Family Business Scale-ups: Breaking Barriers to Growth
Executive summary
ACCESS TO MARKETS •
Mid-market and scaling family businesses operate across multiple market channels: 70% sell to other businesses or government (B2B) and 73% are selling direct to consumers (B2C), while 43% serve both markets. • When working through domestic markets and supply chains they want better access to key decision-makers and opportunities to showcase their businesses by expanding brand presence through trade shows and “meet the buyer” events. • To foster their internationalisation, export and overseas expansion, they are keen to see access to a local international trade hub; support for finding or recruiting in-country management or employees; funding for research into new markets; and access to financial products to support overseas expansion, including through UK Export Finance insurance and loan guarantee schemes. Support with market selection, entry and fulfilment, as well as introductions to corporate businesses and financiers able to support overseas growth, are also viewed as helpful to break down barriers to overseas markets.
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