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 Fundamentals TekleSebhatuPh.D. April 1, 2011 http://www.stcinternational.us stcintL@q.com

2. Export Process and Fundamentals Agenda Essentials for Export Success Export market research Identifying Countries and Products The Export Process Mistakes Made by Exporters Resources Q & A

3. Essentials for Export Success Commitment (Long Term) Planning Export Success Relationship (Culture, Understand Business Practice) Knowledge (Documents, payments, shipping, insuring, financing)

4. Market Research Steps Step 1 . Identify potential market Trade statistics & market report research 3 to 5 most promising Travel or use export assistance programs Step 2. Assess targeted market Examine competitive products (Domestic & Foreign) Conduct market analysis (SWOTT) Export Controls/Tariff and non-tariff Step 3. Draw conclusion If company new target 2 to 3 countries Get help for more insights Step 4. Test Market Online (trade leads) and off line services Participate in tradeshows, mission Government sponsored participation

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

6. TradeStatsExpress Trade statistics at national and state levels Trade statistics in maps, graphs and tables Trade 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 Process 5. Exporter ships 7 Importer Exporter 1. Negotiation 6.Exporter Delivers Docs. 2. Importer Pays/arranges 4. Exporter notified 3. Sends docs Importer Bank Exporter Bank Figure 15-3

11. Emerging MarketsFrom BEM’s To BRIC’s BRIC BEM Argentina Brazil China (Economic area) Indonesia India Mexico South Africa Turkey South Korea Poland (Now EU) Brazil Russia India China

12. BRIC and BEM Countries Large population Fast growing middle class Fastest growing/Liberalizing economies Regional economic powerhouse

13. FindingProducts to Export Local/National Trade Associations Directories Local Export Assistance Centers (Programs) Country Specific Publications Travel Trade shows Internet

15. Role Of Freight Forwarders International documentation and packaging Carrier and routing information Export license assistance Marine insurance rates and coverage Warehouse and distribution services Hazardous materials shipping compliance info

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

18. Questions?