Dunster House is a premier producer and supplier of high quality log cabins and other wooden garden buildings, with a turnover in excess of £25 million. Established in 1994 by husband and wife team Chris and Pam Murphy, its range includes climbing frames, garden offices, sheds, greenhouses and summer houses.

Its main office is based in Bedford, which employs over 180 staff. With its own work force, vehicles and factories the company doesn’t rely on any outside agents or middle men.

Over the last few years Dunster House has made a concerted effort to expand its international activity in order to grow the business.  “The UK market is simply too small for us,” said Chris. “We’re a company that thinks internationally.  We have 19 factories located in the UK and Eastern Europe, with 450 employees in total.”

Although, as a large organisation with its own global marketing department they already had the expertise to take the business forward internationally, Chris decided to approach UKTI for help and advice and was put in touch with UKTI trade adviser Anton Rudgalvis. An initial meeting with Anton was to lead to an ongoing seven year relationship between the two where, as Chris puts it:  “UKTI acts in a semi-consultative role for the business.”

“As far as I’m concerned the more knowledge I can acquire the better,” says Chris(left) “UKTI can always answer any questions we have on market entry strategies and legal requirements for entering into overseas markets.  I always approach Anton when I need clarification on issues and just cherry pick what I need to know from the information I’m given.”

“Dunster House is a great example of a larger company who uses UKTI on a bespoke basis,” says Anton.  “Chris comes back to us repeatedly because he knows we give clear and impartial business advice whenever they choose to enter a new international marketplace.”

A specific example of this occurred in 2012 when Chris contacted UKTI for advice on how to facilitate an expansion into the UAE following an enquiry from a potential client.  Anton explains:  “UKTI trade advisers are often sector or country specific.  In this instance I was able to give Chris advice on the UAE as I had lived in Dubai for four years and had a wealth of commercial experience having been the General Manager of a UAE-based production company. 

The UAE remains the UK’s largest market in the Middle East and 13th biggest globally, but it’s a difficult market to break into without support - for example, many UK firms make costly mistakes by not adhering to UAE business etiquette such as the importance of regular face-to-face meetings.” 

Chris took Anton’s advice on board, combining it with his own knowledge of the market, and is now successfully trading in the UAE and other parts of the Middle East.  Dunster House secured an initial order for £20,000 and sales to the Middle East are expected to reach £180,000 during this financial year.

In 2013, Chris approached Anton once again for advice regarding concerns about a potential contract with a Chinese client.  Anton explains:  “Working together with the China Britain Business Council (CBBC), our investigations confirmed that this contract, potentially worth £300,000 was in fact a scam.  This is a good example of how UKTI can help eliminate risks to businesses abroad.”

He adds:  “Whatever the size of a business, our clients have direct access to teams of Commercial Officers in British Embassies throughout the world and this can significantly speed up the process of international expansion.”

Dunster house is going from strength to strength internationally and has now expanded into Japan, Russia, Romania, Norway, Hungary, Romania and Israel.

“The company is expanding at a fantastic rate of knots,” says Anton, adding:  “It is really good to see overseas growth coming from both new and existing international markets. Chris and his team continue to call on us as and when required – they know they will receive impartial advice and they understand the way UKTI works. I wish them every success as they move forward and I look forward to working with them in the future.”

“I would recommend that any company of the same size and stature of Dunster House contact UKTI. The help and information they give us is greatly appreciated,” says Chris.

To find out more about UK Trade and Investment services visit www.ukti.gov.uk