Exploring Export Development Opportunities Practical Strategies for Success and Compliance

1. Exploring Export Development Opportunities  Practical Strategies for Success and Compliance Presented by Cathy Rocheleau Rocheleau Tool & Die Co., Inc.

2. Rocheleau History 1938: Founded by Leopold A. Rocheleau, producing cutter grinding fixtures, sliding swivel indicator bases, and general machining 1960s: Manufacture plastic molding machinery 2000s: Manufacture auxiliary equipment for trimming and automation 2003: Manufacture blow molds 2012: Molding Today: Steven Rocheleau is the current president 3rd generation ownership and management team 4th generation continuing the family tradition

3. OurProducts • Prototype product design and testing services • Coordination with engineering for turnkey plant operations • Molding of plastic containers and parts • Worldwide service and technical support by RTD technicians • Manufacture • blow molding machinery • molds • trimming and automation equipment • Leak testers

4. Exporting & Sales Export Sales -RTD has been exporting since the late 1960s; 1st export was to Mexico -RTD has sold equipment to customers in over 40 different countries -RTD’s primary export market is Latin America, with more than half of Latin American sales to Mexico Since 2010, export sales have ranged from 27% to 58% of total sales, with an average of 39% END MARKETS SERVED: Food Packaging – Dairy Bottles – Pharmaceuticals – Housewares – Personal Care Bottles – Industrial Containers and Products – Cosmetics – Medical – Automotive SALES CHANNELS: -Direct sales from our manufacturing facility by RTD inside sales staff -Representatives: Mexico, Latin America, Columbia, Chile, Indonesia & Thailand -Sales to machinery dealers and to representatives for resale

5. Marketing Strategies Trade Shows • Marketing Activities Through Direct Sales Staff and Representatives: • Website – www.rocheleautool.com • Mail • E-mail • Telephone INCLUDING: – NPE – Plastimagen – Pack Expo –International Dairy Show – Plastic & Rubber Indonesia – Expo Plastics Monterrey – SPE Blow Molding Conference Translation Services: Rocheleau Tool & Die utilizes our outside sales representatives and other local translation services. Translate operator interface terminals on machinery and operator’s manuals. RTD web site is available in English and Spanish. RTD product brochures and sales promotion material are available in English and Spanish. • Advertising in Industry Trade Journals (in print or on-line) • IDFA (International Dairy Foods Association) • Tecnologia del Plastico • Plastic News

6. Business Development Customer Plant Visits Trade, Business, & Community Involvement • Society of Plastics Industry Blow Molding division and the Committee of Equipment Statistics and Machinery Safety Standards of SPI • Society of Plastics Engineers • Plastics Advisory Board at the University of Massachusetts, Lowell • Rocheleau Blow Molding Lab at the University of Massachusetts, Lowell • Manufacturing CEO Forum of the N. Central MA Chamber of Commerce • Advanced Manufacturing Advising Committee at Mount Wachusett Community College • Machine Technology Advisory Committee at Montachusett Regional Voc. Tech. School • MA Export Center Compliance Alliance • Associated Industries of Massachusetts • Participate in panel discussions at AIM, MassDevelopment and MA Export Center Events FOR SERVICES INCLUDING: Sales – Engineering – Technical Support – Training – Maintenance

7. Best Practices Use Resources Available to Exporters Massachusetts Export Center – U.S. Export Assistance Center Personal Assistance Seminars & Webinars On-line Resources http://www.mass.gov/export Massachusetts Export Center MassDevelopment http://export.gov U.S. Export Assistance Center “Doing Business In” Guides Screening Lists https://www.census.gov/foreign-trade/aes/ Automated Export System (AES) http://hts.usitc.gov Schedule B Numbers http://www.aphis.usda.gov Countries Requiring ISPM 15 Certified Wood Packaging Material http://www.bis.doc.gov Export Administration Regulations http://travel.state.gov Travel Advisories

8. Challenges, Solutions & Outlook • CHALLENGES • GENERAL: • Ensure compliance with Export Administration Regulations (EAR) • Free Trade Agreements • Documentation • So many details… too little time! • SPECIFIC: • Language Barrier • Routed Shipments • AES / POA: Foreign customers don’t know US Regulations • Registering a Sales Representative for Indonesia • Letter of Credit with 360 Day Usance Draft • OUTLOOK • FOR RTD: • Software upgrade for inventory control and order management • Purchased a building for additional manufacturing space • Manufacture RTD machinery lines for molding / production showroom • New representatives in foreign markets. • STAY INFORMED: • E-mail updates • Webinars & seminars • MAINTAIN RELATIONSHIPS: • Massachusetts Export Center • U.S. Export Assistance Center • Bank • Freight Forwarder

9. Thank you! Blow molding is our heritage, 3rd generation owned and operated, with 4th generation and an extended family of employees to offer expertise for your blow molding solutions.