VALET VIRGINIA LEADERS IN EXPORT TRADE ORIENTATION JULY 16, 2014 - PowerPoint PPT Presentation

VALET VIRGINIA LEADERS IN EXPORT TRADE ORIENTATION JULY 16, 2014

VALET Class of July 2014  AMTI – Microwave Circuits Lynchburg  ChemTreat, Inc. Glen Allen  GBX Consultants, Inc. Stafford  H&A Architects and Engineers Virginia Beach  Interactive Achievement, LLC Roanoke  Lansinoh Laboratories, Inc. Alexandria  Leonie Industries, LLC Arlington  MAC Aerospace Corporation Chantilly  O’Sullivan Films, Inc. Winchester  Qualtrax, Inc. Christiansburg  SimIs, Inc. Portsmouth

VALET Class of July 2014 3

VALET Program Goal The VALET Program’s goal is to accelerate a company’s international strategy through: • Planning • Expert Guidance • Export Expense Reimbursement 4

Impact of the VALET Program • Intended Results – Increase volume (sales) of Virginia exports – Increase number of Virginia exporters • Collateral Benefits – Continued international sales post graduation – Interaction with other Virginia companies – Take on disciplined approach to pursuing international sales and maintain beyond graduation 5

SALE Find a Buyer Find a Rep/Partner Regulations Market Research Global Awareness

SALE Insurance Delivery Get Paid Accounting Maintain Integrity

SALE Find a Insurance Buyer Delivery Find a Rep/Partner Get Paid Regulations Accounting Market Research Maintain Integrity Global Awareness The challenge in international business isn’t getting started…it’s sticking around for the long haul.

Today at a Glance Welcome 8:15 – 8:30 VALET Program Orientation 8:30 – 11:50 Mid-morning break, Photo of class 12:00 – 1:30 Luncheon and July ‘12 Graduation 1:30-2:00 Networking Break 2:00-4:30 VALET Program Partner Roundtable 4:30 Wrap-up and adjournment 9

Group Discussion What do you want us to say about your company at your graduation? 10

VALET Program Companies and VEDP Team

VALET Current Participants and Alumni

Current VALET Participants 13

VALET Class of July 2014 • Virginia Employees – Total Employees 1130 – Average 102 • Virginia Sales – Total $398 million – Average $36 million (4 above, 7 below) • Export Sales – Total $66 million – Average $6 million (2 above, 9 below) • Average Years in Business 20 years 14

VEDP Trade Managers Michael Howley John Elink-Schuurman Northern Region Northern Region Monica Stautner Caitlin Clark Roger Porter Nichols Northwest and Western Central Central Region Shenandoah Region Region Jordan Watkins Diane Thomas Eastern Region Southwest Region 15

VALET Managers Stephanie Robinson John Elink-Schuurman VALET Program Manager VALET Program Manager Phone: (804) 545-5755 Phone: (703) 506-1031 Email: srobinson@YesVirginia.org Email: jelink-schuurman@YesVirginia.org Hampton Roads, Shenandoah, Western Central, Southwest Northern Virginia, Virginia Central/Richmond Merle Snyman VALET Research Manager Phone: (804) 545-5765 Email: msnyman@YesVirginia.org 16

VALET Program Program Components

VALET Program Components  Strategic Planning • VALET Program Calendar • Plan of Action  Research  Travel  Networking and Education  Capital Resources • Reimbursements  Expert Guidance • Program Partners 18

VALET Program Strategic Planning

VALET Calendar Event Date and Location Year 1 2014 Orientation July 16, 2014 Richmond, VA Plan of Action Meeting with July/August 2014 Program Manager Draft of Plan of Action From Program Manager to Participant no later than August 31, 2014 Revisions to Plan of Action, September 2014 Follow-up meetings as needed Signed Plan of Action Due to Program Manager no later than October 1, 2014 Virginia Conference on World Trade* October 29-30, 2014 Richmond Marriott VALET Program Meeting * April 16, 2015 Richmond Marriott Meeting with Research Manager Winter or Spring 2015 (and as needed) Participants’ offices *Each participating company must send a representative to both the VALET Program Meeting and the Virginia Conference on World Trade. 20

VALET Calendar Event Date and Location Year 2 2015-2016 Annual Review Meeting with July/August 2015 Program Manager Participants’ offices Virginia Conference on World Trade* October 2015 Day & Location TBD VALET Program Meeting* April 2016 Richmond, VA Meeting or Conference call with Winter or Spring 2016 (and as needed) Program Manager or Research Manager Participants’ offices Submit VALET Reimbursements By June 1, 2016 Graduation Luncheon July 2016 Richmond, VA *Each participating company must send a representative to both the VALET Program Meeting and the Virginia Conference on World Trade. 21

Plan of Action 22

Plan of Action 23

Plan of Action 24

Plan of Action 25

Plan of Action 26

VALET Program Research

Research Services We offer the following services to you: 1. Orientation Research All Countries  General  Customized 2. Internal Research Per Country 3. Global Network Research Call your Program Manager or Merle to discuss your research Step 1 needs. Depending on the information required, Merle will conduct the internal research. OR Step 2 The Program Manager will work with you to engage VEDP Global Network for the research. 28

Orientation Research Sent to you via online link to download the documents  A Basic Guide to Exporting: Exporting 101 GENERAL  Compliance Guidelines: How to Develop an Effective Export Management and Compliance Program & Manual  Trade Finance Guide  Do's and Don'ts of International Distribution/Agency Agreements  Country Commercial Guides for your individual target markets Refer to your Research Folder CUSTOMIZED  Fast Facts  ONE Global Network research report  Hoover’s & One Source company database profiles  Trade statistics  Sector/Market reports (IBIS, Euromonitor, MINTEL)  Services Exports Guide / Defense Exports Guide (if applicable) 29

Other Research Services  Top Markets INTERNAL  Market / Industry Overviews  Competitor Analysis Delivered straight to your inbox via a secure link!  Technical Assistance I've sent you a presentation that you can view online by clicking on the following link:  Trade Shows https://na13.salesforce.com/sfc/p/30000000V5lx5QOZeA4IZ  Due Diligence, and more! GLOBAL NETWORK  Current Trends  Competitor Analysis  Partner Search  Partner Verification  www.ExportVirginia.org In-Depth Market Research  Trade Mission-related Research 30

Internal Research Examples Market Research - Identify top markets; Analyze sectors in potential target markets Technical Assistance - Verify HS codes; Export license 4% requirements; Operations research 5% 6% Due Diligence - Check Denied Parties List; Company registrations in-country 38% 10% ? Forward Information - Best practices for partner agreements; IP protection; Relevant articles from industry publications Forward Opportunity - USTDA reverse trade missions; Industry and market stakeholder meetings 10% Competitor Analysis - Looks at the competitors' export destinations; Identifies competitors' HS codes 11% Partner Search - Identify potential retailers; Current importers 16% Trade Shows - Determine relevant trade shows 31

VALET Webinars Recent VALET Webinars • Secrets of Doing Business in MENA • Taking your Brand Global - Don’t let Global Strategy happen to you! • Navigating Governments around the World - Do's and Don'ts For Doing Business Abroad • Making Your Website Work for You - Best Practices in Content Marketing The slides and recordings from these webinars can be viewed on the VALET Opportunities & Resources page Username: valet Password: participant 32

VALET Blog & News 33

VALET Monthly Newsletter  E-Newsletter  Once a month  Latest Posts  Calendar of Events  Trade mission schedules  Special reminders! Send us any news featuring your company in the news or any breakthroughs in terms of your products / services; entering new markets; media releases or awards! 34

Global Network (In-Country) Research VEDP Network of In-Country Consultants

Global Network Pre-screened in-country consultants working with VEDP - International Trade and clients to deliver top-notch market research specific to your industry and your target market. Some fees do apply. • Africa (S. Africa and • Germany • Philippines other select countries) • Hungary • Poland • Argentina • India • Qatar • Australia • Indonesia • Romania • Bahrain • Ireland • Russia • Belgium • Israel • Saudi Arabia • Brazil • Italy • Serbia • Bulgaria • Japan • Singapore • Canada • Jordan • Slovakia • Chile • Kuwait • Slovenia • China and Hong Kong • Latvia • South Korea • Colombia • Lithuania • Spain • Costa Rica • Malaysia • Sweden • Croatia • Mexico • Thailand • Czech Republic • The Netherlands • Turkey • Denmark • New Zealand • UAE • Estonia • Norway • Ukraine • Finland • Oman • United Kingdom • France • Panama • Vietnam • Peru 36