With an established business, high-quality products, and sound processes, Charlottesville-based pharmaceutical contract manufacturer Afton Scientific, a 30-year-old business, was primed for growth.

Afton Scientific was seeking information on expanding their existing export efforts in the international pharmaceutical marketplace. Specifically, they wanted to develop a plan to gain a greater footing in traditional direct sales to customers as well a tap into and maximize e-commerce sales. Marketing Sales Manager Katherine Brandt and Business Development Specialist TJ Kliefoth turned to the Virginia SBDC Network where they connected with Senior International Trade Specialist Dulce Zahniser and the Virginia SBDC’s International Business Development (IBD) office.

Afton Scientific had long excelled as a manufacturer of pre-sterilized vials and small-batch filling of pharmaceutical products but faced a different set of challenges in expanding their export target market. The SBDC’s IBD programming is tailor-made for businesses like Afton, providing training, resources, and contacts for everything from distribution to region and industry-specific regulations.

“The SBDC initiated a three-part IBD program for us,” Katherine says. “We needed assistance with market research and export regulations.”

That program included participating in the International E-Commerce Program/Accelerator, Trade Compliance Cohort, and International Business Plan Cohort.

“During that program, the SBDC gave specific feedback,” TJ notes. “For example, the E-Commerce Program showed us how to move our inbound marketing strategy to a more strategic outbound marketing with websites in target market areas.”

Following that advice, Afton established websites in Germany and the United Kingdom, which lead to an increase in Afton’s presence in those two international markets.

“These websites helped us reach potential new customers,” TJ says. “The SBDC’s advice definitely paid off for us.”

The International Business Plan Cohort offered additional guidance and mapped out specific steps, goals, and metrics for the expansion.

“Our marketing strategies have been very reactive in the past and this helped us become more proactive,” TJ notes. “Walking through the business plan process with experts was very helpful.”

Afton also took advantage of the IBD’s International Trade Research to explore target markets. This was especially crucial for Afton, whose industry includes an array of highly-specific consumer needs and heavy regulations that vary by country and region.

“We’re not a typical retailer,” Katherine relates. “Our target customers range from small biotechs to large pharmaceutical companies, research labs, hospitals, and universities.”

The IBD Program’s market research helped find those international customers. Employment numbers at Afton Scientific have increased from 50 to 85, which has helped the business meet the increased demand from the international expansion.

“Dulce has been phenomenal and is always there when we need advice,” Katherine says.

“We love working with the SBDC,” TJ adds. “We had heard about the SBDC but had no idea they offered so many programs at no cost. We’re so glad they found us!”