Are you new to exporting? Do you have a product that can be exported and need help? Join me in this Exporting 101 webinars: Export Practice and Fundamentals. At the end of this webinar you should be able to: • Understand the essentials for export success • Learn steps to conduct export market research • Identify countries and products to export • Learn the export process • Avoid mistakes made by other exporters • Identify export help and other resources.

1. Exporting 101: Process and FundamentalsTekleSebhatuPh.D.April 1, 2011http://www.stcinternational.usstcintL@q.com

2. Export Process and Fundamentals AgendaEssentials for Export SuccessExport market researchIdentifying Countries and ProductsThe Export ProcessMistakes Made by ExportersResourcesQ & A

3. Essentials for Export SuccessCommitment(Long Term)PlanningExportSuccessRelationship(Culture, Understand Business Practice)Knowledge(Documents, payments, shipping, insuring, financing)

4. Market Research StepsStep 1 . Identify potential marketTrade statistics & market report research3 to 5 most promisingTravel or use export assistance programsStep 2. Assess targeted marketExamine competitive products (Domestic & Foreign)Conduct market analysis (SWOTT)Export Controls/Tariff and non-tariffStep 3. Draw conclusionIf company new target 2 to 3 countriesGet help for more insights Step 4. Test MarketOnline (trade leads) and off line servicesParticipate in tradeshows, missionGovernment sponsored participation

5. Market Research ToolsTrade Stat Express (DOC-ITA)http://tse.export.gov/TSE/TSEHome.aspxTrade Map (ITC)http://www.trademap.org/Index.aspx

6. TradeStatsExpressTrade statistics at national and state levelsTrade statistics in maps, graphs and tablesTrade balances (Export and Import)Tailor to specific years or dollar range

8. Trade Map What is the structure of the world market for a product? With which countries does my country currently trade? Where are opportunities for market diversification? What tariff barriers exist in a specific market? Which countries are competing in a specific market and globally?

10. The Export Process5. Exporter ships 7ImporterExporter1. Negotiation6.Exporter Delivers Docs.2. Importer Pays/arranges4. Exporter notified3. Sends docsImporter BankExporter BankFigure 15-3

11. Emerging MarketsFrom BEM’s To BRIC’sBRICBEMArgentinaBrazil China (Economic area)IndonesiaIndiaMexicoSouth AfricaTurkeySouth KoreaPoland (Now EU)BrazilRussiaIndia China

12. BRIC and BEM CountriesLarge populationFast growing middle classFastest growing/Liberalizing economiesRegional economic powerhouse

13. FindingProducts to ExportLocal/National Trade Associations DirectoriesLocal Export Assistance Centers (Programs)Country Specific PublicationsTravelTrade showsInternet

15. Role Of Freight ForwardersInternational documentation and packagingCarrier and routing informationExport license assistanceMarine insurance rates and coverageWarehouse and distribution servicesHazardous materials shipping compliance info

16. Common Mistakes Made By ExportersLack of export business planFailure to obtain export assistance (counseling) Lack of sufficient commitment Insufficient care when selecting agent/distributorsChasing multiple orders Failure to modify product to meet market demand.

18. Questions?