Mid-America International Agri-Trade Council
&
Food Export USA - Northeast
Bringing the Foods of Mid-America and Northeast to the
World
Mission Statement
The Mid-America International Agri-Trade Council
(MIATCO) is a non-profit organization of 12
Midwestern state and agricultural promotion
agencies that use federal, state, and industry
resources to promote the export of Midwestern food
and agricultural products.
Who is MIATCO?
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Private, non-profit international trade organization
Members are State of Departments of Agriculture
Work with producers and processors in the
Midwest
Small and medium-sized producers/processors
and cooperatives
Focus on products that are value-added,
consumer-oriented
Private Trade Association
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Utilizes human and financial resources of the 12
Midwest State Departments of Agriculture
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Provide a wide access of USDA services to
companies through member state offices
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Members serve as a “one-stop shop” to
companies within their state
Governed by a Board of Directors consisting of
Secretary , Director or Commissioner of
Agriculture from member states
MIATCO Members
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Illinois Department of Agriculture
Indiana Department of Agriculture
Iowa Department of Economic
Development
Kansas Department of Commerce
Michigan Department of Agriculture
Minnesota Department of
Agriculture
Missouri Department of Agriculture
Nebraska Department of Agriculture
North Dakota Department of
Agriculture
Ohio Department of Agriculture
South Dakota Department of
Agriculture
Wisconsin Department of
Participant in FAS
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Promotional activities under FAS programs are
carried out by MIATCO and other agricultural trade
associations, state-regional trade groups, and
cooperative groups
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Administers Branded Program funds
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Plans, manages, and contributes staff resources
and funds to execute projects and activities
State Regional Trade Groups
State Regional Trade Groups
Food Export USA – Northeast
150 S. Independence Mall W
Public Ledger Building 1036
Philadelphia, PA 19106
T: 215/829-9111
F: 215/829-9777
Mid-America International Agri-Trade
Council
309 W. Washington St. Suite 600
Chicago, IL 60606
T: 312/334-9200
F: 312/334-9230
www.miatco.org
www.foodexportusa.org
Southern U.S. Trade
Association
Western U.S. Agricultural
Trade Association
2 Canal St.
4601 NE 77th Ave. Suite 200
New, Orleans, LA
Vancouver, WA USA 98662
T: 504/568-5986
T: 360/693-3373
F: 504/568-6010
F: 360/693-3464
www.susta.org
www.wusata.org
Products
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Focus on products that are
value-added, consumeroriented
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Branded food products
Strategic Alliance With Food
Export USA
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Alliance began April 1, 2000
Common strategy in complementary
markets
Coordinated activities with similar
tactics
We have seen many benefits…
Food Export USA
Members
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Delaware Department of Agriculture
Maine Department of Agriculture
Massachusetts Department of
Agricultural Resources
New Hampshire Department of
Agriculture
New Jersey Department of
Agriculture
New York Department of Agriculture
and Markets
Pennsylvania Department of
Agriculture
Rhode Island Department Corp.
Vermont Agency of Agriculture, Food
and Markets
FAS Program Funding
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Annual Application Process (UES)
Competitive with other Cooperators
and State Regional Trade Groups
(SRTGs)
Products not handled by other
Cooperators - mostly value-added,
consumer-oriented products
Subject to Foreign Ag. Service (FAS)
regulations on reimbursement
Programs & Services
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Focus on providing export services
to small, value-added Midwestern
companies
•Exporter Education
•Market Entry
•Market Promotion
In- Market Representatives
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Canada (M)
Mexico (M)
Mercosur (M)
Japan (M)
Korea (M)
India (M)
Hong Kong (M)
China (M)
Taiwan (M)
Southeast Asia (M)
(M) MIATCO
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Canada (F)
Caribbean (F)
Central America (F)
Germany (F)
United Kingdom (F)
France (F)
Czech Republic &
Hungary (F)
Middle East (F)
Seafood (F)
(F) Food Export USA
Export Education
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Newsletter: Global Food
Marketer
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Educational Seminars
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Web Site, (www.miatco.org)
TM
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Food Export Helpline
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Export Essentials Online
Newsletter
•Covers MIATCO and
Food Export USA
activities.
•Calendar of Events
•Market Updates
•Marketing Tips
•Column by Dennis
Lynch, Food Export
Helpline Counselor
Educational Seminars
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In collaboration with our member states
Expert presenters and export-related service
providers.
Tailored to the local audience
Among the topics covered
• Overseas opportunities and challenges
• Step by step breakdown of export transactions
• MIATCO and Food Export USA programs and services
Food Export Helpline
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Customized assistance based on exporters
specific needs
Top markets, strategy, pricing, transportation &
logistics
Assistance for suppliers on how to get ready for
Buyers’ Missions and Trade shows.
No fee, but registration is required.
Brochures available.
Export Essentials Online
10 Module Online Training System
1. Exploring Export Options
2. Market Research
3. The Export Marketing
Mix
4. Strategic Planning
5. International Marketing
Activities
6. Pricing, Quoting & Terms
of Sale
7. Logistics & Physical
Distribution
8. Documentation &
Procedures
9. Payment Methods &
Strategies
10. Exporting-A Business of
Details
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Low cost and flexible
Free demo at
www.exportessentials.org
Market Entry
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Market Builder
SM
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Food Show PLUS!
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Buyers Missions
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Trade Missions
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Trade Lead Connection
MARKET BUILDER SERVICE
SERVICES INCLUDE:
MARKET SCAN & REP FINDER
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Service designed to help companies understand product
potential
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Assists companies to make and solidify market contacts
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Assists companies to determine strategic plan
Market Scan
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Store Check and Distribution Analysis
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Helps participants to determine whether products similar to theirs are
being sold in the foreign market
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Competitive Product Shopping
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Participants receive product samples of similar and competing products
sold in the market
3.
Importation Analysis
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Participants receive a report that identifies regulations and restrictions
affecting the importation of the product into the country
Distributor Referrals
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Samples and literature are given to pre-qualified importers
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Companies receive a distributor referral report and targeted importer list
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Provides feedback on company products from active importers, including
product size, packaging, labeling, taste, formulation, shelf life, price and
market suitability
Rep Finder
Distributor Referrals
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Samples and literature are given to pre-qualified importers
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Companies receive a distributor referral report and targeted
importer list
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Provides feedback on company products from active importers,
including product size, packaging, labeling, taste, formulation,
shelf life, price and market suitability
2.
Market Visits
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Company representative will travel to local market to follow-up
on research provided in steps one and two
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Company will receive assistance with hotel arrangements and
logistics, an introductory market briefings and a meeting
schedule with potential buyers
MARKET BUILDER SERVICE
Available in the following markets:
Japan
Caribbean
Korea
China
Czech Republic Canada
England
Mercosur
France
Mexico
Middle East
Germany
Hungary
Taiwan
India
Southeast Asia
Central
America
Hong Kong
Taiwan
FOOD SHOW PLUS! Services
tm
• Assisting exhibitors with registration
• Pre-show product research regarding pricing, import
regulations, competitor analysis
• Targeted invitation of qualified buyers to exhibitor booths
and setting appointments
• Translation of exhibitor materials for show visitors
• Providing technical interpreters at the show booth
• On-site show assistance by local in-market
representative
FOOD SHOW PLUS! Services
tm
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In-market briefing and local industry tours
Qualifying exhibitors’ leads from the show and conducting checks on
the top few.
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Writing and sending a generic follow-up letter in the local language
to all contacts.
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Services provided to tradeshow exhibitors
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Adds value to the trade show experience
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Provides more potential for sales
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Takes intimidation factor out of tradeshow
BUYERS MISSION
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Brings buyers from target
countries to U.S.
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One-On-One Meetings with
buyers and suppliers
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Usually in conjunction with
a trade show
Trade Missions
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A three-day activity to bring exporters to a targeted market
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Participants receive import analysis and competitive product
check
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Seminars on product and label requirements
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A table-top reception for suppliers to feature products to many
buyers
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One-On-One MEETINGS with buyers.
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Companies featured in a mission brochure that is printed in the
local language
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Essential tools provided such as ground transportation and
interpreters throughout the mission
Trade Lead Connection
•Leads are received from in-market representatives, FAS
Overseas Offices and leads from our website.
•Lead is sent to states and registered companies within
24 hours
•Companies must register to receive the full lead. If
companies are not registered for the service but meet the
product request, they will receive a partial lead and
encouraged to sign up!
•Registered companies will complete an evaluation at the
end of the year
Market Promotion
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Branded Program
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In-Store Promotions
Retail and Foodservice
Promotions
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Usually at request of market
Broad category of products
Ideally with some assurance of long-term
product placement
Not a primary part of our strategy
Performance Measures
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Actual increase in export sales
Projected increase in export sales
Number of new distributorships established
Number of companies with a first-time export
sale in a market
Number of new contacts between exporters
and foreign buyers
Number of companies who increase export
sales 20% or more
MIATCO’s
Branded Program
Branded Program
Overview
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Cost share assistance for brand products in foreign
markets
50% cost reimbursement of eligible expenses
U.S. Food & agricultural products only
Application from a U.S. Company
Small companies only (<500 employees) or
cooperatives
Products not covered by another industry group
What Are Eligible Expenses?
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Advertisements and publications
International trade shows (incl. Limited
travel costs)
Promotions & demonstrations
Public relations and seminars
Freight costs for samples
Package and label changes
Certain domestic trade shows
Requirements of the
Program
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All products minimum 50% U.S. Agricultural
origin
All products promoted as “Made in USA”
Activities approved in advance
Company incurs all expenses up front
Funds released on a reimbursement basis,
subject to documentation
Importer/distributor expenses also eligible
Other Details:
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Maximum request is $250,000
Minimum request is $2,500
$200 application fee
• non-refundable
6% administrative fee
• non-refundable
• based on approved allocation
Expenses incurred before approval are NOT eligible
(except for pre-payment of booth/travel expenses)
Five year country limit (additional 5yrs for specific
shows)