SHIVA Nair doesn’t mind being called a middle man.
Or even a marriage broker for that matter.
By bringing together Australian exporters and overseas buyers, the Austrade regional trade commissioner acknowledges his role is similar to that of a professional matchmaker.
“We set the groundwork to get the buyers and sellers together – the brides and grooms,” he said.
And Mr Nair is great at the job.
Last month, Austrade named him the best of its 800 Australia-based export advisers for his outstanding work in Melbourne’s West.
Since arriving at his post within Wyndham City Council’s economic development unit 18 months ago, Mr Nair has helped several local businesses find international markets.
Melton Aviaries now sends $40,000 worth of Indian lovebirds to the US.
And Footscray’s Horticultural Skills Australia is attracting overseas students for on-the-job training in Werribee nurseries.
Of the $18 billion worth of export deals Austrade put together last year, a growing number is in services, including on-shore training.
While Australia’s biggest exports remain in manufacturing and mining, Mr Nair says he likes to think outside the square.
His Indian descent and multilingual skills were handy when he helped lure Bollywood producers to Australia for sets and production work.
The movie “Salam Namaste” is one success story, filmed largely around Melbourne and the Surf Coast, using Australian production expertise, extras, catering and accommodation.
“That is one industry with a great deal of potential because it is so prolific,” he said.
Producing a CD catalogue of work from local painters, sculptors and ceramicists known nationally but not internationally was another brainchild.
The CDs are now in the hands of overseas companies, hotels and individuals interested in Australian art.
“It’s not a challenge to sell internationally known art because it’s seen more as an investment,” he said.
“We now have lesser known artists hanging on hotel walls in Hong Kong.”
Mr Nair’s recent focus has been on establishing a business club of about 500 exporters from the West who will meet for regular networking and seminars.
“We will bring together like-minded companies from industries across the board whose common interest is export.”
Mr Nair’s physical presence in Werribee is unlike most Austrade officers who are posted at city head offices.
“Many of the companies I see are small and medium-sized businesses who have never exported and are daunted by going to a big city office.”
“I have an advantage in that I am closer to the ground,” he said.
Many of the businesses that come to Mr Nair need to be reassured that exporting is not as risky as they may think.
As a first step, nearly 200 Austrade offices in some 60 overseas countries conduct market research on whether something will be a success.
They then help find agents, suppliers and distributors.
“We hold their hand and take them through everything,” he said.
“We make them understand you can manage every step of the risk.”
Given Australia’s increasing number of free trade agreements, its limited domestic market and the world’s rapid globalisation, Mr Nair said the trend for Australian businesses to export is not only growing but also necessary.
“For our children, we have to look overseas for more opportunities,” he said.
“We need to start producing not just for ourselves but for the world.”
