The value of global networking

The automotive aftermarket has a long tradition as an industry of relationships and of doing business the old fashioned way — with a handshake backed by integrity.

Like this article? Sign up to receive our weekly news blasts here.

But how can aftermarket businesses build relationships in today’s global marketplace with customers all over the world?

The answer is the same as it’s always been – relationships are built through networking, whether in the next block, nearby city or around the globe.

Fortunately, there are many resources available to aftermarket professionals who want to expand their business reach in the international marketplace.

The Overseas Automotive Council (OAC) of the Automotive Aftermarket Suppliers Association (AASA) has been helping North American aftermarket suppliers build global relationships since 1923. And I’m going to share a few of their international networking secrets — perfected through years of experience — with you.

Take advantage of existing resources. Aftermarket professionals don’t have to start from scratch in building global relationships. There are a host of organizations and government agencies ready to assist businesses in reaching global markets.

The U.S. Commercial Service has many resources for global outreach. The agency regularly conducts webinars and trade missions to international markets. Its publications and educational seminars are packed with information on local business climates, market opportunities and financing resources. It provides research from in-country resources through its commercial officers serving in U.S. embassies, consulates and institutes.

OAC also provides international intelligence to its members. Its bi-monthly e-newsletter, OAC Global Report, includes the latest international news, details about upcoming networking events and international trade leads. The annual AASA OAC 2012 World Motor Vehicle Market Report is one of the industry’s oldest and most respected global statistical analyses. The electronic report includes: vehicle production and assembly, vehicle census summary and U.S. motor vehicle parts trade worldwide. More information about both publications are at the OAC Web site, www.oac-intl.org.

Participate in international trade shows. Trade shows provide invaluable face-to-face opportunities for global networking. It’s a chance to meet all the industry contacts in one place – and these shows also provide a bonanza of networking events hosted by organizations and businesses.

A good example of these organizational events concurrent with international trade shows can be seen in the busy OAC schedule for 2012.

The Council will host trade mission to Colombia Monday, June 4, through Wednesday, June 6, in conjunction with the ExpoPartes tradeshow, which begins Friday, June 8. Participants will have the opportunity to meet one-on-one with local distributors. Planning is underway for the event – details will be announced soon at the OAC Web site, www.oac-intl.org.

The Council will hold its popular International Reception again this year during PAACE Automechanika Mexico 2012, slated for Wednesday, July 18, through Friday, July 20, in Centro Banamex, Mexico City. Co-hosted by OAC and the Mexican trade association ARIDRA, this event offers attendees a forum to network with new clients and to entertain existing customers.

OAC also will be present at Automechanika Frankfurt, Tuesday, Sept. 11, through Sunday, Sept. 16, in Frankfurt, Germany. Its exhibit is a convenient meeting place and provides excellent networking opportunities with representatives of international markets. The AASA OAC Reception at Automechanika Frankfurt on Thursday, Sept. 13, is an opportunity to increase corporate international visibility, entertain important customers and connect with European buyers.

OAC supports AASA’s efforts as event co-owner in promoting the Automotive Aftermarket Products Expo (AAPEX), slated for Tuesday, Oct. 30, through Thursday, Nov. 1, in Las Vegas. AAPEX is the connection to global aftermarket industry leaders, and both AASA and OAC provide services, private meeting spaces and amenities to members at their respective Member Centers during AAPEX. The AAPEX OAC International Reception on Oct. 30 has a well-deserved reputation as the global networking event during AAPEX where attendees can locate new customers as well as entertain existing customers and guests.

Become a trade association member. AASA and OAC provide the networking needed to open new world markets for AASA member products while promoting the sale of automotive products and services exported from North America; enhancing the prestige and goodwill of the North American motor vehicle aftermarket industry; and encouraging friendly trade relationships, cultural understanding and mutually beneficial cooperation among those engaged in the automotive and heavy duty aftermarket industry.

For details, visit the AASA Web site, www.aftermarketsuppliers.org.