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From Albion, MI to Argentina and Mexico, a manufacturing company expands exports to global markets. |
World-class antenna manufacturer from small town Albion, MI, Challenger Communications, LLC is a 12-person operation that has championed international trade and has come to export products all across the world. Challenger’s top-of-the-line antenna systems are sold for commercial use as well as application in the defense industry. Direct exports account for 11% of the company’s total revenue with clients in Europe, Mexico, and South America. When you factor in sales from Challenger’s primary distributors, that number increases to 35%.
Prior to forming Challenger Communications in 2011, Gene Sorgi was Vice President and Director of Manufacturing of Patriot Antenna Systems. Cobham, PLC purchased Patriot Antenna Systems in 2007 but closed the factory in 2010. Demand from Patriot’s former customer in the United Kingdom remained, so with the experience and expertise from his previous role, Sorgi built Challenger Communications from the ground up. After fulfilling the order from the customer in the U.K., Challenger strategized about the company’s goals and potential in international markets.
 In 2015, Challenger was busy identifying new markets to enter when a business acquaintance introduced the company to the Michigan Economic Development Corporation (MEDC) International Trade Program. In order to expand to additional global markets, Challenger knew they would need assistance getting in front of key decision makers at companies that were the best fit for them.
Fortunately, through a partnership with the Great Lakes and St. Lawrence Governors and Premiers (GSGP), the International Trade Program works closely with international trade centers in six regions around the world. These centers provide services to companies interested in expanding their sales to the Arab Gulf, Brazil, Canada, China, Europe, and Mexico. The centers are in-country and well suited to vet local agents, distributors, and customers.
Click here to read on and find out how Challenger increased their export sales by 2,735% in just one year!
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Last Chance to Register for ExporTech Lansing |
January 25, February 22, & March 22, 2019
Deadline to register is January 11, 2019
Register to participate today!
ExporTech™ is a national training program that helps companies enter or expand in global markets. Program participants will develop 1st quarter goals that will lead to lasting international sales and year end results.
Since 2006, 211 ExporTech™ programs have been delivered in 36 states and Puerto Rico with over 1,080 participating companies. Due to the highly customized aspects of the training program, ExporTech Lansing is limited to 4-6 company participants. To jump start your global business development plans, register today!
ExporTech™ Program Highlights:
• Only national program that results in a customized export growth plan for each company
• Designed for manufacturing and technology company executives
• Intensive, structured process with workshops, planning tools, and individual coaching
• Connects to a wide range of local and national resources
• Peer group model – drives accountability, action, learning, and networking
ExporTech™ Participation Includes:
• Export coach/mentor to help build an actionable international business plan
• Two MSU business students to provide customized market research
• Three international business experts who will assess your global sales strategy
• Multiple contacts with Michigan exporters, training participants, Michigan District Export Council members, and world-class speakers
Participation fee: $1,500
Eligible Michigan small businesses can receive 50% reimbursement for travel expenses and mission fees through the State Trade Expansion Program (STEP). For more information, visit michiganbusiness.org/export
For questions, please contact Jade Sims, MSU International Business Center, sims@broad.msu.edu or 517-884-1660
 Queretaro Automotive Meetings
Queretaro, Mexico
February 19-21, 2019
Join the Michigan Pavilion for Queretaro Automotive Meetings 2019. This structured matchmaking event provides opportunities for auto suppliers to build and strengthen business relationships through more than 12,000 face-to-face meetings with potential OEM and Tier 1 customers. More than 800 companies and 1,600 participants are expected to attend.
Meet with potential OEM customers involved in:
| Automotive |
Industrial/Specialized Vehicles |
Prototypes |
| Agricultural Machinery |
Heavy Vehicles |
Two-Wheelers |
| Competition Vehicles |
Buses and Coaches |
Trailers |
| Shielded Vehicles |
Highway Construction Vehicles |
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Included Services:
• Detailed profile of company capabilities in online catalog
• Access to online catalog prior to the event to request meetings
• Access to OEMs presentation on Feb 19
• Schedule of pre-arranged meetings for Feb 20 & 21
• 4sqm booth equipped with hard walls, 1 table, 3 chairs, fascia board, and carpet
• Access to seminars and workshops on Feb 20 & 21
• Ground transportation to and from event
• In-country support from the Michigan Mexico Center staff
Click here for details and registration.
 Brazil and Colombia Trade Mission
March 24-29, 2019
Hosted by Great Lakes St. Lawrence Governors & Premiers
Join the trade mission to Brazil and Colombia with stops in São Paulo and Bogotá. Mission participants will receive a customized schedule of B2B meetings to meet with prospective customers and business partners. Mission participants will also benefit from networking events and logistical support.
Click here for details and registration.
 Global Economic Outlook for 2019 & Beyond
January 17, 2019
Automation Alley
Troy
You're invited to Automation Alley for the annual discussion on the shifting dynamics of the global economy and how companies can best position themselves to take advantage of the opportunities and challenges of doing business in the U.S. and overseas.
Join international business experts as they discuss firsthand insights about the industries and regions around the world where growth opportunities are particularly strong. Speakers will also examine projected trends in two-way trade and investment flows and identify industries that will either benefit or be challenged by globalization in the short, medium, and long terms.
Click here for details and registration.
 Creating That Perfect Pitch
January 25, 2019
Global Business Club of Mid-Michigan
Lansing
You have just seconds to get someone's attention, and perhaps minutes to win them over to your way of thinking. Whether you are attempting to get an investor's attention or convince a potential customer or overseas partner to give you a second look, your business pitch is everything. This half-day workshop will get you there. Our keynote speaker and facilitator Neil Sheridan is a researcher, adviser, and speaker on organizational and business growth, and regularly conducts extensive trainings for businesses and entrepreneurs to prepare them for pitch competitions. Neil is President of SVPI, LLC, a Michigan advisory and management corporation active internationally.
Who should attend: Those involved in sales and marketing, company representatives, beginning and advanced exporters, and anyone interested in attending US or international trade shows.
Click here for details and registration.
Making the Most of International Trade Shows: How to Improve Your ROI
January 29, 2019
Global Business Club of Mid-Michigan
Lansing
Join us for this event on improving your company's ROI. Participants will receive a work-booklet focused on developing a strategic plan for identifying and approaching international trade shows and considerations on how to bring sustainable success from the investment. Hear from experts Laura Deierlein and Jean Schtokal on best practices for international trade shows.
Laura Deierlein has 25+ years of international business experience, including marketing, product development, and trade partnerships. Ten years of hands-on business activity in China, Taiwan, and Hong Kong gave Laura an early appreciation for the value of cultural respect and doing business in foreign markets. Over the next ten years, Laura's focus shifted from consumer goods towards trade compliance and international logistics. Laura has been on the forefront of developing and leading Michigan businesses on trade missions all over the world. Currently owning and operating SPROUTwide LLC, Laura is helping businesses develop international footprints and assisting them in increasing international expertise. Laura holds a degree from Central Michigan University and is a NASBITE Certified Global Business Professional.
Jean Schtokal is a shareholder with Foster, Swift, Collins & Smith law firm. Her experience as an international business attorney is expansive and includes international trade, distribution, manufacturing and licensing arrangements. She has also worked with the establishment of foreign and domestic subsidiaries, branch offices and facilities; joint ventures and strategic alliances as well as acquisitions and direct investments. Jean also provides counsel and guidance on U.S Export Control laws and regulations (EAR, ITAR, OFAC and FCPA).
Topics Covered:
- Identifying opportunities as well as hurdles
- Available resources (research, international marketing funding)
- Key action items to be completed before &after trade shows
- Legal Considerations: Export Controls, Intellectual Property, & Foreign Corrupt Practices Act
- List of upcoming trade missions for Michigan companies
Click here for details and registration.
 Basics of Exporting
February 6, 2019
Van Andel Global Trade Center
Kalamazoo
For those responsible for export and/or compliance, this seminar will provide a foundational understanding of the most important things you need to know to be a successful exporter. You will also learn of valuable resources available to help your company grow its exports.
Topics include:
• Understanding Export Transactions
• Creating Export Documentation
• Filing of Export Declarations in AES
• Use of Incoterms® 2010 and more!
Click here for details and registration.
 Trade Winds Indo-Pacific Forum & Mission
May 6-13, 2019
U.S. Commercial Service
India, Bangladesh, Sri Lanka
The 2019 U.S. Commercial Service Trade Winds program includes an Indo-Pacific focused business forum in New Delhi, India consisting of regional and industry specific conference sessions as well as pre-arranged consultations with U.S. Diplomats representing commercial markets throughout the region.
Customize an optional business matchmaking schedule, based on input from our Commercial Specialists throughout the region, and grow your international sales through meetings with pre-screened potential buyers, agents, distributors and joint-venture partners in the following Indian cities on May 8-10: New Delhi, Mumbai, Ahmedabad, Bengaluru, Chennai, Hyderabad, and Kolkata.
Optional business matchmaking appointments may also be arranged in Bangladesh or Sri Lanka on May 13:
- Learn how to increase profits and overcome barriers in the Indo-Pacific region during business development conference.
- Network with the region’s leading industry and government officials and experienced U.S. and global companies
Want to learn more about these dynamic markets? Click on each to access their Country Commercial Guide: India, Bangladesh, Sri Lanka.
Deadline to register is February 15, 2019.
Click here for details and registration.
For more information about the MEDC International Trade Services visit our website, contact export@michigan.org, or your regional International Trade Manager. Follow us on LinkedIn!
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