Marine Air Flow International
Miami (Bundjalung), Queensland.
Australian Export Awards a tremendous honour
It strengthens our reputation in the industry, opens our company to new markets and solidifies the trust of our existing clients. We are confident it will give us access to additional international government and defence markets.
Bradley Marsden, Marine Air Flow International Director.
Small Business (joint) winner – Marine Air Flow International.
Smooth sailing for Marine Air Flow International
21 November 2024
Marine Air Flow International’s revolutionary designs are making waves in a market with only a dozen global competitors.
An uncompromising focus on R&D has enabled the Gold Coast-based company to develop innovative marine ventilation equipment. This allows air in but keeps water and salt mist out of vessels. Marine Air Flow International’s custom-engineered ventilation solutions reduce salt mist and spray by up to 99%. This optimises engine room airflow – improving crew conditions, increasing equipment lifespan and lowering operating costs.
‘Our commitment to quality is what has allowed us to evolve, grow and expand,’ says Marine Air Flow International’s Director Bradley Marsden. ‘Every year, we refuse to stay behind and invest in cutting-edge equipment, R&D and staff training.’
An ISO-9001 certification in 2021 has unlocked opportunities in the defence and military markets. Sales from these markets have increased by 100% in the past three years.
Sailing into international waters
Marine Air Flow International’s venture into international waters commenced with the strategic decision to exhibit at international boat shows in 2017. Exports have since surged to almost 50% of total sales. This growth is concentrated in key export markets Singapore and Turkey.
‘Sending cold emails is just not enough to break into new markets,’ says Marsden. ‘It’s important to get out there and visit the markets in person to make a real impact.’ Exhibiting or attending international trade shows is perfect for this, Marsden continues. ‘The connections you make at these events prove highly rewarding.’
Market diversification a primary driver for exports
‘Our primary driver for international expansion is market diversification,’ says Marsden. ‘Prior to venturing into exporting, a single client constituted around 80% of our revenue.’
Marine Air Flow International recognised the huge risks associated with relying on the one client. It made expanding its range and opening its sales internationally a top priority. ‘Thanks to our current international reach, we can now ensure sustainability and growth for our company,’ says Marsden.
Success in Singapore
Attending the 2024 Asia-Pacific-Maritime boat show in Singapore spurred the company’s success. The event led to a collaboration with a renowned Singaporean boat building company. Within a week of the show, Marine Air Flow International had a contract to design and manufacture equipment for two ferries destined for the UAE. ‘The order was a historic achievement – it was the largest in our company's 19-year history,’ says Marsden.
Seeking new seas in Europe
With this boost in revenue, Marine Air Flow International plans to increase its presence at international boat shows, with events in Hamburg and New Orleans. ‘Our aim in the coming years is to enter new markets in Europe, the US and the Middle East,’ says Marsden.
A key focus will be Europe. The company is actively planning to participate in industry events across the region to strengthen its presence and forge new partnerships in this promising market.
We have recently shifted our aluminium extrusion supply to lower-carbon aluminium, which is a cleaner, greener aluminium
Innovative strategies enhance trade relationships
As a small business exporter, Marine Air Flow International has implemented innovative strategies to achieve export success despite its small operational scale.
‘A significant strategy we employ to improve our international success is requesting 50% upfront payment from all clients,’ says Marsden. ‘This enhances our cash flow and minimises financial risks.’
The company also optimises pricing strategies by quoting exports in US dollar equivalent to Australian dollar. The approach allows the company to leverage favourable exchange rates, maximising returns on international sales.
Sustainability strategies meet a global demand
Marine Air Flow International creates a positive impact by prioritising local green sourcing. This helps meet the increasing demand for green, eco-friendly products from overseas clients.
‘We have recently shifted our aluminium extrusion supply to lower-carbon aluminium, which is a cleaner, greener aluminium,’ says Marsden. ‘This has had an immediate effect of lowering the CO2 emission of our products.’
Marine Air Flow International has also invested in a 40kW system of solar panels in its manufacturing facility. ‘We are extremely proud of how green we are as a company, and how green our products are,’ says Marsden.
Risk management leverages global partnerships
Marine Air Flow International has adopted several risk management strategies in doing international business. These focus on improving production efficiencies, leveraging multiple partnerships, and prudent currency management.
The company manufactures everything in-house to eliminate supplier timeline constraints. It also allows for bespoke products that meet specific customer demands. Marine Air Flow International engages with multiple freight companies to secure the best prices and routes for air and sea freight.
‘This comprehensive approach ensures that our products not only reach clients quickly but also affordably, enhancing client satisfaction and competitiveness,’ says Marsden.
Innovative freighting is leaner and greener
Marine Air Flow International is currently exploring packaging solutions to reduce pallet sizes. It is seeking to keep weight at a minimum while not compromising on transport safety.
‘We have recently engaged a cardboard company to help us explore the potential of cardboard pallets and stackable boxes as alternatives to our current aluminium crates,’ says Marsden. ‘This initiative aims to better align with our sustainability goals. It will also decrease the cost and lead time of shipping for our clients, thanks to smaller and lighter packaging.’
Australian Export Awards a tremendous honour
Marine Air Flow International is the joint winner of the Small Business award at the 2024 Australian Export Awards. This win validates the exponential growth it has experienced in the past 12 months.
‘It strengthens our reputation in the industry, opens our company to new markets and solidifies the trust of our existing clients,’ says Marsden. ‘We are confident it will give us access to additional international government and defence markets.’
A lasting legacy
Marine Air Flow International is setting a standard of excellence in a niche market. ‘With only 12 companies worldwide doing what we do, we hope to be recognised for our high-quality service and our premium products,’ says Marsden.
‘Through our current actions, we hope to set a benchmark for excellence and responsible business practices, encouraging others to prioritise quality products, and environmental responsibility.’
Visit Marine Air Flow International website.
Small Business (joint) winner – Marine Air Flow International. For the full transcript please visit the Small Business Award 2024 - Marine Air Flow International video on YouTube.
