Embed Size (px)
Citation preview
VALETVIRGINIA LEADERS IN EXPORT TRADE
ORIENTATIONJULY 22, 2010
•Our mission is to increase the number of Virginia companies selling overseas and their volume of international business, year after year.
•We assist both new and experienced exporters enter new international markets.
•We identify potential new markets, develop market entry strategies and locate possible distributors and representatives for products or services—all at little to no cost.
AIM Program
Global Network Research
Trade Division Research
VALET Program
International Trade Research
Global Network Research
Consulting Services
Reduce cost
Save time
Minimize risk
Group & Independent Market Visits Increase Sales
What do you need for global success?
AIM Program
Global Network Research
Trade Division Research
Group & Independent Market Visits
VALET Program
International Trade Research
Global Network Research
Consulting Services
SECONDARY RESEARCH
VALET Program Research Manager Mario Camardella
SECONDARY RESEARCH
• Sources• List of research tasks• Frequent requests • Limitations and benefits• Sample research
Secondary Research helps to better define the problem…Sometimes solves the problem!
“Having Mario is like having a dozen other people on staff without having the management responsibilities. A small company such as we are cannot afford to hire all these people to do research and marketing. I may be thinking about a million other things absorbed in day to day business affairs and I'll receive an e-mail from Mario with more marketing research for us. He keeps things percolating.” Jennifer Miller-McClean, MapTech
VALET Class of July 2006
“Over the course of the past 12 months, Mario has completed at least 15 due diligence research requests for us. Mario is a great, great resource. He is very good at helping us determine whether some of the inquiries that we receive are legitimate.” Brian Dearing, Base-XVALET Class of July 2006
“The VEDP has helped us with a UPS shipment that was erroneous as well as helping us to understand general export laws and our export procedures.”Paula Pike, Frontline Test EquipmentVALET Class of January 2007
SECONDARY RESEARCH
Global Network ResearchPRIMARY RESEARCH
GLOBAL NETWORK
15. India16. Ireland17. Israel18. Italy19. Japan20. Jordan21. Latvia22. Lithuania24. Malaysia25. Mexico26. The Netherlands27. New Zealand28. Norway29. Poland30. Qatar
The Global Network is a comprehensive group of pre-screened in-country consultants who work with the Division of International Trade on behalf of Virginia companies. These consultants deliver top-notch market research specific to your industry and your target market. Some fees do apply.
1. Argentina2. Australia3. Belgium4. Brazil5. Bulgaria6. Canada7. Chile8. China and Hong Kong9. Czech Republic10. Denmark 11. Estonia12. Finland13. France14. Germany15. Hungary
31. Romania32. Russia33. Saudi Arabia34. Singapore35. Slovakia36. South Africa37. Spain38. Sweden39. Thailand40. Turkey41. UAE42. Ukraine43. United Kingdom44. Vietnam
IN-COUNTRY CONSULTANTS
JapanKoji Deguchi
China and Hong KongHailey Fong
MexicoMargo Galvan
There is no cost to VALET companies for research projects completed by Koji, Hailey, or Margo
GLOBAL NETWORK SAMPLE PROJECTS
• There are a number of different types of requests a company might need. A complete list of services is available, but some common examples would be:– Company X hears about a new environmental regulation in the EU, but is
confused by all of the information available online and from its local lawyer. Company X engages the Global Network to learn more about the regulation, how serious it is, and if it’s possible for him to continue exports to the EU without changing the product.
– Company Y is looking for an agent/representative in Argentina. It engages the Global Network to create an unqualified list of potential agents, and learns about the industry and how to enter the market in the process.
– Company Z identifies a trade show in Australia that would be perfect for its product. It engages the Global Network to set up meetings on its behalf in the days before and after the trade show to meet with potential distributors, relevant government officials, and an end-user to get a better sense for the market.
GLOBAL NETWORK
“The research provided by the VEDP and the Global Research Network regarding our prospects, challenges, and opportunities for exporting our product to Spain was an excellent and thorough report. Every aspect of the market for our product was covered, including trade show opportunities, customer surveys and interviews, market trends, pricing challenges, competitive issues, and much more.
The report helped us identify potential distributors, and facilitate a market and contact strategy. We have since met with several of the potential distributors and continue to work toward an agreement with several of the companies that were identified.”
Lonnie Lemco, Old World PrintsVALET Class of July 2006
RESEARCH AND MARKET VISITS
“We have genuinely appreciated the high quality of this program. DeRoyal especially benefited from excellent market research and first rate market visits.
These two resources alone helped us increase business in three territories and make a wise decision to refrain from entering a fourth. The level of knowledge and enthusiasm about the international market by the VEDP staff was impressive.”
Heather Maze, DeRoyal Industries, Inc. VALET Class of January 2007
AIM Program
Global Network Research
Trade Division Research
Group & Independent Market Visits
VALET Program
International Trade Research
Global Network Research
Consulting Services
VALET PROGRAM TRAVEL REQUIREMENT
• Participate in one VEDP trade event over the course your two years in the program
• Options– Group Market Visit– Independent Market Visit– Add-on to previously planned trip or trade show
GROUP MARKET VISITS
• Czech Republic & Poland October 4 – 8• Canada—Toronto & Montreal October 18 – 22• Brazil & Chile November 8-12• Saudi Arabia December 4 – 7• Canada—Vancouver March 7-11• Australia March 21-25• China April 11-15• India April 18-22• United Kingdom May 16-20• Paris Air Show June 20-26Register online at http://exportvirginia.org/market_visits.html
"The businesses that we met with were very compatible prospects and overall, Margo [the VEDP’s consultant in Mexico] has a good understanding of [our company's] goals for distribution in Mexico."
“VEDP market visits are organized, well planned, and achieve great results. The matchmaking program allows Virginia companies to directly connect with pre-screened clients and potential partners, matched and selected in advance. As a result, the market visits are less stressful, more productive and allow us to concentrate on why we came: business.”
INCREASE SALES….DECREASE RISK !
MARKET VISITS
Vancouver, British Columbia March 2008
"VEDP makes a very effective impact in the process of bringing together U.S. firms with potential Mexican clients. It enables the entire marketing cycle."
“Our company made its first sale in India as a result of the Governor’s Trade Mission. Multiple potential distributors and/or implementation partners have been identified for us and at least two will visit our company in Virginia over the next one to two months. The trip is already a success!”
Get out your calendars!
MARKET VISITS
“Once again VEDP and their consultants put together a trip that will allow us to enter the Central Europe marketplace.”
“All the meetings went extremely well and I couldn’t be happier with the reception of the companies in Germany and the UK…. Thanks to all of the VEDP staff for following through, this trip has already paid for itself and continues to add major highlights to our development in the world market.”
Private meetings with potential distributors and customers
MARKET VISITS
MARKET VISITS
MARKET VISITS
INDEPENDENT MARKET VISITS
• If you would like to visit a county outside of the VEDP’s Group Market Visit schedule, you may consider organizing an independent market visit through the VEDP’s Global Network
• 44 countries • 3 days of meetings for $3000-$4000 (depending on the country)
– Japan, and Mexico are $500 a day, if you require on the ground assistance
– China/Hong Kong $3000
• VEDP will connect you with in-country consultants who identify, screen and set appointments with qualified distributors, agents, or partners
INDEPENDENT MARKET VISIT COUNTRIES
15. India16. Ireland17. Israel18. Italy19. Japan20. Jordan21. Latvia22. Lithuania24. Malaysia25. Mexico26. The Netherlands27. New Zealand28. Norway29. Poland30. Qatar
1. Argentina2. Australia3. Belgium4. Brazil5. Bulgaria6. Canada7. Chile8. China and Hong Kong9. Czech Republic10. Denmark 11. Estonia12. Finland13. France14. Germany15. Hungary
31. Romania32. Russia33. Saudi Arabia34. Singapore35. Slovakia36. South Africa37. Spain38. Sweden39. Thailand40. Turkey41. UAE42. Ukraine43. United Kingdom44. Vietnam
AIM Program
Global Network Research
Trade Division Research
Group & Independent Market Visits
VALET Program
International Trade Research
Global Network Research
Consulting Services
Mark Myrick, International Trade Manager PO Box 798 / 901 East Byrd Street Richmond, Virginia 23218-0798 Phone: (804) 545-5755Fax: (804) 545-5751Email: [email protected]
Ralph Torning, International Trade Manager 22776-H Timberlake RoadLynchburg, Virginia 24502 Phone: (434) 582-5182 Fax: (434) 582-5184 Email: [email protected]
Jenee Andreev, International Trade Manager 8300 Boone Boulevard, Suite 450 Vienna, Virginia 22182 Phone: (703) 506-1031 Fax: (703) 506-1033 Email: [email protected]
Jordan Watkins, International Trade Manager 500 East Main Street, Suite 1220 Norfolk, Virginia 23510 Phone: (757) 314-2358 Fax: (757) 314-2360 Email: [email protected]
Michael Howley, International Trade Manager8300 Boone Boulevard, Suite 450 Vienna, Virginia 22182 Phone: (703) 506-1030 Fax: (703) 506-1033 Email: [email protected]
Diane Thomas, International Trade Manager16325 Taylor Place, Suite 300 Abingdon, Virginia 24211 Phone: (276) 623-1536 Fax: (276) 623-1542 Email: [email protected]
Trade Managers
Knox Hubard, Senior International Trade Manager P.O. Box 798 / 901 E. Byrd Street Richmond, Virginia 23219Phone: (804) 545-5758 Fax: (804) 545-5751 Email: [email protected]
AIM Program
Global Network Research
Trade Division Research
Group & Independent Market Visits
VALET Program
International Trade Research
Global Network Research
Consulting Services
Making an IMPACT on your company’s international business
CLIENT IMPACT STATEMENTS
• International Trade is part of the VEDP• International Trade & its Trade Managers are
evaluated based upon the impact that is made on your company
• This impact is measured through the use of Client Impact Statements
Your Success is Our Success!
ONLINE CLIENT IMPACT STATEMENTS
Leslie, Mario, or your Trade Manager will provide you with a link to an on-line evaluation form
AIM Program
Global Network Research
Trade Division Research
Group & Independent Market Visits
VALET Program
International Trade Research
Global Network Research
Consulting Services
VALET PROGRAM OVERVIEW
• Competitive and Statewide Program• Planning
– VALET Program Calendar– Plan of Action
• Expert Guidance– Program Partners
• Capital Resources– Reimbursements
• PR and Media
IMPACT OF THE VALET PROGRAM
• Intended Consequences– Increase volume (sales) of Virginia exports– Increase number of Virginia exporters
• Unintended Consequences– Continued international sales post graduation– Continued engagement with VEDP– Identification of growth companies– Identification of expansion projects– Interaction with other Virginia companies– Broader support from the program partners– Two (2) national awards reflect favorably on VEDP
VALET PARTICIPANT AGREEMENT
CURRENT VALET PARTICIPANTS
VALET PARTICIPANTS AND ALUMNI
VALET CLASS OF JULY 2010
• Virginia Employees– Total 768– Average 64
• Virginia Sales – Total $129,764,652– Average $10,813,721
• Export Sales – Total $6,261,663– Average $521,805
• Average Years in Business 21
• 8 AIM Graduates
The VALET Program’s goal is to a a company’s international
strategy through…planning,
expert guidance, and
export expense reimbursement
accelerateaccelerate
“I've just finished our second quarter evaluation and wanted to share with you that CHEMetrics’ international sales are up 22.1% for the year! The direction and assistance that I've personally received as a result of our participation have helped me tremendously in determining a plan of action for both new agents and existing agents. Just wanted to share this good news with you and to say thank you again.”
Shirley Ward, CHEMetrics, Inc.VALET Class of January 2006
VALET PROGRAMFour Key Components1. Networking and Education2. Strategic Planning3. Program Partners4. Export Expense Reimbursement
VALET CALENDAR
Planning
Event Date and LocationYear 1 2010-2011Orientation July 22, 2010
RichmondPlan of Action Meeting with Program Manager
August/September 2010
Draft of Plan of Action From Program Manager to Participant no later than end of October 2010
Revisions to Plan of ActionFollow-up meetings as needed
October/November 2010
VALET Program Meeting* October 15, 2010Virginia Conference on World TradeRichmond
Signed Plan of Action Due to Program Manager no later than November 30, 2010
Meeting with Research Manager Winter or Spring 2011Participants’ offices
VALET Program Meeting* April 13, 2011Richmond
Planning
VALET CALENDAR
Year 2 2011-2012
Annual Review Meeting withProgram Manager
August/September 2011Participants’ offices
VALET Program Meeting* October 2011
Meeting or Conference call with Program Manager or Research Manager
Winter or Spring 2012Participants’ offices
VALET Program Meeting* April 2012—TBD
Exit Interview with Program Manager May-June 2012Participants’ offices
Graduation July 2012—Richmond
VALET PROGRAMStrategic Planning
VALET PROGRAMProgram Partners
PROGRAM PARTNERS
Advertising and Marketing Collateral• ACCESS, Inc.• Siddall, Inc.
Corporate Strategy and Market Entry• Capstone • China Channel Limited
Cultural Services and Translation• ABC Translation Services, LLC• Any Translation Ltd.• TNB Language
Customs Brokerage and Freight Forwarding• C V International, Inc.• UPS• UTi, United States
Financial Services and Insurance• BB&T, International Services Division• M&T Bank• Marsh & McLennan Cos.• SunTrust Bank
Legal and Accounting• Piascik & Associates, CPA• Troutman Sanders LLP• Williams Mullen
Regulatory Compliance• Allegheny Brokerage Co., Inc• BSG Consulting
Web Development and Search Engine Optimization• Active Media• Compleo Apps, LLC
44
PROGRAM PARTNERS
1. Contact information2. Materials3. Referral Process4. Consultations5. Engagements6. Evaluation Form7. Next Steps
Expert Guidance
VALET PROGRAMExpense Reimbursement
EXPENSE REIMBURSEMENT
• Guidelines• Reimbursable and non-reimbursable expenses• Time period
– July 1, 2010July 31, 2012• Reimbursement form
– Unique project code for each company– Relevance, paid invoice are required
Expense Reimbursement
$15,000!!!
VEDP PUBLIC RELATIONS & MEDIA
• Press release– Tailored for each company and region– Issued to regional media outlets as soon as
possible– Follow-up by VEDP C&P staff
• Let us know of specific contacts with your local publications
• Always interested in pitching stories about VALET companies!
VEDP RESOURCES AND OPPORTUNITIES
• VEDP internet resources – Newly redesigned website http://www.exportvirginia.org/– VALET Participants Only Section
• Login=valet• Password=participant
• Follow me and the VEDP– Twitter: MLParpart, VirginiaExports– Linked In: VALET Participants & Alumni Group– Facebook: Virginia Economic Development Partnership
VEDP RESOURCES AND OPPORTUNITIES
• Fall VALET Meeting– October 15th, Richmond– Virginia Conference on World Trade
• “Online Marketing in China: An Opportunity for Virginia Exporters”– Date: August 5th, 2010 (Thursday)
– Time: 8:00am EST
– Duration: 1 – hour
– Participation To reserve a place in the webinar, interested parties should send a message confirming their participation to Mark Myrick at [email protected]
REMINDERS AND NEXT STEPS
• Expect follow-up emails from Leslie within the next week
• Approve press release ASAP• Upcoming Group Market Visits• Scheduling of Plan of Action meetings• Call us with questions!
VALETVIRGINIA LEADERS IN EXPORT TRADE
Have a Safe Drive Home!
