​The Presidential "E" for Exporting Award is the highest federal recognition to U.S. companies for success in exporting. Recipients are companies across the United States that help drive economic development in their communities through their innovative pursuits in selling abroad.  

With the application period for the next E Award open, we feature two recent Oregon E Award recipients, and their views on what the award means to their business. 

"E" Award recipients Skylar Hall, Vice President of Marketing and Client Relations at AIMCO and Russ Monk, Director of Operations at High Impact Technology (HIT) discuss their experiences regarding working within the fields of exporting and international business. 

1. What was your intent in applying for the E Award? 

Skylar Hall: I was recommended to apply for the award by a few people I work with on the Commercial Services and Business Oregon teams. They brought the award to my attention because we have been exporting for years and our sales have substantially increased within the last 5 years from exporting. 

Russ Monk: To receive the award is a long path; it requires four years of export growth. However, along with the help of our U.S. Commercial Service and Embassy teams, we felt that the pedigree and prestige of the award can be a crucial asset in bringing our company to the forefront of international trade and add to the storytelling that we need in order to promote our business.

2. What does the E Award mean to you? 

Hall: It validates that we are on the right track. It can be a big risk exporting and it was a very big risk when we decided to become a manufacturer and export Internationally 25 years ago. It is always a great feeling when you are awarded as long as you take the moment to enjoy and celebrate and not look for the next big thing / sale - I was very adamant about our team going to D.C. to receive the award, give ourselves a hug and take a moment to really enjoy this success. It was such a special moment for our team, and we really enjoyed the whole experience. In addition, because everyone on our team has a helping hand, we also celebrated back in our headquarters in Portland Oregon, hosted a catered lunch and of course no party in the sales field is a party without some competition! We decided to have a corn-hole competition where the winners of the series won prizes from the top three markets we export to: Denmark, France and Spain.

Monk: The "E" Award–huge honor for a little company. We were the first Oregon company in 20 years to win it, so it was a big honor for us, and the fact that we get to put the 'President's Export of Excellence Award' on all our literature, our cards, our websites; anytime I reach out internationally, and I have that pedigree, it enhances my offering right out of the block and potential customers see that. It's a big honor to have that at the forefront of our marketing and storytelling.

3. What is the importance of exporting and working within global markets to your business? 

Hall: It has been substantial for our business, and we would not be as successful as we are today if we didn't have it. By really focusing on exporting and exporting initiatives our business has seen sales increase in the last five years. A lot of our top customers are located in Europe. 

Monk: Our protection technology in the sector of defense primarily works with many armed forces overseas. Our main goal of protecting the lives of civilians and militants across the world make exporting an undeniably critical step in our business and making sure that people receive the security and defense that they need.

4. What were some challenges you faced in expanding exports, and how did you overcome them? 

Hall: Some challenges are cross-culture communication, language, culture, holiday shutdowns, sense of urgency, price, tariffs, price verse value/quality and time change. In addition, we like to meet our customers in person and really emphasize the value in that connection but that can also add additional cost. Understanding what Global means. In the beginning, it was a customer/manufacturing facility in a specific country, and all participants were located at that location. Today, you may be dealing with 5-10 different Engineers in 5-10 different countries working on a project that is in another country so balancing all of these cultures in one room which may even be a virtual room. 

Monk: There is a long gestation period of shaking hands between companies. Being able to navigate exporting your product amidst geopolitical issues and wars can be challenging as a small company. Understanding what not to do is a critical part of business; not knowing all the cultural aspects and drivers of different countries are barriers when it comes to communication. However, guidance from embassy and Department of Commerce teams have been a huge help in this process.

5. What were some successes you experienced while working in exporting? 

Hall: Because I grew up in this world (family business), I am so grateful for being surrounded by cultures from all over the world at a young age. This has helped me both professionally and personally as I'm able to communicate to a wide range of cultures, establishing rapport rather quickly and I really feel the most comfortable when I'm in the minority. 

Monk: The rewarding part is befriending your business partners, experiencing their culture, history, flavors, and foods that come with working in exporting–to be able to learn that as we do business together. 

6. What advice would you give to those seeking to build a strong export growth track record? 

Hall: Don't give up. It will be challenging. Study your competition and their channels to the market. Remember, you are an ambassador of your country when you are visiting a foreign country. Be kind and please be respectful.

Monk: It takes longer as a smaller business to grow, so patience is critical. Know the roles of different federal agencies; the Department of Commerce, banks, navigating federal programs–these are all resources that small businesses can utilize. You can't be anywhere in the world, so target where you want to grow your business towards, learn the culture of your global market, and be perseverant. 

Background: The "E" Award, established by Executive Order of the President, recognizes organizations and persons that have made significant contributions in promoting United States exports globally. Winners of the award are permitted to utilize the blue and white banner and display the signed by the Secretary of Commerce and signed, by the authority of the President, certificate of commendation. 

The application period for the next "E" award is open through January 21, 2025. For further details, visit www.trade.gov/eawards.

Export control is a critical issue facing all exporters and it has become more challenging with the ongoing conflict in Ukraine. Our company Theia Technologies suspended exports to our Russian distributor earlier this year and turned down a significant order in so doing. Immediately thereafter we received inquiries for the same product and quantity from various other parties, both known to us and new to us - it appeared our Russian distributor was trying to get around our policy. At that point we felt the need to better prepare ourselves for how to respond in the current environment.

To help us navigate the murky waters, we turned to the local office of U.S. Commercial Service Pacific Northwest - Washington and Oregon and Director Kellie Holloway-Jarman for advice and sought out insight from DEC member and attorney Akana Ma, shareholder at Buchalter/Ater Wynn. With their expert input, we developed a policy about how to manage in the current environment that included both a pro-active and reactive component – a pre-emptive message to all of our distributors and key customers and a similar reactive response to suspect inquiries. In both situations we inform our customers and potential customers of our policy that we have suspended exports to Russia and Belarus and do not allow the re-export of our products there.

We have added the further requirement that for opportunities that look similar to the Russian one received earlier, or if they are otherwise suspicious looking, we ask them to fill out form 711 from the Bureau of Industry and Security-U.S. Department of Commerce (BIS) that asks them to attest to the end user’s identity, location and product application. So far we have not found any customer willing to fill out this form, although we are expecting an order shortly from one who is willing. We feel that this requirement was successful in helping us weed out bad actors – we simply do not need the business of any party not willing to sign the form.

These actions are in addition to our standard terms and conditions of sale that include our policy is to comply with all US export regulations and not support re-export of our products contrary to US law. We have also reviewed training with our employees responsible for order processing to flag any questionable inquiry or order. 

With these actions implemented, we believe we are better prepared to ensure compliance with US laws and export regulations. As a DEC member, I encourage you to reach out and use the vast expertise that the DEC members can offer in their professional capacities and their experience in the export trenches! ​

​AuthorAndrea Van Landingham is Vice President of Theia Technologies, an Oregon Export Council board member, and brings decades of international business development and global supply chain partner management experience to the trade community.

​Allports’ Operational Excellence Manager and ECO Board Member Kiffani Iverson, shares how building lasting professional relationships can help local exporters and importers to build their companies globally.
In September of 2016, in response to the World Health Organization’s (WHO) addition of the United States to the list of Zika-infected countries, China’s General Administration of Quality Supervision, Inspection and Quarantine (AQSIQ) implemented a fumigation requirement for all cargo being imported from the US. At the time, the cargo Allports was facilitating was already on the water and being shipped to China and was not admitted into the country, causing uncertainty amongst exporters. Allports proceeded to utilize their network with their global agent partners to locate a local Chinese contact for their customers who could help navigate the new requirements on the importing of cargo from the west coast.
Another instance that Kiffani Iverson mentioned was the recent shipment of beans, peas, and lentils to India where the buyer walked away from the cargo that had arrived in-country. This issue required Allports to utilize their extensive network to contact an agent and work with the Oregon exporter to find a new buyer for the products and facilitate the necessary steps for the potential new buyer to get the product into the country with relative ease. The great professional relationships and swift actions steps showed this Oregon based Customs broker and freight forwarding company’s true excellence in providing service to exporters and importers.  

Verbio’s President and ECO Board member Virginia Joplin, shares their experience and what a small, specialized international language service firm can deliver to international diplomats and global organizations.  

​In June, ​Verbio sent two of their French conference interpreters to assist NATO representatives in important, high level meetings and business tours being held in Seattle. The use of interpreters was critical to key conversations between the NATO representatives’ and leaders of multinational organizations throughout the Seattle area. NATO initially had problems identifying French interpreters on the west coast due to low availability. The French American Chamber of Commerce of the Pacific Northwest responded to this challenge with an introduction of Verbio to NATO. Joplin was able to provide rapid assistance, securing two French conference interpreters. Then, during the meetings one of the NATO representative's Italian interpreters fell ill, straining the resources and leaving their other interpreter without a partner -- it's customary in simultaneous interpretation for interpreters to work in pairs and stagger their translation time due to the demanding nature of real time translation.  Verbio interpreters stepped in to seamlessly support the lead Italian interpreter enabling an effective dialog of the NATO parties to continue. The right expertise, the right resources, and swift action showed true excellence of this Oregon based translation company. 

Cliqa, Inc. was founded by Edgar Navas in 2014 to focus on how immigrants can efficiently and affordably send money home without paying a service charge. The platform created is a phone app that lets users send digital payments instead of cash, allowing users to pay for electricity bills, phone bills, etc. remotely for their families outside the U.S. Cliqa now has 30,000 active customers that send money overseas at least once a month and can be used in 30 countries. 

One of the problems that became apparent to Edgar Navas early on was the need for capital for further marketing and product development. In order to reach the mass market, Navas turned to social media and a few celebrity partners to market their product online. This led to Cliqa Digital, a platform that connects the Latino community offline and online. This platform allows Cliqa to drive its customers back to its payments platform while also marketing itself as a source for potential brands to enter the Latino market. 

Want to read more about this amazing company? Check out the Portland Business Journal for the original article here. 

​High Impact Technology, LLC (HIT) completed the last phase of a Gold Key Service (GKS) at the FEINDEF Military Trade Show in Madrid, Spain.  This B2B matchmaking service delivered by the U.S. Commercial Service, U.S. Department of Commerce opened doors, maximized in-country time and business connections and was largely delivered on the trade show floor.

The Gold Key Service turned out to be a very efficient use of time and resources to meet face-to-face with 11 pre-screened, and vetted companies during the 3-day event. Representing the U.S. Commercial Service from the U.S. Embassy based in Madrid, was Carlos Perezminguez, Senior International Trade Specialist, who helped build and execute HIT’s GKS. Carlos successfully established professional meetings with senior management connections, and formed a comfortable bridge between HIT and these prospective partner companies. This allowed HIT to make a pitch of their protection-based products and services to a target audience, already briefed, and welcoming of HIT's product/technology information.  Having the GKS line up with the FEINDEF Military Trade Show worked well in securing face-time with top notch sales representative companies at the show. Having the local U.S. Embassy introduction established an off the bat warm, working relationship. 

Following the show and meetings, and as a final in-country step to the service, Cameron Werker, Senior Commercial Officer at the Embassy, provided a concise debrief to close the loop, and lay out a plan for next steps on how best to push the sales efforts in Spain forward. Our experience proved the GKS was a great asset particularly considering the limited time and resources we had in country. HIT truly appreciated the U.S. Commercial Service/U.S. Embassy team's professionalism and the positive foundation it helped us build in-country with these established Spanish companies. Now the follow-up/technical information work begins! 

Oregon and Pacific Northwest cheese makers are working to develop new markets and increasing exports to Asia. Cheese exports hit a high in May, even with a drop in sales to China as retaliatory tariffs continue. Growing disposable income in the prime Asia markets is likely to support the continued growth in demand for new varieties of cheese over the next few years. Read more on the Dairy Export Council’s blog.

The Oregon Dairy Council was supported by the Export Council of Oregon’s Barry Horowitz at the HOFEX show in Hong Kong (May 2019). This is one of Asia’s leading food and hospitality trade shows.  By the numbers, this 4-day event showcases 2800 exhibitors from 74 countries, with more than 42,000 visiting trade buyers. Oregon cheese makers expect numerous deals to follow!

​At Fruit Logistica 2019 in Berlin, Felix Instruments – Applied Food Science, of Vancouver WA launched the Avocado Quality Meter which uses near infrared analysis to assess avocado dry matter – a key indicator of the ultimate eating quality of an avocado.
 
The company mission is to provide fresh produce professionals with the tools to make data-driven decisions. Quality meters can be used post-harvest, or pre-harvest to manage the crop and select an optimal harvest date. Ripening facilities can use the instruments to achieve best results and reduce spoilage. “We have already shipped more than 30 avocado meters and plan to continue with around 25 devices per month. Our customers are growers and packers from Mexico, Peru, Spain, Russia, USA. We have distributors in approximately 30 countries, so equipment is available worldwide” says Felix.
 
Why are international trade shows good for new product launch? Felix points out, “At launch, there are typically very few reference accounts for a given product so live demonstrations are a reasonable substitute.  Further, most of our business is earned by referral and that includes both existing clients and contacts that have seen the product [sometimes at a trade show] and mention it to a colleague.”

High Impact Technology "HIT" is sharing a booth with our local customer at the 5 day long IDEX international defense trade show here in Abu Dhabi, UAE. We are one of about 120 U.S. companies representing their goods in the USA Pavilion.
 
Of the approximately 50,000 people at IDEX, we were honored to meet with and show our technologies to HH Sheik Mohamed Bin Zayad Al Nahyan - the acting President of the UAE.  We have been protecting his country's vehicles for 3 years now and he wanted to thank our team for saving UAE lives. Quite an honor for HIT and our local customer Continuum-ME.
 
IDEX is the largest Middle East based military show and over 80 countries are represented here.
 
HIT is proud to have 7 different companies at this trade show showing their vehicles which have our protection technology installed on them.