DESPITE the apparent success of the region's companies in exporting their products around the world, the North-East still has a long way to go.

While it may export more goods than it imports, there are still hundreds of small and medium-sized business (SMEs) that need to take their first step on the export ladder.

Iain Cunningham, international trade advisor at UK Trade and Investment (UKTI), said: "While we have more than 1,000 companies in the region involved in exporting, to both EU and non-EU destinations, there are numerous others that are just beginning to look at the opportunities."

Mr Cunningham, 34, from Sunderland, joined UKTI's Tyne and Wear operation two months ago.

He is responsible for companies in the automotive and precision engineering sectors, and their clients in the defence and marine engineering fields.

Mr Cunningham served an engineering apprenticeship before moving into the marketing side of business, and is currently studying with the Chartered Institute of Marketing.

His clients at UKTI include automotive hose supplier Ion AP Ltd, in Stanley, County Durham, and Tyneside engineering businesses Metal Spinners Group, and Walker Filtration, amongst others.

Mr Cunningham said: "UKTI is currently targeting SME's employing fewer than 250 people that are doing well, but which have perhaps maximised sales in the UK and need to think about moving into export markets to maintain their growth.

"It may also be the case that export markets might extend the life of an existing product, while they take time to develop a new one.

"My role is to help companies develop their export plans and identify potential markets for their products, helping companies not currently exporting to break into overseas markets."

Mr Cunningham thinks novice exporters think carefully before taking on the US and the Far East markets.

He said: "Potential exporters should look to markets closer to home that have business cultures not too dissimilar from ours, rather than trying to get their products into markets on the other side of the world.

"Southern Ireland springs to mind as an export market for the novice exporter. It is close to the UK, there are no language barriers, and novice exporters can learn about the paperwork and legislation they need to comply with.

"Small companies need to earn their spurs in terms of exporting, rather than jump in with both feet.

"Regardless of where a company plans to trade, UKTI should be their first port of call.

"We can provide them with sector-specific reports and offer them subsidised places on market visits."

Mr Cunningham said the North-East was in a very strong position in terms of its export trade.

"I have looked at the trends over recent years, and export trade is definitely on the up.

"The region's exports are the highest they have been in a number of years. While a lot of that is down to big players like Nissan and the chemical industry on Teesside, a number of growing SMEs are experiencing rapid growth.

"There are a wealth of opportunities out there, as long as companies have a product that differentiates them from the opposition. Its no use just being the cheapest, you have to produce something that proves it can add value to your customer's services."

Mr Cunningham knows all about developing new products that give a company an edge in international markets.

He was previously sales and marketing manager at filtration specialist Domnik Hunter, based at the Team Valley, in Gateshead, taking on the responsibility for product development.

During the past decade he has worked for numerous UK subsidiaries of overseas companies, notably German engineering business Endress Hauser.

It was while there that he moved into marketing, meeting numerous international customers and learning a great deal about servicing their needs.

He said: "I learnt how Endress Hauser's products added value to their customer's services. In particular, how providing a good support service helped customers meet their own particular challenges.

"I am trying to translate that into my position with UKTI, and get that message across to my clients.

"By providing good products and services, you will win more business. It is all about adding value to your customer's products, with your own services."

Mr Cunningham admits to being passionate about the North-East and wants to see its companies performing well on the world stage.

He said: "Exports are essential to the future prosperity of this region. Having numerous markets for their products allows companies to ride out the peaks and troughs in different economies.

"In this way, if one market goes into recession, they can put their efforts into other areas, until that market recovers."