GENEVA-ON-THE-LAKE — County economic development and elected officials held a business seminar at the Lodge and Conference Center on Thursday to make sure companies are not missing out on lucrative opportunities.

The seminar focused on exporting and government contracts, opportunities that often leave business owners in a cold sweat because of the daunting paperwork, regulations, risk and repercussions if something goes awry.

Commissioners partnered with Andover Bank, KeyBank, Ashtabula County Port Authority, 503 Corp and Growth Partnership for Ashtabula County to sponsor the free breakfast and seminar. Brian Anderson, executive director for Growth Partnership, said 70 persons registered in advance.

“I’m retired and want to start a consulting firm,” said Marty Conner, who attended the seminar. “I came here to see what they have to offer.”

Larry Fargo, owner of Fargo Machine in Plymouth Township, said the first four months of 2012 were good for his business, but he’s still looking for opportunities.

“I’m interested in seeing about export possibilities,” said Fargo, whose shop specializes in water jet cutting.

Several hands went up when Susan Whitney, office director for U.S. Commercial Services in Cleveland, asked if any of the attendees were already exporting.

She said that her office, the promotion trade arm of the U.S. Department of Commerce’s International Trade Administration, helps potential U.S. exporters identify new markets for their products. She said that, in general, those U.S. companies that were active in foreign markets during the recession fared much better than manufacturers whose products depended solely on the U.S. economy.

“I want everyone in the room to be more diversified,” she said.

U.S. Commercial Services operates in 75 markets and can provide potential exporters with intelligence and trade counseling for each market. Whitney suggested that beginners focus on one market at a time.

She said her office can help the owner create a comprehensive business plan for entering or expanding into a target market, help deal with legal regulatory issues and documentation requirements, and provide assistance with customs and nonpayment issues.

The office also has a “Gold Key Matching Service,” which sets up an appointment in the target nation with key officials and prospective buyers. As a result of one such meeting in April 2010, Cleveland-based Federal Metal has since then done nearly $1 million in exports.

Whitney said the success rate of the Gold Key Service is between 50 and 60 percent, far more effective than the cold calling many companies use to drum up business.

She said the business and political culture of some countries demand these kinds of meetings.

“If you are not going down (to Mexico), you probably are not going to do business in Mexico,” she said.

Whitney said trade shows, where the buyers are pre-screened to the exporters, are another vehicle used by the service to link U.S. exporters to foreign buyers.

She said there is no one “hot market” at this time. “It all depends on your product,” she said.

Belinda Sheridan, director of the regional Procurement Technical Assistance Center (PTAC) at Lakeland Community College, said she can help business owners compete for government contracts.

Sheridan said PTAC services are free and include assistance with the essential capabilities statement.

“A capabilities statement is for your company what a resume is for you,” Sheridan said.

The statement should be limited to one page, front and back, and make heavy use of bullet points and succinct sentences. It provides proof of qualification and shows past performance.

Both Rep. Casey Kozlowski, R-Pierpont, and Sen. Capri Cafaro, D-Boardman, presented overviews of state agencies and recent legislation to help businesses grow and create jobs. The legislators encouraged business owners to call them with their needs.

“We are here to help,” Cafaro said. “We are here to grow our economy, to help employ folks ...”

Online resources:

PTAC: lakelandcc.edu/ptac

Central contractor registration: ccr.gov

Veteran-owned businesses: vetbiz.gov

U.S. Export Assistance Center, Northern Ohio: export.gov/ohio/northernohio/

Click here to subscribe to The Star Beacon print edition.



Click here to subscribe to The Star Beacon replica edition.