1. East Michigan EDCs/EDOs Information and Strategy Meeting Regional Exporting Strategies Project Michigan State University Center for Community and Economic Development Thursday, December 15, 2011 10:00 am – 12:00 pm

2. November 4 th Think Global, Go Global Workshop at Delta College Onsite Survey Results. East Michigan Online SME Exporting Survey Results and Findings, Fall, 2011. Overview of today’s presentation

3. East Michigan EDC/EDO Responses –8 Local EDC/EDO responses. –5 Currently provide export info. to companies. –5 Want to provide info./assistance. –7 Want to expand export assistance capacity. Nov 4, 2011 Think Global Workshop at Delta College Onsite survey results summary

4. East Michigan Business Responses –7 Business responses (5 attended workshop). –6 Currently exporting. –5 need exporting assistance. Nov 4, 2011 Think Global Workshop at Delta College Onsite survey results summary

5. East Michigan Business Export Assistance Needs –Basic knowledge about exporting. –Info. on foreign markets. –Foreign contacts to promote business. –Sources of capital to finance exports. –Legal advice about trade regulations/foreign markets. –Logistics support/knowledge. Nov 4, 2011 Think Global Workshop at Delta College Onsite survey results summary

6. East MI Online Exporting Survey (Fall 2011) Survey link distribution

7. 47 businesses responded. –17 (~36%) Saginaw –11 (~23%) Midland –4 (~8%) Gratiot –4 (~8%) Bay –3 (~6%) Tuscola –2 (~4%) Gladwin 26 of 44 companies (59%) < 50 employees. –17 companies (39%) < 10 employees. 32 of 43 companies (74%) > 10 years old. 23 of 46 companies (50%) engaged in manufacturing. East MI Online Exporting Survey (Fall 2011) Characteristics of survey respondents

8. 16 businesses in 6 counties export: –8 Saginaw. –2 Gratiot. –2 Midland. –2 Ogemaw. –1 Bay. –1 Tuscola. Industry sector –13 manufacturing. – 1 agriculture, forestry, fishing, and hunting. – 1 wholesale trade. – 1 accommodation and food services. East MI Online Exporting Survey (Fall 2011) Characteristics of exporting companies

10. East Michigan companies largely exporting to Canada. –Followed closely by Mexico, the UK, and China. 13 exporters want to expand their exporting business. 2 non-exporting companies want to start exporting. East MI Online Exporting Survey (Fall 2011) Potential export market development

11. –10 of 15 companies cited at least one Knowledge barrier: Lack of knowledge about export regulations; logistics/transportation; and foreign markets. –10 of 15 companies cited at least one Financial barrier: insufficient working capital; and labor resources; excessive financial risk; administration costs; and cost to compete. East MI Online Exporting Survey (Fall 2011) Major exporting barriers

12. –5 of 15 companies cited at least one Regulatory barrier: excessive trade regulations; Unfair foreign trade practices; and foreign tariffs. –3 of 15 companies cited at least one Infrastructure barrier: Insufficient information/communications technology; and access to international crossings. East MI Online Exporting Survey (Fall 2011) Secondary exporting barriers

13. 13 companies indicated they could use assistance to overcome exporting barriers. –9 need general export and trade information –9 Marketing –8 Logistics –7 Market research –4 Legal matters –4 Export financing East MI Online Exporting Survey (Fall 2011) Export assistance needs

14. East MI Online Exporting Survey (Fall 2011)

15. 5 companies indicated they used business counseling or assistance to start exporting. 4 of these 5 companies found counseling/assistance very useful or somewhat useful. East MI Online Exporting Survey (Fall 2011) Export assistance experience

16. East MI Online Exporting Survey (Fall 2011) Reactive character of export market development by SMEs How did companies get connected with foreign customers? –11 of 15 companies contacted by prospective foreign customers. –6 of 15 connected at industry trade show or conference. –4 of 15 referred by foreign contact or distributor.

17. Foster “Sister City” relationships. Identify and support industry and geographic clusters. Inventory/assessment of exporters and potential exporters in region. Access to capital (loans, loan guarantees, grants, venture capital, angels). Resources to reduce burden of export market entry. Market research for specific countries and specific products/services. Export education, training, and outreach (community college, universities, other). Potential Elements of Regional Exporting Strategies