By Elizabeth Glynn, CMTC
Apperson is a national leader in testing and scoring solutions for the education community. Based in Cerritos and with 125 employees, Apperson offers test scanners, answer sheets, and reporting software for K-12 and higher education. Their products and software capture data from paper assessments and tests, saving educators time.
Although sales were good for the company, they believed they hit their peak with domestic sales and wanted to develop a new growth strategy. They had engaged in some international business previously with a handful of countries such as Mexico, Malaysia and Australia, but there was no official strategy or organized exporting plan. The company needed strategic guidance to identify new target countries and customers.
A client of the California Manufacturing Technology Consulting (CMTC), Apperson was referred to ExporTech by CMTC Client Advisor, Jonathan Lee. In ExporTech, company executives attend three workshops over three months with individualized coaching between sessions. All workshops are delivered by multiple exporting experts and are based on proven methodologies and real-life success stories.
The first ExporTech workshop includes training from recognized exporting leaders who discuss best practices and how manufacturers can overcome the typical challenges and misconceptions associated with exporting. Guidebooks and worksheets are provided to share information about logistics, regulations, intellectual property and finance.
The second workshop features successful exporting executives, sharing their real-life experiences. Apperson found this particularly helpful because it enabled them to ask direct, candid questions to California exporters.
The final workshop is a “hands-on workshop”. During this session, Apperson presented their exporting plan to a panel of experts for evaluation and assessment. The experts provided specific recommendations for improvement.
Through the ExporTech program, Apperson used their newly-created plan, new contacts, tools and ideas to improve business with their current international business partners and formulate connections with new countries. In 2016 alone, they expanded their exports to 31 countries.