From a first-time sale with a freshly gained distributor to record sales at a trade show, we celebrate the many paths of success achieved by our participating companies exporting from the U.S.
In just a couple of years Vet Worthy’s exports have gone from zero to now shipping to over half a dozen countries with a half dozen more pending. Global Trade Specialist for Vet Worthy, Leigh Laney, loves the help the program provides for brochures, booth design and labels, “I cannot say enough good things about this program and how it helps small, young companies like Vet Worthy to be competitive on the globe. WUSATA has helped us to start our export program and add new distributors in multiple countries.” Vet Worthy is already shipping orders to Saudi Arabia, Bahrain, Hong Kong and Korea and orders to Malaysia and several others pending. Now that Vet Worthy has sunk their teeth into Asia they may be looking across the Atlantic as they’ve recently participated in FundMatch once again, this time for InterZoo in Germany.
The FundMatch program enabled Salty Wahine to attend the Winter and Summer Fancy Foods Shows and the Food & Beverage Show in Tokyo by matching marketing and travel expenses for the spice and seasoning company.
“We received quite a few direct sales through the events. We are also in discussions with 2 large distributors who found us at the shows,” says owner Laura Cristobal Andersland. “One distributor is considering a pallet of bulk product so they can repackage and distribute into retail stores in Japan.” Andersland adds, the international success of the company has been tremendous and WUSATA has been a big part of that, especially with assistance for the shows (which Salty Wahine would not go to if not for WUSATA’s FundMatch). “It was fantastic. We had a great time there. Many people coming to the shows were specifically looking for us.”
The big attraction of trade shows for customers is having so many companies in one place, and for the companies, well its all the potential customers of course. Seaton Smith, President at GF Harvest has been working with WUSATA for several years. The continued work with WUSATA, over the years, has helped them to break into the Australian market and after this years attendance to Expo West, they may have some increased business with a European customer. “we reconnected with a European customer who has done business with us on the bulk side. We are currently in discussions about a potential new product and we are trying to work out pricing now.” By participating in FundMatch and making it to the event, GF Harvest is now able to continue finding new customers and extend their customer service to current clients.
Sometimes growing takes a little guidance and that’s what the Western United States Agricultural Trade Association (WUSATA) has been able to do for Airfield Estate Winery. With vines dating back to the 1960’s, Airfield Estates Winery sits in the heart of Washington State and has been a part of the Miller family since the beginning. Global Sales Manager, Brad Potter, says right now the winery is doing about 12% of its business in exports. Adding, for most small wineries that number is closer to 2-3%. “From 1,400 cases in 2016 to 3,500 cases in 2017 to all our export markets. Without WUSATA, we wouldn’t be exporting at all. We wouldn’t even be looking at it as an option.” Potter says the exporting also means much more, “We are now a global company rather than a national company. It’s a source of pride for us, but more importantly, it’s extra income for our company.”
WUSATA’s Global Connect allows CJB GROUP to find the time to meet with several international markets and clients at once through missions and tradeshows saving time and money.
Companies like CJB GROUP can participate in Global Connect in a variety of ways. At international tradeshows they can use the WUSATA Pavilion which President and CEO of CJB GROUP , Bryan Kim says attracts potential customers that already know the WUSATA name. “The key value with WUSATA is that we were able to go back for a second trip. We attended the 2018 WUSATA Pavilion at Food & Hotel Asia Trade Show and met a good set of buyers. We are following up and connecting with the buyers and sellers now.” With the continued connections from 2017 and 2018, Kim is seeing excellent growth in the Korean market, their primary focus. “We are on track to grow 200% from last year. We have expanded our partners and potential buyer network by 55% and are in negotiations with roughly 10-15 partner groups we met through WUSATA.” The expansion in the international markets has coincided with the increase in US suppliers as well from 2 to 45 meaning even a wider product line to introduce at the next WUSATA Global Connect event.
Northwest Hazelnut Company, a small agribusiness from Oregon, is keeping Oregon-grown hazelnuts in front of international buyers by participating in the 2018 FundMatch Program. FundMatch is coordinated by the Western United States Agricultural Trade Association (WUSATA) and funded by the USDA’s Market Access Program (MAP). During 2018, they attended the SIAL China trade show, which is a key opportunity to stay in front of their customer base and promote value-added products, such as processed nut forms.
During a series of face-to-face meetings with buyers, the small company met with a new distributor and secured their first order for fresh Washington cherries. The initial air-shipped orders were completed in the summer of 2019 and have generated new revenue valued at nearly $28,000. S.A. International expects to continue doing business with this distributor for future crop harvests.
By using FundMatch, they were able to double sales in the UK from 2017 to 2018 by launching a direct-to-consumer approach that works particularly well in the UK and Europe. JaceyCakes also uses FundMatch to exhibit at trade shows that attract large numbers of international buyers, such as Expo West.
They were able to attend the show in 2019 by using WUSATA’s cost-matching program FundMatch, which is also funded by MAP. With a new distributor in place in the UAE, Caffe D’Vita has increased sales in the Middle East 100% over the previous year, and they expect that growth to continue into 2020.
Family Owned, Fresh Nature Foods from Spokane, Washington is seeing the benefits from their participation in 2017 Korea Food-service & Ingredient Inbound Trade Mission to WA, ID. While at the coordinated one-on-one meetings, Fresh Nature met with YSPC, a food importer from South Korea
Ganesha Enterprises is a small, minority-owned manufacturer from Nevada City, Nevada. By participating in events and programs coordinated by the Western United States Agricultural Trade Association (WUSATA), funded by USDA’s Market Access Program (MAP), the company is experiencing rapid success in Middle East markets for its innovative cardamom snack products.
Bell-Carter Foods is a family-owned table olive and olive oil supplier from Lafayette, California. Since international accounts can develop from any number of network connections, they make sure to participate in outbound trade missions coordinated by the Global Connect program of the Western United States Agricultural Trade Association (WUSATA), and funded through the USDA’s Market Access Program (MAP). One unexpected but welcome customer that resulted from the 2018 USDA Outbound Trade Mission to Taiwan is Costco in mainland China.
NOH Foods of Hawaii is a minority-owned seasoning and sauce manufacturer based in Honolulu, HI. After participating in the 2018 Australia Inbound Trade Mission to Natural Products Expo West, they gained a line on a distributor from Australia who also serves Canada and Europe.
Alaska Hardy Peony had a successful introduction to buyers from Canada during the 2019 Canada Nursery Inbound Trade Mission to Washington, Alaska, and Hawaii. The trade mission was coordinated by the Global Connect program of the Western United States Agricultural Trade Association (WUSATA), and funded through the USDA’s Market Access Program (MAP). The small family-operated agribusiness, based in Fritz Creek, started working with two new retail distributors in Canada as a result of attending the mission and has completed $10,000 to date in sales for their premium cut peonies.
To increase the number of sales channels in key Middle Eastern markets, Primex attended the Gulfood Trade Show in February 2020. They exhibited in a pavilion coordinated by the Global Connect program of the Western United States Agricultural Trade Association (WUSATA) and funded through the USDA’s Market Access Program (MAP).