23
Going Global Defense Initiative Virginia Economic Development Partnership – International Trade
Going Global Defense Initiative
Virginia Economic Development Partnership – International Trade
Impact on Virginia
• Sequestration cuts are affecting defense contractors’ sales
• Virginia has large number of defense contractors and is especially susceptible to sequestration cuts
• $500 billion $50 billion in Virginia’s annual defense spend
Why VEDP?
• State agency • Established international trade program • Delivered 1,000+ international market research
reports in last 3 years • Prepared 300+ international business trips (trade
missions) in last 3 years • Staff of 20 in Virginia with Global Network in 50+
countries
Is my company eligible to participate?
In order for companies to participate, companies must currently sell defense-related products or services, sell to the USG defense sector, and already have technologies ready for international use and applications.
Rules of Participation
• Company must complete an application form to determine eligibility
• Payments made directly to service providers • Travel to market requires a $500 participation fee • Participating companies pay all their own travel
expenses • Other rules apply depending on program
participation
6 Components of Program
1. Market research 2. Travel to market 3. Export Compliance 4. Search engine optimization (SEO), website
translation, marketing 5. International certification and standards 6. Export training
1. Market Research
Market research is the cornerstone of any international business endeavor. VEDP has consultants in over 50 countries around the world to provide research. • Regulatory information • Competitive analysis • Market entry strategy • Partner identification and qualification • Arranging match making appointments with potential
distributors and end users • Conducting due diligence
Research Report
Research Report
2. Trade Missions
The best way to increase international sales is with face-to-face meetings in-country with potential partners, distributors and end-users. • VEDP offers a wide variety of trade missions and
independent market visits for a low co-pay of $500. – Go with a group of other defense companies, maximize
networking opportunities, and have one-on-one meetings with key contacts in your area of specialization
– Schedule an independent market visit to a country where no group trade mission is offered
Immediate Opportunities
• Pacific 2013 – Australia trade mission, deadline August 23rd
• EUCOM Industry Collaboration Day – Germany trade mission, deadline August 30th
Trade Mission Schedule
COUNTRIES MEETING DATES DEADLINE
Pacific 2013 & Australia October 7 - 11, 2013 Aug. 23, 2013
EUCOM Industry Collaboration Day & Germany October 21 - 25, 2013 Aug. 30, 2013
Canada (East) Oct. 28 - Nov. 1, 2013 Aug. 30, 2013
Chile & Argentina November 11 - 15, 2013 Sept. 13, 2013
Singapore & Vietnam November 18 - 22, 2013 Sept. 20, 2013
Canada Shipbuilding Event TBD TBD
Singapore Air Show February 11 - 16, 2014 Dec. 13, 2013
Colombia March 10 - 13, 2014 Jan. 10, 2014
Poland & Czech Republic March 10 - 14, 2014 Jan. 10, 2014
Korea & China March 24 - 28, 2014 Jan. 24, 2014
FIDAE (Chile) March 25 - 30, 2014 Jan. 24, 2014
United Kingdom April 28 - May 2, 2014 Feb. 28, 2014
Saudi Arabia & UAE May 4 - 8 , 2014 Mar. 7, 2014
Turkey TBD TBD
Brazil May 5 - 9, 2014 Mar. 14, 2014
Farnborough Air Show 2014 July 14 - 20, 2014 Dec. 27, 2013
Sample Itinerary
Client Quote
“This is one of the most cost effective avenues to assess markets that we have used. This market visit was significant because we came away with two bid opportunities in a key global market along with the beginnings of a joint partnership…. We returned with many follow up actions and the Brazil team is still providing great support helping to gather information on establishing a business in Brazil. Once again, VEDP has done a superb job of helping us establish a presence in a new market that will drive new opportunities and new relationships for TRAX to grow business. Great job!” -- John Kenney, President, TRAX, LLC
3. Export Compliance
Defense companies that have an ITAR regulated product or service must be registered with the Department of State before they can legally speak with foreign nationals with any specificity about their company’s goods and services. This program helps companies navigate the commodities jurisdiction analysis process. • Space is limited to 20 companies
4. SEO & Digital Marketing
• Website SEO for your specific target market • Rebrand your company’s message from one of
procurement to in-country partnering • Assistance with corporate imaging via mobile
strategies, tender proposals, and business development materials
• Space is limited to 30 companies
5. Regulatory and Certifications
For companies that have primarily sold to the domestic market, their goods and services may require particular certifications in foreign markets before the company can sell into a market. • CE Mark, CSA, UL or other
specifications/certifications available under this program
• Space is limited to 15 companies
6. Export Training
Workshops and webinars throughout the year to keep you up-to-date on current trends, important updates and new opportunities in the defense sector • Export Controls/ITAR, October 23rd
• EUCOM and NATO opportunities for defense companies, December 4th and 5th
• Export compliance for products and services, license requirements, shipping documentation, February 24th and 25th
• International sales contracts and FCPA, April 14th and 15th
International Market Assessment Reports
• George Mason University – cyber security Old Dominion University – maritime Virginia Commonwealth University – aerospace
• Top 20 international markets for U.S. and Virginia products/services in assigned industry sector
• In-depth overview for each of the top five target countries
Next Step
Defense Initiative Managers
Jenee Andreev Serving Northern Region [email protected]
Theodora E. von Hohenstaufen Noll Serving Southwest, South Central,
Northwest, Central and Hampton Roads Regions
http://exportvirginia.org/defense/
www.ExportVirginia.org
Advisory Council
