Posts Tagged ‘Commercial Service’

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Do You Want To Increase Your Sales And Expand Your Business?

January 5, 2011

 

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Vidya Desai is a Senior International Trade Specialist with the U.S. Commercial Service International Buyer Program.

The International Buyer Program (IBP) is a joint government-industry effort designed to increase U.S. export sales by promoting international attendance at major U.S. industry exhibitions. The IBP provides practical, hands-on assistance to U.S. exhibitors interested in exporting and making contacts with prospective overseas trade partners. This assistance includes export counseling, marketing analysis, and matchmaking services.  The IBP is an important part of our implementation of the Obama Administration’s National Export Initiative which aims to double the value of U.S. exports over the next five years.

If you’re a U.S. company, your chances of finding the right international business partner greatly increases at a trade show that’s part of the IBP. You’ll not only meet more international buyers, representatives and distributors, but your products and services can be listed in the Export Interest Directory distributed to all international visitors to the show.   You will also have access to an on-site International Business Center, where your company can meet privately with prospective international buyers, sales representatives, and business partners and obtain assistance from our experienced U.S. Commercial Service staff.

Currently, there are 40 U.S. trade shows participating in the International Buyer Program in 2011, including the current Consumer Electronics Show (CES) 2011 in Las Vegas, NV where hundreds of international buyers are looking to buy U.S. products and services.  Contact your local U.S. Export Assistance Center to find out more information about the export assistance you can receive prior to, during, and following an IBP selected trade show.  Now that you know about the benefits and opportunities that can emerge from participating in a U.S. trade show participating in the IBP, we hope that you will include some of these events in your marketing strategies for 2011!

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Shssssssh! Don’t Tell Anyone How You Increased Your International Sales

December 9, 2010

Doug Barry is a senior international trade specialist with the U.S. Commercial Service.

A best-kept secret is that domestic trade shows are great places to meet and sell to international buyers.  U.S. businesses that have discovered this relatively low-cost channel for drumming up new sales claim that exhibiting at the “right” shows can fill their order books for the entire year.


Download full video .mp4 (47 MB)
View more from the Trade Show Video Series

It may sound counter intuitive to make international sales without leaving the U.S., but the fact is that international buyers are attracted to large trade shows in the U.S.  And let’s not forget the draw of Las Vegas, Chicago, Miami and other big trade show venues.

So what are the “right” shows out of the hundreds held annually across the country?  It depends on the industry you are in, but the first tier of shows to consider is those that offer the International Buyer Program (IBP), a service that facilitates buyer-seller matchmaking and made possible by the Commerce Department’s U.S. Commercial Service.  IBP is an important part of the Obama Administration’s National Export Initiative which aims to double the value of U.S. exports over the next five years.

Shows are competitively selected each year based on their attractiveness to buyers in industries and countries that are considered best prospects for U.S. suppliers.  The range of industries this year is broad and includes obvious ones such as construction, power generation and restaurant equipment, as well as less obvious ones like dental hardware and funeral supplies.  Come to think of it death has always been a growth industry, and although post-life practices may vary by culture and country the market is enduringly global.

With almost 40 International Buyer Program shows to choose from many U.S. businesses will find one that’s suited to them.  Ideally, the process begins by contacting your local U.S. Export Assistance Center, part of the worldwide network operated by the Commerce Department.

Export experts will help prepare you to use services at the show to meet the international buyers that are recruited by U.S. embassies.  Preliminary contact and information exchanges are arrange beforehand, but the real business is done on the show floor and in a special area called the International Business Centers, which feature conference rooms for conducting negotiations.

Billions of dollars in sales are registered each year, and most of the U.S. companies making the sales are smaller companies.  So now that we’ve pulled the cover off this formerly best-kept secret, watch the four videos on the IBP (so far) and see for yourself how companies like yours are selling globally without going far from home.

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