Maximizing Your Success In The Canadian Market

Transcription

1 Maximizing Your Success In The Canadian Market Rosanna Masucci U.S. Department of Commerce Claire McLeveighn Empire State Development John DeLuca Liberty Pumps

2 Export Promotion Services from the USDOC June 2015

3 Background Worldwide network of 1800 employees 105 U.S. Export Assistance Centers throughout the U.S. 160 international offices in 82 countries, which together represent more than 96% of the world market for exports Provide comprehensive solutions to international trade challenges Help U.S. firms realize their export potential Advocate on behalf of U.S. businesses abroad

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5 Three Ways 1. Determine if your company and product/service are Export Ready. 2. Determine the best markets for your products & services 3. Find ways to penetrate the market

6 Is My Company Ready to Export? Established domestic business Top management commitment What is my competition doing? Can I promptly fill export orders

7 Can I export my product? Standards (i.e. CE Marking, WEEE/RoHS compliance, Registrations, etc ) Modifications Export Compliance (Bureau of Industry and Security Cost Effective

8 Where Should I Go? Provide market research to determine where to concentrate efforts Export Statistics at Country Commercial Guides General Market Research Flexible Market Research

9 Finding the Right Partners Why is it important? Best way to fully develop your product s potential in the market. Know the industry, culture, language, business environment of the country Can provide after-sales support & service

10 Finding the Right Partners International Company Profile International Partner Search Gold Key Service

11 International Company Profile Background Report on foreign firm that includes: Bank references Size and structure Financial data Market outlook Trade references, etc

12 International Partner Search You provide: information on your company goals for the market specs of your ideal partner We: contact and interview potential partners provide you with a list of pre-qualified contacts

13 Gold Key Service You provide: information on your company goals for the market specs of your ideal partner dates of travel We: contact and interview potential partners arrange meetings with pre-screened contacts also provide logistical support for your travel

14 Trade Event Support Certified Trade Shows Catalog Exhibitions International Buyer Program

15 U.S. Government export portal Links to all trade promotion agencies Trade statistics Export Regulations Advocacy Services

16 IPR Issues Strategy Targeting Organized Piracy (STOP!) secretarial initiative to eliminate piracy and counterfeiting worldwide. IPR Toolkits Protect your IPR in various countries. Available for Brazil, Brunei, China, Egypt, India, Italy, Malaysia, Mexico, Paraguay, Peru, Russia, Taiwan, Thailand, Vietnam.

17 Your Global Business Partner Rosanna Masucci Director U.S. Department of Commerce tel:

18 Global NY: Opportunities for NY Businesses Claire McLeveighn VP International Trade & Investment 6/22/2015

19 Empire State Development Empire State Development (ESD) is New York s chief economic development agency. The mission of ESD is to promote a vigorous and growing economy, encourage the creation of new job and economic opportunities. ESD strives to enhance private business investment and growth to spur job creation and support prosperous communities across New York State. 19

20 ESD s Global NY / International Division is New York State s global connection and international business resource. Our mission is to help New York State companies to export their products and services outside the United States and attract foreign direct investment (FDI). 20

21 Global NY- International Division Staff Claire McLeveighn Vice President, Trade and Investment Lennox Ruiz Director, Trade and Export Promotion Marvin Schechter Deputy Director, Trade Development Antonio Rodriguez International Trade Specialist Kathryn Bamberger Industrial Development Representative Ed Kowalewski Director, International Investment Rosa Gonzalez Departmental Coordinator Charles Radier Economic Development Program Specialist Linda Sun, Trade Manager, New York City 21

22 ESD s Network of Regional Offices throughout NYS focuses on the unique business needs of each region and serve as the foundation of our economic development organization Global NY / International Division works in partnership with the Regional Offices, trade organizations, consulates, Federal, State and local stakeholders ESD s Global NY / International Division operates foreign offices in key countries to promote exports of NYS products and services and attract FDI to NYS 22

23 Our Network of regional offices throughout the state focuses on the unique business needs of each region and works with other state agencies and economic development organizations. 23

24 Global NY - International Offices: With our network across the State and around the world, we are New York State s global connection and international business resource. Canada (Toronto and Montréal) China Israel South Africa Mexico United Kingdom (Europe) 24

25 Global NY - International Offices: 25

26 Exports Sustain Thousands of New York Businesses* A total of 40,293 companies exported from New York locations in Of those, 25,385 (63%) were small and medium-sized enterprises with fewer than 500 employees. $86 billion total merchandise exports from New York in 2014 *US Department of Commerce International Trade Administration 26

27 New York Exports by ESD Region - Goods and Services (2012) Capital District ($5.72 billion) Central NY ($4.72 billion) Finger Lakes ($9.82 billion) *Rochester $4.1 Billion NY s Metropolitan Exports 2013 Long Island ($13.13 billion) Mid-Hudson ($10.04 billion) Mohawk Valley ($2.73 billion) North Country ($2.27 billion) New York City ($37.15 billion) Southern Tier ($5.22 billion) Western NY ($9.88 billion) 27

28 Connecting NY Companies to Canada 28

29 Connecting NY Companies to Canada NY s top trade partner- exports to Canada $14.3 Billion in 2014 representing 16.6% of state s total merchandise exports Canada ranks #2 for NY imports with a value of $19.9 Billion in 2014 Total bi-lateral trade $34.2 Billion More than half million New York jobs depend on trade with Canada Canada is #3 in FDI employment in New York, after UK and France 29

30 Connecting NY Companies to Canada Major NY exports to Canada by industry sector:* Natural gas Metals Paper and paperboard Optical, medical and precision instruments Motor vehicle parts Industrial machinery and computers Aircraft Perfumes, essential oils & toiletries *Partial list 30

31 Connecting NY Companies to Canada New York is top destination for Canadian visitors New York is top state of origin for US visitors to Canada Canada sends 4 th highest number of students to NY colleges and universities (after China, South Korea and India) 31

32 How Global NY Can Help International Trade and Export Promotion Global NY Development Fund STEP Global NY Exports Promotion Grant 32

33 New York State Canada Office Toronto and Montreal EMAS Referrals : Market Research Sales Agent / Distributor Search Matchmaking Joint Venture Partner Search Custom Search 33

34 Global NY International Trade and Export Promotion Export Readiness Assessments Technical Assistance, Consulting and Advisement (EMAS) Financial Assistance: Global NY Development Fund*: Export Finance and Export Promotion Grants Education & Seminars Overseas Trade Missions and Trade Shows Referrals to other international trade services: Financial/Technical Consulting *Pending finalization of guidelines 34

35 Export Readiness Assessment Referral to obtain an Export Readiness score by completing export.gov's online Validates capacity to succeed in international markets Used to qualify company for EMAS (Export Marketing Assistance Service) 35

36 Export Marketing Assistance Service (EMAS) Identifies sales agents, distributors, representatives or partners in selected foreign markets Online application Connection to in-market based trade representative Investigates market to identify suitable prospects, market informationcommunicated directly to company Services provided free of charge 36

37 Export Marketing Assistance Service Plus (EMAS+) EMAS Plus* is an enhancement to the current EMAS program and enables New York companies to further promote exports by providing a reimbursement for the cost of travel to a foreign market or other eligible costs. Awards ranging from $1,000 to $3,000 per firm (depending on destination). *Currently offered through federal STEP grant 37

38 Trade Missions and Trade Shows Bring NYS businesses closer to the global marketplace Participate in key global trade shows partnering with ESD divisions for maximum coverage and exposure. Partner with the US Small Business Administration Partner with Council of Great Lakes Governors (CGLG) Provide pre-travel and in-country briefings for NYS businesses (business culture, economy, market outlook) 38

39 Global NY Development Grant Fund* $10 million over five years Will provide grants up to $25,000 to help NY small businesses to grow exports: Market research Export education Website translation Product adaptation Market certification Participation in global trade shows and trade missions *Pending finalization of guidelines 39

40 Global NY Development Loan Fund $25 million program to expand the lending capacity of financial institutions serving New York Statebased small businesses who seek to create or expand direct exports or to serve as suppliers to larger exporters. ESD will extend loan loss reserve credit enhancement to approximately 3-5 banks, CDFIs or community-based lenders with small business financing experience, leveraging an estimated $125 million in total small business lending. Enable New York State small businesses to finance the costs associated with expanding export or supplier capacity Enable small businesses to more effectively deliver on contracts, offer new products, and enter new markets Loans can be in the form of working capital or machinery/equipment term loans, lines of credit, or receivables financing 40

41 Global NY Development Loan Fund Eligibility: New York State-based exporters as well as suppliers to exporters who are expanding into new markets. These small businesses must demonstrate foreign sales, or pending foreign contracts or supplier contracts to a large exporter. Business engaged in manufacturing or services whose New York State production content or value added is at least 51% One year of exporting experience, or has been in operation for at least 12 full months and can demonstrate that the financing will support its export activity 41

42 Global NY: Opportunities for New York Businesses Claire McLeveighn, VP International Trade & Investment 6/22/2015

43 Maximize Your Success in the Canadian Market John A. DeLuca International Sales Manager Liberty Pumps Inc.

44 Export Promotion Services from used by the USDOC Liberty Pumps June 2015

45 Finding the Right Partners Why is it important? International Company Profile Best way to fully develop your product s potential in the market. Know the industry, culture, language, business environment of the country Can provide after-sales support & service International Partner Search Gold Key Service

46 Gold Key Service: You provide: information on your company goals for the market specs of your ideal partner dates of travel We: contact and interview potential partners arrange meetings with pre-screened contacts also provide logistical support for your travel

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49 » GKS - Liberty Pumps Mexico Peru Chile Brazil UK Poland KSA India Indonesia Malaysia Philippines Viet Nam

50 Global NY: Opportunities for NY Liberty Businesses Pumps Claire John DeLuca McLeveighn VP International International Sales Trade Manager & Investment 6/22/2015

51 Global NY- International Division Staff Claire McLeveighn Vice President, Trade and Investment Lennox Ruiz Director, Trade and Export Promotion Marvin Schechter Deputy Director, Trade Development Antonio Rodriguez International Trade Specialist Kathryn Bamberger Industrial Development Representative Ed Kowalewski Director, International Investment Rosa Gonzalez Departmental Coordinator Charles Radier Economic Development Program Specialist Linda Sun, Trade Manager, New York City 51

52 Global NY - International Offices: With our network across the State and around the world, we are New York State s global connection and international business resource. Canada (Toronto and Montréal) China Israel South Africa Mexico United Kingdom (Europe) Gerry Stoch Director New York State Representative Office, Israel Richard Zurba, Director CGLG Southern Africa Trade Office Terry Potter - Senior Project Manager - Europe 52

53 Export Marketing Assistance Service (EMAS) Export Marketing Assistance Service Plus (EMAS+) EMAS Plus* is an enhancement to the current EMAS program and enables New York companies to further promote exports by providing a reimbursement for the cost of travel to a foreign market or other eligible costs. Awards ranging from $1,000 to $3,000 per firm (depending on destination). *Currently offered through federal STEP grant 53

54 Export Marketing Assistance Service Plus (EMAS+) federal STEP grant GKS in Peru and Chile = $1,400 IFAT China 2015 = $4,000 Partner Search France = $2,000 54

55 NAFTA Signed Non Resident Importer

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57 Maximize Your Success in the Canadian Market

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