“We met with 13 European industry clusters (Tuesday), all in different advanced manufacturing areas,” Lorentz said. “We talked about how we might work together to match New Hampshire and European businesses for joint R&D projects.”
Throughout the five-day show, Lorentz and Kasim are scheduled to meet with representatives from more than 30 companies, from places like Germany, Switzerland, the United Kingdom, France and Belgium, which have businesses and manufacturers that complement our key industries. The goal of attending this trade show is to make connections with international companies that may have an interest in investing here; forming partnerships; or expansion or relocation to the US.
One New Hampshire company is also exhibiting at the show. Jewell Instruments, which is located in Manchester, is a world leader in the manufacture and distribution of acceleration and tilt sensors, as well as avionics components, solenoids and panel meters. Its JMA-165 MEMS accelerometer has been nominated for Direct Industry’s i-NOVO Design Award.
Hanover Messe has 17 huge exhibit halls and over the course of the show, more than 200,000 people are projected to pass through there. There is great value in being here to tell the New Hampshire business story to an international audience.
Lorna Colquhoun
Communications Director
Division of Economic Development
The office will be awfully quiet next week, as our team heads out in two directions, but with the same mission of telling the world about why New Hampshire, with our industries, our business-friendly climate, our skilled and educated workforce, is a great place for companies abroad to consider partnerships, expansion or relocation.
Kasim
Lorentz
Director Carmen Lorentz and Office of International Commerce Program Manager Tina Kasim head out tomorrow for Hannover Messe 2016, the world’s largest industrial trade fair. More than 200,000 people pass through to visit over 6,500 exhibitors, including New Hampshire. The US is the featured country; President Obama will be there to open the event this weekend. Carmen and Tina have lined up meetings with industry sector and business leaders and we are looking forward to hearing about them throughout the week.
Jewell Instruments of Manchester will also be exhibiting at the show; Brian Ward, director of business development sensor and controls, and Lorentz talked about the event on our monthly New Hampshire Business Matters radio show on WTPL-FM.
On Monday and Tuesday, Michael Bergeron and Beno Lamontagne head over the border to Montreal, where they will attend the Aerospace Innovation Forum. With more than 300 Granite State companies involved in the aerospace and defense industries – which are among our key industries – it makes sense to have a presence and be among companies and leaders of Aero Montreal, one of the largest aerospace clusters in the world.
At the last Aerospace Innovation Forum in 2013, NHADEC signed its first international partnership with Aero Montreal, establishing preferred relations between the organizations collaboration on topics such as training, research, joint trade missions and supplier development initiatives.
We are going to keep up with these two events – and we hope you will, too – via our Twitter, LinkedIn and Facebook pages.
Lorna Colquhoun
Communications Director
Division of Economic Development
For the first time in the trade show’s history, the United States is the featured country; President Obama joins German Chancellor Angela Merkel to open this year’s event. Hannover Messe typically hosts over 200,000 people from more than 70 countries, including global investors, buyers, distributors and government officials.
“Taking part in this premier trade show puts New Hampshire in front of the world and gives us a platform to talk to international companies about the benefits of investing or expanding in the Granite State,” said Jeffrey Rose, commissioner of the Department of Resources and Economic Development. “Direct foreign investment is a key driver of our state’s economy, with dozens of foreign companies located in New Hampshire, who are growing and thriving here.”
Director Carmen Lorentz
Tina Kasim, Office of International Commerce
Carmen Lorentz, director of the Division of Economic Development, and Tina Kasim, of the Office of International Commerce, will attend the trade show.
“We’re looking forward to meeting with global companies and talking to them about the state’s favorable business climate, educated workforce and possible partnerships in our key industry sectors, including aerospace and defense; advanced composites manufacturing and life sciences research and manufacturing,” Lorentz said.
The Division of Economic Development, part of the New Hampshire Department of Resources and Economic Development, is the one-stop resource for business information and assistance for companies within the state and those from outside looking to expand or relocate their business here. For more information, visit nheconomy.com.
Lorna Colquhoun
Communications Director
Division of Economic Development
On first blush, the idea of exporting products and services to another country can seem daunting, overwhelming, or confusing to businesses that have never done it before. However, New Hampshire has a prolific network of resources to support new and currently exporting businesses with financing, insurance, export controls, market research, logistics, and other specialized aspects of the exporting business.
To get an introduction to the world of exporting opportunities, we interviewed Tina Kasim, international program manager for the Office of International Commerce. Tina has more than 10 years of experience in international economic development programs. She started her career with the New Hampshire Division of Travel and Tourism Development, before moving to Jordan and later to Washington, DC, where she worked on internationally funded economic development programs in the Middle East-North Africa Region. She then brought this diverse range of expertise back to New Hampshire and the OIC, a part of the Division of Economic Development.
Tina Kasim, NH Office of International Commerce, and Justin Oslowski, US Department of Commerce, at the Paris International Air Show, where five NH businesses exhibited in 2013.
With the assistance of the OIC and the support of STEP Grants, many companies have been able to participate in international business events over the last several years. Can you share some brief success stories from companies that attended those events?
Over the last few years, the State Trade Export Promotion (STEP) grant has enabled our program to offer several opportunities to New Hampshire exporters, including access to and attendance at key international trade activities, in order to build a presence in a variety of markets.
Whether funding was put toward a State of New Hampshire pavilion made up of several New Hampshire exporters at a trade show or funding provided via a matching grant dedicated a company’s sales mission to Europe, OIC’s approach to put the STEP grant to use effectively centered on the needs of New Hampshire businesses.
Their successes range from signing distributors and agents in new markets, which allows them to increase sales, to connecting with numerous existing and potential clients in a single arena that allows them to nurture the relationship they have been cultivating for many years. After all, a lot, if not all, business is based on relationships.
Additional successes include the increased make-up of international sales in the revenues of participating businesses, which have resulted in the creation of new jobs in the state.
OIC is one piece of a larger infrastructure that supports businesses in their exporting efforts. Can you share a bit about the other public and private sector organizations all working together to serve New Hampshire’s exporting businesses?
The OIC is one link to a global network supported by the US Department of Commerce/US Commercial Service. Wherever in the world there is a US embassy or consulate, there is a team on hand that works to advocate and promote US businesses in that market.
OIC is also closely connected to SBDC, SBA, Export-Import Bank, and SCORE, all of which help tackle issues related to developing an international marketing plan and finding the financing for your export plans.
OIC also has a key partnership with the Granite State District Export Council (an affiliate of the US Department of Commerce, made up of mostly private sector business people), which offers peer-to- peer counseling to all things related to international business.
The great thing though about all these resources is the fact that there is no wrong door to knock on when you want to get into this line of business. Everything you may need is only a phone call or an email away.
Why, in your opinion, is New Hampshire such a great place for exporters to start or expand their businesses?
New Hampshire companies are run by savvy business owners and teams. They’re aggressive in identifying new markets and opportunities and they have great products and services to export that are innovative and really customized based on client requests. There is also this tight-knit network of resources available to businesses for the vast array of questions or obstacles that might pop up for business owners when developing international markets.
Where do you see the biggest opportunities for growth for New Hampshire businesses?
There is not a one-size-fits-all answer to this question; it really does depend on the sector/industry on which a business focuses and which markets are best suited to the product or service.
Trends are pointing to areas in the Middle East for the medical sector, where there is a high demand for solutions, monitoring equipment and delivery of medications related to diabetes. The region is also experiencing the construction of new and big hospitals in various parts of the countries and has a need to monitor patients remotely.
The aviation industry as a whole is and will continue to see the need for components for airplanes, as airliners replace aging fleets with more fuel efficient and lightweight materials. There are also several new airports and airport expansions under construction in various parts of the world, many connected to major world sporting events. These airports and the event organizers and cities need safety and security equipment and tools.
There is a growing interest in East Coast seafood from China and Japan, where the clean and high quality of our seafood is held in very high regard.
There are also demands for water recycling, treatment, conservation, and management, not only in the world’s driest locations but also in areas prone to flooding.
Again, it is not a one-size-fits-all solution or answer for New Hampshire businesses, but we can help narrow things down in order to see what is the best fit and to be successful.
What programs do you have coming up for companies wanting to start or expand their exporting activities?
Keep an eye out for our on going webinar series. We select the topics based on feedback from the businesses, so if there is a particular area you think is a challenge to your business and others in the international realm (i.e., what is an ATA Carnet, Incoterms, etc.), just let us know. In the fall, we’ll have a couple of export compliance trainings available to businesses.
We also have the Export Expansion Fund, available to businesses looking to find and vet in-country partners; run a background check on a potential partner; or conduct a preliminary search of interest for a particular product in a market. This is all done in partnership with the US Department Commerce/US Commercial Service.
If you have any questions about these upcoming and ongoing activities, please contact Tina Kasim at tina.kasim@dred.nh.gov or visit ExportNH.org
Red-eye trade missions. New businesses moving in to the Granite State. Advanced Manufacturing Week. Let’s jump right into what’s happening in New Hampshire’s economic development scene.
Trade missions are happening … two of them. We’re calling them ‘red-eye’ because they will be quick, focused and productive.
The first one, aimed at the health technologies sector, lands in Mexico City on April 23, in time for the Mexico Health IT Business Development Conference. You’ll attend that and have customized matchmaking appointments with Mexican business leaders before heading home on April 25.
The second one heads to Rome on June 24-25 and is specific to the aerospace, defense safety and security sectors. Those dates happen to be on the tail of the Paris International Air Show (and several New Hampshire companies are planning to attend), but you don’t need to be taking part in the air show to participate.
Advanced manufacturing has been a buzz word as we talk about New Hampshire’s economy, which is not surprising, since we have a rich tradition in producing goods the country, and the world, needs.
“This will be a fun opportuntiy for people to get inside these high-tech companies and see what they do,” said Carmen Lorentz, the executive director of the BEDC. “Many people don’t have direct link to manufacturing today, so we wanted to given the community a chance to get to know these companies and see for themselves what great career opportunities they offer.”
What a great idea. Go check out your local manufacturers – they do good things.
Vapotherm, which makes innovative respiratory products and services, relocated from Stevensville, Md., to Exeter and plans to hire about 40 new employees this year. P.A.T Products is relocating its corporate headquarters from Bangor, Maine to the Pease International Tradeport in Portsmouth.
Lorna Colquhoun
Communications Director
NH Division of Economic Development
W.S. Badger Co., in Gilsum, NH, worked with the Office of International Commerce to research potential export markets.
Like many small business owners, Kathleen Johnson juggles everything from overseeing the manufacturing process to marketing her product, Lickity Bits.
Located up in the North Country town of Columbia, it caters to owners of horses by encouraging horses to accept bits. She has a niche product, but knows that she could grow … well … unbridled … especially outside the U.S.
“As a small business owner, it is a daunting task trying to navigate through international markets that may be available,” Kathleen said.
That’s where the Office of International Commerce stepped in and provided her with comprehensive information about a possible export market.
“We learned that Brazil is a potentially key market for us, since it has the third highest horse market worldwide and prospering economy,” she said.
The OIC received a grant from the Eastern Trade Council to provide market research about the Brazilian market to her and several other businesses.
Why Brazil? The South American country has the seventh largest economy in the world, which is weathering the global economic challenges better than other parts of the globe. With a diversified economy and an expected surge in infrastructure improvements from now until the 2016 Summer Olympics being held there, U.S.exports are increasing rapidly.
“In a very competitive market, (the research) located one company interested in receiving information from WMI,” said Frank Morabito, the company’s international sales product manager.
Out in the Monadnock region, W.S. Badger Co. makes organic body care products, employing about 40 people at its new Gilsum plant. No stranger to the OIC, it has worked several times with the staff, most recently to help find a distribution partner in Russia.
“This service proved itself very valuable, as it allowed us to enter the market with a company that is screened and trusted,” said Stephanie Ritchie, Badger’s international accounts manager. “Our sales have grown slowly, but steadily, and we look forward to continuing to expand our business inRussia.”
If your company is considering exporting, you may be eligible for a grant that will pay for market research. The funds are part of the State Trade Export Promotion grant, which will, for qualifying businesses, provide these services at no cost. Available through the U.S. Commercial Service, the research usually costs between $500 and $750.
Orders for the services must be placed by mid-September. For more information, contact Kasim at 603-271-8444 or email Tina.Kasim@dred.state.nh.us.
By the close of the 5-day event, orders were placed for 758 aircraft for a total of $72 billion, representing a 53 percent increase from the 2010 show. (The Paris Air Show is the sister event and is held in odd number years.)
NH aerospace companies can soar at Aero Montreal event next month.
The aerospace industry is hot.
Next month, there’s another opportunity for Granite State aerospace-related businesses and it’s closer to home – just north of the border, in Montreal.
Gov. John Lynch will lead the delegation of company representatives Sept. 26 to Sept. 28 to the Aero Montreal Global Supply Chain Summit. Funding from SBA’s State Trade and Export Promotion (STEP) grant is available to underwrite the $500 cost for qualifying companies, which includes bus transportation to and from Concord to Montreal. The cost to companies that do not fall within the grant guidelines is $750.
Topics and seminars include development of the supply chain for both aerospace and defense and how companies can position themselves; growth management; plant access and transportation to aerospace Original Equipment Manufacturers (OEMs) and preferential access to supply chain/procurement representatives.
The deadline to register is this week. For more information, contact Tina Kasim here at the Office of International Commerce, at 271-8444, or email tina.kasim@dred.state.nh.us.
If you are want to safeguard your investments, you are probably going to diversify your portfolio. Having a variety of investments will not only help protect you when certain markets are down, but should also help you grow your investments. The same can be said about your business. There are a number of ways a business can diversify its portfolio: by size and number of clients; variety of revenue streams; and exporting your products, the subject of today’s column.
Exporting can be a great way to avoid having all of your eggs in one basket. When you diversify your markets, the result can be a more even business cycle. I can’t think of a business that wouldn’t mind avoiding the rollercoaster of activity that can come with a narrow business model. If you are new to exporting, there are some free and cost- effective resources to help you make the transition to international markets.
The Office of International Commerce (OIC) here at the New Hampshire Division of Economic Development has staff who work one-on-one with New Hampshire businesses interested in exporting their products. OIC regularly offers low-cost workshops on topics such as export documentation, environmental compliance, doing business in Russia and international traffic in arms regulation. OIC also offers free technical assistance in our office or at your place of business. More information on OIC’s programs and services can be found at www.exportnh.org. The staff will help research potential markets and guide you to other resources such as the U.S. Department of Commerce for more in-depth assistance.
I spoke with Justin Oslowski, the Director for the New Hampshire branch of the U.S. Commercial Service, a division of the Department of Commerce. Much like the OIC, the U.S. Commercial Service, www.export.gov/newhampshire, helps reduce the sometimes complicated and confusing processes that can come with exporting. Most of Justin’s clients export business-to-business and have some previous experience with exporting. His office also offers free general market research for businesses looking to export. A company must be selling a product that contains at least 51% American content to participate in their programs.
One of the great selling points for the U.S. Commercial Service is that their network is deep and wide with in-country representation in 80 countries around the world. Their staff can pick up the phone and obtain country-specific information and contacts. They offer a “Gold Key” service that for $700 connects a business with in-country representation, arranges 4-6 business matchmaking appointments, provides an in-country briefing and cam even assist with the travel arrangements. Justin said they don’t want to waste anyone’s time or money, so if a market doesn’t look feasible during the initial meeting, they don’t go forward. If the market does look like a good fit, the company can expect to have appointments set up in about 8-10 weeks from their start in the program.
Even with the free and low-cost export assistance available, a successful launch into exporting requires an investment of both time and money. Thanks to a U.S. SBA grant, New Hampshire was awarded nearly $300,000 in 2011 to assist with exporting. The State Trade Export Promotion (STEP) grant will be used over a three-year period to enhance OIC’s efforts to help small businesses in New Hampshire prepare for new markets, comply with regulations, access financing, and attend trade missions. Specialized programs will focus on foreign markets that have the highest growth potential and industries that have the greatest ability to compete successfully.
While we see a need to grow our presence internationally New Hampshire isn’t unknown outside of our borders. Our state exports in 2010 were 44% higher than those in 2009. We were the highest ranking state in New England and we were ranked in the top five for the country. While the number decreased in 2011, New Hampshire businesses continue to see the international market as a place to grow and diversify. Our products in a vast array of industries are sold to more than 160 different countries.
While some may think that it is tough to compete globally, American products are well received overseas as we have a reputation for high quality, innovative products. It may surprise some people to learn that our state’s number one country of export is Mexico, while China is ranked fifth. How about them apples?
Christine J. Davis works for the New Hampshire Division of Economic Development as a resource specialist serving businesses in Rockingham and Strafford counties. She connects businesses with the available resources so that they may remain viable and growing entities in the community. She can be reached at Christine.Davis@dred.state.nh.us.
Ms. Davis lives in Exeter with her two daughters. When not performing her work or parenting duties she can be found volunteering with her girls for the Chamber Children’s Fund, “hitting the gym,” or spending time with friends and family.
