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 LEADERS IN EXPORT TRADE
ORIENTATION JULY 16, 2014
Lynchburg
Glen Allen
Stafford
Roanoke
Alexandria
Arlington
Chantilly
Winchester
Christiansburg
Portsmouth
VALET Class of July 2014
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VALET Class of July 2014
VALET Program Goal
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Impact of the VALET Program
– Increase volume (sales) of Virginia exports – Increase number of Virginia exporters
– Continued international sales post graduation – Interaction with other Virginia companies – Take on disciplined approach to pursuing international sales and maintain beyond graduation
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Global Awareness Market Research Regulations Find a Rep/Partner Find a Buyer
Maintain Integrity Accounting Get Paid Delivery Insurance
The challenge in international business isn’t getting started…it’s sticking around for the long haul.
Maintain Integrity Accounting Get Paid Delivery Insurance Global Awareness Market Research Regulations Find a Rep/Partner Find a Buyer
8:15 – 8:30 Welcome 8:30 – 11:50 VALET Program Orientation 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
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VALET Current Participants and Alumni
Current VALET Participants
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VALET Class of July 2014
– Total Employees 1130 – Average 102
– Total $398 million – Average $36 million (4 above, 7 below)
– Total $66 million – Average $6 million (2 above, 9 below)
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VEDP Trade Managers
Caitlin Clark Northwest and Shenandoah Region Jordan Watkins Eastern Region Michael Howley Northern Region Diane Thomas Southwest Region Monica Stautner Nichols Central Region Roger Porter Western Central Region
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John Elink-Schuurman Northern Region
VALET Managers
Merle Snyman VALET Research Manager Phone: (804) 545-5765 Email: msnyman@YesVirginia.org Stephanie Robinson VALET Program Manager Phone: (804) 545-5755 Email: srobinson@YesVirginia.org Hampton Roads, Shenandoah, Western Central, Southwest Virginia
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John Elink-Schuurman VALET Program Manager Phone: (703) 506-1031 Email: jelink-schuurman@YesVirginia.org Northern Virginia, Central/Richmond
VALET Program Components
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VALET Calendar
*Each participating company must send a representative to both the VALET Program Meeting and the Virginia Conference
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Event Year 1 Date and Location 2014 Orientation July 16, 2014 Richmond, VA Plan of Action Meeting with Program Manager July/August 2014 Draft of Plan of Action From Program Manager to Participant no later than August 31, 2014 Revisions to Plan of Action, Follow-up meetings as needed September 2014 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
VALET Calendar
*Each participating company must send a representative to both the VALET Program Meeting and the Virginia Conference on World Trade.
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Event Year 2 Date and Location 2015-2016 Annual Review Meeting with Program Manager July/August 2015 Participants’ offices Virginia Conference on World Trade* October 2015 Day & Location TBD VALET Program Meeting* April 2016 Richmond, VA Meeting or Conference call with Program Manager or Research Manager Winter or Spring 2016 (and as needed) Participants’ offices Submit VALET Reimbursements By June 1, 2016 Graduation Luncheon July 2016 Richmond, VA
Plan of Action
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Plan of Action
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Plan of Action
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Plan of Action
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Plan of Action
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Research Services
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Step 1 Step 2 Call your Program Manager or Merle to discuss your research needs. Depending on the information required, Merle will conduct the internal research. The Program Manager will work with you to engage VEDP Global Network for the research. OR
General Customized
We offer the following services to you:
All Countries Per Country
Orientation Research
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Sent to you via online link to download the documents
A Basic Guide to Exporting: Exporting 101 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
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)
GENERAL CUSTOMIZED
Other Research Services
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Top Markets Market / Industry Overviews Competitor Analysis Technical Assistance Trade Shows Due Diligence, and more! Current Trends Competitor Analysis Partner Search Partner Verification In-Depth Market Research Trade Mission-related Research
I've sent you a presentation that you can view online by clicking on the following link: https://na13.salesforce.com/sfc/p/30000000V5lx5QOZeA4IZ
Delivered straight to your inbox via a secure link!
GLOBAL NETWORK INTERNAL www.ExportVirginia.org
Internal Research Examples
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38% 16% 11% 10% 10% 6% 5% 4%
Market Research - Identify top markets; Analyze sectors in potential target markets Technical Assistance - Verify HS codes; Export license requirements; Operations research Due Diligence - Check Denied Parties List; Company registrations in-country 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 Competitor Analysis - Looks at the competitors' export destinations; Identifies competitors' HS codes Partner Search - Identify potential retailers; Current importers Trade Shows - Determine relevant trade shows
Recent VALET Webinars
Strategy happen to you!
Do's and Don'ts For Doing Business Abroad
Practices in Content Marketing
VALET Webinars
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Username: valet Password: participant The slides and recordings from these webinars can be viewed on the VALET Opportunities & Resources page
VALET Blog & News
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VALET Monthly Newsletter
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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!
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.
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Global Network – China
Joyce Hua – VEDP International Trade, Shanghai
completed by Joyce
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Research Available via Global Network
Market Entry
in a particular country – demand, competition, industry trends, how to get started. Finding a Local Partner
consultants make initial contacts and pre-qualify them for you. They can also conduct due diligence on companies that have contacted you. Market Visit
business trip – everything from developing your itinerary of meetings to securing an interpreter to providing trade show support. Legal, Shipping and Payment Issues
for your industry, the tariffs and taxes for importing your product into the target country, finding a warehouse to store your product? All of these questions, and more, can be answered by our consultants.
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Roundtable Discussion Questions
market in order for your company to make the decision whether to enter it
where you need help in developing your company’s international strategy?
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VALET Program Travel Requirement
course of your two years in the program.
participates in a VEDP trade event
show
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Upcoming Trade Missions/Shows
Register online at http://exportvirginia.org/programs/trade-missions/visits-schedule/
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Country / Trade Show Dates
DEFSEC Atlantic 2014 (Canada) September 3 – 5 Africa Aerospace/Defense Show and Southern Africa September 17 – 26 India September 15 – 19 Expodefensa 2014 (Colombia) October 29 – 31 Costa Rica November 10 – 14 Southeast Asia November 17 – 21 IDEX 2015 (UAE) February 22 – 26 Middle East March 1 – 5 Australia March 9 – 13 Brazil April 6 – 10 LAAD 2015 (Brazil) April 14 – 17 Canada (West) May 11- 15 Mexico May 18 – 22 Paris Air Show June 15 – 21
Johannesburg – Tuesday 8 May 2012 Time South African Company Contact Person, Position Contact Info. Meeting Venue 06:45 Check out of hotel (take luggage with you) Depart for meetings with Richard Zurba 08:00 Confirmed PuriTech Terence Naidoo Owner T: +27 11 312 4614 F: +27 (0) 86 218 4346 E: Terence@puritech.co.za W: www.puritech.co.za TSK Marketing CC A5 Allandale Business Park cnr Le Roux & Morkel Close Halfway House 10:00 – 13:00 Confirmed includes lunch Aquathane Henk Wiese Director T: +27 12 756 4350 E: info@aquathane.co.za M: +27 82 803 8410 W: www.aquathane.co.za Unit 45 Tannery Industrial Park Silverton Pretoria 14:00 Confirmed SA Water Evan Painting Chief Engineer T: +27 12 665 4113 F: +27 12 665 4117 E: evan@sawater.co.za W: www.sawater.co.za 13 A Eddington Crescent Highveld Technopark Centurion 15:30 Confirmed Veolia Water Butch Donald Procurement Manager T: +27 11 663 3600 F: +27 11 608 4772 E: butch.donald@veoliawater.com W: www.veoliawaterst.co.za S04 Modderfontein House, Moddercrest Office Park, High Street, Modderfontein directly from last meeting Depart for OR Tambo International Airport Flight Details: SA579 depart from Johannesburg to Durban at 19:00 arrive at 20:15 Shuttle service from King Shaka Airport to hotel Check in at the: PROTEA HOTEL UMHLANGA ROCKS Protea Mall, Corner of Lighthouse Road & Chart well Drive Umhlanga Rocks, Durban, South Africa Tel: +27 31 561 4413, Fax: +27 31 561 4564 Web: www.proteahotels.com/umhlanga
Sample Trade Mission Schedule – South Africa
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Trade Mission Schedule Example
country)
assistance
identify, screen and set appointments with qualified distributors, agents, or partners
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Independent Market Visits
Have our Global Network consultants in any of these countries organize an independent trip to fit with your personal schedule.
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Independent Market Visit Countries
Insight Selling; Getting Translations Right for Your International Business
Marketing Strategies; Managing International Sales Growth
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Networking and Education - Program Meetings
Richmond Marriott www.vacwt.org
and logistics sectors
in international business development with industry experts
Richmond Marriott
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Networking and Education - Program Meetings
Happen to You! (December 2013)
Don’ts for Doing Business Abroad (October 2013)
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Networking and Education - Additional Opportunities
Expense Reimbursement
in Expense Reimbursement
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Expense Reimbursement - Form
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Expense Reimbursement - Invoice
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Expense Reimbursement – Proof of Payment
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Client Impact Statements
evaluated based upon the impact we have made
Client Impact Statements. Your Success is Our Success!
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Client Impact Statement
summary of the service provided.
support on your business initiatives
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Client Impact Statement – Example 1
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Client Impact Statement – Comments
I would not have been able to schedule the same number and quality of meetings on my own. Having VEDP provide this service saved me months of time.
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Participant Agreement
Participant Agreement
Professional Services (Program Partners)
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Program Partners
VALET Program Partners
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Accounting
Advertising, Web and Marketing
Corporate Strategy and Insurance
Customs Brokerage and Freight Forwarding
Financial Services
Legal
Translation
Program Partners
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*PLEASE TAKE A SEAT*
led by VEDP staff person
followed by questions and discussion led by VEDP moderator
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Barthelmai Tax and Export Services – Olaf Barthelmai Cherry Bekaert LLP – Leah Keller PIASCIK – Ryan Losi
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Roundtable Moderator: Caitlin Clark, VEDP Trade Manager – Northwest and Shenandoah
ACCOUNTING
24 Hour Company – Dennis Fitzgerald Access, Inc. – Jerry Dunnavant Active Media – Laszlo Horvath Rick Whittington Consulting – Rick Whittington Hodges Digital Strategies – Not present
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Roundtable Moderator: Michael Howley, VEDP Trade Manager – Northern Virginia
ADVERTISING, WEB DEVELOPMENT & MARKETING
Aon Risk Solutions – Scott Eckmann CAPSTONE Strategic – John Dearing China Channel Limited – Bonnie Girard Marsh & McLennan – Evangeline Miller
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Roundtable Moderator: John Elink-Schuurman, VEDP Trade Manager – Northern Virginia
CORPORATE STRATEGY & INSURANCE
Allegheny Logistics Group – Jim Loux CV International – Ryan Eaves UPS – Kathy Cain UTi – Michael Camarao
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Roundtable Moderator: Monica Nichols, VEDP Trade Manager – Central Virginia
CUSTOMS BROKERAGE & FREIGHT FORWARDING
BB&T Bank – Wendy Dahl M&T Bank – Peter Senica SunTrust Bank – Michael Filchock Wells Fargo Bank – not present
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Roundtable Moderator: Diane Thomas, VEDP Trade Manager – Southwest Virginia
FINANCIAL SERVICES
Fluet Huber + Hoang – Adam Munitz ReavesColey – Ellen Coley Troutman Sanders – Coby Beck Williams Mullen – Tom McVey
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Roundtable Moderator: Jordan Watkins, VEDP Trade Manager – Hampton Roads
LEGAL
ABC Translation – Jodi Castro Ingenuiti – Blake Dozier TNB Language – Ralph Bosen
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Roundtable Moderator: Roger Porter, VEDP Trade Manager – Western Central
TRANSLATION SERVICES
Wrap-up
VEDP Public Relations & Media
publications if you have them.
VALET companies!
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VEDP Resources and Opportunities
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VALET Program Partners
Advertising, Web and Marketing Corporate Strategy and Insurance Translation Accounting Financial Services Legal Customs Brokerage and Freight Forwarding
We strongly encourage you to reach out and contact at least 2 Program Partners as part of your Plan of Action process with the VALET Program Manager. Consider,…
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Tips for Success
more.
projects in parallel.
immediately with calls and emails.
Program Managers!
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Reminders and Next Steps
Stephanie, John and Merle.
have your Plan of Action meeting scheduled.
Trade, October 29-30, Richmond Marriott
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VIRGINIA LEADERS IN EXPORT TRADE
Have a Safe Drive Home!