VIRGINIA ECONOMIC

DEVELOPMENT PARTNERSHIP

EXPORTVIRGINIA.ORG

INTERNATIONAL TRADE OVERVIEW

May 21, 2015

John Elink-Schuurman

International Trade Manager

Jelink-schuurman@yesvirginia.org

703-506-1031 / 804-305-1756

Mission:

• Improve profitability of Va. companies

• Expand Virginia’s tax & job baseGoals:

• Encourage clients to travel

• Increase international sales

Problem solving approach

VEDP – TRADE: MISSION & GOALS

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WHY EXPORT?

* Market Access.

* Demand.

* Competitive Advantage.

* Risk Mitigation.

In a Nutshell: Profits

Companies that commit to international business

development = Increase of approx 7% increase in profit

margins (HSBC 2013).

• Market Intelligence: Identify & qualify potential in-

country partners, customers, distributors• Global Network & Internal research

• International Travel: Take clients to market• Group & Independent Trade Missions

• Deliver: Execute international business plans in

targeted markets• Trade Manager consulting, VALET Program, Defense Initiative

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VEDP - International Trade:

How do we do it?

GLOBAL NETWORK – VIRGINIA

• Private sector consultants/firms

• Local knowledge/expertise

• Realize competitive advantages and understand in-country regs

FY 2009 – Present

• > 1100 Market Research Projects Completed

Total Research Projects in CY 2014

• Global Network Research – 245

• Internal Research – 126

Examples of Research Topics

• Who is importing my product or service?

• Are there any regulations I need to be aware of?

• How do I find a local partner?

• Technical expertise (ie Due Diligence)

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MARKET RESEARCH

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CY 2015

• 230 companies traveled with VEDP on Trade Missions

Countries Traveled:

• UK, Canada, Australia, Singapore, Poland, Mexico, Vietnam, Saudi

Arabia, India, Colombia, South Africa, China, Brazil, Chile, Turkey, Costa

Rica, Korea, Czech Republic, Colombia, UAE, Argentina

Trade Missions vs. Independent Market Visits

INTERNATIONAL TRAVEL

UPCOMING EVENTS CALENDAR

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Virginia Leaders in Export Trade (VALET)

• 50 companies annually accelerate their global marketing

efforts through this program

• Invitation only (January or July every year)

• Dedicated account manager and research team

Companies experience a 54% increase in international

sales over the two year program

VALET PROGRAM

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“GOING GLOBAL” DEFENSE INITIATIVE

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Professional Services:

1. Market research

2. Export compliance

3. Digital marketing

4. International certification

Training Seminars:

5. Export training (FCPA, Shipping/Logistics, NATO procurement)

International Travel

6. Defense Industry Trade Shows (ie: IDEX Middle East, Expodefensa (Columbia), LAAD (Brazil)

“GOING GLOBAL”

DEFENSE INITIATIVE – COMPONENTS

PUTTING IT ALL TOGETHER

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• Local trade counseling from seven Trade Managers across Virginia

• In-country, market research in 75 countries via Virginia’s Global Network

• Travel to Market

• Virginia Leaders In Export Trade (VALET) Program

• Going Global Defense Initiative and other Grant Programs

• Virginia Conference on World

Trade

• Export Training

• Publications

– Beyond Virginia e-newsletter

– ExportVirginia.org

– Beyond Virginia Calendar

– FastFacts