issue 4 january 2012 tradesource - census.gov · issue 4 january 2012. tradesource. this edition of...
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TradeSource•U.S.CensusBureau,ForeignTradeDivision
Issue 4 January 2012
TradeSource
ThiseditionofTradeSource takesaspeciallookattheexport potential of the U.S. services sector and programs throughout government that represent real opportunities and sales channels for busi-nesses to enter new markets.TheNationalExportInitiativeestablishedthepromotionofU.S.exportservicesasatoppriorityofthefederalgovernment.TheUnitedStatesistheworld’slargestservicesmarketaswellastheleadingservices-exportingcountry.U.S.servicesexportshitanall-timerecordof$549billionin2010andcontinuetoaddtothelongrecordofsizableU.S.tradesurplusesinservicestradewiththeworld. Asdiscussedinthisissue’sarticlefromtheBureauofEconomicAnalysis(BEA),companiescanfindithardtogettheirarmsaroundwhatservicesexportslooklike.Educationofforeignstudentsandtourismclearlyrepre-sentU.S.servicesexports;however,manyotherindustries,suchasthemedical,environmental,andtechnol-ogy,mayinvolvebothmerchandiseexportsandservicesexports.Companiescanalsofinditdifficulttomakesenseoffederalprogramsthatopenmarketsandpromoteservicesexports.
ThefederalgovernmentcontinuestopursuesignificantnewmarketopeningsforU.S.servicessuppliersthroughthecompletionofhigh-standardtradeagreements.TheUnitedStates–KoreaFreeTradeAgreement,forexample,requiresKoreatomatchthelevelofopennessprovidedbytheUnitedStatesacrossarangeofservices,includinggreateraccessforservicesrelatedtothedelivery,accounting,audiovisual,andtelecommu-nicationssectors.TheongoingnegotiationofaFreeTradeAreawithkeytradingpartnersintheTranspacificPartnershipalsoseekstoexpandopportunitiesforU.S.servicesuppliers,includingsmallbusinesses,togrowthmarketssuchasAustralia,Brunei,Chile,NewZealand,Malaysia,Peru,Singapore,andVietnam.
Inpursuitofopportunitiesintheseandotherexportmarkets,theU.S.CensusBureauiscommittedtocon-tinuingtouseTradeSourcetobringyoutimelyinformationonnewprogramsandinitiatives.Forthisedition,theCensusBureau’sForeignTradeDivisionworkedcloselywiththeBEA,theU.S.CommercialService,theMillenniumChallengeCorporation(MCC),andotherpartnershipagenciestoraiseawarenessofservicessec-torprograms.Someprogramsmaybeunfamiliarorcompletelynewtoyou.Othersmaybefamiliarintermsofmerchandiseexports,butnotintermsoftheirrelevancetoservicesexports.Ineithercase,wehopeyouconsiderthepotentialoftheseprogramstoaidinyourcompany’sexportsuccess.
In This Issue• ServicesTrade:WhatIsIt?DoYouDoIt?…AndWhatDoYouNeedtoKnow?• Ex-ImBankSupportsU.S.SmallBusinessesWithExportFinancingforBoththeGoodsandServicesIndustries• ConnectingU.S.ServicesCompaniestoGlobalMarkets• TheMillenniumChallengeCorporation:AGatewaytoOpportunityforAmericanBusinesses• U.S.ServicesExportsFueledbyWorldBankFunding• CheckOutTheseUpcoming2012TradeEvents
TradeSource 2
Issue 4 January 2012
Services Trade: What Is It? Do You Do It?…And What Do You Need to Know?
by Kristy Howell, Economist, Bureau of Economic Analysis
Goods vs. Services: What’s the Difference?Everymonth,theU.S.DepartmentofCommercepublishesanesti-mateofthevalueoftradeingoodsandservicesbetweentheUnitedStatesandourtradingpartners.Mostconsumersandbusinesseshaveaclearideaofwhattradeingoodsisallabout,andmanyareprobablyfamiliarwithhowthegovernmenttracksimportsandexportsofmerchan-diseacrossbordersthroughcus-tomsreporting.Butservicesareabitofadifferentanimal.
Thedifferencebetweengoodsandservicesisarelativelysimpleconcepttoexplain:goodsaretan-gibleitemsthatcanbetouchedorheld,suchasbread,milk,and
gasoline.Servicesrefertoeco-nomicoutputsthatareintangibleinnature,likeahaircut,ataxiride,andadoctor’svisit.However,thisconceptcanbecomehardertograspwhenyouthinkabouttradeactivityinservices.Haircutsanddoctor’svisitsrequirethecustomerandtheserviceprovidertobeincloseproximity.Howcanthoseservicesbetraded?
Althoughhaircutsmayneverbecometradable,manyothertypesofservicesareinfacttradedbetweentheUnitedStatesandothercountries.Rapidadvancesintechnologyanddecliningtransportationandtelecommuni-cationcostsoverthelastseveraldecadeshavefosteredagrowingmarketfortradedservices,espe-ciallybusinessandprofessionalservices.PotentialcustomerscannowusetheInternetorother
electronicmeanstolocateandusefinancialadvisoryservices,managementconsulting,andevenmedicalconsultations.Therightstouseordistributeintellectualpropertysuchastrademarks,patents,andcustomsoftwarealsocanbeboughtandsoldacrossborders.AU.S.electronicsmanu-facturermaybepaidbyaforeignsupplierforaccesstotechnicalspecificationsorotherproprietarymaterial.Themanufacturermayalsopayaforeigncompanytorunitscustomerserviceoperation.Thesetwoexampleswouldbetra-ditionalcross-borderinternationalservicestransactions.Anothertypeoftransactioniswhenboththesupplierandtheconsumerremainintheirrespectivecoun-triesandtheserviceisdeliveredviatelephoneorInternet.Servicescanalsobesuppliedthroughothermodesofdelivery,asinthecaseoftourismandtravel-relatedservices,whentheconsumertravelsabroadtothesuppliertoconsumetheservice.
Services Trade: A Growing Sector With a SurplusServicesconstituteanimpor-tantandgrowingpartoftheU.S.exportmarket.AlthoughmostpeopleareawarethattheUnitedStatesrunsadeficitintradeingoods,manypeoplearenotawarethattheUnitedStateshasrunasurplusontradeinservicesformanyyears.In2010,U.S.exportsofservicestotaled$548.9billion,thehighestlevelonrecord,whileimportstotaled$403.0billion,resultinginaservicestradesurplusof$145.8billion.Currently,servicesaccountfor30percentofU.S.exportsand17percentofU.S.imports.Given
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TradeSource 3
Issue 4 January 2012
Services Trade: What Is It? Do You Do It?…And What Do You Need to Know?—Con.
theimportanceofinternationaltradeinservices,timely,accurate,anddetailedstatisticsonser-vicesarecriticaltounderstandingU.S.participationintheglobaleconomy.
Which Business Activities Are Services?ServicesectorindustriescomprisethemajorityofU.S.economicactivityandcoverabroadrangeofbusinessactivities.Majorexamplesofcross-borderservicestransactionsincludeaccounting,advertising,architecturalservices,dataprocessing,construction,training,engineering,financialservices,legalservices,manage-mentconsulting,researchanddevelopment(R&D),andawidevarietyofothertypesofservicesprovidedbyAmericanbusi-nesses.Ifyourbusinessimportsorexportsanyofthesetypesofservices,thenyouareengagedintheinternationalservicestradesector.
Reporting Requirements: What Do You Need to Know?TheU.S.BureauofEconomicAnalysis(BEA),anagencyoftheDepartmentofCommerce,gathersandpublishestheoffi-cialU.S.statisticsontradeinservices.BEAusessurveydatatocompilethestatisticsoncross-bordertradeinservicesbyU.S.companies.BEAconductsthesemandatorysurveysundertheauthorityoftheInternationalInvestmentandTradeinServices
SurveyAct(22U.S.C.3101-3108).Thislawrequiresthatresponsesofindividualcompaniesbekeptconfidentialandusedonlyforsta-tisticalandanalyticalpurposes.
BEAconductsavarietyofsurveys,eachcollectingdataoninter-nationaltradeinservices,andeachcoveringaspecificgroupofservices,suchastransportation,insurance,andfinancialservices.SurveysareconductedquarterlyandannuallyforasampleofU.S.firms.Inaddition,so-called“benchmark”surveys,whichcol-lectinformationfromallcompa-niesengaginginservicestrade,areconductedevery5years.AllU.S.companiesthatdobusinesswithforeigncustomers—whetherbuyingorsellingservices—arelegallyrequiredtoprovideinfor-mationonthosetransactions,unlessdeterminedtobeexemptfromspecificreportingrequire-ments.Thegroundsforexemp-tionlevels(basedonthedollarvalueoftransactions)varybysurvey.Forthosecompaniesrequiredtofile,thefrequencyoffilingsandwhichsurveyinstru-mentsapplymayvary.Formoredetails,alongwithcopiesofthesurveyformsandinstructions,pleaseseewww.bea.gov /surveys/iussurv.htmorcalltheBEAat202-606-5588. Inearly2012,BEAwillbecon-ductingthe2011 Benchmark Survey of Selected Services and Intellectual Property with Foreign
Persons(theBE-120).ThissurveywillcollectinformationfromallU.S.companieswhotradedinser-vices.Companieswhosereceiptsfromforeignsuppliers(inanyofthecoveredservicecategories)eitherexceeded$2milliondur-ingthe2011fiscalyearorwhosepaymentstoforeigncustomersexceeded$1millionduringthesameperiodwillberequiredtofiledetailedinformationbytypeofservice.
ThedatacollectedthroughBEA’sinternationalservicessurveys,addedtothemerchandisetradecollectedbytheAutomatedExportSystem(AES)andtheAutomatedBrokerInterface(ABI)program,serveaskeyinputstotheestimationofU.S.GrossDomesticProduct(GDP)andbalanceofpaymentsstatistics.Statisticsontradeinservicesareusedbybusinessestomakeinvestmentdecisionsandtojudgemarketsizeandmarketshare.Tradepolicyofficialsoftenusethestatisticswhennegotiat-inginternationaltradeagree-ments,andotherpolicymakersaswellasresearchersusethestatisticstoassesstheimpactofglobalization.Formoreinforma-tiononreportingrequirementsordataresourcesontradeinser-vices,visitwww.bea.gov.
TradeSource 4
Issue 4 January 2012
Ex-Im Bank Supports U.S. Small Businesses With Export Financing for Both the Goods and Services Industries
by Fred P. Hochberg, President and Chairman, Export-Import Bank of the United States
OneofAmerica’sgreatestassetsisthe“MadeintheU.S.A.”trademark.Builtthroughgenera-tionsofhardworkandimmensepride,thisbrandisrespectedforqualityandreliabilityinbothgoodsandservices.
TheExport-ImportBankoftheUnitedStates(Ex-ImBank)canbeausefulresourceforsmallbusinessesbyremovingmanyofthefinancialrisksassoci-atedwithexportingandensur-ingaccesstoneededcapital.InFY2011,theEx-ImBankauthorized$6billioninsmallbusinessexportfinancing,anall-timerecord.Thisincludedmorethan3,000smallbusinesstransactions—upnearly20per-cent.Businessownerscanfocusonmakingthebestproductsandoperatingthemostefficientandsuccessfuloperation,whilewetakecareofthebulkoftherisk.
OnearmofEx-ImBankfinanc-ingisfocusedontheservicesindustry.InFY2011,thebankfinancedanestimated$8billionofU.S.servicesexports,includ-ingengineering,design,con-struction,computersoftware,oilandgasdrilling,architecture,transportationservices,legalservices,training,andconsult-ing.Thisincludedapproxi-mately$271millionofservicesexportsforsmallandmedium-sizedbusinesses.
OneofthosebusinessesisTeamAskinTechnologies,Inc.(TATI).TATIisa45-employeeminority
woman-ownedcompanythatprovidessoftwareandconsult-ingservices,includingregula-toryinformationmanagementsystemsandaviationregulatoryexpertise.Inlate2009,TATIwasawardedalargemultimilliondollarcontractbytheKingdomofSaudiArabiaGeneralAuthorityofCivilAviation,locatedinJeddah.Thecontractservicesincludeddevelopingandimplementingaviationregulations,policyandguidancematerials,inspectortraining,safetymanagementsystempro-grams,andauthorizationdocu-mentsystems.
TATIrecognizedinMay2010thatthefirmneededworkingcapitalforthismajorproject.Theyobtaineda$2.8millionloanfromPNCBank(backedbyanEx-ImBankworkingcapitalloanguarantee).Theyusedthefundstopostthebondrequire-mentfortheprojectandprovidemoreresourcestocompleteit.ThecompanythenworkedwithGlobalInsuranceServicestoobtainEx-ImBank’ssingle-buyercreditinsurancepolicyof$5milliontomitigatetheriskofnonpaymentfromtheircustomer.AsaresultofEx-ImBankfinancing,TATIwasabletosustain25jobs.
“Theworkingcapitalallowedustopostthe10percentbondrequiredbyourcontract.Mostsmallbusinessesdonothavethatamountofdisposablework-ingcapital,”saidDebbieAskin,presidentandCEO.
DuetoEx-ImBankprograms,moreAmericansmall-andmedium-sizedbusinessesnow
havetheaccesstocapitaltheyneed tomakeexportingagrowingpartoftheirbusinessopera-tions.This,however,maynotbeenough.Some95percentoftoday’spotentialcon-sumersliveoutsidetheUnitedStates,yetonly1percentofU.S.businessesexport.Forthesebusinessestosucceed,morecompaniesneedtoventureintotheglobalmarketplace.
ThisiswhytheEx-ImBanklaunchedanewprogramcalledGlobal Access for Small Business.Itoffersarangeofnewfinancialservices,includingworkingcapitalandinsuranceproducts,designedexclusivelyforsmallbusinessexporters.Thecompaniesthatareutilizingthisprogramarecreatingmuch-neededjobshereinAmerica.
Asprofiledinthisarticle,TATIisthetypeofinnovative,indus-trious,andentrepreneurialcompanythatstrengthensoureconomy.ButifwearegoingtogrowjobsintheUnitedStatesandcompetemoreeffectivelyinthetwenty-firstcenturyglobalmarketplace,moresmall-andmedium-sizedbusinessesneedtoexport.TheEx-ImBankandtheObamaadministrationareeagertoassistthosecompaniesthatwanttobepartofthisini-tiativeandhelpputAmericansbacktowork.
TradeSource 5
Issue 4 January 2012
Connecting U.S. Service Companies to Global Markets
The CS Travel and Tourism Team with International Trade Administration Under Secretary Francisco Sánchez (front center)
by Brad Anderson, Director of Global Teams, U.S. Commercial Service
U.S.businessesaregloballeadersinservicesexporting.AccordingtotheU.S.DepartmentofCommerce,U.S.servicesexportsreachedanall-timehighin2010,withcrossborderexportsofprivateser-vicesreaching$530billion.TheU.S.CommercialService(CS),thetradepromotionarmoftheU.S.DepartmentofCommerce’sInternationalTradeAdministration,helpsU.S.companies,mostlysmallerones,exporttheirproducts,services,andfranchises.Ifyouareaservicecompany,oracompanywithaservicecomponent,theCScanworkwithyoutoexpandyoursalesinmarketsaroundtheglobe.
Local Access to Industry- and Region-Specific Export Assistance
LocatedacrosstheUnitedStatesandinU.S.embassiesandconsul-atesinnearly80countries,theCSisaglobalnetworkoftradeprofes-sionalsyoucanaccessrightfromyourownbackyard.TofindtheCSofficenearestyou,visit www.export .gov/usoffices.ThroughitsGlobalTeams,theCShasrelationshipsandexpertiseacrosseverymajorindus-trysectorandeverykeyglobalmarket.OurGlobalTeammembersprovidecompa-nieswithspe-cializedexportassistancespecificallygearedto15industrysectorsandfourglobalregions.And,manyofthesesectorsincludea
combinationofmerchandiseandservices(seewww.export.gov /industry).OurEducationTeamandTravelandTourismTeamprovidegoodexamplesofthespecializedexportassistancetheCSprovidesacrossindustrysectors.
Examples of CS Industry-Specific Export Assistance
AmericanhighereducationhasglobalcachetandisatopU.S.export.TheCSEducationTeamhaseducationtradespecialistsonthegrounddomesticallyandinter-nationallywhoassistU.S.institu-tionsandcompanieswithmarketresearchontheeducationsectorsoftargetmarkets,internationaltradefairrecruitmentandparticipa-tion,virtualeducationfairpromo-tionalopportunities,andmarketandindustrybriefsviawebinars.TolearnmoreaboutCSexportassis-tancefortheeducationsector,visitwww.export.gov/industry /education.
Travelandtourismisanothersec-torinwhichAmericaisexception-allywellpositioned.TheTravelandTourismTeamoffersmany
excellentprogramsdesignedtoattractbothtouroperatorsandvisitorstodestinationsacrosstheUnitedStates.Forexample,theteamregularlypartnerswiththeU.S.tourismindustrytogiveU.S.companiesincreasedexposureatkeytradeeventssuchastheInternationalPOWWOWandWorldTravelMart.Theteamalsolever-agesthecriticalinternationalvisita-tiondatacollectedandanalyzedbytheCommerceDepartment’sOfficeofTravelandTourismIndustries.TolearnmoreaboutCStraveleventandpromotionopportunities,statistics,andservices,visit www.export.gov/industry/travel.
Proven Trade Expertise for Your Company
Regardlessofyourindustry,CStradeprofessionalscanhelpyourcompanygrowitsinternationalsalesthroughavarietyofcustom-izedsolutions,includingbusi-nessmatchmaking,domesticandinternationaltradeshowsupport,in-countrypromotionofyourcom-pany,targetedmarketresearch,andtradeadvocacy.Tolearnmore,visitwww.trade.gov/cs/services.asp.
TradeSource 6
Issue 4 January 2012
The Millennium Challenge Corporation: A Gateway to Opportunity for American Businesses
by Nasserie Carew, Managing Director, Department of Congressional and Public Affairs, Millennium Challenge Corporation
AmericancompaniesarebuildingoutthepowergridinTanzania,coordinatinganagribusinessproj-ectinElSalvador,andservingasaprocurementagentinMoldova.OtherAmericanfirmsareimple-mentingaliteracyprograminMorocco,supportingawildlifeconservancyprojectinNamibia,andimprovinglandregistrationsystemsinBurkinaFaso.
ThesefirmscompetitivelywoncontractstoworkonprojectsfundedbytheU.S.government’sMillenniumChallengeCorporation(MCC)insomeoftheworld’spoorestbutwell-governedcoun-tries.MCChelpscreatejobsathomeandeconomicpotentialoverseas.Participantscanturnthisfootholdinanewmarketintoanopportunitytoexpandinotherdevelopingcountries.AndbecauseofMCC’suniqueapproachtodevelopmentassis-tance—onethatpartnerswithcountriescommittedtogoodgov-ernance,economicfreedom,andinvestingintheircitizens—U.S.companiesarehelpingcreatejobshereathomewhiledoingbusi-nessoverseasinnext-generationemergingmarkets.
Acrosstheworld,MCCactsasagatewaytoopportunityforU.S.firmslookingtoexpand.MCChaspartnershipswithcountriesinLatinAmerica,Africa,Europe,andAsia;ineachcountry,thelocalimplementingunit—knownasaMillenniumChallenge
Account(MCA)—contractsawidevarietyofservicesindiversesectors.Americanfirmsarewell-positionedtoprovidetheirexper-tiseformanyoftheseservices.
Americancompanieshavewonmorethan$450millionincon-tractswithMCCpartnercountriesand$150millionincontractstosupportMCC’sheadquartersinWashington.Another$1.2billioninprocurementsisexpectedoverthenext18months.
SomeofthecommonservicesupforcompetitivebidthroughtheMCAsincludeconstructiondesignandfeasibilitystudiesforroads,theenergysector,andwaterandsanitationsystems;monitor-ingandevaluation;constructionsupervision;andindependentengineering.MCAsfrequentlyseekexpertconsultingservicesforagriculturaltraining,land-tenuresystems,technicaleduca-tion,healthcareinfrastructure,
environmentalimpactassess-ments,financialauditingandaccounting,resettlement,pro-curement,andsmallenterprisedevelopment.
Knowledgeofthelocalworkingenvironmentandlanguageinthesecountriescanbeausefulasset,andmanyAmericanfirmshavepartneredwithlocalfirmsorconsultantstoenhancetheiron-the-groundexpertise.ProvidingtheseservicescanhelpAmericanfirmsgainfurtherexperienceinworkingoverseas,whichcanbeleveragedtoprovideservicestothegovernmentsofdevelopingcountries,privatefirms,andmul-tilateraldevelopmentbanks.
Forexample,SymbionPowerofWashington,DC,anditspart-nerswonmorethan$110mil-lioninMCCcontractstoimproveTanzania’senergysector.AnMCCcontractfacilitatedthecompany’s
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Port of Cotonou, Benin. MCC investments of $180 million over 5 years have doubled container capacity and cut customs clearance times in half.
TradeSource 7
Issue 4 January 2012
Millennium Challenge Corporation: A Gateway to Opportunity for American Businesses—Con.
entryintotheEastAfricannation,andSymbionhassinceexpandeditsbusinessthere.
InJune2011,Symbionpurchaseda120-megawattpowerplantthathadbeensittingidleforalmost3yearsandputitintoimmediateproduction,addingmuchneededpowertothenationalgrid.ThecompanyhasalsocontractedwiththegovernmentofTanzaniatoprovideanother200mega-wattsofpowerbyDecember,andthetwosidesarediscussingotherprojectstoprovideevenmoreelectricitytofeedintothenationalnetwork.Inadditiontoprocurementoppor-tunities,MCCfostersenablingenvironmentsthatencourageforeigninvestmentinpartnercountriesthroughpro-businesspolicyreformsandupgradedinfrastructure.
MCClinkstheawardingofdevel-opmentgrantstopolicyperfor-mance,creatingastrongincen-tiveforreform.Awiderangeofindicators,includinginflation,fis-calpolicy,easeofstartingabusi-ness,regulatoryquality,andland
rights,areconsidered.Itspecifi-callylooksatacountry’scommit-menttocontrollingcorruptionandadvancingdemocraticrights.
Forexample,MCCandTanzaniasigneda5-year,$698millioncompactin2008thatincludesworkintheenergysector.Thatsameyear,Tanzaniapassedreformsthatgavenewinde-pendenceandpowerstotheelectricityregulator,encouragedprivatesectorparticipationinthepowersector,clarifiedlicensingrequirements,improvedtariffsforconnectingtothegrid,andfocusedonrenewableandruralelectrification.
Poorinfrastructurecanbeamajorimpedimenttoeconomicgrowth,andMCCisconnectingmarketsandfacilitatingtradebyaddressingthisconstrainttogrowth.MCCisfinancingcon-structionofanewterminalattheairportinBamako,Mali,aland-lockedcountry,tohelpestablishanindependentandsecurelinktotheregionalandglobalecon-omy.MCChelpedimprovethemanagement,security,andcargo
capacityofthePortofCotonou,Benin,whichhascutwaitingtimesforbulkships.Andaproj-ectinthePhilippineswillreha-bilitate222kilometersofroads,reducingtransportationcostsandstrengtheningthelinkbetweenmarkets.
ThisisMCCinaction.Wehelpcreateenablingenvironmentsinourpartnercountriesthatmaximizesustainableeconomicgrowth,benefittingboththeworld’spoorandtheinterestsofAmericanbusinesseseagertogrowandexpand.MCC’sresults-focused,reform-driven,accountability-centeredwayofdeliveringdevelopmentassis-tancecreatesopportunitiesforbusinessestoinvestinemergingmarkets.
FormoreinformationondoingbusinesswithMCCanditspart-nercountries,contactLorelleCurryat202-521-3910or [email protected].
U.S. Services Exports Fueled by World Bank FundingDidyouknowthatdevelopmentprojectsfundedbytheWorldBankoftenincludeservicesexportsfromU.S.firms?Theseprojectsprovidenumerousexportoppor-tunities,especiallyforconsultingfirmsthatcanofferbadlyneededexpertiseandmanagementskills.
ManyWorldBankinfrastructureprojectsrequireprivatefirmsforfeasibilitystudies,environ-mentalimpactstudies,construc-tionsupervision,andproject
management.Informationtechnol-ogyprojectsmayrequiremarketdemand/trafficassessmentstud-iesorstrategicbusinessplans.Healthsystemprojectsmayrequireconsultantsforworkforcedevelopmentandmanagement,improvementofleadershipandaccountability,orhospitaldesignandengineering.Thelistgoesonandon.
U.S.consultingfirmsareverycompetitiveinthisfieldandhave
wonmorethan$470millioninWorldBank–fundedconsultingcontractsoverthepast5yearsalone.TheUnitedStateshasconsistentlyplacedamongthetopfivecountriesforWorldBankconsultingcontractawardsinthepast5years.
ThesecontractsareofferedbytheborrowingcountryundertheWorldBank’sprocurementrules,whichrequiretransparencyandcompetitionforallcontracts.The
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TradeSource 8
Issue 4 January 2012
U.S. Services Exports Fueled by World Bank Funding—Con.
procurementprocessishandledbytheborrower’sgovernment,withWorldBankoversighttoensurefairness.Thepipeline—fromproj-ectconcepttocontractaward—iseasilytrackedontheWorldBank’sWebsiteathttp://worldbank .org.Consultingfirmscaniden-tifypotentialcontractsearlyintheprocessandstartengagingwiththecustomer(theborrowinggovernment)atanearlystage.Youcanevensearchtheprocurementnoticedatabasetoseewhattypesofcontractsareavailablerightnow.Ifyousellconsultingservicestogovernments,thisisamarketworthexploring.
Evenbetter,therearefourinde-pendentdevelopmentbanksthatfollowasimilarprojectandprocurementprocess—theAsianDevelopmentBank,theAfricanDevelopmentBank,theInter-AmericanDevelopmentBank,andtheEuropeanBankforReconstructionandDevelopment.TheU.S.CommercialServicehasassignedaforeigncommercialserviceofficertoassistU.S.export-ersateachbank.Forexample,aColorado-basedrailroadconsultingfirmcalledontheU.S.Commercial
ServiceforhelptowinacontractforaWorldBank–fundedrailproj-ectinIndia.OtherU.S.firmshaveusedU.S.CommercialServicehelptowinWorldBank–fundedcon-sultingcontractsinBrazil,China,Tanzania,Haiti,andmanyotherdevelopingcountries.
Sincethecustomerforsuchacontractisusuallyaforeigngovernmentagency,U.S.firmscancountonsupportfromtheU.S.CommercialService’sAdvocacyCenter,andtheU.S.embassy,tosupporttheirbids.TheWorldBankitselfhasanetworkofeightprivatesectorliaisonofficersintheUnitedStateswhohavereceivedprocurementtrainingandarereadytohelpguideyouthroughtheprocess.TheyarelocatedinAlabama,Baltimore,Chicago,Florida,Houston,NewYork,Seattle,andUtah.
Sohowcanyougetstartedafterexploringtheseresourcesandopportunities?TheU.S.CommercialServiceofficenearyou(visitwww.export.govforacom-pletelistofoffices)isstaffedbyinternationaltradespecialistswho
canhelpyouidentifynewcontractopportunities.Manydevelopingcountriesarestillgrowingrap-idly.TheWorldBankandregionaldevelopmentbanksarevaluabletoolsthatcanhelpexpandyourexportbusinessintheseemergingmarkets.
Independent Development Bank Liaisons
AfricanDevelopmentBankLilia.BenMessaoud@trade .gov
EuropeanBankforReconstructionandDevelopment
Inter-AmericanDevelopmentBank
World Bank Private-Sector Liaison Offices
ProcurementNoticeDatabase http://go.worldbank.org/036GENI180
U.S.CommercialService’sAdvocacyCenter http://export.gov/advocacy
PrivateSectorLiaisonOfficers http://go.worldbank.org/9T29AOE4H1
Alabama http://www.ado.alabama.gov/content/ourservices/international_trade/trade_main.aspx
Baltimore https://www.wtci.org/
Chicago http://export.gov/illinois/
Florida http://www.eflorida.com/Why_Florida.aspx?id=9226
Houstonhttp://www.houston.org/international-business/world-bank-group/index.aspx
NewYorkhttp://www.esd.ny.gov/International.html
Seattlehttp://www.seattletradealliance.com
Utah http://www.wtcut.com/2011/10/chamber-teams-with-world-bank-to-help-utah-business/
TradeSource 9
Issue 4 January 2012
Check Out These Upcoming 2012
Trade Events
Event Date Location
U.S.-CERTIFIED TRADE SHOWS IN FOREIGN COUNTRIES HannoverMesse2012(TechnologyAdvancement) April23 Hanover,Germany
ExpoSeguridadMexico2012(Safety/Security) April24 MexicoCity,Mexico
Ifosecurity2012(Safety/Security) April24 London,UK
AquatechIndia2012(Water/WaterTreatment) April25 NewDelhi,India
IFTEnergy2012(Energy) May9 Santiago,Chile
Hospitalar2012(Medical) May22 SaoPaulo,Brazil
BeautyWorldMiddleEast2012(Cosmetics/Toiletries) May29 Dubai,UAE
Eurosatory2012(Aerospace/Defense) June11 Paris,France
11thChinaInternationalMachineTool&ToolsExhibition2012 June12 Beijing,China
FispalFoodService2012 June25 SaoPaulo,Brazil
FOREIGN AGRICULTURAL SERVICE ENDORSED TRADE SHOWS http://www.fas.usda.gov/scripts/agexport/EventQuery.asp
AAHAR March10–14 NewDelhi,India
SeoulFood&Hotel May8–11 Seoul,Korea
VitafoodsEurope(NEW) May22–24 Geneva,Switzerland
IFIAJapan(Tentative) May23–25 Tokyo,Japan
SIALBrazil(NEW) June25–28 SaoPaulo,Brazil
FoodTaipai June27–30 Taipei,Taiwan
Annapoorna September Mumbai,India 26–28
TradeSource 10
Issue 4 January 2012
Check Out These Upcoming 2012 Trade Events—Con.
U.S. TRADE MISSIONS TO FOREIGN COUNTRIEShttp://export.gov/trademissions/eg_main_023185.asp
Singapore(Aerospace) February12
India(Ports) February12
Afghanistan(Construction,Mining,Agribusiness,IT) February12
India(Medical) March12
Russia(Automotive) April22–28
Singapore,Vietnam,Malaysia,Thailand,Indonesia(Multi-Sector) May14–22
INTERNATIONAL BUYER PROGRAMS AT U.S. TRADE SHOWS
NPE2012InternationalPlasticsShowcase(Manufacturing) April1 Orlando,FL
NationalAssociationofBroadcasters(NAB)Show(ICT-Broadcasting) April16 LasVegas,NV
WasteExpo2012(Environmental) May1 LasVegas,NV
NationalRestaurantAssociationRestaurant,Hotel-MotelShow(NRAShow) May5 Chicago,IL
InternationalCTIAWireless2012Convention(ICT) May8 NewOrleans,LA
ElectricPower2012(Energy) May15 Baltimore,MD
WINDPOWER2012(Energy-Renewable) June3 Atlanta,GA
InfoComm2012(ICT-A/VEquipment) June9 LasVegas,NV
HealthandBeautyAssociation(HBA)GlobalExpo(Healthcare/Beauty) June19 NewYork,NY
U.S. TRADE & DEVELOPMENT AGENCY REVERSE TRADE MISSIONS
http://www.ustda.gov/news/
EastAfricanFinancialIntegrationReverseTradeMission January21– WashingtonDC; February1 NewYork,NY; SiliconValley,CA
LatinAmericaandCaribbeanRegionalIntelligentTransportation January22–31Washington,DC,and SystemsInitiative—ColombianDelegation AustinandHouston,TX
Romania&BulgariaSmartGridReverseTradeMission January30– Washington,DC,and
February7 othercitiesTBD
SouthAfricaSmartGridReverseTradeMission February21– Washington,DC; March1 Philadelphia,PA; Atlanta,GA
TradeSource 11
Issue 4 January 2012
Contact InformationAESDirect Technical Support (toll-free)Everyday,7a.m.–7p.m.ETVoice:877-715-4433Fax:301-562-7795E-mail:[email protected]
Foreign Trade Division Call Center 800-549-0595 (seemenuoptionsbelow)
Thee-mailadressesbelowarenotsecure.Confidentialcompanyinformationshouldnotbesenttotheseaddresses.
Automated Export System Branch, Menu Option 1MondaythroughFriday7:30a.m.–6p.m.ETFax:301-763-6638E-mail:[email protected]
Commodity Analysis Branch (Schedule B Export Classification), Menu Option 2MondaythroughFriday8:30a.m.–5p.m.ETFax:301-763-4962ScheduleBquestions:[email protected]
Regulations, Outreach, and Education Branch, Menu Option 3 MondaythroughFriday8a.m.–6:30p.m.ETFax:301-763-4610E-mail:[email protected]
Data Dissemination Branch, (Press Release/Data Products) Menu Option 4MondaythroughFriday8:30a.m.–5p.m.ETFax:301-763-4962E-mail:[email protected]
Foreign Trade Division (all branches)Securefax:301-763-8835
Thisfaxnumberisforconfidentialcompanyinformation(i.e.,datarequests).Pleaseincludeacoversheetwith thenameand/orphonenumberof thebranchor person towhom the fax shouldbedelivered.
Continued on page 12
TradeSource 12
Issue 4 January 2012
Contact Information—Con.
AES Partnership Agencies
U.S. Customs and Border Protection (CBP)TradeEnforcementandFacilitationForquestionsregardingCBP,ITAR,andUsedVehicles,contact:RobertRawls,ProgramManager,202-344-2847E-mail:[email protected] or [email protected]
Bureau of Industry and Security (BIS)HelpDesk,Washington,DC 202-482-4811WesternRegionalOffice,LosAngeles/NewportBeach,CA 949-660-0144WesternRegionalOffice,SanJose,CA 408-351-3378
Directorate of Defense Trade ControlsU.S.StateDepartment,Washington,DCResponseTeam 202-663-1282D-TradeQuestions 202-663-2838
Web sitesU.S.CensusBureau,ForeignTrade www.census.gov/tradeU.S.CustomsandBorderProtection www.cbp.govBureaofIndustryandSecurity www.bis.doc.govSmallBusinessAdministration www.sba.gov/U.S.StateDepartment,Directorate ofDefenseTradeControls www.pmddtc.state.govU.S.TreasuryDepartment,Officeof ForeignAssetsControl www.treas.gov/offices/enforcement/ofac