DECEMBER 2012 VALET Program Welcomes New Program … · nars; Defense B2B Event ... Chamber of Commerce’s list of the state’s 50 fastest-growing companies in 2012— ... increased

VALET ANNUAL UPDATE 2012

Virginia Economic Development Partnership—International Trade veteran Stephanie Robinson this summer joined the VALET team as the program manager responsible for the Northern Virginia and Hampton Roads areas.

Stephanie has over 10 years of experience in the international arena. With expertise in international market research, policy analysis and project management, she started at VEDP in 2008 as the Global Research Manager, expanding the number of companies within VEDP’s market research network from 25 to 44. Stephanie then served as International Trade Manager for the Central Region before becoming VALET Program Manager. Prior to joining VEDP, she worked for the U.S. Government Accountability Office as Senior Foreign Policy Analyst. She also served as a Budget Analyst for the Organization for Economic Cooperation and Development in Paris as part of her Master’s program. Stephanie has a Master of Public Policy from the University of Maryland, and a B.A. in International Studies and Political Science from Virginia Tech. Since taking on her new role, Stephanie has been on the road meeting the VALET companies in her territories. “It has been an incredibly busy few months, but I am really enjoying getting to know these companies and the fantastic people we work with at each of them. I am so impressed with their enthusiasm for growing international sales and the hard work they are putting in to make it happen.” Stephanie looks forward to working with her current and future VALET companies, providing export counseling and being a firsthand witness to their success in

international markets. “This is an exciting new role for me and I am honored to have the opportunity to work with the Virginia companies that truly are “leading” the way when it comes to international business.

VALET Program Welcomes New Program Manager

UPCOMING VALET EVENTS

JANUARY 15, 2013 VALET 10th Anniversary Dinner John Marshall Ballrooms Richmond

JANUARY 16, 2013 Orientation Graduation Luncheon Omni Richmond

APRIL 10, 2013 VALET Program Meeting The Berkeley Hotel Richmond

JULY 11, 2013 Orientation Graduation Luncheon Omni Richmond

OCTOBER 2013 VA Conference on World Trade VALET Program Meeting Williamsburg Lodge

DECEMBER 2012

INSIDE THIS ISSUE

1 VALET Welcomes New Pro-gram Manager; VALET Plans 10th Anniversary Celebration

2 VALET Companies in the News

3 VALET Graduates Two New Classes

4 Spring Program Meeting; VA Conference on World Trade

5 VALET Program Hosts Webi-nars; Defense B2B Event

6 VALET Company Spotlight

7 23 Companies Join VALET in 2012

8 VALET Trade Missions and Trade Shows; VALET Re-sources

More than 170 companies have taken part in the VALET Program over the past decade, and the Virginia Economic Development Partnership wants to toast to their success in the new year. On January 15th VEDP will host a dinner to honor VALET’s ten years of graduates. The event will celebrate the international experiences and accomplishments of companies that have participated in the VALET Program. Ambassador Y.J. Choi, Ambassador of the Republic of Korea to the U.S., will deliver the evening’s keynote on the Virginia-Korea trade relationship and new opportunities for companies in Korea as a result of the U.S.-Korea Free Trade Agreement. VEDP—International Trade is excited to bring together all of the VALET Program’s great companies, program partners, supporters, and friends. We hope to see you there!

VALET Plans 10th Anniversary Celebration

Quotable: “Since joining the VALET Program, ESS has developed excellent new contacts and significant sales opportunities in all three of our target markets—Costa Rica, Canada, and the UK. We’re excited to see what year two in the VALET Program will help us achieve.” -Kim Norris, ESS Technologies, Inc.

VALET ANNUAL UPDATE 2012, PAGE 1


Inc. magazine’s 2011 ranking of the nation’s fastest-growing private companies included five great VALET companies—24 Hour Company, Bosh Global Services, Customer Value Partners, Innovative Wireless Technologies, and SSB Bart Group. The magazine credits the 500 companies on the list with driving US economic recovery and job growth. Their 2010 total growth rate (the percentage increase of the sum of all the companies’ revenues) was 42.6 percent (their median growth rate was 94 percent) and they created 370,592 jobs in the last three years. Source: Inc.

Company VALET Status Location Inc. Ranking Employees 3-Yr Growth

A-T Solutions Alum Vienna #1237 785 251%

BOSH Global Services Alum Newport News #2712 133 86%

Delta Pure Filtration Alum Ashland #2814 24 82%

Elicere In Progress Falls Church #443 25 847%

ITA International In Progress Yorktown #4437 137 23%

Valkyrie Enterprises In Progress Forest #3327 40 56%

Waterborne Environ-mental

In Progress Leesburg #2497 59 97%

24 Hour Company Program Partner Falls Church #4265 21 29%

Opower was named the 2012 Global

Cleantech 100 Company of the Year by the Cleantech Group, a leading global research and advisory firm focused on innovation in energy and the environment.

4 VALET companies made the Virginia

Chamber of Commerce’s list of the state’s 50 fastest-growing companies in 2012—BOSH Global Services, SteelMaster Buildings, LLC, Valkyrie Enterprises, LLC, and VSD, LLC.

VALET alum SteelMaster Buildings, LLC

of Virginia Beach was named the Small Business Administration (SBA) Virginia Exporter of the Year, won an export video contest sponsored by the SBA and VISA, and was a “Top Flight” award semifinalist in a Monarch Bank contest that honors small business contributions to economic vitality in Hampton Roads.

VALET alum Inorganic Ventures

announced in January that it would invest $1.3 million to expand its headquarters, manufacturing and distribution operation and create 21 new jobs in Montgomery County .

Richmond-based C.F. Sauer Company

celebrated its 125th anniversary in October. A Richmond Times-Dispatch article on the

milestone said the VALET company ships about 60 cases of product a week to 23 countries in Africa.

VALET alum TMEIC won the 2012

Commonwealth of Virginia Compass Award for Excellence in International Trade for increasing its export and international profile while promoting the best interests of its employees and the surrounding community.

A November Virginia-Pilot piece on the

growing coffee industry in southeastern Virginia attributed some of the port’s recent growth to Portsmouth-based VALET company Massimo Zanetti. In the last few years, the company has installed 5 new packaging and production lines at its plant, opened a 60,000-square-foor warehouse, and added 30 employees to employ more than 500 people locally.

Vaughan-Bassett Furniture Co.

announced in January an $8 million expansion and the creation of 115 new jobs in Galax over the next 3 years.

BOSH Global Services CEO Robert Fitzgerald was named the SBA’s 2012 Virginia Small Business Person of the Year. Fitzgerald created BOSH in 2003 and has grown the company to employ more than 130 workers in 16 states.

VALET Companies In the News

VALET COMPANIES REALIZE INTERNATIONAL SUCCESS

WR Systems Ltd. in August announced its sale of advanced laser emissions monitoring equipment to Mitsubishi Heavy Industries (MHI) of Nagasaki, Japan, to be used in the construction of two new 125,000-ton cruise ships for Carnival cruise lines.

Troutman Sanders LLP, a VALET Program Partner, in June opened an office in Beijing, the law firm’s third office in China.

Opower in October announced a partnership with EnergyAustralia to offer its energy engagement platform to 1.55 million of the utility company’s customers’ homes in Victoria, New South Wales, South Australia, and Queensland.

Paramount Sleep, after delivering its first shipment of mattresses to China in April, opened a store in Chengdu selling its new brand for the China market, HD.

Alliance Biosciences recently attended a benefit for the Kenyan Nyumbani Children’s Home for HIV-infected children, for which Alliance helped to build a diagnostics laboratory, the country’s only “Biosafety Level 3” facility certified by both the Centers for Disease Control and the World Health Organization.

Timber Truss Housing Systems this fall shipped the first two of several pre-fabricated homes they are sending to areas of Japan devastated by the 2011 tsunami.

Inc. magazine’s 2012 ranking of the nation’s fastest-growing private companies included eight VALET-affiliated companies—four companies currently participating in the program and four alumni (one alum on the list, 24 Hour Company, is now a program partner, as well). The magazine reports that the 5,000 companies on its list, with a median growth rate of 97 percent, have created over 400,000 jobs in the past 3 years. 284 Virginia companies in total were included in the 2012 Inc. 5,000.

VALET Companies Among Nation’s Fastest-Growing

Source: Inc.

Paramount’s HD brand store in Chengdu



The VALET classes that graduated in 2012 committed time, resources, and personnel to accelerating the growth of their international business. They made great strides and had many successes during their VALET tenure and will continue to reap the rewards of their hard work in the months and years to come. On their own and with the help of program partners and other VALET resources the companies refined their international focus and developed new strategies, instituted new policies and procedures to reduce risk, and made their international business more efficient. They developed corporate export compliance programs, achieved technical certification for products in international markets, translated websites into foreign languages, and rebranded to emphasize product solutions for specific markets. Through these efforts, as a group, the 2012 VALET graduates increased international sales by 87 percent. The companies also produced some outstanding individual results and are laying the groundwork for continued growth in their international business. 7 of the 17 companies increased international sales over 50 percent, and another 4 of the 17 companies reported significant manpower additions. The VALET Program thanks the graduates for including it in their successes.

Notable: VALET company Mar-Bal, Inc. recently exhibited at a trade show in China. Pictured to the right: Mar-Bal Marketing Manager Ron Poff with the company’s China staff in front of its trade show booth.

January 2012 Graduates

Afton Scientific of Charlottesville Hubbell Lighting, Inc. of Blacksburg MediaTech of Manassas Sealeze of Richmond VSE Corporation of Alexandria 24 Hour Company of Falls Church

July 2012 Graduates

BDI of Chantilly BOSH Global Services of Newport News Delta Pure Filtration of Ashland Identification International, Inc. of Blacksburg Shibuya Hoppmann Corp. of Elkwood SSB Bart Group of McLean Syntronics LLC of Fredericksburg Timber Truss Housing Systems, Inc. of Salem Universal Companies, Inc. of Abingdon Valkyrie Enterprises, LLC of Virginia Beach WR Systems, Ltd of Norfolk

July 2012 graduating class pictured with their trade managers

VALET Graduates Two New Classes 2012 GRADUATION SPEAKERS

24 Hour Company’s Colleen Jolly delivered the keynote at her VALET class’s January graduation. Colleen spoke about how, after opening a subsidiary in the UK, the company doubled its international revenue during its time in the VALET Program. The company, which provides visual communications solutions, assisting companies in winning business through proposals and presentations, continues its engagement with VALET as a new Program Partner.

Todd Furbee, President and Owner of Ashland’s Delta Pure Filtration delivered the keynote at his VALET class’s July graduation. Since acquiring it in 2007, Todd has seen the water filter manufacturing company’s sales grow over 80 percent and shift from being mostly domestic sales to about half domestic and half international sales. Sales growth led Todd this year to increase his plant’s size by half and install new production machinery. Todd spoke about his VEDP international market visits to Saudi Arabia and South Africa and the importance of travelling to meet and vet international partners.

Todd (center) pictured with VEDP—International Trade Director Paul

Grossman and Stephanie Robinson.

Graduating Class Highlights

24 Hour Company’s Colleen Jolly




VEDP—INTERNATIONAL TRADE RELEASES SERVICE

EXPORTS GUIDE VEDP—International Trade released this fall a new guide to address aspects of exporting unique to the service sector. Virginia’s service sector is significant and continues to grow. All but one of the eight economic sectors that added jobs in Virginia in 2011 was a service industry. “Exporting Services: A Guide for New Exporters” is aimed at building on the strength of the state’s service sector to grow service exports and the high-paying jobs they support. The guide outlines export processes and resources as they apply to service companies. It examines the following points for service exporters:

Assessing export readiness

Understanding export regulations

Selecting an international market

Intellectual property protection

Work permits, certifications, and standards

Market entry

Financing and payments “Exporting Services: A Guide for New Exporters” is one of the only resources available that provides comprehensive instructions on how to get started in and best practices for exporting services. To access the guide, visit the VEDP—International Trade website, www.yesvirginia.org/resources2/publications

Spring Program Meeting Addresses Employing New

Technologies and Taxation in International Markets

The VALET Program hosted approximately 66 representatives from 46 companies for its spring meeting in Richmond. The event kicked off with a networking dinner on the evening of April 17th, followed by a half-day program featuring speakers on trade-related topics on the 18th. John Villasenor of the Brookings Institution presented on the subject of cloud computing and the challenges multinational companies need to consider in adopting the technology. Specifically, he addressed the difficulties defense-related companies might face in export compliance if attempting to store sensitive data in the cloud. Olaf Barthelmai of new VALET Program Partner Cherry Bekaert & Holland spoke on the taxation of e-commerce activities and, during a separate panel discussion also featuring Richmond area attorney, Michael Kuhn, answered attendees’ questions on the tax implications of various aspects of establishing a formal presence in an international market. The spring program meeting also recognized

10 companies for participating in VEDP-facilitated missions to seven different international markets during the first quarter, including Saudi Arabia, Poland, Costa Rica, China, India, Brazil, and Canada. The biannual VALET program meetings offer current participants and alumni companies the opportunity to learn about subjects relating to their international business. They also allow company representatives to catch up with VALET classmates and make connections with representatives in other VALET classes. Attendees walk away feeling re-energized about their international activities and with additional items they hadn’t previously considered on their to-do lists.

John Villasenor addresses spring meeting audience

With more than 225 representatives of 160 companies in attendance, the 2012 Virginia Conference on World Trade, held in Roanoke in October, brought together many new and familiar faces in the state’s international trade community. The VALET Program was well represented, with employees of 43 currently participating and alumni companies present. The conference schedule kicked off with an Ignite Speed Networking event that allowed the more than 120 participants to meet and make connections with between 30-40 other people in the room. One participant said, “[It] was a wonderful ice breaker that allowed many companies to seek out potential partners, as well as share experiences through interaction with others in the industry.” Another great feature of this year’s conference schedule was the opportunity for participants to schedule one-on-one meetings with VEDP—International Trade global network consultants in attendance from Brazil, Canada, China, India, South Korea, and the United Kingdom. Representatives from 13 VALET companies were able to discuss specific opportunities and strategize entry and follow-up efforts in the consultants’ respective markets.

VALET Companies Attend VA Conference on World Trade

Dave Edwards of VALET alum WR Systems Ltd. and Stephan Goquet of Capital Logistics Services at the Ignite

Speed Networking event




The VALET Program hosted in November a webinar for currently participating and alumni companies on utilizing federal government export finance programs. Presenters from the U.S. Small Business Administration, the Export-Import Bank of the U.S., the U.S. Trade and Development Agency, and the Overseas Private Investment Corporation spoke about the various trade finance solutions available to Virginia exporters from their respective agencies. The 16 representatives from various companies who tuned in heard how incorporating programs for accessing capital, finding and extending credit to buyers, protecting against nonpayment, and improving cash flow can help their companies enter new markets and grow exports. Attendees were also able to pose questions to the panel about how to take advantage of the services offered. Earlier in the year, VALET hosted webinars on software and mobile application localization, and best practices for structuring overseas employee, vendor, and partner contracts. The software and mobile app localization webinar in March aimed to assist the growing number of VALET companies in the software and mobile app development sector with modifying their products and

services to support different languages and avoid cultural specificities. Jon Ritzdorf, in-house globalization architect at translation company Acclaro, offered best practices and tips for adapting software and mobile app products to global markets. Additionally, Mark Yohai, vice president of global business development for Avectra, a current VALET company, spoke on his extensive experience with software localization.

VALET WEBINAR: BEST PRACTICES FOR

STRUCTURING OVERSEAS EMPLOYMENT, VENDOR, AND

PARTNER CONTRACTS Michael Kuhn, attorney in the law practice of FSB Fisher Broyles, LLP in a September webinar spoke on best practices and gave insights and inside tips for managing relationships with overseas employees, vendors, and partners. Participants learned about necessary contract provisions and their implications, as well as other challenges to watch out for in relationships with foreign partners. Dennis Ruggeri, President of current VALET company Elicere, Inc. also spoke on his experience in managing his company’s employee in Australia. Companies signing contracts with overseas employees and individual contractors need to be aware of local employment laws, which may guide contract provisions related to wrongful discharge, labor unions, non-compete and non-solicitation, etc. Provisions in distribution, vendor, and joint venture agreements may also differ based on choice of law. To view slides and recordings from VALET webinars, visit the VALET members-only Opportunities & Resources page at www.exportvirginia.org/valet-members-only/research-resources/#documents.

VALET Program Hosts Webinar Series

More than 50 representatives of about 35 defense-oriented companies participated in VEDP—International Trade’s second annual defense B2B networking event. The February program featured experts on the defense and security sectors in Australia and Brazil speaking on export opportunities in those markets. Dan Fankhauser, Counsellor Defence Materiel at the Embassy of Australia spoke about defense and national security issues in the country. Australia has a 10-year Defense Capability Plan that outlines a program for modernizing the nation’s armed forces, and Counsellor Fankhauser identified export opportunities specifically in counter terrorism, illegal fishing/poaching, search & rescue, customs & border protection. Additionally, a defense and aerospace specialist in the Victorian Government Business Office highlighted defense opportunities in that province, primarily in Melbourne, which is home to over 300 defense-related companies. On Brazil, Ambassador Alexander F. Watson, Managing Director at Hills & Company, a Washingtom, D.C. based international consultancy, shared his insights on defense and security opportunities in the country, as well as the country’s political climate and the state of U.S.-Brazil bilateral relations. VEDP—International Trade continues to support the international growth of the state’s defense sector with its fourth annual defense event in Spring 2013 focused on the effects of sequestration and how to commercialize defense technologies and sell into both “war zones” and markets with infrastructure bailout initiatives. This upcoming year, the event will be held at the Crowne Plaza, Crystal City on March 8, 2013. If you are interested in receiving an invitation, please contact Scott Kennedy, VEDP Events Manager, at (804) 545-5754 or [email protected].

VEDP-International Trade Hosts Defense B2B Event

A sample slide from VALET’s webinar on soft-ware and mobile application localization

Quotable: “We reinvented our business to focus on growing beyond our traditional borders on the east coast. The export business is a natural extension of the business that we have done with the U.S. government around the world.” -Richard Diamonstein, Paramount Sleep




Integrated Global Services, Inc., headquartered in Richmond, is a provider of surface protection solutions in industrial applications such as petrochemical, refining, power plants, pulp & paper mills, and similar process industries. With over 30 years of experience in helping customers solve metal wastage problems, the company is a leader in the application of solutions to address erosion and corrosion in mission critical equipment in challenging operating environments. Dedicated to improving coating and welding techniques and evaluating material performance, IGS also maintains an R&D center on its Richmond campus. IGS has been active in the international arena for many years; it has offices in South Africa, Japan, and Kazakhstan. IGS’s business—servicing heavy industrial equipment—requires it to manage projects on-site at customers’ global facilities. The company has developed a core competency of mobilizing HQ-based experts and in -country contractors, as well as specialized equipment and materials, to meet rigorous client maintenance schedules. Recognizing that its growth in international markets was outpacing its growth in North America, IGS joined the VALET Program in January 2012 with the goal of building on its momentum abroad. International sales are approximately 45 percent of total sales and IGS is targeting further growth in international of 20 percent. In the VALET Program, the company has continued its

efforts to open new international markets. IGS representatives have participated in VEDP—International Trade group market visits to Saudi Arabia, South Africa, Poland and the Czech Republic, in addition to international business development travel separate from its missions with VEDP. The company also continues to refine its international growth model in its efforts to achieve its goals abroad. George Bennett, Vice President of International Sales at IGS comments: “Working with the VALET Program has been a great experience for IGS and we have been able to put together some great visits that have helped us better understand the markets we have targeted. I would strongly suggest anyone wanting to grow their international sales to work with VEDP to travel to these markets to help meet with potential partners and customers.” To learn more about Integrated Global Services visit www.integratedglobal.com, and to read profiles of other VALET companies check out the “Global/Local View” feature in the latest issue of Virginia Business, or search it online at www.virginiabusiness.com

VALET RESEARCH BY REQUEST

Top markets

Market overviews Product classification Export compliance Taxes and tariffs Documentation requirements Shipping Rules and regulations Trade shows Due diligence Federal initiatives Industry & trade associations Product certifications Travel-related resources

Contact the VALET Team with even your smallest questions. If we don’t know the answer, we’ll help you find it!

...AND CHECK OUT THESE GREAT RESOURCES ON EXPORTVIRGINIA.ORG

Fast Facts

VEDP—International Trade’s overviews of trade-related issues, export processes, and individual markets. See our Fast Facts on…

Determining HS Codes Responding to Inquiries Financing and Payments Visa Requirements & Work Permits

...and much more at www.exportvirginia.org/resources2/fast-facts International Resources

VEDP—International Trade’s International Resources page provides links to numerous federal, state, and private resources for exporters. Take some time to browse the list at www.exportvirginia.org/resources2/international-resources

VALET Spotlight: Integrated Global Services

Cooper Instruments Blogs on VALET Participation

Cooper Instruments & Systems in March blogged on its experience in the VALET Program. The company writes: “Because of our participation in the VALET Program, we were able to redesign our website last year making it more comprehensive and user-friendly and also adding Spanish translation to large portions of the site. VALET has also provided us with semi-annual networking and educational events, where we’ve gained a better understanding of marketing strategies including social media, as well as learned topics like the do’s and don’t of hiring international distributors and sales representatives...Since our participation in the VALET Program began, we’re proud to say we’ve seen a 25 percent increase in our international sales.” To learn more about Cooper Instruments & Systems and read the full VALET blog post visit: www.cooperinstruments.com/en/latestnews/item/113-cooper-instruments-participation-in-valet-program.html

IGS’ Mark Buzanowski and George Bennett, second and third from left, at a meeting in the Czech Republic.




The VALET Program this year welcomed 23 new companies from across the state—12 in the January class and 13 in the July class. The new classes are comprised of 8 manufacturing and 15 service companies. The strong representation of the service sector in recent VALET classes reflects a nation and statewide trend of services companies becoming more strategic in their pursuit of international sales. The service companies that entered the VALET Program this year offer software development engineering, testing, and defense-related services, among others. Such high skilled services are in demand in international markets, and these companies will work hard over their next two years in the VALET Program to grow their global business.

NEW COMPANIES’ VALET GOALS

At each VALET orientation, new company representatives discuss their international goals. Here’s what some of the VALET Class of 2012 hope to achieve…

“To have 50 percent market share in Canada and have a support office in Vancouver”

“[Company] will double our international sales by graduation. We will have a full-time person having the responsibility of supporting international sales and projects.”

“That we took advantage of the opportunities presented to us from the VALET Program and succeeded in growing our company internationally… hopefully with 20 percent of our revenue generated internationally.”

“We have a clear, robust international growth strategy…, know how to identify and exploit global opportunities, understand how to quickly get up to speed in new countries and pursue appropriate channels to do business there.”

“Add several new customers at high volumes resulting in a significant increase in new hires to support the sales growth.”

“The goal is to bring our export business from 5-10 percent up to 15-20 percent [of total sales]. We also want to use VALET resources to establish a support network for our products in each of our markets.”

23 Companies Join VALET in 2012

Total VALET Program Companies as of July 2012

Region January Class July Class

Northern Virginia

Comter Systems, Inc. Defense Technology Equipment, Inc. Dewberry & Davis, LLC Elicere, Inc.

Ideal Innovations Inc. Massimo Zanetti Beverage USA Tracen Technologies Vehicle Control Technologies

Hampton Roads

ITA International, LLC Registrar Corp

Dr. Lucy’s Vita Tech

Central Virginia

Hermle North America Integrated Global Services

The C.F. Sauer Company Infilco Degremont, Inc. Neuman Aluminium Impact Extrusion Inc.

Southwest Virginia

Click & Pledge ESS Technologies Polymer Solutions, Inc. Tread Corporation

Aeroprobe Corporation Donoma Software

The VALET Program is excited to welcome three food/beverage companies into the July 2012 class. Pictured from left to right Lucy

Gibney of Dr. Lucy’s cookies, Rob Davenport of spices and Duke’s mayonnaise manufacturer The C.F. Sauer Company, Brittany Worrell of Dr. Lucy’s, and Gregg Lee of coffee company

Massimo Zanetti Beverage USA.




IN THE LAST THREE YEARS OVER 209 VIRGINIA COMPANIES HAVE

PARTICIPATED IN GROUP MARKET VISITS AND TRADE

SHOWS WITH VEDP—INTERNATIONAL TRADE .

HERE’S WHAT THEY’VE HAD TO SAY…

“We both felt [the VEDP consultants] did a great job finding companies that met our goals. We met with [companies] in the Czech Republic and Poland that we did not know existed and some companies that would have taken us months of effort to set up a visit. That was worth every penny!”

“I could not have been more impressed with the support and professionalism that went into making this trip a success.” “The trade mission was excellent and [the VEDP trade mission leader] did an outstanding job with everything… was able to set up three excellent clients. I will be returning to Colombia and Ecuador...to do technical seminars in connection with these three countries… I have already lined up more than $300,000 in new business for next year and I expect that number to be in excess of $500,000 by year end and probably $1 million the following year. I thank everyone associated with this mission.”

“The meetings were very successful and met our goals of being introduced to key decision makers. We have been asked to return for further discussions, which we will do, and VEDP has offered to assist in this follow-up meeting. This was a first step for [our company] in being introduced to the Colombian market and there will be more visits required.”

VEDP Trade Missions and Trade Shows

Where will you find your next sale? Join us on one of our Spring 2013 trade missions…

Register online at www.exportvirginia.org/programs/trade-missions/visits-schedule

Many Virginia exporters are introduced to VEDP-International Trade’s global network of international consultants through participation in the VALET Program. VALET companies become well-acquainted with these consultants contracted by VEDP in 49 countries. The consultants deliver top-notch market research and partner lists, and conduct due diligence on and arrange matchmaking appointments with VALET companies’ potential distributors and customers. Engagement with VEDP—International Trade and its global network continues beyond an exporter’s tenure in the VALET Program. The international consultants are a resource available to all Virginia exporters. Best of all, VEDP will cover the cost of most of their services for qualifying companies, for one project per fiscal year (July 1—June 30). Contact your local Trade Manager to learn more about working with the VEDP—International Trade global network resources in the following countries:

VALET Alumni Continue to Engage VEDP Global Network

Canada (West) March 18-22 (Registration deadline January 18)

Korea April 15-19 (Registration deadline February 15)

United Kingdom April 29-May 3 (Registration deadline March 1)

Brazil June 3-7 (Registration deadline April 5)

Paris Airshow June 17-23 (Registration deadline December 28)

Americas Argentina Brazil Chile Canada Colombia Costa Rica Mexico

Asia Pacific Australia China India Indonesia Japan Malaysia New Zealand Phillipines Singapore South Korea Thailand Vietnam

Europe—Eastern Bulgaria Czech Republic Estonia Hungary Latvia Lithuania Poland Romania Russia Slovakia Turkey Ukraine

Europe—Western Belgium Denmark Finland France Germany Ireland Italy The Netherlands Norway Spain Sweden United Kingdom

Middle East & Africa Israel Jordan Qatar Saudi Arabia South Africa UAE

Contact the VALET Team!

Oscar Ruiz VALET Program Manager

Southwest, South Central, North-west & Central Regions Office (804) 545-5768

Mobile: (804) 840-5818 [email protected]

Stephanie Robinson VALET Program Manager

Northern & Hampton Roads Regions Office: (804) 545-5755 Mobile: (804) 201-5290

[email protected] Caitlin Clark

VALET Research Manager Office: (804) 545-5765 Mobile: (804) 922-7014 [email protected]


Documents

DECEMBER 2012 VALET Program Welcomes New Program … · nars; Defense B2B Event ... Chamber of Commerce’s list of the state’s 50 fastest-growing companies in 2012— ... increased