USFES Matches Small Food Companies with International Buyers

News Date May 14, 2007

In today's global economy, seeking international customers is a must for small- to mid-sized food companies looking to grow. That is why organizers of the U.S. Food Export Showcase (USFES) take time to organize meetings of these food companies and international buyers both during and after show hours. 

These less formal meetings often provide companies and buyers the opportunity to follow up on connections made on the show floor, discuss their interests and goals, and get a better idea of how each party can help meet the needs of the other. One good example of this follow-up work came on Monday, May 7, when officials from the U.S. Food Export Showcase and from participating state departments of agriculture met with 30 importers from Taiwan, Malaysia, and Vietnam. These three countries were among the more than countries present at the world's largest food show, the FMI Show, at McCormick Place, May 6 to 8. The Foreign Agricultural Service personnel led 15 of the delegations. 

"Networking is an important part of this business," said DeWitt Ashby, NASDA's director of trade shows. "Trade shows work because they create opportunities for personal contact." Ashby has organized the U.S. Food Export Showcase on behalf of NASDA's member states for 24 years, and he said the number of international buyers has surged in the last few years after dropping off a bit earlier this decade. 

"We invite potential customers from around the world to come and see what our companies have to offer, but these meetings are also about learning what international customers want," Ashby said. "The communication has to work both ways if we want to have long-term relationships." 

According to Jamie Loh, marketing manager for GBA Corp., Selangor, Malaysia, the country's growing middle class is having an influence on consumer preferences. In fact, at this year's U.S. Food Export Showcase, Ms. Loh is on the look out for Tex-Mex products. 

"The Tex-Mex trend is in its infancy in Malaysia," Loh explained. "However, people are becoming more affluent. They are traveling more and are getting exposed to western life styles and tastes." (Contact: DeWitt Ashby)