Client Success Story: Southern Heat

Southern Heat is one of our clients and manufactures biomass briquettes that offer a cleaner, more efficient and environmentally friendly solution for heating and cooking. The company exports these briquettes to customers across the Middle East. Established with exporting in mind, Southern Heat has been serving international markets since 2017. The business benefits from having a permanent representative based in the Middle East, while many new opportunities come through referrals and effective marketing efforts. Based on their experience in international trade, their advice is to stay informed about changes to tax, customs, shipping and documentation requirements, and to thoroughly research any market before entering it. Read on to learn more about Southern Heat’s export journey.

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

Southern Heat was established in 2017 with the goal of manufacturing biomass logs that provide a sustainable solution for heating and braaiing (BBQ). In addition to offering an alternative fuel source, the production of these biomass briquettes helps reduce organic waste, contributing to environmental sustainability. Our primary focus is to manufacture and export high-quality biomass briquettes that are recognised as a green fuel source and a healthier alternative to traditional charcoal for grilling.
2. Which countries do you export to or import from?

Our biomass briquettes are exported from South Africa to the Middle Eastern markets.

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 more than 15 years through another business of which I am a founding member. Southern Heat was later established with the primary goal 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 useful way to identify market-related buyers. In many cases, once trust and credibility have been established through positive word-of-mouth and consistent marketing efforts, prospective buyers begin making contact directly. any of our strongest leads have come through business partners who know individuals or companies looking for products like ours, as well as from having an online presence through our website.

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

Understanding the customs and documentation requirements of each country we trade with has been one of our challenges. While this is an area we continue to navigate, we have worked closely with customs and trade experts to help us meet the necessary requirements and overcome potential obstacles.

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

Yes, there are a few things we would do differently. One of the most important would be to stay informed about any changes to tax regulations, customs procedures, documentation requirements and shipping regulations before providing quotations to buyers.

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

Yes, we experienced some challenges in the beginning. At the time, we were not fully aware of all the certificates and documentation required at certain destination ports. Today, before exporting any shipment, we make sure that all requirements are confirmed and in place beforehand, as different ports (even within the same country) may require additional documents for buyers to successfully clear their goods through customs.

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

Because of work commitments, we have not done so yet; however, it is part of our plans for the near future.

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