PNDC brings a delegation of Pacific Northwest businesses to DSEI in London biannually.
Doing business internationally can be challenging. There are location and language barriers and trade methods that may differ. The Pacific Northwest Defense Coalition (PNDC) understands the defense and security industry and how to trade effectively. That is why they bring a delegation to the biennial Defense and Security Equipment International (DSEI) conference every other year.
For 2023, PNDC has again invited a delegation of businesses from Washington, Idaho, Oregon, and Montana. The conference is September 12-15, 2023, in London, England. PNDC wants more contracts to come to the Northwest. By bringing a delegation to DSEI, they can ensure that regional businesses have productive B-to-B meetings.
“DSEI is the only event to integrate all the pillars of national security and defense: Air, Space, Land, Naval, Security, Cyber and Joint.”
https://www.dsei.co.uk/
Denise Ryser, executive director of PNDC, said, “We are actively trying to bring more defense dollars to the states in the alliance – PNDC went in 2021 during the pandemic and still had 12 companies to go to DSEI.” She said PNDC does it because it allows member companies to enter international trade and expand their businesses. Ryser added, “If it can help me do my job, that’s what I do.”
Sean Johnson, principal of Hyssos Tech, a member of PNDC for three years, plans to go to DSEI. He’s been in business for eight years, but much of the technology in the business is from two decades of DARPA work. During that time, the team is “creating intuitive and user-friendly interfaces, providing quick access and manipulation of data for warfighter mission planning.”
Johnson said that PNDC has helped with “introductions to both commercial and federal entities, allowing us to navigate the complex landscape of the Department of Defense and its business requirements more efficiently as a small company.”
In 2021 they were asked to attend the conference on short notice, because another partner could not attend. Johnson was concerned at the time about the cost of participating, but he said, reassuringly, “PNDC and the Washington Department of Commerce came to the rescue here. Commerce provided a STEP grant that allowed us to attend for only a few thousand dollars out of pocket. We would not have been able to attend without this support.”
PNDC has established relationships with each member state’s Department of Commerce for various levels of STEP grants. Each state does it differently, so PNDC can help introduce businesses to the appropriate agencies to help fund the conference.
Another attendee this year is John B. Sullivan, CEO of ColdAvenger LLC of Missoula, Montana. Their 15-year-old business designs cold-weather clothing items for the U.S. Military and European military allies. They aren’t currently a member of PNDC but are researching it. They haven’t attended DSEI in the past, but this year they applied for a grant through the Montana Department of Commerce. He said, “These international shows are costly, and this program allows us to attend on a larger level. The benefits of attending DSEI are to engage directly with our active-duty customers in Europe, review current projects/solutions, and meet new customers.”
Another facet of the conference, according to Ryser, is that PNDC works with attendees in a mentor and protegee relationship. They help advise on how to take international meetings with buyers and how to give a good elevator pitch. She added, “Some businesses do amazing stuff but have difficulty putting it into an elevator pitch to tell what they do to a prime or lead company.”
Tyler Grover, sales and marketing manager for GrovTec of Wood Village, Oregon, said they haven’t attended in the past but are registered to go this year. He enjoys the relationships with PNDC and said, “First off, they have fun, and secondly, they help you grow your business. Whether it’s education, advocacy, or networking, PNDC is here to support you, and they have supported us for the past eight to 10 years.”
He added that PNDC was founded to increase the amount of Department of Defense (DOD) spending in the Pacific Northwest. He said this event provides valuable exposure to small precision machine shops like his. “We want to bring in outside dollars to help grow our local economies and spread awareness of the amazing manufacturing network in the Pacific Northwest.”
In Summary
PNDC assembles a delegation of regional businesses to attend DSEI every other year in London. Because of grants through each state’s SBA, each company can receive funding to attend the conference. Once at the conference, PNDC secures a large booth for the delegation where they are all represented. Each delegation member receives coaching on doing business internationally and best practices for representing their company. They can also take B-to-B meetings with buyers. Ironically, Ryser added that some of the delegates in attendance travel across the world with the delegation and end up making a business relationship with someone from their own state!
Contact Info
PNDC
1-888-701-PNDC [7632]
info@pndc.us
PO Box 1379
Lake Oswego, OR 97035
www.pndc.us
