1. Export Acceleration Program
Michael Codega
UT Center for Industrial Services

2. NIST Manufacturing Extension Partnership

4. 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

5. 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)

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

7. Program Overview

8. 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

9. 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

10. 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

11. 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

12. ExporTech Program Results
Client Impact
Average sales increase/retention of $ K
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

13. 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 %
Wants to become more proactive, get to next level, develop plan for new region