Mount Carmel Firm Committed to Pursuit of International Sales

Harry Wehr, Technical Director of Arcos Industries, believes the keys to international sales are commitment, patience, and personal relationships.  Wehr speaks from experience─he has traveled to 20 countries on behalf of Arcos Industries, visited the Great Wall of China, and once rode a camel in Cairo.  

Since the Mount Carmel firm aggressively entered the international market seven years ago, global sales have steadily increased each year and exceeded expectations.  This new business has resulted in a significant increase in employment.

The company manufactures high-end welding consumables in stainless steel, nickel, and copper nickel alloys; products which are extensively used in the automotive, oil and gas, ship building, and power generation industries.  In his office, Wehr proudly displays a poster of the USS Ronald Reagan, an aircraft carrier constructed, in part, with Arcos’ welding consumables.     

Although Arcos has a history of success, it had minimal experience in global sales, occasionally responding to direct inquiries from overseas buyers.  That began to change seven years ago when Wehr attended SEDA-COG's annual International Trade Conference in State College and met with Pennsylvania’s Authorized Trade Representatives.  Shortly after, Arcos began taking steps to market its products overseas.

“Export sales were slow to build,” says Wehr, “but Arcos was willing to dedicate time, dollars, and resources.  We found distributors overseas, met with Trade Representatives in Shanghai, and took part in trade missions.  Most importantly we developed relationships and built up trust with international buyers.  They know, when the sale is complete, we’ll be there for them, supporting our products and providing technical assistance.”   

Wehr still travels to China three times a year.  It is one of Arcos’ target markets, along with Southeast Asia and the Middle East.  According to Wehr, “Because of the tremendous growth occurring in those countries, there are terrific opportunities for companies like Arcos, and ‘Made in America’ means a lot overseas.  We are still the benchmark for quality.”   

As for SEDA-COG, Wehr says their assistance has been “…invaluable…,” particularly their international market analyses which help companies like Arcos target their efforts to countries where they’re most likely to succeed.  He also commended Pennsylvania’s Trade Representatives, who provide guidance and direction to companies pursuing overseas sales.   

In the fall of 2011 SEDA-COG conducted a three-part, on-site training series at ARCOS, focusing on export compliance issues. Individuals from several departments at the company participated. “International transactions impact the entire firm, not just the sales people,” according to Noelle Long, Director of SEDA-COG's Export Assistance Program, “recordkeeping, packaging, advertising are all affected ─ even information technology.”

SEDA-COG works with approximately 150 active export clients in Central Pennsylvania.  Companies which would like to learn more about the organization’s export-related services may contact Mrs. Long at             570-524-4491      , e-mail nlong@seda-cog.org.