Made in the UK Mondays: PG Paper

How a Greenock paper business became one of Scotland’s largest trading companies.

PG Paper Company Ltd may have started out as a humble business idea from home, but it has since become an award-winning global powerhouse.  

Established in 2003, PG Paper now has employees working from all over the globe, procuring and supplying pulp, paper and board products across 60 countries around the world. 

Exporting has helped PG Paper become one of Scotland’s largest trading companies, with 95% of its sales made overseas.  

A large volume of these sales come from India, where PG Paper is considered a market leader, thanks to the networking and strong relationships the husband-and-wife duo have maintained. 

The company has also achieved growth across the Middle East, Asia and North America, which has increased sales by 20% in recent years.  

Earlier this year, PG Paper was announced as the winner of the ‘Retail & Consumer Goods’ category in our Made in the UK, Sold to the World Awards 2024, which celebrates the exporting success of businesses across the UK. 

So, what’s the secret to success for this Scottish business?  

We spoke to husband-and-wife duo and PG Paper CEOs Puneet Gupta OBE and Poonam Gupta OBE to find out more: 

1.  How has selling overseas helped PG Paper grow? 

The impact exporting has had on our business is significant. It allowed us to create new markets, gain international recognition for our supply chain, acquire diverse customer sets and create innovative solutions through exporting experience. 

2. What export strategies has PG Paper adopted to maintain a competitive advantage? 

PG Paper frequently exports to nations struggling with access to natural resources, which impedes their capacity to manufacture paper products. We maintain a consistent export presence in developing economies, where paper mills are hesitant to enter the market due to financial risks and lack of market footprint.  

These exports hold immense significance for PG Paper, as they drive economic development and stability in these regions, while establishing a strong foothold for the business.  

Our current export strategy also focuses on a commitment to sustainability, waste and carbon reduction. By exporting to the aforementioned markets, we are contributing to the reduction of paper waste and minimising the disposal of materials ending up in landfill.  

As a result of exporting, PG Paper has been exposed to many new technologies, processes and innovative concepts from different markets.  

PG Paper set out an export strategy to increase turnover by 20% in the next three years. We have successfully doubled this target and maintained a 20% year on year turnover target. 

3. What has exporting taught you about how your product or service differs in international markets?   

Different markets often require distinct approaches, and we consider variations in consumer behaviour and preferences for each market we’re selling to. We also look at tailoring products, pricing strategies and marketing strategies for those countries.   

Our teams conduct extensive market research and analysis to identify promising markets and products for diversification and expansion. We’ve noticed factors such as economic indicators, regulatory frameworks, international trade agreements, trade routes and cultural nuances can contribute to the competitive landscape. Our evaluations help us tailor the product offerings to specific market conditions. 

4. What is a key factor to the success of PG Paper exporting around the world? 

A main contributor to our success is the extensive network and strong relationships that we’ve built and maintained, which gives us an edge on our international competitors.  

For example, PG Paper is considered a market leader in India and, as a result, has many exclusive agreements with European Mills for the Indian market in place.  

While we want to expand our current markets and product offerings, we’re also working hard to putting in similar effort towards developing our emerging markets and products too.  

5. Did you receive any support along your business journey? 

Working with the Department for Business and Trade (DBT) has helped us receive international support and market development insights through market data, contacts, as well as business enablement through building networks and hosting round table conferences.  

6. What are your future growth plans?

We’re continuing our international export expansion and have signed exclusive export agreements with several suppliers.  

We’ve also secured exclusive agency agreements in India, covering various product types, to further secure our position as one of the largest traders serving the Indian market for paper and paperboard.  

We're optimistically looking ahead to double our turnover and staffing within the next 5 years through international expansion and acquisition.

Every Monday we’re profiling one of our Made in the UK, Sold to the World Award Winners, next up: Media Bodies | Influencer Marketing Agency

To access free business support along your international journey, visit great.gov.uk.