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New Required Language for Exports

A new regulation has changed the destination control statement (“DCS”) that is required on all exports of PMA aircraft parts.

PMA aircraft parts are typically exported under the jurisdiction of the Commerce Department’s Bureau of Industry and Security (BIS).  If you export aircraft parts, then the BIS regulations require a DCS.  These regulations have been changed to harmonize the DCS to the same language as the ITAR DCS.

Te DCS is placed on each export control document that accompanies an export shipment. The export control documents that are required to show this statement include the invoice, the bill of lading, the air waybill, and any other export control document that accompanies the shipment from its point of origin in the United States to the ultimate consignee or end-user abroad.

This is sometimes known as the ‘non-diversion statement’ because the current version includes language stating that “diversion contrary to U.S. law is prohibited.” The purpose of the DCS was to alert parties outside the United States that the item is subject to the US export regulations.

The rules have always held that compliance with the comparable ITAR requirement was an acceptable means of compliance where the shipment included both ITAR and EAR-controlled articles. The comparable ITAR requirement requires slightly different language. Many people nonetheless found the different language in each regulation to be confusing.

The Commerce Department has changed their DCS language to harmonize it with the ITAR-required-language. This is meant to make compliance easier. Starting on the implementation date of the rule (November 15, 2016), exporters of articles subject to BIS jurisdiction (those with ECCNs) should use the following destination control statement on all exports:

“These items are controlled by the U.S. Government and authorized for export only to the country of ultimate destination for use by the ultimate consignee or end-user(s) herein identified. They may not be resold, transferred, or otherwise disposed of, to any other country or to any person other than the authorized ultimate consignee or end-user(s), either in their original form or after being incorporated into other items, without first obtaining approval from the U.S. government or as otherwise authorized by U.S. law and regulations”

In addition, the DCS should show the Export Commodity Classification Number (ECCN) for any 9×515 or ‘600 series’ (nx6nn) items being exported.

There are exceptions to this DCS requirement for EAR 99 exports and also for exports under license exceptions BAG (baggage) and GFT (gift parcels and humanitarian donations), but typically these do not apply to exports of PMA aircraft parts.

Become a Supplier to Embraer

For years MARPA has talked about opportunities that exist for PMA manufacturers willing to look for non-traditional customers.  One of the most under-appreciated possibilities, and one that MARPA President Jason Dickstein has emphasized, is to act as a supplier to OEMs.  OEMs are very often massive companies with a need for quality, reliable suppliers, and many MARPA members are ideally positioned to take advantage of OEM purchasing needs with high quality approved parts on the shelf and ready to ship.

The U.S. Department of Commerce is presenting a program on becoming a supplier to Embraer.  Because many PMA companies are already manufacturing parts for Embraer aircraft, this may be an excellent opportunity to broaden your customer base for your Embraer parts.

The program will begin with a presentation made by Embraer representatives on how to initiate a relationship with Embraer. This presentation will be made by webinar on October 28, 2016. Participation in this introductory webinar is a mandatory part of the program, so if this is something your company may even be remotely interested in, you should plan to register and participate.

Interested companies will then be asked to fill out an online questionnaire from which Embraer engineers will evaluate companies and select suppliers for a second round of webinar discussions with Embraer’s engineering department. Embraer may then invite select companies for a further in-depth interview.

There is no cost to participate in this program, and it presents an opportunity to potentially expand parts sales.  MARPA has often said that OEMs should be thought of as no different than air carriers from a customer perspective: they need parts, and we manufacture and sell great parts.  This could be an excellent opportunity for MARPA members to diversify their customer base.

If this opportunity sounds like something your company may be interested in, you can register for the mandatory introductory webinar at the following link: http://2016.export.gov/california/losangelesdowntown/events/embraer/eg_us_ca_102435.asp.

MARPA Returning to Japan

As part of its ongoing drive to increase the export of U.S.-made PMA parts and increase global knowledge and understanding of PMA, MARPA has in the past few years traveled to Japan to speak with potential customers, government contacts, and manufacturing partners.  MARPA is happy to announce that it will continue these efforts this year at the Japan International Aerospace Exhibition 2016, in Tokyo, Japan, October 12-15.

We have worked closely with long-time MARPA member and MARPA supporter Akira “Jay” Kato of JK Tech Consulting to make valuable contacts in Japan and discuss PMA at a very high level with Japanese customers and government officials. These efforts include both explaining and educating air carriers and their purchasing groups about PMA, as well as, importantly, promoting the use of PMA by discussing the safety, value, and reliability PMA provides.

2015-10-15 MARPA Staff and Tokyo Govt Rep and Jay Kato

From left to right: MARPA volunteer staff Judy Dickstein and Harvey Dickstein, MARPA VP of Government and Industry Affairs Ryan Aggergaard, Tokyo Metropolitan Government Supervisor for Aviation Industry Participation Support Project in Tokyo Chikako Nagase, and Tokyo Metropolitan Government Aviation Industry Participation Support Project Adviser (President, JK Tech Consulting, Inc.) Jay Kato at the MARPA booth at the 2015 Tokyo Aerospace Symposium.

These efforts are one prong of MARPA’s ongoing MDCP efforts supported by the U.S. International Trade Administration.

MARPA hopes to continue to make valuable contacts in the Japanese aviation community, and particularly to make additional inroads on behalf of the PMA industry with customers in Japan.

While MARPA always enthusiastically promotes the benefits of PMA where ever it goes, we would like to be able to provide a more targeted benefit to our members. We would therefore like to offer to our members the opportunity to display your marketing literature in the MARPA booth at the Japan International Aerospace Exhibition.  This will allow us to direct visitors at the MARPA booth to those members who can best serve their needs or might be an ideal partner for future business.

If you would like to have your literature displayed in the MARPA booth this October in Tokyo, please contact Senior MARPA Program Manager Katt Brigham at katt@washingtonaviation.com no later than September 30.

Help MARPA Help the Commerce Department

As our members know, MARPA has been working over the past two years with the U.S. Department of Commerce’s International Trade Administration (ITA) under its Market Development Cooperator Program (MDCP).  Under the MDCP the ITA provided MARPA a $300,000 matching grant to help MARPA promote PMA around the world with the ultimate goal of increasing exports of U.S.-made PMA parts, with the additional benefit of potentially adding U.S. jobs.

One of the conditions of MARPA’s receipt of the MDCP grant is that we are required to report back to ITA on the increase in exports our members are seeing. These reports allow the ITA to demonstrate the results of the program to Congress and keep open the funding to support increasing U.S. exports in various industries around the world.

This requirement is why we need our members’ help.  We need to hear from you to know if MARPA’s efforts are working, and if the PMA industry is seeing an increase in export sales. MARPA therefore needs your help in gathering data on new exports of PMA parts.

MARPA is always sensitive to its members’ business needs, so we want to assure you that any information provided to us will be kept confidential, and the only information that is shared with ITA will be the country of export and the value of the export, and no other sensitive business information or data.

We are asking that our members fill out the export survey found by following this link.  MARPA needs to know the following information: for any exports that are traceable to a MARPA effort under the MDCP–the MARPA Europe Conference, the domestic MARPA Annual Conference, MARPA’s presence and promotion at trade shows around the world–to what country was the export (or contract for future sales), and what was the value of the export or future export?

That’s it! Just country and dollar value. We don’t need to know your customer’s name, the specific parts or product type involved, or any other detail. Even your company’s name will be kept anonymous unless you expressly tell us to release it to ITA.

If you wish to provide MARPA additional information so that we can better focus our efforts, of course we welcome it. But we only need for the sake of our MDCP requirements a report on export country and dollar value.

Please help MARPA fulfill its obligations to ITA under the MDCP. The ITA was generous in supporting MARPA with this grant so that we can increase our efforts to expand the global PMA market. MARPA needs to make good on its requirement to report back on our efforts and help ITA keep this valuable program going!

If you have questions about MARPA’s reporting obligations under the MDCP or wish to report export data directly rather than by using the survey form, feel free to email VP of Government and Industry Affairs Ryan Aggergaard directly at ryan@washingtonaviation.com.  MARPA sincerely thanks our members in advance for their help!

US Names Denied Aviation Parties from Gambia and UK

The U.S. Bureau of Industry and Security has issued an order denying the export privileges of:

  • Ribway Airlines Company Limited (from The Gambia),
  • Af-Aviation Limited (from Wolverhampton, UK),
  • Andy Farmer (from Wolverhampton, UK),
  • John Edward Meadows (from East Sussex, UK), and
  • Jeffrey John James Ashfield (from East Sussex, UK).

This is a temporary denial order that is only valid for 180 days, unless extended.  Although published in today’s Federal register, the order is actually dated January 19, 2016. The Order prohibits the denied parties from engaging in export transactions, and it includes a prohibition against third parties exporting from the U.S. to any of these denied parties.

Absent a license that authorizes sales to these denied parties, sales of US-origin FAA-PMA parts to such denied parties may violate the temporary denial order.

MARPA members with a history of doing business with any of these parties should ensure that their future transactions remain consistent with U.S. law.  While the Order remains effective, those who are approached by any of these denied parties should exercise caution in their dealings.

Customers Customers Customers!

The customers will be there in Istanbul in twelve days – will you?

MARPA and the Association of European Airlines (AEA) will co-host a PMA meeting in Istanbul on May 25-26.  By my count we have 29 customer-personnel attending the conference – these are air carriers and MROs that are interested in PMA solutions.  You can see the current “early registration list” online to see who has already committed.  And we are hoping to confirm a few more European carriers before the end of this week.

“29 customer representatives in an intimate setting like that?  Unlimited access to air carrier and MRO purchasing representatives?  I can’t think of a better networking opportunity for a PMA company that wants to sell into Europe”

Customer attendees will include (but not be limited to):

  • DHL
  • KLM
  • Lufthansa Technik
  • Pegasus Airlines
  • SunExpress
  • Turkish Airlines
  • Turkish Technik

Why are they gathering?  To learn more about PMA and to network with PMA companies that can provide them with solutions.  Why have AEA and MARPA gone to the effort to bring these air carriers together?  To help educate the world about PMA and to help our members make sales to air carriers in the region!

If you’ve been dying for an opportunity to have one-on-one time with air carriers and MROs that are eager to learn more about PMA, then this is the conference for you.  If you aren’t yet registered for the conference, then you should be.

 

 

Looking for more opportunities like this one?  Take a look at everything that MARPA is planning for the remainder of the year to help promote YOUR export sales.

Upcoming Opportunities for Marketing/Selling PMAs (especially for our smaller members)

Are you looking to increase your export sales?  MARPA export promotion program is creating new opportunities to get your company and your PMA articles in front of the customers!

MARPA’s export promotion program is in full swing.  After productive meetings in Buenos Aires, Dubai, Munich and Miami, MARPA is looking forward to a series of opportunities to promote PMA, and to promote our members, around the world.

MARPA is committed to providing education about PMA parts.  We want installers to know what they can do with PMA parts (and what they can’t do).  We believe that education about PMAs is the best way to promote PMA parts – the more the aerospace community knows, the more attractive PMA parts become.

But we also believe that it is important to market your PMA articles to the customers.  Many of our members are small companies and have limited marketing budgets.  So MARPA is working to increase the opportunities to reach the customers on a cost-effective basis.

MARPA’s Upcoming Promotional Activities

This is not a complete list – but it lists a few of the most important upcoming events at which MARPA will be promoting PMA.  These events are important to the members because they reflect opportunities to promote YOUR PMA articles, as well as promoting PMA generally.

  • AEA/MARPA PMA Parts Conference in Istanbul (May 26, 2015)
    • This is an excellent opportunity for the PMA community to meet non-US air carriers and MROs while learning about the future of the European market.
  • MARPA at ACPC (August 29-September 1, 2015)
    • MARPA plans to exhibit at the Air Carrier Purchasing Conference.
    • We also plan to make available a literature package that will be provided to the customers with whom we meet.  This will be made up of PMA catalogues, brochures  and other literature from MARPA members.
  • MARPA in Europe (October 13-15, 2015)
    • MARPA plans to attend the MRO Europe Conference in October
    • We also plan to make available a literature package that will be provided to the customers with whom we meet.  This will be made up of PMA catalogues, brochures  and other literature from MARPA members.
  • MARPA in Japan (October 14-16, 2015)
    • MARPA plans to attend the ASET (Aerospace Exhibition Tokyo) Conference in October
    • We also plan to make available a literature package that will be provided to the customers with whom we meet.  This will be made up of PMA catalogues, brochures  and other literature from MARPA members.  we recommend considering translating your literature into Japanese for this package.
  • MARPA Annual Conference in Las Vegas (October 28-29, 2015)
    • Our annual conference typically boasts a roughly 3-1 ratio of manufacturers to air carriers.  This is one of the best ratios of ANY conference and it makes the MARPA Annual Conference one of the best networking opportunities ANYWHERE among PMA manufacturers, air carriers and MROs.  With only about 300 participants, it is intimate enough to have real conversations and make new connections.
    • The MARPA Annual Conference is also structured as an educational conference and is the best place to learn about the latest trends affecting the PMA market.
  • MARPA Asian Mission (Early November, 2015)
    • Plans are still being developed, but we plan to attend MRO Asia and also arrange side meetings with Asian Carriers to discuss how PMA can help them improve reliability, safety, and profitability.
    • We hope to make this an opportunity to have members join us on the mission so they can take advantage of our pre-arranged meetings.
    • For members who cannot join us, we also plan to make available a literature package that will be provided to the customers with whom we meet.  This will be made up of PMA catalogues, brochures  and other literature from MARPA members.

HOW CAN I PARTICIPATE?

There are many ways that MARPA members can start working now to take advantage of these marketing opportunities.

1) Start working NOW on putting together the paper and digital literature you’d like MARPA to include in their PMA literature packages.  This distribution is a MARPA benefit that is free to our members.

a) Paper products can include brochures, one-page advertisements and short white papers;

b) Digital packages can include more information, including your product catalogues.

2) Register and attend the Istanbul and Las Vegas conferences – we are constantly working to get the customers there, so that you will have the best opportunity to network and make sales (and so that they will have the best opportunity to improve safety, reliability and the bottom line by using your parts).

3) Mark all of the the dates (above) on your calendar – we’d love to see our members at these events!

4) Consider whether you’d like to join MARPA on the Asian mission in November.  Preliminary statements of interest are not firm commitments – but they will help us in our planning efforts.

5) Send us your ideas for additional marketing events and activities. But be warned that we may invite you to join the Marketing Committee!

We want you to get value out of your membership – so let MARPA know what the trade association can do to help you meet your sales and marketing objectives.

Treasury Makes It Easier to Comply, When Exporting

PMA manufacturers who are exporting their parts from the U.S. need to ensure that they remain in compliance with the U.S. export regulations.  In addition to the BIS and DDTC regulations that apply to aircraft parts, exporters also need to remain in compliance with Treasury Department regulations.

Some of those Treasury Department regulations include lists of people and entities that you ought not to do business with.  Every agency has multiple lists that you need to examine, but Treasury is doing something to consolidate its lists and make it easier to review them. This consolidation should make it easier to search to ensure compliance, whether you are searching on line or using a computer program to automatically research your business partners.

The Treasury Department office with jurisdiction over export programs is the Office of Foreign Asset Control (OFAC).  OFAC has a list of Specially Designated Nationals (SDNs) as well as other (non-SDN) sanctions lists. OFAC is now offering all of its non-SDN sanctions lists in a consolidated set of data files called the Consolidated Sanctions List. This consolidated list will include the following:

  • Non-SDN Palestinian Legislative Council List
  • Part 561 List
  • Non-SDN Iran Sanctions Act List
  • Foreign Sanctions Evaders List
  • Sectoral Sanctions Identifications List

OFAC announced that it plans to discontinue some of these lists as separate lists, so they will only be available as part of the consolidated list.

Persons seeking to check whether there are OFAC sanctions that might apply to their transaction should be sure to check their export business partners (by personal name and company name) against the Specially Designated Nationals List and the Consolidated Sanctions List.

One can also use the Sanctions List Search which consolidates both lists into a single searchable database. This tool is useful because it can automatically search for names that are close (bot not exact matches) and can be set to find matches with different levels of confidence (which will then be reviewed by a human to assess whether they actually match).

Exporters should also check the details of their transaction (including destination country) against the Sanctions Programs and Country Information page, which list sanctions programs based on country and on certain other criteria.

MARPA Wins Department of Commerce Grant to Expand Export of PMA!

MARPA is proud to announce that it is the recipient of a $300,000 matching grant from the Department of Commerce International Trade Administration Market Development Cooperator Program!  MARPA was one of eight recipients of funding under the Market Development Cooperator Program (MDCP), which is intended to help organizations boost exports and create U.S. jobs.  With the receipt of this assistance, MARPA plans to implement a number of initiatives to help grow the international PMA market and most importantly help our members grow their businesses by exporting more PMA parts!

The first of these initiatives will be to establish a European MARPA Conference, similar to the MARPA Annual Conference held in Las Vegas. Our current target is for the inaugural MARPA Europe conference to occur in May 2015, in Istanbul, Turkey.  The primary goal of MARPA Europe will be to bring together PMA manufacturers (our members) and customers from both Europe and the Middle East.  Air carriers reliably account for 25% of our Las Vegas attendees, and we expect to meet or exceed that rate at MARPA Europe.

Another initiative will be to lead educational missions to regions that present an opportunity for expanded PMA penetration. These include Japan, China, Southeast Asia, and the Middle East.  MARPA will lead technical and regulatory seminars explaining the benefits of PMA and the way PMAs fit within the regulatory framework of the various countries we visit.  MARPA also plans to attend regional MRO shows and other trade shows to educate the global aviation industry about the benefits of PMA.

Finally, MARPA will work with our partners and air carrier contacts to continue to bring more air carriers to both the MARPA Annual Conference in Las Vegas as well as MARPA Europe.  The significant and growing attendance by air carriers at MARPA’s conferences make them the premiere events for PMA manufacturers to meet and network with air carriers in an intimate setting.

Of course nothing in life is free!  One very important element of MARPA’s participation is the MDCP program will be measuring the effects our efforts have on growing the export PMA market.  In a previous post we explained that MARPA would begin collecting export data from our members to get a better idea of the global PMA market share and identify to what market PMAs were being sold and where opportunities lay.  As a part of our commitment to the Commerce Department, MARPA will track and measure the increases in exports reported by our members.  This will be an important part of the next three years, as MARPA works closely with the Commerce Department to grow exports of PMA.  MARPA will also need the help of its members to collect and report accurate data to measure the effects of our initiatives.  We will be working with our members to help them increase their exposure to foreign markets and increase their exports in order to optimize the return on the Commerce Department’s investment as well as to develop accurate PMA export data.

Fred Elliot from the Department of Commerce and Ryan Aggergaard from MARPA will be on hand at the MARPA 2014 Annual Conference in Las Vegas to discuss some of MARPA’s planned initiatives and the requirements related to the award of the MDCP grant, as well as to answer member questions on how they can benefit from MARPA’s new programs.  We look forward to seeing you there!

PMA Export Data Needed

As the sole trade association representing the PMA industry, MARPA receives many inquiries from both industry and regulators regarding the economic effect of the PMA industry.  Among the most frequent question is to the extent PMA parts are exported to other countries.  Because the aerospace industry is such a large exporter, information regarding economic effect is useful in helping to shape policy and build support for the industry.

Unfortunately, MARPA does not have a significant pool of data from which to report or draw conclusions when approached with questions about economic effects and export statistics.  Although we have data from a handful of members and plenty of anecdotal evidence to support the PMA industry’s positive economic effect, we lack significant hard data from which to draw any statistical conclusions.  We would like to change this.

MARPA is therefore beginning an initiative to collect export data from our members to begin developing statistical data specific to the PMA industry.  Rather than relying on information from aerospace trade publications or industry forecasting groups, which tend to focus on the aerospace industry as a whole without distinguishing PMA, MARPA seeks to develop a PMA-specific industry analysis.

But to develop and perform such economic export analyses, we need the help of our members.  We will therefore be requesting that our members provide to us economic export data about their businesses.  Such data would include, for example, to which countries you export, revenue derived from export, and percentage of total revenue derived from exports.

Of course, there is nothing more important to MARPA than a robust and competitive PMA industry.  With that in mind, all information submitted to MARPA will be kept strictly confidential, and used only for overall statistical analysis.  No company names, data, or strategies will ever be disclosed, either to other members, regulators, or the public in general.  We understand and appreciate how important confidentiality is, and how much value is placed in keeping data about your business private.

The more data we obtain the better we will be able to promote the benefits of PMA, open new markets and expand existing markets, continue to build the trust of industry, and gain the support of regulators.  We cannot do any of this without the support of our members.

We will be discussing this initiative further at the MARPA Annual Conference in Las Vegas, just a little more than a month away.  But in the meantime, if you have data readily available, or have any questions about this initiative, you can email them to Ryan Aggergaard at MARPA at ryan@washingtonaviation.com.  We look forward to hearing from you, and continuing to build the future of PMA.