LAS VEGAS — More than 70 percent of the world’s purchasing power is outside of the United States, and as a result, more and more U.S. companies are looking to increase their international sales with help from the Commerce Department’s U.S. Commercial Service and other federal agencies. At AAPEX 2009, the Commercial Service is offering programs to assist in exporting and partnering efforts.

“We are pleased to once again have AAPEX as part of the International Buyer Program (IBP) due to the exhibitor’s great potential, and look forward to helping these businesses sell internationally,” says Shelby Peterson, international trade specialist with the U.S. Commercial Service. “Now is the time to make that first export sale or expand into new markets.”

AAPEX has been selected by the U.S. Commercial Service to participate in the International Buyer Program, truly making it a global marketplace. The program offers a number of services to help international attendees make the most of their experience at the show.

Through the IBP program and its globally integrated network, the U.S. Commercial Service provides a three-pronged approach that assists small and medium-sized U.S. businesses in exporting their products and services.

First, Commercial Service overseas staffs, located at U.S. Embassies and Consulates around the world, work to recruit and bring to the show foreign buyer delegations, and help organize their plans for doing business at the show. Twenty-nine official buyer delegations from around the world will attend AAPEX, including one led by Alexander Kansky, commercial specialist at the U.S. Embassy in Russia. He says he expects to bring at least 15 buyers to the show this year.

“Those companies that expressed interest in attending the show are distributors of automotive chemicals, engine parts, wheels, car care products and other automotive accessories,” he says, adding that “U.S. automotive products are well known in Russia and quite competitive for their quality and affordable price.”

Melanie Heskin, commercial specialist at the U.S. Embassy in Australia, will have at least 116 people from 87 companies attending AAPEX; the biggest Australian delegation yet.

“This includes companies from a wide range of sub-sectors, however it is mostly made up of aftermarket and performance companies,” she says. “They are looking to buy tooling, tires, diagnostic equipment, truck parts, chemicals and oil and much more.”

U.S. automotive suppliers should consider selling to Australia, Heskin says, for many reasons — including being closely aligned on language, culture, business practices and customer expectations.

“The U.S-Australian Free Trade Agreement has eliminated 99 percent of tariffs,” she points out. “Additionally, Australia loves its cars — they have the third-highest vehicle ownership rate in the world with more than 600 vehicles per 1,000 people. Growth in Australia’s aftermarket has averaged more than 5 percent during the last 10 years — and the combined aftermarket for replacement parts and accessories is estimated at $11 billion, split fairly evenly between local producers and imports. The U.S. is the leading supplier of automotive parts and accessories to Australia, accounting for nearly one-quarter of the sector’s imports.”

Jaisvir Sewpaul, commercial specialist at the U.S. Embassy in South Africa, says that buyers at AAPEX can benefit from exposure to the 25 delegates and 18 companies from South Africa that have expressed interest in attending in a variety of ways.

“The benefit for U.S. businesses is that they have multiple exposure to potential buyers,” he says. “Even if sales are not generated on site, the virtues of the equipment and the disposition of the sellers to negotiate prices and conditions, set the appropriate background for closing business once the buyers have had a chance to compare alternatives.”

Second in the three-pronged approach that assists U.S. businesses in exporting their products and services is the Center for International Commerce (CIC), located in the Sands Expo Center, in the Casanova Ballroom, Room 501 and managed by U.S. Commercial Service trade specialists during the show. In the CIC, buyers may negotiate with sellers, use the meeting rooms provided free of charge on a first come, first serve basis and take advantage of the facility to plan visits to the exhibit floor. Exhibitors are also encouraged to visit the CIC for interpreter services and export counseling from the Commercial Service.

Third, with its network of offices across the U.S. and in more than 80 countries, the U.S. Commercial Service utilizes its global presence and international marketing expertise to help U.S. companies sell their products and services worldwide. This assistance includes export counseling, market research, matchmaking, pre-arranged business appointments abroad through its Gold Key Service, advocacy, videoconferencing, international partner searches, trade events and more.

AAPEX attendees also can take advantage of these other Commercial Service programs at this year’s show:

• Marketplace Program: Through the Marketplace Program at AAPEX, exhibitors will have the opportunity to talk with commercial specialists from around the world, and explore export opportunities and discuss the latest market information on their respective countries of interest.  
Also present this year is the Small Business Administration (SBA) and Export Import Bank (Ex-Im Bank) of the United States — a federal governmental agency, not a private bank, chartered by Congress to promote the sale of U.S. exports. The Ex-Im Bank has three basic programs: Export Credit Insurance protecting exporters against buyer nonpayment, term financing when buyers of capital based goods need longer terms to make the sale happen, and Working Capital Guarantees that enable exporters to borrow against foreign purchase orders. The Marketplace Program will be located at the Sands Expo Center for International Commerce, Casanova Ballroom, Room 501.

• U.S. Export Pavilion: Looking for new customers? The U.S. Export Pavilion offers the latest information about U.S. government export services, including financing and market research. Stop by the U.S. Export Pavilion located in the upper North Hall, booth #3803. The U.S. Commercial Service, Census Bureau, Export Import Bank and National Customs Brokers & Forwarders Association and other groups are available to discuss trade opportunities with exhibitors and attendees.

For more information visit www.export.gov.