By Karen E. Thuermer, AJOTInovex, the maker of Ride-On Tire Sealants used in the tires of trucks, buses, motorcycles and many other commercial, military, municipal and private vehicles and fleets, is ready to go with exports. The company, which is based in Sterling, VA, was recently chosen to participate in the Commonwealth of Virginia’s exporter-centric Accessing International Markets (AIM) Program. Through funding and assistance from export specialists, AIM helps Virginia companies pursue international leads in overseas markets. AIM, a one-year program, launched in December 2005 by the Virginia Economic Development Partnership (VEDP), helps Virginia companies pursue international leads in new markets overseas and realize the benefits of exporting. “The program is unique. As far as we know, no other state has one like it,” says Christie Miller, spokesperson for VEDP. The program is very timely given developments to attract international trade at the Port of Virginia. While the port’s commerce is fairly balanced between exports and imports (48% exports; 52% imports), exports help grow business at the port and build commerce within the state. “International sales also offer significant opportunities for rapid growth for our company,” says Inovex’s CFO Andrew McCabe. “AIM should help us obtain a serious foothold in Mexico, a high-priority export market for us.” The AIM program provides funding, planning and professional services to select Virginia companies seeking to pursue new export leads. In addition, the program gives Virginia companies the opportunity to leverage private-sector professional service providers and VEDP-developed relationships around the world. “We’re excited to see how this program helps us to obtain a serious foothold in an export market closer to home,” states McCabe. “We’re optimistic that the support of the Commonwealth in this endeavor will be a win-win, since an increase in export volumes should spell the creation of additional jobs in Virginia.” Inovex currently exports to Afghanistan, Colombia, Kazakhstan, Singapore, United Arab Emirates and a host of other countries. It has recently set its sights on increasing sales of its Ride-On TPS tire sealants to Mexico. AIM was created through the Virginia Work Initiative, an initiative created by former Governor Mark Warner before he left office. It’s goal is to support Virginia’s Opportunity Regions. “These are regions in Southwest and South Central Virginia where a lot of the companies have felt negative impacts from international trade,” states Miller. One examples is the effect of the North American Free Trade Agreement (NAFTA) on Virginia’s textile industry. “This was meant to show that the government is looking at alternative ways of supporting international trade,” Miller says. She continues, “Since the beginning of the state’s fiscal year for 2007, which started in July, the program has been expanded statewide. It helps 20 companies per year and is a one-year program. We enter five companies per quarter.” How it worksThe state is divided into seven regions. In each region a trade manager nominates one company per quarter. To qualify, candidates must be new to exports, or new to the market. They must have 10 employees, have been in business at least two years, and have at least $1 million in annual sales. “Beyond that, a further qualifier is they have to target one market, be willing to work with us to verify that market prior to entry, and be committed to visiting that market within a year,” Miller explains. “They can go with us during a VEDP trade mission and visit their own set of contacts there. Either way, they must show proof that they have visited the market.” Participants are also required to attend at least two out of four quarterly networking events in Virginia. In return, participants receive up to $5,000 to fund their export efforts while in the program. Funds are available to participants in two ways: 1) Refunds up to $4,000 for qualifying export expe