Export Seminar – Part 2 of a Series “GLOBAL MARKETING STRATEGIES FOR SUCCESS” Presents Antoinette Vazquez International Business Counselor With Special Guest Speaker Juliana Peña Manager, Latin America & Caribbean International Trade & Development Enterprise Florida Inc.

Export Seminar – Part 2 of a Series AGENDA  Where Oh Where in The World?  What You Should Know About A Foreign Market  Finding The Right Foreign Partners for Win- Win Results  The Exporter’s Responsibilities in the Global Arena  You’re Not Alone: Your Government Is Your Advocate and A Key Resource

Export Seminar – Part 2 of a Series WHERE OH WHERE IN THE WORLD? Look at Country Risk First:  Is it Politically Stable?  Is The Economy Stable?  Is The Currency Relatively Stable & Convertible?  Does the U.S. Have a Fair Trade Agreement in Effect With the Target Country?  Are There Any Legal Impediments to Trading With the Target Country?

Export Seminar – Part 2 of a Series NORTH AMERICA

Export Seminar – Part 2 of a Series AFRICA & THE MIDDLE EAST

Export Seminar – Part 2 of a Series EUROPE & RUSSIA

Export Seminar – Part 2 of a Series ASIA & THE SOUTH PACIFIC

Export Seminar – Part 2 of a Series WHAT YOU SHOULD KNOW ABOUT A FOREIGN MARKET  The Legal Framework For Doing Business In-Country  Basic Understanding of the Business Culture  The 3 “D’s” of Marketing: Demand, Depth and Demographics  How is The Market Structured?  Who Are the Principal Customers and Distributors?  Who Are the Principal Competitors and Is There Room For Another?  What Are the Most Important Factors in Sales Decisions? Price? Terms? Delivery? Service?  What, If Any, Are the Obstacles to Entry?

Export Seminar – Part 2 of a Series Finding The Right Foreign Partners A. Some Low-Cost Resources:  U.S. and State Trade Promotion Programs  International Trade Missions, Trade Shows  Industry Association Events & Networking B. Rx For A Successful Sales Partnership:  Conduct Due Diligence  Negotiate a Mutually Beneficial (Written) Agreement  Monitor Results: Are Sales Hitting Your Targets?  Think of The Relationships As An Extension of the Corporate Family

Export Seminar – Part 2 of a Series The Exporter’s Responsibilities in The Global Arena  Do The Homework! Shortcuts Can Be costly  Stay On Top of The Changing World of Politics and Economics and Their Impact on Your Export Markets  Loyalty is Highly Valued in Most Cultures. Support Your Sales Partners For Your Mutual Benefit! If You Have a Good Agent, Rep or Distributor, Don’t…  Undercut Them By Selling Direct to Their Customers, or  Sell to U.S. Customers You Know Will Sell Into a Territory Where You Have an Existing Agreement.

Export Seminar – Part 2 of a Series “GLOBAL MARKETING STRATEGIES FOR SUCCESS” Government: An Important Advocate and Resource Special Guest Speaker Juliana Peña Manager, Latin America & Caribbean International Trade & Development Enterprise Florida Inc.  Discussion on the Services Available Through Enterprise Florida, Inc. and The U.S. & Foreign Commercial Service