PSSA Newsletter - June 2014

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News Issue 4 June 2014 News Issue 4 June 2014
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SMEs (defined as companies employing up to 250 staff and
with a turnover not exceeding €50M) are the lifeblood of the
UK economy. Nationally SMEs account for almost 50% of
private sector turnover and almost 60% of the working
population is employed by an SME. UK SMEs play a vital role
in sustaining and developing the UK’s defence & security
industrial base – a powerful contributor to the UK economy -
by maintaining our reputation as world leaders in the field of
niche and innovative technology and by providing our leading
prime contractors with the capabilities and solutions necessary
to underpin their equipment and services. The role they play in
securing both home and overseas sales cannot be overstated
and they require, and deserve, the best possible government
support.
The defence and security sectors have remained relatively
buoyant throughout the financial downturn with the UK
maintaining its position as second only to the US in terms of
defence exports (averaging 20%, with sales of £8.8Bn in 2012)
and winning 3% of the security export market in 2012 with
record sales of £2.7Bn. The versatility of UK SME products/
services means that there is scope for many more to become
involved in defence/security exporting. However breaking into
the overseas defence and security markets can be
challenging, if not daunting, for smaller companies and even
for those that persevere and become successful it can be a
long, slow process, putting considerable pressure on company
resources and other priorities.
It is hoped that the DSO pages on the .GOV UK website will
provide the required level of advice, information and support
to serve up to 95% of our SME customers at any one time. Visit
For the 5% or so that need more
specific, hands-on assistance we are here to help wherever we
can. We have teams of civilian and military experts who can
provide market-related advice and our Market Analysis team
generates both global and sector-specific market data, free
examples of which are available online. We have DSO military
and civilian staff present at a number of key UK and overseas
defence/security exhibitions and many of our overseas
Embassies and High Commissions also have UKTI officials on
hand to provide in-country support. Our hands-on advice will
tend to be strategic, focusing upon a specific project or out-
come and is designed to get the company back on track and
under self-control as soon as possible.
The UKTI DSO Small Business Unit (SBU) also conceives,
develops and delivers a range of events and activities
designed to identify new potential exporters and to deliver
specific support and services to established exporters. A series
of round-Britain seminars brings our advice, information and
support closer to the customer. Getting our message out to
prospective new defence/security exporters remains a major
challenge for us.
Investment made in new TRL test site
TRL’s new high energy impact test facility is operational at Membury in Berkshire.
Just 30 minutes west of the TRL Headquarters, this major investment is now up and running. The move started at the end
of 2013 and the entire project team has worked hard to ensure that testing programmes were interrupted for the
minimum time possible.
“We have installed a new electric winch that is capable of pulling heavier loads, reaching higher speeds more quickly and
is far easier to control for accuracy of speed and impact point” explained Nick Anderson who was lead for the project. He
went on “This means that we can deliver a wider range of impact tests and an improved site configuration that will enable
us to deliver impact tests on target and speed for our customers”.
In fact, so confident is he of these operational improvements that he has undertaken to provide a free retest to
customers if these performance measures are not met. Kevin Ell is the Site Manager for Membury and he will be working
hard to ensure that the site is fully completed and that our customer service is second to none.
“We have a much more flexible site here and we can plan for a far greater range of testing for our customers. In fact this
new area is being developed to deliver a bespoke testing facility for safety and security barrier testing, as well as specialist
testing for new vehicle developments” he explained. “We are up and running but there are a range of additional
improvement works that will be phased in over the next year or so. These include black topping most of the existing
concrete surfaces, a new visitor and meeting centre and improvements to data acquisition, communications, power and
access facilities. When it is finished this will be a world leading facility.”
High energy impact testing started at Membury towards the end of March and was then assessed for a range of testing by
UKAS. This means that we are now accredited to provide testing to EN1317, NCHRP350, MASH09, TD49/07 and EN12767 for
safety barriers, truck mounted attenuators and roadside equipment, as well as testing to PAS68 (2013) and the new
IWA14-1 standard for vehicle security barriers at the new site.
For further information please contact Kevin Ell at Membury on 01344770544 email or Nick Anderson at TRL
Crowthorne on 01344770005 email
PSSA Member News. Focus on UKTI
We have developed important working relationships with the
principal national and regional defence/security trade bodies
and they help to promote our support and services. We also
visit a number of relevant UK exhibitions and shows each year
to meet new companies on their stands and help with their
export issues and queries.
In 2013 we delivered a very successful Symposium for small
business with almost 250 SMEs from over 180 companies in
attendance. We also offered three ‘Meet the Buyer’ networking
sessions with overseas government officials and industrialists
in conjunction with the DSEI show in September. These were
attended by over 120 SMEs. Our range of events and activities
throughout 2014 will vary from this but will be equally as
versatile and, we hope, beneficial to UK SMEs.
Support from our colleagues within UKTI as well as those in
key government departments is crucial to our ability to
provide a fully rounded service to UK SMEs. UKTI has nine
regional International Trade Teams (ITTs) within England
(separate arrangements exist within Scotland, Wales and
Northern Ireland) and we are in regular contact with all parties
to ensure that we fully support each other’s activities and
ventures for the wider benefit of UK SMEs. Our regional
colleagues help us to promote and administer our round Brit-
ain seminars, from where they are able to explain to SMEs the
range of services available from UKTI on a more local basis. In
turn we are always on hand to help promote and support
regional activities that have a defence/security application.
Our working relationship with UKTI colleagues extends to UK
Export Finance, a sister group specialising in overseas trade
credit insurance and other financial services.
A sound working knowledge of the UK’s export licensing
regulations is vital, especially where military goods and
services are involved. We work very closely with the BIS Export
Control Organisation, giving their export advisers a platform to
address current and would-be SME exporters about
understanding their role and responsibilities in the export
process.
For many UK SMEs the defence/security sales journey will
begin by trying to sell their goods and services to our own
Armed Forces. Our relationship with the MoD is vital to us
providing a comprehensive advisory and support service,
both for home and overseas sales, to UK SMEs. Together we
speak at a number of defence/security seminars and
conferences organised by various trade groups and private
sector events organisers as well as ourselves to offer a
comprehensive support package to UK SMEs in the defence/
security sectors.
For more information see
With the PSSA forging closer links with UKTI, David Lines, Assistant Director Support to
Business, talks about the role of the SME within the security sector.
Above: TRL’s new high energy impacy test facility