Guest blog post by Dave Zimmerman, President of Pivot Point Incorporated 

Ed. note: This post is part of a series highlighting the upcoming Hannover Messe Trade Show April 25—29, 2016. This series will highlight U.S. exhibitors that will participate in the world’s leading trade fair for industrial technology. 

This isn’t your first time at Hannover Messe. What brings you back this year?

Although we exhibited many years ago, we chose to come back to Hannover Messe and exhibit again this year because we have initiated a renewed effort to export our products to the European market.

Why is the Industrial Supply pavilion a natural home for you?

The Industrial Supply pavilion is for us because we manufacture components, specifically fasteners, used in other finished products and equipment.

What do you hope to accomplish at Hannover Messe?

We hope to increase visibility and awareness of our unique fastening solutions for industry, to meet potential buyers and identify potential partners, distributors, and agents for our products in the European market.

When and how did your company begin exporting?

We have been exporting for a long time, but mostly  in the form of incidental exporting.  We now have developed a succinct strategy through proactive effort to export to the European market.

What impact has exporting had on your company?

We realize that there is a large market outside of the USA.  Our current export sales are relatively minimal, exporting has had little impact on us thus far, but we expect to grow significantly through our exporting efforts.

What advice do you have for other American companies looking to start exporting?

Our advice to other American companies looking to start exporting is to develop an in-depth plan or strategy.  There are abundant resources available through the US Commercial Service, Department of Commerce, foreign trade representatives, state economic development agencies and others to help them better analyze export and import data.  It would be helpful to reach out to these agencies for assistance, as there is an entire export "ecosystem" to tap into.