international trade overview - loudoun chamber john elink-schuurman - m… · international trade...
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VIRGINIA ECONOMIC
DEVELOPMENT PARTNERSHIP
EXPORTVIRGINIA.ORG
INTERNATIONAL TRADE OVERVIEW
May 21, 2015
John Elink-Schuurman
International Trade Manager
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