MAYBVM

32 33 companies diversify their exports; to find newmar- kets in places like Asia, the Middle East, European Union, and Africa. “So, I do all the exports and I help with the gener- ation of foreign direct investment leads from other parts of the world that want to invest in Florida.” BVM: Where does most of the state’s foreign in- vestment currently come from? Mencia: “Roughly two thirds,maybe a little more than that, of Florida’s identifiable foreign direct investment comes from two sources: the European Union and Canada. So, obviously,while we pursue, welcome, and promote investment from other regions, you do want to focus a significant part of what you do on those markets that have clusters of large, multi-national companies that tend to drive foreign investment. Four of our foreign offices are based in the EU–Madrid, London, Paris, and Ger- many. Japan is another investment market after Canada and the EU, so we have an office in Tokyo. The main thrust of those offices is foreign direct investment lead generation.” ENTERPRISE FLORIDA BVM: On the export side, how does EFI help small Florida companies? Mencia: “We provide them with what we like to think is a pretty comprehensive program that runs the gamut.We talk to them about their export readiness, market selection, i.e. what are best markets for their products; we help them with market research and information; we talk to them about the channels of distribution in those markets, and, oftentimes, introduce them to our foreign offices for support. “For those companies that are less experienced, or fairly new to exporting, or are infrequent exporters, we have a strategic alliance with the Small Business Development Center Network in Florida, and are able to subsidize for them, a com- pany-specific export marketing plan– a roadmap to expanding their exports. “My main tool for helping them after we qualify them and provide the best marketing information for them, etc., is to help them find a client and enter the market. So, we do, roughly, 30 interna-