Cameron Stockman is director of operations and business development at CEC Mining Systems, a Canadian leader in ceramic disc-vacuum tailing filtration, based in Vancouver, British Columbia.
What was your first export sale?
It was in 2012 to Minas Gerais, Brazil. We sold six CX5-100 filters for an iron-ore tailings and concentrate filtration plant.
How did that first export opportunity arise?
By investing time and resources in the market, meeting with companies directly, without agents, distributors or other potential affiliates disrupting the process.
EDC resources to help you export
If you could summarize your export journey in one word, what would it be?
Two words: Exhilarating and exasperating.
How has the trading world changed since you started in business?
The prevalence of information that is available online, if you know how to find it. Many of our key contacts at companies located in international markets are accessible via research initiatives.
What are the most important things new SMEs need to know about export and trade?
When undergoing a strategic business plan for entry into a market, do it scientifically. If there is an investment decision, ‘measure twice and cut once.’ Each market has an entirely different landscape in terms of taxes and duties, logistics to market, potential partners and competitors, and distribution and diversity of technology end-users.
By implementing planning and investing in good research, many mistakes and wasteful allocations of resources or time can be avoided.