VALET
VIRGINIA LEADERS IN EXPORT TRADE
ORIENTATION
JANUARY 16, 2013
VALET Class of January 2013

2
VALET Program Goal

The VALET Program’s goal is to
accelerate a company’s international
strategy through:
• Planning
• Exp...
Impact of the VALET Program
• Intended Results
– Increase volume (sales) of Virginia exports
– Increase number of Virginia...
Today at a Glance
8:15 – 8:30

Welcome

8:30 – 11:50

VALET Program Orientation
Mid-morning break, Photo of class

12:00 –...
Table Discussion

What do you want us to say
about your company at your
graduation?

6
VALET Program
Companies and VEDP Team
VALET Current Participants and Alumni
Current VALET Participants

9
VALET Class of January 2013
• Virginia Employees
– Total Employees 2,877
– Average
206

• Virginia Sales
– Total
– Average...
VEDP Trade Managers
Jenee Andreev,
International Trade Manager
Northern Region
8300 Boone Boulevard, Suite 450
Vienna, Vir...
VALET Managers
Stephanie Robinson
VALET Program Manager
PO Box 798 / 901 East Byrd Street
Richmond, Virginia 23218-0798
Ph...
VALET Program
Program Components
VALET Program Components
• Strategic Planning
– VALET Program Calendar
– Plan of Action

•
•
•
•

Research
Travel
Networki...
VALET Program
Strategic Planning
VALET Calendar
Orientation

Event
Year 1

January 16, 2013
Richmond

Date and Location
2013-2014

Plan of Action Meeting w...
VALET Calendar
Event
Year 2

Date & Location
2014-2015

Annual Review Meeting with
Program Manager

January/February 2014
...
Plan of Action

18
Plan of Action

19
Plan of Action

20
Plan of Action

21
Plan of Action

22
VALET Program
Morning Break
VALET Program
Research
Research Services
Internal Research: Caitlin Clark, VALET Research Manager
•
•
•
•
•
•

Top Markets
Market / Industry Over...
Internal Research Examples
Trade
shows
4%

Partner
search
5%

Technical
assistance
16%

Competitor
analysis
6%
Due
diligen...
Webinars
Recent VALET Webinars:
• CE Marking: Preparing your product for the EU market
• Software & Mobile App Localizatio...
Other VEDP Trade Resources
SERVICE EXPORTS GUIDE
Exporting Services: A Guide for New Exporters is aimed at building on the...
Secondary Research
ORIENTATION RESEARCH
General
• A Basic Guide to Exporting (Department of Commerce)
• Compliance Guideli...
Global Network (In-Country)
Research
VEDP Network of In-Country Consultants
Global Network
The Global Network is a comprehensive group of pre-screened in-country consultants who
work with VEDP - Int...
Global Network – China and Mexico

China
Joyce Hua

Mexico
Margo Galvan

There is no cost to VALET companies for research
...
Research Available via Global Network
Market Entry
• Everything you need to know about the market for your product or serv...
Roundtable Discussion
Roundtable Discussion Questions
1. The answer to what question could
help you develop your international
strategy?
2. What...
VALET Program
Travel
VALET Program Travel Requirement
• Participate in one VEDP trade event over the
course of your two years in the program.
•...
Trade Missions – Upcoming Schedule
Trade Missions in 2013:
India
Canada (West)
South Korea
United Kingdom
Brazil
Paris Air...
Trade Missions
“VEDP trade missions are
organized, well planned, and
achieve great results. The
matchmaking program allows...
Trade Missions
“All the meetings went extremely well
and I couldn’t be happier with the
reception of the companies in Germ...
Trade Missions
Sample Trade Mission Schedule – South Africa
Johannesburg – Tuesday 8 May 2012
South African Company
Contac...
Independent Market Visits
• If you would like to visit a county outside of the VEDP’s
Trade Mission schedule, you may cons...
Independent Market Visit Countries
Have our Global Network consultants in any of these countries organize an
independent t...
VALET Program
Networking and Education
Networking and Education - Program Meetings

• Recent Content
– October 2012
• Virginia Conference on World Trade – Cultiv...
Networking and Education - Program Meetings

• Upcoming Program Meeting:

– April 10, 2013
– The Berkeley Hotel, Richmond
...
Networking and Education –
Additional Opportunities

• Webinars

– Website and Software Localization (March 2012)
– Intern...
VALET Program
Expense Reimbursement
Expense Reimbursement

$15,000!!!

in Expense Reimbursement

•

Guidelines

•

Reimbursable and non-reimbursable expenses
...
Expense Reimbursement - Form

50
Expense Reimbursement - Invoice

51
Expense Reimbursement –
Proof of Payment

52
Client Impact Statements, Media,
Next Steps
Client Impact Statements
• International Trade is part of the VEDP.
• International Trade & VALET Program are
evaluated ba...
Client Impact Statement
Several CIS categories
• Technical Assistance From VEDP Resource
• Research Project
• Internationa...
Client Impact Statement –
Example 1

56
Client Impact Statement –
Example 2

57
Client Impact Statement –
Example 3 (Completed)
VEDP's support was
invaluable in allowing us to
understand how to complete...
VALET Program
Participant Agreement
Participant Agreement
• Extent and Limitation of Reimbursements and
Professional Services (Program Partners)
• VALET Trave...
VALET Program
Program Partners
VALET Program Partners
Advertising, Web and Marketing
•
ACCESS, Inc.
•
Active Media
•
Hodges Digital Strategies

Financial...
Program Partners
1. Contact Information
2. Materials
3. Referral Process
4. Consultations
5. Engagements
6. Next Steps

63
VALET Program
Graduation Luncheon
VALET Program
Program Partner Roundtable Session
Welcome
*PLEASE TAKE A SEAT*
• Introduction of Program Partners by Category
• Roundtable Sessions begin –
5 rounds, 12 min...
VALET Program Partners
Advertising, Web Development, Marketing
Access, Inc. – Jerry Dunnavant
Active Media – Meg Radford a...
VALET Program Partners
Corporate Strategy and Proposals
24 Hour Company – Colleen Jolly
CAPSTONE Strategic – John Dearing
...
VALET Program Partners
Translation
ABC Translation Services – Jodi Castro
TNB Language – Mary and Ralph Bosen

Roundtable ...
VALET Program Partners
Customs Brokerage and Regulatory Compliance
Allegheny Logistics Group – Lee Milton
CV International...
VALET Program Partners
Financial Services and Insurance
BB&T International Services – Wendy Dahl
M&T Bank – Neven Bonev an...
VALET Program Partners
Legal and Accounting
Cherry Bekaert LLP – Olaf Barthelmai and Chris Lazzuri
PIASCIK – Ryan Losi
Tro...
VALET Program
Wrap-up
VEDP Public Relations & Media
•

Press release

•

Tailored for region
–
–

Issued to regional media outlets as soon as
po...
VEDP Resources and Opportunities
• VEDP Internet Resources
– Website http://www.exportvirginia.org/
– VALET Participants O...
VALET Program Partners
Advertising, Web and Marketing

Financial Services and Insurance

Corporate Strategy and Proposals
...
Tips for Success
• Utilize all the resources available – ask us for
more.
• Consider initiating multiple country research
...
Reminders and Next Steps
• Expect follow-up emails within the next week from
Oscar, Stephanie and Caitlin.
• Consider upco...
VALET
VIRGINIA LEADERS IN EXPORT TRADE
Have a Safe Drive Home!
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Exportvirginia.org Marsha Sompayrac Virginia Leaders Export Trade

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Marsha Sompayrac is a founding Program Partner of the Virginia Leaders in Export Trade (VALET). A key program for the Virginia Economic Development Partnership, VALET is a public-private sector partnership to promote exports among Virginia companies. Over 150 companies have graduated from the program since its inception in 2003, generating millions in sales and creating thousands of jobs for Virginians.

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Exportvirginia.org Marsha Sompayrac Virginia Leaders Export Trade

  1. 1. VALET VIRGINIA LEADERS IN EXPORT TRADE ORIENTATION JANUARY 16, 2013
  2. 2. VALET Class of January 2013 2
  3. 3. VALET Program Goal The VALET Program’s goal is to accelerate a company’s international strategy through: • Planning • Expert Guidance • Export Expense Reimbursement 3
  4. 4. Impact of the VALET Program • Intended Results – Increase volume (sales) of Virginia exports – Increase number of Virginia exporters • Collateral Benefits – – – – – – – 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 4
  5. 5. Today at a Glance 8:15 – 8:30 Welcome 8:30 – 11:50 VALET Program Orientation Mid-morning break, Photo of class 12:00 – 1:30 Luncheon and Jan ‘11 Graduation 1:30-2:00 Networking Break 2:00-4:00 VALET Program Partner Roundtable 4:00 Wrap-up and adjournment 5
  6. 6. Table Discussion What do you want us to say about your company at your graduation? 6
  7. 7. VALET Program Companies and VEDP Team
  8. 8. VALET Current Participants and Alumni
  9. 9. Current VALET Participants 9
  10. 10. VALET Class of January 2013 • Virginia Employees – Total Employees 2,877 – Average 206 • Virginia Sales – Total – Average $1.63 billion $116 million (3 companies above, 11 below) • Export Sales – Total – Average $69 million $5 million (4 companies above, 10 below) • Average Years in Business 35 years 10
  11. 11. VEDP Trade Managers Jenee Andreev, International Trade Manager Northern Region 8300 Boone Boulevard, Suite 450 Vienna, Virginia 22182 Phone: (703) 506-1031 Fax: (703) 506-1033 Email: JAndreev@YesVirginia.org Paul Ehrich, International Trade Manager South Central Region 4502 Starkey Road, SW, Suite 100 Roanoke, Virginia 24018 Phone: (540) 772-3905 Fax: (540) 772-3906 Email: PEhrich@YesVirginia.org Diane Thomas, International Trade Manager Southwest Region 16325 Taylor Place, Suite 300 Abingdon, Virginia 24211 Phone: (276) 623-1536 Fax: (276) 623-1542 Email: DThomas@YesVirginia.org Michael Howley, International Trade Manager Northern Region 8300 Boone Boulevard, Suite 450 Vienna, Virginia 22182 Phone: (703) 506-1030 Fax: (703) 506-1033 Email: MHowley@YesVirginia.org Monica Stautner Nichols, International Trade Manager Central Region PO Box 798/901 East Byrd Street Richmond, Virginia 23218 Phone: (804) 545-5753 Fax: (804) 545-5751 Email: MNichols@YesVirginia.org Roger Porter, International Trade Manager Northwest Region 30 Ladd Road Fishersville, Virginia 22939 Phone: : (540) 213-0267 Fax: (540) 213-0268 Email: RPorter@YesVirginia.org Jordan Watkins, International Trade Manager Eastern Region 500 East Main Street, Suite 1220 Norfolk, Virginia 23510 Phone: (757) 314-2358 Fax: (757) 314-2360 Email: JWatkins@YesVirginia.org 11
  12. 12. VALET Managers Stephanie Robinson VALET Program Manager PO Box 798 / 901 East Byrd Street Richmond, Virginia 23218-0798 Phone: (804) 545-5755 Fax: (804) 545-5751 Email: srobinson@YesVirginia.org Oscar Ruiz VALET Program Manager PO Box 798 / 901 East Byrd Street Richmond, Virginia 23218-0798 Phone: (804) 545-5768 Fax: (804) 545-5751 Email: oruiz@YesVirginia.org (Serving Northern Virginia and Tidewater regions) (Serving Southwest, South Central, Northwest and Central regions) 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: cclark@YesVirginia.org 12
  13. 13. VALET Program Program Components
  14. 14. VALET Program Components • Strategic Planning – VALET Program Calendar – Plan of Action • • • • Research Travel Networking and Education Capital Resources – Reimbursements • Expert Guidance – Program Partners 14
  15. 15. VALET Program Strategic Planning
  16. 16. VALET Calendar Orientation Event Year 1 January 16, 2013 Richmond Date and Location 2013-2014 Plan of Action Meeting with Program Manager Draft of Plan of Action January/February 2013 Revisions to Plan of Action Follow-up meetings as needed March 2012 Signed Plan of Action Due to Program Manager no later than April 1, 2013 VALET Program Meeting* April 10, 2013 in Richmond, VA The Berkeley Hotel Spring or Summer 2013 (or as needed) Participants’ offices October 23-24, 2013 Williamsburg Lodge Williamsburg, VA Meeting with Research Manager Virginia Conference on World Trade* From Program Manager to Participant no later than February 28, 2013 *Each participating company is expected to send a representative to both the VALET Program Meeting and the Virginia Conference on World Trade. 16
  17. 17. VALET Calendar Event Year 2 Date & Location 2014-2015 Annual Review Meeting with Program Manager January/February 2014 Participants’ offices VALET Program Meeting* April 2014 in Richmond, VA Meeting or Conference call with Program Manager or Research Manager Spring or Summer 2014 (or as needed) Participants’ offices Virginia Conference on World Trade* October 2014 Location TBD Exit Interview with Program Manager November/December 2014 Participants’ offices Graduation Luncheon January 2015 in Richmond, VA *Each participating company is expected to send a representative to both the VALET Program Meeting and the Virginia Conference on World Trade. 17
  18. 18. Plan of Action 18
  19. 19. Plan of Action 19
  20. 20. Plan of Action 20
  21. 21. Plan of Action 21
  22. 22. Plan of Action 22
  23. 23. VALET Program Morning Break
  24. 24. VALET Program Research
  25. 25. Research Services Internal Research: Caitlin Clark, VALET Research Manager • • • • • • Top Markets Market / Industry Overviews Competitor Analysis Technical Assistance Trade Shows Due Diligence, etc. STEP 1: Call upon Program Manager or Caitlin to discuss research needs. STEP 2: Depending on resources required, Caitlin will conduct research internally Or STEP3: VALET Managers will work with you to engage VEDP Global Network for the research Global Network Research • • • • Partner Search Partner Verification In Depth Market Research Trade Mission-related Research Research Link I've sent you a presentation that you can view online by clicking on the following link: https://na13.salesforce.com/ sfc/p/30000000V5lx5QOZe A4IZ_D0RYFDeYLLxYOXD h8= 25
  26. 26. Internal Research Examples Trade shows 4% Partner search 5% Technical assistance 16% Competitor analysis 6% Due diligence 11% Forward information 10% Forward opportunity 10% Market research 38% Competitor analysis Look at competitors' export destinations, identify competitors’ HS codes 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 Market research Identify top markets, analyze sectors in potential target markets, assistance determine target regions in markets Partner search Identify potential retailers, current importers Technical assistance Verify HS codes, export license requirements, operations research Trade shows Determine relevant trade shows 26
  27. 27. Webinars Recent VALET Webinars: • CE Marking: Preparing your product for the EU market • Software & Mobile App Localization: Preparing Your Product for Global Markets • Best Practices for Structuring Overseas Employee, Vendor, and Partner Contracts • Utilizing U.S. Export Finance Programs Check out slides and recordings from these webinars on the VALET Opportunities & Resources page (Username: valet Password: participant) More to come in 2013! 27
  28. 28. Other VEDP Trade Resources SERVICE EXPORTS GUIDE Exporting Services: A Guide for New Exporters is aimed at building on the strength of the state’s service sector to grow service exports and the high-paying jobs they support. The guide outlines export processes and resources as they apply to service companies: • • • • • • • Assessing export readiness Understanding export regulations Selecting an international market Intellectual property protection Work permits, certifications, and standards Market entry Financing and payments ...AND CHECK OUT THESE GREAT RESOURCES ON EXPORTVIRGINIA.ORG • Fast Facts - Overviews of trade-related issues, export processes, and individual markets. See our Fast Facts on Determining HS Codes, Responding to Inquiries, Financing and Payments, Visa Requirements & Work Permits, and much more • International Resources – Our International Resources page provides links to numerous federal, state, and private resources for exporters 28
  29. 29. Secondary Research ORIENTATION RESEARCH General • A Basic Guide to Exporting (Department of Commerce) • Compliance Guidelines: How to Develop an Effective Export Management and Compliance Program and Manual (Bureau of Industry and Security) • Do's and Don'ts of International Distribution/Agency Agreements (Kaufman & Canoles) • Trade Finance Guide (Department of Commerce) • Trade Resources to Explore Customized • Hoover’s, Onesource company database profiles • Trade statistics • Sector/market reports • Resources (industry associations, publications, etc.) • Service exports report 29
  30. 30. Global Network (In-Country) Research VEDP Network of In-Country Consultants
  31. 31. Global Network The Global Network is a comprehensive group of pre-screened in-country consultants who work with VEDP - 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. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. Argentina Australia Belgium Brazil Bulgaria Canada Chile China and Hong Kong Colombia Costa Rica Czech Republic Denmark Estonia Finland France Germany 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30. 31. 32. 33. Hungary India Indonesia Ireland Israel Italy Japan Jordan Latvia Lithuania Malaysia Mexico The Netherlands New Zealand Norway Philippines Poland 34. 35. 36. 37. 38. 39. 40. 41. 42. 43. 44. 45. 46. 47. 48. 49. Qatar Romania Russia Saudi Arabia Singapore Slovakia South Africa South Korea Spain Sweden Thailand Turkey UAE Ukraine United Kingdom Vietnam 31
  32. 32. Global Network – China and Mexico China Joyce Hua Mexico Margo Galvan There is no cost to VALET companies for research projects completed by Joyce or Margo. 32
  33. 33. Research Available via Global Network Market Entry • Everything you need to know about the market for your product or service in a particular country – demand, competition, industry trends, how to get started. Finding a Local Partner • Get a list of potential partners or customers in your target market, and even have our consultants make initial contacts and pre-qualify them for you. They can also conduct due diligence on companies that have contacted you. Market Visit • Have our consultants set up the meetings and logistics for your next international business trip – everything from developing your itinerary of meetings to securing an interpreter to providing trade show support. Legal, Shipping and Payment Issues • Need help finding a lawyer in your target market, figuring out the applicable regulations 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. 33
  34. 34. Roundtable Discussion
  35. 35. Roundtable Discussion Questions 1. The answer to what question could help you develop your international strategy? 2. What piece of information would help you make the decision to enter a new market? 3. What would you like to know about an international market? 35
  36. 36. VALET Program Travel
  37. 37. 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 – Trade Mission – Independent Market Visit – Add-on to previously planned trip or trade show 37
  38. 38. Trade Missions – Upcoming Schedule Trade Missions in 2013: India Canada (West) South Korea United Kingdom Brazil Paris Airshow Australia and Pacific 2013 Canada – East Chile and Argentina Singapore and Vietnam February 25 – Mar 1 March 18 - 22 April 15 -19 April 29 – May 3 June 3 - 7 June 17 – 23 October 7 – 11 October 21-25 November 11-15 November 18-22 Register online at http://exportvirginia.org/programs/trade-missions/visits-schedule/ 38
  39. 39. Trade Missions “VEDP trade missions 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 trade missions are less stressful, more productive and allow us to concentrate on why we came: business.” INCREASE SALES….DECREASE RISK ! 39
  40. 40. Trade Missions “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 40
  41. 41. Trade Missions Sample Trade Mission Schedule – South Africa Johannesburg – Tuesday 8 May 2012 South African Company Contact Person, Position Contact Info. Check out of hotel (take luggage with you) Depart for meetings with Richard Zurba T: +27 11 312 4614 PuriTech Terence Naidoo F: +27 (0) 86 218 4346 Owner E: Terence@puritech.co.za W: www.puritech.co.za T: +27 12 756 4350 10:00 – 13:00 Aquathane Henk Wiese E: info@aquathane.co.za Director Confirmed M: +27 82 803 8410 W: www.aquathane.co.za includes lunch T: +27 12 665 4113 14:00 SA Water Evan Painting F: +27 12 665 4117 Chief Engineer Confirmed E: evan@sawater.co.za W: www.sawater.co.za T: +27 11 663 3600 15:30 Veolia Water Butch Donald Procurement Manager F: +27 11 608 4772 Confirmed E: butch.donald@veoliawater.com W: www.veoliawaterst.co.za Depart for OR Tambo International Airport directly from Flight Details: last meeting SA579 depart from Johannesburg to Durban at 19:00 arrive at 20:15 Shuttle service from King Shaka Airport to hotel Time 06:45 08:00 Confirmed 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 Meeting Venue TSK Marketing CC A5 Allandale Business Park cnr Le Roux & Morkel Close Halfway House Unit 45 Tannery Industrial Park Silverton Pretoria 13 A Eddington Crescent Highveld Technopark Centurion S04 Modderfontein House, Moddercrest Office Park, High Street, Modderfontein 41
  42. 42. Independent Market Visits • If you would like to visit a county outside of the VEDP’s Trade Mission schedule, you may consider organizing an independent market visit through the VEDP’s Global Network • 49 countries • 3 days of meetings for $3000-$4000 (depending on the country) – China and Mexico are $500 a day, if you require on the ground assistance • VEDP will connect you with in-country consultants who identify, screen and set appointments with qualified distributors, agents, or partners 42
  43. 43. Independent Market Visit Countries Have our Global Network consultants in any of these countries organize an independent trip to fit with your personal schedule. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. Argentina Australia Belgium Brazil Bulgaria Canada Chile China and Hong Kong Colombia Costa Rica Czech Republic Denmark Estonia Finland France Germany 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30. 31. 32. 33. Hungary India Indonesia Ireland Israel Italy Japan Jordan Latvia Lithuania Malaysia Mexico The Netherlands New Zealand Norway Philippines Poland 34. 35. 36. 37. 38. 39. 40. 41. 42. 43. 44. 45. 46. 47. 48. 49. Qatar Romania Russia Saudi Arabia Singapore Slovakia South Africa South Korea Spain Sweden Thailand Turkey UAE Ukraine United Kingdom Vietnam 43
  44. 44. VALET Program Networking and Education
  45. 45. Networking and Education - Program Meetings • Recent Content – October 2012 • Virginia Conference on World Trade – Cultivating International Partnerships – April 2012 • Cloud computing & data security • E-commerce & taxation – October 2011 • Focus: Managing Risk (legal, financial, accounting) • Virginia Conference on World Trade – Getting to Yes – April 2011 • Focus: Marketing and Translation 45
  46. 46. Networking and Education - Program Meetings • Upcoming Program Meeting: – April 10, 2013 – The Berkeley Hotel, Richmond – Topic TBD • 65th Virginia Conference on World Trade in Williamsburg www.vacwt.org – Network with hundreds of people from manufacturing, service, and logistics sectors – Get caught up on international trade issues with industry experts – Hear high-caliber speakers discuss how Virginia is positioning itself for the future of international trade 46
  47. 47. Networking and Education – Additional Opportunities • Webinars – Website and Software Localization (March 2012) – International government procurement proposals (August 2012) – Employment vs. vendor contracts in foreign markets (Sept 2012) • Global Defense & Security Seminar & Networking Event: – March 8, 2013 – Crowne Plaza Washington National Airport, Arlington, VA • Other Recommendations? 47
  48. 48. VALET Program Expense Reimbursement
  49. 49. Expense Reimbursement $15,000!!! in Expense Reimbursement • Guidelines • Reimbursable and non-reimbursable expenses • Time period • • January 1, 2013 – December 1, 2014 Reimbursement form • • Unique project code for each company Relevance, invoice, proof of payment are required 49
  50. 50. Expense Reimbursement - Form 50
  51. 51. Expense Reimbursement - Invoice 51
  52. 52. Expense Reimbursement – Proof of Payment 52
  53. 53. Client Impact Statements, Media, Next Steps
  54. 54. Client Impact Statements • International Trade is part of the VEDP. • International Trade & VALET Program are evaluated based upon the impact that we have made on your company. • This impact is measured through the use of Client Impact Statements. Your Success is Our Success! 54
  55. 55. Client Impact Statement Several CIS categories • Technical Assistance From VEDP Resource • Research Project • International Travel • Appointed Commercial Representation • Obtained A Sale Email you receive will contain a link to electronic form that includes a brief summary of the service provided. Fill in circles that apply •Share a few lines of text feedback regarding the impact of our support on your business initiatives The CIS is reviewed internally within VEDP in confidence. 55
  56. 56. Client Impact Statement – Example 1 56
  57. 57. Client Impact Statement – Example 2 57
  58. 58. Client Impact Statement – Example 3 (Completed) VEDP's support was invaluable in allowing us to understand how to complete the import documentation correctly. There were some areas of concern with regulatory compliance, and we were able to adequately address these issues to avoid shipping delays on our first order to South Korea. 58
  59. 59. VALET Program Participant Agreement
  60. 60. Participant Agreement • Extent and Limitation of Reimbursements and Professional Services (Program Partners) • VALET Travel Requirement • Limitations on Liability • Confidentiality of information • Use of Name and Logo 60
  61. 61. VALET Program Program Partners
  62. 62. VALET Program Partners Advertising, Web and Marketing • ACCESS, Inc. • Active Media • Hodges Digital Strategies Financial Services and Insurance • BB&T, International Services Division • M&T Bank • Marsh USA • SunTrust Bank Corporate Strategy and Proposals • 24 Hour Company • Capstone • China Channel Limited Legal and Accounting • Cherry Bekaert LLP • PIASCIK • Troutman Sanders LLP • Williams Mullen Translation • ABC Translation Services, LLC • TNB Language Customs Brokerage and Regulatory Compliance • Allegheny Logistics Group, Inc • CV International, Inc. • Export Compliance Training Institute and BSG Consulting • UPS • UTi, United States 62
  63. 63. Program Partners 1. Contact Information 2. Materials 3. Referral Process 4. Consultations 5. Engagements 6. Next Steps 63
  64. 64. VALET Program Graduation Luncheon
  65. 65. VALET Program Program Partner Roundtable Session
  66. 66. Welcome *PLEASE TAKE A SEAT* • Introduction of Program Partners by Category • Roundtable Sessions begin – 5 rounds, 12 minutes each Conducted in Potomac and Rappahannock rooms VALET Participants seated at specific tables VALET Program Partners rotate amongst participant tables, led by VEDP Trade Manager – Program Partners introduce themselves at each round, followed by questions and discussion led by Trade Manager – – – – 66
  67. 67. VALET Program Partners Advertising, Web Development, Marketing Access, Inc. – Jerry Dunnavant Active Media – Meg Radford and Laszlo Horvath Hodges Digital Strategies – Sonali Shetty Roundtable Moderator: Jenee Andreev, VEDP Trade Manager – Northern Virginia 67
  68. 68. VALET Program Partners Corporate Strategy and Proposals 24 Hour Company – Colleen Jolly CAPSTONE Strategic – John Dearing China Channel Limited – Roland Evans Roundtable Moderator: Jordan Watkins, VEDP Trade Manager - Norfolk 68
  69. 69. VALET Program Partners Translation ABC Translation Services – Jodi Castro TNB Language – Mary and Ralph Bosen Roundtable Moderator: Roger Porter, VEDP Trade Manager - Shenandoah 69
  70. 70. VALET Program Partners Customs Brokerage and Regulatory Compliance Allegheny Logistics Group – Lee Milton CV International – Ryan Eaves Export Compliance Training Institute and BSG Consulting – John Black UPS – Mike Sarnecky UTi – Michael Camarao Roundtable Moderator: Diane Thomas, VEDP Trade Manager – Southwest Virginia 70
  71. 71. VALET Program Partners Financial Services and Insurance BB&T International Services – Wendy Dahl M&T Bank – Neven Bonev and Marsh USA – Matthew McDavid SunTrust Bank – Marsha Sompayrac and Michael Filchook Roundtable Moderator: Michael Howley, VEDP Trade Manager – Northern Virginia 71
  72. 72. VALET Program Partners Legal and Accounting Cherry Bekaert LLP – Olaf Barthelmai and Chris Lazzuri PIASCIK – Ryan Losi Troutman Sanders – Coby Beck Williams Mullen – Tom McVey Roundtable Moderator: Monica Nichols, VEDP Trade Manager – Central Virginia 72
  73. 73. VALET Program Wrap-up
  74. 74. VEDP Public Relations & Media • Press release • 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 if you have them. • Always interested in pitching stories about VALET companies! 74
  75. 75. 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 – LinkedIn: VALET Participants & Alumni Group – Facebook: Virginia Economic Development Partnership • Calendar Contest • VALET Program Update 75
  76. 76. VALET Program Partners Advertising, Web and Marketing Financial Services and Insurance Corporate Strategy and Proposals Legal and Accounting Translation Customs Brokerage and Regulatory Compliance 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,… - upcoming needs - strategy consideration - education 76
  77. 77. Tips for Success • Utilize all the resources available – ask us for more. • Consider initiating multiple country research projects in parallel. • Plan to travel to market sooner rather than later. • Follow up on trade mission meetings immediately with calls and emails. • And most importantly – engage with your Program Managers! 77
  78. 78. Reminders and Next Steps • Expect follow-up emails within the next week from Oscar, Stephanie and Caitlin. • Consider upcoming Trade Missions. • Talk to Oscar or Stephanie if you don’t already have your Plan of Action meeting scheduled. • Plan to attend the VALET April Program Meeting April 10 at The Berkeley Hotel in Richmond. • Call us with questions! 78
  79. 79. VALET VIRGINIA LEADERS IN EXPORT TRADE Have a Safe Drive Home!

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