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Market Development Cooperator Program
PROJECT PROFILE: Washington Department of Commerce (WDOC, 2014 award)
For U.S. aerospace suppliers, aircraft manufactured abroad, like this double-decker Airbus A380, generate business opportunities for U.S. suppliers. Washington hosts many firms that meet the requirements of aircraft manufacturers around the world.
Weight Loss Motivation
Weight-loss products represent a sector within the food products industry. The same could be said of aerospace. Owners and operators focus on flying aircraft that are as light as they can safely and comfortably be. The lighter weight reduces the amount of fuel required per mile flown. The lower the cost to operate, the more seats an airline can provide to travelers.
MDCP Award/AWWA Match: $300,000/$618,000
Markets Targeted: Brazil, China, Canada, France, Germany, India, United Kingdom
U.S. Industry Promoted: Aerospace
Period: 2014-2018
Key ITA Collaborators:
- Kim Wells, Industry & Analysis, Office of Transportation & Machinery
- Diane Mooney, GM Commercial Service USEAC, Seattle
- Moritz Holst, GM Commercial Service Hamburg
Project Description:
- Support U.S. firms at trade events with International Buyer Program, Gold Key Service, Aerospace Executive Service Program.
- Help firms at large shows with shared booth space, networking, matchmaking, off-site visits, and briefings.
- Provide vouchers to help pay trade event cost.
Project Milestone Report (Part B)
Projected exports generated by 2018: $50,000,000
Exports generated by 2018.09.30: $366,233,978
Exports per dollar of award: $1,221
When seeking to supply aerospace manufacturers, firms that use composite materials have a leg up because they are lighter than those made of traditional materials. Whether from composites or other materials, products made by Washington-based companies are just as attractive to aerospace contractors outside the United States. All such non-U.S. firms, from Embraer to Airbus, want the lightest, most advanced components they can find. Through the MDCP partnership, WDOC and ITA are working together to ensure that these capable, Washington-based firms do, in fact, get found by new international customers.
Vouchers Help Connect Small Firms With Non-U.S. Customers
Washington Department of Commerce (WDOC) realized that many firms that have competitive products, like those made of composite materials, find the initial cost of competing for international contracts to be too expensive. In order to get such firms "over the hump", WDOC provides “Aerospace Accelerator Vouchers” to offset some of the cost of participating in trade shows, trade missions and other events.
WDOC uses its MDCP award to offer small grants up to $5,000 to support translation of marketing materials, international marketing campaigns, outbound sales meetings, trade show registration and airfare, and enrollment in the Gold Key program. Vouchers help companies that are ready to begin exporting but find it difficult to make the initial investment in getting out to trade events.
Trade Event Support & Staffing
WDOC is using its MDCP financial award, plus its own matching funds, to provide enhanced services to small companies attending large aerospace trade shows. ITA, through its Global Markets/Commercial Service and Industry & Analysis units, provides support for Washington companies at established aerospace trade shows such as the Paris Air Show and Farnborough Air Show.
This support includes shared booth space, market research, partner searches, match-making meetings, presentations and individual meetings with the heads of procurement from large aerospace producers, and receptions with industry clusters from specific geographic regions. Many smaller firms would otherwise find it challenging to do business at the large trade shows. But with ITA’s help, they get the contacts, information, on-the-ground assistance, and exposure they need to have a successful trade show experience.
Another significant use of the MDCP award and matching funds is hiring of a Commerce Aerospace Business Development Coordinator. Because this position is 100 percent to the project, participating exporters have had market research, event support, and post-event follow-up that has helped them make export sales that they would not have been able to make alone.
IT14INA1120009 -- SF case 91129
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The Washington Department of Commerce (WDOC) is an agency of the government of the State of Washington. WDOC's activities touch affect various areas of community and economic development including international trade.
WDOC contacts: Mark Calhoon, Isabelle DeWulf
- WDOC home page
- How to apply for MDCP funding
- Contact your local Export Assistance Center
- Highlight: WDOC Exceeds Export Goals
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