VALET · · 2019-12-16Impact of the VALET Program • Intended Results – Increase volume...
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VALET VIRGINIA LEADERS IN EXPORT TRADE ORIENTATION JULY 11, 2013
Transcript of VALET · · 2019-12-16Impact of the VALET Program • Intended Results – Increase volume...
VALET VIRGINIA LEADERS IN EXPORT TRADE ORIENTATION JULY 11, 2013
VALET Class of July 2013
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VALET Program Goal
The VALET Program’s goal is to accelerate a company’s international
strategy through: • Planning • Expert Guidance • Export Expense Reimbursement
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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 – Interaction with other Virginia companies – Take on disciplined approach to pursuing international
sales and maintain beyond graduation
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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 July ‘11 Graduation
1:30-2:00 Networking Break
2:00-4:00 VALET Program Partner Roundtable
4:00 Wrap-up and adjournment
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Group Discussion
What do you want us to say about your company at your
graduation?
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VALET Program
Companies and VEDP Team
VALET Current Participants and Alumni
Current VALET Participants
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VALET Class of July 2013
• Virginia Employees – Total Employees 1886 – Average 156
• Virginia Sales
– Total $138.1 million – Average $12.5 million (4 companies above, 8 below)
• Export Sales – Total $20.2 million – Average $1.8 million (7 companies above, 5 below)
• Average Years in Business 23 years
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VEDP Trade Managers
Roger Porter, International Trade Manager Northwest Region 30 Ladd Road Fishersville, Virginia 22939 Phone: : (540) 213-0267 Fax: (540) 213-0268 Email: [email protected]
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: [email protected]
Michael Howley, International Trade Manager Northern Region 8300 Boone Boulevard, Suite 450 Vienna, Virginia 22182 Phone: (703) 506-1030 Fax: (703) 506-1033 Email: [email protected]
Diane Thomas, International Trade Manager Southwest Region 16325 Taylor Place, Suite 300 Abingdon, Virginia 24211 Phone: (276) 623-1536 Fax: (276) 623-1542 Email: [email protected]
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: [email protected]
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: [email protected]
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John Elink-Schuurman International Trade Manager Northern Region 8300 Boone Boulevard, Suite 450 Vienna, Virginia 22182 Phone: (703) 506-1031 Fax: (703) 506-1033 Email: [email protected]
VALET Managers
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]
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: [email protected] (Serving Northern Virginia and Hampton Roads regions)
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: [email protected] (Serving Southwest, South Central, Northwest and Central regions)
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VALET Program
Program Components
VALET Program Components
• Strategic Planning – VALET Program Calendar – Plan of Action
• Research • Travel • Networking and Education • Capital Resources
– Reimbursements • Expert Guidance
– Program Partners
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VALET Program
Strategic Planning
VALET Calendar
Event Date and Location Year 1 2013-2014
Orientation July 11, 2013 Richmond
Plan of Action Meeting with Program Manager
July/August 2013
Draft of Plan of Action From Program Manager to Participant no later than August 31, 2013
Revisions to Plan of Action Follow-up meetings as needed
September 2013
Signed Plan of Action
Due to Program Manager no later than October 1, 2013
Virginia Conference on World Trade* October 23-24, 2013 Williamsburg Lodge Williamsburg, VA
Meeting with Research Manager Winter or Spring 2014 (or as needed) Participants’ offices
VALET Program Meeting* April 2014 in Richmond, VA Richmond Marriott
*Each participating company is expected to send a representative to both the VALET Program Meeting and the Virginia Conference on World Trade.
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VALET Calendar
Event Date & Location Year 2 2014-2015
Annual Review Meeting with Program Manager
July/August 2014 Participants’ offices
Virginia Conference on World Trade*
October 2014 Location TBD
Meeting or Conference call with Program Manager or Research Manager
Winter or Spring 2015 (or as needed) Participants’ offices
VALET Program Meeting* April 2015 in Richmond, VA
Exit Interview with Program Manager
May/June 2015 Participants’ offices
Graduation Luncheon July 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.
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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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Plan of Action
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VALET Program
Morning Break
VALET Program
Research
Internal Research: Caitlin Clark, VALET Research Manager • Top Markets • Market / Industry Overviews • Competitor Analysis • Technical Assistance • Trade Shows • Due Diligence, etc.
Research Services
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
I've sent you a presentation that you can view online by clicking on the following link: https://na13.salesforce.com/sfc/p/30000000V5lx5QOZeA4IZ_D0RYFDeYLLxYOXDh8=
Research Link
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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
Competitor analysis
6%
Due diligence
11%
Forward - information
10%
Forward - opportunity
10% Market
research 38%
Partner search
5%
Technical assistance
16%
Trade shows
4%
Internal Research Examples
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Recent VALET Webinars: • 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
• Best Practices in Content Marketing
Check out slides and recordings from these webinars on the VALET Opportunities & Resources page (Username: valet Password: participant)
VALET Webinars
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VALET Blog
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• VALET Blog Newsletter once a month – latest posts, calendar of events, trade mission schedule, special reminders
• Leave Comments!
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: DEFENSE EXPORTS GUIDE Export Opportunities for Virginia’s Defense Industry is aimed at helping Virginia’s defense companies reduce their dependence on sales to the federal government by growing sales in foreign markets. Whether through direct commercial sales or foreign military sales (FMS), this guide introduces new exporters to the processes, considerations, and strategies for selling abroad.
...AND CHECK OUT THESE GREAT RESOURCES ON EXPORTVIRGINIA.ORG • Fast Facts • International Resources • Beyond Virginia Blog
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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) Customized • Hoover’s, Onesource company database profiles • Trade statistics • Sector/market reports • Resources (industry associations, publications, etc.) • Service exports report • Defense exports report
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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 - 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.
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• Argentina • Australia • Bahrain • Belgium • Brazil • Bulgaria • Canada • Chile • China and Hong Kong • Colombia • Costa Rica • Croatia • Czech Republic • Denmark • Estonia • Finland • France • Germany • Hungary
• India • Indonesia • Ireland • Israel • Italy • Japan • Jordan • Kuwait • Latvia • Lithuania • Malaysia • Mexico • The Netherlands • New Zealand • Norway • Oman • Panama • Peru • Philippines
• Poland • Qatar • Romania • Russia • Saudi Arabia • Serbia • Singapore • Slovakia • Slovenia • South Africa • South Korea • Spain • Sweden • Thailand • Turkey • UAE • Ukraine • United Kingdom • Vietnam
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. 33
Research Available via Global Network Market Entry • Wide range of information 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.
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Roundtable Discussion
Roundtable Discussion Questions
1. What information do you need about a market in order for your company to make the decision whether to enter it or not?
2. What are the main issue areas (2-3) where you need help in developing your company’s international strategy?
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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 – Trade Mission – Independent Market Visit – Add-on to previously planned trip or trade
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Trade Missions and Trade Shows – Upcoming Schedule DSEI (UK Trade Show) September 10–13 Australia and Pacific 2013 October 7-11 Canada (East) October 28 – Nov 1 Chile & Argentina November 11-15 Singapore and Vietnam November 18-22 Singapore Airshow February 11-16 Colombia March 10-13 Poland & Czech Republic March 10-14 Korea & China March 24-28 FIDAE (Chile Trade Show) March 25-30 United Kingdom April 28 – May 2 Turkey & UAE May 5-9 Brazil May 5-9 Farnborough Air Show 2014 July 14-20 Register online at http://exportvirginia.org/programs/trade-missions/visits-schedule/ 39
Trade Missions
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: [email protected] 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: [email protected] 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: [email protected] 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: [email protected] 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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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-$4500 (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
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Independent Market Visit Countries
Have our Global Network consultants in any of these countries organize an independent trip to fit with your personal schedule.
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• Argentina • Australia • Bahrain • Belgium • Brazil • Bulgaria • Canada • Chile • China and Hong Kong • Colombia • Costa Rica • Croatia • Czech Republic • Denmark • Estonia • Finland • France • Germany • Hungary
• India • Indonesia • Ireland • Israel • Italy • Japan • Jordan • Kuwait • Latvia • Lithuania • Malaysia • Mexico • The Netherlands • New Zealand • Norway • Oman • Panama • Peru • Philippines
• Poland • Qatar • Romania • Russia • Saudi Arabia • Serbia • Singapore • Slovakia • Slovenia • South Africa • South Korea • Spain • Sweden • Thailand • Turkey • UAE • Ukraine • United Kingdom • Vietnam
VALET Program
Networking and Education
Networking and Education - Program Meetings
• Recent Content – April 2013 VALET Program Meeting
• Best Practices for Trade Show Participation; B2B and B2C Marketing Strategies; Managing International Sales Growth
– October 2012 VA Conference on World Trade • Cultivating International Partnerships
– April 2012 VALET Program Meeting • Cloud computing & data security • E-commerce & taxation
– October 2011 VA Conference on World Trade • Managing Risk (legal, financial, accounting) • Closing International Deals: Getting to Yes
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Networking and Education - Program Meetings
• October 23-24 – 65th Virginia Conference on World Trade Williamsburg Lodge www.vacwt.org – Network with hundreds of people from manufacturing, service,
and logistics sectors – Get caught up on international trade issues and best practices
in international business development with industry experts
• April 2014 – VALET Spring Program Meeting – April 9, 2014 – Richmond Marriott
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Networking and Education – Additional Opportunities
• Webinars – Making Your Website Work for You – Best Practices in Content
Marketing (May 2013) – Employment vs. vendor contracts in foreign markets (Sept
2012) – International government procurement proposals (August
2012)
• Global Defense & Security Seminar & Networking Event: – Northern Virginia – Date and Location TBD
• Other Recommendations?
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VALET Program
Expense Reimbursement
Expense Reimbursement
• Guidelines
• Reimbursable and non-reimbursable expenses
• Time period • July 1, 2013 – May 31, 2015
• Reimbursement form • Unique project code for each company • Relevance, invoice, proof of payment are required
in Expense Reimbursement $15,000!!!
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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
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!
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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.
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Client Impact Statement – Example 1
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Client Impact Statement – Example 2
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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.
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VALET Program
Participant Agreement
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 59
VALET Program
Program Partners
VALET Program Partners Advertising, Web and Marketing • ACCESS, Inc. • Active Media • Hodges Digital Strategies Corporate Strategy and Proposals • 24 Hour Company • Capstone • China Channel Limited
Accounting • Cherry Bekaert LLP • PIASCIK
Translation • ABC Translation Services, LLC • TNB Language
Financial Services and Insurance • BB&T, International Services Division • M&T Bank • Marsh USA • SunTrust Bank
Legal • Troutman Sanders LLP • Williams Mullen
Customs Brokerage and Freight Forwarding • Allegheny Logistics Group, Inc • CV International, Inc. • Export Compliance Training Institute and
BSG Consulting • UPS • UTi, United States
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Program Partners
1. Contact Information
2. Materials
3. Referral Process
4. Consultations
5. Engagements
6. Next Steps
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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 minutes each – Conducted in Potomac and Rappahannock rooms – VALET Participants seated at specific tables – VALET Program Partners rotate amongst participant tables,
led by VEDP staff person – Program Partners introduce themselves at each round,
followed by questions and discussion led by VEDP moderator
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VALET Program Partners
Advertising, Web Development, Marketing
Access, Inc. – Jerry Dunnavant Active Media – Chuck Coughlin and Laszlo Horvath
Hodges Digital Strategies – Caroline Platt
Roundtable Moderator:
Diane Thomas, VEDP Trade Manager – Southwest Virginia
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VALET Program Partners
Corporate Strategy and Proposals
24 Hour Company – Colleen Jolly CAPSTONE Strategic – John Dearing
China Channel Limited – Bonnie Girard
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Roundtable Moderator:
Caitlin Clark, VALET Research Manager
VALET Program Partners
Customs Brokerage and Freight Forwarding
Allegheny Logistics Group – Jim Loux, Glenda Larson CV International – Ryan Eaves
UPS – Kathy Cain UTi – Michael Camarao
Roundtable Moderator:
Scott Kennedy, VEDP International Marketing Manager
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VALET Program Partners
Financial Services and Insurance
BB&T International Services – Wendy Dahl M&T Bank – Neven Bonev
Marsh USA – Matthew McDavid SunTrust Bank – Marsha Sompayrac and Michael Filchook
Roundtable Moderator:
Monica Nichols, VEDP Trade Manager – Central Virginia
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VALET Program Partners
Legal
Troutman Sanders – Coby Beck
Williams Mullen – Tom McVey
Roundtable Moderator:
Jenee Andreev, VEDP Trade Manager – Northern Virginia
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VALET Program Partners
Accounting
Cherry Bekaert LLP – Olaf Barthelmai, Chris Lazzuri
PIASCIK – Ryan Losi
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Roundtable Moderator:
Jordan Watkins, VEDP Trade Manager - Norfolk
VALET Program Partners
Translation (Not in Attendance)
TNB Language – Mary Bosen, Ralph Bosen
ABC Translation – Jodi Castro
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VALET Program
Wrap-up
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!
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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
VALET Program Partners Advertising, Web and Marketing Corporate Strategy and Proposals Translation Accounting
Financial Services and Insurance 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,… - upcoming needs - strategy consideration - education
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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!
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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 Virginia Conference on World Trade – October 23-24, Williamsburg
• Call us with questions!
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VALET VIRGINIA LEADERS IN EXPORT TRADE
Have a Safe Drive Home!
