Essex SME powers ahead with expansion into the Middle East

Braintree-based power supply company Irwin Science Education is primed for global growth, having secured overseas orders worth almost £190,000. The company, established in 2012 by co-founders Frank Campbell and Phil Walsh, specialises in providing power supplies, data logging, microscopy and mobile science benches for the science and education sectors.

In 2013 Frank and Phil made the decision to grow Irwin Instrumentation internationally and to build on their existing success in the Middle East.  As both partners had limited export experience, Samantha Smith ‒ their local relationship manager at NatWest ‒ signposted the duo to UKTI trade adviser Martin Senior.  

Martin enabled the business to access Passport to Export ‒ a twelve-month programme which provides new or inexperienced exporters with support to grow their business overseas, including help with market research and potentially matched funding for trips and tradeshow opportunities.

 Through the programme, the company secured a UKTI Tradeshow Access Programme (TAP) grant and was able to exhibit at the Gulf Educational Supplies & Solutions (GESS) show in Dubai earlier this year. “The funding we received enabled us to pay for our stand and graphics and contributed towards air fares.  As a small company we wouldn’t have been able to attend without it,” said Frank.

As a result of attending GESS, Irwin Instrumentation has since secured an order for microscopes with a Dubai distributor worth £96,000 and is currently in negotiation with the Ministry of Education in Oman for a second order worth £90,000, which will lead to the company being placed on the official government supplier’s list.

Over the next 5 years, Frank and Phil plan to expand into further foreign markets ‒ including the US and South East Asia and continue to seek advice from UKTI going forward. Frank said: “Overseas expansion was critical to the survival of our business but we wouldn’t have been able to do this without UKTI support, which enabled us to carry out crucial market research, visit customers and participate in exhibitions. Martin knew the market exceptionally well and kept us motivated throughout the whole process. I would urge all SMEs who are considering going international to ask their bank for details of how to access UKTI’s services.”

“Research has proven that businesses that trade internationally are more likely to be successful in the long term. We are proud to have been able to work in partnership with NatWest in supporting Irwin Instrumentation with their expansion overseas and enable them to realise their business goals,” said Martin.