SEMA News—May 2013

INTERNATIONAL
By Alysha Webb

Making Headway Overseas

Part II: Getting Started Globally

For this second in a periodic series of articles about SEMA members that are making headway in growing their overseas business, Nathan Calabrese, OMIX-ADA’s director of international sales, provided insights into how the company identifies markets to target, what company executives look for in a distributor and some tips on how to get started selling internationally.

“We are going to continue to develop our international network and find ways to work with our overseas customers to help grow their businesses,” said Calabrese.

The privately owned company ramped up its international sales efforts in 2010 by bringing Calabrese on board. A veteran of the powersports industry, he had been selling internationally for years. He put new processes in place at OMIX-ADA and “built an effective department,” he said, noting that the company’s international sales have had respectable double-digit growth in the last two and a half years.

OMIX-ADA sells its products—which include Jeep accessories and replacement parts as well as truck accessories—in more than 50 countries. The products are sold under the brand names OMIX-ADA, Rugged Ridge, Precision Gear, Alloy USA and Outland Automotive. As might be expected, OMIX-ADA’s international sales are best where the Jeep brand has a strong presence. Europe is currently its biggest international market, Calabrese said, and OMIX-ADA also looks for markets where the Jeep brand is expanding.

“If the vehicle exists in a country, then there is business for us,” he said. “As Jeep sales grow in a country, so grow our sales.”

OMIX-ADA’s products are sold to only other businesses, said Calabrese, and whether the client is a distributor or dealer varies from country to country. OMIX-ADA wants clients with heavy involvement in the Jeep industry, especially in the off-road market, and the company also seeks clients that are positive about the business, eager to grow and that want to represent a brand-name product.

The annual SEMA Show in Las Vegas is an important resource for OMIX-ADA because of the growing number of international attendees, Calabrese said. He also took part in SEMA’s China Business Development Program in 2012 and attended the Middle East Business Development Program. SEMA’s measuring sessions in the United States featuring models from overseas markets are also very useful, he said.

One Size Doesn’t Fit All

Calabrese recommended hiring someone who already has experience with the protocol and processes of international sales. The specific product that person sold before is not as important as experience with international trade, he said.

“There are a lot of regulatory things you have to be aware of,” he said. “These aren’t things you can just Google search and implement tomorrow.”

Don’t assume domestic sales programs, such as rebates, warranties and incentives, will work in an overseas market, Calabrese cautioned, and companies should work with their distributors to figure out what is best and realize that they face unique challenges.

“You have to be able to identify those areas where the program just won’t work,” he said. “You have really got to listen to and work with clients on a very close level to help them succeed. You really need to make a strong connection.”

Calabrese said that finding a freight forwarder you trust is crucial. A freight forwarder is the link between your company and the logistics company that actually moves your goods overseas. The freight forwarder will handle important documents for you, and you grant the freight forwarder power of attorney.

“I can’t emphasize the word ‘trust’ enough,” Calabrese said. “This is not somebody who is cleaning your house. This is someone who is moving a very highly valued shipment across the world.”

Calabrese suggests that companies just getting started overseas ask other companies for recommendations regarding freight forwarders. Investigate potential candidates and then stick with your choice—even if another company comes along offering cheaper rates.

“By the time you have established a relationship with someone you can trust, it is not worth saving $.05 a pound or $.50 a pound,” he said, though he recommended checking other offers occasionally since your forwarder might be willing to come down in price when faced with a competitor’s bid.

If this sounds overwhelming, there is help out there. In addition to SEMA’s international resources, Calabrese said that the U.S. Commercial Service and the Department of International Trade—both divisions of the Department of Commerce—are excellent resources.

SEMA sponsors business development conferences in the Middle East and in China each year to assist members in better understanding these key emerging markets and to meet face to face with potential buyers.

For more information on these and other SEMA international resources, such as hands-on access to vehicles popular around the world but not sold in the United States, make and model data for key countries, and top strategies for meeting with international buyers at the SEMA Show, contact SEMA Director of International Relations Linda Spencer at lindas@sema.org.

SEMA News—May 2013

INTERNATIONAL
By Alysha Webb

Making Headway Overseas

Part II: Getting Started Globally

For this second in a periodic series of articles about SEMA members that are making headway in growing their overseas business, Nathan Calabrese, OMIX-ADA’s director of international sales, provided insights into how the company identifies markets to target, what company executives look for in a distributor and some tips on how to get started selling internationally.

“We are going to continue to develop our international network and find ways to work with our overseas customers to help grow their businesses,” said Calabrese.

The privately owned company ramped up its international sales efforts in 2010 by bringing Calabrese on board. A veteran of the powersports industry, he had been selling internationally for years. He put new processes in place at OMIX-ADA and “built an effective department,” he said, noting that the company’s international sales have had respectable double-digit growth in the last two and a half years.

OMIX-ADA sells its products—which include Jeep accessories and replacement parts as well as truck accessories—in more than 50 countries. The products are sold under the brand names OMIX-ADA, Rugged Ridge, Precision Gear, Alloy USA and Outland Automotive. As might be expected, OMIX-ADA’s international sales are best where the Jeep brand has a strong presence. Europe is currently its biggest international market, Calabrese said, and OMIX-ADA also looks for markets where the Jeep brand is expanding.

“If the vehicle exists in a country, then there is business for us,” he said. “As Jeep sales grow in a country, so grow our sales.”

OMIX-ADA’s products are sold to only other businesses, said Calabrese, and whether the client is a distributor or dealer varies from country to country. OMIX-ADA wants clients with heavy involvement in the Jeep industry, especially in the off-road market, and the company also seeks clients that are positive about the business, eager to grow and that want to represent a brand-name product.

The annual SEMA Show in Las Vegas is an important resource for OMIX-ADA because of the growing number of international attendees, Calabrese said. He also took part in SEMA’s China Business Development Program in 2012 and attended the Middle East Business Development Program. SEMA’s measuring sessions in the United States featuring models from overseas markets are also very useful, he said.

One Size Doesn’t Fit All

Calabrese recommended hiring someone who already has experience with the protocol and processes of international sales. The specific product that person sold before is not as important as experience with international trade, he said.

“There are a lot of regulatory things you have to be aware of,” he said. “These aren’t things you can just Google search and implement tomorrow.”

Don’t assume domestic sales programs, such as rebates, warranties and incentives, will work in an overseas market, Calabrese cautioned, and companies should work with their distributors to figure out what is best and realize that they face unique challenges.

“You have to be able to identify those areas where the program just won’t work,” he said. “You have really got to listen to and work with clients on a very close level to help them succeed. You really need to make a strong connection.”

Calabrese said that finding a freight forwarder you trust is crucial. A freight forwarder is the link between your company and the logistics company that actually moves your goods overseas. The freight forwarder will handle important documents for you, and you grant the freight forwarder power of attorney.

“I can’t emphasize the word ‘trust’ enough,” Calabrese said. “This is not somebody who is cleaning your house. This is someone who is moving a very highly valued shipment across the world.”

Calabrese suggests that companies just getting started overseas ask other companies for recommendations regarding freight forwarders. Investigate potential candidates and then stick with your choice—even if another company comes along offering cheaper rates.

“By the time you have established a relationship with someone you can trust, it is not worth saving $.05 a pound or $.50 a pound,” he said, though he recommended checking other offers occasionally since your forwarder might be willing to come down in price when faced with a competitor’s bid.

If this sounds overwhelming, there is help out there. In addition to SEMA’s international resources, Calabrese said that the U.S. Commercial Service and the Department of International Trade—both divisions of the Department of Commerce—are excellent resources.

SEMA sponsors business development conferences in the Middle East and in China each year to assist members in better understanding these key emerging markets and to meet face to face with potential buyers.

For more information on these and other SEMA international resources, such as hands-on access to vehicles popular around the world but not sold in the United States, make and model data for key countries, and top strategies for meeting with international buyers at the SEMA Show, contact SEMA Director of International Relations Linda Spencer at lindas@sema.org.

By SEMA Washington, D.C., Staff

Legislation that originally prohibited the sale and distribution of corn-based ethanol if at least two other New England states pass a similar prohibition was amended and approved by the Maine Legislature. Under the amendment, 10 other states or a number of states with a collective population of 30,000,000 would have to pass the prohibition before the Maine law could go into effect. LD 115 will now be sent to the governor for his signature and enactment into law. 

For more information, visit the SEMA Action Network (SAN) website. For details, contact Steve McDonald at stevem@sema.org.

By SEMA Washington, D.C., Staff

Legislation that originally prohibited the sale and distribution of corn-based ethanol if at least two other New England states pass a similar prohibition was amended and approved by the Maine Legislature. Under the amendment, 10 other states or a number of states with a collective population of 30,000,000 would have to pass the prohibition before the Maine law could go into effect. LD 115 will now be sent to the governor for his signature and enactment into law. 

For more information, visit the SEMA Action Network (SAN) website. For details, contact Steve McDonald at stevem@sema.org.

By SEMA Washington, D.C., Staff

Legislation that originally prohibited the sale and distribution of corn-based ethanol if at least two other New England states pass a similar prohibition was amended and approved by the Maine Legislature. Under the amendment, 10 other states or a number of states with a collective population of 30,000,000 would have to pass the prohibition before the Maine law could go into effect. LD 115 will now be sent to the governor for his signature and enactment into law. 

For more information, visit the SEMA Action Network (SAN) website. For details, contact Steve McDonald at stevem@sema.org.

By SEMA News Staff
Photos courtesy of General Motors

	At 74 hp per liter, the ’14 Corvette Stingray LT1 has greater power density than the C6 Corvette’s LS3 6.2L engine and even the C6 Z06’s racing-derived 7.0L LS7.
	The ’14 Corvette Stingray’s all-new LT1 6.2L V8 engine is SAE-certified at 460 hp at 6,000 rpm and 465 lb.-ft. of torque at 4,600 rpm, with the available performance exhaust system.

The ’14 Corvette Stingray’s all-new LT1 6.2L V8 engine is SAE-certified at 460 hp at 6,000 rpm and 465 lb.-ft. of torque at 4,600 rpm, with the available performance exhaust system, Chevrolet announced Tuesday.

The Stingray is SAE-certified at 455 hp and 460 lb.-ft. with the standard exhaust system. They are the highest standard power ratings ever for the Corvette, delivered with efficiency that is expected to exceed 26 mpg on the highway.

Chevrolet estimates the Corvette will run from 0 to 60 mph in less than four seconds.

“The ’14 Corvette Stingray’s LT1 engine is a triumph of advanced technology, delivering more power and torque than ever before with greater efficiency,” said Jordan Lee, small-block chief engineer.

“The LT1’s performance complements the Corvette’s low mass with a tremendous feeling of power that builds as the rpm climbs. Drivers will experience more power and acceleration than ever before with the standard engine—in fact, its power and torque surpass many uplevel engines offered by competitors.”

At 74 hp per liter, the LT1 has greater power density than the C6 Corvette’s LS3 6.2L engine and even the C6 Z06’s racing-derived 7.0L LS7. It also produces comparable torque to the LS7—up to 4,700 rpm—and its peak torque is within 5 lb.-ft. of the 7.0L engine. That torque is generated early and sustained across the rpm band, with 316 lb.-ft. available at only 1,000 rpm and 90% of peak torque available from 3,000 rpm to 5,500 rpm.

The new LT1 engine’s high output, and high-power density and efficiency are due to several advanced technologies, including direct injection, Active Fuel Management and continuously variable valve timing, which support an advanced combustion system.

The ’14 Corvette Stingray coupe goes on sale this fall, with a convertible following by the end of the year—each sharing an all-new aluminum frame structure and enhanced chassis, as well as completely new exterior and interior designs.

Compiled by SEMA Editors

	Speed Energy and Summit Racing's Bigfoot racing team at the Los Angeles Coliseum.

Bigfoot Returns to St. Louis for Stadium Super Trucks
For the first time in almost 15 years, Team Bigfoot is returning to the Edward Jones dome in downtown St. Louis to defend their hometown turf as part of the Robby Gordon/Speed Energy Stadium Super Trucks event, Saturday, June 8. Bigfoot driver and world-record holder Dan Runte in the Summit Racing Equipment Bigfoot #18 will join forces with teammate Larry Swim in the Speed Energy Bigfoot #19 to defend the team's home territory against the competition in the dome.

Diesel Motorsports Announces 2013 National Drag Racing Schedule
The National Association of Diesel Motorsports (NADM) and product sponsor Champion Blue Flame Motor Oil have released their 2013 national event schedule for diesel drag-racing and sled-pulling competition.

Competitors in 10 classes chased points toward a year-end prize and the title of World Champion at the NMCA West Coast Shootout in Pomona.

NMCA West Coast Shootout in Pomona Winners Announced
Results are in for the Flowmaster NMCA WEST racing series at Auto Club Raceway of Pomona in Pomona, California, May 16–19. The third annual JE Pistons NMCA WEST Coast Shootout, presented by Lucas Oil, was the second of four races where drivers earned championship points.

Competitors in 10 classes, including the six-second 240-mph Garrett Turbo Pro Street cars, chased points toward a year-end prize and the title of World Champion. Event champions took home a Wally trophy.

The complete list of winners is available on the NMCA website.

Compiled by SEMA Editors

	Speed Energy and Summit Racing's Bigfoot racing team at the Los Angeles Coliseum.

Bigfoot Returns to St. Louis for Stadium Super Trucks
For the first time in almost 15 years, Team Bigfoot is returning to the Edward Jones dome in downtown St. Louis to defend their hometown turf as part of the Robby Gordon/Speed Energy Stadium Super Trucks event, Saturday, June 8. Bigfoot driver and world-record holder Dan Runte in the Summit Racing Equipment Bigfoot #18 will join forces with teammate Larry Swim in the Speed Energy Bigfoot #19 to defend the team's home territory against the competition in the dome.

Diesel Motorsports Announces 2013 National Drag Racing Schedule
The National Association of Diesel Motorsports (NADM) and product sponsor Champion Blue Flame Motor Oil have released their 2013 national event schedule for diesel drag-racing and sled-pulling competition.

Competitors in 10 classes chased points toward a year-end prize and the title of World Champion at the NMCA West Coast Shootout in Pomona.

NMCA West Coast Shootout in Pomona Winners Announced
Results are in for the Flowmaster NMCA WEST racing series at Auto Club Raceway of Pomona in Pomona, California, May 16–19. The third annual JE Pistons NMCA WEST Coast Shootout, presented by Lucas Oil, was the second of four races where drivers earned championship points.

Competitors in 10 classes, including the six-second 240-mph Garrett Turbo Pro Street cars, chased points toward a year-end prize and the title of World Champion. Event champions took home a Wally trophy.

The complete list of winners is available on the NMCA website.