Monday, August 16, 2021

Risk of Global Non-Compliance

By guest blogger Liz Parent, Director of Sales and Marketing, Testing Partners 

Many manufacturers choose not to obtain required wireless or safety certifications for their devices going into global markets for various reasons. While those reasons might seem valid, and are definitely based on value, the risks of noncompliance can far outweigh the few thousand dollars certification costs for global markets. Have you ever stated any of the following? "We don't ship enough product into that region." "Our sales revenue doesn't offset the cost of certification." "We've been shipping into that country for years without certification." "They don't check at Customs." While we agree that sales revenue is top priority in manufacturing processes (or what's the point, right?), thinking long-term plays a huge role in your overall success and teaches your entire team the benefits of being proactive instead of reactive. 

More countries are cracking down at Customs and could change their policies tomorrow. The international regulations for type approval and safety certifications were put into place for each country with varying caveats. Some regulations were written as a way to enforce use of the radio spectrum and set forth boundaries and allowances within the scope of the regulation. The purpose of a regulation in one country might stipulate that the regulation is in effect strictly to dictate which bands are allowed to be used by non-governmental entities, for example. A manufacturer can go a lifetime without violating the radiofrequency usage laws, and technically, be compliant with the law as it pertains to which bands can be used. However, the fact that a country has a regulation for using the bands isn't the end of the regulation: the regulation is actually stating certification must be obtained proving they are not violating the usage of any bands. If certification is not obtained, and the manufacturer has products utilizing the radiofrequency spectrum in accordance with the regulation, and the authority decides to start checking for certification, the manufacturer will be held accountable for violation of not holding certification.

Some countries do check at Customs, and the regulations are written in a way that dictates this. However, other countries don't detail the Customs enforcement in writing, so when manufacturers ask for proof within the regulations for each country, the detailed specific proof might not be available. It is proof enough, however, that a regulation for certification exists, based on the technology within the products. It has to be assumed, therefore, that because the regulation for certification exists, there will be risks involved if certification is not obtained, and this is a gamble manufacturers must decide if they want to take. Rolling the dice on obtaining certification could be the difference between a $1500 permanent certificate or tens of thousands of dollars in returned product, Customs shipment holds, product pulled from shelves, etc, all at the cost of the manufacturer. Spending a few thousand dollars for peace of mind knowing you are continually compliant with certification regulations over noncompliance is one less aspect of your daily life you need to worry about.

If the stress of not knowing each country's constantly changing regulations keeps you from obtaining the necessary certifications, or you don't know how to build a product that will be compliant with global regulations, that's the time to pick up the phone and call Testing Partners. Let us handle compliance mapping and certification for you so you can focus on other aspects of your job, like sales or new product launches. We can help you create, engineer, build and certify every product from start to finish, for anywhere in the world you want to ship your product (within government allowances, of course).

Do you want to be the one caught without certification? The risks of noncompliance could cost way more than certification. Testing Partners can map out the risks so you can determine which countries are priorities based on cost, certification validity, and more. Give us a call today for a free consultation at (862) 243-2329 or email  

Saturday, September 12, 2020

US-Bulgaria Chamber in America Promotes Trade & Investment Opportunities

By guest blogger Eliz Nestorov, President,US-Bulgaria Chamber in America 

The recently founded U.S.-Bulgarian Chamber in America (USBGC) is a nonprofit organization that focuses on increasing bilateral trade and investment opportunities between Bulgaria and the United States. The organization encourages all types of investments in Bulgaria, while trying to promote a positive image of Bulgaria and Bulgarians in the United States and abroad. The USBGC will at the local level, effectively represent the interests of a rapid growing number of Bulgarians residing the Capital area.

“Our goal is to collaborate and be a bridge for US companies with interests and business in Bulgaria, Bulgarian companies present on the American market, and individuals having stake in economic relations between the two countries” said Eliz Nestorov, President & Co-Founder of the Chamber. She also added that “The number one reason people join chambers of commerce is to get business and to do business and we provide the necessary tools to make that happen”.

The USBGC provides business referrals, connection and support for export and import activities for US and Bulgarian businesses as well as special rates for market research, advisory and legal services. Members have priority access to meet visiting delegates, including sector-specific business delegates, and market their products and services through the Chamber’s website and events.

There are many investment and trade opportunities in Bulgaria, most importantly the country is a gateway for U.S. business to 750 million consumers. Advantages include: - lowest cost of doing business in Europe
- lowest corporate income tax, a flat 10%
- multilingual engineering savvy workforce
- highly developed tech industry
- close proximity to MENA Region
- eligible for $120 bn. in EU R&D grants
- excess in electricity production

For more information contact us at or visit

Thursday, February 6, 2020

Automated Lead Nurturing Abroad: 3 Key Elements You Have to Get Right

By Guest Blogger Gary Peterson, Wavelength Marketing

Automated lead nurturing is a form of marketing that uses a variety of communication tools to attract prospects with high-value content and then capture and nurture leads over a period of time. While automated lead nurturing abroad is often comprised of many or all of the same elements you would use here in the U.S., it also requires special consideration when selecting communication tools and packaging marketing messages in order for it to be successful.  When planning an automated lead nurturing strategy for a market outside of the U.S., here are three key elements you have to get right.

1. The Tools
The key to all successful marketing is knowing your audience—who they are, what they need, how they do business, and how to reach them. Never assume your foreign audience uses all of the same communication tools you do or conducts business in the same way. You may find that the foreign market you’re entering relies less on the web and more on face to face interactions, or uses mobile more than desktop, or prefers printed literature to digital downloads. Identifying your prospects’ preferred communication channels will help you build a successful foundation for your automated lead nurturing strategy.

2. The Message
Your sales people are used to addressing a certain set of pain points with your customers and prospects here at home, but those pain points don’t always carry over to foreign markets. Foreign rules and regulations, local market conditions, and divergent ways of doing business can create a different set of demands on your prospects. To understand those demands, and more importantly meet them, you need to do your homework to properly position your products or services as the right solution.

3. The Timing
Timing covers a lot of territory. It may mean a time of year for seasonal businesses. It may refer to a buying cycle or when new fiscal budgets are approved. It may also mean what time of day you communicate with your prospects. When in the year, in the business cycle, or in the day your message reaches your marketplace is a defining factor in whether or not your message is heard, so make sure you take the time to understand local business cycles.  Entering a foreign market is no small task, but it is often a necessary step for small to mid-sized businesses that want to remain competitive and grow. If you don’t have the internal resources to manage all of the work that goes into foreign sales and marketing, look for consultants and services in your area to assist. Also, consider supplementing your sales and marketing team with automated lead nurturing to relieve you of having to hire additional personnel to manage lead gen abroad.

Reach out to Wavelength Marketing today for help with your automated lead nurturing efforts abroad. You can visit our website or call Gary Peterson at: 717-823-6939.

Thursday, August 1, 2019

Trends in World Exports from Southcentral PA

Posted by Sara Rilatt, Intern

Edited 8/6/2019.

This graph provides an overview of Southcentral Pennsylvania's export activity to different regions of the world. NAFTA countries consistently retain the highest share of exports from the Southcentral region, ending just below 45% in 2017. Africa also remains steady at a share of under 5% for the last 9 years. The share of exports reaching South America has slowly declined since 2012, and currently sits at around 5%. Between 2007-2012, exports to Asia saw significant growth while exports to the EU decreased. However, after 2013, exports to Asia suddenly dropped to below 20% and have remained between 25-20% in recent years. At the same time, exports to the EU have generally increased since 2013, and now make up about 22% of exports from the Southcentral region. One point to note is that exports to Asia account for about 21% of the Southcentral region's exports, which is 10 percentage points lower than the national figure. Overall, Asia shows the most volatility in the graph.

Based on the data, the Southcentral region of PA has significant trade connections with the EU, Asia, and NAFTA countries in particular. Because the largest export markets in this region are Canada and Mexico, the impact of uncertainty surrounding the negotiations of a new NAFTA are likely to be more severe. Similarly, the trade conflict with China and the turmoil of the United Kingdom will have a significant impact on exports to both Asia and the EU. This data underscores the importance of diversifying export locations. Exporters should consider new markets in Africa and South America to broaden their base and protect from uncertainty when it occurs in one region, as in the case of NAFTA and the EU. 

Data taken from Office of Trade and Industry Information, Manufacturing and Services, International Trade Administration, U.S. Department of Commerce.
These world regions are based on political, economic, and geographic groupings. This particular set of groups generally comprises 80-98% of world trade from the Southcentral region. However, not all countries are accounted for, so values cannot be summed to arrive at meaningful totals.

Risk of Global Non-Compliance

By guest blogger Liz Parent, Director of Sales and Marketing, Testing Partners  Many manufacturers choose not to obtain required wireless or...