Strategies for Going Global U.S. Export Assistance Centers: Putting the Resources to Work for You
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Strategies for Going Global U.S. Export Assistance Centers: Putting the Resources to Work for You
Kendra KuoOffice DirectorU.S. Grand Rapids Export Assistance Center
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U.S. Commercial Service:Open Doors with Our Global Network of Trade Professionals
The U.S. Commercial Service provides U.S. companies unparalleled access to business opportunities worldwide.
As a U.S. Government agency, we have relationships with foreign government and business leaders in every key global market.
Every year, we help thousands of U.S. companies export goods and services worth billions of dollars.
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The Commercial Service Global Network
Who We Are:
1400+ trade professionals Over 100 Domestic offices 128 commercial offices located in U.S. Embassies
and Consulates in more than 70 countries Policy, Industry, and Advocacy Specialists in D.C.
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The Commercial Service Global Network
What We Do & How:
Trade Counseling
Market Intelligence
Business Matchmaking
Commercial Diplomacy
Trade Promotion Programs
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Tota
l Mic
higa
n Ex
port
sPartner 2010 2011 2012
World 44,768,187,457 51,003,027,609 56,902,109,841
Canada 22,087,563,600 23,577,576,848 25,299,648,677
Mexico 7,424,205,315 8,964,673,647 10,459,017,599
China 2,180,945,490 2,687,599,025 3,254,627,414
Germany 1,529,894,009 1,798,822,226 1,982,439,225
Saudi Arabia 1,105,374,427 1,160,158,389 1,792,246,125
Japan 1,240,093,240 1,337,389,368 1,392,484,712
South Korea 750,533,336 970,769,277 964,515,818
Australia 328,265,746 699,526,057 878,643,267
U.A.E. 302,419,000 456,193,384 756,429,960
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Mic
higa
n M
erch
andi
se E
xpor
ts
2012
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What Are They Buying?U.S. Exports totaled $2.2 Trillion in 2012.
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U.S. Service Exports$630.4 billion in 2012Trade in Services Agreement
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Building International Sales
A. Access Export Readiness
B. Business Plan
C. Counseling
D. Market Research
E. Find Buyers
F. Finance
G. Legal
H. Logistics
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Access Export Readiness – www.export.gov/begin/assessment.aspA
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Business Plan
Gauge Demand, Pricing
Determine Distribution Strategies
Identify Competitors
Overcome Potential Market Impediments
FACTORS RESOURCES
Research, Trade Agreements
Domestic & International Trade Associations, Shows
Third Party Assistance, Web
Classify Products, Identify Standards, Export Regulations
B
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Counseling and Training
• World Trade Week• Country Briefings• Webinars
– How To Mitigate Your International Payment Risks
– Mexico’s Infrastructure– Satisfying Intl Product
Certification Requirements
C
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Develop Market Research
Trade Data
• Trade Stat Express• http://tse.export.gov
Country & Industry Reports
• Market Research Library• http://www.export.gov
• Country Commercial Guides and Industry Reports
• CIA World FactBook• http://www.cia.gov
• MSU Global Edge Website• http://globaledge.msu.edu
• Subscription Services: Google Global Market Finder, Business Monitor International, Kompass, Bloomberg BNA Exporter, PIERS database
Customize
d Market
Research
• U.S. Embassies• Third Party Providers• Universities• Competitors’ Websites
D
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Examine Markets to Find BuyersCommercial Service Programs Certified Trade Shows
International Buyer Programs
Gold Key Service
International Partner Searches
E
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Examine Markets to Find Buyers
Additional AvenuesMEDC Trade Missions/Offices
Service Providers/SBTDCs
Trade Shows/Trade Associations
Industry Trade Magazines
Google Analytics
E2
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What You Should Know: The BIG 3
1. EXIM and SBA offer Export Focused Programs– Export Working Capital Loans & Loan Guarantees
– EXIM Express Insurance
2. Worldwide Credit Reports
3. Define payment terms
F Finance International Sales
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Legal Considerations
What You Should Know: The BIG 3 1. Export Compliance
- Bureau of Industry and Security, Treasury Department, State Department Defense Controls
2. Intellectual Property Protection- www.StopFakes.gov
3. International Contracts- Agent and Distributor Agreements- Tax Implications
G
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Logistics
What You Should Know: The BIG 3 1. Supply Chain Management
2. INCOTERMS
3. AES Direct
H
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Contact UsConnect with a World of Opportunity
export.gov | 800.USA.TRADE
Grand Rapids U.S. Export Assistance CenterKendra Kuo, Office DirectorTel: 616-458-3564 [email protected]
East Michigan U.S. Export Assistance CenterRichard Corson, Office DirectorTel: 248-975-9600 [email protected]
Detroit U.S. Export Assistance CenterSara Coulter, Office DirectorTel: 313-872-6794 [email protected]
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Questions?