Tradeology, the ITA Blog

Gabriela Zelaya leads ITA’s Global Education Team

This post coincides with the Department of Commerce’s spotlight on National Hispanic Heritage Month.

As leader of the International Trade Administration’s (ITA) Global Education Team, I work passionately to develop programs and strategies to promote the United States as the premier study destination for the world and grow educational service exports. I work alongside ITA trade experts and a host of partners – state governments, industry associations, universities, and others – to design and deliver innovative programs and resources to enable U.S. educational institutions and companies to succeed in global markets.

As a Hispanic woman, and first-generation college graduate, I’ve come a long way in my professional career. While growing up in Southern California, I struggled with cultural stereotypes brought on from being a Hispanic woman from a blue-collar, immigrant family. I knew education was the key to eliminating bias in the world; as such, I dedicated myself to learning and achieving in school. Education is the catalyst that has empowered me and opened doors to numerous opportunities.  

After graduating from two of the most ethnically diverse research universities in the nation, University of California, Riverside (a Hispanic-Serving Institution), and the University of Miami in Florida, with a Political Science degree and master’s in International Studies, these experiences led me to an internship with ITA’s U.S. Commercial Service at the U.S. embassy in Madrid, Spain. While there, I utilized my Spanish speaking skills to assist U.S. companies to discuss partnership agreements with distributors.

After interning in Spain, I returned to California and landed my first job at ITA’s field office in Sacramento in 2004. Since then, I have constantly been amazed and inspired by the ethnic diversity of colleagues around me and their commitment to collaboration, creativity, innovation, and equity. Whether working on minority serving export programs, economic empowerment activities for ethnically diverse communities, these colleagues have consistently demonstrated the utmost professionalism and respect for the clients they serve.

From a young age, my passion for supporting the Hispanic community’s economic empowerment has stemmed largely from my own experience growing up and seeing the dearth of Hispanic men and women leaders in America. I know that I am making an impact through my work to support Hispanic-Serving Institutions and businesses succeed globally. As we address the COVID-19 pandemic’s social and economic repercussions – which disproportionately affect minorities and Hispanic businesses – we should keep in mind the positive impact that global business opportunities can have on recovery and resilience.

International markets represent untapped potential for Hispanic-owned businesses. On average, businesses that export earn higher revenues, pay higher wages and are less likely to go out of business.  Going global can help minority businesses build more successful, resilient businesses while supporting themselves, their families, their workers, and their communities. ITA is working in earnest to support minority-owned business and Minority Serving Institutions to export globally.  

For those in the Hispanic community interested in expanding your business through international sales, please take advantage of ITA’s many low-cost services for U.S. small- and medium-size exporters. Go to Trade.gov and check out the growing number of free market intelligence reports from virtually every major market worldwide where the Commercial Service has offices. We also have resources for U.S. education organizations looking for education-specific programs, services or research. I also encourage businesses to find your local U.S. office of the Commercial Service and give our experts there a call to explore your options and brainstorm about best prospects.

National Hispanic Heritage Month is a time to honor our Hispanic forerunners, but it also is an occasion to take stock of our current moment and create a more equitable future for Hispanics as individuals as economic actors. It is my great privilege to contribute to ITA’s mission and Hispanic economic empowerment efforts.

Tricia Van Orden is Deputy Director of ITA’s Trade Promotion Coordination Committee Secretariat

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

Make your voice – and your business – heard around the world. The International Trade Administration (ITA) is the only sound system you need. Did you know that women-owned businesses that export are, on average, 3.5 times more productive than women-owned business that don’t? What about the fact that women-owned businesses that export typically employ more workers, pay higher wages, and report higher-than-average sales? This means that women who export can drive growth and economic success.[1] With export experts in over 100 U.S. cities and in more than 70 countries around the world, we’ll amp up the volume, and international sales will sound like music to your ears. Read on for a guide to take your business global.

CHECK YOUR EXPORT READINESS AND DEVELOP A PLAN

• Exporting is a great strategy to grow a business, but to grow smartly and purposefully, you have to dedicate time and resources. An initial assessment of your exporting needs and capabilities should be your first step.
• Integrate exporting into your overall business plan. Once you’ve completed an assessment, an export plan helps you understand the facts, constraints, and goals around your international effort. Use it to create specific objectives, decide on implementation schedules, and mark milestones of your success.  It can also motivate your team to reach goals.

PLAN YOUR MARKET ENTRY STRATEGY

• Start by doing research on potential markets. Free market research is available through the Country Commercial Guides and Top Market Reports.
• Census data can be used to track where similar products are already being sold.
• Check which countries have free trade agreements with the United States. These could potentially result in lower customs duty rates for your goods and could be an excellent first foreign market for your business.
• If available, apply for funding from a STEP grant awardee in your State.

FIND FOREIGN BUYERS

• Develop a global web presence. This may be the first point of contact between you and your buyer.
• Participate in  a trade show. Trade shows are a great way to present your products and services to a wide audience, get trade leads, meet potential buyers or partners, do competition research, and leverage U.S. or state government support.  
• Use match-making/international partner search services provided by the U.S. Government

GET PAID

• Work with your bank for financing and insurance solutions.
• Research methods of payment. Depending on your business and products you may be able to offer letters of credit or other payment options to your foreign buyers.
• Research available financing options through the U.S. government and other private lenders.
• Get bank references and background checks on potential foreign buyers. As with any business transaction, due diligence is essential.

ENSURE COMPLIANCE, RESEARCH FOREIGN TAXES AND TARIFFS, AND DETERMINE SHIPPING OPTIONS

• If you haven’t already, determine if your product needs a U.S. export license. Thankfully most products don’t need one, but it is your legal responsibility to obtain one if necessary.
• Check your documents. Different countries and markets require different documents to export. Some of these documents may certify that your product meets certain criteria while others will show unit price and insurance.
• Shop around for the best shipping rates. Different companies have different rates and available services. Research the most cost-effective way to get your goods efficiently, securely, and legally to your new international customers.

Join the orchestra of women-owned companies that have struck their export chord, and let our worldwide network and subject-matter-experts help you pursue your goal for going global, whether it’s to begin exporting for the first time, to expand your current export operations, or to strategize overcoming barriers and breaking into new markets. Check out www.trade.gov or reach out to your local U.S. Export Assistance Center to find out how ITA can help you and your business strike the export chord that turns you into an Exporting Rock Star.

[1] http://www.intracen.org/publication/Unlocking-markets-for-women-to-trade/

By Rachel Minogue, International Trade Specialist in the Office of Supply Chain, Professional and Business Services

Last month, members of the International Trade Administration’s (ITA) Advisory Committee on Supply Chain Competitiveness (ACSCC) embarked on a tour of the commercial activities at the U.S.-Mexico border in Laredo, Texas on October 16-17.

In March of this year, Laredo rose to become the largest port, or commercial hub, in the United States. Laredo is setting impressive records in recent years with over $100 billion in U.S. exports processed in 2018, a first for any U.S. port. As leading professional and academic experts in value chains, ACSCC members were eager to witness the impressive supply chain efficiencies at work in Laredo’s customs district, which handles over one-third of all U.S. trade with Mexico.

ACSCC members outside Kansas City Southern’s historic Southern Belle passenger train

During the Laredo visit, Committee Members participated in a three-hour rail trip on a
Kansas City Southern (KCS) train, showcasing the role of transportation in the supply chain and its importance to bilateral trade.

Kansas City Southern President and CEO Patrick Ottensmeyer stressed the importance of U.S.-Mexico commercial ties for the rail industry, stating that “Kansas City Southern sees significant new opportunities for growth in trade between the United States and Mexico, including increased exports from the United States of commodities that are much needed and desired in Mexico.”

In addition, the group toured Werner Enterprises, the largest cross-border transportation provider to and from Mexico, and the federal inspection stations for U.S. Customs and Border Patrol at both the World Trade Bridge and the Laredo International Airport.

The structures in place for processing and innovating U.S. and Mexican customs procedures at the border impressed many members of the ACSCC. This includes Elizabeth Merritt, Managing Director of Cargo Services at Airlines for America, who added, “we strongly support the cargo pre-clearance initiative at the Laredo Airport, which leverages the bilateral customs partnership between the U.S. and Mexico, streamlines the movement of American exports, and boosts the competitiveness of the North American supply chain while maximizing resources to ensure trade compliance. As a large amount of air freight also begins or ends with a road transport segment, we also support the truck pre-clearance work being done at the World Trade Bridge.”

Commerce’s Patrick Wilson  (left) and KCS’ Brian Hancock at IBC Headquarters.

While in Laredo, the ACSCC also held its quarterly meeting, which included discussions on the benefits of the United States-Mexico-Canada Agreement (USMCA). The meetings were hosted by the International Bank of Commerce (IBC), headquartered in Laredo. The Department of Commerce’s Office of Business Liaison Director Patrick Wilson, led ITA’s delegation to Laredo and highlighted the prospective importance of USMCA to the ACSCC members, emphasizing, “once approved by Congress, the USMCA will rebalance trade on our continent to once again benefit American producers by eliminating red tape at the border that often hinders small- and medium-sized businesses.”

Mr. Ottensmeyer seconded the need for congressional passage of USMCA, as he stated that “approval of USMCA is essential to provide clarity and structure to support investment and growth in commodities throughout the United States. This investment and growth will benefit both countries, creating jobs and economic growth on both sides of the border.”

The ACSCC is tasked with providing detailed advice to Commerce Secretary Wilbur Ross on national freight infrastructure policy to support U.S. supply chain and export competitiveness.  As part of their mission, the ACSCC visits areas of supply chain importance to better understand their activities across the United States. Previous visits include the Port of Los Angeles, in California; the UPS headquarters in Louisville, Kentucky; the Boeing manufacturing plant in Seattle, Washington; and the Port of Houston, in Texas.

For more information on the International Trade Administration’s Advisory Committee on Supply Chain Competitiveness, please visit our website.

Mindi Hertzog is Senior International Trade Specialist at ITA’s Orlando U.S. Export Assistance Center

On Tuesday, April 9, 2019, thanks in part to the export promotion assistance provided by the U.S. Commercial Service, Genesis Water Technologies (GWT) and construction partner, Hormac Civil Engineering, met with government officials from Portoviejo, Ecuador, to solidify a contract for the building and refurbishment of the Portoviejo Municipal Wastewater Treatment Plant. The plant serves a population of over 300,000 citizens and through the innovative solutions offered by of GWT, Portoviejo will meet its wastewater quality needs with integrated sustainable practices in place for their future.

Genesis Water Technologies is based in Maitland, Florida and has additional offices located throughout the U.S., Philippines, Uganda, and Chile. GWT serves industries and communities across the world in meeting their water quality challenges through advanced treatment solutions and services. They are committed to developing and implementing sustainable business practices that meet clients needs without compromising the welfare of future generations, and this is exactly what GWT is doing in Ecuador.

GWT first started working with the U.S. Commercial Service, a unit within the U.S. Department of Commerce, in 2008. International Trade Specialists in the USCS Orlando office advised the company on doing business in various markets across the world, including Ecuador. “The U.S. Commercial Service has brought tremendous value and insight to our business over the years by supporting our projects and helping us secure transactions abroad” said Nick Nicholas, Technical Director for Genesis Water Technologies, Inc.

The estimated cost for this project is $80 million USD with the potential for follow on contracts for the ongoing maintenance of the treatment plant. The Genesis Water Technologies design for this plant location includes an advanced sustainable wastewater treatment design, integrating soil fertilizer additive and wastewater reuse for irrigation and agricultural land around Portoviejo.

For more information on the U.S. Commercial Service or to find an office near you, click here.

Please stay tuned for regular scheduled content. In the meantime, click here to learn about our programs. ITA is proud to connect U.S. companies to opportunities abroad. If you are interested in how ITA can help you access overseas markets, contact your local International Trade Specialist.

NOTICE: Due to a lapse in appropriations, this account will not be updated until a new appropriations act is enacted. Learn more: https://www.commerce.gov/news/blog/2018/12/shutdown-due-lapse-congressional-appropriations