Avifilm Export Corporation manufactures specialised polystyrene film that’s converted into non-slip mats for the food trays used by the international airline industry, thermal highlighting wraps for hairdressers and, more recently, speciality labels.

Based in Malta, the company believes its low cost manufacturing base and strategic location make them extremely competitive when it comes to “just in time” supply of orders, especially for European customers.

The company has been exporting to the UK since 1984. One of their first customers was WK Thomas Ltd, a leading UK distributor of plastic and paper disposables. When Thomas was recently bought out by Bunzl plc, Avifilm’s record of product quality and good service ensured the Malta-based company continued as key suppliers.

“At the beginning, as relative newcomers to the trade, we had to convince potential buyers that we could provide them with a quality product at a competitive price,” explains Mr Parnis England. “We also had to demonstrate that we could stick to agreed delivery schedules. We consistently delivered what we promised and gained the trust of our customers.

“We chose HSBC for our banking back in 1983 because they offered competitive terms and conditions as well as a very efficient service. This remains true today, which is why we have banked with them for all these years.”

Early on, HSBC helped Avifilm buy the equipment they needed to develop their products. The bank also helped finance stocks and trade debtors effectively, allowing the company to operate comfortably without undue financial pressure.

“This has helped us to achieve our ambitions and targets over the years,” adds Mr Parnis England. “Among other things, HSBC has always given us competitive rates for our foreign exchange requirements. This has definitely helped our export activities.”

Avifilm is now in the final stages of buying one of the firm’s main competitors, and HSBC is providing the finance needed to complete the deal.

“The main challenge facing medium-sized speciality manufacturing companies in their UK/EU export markets is competing with aggressively priced products from the Far East,” says Mr Parnis England. “Companies considering these markets need to work on their competitive advantages – shorter lead times, lower minimum order levels, high quality levels, proximity to clients and continuous innovation.”