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VALET VIRGINIA LEADERS IN EXPORT TRADE ORIENTATION JANUARY 16, 2013
VALET Class of January 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 – 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
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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 Jan ‘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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Table 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 January 2013
• Virginia Employees – Total Employees 2,877 – Average 206
• Virginia Sales – Total $1.63 billion – Average $116 million (3 companies above, 11 below)
• Export Sales – Total $69 million – Average $5 million (4 companies above, 10 below)
• Average Years in Business 35 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]
Jenee Andreev, International Trade Manager Northern Region 8300 Boone Boulevard, Suite 450 Vienna, Virginia 22182 Phone: (703) 506-1031 Fax: (703) 506-1033 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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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 Tidewater 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 January 16, 2013 Richmond
Plan of Action Meeting with Program Manager
January/February 2013
Draft of Plan of Action From Program Manager to Participant no later than February 28, 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
Meeting with Research Manager Spring or Summer 2013 (or as needed) Participants’ offices
Virginia Conference on World Trade* October 23-24, 2013 Williamsburg Lodge Williamsburg, 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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VALET Calendar
Event Date & Location Year 2 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.
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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: • 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)
Webinars
More to come in 2013! 27
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
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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) • Trade Resources to Explore Customized • Hoover’s, Onesource company database profiles • Trade statistics • Sector/market reports • Resources (industry associations, publications, etc.) • Service 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.
1. Argentina 2. Australia 3. Belgium 4. Brazil 5. Bulgaria 6. Canada 7. Chile 8. China and Hong
Kong 9. Colombia 10. Costa Rica 11. Czech Republic 12. Denmark 13. Estonia 14. Finland 15. France 16. Germany
34. Qatar 35. Romania 36. Russia 37. Saudi Arabia 38. Singapore 39. Slovakia 40. South Africa 41. South Korea 42. Spain 43. Sweden 44. Thailand 45. Turkey 46. UAE 47. Ukraine 48. United Kingdom 49. Vietnam
17. Hungary 18. India 19. Indonesia 20. Ireland 21. Israel 22. Italy 23. Japan 24. Jordan 25. Latvia 26. Lithuania 27. Malaysia 28. Mexico 29. The Netherlands 30. New Zealand 31. Norway 32. Philippines 33. Poland 31
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
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.
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Roundtable Discussion
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?
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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
show 37
Trade Missions – Upcoming Schedule
Trade Missions in 2013: India February 25 – Mar 1 Canada (West) March 18 - 22 South Korea April 15 -19 United Kingdom April 29 – May 3 Brazil June 3 - 7 Paris Airshow June 17 – 23 Australia and Pacific 2013 October 7 – 11 Canada – East October 21-25 Chile and Argentina November 11-15 Singapore and Vietnam November 18-22 Register online at http://exportvirginia.org/programs/trade-missions/visits-schedule/ 38
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
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
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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-$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
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Independent Market Visit Countries
1. Argentina 2. Australia 3. Belgium 4. Brazil 5. Bulgaria 6. Canada 7. Chile 8. China and Hong Kong 9. Colombia 10. Costa Rica 11. Czech Republic 12. Denmark 13. Estonia 14. Finland 15. France 16. Germany
17. Hungary 18. India 19. Indonesia 20. Ireland 21. Israel 22. Italy 23. Japan 24. Jordan 25. Latvia 26. Lithuania 27. Malaysia 28. Mexico 29. The Netherlands 30. New Zealand 31. Norway 32. Philippines 33. Poland
34. Qatar 35. Romania 36. Russia 37. Saudi Arabia 38. Singapore 39. Slovakia 40. South Africa 41. South Korea 42. Spain 43. Sweden 44. Thailand 45. Turkey 46. UAE 47. Ukraine 48. United Kingdom 49. Vietnam
Have our Global Network consultants in any of these countries organize an independent trip to fit with your personal schedule.
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VALET Program
Networking and Education
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
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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
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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?
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VALET Program
Expense Reimbursement
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
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, Media, Next Steps
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 60
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 Translation • ABC Translation Services, LLC • TNB Language
Financial Services and Insurance • BB&T, International Services Division • M&T Bank • Marsh USA • SunTrust Bank Legal and Accounting • Cherry Bekaert LLP • PIASCIK • Troutman Sanders LLP • Williams Mullen Customs Brokerage and Regulatory
Compliance • Allegheny Logistics Group, Inc • CV International, Inc. • Export Compliance Training Institute and
BSG Consulting • UPS • UTi, United States 62
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 Trade Manager – Program Partners introduce themselves at each round,
followed by questions and discussion led by Trade Manager
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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
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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
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VALET Program Partners
Translation
ABC Translation Services – Jodi Castro
TNB Language – Mary and Ralph Bosen
Roundtable Moderator:
Roger Porter, VEDP Trade Manager - Shenandoah
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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
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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
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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
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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
Financial Services and Insurance Legal and Accounting 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
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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 VALET April Program Meeting - April 10 at The Berkeley Hotel in Richmond.
• Call us with questions!
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VALET VIRGINIA LEADERS IN EXPORT TRADE
Have a Safe Drive Home!