In the past three years, RS Clare, a maker of lubricants since 1746, has doubled its exports and now sells to more than 40 countries, writes Andrew Bounds. “It’s a damn good thing we did,” says Ian Meadows, the chairman and majority owner. “We wouldn’t get far depending on the UK.”

The Liverpool-based business has made big inroads into China, spurred by the city’s presence at the Shanghai Expo in 2010 and Mr Meadows’ salesmanship. Hearing that the Rail Industry Association was hosting a Chinese delegation, he hopped on a train, slid down the RS Clare-greased rail lines and took them out to dinner.

“The Chinese have built 30 metro systems bigger than London Underground,” he said. “I told them: ‘If you thought we were the cheapest do not deal with us – we are the most expensive. But if we can extend the life of your rail it is peanuts compared with the cost of replacement’.”