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Maximizing Your Success In The Canadian Market
Liberty Pumps Empire State Development
U.S. Department of Commerce
John DeLuca Claire McLeveighn Rosanna Masucci
Export Promotion Services from the USDOC
June 2015
Background
Worldwide network of 1800 employees 105 U.S. Export Assistance Centers
throughout the U.S. 160 international offices in 82 countries, which
together represent more than 96% of the world market for exports
Provide comprehensive solutions to international trade challenges
Help U.S. firms realize their export potential Advocate on behalf of U.S. businesses abroad
Three Ways…
1. Determine if your company and product/service are Export Ready.
2. Determine the best markets for your products & services
3. Find ways to penetrate the market
Is My Company Ready to Export?
Established domestic business Top management commitment What is my competition doing? Can I promptly fill export orders
Can I export my product?
Standards (i.e. CE Marking, WEEE/RoHS compliance, Registrations, etc…) Modifications Export Compliance (Bureau of Industry
and Security – http://www.bis.doc.gov) Cost Effective
Where Should I Go?
Provide market research to determine where to concentrate efforts – Export Statistics at
www.usatradeonline.gov – Country Commercial Guides – General Market Research – Flexible Market Research
Finding the Right Partners
Why is it important? – Best way to fully develop your product’s
potential in the market. – Know the industry, culture, language,
business environment of the country – Can provide after-sales support &
service
Finding the Right Partners
International Company Profile International Partner Search Gold Key Service
International Company Profile
Background Report on foreign firm that includes: – Bank references – Size and structure – Financial data – Market outlook – Trade references, etc…
International Partner Search
You provide: – information on your company – goals for the market – specs of your ideal partner
We: – contact and interview potential partners – provide you with a list of pre-qualified
contacts
Gold Key Service
You provide: – information on your company – goals for the market – specs of your ideal partner – dates of travel
We: – contact and interview potential partners – arrange meetings with pre-screened contacts – also provide logistical support for your travel
Trade Event Support
Certified Trade Shows Catalog Exhibitions International Buyer Program
www.export.gov
U.S. Government export portal – Links to all trade promotion agencies – Trade statistics – Export Regulations – Advocacy Services
IPR Issues
Strategy Targeting Organized Piracy (STOP!) – secretarial initiative to eliminate piracy and counterfeiting worldwide.
http://www.stopfakes.gov
IPR Toolkits – Protect your IPR in various countries. Available for Brazil, Brunei, China, Egypt, India,
Italy, Malaysia, Mexico, Paraguay, Peru, Russia, Taiwan, Thailand, Vietnam.
Your Global Business Partner
Rosanna Masucci Director U.S. Department of Commerce [email protected] tel: 716-551-4191
6/22/2015
Global NY: Opportunities for NY Businesses
Claire McLeveighn VP International Trade & Investment
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Empire State Development
Empire State Development (ESD) is New York’s chief economic development agency. The mission of ESD is to promote a vigorous and growing economy, encourage the creation of new job and economic opportunities. ESD strives to enhance private business investment and growth to spur job creation and support prosperous communities across New York State.
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• ESD’s Global NY / International Division is New York State’s global connection and international business resource. Our mission is to help New York State companies to export their products and services outside the United States and attract foreign direct investment (FDI).
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• Claire McLeveighn – Vice President, Trade and Investment • Lennox Ruiz – Director, Trade and Export Promotion • Marvin Schechter – Deputy Director, Trade Development • Antonio Rodriguez – International Trade Specialist • Kathryn Bamberger – Industrial Development Representative • Ed Kowalewski – Director, International Investment • Rosa Gonzalez – Departmental Coordinator • Charles Radier – Economic Development Program Specialist • Linda Sun, Trade Manager, New York City
Global NY- International Division Staff
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• ESD’s Network of Regional Offices throughout NYS focuses on the unique business needs of each region and serve as the foundation of our economic development organization Global NY / International Division works in partnership with the Regional Offices, trade organizations, consulates, Federal, State and local stakeholders ESD’s Global NY / International Division operates foreign offices in key countries to promote exports of NYS products and services and attract FDI to NYS
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• Our Network of regional offices throughout the state focuses on the unique business needs of each region and works with other state agencies and economic development organizations.
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• With our network across the State and around the world, we are New York State’s global connection and international business resource. – Canada (Toronto and Montréal) – China – Israel – South Africa – Mexico – United Kingdom (Europe)
Global NY - International Offices:
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Global NY - International Offices:
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• A total of 40,293 companies exported from New York locations in 2013. Of those, 25,385 (63%) were small and medium-sized enterprises with fewer than 500 employees. $86 billion total merchandise exports from New York in 2014
*US Department of Commerce International Trade Administration
Exports Sustain Thousands of New York Businesses*
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New York Exports by ESD Region - Goods and Services (2012) Capital District ($5.72 billion) Central NY ($4.72 billion) Finger Lakes ($9.82 billion) *Rochester $4.1 Billion NY’s Metropolitan Exports 2013 Long Island ($13.13 billion) Mid-Hudson ($10.04 billion) Mohawk Valley ($2.73 billion) North Country ($2.27 billion) New York City ($37.15 billion) Southern Tier ($5.22 billion) Western NY ($9.88 billion)
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Connecting NY Companies to Canada
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Connecting NY Companies to Canada
• NY’s top trade partner- exports to Canada $14.3 Billion in 2014 representing 16.6% of state’s total merchandise exports
• Canada ranks #2 for NY imports with a value of $19.9 Billion in 2014 • Total bi-lateral trade $34.2 Billion • More than half million New York jobs depend on trade with Canada • Canada is #3 in FDI employment in New York, after UK and France
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Connecting NY Companies to Canada
Major NY exports to Canada by industry sector:* Natural gas Metals Paper and paperboard Optical, medical and precision instruments Motor vehicle parts Industrial machinery and computers Aircraft Perfumes, essential oils & toiletries *Partial list
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Connecting NY Companies to Canada
• New York is top destination for Canadian visitors • New York is top state of origin for US visitors to Canada • Canada sends 4th highest number of students to NY colleges and
universities (after China, South Korea and India)
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How Global NY Can Help
• International Trade and Export Promotion • Global NY Development Fund • STEP Global NY Exports Promotion Grant
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New York State Canada Office
Toronto and Montreal EMAS Referrals : Market Research Sales Agent / Distributor Search “Matchmaking” Joint Venture Partner Search Custom Search
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Global NY International Trade and Export Promotion • Export Readiness Assessments • Technical Assistance, Consulting and Advisement (EMAS) • Financial Assistance:
Global NY Development Fund*: Export Finance and Export Promotion Grants
• Education & Seminars • Overseas Trade Missions and Trade Shows • Referrals to other international trade services: Financial/Technical
Consulting *Pending finalization of guidelines
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Export Readiness Assessment
Referral to obtain an Export Readiness score by completing export.gov's online questionnaire @ http://export.gov/begin/assessment.asp Validates capacity to succeed in international markets Used to qualify company for EMAS (Export Marketing Assistance Service)
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Export Marketing Assistance Service (EMAS) • Identifies sales agents, distributors, representatives or partners in selected
foreign markets • Online application • Connection to “in-market” based trade representative • Investigates market to identify suitable prospects, market information-
communicated directly to company • Services provided free of charge
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Export Marketing Assistance Service Plus (EMAS+)
• EMAS Plus* is an enhancement to the current EMAS program and enables New York companies to further promote exports by providing a reimbursement for the cost of travel to a foreign market or other eligible costs.
• Awards ranging from $1,000 to $3,000 per firm (depending on destination). *Currently offered through federal STEP grant
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Trade Missions and Trade Shows • Bring NYS businesses closer to the global
marketplace – Participate in key global trade shows partnering with ESD
divisions for maximum coverage and exposure. – Partner with the US Small Business Administration – Partner with Council of Great Lakes Governors (CGLG) – Provide pre-travel and in-country briefings for NYS
businesses (business culture, economy, market outlook)
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Global NY Development Grant Fund*
• $10 million over five years • Will provide grants up to $25,000 to help NY small businesses to grow exports:
Market research
Export education Website translation Product adaptation Market certification Participation in global trade shows and trade missions *Pending finalization of guidelines
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Global NY Development Loan Fund • $25 million program to expand the lending capacity of financial institutions serving New York State-
based small businesses who seek to create or expand direct exports or to serve as suppliers to larger exporters.
• ESD will extend loan loss reserve credit enhancement to approximately 3-5 banks, CDFIs or community-based lenders with small business financing experience, leveraging an estimated $125 million in total small business lending.
• Enable New York State small businesses to finance the costs associated with expanding export or supplier capacity
• Enable small businesses to more effectively deliver on contracts, offer new products, and enter new markets
• Loans can be in the form of working capital or machinery/equipment term loans, lines of credit, or receivables financing
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Global NY Development Loan Fund
Eligibility: • New York State-based exporters as well as suppliers to exporters who are
expanding into new markets. These small businesses must demonstrate foreign sales, or pending foreign contracts or supplier contracts to a large exporter.
• Business engaged in manufacturing or services whose New York State production content or value added is at least 51%
• One year of exporting experience, or has been in operation for at least 12 full months and can demonstrate that the financing will support its export activity
6/22/2015
Global NY: Opportunities for New York Businesses 212-803-2300 www.global.ny.gov [email protected]
Claire McLeveighn, VP International Trade & Investment [email protected]
John A. DeLuca International Sales Manager
Liberty Pumps Inc.
Maximize Your Success in the Canadian
Market
Export Promotion Services from the USDOC
June 2015
Export Promotion Services used by Liberty Pumps
Finding the Right Partners
International Company Profile International Partner Search Gold Key Service
Why is it important? – Best way to fully develop your product’s
potential in the market. – Know the industry, culture, language,
business environment of the country – Can provide after-sales support &
service
Gold Key Service:
You provide: – information on your company – goals for the market – specs of your ideal partner – dates of travel
We: – contact and interview potential partners – arrange meetings with pre-screened contacts – also provide logistical support for your travel
» GKS - Liberty Pumps ˃ Mexico ˃ Peru ˃ Chile ˃ Brazil ˃ UK ˃ Poland ˃ KSA ˃ India ˃ Indonesia ˃ Malaysia ˃ Philippines ˃ Viet Nam
6/22/2015
Global NY: Opportunities for NY Businesses
Claire McLeveighn VP International Trade & Investment
Global NY: Opportunities for Liberty Pumps
John DeLuca International Sales Manager
51
• Claire McLeveighn – Vice President, Trade and Investment • Lennox Ruiz – Director, Trade and Export Promotion • Marvin Schechter – Deputy Director, Trade Development • Antonio Rodriguez – International Trade Specialist • Kathryn Bamberger – Industrial Development Representative • Ed Kowalewski – Director, International Investment • Rosa Gonzalez – Departmental Coordinator • Charles Radier – Economic Development Program Specialist • Linda Sun, Trade Manager, New York City
Global NY- International Division Staff
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• With our network across the State and around the world, we are New York State’s global connection and international business resource. – Canada (Toronto and Montréal) – China – Israel – South Africa – Mexico – United Kingdom (Europe)
Global NY - International Offices:
Terry Potter - Senior Project Manager - Europe
Gerry Stoch | Director | New York State Representative Office, Israel
Richard Zurba, Director – CGLG Southern Africa Trade Office
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Export Marketing Assistance Service (EMAS) Export Marketing Assistance Service Plus (EMAS+) • EMAS Plus* is an enhancement to the current EMAS program and enables New
York companies to further promote exports by providing a reimbursement for the cost of travel to a foreign market or other eligible costs.
• Awards ranging from $1,000 to $3,000 per firm (depending on destination). *Currently offered through federal STEP grant
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Export Marketing Assistance Service Plus (EMAS+) • federal STEP grant
• IFAT China 2015 = $4,000 • GKS in Peru and Chile = $1,400
• Partner Search – France = $2,000
NAFTA Signed
Non Resident Importer
Maximize Your Success in the Canadian Market
