in Translation and Interpreting (Spain, France and England), Júlia speaks fluent Catalan, English, French, German and Spanish.
She is specialised in recruiting sales agents and distributors, as well as generating sales leads, in Western Europe (Germany, France, Benelux, Scandinavia, Spain, Italy, and UK) and South America (Chile, Colombia, Argentina and Brazil).
Her aim is to offer practical services yielding short-term results and works with the client to optimise the company’s own resources. Recent projects she has managed:
Cristina Danón has been working for over 30 years in the international field, with experience as director of the international department of a leading Spanish company, as well as in managing internationalisation programmes for European and North African institutions.
After managing the information and communications technology cluster international department in Spain, she worked as an Export Director for a large paper manufacturing company and opened and consolidated sales in over 30 countries around the world.
She then worked as an independent consultant for the European Commission, where she was assigned the role of International Senior Expert and conducted strategic market research and analysis of key manufacturing industries in Morocco, Tunisia, Turkey and Egypt, managing teams of local consultants and staying in the countries for long periods of time.
For the last 15 years she has worked as international trade senior consultant and is accredited by ICEX (Spanish Institute of Foreign Trade) and ACC10 (Catalan Institute of Foreign Trade) to run export programmes and growth accelerating programmes.
With large experience in a wide range of countries and industries, she supports companies to develop bespoke international business strategies and enter and consolidate export sales in France and the Maghreb region (Morocco, Tunisia and Algeria), amongst other countries in Europe and South America.
MA Cum Laude in International Trade, she speaks fluent French, English, German, Italian, Spanish and Catalan.
David has 25 years’ experience within the Customs, VAT & AEO fields firstly as an Officer for 12 years within HM Customs & Excise (as it was then) and since 1999 as an indirect tax consultant. As an officer in HMRC David visited businesses to undertake Customs & VAT audits to ensure that they were compliant with the Customs & VAT legislation. Having been a gamekeeper he has now turned poacher and uses his experience to proactively assist businesses make the most of the Customs & VAT systems.
Because David has worked both within HMCE and as a consultant he understands both the commercial aspects of International Trade & HMRC requirements. This means that not only does he provide practical and understandable advice but because he ‘speaks the same language’ as HMRC he can represent businesses in a manner which produces the best outcome for clients.
As a Customs consultant this involves assisting businesses understand not just their compliance obligations but available opportunities to reduce their import duty and VAT bills so that they pay neither too much nor too little duty, especially as import duties are often a ‘sticking tax’ so directly affect bottom line profit if dealt with incorrectly. Recent client work includes:
In addition, as a VAT consultant David undertakes a lot of work in the complex International VAT arena ensuring that VAT is correctly dealt with both in respect of imports, exports and intra-EU trade and his experience in this field is unique given that many VAT advisers do not know anything about Customs and many Customs consultants have limited VAT knowledge.
Recent work in International VAT includes:-
AEO – more recently with the advent of AEO, David has also been involved on a practical level assisting businesses that are either considering or who wish to become AEO authorised. This involvement has included undertaking the requisite Assessment Reviews for both the Customs & ‘Section 5’ Safety & Security parts of AEO authorisation as well as assisting with the successful authorisation as an AEO operator.
Given the complexities of AEO David provides practical advice to ensure that the process in becoming authorised is as painless as possible and this advice ranges from initial advice as to what AEO is and how it can benefit a business so that an informed decision can be made with regards authorisation (or not), through to undertaking the Assessment Reviews and right through to managing the whole AEO authorisation process if desired by a client.
David obtained a BTEC in Section 5 Safety & Security Assessments for AEO from EdExcel in December 2011.
Michael has a wealth of experience in international trade including consultancy and training work for governments, the private sector, international organisations and academia. He is an expert on the economics of Regional Trading Arrangements especially in the Caribbean and North Africa, on rules of origin; and on the impact of trade liberalisation on firms and labour markets.
Together with colleagues from the University of Sussex he has developed the TradeSift software designed to make the analysis of trade and trade policy much easier. Using the software he has been responsible for the delivery of more than 20 trade policy training courses worldwide for participants from more than 70 countries, including training for the UK Department of Business, Innovation and Skills and the OECD.
Michael’s academic interest lies in both empirical and theoretical research. His empirical research has focussed on the impact of trade liberalisation within the EU, between the EU and third countries, and between regions within countries. His recent applied research has focussed on: reform of the GSP; the impact of trade liberalisation between the EU and the Southern Mediterranean; rules of origin; the impact of trade liberalisation on firms and on labour markets. Michael has published widely in both books and journals, such as the European Economic Review, World Economy, Economic Policy, Journal of Common Market Studies, Applied Economics and the European Economy. He has also produced a number of reports for the European Commission, and various governments. He is also a member of the FEMISE (Forum Euro-Mediterranéen des Instituts Economique) Steering Committee.
Dan has been working in international trade for the last 25 years, a period which included two overseas postings. Dan now seeks to put the knowledge and expertise he has gained over that period into helping UK based SMEs with export potential become successful overseas by creating and managing their links to new geographical markets.
The international business scene has long been an area of passionate interest for Dan. During the late 80’s, the focus was mainly on Europe, building sales for a UK based manufacturing business related to the packaging of liquid food products. During the 90’s, Dan became involved in more far-flung markets spending increasing time developing opportunities he had identified in Africa, the Middle East and South Asia for a food processing and packaging business. In 2000, Dan accepted the offer to relocate to Asia to establish a sales base in Asia Pacific. Dan was located in Hong Kong, building the business across Asia. In 2005, the business had developed sufficiently for a factory to be established in Southern China, a project managed by Dan.
In 2007, Dan returned to the UK. He accepted a new position with a business information company with a focus on developing their reach into the Middle East, Africa and South Asia. This also involved a seven month spell in New York managing the company’s six offices in the US. In 2012, Dan completed an MBA with the University of Liverpool with a specialisation in Emerging Markets. It was during research related to these studies that Dan identified an opportunity with UK based SMEs who had yet to fully realise the potential of export.
Today Dan is based in Manchester and fills a gap for SMEs with great products that are not resourced or lack the skills in-house (or perhaps the desire) to fully realise their export potential for themselves. Dan helps to transform the fortunes of such businesses working also with international business coaching firm Shirlaws who help ensure clients have all of the necessary infrastructure in place to support the growth that successful exporting brings to a business.
Dan welcomes enquiries from UK businesses with a strong product offering and unrealised export potential. Additionally, Dan continues to build relationships with partners in overseas markets keen to develop sales channels in their home countries for high quality British products.
After more than 30 years experience in practically all major markets in the world, Brian has developed a deep understanding of the mechanisms and requirements of international trade and the practical steps required for successful expansion overseas. His experience is primarily in the private sector and he has honed his skills as an Export Director in a very wide range of industries and sectors. In addition to his work in the private sector, Brian has also carried out ad-hoc advisory projects for local government organisations, Chambers of Commerce and Trade Associations. During this time, and in order to keep his expertise up to date, he has participated in seminars and courses designed by business schools, universities and other institutions for the working executive.
Over the years, he has worked in the paper, board and packaging industries especially aiding SMEs to consolidate their European markets and to expand into South-east Asia and Latin America, metal working industries, electronics (hard and software) for penetration into the same countries and markets.
From 1999 to 2004, acting as interim Country Manager, Brian consolidated the Iberian market for a Dutch multinational in the stationery sector. His remit included, but was not limited to: establishing an organised network of representatives and distributors from the existing structure, setting up a warehouse and logistics service, liaising with key accounts and developing new business.
In late 2004 and until 2008, he was contracted by a manufacturer of stainless steel plant and installations to consolidate their traditional market in the (mainly French) wine industry and to develop further markets in the waste-water treatment, bio-fuel and industrial waste processing industries. Sales were typically in excess of € 0’5 million and the last project, for waste processing at a sugar plant in the Champagne region of France, was initially budgeted at € 2’5 million and was negotiated over a period of 18 months.
Since then, Brian has returned to full time consultancy work and specialises in the recruitment of sales agents and distributors in addition to generating sales leads in:
Western Europe (Germany, France, Benelux, Spain, Italy and the UK), South America (principally Chile, Colombia, Argentina, Brazil and Peru), and North Africa (Morocco, Algeria, Tunis).Brian speaks fluent Catalan, English, Spanish and French and has a working knowledge of Portuguese and Italian.
Les Parfitt is a ‘hands on’ International business professional who has worked within the International field for over 30 years. He has extensive industry experience on developing business overseas having gained this experience through a wide range of senior management positions in Technical, Design, Manufacturing and finally in Sales & Marketing within the automotive industry.
During his role as the International Sales & Marketing Director for a global tyre manufacturing company he was responsible for managing 39 importer/distributor accounts throughout Africa, Asia and Australasia.
He then joined the UK’s leading automotive trade association, Society of Motor Manufacturers and Traders ( SMMT ) in August 2000 where he took up an International Trade Development position to help the UK auto industry develop new business in the Middle East, India and China. This wider role also encompassed the delivery of a wide range of government initiatives to foster stronger links between the UK and the key markets of India and China.
Having planned and led a wide range of UKTI trade missions to overseas markets, he was able to enhance the trade development of leading UK automotive companies, both through supply chain projects and business collaboration projects, plus the formation of key links with leading government trade departments and trade associations.
His extensive experience gained from developing contacts and business links overseas, saw him accepting a new challenge in January 2011 with the Indian based company, TMG Advisory, which was set up to support UK and European SME companies to develop cost effective and bespoke business development strategies to enter the Indian market. This new role has enabled him to use his strong business skills developed in the auto industry across a multi range of sectors.
Andrew has over 20 years’ experience in the Dangerous Goods transport field. Andrew started in road transport in 1983, and worked his way up to becoming an instructional officer within the Ministry of Defence in 1988.
With the changing of legislation and advances in technology in 1996 Andrew successfully began designing and delivering courses to suit the MoD’s rapidly changing training needs. He was part of the team that designed and implemented the drivers Theory course for the Army training school, and also redesigned the HAZMAT training course.
While at the Ministry of Defence in 1997Andrew studied for his ‘in-service Certificate in Education’ and took part in the program to deliver ADR training to the military around the UK and into Europe, which helped develop the flexibility in training delivery which has become one of Andrews strengths .
Andrew left the MoD and trained for the Anti-Rollover driver training program for BP. In 1999 While working for P&O TransEuropean bulk fuels Division as a shift supervisor , he helped formalise the training of new drivers at the Hertfordshire depot,
Andrew has achieved his DGSA qualification, and has a good knowledge and awareness of the application of Dangerous goods legislation on all aspects of industry, from the manufacturers to the end-users. This expertise has seen training and advice delivered as far afield as Kosovo for the EU mission there.
Andrew has a keen Health and Safety to, having studied and achieved the NEBOSH certificate and is currently studying for the Diploma. As an IOSH technician member. Andrew is qualified and accredited to deliver Managing and Working Safely courses for IOSH Certificates, as well as Manual handling .
Lived and worked in Hokkaido, Japan for three years from 1992 – 1995, teaching English, after which she gained a Master’s Degree in Japanese. Emma worked in the Embassy of Japan in London for 2 years, undertaking written translation, diplomat correspondence and assisting Japanese citizens in distress. (During this time she passed the top level of the Japanese Language Proficiency Test – Level 1).
As ‘Inward Investment Manager – Japan’ at Yorkshire Forward (Regional Development Agency for Yorkshire and the Humber), Emma worked closely with Japanese corporations in encouraging them to invest in the region and during that time, several Japanese corporations chose to invest in the area. Emma was offered the opportunity to return to her home city of Manchester, to take up the post of Associate Director at the Japan Centre North West, developing and delivering a range of Japan-related business services, including translation & interpreting services and cultural awareness business briefings. Emma also has experience working as Asia Pacific Consultant for UKTI North West.
Emma was invited to be a guest speaker at the 2007 Institute of Linguists Annual Members Day, speaking about ‘Japanese Business Culture and Language: Overcoming the Barriers’.
Throughout her career, she has undertaken countless business trips to Japan talking to corporations in their own language and she has organised many Japanese delegations to the UK. Emma has used advanced level written and spoken Japanese throughout her career in addition to making presentations in Japanese. She has been a finalist in the Sir Peter Parker Awards for Spoken Business Japanese.
Emma has delivered a seminar entitled “Japan: Road to Recovery” for the University of Chester’s Diversity Festival, as well as working closely with a large Japanese logistics company, in the preparation of an International Training Programme, to help the company’s high-potential managers to become more ‘globalised’. Emma has also conducted market research into the importance of cross-cultural awareness in business.
It is Emma’s love for and experience with Japan that has triggered her desire to set up Enterprise Japan-UK, as she is passionate about the opportunity to act as a cross-cultural bridge between the UK and Japan, both at a business level and at an educational level, bringing a greater awareness of the spirit of Japanese culture.