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Selling Overseas for Small Manufacturers
Interview with Dr. Dave McKinnis, director of the Technical Assistance Program at Purdue University.
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Hide Text TranscriptThere are several different first steps you take to sell to other markets and other countries, and in Indiana, the greatest majority of manufacturers are already taking those steps. For the smaller ones, the state of Indiana has trade representatives on every continent as a way to plug in to markets there. Certainly, there are many companies that use marketing firms, agents, reps to do that. You go to trade shows and in many cases, companies sell to…that they’re involved in tier 1 or 2 sales. They find tier 1 suppliers in other countries that they can supply components to. It’s relatively easy to do in Indiana through the Purdue Technical Assistance Program, for example. Many companies are involved in networks where they get together and they talk with their colleagues and similar companies about how they’ve gone through that process and can learn to do it that way.
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