AIMAccessing International Markets

"The journey of a thousand miles begins with one step."

Lao- Tzu, Ancient Chinese Philosopher

Elizabeth Morgan-Brown AIM Program Manager

VEDP Division of International Trade

AIM OverviewAIM helps Virginia companies turn their international leadsinto sales by encouraging an active, systematic approachto the export process

AIM is: a one year international sales expansion program

best for companies in early stages of exporting

focused on pursuing leads in one new market

structured quarterly to respond to current leads

open to 5 qualified applicants per quarter

limited to 20 qualified companies each year

competitive, participants are selected based on their commitment to pursuing international sales

AIM Applicant RequirementsTo qualify for AIM applicants must:1) Have significant operations in Virginia2) Be in business at least 2 years 3) Employ at least 10 employees 4) Earn over $1million in revenues annually

Qualified companies must submit applications and:

1) Work with VEDP to verify target market potential before acceptance into the program

2) Document prior export sales experience or receipt of 5 international leads in the last year

3) Attend all AIM quarterly seminars4) Commit to travel to target market while in AIM

AIM ResourcesAIM Participant’s Benefit From three AIM Resources:

1. AIM Capital Resources: $5,000 to fund AIM export efforts

2. AIM Team Resources: Focused research & counseling

3. AIM Professional Service Provider Resources: three hours pro-bono from seven professionals

AIM ResourcesAIM Participant’s Benefit From AIM Capital

Resources:

While they are in the AIM program…AIM participants receive $5,000 to help fund their export efforts.

Funds are available in two ways :1. Refunds for qualifying third party export expenses incurred

$2,000 max per outside invoice 2. Refunds for VEDP expenses incurred

$500 max refund per VEDP invoice

Note: travel and entertainment fees do not qualify for AIM refunds

AIM ResourcesAIM Participant’s Benefit From AIM Team Resources:

While they are in the AIM program…AIM participants receive focused research & counseling AIM Team services include:1. Market Verification Research2. Strategic Export Counseling3. Development and implementation of a Market Access Plan 4. Market Entry Research5. In-country matchmaking6. Market Access Research7. Quarterly Seminars covering the ten steps of export

Event Date Location AIM Events AIM Quarterly Seminar Topic

Jan. 24, 2008 Richmond Omni

A) Orientation Dec. 07B) Graduation Lunch Sept. & Dec 06C) Quarterly Seminar

Step 1: Get Ready-US Export Compliance & Strategic Planning: Guest Speaker: Allegheny Brokerage CompanyProduct classification, export regulations, jurisdiction, licensing, process management, automated export system, strategic planning & due diligence

April 17, 2007 Charlottesville Omni

A) Orientation March 07 B) Quarterly SeminarC) Networking Dinner

Step 2-6: Get Set: Market Entry Planning & Preparation: Guest Speakers: TNB Language, Active MediaResearch, promotion, distribution, price, product/marketing localization, culture, finding & evaluating buyers & distributors, in-country due diligence

July 26, 2007 Richmond Omni

A) Orientation June 07 B) Graduation Lunch March & June 06C) Quarterly Seminar

Step 7-8: Get Going: Market Access Issues:Guest Speakers: LeClair Ryan, CVI, Technology InternationalForeign regulations/standards compliance, intellectual property, foreign contracts, shipping, packaging & documentation requirements, cargo insurance, INCOterms, FTZ’s bonded warehouses, due diligence

Oct. 3, 2007 LynchburgHoliday Inn

A) Orientation Sept. 07B) Quarterly SeminarC) Networking Dinner

Step 9-Get Paid: International Finance & Risk Management: Guest Speaker: Sun Trust Bank Country, banking, currency, buyer risks, Ex-Im and other trade finance resources,  payment methods, due diligence

Oct. 17-18, 2007

Williamsburg  TBD

Conference on World Trade www.vacwt.org

Extra Credit: ALL fees can be reimbursed via AIM

AIM ResourcesAIM Participant’s Benefit From Professional Service Provider

Resources:

During their orientation to the AIM program…AIM clients receive free consultations from all seven AIM Service Providers:

1. TNB Language: Translation, Interpretation & Cultural2. Allegheny Brokerage: Customs & Compliance3. LeClair Ryan-Blacksburg: Legal 4. Technology International: Product Certification 5. Active Media: Web Marketing6. CV International: Freight Forwarding 7. Sun Trust Bank: International banking

While they are in the program…If they choose to hire an AIM Service provider, they will also receive three hours (or the like) pro-bono plus additional AIM client discounts

Note: Service Provider fees qualify for AIM refunds (max. $2000)

Accessing International Markets Program

International Law

Translation

Website Marketing

Customs & Compliance

Partners as of March 2007

Technology International

Regulatory Compliance

Freight & Logistics

International Banking

CV International

as of March 2007

AIM ResultsEach participant will meet with the AIM Team

todevelop a unique Market Access Plan (MAP)

Participants will use the MAP to implement an active,

systematic approach to the export process

Each MAP will incorporate: 1. AIM Goals in the AIM target market

2. AIM Actions they must take to accomplish them

3. AIM Resources available to support their efforts 4. AIM Milestones to track their progress

AIM ResultsBy following their MAP, each participant will :

Identify and verify a target market

Define a target market entry strategy

Research leads in the target market

Travel to target market and meet leads

Close new sales or sign new reps in target market

Replicate their success in other new target markets

AIM Helps You Turn Your International Leads into Sales!

March One Year Program At – A Glance

AIM Participant Requirements: The March AIM class of five companies (much like school) starts March 1 and runs for one year .

Four Meetings at your facility: March, June, September, February.1. The AIM Researcher and I will come to your facility for a one hour welcome meeting in early March2. The AIM Researcher will return to your facility for review after final MAP is delivered in mid June 3. The AIM Manager will meet with you at your facility in mid September for mid-way update 4. The AIM Manager will meet with you at your facility in mid February of 2008 for an exit interview.

Four Mandatory Quarterly Seminars around Virginia: April, July, October, JanuaryThe orientation event is a full day in Charlottesville April 17, 2007. After that you only attend ½ day afternoon seminars

1. April 1, 2007 Charlottesville with networking dinner 2. July 26, 2007 Richmond with graduation luncheon3. October 3, 2007 Lynchburg with networking dinner4. January 24, 2008 Richmond with graduation luncheon

Business Trip to AIM Target MarketYou will also be required to schedule a business trip to the AIM target market for business before March 1, 2008.Graduation ceremony for March 2007 class will take place in Richmond in July 2008

June One Year Program At – A Glance

AIM Participant Requirements: The June AIM class of five companies (much like school) starts June 1 and runs for one year.

Four Meetings at your facility: June, September, December, May 1. The AIM Researcher and I will come to your facility for a one hour welcome meeting in early June2. The AIM Researcher will return to your facility for review after final MAP is delivered in mid September 3. The AIM Manager will meet with you at your facility in mid December for mid-way update 4. The AIM Manager will meet with you at your facility in mid May of 2008 for an exit interview

Four Mandatory Quarterly Seminars around Virginia: January, April, July, October The orientation event is a full day in Richmond July 26, 2007. After that you only attend ½

day afternoon seminars1. July 26, 2007 Richmond with graduation luncheon2. October 3, 2007 Lynchburg with networking dinner3. January 24, 2008 Richmond with graduation luncheon 4. April, 2008 Charlottesville with networking dinner

Business Trip to AIM Target MarketYou will also be required to schedule a business trip to the AIM target market for business before June 1, 2008.Graduation ceremony for June 2007 class will take place in Richmond in July 2008

September One Year Program At – A Glance

AIM Participant Requirements: The September AIM class of five companies ( like school) starts September 1 and runs for one year.

Four Meetings at your facility: September, December, March and August

1. The AIM Researcher and I will come to your facility for a one hour welcome meeting in early September 2. The AIM Researcher will return to your facility for review after final MAP is delivered in mid December 3. The AIM Manager will meet with you at your facility in mid March for mid-way update 4. The AIM Manager will meet with you at your facility in mid August of 2008 for an exit interview.

Four Mandatory Quarterly Seminars around Virginia: October, January, April, July The orientation event is a full day in Lynchburg October 3, 2007. After that you only attend ½ day afternoon seminars

1. October 3, 2007 Lynchburg with networking dinner2. January 24, 2008 Richmond with graduation luncheon 3. April, 2008 Charlottesville with networking dinner4. July 26, 2007 Richmond with graduation luncheon

Business Trip to AIM Target MarketYou will also be required to schedule a business trip to the AIM target market for business before September 1, 2008.Graduation ceremony for September 2007 class will take place in Richmond in January 2009

December One Year Program At – A Glance

AIM Participant Requirements: The December AIM class of five companies (like school) starts December 1 and runs for one year .

Four Meetings at your facility: December, March , June and November 1. The AIM Researcher and I will come to your facility for a one hour welcome meeting in early December 2. The AIM Researcher will return to your facility for review after final MAP is delivered in mid March 3. The AIM Manager will meet with you at your facility in mid June for mid-way update 4. The AIM Manager will meet with you at your facility in mid November of 2008 for an exit interview.

Four Mandatory Quarterly Seminars around Virginia: January, April, July, October The orientation event is a full day in Richmond January 24, 2008. After that you only attend

½ day afternoon seminars1. January 24, 2008: Richmond with graduation luncheon 2. April, 2008: Charlottesville with networking dinner3. July 25, 2008: Richmond with graduation luncheon4. October 2, 2008: Lynchburg with networking dinner

Business Trip to AIM Target MarketYou will also be required to schedule a business trip to the AIM target market for business before December 1, 2008.Graduation ceremony for December 2007 class will take place in Richmond in January 2009

Next StepsAIM Application:

Available on AIM section of the Programs tab of our website at www.ExportVirginia.org

Due Quarterly: • May 1, 2007 for June 1, 2007-2008 class• Aug. 1, 2006 for Sept. 1, 2007-2008 class • Nov. 1, 2006 for Dec. 1, 2007-2008 class• Feb. 1, 2008 for March 1, 2008-2009 class

Questions:Contact Local Trade Manager orElizabeth Morgan-Brown, AIM ManagerEmail: EMBrown@YesVirginia.orgTelephone: 804.545.5768