Magaly Sanchez
International Trade Specialist, IBA
magaly@nmiba.com
575-589-2200
Why export?
Global
Economies
of Scale
Increase
Profits
Increase
Sales
Export
Global
Market
Competition
Is my company ready to export?
 Indicators:
•Competitive product or
service
•Product or service suited
for other countries
•Capacity for serving
international markets
•Production capacity
•Know-how and
managerial expertise
•Financial resources for
overcoming entry barriers
Keep in mind:
 Samples, promotional materials (websites)
 Regulations:

Mark (European Union)
 ISO 9000/9001 (quality)
 Export documentation (custom broker)
 Tariffs and taxes
 Logistics/transportation
Sources for business regulations:
 Economist Intelligence Unite “Country Commerce”
 World Bank database www.doingbusiness.org
How Easy Is To Do Business In Different Countries?
Export Documentation:
 Commercial invoice (usually to determine tariff)
 Harmonized Tariff Schedule
 www.dataweb.usitc.gov
 Shippers Export Declaration (US gov’t form)
 Export licenses for sensitive products (ITAR)
Export Documentation:
 Bill of Lading
 Certificate of Origin for NAFTA
Document to receive LOWER TARIFF or NO TARIFF in
products manufactured in the US, Mexico or Canada when
exporting.
Logistics and transportation:
 Incoterms (series of terms)
 Who pays for transportation
 Who is responsible for insurance
 Way of delivery
For freight or transportation you will need to hire an
intermediary and a custom broker
Where do I identify market
opportunities?
 Typically companies enter markets that are similar or
near:
 Geography
 Economic conditions
 Culture
 Regulations
Trends that make exporting easier
for small businesses
 Transportation costs
 Communications innovations
 Many countries are experiencing more economic
growth than the US
Leading Export Markets for the
United States in 2011
Country
Exports from US
Country
Exports from US
1. Canada
$281 billion
6. Germany
$49 billion
2. Mexico
$198 billion
7. South Korea
$44 billion
3. China
$104 billion
8. Brazil
$43 billion
4. Japan
$66 billion
9. Netherlands
$43 billion
5. United
Kingdom
$56 billion
10. Hong Kong
$37 billion
Leading Export Markets for New
Mexico Products in 2011
Country
Exports from NM
Country
Exports from US
1. Mexico
$464 million
6. Germany
$79 million
2. Israel
$442 million
7. Japan
$59 million
3. Canada
$349 million
8. Thailand
$44 million
4. China
$90 million
9. Hong Kong
$31 million
5. United
Kingdom
$81 million
10. South Korea
$30 million
Leading Export Products for New
Mexico in 2011 ($2.1 billion)
Product
Exports
Product
Exports
Integrated circuits
$439 million
Pipe taps, cocks,
valves, etc.
$67 million
Civilian aircraft, engines
& parts
$103 million
Cheese and curd
$65 million
Semiconductors &
photovoltaics
$86 million
Electric apparatus
for line telephony
$55 million
Oil (light oils &
preparations)
$75 million
Liquid pumps or
elevators
$54 million
Chemical elements for
electronics
$68 million
Paintings,
drawings or
collages
$50 million
Computer, electronics, metal products, food, transportation equipment
A big opportunity for New Mexico
Small Business:
To Use Gateway to Exporting Program
Additional Resources:
 SBA Export Business Planner
www.sba.gov/exportbusinessplanner
 US Department of Commerce
 Gateway to Exporting Webinars
http://www.nmiba.com/gateway/webinars.html
Thank you!