MGN Insight – Supportive customers the key to exporting success

By Laurence Kilgannon, Insider’s Digital News Editor

Seaham-based family dairy processing company Prima Cheese has recently broken into China to expand its growing list of overseas customers.

Already supplying its cheese products into Taiwan, Singapore and Hong Kong, the move into the lucrative Chinese market was the next logical step. And Prima Cheese now has its sights set on Malaysia.

Nagma Ebanks-Beni, the company’s Commercial Director who has overseen the export drive into China, told Insider that one of the key factors has been the engagement with clients.

“My clients abroad have been hugely supportive of us,” said Ebanks-Beni. “It’s in their interest to do so, to help a supplier once they’ve found one that can deliver the right product for them. They are investing in us so it makes sense for them to assist us in getting our products to them quickly and safely.

“The move into China is all part of staying ahead of the game. We knew we wanted to be in China, and it’s taken around two years for us to get registered to trade there.”

Prima Cheese has also recently purchased a new production line which is the company’s fourth and, according to Ebanks-Beni, will see output treble by this time next year.

The interview with Nagma Ebanks-Beni is part of the first edition of the Manufacturing Growth Network (MGN) which also includes the first set of tables of the North East’s best performing manufacturing businesses in the previous quarter of 2017 based on Turnover, Productivity, Exports and Apprenticeships.

MGN is a partnership between NRG, EY, Square One Law and Lloyds Bank and backed by EEF.

To read the full interview with Nagma Ebanks-Beni, click here. The tables are available here.