VALET CLASS OF JANUARY 2011

VALET VIRGINIA LEADERS IN EXPORT TRADE ORIENTATION JANUARY 2011

TABLE DISCUSSION What do you want us to say about your company at your graduation?

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

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 – Three national awards reflect favorably on VEDP

VALET PROGRAM Companies and VEDP Team

VALET PARTICIPANTS AND ALUMNI

CURRENT VALET PARTICIPANTS

VALET CLASS OF JANUARY 2011 Virginia Employees – Total Employees1,712 – Average114 Virginia Sales – Total$284 million – Average$18 million Export Sales – Total$19 million – Average$1.3 million Average Years in Business28 years

Mark MyrickMark Myrick, International Trade Manager PO Box 798 / 901 East Byrd Street Richmond, Virginia Phone: (804) Fax: (804) Ralph Torning, International Trade Manager H Timberlake Road Lynchburg, Virginia Phone: (434) Fax: (434) Jenee AndreevJenee Andreev, International Trade Manager 8300 Boone Boulevard, Suite 450 Vienna, Virginia Phone: (703) Fax: (703) Jordan WatkinsJordan Watkins, International Trade Manager 500 East Main Street, Suite 1220 Norfolk, Virginia Phone: (757) Fax: (757) Michael HowleyMichael Howley, International Trade Manager 8300 Boone Boulevard, Suite 450 Vienna, Virginia Phone: (703) Fax: (703) Diane ThomasDiane Thomas, International Trade Manager Taylor Place, Suite 300 Abingdon, Virginia Phone: (276) Fax: (276) Trade Managers Knox HubardKnox Hubard, Senior International Trade Manager P.O. Box 798 / 901 E. Byrd Street Richmond, Virginia Phone: (804) Fax: (804)

Mario L. Camardella VALET Research Manager P.O. Box 798 / 901 East Byrd Street Richmond, Virginia Phone: (804) Fax: (804) Leslie Parpart PO Box 798 / 901 East Byrd Street Richmond, Virginia Phone: (804) Fax: (804) (Serving Northern and Tidewater regions) VALET Team Oscar Ruiz PO Box 798 / 901 East Byrd Street Richmond, Virginia Phone: (804) Fax: (804) (Serving Southwest, South Central, Northwest and Central regions)

VALET PROGRAM Participant Agreement

VALET PROGRAM Program Components

VALET PROGRAM COMPONENTS Strategic Planning – VALET Program Calendar – Plan of Action Research Travel Networking and Education Expert Guidance – Program Partners Capital Resources – Reimbursements

VALET CALENDAR Planning EventDate and Location Year OrientationJanuary 13, 2011 Richmond Plan of Action Meeting with Program Manager January/February 2011 Draft of Plan of ActionFrom Program Manager to Participant no later than end of March 31, 2011 Revisions to Plan of Action Follow-up meetings as needed April/May 2011 VALET Program Meeting*April 13, 2011 Richmond Signed Plan of ActionDue to Program Manager no later than May 27, 2011 Meeting with Research ManagerSummer or Fall Participants’ offices VALET Program Meeting*October 28, 2011 Virginia Conference on World Trade Norfolk

Planning VALET CALENDAR Year Annual Review Meeting with Program Manager January/February 2012 Participants’ offices VALET Program Meeting*April 2012 Meeting or Conference call with Program Manager or Research Manager Summer or Fall 2012 Participants’ offices VALET Program Meeting*October 2012—TBD Exit Interview with Program ManagerNovember/December 2012 Participants’ offices GraduationJanuary 2013—Richmond

VALET PROGRAM Strategic Planning

VALET PROGRAM Research

SECONDARY RESEARCH VALET Program Research Manager Mario Camardella

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!

“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 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

Global Network Research PRIMARY RESEARCH

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

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

ROUND TABLE DISCUSSION

VALET PROGRAM Travel

VALET PROGRAM TRAVEL REQUIREMENT Participate in one VEDP trade event over the course your two years in the program Reimbursements – Final $2500 will be held until company commits to or participates in a VEDP trade event Options – Group Market Visit – Independent Market Visit – Add-on to previously planned trip or trade show

GROUP MARKET VISITS Canada—VancouverMarch 7-11 AustraliaMarch ChinaApril IndiaApril United KingdomMay Register online at

“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

“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

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

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

MARKET VISITS Interested in the 9 th Annual National Security Australia 2011, but unable to attend in person? 9 th Annual National Security Australia 2011 VEDP – International Trade is arranging for our local consultant to attend and report on this important conference in Australia. Register today to be one of only 15 Virginia companies to receive this market intelligence report. Cost: $350 Participating Virginia companies will receive the following: – A comprehensive report including an overview of the conference, attendees, speakers and exhibitors. – Copies of all business cards collected at the conference with notes highlighting follow-up opportunities for your own company with individual conference participants. – Copies of all presentations

ROUND TABLE DISCUSSION

VALET PROGRAM Networking and Education

NETWORKING AND EDUCATION April 13, 2011 – Focus: Marketing and Translation – Omni, Richmond October 28, 2011 – Focus: Legal and Accounting – Norfolk Waterside Marriott – Virginia Conference on World Trade (October 26-27, 2011) Web Discussions – February 22, 2011CE Mark – May 2011Training & Motivating Int’l Sales Team

VALET PROGRAM Program Partners

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 Hodges Digital Strategies 38

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

VALET PROGRAM Expense Reimbursement

EXPENSE REIMBURSEMENT Guidelines Reimbursable and non-reimbursable expenses Time period – January 1, 2011—December 31, 2012 Reimbursement form – Unique project code for each company – Relevance, paid invoice are required Expense Reimbursement $15,000!!!

CLIENT IMPACT STATEMENTS, PRESS, NEXT STEPS

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!

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

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 Always interested in pitching stories about VALET companies!

VEDP RESOURCES AND OPPORTUNITIES VEDP internet resources – Website – VALET Participants Only Section Login=valet Password=participant Follow us and the VEDP – Twitter: MLParpart, VirginiaExports – Linked In: VALET Participants & Alumni Group – Facebook: Virginia Economic Development Partnership Calendar Contest VALET Program Update

REMINDERS AND NEXT STEPS Expect follow-up s within the next week from Leslie and Oscar Upcoming Group Market Visits Talk to Leslie or Oscar if you don’t already have your Plan of Action meeting scheduled Call us with questions!

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