Recommended
Recommended
More Related Content
Viewers also liked
Viewers also liked (15)
Similar to Roadmap for Emerging Exporters
Similar to Roadmap for Emerging Exporters (20)
Recently uploaded
Recently uploaded (20)
Roadmap for Emerging Exporters
- 1. ROADMAP FOR EMERGING EXPORTERS Presented by: John Ziobro- Principal Consultant, Spectra MedEx LLC Koreen Grube- US Commercial Service Export Assistance Center Mark Rhoda-Reis- Wisconsin Economic Development Corporation
- 3. WORLD POPULATION 2050 Australia (0.5%)Africa (27.4%) Asia (54.0%) N. America (4.1%) S. America (7.9%) Europe (6.1%) % OF GLOBAL POPULATION
- 4. GROWTH OF GLOBAL MIDDLE CLASS
- 5. 2030 MIDDLE CLASS CONSUMPTION 0 2 4 6 8 10 12 14 USA India China United States $4 TRILLION 7% China $10 TRILLION 18% India $12.8 TRILLION 23% 2009 2020 2030 2009 2020 2030 2009 2020 2030
- 6. WISCONSIN EXPORT OPPORTUNITIES $0 $15 $30 $45 $60 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 Series 1 ExportValue(Billions) 2016 PROJECTED
- 7. Small Exporters Large Exporters Small Exporters Large Exporters WHO IS EXPORTING? U.S. Exporters estimated at 304,000 Wisconsin Exporters 11,963 in 2012
- 8. COMPARISON TO OTHER STATES 2013 Export More than WI Export Less than WI
- 9. Milwaukee, WI $9.2 billion Madison, WI $2.2 billion Oshkosh, WI $1.5 billion Racine, WI $1.5 billion Green Bay, WI $1.0 billion Appleton, WI $972 million Janesville, WI $923 million Eau Claire, WI $772 million La Crosse, WI-MN $695 million Sheboygan, WI $611 million Fond du Lac, WI $582 million Wausau, WI $296 million WISCONSIN EXPORTS BY METROPOLITAN STATISTICAL AREA
- 10. WISCONSIN EXPORT PRODUCTS 2013 $6.8B Industrial Machinery $2.2B Instruments $2.2B Electrical Machinery $1.9B Vehicles/Non -Railway 29.5% State Exports 9.9% State Exports 9.6% State Exports 8.4% State Exports $952M Plastics Paper Products Iron/Steel Products $925M $440M Dairy/Eggs/ Honey $399M Printed Matter $396M Furniture and Bedding $348M
- 11. EXPORT PRODUCTS IN WHICH WISCONSIN LEADS THE COUNTRY 2013 Arc Welding Machinery 61% Self-Copy Paper 41% Cranberries, Prepared or Preserved 34% Magnetic Resonance Imaging Apparatus 32% Fire Fighting Vehicles 37%
- 12. TOP FIVE EXPORT DESTINATIONS: 2013 Canada 32.5% (% Share of Wisconsin Exports) Top 5 Exports to Canada 1. Industrial Machinery ($1.6 billion) 2. Electrical Machinery ($646 million) 3. Vehicles ($614 million) 4. Paper Products ($538 million) 5. Plastic Products ($402 million)
- 13. TOP FIVE EXPORT DESTINATIONS: 2013 (% Share of Wisconsin Exports) Top 5 Exports to Mexico 1. Industrial Machinery ($685 million) 2. Electrical Machinery ($373 million) 3. Vehicles ($351 million) 4. Plastic Products ($196 million) 5. Medical/Scientific Instruments ($121 million) Mexico 10.9%
- 14. TOP FIVE EXPORT DESTINATIONS: 2014 Canada 34% Mexico 12% China 7% Japan 4% UK 3% All Others 40% Export US$ million Total Wisconsin Exports 2014 US$23.43 billion 1.40% increase from 2013 Source: US Census Trade Data Set, GTIS Global Trade Navigator
- 15. TOP TEN EXPORT DESTINATIONS 2014 MEDICAL DEVICESAND PHARMACEUTICALS Total Wisconsin Exports 2014 US$1.89billion 0.98% increase from 2013 Source: US Census Trade Data Set, GTIS Global Trade Navigator China 14% France 13% Japan 11% Canada 6% Mexico 5% Brazil 5% Germany 4% UK 4% India 3% Australia 3% All Others 32%
- 16. ROADMAP FOR EMERGING EXPORTERS • Readiness for Export • Market Selection • Marketing, Operations, Logistics & Compliance • Payment & Finance
- 17. ROADMAP- MILESTONE 1 READINESS FOR EXPORT
- 18. ARE YOU READY TO….? • Commit, as the CEO, president or owner, your and the organization’s resources to being successful internationally? • Make or modify your product or service to be accepted in the local market? • Prepare international strategic, operating and marketing plans? • Secure the financial resources to support the marketing, sales and product development requirements? • Provide training and information to develop shipping, documentation and export compliance capabilities? • Understand international payment terms, credit and financing mechanisms? • Deliver the same level of quality and service as your domestic customers?
- 19. MILESTONE 1 READINESS Main Export Portals • www.Export.Gov • www.Export.Gov/ Wisconsin Export Technical Assistance • US Commercial Service – Export Assistance Center • WI DATCP (Department of Agriculture Trade & Consumer Protection) • Wisconsin Economic Development Corporation
- 20. ROADMAP – MILESTONE 2 MARKET SELECTION
- 21. MARKET RESEARCH & TRADE DATAANALYSIS Market Research Database • Country Commercial Guides – http://export.gov/mrktresearch/index.asp Trade Data and Analysis • TradeStats Express – http://tse.export.gov/TSE/TSEhome.aspx • Global Tariff Database – http://export.customsinfo.com/Default.aspx Webinars • http://export.gov/webinars/index.asp
- 22. C-LEVEL, INTERNATIONALBUSINESS DEVELOPMENT PROCESS– ExporTech Lite™ • Better evaluation, pre-qualify, discussion • Summarize full program ExporTech™ 2015 • Port Washington: January- March • Madison: March - May • Waukesha: April - June ExporTech Boost™ • Six months following three month ExporTech • Unlimited access phone lifelines and on-site assistance, go-to-marketing connection ExporTech™
- 23. EXPORT COACHES WORK ONE-ON-ONE WITH TWO OR THREE FIRMS EXPORT COACHES WORK ONE-ON-ONE WITH TWO OR THREE FIRMS EXPORTECH™ MODEL Rationale & Strategy for International Growth The International Imperative Successful Export Strategies Plan Template Learning Priorities SESSION 1 Gain commitment & explore strategy OUTCOME Mechanics of Exporting Custom Agenda based on identified company needs e.g. Financing, Export Licensing, IP Risk or Logistics SESSION 2 Identify and remove obstacles OUTCOME Customized Export Growth Plan Panel Review of each company plan with expert feedback and coaching SESSION 2 Create International Growth Plan OUTCOME 8 HOURS 8 HOURS 8 HOURS7 HOURS7 HOURS Results: $600k-$900k Incremental Revenue in 12 Months.
- 25. ROADMAP - MILESTONE 3 MARKETING, OPERATIONS, LOGISTICS & COMPLIANCE
- 26. MARKET ENTRYAND EXPANSION Technical Consultations Market Assessments Partner Searches Business Meeting Facilitation Export Documentation & Certification Company Registration Checks
- 27. GOLD KEY SERVICE Benefits • Your own trade mission • Pre-screened appointment with vetted target partners (buyer, distributors, agents) – Market and industry briefings by in-country experts – Assistance with local travel, lodging, interpreters • Saves you time and money • Find the right partner quickly Timing • Complete questionnaire – Day 1 • Conference call with post – Day 7 • Premarket Assessment – Day 14-21 • Invoicing/Payment- Day 21-28 • Partner Search begins – Day 28 • Mid-Term Report – Day 49 • Final Report – Day 70
- 28. US DEPARTMENT OF COMMERCE ONLINE RESOURCES A Basic Guide to Exporting • http://www.export.gov/basicguide/Export Management and Compliance Export Management and Compliance Program • www.bis.doc.gov/index.php/compliance-a-training/export-management-a- compliance Trade Events • http://export.gov/tradeevents/index.asp
- 29. US DEPARTMENT OF COMMERCE BUSINESS MATCHMAKING Domestic Trade Shows: International Buyer Program Matchmaking between exhibitors and foreign buyers Exposure to international buyers without leaving the U.S. www.export.gov/ibp Upcoming Shows Natural Products Expo West – March 2015 HIMSS Annual Conference & Exhibition – April 2015 BIO International Convention – June 2015 AACC Annual Meeting – July 2015 Greater NY Dental Meeting – November 2015
- 30. US DEPARTMENT OF COMMERCE BUSINESS MATCHMAKING Foreign Trade Shows: U.S. Exhibitor Outreach programs U.S. pavilions put you in the best int’l trade shows with access to thousands of buyers. Our team of Commercial Specialists arrange one-on-one meetings with potential buyers. http://export.gov/eac/trade_events.asp Upcoming Shows BIO Europe – March 2015 International Dental Show – March 2015 Mumbai Medical Fair – March 2015 China Medical Equipment Fair – May 2015 Hospitalar – May 2015 Biotechnica – October 2015 MEDICA – November 2015 Arab Health – January 2016
- 31. US DEPARTMENT OF COMMERCE BUSINESS MATCHMAKING International Trade Missions Led by senior U.S. government officials – opens doors 1-on-1 meetings with distributors, government and industry officials, prospective customers, and U.S. Embassy officials. http://export.gov/trademissions/index.asp Upcoming Missions Health Care Equipment, Services & Technologies Trade Mission to Egypt, Jordan, Israel (optional stop in the West Bank city of Ramallah) • May 16 – 21, 2015 • Goals: To facilitate greater access to the Egypt, Jordan, and Israel markets by providing participants with: – First-hand market information – Access to government decision makers – One-on-one appointments with business contacts, including potential agents, distributors, and partners.
- 32. US DEPARTMENT OF COMMERCE WEBINARS Update on EU Medical Device Regulations DATE: Tuesday, February 24, 2015 TIME: 11:00 AM (EASTERN) COST: $35 Join our industry experts for a one and a half-hour webinar to learn what current and upcoming changes to expect with regards to EU Regulations for Medical Devices. The webinar is expected to last approximately one hour leaving 30 minutes for Q&A. TOPICS COVERED EU Legislative Process (implementation & deadlines) NEW Provisions (requirements & compliance) Labeling & Electronic Labeling Unannounced visits by Notified Bodies RoHS2001/65/EC impact on medical devices Impact on Authorized Representative (Mandate) SPEAKERS Mr. Doram Elkayam, COO, Obelis Ms. Sylvia Mohr, Commercial Specialist, U.S. Mission to the European Union Moderator- Koreen Grube, CS Milwaukee, Medical Device Subsector Lead To Register: https://emenuapps.ita.doc.gov/ePublic/event/editWebReg.do?SmartCode=5Q3L
- 33. MARKETACCESS GRANT Up to $25,000 within WEDC’s fiscal year Applicable for companies new-to- export or continuing international market expansion Provides grant recipients with educational and financial support Examples of eligible expenses: • Trade Trips, Market Customization, Export Education & Competency Building Consulting Services
- 34. WEDC GLOBAL NETWORK The Americas and the Caribbean Canada Mexico Chile Brazil Colombia Peru Argentina Costa Rica Jamaica Dominican Republic Nicaragua Panama Uruguay Europe United Kingdom France The Netherlands Belgium Luxembourg Germany Poland Czech Republic Ukraine Russia Bulgaria Croatia Estonia Hungary Latvia Lithuania Romania Slovakia Slovenia India, Middle East, Africa India United Arab Emirates Saudi Arabia Kuwait Bahrain Qatar Oman South Africa Botswana Mauritius Malawi Namibia Lesotho Swaziland Mozambique Tanzania Zambia Asia Pacific China South Korea Indonesia Australia New Zealand
- 35. WEDC GLOBAL NETWORK • Macroeconomic & Industry analysis • Competitive product analysis • Marketing & sales channels • Tariffs, taxes, and other costs • Regulatory issues • Product review up to 5 HTS numbers • Market Assessment • Vetting of agent, distributor, representative • Business appointments • Teleconference options • Assistance with in- country meetings • Assistance with meeting coordination • Travel logistics • Service provider referrals • Based on hourly charge • Specialized research reports • Marketing functions or company representation INDUSTRY, PRODUCT AND/OR MARKET ASSESSMENT PARTNER SEARCH BUSINESS MEETING FACILITATION CUSTOMIZED PROJECTS
- 36. WEDC TRADE VENTURES 2014 - 2015 North America • Canada – March 1-7, 2015 • Mexico – March 15-20, 2015 Europe • Germany, France & Spain – April 12-22, 2015 East Africa • Kenya and Tanzania – May, 2015 Asia • Japan, South Korea, China – September, 2015 Market Assessment, Partner Search, Business Meeting Facilitation Specific to Your Company and Products
- 37. ROADMAP MILESTONE – 4 PAYMENT
- 38. RESOURCES FOR INTERNATIONAL PAYMENT & FINANCING IncoTerms 2010® • www.export.gov/faq/eg_main_023922.asp Trade Finance Guide • http://trade.gov/publications/abstracts/trade-finance-guide-2008.asp Your Business Banker • Documentary Collections, Letters of Credit, Bank Wire Transfers, ForEx Federal Resources • EXIM Bank: Foreign Buyer Working Capital Financing – http://www.exim.gov/ • SBA Export Loans: – http://www.sba.gov/content/financing-your-small-business-exports-foreign-investments-or- projects
- 39. SERVICES OF OTHER RESOURCES/PARTNERS Milwaukee World Trade Association Madison International Trade Association International Credit Executives UW-Madison Center for International Business Education and Research UW-Whitewater Global Business Resource Center BioForward
- 40. COMPANY EXPERIENCE Medical Devices, Medicines, Diagnostics • Regulatory Considerations • Pricing • Marketing • Logistics
- 41. Are you ready? We can help!
- 43. Katy Sinnott Vice President International Business Development Ph: 608-210-6838 Katy.Sinnott@wedc.org Stanley Pfrang Market Development Director – Europe, India, Middle East, Africa ph: (608) 210-6777 Stanley.Pfrang@wedc.org Patrick Roetker Protocol Officer ph: (608) 210-6747 Patrick.Roetker@wedc.org Mark Rhoda-Reis International Business Director Business Attraction Market Development Latin America & Asia ph: (608) 210-6757 Mark.RhodaReis@wedc.org Brad Schneider Export Development Manager Market Development - Canada ph: (608) 210-6890 Brad.Schneider@wedc.org Monica Wahlberg International Grants Administrator ph: (608) 210-6734 Monica.Wahlberg@wedc.org WEDC - INTERNATIONAL
Editor's Notes
- The U.S. population is growing at 1-2% per year and we need/want the economy to grow by 3% per year = need to look globally! By 2050, 65%+ of the people will live in Africa, Southern Asia and Eastern Asia - numerically this is the same as if all the world's current population lived just in these regions. "Out of every 100 persons added to the population in the coming decade, 97 will live in developing countries."
- We are reaching a tipping point, where over the next several years the global middle class will expand dramatically. This is one of the most important features of today’s global economic landscape. -As we move forward the next decade and beyond – North America will not be able to keep up or come close to the growth happening outside our borders. -Middle class consumers in the US and other G7 powers have been a key source of demand in the global economy for the last 50 years. -But with weak expected growth in US and European consumption going forward, where will future global demand growth come from? -Global middle class consumption in 2000 = $17 trillion…and is expected to increase to $35 trillion by 2020!
- -Vast majority are SMEs. -Export from WI locations -About 87.2% of these firms, are small to mid sized, with fewer than 500 employees (7.550) -72% of our states total exports tends to be generated by large companies -A survey conducted by the National Small Business Association (conducted in May, 2013) found that 64% of small businesses had sold product or services to a customer in another country (up from 52% in 2010), however exports accounted for less than 10% of sales for more than half of these exporters and most are selling to fewer than 5 export markets. U.S. exporting SME manufacturers in 2009 had more than twice the total revenue of their non-exporting counterparts. These exporters had revenue growth of 37 percent between 2005 and 2009, while total revenue declined by 7 percent for non-exporting SME manufacturers over the same period. (U.S. International Trade Commission) 2012 reveals 11,963 WI business establishments in those major export categories. This does not include service related NAICS categories as 90%+ of WI exports are of manufactured products. This also excludes wholesalers. 2012: 8,581 / 11,963 = 71.7% of WI companies in the major export categories export Sources: http://www.trade.gov/mas/ian/smeoutlook/index.asp on September 17, 2013 Slide updated: 06/27/2014
- -Wisconsin maintained its strong export performance in 2013 -State businesses exported $23.08 billion worth of goods in 2013 -While less than one-quarter-of-one percent (0.18%) or just $41 million below the record set in 2012, the 2013 total represented a $1 billion increase over total exports reported for 2011 and a $6.4 billion increase above 2009 -Wisconsin experienced the smallest decline among those states that exported less in 2013 than in 2012. -Wisconsin businesses exported to 206 different countries around the world in 2013. -Wisconsin ranks 19th among the 50 states in exports, behind Kentucky and ahead of Minnesota. -Among neighboring states: Illinois exports were down 3.34% Minnesota was down 0.51% Iowa was down 5.25% Michigan was up 2.57% -Total U.S. exports grew by 2.14% in 2013 and totaled $1.6 trillion
- 9
- Wisconsin leads the United States in the export of a variety of products, including: Tablecloths and Table Napkins of Paper Pulp, Paper, Cellulose Wadding or Webs of Cellulose Fibers (HS 481830) – 68.31% of U.S. exports in this category come from Wisconsin Electric Machines and Apparatus for Arc (including Plazma Arc) Welding of Metals, Other Than Fully or Partly Automatic (HS 851539) – 60.99% Inboard Engines For Marine Propulsion (HS 840729) – 60.45% Outboard Engines For Marine Propulsion (HS 840721) – 59.54% Ginseng Roots, Fresh or Dried, Whether or Not Cut, Crushed or Powdered (HS 121120) – 42.15% Self-Copy Paper, Cut To Size Or Shape (HS 481620) 41.18% Waste and Scrap of Primary Cells, Primary Batteries and Electric Storage Batteries; Spent Primary Cells, Spent Primary and Electric Storage Batteries (HS 854810) – 39.06% Parts of Milking Machines and Dairy Machinery (HS 843490) – 37.42% Fire Fighting Vehicles (HS 870530) – 36.97% Sweet Corn (Zea Mays Var. Saccharta) Prepared or Preserved Otherwise than by Vinegar or Acetic Acid, Not Frozen (HS 200580) – 36.15% Railway or Tramway Sleepers (Cross-Ties) of Wood, Nesoi (HS 440690) 35.45% Cranberries (Vaccinium Macrocarpon, Vaccinium Oxycoccos, Vaccinium Vitis-Idaea), Prepared or Preserved, Nesoi (HS 200893) – 33.54% Magnetic Resonance Imaging Apparatus (HS 901813) – 31.83% Armored Fighting Vehicles, Motorized, whether or not Fitted with Weapons, and Parts of Such Vehicles (HS 871000) – 29.63% Silica Sands and Quartz Sands, Natural (HS 250510) – 28.72% Durum Wheat, Other than Seed (HS 100119) – 27.81% Generating Sets with Spark-Ignition Internal Combustion Piston Engines (HS 850220) – 28.64% Parts of Machinery for Making up Paper Pulp, Paper or Paperboard, Including Parts of Cutting Machines (HS 844190) – 26.99% Generating Sets with Compression-Ignition Internal Combustion Piston (Diesel or Semi-Diesel) Engines, of an Output Not Exceeding 75 Kva (HS 850211) – 25.56% Fire Extinguishers, Whether or Not Charged (HS 842410) – 25.49% Newspapers, Journals and Periodicals, whether or not Illustrated or Containing Advertising Material, Appearing Less than Four Times a Week (HS 490290) – 23.86% Derricks, Cranes, Nesoi and Works Trucks Fitted with a Crane, Self-Propelled, not on Tires, (HS 842649) – 23.45% Mechanical Shovels, Excavators and Shovel Loaders With 360 Degree Revolving Superstructure, Self-Propelled (HS 842952) – 22.73% Lenses (Except Contact and Spectacle), Prisms, Mirrors and Other Optical Elements, Unmounted, Other Than Elements of Glass not Optically Worked (HS 900190) – 20.91% Paper, Paperboard, Cellulose Wadding and Webs of Cellulose Fibers, Coated, Impregnated, Etc. Nesoi, in Rolls or Sheets (HS 481190) – 20.44% Whey and Modified Whey, Whether or Not Concentrated or Containing Added Sweeteners (HS 040410) – 19.71% Parts of Electric Storage Batteries, including Separators Therefor (HS 850790) – 19.23% Parts and Attachments for Derricks, Cranes, Self-Propelled Bulldozers, Graders Etc. and Other Grading, Scraping, Etc. Machinery (HS 843149) 17.94% Preparations for Perfuming or Deodorizing Rooms, Nesoi (HS 330749) – 17.91% Machines for Crushing or Grinding Earth, Stone, Ore or Other Mineral Substances, in Solid Form (HS 847420) – 14.33% Spark-Ignition Reciprocating or Rotary Internal Combustion Piston Engines, Nesoi (HS 840790) – 13.98% Electric Lamps And Lighting Fittings, Nesoi (HS 940540) – 13.89% Malt Extract; Food Products of Flour, Meal, Etc. with Cocoa (If Any) under 40% and Milk or Cream Products with Cocoa (If Any) under 50%, Nesoi (HS 190190) – 10.27%
- Top Five countries make up over 50% of export. Report based on NAICS categories of Medical Devices and Intstruments, Pharmaceuticals, Medical and Surgical Furniture and Accessories.
- -ExporTech Lite – focus on educating and engaging our economic development and other export multiplier organizations -ExporTech – actual 3 month sessions working with companies -ExporTech Boost – post-ExporTech ‘helpline’ for companies as they move towards the implementation of their export plan into their overall corporate strategy
- - ExporTech is an Export Acceleration System/Process for Achieving Profitable Growth -Program customized to needs of participating companies (Coaches provide individual, customized support…so companies don’t ‘get stuck.’) -3-full day sessions over 12 weeks; on-site coaching in-between sessions -Unique focus on CEO/top management success factors and strategies -Program networks SME’s with qualified experts, vendors, and the local international community (we bring topic experts to them) -Designed to increase speed to market (ROI timeline improved – get revenues faster) -Output: A customized export expansion strategy vetted by experts and immediately implementable -Nationally results show on average a $170,000 increase in sales within 9-12 months -Wisconsin Results from 18 companies: $11,104,500 in total impact ($617,000/co. within 9-12 months)
- Trade missions are another great way to meet potential partners and get a feel for the current market. Our missions are usually industry focused, so all of the potential partners would be tailored specifically to your industry. We are currently recruiting for a medical trade mission to Brazil, May 21-24 – Hospitalar.
- The international shows that we support is another great way for you to gauge the market and get international experience. We have staff at the shows listed that are their to offer their support and expertise in the market. Also if available we can help arrange B2B meetings and even one-on-one meetings with our commercial specialists.
- Trade missions are another great way to meet potential partners and get a feel for the current market. These missions are led by senior U.S. Government officials, which can open doors and give you opportunities that might not otherwise be available. We can arrange for one-on-one meetings with distributors, government officials, the ministry of health, or whomever your target contact might be in that particular country. We have an upcoming healthcare focused mission in May that will be going to Egypt, Jordan and Israel.
- Next week our team is putting on an update on the EU Medical Device Regulations. If you would like additional information or a link to register for the event please let me know.
- Slide updated: 7/1/2014