Karmøy company gets a fast track to global markets

- In just a few intensive days, we gained valuable insight into the market and culture. We also met investors and senior executives from several shipping companies that could benefit from our solutions – a valuable outcome in itself. When you work alone, it often takes a long time to secure a meeting with a shipping company's senior management.

This is the conclusion of John Roger Nesje, European Sales Director at Karmøy-based SEAM, which supplies low- and zero-emission solutions for the maritime industry.

They recently returned from Italy, where they joined us and several other Norwegian companies to learn more about the maritime industry through the Trade Mission Green Maritime Italy programme.

There are significant opportunities for innovative Norwegian companies offering world-class products and services. But to succeed with your export ambitions, you need to understand the market conditions and culture, as well as have the right network.

That is why we have launched the Trade Mission export programme.

'Through Trade Mission, we aim to give Norwegian companies insight into specific market opportunities and help them build valuable connections to expand their business globally. We open doors while giving companies an informative trip alongside others in their industry,' says Tom Falk Hald, Senior Adviser at Innovation Norway.

Norwegian companies can choose from a range of trade missions to different countries within Norway's strategic export initiatives, including aquaculture, health, the maritime industry and hydrogen.

Our advisors at our international offices tailor the Trade Mission programme to your needs. Their expert knowledge of the local market and extensive network give Norwegian companies a strong advantage.

The market visit itself lasts between two and five days. Before you travel, you will receive practical information and an introduction to the market through online meetings. The group will also receive online follow-up after the market visit.

-The programme is manageable for many companies and gives Norwegian businesses a fast track into new markets. There are no requirements regarding the size of your company, but you need strong ambitions and the resources to expand internationally – as well as a product that is relevant to the market.

Nesje at SEAM highlights Trade Mission's industry-specific focus as a major advantage.

– That makes the programme 'spot on', as every industry has its own unique challenges.

At the same time, their trip to Italy taught them that there is no need to rush their solutions onto the Italian market.

‘It will probably take some time before the regulations, funding and electricity supply are all sufficiently in place. But we have now established contact with key stakeholders whom we can follow up with regularly, helping us stay up to date with developments.’

For now, they are focusing on other markets.

In recent months, Umoe Advanced Composites has taken part in two Trade Missions focused on hydrogen – first in Chile and then in Germany. They say it is easier to dedicate resources to a programme that runs for a shorter period.

The Kristiansand-based company manufactures composite containers and pressure vessels for transporting and distributing energy gases such as hydrogen and biogas – a rapidly growing market.

The trade mission to Germany included 20-minute 'speed dates' with relevant German companies and organisations. In Chile, they were also introduced to several key players in the hydrogen industry and had the opportunity to present their own solutions.

‘It’s a great opportunity to promote your business and get to know the industry. Who knows where these meetings might lead?’

Engehagen also highlights the seminars held before and after the event as valuable, both for gaining an introduction to the market and getting to know the other participants.

The company already has a solid international presence, with exports accounting for more than 80 per cent of its sales. The EU is its largest market, but it is now working to expand into more regions around the world.

– It is reassuring to have partners like Innovation Norway on our side. Among other things, we have worked with their international offices in Vietnam and Japan to explore those markets. They serve as a highly effective extension of our team.

The aquaculture cluster Stiim Aqua Cluster helped organise this autumn's Trade Mission to China and is delighted with the results.

‘China blew me away. It is an almost insatiable market, offering huge opportunities for Norwegian aquaculture,’ says cluster manager Trine Danielsen.

Danielsen points out that China has extensive experience in aquaculture, but not in large-scale production, where Norway is a leader. This creates strong demand for Norwegian expertise and technology. China aims to become more self-sufficient in food production and is therefore investing heavily in fish farming, with the authorities providing enthusiastic and effective support.

‘Although there may be trade challenges with China, my experience is that aquaculture is a priority for them and that they are creating favourable conditions for it because the need is so great,’ she points out.

The trip to China included presentations on Norwegian aquaculture technology, networking meetings, company visits and excursions. Several of the participating companies have already established operations in China, giving the other participants valuable insights and inspiration.

Danielsen emphasises that the trip was highly valuable for both the clusters and the individual companies. The cluster manager regularly organises trade missions to various countries and knows how important thorough preparation is to get the most out of the trip.

- In China, it would have been difficult without our team on the ground, who organised the trip and established contact with key stakeholders and government authorities.

She says the seminars held beforehand provided valuable insights into the market and culture, ensuring that everyone was well prepared for the trip. We also took part in pitch training to help us present our company as concisely as possible.

Danielsen highlights the opportunity to achieve a great deal in a short time as a key strength of Trade Mission.

‘You gain a wealth of knowledge and build a strong network in just a few days – something that would not have been possible over Teams. It is also a very social experience, with enjoyable dinners and great company.’