Opportunities in 3D - Delcam
Delcam, a leading supplier of advanced CADCAM solutions for the manufacturing industry, explores new opportunities and contacts with the help of UK Trade & Investment
In 1965, Donald Welborn, Director of Industrial Co-operation at Cambridge University, saw the potential of using computers in the design and manufacture of complex 3D shapes. He set up a company to develop Computer-Aided Design (CAD) and Computer-Aided Manufacturing (CAM) software, which uses a drawing tool to describe geometries that are then used to define a tool path that directs the movement of a machine tool to replicate in 3D the exact shape that was drawn.
By 1991, the company now known as Delcam Plc had gone through a series of buyouts and changes, growing into a listed company based in Birmingham, with over 500 direct employees. Its product ranges reach all industries from automotive, aerospace, engineering, medical and dental and consumer products such as jewellery or engraving.
“Our products have hastened the move on from 2D to 3D drawing systems in manufacturing,” says Vineet Seth, Managing Director of Delcam for India and the Middle East. “This makes our products highly attractive and useful in a diverse range of manufacturing situations. For example, our dental tool, DentMILL allows manufacturers to make a significantly larger number of excellent quality caps and bridges for mass market, precisely and efficiently.”
International presence
Delcam now operates throughout the Americas, Europe, the Far East and Australasia, using a tight-knit network of regional headquarters and sales offices.
In the late 1990s Delcam approached UK Trade & Investment and the British High Commission in India for help developing plans to better serve its Indian customers. These initial meetings with UK Trade & Investment led to Delcam setting up a physical presence in India in 2000, although initially only working with national distributors and dealer networks.
“An important part of the service that we offer is being close to our customers,” says Seth. “We soon realised that we were not able to accomplish this with a dealer network as we were missing out on vital follow-up support and contact. In 2000, we opened up a liaison office in Pune and by 2002 we had a wholly-owned subsidiary, an office in Pune and 50 employees.”
India Event
Over the years, Delcam kept in contact with UK Trade & Investment, and in early 2008 the company was invited to join a UK delegation to the India Event. The event was designed to showcase advanced engineering companies from the UK in three locations around India, with the twin objectives of enhancing the UK’s reputation as a world leader in the field, and enabling business-to-business networking opportunities.
The event was a great success for Delcam. Over the course of road shows in Mumbai, Pune and Chennai, the company met with over 20 new potential business associates and clients.
“UK Trade & Investment’s India Event gave us exposure to key companies and influencers in our field,” says Seth. “The programme was such that we met people who were particularly interested in CADCAM and who knew exactly what we were offering. Some of these we knew already and others were totally new to us, so it was an invaluable chance to network at the right level with the right people.”
Looking to the future
Delcam is now in ongoing contact with many new contacts made at the India Event, and is working hard to finalise some potential contracts.
In the meantime, the company plans to use another of UK Trade & Investment’s services, Overseas Market Introduction Service (OMIS) to explore the Indian aerospace and nuclear markets, and the petrochemicals market in the Middle East.
“Attending the India Event has been, without doubt, a valuable experience,” says Seth. “My advice to any business considering breaking into the Indian market is let UK Trade & Investment work for you. Use their experience. This is the time to come to India, but you need authentic, constructive help and you can only really get it from UK Trade & Investment.”
The UK and India
India is the UK’s 18th largest export market and its second largest export market in the developing world after China. Designated as one of UK Trade & Investment's High Growth Markets, India’s economy is one of the fastest expanding in the world, with a rapidly expanding consumer class.
The UK has strong ties with India, and UK companies are well positioned to take advantage of this growing export and investment market. Liberalisation of the economy continues apace, with trade barriers largely removed and the peak tariff down from 350 per cent in 1991 to 20 per cent in 2005. Privatisation programmes are gradually reducing the still-significant role of the public sector in the production and consumption of goods.
The sectors in which proactive UK companies can increase their profitability and international competitiveness are diverse and include aerospace (civil); automotive; biotechnology and pharmaceuticals; creative and media; engineering and ICT.
