Client Success Story

Southern Heat (Pty) Ltd

Southern Heat is a client of ours, and they manufacture a biomass briquette that aims to provide a cleaner, higher-performing and eco-friendly heating and cooking solution. Southern Heat exports these briquettes to clients based in the Middle East. The business was started with the intention to export, and has been doing so since 2017. They have a representative who is based permanently in the Middle East, and they get many of their leads through word-of-mouth and good marketing. Their advice from their experience in importing and exporting is: keep updated with tax, customs, documentation and shipping requirements updates, and do proper research in the market you want to trade in. Read more to learn about their journey to exporting.

1. Can you please share a bit of background information about your business?

Southern Heat was registered in 2017 with the aim of manufacturing a biomass log that can be used as a sustainable source of heat and to Braai (BBQ). Manufacturing this biomass briquette also helps reduce bio waste, thus helping the environment. Our main aim is to make and export quality biomass logs (briquettes) that are considered a green fuel source and a healthier grilling alternative to charcoal.

2. Which countries do you export to or import from?

We export from South Africa to countries in the Middle East.

3. When did you realise your business was ready for exporting/importing? What were the key indicators?

I have been trading with the Middle East for over 15 years now, with another business that I am a founding member of. We registered Southern Heat with the main objective of manufacturing and exporting a quality South African product.

4. Can you share some tips for finding and researching international markets for export, or international suppliers for import? Where did you find your best leads?

Advanced search engines are a great way to find market-related buyers quite easily. In a lot of markets, once a trust base has been built – usually by word-of-mouth and good marketing – buyers reach out. Many of my best leads for potential buyers are actually from having business partners who know of people looking for our type of products and from having a good website.

5. What was your biggest initial fear or concern about exporting/importing, and how did you address it?

Customs and documentation requirements in each country of trade. We haven’t fully addressed this fear, but have reached out to customs experts to help us overcome this.

6. Reflecting on your experience, are there any aspects you would approach differently now?

Actually, yes, there are a few things we would do differently. It would be to keep updated with any changes in tax, customs, documentation and shipping requirements before quoting buyers.

7. Did you encounter any unexpected obstacles, and how did you adapt?

In the beginning, yes. We were not clued up on certain certificates needed at the port of destination. Before exporting any products now, we first ensure that we have everything in place prior to shipping any consignments, as some ports (even if in the same country) may need additional documents for buyers to clear their goods.

8. Did you attend trade shows or participate in international business development programs? If so, can you mention any that were helpful?

Due to work commitments, we have not, but plan to in the near future.

9. What advice do you have for aspiring exporters or importers in South Africa?

Ensure you have clear terms and conditions when selling and buying. Be as competitive with your products and prices as you can be. Do proper research within the markets you wish to trade in.

Contact details:
Nicci Prokopos – nicci@southernheat.co.za