1. VALET VIRGINIA LEADERS IN EXPORT TRADE ORIENTATION JULY 22, 2010

2. Our mission is to increase the number of Virginia companies selling overseas and their volume of international business, year after year. We assist both new and experienced exporters enter new international markets. We identify potential new markets, develop market entry strategies and locate possible distributors and representatives for products or services—all at little to no cost.

3. AIM Program Global Network Research Trade Division Research VALET Program International Trade Research Global Network Research Consulting Services Reduce cost Save time Minimize risk Group & Independent Market Visits Increase Sales What do you need for global success?

4. AIM Program Global Network Research Trade Division Research Group & Independent Market Visits VALET Program International Trade Research Global Network Research Consulting Services

5. SECONDARY RESEARCH VALET Program Research Manager Mario Camardella

6. SECONDARY RESEARCH Sources List of research tasks Frequent requests Limitations and benefits Sample research Secondary Research helps to better define the problem…Sometimes solves the problem!

7. “Having Mario is like having a dozen other people on staff without having the management responsibilities. A small company such as we are cannot afford to hire all these people to do research and marketing. I may be thinking about a million other things absorbed in day to day business affairs and I'll receive an e-mail from Mario with more marketing research for us. He keeps things percolating. ” Jennifer Miller-McClean, MapTech VALET Class of July 2006 “Over the course of the past 12 months, Mario has completed at least 15 due diligence research requests for us. Mario is a great, great resource. He is very good at helping us determine whether some of the inquiries that we receive are legitimate.” Brian Dearing, Base-X VALET Class of July 2006 “The VEDP has helped us with a UPS shipment that was erroneous as well as helping us to understand general export laws and our export procedures.” Paula Pike, Frontline Test Equipment VALET Class of January 2007 SECONDARY RESEARCH

8. Global Network Research PRIMARY RESEARCH

9. GLOBAL NETWORK 15.India 16.Ireland 17.Israel 18.Italy 19.Japan 20.Jordan 21.Latvia 22.Lithuania 24.Malaysia 25.Mexico 26.The Netherlands 27.New Zealand 28.Norway 29.Poland 30.Qatar The Global Network is a comprehensive group of pre-screened in-country consultants who work with the Division of 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.Czech Republic 10.Denmark 11.Estonia 12.Finland 13.France 14.Germany 15.Hungary 31.Romania 32.Russia 33.Saudi Arabia 34.Singapore 35.Slovakia 36.South Africa 37.Spain 38.Sweden 39.Thailand 40.Turkey 41.UAE 42.Ukraine 43.United Kingdom 44.Vietnam

10. IN-COUNTRY CONSULTANTS Japan Koji Deguchi China and Hong Kong Hailey Fong Mexico Margo Galvan There is no cost to VALET companies for research projects completed by Koji, Hailey, or Margo

11. GLOBAL NETWORK SAMPLE PROJECTS There are a number of different types of requests a company might need. A complete list of services is available, but some common examples would be: – Company X hears about a new environmental regulation in the EU, but is confused by all of the information available online and from its local lawyer. Company X engages the Global Network to learn more about the regulation, how serious it is, and if it’s possible for him to continue exports to the EU without changing the product. – Company Y is looking for an agent/representative in Argentina. It engages the Global Network to create an unqualified list of potential agents, and learns about the industry and how to enter the market in the process. – Company Z identifies a trade show in Australia that would be perfect for its product. It engages the Global Network to set up meetings on its behalf in the days before and after the trade show to meet with potential distributors, relevant government officials, and an end-user to get a better sense for the market.

12. GLOBAL NETWORK “The research provided by the VEDP and the Global Research Network regarding our prospects, challenges, and opportunities for exporting our product to Spain was an excellent and thorough report. Every aspect of the market for our product was covered, including trade show opportunities, customer surveys and interviews, market trends, pricing challenges, competitive issues, and much more. The report helped us identify potential distributors, and facilitate a market and contact strategy. We have since met with several of the potential distributors and continue to work toward an agreement with several of the companies that were identified.” Lonnie Lemco, Old World Prints VALET Class of July 2006

13. RESEARCH AND MARKET VISITS “We have genuinely appreciated the high quality of this program. DeRoyal especially benefited from excellent market research and first rate market visits. These two resources alone helped us increase business in three territories and make a wise decision to refrain from entering a fourth. The level of knowledge and enthusiasm about the international market by the VEDP staff was impressive.” Heather Maze, DeRoyal Industries, Inc. VALET Class of January 2007

14. AIM Program Global Network Research Trade Division Research Group & Independent Market Visits VALET Program International Trade Research Global Network Research Consulting Services

15. VALET PROGRAM TRAVEL REQUIREMENT Participate in one VEDP trade event over the course your two years in the program Options – Group Market Visit – Independent Market Visit – Add-on to previously planned trip or trade show

16. GROUP MARKET VISITS Czech Republic & Poland October 4 – 8 Canada—Toronto & MontrealOctober 18 – 22 Brazil & ChileNovember 8-12 Saudi ArabiaDecember 4 – 7 Canada—VancouverMarch 7-11 AustraliaMarch 21-25 ChinaApril 11-15 IndiaApril 18-22 United KingdomMay 16-20 Paris Air ShowJune 20-26 Register online at http://exportvirginia.org/market_visits.html

17. "The businesses that we met with were very compatible prospects and overall, Margo [the VEDP’s consultant in Mexico] has a good understanding of [our company's] goals for distribution in Mexico." “VEDP market visits 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 market visits are less stressful, more productive and allow us to concentrate on why we came: business.” INCREASE SALES….DECREASE RISK ! MARKET VISITS

18. Vancouver, British Columbia March 2008

19. "VEDP makes a very effective impact in the process of bringing together U.S. firms with potential Mexican clients. It enables the entire marketing cycle." “Our company made its first sale in India as a result of the Governor’s Trade Mission. Multiple potential distributors and/or implementation partners have been identified for us and at least two will visit our company in Virginia over the next one to two months. The trip is already a success!” Get out your calendars! MARKET VISITS

20. “Once again VEDP and their consultants put together a trip that will allow us to enter the Central Europe marketplace.” “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 MARKET VISITS

23. INDEPENDENT MARKET VISITS If you would like to visit a county outside of the VEDP’s Group Market Visit schedule, you may consider organizing an independent market visit through the VEDP’s Global Network 44 countries 3 days of meetings for $3000-$4000 (depending on the country) – Japan, and Mexico are $500 a day, if you require on the ground assistance – China/Hong Kong $3000 VEDP will connect you with in-country consultants who identify, screen and set appointments with qualified distributors, agents, or partners

24. INDEPENDENT MARKET VISIT COUNTRIES 15.India 16.Ireland 17.Israel 18.Italy 19.Japan 20.Jordan 21.Latvia 22.Lithuania 24.Malaysia 25.Mexico 26.The Netherlands 27.New Zealand 28.Norway 29.Poland 30.Qatar 1.Argentina 2.Australia 3.Belgium 4.Brazil 5.Bulgaria 6.Canada 7.Chile 8.China and Hong Kong 9.Czech Republic 10.Denmark 11.Estonia 12.Finland 13.France 14.Germany 15.Hungary 31.Romania 32.Russia 33.Saudi Arabia 34.Singapore 35.Slovakia 36.South Africa 37.Spain 38.Sweden 39.Thailand 40.Turkey 41.UAE 42.Ukraine 43.United Kingdom 44.Vietnam

25. AIM Program Global Network Research Trade Division Research Group & Independent Market Visits VALET Program International Trade Research Global Network Research Consulting Services

26. Mark MyrickMark Myrick, International Trade Manager PO Box 798 / 901 East Byrd Street Richmond, Virginia 23218-0798 Phone: (804) 545-5755 Fax: (804) 545-5751 Email: MMyrick@YesVirginia.org MMyrick@YesVirginia.org Ralph Torning, International Trade Manager 22776-H Timberlake Road Lynchburg, Virginia 24502 Phone: (434) 582-5182 Fax: (434) 582-5184 Email: Rtorning@yesvirginia.org Rtorning@yesvirginia.org Jenee AndreevJenee Andreev, International Trade Manager 8300 Boone Boulevard, Suite 450 Vienna, Virginia 22182 Phone: (703) 506-1031 Fax: (703) 506-1033 Email: JAndreev@YesVirginia.orgJAndreev@YesVirginia.org Jordan WatkinsJordan Watkins, International Trade Manager 500 East Main Street, Suite 1220 Norfolk, Virginia 23510 Phone: (757) 314-2358 Fax: (757) 314-2360 Email: JWatkins@YesVirginia.org JWatkins@YesVirginia.org Michael HowleyMichael Howley, International Trade Manager 8300 Boone Boulevard, Suite 450 Vienna, Virginia 22182 Phone: (703) 506-1030 Fax: (703) 506-1033 Email: MHowley@YesVirginia.orgMHowley@YesVirginia.org Diane ThomasDiane Thomas, International Trade Manager 16325 Taylor Place, Suite 300 Abingdon, Virginia 24211 Phone: (276) 623-1536 Fax: (276) 623-1542 Email: DThomas@YesVirginia.orgDThomas@YesVirginia.org Trade Managers Knox HubardKnox Hubard, Senior International Trade Manager P.O. Box 798 / 901 E. Byrd Street Richmond, Virginia 23219 Phone: (804) 545-5758 Fax: (804) 545-5751 Email: KHubard@YesVirginia.orgKHubard@YesVirginia.org

27. AIM Program Global Network Research Trade Division Research Group & Independent Market Visits VALET Program International Trade Research Global Network Research Consulting Services Making an IMPACT on your company’s international business

28. CLIENT IMPACT STATEMENTS International Trade is part of the VEDP International Trade & its Trade Managers are evaluated based upon the impact that is made on your company This impact is measured through the use of Client Impact Statements Your Success is Our Success!

29. ONLINE CLIENT IMPACT STATEMENTS Leslie, Mario, or your Trade Manager will provide you with a link to an on-line evaluation form

30. AIM Program Global Network Research Trade Division Research Group & Independent Market Visits VALET Program International Trade Research Global Network Research Consulting Services

31. VALET PROGRAM OVERVIEW Competitive and Statewide Program Planning – VALET Program Calendar – Plan of Action Expert Guidance – Program Partners Capital Resources – Reimbursements PR and Media

32. IMPACT OF THE VALET PROGRAM Intended Consequences – Increase volume (sales) of Virginia exports – Increase number of Virginia exporters Unintended Consequences – 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 – Two (2) national awards reflect favorably on VEDP

33. VALET PARTICIPANT AGREEMENT

34. CURRENT VALET PARTICIPANTS

35. VALET PARTICIPANTS AND ALUMNI

36. VALET CLASS OF JULY 2010 Virginia Employees – Total768 – Average64 Virginia Sales – Total$129,764,652 – Average$10,813,721 Export Sales – Total$6,261,663 – Average$521,805 Average Years in Business21 8 AIM Graduates

37. The VALET Program’s goal is to a a company’s international strategy through… planning, expert guidance, and export expense reimbursement accelerate

38. “I've just finished our second quarter evaluation and wanted to share with you that CHEMetrics’ international sales are up 22.1% for the year! The direction and assistance that I've personally received as a result of our participation have helped me tremendously in determining a plan of action for both new agents and existing agents. Just wanted to share this good news with you and to say thank you again.” Shirley Ward, CHEMetrics, Inc. VALET Class of January 2006

39. VALET PROGRAM Four Key Components 1.Networking and Education 2.Strategic Planning 3.Program Partners 4.Export Expense Reimbursement

40. VALET CALENDAR Planning EventDate and Location Year 12010-2011 OrientationJuly 22, 2010 Richmond Plan of Action Meeting with Program Manager August/September 2010 Draft of Plan of ActionFrom Program Manager to Participant no later than end of October 2010 Revisions to Plan of Action Follow-up meetings as needed October/November 2010 VALET Program Meeting*October 15, 2010 Virginia Conference on World Trade Richmond Signed Plan of ActionDue to Program Manager no later than November 30, 2010 Meeting with Research ManagerWinter or Spring 2011 Participants’ offices VALET Program Meeting*April 13, 2011 Richmond

41. Planning VALET CALENDAR Year 22011-2012 Annual Review Meeting with Program Manager August/September 2011 Participants’ offices VALET Program Meeting*October 2011 Meeting or Conference call with Program Manager or Research Manager Winter or Spring 2012 Participants’ offices VALET Program Meeting*April 2012—TBD Exit Interview with Program ManagerMay-June 2012 Participants’ offices GraduationJuly 2012—Richmond

42. VALET PROGRAM Strategic Planning

43. VALET PROGRAM Program Partners

44. PROGRAM PARTNERS Advertising and Marketing Collateral ACCESS, Inc. Siddall, Inc. Corporate Strategy and Market Entry Capstone China Channel Limited Cultural Services and Translation ABC Translation Services, LLC Any Translation Ltd. TNB Language Customs Brokerage and Freight Forwarding C V International, Inc. UPS UTi, United States Financial Services and Insurance BB&T, International Services Division M&T Bank Marsh & McLennan Cos. SunTrust Bank Legal and Accounting Piascik & Associates, CPA Troutman Sanders LLP Williams Mullen Regulatory Compliance Allegheny Brokerage Co., Inc BSG Consulting Web Development and Search Engine Optimization Active Media Compleo Apps, LLC 44

45. PROGRAM PARTNERS 1.Contact information 2.Materials 3.Referral Process 4.Consultations 5.Engagements 6.Evaluation Form 7.Next Steps Expert Guidance

46. VALET PROGRAM Expense Reimbursement

47. EXPENSE REIMBURSEMENT Guidelines Reimbursable and non-reimbursable expenses Time period – July 1, 2010  July 31, 2012 Reimbursement form – Unique project code for each company – Relevance, paid invoice are required Expense Reimbursement $15,000!!!

48. VEDP PUBLIC RELATIONS & MEDIA Press release – Tailored for each company and 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 Always interested in pitching stories about VALET companies!

49. VEDP RESOURCES AND OPPORTUNITIES VEDP internet resources – Newly redesigned website http://www.exportvirginia.org/http://www.exportvirginia.org/ – VALET Participants Only Section Login=valet Password=participant Follow me and the VEDP – Twitter: MLParpart, VirginiaExports – Linked In: VALET Participants & Alumni Group – Facebook: Virginia Economic Development Partnership

50. VEDP RESOURCES AND OPPORTUNITIES Fall VALET Meeting – October 15 th, Richmond – Virginia Conference on World Trade “Online Marketing in China: An Opportunity for Virginia Exporters” –Date: August 5 th, 2010 (Thursday) –Time: 8:00am EST –Duration: 1 – hour –ParticipationTo reserve a place in the webinar, interested parties should send a message confirming their participation to Mark Myrick at MMyrick@YesVirginia.orgMMyrick@YesVirginia.org

51. REMINDERS AND NEXT STEPS Expect follow-up emails from Leslie within the next week Approve press release ASAP Upcoming Group Market Visits Scheduling of Plan of Action meetings Call us with questions!

52. VALET V IRGINIA L EADERS IN E XPORT T RADE Have a Safe Drive Home!