Pro Steel: Engineering Success Through Innovation and Collaboration

"The guidance and support from Accelerated Growth Programme have been pivotal in shaping Pro Steel's trajectory, enabling us to tackle industry challenges with innovative strategies and a clear vision."

In 2012, Richard Selby and Justin Marriott embarked on a venture to transform the steel industry. They aimed to establish a company that prioritised exceptional service and innovative solutions.

Pro Steel Engineering's journey began modestly in Selby's front room, quickly escalating to a significant operation with over £10m turnover. The company's growth trajectory epitomises its commitment to innovation, consistently embracing and adapting to new market challenges. Today, Pontypool-based Pro Steel Engineering has redefined industry standards in steel fabrication and engineering, aided by support from the Business Wales Accelerated Growth Programme.

Here, founder Richard Selby shares the company's journey, challenges, and future aspirations, along with what he believes is the essence of Pro Steel's remarkable success.

Tell us about Pro Steel Engineering.
At its core, Pro Steel offers comprehensive structural steel solutions, ranging from initial consultation to project execution. Our operations encompass various projects, including intricate components for automated warehouses and large-scale ventures in the aviation and sports infrastructure sectors.The hallmark of Pro Steel is our solution-oriented approach, where personalised service and problem-solving are not just goals but standards we set in every project.

Our team thrives in a collaborative and innovative environment. Each team member brings unique expertise, contributing to a collective effort that drives the company towards achieving remarkable feats in every project we deliver.


What have been some of the most significant challenges you've faced in your growth journey, and how did you overcome them?
We have faced various challenges, particularly in staffing and skills. The skills shortage in the industry prompted us to innovate in our recruitment strategies. We've partnered with local educational institutions for apprenticeships and engaged with local prisons for training programs, which have been vital in addressing our workforce needs.

We proactively engage with military veterans, who often need quality employment opportunities when they leave the forces. We also work with the local authority to mobilise people in long-term unemployment into work.

Recruiting women to the team is always a challenge but something we treat as an active priority. We're working with local schools in Torfaen to enhance the sector's perception and encourage people of all backgrounds to join our industry. We're passionate about educating and inspiring young people in our local communities about all the opportunities we can offer in this sector, and we see this work as integral to building a pipeline of future talent.
 

Can you tell us about how diversification has underpinned your growth?
Since our inception, Pro Steel has strategically expanded into diverse markets, tapping into new sectors and opportunities. Our growth has been characterised by a willingness to explore uncharted territories, from major infrastructure projects to niche industrial applications. This diversification is not just geographical but also in the variety of projects we undertake, ensuring resilience and adaptability in a fast-moving industry.
 

Can you share some of your flagship contracts and projects you are most proud of?
One of our proudest achievements is the creation of the 22-tonne red dragon at the ICC Wales in Newport, a symbol of our craftsmanship and innovation. Other notable projects include our contributions to the Olympic and Twickenham stadiums in London and the recent SCALE The Stadium attraction in Cardiff. These projects not only showcase our technical prowess but also our ability to deliver unique and challenging constructions.
 

What is Pro Steel's approach to sustainability?
Sustainability is integral to Pro Steel's ethos. We have undertaken many proactive initiatives, such as transitioning to green energy sources and reducing our carbon footprint. This is important to us, as we want to lead by example in the sector and demonstrate our commitment to environmental stewardship. We plan to focus on renewable energy projects and decarbonisation strategies, representing our next significant steps towards industry leadership and sustainable practices.
 

How has the support of the Business Wales Accelerated Growth Programme influenced Pro Steel's growth and development?
Our involvement with AGP spans over seven years, and their support has been a game-changer for us. The range of services provided by AGP, from export support to recruitment strategy assistance, has played a crucial role in our development and success.

Support from AGP has been a fundamental pillar in our growth story. The multifaceted support has enabled us to explore new markets, embrace innovative technologies, and strengthen our position in the competitive global landscape.

What advice would you give to budding entrepreneurs?

Take advice but follow your instinct.

Learn more about ProSteel, visit here.

Further information on the Business Wales Accelerated Growth Programme

Pembrokeshire Coastal Forum: Navigating Towards a More Sustainable Coast and Ocean.

"Our partnership with the AGP has enabled us to focus, develop, and remain agile and relevant. From tailored training to bespoke work packages, the support offered to us has been a cornerstone in our growth story."

In the wake of escalating environmental and economic challenges on the Pembrokeshire coast, a group of visionary leaders formed the Pembrokeshire Coastal Forum (PCF) in 2000.  

Now a leading force in sustainable coastal management, PCF exemplifies the power of collaboration and innovative thinking in transforming environmental challenges into opportunities for growth and sustainability. 

Here, Jetske Germing, Managing Director of PCF, shares her insights into the organisation's transformative journey. She also explains how the Business Wales Accelerated Growth Programme has supported their growth journey.  

Tell us about the Pembrokeshire Coastal Forum.
The origins of PCF are about tackling coastal challenges head-on. The late 1990s were a period of intense pressure on our coast, with the Sea Empress disaster leaving a stark reminder of our vulnerabilities. The disaster saw 72,000 tonnes of oil spilt into Pembrokeshire waters, killing thousands of seabirds and closing fishing grounds and beaches for months.  

This tragic event highlighted the pressures and threats to the local environment and economy. An understanding developed between local MPs, local authorities, the Port, public bodies, conservation organisations, industry and communities that we needed an independent body to address issues facing the Pembrokeshire coastline. So, Pembrokeshire Coastal Forum was born. 

Our mission has always been clear: to inspire collaborative efforts and deliver tangible solutions for sustainable coastal living. 

 Our formation was more than a response to a disaster; it was a proactive step towards a more sustainable future. The creation of PCF marked a pivotal shift in the region's approach to coastal management. Today, we are an award-winning Community Interest Company that works to protect the coast and marine environments for current and future generations to enjoy.  

We're not just addressing challenges; we're transforming them into opportunities. Through our innovative approaches to climate change, water quality, responsible recreation, aquaculture and marine renewable energy, we're redefining the narrative around coastal sustainability. 

From a humble beginning with just two staff members, PCF has expanded to a team of 18 dedicated professionals. This growth isn't just in numbers; it reflects our unwavering commitment to innovation and adaptability in the face of ever-evolving coastal challenges. 

Our dedicated team are experts at providing independent stakeholder engagement, project development and partnership working. We have built our long-term relationships with coastal partners on trust and understanding over many years. 

As we look back on our journey, it's clear that PCF has become a beacon of hope and a symbol of resilience for coastal communities. Our story is of passion, innovation, and an unwavering commitment to the coast we are privileged to call home. 

What is your proudest moment in business?
We take immense pride in our Marine Energy Wales initiative. It's a testament to our vision of making Wales a global leader in sustainable marine energy. But our ambitions don't stop there. Every initiative we undertake, from nutrient trading to wildlife disturbance reduction, is a step towards a more resilient coastline. 

What challenges have you faced on your journey?
Facing challenges is part of our DNA. The complexity of coastal management often brings tough conversations and decisions. But our team's strength, passion, and resilience have always guided us through these challenges. We overcome challenges with teamwork and expert support where we need it.  

What does the future hold for PCF?
The road ahead is exciting for us. We plan to ensure effective partnership approaches continue and also look to new, ambitious projects and sustainable growth. With our sharp focus on offshore wind development, water quality enhancement, and sustainable aquaculture, we're not just planning projects; we're crafting the future of coastal sustainability. 

How has support from the Business Wales Accelerated Growth Programme (AGP) helped your business?
Our partnership with the AGP has enabled us to focus, develop and remain agile and relevant. From tailored training to bespoke work packages, the support offered to us has been a cornerstone in our growth story. 

We joined AGP early on and have benefited from support from training, bespoke work packages with coaches and general business advice. Support has ranged from marketing to broader development work and leadership team training. The tailored approach from relationship managers who understand our needs has been hugely beneficial.  

Learn more about Pembrokeshire Coastal Forum.

Further information on the Business Wales Accelerated Growth Programme 

From Importer to Global Exporter: How Milking Solutions Became a Circular Economy Champion

"With the support of Business Wales Accelerated Growth Programme and Finance Wales, we've transformed our business model and are now playing a significant role in the circular economy."

"With the support of Business Wales Accelerated Growth Programme and Finance Wales, we've transformed our business model and are now playing a significant role in the circular economy." 

Nestled in the scenic town of Monmouth, Milking Solutions has charted an extraordinary journey, transitioning from an importer serving the UK to a renowned global manufacturer and exporter of milking machine parts. Today, their product line extends to milking equipment for cows, sheep, goats, and camels. Here, Managing Director Kevin Graham shares the compelling journey that transformed a small Welsh business into a global leader in their chosen niche market. 

[Kevin Graham and the Milking Solutions team] 

Tell us about Milking Solutions Ltd.
At Milking Solutions, we are committed to more than just manufacturing milking machine parts; we're about maintaining the longevity of these machines. Founded in 2003, our initial focus was importing and distributing a particular European brand of milking machine. However, a shift in our main supplier's distribution policies led us to reinvent ourselves as manufacturers and global distributors. We employ 15 people and transact in multiple languages, including English, French, Italian and German, catering to around 40 countries worldwide. Our annual sales exceed £2 million. 

What challenges have you faced during this transformation?
Our journey has been fraught with challenges. Initially, our main supplier was acquired by an American company, leading to the termination of our import contract. This was a particularly low point for us as it meant losing our primary market and supplier. The obstacles and risks we faced from the outset were manifold. Fortunately, we were well established by the time we had to navigate the complexities of Brexit and the uncertainties wrought by the Covid pandemic. Rather than be deterred by these challenges, we seized them as catalysts for innovation and pivoting our business model.

How have you adapted to these challenges?
When we faced the setback of a terminated import contract, we didn't see it as a closed door but an open window to new opportunities. We knew numerous companies globally were in a similar situation - suddenly without a direct supplier for essential spare parts. We saw a gap in the market and took it upon ourselves to fill it. 

We strategically crafted an ambitious business plan to transition from a UK importer and distributor to a global manufacturer and exporter. This plan focused on developing a comprehensive product catalogue in multiple languages and winning a solid customer base. Initial funding was crucial for our plan, and we secured this through Finance Wales, NatWest Bank, the small business loan guarantee scheme, an employee investor, and Lloyds Bank invoice discounting. Our Monmouth warehouse provided the necessary loan security. 
Our strategy was ambitious but calculated. We needed the demand from a global market to justify manufacturing volumes, so export was a critical part of the plan from the start. We needed high-profit margins to clear loans and make room for product development. Opting for subcontracted manufacturing proved efficient and cost-effective, utilising acquired rights and original tooling for manufacturing spare parts. 

Standard business wisdom dictates building a strong domestic market before attempting exports. While this is sound advice, it did not fit our model. Due to the sales volume needs and significant financial commitments, we knew we had to act fast. Our strategy aimed to rebuild our presence in the UK market while simultaneously establishing a robust export market. 

It's essential to believe in yourself when embarking on such a challenge. It's been a long road involving a lot of hard work, but the outcome has been nothing short of extraordinary. Today, we enjoy the security of over 100 suppliers and customers in multiple countries worldwide, and business is booming. Employee loyalty has been crucial in this journey; we ensured this by offering stakes in the company for a commitment to stay on board for at least two years. Now, we have a loyal team of determined, highly skilled and experienced professionals. It is they who have built this small but mighty player on the global stage, and we couldn't be prouder. 

What is your proudest moment in business?
Our proudest moment was finally realising that our vision and strategic shift from importing to manufacturing and exporting was going to work. When we saw the light at the end of the tunnel appearing - and then getting brighter before we ran out of money - it was such a relief and joy. From then on, we just kept doing the job right, and success came. 

A key part of our business ethos is contributing to the circular economy. By providing spare parts that extend the life of existing milking machines, some as old as 50 years, we're reducing waste and helping our customers be more sustainable. Our new milking equipment is 100% rebuildable, with a commitment to provide spare parts long into the future.  

How has support from Business Wales helped your business?
The multi-dimensional support from Business Wales and Finance Wales has been invaluable to our journey. The Accelerated Growth Programme helped us in financial planning and honing our marketing strategies and management skills, which was vital for us as we underwent a swift process of pivoting our business model. Finance Wales provided the financial backing we needed for new product development.  

What advice would you give to budding entrepreneurs? 

Dream and believe in yourself. 
Niche is good, and aim to be the best. 
Identify what you don't know and get advice and support. 
Don't just work hard; work smartly at the right thing. 
Find out and focus on what truly matters for your business to succeed. 
You must be good at what you do, plus develop the skills required to run a business. They are two different things. 
If you keep on doing it right, success will come, but be patient. 
Don't rely on one supplier or market; diversification is key to resilience. 
 

Learn more about Milking Solutions. 

Further information on the Business Wales Accelerated Growth Programme 

The Business Wales Accelerated Growth Programme is a pan-Wales programme part funded by the European Regional Development Fund through the Welsh Government.