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TRANSCRIPT
EXPORTING RESOURCES FOR
WISCONSIN COMPANIES
Northeast Wisconsin International Trade ConferenceOctober 25, 2019
The World Awaits Your Business
N o r t h e a s t W i s c o n s i n I n t e r n a t i o n a l Tr a d e C o n f e r e n c e
O c t o b e r 2 5 , 2 0 1 9
B e c c a G l a d e n – S r. I n t e r n a t i o n a l Tr a d e S p e c i a l i s tU . S C o m m e r c i a l S e r v i c e - W i s c o n s i n
U.S. Department of Commerce | International Trade Administration
• U.S. Department of Commerce – International Trade
Administration
• Mission: Lead federal agency for export promotion
and the advancement of U.S. commercial interests
abroad, particularly by SMEs
U.S. Commercial Service – Your Global Partner
U.S. Department of Commerce | International Trade Administration
Offering Opportunities Seen Nowhere Else
• International Offices – Cover 94% of U.S. Export
Markets
• On the ground coverage in our embassies and consulates in
over 70+ countries around the world
• Domestic Offices – 105 cities across the U.S.
• U.S. Commercial Service (CS) Wisconsin is your
gateway to the CS Network.
• 1,400+ trade professionals worldwide
U.S. Department of Commerce | International Trade Administration
• Documentation Requirements
• Electronic Export Information filing,
invoices, packing lists, and
certificates of origin
• Determine foreign import tariffs
• Resolve foreign customs-related
issues
• Complying with U.S. export control
requirements
• Complying with global standards,
certification requirements, and
packaging laws
Trade Counselling
U.S. Department of Commerce | International Trade Administration
• Country Commercial Guides
Comprehensive reports
prepared by U.S. Embassy
staff with information on
foreign countries, market
entry channels, best
prospects, and trade barriers
www.export.gov/ccg
• Export Information by Industry
Find the latest market
intelligence, trade events, and
trade leads for your industry
www.export.gov/industries
Market Intelligence – Online Resources
U.S. Department of Commerce | International Trade Administration
Market Research Reports
U.S. Government
Country Commercial Guides
Export.gov/ccg
Top Markets Reports
trade.gov/topmarkets/
Market Intelligence Reports
https://www.export.gov/Market-
Intelligence
USDA Data & Analysis
https://www.fas.usda.gov/data
The World Bank
Doing Business
www.doingbusiness.org
Logistics Performance Index
http://lpi.worldbank.org/
World Development Indicators
https://databank.worldbank.org
U.S. Department of Commerce | International Trade Administration
Market Diversification Tool
• The Market Diversification Tool can help identify potential new export markets
using your current trade patterns.
• It brings together product-specific trade and tariff data and economy-level
macroeconomic and governance data to provide a picture of which markets make
sense for further market research.
export.gov/marketdiversification
U.S. Department of Commerce | International Trade Administration
Market Diversification Tool export.gov/marketdiversification
What Information is Required?
1. The Product or Products You Export
(Using your HS Code)
2. Your Current Market(s)
3. The New Markets You Want to See in
the Results
4. Your company’s zip code
U.S. Department of Commerce | International Trade Administration
Market Diversification Tool
Market Indicators & Weights:
Search up to 25 products at once – final
scores are aggregated.
The standard weights have been analyzed
and fine-tuned to provide good results for
exporters, however you can change the
weights to address company or product-
specific concerns.
Final data can be exported into an Excel
spreadsheet and serve as the starting point
for your market research.
export.gov/marketdiversification
U.S. Department of Commerce | International Trade Administration
Market Diversification Toolexport.gov/marketdiversification
U.S. Department of Commerce | International Trade Administration
International Company Profile (ICP)
Market Intelligence - Services
• ICP – Full
• Provides an in-depth background check on a specific foreign company to help
determine its suitability as a potential business partner. The service includes a
site visit to the target foreign company and interviews with
principals/references.
• ICP – Partial
• Provides basic background information on a specific foreign company
based on publicly available information to help determine its
suitability as a potential business partner.
U.S. Department of Commerce | International Trade Administration
Business Matchmaking - Services
Initial Market Check
• We contact up to five industry leaders in country
• Present your company and products to them
• Gather their feedback and prepare a report summarizing the results,
including our recommendations for next steps, and info on the competitive
environment for your product
• Provide an opinion regarding the feasibility of entering the market
U.S. Department of Commerce | International Trade Administration
Business Matchmaking - Services
International Partner Search (IPS)
• Provides a list of up to five agents, distributors or partners that
have expressed an interest in your product or service.
IPS Plus Virtual Introductions
• In addition to the standard IPS, this includes virtual introductions
via teleconference to the identified contacts.
U.S. Department of Commerce | International Trade Administration
Business Matchmaking - Services
Gold Key Service
• Have your own trade mission
• Find and connect with the right partner efficiently and promptly
• Pre-screened appointments with vetted target partners (buyers,
distributors, and agents)
• Market and industry briefings from our in-country trade
specialists
• Assistance with local travel, accommodations, interpreter
service, and clerical support
U.S. Department of Commerce | International Trade Administration
Business Matchmaking - Other
Domestic Trade Shows
• Matchmaking between exhibitors and foreign buyers without even leaving the U.S.
• In-person trade counseling from Industry Experts from the U.S. Embassies and Consulates
Foreign Trade Shows: U.S. Exhibitor Outreach Programs• U.S. Pavilions put you in the best international trade shows with access to thousands of buyers
• Our team of Commercial Specialists arrange one-on-one meetings with potential buyers
International Trade Missions• Led by senior U.S. government officials (opens potential opportunities)
• 1-on-1 meetings with distributors, government and industry officials, prospective customers,
and U.S. Embassy officials
• http://export.gov/trademissions/index.asp
U.S. Department of Commerce | International Trade Administration
Koreen Grube
Director
(414) 217-8333
Elizabeth Laxague
Senior International Trade Specialist
(414) 336-1953
Becca Gladen
Senior International Trade Specialist
(414) 405-3560
CS Wisconsin Team
INTERNATIONAL MISSION
Enhance Wisconsin’s global competitiveness by accelerating exports
and promoting Wisconsin as a foreign direct investment destination.
WISCONSIN’S
EXPORT PARTNERS
WEDC
EXPORT PROGRAMS
Export Development
ExporTech™
Global Trade Representative Network
Trade Ventures
International Market Access Grant (IMAG)
WEDC
EXPORT FAST FACTS
https://wedc.org/export/getting-started/exporting-101/?fwp_market-intelligence-type=exporting-101
WEDC
MADE IN WISCONSIN PROGRAM
WEDC created a logo for companies to use to proclaim their products’
Wisconsin origin. The Made In Wisconsin® logo can be adapted to
reflect your production processes. Options include:
• Made In Wisconsin
• Manufactured In Wisconsin
• Produced In Wisconsin
• Built In Wisconsin
• Grown In Wisconsin
• Invented In Wisconsin
• Designed In Wisconsin
• Engineered In Wisconsin
• Brewed In Wisconsin
There is no cost to use the certification mark.
https://wedc.org/marketing/made-in-wisconsin/
EXPORTECH MODEL
WEDC GLOBAL NETWORK
▪ Macroeconomic and Industry analysis
▪ Competitive analysis
▪ Marketing and sales channels
▪ Tariffs, taxes, and other costs
▪ Regulatory issues
▪ Product review upto 5 HS numbers
INDUSTRY, PRODUCT
AND/OR MARKET
ASSESSMENT
▪ Market Assessment
▪ Vetting of agent, distributor, representative
▪ Business appointments
▪ Teleconference options
▪ Assistance within-country meetings
PARTNER SEARCH
▪ Assistance with meeting coordination
▪ Travel logistics
▪ Service provider referrals
BUSINESS MEETING
FACILITATION
▪ Based on hourly charge
▪ Specialized research reports
▪ Marketing functions or company representation
CUSTOMIZED
PROJECTS
WEDC
GLOBAL NETWORK SERVICES
WEDC
MARKET ASSESSMENT
TABLE OF CONTENTS• I. Introduction 2
• II. Market Review and Trends 2
– A. Economic 2
– B. Political 4
– C. Business Culture 5
– D. Demographic Details 6
• III. Industry/Product Sector Overview 8
– A. Air Pollution in India 8
– B. Overall Pollution Control Equipment 10
– C. Air Pollution Control Equipment Market 11
– D. Major Players in the Industry 17
• IV. Additional Information Affecting Market Entry 20
– A. Key Challenges in the Pollution Control Industry 20
– B. Market Drivers 21
– C. Policy and Regulatory Framework 22
– D. Major Industry Trade Events 23
– E.Trade Associations and Publications 24
• V. Summary/Recommendations 25
• VI. End Notes and References 25
WEDC
PARTNER SEARCH
TABLE OF CONTENTS• I. Introduction 2
• II. Market Review and Trends 2
– A. Economic 2
– B. Political 4
– C. Business Culture 5
– D. Demographic Details 7
• III. Industry/Product Sector Overview 8
– A. Market Size, Growth, & Forecast for the Sector 8
– B.Typical Distribution Channels 11
– C. Major Players in the Industry 13
• IV. Additional Information Affecting Market Entry 16
– A. Import Tariffs & Other Taxes 17
– B. Labeling, Licensing, & Regulatory Issues 18
– C. Major Industry Trade Events 19
– E.Trade Associations and Publications 20
• V. Potential Candidates 21
– A. Candidates Expressing Interest 21
– B. Others Worth Mentioning 27
• Summary/Recommendations 29
• VI. End Notes and References 30
WEDC
TRADE VENTURES – FY20Global Trade Venture: Japan
Sept. 6-14, 2019
Tokyo, Chiba City and Yokohama
Global Trade Venture: Australia
Nov. 15-23, 2019
Sydney and Melbourne
Global Trade Venture: Mexico
Feb 15-21, 2020
Guadalajara and Mexico City
Global Trade Venture: Canada
March 8-13, 2020
Vancouver and Winnipeg
Global Trade Venture: China
April, 2020
Beijing, Shanghai, Shenzhen
Global Trade Venture: Germany
June 20-27, 2020
Dortmund, Magdeburg and Hannover
INTERNATIONAL MARKET ACCESS GRANT (IMAG)
$10,000 / $25,000 within WEDC’s fiscal
year
Available to companies new-to-export or
continuing international market expansion
Company must provide 30% of the total
project budget as match towards the grant
35% of the value of the product or service
must be composed of Wisconsin cost
inputs.
Application process – get approved before
incurring expenses / takes about 6-8 weeks
https://wedc.org/programs-and-resources/global-business-development-program/
INTERNATIONAL MARKET ACCESS GRANT (IMAG)
Eligible expenses (include, but not exclusive to):
• Trade Shows/Conferences
• Business Matchmaker Services
• International Product Certification
• International Trademark Registration
• Website Localization
• Translation Services
• Export Education/Training
WEDC INTERNATIONAL TEAM
FANFU LI
International Business Development
Director – South & East Asia
608.210.6868
FRANCISCO CARRILLO
International Business Development
Director – Mexico, Spain, Central America
608.210.6757
KATY SINNOTT
Vice President
608.210.6838
STANLEY PFRANG
Market Development Director –
Europe, Middle East, Africa
608.210.6777
BRAD SCHNEIDER
Market Development Director –
Canada, South America, Oceania
608.210.6890
AARON ZITZELSBERGER
International Grants Manager
608.210.6734
FINAL THOUGHTS
Export trade will become an increasingly important aspect of the
U.S./Wisconsin economy.
Most significant export growth opportunities will be in the emerging markets.
Recognize that different markets require different approaches.
Successful exporters have management commitment, seek out and develop
knowledge and leverage the resources available.
Reality is that companies are competing in a global market whether they
export or not.
“Companies that do not adapt to the new global realities will become victims
of those that do.” – Harvard Business Review
Division of Agricultural Developmentdatcp.wi.gov
International Agribusiness Center
New North International Conference
October 25, 2019
Division of Agricultural Developmentdatcp.wi.gov
TOPICS
- IABC Team & Services- Wisconsin Agricultural Exports- Impact- Looking Ahead
Division of Agricultural Development
THE TEAM
Jennifer LuAsiaLivestock feed, genetics, lumber and forestry
Lisa StoutCanada/Asia/Middle EastProcessed foods and ingredients
Enrique GandaraLatin America/Russia/Middle East; Livestock feed, genetics, equipment, lumber and forestry
Ashwini RaoLatin America/Europe/IndiaProcessed foods and ingredients
Mark Rhoda-ReisDirector, International Agribusiness Center
Division of Agricultural Developmentdatcp.wi.gov
SERVICES
Beginning, Intermediate, Advanced Exporter Services
- Exporter Education- Market Access- Market Development and Promotion
Division of Agricultural Developmentdatcp.wi.gov
SUPPORT NETWORKFederalState
Agricultural Associations
Division of Agricultural Development
WISCONSIN EXPORTS
datcp.wi.gov
- $3.5 billion in agricultural products to 143 countries in 2018, a decrease of -0.48 percent in value compared to the same period last year.
- Wisconsin currently ranks 12th among U.S. states in agricultural exports
- Total Wisconsin exports, including manufactured goods, were valued at $22.7 billion, a 1.81 percent increase from the same period last year
Source: WISERtrade
Division of Agricultural Development
WISCONSIN CURRENTLY RANKS 12TH AMONG U.S. STATES IN AGRICULTURAL EXPORTS
datcp.wi.gov
Rank #1 in Rank #2 in
Cheese production, total Milk productionDry Whey for human consumption MozzarellaMink pelts Hispanic cheeseCranberries Milk cowsMilk goats OatsCorn for silage Hay (dry only), allSnap beans
Division of Agricultural Development
WISCONSIN’S TOP 5 EXPORT DESTINATIONS
datcp.wi.gov
Source: WISERtrade
Country 2018 $ % Change
from 2017
Products with most change
All $3.50 bn (-0.48)Increase – Raw Furskins; Decrease - Dairy
Canada $1.44 bn (-1.29)Increase – Prepared Vegetables, MillingProducts; Decrease – Oilseeds , Prep. in Animal Feed
China $293 mil (-2.93)Increase – Live Animals, Albumins;Decrease – Oilseeds, Prepared Vegetables
Mexico $250 mil (-39.3)Increase – Prep. in Animal Feed, Raw FurskinsDecrease – Oilseeds, Prepared Vegetables
Korea $215 mil 20.35Increase – Prep. in Animal Feed, Raw FurskinsDecrease – Raw Hides & Skins, Prepared Vegetables
Japan $175 mil 20.56Increase – Meat, Prepared VegetablesDecrease – Oilseeds, Albumins
Division of Agricultural Developmentdatcp.wi.gov
WI TOP 5 AGRICULTURAL EXPORT PRODUCTS
Source: WISERtrade
Product $ 2018% Change from
2017
All Products $3.50bn
(-0.48)
Misc. Food Ingredients: sauces, yeasts, mustards (HS 21)
$366 mil
10.41
Prepared Vegetables, Fruit, Nuts, Other Plant Parts (HS 20)
$355 mil
3.73
Dairy, Eggs, Honey,Cheese, Milk, $282
Division of Agricultural Developmentdatcp.wi.gov
- Wisconsin Dairy Export Initiative
- Ginseng Promotion
- Value-added feed buyers mission at World Dairy Expo
- Forestry Trade Missions to Asia
- China Import Fair
- Export Education Seminar
MAJOR PROJECTS: 2018-2019
Division of Agricultural Developmentdatcp.wi.gov
• Hosted 16 delegations from China, India, Japan, Nigeria, South Korea, Russia, Taiwan, Vietnam,
• 12 presentations to various organizations around the state
• 76 Company consultations
IN-STATE ACTIVITIES
Division of Agricultural Developmentdatcp.wi.gov
• Trade Missions • China International Dairy
Expo and Summit; • China Import/Export Fair; • Food Shows - Food and Hotel
China; Food and Hotel Asia; Seoul Food and Hotel
• Trade Missions • CIGAL; FiGAP
• Trade Missions• Food Show - Gulfood
• Buyers Mission – Dairy/Feed• Seminars – Cheese/Food
Expo Prado ;
• Food Show – SIAL Paris
TRADE MISSIONS/EVENTS
Division of Agricultural Development
CIGAL
datcp.wi.gov
- Guadalajara, Jalisco, Mexico- Largest dairy conference/trade show in Mexico- Four Wisconsin companies
Division of Agricultural Developmentdatcp.wi.gov
WISCONSIN FORESTRY TRADE MISSION TO CHINA
- Collaboration with DNR, WEDC & USDA FAS China
-Beijing, Tianjin, Qingdao and InterzumExhibition in Guangzhou China
-Visit to Port, Factory, Store, E-commerce, Distribution Center & a Show
-One-on-one Meetings with Potential Customers
Division of Agricultural Development
GULFOOD
datcp.wi.gov
-Wisconsin pavilion at the show-4 companies participated
Division of Agricultural Developmentdatcp.wi.gov
DAIRY EXPORT INITIATIVEPARTNERS: Dairy Farmers of WI, UW Center for Dairy Research, WI Cheese Makers Association
• Organized a cheese export seminar to educate cheese companies
• Buyers from Mexico, Guatemala, Colombia, Chile, United Arab Emirates, Kuwait, Saudi Arabia, Qatar, Lebanon
• Toured cheese plants; Scheduled one-on-one meetings
6 MONTH RESULTS: over $400,000 in export sales• On-going purchases with buyers• Wisconsin cheese promotion in Lulu Hypermarkets in UAE,
Qatar, Kuwait, with 3 companies with on-going sales
Division of Agricultural Developmentdatcp.wi.gov
• 134 companies received export development services from IABC staff
• $21.6 M in export sales generated by Wisconsin companies as a result of services
• $12.4 M export sales anticipated
• 90 companies participating in IABC coordinated activities
• 39 WI companies accessed $1.4 million for export promotion
OUTCOMES
THANK YOU
Northeast Wisconsin International Trade ConferenceOctober 25, 2019