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The GlobalTarget Program: The Proof is in the Partnerships

September 6, 2016

Susan Whitney is Director of the U.S. Commercial Service Office in Cleveland, Ohio.This post contains external links. Please review our external linking policy

If you often have the feeling that you or your company is figuring out exporting entirely on your own, I’m going to let you in on a little-known fact: a collection of partners are waiting to help your business succeed overseas. You just have to find them.

In Northeast Ohio, we have gathered this group of peers, experts, and service providers together in a nine-month export training program called GlobalTarget. The program is for companies between $2 million and $50 million in sales who are poised to take the next step of growing their business internationally.

GlobalTarget is different from most other export training programs because of how it capitalizes on each partner’s strength so they can delivery value to the participant. The program unleashes a network of the region’s best and most experienced international business professionals so each GlobalTarget participant can grow overseas – that’s what makes partnerships so powerful.

Over ten years ago, I helped form Global Target around the idea that one company, stakeholder group, or service provider doesn’t have all the answers when it comes to international growth. Therefore, GlobalTarget strives to focus these partners toward a singular goal: help Northeast Ohio companies grow in international markets.

Here’s a look at how the partners come together to make GlobalTarget a success:

  • Federal (U.S. Commercial Service) – By offering participants export counseling and their Gold Key matchmaking service, GlobalTarget companies can connect to a worldwide network of trade professionals in over 70 countries.  The Gold Key matchmaking service allows the participants to implement what they have learned and to turn training into sales.
  • State (Ohio Development Services Agency) – By offering export counseling and grant funds to help cover a participating company’s cost, more firms are able to participate in GlobalTarget.
  • Academia (Cleveland State University) – Through presentations from industry experts and faculty, participants learn the ins and outs of exporting from every angle. Cleveland State students also research international markets and create a report for each participant.
  • Private sector (FedEx) – By covering the cost of several international offerings from the U.S. Commercial Service, GlobalTarget participants are able to customize the program’s services to fit their needs.
  • Ohio’s exporting community – By matching up each GlobalTarget participant with an experienced exporter, each company learns from their mentor’s experience to shorten their learning curve.

One alumnus of GlobalTarget said the most valuable part of the program is being matched up with an “exporting mentor”. Mentors are another Ohio company with deep experience taking their business global. Here’s what Jeff Sponseller, VP of Sales for Miller Weldmaster, said about their mentorship experience:

“When you to go through the day to day of figuring out exporting on your own, at times you catch yourself saying ‘this is a lot harder than it should be’. Through GlobalTarget, we realized exporters around the region have many of the same questions – regardless of their industry.

“We got to ask other exporters ‘How to you do handle this or that situation?’, which positioned our company to benefit from our mentor’s experience.”

The mentorship aspect of the GlobalTarget adds value for two reasons. First, mentoring builds a sense of community among the region’s exporters – it allows for positive experiences like Miller Weldmaster’s. Second, engaging experienced exporters as mentors builds on the central idea of what makes GlobalTarget so successful – capitalizing on each partner’s strength to deliver maximum value to Ohio companies.

Finally, what happens to companies that go through GlobalTarget? What are the results?

On average, over 70 percent of GlobalTarget alumni that have used the Commercial Service Gold Key matchmaking service have success in a foreign market within their first year of completing the program. In the case of Miller Weldmaster, they expanded into several new markets through the Commercial Service Gold Key matchmaking service including Chile, Russia, and Korea, with plans to use the Gold Key Matchmaking service in other countries in the coming months.

If you are a Northeast Ohio company weighing whether you should join this year’s GlobalTarget group, the proof of the program’s success is in the partnerships. GlobalTarget utilizes the unique strengths of our area’s exporting experts who have a vested interest in your success.

Visit the GlobalTarget website to learn more about the program.

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Brazil: A Brilliant Opportunity for U.S. Exporters

August 31, 2016

Judy Lao is a Trade Facilitation Officer for Argentina, Brazil & Central America in the International Trade Administration’s Office of Western Hemisphere. This post contains external links. Please review our external linking policy

Brazil implements ATA Carnet, allowing duty-free imports of certain goods for temporary entry

Recently showcased on the international stage, Brazil is not only a worldwide cultural champion, but it’s also a gold-medal trading partner for the United States. U.S. goods exported to Brazil totaled $31.2 billion in 2015, and U.S. services exported totaled $28 billion in 2014 – making Brazil the United States’ tenth-largest global trading partner last year.

Brazil

Corcovado mountains in Brazil

Working with the private sector and the Brazilian government through the U.S.-Brazil Commercial Dialogue, the International Trade Administration (ITA) at the U.S. Department of Commerce has encouraged Brazil to adopt and implement the temporary entry program known as ATA Carnet.

ATA Carnets are international customs documents that allow certain goods to temporarily enter signatory countries tax- and duty-free. Also known as “Merchandise Passports,” Carnets allow for temporary duty-free imports of goods generally qualified for use in trade shows or as commercial samples and professional equipment. After ten years of advocating for U.S. industry, the U.S. Department Commerce welcomed the news that on June 28 of this year that Brazil began accepting ATA Carnets for professional equipment and items used at trade shows.

Prior to Brazil’s acceptance of ATA Carnet, the goods and supplies that U.S. companies needed to promote products or carry out services in Brazil in these circumstances could have been subject to customs duties and relevant taxes despite their eventual return to the United States. Brazil’s acceptance of the ATA Carnet eliminates the customs duty and relevant taxes, saving U.S. companies money and increasing business potential.

The U.S. Council for International Business (USCIB) administers the ATA Carnet system in the United States, serving as the national guaranteeing association, issuing nearly 20,000 Carnets per year.  The National Confederation of Industry (CNI) serves the same function in Brazil. U.S. and Brazilian customs authorities process the Carnets in their respective countries.

“This is fantastic news,” said USCIB President and CEO Peter Robinson. “Brazil is one of America’s largest trade partners, and we are delighted to welcome Brazil as the newest member of the ATA Carnet family. We look forward to working with CNI as our counterpart national guaranteeing association in Brazil to further expand trade between our countries.”

To learn more about the ATA Carnet and its potential business benefits visit the trade services section of USCIB’s website at www.uscib.org. The ITA works to strengthen the international competitiveness of U.S. industry, promoting trade and investment, and ensuring fair trade and compliance with trade laws and agreements. To learn more about how the International Trade Administration’s services can support U.S. exports visit our website at www.trade.gov.

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New Strategic Partnership with Thunderbird School of Global Management

August 25, 2016

Yuki Fujiyama, a trade finance specialist in the Office of Finance and Insurance Industries and the author of the Trade Finance Guide: A Quick Reference for U.S. Exporters, currently serves as the Global Finance Team Leader.  Kristian Richardson, the Executive Secretary of the Arizona District Export Council, currently serves as the Director of the U.S. Commercial Service in Arizona.

This post contains external links. Please review our external linking policy

The International Trade Administration (ITA), the U.S. government’s lead export promotion agency, and Thunderbird School of Global Management, one of the world’s top-ranked international business schools and a unit of Arizona State University, recently signed a strategic partnership agreement to support U.S. exports and international trade through a unique collaboration in global business education, especially in the area of finance.

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Deputy Assistant Secretary of Commerce for U.S. Operations Antwaun Griffin (front right) and Thunderbird CEO and Director General Allen Morrison (front left) sign a strategic partnership agreement.

This agreement was made possible through ITA’s Strategic Partnership Program, which enables and enhances mutually beneficial collaboration between ITA and a partner organization in support of the growth of U.S. exports and the advancement of international trade.

Founded in 1946 in Glendale, Arizona, Thunderbird is the oldest and largest graduate school for international business in the United States.  Thunderbird is consistently ranked among the best in the world in international business education and among the top 20 worldwide in executive education.

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The main entrance at the Thunderbird School of Global Management in Glendale, Arizona

This agreement will help advance ITA’s strategic priorities while supporting Thunderbird’s global business education programs. For example, under this agreement, both Thunderbird and ITA will work together to encourage more U.S. exporters to take courses in global finance, international credit, and trade finance in the school’s Executive Education programs. Such an effort will help expand access to finance for U.S. exporters, one of the Administration’s strategic priorities under the National Export Initiative/NEXT.  In addition, Thunderbird will help support ITA employees’ professional development needs, which will enhance the agency’s ability to assist the U.S. business community in reaching global markets.

In return, this agreement will make it easier for Thunderbird to utilize resources available through a network of ITA’s U.S. Commercial Service trade specialists and commercial diplomats located in over 75 countries and 100 U.S. locations for academic and research activities.  For example, under this agreement, ITA will help recruit guest speakers for Thunderbird’s Executive Education programs from its internal talent pool as well as experts from other U.S. government trade promotion agencies and private-sector strategic partner organizations.

“Nothing pleases us more than the opportunity to develop a partnership with business and government clients who can benefit from Thunderbird’s extensive experience in management and global leadership education,” said Dr. Allen Morrison, CEO and Director General of Thunderbird School of Global Management. “Our mission is to help working professionals and those in search of higher education opportunities develop the skills they need to be more successful in their careers and in advancing the organizations for whom they work.”

“Many U.S. businesses, particularly small and medium-sized firms, have yet to export because they often believe exporting to be too burdensome or may not be fully unaware of export services from the federal government and its partners. By focusing on global business education, this partnership represents another step in helping U.S. businesses pursue opportunities with the 95 percent of world consumers who live outside of the United States,” said Antwaun Griffin, U.S. Commerce Deputy Assistant Secretary for U.S. Operations.  “In addition, I am particularly pleased that this agreement will help support cross-training on programs and activities for ITA and Thunderbird employees.”

 

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Cutting-Edge Tech at Hannover Messe Equals Win-Win for U.S. Small Business and the Planet

August 24, 2016

Joshua Kaplan is an International Trade Specialist at the U.S. Commercial Service Office in Richmond, Virginia.

One important aspect about U.S. companies going global is that they aren’t just looking for profits. In my work, I’ve seen broad commitment from global companies to make positive impact in the markets in which they sell. That definitely adds a sense of reward for me; as I help companies grow through global sales, I see these companies making a positive impact in the world.

Among the 400-plus exhibitors that joined the U.S. Partner Country delegation at Hannover Messe in April was a company called Filtroil, a small business in my city of Richmond, Virginia. Filtroil produces advanced filtration systems for industrial fluids, extending the life of machinery and reducing the amount of potentially harmful waste produced by manufacturers.

Filtration systems can help industrial companies increase productivity and decrease cost, and minimize environmental impact. That’s a major benefit for manufacturers, and the attendees at Hannover Messe took notice of Filtroil’s solutions.  Even before the show began, our Commercial Service team gathered more than 20 prospective leads for the company, and set up meetings between Filtroil CEO Jeremy Leahman and several qualified prospective buyers.

During the week of the show, Jeremy often had a line at his booth, as the thousands of Hannover Messe attendees passed through our U.S. Pavilions and saw innovative U.S. companies like Filtroil.

Just six weeks after the show, Filtroil has already secured enough new global business that the firm has hired additional staff to capitalize on these new opportunities.

That’s an excellent result from a trade show and a great benefit for a small company. It’s also great news for the environment, because both developed and developing economies are looking to improve productivity to meet increased global demand, and innovative products like Filtroil’s will help them do that without a commensurate increase in environmental impact.

It’s one small example of what I believe to be a unique trait of U.S. companies – we don’t just send products to a market and leave with the profits. American companies create solutions that help the world’s producers be more efficient and environmentally-friendly. I’m glad that companies like Filtroil joined our Hannover Messe delegation to show the world how U.S. innovation keeps the world green.

For any U.S. company looking to make a global impact, I encourage you to contact your nearest Commercial Service office and let us help you find your next international market.

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Trade Winds: A Special Opportunity for U.S. and Latin American Business

August 24, 2016

Arun M. Kumar is the Assistant Secretary for Global Markets and Director General of the U.S. and Foreign Commercial Service.

The U.S. Commercial Service will head to Latin America in September with about 100 U.S. companies and organizations, to cultivate trade and investment deals between the United States and some of our key regional partners.

Meeting

Trade Winds visited Africa in 2015, bringing 108 U.S. companies and facilitating 650 business-to-business meetings. It was the largest-ever U.S. government-led trade mission to Africa.

The Trade Winds trade mission and business forum is one of our flagship events in the Commercial Service. Trade Winds has taken  more than 800 U.S. companies and organizations to six global regions in the last nine years, facilitating more than $239 million in business deals, with the majority of our attendees being small to medium-sized enterprises.

This year’s Trade Winds will be an incredible opportunity for attendees to make new contacts, connect to prospective partners, and capitalize on promising opportunities in seven Latin American markets: Argentina, Bolivia, Chile, Mexico, Paraguay, Peru, and Uruguay.  As impressive as Trade Winds is, it is only one element of our agency’s commitment to deepening our trade and investment partnerships in the region.

The Department of Commerce began this commitment in 2014 when Secretary Penny Pritzker announced the Look South campaign to help U.S. companies learn about and take advantage of promising opportunities in the Western Hemisphere.

That commitment continued through our work to ensure that U.S. exporters reap the benefits from regional trade agreements. The United States has more trade agreements with Western Hemisphere partners than with any other region in the world. Partly because of our work to drive results from our trade agreements, nearly half of U.S. exports are sold in this part of the world.

The next step is the Trans-Pacific Partnership (TPP). This 21st-century trade agreement will reduce and eliminate trade barriers with 11 leading global economies – three of which will be a part of Trade Winds: Chile, Mexico, and Peru. TPP will decrease the cost of doing business for U.S. firms, and Trade Winds participants will get a first glimpse of how the connections we make at Trade Winds can become even more fruitful once TPP becomes a reality.

I want to thank our Commercial Service staff and our partners at Embassies across the region, who have worked tirelessly over the last few months to create an incredible program.

I would also like to thank the members of our delegation, and extend a special thank you to our Official Sponsors for making Trade Winds possible.

We hope you will follow updates from Trade Winds on Twitter using #TradeWinds16, and you will see what an excellent experience this is for U.S. companies and economic development teams.

 

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Life in the Foreign Commercial Service

August 17, 2016

Eric Olson is an Officer in the International Trade Administration’s U.S. & Foreign Commercial Service

Life in the Foreign Commercial Service (FCS) reminds me of the title of one of my favorite books as a child, Dr. Seuss’s, Oh, the Places You’ll Go. Every time I begin the process of bidding on my next assignment, the world is my oyster. I start imagining myself living in India or South Africa or Chile – the sights, the smells, the foods, the commercial climate, the vacation possibilities. As I’m approaching bidding season soon, it’s fun to reminisce about some highlights from my prior postings:

  • Seoul, South Korea
  • Quito, Ecuador
  • Caracas, Venezuela
  • Recife, Brazil

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    Eric Olson, Senior Commercial Officer in Brazil with Claudia Batista, a Brazilian colleague at the Consulate, celebrating the opening of the 2014 World Cup in Brazil.

When I joined FCS in 2006 as an officer, Asia was low on my list of places I wanted to go.  So where was my first assignment? Seoul, South Korea, of course! It was my first time in Asia, so I dove in and learned how crazy I’d been for not having been more excited .  The history of Korea’s post-war renaissance was fascinating in itself. A city almost totally in ruins in 1953, Seoul was a gleaming, bustling, rapidly growing, high-tech city of skyscrapers and massive highways intermingled with charming, historic alleyways selling sundubu stew and dukbokki when I arrived in the Spring of 2006.

As a first-tour officer, I got to play a supporting role in the negotiation of our FTA with Korea, which was followed intently by the local media. We worked closely with Las Vegas and Korean Air Lines to promote KAL’s new non-stop flight to Las Vegas. I even got to fly to Vegas on the inaugural flight. Using Seoul as a base, I traveled to eight countries in East and Southeast Asia, including some places not often open to tourism. I grew to love Asia.

In 2009, I moved to Quito, Ecuador – quite different from Seoul. It was a smaller pond in which to work, but I was fortunate to be the Senior Commercial Officer, so I had a much higher-profile job, advising the Ambassador on commercial issues in a challenging commercial environment, meeting with Ministers and private sector CEOs, and leading my own team. From our perch at 9,200 feet in Quito, there were easy daytrips to volcanic spas, camping trips at the base of a volcano, rafting trips into the Amazon basin, long weekends whale watching on the coast, and, best of all, two trips to the Galápagos Islands to soak in the natural splendor.

And now I’m in Northeast Brazil. Business is growing, I’m opening up a new office, and I’m in Brazil – the capital of fun. Carnaval comes around early in the year, and Recife hosts the second-largest party in the country. I was here for the international pageantry of the World Cup and got to see the U.S. team beat Ghana in a thriller and play Germany in Recife during a massive flood that shut down most of the city.  I’ll be finishing up my tour in 2016 with a trip to the Rio Olympics.

What’s next for me? Where will I be living this time next year? What new professional challenges and personal highlights are around the corner? Oh, the places I’ll go…

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Building Peace: Colombian Peace Presents New U.S. Business Opportunities

August 15, 2016

Steven Armendariz is an  Intern at the Colombia Desk at the International Trade Administration

This post contains external links. Please review our external linking policy

After decades of civil unrest, the Colombian government reached a ceasefire with the Revolutionary Armed Forces of Colombia (FARC) on June 23, 2016. The ceasefire deal was the last major step in reaching a final peace agreement, expected by the second half of August, according to Colombia’s Minister of Post-Conflict, Rafael Pardo. Peace is expected to bring many benefits to Colombia, including improved rule of law, security, and increased investment. This improved business environment has the potential to open a number of new opportunities for to U.S. companies.

Agriculture

Bogota, Colombia

The U.S. is an important trade and investment partner for Colombia. U.S.-based companies have been exporting an increased number products to Colombia since the U.S.-Colombia Trade Promotion Agreement went into effect in 2012. U.S. goods exports to Colombia stand at $16.3 billion in 2015, having grown 14% since the implementation of the agreement – compared to just 1.2% growth in U.S. goods exports worldwide over the same period. This makes Colombia our third largest export destination in Latin America.

Two industries that have made large gains are agricultural products and manufactured goods. Agriculture exports have doubled to $1.3 billion, and manufacturing exports grew 9.8% for a total of $14.5 billion in 2015.

One of the areas under negotiation as part of the peace process is comprehensive agricultural development. Therefore, a number of large agricultural development projects are planned as part of the government’s post-conflict strategy. The goal is to assist those areas most affected by the conflict and work to peacefully reintegrate the FARC and its former members into society. This priority has the potential to improve the standard of living for about 20% of the Colombian population that lives in rural areas affected by violence.

As Colombia seeks to develop and modernize its agricultural sector, U.S. agricultural equipment and services firms may find new business opportunities. For instance, new agricultural equipment imports can be subsidized by the government of Colombia, and the two-year, $500 million Colombia Siembra program is expected to increase agriculture growth in four years from 2.3% to 6.2% by 2018.

In addition, Business Monitor International found that total food consumption is projected to rise by 56.4% between 2014 and 2019. As a result, more opportunities may open up for businesses that provide value-add technologies to the sector, such as food processing and packaging companies.

Furthermore, Colombia’s post-peace development agenda includes a Contratos Plan (Peace Contracts) initiative led by the National Planning Department (DNP). This plan consists of about 1,450 priority peace projects for a total investment of about 14 trillion pesos, or USD$4.5 billion. The Peace Contracts will include long-term infrastructure projects, as well as other smaller development projects. The most important business opportunities for companies post-conflict include:

  • Infrastructure: roads, airports, aqueducts, schools, hospitals, telecommunications infrastructure, and connectivity
  • Tourism: development of rural tourism and ecotourism
  • Logistics: storage centers and regional distribution centers
  • Agriculture: commercialization of family farming, increased agricultural productivity at small scale farms, and development of irrigation districts.

Colombia is seeking international cooperation and private sector participation to fund several of these development projects. Some of the financial tools being considered are private investment incentives such as Free Trade Zones and Public-Private Partnerships in post-conflict areas. Minister Pardo has also proposed an adjustment to the private sector infrastructure tax. This will create tax incentives for businesses developing infrastructure projects in conflict-affected areas.

The post-conflict environment will present new business opportunities for U.S. companies. Accordingly, U.S. businesses should begin exploring the market now in order to take an advantage of these opportunities.

For information on doing business and exporting to Colombia, visit our web page, including information on upcoming trade events. The Colombian U.S. Commercial Service team is ready to support you in successfully doing business in Colombia.