IN this week’s SME Focus the owners of a firm marketing innovative cable management technology highlight the need for ministers to ensure exporters get support dealing with the uncertainties created by the Brexit vote.

Name:

Lynne Jhangeer and my brother Ian Arbuckle.

Age:

32 and 30 respectively.

What is your business called?

LINIAN.

Where is it based?

Glasgow.

What does it produce?

We have developed and patented an innovative range of metal clips suitable for the fire industry. Our screwless and fire rated cable clip is used by electrical and fire alarm contractors to ensure compliance with new regulations and to speed up their installations. Our clips provide a fast, robust and fireproof means of fixing cables to construction materials. We will be releasing more products next year.

To whom does it sell?

The construction industry, specifically electrical and alarm contractors. Our product was used in the refurbishment of both Strathclyde and Glasgow Universities, the Mitchell library, HMP Grampian and Queen Elizabeth University hospital.

What is its turnover?

Sales have increased to £220,000 in the latest financial year from £80,000 last time. We have a strong order book with the majority of wholesalers in the UK and Ireland having committed to a stock profile through the remainder of 2016. Additional orders have been secured for export to Europe, South Africa, the UAE and America.

How many employees?

Four.

When was it formed?

The business was established by our parents Jean and Wes in 2006 as an addition to their well-established electrical and mechanical wholesalers. Dad had been asked by a customer who reckoned traditional methods of fixing fire alarm cables to walls were too labour intensive. Although the product sold, Ian and I decided to relaunch in 2015 with a view for the second generation of our family to form a separate company focusing on LINIAN. This included developing the product range and implementing a new business strategy and a rebrand. We have used our parents’ experience and support which has helped us to gain momentum quickly.

Why did you take the plunge?

Ian and I felt it was a fantastic opportunity to promote and sell a product that our father invented that had actual demand in the market. We were confident that we had developed our careers separately and had options if LINIAN didn’t work out, so felt the risk was low.

What were you doing before you took the plunge?

I was a Territory Manager for GAP Plant & Tools after working with global closures manufacturer Ramondin Capsulas. Ian was a senior electrical design engineer for building consultants Hulley & Kirkwood, Rybka and RSP.

How did you raise the start-up funding?

Our advisers at Glasgow City Council and Business Gateway helped us explore funding avenues with Scottish Enterprise. We have only invested or expanded when we had funds available either through sales, external support or personal finances.

What was your biggest break?

The signing of a major distribution deal for the UK with Termination Technology and securing our South African distribution partner. We can’t stress enough how being connected to the right people within Business Gateway and Scottish Enterprise has helped us. They have acted as sounding boards and been proactive in suggesting people who have been able to assist us with start-up, launch and export.

What was your worst moment?

Manufacturing issues in our first few months which held us back and delayed entry to the market. It was a stressful time having no product to sell but with demand already in place.

What do you most enjoy about running the business?

Freedom to lead the company in the direction Ian and I want. We have grown much faster than we could have imagined and the fact that we see no limits for the business really excites us.

What are your ambitions for the firm?

To be the market leader in innovative new methods of cable management and to be known globally our products.

What are your top priorities?

Safety; efficiency; value; integrity; creating long lasting partnerships with everyone involved in LINIAN.

What could the Westminster and/or Scottish governments do that would help?

It is imperative that SME’s throughout the UK who are exporting to a number of different territories during this period of uncertainty and in the aftermath of the Brexit vote are given as much support as possible. Exporting is a daunting and at times difficult task and we need assurances that it won’t be further complicated.

What was the most valuable lesson that you learned?

Having a plan B is a good idea for when things don’t go the way you expected. And you have to be determined not to give up even when faced with the toughest situations.

How do you relax?

Relaxing isn’t on our radar right now. Both Ian and I have young children so when we’re not working we’re looking after and spending time with our sons. Thankfully, we have extremely supportive spouses who have been fantastic.