Trade shows provide networking opportunities

SMALL and medium-sized enterprises (SMEs) planning to internationalise can get a helping hand from trade associations and chambers (TACs) such as the Singapore Business Federation (SBF) and the Singapore Precision Engineering and Tooling Association (Speta).

These TACs have introduced various initiatives to help local companies team up and tap opportunities abroad.

Speta does this through platforms such as the Medical Manufacturing Asia (MMA) event, and the SBF through its various networking opportunities.

Platforms to unite firms

AS THE apex business chamber, SBF brings together the Singapore business community in areas such as trade, investment and industrial relations.

One of the SBF's initiatives is the special interest group Sustainable Development Business Group (SDBG).

It is a network for companies interested in building capabilities for sustainable solutions to make them more competitive internationally.

The SBF also encourages such efforts through the Singapore Sustainability Alliance (SSA) - a platform that SBF leads - which the SDBG is also a part of.

The SSA platform brings government agencies, business communities and research institutions together.

These include the Singapore Economic Development Board, Singapore Water Association, Sustainable Energy Association of Singapore, National University of Singapore and Singapore Compact for CSR, among others.

SBF chief operating officer Victor Tay says: "Through the platform, you can talk to one person, one association, and we'll be able to coordinate it, put on a single voice.

"We can even come up with common benchmarks in recognising which are the good companies, which has good technology, and bring them overseas as well."

Speta co-organised the inaugural MMA 2012 with Messe Dusseldorf Asia.

MMA, which consists of an exhibition, a conference and a global trade event, was held from Sept 12 to 14 last year, alongside the health-care industry show Medical Fair Asia 2012.

The local exhibitors at MMA made up half of the 144 exhibiting companies.

In total, the exhibitors hailed from 21 countries.

Speta chairman Jeremy Fong says: "Our members serve different industries in the precision engineering sector, such as medical, oil and gas, aerospace and more.

"We always create platforms for business development and opportunities for our members; so far we've been focusing on medical technology."

A two-day conference, held during MMA, gave companies an insight into the latest trends in medical technology.

Mr Fong says: "The conference taught them how to get into this area, and about the latest trends so they can supply to medical companies."

Global networking

APART from getting the precision engineering industry players together under one roof, internationalisation was also a key aim of Speta. MMA saw a total of 4,429 delegates from more than 50 countries.

The Global Asia Trade Exchange (Gate) Medtech 2012, which was held during the same period as MMA and jointly organised with IE Singapore, was a useful platform to match local and overseas companies.

Mr Fong says: "Gate brings in specific foreign buyers who already have an interest in buying, to meet our companies.

"Over 80 one-to-one business meetings with 10 international buyers such as Medtronic were held, and buyers also made visits to factories to see the local companies' manufacturing capabilities." One local company that benefited from the meetings was First Engineering.

Its senior business development manager, Mr Eric Peterson, says: "The Gate event was a great opportunity to meet one-to-one with other companies and find out what their needs are, and their experience working with Asian manufacturers."

Through Gate and other MMA events, First Engineering met close to 30 participants, mostly international companies, with some having local representation.

Mr Peterson says First Engineering secured three new customers and is pursuing 10 projects through them.

As a member of the International Cleantech Network (ICN), the SSA also helps companies to enter the international arena.

The ICN provides companies a platform to tap green growth opportunities around the world, and coordinates activities from Copenhagen, Denmark.

Giving an example, SBF's Mr Tay says: "With this group, we knew that the Copenhagen side was looking for a water technology player, looking for areas where they can hold trial runs of sustainable water technology in hospitals.

"We knew they wanted to come to Singapore, so instead of knocking on hospitals one by one, they go through our alliance to find the right one."

The SBF also organises and leads overseas trips for associations or companies.

Mr Tay says: "When we go on an overseas trip, we're able to bring water, waste, energy (expertise) all together."

One such trip was to the Sino-Singapore Tianjin Eco-city.

Future plans

MR TAY says the association aims to help Singapore companies achieve a mindshare among consumers around the world.

"When the rest of the world thinks about sustainable development, clean technology, Singapore companies should come to mind.

"In the next few years, we're looking to set up more national showcases and pavilions in other countries to grab a mindshare. It is good to be early so that we can export projects like the Tianjin Eco-city."

Speta's Mr Fong is happy with the success of MMA and hopes to double the number of visitors to the trade event, which is slated for September next year.

"It wasn't easy setting up the first show as we're just establishing our foothold in the industry, but the numbers were very promising. We hope to double everything and are expecting more overseas companies." rachaelb@sph.com.sg

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