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

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.

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.

The Commercial Service Global Network

What We Do & How:

Trade Counseling

Market Intelligence

Business Matchmaking

Commercial Diplomacy

Trade Promotion Programs

Tota

l Mic

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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

Mic

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erch

andi

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ts

2012

What Are They Buying?U.S. Exports totaled $2.2 Trillion in 2012.

U.S. Service Exports$630.4 billion in 2012Trade in Services Agreement

Building International Sales

A. Access Export Readiness

B. Business Plan

C. Counseling

D. Market Research

E. Find Buyers

F. Finance

G. Legal

H. Logistics

Access Export Readiness – www.export.gov/begin/assessment.aspA

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

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

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

Examine Markets to Find BuyersCommercial Service Programs Certified Trade Shows

International Buyer Programs

Gold Key Service

International Partner Searches

E

Examine Markets to Find Buyers

Additional AvenuesMEDC Trade Missions/Offices

Service Providers/SBTDCs

Trade Shows/Trade Associations

Industry Trade Magazines

Google Analytics

E2

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

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

Logistics

What You Should Know: The BIG 3 1. Supply Chain Management

2. INCOTERMS

3. AES Direct

H

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 kendra.kuo@trade.gov

East Michigan U.S. Export Assistance CenterRichard Corson, Office DirectorTel: 248-975-9600 richard.corson@trade.gov

Detroit U.S. Export Assistance CenterSara Coulter, Office DirectorTel: 313-872-6794 sara.colter@trade.gov

Questions?