Export Acceleration Program Michael Codega UT Center for Industrial Services

NIST Manufacturing Extension Partnership

Center for Industrial Services 2017 Trained over 5,000 individuals Assisted 756 companies $1.6b in economic impact Net promoter score 9.5 out of 10 50+ associates covering the State TMEP Solutions Consultant Map mirrors ECD map of regions to foster collaboration and partnership across the state

Our Higher Education Partners CIS works with faculty and students across the state and currently has projects in place with both UT and TBR institutions, including community colleges (RSCC-ACE, PSCC –AMP, Jackson State – Lean Training)

Our Partners Other major partners that provide funding, expertise and outreach assistance: TAMA, TNCPE, MEP, TECD, TCCI, EDA, ORNL, Launch TN

Program Overview

What is ExporTechTM? Key Elements What is ExporTech? Group of 4-8 companies Structured planning process Leads to export growth plan in 10 wks Plans vetted by experienced exporters Three group workshops and coaching Efficient connection to experts/organizations and resources in one place C-level peer group model → drives learning and action Increases ROI from tradeshows, trade missions, Gold Keys What is ExporTech? Export strategy and business development process Assists companies enter/expand in global markets Intensive program to jump start international sales Not just a training or education program! Strategy/Planning + education + go-to-market and implementation

Program Timeline Session 1: Session 2: Session 3: Implement Export Growth Plan 4-5 wks Market Research Target Market Selection Conduct Research & Initiate Plan 4-6 wks Plan Development Concrete Strategies for Going to Market Develop Export Plan Session 1: Export Strategy & Best Practices Successful Export Strategies Plan Template Individual Coaching on Market Research, Target Markets, Manufacturing Capacity and Export Assistance Understand Export Success Models Session 2: Mechanics of Exporting Custom Agenda Based on Company Needs: e.g.; Distributor & Rep Partners, Logistics, Payment Legal , IP, Culture, etc. Fill Information Gaps & Remove Obstacles Session 3: Export Growth Plan Presentations Panel Review of Each Company Plan with Expert Feedback & Coaching Action Plan for Going to Market Obtain Plan Feedback Tradeshow Participation Gold Key Service Partner Identification International Web Presence Other Business Development Execute

What Distinguishes ExporTech? Only national program that leads to strategic export growth plan Plan presentations to panel of exporters gaining expert input Intensive, structured process Workshops, planning tools, structured coaching process Focused attention on 4-8 companies Innovative participative sessions that avoid “death by PowerPoint” Connection to wide range of local and national resources Concentration of resources in one place Enables implementation of go-to-market strategy Peer group model – accountability, action, learning, networking When USEAC first introduced to ET they sometimes say “ we already do this” But this is a different approach to export assistance that goes beyond what you can do in the context of an individual counseling relationship The program relies on all of your export knowledge (as well that of our state and DEC partners), but provides a structure, a planning process, and a set of tools around it. It brings in elements that are difficult or impossible to do one-on-one like peer pressure and learning written plan plan presentations to the panel bringing in a range of experts to speak or meet with one-on-one with a small number of companies. – intimate setting structure for counseling/coaching – plan template, elevator pitch worksheet, coaching meetings/calls So those are some of the elements that distinguish the program… How justify price? – small group attention from range of experts, written plan, panel feedback, private sector expertise, structure and peer learning and pressure…however recognize business model differences

ExporTech Partners SMM Exporters Local Partners MEP Centers USEACs DECs State trade offices FedEx Universities SBDCs, SBA offices Logistics companies Private Consultants EXIM and regional banks City governments IP attorneys Other econ dev orgs MEP Centers Delivery Selling, marketing Program mgmt. USEACs Joint delivery, selling/marketing and program management NIST MEP Development of program National deployment

ExporTech Program Results Client Impact Average sales increase/retention of $500-700K Average cost savings and investment avoidance of $90K Average 5.5 new jobs Total program impact to date: $400M sales increase/retention Over 70% of companies report sales increase or cost savings Program Summary Programs Completed 173 States 33 Participating Companies 917 Programs in Progress or Scheduled 17

Target Companies ― Stage of Exporting New-To-Export Receive foreign inquiries Ready to commit resources Moderate or Reactive Exporter <10% of sales, reactive approach, serve 1-5 markets Wants to become more proactive and aggressive about international Experienced Exporter International sales has grown to 10- 35% Wants to become more proactive, get to next level, develop plan for new region