U.S. General Manager Claude Sauvageau discusses Lubri-Lab's success under the new program. CLICK FOR VIDEO

Boucherville, Quebec-based Lubri-Lab Inc. has avoided the hassles related to selling its industrial lubricants in the Southeast U.S. by joining a voluntary supply chain security program, according to Claude Sauvageau, the company general manager for the U.S.

The Department of Homeland Security instituted the Customs-Trade Partnership Against Terrorism, known as C-TPAT, in November 2001. By joining the program, Lubri-Lab’s cross-border shipments have faced reduced customs inspections and border delays, he said.

Mr. Sauvageau attended the Southeastern United States-Canada Alliance conference held in Savannah June 16-17 where GlobalAtlanta interviewed him concerning his company’s prospects in the Southeast.

He said that the prospects for expanding the company’s business were excellent despite the problems that it experienced when it first sought to enter the market.

Besides crediting the C-TPAT program with resolving the transportation issues, he said that the Quebec Trade Office in Atlanta had been helpful in introducing him to potential clients.

With almost every business sector having a need for specialized lubricants, Mr. Sauvageau’s sales teams can reach out to construction firms, farms, ports, municipalities and many others.

Representing a Canadian company has not been a problem, he said, because its products are judged on their quality and he has been sensitive to local markets. For instance, Lubri-Lab has focused on Hispanic companies to expand sales.

The company’s success in the Southeast prompted it to open an office in Dade City, Fla., adding to its other locations in Canada as well as Mexico and Indonesia.

Mr. Sauvageau attended the conference with company president Jacques Tremblay and vice president Suzanne Viger.

The alliance seeks to enroll more companies such as Lubri-Lab in its future conferences so that they may provide examples of how to succeed in foreign markets.