Norwegian supply of goods and services to the British offshore sector

Representatives from ten Norwegian companies in the offshore supplies industry were interviewed to explore the opportunities and barriers they had experienced in their effort to enter the British offshore sector. The interviews revealed that there are mainly four reasons why British sector is regarded as a favorable market: British sector is a natural homemarket, buyers operate both on the British and the Norwegian sector, the British sector can be a ''door-opener'' to the rest of the English speaking world, and finally the British sector is a market of considerable size. The companies had mainly encountered three types of barriers: British culture/communication problems, heavy competition from British suppliers, and protectionism. The report is concluded by summarizing what we believe are the critical success factors for entering the British sector. Directions for further research are also given