The World is Open for Your Business.

1
The World is Open for Your Business.

• Let the U.S. Commercial Service connect you to a
  world of opportunity.

2
Let Us Help You Export.

• With offices throughout the United States and in
  U.S. Embassies and consulates in nearly 80
  countries, the U.S. Commercial Service of the
  U.S. Department of Commerces International
  Trade Administration utilizes its global network
  of trade professionals to connect U.S. companies
  with international buyers worldwide.

3
Our mission

• To promote the export of goods services from
  the United States, particularly by small- and
  medium-sized businesses
• To represent U.S. economic interests
  internationally
• To help U.S. exporters find qualified
  international partners

4
Our Proven Expertise Makes Doing Business
Internationally Easier.
Whether you are looking to make your first export
sale or expand to additional international
markets, we have the expertise you need to tap
into lucrative opportunities and increase your
bottom line.

• Trade Counseling. Get the information and advice
  you need to succeed.
• Market Intelligence. Target the best trade
  opportunities.
• Business Matchmaking. Connect with the right
  partners and prospects.
• Commercial Diplomacy. Ensure your products and
  services have the best possible prospects for
  success in international markets.

5
Why Sell Globally?

• Market growth. Where is your companys potential
  growth?
• Economies of scale.
• Extend product life cycle.
• Moderate seasonal production cycles.
• Faster growth, higher profits.
• Competition. 
• Enjoy what you do!

6
Resources Considerations Related to Export
Expansion.

• Global operations can take myriad forms, with
  sundry opportunities and
• challenges, many of which are highly industry
  dependent.
• Global sourcing (interfacing with global
  suppliers, managing international logistics,
  managing risk)
• Global manufacturing (coordinating multinational
  production and RD facilities, operations in
  overseas locations)
• Global distribution (managing global
  distribution, managing risk, navigating local
  regulatory environment)

7
Seven General Considerations Associated
Resources.

• Planning and strategy
• Foreign Tariffs Taxes
• Shipping Logistics
• Regulatory Compliance/Standards
• Trade Finance
• U.S. Export Controls
• Intellectual Property Rights

8
Planning and Strategy.Impact Effective manage
finite business development resources and align
operational resources to facilitate targeted
growth

• Develop an international business plan for
  entry or expansion into targeted markets
  Resource International Marketing Plan Workbook-
  http//www.sba.gov/idc/groups/public/documents/sba
  _homepage/serv_international.pdf)
• Target highest ROI trade opportunities through
  market intelligenceResources http//www.export.g
  ov/mrktresearch/index.asp (MRL)
  http//www.export.gov/industry/index.asp
  (Industry Pages)
  http//www.buyusa.gov (Country/Local Sites)
• Conduct due diligence on prospective partners
  detailed credit reports covering sales, profit
  figures, potential, liabilities, and other
  financial information.Resources
  http//www.export.gov/salesandmarketing/eg_main_01
  8198.asphttp//www.buyusa.gov/utah/findthemsignth
  emandenhancetheirperformance.doc

9
Foreign Tariffs Taxes.Impact Foreign
tariffs and taxes affect the final price point of
your product in aparticular market, and by
extension your price based competitiveness

• Determine your products Schedule B and HS
  numbers Verify tariff rates, import fees, and
  taxes Calculate the landed cost of your
  products.Resource http//www.export.gov/logistic
  s/eg_main_018130.asp (Duty calculator, Schedule
  B)
• Free Trade Agreements NAFTA, CAFTA-DR,
  Australia, Chile, Israel, Jordan, Morocco,
  Singapore, CAFTA-DR, Bahrain, PeruResource
  http//www.export.gov/fta
• Foreign tariff and tax treatment of tangible
  goods vs. services vs. license royalities

10
Shipping Logistics. Impact Knowing the range
of shipping tools available to you can help you
more effectively negotiate, mitigate risk
associated with moving product internationally,
manage costs, and ensure efficient delivery and
after sales service

• Incoterms (http//www.export.gov/logistics/exp_i
  ncoterms_internatl_logist.asp)
• Documentation- certificates of origin, country
  of origin determination, legalization/authenticati
  on (http//www.export.gov/logistics/eg_main_018121
  .asp)
• Freight forwarders (http//www.export.gov/logist
  ics/eg_main_018144.asp)

11
Regulatory Compliance/Standards.Impact
Failure to comply with local regulatory standards
can delay your time to market to hinder future
international sales activities

• Many foreign countries have their own standards
  and import certification requirements on things
  like product standards, certification
  requirements, electricity regulations, packaging
  and recycling laws and quality expectations.
• -gt Resource http//www.export.gov/regulation/eg_
  main_018220.asp
• Examples of State-side certifications that might
  be required by foreign governments
• FDA Certificates (free sale, foreign govt, cert.
  of exportability, etc.)
• USDA/APHIS- EU Certificate
• EU Standards- e.g. WEEE, RoHS, REACH , Safe
  Harbor, CE Marking (self classify or use a
  notified body, Class I, II, or III medical
  device, LV/EMC Directive)
• -gt Resource http//www.buyusa.gov/europeanunion
  
• Notify U.S. Web site https//tsapps.nist.gov
  /notifyus/data/index/index.cfm

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Trade Finance. Impact Access to working capital
and full range of payment tools can affect your
global competiveness and bottom line.

• Four Primary Considerations
• Payment terms- learn to use them to mitigate risk
  and win the deal
• Export transaction cycle (working capital, credit
  insurance)
• Buyer financing
• Financing for overseas investment and risk
  insurance
• -gt Resource http//trade.gov/media/publications/p
  df/tfg2008.pdf
• U.S. tax incentive for U.S. exporters- IC-DISC
  (Interest Charge Domestic International Sales
  Corporation)

13
Export Licensing Controls.Impact Affects
lead time to market and ability to sell to
particular markets.

• Licensing jurisdiction- several agencies involved
  (EAR, ITAR, OFAC, etc.)
• Dual-Use Technologies- reasons for control
• Deemed exports
• Sales to embargoed markets and denied
  parties/entities
• All exporting companies should have some sort of
  company wide export compliance management
  program
• -gt Resource http//www.export.gov/regulatio
  n/eg_main_018219.asp

14
Intellectual Property Rights. Impact A
countrys IPR environment can drive market entry
strategy

• Trademarks, Patents, and Trade Secrets
• Strategy Targeting Organized Piracy (STOP!)
  Initiativehttp//www.stopfakes.gov, IP right
  holders can call 1 (866) 999-HALT to speak with a
  USPTO attorney advisor
• IPR Toolkits available for many international
  markets
• IPR in China Webinar series http//www.stopfakes.
  gov/events/china_webinar_series.asp

15
Contact us today to connect with a world of
opportunity.

• U.S. Department of Commerce
• 9690 South 300 West, Suite 201 Sandy, UT 84070
• Tel [phone] Fax [phone]
• David.Fiscus_at_trade.gov Nathan.Seifert_at_trade.gov
• www.buyusa.gov/utah
• export.gov 800.USA.TRADE