Pennsylvania Success Stories
Expanding IDS’s Footprint in the Czech Republic and Germany
Integrated Dispense Systems (IDS), LLC, located in Oakdale, Pennsylvania, is a rapid beer dispensing system and an early stage micro-sized manufacturer of intelligent pouring systems.
IDS contacted the U.S. Commercial Service for assistance in identifying key international markets best suited for their products and stage of development.
Starting with an International Expansion Blueprint (IEB) to benchmark IDS’s exporting profile and then utilizing the Target Market Matrix (TMM) to provide an analytical based ranking of potential markets, the U.S. Commercial Service helped to orient IDS next international steps. Based on the results of the IEB and TMM, IDS utilized the U.S. Commercial Service to market their products in the Czech Republic, which was not originally on their radar, and stepped up efforts in the German market by exhibiting at trade show, which was made possible through an export grant program that CS Pittsburgh helped to facilitate.
With recent assistance from the U.S. Commercial Service, IDS signed a distributor for representation in the Czech Republic and signed a manufacturer sales representative in the German market.
Preservation Technologies Achieves Export Success
Preservation Technologies, founded in 1992, has been an important figure in the preservation of archives in the U.S. and around the world. The company manufactures a unique technology to safely neutralize acid in paper for books, documents, newspapers, maps and archives, thereby extending their useful life.
For nearly two decades, when Preservation Technologies sought to increase their export efforts, they turned to the U.S. Commercial Service (CS) office in Pittsburgh. Since 2000, they improved their presence abroad, increased their exports, and grew their company at home due to international success.
CS Pittsburgh, along with CS offices in Latin America, Europe, Asia, Africa, Middle East, and Russia, has provided information on a variety of export topics that includes market intelligence, in-country meetings, due diligence, shipping, logistics, duties, and taxes. CS Pittsburgh has also assisted the company with strategic market entry counseling, arranged meetings and introductions through in-country matchmaking services, engaged our advocacy services to ensure a level playing field in foreign tenders, and participated in many CS trade seminars, market briefings, webinars and conferences like Discover Global Markets.
Successes in France, Poland, and South Africa amounted to $7.55M in sales. Matchmaking services led to initial sales worth $20,000 into Brazil and Latin America. They have further closed a $1.1M deal in Moscow, and another valued at $1.5M in Korea. The continued relationship with CS Pittsburgh has helped Preservation Technologies receive quick reviews of markets that helped them determine whether or not to pursue a given market. CS Pittsburgh has served as a reliable source that will continue to help grow Preservation Technologies’ exports.
Pittsburgh Tourism is a Hit in UK
VisitPITTSBURGH is the official tourism promotion agency for Allegheny County, Pennsylvania.
VisitPITTSBURGH and other members of the Pittsburgh International Travel Cooperative (PITC) sought help from U.S. Commercial Service (CS) Pittsburgh to raise the visibility of Pittsburgh as a travel destination for international markets, particularly the United Kingdom.
CS Pittsburgh in coordination with CS London provided market research, business counseling, and the successful execution of a Single Company Promotion. In addition, CS London amplified the social media campaign of VisitPittsburgh and the PITC around the inaugural British Airways flight from London to Pittsburgh by leveraging U.S. Commercial Service Europe’s and U.S. Embassy London’s Twitter handles and CS’s London’s Facebook account for a reach of over 40,000.
With recent assistance from the U.S. Commercial Service, VisitPITTSBURGH and its in-country representative estimate the total media reach at over 95 million with an estimated advertising value of $1.3 million resulting from 22 media tours.
XCoal Wins Coal Tender in the Dominican Republic
XCoal is global exporter of metallurgical, thermal, and anthracite coals for use in integrated steel mills, cement plants, and electric power stations, based out of Latrobe, PA.
In July 2017, the U.S. Commercial Service (CS) reached out to several U.S. companies, including XCoal, to inform them of a tender to supply coal for the Punta Catalina power plant in the Dominican Republic. XCoal applied for the tenderwith official Advocacy Center assistance.
In addition to confirming that XCoal had been pre-qualified for the bid, the U.S. Commercial Service maintained contact with the tendering agency and monitored the tender to make sure the decision process was fair and competitive.
In October 2018, XCoal received news that with the help of CS Pittsburgh and CS Santo Domingo, they had won the full initial bid of 462,000 metric tons of coal, a $38.2 million value. In addition, XCoal is now well-positioned to work with the Punta Catalina plant in the future; estimated yearly coal requirements for the plant could be as high as $150 million.
Sauereisen Increases Sales to Latin America
Sauereisen, is a 127-year-old, third generation family owned manufacturer of specialty ceramics, coatings and protective linings that are sold into many different industry sectors. With a diverse portfolio of market segments, Sauereisen has become an industry leader in protective coatings with markets across the global. Exporting and international markets have long been a staple of Sauereisen’ s success accounting for 40% of their overall sales and further exemplified by being awarded the prestigious President’s “E” Award for export
Looking to expand their sales to Latin America for corrosion resistant materials, Sauereisen participated in the IMPACT Project, which was a multi-year program to increase the exports of infrastructure related equipment and services to Chile, Colombia, Mexico, and Peru. The IMPACT Project, developed and managed by the Small Business Development Center (SBDC) at Duquesne University, was supported by an award from the International Trade Administration’s Market Development Cooperator Program (MDCP), and was executed in partnership with the U.S. Commercial Service in Pittsburgh and the targeted countries.
Sauereisen participation in the IMPACT Project included attending country-based seminars and webinars, receiving market research conduct ed by the SBDC and the U.S Commercial Service, as well as participating in South America’s largest mining trade show, Expomin, held in Santiago, Chile. As part of Expomin, Sauereisen participated in briefings by the U.S. Commercial Service’s Chile office, and business-to-business meeting supported by the SBDC and the U.S. Commercial Service. Additionally, as part of the IMPACT project, Sauereisen’s products were promoted in an “IMPACT” company directory at additional trade shows in Chile and Peru.
Through participating in the IMPACT Project and the associated support from the SBDC and the U.S. Commercial Service, Sauereisen was able to gain valuable insight into the region’s markets and industry sectors, find new opportunities, customers and ultimately realize increased sales in Chile and Columbia.
Pittsburgh Lands Direct Flight to UK
The Allegheny County Airport Authority (ACAA) operates and maintains Pittsburgh International and Allegheny County Airports.
To reintroduce Pittsburgh to the UK market as a competitive destination for foreign direct investment,
travel and tourism, and as a viable air service option to tour operators, corporate travel planners and the media resulting in regularly-scheduled direct air service between London and Pittsburgh.
Over a two-year period, the U.S. Commercial Service provided in-depth market counseling, market updates, and even facilitated a national media opportunity. This support culminated in the execution of a “Single Company Promotion” that was attended by more than 100 key players and decision makers in the travel industry as well as Pittsburgh companies with a global reach. The event helped ACAA demonstrate to its partners its commitment to the market.
With recent assistance from the U.S. Commercial Service, ACAA announced that for the first time since 1999, British Airways will fly nonstop, year-round scheduled flights four days a week from Pittsburgh to London beginning April 2019. The direct, indirect, and induced economic impact of this service is estimated at $250,000 per flight “every time it lands.”