Rigid IndustriesThis is another in a periodic series of reports on SEMA-member companies that have successfully grown their international sales. Each of the companies has utilized one or more SEMA resources or programs designed to assist member companies in growing their export sales. This month’s story features Arizona-based Rigid Industries. SEMA News talked to the firm’s international account manager, Robert Park.

International sales represent some 25% of the total sales at Borla Performance Industries and are growing rapidly. The company is one of the originators of stainless-steel performance exhaust systems, and among the secrets to its success is taking direct control of its international business, said David Borla, 41, vice president of sales and marketing for the 38-year-old firm.

A number of Jeep clubs have sprung up throughout China with their members enjoying off-roading trips lasting up to two or even three weeks and venturing as far away as Mongolia and Nepal, among other destinations. By Alysha Webb

China continues to be a very important market for Chrysler’s Jeep line. Last year it became the brand’s largest global market. Imported models have driven that growth, but Chrysler has been talking for years about producing Jeeps in China. It looks as though that will become a reality next year. Adding domestically produced models to the mix should boost both sales of Jeeps and opportunities for SEMA members.

SEMA can tell you what vehicles are on the road in the Arabian Peninsula countries, Russia, China, Brazil, Japan and selected Euro-pean countries. Top Global Markets

Thinking of trying to sell your product overseas but not sure where to start? Say you make a Jeep accessory that is a hot seller here in the United States and you want to know where else the Jeep is popular. SEMA can help. It has sales data for Jeep in more than two dozen countries. The same data is available for trucks and select car models.

It doesn’t stop there. SEMA can tell you what vehicles are on the road in the Arabian Peninsula countries, Russia, China, Brazil, Japan and selected Euro-pean countries.

As might be expected, OMIX-ADA’s international sales are best where the Jeep brand has a strong presence. “China is a very important destination for our products,” said Nathan Calabrese (far right), director of international sales, regarding his OMIX-ADA meeting with buyers at the 2012 SEMA China Business Development Show.SEMA members create products for vehicles that are sold globally, and a growing number are looking to overseas markets for new business opportunities. OMIX-ADA, headquartered in Suwanee, Georgia, has more than 15,000 Jeep parts and accessories in stock and has been selling them globally for years, but the company expanded its international business department a few years. Now, OMIX-ADA’s international business is growing faster.

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 offers some tips on how to get started selling internationally.

Case Study: Globalizing Sales admin Mon, 04/01/2013 - 13:06

One Company’s Methods May Be a Model for Others

SEMA members are increasingly finding overseas markets and growing their exports, at least in part by taking advantage of resources and opportunities made available through SEMA. Royal Purple is one such company. Last year, international sales of its consumer products grew from almost nothing to around $60,000. Now it is setting its sights much higher.

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