FAST TRACK

it had been negative. Only 9% said theyhad seen a positive result. Some are tak-ing action to protect themselves in case ofa no-deal Brexit. Safety product makerJSP (No 187) says it has used the prospectas an incentive to open its new manufac-turing and logistics facility in Germany.In a similar vein, financial technologyfirm Transferwise (No 12) has applied fora money-transfer licence in Brussels.

Those looking further afield includeGenius Sports Group (No 37), which pro-vides betting software driven by livesports data, and is performing strongly inthe liberalised US betting market; andWindhoist (No 114), which has built windfarms in Australia and Morocco.

Retailers embracing ecommerce fea-ture prominently: 34 appear this year, upfrom 25 in 2017. They include our No 1ranked company, Gymshark, whoserange of figure-hugging workout wearhas proved a hit around the world, withinternational sales rocketing 228% a yearto £81m on total sales of £103.2m in 2018.Ian Wilson of DHL Express considersthe advantages of ecommerce to bothconsumer and business-facing compa-nies on page 4.

Investing in the technology needed toreach new customers has been an impor-tant driver of growth. A wide range ofcompanies from Niftylift (No 51) to Fenti-mans (No 174) and Charlotte Tilbury(No 60) have upgraded their IT to helpthem manage their international expan-sion — Nicky Tozer of Oracle NetSuiteexplores this theme further on page 6.

Outside London, Manchester is hometo the highest number of company HQswith eight. In total, 41 are based in thenorth of England. Almost half (99) aremajority-owned by an entrepreneur orthe founders, while private equity own45, and 28 are family-owned.

Ten years ago, retailers Cath Kidstonand architect Zaha Hadid featured on thefirst league table. Their internationaloperations have rocketed since. Otheralumni have floated on stock markets,such as Aston Martin, worth £2.8bn; andFever-Tree, valued at £2.9bn; and manyhave been acquired, including Skyscan-ner, bought for £1.4bn by China’s Ctrip in2016. This year’s cohort will also attractattention. With total sales of £31bn, andalmost 140,000 employees, up 38,000 inthe past two years, their past success andambitious plans are a credit to them all.

Awards dinner car partner

International Track 200 ranks Britain’s mid-market private companies with the fastest-growing overseas sales. The league table is produced for a 10th year by Fast Track, the Oxford firm that researches Britain’s top-performing private companies and organises invitation-only dinners for their owners and directors to network and meet its sponsors.

For full ranking criteria, see page 2

While Westminster debatesBritain’s future tradingrelations with the EU, thecountry’s leading export-ers have quietly clocked upthe air miles and securedoverseas orders at a recordrate, almost double that

achieved two years ago.Private mid-market companies ranked

on the 10th annual Sunday Times HSBCInternational Track 200 grew their inter-national sales by an average of 31% a yearfor their past two years. The comparableminimum rate of growth in 2017 was 16%per annum. Combined profits were£2.3bn, a 77% rise on the 2017 cohort.

This acceleration in sales is in part dueto the fall in the value of the pound. Yetit also reflects the strong demand forBritish goods and services.

Europe is a key market for the majorityof the companies (86%), followed byNorth America (64%) and Asia (37%). Thelatter includes 44 companies targetingChina, such as childcare provider BusyBees (No 184), which plans to open 32nurseries in the country over the next fiveyears, an opportunity that Jane Galvinfrom HSBC explores further on page 3.

Asked what impact the vote to leavethe EU was having on their business,more than half (57%) of the fast-growingexporters said the impact had been neu-tral or non-existent so far, while 34% said

Follow us @ST_FastTrackJoin the conversation #IntTrack200

2 Cult Beauty 206.58%Online beauty retailerThis online retailer sells beauty products from global brands such as Charlotte Tilbury (No 60 on this year’s league table) and Sunday Riley, as well as emerging labels including Huda Beauty and Drunk Elephant. Co-founders Alexia Inge, 41, and Jessica DeLuca, 44, started the business in 2008 after growing frustrated with spending hundreds of pounds on ineffective cosmetics, with current co-chief executive Murray Salmon, 48, joining in 2011. Customers in Europe and the Middle East, attracted by its social media campaigns, helped overseas sales hit £35.3m in 2018.

3 White Light 198.42%Entertainment production supplierCo-founded by chairman John Simpson, 76, in 1971, this London company supplied lighting for the first production of cult musical The Rocky Horror Show two years later. It has since diversified into audiovisual services and staging for the theatre, concerts and events such as product launches and awards ceremonies. Its international sales reached £12.6m in 2018, boosted by a three-year contract with a theme park in the Middle East and work for the Winter Olympics in South Korea, where it designed and supported the technology for Discovery Eurosport’s TV studio.

4 MiQ 174.74%Digital marketing agencyGurman Hundal, 35, and Lee Puri, 45, founded this digital marketing agency in 2010 to help clients use data to target their marketing. Its proprietary software provides directed advertising campaigns for brands such as Audi, Mastercard and Sony. MiQ employs more than 550 staff across 15 offices globally, serving more than 650 clients. In 2017, private equity firm ECI partners bought a minority stake to support overseas growth and product development. The same year, expansion into Germany, North America, India and Australia boosted exports to £121.9m.

5 iPulse 167.26%Hair removal technologyThe devices created by this Swansea manufacturer use high-intensity pulses of light to target unwanted hair and stop growth at the root. The products scan the user’s skin tone before setting the energy level required. The company sells its SmoothSkin range in more than 30 countries, with mainland Europe and Asia the fastest-growing markets. In 2017, international sales rose to £30.9m, representing 94% of turnover. The company is backed by BGF chairman Sir Nigel Rudd and early Betfair investor Richard Koch, and is led by chief executive Giles Davies, 51.

The stars of this year’s International Track 200 league table demonstrate how international trade is rich with opportunity.

These companies have witnessed a surge in exports, with the minimum international sales growth rate — at an average of 31% per annum for two years — the highest in the list’s 10-year history. The No 1 company, Gymshark, achieved a staggering growth rate of 228% per annum.

UK companiesare finding new international audiences for their brands

Export stars go global to navigate uncertain timesWhile Europe is the most

popular international market and continues to be a focus for 171 firms, 128 companies are exporting into North America and 73 have customers in Asia.

This expansion has unfurled against the background of political and economic uncertainty. If such international progress is possible with Brexit unresolved, there should be an acceleration of business when we have a clearer picture of our trading position.

Our focus is on enabling international business, and we have offices worldwide to provide on-the-ground support. Our export finance solutions give businesses access to the working capital they need.

HSBC’s Navigator report, asurvey late last year of more than 8,500 companies around the globe, found that almost three-quarters of UK

businesses feel positive about international trade. This outlook is driven by a mixture of an expectation of global economic growth, consumer confidence and strong supplier relationships. The report also found that 83% of UK firms are preparing for Brexit. Businesses are adapting their operations to ensure they have resilient plans in place. During times of uncertainty, it is those that prepare, adapt and look for new opportunities that are best placed to grow.

While British exporters remain bullish on their trade prospects and are leveraging the strong demand for their products around the world, we are encouraging them to explore new markets. Firms have adapted and diversified.

The cheaper pound has also had a positive impact. Now is a good time to export on price and not just brand. While a Brexit resolution is likely to move the value of the

pound again, exporters have already taken advantage of its lower rate.

With almost two-thirds ofthis year’s companies exporting into North America, the US is a target that many businesses perceive as a valuable market to crack. We have worked with several businesses that have enjoyed considerable success there. Tom and Ruth Chapman began with a single boutique in Wimbledon, southwest London, in 1987. Today, Matchesfashion.com (No 79) delivers to 176 countries, with America its biggest market, as its exports hit £227.8m in the year to January 2018, an increase of 67% per annum for the past two years.

The Far East, and China inparticular, is an increasingly important market for UK exporters, as my colleague Jane Galvin explains in more detail on page 3. BrewDog (No 168) is exploring opening

a brewery in China to capitalise on the fast-growing market for craft beer, while in August it opened its flagship bar in Asia, located in Seoul, South Korea. Bulk Powders (No 80) has also expanded by selling its sports-performance products to health-conscious Chinese consumers. British handbag brand Radley + Co (No 75) launched a Chinese website in 2017 by partnering with ecommerce platform Tmall to sell its “affordable luxury” bags in the country.

Europe remains a key market for UK trade, with 86% of the International Track 200 companies selling to the Continent. Microlise (No 124) develops tracking systems for commercial vehicles and has operations in India, Australia and France, driving overseas sales to £9.8m last year. Its streamlined banking operations are possible thanks to HSBC’s presence in its overseas markets. In

December it refinanced its banking facilities with us to support product development, international expansion and job growth.

Regardless of the eventualrelationship between the UK and EU, the importance of trading will continue. Yet as we have seen, opportunities exist in the wider world, and we would encourage British businesses to see themselves as global citizens.

Overall, despite “uncertainty” being the byword of last year, the UK’s entrepreneurs are being bold and decisive. More clarity on our future trading position will emerge in the coming months, but for those willing to look beyond these shores, the opportunities are there.

With our global footprint,HSBC will support those companies as they look to achieve their goals.

Amanda Murphy is head of commercial banking, HSBC UK

AMANDAMURPHYHSBC UK

BrewDog (No 168) is considering a factory in the Far East

BRITAIN’S MID-MARKET PRIVATE COMPANIES WITH THE FASTEST-GROWING OVERSEAS SALES

February 10, 2019 Researched and compiled by Fast Track

Title sponsor Main sponsors

Overseas sales soar as Brexit ticks onA surge in demand for British ideas and innovation is driving success in markets across the world, writes Richard Tyler

1 Gymshark 228.06%Fitness clothing retailerThis fitness clothing brand has come a long way since it was founded in 2012 by Ben Francis, 26, in his parents’ garage in Birmingham. It attracted 10-hour queues when it opened a pop-up store in Los Angeles last year, and now has more than 1.2m customers. Its range of “conditioning” apparel has gone global under the stewardship of chief executive Steve Hewitt, 45, a former Reebok executive who joined Gymshark in 2015. Last year, exports reached £81m — more than three-quarters of total sales of £103.2m and up from £7.5m two years earlier.

Gymshark was initially envisaged as awebsite selling health supplements, but low profit margins and a gap in the market for bodybuilding apparel saw Francis, a weightlifter with an entrepreneurial drive, turn to clothing. He bought a sewing machine for £200 and, with his grandmother’s help, began to make gymwear.

Growing up in the era of social media,Francis identified a marketing opportunity now considered almost standard practice at many new businesses. He initially gifted clothing to key social media personalities, such as well-known bodybuilders and fitness enthusiasts, in the hope

they would promote the products to their followers.

The brand has continued to sponsorpopular YouTubers, Instagrammers and bloggers, such as US fitness model Nikki Blackketter and bodybuilder Steve Cook, who form part of the “Gymshark family” boasting a combined social media following of more than 80m. Today, the brand’s own social media presence also has an impressive 8.9m followers.

Gymshark’s media savvy even extendsto its huge logo in the courtyard of its new Solihull headquarters, where it moved in April, which is designed to be seen on Google Earth. It houses 260 staff, whose average age is just 26.

Social media has been key to the success of Gymshark, founded by Ben Francis. It sells to customers in 178 countries and expects total sales of £175m this year

ANDREW FOX

TRACK 2000200200

The company’s 13 multilingual websites sell directly to customers in 178 countries. As well as moving to larger offices, the company has invested in technology and recruited data engineers to support product fulfilment. It is rolling out further online stores, with the aim of providing a local brand experience on a global scale.

Debt-free and profitable, Gymsharkis growing at a rate that continues to far outpace the market for fitness clothing in general. It expects that total sales will rise to £175m this year, up more than fourfold from £40.5m two years ago.

2 The Sunday Times February 10, 2019

INTERNATIONAL TRACK 200

RULES OF ENGAGEMENT

would like to thank HSBC for its sponsorship for all 10 years, and DHL Express for its third year, and Oracle NetSuite for its first year. Nominations for next year’s league table are welcome at info@fasttrack.co.uk or via fasttrack.co.uk.

bvdinfo.com/fame

are they necessarily the best-run companies. The table is based on historical data. The information is not an indicator of present or future performance. Some exceptions were made to the qualification criteria set out above. The compiler’s decision is final, and no correspondence will be entered into.

SponsorsFast Track’s sole source of revenue is from sponsors. We

Incomplete data Companies may choose not to disclose a geographical breakdown of sales due to abbreviated accounts or on the grounds that it could be prejudicial to their interests. There may, therefore, be omissions.

DisclaimerThe firms in the league table are not endorsed or recommended by the sponsors or Fast Track, nor

Exclusions Property developers and financial trading companies were excluded.

Data collection Sources include Fame, published by Bureau van Dijk, and Experian’s MarketIQ. Some companies nominated themselves or were identified through desk research. The research was conducted principally between August and December 2018.

in our sister table, the SME Export Track 100, published in May.)

International sales growth was measured by compound annual growth rate over two years.

International sales for recruitment, marketing services or travel agents include gross monies handled on behalf of clients. These firms are required also to show gross profits of at least £5m in their latest accounts.

The 10th annual Sunday Times HSBC International Track 200 league table ranks Britain’s mid-market private companies in order of fastest-growing international sales. The sales growth was measured by the companies’ latest two years of accounts, either publicly available or obtained from the firm.

Criteria Companies had to be UK-registered and be

independent, unquoted and ultimate holding companies.

Overseas sales in the latest year had to exceed £1m, be at least 5% of total sales and show a rise from the previous year.

In the base year, international sales had to be above £500,000. Total sales in the latest year had to exceed £25m, operating profit had to be positive, and staff numbers had to be at least 10. (Exporters with sales of less than £25m are ranked

Rank2019

Rank2018 Company Activity Location Year

end

% annualintl sales

growth

Latestintl sales

£000

Total sales

£000Staff

1 16 Gymshark Fitness clothing retailer Solihull Jul 18 228.06% *80,958 *103,232 260

2 3 Cult Beauty Online beauty retailer Central London May 18 206.58% *35,337 *69,685 108

3 6 White Light Entertainment production supplier Southwest London Mar 18 198.42% 12,613 39,311 226

4 10 MiQ Digital marketing agency Central London Dec 17 174.74% 121,871 155,876 410

5 8 iPulse Hair removal technology Swansea Dec 17 167.26% 30,945 32,874 39

6 Saville Group Audiovisual equipment supplier York Dec 17 166.04% 3,993 42,145 257

7 High Street TV TV shopping channel Harrogate Dec 18 164.72% *16,279 *66,899 115

8 9 Carrs Foods Bakery products provider Manchester Dec 17 158.73% 18,991 49,430 23

9 Crep Protect Footwear accessories developer West London Feb 18 151.80% 20,192 27,001 25

10 14 Opus Talent Solutions Recruitment consultancy Bristol Dec 17 151.64% 26,101 75,951 239

11 12 AerFin Aircraft and spares services Caerphilly Dec 17 146.81% 58,589 70,221 87

12 TransferWise Currency transfer provider East London Mar 18 141.64% 83,500 117,283 835

13 15 The&Partnership Advertising agency Central London Dec 17 134.45% 187,891 449,586 513

14 7 Salt Recruitment consultancy Central London Dec 17 133.19% 10,881 39,006 116

15 Sigma Sports Sports goods retailer Kingston upon Thames May 18 130.62% 4,515 26,046 88

16 John Good Logistics services provider Hull Dec 17 125.22% 12,970 63,351 304

17 55 VSI Group Language services provider Central London Dec 17 121.69% 32,444 45,026 133

18 77 The Watches of Switzerland Group Jewellery and watch retailer Leicester Apr 18 120.31% 133,000 685,184 2,015

19 Dextra LED lighting manufacturer Dorset Dec 17 117.13% 3,744 68,011 531

20 Sigma Retail Solutions Retail services provider West Yorkshire Dec 17 116.01% 7,477 46,098 225

21 iwoca Business finance provider Central London Dec 17 115.77% 2,840 25,020 176

22 17 Jupiter Group Fruit grower and exporter Shropshire Sep 18 107.23% *10,975 *49,326 83

23 Thumbs Up Lifestyle products wholesaler West London Dec 17 105.98% 19,088 32,311 64

24 Project One Business consultancy Cheshire Dec 17 105.88% 3,018 30,272 111

25 4 Ceuta Group Sales and marketing agency Bournemouth Mar 18 103.24% 39,053 97,572 323

26 Ogury Mobile data marketing North London Dec 17 102.88% 26,384 33,760 133

27 Arlington Industries Group Components supplier Manchester Mar 18 102.61% *58,700 *170,557 1,078

28 87 The Instant Group Outsourced office supplier Central London Jul 18 102.11% *14,800 *84,000 250

29 27 Sahara Presentation Systems Audiovisual equipment supplier Kent Dec 17 98.74% 25,672 59,945 79

30 25 Anglia Maltings Malt producer Norfolk Dec 17 98.58% 71,826 169,009 359

31 Brogan Group Scaffolding contractor Hertfordshire Dec 17 97.69% 10,295 31,783 445

32 JDX Financial services consultancy Central London Mar 18 94.35% 7,894 34,505 547

33 West Design Arts and crafts supplier Folkestone Jan 18 94.31% 3,129 28,641 184

34 Revolution Beauty Beauty products retailer Kent Dec 17 91.85% 41,828 71,788 94

35 Leisure Pass Group Tourism smartcard provider Central London Dec 17 91.51% †207,872 †225,803 105

36 56 Delta Group Marketing services provider Northeast London Dec 17 90.47% 12,233 81,025 726

37 Genius Sports Group Betting data services provider Central London Dec 17 89.14% 46,936 53,071 669

38 69 Claranet IT services provider Central London Jun 18 88.68% 207,900 321,600 1,841

39 Flint International IT infrastructure consultancy Watford Dec 17 88.03% 15,815 27,065 31

40 34 Touch Associates Event communications agency Surrey Dec 17 86.43% 30,994 41,026 113

41 93 Qualtex Spare parts distributor Manchester Dec 17 85.89% 12,316 36,668 187

42 1 Lincoln & York Coffee manufacturer Lincolnshire Jan 18 85.18% 11,839 39,944 106

43 43 Titan Airways Airline Stansted Mar 18 84.00% 29,632 99,095 322

44 EFG Housewares Household goods wholesaler North London Dec 17 83.94% 17,896 32,538 82

45 44 Oliver James Associates Recruitment consultancy Manchester Dec 17 83.26% 42,814 91,661 285

46 Integrity Print Printer Somerset Dec 17 83.00% 2,602 48,597 370

47 58 Origin Bifold doors manufacturer High Wycombe Dec 17 82.71% 2,628 35,062 266

48 FFX Tools and equipment retailer Hythe Sep 18 81.53% *10,585 *48,752 121

49 Total Computers IT consultancy Kettering Dec 17 81.39% 5,591 65,476 111

50 66 City Facilities Management Facilities maintenance provider Glasgow Dec 17 80.47% 378,474 821,672 11,992

51 147 Niftylift Lift manufacturer Milton Keynes Dec 17 79.94% 83,247 107,173 481

52 Flying Trade Group Conglomerate Essex Dec 17 79.33% 18,695 131,565 798

53 Mace Construction project manager Central London Dec 17 78.64% 665,000 1,971,748 4,741

54 Smyle Creative agency Hertford Mar 18 78.39% 15,956 26,948 60

55 Whitehall Resources Recruitment consultancy Colchester May 18 78.10% 13,588 55,299 87

56 20 Austin Fraser Recruitment consultancy Reading Feb 18 77.07% 15,513 48,209 164

57 SC Group All-terrain vehicle manufacturer Devon Aug 17 76.39% 43,200 53,690 214

58 YM&U Talent agency Central London Aug 17 76.36% 7,412 27,771 208

59 Barron Wood Distribution Transport broker Preston Oct 17 76.13% 6,869 64,903 139

60 Charlotte Tilbury Beauty Beauty products retailer West London Dec 17 75.42% 43,674 100,653 772

61 73 Capital Hair and Beauty Hair products wholesaler Brighton Dec 17 75.13% 3,644 47,677 430

62 118 Whitworth Group Flour miller Northamptonshire Mar 18 75.11% 20,832 321,679 536

63 45 The Hut Group Online retailer Manchester Dec 17 75.08% 512,635 735,652 3,222

64 47 Optal Payment services provider Central London Dec 17 74.53% 179,872 179,872 65

65 Phoenix Cellular Mobile phone distributor Crewe Oct 18 74.15% *18,239 *33,225 64

66 BVG Group Mail order retailer South Wales Aug 17 73.51% 9,712 114,967 924

67 Midwinter Solutions Clinical trials supplier Burton-on-Trent Feb 18 73.49% 10,679 61,823 20

68 62 END. Online menswear retailer Newcastle upon Tyne Mar 18 71.89% 70,433 101,051 316

69 CCL Computers IT hardware supplier Bradford Aug 17 69.68% 2,390 29,720 60

70 Astrak Group Undercarriage parts supplier Fife Dec 17 68.93% 16,464 28,774 77

71 81 AVMI Audiovisual systems integrator Surrey Jun 18 68.73% 6,326 64,159 414

72 TC Group Office furniture supplier Bristol Apr 18 68.64% 2,686 32,453 127

73 39 Cult Wines Wine merchant West London Aug 18 68.49% *27,680 *52,208 39

74 24 Mountain Warehouse Outdoor clothing retailer Central London Feb 18 68.46% 66,450 225,910 1,571

75 Radley + Co Handbag and accessories brand Central London Apr 18 68.03% 17,788 85,892 565

76 59 A-Safe Safety barrier manufacturer Halifax Dec 17 67.57% 36,304 44,603 291

77 Cofresh Snacks Snack maker Leicester Dec 17 67.39% 3,184 29,776 131

78 135 Demon Tweeks Motorsports retailer Wrexham Dec 17 67.06% 15,128 57,698 194

79 60 Matchesfashion.com Luxury fashion retailer Central London Jan 18 66.94% 227,812 292,791 574

80 61 BULK POWDERS Sports nutrition brand Colchester Dec 17 66.38% 15,519 32,201 119

81 Envisage Group Car maker Coventry Dec 17 66.20% 3,174 48,543 157

82 63 Westcoast Technology distributor Reading Dec 17 65.32% 437,054 2,227,220 1,301

83 75 D R Collin Seafood supplier Berwickshire Apr 18 64.79% 36,358 49,824 197

84 99 Gama Healthcare Antimicrobial product distributor Watford Mar 18 64.12% 10,193 32,461 109

85 49 MNC Media agency Central London Dec 17 64.06% 18,308 74,875 18

86 Eaton Towers Telecoms towers owner Central London Dec 17 63.59% 164,838 164,838 193

87 108 the7stars Media agency Central London Mar 18 62.76% 90,513 297,552 173

88 Ambassador Theatre Group Theatre operator Surrey Mar 18 62.19% †155,766 †360,578 4,399

89 96 Mark Allen Group Publisher and events organiser South London Mar 18 62.16% 8,243 43,383 324

90 Grenade Sports nutrition brand Solihull Dec 17 62.12% *11,450 *33,820 33

91 181 John Cotton Group Bedding manufacturer West Yorkshire Feb 18 61.01% 59,961 208,663 1,419

92 65 mac-group Construction and fit-out Co Down Dec 17 60.89% 94,724 94,724 83

93 Oxford Economics Economic research consultancy Oxford Jul 17 60.09% 9,361 29,384 244

94 Off-Piste Wines Wine wholesaler Cheltenham Jan 18 59.80% 1,887 34,812 21

95 101 Natures Menu Pet food manufacturer Norfolk Dec 17 59.48% †2,886 †33,417 212

96 Third Bridge Research services provider Central London Dec 17 59.06% 53,456 71,461 589

97 116 Jones Knowles Ritchie Brand design agency Central London Dec 17 58.05% 21,036 35,530 257

98 37 Kerridge Commercial Systems Software provider Berkshire Sep 18 57.97% *30,500 *66,800 850

99 The Gap Partnership Business consultancy Hertfordshire Feb 18 57.70% 35,412 43,659 195

100 40 AC Group Construction services Bedfordshire Mar 18 57.64% 23,773 50,129 75

Rank2019

Rank2018 Company Activity Location Year

end

% annualintl sales

growth

Latestintl sales

£000

Total sales

£000Staff

101 Wireless Logic Technology platform provider Berkshire Apr 18 57.57% 9,257 55,268 132

102 Techbuyer IT hardware supplier Harrogate Sep 18 57.46% *19,746 *30,261 130

103 100 Mint Velvet Womenswear retailer High Wycombe Apr 18 57.01% 8,436 100,969 817

104 Prima Cheese Cheese processor Co Durham Apr 18 56.58% 16,725 65,504 110

105 Amelia Knight Cosmetic designer and manufacturer Knutsford Dec 17 56.33% 16,150 29,063 301

106 53 Teneo IT consultancy Reading Jun 18 56.15% *37,479 *55,297 113

107 180 M2M Direct IT distributor Southeast London Dec 17 56.10% 40,000 70,099 18

108 70 CloserStill Exhibition organiser Central London Dec 17 56.06% 13,407 47,001 199

109 30 Jellyfish Digital marketing agency Central London Mar 18 55.98% 55,769 92,987 471

110 Lanes Group Wastewater services provider Leeds Jul 18 55.65% 9,818 201,953 2,077

111 ADEY Heating filter manufacturer Cheltenham Dec 17 55.44% 4,098 40,948 98

112 Havwoods Hardwood flooring specialist Lancashire Dec 17 55.14% 3,630 44,583 119

113 Specialist People Services HR services provider Bradford Mar 18 55.09% 11,810 58,659 208

114 Windhoist Wind turbine contractor Irvine, Scotland Dec 17 54.56% 34,082 47,357 306

115 85 Bullitt Group Consumer electronics designer Reading Dec 17 54.50% 148,728 156,785 120

116 Silbury Food ingredients supplier Banbury Oct 17 54.15% 4,324 59,566 32

117 ERSG Recruitment consultancy Southeast London Sep 18 53.99% *30,646 *74,130 65

118 Corin Orthopaedics Orthopaedic parts maker Cirencester Dec 17 53.89% 97,883 105,729 474

119 38 blu-3 Infrastructure provider Kent Mar 18 53.73% 49,877 106,493 115

120 57 Paladone Gift wholesaler West Sussex Jun 18 53.46% *20,271 *37,925 130

121 86 Frank Recruitment Group IT recruitment consultancy Newcastle upon Tyne Nov 17 53.19% 134,100 180,350 1,152

122 First Events organiser Central London Sep 17 52.74% 48,893 56,981 201

123 68 Peninsula Employment law consultancy Manchester Mar 18 52.15% 83,086 223,591 2,250

124 120 Microlise Vehicle tracking developer Nottingham Jun 18 51.01% *9,813 *50,146 477

125 98 Recycling Lives Waste management provider Preston Sep 18 51.00% 30,985 75,053 324

126 Karro Food Group Pork processor North Yorkshire Dec 17 50.86% *160,900 *638,900 4,065

127 ACC Aviation Aviation services provider Reigate Dec 17 50.58% 91,336 93,046 43

128 County Milk Products Dairy products supplier Cheshire Dec 17 50.49% 56,800 235,721 73

129 95 Principle Brand implementation agency Huddersfield Dec 17 50.38% 106,046 155,657 513

130 174 Pricecheck Consumer goods supplier Sheffield Apr 18 50.34% 32,303 73,073 123

131 115 MVF Customer generation services North London Mar 18 49.89% 42,528 70,889 365

132 193 Sapphire Systems Systems integrator Central London Dec 17 49.38% †12,267 †35,662 231

133 194 The Brand Machine Group Branded apparel licensee London Jan 18 48.69% 11,708 54,585 68

134 Dairy Partners Cheesemaker Gloucestershire Dec 17 48.26% 23,629 76,289 147

135 185 JoJo Maman Bébé Maternity and babywear retailer South Wales Jun 18 47.93% *8,108 *67,636 953

136 Scan Computers International IT hardware supplier Bolton Jun 18 47.54% 15,051 130,976 228

137 106 White Clarke Group Financial software developer Milton Keynes Dec 17 47.51% 50,214 61,806 536

138 Canagan Pet food supplier Buckinghamshire Mar 18 47.43% *14,237 *26,861 21

139 Vision RT Medical technology developer North London Jul 17 47.11% 21,298 32,468 132

140 Parallel Consulting Recruitment consultancy Southwest London Dec 17 46.85% 16,361 32,027 119

141 TopCashback Cashback website Stafford Dec 17 46.75% 24,755 109,213 177

142 Beta Pharmaceuticals Pharmaceuticals wholesaler Essex Sep 17 46.44% 3,275 32,425 80

143 Element Testing services provider Central London Dec 17 46.40% 334,568 414,034 4,003

144 107 Total Media Group Media agency Central London Dec 17 46.10% 41,543 84,647 130

145 198 Ptarmigan Media Financial media agency Central London Dec 18 45.61% *66,893 *114,103 112

146 Gapuma Commodities trader Central London Mar 18 45.56% 113,130 114,242 56

147 111 Options Financial technology provider Central London Dec 17 45.36% 34,443 50,402 172

148 159 Proseal Tray-sealing equipment maker Cheshire Jan 18 45.35% 33,718 60,440 368

149 113 Xexec Reward programme administrator Northwest London Nov 17 44.76% 6,184 33,459 39

150 InsideAsia Tours Tour operator Bristol Dec 17 44.73% 13,169 27,910 128

151 140 Decora Blind manufacturer Northern Ireland Dec 17 44.67% 6,459 69,639 771

152 Phaidon International Recruitment consultancy Central London Oct 17 44.67% 60,824 67,405 426

153 48 Monica Vinader Jewellery designer Norfolk Jul 18 44.66% *20,303 *42,783 212

154 TIMco Tool accessories supplier Cheshire Dec 17 44.45% 1,841 35,114 160

155 29 Reward Gateway Employee engagement services Central London Jun 18 43.83% 82,066 386,395 380

156 195 Ahmad Tea Tea maker Hampshire Dec 17 43.31% 69,283 73,185 300

157 123 Cennox Banking automation services Surrey Dec 17 43.18% 37,759 60,399 697

158 SIAN Wholesale Consumer goods supplier Surrey Dec 17 43.08% 13,287 25,716 22

159 Aspen Pumps Condensate pump manufacturer East Sussex Dec 17 41.45% 41,798 54,598 177

160 32 Trutex School uniform supplier Lancashire Dec 17 41.38% 2,273 31,013 241

161 HRS Heat Exchangers Heat exchanger supplier Watford Dec 17 41.34% 20,718 28,328 179

162 Blackrock Expert Services Dispute resolution consultancy Central London Oct 17 40.97% 25,425 29,708 84

163 Cooper & Turner Industrial fastener manufacturer Sheffield Feb 18 40.25% †46,206 †60,188 397

164 125 John Adams Toy wholesaler Cambridgeshire Dec 17 39.75% 5,738 34,609 40

165 Hedonism Wines Wine retailer Central London Jul 18 39.29% *8,318 *25,890 43

166 Lawton Tubes Copper tube supplier Coventry Sep 17 39.15% 10,991 133,899 100

167 138 Collinson Benefits and loyalty provider Central London Apr 18 39.02% *674,043 *816,439 1,899

168 129 BrewDog Brewery Aberdeenshire Dec 17 38.26% 21,628 111,551 777

169 130 CDE Global Processing equipment manufacturer Co Tyrone Dec 17 38.23% 47,439 61,932 236

170 133 EnerMech Engineering services provider Aberdeen Dec 17 37.86% *295,900 *361,400 2,900

171 178 Brigade Electronics Safety device manufacturer Kent Jan 18 37.68% 27,097 42,425 176

172 Firmdale Hotels Hotelier Central London Jan 18 37.62% 44,650 148,335 1,636

173 Haygrove Berry producer Herefordshire Dec 17 37.58% 47,242 97,783 3,273

174 Fentimans Drinks manufacturer Northumberland Dec 17 37.28% 11,108 30,076 55

175 CT Automotive Car parts supplier Portsmouth Dec 17 37.07% †43,536 †71,957 2,361

176 Preqin Data services provider Central London Dec 17 36.74% 33,352 38,986 333

177 141 Amoria Bond Recruitment consultancy Manchester Nov 17 36.46% 33,637 51,223 129

178 28 Seasalt Clothing retailer Cornwall Jan 18 36.44% 3,188 51,089 766

179 WorldFirst International payment provider Central London Dec 17 36.13% 56,350 85,905 641

180 bet365 Online bookmaker Stoke-on-Trent Mar 18 36.10% 2,054,321 2,857,259 4,236

181 51 Fundamental Media Media agency Central London Dec 17 36.09% 40,035 62,391 76

182 139 Childrensalon Childrenswear retailer Tunbridge Wells Dec 17 36.01% 66,761 78,861 296

183 143 FAI Automotive Automotive parts supplier Leighton Buzzard Dec 17 35.79% 13,726 30,123 108

184 Busy Bees Nurseries operator Staffordshire Dec 17 35.44% 94,866 327,491 9,979

185 Evolution Power Tools Power tool supplier Sheffield Dec 17 35.42% 18,845 40,270 98

186 124 The Little Group Media wholesaler Eastbourne Feb 18 34.86% 151,886 338,077 1,218

187 JSP Safety product manufacturer Oxfordshire Mar 18 34.72% 28,878 58,116 305

188 Meade-King Robinson & Co Chemicals supplier Liverpool Mar 18 34.17% 13,176 52,227 33

189 Rosewood Pet Products Pet products supplier Telford Dec 17 33.52% 4,151 29,108 67

190 158 Nisbets Catering equipment supplier Bristol Dec 17 32.68% 88,426 388,540 1,839

191 Moo Online stationery printer Central London Dec 17 32.57% 78,766 90,251 479

192 Pentland Group Brand manager and retailer North London Dec 17 31.81% 1,401,500 3,638,900 20,865

193 Montreal Associates Recruitment consultancy East London Dec 17 31.72% 40,316 41,778 57

194 92 Cambridge Commodities Nutritional supplement wholesaler Ely May 18 31.52% *14,804 *41,800 120

195 Leathwaite Recruitment consultancy Central London Jul 17 31.47% 10,015 33,071 76

196 Done + Dusted TV and events producer Central London Dec 17 31.34% 47,392 50,602 33

197 Brook Taverner Corporate clothing supplier West Yorkshire Dec 17 30.98% 4,951 30,645 124

198 Priority Freight Logistics services provider Dover Dec 17 30.93% 45,813 66,161 164

199 musicMagpie Online entertainment trader Stockport May 18 30.90% *46,612 *115,666 700

200 171 MPM Products Pet food producer Manchester Dec 17 30.62% 36,212 56,854 68

BRITAIN’S MID-MARKET PRIVATE COMPANIES WITH THE FASTEST-GROWING OVERSEAS SALES

* Supplied by the company † Annualised figure International Track 200 publisher and compiler: Hamish Stevenson; editorial: Richard Tyler; research: Jon MacLeod; research manager: Lindsay Uppadine; primary researchers: Ying Chen, Matthew Elliott, Malcolm Gilmour, Kaye Johnson, Victoria Shore

The Sunday Times February 10, 2019 3

INTERNATIONAL TRACK 200

Cult Wines (No 73) has focused on expansion in Asia, with offices in Hong Kong and China, its top overseas markets. Co-founder Tom Gearing told me China was a target market due to a significant increase in demand for fine wine, alongside favourable

and fashion have proved an area of success for the International Track 200 companies, with China being the second-largest overseas market for the health and beauty websites of The Hut Group (No 63). It makes more than 10% of its £736m total sales there.

The dynamism is something to behold. I learnt of one business owner who had built a huge manufacturing plant in just two years.

They also love British brands in China, with our goods regarded as being well made and genuine. Beauty

To succeed in the future, international companies cannot ignore selling to China. It is no longer just the world’s factory; now the country’s fast-growing consumer market is forcing businesses to evaluate how and what they sell into the country.

China is the sixth most popular country for overseas sales among the International Track 200 companies, with 44 firms citing it as an important market. It is also the second choice identified for future growth, with 63 companies

British companies hear the great call of Chinaplanning to expand there. This compares favourably to the result of HSBC’s Navigator: Made for China global survey.

Our survey discovered that just 10% of UK companies consider China to be among their top three future export markets, compared with 15% of companies globally. We do not want to see British businesses losing out to global competitors.

It is the 10th anniversaryof the International Track 200 table, and is remarkable over that time to witness the growth in the Far East. In the first International Track in 2010, Noel Quinn, now HSBC’s global chief executive of commercial banking, wrote about the opportunities presented by eastern markets.

He specifically warned that many businesses were looking eastwards only for low-cost labour and production, and that they should be building long-term and meaningful relationships

beyond the outsourcing boom. Noel’s prophetic advice of a decade ago is just as relevant today.

We understand some of the challenges of selling into China. Companies may feel they have to master the whole of the country, which makes starting out seem too daunting for many. However, firms need only enter one province to enjoy success, and there are some high-growth regions that offer fantastic opportunities.

For example, the Pearl River Delta region — the world’s largest urban area in both size and population — in Guangdong province, is a centre for high-tech manufacturing, services and exports.

If you want to understandChina, you must visit it — it is a trip I recommend to every business leader, and one I undertook myself last year. It was eye-opening. I have never returned from a country so excited by the prospects for business there.

UK companies trying to grow in China face three major challenges: complying with local regulations, building brand awareness and adapting to Chinese tastes. Some International Track 200 companies have found smart ways to localise their appeal, as retailer Mountain Warehouse (No 74) demonstrated when it timed its 2015 launch in China for Singles’ Day — the country’s biggest online shopping day. Our focus is to provide that local expertise and to make life as easy as possible for UK businesses operating in China.

The country has played avital role in the success of the International Track 200 companies over the league table’s 10 years. We expect that in the coming decade, the success of UK exporters will increasingly be influenced by their growth in Asia.

Jane Galvin is head of corporate banking, HSBC UK

Firms on the league table are capitalising on Chinese shoppers’ love of UK brands

socio-economic factors such as a growing middle class, huge urbanisation and wealth creation.

“The most important lessons I have learnt about operating in China is that relationships are everything, nothing is easy, patience is the key to success and when you feel discouraged, it is important to remember that everything is possible,” Gearing said.

The sheer volume of people in China — in excess of 1.4bn overall; more than 160 cities have a population of more than 1m — means there are opportunities to get brands in front of large numbers of people. Queuing systems are everywhere, including at bus stops, presenting a great opportunity for advertising to raise brand awareness. In my experience, English is widely spoken by business people, so language is unlikely to be a barrier to success.

Our Navigator: Made for China report found that

JANE GALVIN HSBC UK

Tom Gearing of Cult Wines (No 73) is raising a glass to expansion into Asian markets

6 Saville Group 166.04%Audiovisual equipment supplierChemist John Saville founded this York-based company in 1876 to develop photographs. Now run by joint managing directors Andy Dyson, 49, and Colin Nixey, 56, it has evolved into an audiovisual technology specialist with two brands. Sparq produces live events, such as conferences and product launches, while Visavvi installs video conferencing technology for corporate clients needing to communicate between international offices. Overseas sales hit £4m in 2017.

7 High Street TV 164.72%Television shopping channelThis company, based in Harrogate, north Yorkshire, was founded in 2008 by serial entrepreneurs Andrew Malcher, 48, and Jim Coleman, 50, after they saw the success of shopping channels in America. It sells own-brand and branded household goods and gifts on its TV channels, as well as over the phone, online and through retailers. Overseas sales hit £16.3m in 2018, boosted by growth in Japan, where its Pressure King Pro pressure cooker and Squat Magic fitness machine have proved popular.

8 Carrs Foods 158.73%Bakery products providerThis Manchester company supplies more than 200m bakery products a year. Its brands include Paul Hollywood ready-to-bake rolls and the St Pierre range of brioches, croissants and crepes. Exports hit £19m in 2017, boosted by strong growth in its American market. Managing director Jeremy Gilboy, 60, and international director Paul Baker, 49, led a buyout of Carrs in 2004.

9 Crep Protect 151.80%Footwear accessories developerProtection spray, cleaning kits, wipes and scuff erasers are among the products manufactured and sold by this west London company to “sneakerheadz” wanting to care for their trainers. Founded in 2012 by brothers Rizwan, 40, Imran, 37, and Nohman Ahmed, 31, its products are sold in 52 countries. In 2018, exports hit £20.2m and the company secured a worldwide licence for Adidas shoe care.

10 Opus Talent Solutions 151.64%Recruitment consultancyFounded in 2008 by Darren Ryemill, 42, this Bristol recruitment consultancy operates across sectors such as IT, engineering and architecture. Its divisions include JD Ross Energy and Hinton Spencer, which works for design and architecture clients. A quarter of its employees are based in Australia, Asia and America, helping overseas sales hit £26.1m in 2017. Amy Golding, 33, took over as chief executive last January.

11 AerFin 146.81%Aircraft and spares servicesIndustry veteran Bob James, 55, was awarded an OBE last year for services to exports in the aerospace industry. He founded the Caerphilly-based AerFin in 2010, and the company has since spent more than £100m buying old aircraft, engines and spare parts, which it recycles and sells, or leases to the likes of Lufthansa and Philippine Airlines. Exports to 60 countries lifted international sales to £58.6m in 2017.

12 TransferWise 141.64%Currency-transfer providerTransferWise’s platform bypasses the traditional international bank-payments system. This means lower fees for its 4m customers, who transfer £3bn a month. The London company’s partnerships include one with France’s second-biggest bank, BPCE. In 2017, it was reportedly valued at about $1.6bn (£1.2bn) when it raised $280m (£220m) from investors to fuel expansion in the Asia Pacific region. Overseas sales hit £83.5m last year, under co-founders Taavet Hinrikus, 37, and Kristo Kaarmann, 38.

13 The&Partnership 134.45%Advertising agencyThis communications and advertising group manages campaigns for clients such as Toyota and McVitie’s. Co-founded in 2013 by chairman Johnny

Hornby, 51, The&Partnership is backed by the advertising giant WPP. Spanning three continents, with offices in 19 cities, including New York and Toronto, the London-based company doubled in size in 2017 by embedding agencies within clients’ offices. Overseas turnover reached £187.9m that year, lifted by winning Toyota’s European contract.

14 Salt 133.19%Recruitment consultancyFounded in 2009 by Paul Gardiner, 43, and Marco Schiavo, 38, this London-based recruitment agency serves global customers such as Amazon, Vodafone and IBM. It has expanded into Sydney, New York and Dubai in the past five years, and merged with a New Zealand recruitment business in 2016. The company now operates in eight locations around the world. Overseas sales hit £10.9m in 2017, under chief executive Elliot Dell, 40.

15 Sigma Sports 130.62%Sports goods retailerLaunched in 1992 by Ian Whittingham, 47, and Jason Turner, 47, this Surrey-based retailer sells cycle and triathlon gear, mostly online. Sigma Sports sold a 50% stake to sportswear firm Bradshaw Taylor in 2009 and last year opened a 30,000 sq ft distribution warehouse in Lincolnshire. Exports reached £4.5m in 2018, boosted by Sigma’s new brand ambassador Matt Stephens, the former national road cycling champion.

16 John Good 125.22%Logistics services providerThis family-owned firm began life as a shipping agent in 1833. With offices in UK ports, John Good now helps customers transport goods — including chemicals, cars and food — all over the world by air, sea and road. The group, which has a base in Hull, also offers port agency services, warehousing and distribution, and corporate travel. Its international operation in Turkey helped overseas sales reach £13m in 2017, under managing director Alan Platt, 49.

17 VSI Group 121.69%Language services providerVSI translates, dubs and provides subtitles for films and television series,

working for clients such as the BBC, Nickelodeon and major streaming platforms. The London company has 22 facilities worldwide, with locations including Los Angeles, Paris and Berlin, and works in more than 50 languages. Managing director Norman Dawood, 61, founded VSI in 1989 and oversaw international sales of £32.4m in 2017.

18 The Watches of Switzerland Group 120.31%Jewellery and watch retailerThis Leicester-headquartered jewellery group is one of the world’s largest distributors of luxury watches. It owns Goldsmiths, Mappin & Webb and Watches of Switzerland in the UK and is expanding across America with the backing of private equity firm Apollo. In 2017, it bought the US chain Mayors Jewelers for $105m (£80m), which boosted overseas sales to £133m in 2018. Chief executive Brian Duffy, 64, changed the group’s name from Aurum Holdings last year in preparation for a potential stock market float.

19 Dextra Group 117.13%LED lighting manufacturerThis Dorset manufacturer was founded in 1978 by the former Porsche racing driver Rupert Martin, 69. Dextra now puts as many as 100m LED chips a year in its products and offers bespoke design services and energy-saving control systems for the retail, hospital and education sectors. It has invested more than £12m in its facilities in Dorset since 2014, and has its own delivery fleet. Exports to Europe hit £3.7m in 2017.

20 Sigma Retail Solutions 116.01%Retail services providerThis shopfitting and retail display firm has partnerships with retailers such as Target, Kmart and Foot Locker. Based in Castleford, west Yorkshire, Sigma also has offices in Australia and China, and overseas sales reached £7.5m in 2017. Last year, Craig Bennett, 41, took over as chief executive from founder Jonathan Haigh, 44, and private equity firm Three Hills Capital Partners invested an undisclosed sum to drive growth.

FTSE 100 companies, into markets such as America, the Middle East and South Africa, and helping clients with operations in India boosted overseas sales to £3m in 2017. Managing director Terry Holland, 52, heads the business.

25 Ceuta Group 103.24%Sales and marketing agencyFounded 25 years ago by Edwin Bessant, 65, and Annette D’Abreo, 56, Ceuta provides sales, marketing and consultancy services to the health, beauty and grocery sectors. It works with brands such as Nestlé, Unilever and HRA Pharma, and has a network of distributors across more than 100 countries. The Bournemouth company has made eight acquisitions in the past four years with the backing of its majority owner, the private equity firm Juggernaut Capital, helping international sales surge to £39.1m in 2018.

26 Ogury 102.88%Mobile data marketingThis north London business has access to data from more than 400m mobile phone users in 120 countries, helping marketers identify and connect with their ideal audiences, while app publishers gain an insight into the use of their products. Founded in 2014 by Jean Canzoneri, 35, and Thomas Pasquet, 37, Ogury has 10 American and European offices, and clients include Amazon, Coca-Cola and Ford. International sales hit £26.4m in 2017.

27 Arlington Industries Group 102.61%Components supplierThis Manchester-based group designs and makes parts for manufacturers in the automotive and aerospace industries. Its factories in Britain, France and Slovakia, alongside joint ventures in China, India and Turkey, supply customers such as Ford, Nissan and Jaguar Land Rover. Overseas sales hit £58.7m last year, boosted by acquisitions including the 2017 purchase of car parts supplier Magal Engineering. Arlington is led by chairman Kevin Morley, 68, and chief executive Mark Franckel, 56. The company is majority-owned by American private equity firm Cartesian Capital.

28 The Instant Group 102.11%Outsourced office supplierThis London-based company helps businesses such as Amazon and American Express cut costs and increase flexibility by organising managed office space worldwide. It also runs a listings website for flexible office space, co-working and serviced offices in locations around the world. Overseas turnover, which includes some rental income, reached £14.8m in 2018. Last June, private equity firm Bowmark Capital invested an undisclosed sum to drive overseas growth under chief executive Tim Rodber, 49, the former England rugby union international.

Shoppers in China are increasingly fond of British brands, prompting companies such as Sigma Retail Solutions (No 20) to open offices there

21 iwoca 115.77%Business finance providerThis London-based company says it has funded more than 21,500 small businesses across Europe, using data such as cash-flow forecasts to assess risk profiles. It has raised more than £125m in funding. International sales, which are made up of interest and fee payments, grew to £2.8m in 2017, helped by offices in Germany, Spain and Poland. It is led by co-founders Christoph Rieche, 39, and James Dear, 38.

22 Jupiter Group 107.23%Fruit grower and exporterManaging director Mark Tweddle, 41, started this Shropshire firm in 2003. An agriculture student who worked with livestock, he turned his attention to produce after working on a lettuce farm as a holiday job. Jupiter grows, buys and distributes fruit, and has overseas sales and procurement offices from Argentina to India. Last year exports hit £11m and

the company acquired the South African fresh produce company Bonaire.

23 Thumbs Up 105.98%Lifestyle products wholesalerLlama teapots, inflatable Christmas trees and gin baubles are some of the quirky products developed by this London company. It sells technology, home and party items under licence from brands such as Fast & Furious and tokidoki. Customers include international retailers such as American chain Nordstrom, helping overseas sales hit £19.1m in 2017. Chief executive Sundip Patel, 47, heads the business he co-founded in 2004.

24 Project One 105.88%Business consultancyThis Cheshire-based firm says its management consultants typically have more than 20 years’ experience. Project One has expanded by following customers, including global banks and

Annette D’Abreo and Edwin Bessant, founders of Ceuta Group (No 25), whose international sales hit £39.1m last year

ADAM PROSSER

4 The Sunday Times February 10, 2019

INTERNATIONAL TRACK 200

How do you deliver goods to customers on the other side of the world in a smarter, faster and more sustainable way? This is the core challenge facing International Track 200 companies, which are showcasing new and imaginative methods of selling and shipping products across borders.

It’s a question we ask ourselves every day at DHL Express. Innovation has always been at the heart of logistics, but the digitalisation of the supply chain and advance of

Digital delivers a new era of innovation for exporters technology — from artificial intelligence (AI) to 3D printing — has raised the stakes considerably.

Consumers now expect their eagerly awaited online orders to be delivered quicker than ever, without any disruption to their daily lives, from thousands of miles away and at small cost to the environment.

Yet what may seem like wishful thinking is being delivered daily by the 34 ecommerce goods exporters on this year’s table that sell a sizeable volume of products online to consumers and business clients.

Among them is Cult Beauty (No 2). A keen sense of the evolving social media landscape has helped the cosmetics company cultivate a loyal global fan base among style-conscious consumers with a social conscience. The strategy is working — Cult Beauty had overseas sales of £35.3m last year, representing just over half its total revenue.

“In the days of mail order

it was perfectly acceptable to ask a customer to wait 6-8 weeks for their package,” says co-founder and co-chief executive Alexia Inge. “The digital era has not only shrunk the world, but also expanded customer expectations, especially around delivery times.

“We’ve always focused our operations on getting our orders out of the door on the day of purchase, and worked with partners such as DHL that we can rely on to deliver on time and in one piece — which for delicate pressed powder palettes and perfume glassware, through multiple ports across the world, is easier said than done. Fast, efficient delivery is ecommerce 101.”

DHL’s latest Logistics Trend Radar found it’s not just business-to-consumer (B2C) ecommerce that is flourishing. Online business-to-business (B2B) sales might not be making headlines but they are certainly making money. In fact, we expect

the B2B online retail market to reach double the size of the B2C online market by as early as next year.

Among the companies leading this drive and tapping into new online channels is Niftylift (No 51). Founded in a garden shed in 1985, the Milton Keynes company designs and builds cherry pickers and other mobile hydraulic platforms, which it sells and ships across the world.

International sales passed£83m in 2017, growing 80% per annum for the past two years, under the guidance of managing director John Keely.

Explaining why he thought blending online and traditional B2B methods of selling is a profitable blueprint for British manufacturers selling abroad, he said: “Through digital marketing, we have a virtual presence in markets around the world, building brand awareness and providing instant support to a dealer network that now

must do everything we can to ensure Britain’s innovators and entrepreneurs have the support they need. Our innovation labs are working on exciting developments to meet tomorrow’s logistics challenges in a sustainable way: DHL plans to be a zero-emissions company by 2050.

Leveraging the online marketplace is clearly a catalyst for rapid business growth and, combined with a complete understanding of your customer and the establishment of trust, will lead to lasting success.

By collaborating with businesses such as Cult Beauty and Niftylift, we will continue to combine logistics innovation with entrepreneurial drive, helping this year’s International Track 200 companies — and their successors — conquer the world.

Ian Wilson is chief executive of DHL Express UK & Ireland

Advances in technology are helping UK exporters exceed expectations

spans more than 70 countries.

“However, this has not removed the need for traditional sales methods, which are still essential to the growth and health of our customer base. We bring these two approaches together through the use of innovations such as internet-based customer-relationship management software, allowing the management of sales teams and marketing resources across international boundaries.”

While the differences between Cult Beauty and Niftylift are clear, both are setting an example for other British businesses with globalaspirations.

They are joined by otherson the International Track 200 that are creating new dimensions to customer service and responding creatively and intelligently to the possibilities of a global economy.

Technology is evolving atan accelerating pace and we

IANWILSONDHL Express

Alexia Inge’s Cult Beauty (No 2) made £35.3m in overseas sales last year — just over half its total revenue

29 Sahara Presentation Systems 98.74%Audiovisual equipment supplierFounded in 1924, this Kent-based firm began life selling typewriters. Now led by brothers Kevin, 64, and Nigel Batley, 61, it supplies audiovisual products from brands such as Google and Panasonic. It also designs and makes the Clevertouch range of interactive touchscreens, which are distributed worldwide for use in education. In 2017, it acquired Sedao, a digital signage company, and saw international sales rise to £25.7m.

30 Anglia Maltings 98.58%Malt producerFounded almost 150 years ago, this Norfolk group supplies malted ingredients to customers around the world, from whisky distilleries and food producers to craft brewers and big beer brands such as Budweiser. It has five UK production sites, as well as Polish and German operations, and produces more than 425,000 tons of malt a year. Under chief executive David Thompson, 64, overseas sales reached £71.8m in 2017.

31 Brogan Group 97.69% Scaffolding contractorSkyscrapers such as Dubai’s 2,700ft Burj Khalifa and London’s Walkie Talkie have been built with scaffolding, hoists and mast climbing equipment provided by this Hertfordshire-based firm. Founded in 1988 by managing director James Brogan, 61, the company’s international sales reached £10.3m in 2017, thanks to projects across the UAE — its main overseas market — and Ireland.

32 JDX 94.35% Financial services consultancySerial entrepreneur Jonathan Davies, 53, sold his first financial services consultancy, DCG, in 2008 and started this London-based business in 2012. JDX provides regulatory and advisory consultancy services to the financial and insurance sector. In 2017, it added offices in Dublin, Hong Kong and Singapore, and now employs more than 600 people across nine hubs worldwide. International sales hit £7.9m last year.

33 West Design 94.31%Arts and crafts supplierFounded in 1991 as a stationery shop by husband-and-wife team Marion and Michael Bray, 73 and 72, this Folkestone-

based business now offers a range of 20,000 products, including stationery, toys, and arts and crafts. It manufactures its own brands in Plymouth and is the sole European distributor of Faber-Castell craft kits for children. It is run by twins Joanna and Owen Bray, both 36, children of the founders. Exports to 50 countries hit £3.1m in 2018, with America its largest market.

34 Revolution Beauty 91.85%Beauty products retailerJoint chief executives Adam Minto, 48, and Tom Allsworth, 53, launched their first Makeup Revolution product in 2014. The Kent firm sells its cosmetics at affordable prices — lipstick starts at £1 — and has built its brand through social media marketing. International sales hit £41.8m in 2017, the same year US private equity firm TSG Consumer Partners took a minority stake. Revolution says it launches a new product every week, all of which are certified cruelty-free.

35 Leisure Pass Group 91.51% Tourism smartcard providerThis company’s smartcards let tourists access attractions from encounters with dolphins in Hawaii to historical tours of Rome. It also builds software for tourist boards to manage their own smartcard systems. In 2016, private equity firm Exponent bought the business for an undisclosed sum. The following year, it merged its US portfolio company Smart Destinations and acquired the New York Pass. This boosted overseas sales to an annualised £207.9m in 2017, under chief executive Ted Stimpson, 52.

36 Delta Group 90.47% Marketing services providerSome of the world’s biggest brands, including Adidas and Disney, use Delta’s print and digital technology to create eye-catching displays and marketing campaigns. Founded in 1991 by Mike Phillips, 56, and Jason Auluk, 54, the group now has more than 100 customers in 90 countries. Overseas sales hit £12.2m in 2017. Last year, its Irish subsidiary moved into a 30,000 sq ft facility in Dublin to accelerate growth.

37 Genius Sports Group 89.14% Betting data services providerMore than 500 sports organisations, including the NCAA and NBA, in 100 countries use this group to collect and

commercialise live sports data. It also identifies betting fraud for bodies such as the Premier League and PGA Tour, and supplies in-game betting software to bookmakers and lotteries. Under chief executive Mark Locke, 39, international sales hit £46.9m in 2017. In 2018, private equity firm Apax bought a majority stake to fund overseas growth and capitalise on the liberalisation of sports betting in countries such as America and Brazil.

38 Claranet 88.68% IT services providerThis company provides cyber-security, communications and IT services to more than 6,500 businesses, such as Banco de Portugal and Canal+. Founded in 1996 by Charles Nasser, 49, it has expanded through organic growth and acquisitions including last year’s purchases of Italian cloud specialist Xpeppers, Dutch IT firm Quinfox and security specialist NotSoSecure Global Services, which has operations in the UK, America and India. London-based Claranet has 24 offices and 43 data centres worldwide, and international sales hit £207.9m in 2018.

39 Flint International 88.03% IT infrastructure consultancyThis Watford firm has designed and built wireless and data networks in more than 20 countries, including internet infrastructure for a new satellite station in Russia and upgrading a Europe-wide mobile data network. Flint has 10 offices overseas and joint ventures in Germany, Saudi Arabia and the Benelux region. Under managing director Neil Burbidge, 56, international sales grew to £15.8m in 2017, and it is exploring opportunities in France, Spain, Portugal and north Africa.

40 Touch Associates 86.43% Event communications agencyEmploying hi-tech digital content to encourage audience interaction, this Surrey business runs corporate events for global giants such as Ford and Merck. It was launched by co-founder Patrick Collins, 53, in 2012, and by 2017 had increased international sales to £31m. This expansion prompted a move to new headquarters in Leatherhead that are three times the size of its previous space.

41 Qualtex 85.89% Spare parts distributorThis Manchester firm supplies spare parts for domestic appliances,

aircraft on standby at Stansted, ready to launch within an hour. Operating services for European carriers, such as Aer Lingus, and the Fifa World Cup trophy tour helped overseas sales hit £29.6m last year. In 2017, Alastair Willson, 32, took over as managing director from his father Gene Willson, 68, now chairman, who founded the business in 1988.

44 EFG Housewares 83.94% Household goods wholesalerHousehold goods sold and exported by this London-based wholesaler include kitchenware, DIY tools and accessories, and toiletries. It also has its own brand of shower gel and sparkling juice, which are popular in west Africa. Founded in 1978 and run by the second generation of the Shipton family — cousins Mark, 45, and Daren, 50— EFG sells to 90 countries. Exports hit £17.9m in 2017.

45 Oliver James Associates 83.26% Recruitment consultancySome of the world’s largest financial and professional services firms, such as Deloitte, use this Manchester-based recruitment agency. Founded in 2002 by three friends — James Rogers, 44, Oliver Castle, 42, and Nick Godson, 42 — it now operates from 12 locations around the world. New office openings in Belgium, Germany, Ireland and Italy boosted international sales to £42.8m in 2017.

46 Integrity Print 83.00% PrinterIntegrity Print was formed in 2008, when managing director Mark Cornford, 53, led a £12.8m buyout from printing company Communisis. The Somerset-based group runs a security printing business in Birmingham, and produces packaging and labelling for retailers and pharmaceutical firms. International projects include exam certificates for Botswana and prescription pads for Ghana, helping exports to £2.6m in 2017.

47 Origin 82.71%Bifold doors manufacturerLuxury aluminium sliding doors and windows are manufactured in High Wycombe and Florida by this family business, founded in 2002 by cousins Neil Ginger, 45, and Victoria Brocklesby, 38. The company made its international debut in 2011 when it set up a showroom in Dubai. It launched in America three years later, helping international sales reach £2.6m in 2017.

Genius Sports Group (No 37) collects live data for more than 500 sporting bodies, including America’s National Basketball Association. Its international sales hit £46.9m in 2017

including vacuum cleaners, cookers and washing machines. Its products are either sold directly to customers or through other retailers, such as Walmart in America. The business was founded in 1961, and is now led by husband-and-wife team Philip and Caroline Hulme, both 53. In 2017, international sales reached £12.3m.

42 Lincoln & York 85.18% Coffee manufacturerFounded in 1994 by managing director James Sweeting, 49, and Simon Herring, 54, and named after their home cities,

Lincoln & York supplies private-label coffee blends across Europe. Customers include coffee-shop chains, independent outlets and specialist retailers. In 2017, it opened its first overseas sales office, in Poland. Exports hit £11.8m last year.

43 Titan Airways 84.00% AirlinePassengers on Titan’s fleet of 12 charter Airbus and Boeing aircraft have included Premier League football teams, rock groups and government agencies. It also provides planes to other airlines at short notice and has at least two

THE 10 FASTEST-GROWING MID-MARKET ECOMMERCE EXPORTERS‡The increasing importance of ecommerce has seen the number of retailers that qualify for the International Track 200 increase since its launch in 2010, with 34 ecommerce firms featured this year.

Company Rank Activity Year end % annual intl sales growth Latest intl sales £m Total sales £m

1Fitness clothing retailer Jul 18 228.06% *81.0 *103.2

Sells to 178 countries through its 13 online stores, with exports representing 78% of total sales

2Online beauty retailer May 18 206.58% *35.3 *69.7

Its website sells more than 220 beauty brands and half its £69.7m sales are generated abroad

5Hair removal technology Dec 17 167.26% 30.9 32.9

Sells its hi-tech hair-removal devices in 25 languages through 15 international websites

15Sports goods retailer May 18 130.61% *4.5 *26.0

Sells 70% of its cycling and triathlon gear online and 30% via its one physical shop, in Kingston

33Arts and crafts supplier Jan 18 94.31% 3.1 28.6

Websites in five languages sell 20,000 products to businesses including Amazon and Cultura

34Beauty products retailer Dec 17 91.85% 41.8 71.8

Sold 61m products online and through retailers in 2018, with 40m exported to 143 countries

35Tourism smartcard provider Dec 17 91.51% †207.9 †225.8

Sells sightseeing passes to 37 cities online, giving more than 3m tourists access to 1,000+ attractions

41Spare parts distributor Dec 17 85.89% 12.3 36.7

Supplies more than 10m parts for domestic appliances to 40 countries worldwide

48Tools and equipment retailer Sep 18 81.53% *10.6 *48.8

Lists more than 90,000 tools and accessories online, sold to customers across Europe

60Beauty products retailer Dec 17 75.42% 43.7 100.7

Launched an American website in 2014, and now has seven online stores shipping to 67 markets

* Supplied by the company † Annualised figure ‡ Companies with at least 10% of exports generated from ecommerce

The Sunday Times February 10, 2019 5

INTERNATIONAL TRACK 20073 Cult Wines 68.49%Wine merchantThis company manages fine wine investments worth more than £95m for 2,000 clients in 71 countries, providing online tools and guides to help collectors track the value of their investments. The London-based business was set up in 2007 by former investment banker Phil Gearing, 61, and son Tom, 31, who was a runner-up on TV show The Apprentice. Cult Wines opened its first overseas office in Hong Kong in 2016, followed by Shanghai and Singapore. Demand from southeast Asia drove international sales to £27.7m in 2018.

74 Mountain Warehouse 68.46%Outdoor clothing retailerFounder Mark Neale, 51, leads this outdoor clothing chain, which has more than 300 stores across the UK, Europe, North America and New Zealand. Overseas sales hit £66.5m in 2018, boosted by new shops in Canada, Poland and Germany, and nine international websites shipping boots, jackets and ski gear to 100 countries. The firm is based in London and was valued at £310m in July, when private equity firm Inflexion invested £45m for a minority stake.

75 Radley + Co 68.03%Handbag and accessories brandKnown for its distinctive Scottie-dog logo, London-based Radley ships its handbags and purses to 48 countries. In 2016, private equity firm Bregal Freshstream bought the brand for an undisclosed sum to fuel overseas growth. In 2017, it launched in America with shopping channel QVC and department store Macy’s, helping international sales reach £17.8m last year. Chief executive Justin Stead, 51, plans to expand the business in China, where it sells on ecommerce site Tmall.

76 A-Safe 67.57%Safety barrier manufacturerThis Halifax firm’s flexible polymer safety barriers are used in factories by the likes of Nestlé and Heineken to protect staff and machinery. Its bright-yellow products are also found in car parks and airports. A-Safe has offices in 18 countries and sells through distributors in a further 39 countries. In 2017, joint managing directors Luke Smith, 39, and brother James, 40, oversaw exports of £36.3m.

77 Cofresh Snacks 67.39%Snack makerWhen Dinesh Patel, 77, moved to Britain in 1974, his family continued to make the snacks they had been producing in Kenya. Their Leicester company now supplies snacks such as Bombay mix to all the big UK supermarkets. Its Eat Real brand, including vegetable bites and hummus, is free from allergens and is exported to more than 40 countries, with Europe and the UAE the largest markets. International sales reached £3.2m in 2017, under managing director Priyesh Patel, 46, son of the founder.

78 Demon Tweeks 67.06%Motorsports retailerDemon Tweeks was founded in 1971 by racing driver and motor trade salesman Alan Minshaw to supply products for racing drivers, before expanding into car modification and the motorcycling market. The firm remains family-owned and Alan’s son Jon, 56, is now managing director. Its website attracts overseas customers, supplied from its Wrexham warehouse. Exports reached £15.1m in 2017.

79 Matchesfashion.com 66.94%Luxury fashion retailerHusband-and-wife team Tom and Ruth Chapman, 55 and 57, launched their business with a single boutique in Wimbledon, southwest London, in 1987. The retailer now sells more than 450 luxury fashion brands online and in six physical locations. Its website delivers to 176 countries, with America its biggest market. Exports hit £227.8m in the year to January 2018. Private equity firm Apax Partners bought a majority stake in 2017, valuing the group — now led by chief executive Ulric Jerome, 40 — at a reported £800m.

its own systems; and supplies 10,000 other product lines. Customers include gamers, professionals who need special hard drives or computing power, and IT experts who build their own machines. Overseas sales rose to £2.4m in 2017.

70 Astrak Group 68.93%Undercarriage parts supplierExports hit £16.5m in 2017 at this Fife-based firm, which sells undercarriage parts for earth-moving machinery. Its products, which include rubber tracks and rollers, are used in bulldozers and excavators. Astrak has eight warehouses across Europe, supplying industries such as forestry, demolition and quarrying in more than 25 countries. Managing director Dick Paterson, 49, heads the family-run business.

71 AVMI 68.73%Audiovisual systems integratorThis Surrey company supplied flip charts and overhead projectors when it was founded in 1990. It now helps more than 800 businesses integrate hi-tech audiovisual systems used in meeting rooms and event spaces, as well as shops and courtrooms. Offices in New York and Hong Kong boosted international sales to £6.3m in 2018. It is led by chief executive Edward Cook, 51, and backed by the private equity firm Alcuin Capital.

72 TC 68.64%Office furniture supplierFounded in 1990 as Trump Chairs, with aconverted pig shed as a warehouse, TC is now based in Bristol, with operations in Birmingham and Manchester, and a joint venture in Ireland. The firm exports its Titan range of school chairs as far afield as Australia and Vietnam, generating exports of £2.7m in 2018. Dan Wooler, 50, is the group’s managing director.

tackle. Each year, it distributes 20m mail order catalogues and attracts 30m visits to its websites, which include gardening retailer Thompson & Morgan and shed specialist Waltons. The company’s distribution centres ship more than 6m orders a year to continental Europe and beyond, helping exports hit £9.7m in 2017. The group is led by chief executive Iain Burgess, 47, and backed by BGF, which invested £10m in 2015.

67 Midwinter Solutions 73.49%Clinical trials supplierFounded in 2013 by Mark Waters, 53, and Ben Everington, 34, this Staffordshire-based firm supplies drugs used in clinical trials. With access to both emerging and developed markets, it is an exclusive distributor for some of the world’s largest manufacturers of generic pharmaceuticals. Last year, Midwinter Solutions announced the expansion of its American operations and posted overseas sales of £10.7m.

68 END. 71.89%Online menswear retailerFounded in 2005 by university friends John Parker, 37, and Christiaan Ashworth, 36, END. has grown from a shop in Newcastle to a global online retailer. It ships 6,000 products a day worldwide and stocks more than 400 brands and designers, such as Comme des Garçons and Alexander McQueen, helping exports hit £70.4m in 2018. It is backed by private equity firm Index Ventures, which bought a minority stake for an undisclosed sum in 2014.

69 CCL Computers 69.68%IT hardware supplierFounded in 1995 by Adrian Wood, 57, this Bradford business sells bespoke PCs and computer parts; designs and builds

acquisitions, including the Berlin-based beauty subscription service Glossybox, and the spa and beauty brand ESPA, helping overseas sales hit £512.6m. It opened an 800,000 sq ft production and logistics centre in Poland in October. The Manchester firm is led by founder Matt Moulding, 46, backed by investment firms including KKR, and was valued at £3.25bn last year.

64 Optal 74.53%Payment services providerLondon-based Optal specialises in single-use virtual bank account numbers used by travel, insurance, education and procurement firms to make fast, secure payments to suppliers. International sales, which represent fees charged, grew to £179.9m in 2017, due to the growing online travel market. That year, managing director Rob Bishop, 62, led the acquisition of payment technology company Invapay.

65 Phoenix Cellular 74.15%Mobile phone distributorWith some smartphones costing more than £1,000, the global market for second-hand mobile devices is growing fast. This Crewe firm buys used phones, tests their functionality and grades them on cosmetic appearance. It sells about 40,000 Samsung and Apple phones a month to insurance firms, wholesalers and retailers in Europe, helping exports hit £18.2m last year. Industry veterans and brothers Marc and Paul Walters, 48 and 47, and Andrew Dulla, 35, lead the company they founded in 2015.

66 BVG Group 73.51%Mail order retailerBased in south Wales, BVG sells more than 20,000 consumer products, such as clothing, household goods and fishing

Charlotte Tilbury’s eponymous beauty company (No 60) ships to 67 markets and has opened stores in the Middle East

48 FFX 81.53%Tools and equipment retailerThis Folkestone-based retailer began as aone-man firm in 2003, selling nuts and bolts. Its website now lists more than 90,000 items, including power tools and building materials. In 2015, the private equity firm Foresight invested £4m in a buyout, led by managing directors Tim Horrell, 52, and Patrick Ker, 64. FFX has customers in Germany, Holland and France, thanks to marketing on eBay and Google. Exports reached £10.6m in 2018.

49 Total Computers 81.39%IT consultancyThis IT provider supplies hardware to global clients such as law firm Ashurst. Founded by Paul Jones, 45, in 2003, Total also offers technology products, services and support. Sales to the international operations of its UK customers helped exports hit £5.6m in 2017. Managing director Aidan Groom, 44, heads the company, which is located in Kettering, Northamptonshire.

50 City Facilities Management 80.47%Facilities maintenance providerLord Haughey, 62, a former director of Celtic FC, and his wife Susan, 66, set up this Glasgow business in 1985. It installs and maintains air-conditioning and refrigeration equipment and provides facilities management to supermarkets such as Asda. International sales hit £378.5m in 2017, boosted by growth in Australia and southeast Asia, and the acquisition of French firm Lesprit.

51 Niftylift 79.94%Lift manufacturerEngineer and Niftylift chairman Roger Bowden, 71, founded this company in a garden shed in 1985. The Milton Keynes firm designs and makes mobile hydraulic work platforms such as cherry pickers and access lifts, which it sells throughout Europe, America, the Far East and Middle East, Australia and South Africa. International sales hit £83.2m in 2017, under managing director John Keely, 58.

52 Flying Trade Group 79.33%ConglomerateLed by brothers Suki, 52, and Harry Dulai, 47, Essex-based Flying Trade comprises firms spanning the food, hotel and leisure sectors. Surya Foods is its biggest subsidiary, supplying 2,500 global food products, including its rice brands Laila, Salaam and Apna. Tesco and Asda are among its UK customers, as well as European retailers, which it supplies from its continental distribution centres. Sales to more than 30 countries reached £18.7m in 2017.

53 Mace 78.64%Construction project managerFounded in 1990 and led by chief executive Mark Reynolds, 55, this London company provides consultancy and management services for construction projects in more than 70 countries. Current works include the Jeddah Tower in Saudi Arabia — set to be the world’s tallest building at 3,280ft — and the expansion of Auckland airport. In 2017, overseas sales hit £665m, representing a third of its £2bn turnover.

54 Smyle 78.39%Creative agencySamsung, Salesforce and EY are clients of this London and Hertford-based creative agency, which specialises in live events and video production. Key projects include the production of the Ryder Cup opening ceremony. In 2018, co-founders Rick Stainton, 45, and Matt Margetson, 44, sold a majority stake to private equity firm Rockpool after growing overseas sales to £16m.

55 Whitehall Resources 78.10%Recruitment consultancyFounded in 2006 by managing director Tremayne Hall, 48, this Colchester company supplies IT consultants, such as SAP and Oracle specialists. It has made more than 13,000 placements in more than 800 companies, including Capgemini and Deloitte. In 2017, Whitehall Resources opened an office in Germany, helping international sales hit £13.6m last year.

56 Austin Fraser 77.07%Recruitment consultancyPeter Hart, 38, and Derek Simpson, 42, launched this consultancy 12 years ago inReading. It now has six offices in Britain, Germany and America, having opened a branch in Dallas in October. The company places staff in the technology, digital, life sciences, automation and aviation sectors. International sales hit £15.5m in 2018.

57 SC Group 76.39%All-terrain vehicle manufacturerThis family-owned company designs and builds military vehicles for use in hostile environments. It operates out of Devon but owns an Australian subsidiary to manage the Asia Pacific market. It also has a growing commercial business working on civilian craft, green energy and specialist projects such as launch and recovery systems for the Royal National Lifeboat Institution. Under chief executive Nick Ames, 52, exports in 2017 reached £43.2m, boosted by an order for 89 Australian army vehicles.

58 YM&U 76.36%Talent agencyPrivate equity firm Trilantic backed a buyout of this London talent agency last September, valuing it at about $160m (£125m). Previously called James Grant, YM&U advises music, entertainment and sports stars such as Take That, Ant & Dec and Frank Lampard. It also represents American DJs Cheat Codes and Steve Aoki, following its acquisition of the Los Angeles-based music agency Deckstar in 2017. International sales reached £7.4m that year, under chief executive Neil Rodford, 49.

59 Barron Wood Distribution 76.13%Transport brokerThis freight broker was formed in 1993 by John Fairbrother, 57, and his brother David, 56. It works with small haulage firms and owner-drivers, using the return journeys of larger companies to offer competitive prices. The Preston-based firm launched a European road freight business in 2013, and international sales hit £6.9m in 2017.

60 Charlotte Tilbury Beauty 75.42%Beauty products retailerMake-up artist Charlotte Tilbury, 46, launched her eponymous cosmetics line in 2013, having worked in the beauty industry for more than 25 years. The London-based brand — whose fans include Nicole Kidman and Kate Moss — runs seven ecommerce sites, ships to 67 markets and has shops in London and the Middle East. It also sells through retailers such as Nordstrom, Bloomingdale’s and Sephora in North America, and KaDeWe Group in Europe. Under chief executive Demetra Pinsent, 44, it made international sales of £43.7m in 2017.

61 Capital (Hair and Beauty) 75.13%Hair products wholesalerFounded by Michael Vans Agnew in 1954 as a scissor-sharpening company, this family business is now run by his sons, Peter, 58, and Hamish, 61. The Brighton firm sells hair and beauty products to trade buyers across 51 stores and online. It acquired Essential Salon Supplies in Ireland in 2016, boosting international sales to £3.6m the following year.

62 Whitworth Group 75.11%Flour millerAlthough this family firm has been making flour since 1886, it has been at the forefront of new milling and heat-treatment technology, and in 2014 opened a £1.2m quality and innovation centre at its headquarters in Northamptonshire. Led by chairman Martin George, 76, it acquired Carr’s Flour Mills in 2016 for £36m, adding milling centres in Cumbria, Essex and Fife. It exports to food manufacturers and bakeries in Ireland and Europe. International sales hit £20.8m in 2018.

63 The Hut Group 75.08%Online retailerThe Hut Group sells premium health and beauty goods such as Lookfantastic and Myprotein via more than 165 websites, powered by its proprietary technology. In 2017, the group spent £164m on

6 The Sunday Times February 10, 2019

INTERNATIONAL TRACK 200

spotting opportunities and then taking action — whether it is changing your services based on customer feedback or changing course based on external factors. Without the right technology to take care of the bureaucratic reality of growing a business,

identification of their order status and assists us to better forecast.”

Technology helps a company make better decisions more quickly, by giving complete visibility across the business. The key to continued growth is

implementation of NetSuite in 2015, we have more than doubled in our export markets. NetSuite has helped us to manage this from a supply perspective by facilitating the smooth transaction of goods. It also allows customers easy

Botanical brewery Fentimans (No 174) achieved export sales of £11.1m in 2017

While entrepreneurial flair has driven the bold expansion of this year’s International Track 200 companies, technology continues to be the foundation that the UK’s export stars build upon.

It has never been more attractive for companies to expand overseas, with this year’s league table companies growing their international sales by an average of 69% a year over the past two years, to £14bn.

International growth is often facilitated by ecommerce. However, what

Technology is helping high-growth firms to flourishtechnology makes possible is scale, and that defines the success of a fast-growing business. It is hard to achieve scale quickly without the right technology — and many of this year’s International Track 200 companies have recognised as much.

This year, the list has seenmany new entries that have deployed our software to help them scale up overseas. For instance, Ogury (No 26) supports marketers to identify and connect with mobile audiences, and it has access to data from more than 400m mobile phone users in 120 countries.

Another example is Charlotte Tilbury Beauty (No 60), the beauty retailer, which has used NetSuite OneWorld for financial consolidation, order and inventory management, customer relationship management and multi-country tax compliance since 2015.

Revolution Beauty (No 34),which provides cosmetics at affordable prices and grew

its exports by 92% per annum to £41.8m in 2017, is going live with NetSuite next month to support further international growth.

Fast growth is in NetSuite’s DNA. Formed in 1998 with the vision of creating a single business platform to run high-growth companies, we were a billion-dollar company listed on the New York Stock Exchange by 2007. After ninemore years of rapid expansion, we were acquired by technology company Oracle for $9.3bn (£7.2bn) in 2016. We know first-hand the transformative impact that the right scalable technology can have on a company.

Many companies on this year’s league table use NetSuite’s cloud-based enterprise resource planning platform for everything from accounting to order management and customer support. They include Busy Bees (No 184), Third Bridge (No 96), Teneo (No 106) and MVF (No 131), as well as the No 1 company, Gymshark.

NetSuite’s own research has shown that our clients collectively experience 17% annual average revenue growth, but also that those who have expanded and are trading internationally are growing about 2½ times faster than those who have not. Those international customers use our OneWorld platform, which now offers 24 languages and supports 190 currencies, and automated tax calculation and reporting in more than 100 countries.

Northumberland-based Fentimans (No 174) has been a botanical brewery for more than a century, producing upmarket mixers and soft drinks. It started focusing on exports eight years ago and installed NetSuite three years ago in preparation for further international expansion. In 2017, it achieved export sales of £11.1m to distributors in more than 80 countries, and rolled out a £1.2m rebranding last year. Chief executive Ian Bray said: “Following our

the paperwork can pile up. Using the right technology assists in attracting and retaining the best staff, and automation frees employees to focus on growth. International expansion becomes vital for many firms with a small UK market.

Technology-led transformation can be daunting. Firms with myriad systems in place might be concerned about further tech installations. It is not a case of rip and replace, however, and working with technology companies such as NetSuite can make this transition smooth.

Our customers get a singleintegrated platform that is used by 16,000 customers globally. It is localised for their country and can support their international growth. NetSuite’s company story has been a tale of rapid tech-enabled international growth. We now help our clients find the same path.

Nicky Tozer is EMEA vice president at Oracle NetSuite

Companies are embracing the latest software to achieve scale overseas

NICKY TOZEROracle NetSuite

Cole, 46, Wireless Logic was acquired by Montagu Private Equity for an undisclosed sum last year. It has offices across Europe, helping overseas sales hit £9.3m in 2018.

102 Techbuyer 57.46%IT hardware supplierManaging director Kevin Towers, 44, started this firm in his mother’s garage in 2005 to sell IT hardware such as servers, storage devices and PCs. He realised the second-hand market was underserviced and focused on this, providing a three-year warranty on used equipment as standard. International sales reached £19.7m in 2018, helped by offices in Germany and the US. The company also opened bases in Australia and New Zealand in October.

103 Mint Velvet 57.01%Womenswear retailerMint Velvet’s range of women’s clothing, accessories and footwear is available online and at its 41 shops and 93 concessions in the UK. It also has 11 concessions in Switzerland, eight locations in Ireland and three franchise outlets in Dubai. It was set up in 2009 by co-founders Liz Houghton, 54, Lisa Agar-Rea, 50, Stuart Grant, 44, and Jane Rawlings, 52. The Lewis Trust Group, owned by the founders of River Island, bought a stake in 2015 to support its expansion, helping overseas sales rise to £8.4m in 2018.

104 Prima Cheese 56.58%Cheese processorSliced, shredded and blended cheese is processed and exported worldwide by this Co Durham company, founded in 1997 by Behroz Beni, 71. Its core business is pizza cheese, but it also supplies dairy products such as sandwich fillers. In 2017, it invested £3m in its factory to boost production capacity by 50%. Exhibiting at international food fairs helped exports reach £16.7m last year.

105 Amelia Knight 56.33%Cosmetic designer and manufacturerThis Cheshire-based company mainly supplied cosmetic gifts when it was established in 1998. It has evolved to become a manufacturer of private-label and branded cosmetics, from concept and design to delivery. Customers include fashion etailer Asos and US retail giant Walmart, and international sales hit £16.2m in 2017. Founder and chairman David Salmon, 68, heads the business, which is family-owned and run.

specialises in brand identity, packaging and campaigns for customers such as Budweiser, Unilever and Mars. Set up in 1990 by founders Joe Jones, Andrew Knowles, 61, and Ian Ritchie, 59, it now has offices in New York, London, Singapore and Shanghai. Overseas sales hit £21m in 2017, under global chairman and chief executive Guy Lambert, 53.

98 Kerridge Commercial Systems 57.97%Software providerThis Berkshire-based company supplies business management software to 15,000 global customers. Chief executive Ian Bendelow, 51, led a management buyout from the US parent company in 2010, backed by a £9m investment from private equity firm NVM. In 2015, he led a secondary buyout backed by tech investor Accel-KKR, which provided funding for acquisitions in Europe, America and South Africa. International sales reached £30.5m in 2018.

99 The Gap Partnership 57.70%Business consultancyFounded in 1997 by chief executive Steve Gates, 58, this Hertfordshire-based consultancy specialises in commercial negotiation. Working with more than 600 blue-chip companies, such as Ricardo and Heineken, it helps its clients secure better business deals by advising on negotiation strategy and providing individual training workshops. It supplies services in more than 50 countries, boosting overseas sales to £35.4m in 2018.

100 AC Group 57.64%Construction servicesChief executive Andrew Laing, 50, set up this Bedfordshire construction firm in 1987. It now comprises six divisions operating in Europe and the UK. Recent projects include cladding and roofing installed on a state-of-the-art data centre, and specialist contracting roles in nine European cities. International sales hit £23.8m in 2018.

101 Wireless Logic 57.57%Technology platform providerThis Berkshire firm’s technology enables wireless transmission of data from devices such as vehicle trackers, card-payment systems and CCTV cameras. It helped energy firm Bboxx monitor solar power units in Africa, and made online transactions four times faster for takeaway app Just Eat. Founded in 2000 by Oliver Tucker, 56, and Phil

training in healthcare and education. Chief executive Ben Allen, 44, oversaw international sales of £8.2m last year.

90 Grenade 62.12%Sports nutrition brandProfessional athletes, fitness enthusiasts and military personnel in more than 100 countries consume Grenade’s sports performance and weight-management bars and drinks. The Solihull firm was founded in 2009 by husband-and-wife team Alan, 42, and Juliet Barratt, 44. In 2017, private equity firm Lion Capital acquired a majority stake in a deal that valued the firm at £72m. International sales reached £11.5m the same year.

91 John Cotton Group 61.01%Bedding manufacturerThis family business, established in 1916, makes 10m duvets and 20m pillows a year under its Slumberdown, Snuggledown and John Cotton brands. In 2017, it acquired Australian pillow and duvet maker Tontine for £7.8m, helping international sales hit £60m last year. Third-generation managing director Mark Cotton, 42, heads the group, which is based in West Yorkshire.

92 mac-group 60.89%Construction and fit-outThis firm has benefited from the influx of American firms to Ireland. Working mainly in Dublin, the construction contractor provides clients such as Oracle, Fidelity Investments and Bristol-Myers Squibb with upgrades to their office buildings. It has also moved into new builds. It claims to have 93% repeat business, helping international sales hit £94.7m in 2017. It is led by founder and managing director Paul McKenna, 51, and based in Newry, Northern Ireland.

93 Oxford Economics 60.09%Economic research consultancySet up in 1981 by John Walker, 69, in partnership with the then Templeton College, Oxford, this consultancy provides tailored economic analysis on hundreds of countries, industries and significant events, such as Brexit. It has invested heavily in the technology behind its forecasting models, which clients can access through subscription services or one-off fees. Subsidiaries and sister companies on five continents boosted overseas sales to £9.4m in 2017, under chief executive Adrian Cooper, 54.

94 Off-Piste Wines 59.80%Wine wholesalerThis wine wholesaler is behind the brands Most Wanted, PinotPinot and The Signal Post. Founded in 2006 by joint chief executives Anthony Fairbank, 55, and Paul Letheren, 51, its stockists now include Tesco, Sainsbury’s and Scandinavian retailer Alko. Rising demand in Canada, Russia and Ireland drove exports to £1.9m in 2018 under managing director Andy Talbot, 39. The Cheltenham company plans to expand in America and Asia this year.

95 Natures Menu 59.48%Pet food manufacturerCustomers in 26 countries buy this Norfolk firm’s raw pet food. In 2017, it invested £16m in a new factory, capable of processing 500 tons a week. Exports hit an annualised £2.9m that year, boosted by demand from Germany and Scandinavia. Managing director Craig Taylor, 52, owns 50% of the business, with Spanish pet care company Affinity holding a non-controlling 50% stake.

96 Third Bridge 59.06%Research services providerFounded in 2007 by chief executive Emmanuel Tahar, 43, and Rodolphe de Hemptinne, 46, Third Bridge researches investment markets and company trading performance for more than 400 institutional investors. European private equity firm IK Investment Partners acquired a minority stake in 2017 for an undisclosed sum, and international sales hit £53.5m. Last May, it opened a Los Angeles office, adding to existing locations in America, India and China.

97 Jones Knowles Ritchie 58.05%Brand design agencyThis design agency took the Donuts out of Dunkin’ Donuts to rebrand one of the world’s largest coffee chains. JKR

World and 2012 Olympic heavyweight boxing champion Anthony Joshua is a brand athlete for Bulk Powders (No 80)

more than 5,000 sites, which it leases to telecoms companies such as Airtel and Vodafone. In 2015, it raised $350m from investors including Ethos Private Equity, and its controlling shareholder, Capital Group, to fuel expansion across Africa. International sales hit £164.8m in 2017.

87 the7stars 62.76%Media agencyCo-founded in 2005 by Jenny Biggam, 52, this firm takes its name from a London pub. It plans and buys advertising across Europe and America for clients including gaming firm Supercell, responsible for mobile games such as Clash of Clans. It is also a member of a network of media buyers that shares work across Europe. Overseas sales hit £90.5m in 2018.

88 Ambassador Theatre Group 62.19%Theatre operatorThe world’s largest live-theatre group has almost 50 venues across Britain, America and Germany. Its West End and Broadway theatres are home to box-office hits such as The Lion King. It also produces shows and runs a ticketing division. International sales hit an annualised £155.8m in 2018. The business is majority-owned by Providence Equity Partners and led by chief executive Mark Cornell, 52.

89 Mark Allen Group 62.16%Publisher and events organiserMark Allen, 74, founded this group with two journals in 1985. It now owns more than 70 publications and runs 200 events and exhibitions a year across diverse sectors, including medicine, manufacturing, technology and music. It also offers professional development

80 Bulk Powders 66.38%Sports nutrition brandSuperfood powders, nut butters and whey proteins are among the health and performance products made by Bulk Powders. Fitness enthusiasts Elliot Dawes, 36, and Adam Rossiter, 35, started the Colchester firm in 2006, and now export more than 1,000 food supplements to Europe. International sales hit £15.5m in 2017, with expansion to the increasingly health-aware US and Chinese markets on the horizon.

81 Envisage Group 66.20%Car makerConcept cars and new automotive technologies are designed and developed by this Coventry-based engineering firm. It has helped Bentley, Jaguar and Nissan get their ideas on the road, and has opened facilities in China, India and America. Demand for European engineering expertise helped overseas sales hit £3.2m in 2017 under chief executive, Bryan Campbell, 74, who steps down later this month. He is replaced by Tim Strafford, who joins from McLaren Applied Technologies.

82 Westcoast 65.32%Technology distributorFounded in 1984 by chairman Joe Hemani, 72, Westcoast distributes IT products and services to more than 14,000 customers in the UK and Europe . In 2016, the Reading-based company bought a division of Adveo, which supplies ink and toners to businesses across France. This helped international sales hit £437.1m in 2017.

83 D R Collin 64.79%Seafood supplierFrom live velvet crabs and langoustines to fresh trout and cooked lobster, this

Berwickshire firm supplies fish and shellfish sourced from local British waters. It built its own cooking facility 11 years ago, and has since added eight factories and three fish shops. It supplies wholesalers and supermarkets in Spain, Italy and France, helping exports reach £36.4m in 2018 under managing director James Cook, 63.

84 Gama Healthcare 64.12%Antimicrobial product distributorSearching for a way to combat hospital-acquired infections, doctors Guy Braverman, 39, and Allen Hanouka, 45, developed wipes that clean and disinfect surfaces, instruments and all areas of the body. Their Watford company now supplies every NHS hospital and exports to 60 countries, with Australia its biggest overseas market. Gama says its after-sales training and support apps helped exports reach £10.2m in 2018.

85 MNC 64.06%Media agencyThis media agency helps fast-growing brands such as Moonpig and Oak Furniture Land become household names. MNC plans and buys advertising, and also shapes its clients’ marketing strategies. Founded in 1997 by Andrew McCutcheon, 53, the London firm set up an employee trust in 2016, which now owns 51% of the group. International sales hit £18.3m in 2017, boosted by contracts with European brands such as Shpock, the marketplace app.

86 Eaton Towers 63.59%Telecoms towers ownerFounded in 2008 by industry veterans Terry Rhodes, 63, Sanjiv Ahuja, 62, and Alan Harper, 62, this London-based company acquires, builds and manages mobile phone towers in Africa. It has Womenswear retailer Mint Velvet (No 103) had overseas sales of £8.4m last year

NICK POTTS

The Sunday Times February 10, 2019 7

INTERNATIONAL TRACK 200106 Teneo 56.15%IT consultancyTeneo helps 1,500 companies, including the investment management firm Jones Lang LaSalle and France’s Schneider Electric, optimise their IT networks. The firm, based in Reading, was founded in 2000 by chief executive Piers Carey, 49. It opened a US operation in 2006 and has since set up offices in France and Australia. A trio of acquisitions in America in 2016 and 2017 helped overseas sales reach £37.5m last year.

107 M2M Direct 56.10%IT distributorFounded in 1998 by Ged Mitchell, 60, M2M distributes memory and storage products such as solid-state drives and storage server appliances for data centres and cloud applications. The Kent-based company works with suppliers including Samsung, Intel, Dell EMC and Micron. It has a logistics centre at Heathrow and shipping hubs in Hong Kong and California, helping international sales hit £40m in 2017.

108 CloserStill 56.06%Exhibition organiserThis London company produces 30 trade shows a year for the technology, medical and healthcare sectors. It has offices in France, Germany, America, Hong Kong and Singapore. International sales hit £13.4m in 2017, helped by the acquisition of French events organiser iLearning Forum. That year, CloserStill bought a majority stake in a German conference, Online Educa Berlin. Chairman Phil Soar, 71, heads the group.

109 Jellyfish 55.98%Digital marketing agencyBased in the Shard at London Bridge, Jellyfish provides advertising, search and data analytics services for clients such as Toyota and Samsung. The company has bases in South Africa and Spain, and last year added a fourth office in the US. It also hired its first employee in South Korea to drive expansion in the Asia Pacific region. International sales hit £55.8m in 2018, under chief executive Rob Pierre, 45. 110 Lanes Group 55.65% Waterwaste services providerEstablished in 1992 as Lanes for Drains, this Leeds group maintains drains and

under chief executive John Vaughan, 52. Adey plans to expand in America and China, with the backing of its majority owner, private equity firm LDC.

112 Havwoods 55.14%Hardwood flooring specialistThe Ritz-Carlton in Budapest is among the customers that use this family firm’s wooden flooring. Founded in 1975 by Henry Wiley, the Lancashire-based company is now run by his son Oliver, 64, and grandson Simon, 42. Overseas sales hit £3.6m in 2017, and last year Havwoods opened its third showroom in Australia to complement others in Britain, Europe and America.

113 Specialist People Services 55.09%HR services providerOwned by private equity firm LDC and led by chief executive Chris Chidley, 58, this Bradford-based company provides specialist staffing and HR services. It serves the logistics and rail sectors in Britain and Australia, and plans to expand into other markets, including America, Canada, New Zealand and Ireland. Last year it opened its fifth Australian office, in Adelaide, helping international sales reach £11.8m.

114 Windhoist 54.56%Wind turbine contractorThis Ayrshire company helps build wind turbines in Europe, Australia and Morocco, and has installed more than 6,200 for wind energy specialists such as Siemens, Vestas and Nordex. Projects include a wind farm in Queensland and Scotland’s largest offshore development, the Beatrice project in the Moray Firth. International sales hit £34.1m in 2017, and managing director Hugh McNally, 53, plans to expand further in Scandinavia and Australia this year.

115 Bullitt Group 54.50%Consumer electronics designerThis Reading company designs and makes branded consumer electronics, such as mobile phones, under licence from the likes of Land Rover and the American machinery giant Caterpillar. In 2017, it sold a majority stake to private equity firm Exponent for an undisclosed sum. As part of the deal, former Microsoft executive Pieter Knook, 60, joined as chairman to work alongside

Preston-based Recycling Lives (No 125) works for British Gas, BT and Sellafield and sells recycled materials to India, Pakistan and the Middle East

YFM Equity Partners in 2014, helping overseas sales reach £91.3m in 2017. Last year Philip Mathews, 52, took over as chief executive from Phil Aird-Mash, 43, who is now chairman.

128 County Milk Products 50.49%Dairy products supplierFounded in 1994 by John Langslow, 77, in partnership with a Dutch dairy trader, County Milk became family-owned in 2002. From its Cheshire base, the company supplies dairy products such as milk powders and butter fats to food manufacturers in the UK and Europe. Exports hit £56.8m in 2017 and last year it started production at Oak Leaf dairy, near Wrexham, a joint venture specialising in whey powders.

129 Principle 50.38%Brand implementation agencyCompanies such as BMW, HSBC and the management consultancy Accenture use this Huddersfield agency to ensure their branding is consistent across global markets. In 2017, the business appointed Victoria Woodings, 35, group chief executive and also acquired Italian agency Underline for an undisclosed sum, boosting international sales to £106m. Principle opened an office in San Francisco last year, bringing its total worldwide to 16.

130 Pricecheck 50.34%Consumer goods supplierThis Sheffield-based firm, managed by siblings Mark Lythe, 51, and Deborah Harrison, 48, has been supplying branded consumer goods for more than 40 years. It exports to more than 75 countries, acting as a distribution and sales partner to many international brands. Overseas turnover hit £32.3m in 2018, after the company expanded its sales force to more than 30 people, including several linguists.

131 MVF 49.89%Customer generation Founded in 2009 near Borough Market, south London, by five friends, this firm uses its in-house technology and marketing expertise to help clients generate more customers. It operates in 120 countries and in 2015 opened an office in Texas, after private equity firm Bridgepoint acquired a 40% stake. Last year, revenue from North America grew 64% to £19.2m, boosting total overseas sales to £42.5m. The company is led by chief executive Michael Teixeira, 45.

centre in Dublin, powered entirely by renewable energy. The construction and utilities contractor was founded in 2004 by chairman Danny Chaney, 42, and has since worked on London developments such as Battersea power station and the Shard. Clients in Ireland, Scandinavia and Holland helped lift international sales to £49.9m last year.

120 Paladone 53.46%Gift wholesalerFrom Harry Potter collectables to novelty bath plugs, this firm designs and supplies gifts to high street retailers across Europe, Australasia and North America. It has offices in Hong Kong and Los Angeles, and clients in 80 countries. Strong demand for its licensed and own-brand products from US retail giants such as Kohl’s and Target helped overseas sales hit £20.3m in 2018, under managing director Graeme Carr, 53. In April, private equity firm LDC invested £13m in the West Sussex company to accelerate international growth.

121 Frank Recruitment Group 53.19%IT recruitment consultancyThis Newcastle-based business has opened seven offices across Europe and America since June, which will create 500 jobs. The expansion follows its buyout in 2016 by private equity firm TPG Growth, which acquired a majority stake in a deal reportedly valuing the company at just under £200m. International sales hit £134.1m in 2017, under chief executive James Lloyd-Townshend, 46.

122 First 52.74%Events organiserThis London agency produces more than 5,300 events a year for global brands such as the insurer Prudential and the digital media business Verizon Media. The firm also offers data analytics services to help clients improve employee engagement. In 2016, it acquired the New York-based creative agency BKA, which has helped drive growth in America. International sales reached £48.9m the following year, under chairman Peter Godfrey, 70, and chief executive Maureen Ryan-Fable, 49.

123 Peninsula 52.15%Employment law consultancyPeninsula provides employment, HR and health and safety consultancy services to 75,000 companies around the world. The Manchester-based firm

was started in 1983 by brothers and Betfred co-founders Fred and Peter Done, 75 and 72. It has operations in Ireland, Australia and New Zealand, and opened a Canadian office in 2017. Last year international sales grew to £83.1m.

124 Microlise 51.01%Vehicle tracking developerFounded in 1982, Microlise develops tracking systems that help HGV operators maximise fleet efficiency, increase safety standards and reduce the environmental impact. The Nottingham firm works with vehicle manufacturers such as DAF and MAN, and fleet operators such as DHL and Eddie Stobart. In 2018, overseas sales reached £9.8m and the company opened a new French office to help it expand across the Continent. Microlise is headed by chief executive Nadeem Raza, 51.

125 Recycling Lives 51.00%Waste management providerFounded in 2008 by Steven Jackson, 52, this Preston-based firm recycles metals and plastic for the likes of British Gas, BT and the nuclear clean-up operation at Sellafield. It sells the recycled materials to India, Pakistan and the Middle East, helping exports hit £31m in 2018, under chief executive William Fletcher, 39. An associated charity and social enterprise rehabilitates ex-offenders, supports the homeless and redistributes food. The private equity firm Three Hills Capital Partners invested £50m in the business in September to accelerate growth.

126 Karro Food Group 50.86%Pork processorFrom eight sites in the UK and Ireland, this North Yorkshire company processes 45,000 pigs a week for supermarkets and food manufacturers. It sells antibiotic-free meat to America and trotters to China, helping exports hit £160.9m in 2017. Executive chairwoman Diane Walker, 46, and chief executive Steve Ellis, 47, head the business, which is majority-owned by the private equity firm CapVest.

127 ACC Aviation 50.58%Aviation services providerACC Aviation, founded in 2002, provides aircraft leasing and chartering, and also manages the process of refurbishing clients’ aircraft interiors. The Surrey company has opened facilities in Dubai and Kuala Lumpur since its buyout by

117 ERSG 53.99%Recruitment consultancyThis London-based recruitment agency specialises in the renewable energy sector. Founded in 2008 by Jim Ryan, 50, and Lucien Sullivan, 46, it opened its third US office in November to service the country’s growing offshore wind market. It now has five overseas offices across Germany, Holland and America. Last year, it had 800 contractors working in 22 countries, and international sales of £30.6m.

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Europe

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MAIN MARKETS OF THE INTERNATIONAL TRACK 200 COMPANIESRegions of the world and the number of league-table firms doing their main business there. Many firms export to more than one foreign market.

sewers for the likes of Thames Water. In 2017, it removed a 130-ton, 800ft-long fatberg, one of the largest discovered, from a sewer under Whitechapel. In 2016, managing director Wayne Earnshaw, 55, bought Irish competitor AQS Environmental Solutions, helping international sales reach £9.8m in 2018.

111 Adey 55.44%Heating filter manufacturerThis Cheltenham-based company is known for its innovative magnetic filters that remove sludge from central heating and cooling systems, improve fuel efficiency and extend boiler life. It also makes water testing and water treatment chemicals at its laboratories in Kent. Sales to the EU reached £4.1m in 2017,

chief executive Peter Stephens, 52. Overseas sales hit £148.7m in 2017.

116 Silbury 54.15%Food ingredients supplierBased in Banbury, Oxfordshire, Silbury is headed by Adrian Hall, 53, and produces pizza ingredients ranging from tomato paste to sauces, meat toppings and oils. It has a stake in the Portuguese tomato processor HIT Group, and its own manufacturing facility near Hull. Customers include high street pizza chains and food manufacturers in the UK and continental Europe. International sales grew to £4.3m in 2017, following Silbury’s 2016 merger with Portal Foods, a fellow shareholder in HIT Group.

118 Corin Orthopaedics 53.89%Orthopaedic parts makerFounded in 1985, this company, based in Cirencester in Gloucestershire, manufactures cutting-edge orthopaedic implants and develops technologies to help provide customised treatments. A focus on pre-surgical diagnostics, as well as its 11 offices worldwide, helped overseas sales hit £97.9m in 2017. In June, chief executive Stefano Alfonsi, 54, oversaw the sale of the business to private equity firm Permira for an undisclosed sum.

119 Blu-3 53.73%Infrastructure providerThis Kent company is providing the infrastructure for a €225m (£200m) data

8 The Sunday Times February 10, 2019

INTERNATIONAL TRACK 200153 Monica Vinader 44.66%Jewellery designerMonica Vinader, 50, launched her eponymous jewellery brand in 2007. Celebrity fans include the Duchess of Cambridge, actress Emma Watson and England football manager Gareth Southgate, who wore one of the brand’s bracelets at the 2018 World Cup. In 2016, Piper Private Equity and Winona Capital invested £20m to fuel expansion in America. The Norfolk company has 20 boutiques in North America and Asia, while its website ships to more than 70 countries. Overseas sales reached £20.3m in 2018.

154 TIMco 44.45%Tool accessories supplierFounded by the late Tim Midwood in 1972, this Cheshire firm supplies screws, fixings and power tool accessories to builders’ merchants. Now led by the founder’s son, Simon Midwood, 46, TIMco trades across the UK, Ireland and Europe, and exports hit £1.8m in 2017. Last year the company grew its product range to more than 6,500 lines and invested in a new 30,000 sq ft warehouse.

155 Reward Gateway 43.83%Employee engagement servicesMore than 1,800 customers in 23 countries use this London company’s software to attract, engage and retain staff through benefits, rewards and recognition, wellbeing and improved communication. It was founded in 2006 and private equity firm Great Hill bought a majority stake for £140m in 2015. In 2017, Doug Butler, 54, took over as chief executive from founder Glenn Elliott, 46. Last year Reward Gateway doubled the size of its American team when it acquired New York firm Brand Integrity, and overseas sales — which represent gross transactions — hit £82.1m.

156 Ahmad Tea 43.31%Tea makerChairman Rahim Afshar, 69, and his two brothers founded this Hampshire firm in 1986. A household name in the Middle East and Russia, it sells to 80 countries, using British heritage in its marketing to boost global appeal. International sales rose to £69.3m in 2017, helped by strong demand for healthier teas and growth in North America and the Middle East.

157 Cennox 43.18%Banking automation servicesFormer Travelex director Clive Nation, 63, founded this Surrey firm in 2004. It provides anti-fraud and security devices for banks. In 2017, Cennox acquired the European operations of an American security firm, which helped overseas sales hit £37.8m, and at the start of last year it bought the Essex cash-machine installation company Acketts. Cennox is backed by BGF, which has invested a total of £13m since 2012.

148 Proseal 45.35%Tray-sealing equipment makerCheshire-based Proseal manufactures and distributes machinery used to seal food packaging. Its specialist equipment can seal up to 320 packs a minute of anything from ready meals to fresh fruit and desserts. Operations in America and Australia, as well as a network of 14 global distributors, helped international sales hit £33.7m in 2018, under co-founders Steve Malone, 58, and Rob Hargreaves, 55.

149 Xexec 44.76%Reward programme administratorXexec runs staff benefits and customer reward programmes for companies including the computing giant HP and mobile phone network EE. As well as bespoke discount schemes, its concierge service provides hard-to-get event tickets, hotel rooms and restaurant bookings. Former investment banker Jacqueline Benjamin, 46, and management consultant Saul Meyer, 43, founded the London business in 2000. International sales, which represent gross transactions, rose to £6.2m in 2017.

150 InsideAsia Tours 44.73%Tour operatorFrom sumo wrestling in Japan to the Angkor temples in Cambodia, this tour operator’s team of travel experts tailor group and individual tours throughout Asia. Three years teaching English in Japan led university friends Simon King, 43, and Alastair Donnelly, 42, to set up the Bristol-based company in 2000. It sells direct to customers on its multicurrency website and through travel agents. Overseas sales of package tours grew to £13.2m in 2017, due to increased investment in staff and marketing in Australia and America.

151 Decora 44.67%Blind manufacturerHusband-and-wife team Michael and Lynda Dickson, 72 and 69, set up this business 40 years ago to sell awnings. The company, based in Lisburn, Northern Ireland, started manufacturing internal blinds two years later and now makes 30,000 of them a week. Exports, mainly to the EU, hit £6.5m in 2017, under managing director Stuart Dickson, 45, son of the founders.

152 Phaidon International 44.67%Recruitment consultancyThis group was founded in 2004 to serve the financial services industry and has since expanded to operate through five niche brands across sectors such as life sciences, technology and engineering. The London-based firm has 10 overseas offices, including six in America, and international sales hit £60.8m in 2017. In April, chief executive Harry Youtan, 33, oversaw the firm’s acquisition by Quilvest Private Equity.

Laura Tenison of JoJo Maman Bébé (No 135), whose maternity wear and children’s clothing is no longer taking baby steps, with overseas sales hitting £8.1m last year

presence in Africa — with offices in Ghana, Nigeria and Uganda — helping international sales hit £113.1m in 2018.

147 Options 45.36%Financial technology providerLondon-based Options provides cloud computing services for 250 clients in more than 20 countries. Most of these operate in the financial services sector and include hedge funds and asset managers. In 2017, the American private equity firm Bregal Sagemount invested $100m (£78m) in the company and US revenues rose almost 50%, to £32.3m, boosting total international sales to £34.4m. Chief executive Nigel Kneafsey, 43, heads the business, which he founded in 1993.

InsideAsia Tours (No 150) grew its overseas sales to £13.2m in 2017 after stepping up investment in staff and marketing

142 Beta Pharmaceuticals 46.44%Pharmaceuticals wholesalerLed by Naseen Valji, 59, and Mohamed Kanji, 47, Beta has evolved from a single pharmacy, set up in 1986 in Essex, to a wholesaler and exporter of prescription drugs and other medical products. It supplies more than 300 pharmacies in the UK, as well as international clients such as hospitals and clinics. Exports hit £3.3m in 2017. Key markets include Europe, the Middle East and east Africa.

143 Element 46.40%Testing services providerElement’s laboratories test the safety and compliance of materials used in sectors such as aerospace, transport and oil and gas. Its customers include Ford, GE and Boeing. Led by chief executive Charles Noall, 59, the London company was formed in 2010 and bought UK rival Exova in 2017 for £620m. In 2018, it added American-based companies MTC and Orbit, and Germany’s Vohtec. Also last year, the business, which is majority-owned by the private equity firm Bridgepoint, opened laboratories in Oman and Singapore. International sales reached £334.6m in 2017.

144 Total Media Group 46.10%Media agencyThis agency, founded in 1982 and based in Soho, central London, creates marketing campaigns grounded in behavioural science. It helped the Chinese tech company Lenovo market laptops to millennial customers and the workplace messaging app Slack to expand in Europe. In 2017, Total Media launched a technology and innovation hub in Estonia and international sales reached £41.5m, under chief executive Guy Sellers, 62. It also set up a joint venture last year with the German agency Mediaplus.

145 Ptarmigan Media 45.61%Financial media agencyFinancial institutions Nomura and JP Morgan are among this London firm’s blue-chip customers. The business was founded in 1993 by David Wiggin, 59, and specialises in media planning and buying for the financial sector. It opened its first overseas office a decade ago in Hong Kong and has since launched in Singapore, Sydney and New York. Strong growth in America boosted international sales to £66.9m in 2018.

146 Gapuma 45.56%Commodities traderFounded in 1999 by Jack Bardakjian, 48, Gapuma trades commodities such as chemicals, pharmaceuticals and plastics. It also provides warehousing and manages logistics for its customers. The London company has a strong

132 Sapphire Systems 49.38%Systems integratorEstablished in 1993, London-based Sapphire provides financial and business management software for more than 1,000 clients worldwide — including bookmaker Paddy Power Betfair, which uses its cloud hosting service across America and Italy. In 2017, it acquired a supplier in Argentina to strengthen its presence in South America. Sapphire also has offices in America, Australia, Mexico and Asia, and international sales hit an annualised £12.3m in 2017, under chief executive Ian Caswell, 56.

133 Brand Machine Group 48.69%Branded apparel licenseeSome of the biggest names in European retailing — including Germany’s Zalando and Holland’s De Bijenkorf — buy designer childrenswear from this London company. Founded in 1990 as Flyers Group by chief executive Boo Jalil, 53, Brand Machine Group now designs, develops and distributes children’s clothing under licence from brands such as Juicy Couture and Lyle & Scott, and has expanded into menswear in partnership with the US Polo Association. Showrooms across Europe, its largest international market, helped overseas sales rise to £11.7m in 2018.

134 Dairy Partners 48.26%CheesemakerThis family-owned Gloucestershire company, formed in 1994, produces mozzarella and pizza cheese for the food service and manufacturing sectors. It has factories in Gloucestershire and Wales, and sources milk from within a 50-mile radius of its Welsh site. Exports hit £23.6m in 2017, under co-founders Robert Peel, 52, William Bennett, 43, and Clive Bennett, 80. This year it plans to expand its Gloucestershire plant to 75,000 sq ft and create 55 jobs.

135 JoJo Maman Bébé 47.93%Maternity and babywear retailerThis Newport company’s fashionable maternity wear and children’s clothing is sold in 60 countries. Founded by Laura Tenison, 52, in 1993, it now has four US stores and a warehouse in New Jersey, complementing 93 shops in the UK and Ireland. Overseas sales hit £8.1m in 2018.

136 Scan Computers International 47.54%IT hardware supplierManaging director Shailendra Raja, 54, founded this Bolton-based computer hardware retailer in 1987. The company specialises in products for powerful computers required by businesses and consumers such as gamers, and has held a royal warrant since 2014. International sales grew to £15.1m in 2018, boosted by demand for high-end graphics cards used in bitcoin mining.

137 White Clarke Group 47.51%Financial software developerChairman Ed White, 74, co-founded this fintech firm in 1992. It provides software and consulting services to more than 100 clients in 30 countries, largely in the automotive sector. In 2016, Rothschild’s private equity arm Five Arrows took a majority stake and Brendan Gleeson, 56, was made chief executive. The Milton Keynes group has eight overseas offices. International saleshit £50.2m in 2017.

138 Canagan 47.43%Pet food supplierThis high-end pet food supplier, whose name means “wolf cub” in ancient Celtic, claims to replicate animals’ wild diets using ingredients such as Scottish salmon, free-range chicken and game. The Buckinghamshire firm’s products are sold predominantly in independent retailers and have proved popular in more than 35 countries, including Japan, Finland and China. Overseas sales hit £14.2m in 2018, under founder and managing director Eddie Milbourne, 60.

139 Vision RT 47.11%Medical technology developerIf cancer patients change position during radiotherapy treatment, Vision RT’s 3D imaging systems automatically pause the beam, helping prevent damage to surrounding organs and tissues. Norman Smith, 49, and Ivan Meir, 48, founded the London firm in an attic in 2001, and it now has more than 1,000 installations worldwide. International sales hit £21.3m in 2017, thanks to strong growth in America, Europe and the Asia Pacific region.

140 Parallel Consulting 46.85%Recruitment consultancyFounded in 2004 by Steven Went, 54, and Sam Altarafi, 43, this southwest London recruitment agency works with clients such as international consultancies, banks and ecommerce organisations. The company has supplied staff in more than 15 countries and international sales reached £16.4m in 2017. It opened a New York office last year, adding to bases in London, Munich and Sydney, and will launch in Amsterdam this spring.

141 TopCashback 46.75%Cashback websiteThis site offers its 10m members cashback and discounts from more than 7,000 retailers. The Staffordshire-based company generates revenue from sponsored advertising, and the majority of overseas sales are in America, where TopCashback has an office in New Jersey. It also runs cashback sites in India and China. International sales hit £24.8m in 2017, under co-founders Oliver Ragg, 48, and Michael Tomkins, 43.

YASMIN BALAI

The Sunday Times February 10, 2019 9

INTERNATIONAL TRACK 200

managers and advisers in more than 90 countries, for activities that include fundraising and marketing. Chief executive Mark O’Hare, 60, oversees seven global offices, and international sales hit £33.4m in 2017.

177 Amoria Bond 36.46%Recruitment consultancyThe idea for this Manchester-based recruitment consultancy came when

co-founders Gareth Lloyd, 41, Daniel Daw, 41, and Nick Barrow, 44, were trekking in the Andes. It places technical mid and senior-level personnel across its key sectors, which include engineering, energy, life sciences and banking. Honda and Siemens are among its global clients. Offices in Amsterdam, Cologne and Singapore helped overseas sales hit £33.6m in 2017.

178 Seasalt 36.44%Clothing retailerBrothers Neil, 52, Leigh, 61, and David Chadwick, 60, took over this Penzance shop from their father in 2001. In September, the clothing retailer raised £11.5m from BGF and £4.5m in loans to fund the opening of 40 stores in the UK and Ireland, taking the total to 90. It also sells online to 138 countries and has a wholesale business in Germany. Chief executive Paul Hayes, 47, oversaw international sales of £3.2m in 2018.

180 bet365 36.10%Online bookmakerStoke-based bet365 recorded international revenue of £2.1bn in 2018 as customers in more than 100 countries placed bets on a wide range of sports and watched more than 160,000 sporting events. Since March, it has signed deals with casinos in Atlantic City and the state of New York to provide on-site sports betting services. Owned by the Coates family, it is also the majority shareholder in Stoke City football club.

181 Fundamental Media 36.09%Media agencyLondon-based Fundamental advises global fund management companies on how to market their funds to investors. It plans and buys media, and its services are backed by bespoke technology that provides fund marketingintelligence in more than 20 countries. Chief executive Angus Maclaine, 44, founded the firm in 2003 and has since opened offices in Hong Kong, Boston and Sydney. International sales hit £40m in 2017.

182 Childrensalon 36.01%Childrenswear retailerChief executive Michele Harriman-Smith, 66, has transformed the clothes shop founded in 1952 by her mother, Sybil, into a global online retailer of designer childrenswear. Websites in seven languages sell clothing from 280 brands, including Armani, Burberry and Gucci, to customers in 160 countries. The company is headquartered near its original site in Tunbridge Wells, but generated 85% of sales abroad in 2017, resulting in exports of £66.8m.

183 FAI Automotive 35.79%Automotive parts supplierThis company has its roots in a 1950s motor racing team whose drivers included Graham Hill and Jackie Stewart. The father of current managing director, Sean Walker, 60, then turned to supplying automotive parts. FAI now exports to 60 countries from its 110,000 sq ft premises in Leighton Buzzard, Bedfordshire. Expansion of the range and growth in Europe helped international sales reach £13.7m in 2017.

184 Busy Bees 35.44%Nurseries operatorThis Staffordshire business is Britain’s largest private provider of childcare services, operating 359 UK nurseries and 550 sites in total, caring for more than 50,000 children across the UK, Singapore, Malaysia, Canada, China and Australia. In 2017, it acquired Canadian nursery group BrightPath for £93m, which helped international sales rise to £94.9m. Last year, it announced plans to open 32 nurseries in China over the next five years. Chief executive Simon Irons, 56, heads the group.

179 WorldFirst 36.13%International payment providerThis foreign exchange firm was founded by chief executive Jonathan Quin, 44, and Nick Robinson, 45, in 2004 and now has seven offices worldwide. Overseas sales hit £56.4m in 2017. It is backed by US private-equity firm FTV Capital, which bought a minority stake in 2013, and it is reported to be in sale talks with China’s Ant Financial.

exports reach £11.1m in 2017. In April, Ian Bray, 55, became chief executive, appointed by Eldon Robson, 68, the great-grandson of founder Thomas Fentiman.

175 CT Automotive 37.07%Car parts supplierCo-founded in 2000 by engineer Simon Phillips, 48, this Portsmouth-based firm makes plastic parts, arm rests and other interior products for the global automotive industry. It manufactures in China, Turkey and Sunderland for customers including Ford, Nissan and Volkswagen. Delivery sites from Brazil to Japan handle supply. Exports hit an annualised £43.5m in 2017.

176 Preqin 36.74%Data services providerThis London-based company supplies intelligence on the global alternative assets industry, such as private equity and hedge funds. Its data is used by 60,000 institutional investors, money

172 Firmdale Hotels 37.62%HotelierHusband-and-wife team Tim and Kit Kemp, 72 and 68, opened their first boutique London hotel in 1985. Seven more have followed, with Kit designing the award-winning interiors. In 2009, they opened the Crosby Street Hotel, their first in New York, followed in 2017 by the Whitby Hotel in Manhattan. The Whitby generated revenues of £18m in its first 11 months, boosting group international sales to £44.7m in 2018.

173 Haygrove 37.58%Berry producerFounded by Angus Davison, 53, in 1988, this Herefordshire firm has diversified from growing berries to designing polytunnels and desalination plants. It also advises on wine and cider production, and grows coconut fibre substrates at facilities in India, Malaysia and Sri Lanka. Overseas sales hit £47.2m in 2017, and Haygrove opened new berry farms in China last year.

Firmdale Hotels (No 172), co-founded by Kit Kemp, has added two hotels in New York to the eight it owns in London

158 Sian Wholesale 43.08%Consumer goods supplierManaging director Andrew Klimcke, 41, and his father Simon, 74, founded this Surrey-based wholesaler in 2003. It distributes health and beauty goods and pharmaceuticals to more than 50 countries, and its product range spans more than 4,000 lines. Key markets include Europe, north and west Africa, the Middle East and America, and international sales hit £13.3m in 2017.

159 Aspen Pumps 41.45%Condensate pump manufacturerFounded in 1992 by three engineers fed up with fitting awkward air-conditioning equipment, this business makes easy-to-install condensation removal pumps and other accessories. The East Sussex company has facilities in France, Germany, Australia and America after making four acquisitions since private equity firm 3i bought a majority stake in 2015 in a £105m deal. Exports hit £41.8m in 2017, under chief executive Adrian Thompson, 51.

160 Trutex 41.38%School uniform supplierThe Qatar Foundation is just one of the Middle Eastern institutions whose school uniforms are supplied by this Lancashire company. Established in 1865 as the Clitheroe Shirting Company, it is now owned by the management team, which bought the business from private equity firm Endless in 2014. Demand for bespoke, British-style school uniforms in Dubai and Abu Dhabi helped overseas sales hit £2.3m in 2017. Trutex is led by managing director Matthew Easter, 42.

161 HRS Heat Exchangers 41.34%Heat exchanger supplierThis Watford-based company supplies heat exchangers used to pasteurise food and convert plant and animal waste into energy. Founded in 1981 by chief executive Steven Pither, 61, HRS has manufacturing facilities in Britain, Spain and India, supported by sales offices in markets such as America and Australia, and a network of European distributors. Overseas sales hit £20.7m in 2017.

162 Blackrock Expert Services 40.97%Dispute resolution servicesWith offices in London, Paris and Dubai, this consultancy advises on claims that arise during complex construction projects. Founded a decade ago by David Barry, 55, the company sold a minority stake to private equity firm Dunedin in 2015 to fund international expansion, helping overseas sales hit £25.4m in 2017. In August that year, Dunedin sold its stake to asset manager Intermediate Capital Group in a deal valuing Blackrock at £161.5m.

163 Cooper & Turner 40.25%Industrial fastener manufacturerBack in 1912, this group made the rivets used in battleships and Ford’s Model T cars. Today, it sells industrial bolts, nuts and washers, manufactured in Sheffield, America and China. In 2017, chief executive Tony Brown, 53, led a buyout backed by American private equity firm Watermill Group, which acquired a majority stake for an undisclosed sum. International sales reached an annualised £46.2m last year.

164 John Adams 39.75%Toy wholesalerJohn Adams started out in 1967 making craft and science toys. In 2009, it merged with Toy Brokers after managing director Simon Pilkington, 51, led a buyout. The Cambridgeshire group now exports toy brands such as Mr Bucket and Soggy Doggy to 28 countries and international sales hit £5.7m in 2017.

165 Hedonism Wines 39.29%Wine retailerA £220,000 bottle of cognac and the world’s most expensive white wine — a £78,105 Château d’Yquem 1811 — are among the items sold by this Mayfair-based wine and spirits boutique. Founded by Russian entrepreneur Evgeny Chichvarkin, 44, in 2010, it now stocks 6,500 wines and 3,000 spirits. While wine represents its key market, demand for whisky in Asia helped overseas sales reach £8.3m in 2018.

166 Lawton Tubes 39.15%Copper tube supplierThis Coventry-based family firm has shipped its copper tubes to every continent. The pipes have a wide range of applications, from supplying medical gas at Middle Eastern hospitals to plumbing at the Houses of Parliament and engineering at Mackmyra’s whisky distillery in Sweden. Exports hit £11m in 2017, under joint managing directors Oliver and Giles Lawton, both 49.

167 Collinson 39.02%Benefits and loyalty providerThis company delivers benefits and loyalty initiatives to help companies

attract and retain customers. Its brands include Priority Pass, operating across 1,200 airline lounges, and online travel insurance provider Columbus Direct. Founder and chairman Colin Evans, 72, has overseen global expansion to 23 offices, while his sons Christopher, 43, and David, 42 — joint chief executives — led international sales to £674m in 2018.

168 BrewDog 38.26%BreweryFounded in 2007 by James Watt and Martin Dickie, both 36, this Scottish brewer has opened more than 70 bars in locations as far afield as Brazil and Japan, as well as a brewery in Ohio, where it also has a DogHouse hotel. BrewDog was valued at £1bn in 2017 when it sold a 22% stake to US private equity firm TSG Consumer Partners for £213m, and it has since raised another £26m from crowdfunding. Its 95,000 “equity punks” have bought shares through a public prospectus and own 20% of the company. International sales hit £21.6m in 2017.

169 CDE Global 38.23%Processing equipment manufacturerApplications of this firm’s industrial machinery range from gold mining to water recycling. Founded in 1992 by chairman Tony Convery, 58, its systems help customers in 70 countries recover materials such as sand and gravel from industrial waste. Exports hit £47.4m in 2017, thanks to demand from Europe, North America, the Middle East and Australia. It has invested significantly in its new US headquarters in Texas, which opened in September, and a manufacturing facility in Belfast.

170 EnerMech 37.86%Engineering services providerChief executive Doug Duguid, 56, launched this Aberdeen engineering group with five colleagues in 2008. It works on large-scale energy and infrastructure projects across 40 locations, including America and the Middle East. In 2017, it acquired Australian electrical and instrumentation firm EPS Group, helping overseas sales reach £295.9m. Last year, private equity firm Carlyle Group bought EnerMech from Lime Rock Partners in a reported £450m deal.

171 Brigade Electronics 37.68%Safety device manufacturerSelling to more than 60 countries, Brigade Electronics makes vehicle safety devices, such as reversing alarms and camera systems for blind spots. The family firm was founded in 1976 by Chris Hanson-Abbott, 85, and is now led by his son, Philip, 59. In September, the company quadrupled its office and warehouse space in Dartford, Kent, following a record year when international sales rose to £27.1m.

Trutex (No 160) has dressed several generations of the nation’s schoolchildren and now its traditional and practical garments are proving popular across the world, particularly in the Middle East

174 Fentimans 37.28%Drinks manufacturerSince 1905, this Northumberland company has been infusing, blending and botanically brewing ingredients to create its upmarket mixers and soft drinks. Eight years ago, Fentimans started focusing on exports and it now sells to distributors in more than 80 countries. New products, including a pink grapefruit tonic water, helped

SIMON BROWN

SUE BLACKHURST

10 The Sunday Times February 10, 2019

INTERNATIONAL TRACK 200185 Evolution Power Tools 35.42%Power tool supplierTaking on the likes of Bosch and Makita, this Sheffield company makes power tools for commercial and DIY customers. Chief executive Matthew Gavins, 44, started a power-tool repair business from his father’s garage at the age of 17, before launching the company in 1997. Evolution now sells online to more than 30 countries and supplies retailers such as Screwfix, Amazon and America’s Home Depot. International sales reached £18.8m in 2017, boosted by demand from France and America.

186 The Little Group 34.86%Media wholesalerChairman Jonathan Little, 54, heads this family-owned holding company, which includes Gardners Books, one of Britain’s largest independent wholesalers of books, music and DVDs. It also owns Lasgo, which exports CDs and vinyl records to more than 50 countries. International sales for the group, formed in 1996 and based in east Sussex, hit £151.9m in 2018, boosted by growth in its American operations and vinyl’s resurgent popularity worldwide.

187 JSP 34.72%Safety product manufacturerChief executive Mark Johnstone, 51, leads this Oxfordshire-based safety-gear manufacturer, founded by his father Clive, 76, in 1964. It designs and makes helmets, respirators, goggles and other safety products from bases in the UK, China, Germany, America and the UAE. International websites and sales offices worldwide helped overseas revenue reach £28.9m in 2018.

188 Meade-King, Robinson & Co 34.17%Chemicals supplierThis 152-year-old Liverpool firm sources products such as oils, waxes and resins from across the world, and sells them to a wide range of customers — from food and beverage companies to paint producers. It has storage facilities in Holland to support its international sales, which reached £13.2m in 2018, under managing director Philip Tarleton, 58. In April, it acquired York-based Oleo Solutions, which supplies chemicals across the UK and Ireland.

189 Rosewood Pet Products 33.52%Pet products supplierPawsecco Freeze Pops for dogs, Chill N Snooze beds for rabbits and rubber perches for parrots are some of the toys, grooming and bedding items designed and sold by this pet-products maker. Founded in 1960, the Shropshire-based company sells to retailers in more than

60 countries, including Walmart in America and the Musti Group in Nordic countries. Managing director Neil Panter, 54, oversaw international sales of£4.2m in 2017.

190 Nisbets 32.68%Catering equipment supplierChairman Andrew Nisbet, 58, started this Bristol business 36 years ago from the boot of his car. Today, Nisbets claims to be the UK’s largest independent supplier of catering equipment, operating from 32 UK stores and shipping to more than 500,000 customers in 100 countries. In 2016 it acquired linen manufacturer Mitre Linen, which has held a royal warrant since 1955. Exports hit £88.4m in 2017.

191 Moo 32.57%Online stationery printerThis online print and design business, founded in 2006 by Richard Moross, 41,

was one of the first crop of tech companies in “Silicon Roundabout” in London’s Old Street. Its multicurrency website now serves customers — including Airbnb and WeWork — in nearly 200 countries, and Moo prints millions of business cards every month. International growth has been driven by expansion in North America, with the region accounting for 80% of its £78.8m of overseas sales in 2017. It is backed by investors including LocalGlobe and Index Ventures.

192 Pentland Group 31.81%Brand manager and retailerSpeedo, Mitre and Berghaus are among the famous clothing and sports brands managed by this London business. Founded in 1932 as the Liverpool Shoe Company, it has been run by three generations of the Rubin family, with Stephen Rubin, 81,

the current chairman, and his son, Andy, the chairman of Pentland Brands. Pentland is active in 190 countries and international sales hit £1.4bn in 2017. The group also owns a majority stake in JD Sports, which acquired American retailer Finish Line in a $560m (£435m) deal last year.

193 Montreal Associates 31.72%Recruitment consultancyFounded in 1978 to supply workers to the growing IT industry, this London-based recruitment agency specialises in placing professionals in highly specialised technology roles across Europe, in areas such as “big data” and cyber-security. Managing director David Thuillier, 45, opened an office in Frankfurt in 2016, followed by Barcelona a year later. Multinational customers such as Accenture and IBM helped overseas sales hit £40.3m in 2017.

194 Cambridge Commodities 31.52%Nutritional supplement wholesalerFounded by James Stevens, 42, in 1998, this Cambridgeshire company makes, imports and distributes 2,500 food ingredients. Factories in Europe, Africa, Asia and the Americas supply products — such as pollen and turmeric — to sports nutrition, health and pet food companies. Sales offices in Europe, America and South Africa boosted overseas revenue to £14.8m in 2018.

195 Leathwaite 31.47%Recruitment consultancyPartners Andrew Wallace, 49, Martin Phillips, 47, Neil Ejje, 49, and James Rust, 51, founded this recruitment agency in 1999 to serve investment banks. The London company has expanded to operate across sectors such as insurance, professional services and technology, and it also offers a consultancy service delivering projects

and market analysis. With offices in America, Hong Kong and Switzerland, international sales rose to £10m in 2017.

196 Done + Dusted 31.34%TV and events producerThe London 2012 Paralympic Games, Robbie Williams concerts and the Emmy awards in Los Angeles are among the live events to have been staged by this production company. Founded in 1998 by friends Hamish Hamilton, 52, Ian Stewart, 57, and Simon Pizey, 56, Done + Dusted has offices in London and California, and has filmed events on every continent. International sales hit £47.4m in 2017.

197 Brook Taverner 30.98%Corporate clothing supplierThis Yorkshire company traces its roots back to 1912, when founders Frank Brook and Walter Taverner began selling buttons to tailors. Today Brook Taverner supplies men’s and women’s corporate wear, ranging from suits and tweed waistcoats to knitwear and chinos. Staff at Audi, Sofitel hotels and the Swissport aviation group wear its clothing, helping international sales reach £5m in 2017, under managing director Ben Jones, 49.

198 Priority Freight 30.93%Logistics services providerPriority Freight makes time-critical deliveries to businesses in sectors such as automotive and aerospace. The Dover firm, founded in 1996 by Neal Williams, 48, arranges 150,000 deliveries a year, helping exports reach £45.8m in 2017. It has eight offices across Britain and Europe, and opened a Slovakian facility near Bratislava airport in September.

199 musicMagpie 30.90%Online entertainment traderIn 2007, Steve Oliver, 47, founded this Stockport company in his garage with Walter Gleeson, 52, to buy and sell CDs, DVDs and video games. It expanded into technology and electronics in 2014, buying goods via its website and app and reselling them online and in 150 countries. Sales of pre-owned mobiles now make up more than half of its turnover. Its US sister site decluttr.com boosted exports to £46.6m in 2018.

200 MPM Products 30.62%Pet food producerPet food brands managed by this Manchester company are sold in more than 50 countries worldwide and include Applaws and Nature’s Calling. Founded in 2002, MPM sold a majority stake to private equity firm ECI for £50m in 2016. International sales rose to £36.2m in 2017, under chief executive Julian Bambridge, 46. Its newest brand, Reveal, can be found in hundreds of stores across America.

Founded in 1932 as the Liverpool Shoe Company, Pentland Group (No 192) manages sports brands including Speedo, with international sales hitting £1.4bn in 2017

RANDI PEREZ/PENTLAND BRANDS