Lawton Tubes Director Urges West Midlands Firms to Explore Overseas Markets

The director of a copper tube supplier who grew the company’s export sales to £26 million in 16 years – despite no initial exporting knowledge – has been sharing his tips for success.

Robert Lawton, Marketing and International Sales Director at fifth generation family business Lawton Tubes, addressed the West Midlands International Trade Summit, and urged other businesses in the region to explore growth overseas.

Lawton Tubes was formed in 1918 and has grown into a global business that now exports to more than 40 countries, turns over £230 million and employs 150 staff – with its headquarters based in Torrington Avenue, Coventry. The business now supplies copper tube and various alloy fittings into sectors including plumbing, air conditioning, medical and engineering.

During his speech, Robert explained the importance of leveraging business contacts and learning from others to succeed.

“Coventry and Warwickshire Chamber of Commerce were able to provide me with training courses to understand the basics of exporting, but also the professionals I would need to engage with to ensure what can be a daunting and complex process was carried out properly and efficiently.

“Freight forwarders, for example, help to ship goods on another company’s behalf – and this leaves you with a sole focus on securing orders, just like you would do at home.

“Our overseas sales figures are also an important reminder that there are still a lot of countries – both in the old British Empire and others too – that really do want to buy British products because of the high standards that they come with.

“The medical gas sector is a prime example because of the NHS, who have already written comprehensive booklets about how to pretty much build a hospital. Many countries are looking at that and wanting product that matches the standards of the NHS.”

So stark was Lawton Tubes’ exporting success, that the company was awarded the prestigious Queen’s Award for Enterprise – International Trade in 2019, and the King’s Award for Enterprise – International Trade in 2024.

“Having the support network is vital, but most of my overseas custom would not have materialised had I not physically attended exhibitions year after year,” added Robert.

“This comes from careful research and knowing which countries you want to target and why, which helps to inform how you are going to present your services to different audiences and cultures.

“For anyone thinking of exporting, my first piece of advice is to speak to your local Chamber of Commerce, as they are ideally placed to understand your needs.”

Corin Crane, chief executive of the Coventry and Warwickshire Chamber of Commerce, facilitated the event which was delivered by Business Growth West Midlands and organised by the three regional chambers of commerce – Coventry and Warwickshire Chamber of Commerce, Greater Birmingham Chambers of Commerce and Black Country Chamber of Commerce – with support from Lloyds and Hooper & Co.

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