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Gold Key Matchmaking Service helps Indiana firm to “Look South”

February 7, 2014

Conner Moore recently completed an internship in the International Trade Administration’s Office for Export Policy, Promotion, and Strategy.

Even though the Look South initiative is just getting started companies like Indiana-based Escalade Sports are already looking south by using Mexico as a stepping stone to other Latin American markets. Escalade is an internationally known manufacturer and distributor of sporting goods brands. Back in 2005, National Account and International Sales Manager Marla Fredrich targeted sales to Mexico as a springboard to Latin America.

After teaming up with Dusan Marinkovic, a trade specialist with the International Trade Administration’s U.S. Commercial Service (CS) in Indiana, Escalade benefitted from export counseling and the CS Gold Key Matchmaking Service.

This service helps U.S. companies find potential overseas business opportunities by arranging business meetings with pre-screened contacts, representatives, distributors, professional associations, government contacts, and/or licensing or joint venture partners.

Through the Gold Key, Fredrich traveled to Mexico and met with pre-screened prospective business partners arranged by CS trade professionals at the U.S. Embassy.

As a result of ongoing CS assistance, Escalade made its first sale to Mexico and continues to increase its sales to the country. Having established a foothold in Mexico, Escalade has since looked south and started exporting to other parts of Latin America, including Colombia and the U.S.-Central America-Dominican Republic Free Trade Agreement countries of El Salvador and the Dominican Republic.

Fredrich is upbeat about the region, and sees a lot more opportunity.

“We are now reaping the fruits of our hard work in making new sales to world markets, and Latin America has become a key focus of our international business strategy,” she says. “There’s no doubt that learning the ins and outs of selling to Mexico and working with the Commercial Service gave us more confidence in expanding our sales to other parts of Latin America.”

Fredrich also said that Escalade’s involvement in exporting and international diversification has enabled it to weather the changes in the global economy, and to grow and become more internationally competitive. As a result, the company has been able to sustain and support many new jobs in the United States.

Whatever and wherever your business is, the International Trade Administration can help any company that is ready to start exporting, expand to new markets, and begin to “Look South.”

2 comments

  1. I think that opening up the market to Central and South America through responsible trading done under these programs will help build the U.S.’s negotiating strength elsewhere. I would, in addition, like to see a revisiting of policies on naturally-derived dietary supplements. The current customs of many countries are overly restrictive and cut out a major part of the U.S.’s inventions.


  2. One of the great things about increasing trade to Central and South America is that it strengthens the economy of the Western Hemisphere in general and boosts credibility of U.S. International commerce throughout. My only concern is that customs rules are in need of revision to allow harmless natural dietary supplements (such as for weight loss) to be exported from the U.S. to neighboring countries. This would bring in a large amount of income to one of this country’s assets: the inventors of products.



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