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By Arundi Venkayya Cox, Staff Writer Updated 8:43 PM Saturday, February 27, 2010

Where will you be growing your business?

Some local companies are growing by expanding internationally.

SAS Automation, for example, has a sales office in Germany that has helped the company increase sales in Europe. The company hopes to expand into other markets. (See more about SAS in the story on this page.)

West Alexandria-based Rexarc International also is focused on international growth.

In 2009, Rexarc sold its acetylene generating equipment, which is used for welding, to more than 41 different countries, said Jim Bowman, Rexarc president.

“We are doing well internationally,” he said. “In some regions of the world, they are looking at the United States for our technology, our quality. Price in some areas is not as big of a concern.”

In parts of the Middle East, Bowman said, countries buy from the U.S. because they want the quality and safety of our products. They want products that meet U.S. standards, he said.

“In manufacturing and production, they still look to the U.S. as the benchmark,” Bowman said. “They are adopting U.S. standards for safety and fire.”

Rexarc, founded in 1924, is well-known for quality, Bowman said.

While the company has sold internationally for 20 to 30 years, officials identified “some dramatic movement” in international sales a couple of years ago and decided to focus on growing that market, Bowman said.

Some of the growth probably can be attributed to the falling value of the dollar, he said. Also, the company saw an increase in the demand for the product in certain developing areas. And, the Internet and search engines have helped spread the company name.

So how can you tap into the international market? Bowman offers these tips:

• Understand the market needs from a technical standpoint of the product or service you are trying to offer. How does it fit with that region’s needs?

• Cultivate relationships and understand the culture of the countries you are going to work with.

• Leverage expertise to help your customers solve problems.

Rexarc continues to increase its global presence, Bowman said. In 2009, company representatives made presentations at an international conference sponsored by Gas World magazine. Company officials also will make a presentation at an upcoming conference in Kiev in May, and the company might establish international manufacturing representatives in certain countries.

DaytonB2B wants to hear from you. Send your story ideas to  avenkayyacox@coxohio.com.

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