So, you want to take advantage of the international market?

REGION

Foreign-trade resources abound in the midstate

Central Pennsylvania companies can find plenty of resources to help them meet with foreign trade partners and break into new markets. From private organizations and companies to government offices, there are numerous programs to simplify overseas trading.

York-based World Trade Center of Central Pennsylvania offers services such as basic market research, education and training for executives. It also offers networking opportunities, Executive Director Tina Weyant said. Trade associations are another good starting point for services and information about trading overseas, she said.

Weyant frequently directs companies to the state Department of Community and Economic Development, which houses offices and experts to help companies with international business.

"Pennsylvania probably has the most comprehensive service, and it's free," Weyant said.

State agencies are the best place for smalland medium-size companies to begin their searches for overseas marketing aid, said Michael R. Knox, president of Gettysburg-based M Knox Marketing. Knox's company is an international-trade-consulting firm with clients throughout Central Pennsylvania.

"That's what they're there for," he said of the state. "They're trying to find markets overseas and small companies to ship because that means more sales and more jobs. That's good for everyone."

The state has 20 trade offices in countries across the globe. The DCED international-trade office offers research and assistance tailored to industries and companies, access to international trade shows, and funding.

The export-finance program through the Center for Trade Development provides small businesses with pre-export working capital and post-export accounts-receivable financing, according to DCED's Web site. The financing is through direct loans and revolving lines of credit of up to $350,000. The office of international-business development offers market-access grants of $5,000 to companies to defray costs for trade missions, trade-show exhibition, Web site internationalization, training and workshops. Grants of $10,000 are available to economic-development organizations such as chambers of commerce, regional marketing organizations, local governments, business organizations, technology councils and nonprofits. Those organizations can use the money to promote Pennsylvania business and increased exports.

The U.S. Department of Commerce offers trade services and has trade offices in embassies around the world, Weyant said. General research is free on the department's international trade Web site, www.export.gov, but the department charges a fee for a customized assessment.

Even with all these services available, there are still capable companies that have not expanded their exports to overseas markets.

"You'd be surprised how many companies of that size (small to medium) that just never did business overseas," Knox said. "I guess they had enough domestic sales to keep them happy."

Other companies may not be suited for a global market yet, said Martin Brill, program manager for international trade with the Kutztown University Small Business Development Center.

"Not all people should go into business themselves, or be entrepreneurs, or expand their company at this time," he said.

Brill has been with the state-funded center for 11 years, helping companies in a 10-county region that includes Central Pennsylvania. He has an office in Harrisburg. The center offers market studies, analysis of macro-level factors affecting overseas trade, cultural education and guidance on state programs.

Many company executives need to develop a good business plan and be realistic about their company's strengths and limitations, Brill said. If they do those things, then the company will be on a level playing field with potential clients, at home and abroad.

"We really try to get them up to speed so they're export-ready" Brill said.

Once a company is capable of outlining itself, then the center's advice on exporting and importing, as well as other consultations, can begin. That's important, Brill said, because overseas clients don't want a lot of talk about how wonderful a product is until they know more about the company selling it. The better prepared a company is going into such meetings, the more likely they will succeed in selling overseas, he said.

[Sidebar]

"You'd be surprised how many companies of that size (small to medium) that just never did business overseas. I guess they had enough domestic sales to keep them happy."

Michael R. Knox, M Knox Marketing

[Author Affiliation]

BY JIM T. RYAN

jimr@journalpub.com