1. Strategies for Going Global U.S. Export Assistance Centers: Putting the Resources to Work for You Kendra Kuo Office Director U.S. Grand Rapids Export Assistance Center

2. U.S. Commercial Service: Open Doors with Our Global Network of Trade Professionals  The U.S. Commercial Service provides U.S. companies unparalleled access to business opportunities worldwide.  As a U.S. Government agency, we have relationships with foreign government and business leaders in every key global market.  Every year, we help thousands of U.S. companies export goods and services worth billions of dollars.

3. The Commercial Service Global Network Who We Are:  1400+ trade professionals  Over 100 Domestic offices  128 commercial offices located in U.S. Embassies and Consulates in more than 70 countries  Policy, Industry, and Advocacy Specialists in D.C.

4. The Commercial Service Global Network What We Do & How:  Trade Counseling  Market Intelligence  Business Matchmaking  Commercial Diplomacy  Trade Promotion Programs

5. Total Michigan Exports Partner201020112012 World44,768,187,45751,003,027,60956,902,109,841 Canada22,087,563,60023,577,576,84825,299,648,677 Mexico7,424,205,3158,964,673,64710,459,017,599 China2,180,945,4902,687,599,0253,254,627,414 Germany1,529,894,0091,798,822,2261,982,439,225 Saudi Arabia1,105,374,4271,160,158,3891,792,246,125 Japan1,240,093,2401,337,389,3681,392,484,712 South Korea750,533,336970,769,277964,515,818 Australia328,265,746699,526,057878,643,267 U.A.E.302,419,000456,193,384756,429,960

6. Michigan Merchandise Exports 2012

7. What Are They Buying? U.S. Exports totaled $2.2 Trillion in 2012.

8. U.S. Service Exports $630.4 billion in 2012 Trade in Services Agreement

9. Building International Sales A. Access Export Readiness B. Business PlanC. CounselingD. Market ResearchE. Find BuyersF. FinanceG. LegalH. Logistics

10. Access Export Readiness – www.export.gov/begin/assessment.asp www.export.gov/begin/assessment.asp

11. Business Plan  Gauge Demand, Pricing  Determine Distribution Strategies  Identify Competitors  Overcome Potential Market Impediments FACTORS RESOURCES Research, Trade Agreements Domestic & International Trade Associations, Shows Third Party Assistance, Web Classify Products, Identify Standards, Export Regulations

12. Counseling and Training World Trade Week Country Briefings Webinars – How To Mitigate Your International Payment Risks – Mexico’s Infrastructure – Satisfying Intl Product Certification Requirements

13. Develop Market Research Trade Data Trade Stat Express http://tse.export.gov Country & Industry Reports Market Research Library http://www.export.gov Country Commercial Guides and Industry Reports CIA World FactBook http://www.cia.gov MSU Global Edge Website http://globaledge.msu.edu Subscription Services: Google Global Market Finder, Business Monitor International, Kompass, Bloomberg BNA Exporter, PIERS database Customized Market Research U.S. Embassies Third Party Providers Universities Competitors’ Websites

14. Examine Markets to Find Buyers Commercial Service Programs  Certified Trade Shows  International Buyer Programs  Gold Key Service  International Partner Searches

15. Examine Markets to Find Buyers Additional Avenues MEDC Trade Missions/Offices Service Providers/SBTDCs Trade Shows/Trade Associations Industry Trade Magazines Google Analytics

16. What You Should Know: The BIG 3 1. EXIM and SBA offer Export Focused Programs – Export Working Capital Loans & Loan Guarantees – EXIM Express Insurance 2. Worldwide Credit Reports 3. Define payment terms Finance International Sales

17. Legal Considerations What You Should Know: The BIG 3 1.Export Compliance - Bureau of Industry and Security, Treasury Department, State Department Defense Controls 2.Intellectual Property Protection - www.StopFakes.gov 3.International Contracts - Agent and Distributor Agreements - Tax Implications

18. Logistics What You Should Know: The BIG 3 1. Supply Chain Management 2.INCOTERMS 3.AES Direct

19. Contact Us Connect with a World of Opportunity export.gov | 800.USA.TRADE Grand Rapids U.S. Export Assistance Center Kendra Kuo, Office Director Tel: 616-458-3564kendra.kuo@trade.gov East Michigan U.S. Export Assistance Center Richard Corson, Office Director Tel: 248-975-9600richard.corson@trade.gov Detroit U.S. Export Assistance Center Sara Coulter, Office Director Tel: 313-872-6794sara.colter@trade.gov

20. Questions?