Archive for the ‘Success Stories’ Category

h1

Export Success Series: Export Sales to Mexico Opening Doors to Latin America

June 12, 2015

This post originally appeared on the Department of Commerce blog.

Decoration image of a globe with U.S. and Mexican flags designed as arrows pointing above and below each other

Export Success Series: Export Sales to Mexico Opening Doors to Latin America

As businesses work to expand their international export networks, they look to the Department of Commerce’s U.S. Commercial Service (CS) to move domestic and foreign economy relations forward. The U.S. Export Assistance Center (USEAC), a major part of Commerce’s CS, specifically provides key opportunities through counseling, special events and specific business matchmaking. This business matchmaking can broaden opportunities for further export sales with a multitude of countries. Escalade, Inc. of Evansville Indiana, now an international manufacturer and distributor of sporting goods brands, partnered with the USEAC in Indianapolis ten years ago to establish themselves in Latin America.

In 2005, Escalade’s National Account and International Sales Manager Marla Fredrich, with the help of USEAC, explored possibilities of opening export sales to Mexico. Soon after connections were made, initial sales to Mexico launched and have increased ever since. Today, Escalade exports their products not only to Mexico, but also to other Latin American countries such as Colombia, as well as CAFTA countries including El Salvador, Guatemala, and the Dominican Republic. Fredrich explains, “there’s no doubt that learning the ins-and-out of selling to Mexico and working with the Commercial Service gave us more confidence in expanding our sales to other parts of Latin America.” By doing so, Fredrich states that Escalade is “now reaping the fruits of [their] hard work in making new sales to world markets, and Latin America has become a key focus of our international business strategy.” Escalade is just one recent example of how U.S. companies have made much progress in exporting to a wide variety of countries, especially those in Latin America.

Establishing a foothold in one reputable export country such as Mexico paves the way for businesses to grow and sustain export networks in similar countries. This global diversification creates opportunities for both U.S. firms as well as foreign countries to strengthen economies and become more internationally competitive. Yesterday, U.S. Secretary of Commerce Penny Pritzker attended the U.S.-Mexico CEO Dialogue at the U.S. Chamber of Commerce. Secretary Pritzker emphasized achievements of the High-Level Economic Dialogue (HLED), which include new air travel agreements, steps to improve border management. Strengthening people-to-people ties in the near future with these types of forums, Pritzker stated, will continue to play a key role in creating export success stories similar to that of Escalade, Inc.

h1

Export Success Series: Chilean Exports Save Thirty Plus Jobs

June 5, 2015

This post originally appeared on the Department of Commerce blog.

In recent years, American Emergency Vehicles (AEV), a custom ambulance production company based in North Carolina, has increased exports to several countries—namely, Chile. Addressing the growing demand for safe, custom-made emergency vehicles, Chile has become a vital partner with AEV.

With the help of the U.S. Commercial Service and ExportTech, all backed by U.S. and Chilean free trade negotiations under the U.S.-Chile Free Trade Agreement, AEV views “Chile as a critically important market for our long-term global sales strategy,” says Randy Barr, AEV’s Sales Manager. AEV’s advantageous relationship with Chile is not limited to production sales; it also translates to increases in prospective jobs.  “Overall, the business we gained from expanding into exporting allows us to keep the people we have,” Barr explains. Exporting has saved up to 30 jobs within AEV since 2012. AEV hopes to expand its production, which would result in an additional 30 new jobs created. For this rural-based firm, the U.S.-Chilean trade agreements allow for mutually beneficial sales and increased employment opportunities.

The United States economy requires the swift negotiations of these free trade agreements on a global scale to ensure a fair playing field for all firms and workers. Without the Chilean free trade agreement, for example, AEV would not be able to work so closely with Chile both in generating exports for products as well as jobs. Exports are extremely valuable in strengthening our economy; thus, improving export relations will help the U.S. stay globally competitive. Find out more about how free trade agreements assist in expanding the United States economy at http://www.trade.gov/FTA/.

Making trade and investment a bigger part of the DNA of U.S. businesses and increasing opportunities for American companies like AEV by opening new markets globally is a key pillar of the Department’s Open for Business Agenda. Later this month, Secretary Pritzker will travel to South America to help American companies learn about potential opportunities in the region and make important contacts with business and government leaders.

h1

Hard Wiring the World, One Country at a Time

December 8, 2014

This post contains external links. Please review our external linking policy.

Doug Barry is a Senior International Trade Specialist in the International Trade Administration’s Global Knowledge Center.

Electric wires running from a tower with the sky in the background

More than 80 percent of the world’s transmission wire is sold outside the United States, giving CTC Global a great opportunity to do business overseas.

CTC Global Corporation is a California-based company that makes transmission wires and sells them in 28 countries. CTC has 110 employees and 70 percent of its revenues come from international sales.

And the company continues to expand to new markets. While attending the Discover Global Markets Forum in Los Angeles earlier this year, CTC signed a deal with a new distributor in Portugal, with the help of the International Trade Administration’s Commercial Service.

Marv Sepe manages the company and recently shared details of the company’s international success with Doug Barry, a trade specialist with the International Trade Administration.

Barry: You’ve gone into all these markets in less than eight years. How did you do it?

Sepe: Only 15 percent of the world’s transmission wire is sold in the United States. Eighty-five percent is sold outside of the country. So if you are going to serve the larger part of the market, you need to be outside of the United States. Many of us that were there when the business started were not afraid to go offshore at all in order to sell what we source and make in the U.S.

Barry: What has been the biggest challenge for you in building this business?

Sepe: We deal in a very conservative market. When you go to a utility in any country or the United States and say, “We want to change the way you deliver power to something more efficient,” people are quite skeptical. Our biggest barrier really has been the proof–to tell the customers that this is a new way to do things. We give them a demonstration, and we wait.

Barry: How has the U.S. Commercial Service helped you?

Sepe: They’ve been very helpful. My first involvement with them was back in 2010. I participated in a trade mission to China with the Secretary of Commerce. It was the first renewable energy or efficient energy mission to China. We got a good sense of the capabilities of their team, and we’ve kept up ever since.

The Export Assistance Center in Irvine is quite close to us, and I know those guys very well. We deal with them all the time. Now we’re using the team in Europe to do partner searches for us in several different countries right now.

Barry: What would you recommend to other U.S. companies that are considering expanding their international sales?

Sepe: Go on a Department of Commerce trade mission. It’s phenomenal as far as raising brand recognition as a company that delivers high efficiency and clean energy. We probably couldn’t have gotten that any other way.

h1

Exporting is a Hit for HIT

September 30, 2014

Doug Barry is a Senior International Trade Specialist in the International Trade Administration’s Global Knowledge Center.

Photo shows a square of HIT's smart materials that repaired themselves after being punctured.

HIT’s smart materials are designed to “heal” themselves when punctured. More than half of the company’s jobs are supported by international business.

What happens if you have a fuel container and it gets punctured? You’re probably going to lose your fuel. Depending on what punctures your container, you could also have an explosion.

Unless your fuel container is made of “smart” materials, like the materials developed by Oregon-based High Impact Technology, or HIT.

Results look like magic as the company’s smart materials seal up bullet holes before contents can spill and catch fire. HIT also makes treatments to protect power plants from everything from storms to terrorist attacks.

More than half of HIT’s employees work on the international side of the business, so exports have been crucial for the company. HIT has also worked with the International Trade Administration’s (ITA) Commercial Service office in Portland, Ore., to expand in global markets.

HIT Director of Operations Russ Monk discussed how business is going with Doug Barry of ITA’s Global Knowledge Center.

Barry: You became an exporter via the U.S. military, which is not an uncommon channel for smaller companies that work with the U.S. Commercial Service.

Monk: That’s right. We monitor U.S. government procurements and we spotted one for the Department of Defense a number of years back. At the time, enemy attacks on fuel convoys coming into Iraq was problem number one on the planet for the Department of Defense. We were invited to demonstrate our solution and selected two weeks later.

Barry: What is the chemistry behind your solution?

Monk: Resins are mixed under very high pressure to form a urethane coating. It also has a reactive chemistry in the matrix. Simply put, an internal cork is formed to prevent the flammable liquids from leaking out and igniting. We hold half a dozen patents on the process. Our main mission is to protect soldiers. We won’t make things that harm people.

Barry: What other customers do you have?

Monk: We sell to Germany, Canada, and Russia. We will ship soon to Singapore and the United Arab Emirates. We’ve had a request for quotes from Turkey and the United Kingdom.

Barry: How important are international sales to your business?

Monk: Hugely important. Thirty-percent of our sales are international. More than half of our 40 employees, including supply chain jobs, work on the international side of the business. When our infrastructure barricades get rolled out, we expect to expand in all markets.

Barry: What kinds of assistance have you received from the government?

Monk: You really help small U.S. companies like ours. Trouble is you’re a best kept secret. Maybe I shouldn’t share you, but I do. We rely on you to introduce us to new markets. When the U.S. Commercial Service folks at the Embassies join us in meetings with government officials in, say, the United Arab Emirates, it really makes a difference. We get instant credibility from the host government. We attend seminars at the local Export Assistance Centers—on export controls and regulations. They’ve been invaluable. And we’ve taken advantage of the STEP grant—federal funds administered by the State of Oregon that helped us attend an international trade show.

Barry: Thank you for helping us become less of a secret. What’s been the biggest lesson for you in going global?

Monk: Have patience. It takes time to learn the business culture. It’s easy to get spoiled if you deal just with other Americans. When you operate globally, you need to have a long horizon. We could speed things up by paying bribes in countries where it’s a common practice, but we won’t do it and never will. Good technology trumps graft. That is the (American) advantage. The Commerce Department represents some of the best taxpayer dollars spent and has greatly enhanced our offering to the world.

h1

U.S.-Africa Business Success Stories: How a Supplier of Powerboats to the U.S. Military Started Doing Business in Nigeria

July 31, 2014

This post originally appeared on the Department of Commerce blog.

Hann Powerboats’ customers include the United States Air Force, United States Navy, and the United States Army Corps of Engineers – and now, because of assistance that the company received from the Department of Commerce, they can add another name to their impressive list: the Nigerian oil and gas company, MOP Marine.

U.S. businesses like Hann Powerboats are increasingly seeing tremendous economic opportunity in Africa, and the reason why is simple: Africa is thriving. From 1995 to 2013, Africa experienced an average annual GDP growth rate of 4.5 percent. In 2012, eight of the twenty fastest growing economies in the world were in sub-Saharan Africa, and, according to the IMF, in 2013, total U.S. two-way goods with the region were $63 billion. Africa’s potential to be the world’s next major economic story is why businesses in the United States, like Hann Powerboats, want to offer their products, services, and expertise to help unlock even more of Africa’s potential – that is why the Obama Administration and the Department of Commerce remain committed to assisting American businesses in finding opportunity in this economically expanding region.

Hann Powerboats became interested in expanding its business to Africa when it was approached by a potential client in Nigeria to secure MOP Marine’s need for patrol boats. Hann Powerboats asked for assistance from the Tampa Bay U.S. Export Assistance Center (USEAC) and the U.S. Commercial Service (CS) team in Lagos to help with vetting this potential partner, and CS Lagos was able to facilitate meetings between Hann Powerboats and MOP Marine. The Tampa Bay USEAC then helped put Hann Powerboats in touch with the Nigerian Embassy in Washington D.C. to help with them acquire proper documentation. The result of this assistance allowed Hann Powerboats to make sales to MOP Marine for over $4 million.

The U.S. Commercial Service is the face of the Department of Commerce around the world, and each day they help U.S. businesses like Hann Powerboats start exporting or increase sales to new global markets. That is why the Department of Commerce is dedicating more human resources to Africa by expanding its commercial service teams in Ghana, Kenya, Morocco, and Libya. For the first time ever, the Commerce Department is also opening offices in Angola, Tanzania, Ethiopia, and Mozambique. With a greater footprint in Africa, the Obama Administration and the Department of Commerce aim to make Hann Powerboats’s and MOP Marine’s story just another common example of the United States and Africa doing business.

Businesses interested in learning more about the benefits of exporting should contact their local U.S. Export Assistance Center

Please check back regularly for more success stories about companies doing business in Africa.

h1

U.S.-Africa Business Success Stories: A Kodak Moment: How the Department of Commerce Brokered a Deal between Eastman Kodak and an Egyptian Bank

July 25, 2014

This post originally appeared on the Department of Commerce blog.

When the Department of Commerce helped Eastman Kodak broker an exporting deal with one of Egypt’s largest state-owned banks, it was a true Kodak moment. American businesses like Kodak are becoming increasingly engaged in exporting to Africa, and the reasons why are clear:

  • Africa has made great strides towards achieving sustainable economic growth and widespread poverty alleviation.
  • Gross domestic product (GDP) in Africa is expected to rise 6 percent per year over the next decade.
  • Africa is set to have a larger workforce than India or China by the year 2040.
  • According to the World Bank, almost half of Africa’s countries have attained middle-income status.

Africa’s potential as the world’s next major economic story is why businesses in the United States, like Kodak, want to offer their products, services, and expertise to help unlock even more of Africa’s potential – and the Obama Administration and Department of Commerce are committed to helping these exporting businesses each step of the way.

Kodak, the company best known for pioneering photographic film products, has been an active client of the nearby Rochester U.S. Export Assistance Center (USEAC) for decades. This long-standing relationship connected Kodak with one of the largest state-owned banks in Egypt, Banque Misr. When the bank was about to place an order to purchase Kodak Scanners, Banque Misr was told that Kodak had encountered a financial problem not familiar to many outside the U.S.: Chapter 11 bankruptcy.

To better understand Kodak’s financial situation, Banque Misr contacted the U.S. Commercial Service in Egypt, which then contacted the Rochester USEAC. The Rochester USEAC  was able to confirm that Kodak was still operational and headquartered in Rochester. With the help of Tim McCall, a trade specialist in Rochester, and the U.S. Commercial Service, the bank received the proper paperwork and placed an order to Kodak which amounted to roughly $185,000 in export sales.

The Obama Administration and the Department of Commerce believe that Kodak’s and Banque Misr’s example can encourage other U.S. companies to do business in Africa. That is why, last year, President Obama announced the launch of Trade Africa, a partnership between the United States and East African Community (EAC) – Burundi, Kenya, Rwanda, Tanzania, and Uganda. Trade Africa aims to increase exports from the EAC to the U.S. by 40 percent, reduce the average time needed to import or export a container from African ports by 15 percent, and decrease by 30 percent the average time a truck takes to transit certain borders, making it easier for businesses on both side of the Atlantic to trade.

Businesses interested in learning more about exporting should contact their local U.S. Export Assistance Center.

h1

Making the Most of International Trade Shows

July 25, 2014

Arun Kumar is the Assistant Secretary of Commerce for Global Markets and Director General of the U.S. and Foreign Commercial Service.

The International Trade Administration Commercial Service team may be the most connected business partners you will ever have. Our specialists are export experts, giving your business advice on potential trade partners, ways to market your company, and how to successfully export.

Now our Commercial Service team is making it even easier to succeed in exporting through an exciting video series called Export Experts. This series will provide information on trade shows, tips for exporting to rural areas, international exporting advice, and so much more.

The first video of this series is about making the most of international trade shows, which can be great opportunities to meet lots of different people in one place. They can be efficient and beneficial events for any company looking to expand to new markets.

Here are some tips about trade shows that we as commercial service officers have learned through our years of exporting assistance.

  1. Go prepared. Know your product, understand your client base, be professional. You are at a trade show to create connections with people that could become your business partners. Making a good impression is key, so know your stuff.
  2. Be interactive. One great way to stand out is to have something that attracts people to your booth. Whether it be a video or a product demonstration, keep people engaged.
  3. Make connections. You are there to meet new people, and form potential partnerships, not just to sell your product. If your company can help another company make money, you will always be in business.
  4. Follow up, and follow through. Probably the most important thing to do after a trade show is reconnect with the people you met. The only way to create these lasting business relationships is to stay connected to the people you meet.

Commercial Service officers are here to help you succeed in expanding your business. We have various tools and ideas to prepare you and maximize your time at trade shows. Contact your nearest Export Assistance Center today to find out about upcoming trade shows and how to succeed in the global marketplace.

Follow

Get every new post delivered to your Inbox.

Join 499 other followers