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Worldwide Logistics from Worcester

The SBA and Massachusetts Export Center supports life sciences market expansion

By Norman Eng, Public Affairs Specialist

 

Worcester-based Euro-American Worldwide Logistics has been providing supply chain solutions for the life science industry for three generations.

The family-owned firm was started in 1966 by Neil Lucey, who began exporting products in the heyday of manufacturing in central Massachusetts.  Co-owner and Treasurer Karen Busenburg became the first licensed female customs broker in Massachusetts back in 1972 when it was a male-dominated industry. 

Eric BusenbergToday, Lucey’s grandson, Eric Busenburg is at the helm of the company - leading the company through the next phase of growth with a focus on the life sciences industry.

Pharmaceutical companies can’t simply ship medical products and equipment in typical fashion.  It is a highly regulated industry, major players have come to rely on Euro-American locally as their trusted go-to because of their expertise with international trade compliance and specialized shipping services, such as “cold chain” refrigerated shipping and storage – tailored specifically for life science products and critical supplies.

“Worcester, and Massachusetts in general, is achieving critical mass in the life science industry. We’re doing our part to support that success by providing reliable access to GMP storage, international shipping services and expertise in trade compliance,” said Busenburg. “The SBA has been a great resource for us as we continue to support this sector. We have been working closely with Julia Dvorko at the Massachusetts Export Center for a long time,“ “We’re so thankful for Julia, who once delivered a joint presentation with our team to educate a local biotech company which was preparing to launch a new drug to market.”
 

Taking over as President, in recent years, after working at the company for over 24 years, Busenburg began by seeking out executive-level resources and support. 

In 2019, Busenburg found out about the SBA Emerging Leaders Initiative, first learning about the training program from the Worcester Chamber of Commerce CEO Tim Murray and SBA MA District Director Bob Nelson.

Eric was accepted into the half-year program for C-level executives, receiving mentoring and specialized training that helped him develop a strategic growth action plan for the next phase of the company’s development.  He was able to uncover strengths and opportunities that his organization could prioritize and invest in to position the company for continued success. 
 

Improving quality and increasing growth
Eyes set on the future, Busenburg is now focused on building additional infrastructure to match the increased demand for their turnkey services, growing their logistical support for both well-established pharmaceutical providers and new biotech startups preparing to launch new drugs to market.

To ensure regulatory compliance is met, Busenburg obtained ISO-9001 certification for the company and has implemented lean business practices, both of which center on continuous improvement in order to maximize the quality of service delivered to their clientele.  The company has also digitized work processes such as automatic shipment tracking, temperature monitoring and 24/7 video monitoring –helping to produce an error-free environment and eliminate delays and unnecessary worry which often come with this industry.

The next phase for Eric is increasing growth, which is evident in his short-term goal to double the amount of refrigeration space for pharmaceuticals and biomanufacturing.   The company is also working on obtaining CEIV certification for pharmaceutical excellence from the International Air Transportation Association (IATA); as well as improving its’ branding to communicate that they work with international trade across the world, not just Europe!

The value proposition of the company is clear – life science companies trust working with Euro-American because of the close and direct access to their expertise, a well-established freight forwarder with in-house customs brokerage experts whom have 50+ years’ experience with highly regulated medical industry assets.

(Disclaimer: The SBA does not endorse the organizations sponsoring linked websites, and does not endorse the views they express or the products/services they offer.)

Euro American Worldwide Logistics

 

 

 

 

 

 

 

 

 

 

 

 

 

Beginner's guide to exporting

Consider the following steps to approaching international trade, then take the SBA's online training course on exporting.

  1. Assess your company's export readiness
  2. Learn about the market
  3. Develop an e-commerce presence
  4. Arrange for financing and insurance
  5. Participate in a trade event
  6. Connect to buyers or distributors
  7. Know the rules of trading and be compliant
  8. Resolve trade issues
  9. Get counseling and training locally

 

Get counseling and training

It may be easier to expand your market than you think. Even small businesses can get into exporting with the help of mentors and modern technology.

 

U.S. Export Assistance Centers (USEACs)

USEACs help you explore the process of exporting at centers across the country. Each one is staffed by professionals from public and private organizations with experience in export assistance for small- and medium-sized businesses.

 

Small Business Development Centers (SBDCs)

Small Business Development Centers (SBDCs) can also help. SBDCs are hosted by leading universities and state economic development agencies, and are partially funded through a partnership with SBA. Their advisors offer free business consulting and low-cost training services.

 

International Trade Hotline

The SBA’s Office of International Trade can help any small business that faces barriers in accessing international markets. The office publicizes the small business benefits of U.S. trade agreements and helps protect the rights of small businesses under these agreements. Contact the toll-free trade hotline at 1-855-722-4877.

 

Find international buyers

Many small business owners don’t realize foreign sales opportunities are well within reach. To reach them, all you need to do is take advantage of federal programs designed to build the bridge to new markets.

 

State Trade Expansion Program (STEP)

STEP provides financial awards to state and territory governments to help small businesses with export their products.

STEP helps small businesses:

  • Learn how to export
  • Participate in foreign trade missions and trade shows
  • Obtain services to support foreign market entry
  • Develop websites to attract foreign buyers
  • Design international marketing products or campaigns

Most states receive STEP support. Find out if your state does, then contact your local office to see how they can help you export your products and services.

 

Export finance programs

Most U.S. banks view loans for exporters as risky. This makes it harder for you to get loans for things like day-to-day operations, advance orders with suppliers, and refinancing existing debts. That’s why the SBA created programs to provide lenders with up to a 90 percent guaranty on export loans.

To  learn more about SBA export loan programs, contact your local SBA Export Finance Manager or the SBA's Office of International Trade

See a list of participating export lenders.