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
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.
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.
The Commercial Service Global Network
What We Do & How:
 Trade Counseling
 Market Intelligence
 Business Matchmaking
 Commercial Diplomacy
 Trade Promotion Programs
Total Michigan Exports
Partner
2010
2011
2012
World
44,768,187,457
51,003,027,609 56,902,109,841
Canada
22,087,563,600
23,577,576,848 25,299,648,677
Mexico
7,424,205,315
8,964,673,647 10,459,017,599
China
2,180,945,490
2,687,599,025
3,254,627,414
Germany
1,529,894,009
1,798,822,226
1,982,439,225
Saudi Arabia
1,105,374,427
1,160,158,389
1,792,246,125
Japan
1,240,093,240
1,337,389,368
1,392,484,712
South Korea
750,533,336
970,769,277
964,515,818
Australia
328,265,746
699,526,057
878,643,267
U.A.E.
302,419,000
456,193,384
756,429,960
Michigan Merchandise Exports
2012
What Are They Buying?
U.S. Exports totaled $2.2 Trillion in 2012.
U.S. Service Exports
$630.4 billion in 2012
Trade in Services Agreement
Building International Sales
A. Access Export
Readiness
H. Logistics
B. Business Plan
G. Legal
C. Counseling
F. Finance
D. Market Research
E. Find Buyers
Access Export Readiness –
www.export.gov/begin/assessment.asp
Business Plan
FACTORS
RESOURCES
 Gauge Demand, Pricing
• Research, Trade Agreements
 Determine Distribution
Strategies
• Domestic & International
Trade Associations, Shows
 Identify Competitors
• Third Party Assistance, Web
 Overcome Potential Market
Impediments
• Classify Products, Identify
Standards, Export
Regulations
Counseling and Training
• World Trade Week
• Country Briefings
• Webinars
– How To Mitigate Your
International Payment Risks
– Mexico’s Infrastructure
– Satisfying Intl Product
Certification Requirements
Develop Market Research
• 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
Country &
Industry
Reports
•
•
•
•
U.S. Embassies
Third Party Providers
Universities
Competitors’ Websites
Trade Data
• Trade Stat Express
• http://tse.export.gov
Examine Markets to Find Buyers
Commercial Service Programs
 Certified Trade Shows
 International Buyer Programs
 Gold Key Service
 International Partner Searches
Examine Markets to Find Buyers
Additional Avenues
MEDC Trade Missions/Offices
Service Providers/SBTDCs
Trade Shows/Trade Associations
Industry Trade Magazines
Google Analytics
Finance International Sales
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
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
Logistics
What You Should Know: The BIG 3
1. Supply Chain Management
2. INCOTERMS
3. AES Direct
Contact Us
Connect with a World of Opportunity
Grand Rapids U.S. Export Assistance Center
Kendra Kuo, Office Director
Tel: 616-458-3564
kendra.kuo@trade.gov
East Michigan U.S. Export Assistance Center
Richard Corson, Office Director
Tel: 248-975-9600
richard.corson@trade.gov
Detroit U.S. Export Assistance Center
Sara Coulter, Office Director
Tel: 313-872-6794
sara.colter@trade.gov
export.gov | 800.USA.TRADE
Questions?