Doug Barry is a Senior International Trade Specialist in the International Trade Administration’s Global Knowledge Center.
Harold Cecil was in his early 40s when he decided to start his own business in Central Oregon. His initial investment: $2,000. That was back in 2008, just in time for the Great Recession.
Six years later, he and a team of five employees at Giant Loop are making world-class equipment carriers for motorcycles. The company does business in 21 countries with sales growing 20 percent per year. It has expanded overseas with the help of numerous government agencies, including Business Oregon, the Small Business Administration, and the International Trade Administration’s (ITA) Commercial Service.
Cecil spoke with Doug Barry of ITA’s Global Knowledge Center about how his small company has found success in the global market.
Barry: What’s been the best sales channel for your international business?
Cecil: I’d say trade shows. One of the best is a motorcycle show in Milan, Italy, called EICMA. This was our third year exhibiting, and we have come away with distributor agreements every time. We exhibit in the U.S. Pavilion, and there we meet buyers from all over Europe and many other places. We meet them face-to-face, they can see, feel, and learn about our products; and we can learn about their needs.
Barry: How has government helped you?
Cecil: I couldn’t have done it with without them. This is my first business. I’ve been a journalist, an ad copywriter, and a marketer. I’ve never manufactured anything.
As I got started, our local Small Business Development Center helped me learn how to actually run a business. I still meet with one of the counselors every month to get advice. SBA has been helpful with a working capital loan guarantee. They came through when we couldn’t get a commercial loan from any bank.
The State of Oregon was a big help through the Business Oregon program. They helped us apply for and get financial assistance, which partly covered travel to the trade show in Italy and to one in Sweden.
The U.S. Commercial Service through the Portland Export Assistance Center connected us with Commerce Foreign Service officers and staff supporting the U.S. Pavilion in Milan. The Export Assistance Center has provided great market data and seminars on export mechanics. And the agencies work together to help small businesses like mine.
They are invaluable, top notch.
Barry: What else has made a positive difference for you?
Cecil: The U.S. Free Trade Agreements have been very helpful to us. That lower or zero duty rate makes our products attractive in those markets. Distributors tell us that our product is at the high end of the market because of our product costs and shipping. So any way you can shave costs helps offset our pricing disadvantage.
Barry: What does the future look like for Giant Loop? What are your biggest challenges?
Cecil: Everything is a challenge. That’s what makes it fun.
We’re growing. Seventy percent of the business is domestic; 30 percent is international. Strategically it’s important to have a mix of international and domestic. We’ll never abandon our international markets, no matter how much the domestic market grows.
We added a full-time employee in January, and we plan to hire more seasonal workers. I feel really good about creating jobs. This part of Oregon was hard hit by the recession.
Tradeology, the ITA Blog 