Carolyn Creswell Carman's founder The UK has one of the most advanced grocery markets in the world so you need to be able to prove you can satisfy consumer needs. The first thing you need to do is decide the best place for your products to be sold, and ask yourself whether you want to target the big retailers first off or go for smaller stores, or even premium outlets. Choosing the right outlets are vital because not all supermarkets may have the customers you are targeting or the right image for your brand. The fact that you are an overseas brand can also be used to your advantage. Buyers are interested in the Australian story and companies bringing their heritage to the UK. Retailers in the UK deal a lot with multinationals and like the little guys that pitch to them. Companies like us need to be tenacious and knock on as many buyers' doors as possible to get an appointment. Beatrice Blake Manager, London office, Irish Food Board Irish suppliers are well positioned to do business in Britain thanks to the geographical and cultural closeness of the two countries. They are further helped by the similarity between food cultures, access to raw materials and a reputation for quality products. The presence of three of the big four multiples in Ireland means most Irish suppliers have experience of winning and maintaining a listing in a UK multiple, which is to their advantage when entering this market for the first time. But the two markets are not the same, so any potential exporter must do their homework. This means identifying who the target consumer is and understanding how their product will add value to the category and the retailer. They must prepare to explain to buyers how their product is new and unique, and how it will meet consumer needs, and do consumer research. They also need to show their commitment to adapt the product mix to market requirements.