An Otley-based firm now sells more equipment across the globe thanks to a four-year relationship with a personal business adviser.

Family-run Craftsman Tools, established in 1953, manufactures toolholding and workholding products for companies all over the world. Customers include Boeing, Ford, General Motors and Nissan.

Its exports have really taken off in the last few years thanks to its relationship with Business Link Leeds.

Managing director Robert Johnson said: "In 1995 we received publicity from Business Link Leeds and decided to try out their services. We were introduced to our personal business advisor Ron Jones and ever since then he's been on hand to give us advice and assistance and act almost like a non-executive director.

"Our main problem had been too greater reliance on to too few customers and in the early 1990s we had problems with production, quality and delivery. With help from Business Link Leeds we decided to radically change our production methods."

Three production cells were established which gave a clear focus to the work with each cell specialising in specific products or works for specific customers.

By June, 1998, the firm's turnover had doubled to £2.8 million in just three years and it had increased its number of employees from 41 to 48.

In 1996 the firm developed a new product called Econotap. Ron helped the firm secure a product development grant from Leeds Development Agency to help fund and launch the project and over the years he helped them secure other funding.

Mr Johnson said: "We meet with Ron once a month to check progress, review our overall strategy and work on our rolling business plan. Most of the ideas come from us and then he helps us develop them and ensures we keep up the momentum. We like this approach rather than someone telling us what to do.

"We've just produced a major new catalogue and Ron helped us choose the right firm to do all the artwork and print. It was a much bigger project than we could have coped with on our own. Most recently he helped us choose the right package of management and sales training for some of our people and responses from this initiative have been very good.

Last year the firm opened an office in Chicago to service its growing number of customers in the United States and Canada.

Mr Johnson said: "So far the project has gone very well and our percentage of export sales is on course to rise by 50 per cent this year against last year's 20 per cent."

Converted for the new archive on 30 June 2000. Some images and formatting may have been lost in the conversion.