1. The World is Open for Your Business. Let the U.S. Commercial Service connect you to a world of opportunity.

2. Let Us Help You Export. With offices throughout the United States and in U.S. Embassies and consulates in nearly 80 countries, the U.S. Commercial Service of the U.S. Department of Commerce’s International Trade Administration utilizes its global network of trade professionals to connect U.S. companies with international buyers worldwide.

3.  To promote the export of goods & services from the United States, particularly by small- and medium- sized businesses  To represent U.S. economic interests internationally  To help U.S. exporters find qualified international partners Our mission:

4.  Trade Counseling. Get the information and advice you need to succeed.  Market Intelligence. Target the best trade opportunities.  Business Matchmaking. Connect with the right partners and prospects.  Commercial Diplomacy. Ensure your products and services have the best possible prospects for success in international markets. Our Proven Expertise Makes Doing Business Internationally Easier. Whether you are looking to make your first export sale or expand to additional international markets, we have the expertise you need to tap into lucrative opportunities and increase your bottom line.

5. Why Sell Globally?  Market growth. Where is your company’s potential growth?  Economies of scale.  Extend product life cycle.  Moderate seasonal production cycles.  Faster growth, higher profits.  Competition.  Enjoy what you do!

6. Resources & Considerations Related to Export Expansion. “Global operations” can take myriad forms, with sundry opportunities and challenges, many of which are highly industry dependent.  Global sourcing (interfacing with global suppliers, managing international logistics, managing risk)  Global manufacturing (coordinating multinational production and R&D facilities, operations in overseas locations)  Global distribution (managing global distribution, managing risk, navigating local regulatory environment)

7. Seven General Considerations & Associated Resources.  Planning and strategy Foreign Tariffs & Taxes Shipping & Logistics Regulatory Compliance/Standards Trade Finance U.S. Export Controls Intellectual Property Rights

8. Planning and Strategy. Impact: Effective manage finite business development resources and align operational resources to facilitate targeted growth  Develop an international business plan … for entry or expansion into targeted markets Resource: International Marketing Plan Workbook- http://www.sba.gov/idc/groups/public/documents/sba_homepage/serv_internation al.pdf) http://www.sba.gov/idc/groups/public/documents/sba_homepage/serv_internation al.pdf  Target highest ROI trade opportunities through market intelligence Resources: http://www.export.gov/mrktresearch/index.asp (MRL) http://www.export.gov/industry/index.asp (Industry Pages) http://www.buyusa.gov (Country/Local Sites)http://www.export.gov/mrktresearch/index.asphttp://www.export.gov/industry/index.asphttp://www.buyusa.gov  Conduct due diligence on prospective partners … detailed credit reports covering sales, profit figures, potential, liabilities, and other financial information. Resources: http://www.export.gov/salesandmarketing/eg_main_018198.asp http://www.buyusa.gov/utah/findthemsignthemandenhancetheirperformance.dochttp://www.export.gov/salesandmarketing/eg_main_018198.asp http://www.buyusa.gov/utah/findthemsignthemandenhancetheirperformance.doc

9. Foreign Tariffs & Taxes. Impact: Foreign tariffs and taxes affect the final price point of your product in a particular market, and by extension your price based competitiveness  Determine your product’s Schedule B and HS numbers; Verify tariff rates, import fees, and taxes; Calculate the landed cost of your products. Resource: http://www.export.gov/logistics/eg_main_018130.asp (Duty calculator, Schedule B)http://www.export.gov/logistics/eg_main_018130.asp  Free Trade Agreements: NAFTA, CAFTA-DR, Australia, Chile, Israel, Jordan, Morocco, Singapore, CAFTA-DR, Bahrain, Peru Resource: http://www.export.gov/ftahttp://www.export.gov/fta  Foreign tariff and tax treatment of tangible goods vs. services vs. license royalities

10. Shipping & Logistics. Impact: Knowing the range of shipping tools available to you can help you more effectively negotiate, mitigate risk associated with moving product internationally, manage costs, and ensure efficient delivery and after sales service Incoterms (http://www.export.gov/logistics/exp_incoterms_internatl_logist.asp)http://www.export.gov/logistics/exp_incoterms_internatl_logist.asp Documentation- certificates of origin, country of origin determination, legalization/authentication (http://www.export.gov/logistics/eg_main_018121.asp)http://www.export.gov/logistics/eg_main_018121.asp Freight forwarders (http://www.export.gov/logistics/eg_main_018144.asp)http://www.export.gov/logistics/eg_main_018144.asp

11.  Many foreign countries have their own standards and import certification requirements on things like: product standards, certification requirements, electricity regulations, packaging and recycling laws and quality expectations. -> Resource: http://www.export.gov/regulation/eg_main_018220.asphttp://www.export.gov/regulation/eg_main_018220.asp  Examples of State-side certifications that might be required by foreign governments: –FDA Certificates (free sale, foreign gov’t, cert. of exportability, etc.) –USDA/APHIS- EU Certificate  EU Standards- e.g. WEEE, RoHS, REACH, Safe Harbor, CE Marking (self classify or use a notified body, Class I, II, or III medical device, LV/EMC Directive) -> Resource: http://www.buyusa.gov/europeanunionhttp://www.buyusa.gov/europeanunion **Notify U.S. Web site** https://tsapps.nist.gov/notifyus/data/index/index.cfmhttps://tsapps.nist.gov/notifyus/data/index/index.cfm Regulatory Compliance/Standards. Impact: Failure to comply with local regulatory standards can delay your time to market to hinder future international sales activities

12. Four Primary Considerations: Payment terms- learn to use them to mitigate risk and win the deal Export transaction cycle (working capital, credit insurance) Buyer financing Financing for overseas investment and risk insurance -> Resource: http://trade.gov/media/publications/pdf/tfg2008.pdfhttp://trade.gov/media/publications/pdf/tfg2008.pdf ** U.S. tax incentive for U.S. exporters- IC-DISC (Interest Charge – Domestic International Sales Corporation) Trade Finance. Impact: Access to working capital and full range of payment tools can affect your global competiveness and bottom line.

13. Licensing jurisdiction- several agencies involved (EAR, ITAR, OFAC, etc.) “Dual-Use” Technologies- reasons for control Deemed exports Sales to embargoed markets and denied parties/entities All exporting companies should have some sort of company wide export compliance management program -> Resource: http://www.export.gov/regulation/eg_main_018219.asphttp://www.export.gov/regulation/eg_main_018219.asp Export Licensing & Controls. Impact: Affects lead time to market and ability to sell to particular markets.

14. Trademarks, Patents, and Trade Secrets Strategy Targeting Organized Piracy (STOP!) Initiative http://www.stopfakes.gov, IP right holders can call 1 (866) 999-HALT to speak with a USPTO attorney advisor http://www.stopfakes.gov IPR Toolkits available for many international markets IPR in China Webinar series: http://www.stopfakes.gov/events/china_webinar_series.asp http://www.stopfakes.gov/events/china_webinar_series.asp Intellectual Property Rights. Impact: A country’s IPR environment can drive market entry strategy

15. Contact us today to connect with a world of opportunity. U.S. Department of Commerce 9690 South 300 West, Suite 201 Sandy, UT 84070 Tel: (801) 255-1871 Fax: (801) 255-3147 David.Fiscus@trade.govDavid.Fiscus@trade.gov Nathan.Seifert@trade.govNathan.Seifert@trade.gov www.buyusa.gov/utah export.gov | 800.USA.TRADE