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How to Prepare for a Trade Show
The document provides guidance on preparing for a trade show hosted by the Center for International Trade Development in San Diego, covering agenda items such as market research, logistics, best practices for exhibiting, and available resources. It emphasizes the importance of proper documentation and the use of ATA carnets for temporary exports, as well as tips for maximizing participation and follow-up with potential buyers. Additionally, it highlights upcoming trade show opportunities and financial assistance for U.S. exporters through the STEP program.
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How to Prepare for a Trade Show
- 1. How to Preparefor a Trade Show Center for International Trade Development San Diego, CA Thursday, February 16th, 2017
- 2. Agenda • What youneed to know before you go • How to find appropriate trade show for your products or services • Logistics • Best practices for exhibiting • Services and resources available to help you maximize you participation • Learn how you can join CITD at an upcoming industrial trade show
- 3. Before you go:Market Research Source: http://trade.gov/topmarkets/
- 4. Before you go:Market Research Source: https://www.export.gov/ccg Industry Specific Association EventsCountry Commercial Guides
- 5. Domestic Trade Showswith International Buyers: International Buyer Program • U.S. trades shows promoted by the U.S. Department of Commerce 22 • Promoted overseas • International Buyer Delegations • Showtime one-on-one meetings • Government Officials from the U.S. and Overseas • Industry Updates (conferences, seminars, etc.) http://2016.export.gov/build/groups/public/@eg_main/@ibp/documents/webco ntent/eg_main_103216.pdf
- 6. Trade Fairs andMissions Overseas
- 7. Trade Fairs andMissions Overseas
- 8. Trade Fairs andMissions Overseas • U.S. Mexico Chamber of Commerce – Los Angeles Chapter • CIBER at San Diego State University • San Diego Regional Chamber of Commerce: 12TH ANNUAL BINATIONAL DELEGATION TO MEXICO CITY
- 9. CALIFORNIA PAVILION PARTICIPATION: o WesternUnited States Agricultural Trade Association (WUSATA) / USA Pavilion o Complimentary trade booth space o Buyer Matchmaker Meetings o Pre & Post Marketing & Media o Translation assistance o Chilled, secure storage on site o A turn-key environment that keeps your costs & o Risks low FOOD & HOTEL VIETNAM STATISTICS: 10,000 sq./m exhibition area 520 Exhibitors from 36 countries 13 international group pavilions 10,900+ Trade Visitors 93% trade visitors expressed that they will likely purchase products/services WHY VIETNAM: o California (CA) is the top State exporter to o Vietnam o Trade between CA & Vietnam is at $1.21B, o doubling since 2007 o CA exports of ag products for 2014 totaled o $231.7 Million, 19.2% of CA exports o Vietnam is the ninth largest export destination for CA wines
- 10. Logistics: Know beforeyou go… Best practices: • Official documentation showing date and location of the Trade Show • Confirmation that you are an exhibitor • Documentation indicating value of items • Mark items "Not for Sale" or mutilate the items • Contact the Port of Entry prior to travel or USDOC in Country • Complete CF7523-"Entry and Manifest of Merchandise free of Duty" (For NAFTA Items only) • Check with the government agency that regulates your product for any possible restrictions or required documentation • Obtain the HTSUS code for your items
- 11. Logistics: What Qualifiesas a Sample? In order to be considered as samples, the items, articles or goods are required to meet the following requirements: 1) The sample unit price does not exceed one U.S. dollar in value; 2) The samples must be marked, meaning cut, torn, pierced, permanent colored or otherwise unusable for retail sale within the country; 3) The samples cannot be in commercial packaging unless the commercial packaging has been marked, cut, torn or pierced and with the word ―S A M P L E printed on it; 4) The samples cannot be difficult to identify, which due to their appearance (e.g. liquids, powders, etc.) require physical and/or chemical analysis in order to determine the nature, composition and other necessary characteristics to establish their harmonized code.
- 12. Logistics: ATA Carnet oCarnetor ATA Carnet (pronounced kar-nay) is an international customs and temporary export-import document oMerchandise Passport or Passport for Goods oIt is used to clear customs in 86 countries and territories without paying duties and import taxes on merchandise that will be re- exported within 12 months oNever required but can be beneficial for temporary exports oAdvantages: cost saving, time saving and smooth foreign and U.S. Customs clearance
- 13. Logistics: ATA Carnet Inthe U.S. 2 types of Carnets issued: o ATA o TECRO/AIT What do Carnets Allow you to do? o Facilitate temporary imports into foreign countries and re-importation into the U.S. By presenting an ATA Carnet document to foreign customs, you pass duty free and import tax free into a carnet country for up to one year. o ATA Carnets also serve as the U.S. Certificate of Registration of goods (CBP 4455) upon re- importation. Acceptable Carnet Merchandise Virtually all types of goods and equipment can be transported under the ATA Carnet: o Commercial Samples o Professional Equipment (Tools of the Trade) o Goods for Fairs & Exhibitions (limited to 6 months) Source: http://www.atacarnet.com/what-carnet
- 14. Steps to Obtaina Carnet Source: http://www.atacarnet.com/steps-obtaining-carnet
- 15. Best practices forattending and exhibiting at a trade show • Use of technology • Monitor the show website • Talk to your local Center for International Trade Development or U.S. Commercial Service Representative to meet international delegation members • Customize your booth • Have someone to help you promote during show • Work on elevator pitch • When talking with people having diagrams and presentations can be useful in order to get the message you want through to them • Follow-up – crucial!
- 16. U.S. EXPORTERS –STEP up for Financial Assistance! STEP financial support helps U.S. small businesses: • Learn how to export • Participate in foreign trade missions and trade shows • Obtain services to support foreign market entry • Develop websites to attract foreign buyers • Design international marketing materials • STEP financial assistance awards are managed by managed by states/territories who have received a STEP award this year.
- 17. Mexicali Supply Expo2017 • Forge metal parts • Calibration • Harnesses and connections • Electronic Components • Raw Materials • Metals in Basic Forms • Administrative Software • Electronic Maintenance • Mechanical Maintenance
- 18. Border Region TradeShow Opportunities APRIL 6 2017 (10:00 am to 4:30 pm) Website: http://mexport.org/ TBC ~ September or October 2017 Mexicali, Baja California Website: http://www.bajaaerospace.org/ TBC ~ September or October 2017 Medical Device Cluster of Baja California Tijuana, Baja California Website: http://www.industriamedica.org/ Thursday, October 26th, 2017
- 19.
Editor's Notes
- #3 Set aside budget to attend and/or exhibit at trade shows STEP Program Before you go … Which trade show will benefit my company International trade shows and trade missions Domestic trade shows Logistics Resources How can San Diego CITD help
- #11 What do I need to know about exhibiting a product, bringing or shipping supplies for a Trade Show? If shipping supplies and/or the value is over $2500, a Temporary Importation Bond (TIB) or Carnet is the best course of action. This applies to display booths or other items not remaining in the U.S. beyond your intended visit.
- #12 There is a clear difference between sending pencils as samples compared sending an ice cream freezer, or a chemical substance. For example, in the case of Mexico; the Mexican Customs law establishes: “Samples are considered all the items and/or products, which due to quantity, weight, volume or other appearance conditions, indicate without any doubt that the items could only be used as a merchandise sample or to set up purchase orders”
- #13 In order to understand the costs associated with clearing customs for a foreign trade show, CIB executive Leslie August has written an article about these hidden costs. In summary: Contact the Intermediaries: Find out from the foreign trade show organizer, shipping company or freight forwarder how foreign import duties and taxes are handled for each overseas event. Determine the Correct Temporary Import Method for the Event: Review the itinerary, travel, and shipping requirements to determine the best temporary import option for each event. Make Preparations: Contact the event freight forwarder and/or an ATA Carnet Specialist to finalize the temporary import documentation at least 2 weeks in advance of shipping a trade show exhibit and other equipment out of the U.S.
- #17 The U.S. Small Business Administration’s (SBA) State Trade Expansion Program (STEP) provides financial assistance for U.S. small businesses that meet SBA size standards to help them sell their products and services abroad. CITD administer STEP Program in California.