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International Commerce Takes Spotlight In PRI Trade Show Seminar
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The importance of technical training, marketing, and social media were among key topics discussed during Friday's International Motorsports Trade Seminar (IMTS) at the 2017 Performance Racing Industry (PRI) Trade Show.
The PRI-sponsored session, which delivered invaluable information and insights for international buyers seeking to do business with US manufacturers and exporters, featured panelists Brett Kinsfather (Motovicity Distribution), Kirk Miller (AEM Performance Electronics), Max Papis (Max Papis Innovations), Marc Wesler (VP Racing Fuels), and Linda Spencer (SEMA) discussing business elements that make for great international partnerships.
"Technical training is critical. We have a technical product line, and we actually do field training with our distributors," said Miller. "That does two things: One, it educates them on a product, how it works, and to assist on any technical issues that might arise in the field. And two, it gives them the ammunition to make a competitive analysis on some of the advantages that one part may have over another. Having people who are technically trained by the factory who can then train their customer base is incredibly valuable."
Papis, meantime, stressed the importance of finding the right marketing partner to help you succeed overseas.
"The No. 1 thing we learn when trying to increase the bottom line is finding the right dealer and people with knowledge to lean on them. Marketing is important, but you need to be humble enough to understand which type of marketing works in a specific country," said Papis. "It takes a lot of research and a lot of footwork to understand which are the right partners that fit your business model. You need to have a partner that has the ability to represent you the same way that you do."
Attendees of the second annual IMTS seminar were upbeat over the content from this year's seminar, noting several takeaways to apply in their respective businesses.
"I'm an international manager for a US manufacturing company, and I wanted to hear other perspectives," said Mike Sre of Murray Corporation in Hunt Valley, Maryland. "What I talk about is what I hear, so to hear people from the same type of background was valuable."
In addition to acquiring valuable information at the seminar, Eddie Smith of Motor State Distributing in Watervliet, Michigan, took the opportunity to discuss ideas with fellow attendees.
"The seminar was very good, very enlightening," he said. "It was good to hear from manufacturers and distributors and dealers. I'm doing international business, and I'm going to talk to a couple of the guys that were in the seminar and continue to research some more."
The PRI-sponsored session, which delivered invaluable information and insights for international buyers seeking to do business with US manufacturers and exporters, featured panelists Brett Kinsfather (Motovicity Distribution), Kirk Miller (AEM Performance Electronics), Max Papis (Max Papis Innovations), Marc Wesler (VP Racing Fuels), and Linda Spencer (SEMA) discussing business elements that make for great international partnerships.
"Technical training is critical. We have a technical product line, and we actually do field training with our distributors," said Miller. "That does two things: One, it educates them on a product, how it works, and to assist on any technical issues that might arise in the field. And two, it gives them the ammunition to make a competitive analysis on some of the advantages that one part may have over another. Having people who are technically trained by the factory who can then train their customer base is incredibly valuable."
Papis, meantime, stressed the importance of finding the right marketing partner to help you succeed overseas.
"The No. 1 thing we learn when trying to increase the bottom line is finding the right dealer and people with knowledge to lean on them. Marketing is important, but you need to be humble enough to understand which type of marketing works in a specific country," said Papis. "It takes a lot of research and a lot of footwork to understand which are the right partners that fit your business model. You need to have a partner that has the ability to represent you the same way that you do."
Attendees of the second annual IMTS seminar were upbeat over the content from this year's seminar, noting several takeaways to apply in their respective businesses.
"I'm an international manager for a US manufacturing company, and I wanted to hear other perspectives," said Mike Sre of Murray Corporation in Hunt Valley, Maryland. "What I talk about is what I hear, so to hear people from the same type of background was valuable."
In addition to acquiring valuable information at the seminar, Eddie Smith of Motor State Distributing in Watervliet, Michigan, took the opportunity to discuss ideas with fellow attendees.
"The seminar was very good, very enlightening," he said. "It was good to hear from manufacturers and distributors and dealers. I'm doing international business, and I'm going to talk to a couple of the guys that were in the seminar and continue to research some more."
