WSDA Blog

Date: Monday, September 9, 2024

Author: Samira Guirguis

International representatives from the Washington State Department of Agriculture (WSDA) recently traveled to Washington for their annual week-long visit. This five-day event included one-on-one consultations with businesses in Seattle and Mount Vernon, as well as site visits throughout the state’s northwest region.

Representatives from Mexico, Japan, South Korea, Vietnam, and other Southeast Asian countries gathered for the event, where Washington businesses showcased a diverse range of products, from distilled spirits and beef jerky to berries and gourmet cookies. In addition to one-on-one meetings, the representatives—contracted by WSDA based on current market trends and business needs—toured 11 local businesses to gain deeper insights into the production processes that make Washington products unique and to learn more about those businesses’ export needs and strategies.

In Seattle for the first day of consultations, the atmosphere was lively as market representatives interacted with established local businesses to provide export guidance, answer questions, and share market information. Companies showcased their products, with some offering samples—one business owner even handed out hard cider at 8:30 a.m. In a quiet corner, freshly brewed coffee dripped, hinting at a long day ahead. Each representative had its own table, with local businesses cycling in and out, making the most of this annual in-person meeting.

This annual event represents a major team effort for the International Marketing (IM) Program with much of the coordination spearheaded by Julie Johnson, the program’s Export Development & Outreach Trade Specialist. Traditionally including both sides of the state, this year’s visit took place entirely on the west side to highlight the diverse food and agricultural businesses in Skagit and Whatcom counties and to ensure accessibility for all companies throughout the region. A total of 38 companies participated in this year's event, reflecting the widespread engagement and collaboration fostered by the IM program. Next year, Central/Eastern Washington locations will return to the itinerary.

The International Marketing program at WSDA helps Washington businesses establish and maintain a presence abroad. Zachary Garza, one of the program’s International Trade Specialists, puts it simply, “We serve as a bridge for exporters, offering support to everyone from newcomers needing hands-on assistance to experienced companies seeking strategic connections.” 

An in-depth experience

Thursday was a day devoted to site visits and kicked off in Bellingham at Nanak Foods where paneer production was in full swing. Workers in coats carefully monitored machinery and gauges amidst the sweet smell of the milk sugar evaporating into the tangy aroma of processed whey.

Representatives explored the facility—observing, noting, and asking questions about the production stages. For this company, 33 employees are needed to keep a steady production. Amid the constant hum of machinery, Garza explained, “We work with a range of companies, from those with just one or two employees to midsize businesses like Nanak, and even large companies with 1,000 plus employees. All our services are free, making them especially valuable for new exporters entering the market.”

Fat-Cat Fish

The next stop was Fat-Cat Fish, a small, family-owned pet food company in Bellingham. They specialize in processing salmon, ocean whitefish, and cod for pet food. By using fish trimmings and frames that would otherwise be discarded, they grind, blend, and freeze these parts into blocks. With the increasing demand for premium, healthy pet foods, the company is now looking to expand into new markets, including Vietnam.

CEO Erin Vitaljic explained, “When there’s a market I want to get after, Rebecca Weber from the International Marketing team is who I go to. She lets me know if it’s a good idea or not. Our current challenge is improving our visibility and overcoming language barriers and cold-calling difficulties.” 
 

Grace Harbor Farms

Grace Harbor Farms, a second-generation family business, also shared their story: “We started with a few goats on a small plot. Now, with 120 milking goats and 90 cows, we aim to expand into international markets to grow and create more local jobs,” said CEO David Lukens.



The dairy is targeting Asian markets, where Lukens says dairy demand is high, and he has an eye on Korea. Lukens stated, “With WSDA’s support, we believe our yogurt can compete globally. I know how to get my yogurt into a grocery store dock in Seattle, but I’m not sure how to transfer it to a cold chain container and into another country.”

The role of WSDA: A free resource with global reach

Why should Washington businesses engage with WSDA’s International Marketing program? Johnson explains, “We’re a free resource that connects businesses with crucial tools and funding opportunities they might not otherwise know about. Our aim is to make the export process as accessible as possible.” For many businesses, this support is essential for their growth.

Johnson elaborates, “Our work encompasses many aspects. We assist companies in connecting with various organizations to piece everything together. By working with our program, businesses gain access to valuable information from webinars and partner resources.”

Becoming export-ready often involves engaging with other partner organizations, such as the Washington Small Business Development Center (WSBDC) or the Export Finance Assistance Center of Washington (EFACW), and the International Marketing Program is there to help.

“We facilitate these connections,” said Johnson, “guiding businesses through the complex process. It’s a learning journey that doesn’t happen overnight,” said Johnson.

A journey with no fixed timetable

Exporting is rarely a swift process. “It can take several years,” notes Program Manager, Rianne Ham. “Building relationships and understanding different markets is key. Each product and market comes with its own set of regulations. And finding the right partner to import and distribute products is crucial. Our staff and international representatives are here to help.” Local producers echo this sentiment, recognizing that international success is a marathon, not a sprint.
 

Vital support for Washington businesses

From cheese and fish to raspberries and dairy products, WSDA’s International Marketing Program offers vital support to a wide variety of local businesses aiming to make an international impact. As these businesses navigate the complexities of global trade, WSDA’s guidance and resources are here to support them at every step. As Ham remarks, “the annual visit by our international representatives is just one example of our program’s offerings for Washington businesses. Throughout the year, we conduct a variety of trade missions, trade shows, export education opportunities, and promotional events.”

As the global market expands, Washington’s local products are poised to make a significant impact—one connection at a time. Visit the International Marketing Program’s upcoming activities page to learn more.