Four Vermont high-tech companies staked their place among nearly 5,000 exhibitors in Dusseldorf, Germany, in mid-November.
Advanced Illumination of Rochester, KALOW Technologies of North Clarendon, Manufacturing Solutions Inc. of Morrisville and Nathaniel Group of Vergennes shared booth space with other regional businesses at a “Best of New England” booth at MEDICA and COMPAMED. The two-in-one medical trade show is the world’s largest global trade event for high-end medical technology.
Paul Tungseth manages sales for Advanced Illumination. He said this trip was the company’s first time attending MEDICA, although exports already account for about a third of the company’s sales.
“It was just unbelievable,” Tungseth said. “The scope is amazing. They expected 140,000 attendees and had (exhibitors) from 66 countries.” He walked away with 10 solid leads from companies around the world.
Advanced Illumination manufactures LED lighting for purposes ranging from microscopes to precision manufacturing to security systems. The medical industry currently accounts for only about 5 percent of the company’s sales, he said, but he hopes to double or triple that amount.
Garret Hirchak, president and CEO of Manufacturing Solutions Inc., told a similar story. MSI offers both manufacturing and third party logistics services to clients in North America and around the world.
Hirchak said the event in Germany was MSI’s first international trade show, and it presented an opportunity to make connections in a new market. The medical industry currently is a small percentage of MSI’s sales.
“We see an opportunity,” Hirchak said. “So we’re really trying to break into it, rather than add to an existing base.”
KALOW Technologies is a contract manufacturer specializing in electro-mechanical “turnkey” manufacturing services. The Nathaniel Group designs and manufactures equipment for industry and research, plus medical and surgical devices.
Connecticut, Maine, New Hampshire and Rhode Island have established the “Best of New England” regional banner as a strategy to combine their resources and extend their reach. The international presence would be difficult for the small market states — or individual businesses — to achieve on their own, officials say. They’ve coordinated booth space at MEDICA and COMPAMED in the past, as well as other international events such as the Paris Air Show.
Brent Raymond, who directs the state’s international business assistance efforts through the Vermont Global Trade Partnership (VGTP), said the collaborative effort with state agencies saves participating companies time and money.
“We deal with much of the logistics, offer assistance and advice, and man their booths while they’re attending valuable meetings,” Raymond said in a press release.
The VGTP also offers partial grants through the Leahy International Trade Grant, federal funding secured by Sen. Patrick Leahy, D-Vt., to help Vermont companies attend international trade shows or expand their export markets.
The Leahy grant was due to expire in July, but Raymond said he successfully petitioned for a one-year extension.
“But very few funds remain,” Raymond said by email. “All funds for education and audits have been allocated. All but (about) $2,000 remain of the trade show grant funds.” Raymond expects all other balances to be allocated by the end of January.
“Vermont has been very lucky that Senator Leahy understood the importance of how important growing small business exports is to Vermont’s economy,” Raymond added.
State officials identified the medical and aerospace industries as areas for potential growth in international trade. MEDICA and COMPAMED were chosen as a destination based on feedback from companies that expressed interested in participating in the state-coordinated trade shows, he said.
According to Tungseth, the quality of American trade shows has declined over the last decade.
“The best tend to be in Europe, or in Germany, in particular,” he said. “They’re the best attended and the best promoted.”
Raymond said his office had marketed the opportunity through its newsletter and through regional development centers.
