Business requirement
Your business must:
 

• earn foreign exchange
• hold an active Australian Business Number (ABN)
• operate as a separate business if part of a larger organisation
• maintain appropriate business ethics and demonstrate a commitment to legal obligations including anti-bribery laws, both in Australia and overseas markets.

Product or service
The product or service exported or delivered overseas must include significant (at least 50%) Australian content or value-add. This may include:
 

• goods made in Australia from Australian primary products
• goods made overseas, mainly using Australian primary products
• goods made in Australia from Australian and imported components
• goods elaborately transformed in Australia
• goods made overseas using substantial Australian value-add, intellectual property (IP) or know-how, including design
• services delivered in Australia to foreign individuals or entities
• services delivered overseas using substantial Australian value-add, IP or know-how.

Net Benefit
 

• Deliver net foreign economic returns to the Queensland economy.
• The applicant must demonstrate ‘net return’ to Australia in terms of profit repatriation and creation of employment in Australia.

Category
 

• Organisations can enter in one or more category, but will only be eligible to win an award in one national category.
• Organisations with a non-metropolitan head office may also enter the Regional Exporter Award.
• Organisations with three years or less of export sales are eligible to enter the Emerging Exporter Award.

Previous winners and Hall of Fame
 

• Winners from previous years are eligible to apply, except for inductees in the Australian Export Awards national Hall of Fame.
• Where an organisation is a state or territory Hall of Fame inductee (ACT, NT or WA) check with the state or territory Awards Coordinator for information regarding eligibility in applying into a state or territory awards program.

Government agencies and government-owned agencies
Government agencies and government-owned agencies are not eligible to apply. However, businesses that receive funding from the government are eligible to apply.

Program sponsors
Sponsors of a state, territory export awards or the Australian Export Awards program are not eligible to apply.

Applications
 

• Applications containing inadequate financial details will not be accepted.
• Entry is through the state and territory export awards programs, applications are not accepted directly to the national Australian Export Awards. Eligible winners from a state or territory export awards program automatically progress to become a national finalist in the Australian Export Awards.
• Only submit an application in one state or territory export awards program. The application can only be submitted in the state or territory program where the organisation’s head office is located or where the majority of operations are established.

Areas of focus include:

• the degree of innovation in the marketing strategy
• export growth achieved and the ability to sustain that growth
• evidence of sustainable competitive advantage
• value and contribution of exporting to business expansion
• the overall company commitment to international business.

Section 1 — Introduce your company [0% weighting]

Section 2 — About the business and its product/services [25% weighting]

2.1–2.2 Criteria:

• Assess the viability of the business, its product/service and how successful the business’ exports/international successes have been this year.

2.3 Criteria:

• Special criteria for e-commerce category: What are the innovative online practices/strategies the applicant has implemented to maximise their reach overseas (look for innovation in platforms/tools used and customer engagement).
• Criteria for all other industry-specific award categories: Assess the company’s activities against the selected category they have applied. Do these activities clearly reflect and effectively demonstrate leadership and innovation in the selected industry sector?

Section 3 —  International marketing strategy [40% weighting]
 

3.1 Criteria:

• Quality of marketing strategy taking into consideration scope of applicant’s international competitive advantage.

3.2 Criteria:

• What diversity and inclusion strategies has the applicant implemented in their business

3.3–3.4 Criteria:

Assess the level and sustainability of international revenue considering:

• as a proportion of total sales revenue.
• in terms of value, and year-to-year percentage change in value, over the last three years or since the applicant commenced exporting.
• total export earnings from major overseas markets.

Section 4 — Business management [25% weighting]

4.1 Criteria:

• Assess how/if employment figures support export expansion relevant to industry/category.

4.2 Criteria:

• Assess structure of company’s export/international operations and systems to effectively respond to international sales and whether the company is appropriately resourced for export expansion.

4.3–4.5 Criteria:

• Soundness of financial strategy for international business. Look for examples of a sound capital base (substantial net profit) and sufficient capital (cash and resources) to support export activity. What are applicant’s international plans for the coming year? (eg new markets, additional staff, different marketing strategies).

Section 5 — International business planning and direction [10% weighting]

5.1 Criteria:

• Assess evidence of business commitment to international business.

This material may be used in promotional material for the awards, so make it your best elevator pitch. Keep it concise, non-technical and easy to understand. (max 200 words)

• Briefly describe what your business does.
• What products and/or services do you sell?
• What problem does your business solve?
• What are your key strengths?
• Which countries do you export to?

Tip/s:
 

• You might already have content on your website that you can use here.
• Your marketing team might be able to help you with preparing the content for this company introduction.

Consider completing this section last – this will you give you a chance to review all your other responses and capture their key points in your introduction.

The judges will use your response to the following questions to assess the viability of your business, its products/services and how successful the company’s exports have been this year. When completing this section, don’t assume that the judges know anything about your business.

2.1 Tell us about your business (Max 300 words)
 

• What was the motivation or idea behind your business?
• What makes your products, services or IP unique and competitive?
• Who are your customers? Have you targeted different customers in the last 12 months? If yes, why?
• What are some of the key business milestones you have achieved since starting?

Tip/s:
 

• Consider areas such as sales and export growth, research and development commercialisation, entering new international markets, or expanding and growing in existing markets.
• What, if any, international awards or recognition has your business received?

2.2 Describe a single outstanding international business success and/or outcome in financial year 2020–2021. (Max 200 words)

Was there a specific deal or international partnership that had a major impact on your bottom line and, for example, allowed you to invest in more staff, expand to other markets or sell to a new customer?

Tip/s:
 

• Clearly state what your international business successes have been for 2020–2021.
• Include quantitative results in your response if possible (eg sales figures, value of exports, volume of exports).
• If you were unable to export in 2020–2021, describe a single outstanding business outcome that supported the exporting side of your business.

2.3 Category-specific questions (only the questions applicable to your chosen national categories will be displayed online)

Consider how your responses reflect and demonstrate leadership and innovation in your industry sector.

Advanced Technologies category applicants only (Max 300 words)
 

• What strategies have you implemented to ensure your business has a sustainable future in the digital technology industry? Consider your R&D investment, product and industry diversification.

Agribusiness, Food and Beverages category applicants only (Max 300 words)
 

• Demonstrate what your business has done that can be considered innovative and/or market-leading in the agribusiness, food and beverage sector. For example, impact on the industry overall, your product innovation, supply chain improvements or application of R&D.

Creative Industries category applicants only (Max 300 words)
 

• Demonstrate what your business brings to an international audience. For example, this may include cultural exchange, education and technologies/techniques/design not commonly seen in the markets you operate in.

E-Commerce category applicants only (Max 300 words)
 

• Demonstrate some of the innovative strategies and online practices you implemented to maximise your reach to your overseas customer base.

Emerging Exporter category applicants only (Max 300 words)
 

• Please outline any challenges you have encountered in the past year in your industry and the strategies you employed to achieve success or overcome challenges. This may include product/industry/market diversification.

International Education and Training category applicants only (Max 300 words)
 

• Demonstrate how your business is working to attract or retain learners/international students in relation to your competitors.
• Tip/s: Consider areas such as partnerships, market/segment or product diversification, use of innovative edtech tools, new delivery modes or models, new courses or content tailored to meet demand, value-add services and enhanced student experience programs, such as support services and online student or alumni communities.

International Health category applicants only (Max 300 words)
 

• Demonstrate how your business is contributing to the international health sector. This may include what health benefits your products/services offer customers. This could include investing in R&D to continually improve solutions or identifying new products/services as a result of your international customer base.

Manufacturing and Advanced Materials category applicants only (Max 300 words)

Demonstrate how your business has improved its supply chain and manufacturing practices to optimise efficiency, quality, production capacity and/or customer satisfaction. Also:

• Please list what manufacturing output (value) comes from Australian manufacturing activities.
• Please list the Australian states and countries where you have manufacturing facilities in operation.

Professional Services category applicants only (Max 300 words)
 

• Demonstrate how your business has differentiated its products and services from those of your competitors.

Regional Exporter category applicants only (Max 300 words)
 

• Please outline any challenges you have encountered in the past year in your industry and the strategies you employed to achieve success or overcome challenges. This may include product/industry/market diversification.

Resources and Energy category applicants only (Max 300 words)
 

• Demonstrate any strategies you employed to achieve success or overcome challenges. This may include product/industry/market diversification.

Small Business category applicants only (Max 300 words)
 

• Please outline any challenges you have encountered in the past year in your industry and the strategies you employed to achieve success or overcome challenges. This may include product/industry/market diversification.

Sustainability category applicants only (Max 300 words)
 

• Demonstrate how your products/services deliver environmental benefits, reduce environmental impact, and contribute to long-term sustainability.

3.1 Tell us about your international business and marketing strategies. (Max 200 words)
 

• How has your business adapted to working internationally in 2020–2021 compared to previous years? If you have been exporting for several years, make sure your application demonstrates what you have done differently to consolidate and grow your position in the past year (eg new markets, new products or services, new technologies, focused marketing strategy etc.).
• What strategies have you employed to achieve international business success or to support the export side of your business? For example, product adaptation to meet customer preferences, building relationships with distributors/buyers, attend online events, digital delivery, repackaging, research, diversification.
• Have you employed any innovative international marketing strategies? For example, addressing cultural issues in marketing materials, digital marketing campaigns, rebranding?

3.2 Social impact programs (Max 150 words)
Does your company have any diversity, inclusion or social impact programs or initiatives that you would like to highlight? For example, a commitment to ethical and/or sustainable sourcing?

3.3 International sales figures
 

• Please submit your total sales (domestic and international sales) and foreign revenue/export sales for the past three (3) financial years.
• Applicants to the e-commerce category please also submit the total of your online foreign revenue/export sales.
• If you report figures on a calendar year basis all data should reflect actual figures, not estimates. The 2017–2018 line will be 2017 figures, 2018–2019 will be 2018 figures and 2019–2020 will be 2019 figures.

3.4 Key export markets (countries)
Please break-up foreign revenue/export sales to your key export markets (up to 9) over the past three (3) financial years.

Tip/s
 

• Identify the key factors that have made your organisation a successful exporter.
• Highlight how innovative and distinctive your achievements have been.
• Help the judges follow your road to international success by identifying the significant landmarks. For example: ‘In 2018–19 we broke into the US market for the first time, securing a deal with a small chain of healthfood stores. In 2020–21 we signed a distribution deal with largest supermarket chain in the USA’.

4.1 Business managment

Tell your business’s export story: how your organisation has broken into and built up sustainable overseas markets.

The judges will be looking for the value and contribution of exporting to your business expansion. They will be looking at whether your business is appropriately resourced for export expansion, as well as evidence of sustainable business practices and innovative techniques.

The judges will also be looking for evidence of a sound capital base (substantial net profit) and sufficient capital (cash and resources) to support export/international activity.

4.1 Human Resources

• Provide the total number of employees over the past three (3) years. Identify the percentage of employees employed in Australia.
• How have you developed/supported your staff to succeed in international business? (Max 150 words)

Some areas you may wish to include are:

• training and development
• mentoring
• relocation/secondment
• recruitment and retention.

Excellence for this criterion looks like: The business can demonstrate significant, ongoing development and support of staff to equip them with the skills and capabilities required to succeed in international markets.

4.2 Do you source more than one-third inputs from outside Australia? If so, please comment on the risk strategies you have in place. (Max 200 words)

4.3 Financial results
 

• Enter actual financial figures (not estimates) where available. If actual figures become available before the close date, update your figures accordingly.
• Make sure to explain any losses or significant decreases in profits – the judges do not know your business and cannot assume what has caused unusual financial results.
• Double-check figures to ensure there are no transcript errors -make sure that all ‘000 are entered.b

4.3.1 Is your business an ASX-listed company? Yes/No
 

• If your business is an ASX-listed company, please provide the most recent audited financial report including the auditor’s report. Where the audited report is more than two (2) financial years old, then please also provide the most recent unaudited financial results as well. Please have this document ready to upload in the upload images section.
• If your business is NOT an ASX-listed company, please provide financial reporting data for the past three (3) financial years. You will need to identify the organisation’s net profit (after tax), assets and liabilities.

4.4 Outline your key investment priorities (both capital and operational) for the next three (3) years. (Max 150 words)

4.5 Did your business receive state/federal government grants in the past three (3) years?

If yes, provide details of the grant amounts and the purpose of the grants.

(Max 200 words)

The judges will be looking for evidence of your ongoing commitment and planning in relation to exporting.
 

• How do you monitor the ongoing performance of your products or services in international markets?
• How will you ensure sustainable export success?

Tip/s:
 

• This could be how you reviewed and assessed alternative business models and approaches to international business and made the most appropriate choices for your business – or how you have monitored the ongoing performance of your products and/or services in international markets.
• What are the criteria you use to monitor this performance? Consider sales volumes, market share, business-partner feedback, customer feedback, PR activities, average selling prices, margins etc.