What Does the New Normal Mean for Exporters?

Posted by: Mi Jeong Hibbitts - Global Chamber Baltimore/Washington on Monday, June 1, 2020

Global Chamber® Baltimore/Washington collaborated with 3 prominent international trade support organizations around the DMV area (the US Commercial Service, the Maryland Department of Commerce, and the Virginia Economic Development Partnership) to present a Globinar on one of the most relevant topics for exporters today – what does the new normal mean for exporters?

Watch the event HERE.

COVID-19 has affected businesses of every size and in every sector, locally, nationally and globally. Especially impactful, the inability to travel and conduct in-person meetings in respective target markets cross border and state has pushed exporters to rethink their existing strategies from marketing and sales, customer relationship to business development in their search for continued growth during and post the pandemic, COVID-19.

In this well-attended Globinar, expert panelists from one of the world’s largest trade show organizers to a cutting edge biotech company as well as a major US manufacturer of sealants and construction adhesive shared their corporate strategies and experiences in regards to adopting and adapting to using virtual strategies. 

Bill Marsheck, International Sales Manager at DAP Products discussed how the international team at DAP has adopted new strategies in the days of COVID-19 including maintaining and building customer relationships and lines of communication through online platforms. Because their international sales teams can't get on a plane to visit customers in person, they have had to find other ways to adapt and make theirlong-distance relationships more personal. The world is not expected to return to the normal of what it used to be for some time even post COVID; thus, adopting new digital strategies even from the customer retention and expansion point of view is worthwhile to explore.

Jennifer Bacon, Show Director of Fashion & Apparel, Messe at Frankfurt North America, one of the world’s largest trade show organizers talked about the reasons and strategy for going to a virtual platform for its July event in New York City – staying in the forefront of sourcing industry and adapting with the changing times and the new normal.

Paul Neville, Chief Operating Officer at Angimmune, discussed his experience at the Bio Europe Spring show, which was switched to virtual participation this year, and how that differed from in-person experiences in the past. He shared tips and tricks for businesses exploring virtual show options for how to make the most of the digital experience especially from the perspectives of Biotech business development spaces.

Finally, Ellen Meinhart (International Trade Manager, Virginia Economic Development Partnership), Jessica Reynolds (Senior Director, Office of International Investment and Trade, Maryland Department of Commerce) and Colleen Fisher (Director, Baltimore Export Assistance Center, US Commercial Service ) presented programs, services, grants and resources available to the companies in the DMV area and beyond that are looking for export growth throughout the times of Pandemic and beyond.

The Globinar was moderated by Doug Bruhnke, Founder and CEO of Global Chamber® joined from Scottsdale, Arizona.

Global Chamber® is a growing and collaborating community of CEOs, executives and leaders in 525 metro regions around the world... connecting member businesses to new opportunities and advancing growth and success, everywhere!

Global Chamber® is the only chamber of commerce in the world operating in hundreds of locations that helps exporting, importing and investing members to connect through warm introductions to clients, partners, projects and resources in every market.

Our vision is a world where selling across metros regions is as easy as selling across the street, and so we work with firms that are growing and making a difference. We're making a difference by supporting growth in our new normal.

Sincerely, Mi Jeong Hibbitts

Executive Director, Global Chamber® Baltimore/Washington

Speakers

Bill Marsheck - Manager, International Sales at DAP Products. As a career international sales professional, Bill Marsheck has extensive experience developing markets for durable and non-durable consumer goods with retail customers and wholesale distributors around the globe for several industry leading brands.  Bill first developed his passion for sales during his high school years selling popcorn and coloring books at a local circus.  Today, he is with Baltimore based DAP Products Inc. as Manager, International Sales.  Prior to joining DAP in 2006, Bill held international sales positions with the Hunter Fan Company and Frigidaire International, a division of AB Electrolux of Sweden.  His well-worn collection of passports has carried him to eighty-one countries across the globe.  Bill is a member of and enjoys helping others build their international business through participation in various activities of the Maryland-DC District Export Council.  His favorite “sales management” position is a two-year stint as Popcorn Kernel for his son’s Boy Scout Troop.  When not on the road, Bill enjoys hiking with family members including their golden retriever, Gemma. Bill will be discussing how the international team at DAP has adopted new strategies in the days of COVID-19 including maintaining and building customer relationships and lines of communication through online platforms. Since their international sales teams can't get on a plane to visit customers in person, they have had to find other ways to adapt and make the long distance relationship more personal. The world is not expected to return to the normal of what it used to be for some time even post COVID; thus, adopting new digital strategies even from the customer retention and expansion point of view is worthwhile to explore. 

Jennifer Bacon, Show Director, Fashion & Apparel, Messe Frankfurt North America, one of the world’s largest trade show organizers and has dedicated more than a decade to the events industry. Ms. Bacon has built strong networks in the textile sourcing community and her leadership has moved the award-winning Texworld USA and its co-located events Apparel Sourcing USA and Home Textile Sourcing to collectively represent the largest sourcing event on the East Coast. She spent her earlier years working on international sales for the textile and consumer goods markets that eventually lead to the care of an entire portfolio of events in the segment of textile sourcing. Due to Covid-19, Messe Frankfurt is moving the show scheduled in July into a virtual platform. It will be the first in the company worldwide to do this and Jennifer will be discussing how the world’ largest trade fair is finding a new way to adjust to the new normal post-COVID-19. 

Paul Neville, Chief Operating Officer at Angimmune. As the Chief Operating Officer of Angimmune, Paul Neville’s focus is the intersection between the science and business interests of the company, interacting and managing the competing interests of the scientific direction, and the economic realities of a research driven clinical stage biotechnology company. Prior to his COO role, Paul was responsible for obtaining Fast Track Development Program Designation and Orphan Drug Designation for the company’s lead anti-CD3 biologic. His driving goal is to get Angimmune’s anti-CD3 immunotoxin on a clear path to commercialization. In addition to working with Angimmune, Paul is a partner in O’Brien & Neville, a marketing consultancy where he led corporate identity and branding projects for Thermo Fisher Scientific, The Gillette Company, and United Technologies. Paul’s interest in typography led to the development of optical character spacing software, and a U.S. Patent on this optical kerning technology. He is an author on the paper Resimmune, an anti-CD3ε recombinant immunotoxin, induces durable remissions in patients with cutaneous T-cell lymphoma (Frankel et al., 2015). Paul will be discussing how his experience at the Bio Europe Spring show, which was switched to virtual participation this year, differed from similar in-person experiences. He will also discuss tips and tricks for other businesses exploring virtual show options for how to make the most of the digital experience. 

Maryland Department of Commerce, Virginia Economic Development Partnership and The U.S. Commercial Service, will together present programs and resources available to assist companies in the DMV region in support of efforts to keep import/export business moving forward amid the COVID-19 Pandemic. Companies considering incorporating virtual strategies as part of corporate strategies under the new normal post COVID-19 will be able to quickly take advantage of some virtual services and programs these organizations offer.

Organizer and Announcer: Mi Jeong Hibbitts - Executive Director at Global Chamber® Baltimore/Washington. Mi Jeong Hibbitts is an international business and marketing expert with extensive expertise in the areas of international trade, marketing, advertising, journalism/media, finance, and the US government. Mi Jeong is currently the Executive Director for the Global Chamber® Baltimore/Washington region, an organization that helps members in 525 metro areas worldwide, and growing, bridge new global business opportunities. Mi Jeong is also president of Robert & William, LLC, an international trade and marketing consulting firm located in Maryland where she brings decades of broad working experience in the private and public sectors in the US and overseas. Her services focus on assisting companies engaging in cross border trade between the US and Asia by providing strategic guidance and practical knowhow, including providing leads and contacts related to market entry, development, and expansion strategy. 

 

 

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