Global Success Story - Dixie Cullen Interests, Inc.
Q & A with Catherine James, President of DCI
Can you give a brief history of how DCI came to be?
Having been brought up in the machinery moving and plant relocation business, I knew that there was a need for this type of service after seeing one company after another have delays after they purchased their machinery. Time constraints to get the machinery and equipment out of it's original location was exacerbated by delays such as waiting on building permits, waiting on import permits, or waiting on funding. Facilities not being ready to accept delivery was a huge problem, thus the seed was planted for our business.
We then started looking for the proper facility with overhead cranes - they were much harder to find then I originally thought . . . big, heavy-duty overhead cranes and high ceilings, all with an affordable monthly payment. We finally found one just as we received our first storage request to store printing presses. It was located at the corner of Dixie and Cullen, thus our name.
Why enter the exporting service arena?
The export service arena was a simple choice, since we were familiar with many of the major used machinery dealers. We were able to market and win storage contracts of this machinery until it was sold domestically or internationally.
What markets/regions do you service?
We have serviced customers in: China, Korea, Taiwan, Turkey, Brazil, Ecuador, El Salvador, Dominican Republic, India, Pakistan, Germany, Mexico, Canada and Venezuela.
How does DCI promote its services in foreign markets?
Until recently it was primarily US machinery dealers and US manufacturers who were selling the equipment to overseas markets that allowed us to become active in exports. Then there was the transition: our customers became our best sales people. Our customers receiving the machinery that we stored, crated, and containerized would forward us additional leads.
Currently all international customers are serviced through our Houston warehouse facility. Many of our customers will purchase their equipment at various locations throughout the US and drop ship it to our warehouse. We will then consolidate and store the items. When our customer informs us that all paperwork is in order we will crate/containerize as needed for safe shipment.
What is the most important step to winning new business from a foreign company?
All steps in international business are important, including the small details. But I believe that the most important part of winning new business is to build a personal relationship by explaining how and why we will be doing things a certain way. Offer references so your new customers know that you are familiar with the international markets.
How does DCI facilitate the Customs process and how does recent security codes/regulationss affect DCI?
One of the hardest things for us to do is to keep up with many of the new regulations that are going into effect, and many times we will find ourselves updating the freight forwarders of new regulations.
Most of our customers come to us with their custom brokers and freight forwarders already in place. We work with these companies to make sure that they receive all their information in a timely manner. Pictures of each container /crate are taken in various steps of completion and forwarded to both the end customer and their freight forwarders.
Being a member of the Organization of Women in International Trade and the International Transportation Management Associations has been very educational in keeping us updated on many of the new regulations, as well.
Research is showing that global sourcing has become a key step in the purchasing process. What are your thoughts on that statement?
We see this happening, as many of the customers that we shipped machines to several years ago are now shipping products to the US and using our warehouse facility as a distribution point. They are recommending our facility to others from their countries.
What advice do you have for company's exploring the idea of exporting their products?
Take the time to educate yourself about international business and become involved in international trade organizations that can be a resource for you and your business. Ask questions. Research available government programs; see if they can assist you. While working in the export market is much more complicated than dealing with the "company down the street," it can be a very rewarding experience.
© Thomas Publishing Company, 2004 http://www.tgrnet.com/newsletter/July04GlobalSuccess.asp
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