The Department of Commerce helps you expand into new markets.

Ever since the first voyagers established new trade routes by sailing beyond known ocean boundaries, humans have established a timeless legacy of exploration. Gradually, they shared these discoveries and further expanded newly opened trade routes with others. Over time, we learned that the world is actually not flat — that other cultures possess knowledge and expertise in a vast array of areas, from art to medicine — and that we have discovered new markets. 

Today, aerospace continues to shrink our globe, delivering products to customers faster, and supply chains are more robust than ever. We also live in an age of instant communication within a 24/7 virtual business day. This reached a fevered (pun intended) pitch during the COVID-19 pandemic. For many, it felt like a never-ending series of Zoom meetings and virtual training and sales events. 

Building bridges to new business opportunities

More than ever, we know nothing beats face-to-face interaction with key decision-makers. These introductions include opportunities for natural conversation, for answering impromptu questions and reading body language, and for shaking hands at both the beginning and ending of meeting each other. In short, there is no substitute for the value of being in person to build trusted, interpersonal relationships. 

The Office of Economic Development and Competitiveness (OEDC), at the Washington State Department of Commerce, offers these introductions and by partnering with you at international trade shows. As the nation’s top state for aerospace, co-exhibiting with Washington at upcoming events such as Aeromart, the Aircraft Interiors Expo and the Paris Air Show, helps ensure Washington’s aerospace cluster remains well positioned for international trade. 

More than strength in numbers: Being in the right place at the right time

“We know our collective presence at international trade shows is very impactful, but it represents more than just strength in numbers,” states Robin Toth, director of aerospace and aviation within OEDC at the Washington State Department of Commerce. “Each of our co-exhibitors is part of our collective investment into research, education, and workforce development. Together, we offer a robust depth and breadth in this aerospace industry cluster — one that is very eager for exports.”

Exhibitions, like those previously mentioned, cater to the elite in the aerospace industry. These events draw the right target audience — those who want to network with peers, discover new suppliers, kick the tires to learn more about products and, the Holy Grail among trade show attendees, to make purchases.

The OEDC Small Business Export Assistance team leads these delegations of exhibitors, and arranges meetings with foreign business leaders and government officials that would be difficult to accomplish through traditional means. As a member of a delegation, you have the opportunity to identify new markets for your products and services, position your company as a potential partner, and promote the value of your business to key decision makers. 

Transforming opportunities into sales

The value is quantifiable for many past exhibitors. They will tell you that these events allow you to network directly with major players, tour facilities that are usually off limits to the public, establish partnerships and engage in business-to-business matchmaking sessions and meetings that were pivotal in building relationships. Success ranges from seeing an immediate increase in new orders to signing of key trade and partnership agreements that create new business for years to come.

That is why you will see companies signing contracts and shaking hands at international trade shows — these events create a global stage to tell your company and product story. Convening all of these industry players together at the same time also creates a sound platform to launch new products or services, as our past exhibitors have discovered. They piqued the awareness and interest of specific targets in new markets. 

STEP Grants – Export Voucher Program: Making it easier to expand to new markets  

Funded in part by the Small Business Administration State Trade Expansion Program (STEP), this program reimburses a business for such international market expansion efforts as trade show registration fees, airfare, and more. Qualifying companies who are new to exports or entering new markets can get up to $10,000 to offset expenses through the STEP Export Voucher Program. 

“It’s important to remember that applications for an export voucher are only considered for events or activities taking place in the future,” says Nicole Gunkle, STEP program manager. “Once the application has been approved, participants can begin incurring expenses for their activities and submit those expenses for reimbursement once the activity is complete.”  

STEP Program eligibility

• Be registered to do business in Washington state.
• Have a Federal Employer Identification Number tied to a Washington address.
• Be in good standing with the Washington Department of Revenue.
• Be a small business concern (SBC) as defined by SBA criteria and meet other program criteria, such as being in business for at least one year and being able to demonstrate export readiness.
• Have at least 51 percent of your total goods/services sourced from the U.S.

To apply, visit the program website (bit.ly/export-vouchers) and complete a STEP Voucher Program application form. The timeframe from submitting an application to being accepted is typically about one to two weeks and can coincide with applying as a co-exhibitor with the Department of Commerce for a trade show.

Getting Started: Fostering success by starting with the end in mind

“Typically we begin planning, both participation as a trade show exhibitor and the STEP application, with a conversation,” explains Joanna Boatwright, the OEDC international trade specialist who specializes in the aerospace industry. She coordinates Washington’s exhibit at Aircraft Interiors and the Paris Air Show. “Together we explore the opportunities in a specific international market. Our goal is to ensure that we can offer introductions that facilitate new business at the show.”

Participating in global exhibitions reflects that ancient seafarer tradition of opening new trade routes as opportunities arise. At these trade shows, Washington’s aerospace cluster demonstrates its collective competitive advantages, from our highly skilled workforce and low-cost energy to our amazing quality of life and culture of creativity — far more than if you go it alone. Our export assistance team helps you identify the right opportunities for your business and work with you to ensure that your participation fosters expansion and success in new markets around the globe. 

To learn more about how you can secure your spot in the 2025 Choose Washington Pavilion for the Aircraft Interiors Expo (April 8-10) and the Paris Air Show (June 16-22), and the Dubai Airshow (Nov 17-21), contact Joanna Boatwright at 206-485-8541 or by email at: Joanna.boatwright@commerce.wa.gov.