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An industrial engineer wearing his hard hat and his security vest is working at the plant.

Selling your services to the world: How to find new markets

Webinar Learn how to identify new markets and seek out new global opportunities.

A small business owner is packing her product in boxes, preparing it for delivery.

The future of retail: Exceeding post-COVID-19 customer expectations

Webinar Discover the future of retail and how to use technology to evolve your customers into advocates.

A woman entrepreneur gazes over a sprawling city.

Getting online with Google: What your customers want

Blog September 29, 2020 How to set up a great digital experience for your customers, to navigate the current economy and beyond.

A woman accepts delivery of her online orders.

The new e-commerce: An eight-part series to help your company thrive

Blog July 07, 2020 E-commerce experts show companies how to survive and thrive in the COVID-19 economy.

business people videoconferencing

Making virtual business connections during a global health crisis

Blog March 23, 2020 Seven tips to keep doing business in times of isolation.

Eight service exporters of all ages, demographics work in office

Selling your services to the world

Guide March 11, 2020 The untapped potential to grow Canada’s commercial service export sector

Mining equipment

H2 Tek: Getting a meeting with the giants

Success Story Cleantech vendor gets introduced to the world’s largest mining companies thanks to the EDC Business Connection Program

Aerial view of oil rig

‘Confidence, connections and cash’ helped this energy company succeed internationally

Success Story This family-founded onshore drilling company prospered using EDC’s products throughout its growth.

Effenco

Powered by passion, Quebec firm designs electrical system to reduce emissions

Blog November 04, 2019 Effenco, a 2019 winner of the EDC Cleantech Export Star, achieves global success in the energy sector with revolutionary technology

Semios

Outstanding in the field: how technology can help feed the world’s growing population

Blog November 04, 2019 Semios, a 2019 winner of the EDC Cleantech Export Star, shares their lessons on how they successfully deliver wireless software as a service

Replace

Trade show strategy: Before, during and after

Article October 03, 2019 Trade shows can be an important part of your business strategy.

German market

Top sector opportunities in the German market

Blog September 13, 2019 EDC’s Chief Representative of Europe discusses top sector opportunities in the German market.

Boats on the water

Aquatic Life: How a small-town business catapulted onto the global stage

Success Story Through the EDC Business Connection Program, this water monitoring solutions company gained the attention of a multinational mining giant.

Three co-workers laughing

Happy days: Flexible work environment gives employees the freedom to thrive

Blog September 04, 2019 Alexandre Pelletier, CEO of marketing automation consulting company, Perkuto, shares why creating a flexible work environment has been key to his company’s success.

There is a world map on a coffee table. Someone is pointing to North America on the map.

Top 3 ranked emerging markets by region

Article March 20, 2019 A positive outlook for the next 6 months

EDC Webinar on Making the Connection with New Customers

Finding the right customers in the best markets

Article March 18, 2019 Finding new customers is the top challenge faced by most Canadian exporters. To help overcome that hurdle, the expert panelists from our webinar, Making the Connection with New Customers, offer these tips.

Green Power Labs

Green Power Labs Inc.

Success Story This company is now in talks with three multinationals it met through EDC for contracts worth millions.

ecommerce-instore-experience

Best of both worlds: Combining the physical and digital retail experience

Blog November 12, 2018 Digital technologies continue to transform the e-commerce experience, and are beginning to impact bricks and mortar retail environments as well

Farmer’s Edge 2018 Cleantech Export Star

Farmer’s Edge: Cleantech’s 2018 export star

Article November 06, 2018 Farmers Edge is one of a small clutch of companies at the leading edge of what some people are calling the second agricultural revolution

Hortau 2018 cleantech export star

Hortau: Cleantech’s 2018 export star

Article November 06, 2018 EDC has been working with Hortau to help export smart irrigation systems since the company started looking at selling to the United States.

pop up shops

Pop-up shops: How a short-term venture can lead to long-term success

Blog October 19, 2018 Bryan Sirois, EDC’s sector advisor for retail merchandise, explores why pop-up shops can be effective year round.

time to celebrate small business

“I have a soft spot for small businesses”: How Canada is gearing up to celebrate

Blog October 17, 2018 Spread out across all sectors and regions, small businesses make up 98 per cent of all companies operating in Canada.

marketing champions

5 ways your customers can be your best marketing champions

Blog September 14, 2018 Connie Jensen, EDC’s Content Marketing Manager, explores the power of customers in your marketing strategy.

Bringing your business to a new country? Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

Market Entry Advisors

Guide Bringing your business to a new country? Call these key experts before selling abroad and get helpful tips about each market.

Building networks to boost business

Boost your international business by building a strategic network

Video August 28, 2018 A great network is essential to grow globally. Get expert advice on who you need in your network, and how to do it.

Building an international network

Building a network: Key considerations

Article August 20, 2018 Developing an international network is essential for global success. But where do you start?

International network essential for business

Connections: Why an international network is essential

Article August 15, 2018 The most successful companies in global trade have strong networks and know how to leverage them.

Craft the perfect sales pitch

4 tips to help craft the perfect sales pitch

Blog July 30, 2018 More than ever, companies small and large need to be at the top of their game when pitching their product’s competitive advantage. This becomes even more important when selling to an international company.

Chess pieces demonstrate there are many players when you're a business person selling internationally.

Developing a global competitive advantage through international networks

eBook July 24, 2018 Finding new customers, intermediaries, partners and international opportunities hinges on successful global networking.

find global growth opportunities

6 different ways to find global growth opportunities

Blog May 16, 2018 While global opportunities may be ripening, you need to invest research and time to find these opportunities.

website tips to break into new market

3 website tips to help you break into a new market

Blog May 07, 2018 Read three tips to help you make the most of your website while breaking into a new market.

Web and social trends of your international audience

Where are they? Web and social trends of your international audience

Blog April 10, 2018 An international SEO specialist shares 4 web and social media trends for your international audience.

Growing business without Borders

Business without borders: 4 ways to grow B2B clients internationally

Blog March 06, 2018 Learn about the 4 ways of growing business without borders from Mydoma Studios.

Canadian Companies Selling in China

3 tips for Canadian companies selling in China

Blog February 16, 2018 There are many opportunities for Canadian businesses to sell in China. A focus on relationship-building and a long-term view can help.

EDC Market Entry Advisors Korea

Market Entry Advisors – Korea

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors Nigeria

Market Entry Advisors – Nigeria

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors Philippines

Market Entry Advisors – Philippines

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors Ghana

Market Entry Advisors – Ghana

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors Kazakhstan

Market Entry Advisors – Kazakhstan

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors Australia

Market Entry Advisors – Australia

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors South Africa

Market Entry Advisors – South Africa

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors Indonesia

Market Entry Advisors – Indonesia

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors Thailand

Market Entry Advisors – Thailand

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors Brazil

Market Entry Advisors – Brazil

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for the Brazil market.

EDC Market Entry Advisors Singapore

Market Entry Advisors – Singapore

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors Vietnam

Market Entry Advisors – Vietnam

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors United Arab Emirates

Market Entry Advisors – United Arab Emirates

Guide February 14, 2018 Bringing your business to a new country? Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for the United Arab Emirates market.

EDC Market Entry Advisors Peru

Market Entry Advisors – Peru

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors Germany

Market Entry Advisors – Germany

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors Hungary

Market Entry Advisors – Hungary

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors Colombia

Market Entry Advisors – Colombia

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors Japan

Market Entry Advisors – Japan

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors Unites States

Market Entry Advisors – United States

Guide February 14, 2018 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

Free Trade Agreements Open Doors Around the World

Free trade agreements open doors around the world

Article February 09, 2018 Discover why Canadians businesses should consider countries where Canada has comprehensive free trade agreements (FTAs) in place.

China ecommerce market

China’s e-Commerce market: Where small companies go to think big

Blog February 01, 2018 China’s e-commerce market is the largest in the world and growing fast. Here’s how to get started.

How to Sell Internationally on eBay

Entrepreneurs use eBay to boost international sales

Blog January 23, 2018 Learn how two of eBay’s Entrepreneur of the Year award winners sell on eBay.

What are the benefits of canada’s trade agreements?

What are the benefits of Canada’s trade agreements?

Article January 03, 2018 Canada relies on two types of trade agreements to help Canadian companies excel globally: FTAs and FIPAs.

International Trade Agreements Boost Canadian Prosperity

International trade agreements boost Canadian prosperity

Blog December 27, 2017 International agreements are instrumental to the prosperity of the Canadian economy.

Importance of Canadian Free Trade Agreements

Canadian free trade agreements and why they are important

Blog December 19, 2017 With one in five jobs relying on exports, Canada’s international trade agreements are crucial to growing the nation’s economy now and in the future.

Read about a day in the life of one of EDC’s Sector Advisors.

How an EDC Sector Advisor helps automotive businesses grow

Blog December 04, 2017 Read about a day in the life of one of EDC’s Sector Advisors.

Godin Guitars EDC Feature

Simplifying Godin Guitars' supply chain to become a global leader

Article November 21, 2017 Since the 1964 hit "Walk, Don't Run", Montreal-based musician Robert Godin began modifying and customizing guitars, as well as making a new one from scratch.

The e-Commerce Opportunity for Exporters

A site for more eyes: The e-commerce opportunity for exporters

Video November 19, 2017 Shopify’s Brennan Loh explores the pros and cons of setting up an e-commerce site to attract new international customers

B.C.-based e-commerce furniture manufacturing company Prepac

A jump to e-commerce for manufacturers

Article November 10, 2017 E-commerce helped this just-in-time furniture company keep its manufacturing in Canada.

Floriculture industry exports

Canada’s floriculture industry looks for export growth across the U.S.

Blog October 05, 2017 Every day, thousands of greenhouse-grown plants and cut flowers are shipped to the U.S. as part of Canada’s annual $420-million in floriculture export sales.

Export insights Fuggles & Warlock Craft Works

Fuggles & Warlock Craftworks: Bringing unique craft beer to Asian markets

Article October 02, 2017 Learn how Fuggles & Warlock CraftWorks stood out in a B.C.’s crowded craft beer market to bring craft beer to Asian markets.

How to demo your products in the u.s

How to demo your products in the U.S. without paying duty

Article September 28, 2017 Learn the four options to help you avoid paying customs duties and taxes.

Export insights Hortau

A cleantech company to watch: Hortau's AI helps California farmers

Article September 27, 2017 CEO and co-founder of Hortau, Jean Caron, shares the importance of understanding the markets you’re exporting to.

Export insights SOTI

How Canadian company, SOTI, adapted to different markets worldwide

Article September 13, 2017 96% of SOTI’s revenues come from outside of Canada. Learn how SOTI grew to 700 employees in 22 countries by looking to new markets for export opportunities.

Which International Trade Shows Should You Attend?

Which international trade shows should you attend?

Video September 12, 2017 Ready to export or expand sales in the U.S. or elsewhere? Learn how to pick the right trade shows to connect with new international customer.

Export insights Asham Curling

Hurry Hard! Asham Curling Supplies glides to export success

Article September 01, 2017 Since the entry of curling in the 1998 Olympic games, the sport has seen an evolution. Companies like Asham Curling Supplies are finding success in exporting.

Export insights Pelican International

“Exporting is a transformative journey” for Pelican International

Article August 31, 2017 Pelican International, a Quebec-based company and global leader in manufacturing canoes and kayaks, shares their exporting journey and lessons learned.

EDC Market Entry Advisors India

Market Entry Advisors – India

Guide August 25, 2017 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors China

Market Entry Advisors – China

Guide Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors Mexico

Market Entry Advisors – Mexico

Guide August 25, 2017 Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for each market.

EDC Market Entry Advisors UK

Market Entry Advisors – United Kingdom

Guide August 25, 2017 Bringing your business to a new country? Get in contact with key experts you should call before selling abroad, as well as helpful facts and stats for the United Kingdom market.

Export insights Canada Hemp Foods

Export insights from Canada Hemp Foods’ Robert Rae

Article August 24, 2017 Canada Hemp Foods’ CEO and President, Robert Rae, shares insights from their exporting journey, and advice for companies looking to grow through exporting.

Canada Hemp Foods EDC feature

How a small B.C. company took advantage of the “gold rush of hemp seed”

Article August 22, 2017 Canada Hemp Foods was in the right place at the right time when there was a spike in demand for hulled hemp seeds from South Korea. Read their exporting story.

US export opportunities

Where in the U.S. should you export?

Article August 17, 2017 Become a smarter exporter to the U.S. by understanding the market’s 11 distinct regions.

Ecommerce for business

E-commerce for business: A platform primer

Article August 14, 2017 A look at the pros and cons of three different e-commerce platforms.

e-Commerce: What Exporters Need to Know

e-Commerce: What exporters need to know

Article August 01, 2017 An article detailing why you should consider e-commerce; its challenges and a series of tips to success.

Export insights Silfab Solar

Export insights with Silfab Solar’s Geoff Atkins

Article August 01, 2017 Geoff Atkins, Executive Advisor to Silfab Solar shares the number one thing SMEs need to know about exporting and trade.

Silfab Solar EDC feature

The key to Silfab Solar’s impressive growth: targeting the U.S. market

Article July 27, 2017 Successful exporting relies on both company commitment and vision. Read more about Silfab Solar’s exporting journey.

The e-Commerce Opportunity for Exporters

A site for more eyes: The e-commerce opportunity for exporters

Blog July 19, 2017 Shopify’s Brennan Loh explores the pros and cons of setting up an e-commerce site to attract new international customers.

Export insights Mycodev Group

Export insights from a 2017 Governor General’s Innovation Award Winner

Article July 12, 2017 David Brown, founder of Mycodev Group, share his best lesson learned from a bad exporting experience.

Exporting journey Mycodev Group

New Brunswick-based innovator develops clean solution for a global problem

Article July 11, 2017 David Brown, founder of Mycodev Group, and co-founder of Chinova Bioworks, shares his journey producing a unique biopolymer with clients all over the world.

Fruit d’OR EDC feature

From artisanal production to an agrifood business: Exporting bears fruit

Article July 04, 2017 Learn how Quebec company Fruit d’Or brought their berry productions to more than 50 countries.

Export insights Arcana Studios

Export insights from Arcana Studios

Article June 26, 2017 Sean O’Reilly, founder and CEO of Arcana studios, shares lessons learned from his exporting journey.

Export insights Empire Industries

Export advice from Empire Industries’ Guy Nelson

Article June 20, 2017 Guy Nelson, founder and CEO of Empire Industries, shares what he wished he knew before he started exporting.

Empire Industries EDC feature

How exporting amusement rides redefined Empire Industries’ growth strategy

Article June 19, 2017 Learn how exporting amusement rides and telescopes overseas has helped Empire Strategies grow their business.

Lyte Energy EDC feature

Cleantech company Lyte Energy has its sights on China and India

Article June 14, 2017 Lyte Energy shares how their helping transition the world to a hydrogen economy through education and their products.

Krumpers Solar Blinds EDC Feature

Krumpers Solar Blinds: Exporting an environmentally-friendly solution

Article May 15, 2017 Read how Krumpers Solar Blinds began exporting their environmentally-friendly solar blinds to markets across the world.

Export Insights from Silver Crystal Sports

Silver Crystal Sports: Increase exports by being more nimble

Article Jeff Silver, co-CEO of Silver Crystal Sports, discusses the importance of being nimble and agile to increase export sales.

Silver Crystal Sports EDC Feature

To grow beyond North America, Silver Crystal Sports targets Australia

Article Learn how Toronto-based company, Silver Crystal Sports, targeted the Australian market to export their product in the $12-billion sports memorabilia industry.

Overcoming Exporting Challenges in Oil and Gas Services

Overcoming exporting challenges in oil and gas services

Blog May 11, 2017 Oil and gas services companies face particular challenges in export markets. Learn 4 steps companies can take to expand into new oil and gas markets.

Export Insights from Robotiq

How Quebec company Robotiq is helping the manufacturing industry

Article Robotiq's CEO Samuel Bouchard explains how their robots are helping the manufacturers in 50 countries through automated efficiency.

Robotiq EDC Feature

Robotiq's technology becomes the industry standard worldwide

Article Robotiq's global expansion happened eight years ago, by chance, on a plane. Now the Quebec-based company exports their robots to over 50 countries world wide.

Export Insights from Masitek

New Brunswick's Masitek finds export success in high-potential markets

Article Masitek's CEO Tracy Clinch gives advice on best practices for exporting globally, and what she would have done differently.

Masitek EDC Feature

Masitek helps global companies minimize product damage with technology

Article New Brunswick's Masitek is helping companies worldwide minimize product damage and losses with their devices that mimic real foods in shape, size and weight.

Export Insights Western Oiltools

How Western Oiltools' positive track record helped create export success

Article Learn how Western Oiltools' positive track record and listening to the 'pain points' of their customers helped their business thrive and succeed.

Western Oiltools EDC Feature

Western Oiltools: An innovative family business' path to export success

Article Western Oiltools found a way to stop sand from disrupting oil production: they created innovative equipment that improves customer safety and efficiency.

Export Insights Moxie Trades

The importance of the U.S. market for Moxie Trades' export success

Article March 08, 2017 Moxie Trades' President and CEO explains how Canada's friends south of the border played a critical role in the export success of the company she built.

Moxie Trades EDC Feature

Moxie Trades: From the Dragon's Den to success exporting boots worldwide

Article March 07, 2017 The idea to launch a female-oriented work-wear line came to Moxie Trades' founder Marissa McTasney during her own search for women's safety equipment.

Export Insights Riz Global Foods

Riz Global Foods: Understanding cultures is a key to export success

Article March 01, 2017 Riz Global Foods explains how knowing the culture, as well as rules and regulations, of international markets, is critical when facilitating new export business.

Export Insights Sound & Lights

Saint-Boniface Sound & Lights gives back to hometown through exports

Article February 21, 2017 Sory Sacko moved to Canada from Mali 18 years ago. Now, he gives back to his hometown community by exporting customized AV equipment.

Sound & Lights EDC Feature

Winnipeg's Saint-Boniface Sound & Lights drives export success in Africa

Article February 20, 2017 Exporting to his home country of Mali for 5 years, Saint-Boniface Sound & Lights gained the credibility of being known to clients as an ambassador to Canada.

Export Insights from eBay Canada

E-commerce can help you find customers at a lower cost: eBay Canada

Article January 16, 2017 eBay Canada's managing director Andrea Stairs explains the power of e-commerce, as most Canadian eBay commercial sellers export to an average of 20 countries.

Creating a Unique Sales Proposition

Creating a unique sales proposition

Guide Step-by-step guide shows you how a strong USP can help you optimize overseas sales techniques, and how to create and use your company’s own USP.

Trade Show Investment

Trade shows and you: How to get the most from your trade show investment

Guide Learn how wisely selecting and preparing for trade shows can help you enter new markets, increase sales, and increase awareness of your company.

How to Qualify as a Preferred Vendor

How to qualify as a preferred vendor

Guide November 17, 2016 Get the most benefits of being preferred supplier by learning how to select the best suppliers (primes) for your company, and convince them to choose you.

Mining industry

Canadian mining companies need to keep calm and innovate

Blog November 08, 2016 Weakened commodity prices have forced the Canadian mining industry to rethink, retool and respond strategically. Learn how EDC is helping them do that.

Canadian Affiliates Abroad

Canadian affiliates abroad: Impacts and opportunities

Guide More Canadian companies are acquiring affiliates to increase sales and access supply chains. Find out if you should invest abroad, and how EDC can help.

Doing Business in Southeast Asia

Doing Business in Southeast Asia

Guide September 12, 2016 This comprehensive guide helps you explore exporting and direct investment opportunities in the ten fast-growing markets of Southeast Asia.

Doing Business in Panama

Doing business in Panama

Guide Learns more about Panama’s export opportunities, risks, trade agreement with Canada and how to break into the market in this detailed market guide.

Exporting to the United States

Exporting to the United States

Guide Hone your exporting strategy with this insightful guide, which shows how the U.S. is divided into 11 markets, each with its own opportunities.

Discover New Markets

Discover new markets

Guide Find the best markets for your business with this detailed guide, as well as market entry strategies, investing, steps to export success, and more.

6 Ways to Break Into Markets to Win New Customers

6 ways to break into a market to win new customers

Article August 15, 2016 Discover the pros and cons of the six ways to sell overseas.

Investing abroad to find global customers

Investing abroad to find global customers

Article August 15, 2016 A foreign affiliate can help you grow your sales overseas.

Attending to customers needs: Be where they are

Attending to customers needs: Be where they are

Article August 15, 2016 Investing in operations abroad can have key benefits for growth. Acadian Seaplants exports to 80 markets around the world and has employees in 11 countries.

Doing Business in India

Doing Business in India

Guide Learn about India, one of the largest emerging markets, and how your company can navigate the opportunities and risks, including to intellectual property.

Doing Business in China

Doing Business in China

Guide This guide provides practical information and dozens of resources to help you plan and carry out your export strategy to the Chinese market.

Research preferred supplier list

Want to get on a preferred supplier list? Do this research first

Article July 18, 2016 This tip sheet will help guide you through the research necessary to make a good case for your business and be a contender for a tender.

Preferred Supplier List

Why you need to get on a preferred supplier list

Article July 18, 2016 Many large companies and governments maintain lists of pre-qualified suppliers. Find out the benefits to your business to get on one of these lists.

Increase sales and credibility

Increase sales and credibility: Become a preferred supplier

Article July 18, 2016 Get on preferred supplier lists to fast-track your international sales and business credibility.

Finding and Keeping International Customers

Finding and keeping international customers

Guide May 16, 2016 Packed with tips, this paper shares expert advice on how to find and keep international customers, from building relationships to after-sales service.

Finding international agents and distributors

Finding, training and managing international agents and distributors

Guide Learn how international agents and distributors can help you overcome the barriers when dealing in less familiar markets, and how to choose the right ones.

beyond-exporting

Beyond exporting: Building or buying international operations

Guide Learn how you can expand operations outside of Canada to increase sales, improve service, and access supply chains and resources—and how EDC can help.

TWI Foods EDC Feature

For TWI Foods, niche marks the spot

Article March 31, 2016 TWI Foods started in 1997 with just one oven. Now, the company has two facilities and international export success, which accounts for two-thirds of its annual revenue.