Mallaghan Engineering, the Dungannon specialist in airport equipment, has secured a £100,000 contract in Germany with assistance from Invest Northern Ireland.
The business won by Mallaghan is from Weeze Airport, near Duisburg in North Rhine Westphalia and on the Dutch border. It follows a strategic marketing campaign launched by Mallaghan, with advice and practical support from Invest NI, to win business for its equipment from smaller regional airports throughout Germany.
The deal was announced by Sebastian Koellner,Mallaghan Sales Export Manager for Eastern and Central Europe, and welcomed by Dr Vicky Kell, Invest NI Trade Director.
Mr Koellner said: “In 2009, we pinpointed a significant opportunity for our equipment in the 46-strong network of smaller regional airports which are being used increasingly by low cost airlines such as Ryanair, Air Berlin and Wizz Air.
“We had a strong presence especially in terms of our catering trucks and passenger stairs, in the main airports such as Frankfurt, the second biggest in Europe after London Heathrow, Munich, Leipzig and Nuremburg but not in the smaller ones.
“I decided to approach the Invest NI office in Dusseldorf for guidance and received invaluable advice and support for a marketing campaign aimed at all 46 smaller airports. The support included market research, a very professional newsletter and follow up with calls to management at the airports.
“Feedback from this strategic approach was extremely positive and produced several invitations, including from Weeze Airport, to bid for business. Isubsequently met Weeze management and secured business for one of our airport vehicles. I am also following up approaches from other airports that should lead to further business in 2011.
“The practical support from the Invest NI team in Dusseldorf was extremely important and certainly helped to secure this breakthrough contract for our equipment,” added Mr Koellner.
Dr Kell said: “Mallaghan’s success is an excellent example of the highly professional and strategically important support which Invest NI provides for local companies in established markets such as Germany and developing nations including India.
“Our in-market teams have a wealth of knowledge about business practices and procedures as well as practical experience of market conditions and opportunities. This enables them to assist and support companies in activities such as lead generation, logistics and strategic marketing initiatives that enhance their competitiveness and overall export capability,” added Dr Kell.