The document discusses recent export trends and opportunities for Colombian companies to expand exports to the US market. It notes that while overall exports decreased in 2020, non-traditional exports from Colombia actually increased by 1.47%. It provides an overview of legal and logistical considerations for exporting, key trade agreements like the US-Colombia FTA, and internationalization programs offered by the Colombian government to help companies access foreign markets like the US.

1. w w w . b u . c o m . c o
EXPANDING YOUR BUSINESS
THROUGH EXPORTS TO THE
U.S. MARKET

2. R ecent export t rends
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S t a r t i n g P o i n t

3. Data source: DIAN – DANE (EXPO-IMPO) y Centro de Comercio Internacional
• Decrease of 21% in Colombian exports.
• Decrease of 17% in Latinamerican exports.
• Decrease of 43% in global exports.
$-
$2.000.000.000
$4.000.000.000
$6.000.000.000
$8.000.000.000
$10.000.000.000
$12.000.000.000
$14.000.000.000
$16.000.000.000
$18.000.000.000
$20.000.000.000
$39.489.168
$530.107.309
$18.708.559.754
$31.055.811
$439.390.258
$10.541.931.157
Exports
Thousands of dollars FOB
2019 2020
Colombia Latin America World
Exports Statistics
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According to one of
Colombia's top unions
(ANALDEX), exporters
of record number fell in
approx. 20% during
2020

4. $24.456.980
$15.032.187
$15.802.668
$15.253.142
Colombian Exports
Thousands of dollars FOB
2019 2020
Data source: DIAN – DANE (EXPO-IMPO)
Traditional Exports Non Traditional Exports
• Decrease of 35% in traditional exports.
• Increase of 1,47% in non-traditional exports.
Traditional exports:
Coffee, coal, petroleum
and its derivatives,
ferronickel.
Non-traditional exports:
All those different from the
“traditional” products
(textiles, processed foods,
manufactured products,
chemical products, etc.).
B r i g a r d U r r u t i a
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Exports Statistics

5. How to embark on
an effective
internationalization
process?
Logistic
Legal
Commercial
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6. 1. Registration as an exporter in the Colombian tax registry
(“RUT”).
2. Product tariff classification. HTC indicates rules of origin,
export authorizations (INVIMA, ICA, etc.), quotas, entry
requirements, certificates, etc.
3. Execution of a customs brokerage agreement with a customs
broker or direct action by the exporter before DIAN.
4. Clarity on the commercial agreement underlying the
exportation: custom valuation rules apply
5. Identification of the applicable export modality (consumption,
temporary, courrier, any other ¿?)
6. Feasibility analysis for applying preferential duty rates: any FTA
is applicable? Or MFN rule?
7. Due compliance with export formalities (Shipping Authorization
Application, Export Return, Free Trade Zone Exit Form).
1. General Legal
& Logistical
Aspects
1 . 1 . G e n e r a l e x p o r t
r e q u i r e m e n t s
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7. General Exportation Process:
Exportations are not
subject to the payment
of customs taxes.
1. General Legal
& Logistical
Aspects
1 . 2 . G e n e r a l e x p o r t a t i o n
p r o c e s s
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8. ▪ Cultural heritage of the nation.
▪ Weapons of any kind.
▪ Cannabis plants, dried cannabis flower or
non-processed cannabis, except for those
with scientific authorization.
1. General Legal
& Logistical
Aspects
1 . 3 . E x p o r t c o n t r o l s
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9. International Trading Companies Vallejo Plan
1 2
• Traditional IMPORT-EXPORT mechanism
• Applicable to the importation of raw materials, inputs, machinery,
equipment and spare parts
• No VAT and customs duties on the importation of such goods
• Fosters the exportation of goods and services
• Recent regulation reforms allow a Vallejo Plan fast track
approval (2 weeks)
Legal entities whose main corporate purpose is the marketing and sale
of Colombian products (purchased or manufactured) in foreign
markets.
Benefits:
• VAT exemption on the purchase of local goods to be finally
exported
• Drawback mechanism (currently in stand by)
• No withholding tax on the purchase of goods intended to be
exported.
International Trading Companies for (Small & Medium-Sized
Companies)
• No mínimum net equity required.
• Access to services and support programs by the Ministry of Trade.
• Support by ProColombia in the development of export.
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1.4. Customs Optimization & Planning

10. Free Trade Zones
• Geographical area intended to develop highly productive and
competitive industrial processes to produce goods, render
services or perform commercial activities under special tax,
customs, and international trade regulations.
• Exclusivity principle.
• Employment and investment commitments.
• Main benefits:
✓ 20% annual income tax rate.
✓ VAT exemption for sales from the NCT to the FTZ.
✓ Introduction of goods to the FTZ does not trigger customs taxes.
✓ Unlimited storage of goods.
✓ Exports made from the FTZ to third countries benefit from FTAs
ratified by Colombia.
1.4. Customs Optimization & Planning
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Authorized Economic Operator (AEO)
3
• Main logistic authorization granted by the Colombian customs
authority (equivalent to the U.S C-TPAT)
• Open to Colombian importers, exporters and custom brokers
that demonstrate a secure, reliable and traceable foreign trade
chain.
• Grants financial, customs and logistic benefits. In total more
than 30 benefits.
• Application is free of charge and takes 12 – 18 months.
4

11. 2.1. Foreign trade digital tools: Assistance
platforms in order to access the U.S. market.
2.2. Main internationalization programs.
2. Commercial
Analysis
I n t e r n a t i o n a l m a r k e t s
a c c e s s o p p o r t u n i t i e s
( U . S . )
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12. Market Access Map (US ITC): Identifies tariffs, tariff rate quotas, trade
remedies, regulatory requirements and preferential regimes applicable to any
product https://www.macmap.org/
Global Trade Helpdesk (US ITC): market opportunities, mandatory import
requirements, and potential local partners according to the selected target market
https://globaltradehelpdesk.org/es
Market Price Information (US ITC): Prices and market updates for more than
300 agricultural products https://mpi.intracen.org/home
Rules of Origin Facilitator (US ITC): Indicates import duties in foreign markets
applicable to each product, available duty savings, detailed rules of origin, and
certification procedures https://findrulesoforigin.org/
Trade Map (US ITC): Trade statistics for international business development
(import & export values, volumes, growth rates, market shares, etc.)
https://www.trademap.org/Index.aspx
2.1. Foreign trade tools
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13. Export Access: Information on non-tariff measures for the exportation of products to foreign markets (sanitary and
phytosanitary requirements, labeling and packaging, permits and licenses, etc.) http://www.exportaccess.intradebid.org/
IntradeBID: Provides comprehensive data on trade agreements, rules of origin, detailed import and export statistics, and
indicators that measure the structure and performance of trade https://www.intradebid.org/
2.1. Foreign trade tools
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14. 2.2. Main Internationalization Programs
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INTERNATIONALIZATION FACTORIES
1
▪ Promoted by: Ministry of Trade – ProColombia with the support of the IDB.
▪ Main focus: Increase non-mining energy exports, promote export culture and expand the exporting business network
in order to enter new markets in a sustainable, structured and competitive manner.
▪ Target: Small, medium and large companies.
▪ Industries: Knowledge-based services (software and mobile applications, audiovisual, BPO, advertising & marketing,
healthcare, education, music, etc.).
▪ Diagnosis, gaps and internationalization action plan.
▪ Open selection process (no cost registration).
https://fabricas.colombiatrade.com.co/

15. 2.2. Main Internationalization Programs
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INTERNATIONALIZATION FACTORIES: REQUIREMENTS
1
1
Natural or legal person
legally constituted in
Colombia and responsible
for VAT.
3 4
Company producing or
marketing a Colombian
product or service.
Purpose: provision of
knowledge-based services.
Company with a defined
good or service.
2

16. 2.2. Main Internationalization Programs
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INTERNATIONALIZATION FACTORIES: LINES OF WORK
1
▪ 3E Export Excellence Companies Program: Consultancy for the design of new business models. This is the only line
of work that has an associated cost.
▪ Comex 360: Permanent advice in foreign trade operations.
▪ Export consortia: Formation of alliances between companies to share costs and risks and generate economies of scale.
▪ Mentor: Company that transfers its knowledge to define the internationalization strategy and facilitate the export process.
▪ International expansion: Guidance in the process of expansion into other markets through local presence
Each company can work on up to 3 lines of work for 1 year maximum.

17. 2.2. Main Internationalization Programs
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PRODUCTIVITY FACTORIES
1
▪ Promoted by: Ministry of Trade – Colombia Productiva & the IDB.
▪ Main focus: Help companies produce more, with better quality and greater added value through 60 hours of specialized
consulting.
▪ Target: Companies with assets +500 SMMLV and/or +11 workers with productivity problems.
▪ Industries: Manufacturing, agribusiness and services.
▪ Lines of work: Digital transformation; Commercial management; Product/service development and sophistication; Operational
productivity; Labor productivity; Quality management; Logistics; Environmental sustainability; Energy efficiency.
▪ Open selection process.
▪ Cost depending on level of assets.
https://www.colombiaproductiva.com/ptp-servicios/ptp-proyectos/fabricas-de-productividad/empresas/inscripcion
Increased productivity as a step towards internationalization.

18. 3.1. FTA Colombia – United States (public
procurement chapter).
3.2. Public procurement: Invitations to
participate in bids.
3. Public
Procurement
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19. 3.1. FTA Colombia – U.S.
P u b l i c p r o c u r e m e n t c h a p t e r
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National Treatment: Yes.
Public procurement coverage:
-"Negative list": applies to covered entities, except for
activities expressly excluded by the agreement.
-Some exclusions: Procurement of agricultural goods
acquired to promote agricultural support programs or human
food programs, shipbuilding activities, procurement of arms,
ammunition, acquisition of hydrocarbons, among others.
Threshold:
-Central level: Goods and services: US$ 83,099. Construction
services: US $7.008.000.
-Sub-central level: Goods and services: US $498,000.
Construction services: US $7.008.000.
List of entities:
-78 central level entities (Department of Defense,
Department of Agriculture, Department of Veteran
Affairs, NASA, ITC, among others).
-9 States (Arkansas, Colorado, Florida, Illinois,
Mississippi, New York, Puerto Rico, Texas & Utah).
-7 special entities.
Chapter 9:
Public
Procurement
Applicable rules of origin correspond to those
applicable to trade of goods.
It is possible to participate in tenders for the supply of
goods and services without having a commercial
presence in the US.

20. 3.2. Public Procurement
I n v i t a t i o n s t o p a r t i c i p a t e i n b i d s
Colombia Productiva opportunities:
https://www.colombiaproductiva.com/ptp-servicios/ptp-
convocatorias/para-
empresas?f1=&f2=&f3=&f4=&f5=&f6=abierta
ProColombia: Map of opportunities by issuing country and
sector https://www.colombiainvierte.com.co/mapa-
oportunidades
Analdex - Red AL-Invest: Social network for the
internationalization of SMEs, allows the
identification of business opportunities in different
countries, including the US:
https://redalinvest.com/business-opportunities
Compra Lo Nuestro: Opportunities by issuing country and
sector https://compralonuestro.co/business-opportunities
Legiscomex: Module of commercial
opportunities and international markets analysis
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