Inditherm: a warming tale

For a lesson in getting going in exporting, Rotherham-based Inditherm has a warming tale to tell. The company makes heating and warming products such as mattresses for patients in operating theatres and in neo-natal wards as well as advanced heat products for chemotherapy. “The biggest challenge to export was that we weren’t exporting at all when I arrived,” explains CEO Nick Bettles. “The UK was not a big enough market to support the business, so we needed to expand reasonably quickly.” For Bettles, the challenge was to build exports without spreading his resources so thinly that his team couldn’t provide the necessary support. It was crucial to build a strong distributor network and support it properly. Strong product literature and a professional web presence were essential but, in order to meet potential distributors, Inditherm needed to exhibit at Medica, the major global trade show. Driven by this desire, Bettles contacted UKTI. The Passport to Export scheme gave Inditherm a UKTI advisor – “who has been very helpful over the years” – plus matched funding for exhibiting at Medica. “We went, met a lot of people, and it proved to be very worthwhile,” says Bettles. And good partners have driven good business. As a consequence, he adds, Inditherm’s export activities “have gone further than we might have done.”