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VALET VIRGINIA LEADERS IN EXPORT TRADE
ORIENTATION
JULY 2011
VALET CLASS OF JULY 2011
TABLE DISCUSSION
What do you want us to say about
your company at your graduation?
The VALET Program’s goal is to a a company’s international strategy through… planning, expert guidance, and export expense reimbursement
accelerate
IMPACT OF THE VALET PROGRAM
• Intended Consequences – Increase volume (sales) of Virginia exports
– Increase number of Virginia exporters
• Unintended Consequences – Continued international sales post graduation
– Continued engagement with VEDP
– Identification of growth companies
– Identification of expansion projects
– Interaction with other Virginia companies
– Broader support from the program partners
– Three national awards reflect favorably on VEDP
VALET PROGRAM
Companies and VEDP Team
VALET PARTICIPANTS AND ALUMNI
CURRENT VALET PARTICIPANTS
VALET CLASS OF JULY 2011
• Virginia Employees
– Total Employees 721
– Average 60
• Virginia Sales
– Total $116 million
– Average $8.9 million
• Export Sales
– Total $7 million
– Average $0.5 million
• Average Years in Business 25 years
Ralph Torning, International Trade Manager 22776-H Timberlake Road
Lynchburg, Virginia 24502
Phone: (434) 582-5182
Fax: (434) 582-5184
Email: [email protected]
Jenee Andreev, International Trade Manager
8300 Boone Boulevard, Suite 450
Vienna, Virginia 22182
Phone: (703) 506-1031
Fax: (703) 506-1033
Email: [email protected]
Jordan Watkins, International Trade Manager
500 East Main Street, Suite 1220
Norfolk, Virginia 23510
Phone: (757) 314-2358
Fax: (757) 314-2360
Email: [email protected]
Michael Howley, International Trade Manager
8300 Boone Boulevard, Suite 450
Vienna, Virginia 22182
Phone: (703) 506-1030
Fax: (703) 506-1033
Email: [email protected]
Diane Thomas, International Trade Manager
16325 Taylor Place, Suite 300
Abingdon, Virginia 24211
Phone: (276) 623-1536
Fax: (276) 623-1542
Email: [email protected]
Trade Managers
Stephanie Robinson, International Trade Manager
PO Box 798/901 East Byrd Street
Richmond, Virginia 23218
Phone: (804) 545-5755
Fax: (804) 545-5751
Email: [email protected]
Caitlin Clark
VALET Research Manager
P.O. Box 798 / 901 East Byrd Street
Richmond, Virginia 23218-0798
Phone: (804) 545-5765
Fax: (804) 545-5751
Email: [email protected]
Leslie Parpart
Email: [email protected]
(Formerly serving Northern and Tidewater regions)
VALET Team
Oscar Ruiz
PO Box 798 / 901 East Byrd Street
Richmond, Virginia 23218-0798
Phone: (804) 545-5768
Fax: (804) 545-5751
Email: [email protected]
(Serving Southwest, South Central,
Northwest and Central regions)
Kim Weir
PO Box 798 / 901 East Byrd Street
Richmond, Virginia 23218-0798
Phone: (804) 545-5753
Fax: (804) 545-5751
Email: [email protected]
(Serving Northern and Tidewater regions)
VALET Transition Team
VALET PROGRAM
Participant Agreement
VALET PROGRAM
Program Components
VALET PROGRAM COMPONENTS
• Strategic Planning
– VALET Program Calendar
– Plan of Action
• Research
• Travel
• Networking and Education
• Expert Guidance
– Program Partners
• Capital Resources
– Reimbursements
VALET CALENDAR
Planning
Event Date and Location
Year 1 2011-2012
Orientation July 21, 2011
Richmond
Plan of Action Meeting with
Program Manager
August/September 2011
Draft of Plan of Action From Program Manager to Participant
no later than September 30, 2011
Revisions to Plan of Action
Follow-up meetings as needed
October 2011
VALET Program Meeting* October 28, 2011
Following the Virginia Conference on
World Trade in Norfolk
Signed Plan of Action Due to Program Manager
no later than October 15, 2011
Meeting with Research Manager Fall or Winter
Participants’ offices
VALET Program Meeting* April 18, 2012
Richmond
Planning
VALET CALENDAR
Event Date and Location
Year 2 2012-2013
Annual Review Meeting with
Program Manager
July/August 2012
Participants’ offices
VALET Program Meeting* October 2012---TBD
Richmond
Meeting or Conference call with
Program Manager or Research Manager
Fall or Winter 2012
Participants’ offices
VALET Program Meeting*
April 2013—TBD
Exit Interview with Program Manager
May/June 2013
Participants’ offices
Graduation July 2013—Richmond
VALET PROGRAM
Strategic Planning
VALET PROGRAM
Research
SECONDARY RESEARCH
VALET Program Research Manager
Caitlin Clark
CAITLIN CLARK
• US-China Business Council
• BA degree Economics and East Asian Languages
and Literatures (Chinese)
• International research experience
804-545-5765
SECONDARY RESEARCH
• Sources
• List of research tasks
• Frequent requests
• Limitations and benefits
• Sample research
Secondary Research helps to better define the
problem…Sometimes solves the problem!
“Having Mario is like having a dozen other people on staff without having the management responsibilities. A small company such as we are cannot afford to hire all these people to do research and marketing. I may be thinking about a million other things absorbed in day to day business affairs and I'll receive an e-mail from Mario with more marketing research for us. He keeps things percolating.”
Jennifer Miller-McClean, MapTech
VALET Class of July 2006
“Over the course of the past 12 months, Mario has completed at least 15 due diligence research requests for us. Mario is a great, great resource. He is very good at helping us determine whether some of the inquiries that we receive are legitimate.”
Brian Dearing, Base-X
VALET Class of July 2006
“The VEDP has helped us with a UPS shipment that was erroneous as well as helping us to understand general export laws and our export procedures.”
Paula Pike, Frontline Test Equipment
VALET Class of January 2007
SECONDARY RESEARCH
Global Network Research
PRIMARY RESEARCH
GLOBAL NETWORK
16. Hungary
17. India
18. Ireland
19. Israel
20. Italy
21. Japan
22. Jordan
23. Latvia
24. Lithuania
25. Malaysia
26. Mexico
27. The Netherlands
28. New Zealand
29. Norway
30. Poland
The Global Network is a comprehensive group of pre-screened in-country consultants who work
with the Division of International Trade on behalf of Virginia companies. These consultants deliver
top-notch market research specific to your industry and your target market. Some fees do apply.
1. Argentina
2. Australia
3. Belgium
4. Brazil
5. Bulgaria
6. Canada
7. Chile
8. China and Hong Kong
9. Costa Rica
10. Czech Republic
11. Denmark
12. Estonia
13. Finland
14. France
15. Germany
31. Qatar
32. Romania
33. Russia
34. Saudi Arabia
35. Singapore
36. Slovakia
37. South Africa
38. Spain
39. Sweden
40. Thailand
41. Turkey
42. UAE
43. Ukraine
44. United Kingdom
45. Vietnam
IN-COUNTRY CONSULTANTS
Japan
Koji Deguchi
China
Joyce Hua
Mexico
Margo Galvan
There is no cost to VALET companies for research
projects completed by Koji, Joyce or Margo
ROUND TABLE DISCUSSION
VALET PROGRAM
Travel
VALET PROGRAM TRAVEL REQUIREMENT
• Participate in one VEDP trade event over the course
of your two years in the program
• Reimbursements
– Final $2500 will be held until company commits to or
participates in a VEDP trade event
• Options
– Group Market Visit
– Independent Market Visit
– Add-on to previously planned trip or trade show
GROUP MARKET VISITS
• Costa Rica October 3-5 (7/29 deadline)
• Canada - East October 17-21 (8/12 deadline)
• Southeast Asia November 7-11
2012
• India February 20-24
• Saudi Arabia/Qatar March 10-14
• China April 16-20
• South Africa May 7-11
• Brazil May 21-25
• Farnborough Airshow July 9-15
Register online at
http://www.exportvirginia.org/schedule_market_visits.html
“VEDP market visits are organized, well planned, and achieve great results. The matchmaking program allows Virginia companies to directly connect with pre-screened clients and potential partners, matched and selected in advance. As a result, the market visits are less stressful, more productive and allow us to concentrate on why we came: business.”
INCREASE SALES….DECREASE RISK !
MARKET VISITS
“All the meetings went extremely well and I couldn’t be happier with the reception of the companies in Germany and the UK…. Thanks to all of the VEDP staff for following through, this trip has already paid for itself and continues to add major highlights to our development in the world market.”
Private meetings with potential
distributors and customers
MARKET VISITS
INDEPENDENT MARKET VISITS
• If you would like to visit a county outside of the VEDP’s Group
Market Visit schedule, you may consider organizing an
independent market visit through the VEDP’s Global Network
• 45 countries
• 3 days of meetings for $3000-$4000 (depending on the
country)
– Japan and Mexico are $500 a day, if you require on the ground
assistance
– China/Hong Kong $3000
• VEDP will connect you with in-country consultants who
identify, screen and set appointments with qualified
distributors, agents, or partners
INDEPENDENT MARKET VISIT COUNTRIES
16. Hungary
17. India
18. Ireland
19. Israel
20. Italy
21. Japan
22. Jordan
23. Latvia
24. Lithuania
25. Malaysia
26. Mexico
27. The Netherlands
28. New Zealand
29. Norway
30. Poland
1. Argentina
2. Australia
3. Belgium
4. Brazil
5. Bulgaria
6. Canada
7. Chile
8. China and Hong Kong
9. Costa Rica
10. Czech Republic
11. Denmark
12. Estonia
13. Finland
14. France
15. Germany
31. Qatar
32. Romania
33. Russia
34. Saudi Arabia
35. Singapore
36. Slovakia
37. South Africa
38. Spain
39. Sweden
40. Thailand
41. Turkey
42. UAE
43. Ukraine
44. United Kingdom
45. Vietnam
ROUND TABLE DISCUSSION
VALET PROGRAM
Networking and Education
NETWORKING AND EDUCATION
• April 13, 2011
– Focus: Marketing and Translation
– Omni, Richmond
• October 28, 2011
– Focus: Legal and Accounting
– Norfolk Waterside Marriott
– Virginia Conference on World Trade (October 26-27, 2011)
• Web Discussions
– Topics of interest to
• CE Mark, ITAR, IC-DISC, …
VALET PROGRAM
Program Partners
PROGRAM PARTNERS
Advertising and Marketing Collateral
• ACCESS, Inc.
• Siddall, Inc.
Corporate Strategy and Market Entry
• Capstone
• China Channel Limited
Cultural Services and Translation
• ABC Translation Services, LLC
• TNB Language
Customs Brokerage and Freight Forwarding
• C V International, Inc.
• UPS
• UTi, United States
Financial Services and Insurance
• BB&T, International Services Division
• M&T Bank
• Marsh & McLennan Cos.
• SunTrust Bank
Legal and Accounting
• Piascik & Associates, CPA
• Troutman Sanders LLP
• Williams Mullen
Regulatory Compliance
• Allegheny Brokerage Co., Inc
• BSG Consulting
Web Development and Search Engine Optimization
• Active Media
• Hodges Digital Strategies
39
PROGRAM PARTNERS
Advertising and Marketing Collateral
Corporate Strategy and Market Entry
Cultural Services and Translation
Customs Brokerage and Freight Forwarding
Financial Services and Insurance
Legal and Accounting
Regulatory Compliance
Web Development and Search Engine Optimization
40
We strongly encourage the VALET Companies to reach out and
contact at least 2 Program Partners as part of their Plan of
Action process with the VALET Program Manager.
Consider,…
- upcoming needs
- strategy consideration
- education
PROGRAM PARTNERS
1. Contact information
2. Materials
3. Referral Process
4. Consultations
5. Engagements
6. Evaluation Form
7. Next Steps
Expert Guidance
VALET PROGRAM
Expense Reimbursement
EXPENSE REIMBURSEMENT
• Guidelines
• Reimbursable and non-reimbursable expenses
• Time period
– July 1, 2011—June 30, 2013
• Reimbursement form
– Unique project code for each company
– Relevance, paid invoice are required
Expense Reimbursement
$15,000!!!
CLIENT IMPACT STATEMENTS,
PRESS, NEXT STEPS
CLIENT IMPACT STATEMENTS
• International Trade is part of the VEDP
• International Trade & its Trade Managers are
evaluated based upon the impact that is made on
your company
• This impact is measured through the use of Client
Impact Statements
Your Success is Our Success!
ONLINE CLIENT IMPACT STATEMENTS
Oscar, Caitlin, or your
Trade Manager will
provide you with a link
to an on-line evaluation
form
VEDP PUBLIC RELATIONS & MEDIA
• Press release (July 25, 2011)
– Tailored for region
– Issued to regional media outlets as soon as possible
– Follow-up by VEDP C&P staff
• Let us know of specific contacts with your local publications
• Always interested in pitching stories about VALET companies!
VEDP RESOURCES AND OPPORTUNITIES
• VEDP internet resources – Website http://www.exportvirginia.org/
– VALET Participants Only Section
• Login=valet
• Password=participant
• Follow us and the VEDP – Twitter: VirginiaExports
– Linked In: VALET Participants & Alumni Group
– Facebook: Virginia Economic Development Partnership
• Calendar Contest
• VALET Program Update
REMINDERS AND NEXT STEPS
• Expect follow-up emails within the next week from
Oscar & Kim
• Upcoming Group Market Visits
• Talk to Oscar or Kim if you don’t already have your
Plan of Action meeting scheduled
• Call us with questions!
VALET VIRGINIA LEADERS IN EXPORT TRADE
Have a Safe Drive Home!