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	Think Exporting is too Complicated? Virginia's AIM Program Can Help! Most companies either have no export strategy at all or, one that is not clearly defined. In fact, most companies "fall" into exporting purely by accident. A lead is received and everyone thinks here it is… the golden ticket!!! Everyone eagerly goes about filling the order, only to learn that special paperwork and special labeling is needed. Before long all the profits have evaporated. Bad export experiences like this can halt a companies export activities all together. Think about it for a second…Since the export sale occurred as a result of the customer's initiative it is usually their best interests and needs that are met…not the sellers. Exporters fare much better when they seek their own customers in their own best export markets, rather than to respond to buyers who may be more trouble than they are worth. But, like most things that are new, exporting seems too complicated and overwhelming so good leads are put aside along with the bad and domestic sales remain the main focus. Let's face it…that has got to change! In order to survive in today's global economy your company must develop an export strategy. 95% of the world's population lives outside of America Virginia so exports offer a world of opportunity. If you are not exporting you are missing out on potential profits. Period! Ok...so how do you begin to export? Most companies simply don't know where or how to begin to develop an export strategy. They are rightfully concerned about launching new "international" programs because of the challenges and risks involved in shipping worldwide, communicating in various languages and working with various currencies and methods of payment. Moreover, they do not have the resources to commit to fully developing all aspects of their export plan. Virginia companies need a program that covers the basics of exporting and helps them develop their own unique export strategy. Virginia's Accessing International Markets (AIM) is that program! AIM provides Virginia companies support to develop an export strategy, to target a potential market and to take the first steps of entering a new market overseas. AIM provides specialized assistance to support these companies in their efforts to create and implement an export program. AIM approaches the basics of exporting "one step at a time" in one market at a time. AIM helps companies identify their best target market; one with the greatest potential that is also easy to "access". Then, AIM participants work with the AIM team to develop a Market Access Pan (MAP). AIM participants have full access to the AIM team which is in effect, like having a team of export professionals on staff for a year. In addition to strategic research and counseling, the AIM program provides each participant $5,000 worth of capital funding, customized pro-bono counseling from five private sector professionals, and numerous opportunities to network with Virginia manufacturers who have successfully sold products and services internationally. Five Virginia companies are accepted into the AIM program each quarter. The next class will begin September 1, 2006 and applications are due August 18, 2006. The competitive program selects candidates based on their commitment to developing an export strategy in a new market overseas. AIM Participants must visit their target market and are encouraged to fully develop a successful sales program and distribution channel in one single market. From there, they can advance into a second market and then a third. Twenty companies will graduate from the AIM program each year. More importantly, they will be awarded accreditation for having successfully prepared to enter new markets on their own. To learn more about Virginia's new AIM program call Elizabeth R. Morgan, AIM Program Manager at Tel: (804) 545-5768 or visit www.exportvirginia.org/programs_aim.htm