Recent winners of the Garden Industry Manufacturer's Association Pet Export Achievement Award and twice voted Supplier of the Year by Pet Production Retail Association, Canagan is going from strength to strength on an international stage. Director James Milbourne, part of the family that owns the business talks to us on how Canagan have reached success.

How has the business developed over the last few years

We have had a huge expansion over the last five years. In 2010 we operated solely in the UK and generated a turnover of just over half a million. Today, we export to more than 35 countries over four continents, and have a forecast turnover of £20 million in 2017.

How did you begin to expand beyond the UK?

Our global expansion began back in 2012. We targeted large-scale pet food exhibitions such as Zoomark (Bologna) and Interzoo (Nuremberg). Networking with prospective customers in various different markets enabled us begin to establish our brand as a global one.   

Why do you think your product is so successful in international markets?

By continuing to produce high quality products, we have been able to rely on brand superiority to help us build a strong global following. Customers really can see the benefits to their pets when they feed our foods. We like to give countrywide exclusivity to our partners which fosters a lot of support.  We are proud of our products that now feature in over 5000 pet stores across the world.

How do you build successful international relationships?

Our global success wouldn't be possible without the hard work of the sales team, who have been present at almost every major pet show over the last four years, continually searching for new business opportunities. We believe there is no substitute for face-to-face meetings and making the effort to visit our customers all across the world.

How quickly is the international side of your business expanding?

Very quickly, we are hoping to expand to 50 countries worldwide by 2021.

What is your secret to successful international exporting?

Visiting trade shows is important to display the brand on an international stage, but it is also important to network whist you are there. We work hard during the day and in the evening, the delegates come together over drinks and dinner to continue building successful personal and professional relationships. For Canagan, business is about so much more than just the product or service; it is about creating long-standing personal relationships, which makes doing business so much easier in good times and in bad.

www.canagan.co.uk