Local Companies Get Exporting Tips During Regional Training

Merchants in Southwest Riverside County got some pointers about exporting during the region's first Export University, a three-session training held at the Temecula Civic Center this week.

Export University was a joint effort between Murrieta and Temecula, the U.S. Department of Commerce, the California Inland Empire District Export Council (CIEDEC), Paulson Manufacturing and Comerica Bank.

Roy Paulson, president and CEO of Temecula-based Paulson Manufacturing, lent his expertise to area companies and business professionals during the training.

"You want to get involved in this because you want to make more money," he said. "In the beginning you are convinced you've gone to hell, but you get through it.”

Representatives from companies based in Murrieta, Temecula and Lake Elsinore paid a small materials' fee to attend the three sessions, the last of which was held Thursday.

Karina Ceron, 26, said Lake Elsinore-based JP Specialties sent her to the training. Ceron works as an inside sales rep for the company, which markets a product called waterstop that’s used in concrete foundations to prevent spillage on construction sites and oil refineries. The company currently sells its product, Earth Shield, to Australia and Malaysia.

Ceron said she found the training beneficial.

"It's been great just learning about how the Department of Commerce can help you, and how to maneuver through it all," she said.

Mark Netherland, president and owner of Martek Automation in Murrieta, said he wants to expand his exporting reach. His company provides automation equipment to manufacturers, and he said most of his clients have plants offshore. So a clear understanding of commerce regulations is required.

"You have to know what you are doing; you can't take anything for granted," he said, adding that the few hundred dollars he spent to take the training was worth it.

Those who attended the training earned a certificate and were extended a working relationship with area trade experts.

Besides Paulson sharing his international trade knowledge, Tim Murphy, first vice president of International Trade for Comerica Bank, gave tips on securing payment for goods.

"If you know how to make it, we can tell you how to ship it and make money," Murphy said.

"You have the manpower behind you," he told the audience.

"Exporting can be done, and it should be done to help get employment back where it should be," Murphy said.

Murrieta City Councilman Rick Gibbs also offered his prowess. In his civilian career, Gibbs works for the Northrop Grumman Corporation and has marketed defense electronics to the U.S. Military and about a dozen allied nations. He was appointed by the U.S. Secretary of Commerce to serve as a member of the region's district export council.

Ninety-five percent of U.S. goods are sold to foreign customers, and Gibbs said exporting is a way to bring the U.S. out of the recession by bringing more jobs home.

"There are countries like Australia and Brazil that haven't been touched by the recession," Gibbs said.

"By the time you have completed the licensing the French may have beat you, but that doesn't mean you shouldn't compete against France," Gibbs said. "You just need to be prepared."