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Nevada business owners take a class in exporting


International exports might not be at the top of the list for businesses in Southern Nevada, but a Las Vegas-based marketing expert would argue that without thinking globally, businesses are limiting their potential growth and profitability by focusing locally.

“The world loves American brands and you want your far share,” Jay Dash, CEO of Jay Dash International, told company executives and government officials at an ExporTech seminar at the University of Nevada, Las Vegas.

Dash said he would recommend to any company to export their goods and services. He recommended local companies focus their efforts on the so-called BRIC nations — Brazil, Russia, India and China.

“All of them like American goods, want to live like Americans, and are four countries that have a growing middle class,” Dash said.

China is building 12 cities with 1 million residents in each, he said.

“Those are your future clients,” Dash said. The five companies participating in the three-month program are Phoenix Industries, Tate Snyder Kimsey, Brock Racing Enterprises, Sable Systems and Pictograpichs.

Companies that participate in ExporTech attend three daylong seminars through April. In between, each company works on developing their export plan with the support of a coach, project manager from Nevada Industry Excellence, and a UNLV intern.

The second session on March 13 focuses on finances, export controls, legal issues, intellectual property and finding representatives or distributor partners. On April 17, a panel of experts on exports will analyze each of the company’s plans before they begin to implement their export strategies.

“Nevada is recognized for this program and the collaboration that occurs here,” said Terry Culp, deputy director of Nevada Industry Excellence. “Companies that graduate from our program begin exporting within six months.”

Participants spent most the first session Wednesday designing an export strategy and trying to define the obstacles and risks of exporting their products. The seminar also included group and individual discussion on market research, targeting market selection, and manufacturing and growth challenges.

Culp said between sessions the five companies will develop an export plan and strategies to go the market.

Nevada’s exports in 2012 totaled $10.2 billion, while 2,504 companies exported their goods or services, according to figures from the U.S. Department of Commerce.

The Silver State’s largest market is Switzerland with exports topping $3.7 billion, followed by India ($1.8 billion), Canada ($1.4 billion), China ($561 million), and Mexico ($330 million).

“We are at the very beginning of getting out to the world,” said Frederico Bastos, sales director with Phoenix Industries. “We don’t want to mess it up.”

Based in North Las Vegas, Phoenix Industries designs, manufacturers and installs recycling facilities, including recycling tires into asphalt and other products. Bastos said the firm exported a few products late last year to Brazil, Russia and Great Britain.

“They were one-offs,” he said. “We are here because we need to get a plan together and too learn what exists out there for us.”

At Tate Snyder Kimsey Architects taking part in ExporTech is about growing their business overseas. Among its business overseas, the company designed the Bay Technology High-Rise Towers in Shenzhen, China.

“We are here because we are still in the infancy stage of doing global work,” said J. Windom Kimsey, president of the Henderson-based firm. “We are not a very large company. This will help us understand how to get our message out.”

Kimsey said in five years he wants to double his firm’s business overseas to 40 percent.

Contact reporter Chris Sieroty at csieroty@reviewjournal.com or 702-477-3893. Follow @sierotyfeatures on Twitter.

 

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