Atlanta Sales Trip - 9/25/2009

Atlanta, September 24, 2009

I just returned from a sales trip to Atlanta, Georgia. I generally travel with EECI, Energize East Central Indiana on this trip, but they went last month. I was able to travel with the IEDC, Indiana Economic Development Corporation, and represent the EECI while the Governor and Roy Budd, Director of EECI, were in China and Japan.

Generally, the Governor would be in attendance on these trips, but had other obligations overseas. I was still able to travel with four other state employees. While knowing all of them, it gave me an opportunity to build on the relationship that I currently had. Since I was representing EECI on this trip, over 50% of the expenses will be covered by EECI.

Once in Atlanta, we broke into three teams and had four members per team. Each team only met with three to four companies in a day, but the meetings were longer and more detailed. With the EECI group, we meet with twice as many companies, but only for a brief amount of time. Both are effective strategies and have their own advantages.

With the IEDC, we were able to coordinate an evening networking event with all of the companies that had been visited. Over a period of about six hours, I was able to visit with most of the individuals and learn more about their companies and their personal interests.

I now know that there is a guitar and banjo player in the group, one German gentleman is a graduate of Butler University. I know where their children are going to college, where their hometown is and if they are left-handed.

Most of this seems trivial, but it is a connection. These trips are about long-term relationships and networking. One company had never been to Indiana and was not up-to-date on the property tax changes that have been made by new legislation. They were very excited and sat up in their chairs and were very engaged the entire visit.

I met with a German company that I had never been introduced to before. I met with an attorney, a financial person and an architect that drove over from Greenville, SC. This company deals in alternative energy and automotive projects. They also deal with German companies that want to relocate in the United States.

They work with the various regional German Chambers of Commerce in the United States. ECDC is a member of the German Chamber in Chicago. I have met with them a couple of times and created a relationship as well.

I also discussed a program that EECI is pursuing, EB-5 status. This will allow an expedited citizenship process for foreign invested companies with certain investment amounts. Once EECI secures this status, it will be the only one in Indiana and one of a few in the entire Midwest. This will separate us from others and make us stand out among all other things being equal.

There were definitely connections made and an educational process given to the companies about Indiana and its ability to compete with other states with its business-friendly structure.

Before you do business with anyone, you must first establish a sense of trust and friendship and this was another step in that direction.

It was a pleasure accompanying the IEDC to Atlanta and spending some quality time with these officials as well. One of the best leads that came out of the trip was several million dollars available to Rush County for bonding purposes as an incentive for companies to do business with us.

As always, there will be constant contact and updates given to these companies as Rushville and Rush County move forward with infrastructure extensions and other projects. Just like all friendships, if you don’t work at them, they will wither away.

Some of these individuals will move on and create their own companies, but they will still stay in contact as they will want to broaden their array of contacts to better serve their own clients.

This is our community; I am here to serve you and am open to any comments, suggestions, or concerns you may have. My telephone number is: 938-ECDC (3232) or you may email me at: bbuening@rushecdc.org