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ROADMAP FOR EMERGING EXPORTERSPresented by:
John Ziobro- Principal Consultant, Spectra MedEx LLC
Koreen Grube- US Commercial Service Export Assistance Center
Mark Rhoda-Reis- Wisconsin Economic Development Corporation
EXPORT PROFILE
Wisconsin’s
WORLD POPULATION 2050
Australia
(0.5%)Africa
(27.4%)
Asia
(54.0%)N. America
(4.1%)
S. America
(7.9%)
Europe
(6.1%)
% OF GLOBAL POPULATION
GROWTH OF GLOBAL MIDDLE CLASS
2030 MIDDLE CLASS CONSUMPTION
0
2
4
6
8
10
12
14
USA India China
United States
$4 TRILLION
7%
China
$10 TRILLION
18%
India
$12.8 TRILLION
23%
2009 2020 2030 2009 2020 2030 2009 2020 2030
WISCONSIN EXPORT OPPORTUNITIES
$0
$15
$30
$45
$60
2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 2021
Series 1
Ex
po
rt Va
lue
(Billio
ns
)
2016 PROJECTED
Small Exporters Large Exporters Small Exporters Large Exporters
WHO IS EXPORTING?
U.S. Exporters estimated at 304,000
Wisconsin Exporters 11,963 in 2012
COMPARISON TO OTHER STATES 2013
Export More than WI
Export Less than WI
Milwaukee, WI $9.2 billion
Madison, WI $2.2 billion
Oshkosh, WI $1.5 billion
Racine, WI $1.5 billion
Green Bay, WI $1.0 billion
Appleton, WI $972 million
Janesville, WI $923 million
Eau Claire, WI $772 million
La Crosse, WI-MN $695 million
Sheboygan, WI $611 million
Fond du Lac, WI $582 million
Wausau, WI $296 million
WISCONSIN EXPORTS BY METROPOLITAN STATISTICAL AREA
WISCONSIN EXPORT PRODUCTS 2013
$6.8B Industrial
Machinery
$2.2B Instruments
$2.2B Electrical
Machinery
$1.9B Vehicles/Non
-Railway
29.5%State Exports
9.9%State Exports
9.6%State Exports
8.4%State Exports
$952M Plastics
Paper
Products
Iron/Steel
Products
$925M
$440M
Dairy/Eggs/
Honey$399M
Printed Matter$396M
Furniture and
Bedding$348M
EXPORT PRODUCTS IN WHICH WISCONSIN LEADS THE COUNTRY 2013
Arc Welding
Machinery
61%Self-Copy Paper
41%Cranberries,
Prepared or
Preserved
34%Magnetic
Resonance
Imaging
Apparatus
32%Fire Fighting
Vehicles
37%
TOP FIVE EXPORT DESTINATIONS: 2013
Canada
32.5%
(% Share of Wisconsin Exports)
Top 5 Exports to Canada
1. Industrial Machinery ($1.6 billion)
2. Electrical Machinery ($646 million)
3. Vehicles ($614 million)
4. Paper Products ($538 million)
5. Plastic Products ($402 million)
TOP FIVE EXPORT DESTINATIONS: 2013 (% Share of Wisconsin Exports)
Top 5 Exports to Mexico
1. Industrial Machinery ($685 million)
2. Electrical Machinery ($373 million)
3. Vehicles ($351 million)
4. Plastic Products ($196 million)
5. Medical/Scientific Instruments ($121 million)
Mexico
10.9%
TOP FIVE EXPORT DESTINATIONS: 2014
Canada34%
Mexico12%
China7%
Japan4%
UK3%
All Others40%
Export US$ million
Total Wisconsin Exports 2014 US$23.43 billion 1.40% increase from 2013
Source: US Census Trade Data Set, GTIS Global Trade Navigator
TOP TEN EXPORT DESTINATIONS 2014 MEDICAL DEVICES AND PHARMACEUTICALS
Total Wisconsin Exports 2014 US$1.89billion 0.98% increase from 2013
Source: US Census Trade Data Set, GTIS Global Trade Navigator
China14%
France13%
Japan11%
Canada6%
Mexico5%
Brazil5%
Germany4%
UK4%
India3%
Australia3%
All Others32%
ROADMAP FOR EMERGING EXPORTERS• Readiness for Export
• Market Selection
• Marketing, Operations, Logistics &
Compliance
• Payment & Finance
ROADMAP- MILESTONE 1READINESS FOR EXPORT
ARE YOU READY TO….?
• Commit, as the CEO, president or owner, your and the
organization’s resources to being successful internationally?
• Make or modify your product or service to be accepted in the
local market?
• Prepare international strategic, operating and marketing plans?
• Secure the financial resources to support the marketing, sales
and product development requirements?
• Provide training and information to develop shipping,
documentation and export compliance capabilities?
• Understand international payment terms, credit and financing
mechanisms?
• Deliver the same level of quality and service as your domestic
customers?
MILESTONE 1 READINESS
Main Export Portals
• www.Export.Gov
• www.Export.Gov/ Wisconsin
Export Technical Assistance
• US Commercial Service – Export Assistance Center
• WI DATCP (Department of Agriculture Trade & Consumer Protection)
• Wisconsin Economic Development Corporation
ROADMAP – MILESTONE 2MARKET SELECTION
MARKET RESEARCH & TRADE DATA ANALYSIS
Market Research Database
• Country Commercial Guides– http://export.gov/mrktresearch/index.asp
Trade Data and Analysis
• TradeStats Express– http://tse.export.gov/TSE/TSEhome.aspx
• Global Tariff Database
– http://export.customsinfo.com/Default.aspx
Webinars
• http://export.gov/webinars/index.asp
C-LEVEL, INTERNATIONAL BUSINESS
DEVELOPMENT PROCESS–
ExporTech Lite™
• Better evaluation, pre-qualify, discussion
• Summarize full program
ExporTech™ 2015
• Port Washington: January- March
• Madison: March - May
• Waukesha: April - June
ExporTech Boost™
• Six months following three month ExporTech
• Unlimited access phone lifelines and on-site assistance, go-to-marketing connection
ExporTech™
EXPORT COACHES
WORK ONE-ON-ONE
WITH TWO OR
THREE FIRMS
EXPORT COACHES
WORK ONE-ON-ONE
WITH TWO OR
THREE FIRMS
EXPORTECH™ MODEL
Rationale & Strategy for International Growth
The International Imperative
Successful Export Strategies
Plan Template
Learning Priorities
SESSION 1
Gain commitment &explore strategy
OUTCOME
Mechanics of Exporting
Custom Agenda based on identified company needs
e.g. Financing, Export Licensing, IP Risk or
Logistics
SESSION 2
Identify and remove obstacles
OUTCOME
Customized Export Growth Plan
Panel Review of each company plan with expert feedback and coaching
SESSION 2
Create International Growth Plan
OUTCOME
8 HOURS 8 HOURS 8 HOURS7 HOURS7 HOURS
Results: $600k-$900k Incremental
Revenue in 12 Months.
INTERCONNECT NEWSLETTER
ROADMAP - MILESTONE 3MARKETING, OPERATIONS, LOGISTICS & COMPLIANCE
MARKET ENTRY AND EXPANSION
Technical Consultations
Market Assessments
Partner Searches
Business Meeting Facilitation
Export Documentation & Certification
Company Registration Checks
GOLD KEY SERVICE
Benefits
• Your own trade mission
• Pre-screened appointment with vetted target partners (buyer, distributors, agents)
– Market and industry briefings by in-country experts
– Assistance with local travel, lodging, interpreters
• Saves you time and money
• Find the right partner quickly
Timing
• Complete questionnaire – Day 1
• Conference call with post – Day 7
• Premarket Assessment – Day 14-21
• Invoicing/Payment- Day 21-28
• Partner Search begins – Day 28
• Mid-Term Report – Day 49
• Final Report – Day 70
US DEPARTMENT OF COMMERCE ONLINE RESOURCES
A Basic Guide to Exporting
• http://www.export.gov/basicguide/Export Management and Compliance
Export Management and Compliance Program
• www.bis.doc.gov/index.php/compliance-a-training/export-management-a-
compliance
Trade Events
• http://export.gov/tradeevents/index.asp
US DEPARTMENT OF COMMERCE BUSINESS MATCHMAKING
Domestic Trade Shows: International Buyer Program
Matchmaking between exhibitors and foreign buyers
Exposure to international buyers without leaving the U.S.
www.export.gov/ibp
Upcoming Shows
Natural Products Expo West – March 2015
HIMSS Annual Conference & Exhibition – April 2015
BIO International Convention – June 2015
AACC Annual Meeting – July 2015
Greater NY Dental Meeting – November 2015
US DEPARTMENT OF COMMERCE BUSINESS MATCHMAKING
Foreign Trade Shows: U.S. Exhibitor Outreach
programsU.S. pavilions put you in the best int’l trade shows with access to thousands of buyers.
Our team of Commercial Specialists arrange one-on-one meetings with potential buyers.
http://export.gov/eac/trade_events.asp
Upcoming ShowsBIO Europe – March 2015
International Dental Show – March 2015
Mumbai Medical Fair – March 2015
China Medical Equipment Fair – May 2015
Hospitalar – May 2015
Biotechnica – October 2015
MEDICA – November 2015
Arab Health – January 2016
US DEPARTMENT OF COMMERCE BUSINESS MATCHMAKING
International Trade Missions
Led by senior U.S. government officials – opens doors
1-on-1 meetings with distributors, government and industry
officials, prospective customers, and U.S. Embassy officials.
http://export.gov/trademissions/index.asp
Upcoming MissionsHealth Care Equipment, Services & Technologies Trade Mission to Egypt, Jordan, Israel (optional stop in the West Bank city of Ramallah)• May 16 – 21, 2015• Goals: To facilitate greater access to the Egypt, Jordan, and Israel
markets by providing participants with:– First-hand market information– Access to government decision makers– One-on-one appointments with business contacts, including potential agents,
distributors, and partners.
US DEPARTMENT OF COMMERCE WEBINARS
Update on EU Medical Device Regulations
DATE: Tuesday, February 24, 2015
TIME: 11:00 AM (EASTERN)
COST: $35
Join our industry experts for a one and a half-hour webinar to learn what current and upcoming changes to expect with regards to EU Regulations for Medical Devices. The webinar is expected to last approximately one hour leaving 30 minutes for Q&A.
TOPICS COVERED
EU Legislative Process (implementation & deadlines)
NEW Provisions (requirements & compliance)
Labeling & Electronic Labeling
Unannounced visits by Notified Bodies
RoHS2001/65/EC impact on medical devices
Impact on Authorized Representative (Mandate)
SPEAKERS
Mr. Doram Elkayam, COO, Obelis
Ms. Sylvia Mohr, Commercial Specialist, U.S. Mission to the European Union
Moderator- Koreen Grube, CS Milwaukee, Medical Device Subsector Lead
To Register: https://emenuapps.ita.doc.gov/ePublic/event/editWebReg.do?SmartCode=5Q3L
MARKET ACCESS GRANT
Up to $25,000 within WEDC’s fiscal year
Applicable for companies new-to-export or continuing international market expansion
Provides grant recipients with educational and financial support
Examples of eligible expenses:
• Trade Trips, Market Customization, Export Education & Competency Building Consulting Services
WEDC GLOBAL NETWORK
The Americas
and the Caribbean
Canada
Mexico
Chile
Brazil
Colombia
Peru
Argentina
Costa Rica
Jamaica
Dominican Republic
Nicaragua
Panama
Uruguay
Europe
United Kingdom
France
The Netherlands
Belgium
Luxembourg
Germany
Poland
Czech Republic
Ukraine
Russia
Bulgaria
Croatia
Estonia
Hungary
Latvia
Lithuania
Romania
Slovakia
Slovenia
India, Middle East,
Africa
India
United Arab Emirates
Saudi Arabia
Kuwait
Bahrain
Qatar
Oman
South Africa
Botswana
Mauritius
Malawi
Namibia
Lesotho
Swaziland
Mozambique
Tanzania
Zambia
Asia Pacific
China
South Korea
Indonesia
Australia
New Zealand
WEDC GLOBAL NETWORK
• Macroeconomic & Industry analysis
• Competitive product analysis
• Marketing & sales channels
• Tariffs, taxes, and other costs
• Regulatory issues
• Product review up to 5 HTS numbers
• Market Assessment
• Vetting of agent, distributor, representative
• Business appointments
• Teleconference options
• Assistance with in-country meetings
• Assistance with meeting coordination
• Travel logistics
• Service provider referrals
• Based on hourly charge
• Specialized research reports
• Marketing functions or company representation
INDUSTRY, PRODUCT
AND/OR MARKET
ASSESSMENT PARTNER SEARCHBUSINESS MEETING
FACILITATION
CUSTOMIZED
PROJECTS
WEDC TRADE VENTURES 2014 - 2015
North America
• Canada – March 1-7, 2015
• Mexico – March 15-20, 2015
Europe
• Germany, France & Spain – April 12-22, 2015
East Africa
• Kenya and Tanzania – May, 2015
Asia
• Japan, South Korea, China – September, 2015
Market Assessment, Partner Search, Business Meeting Facilitation Specific to Your Company and Products
ROADMAP MILESTONE – 4PAYMENT
RESOURCES FOR INTERNATIONAL PAYMENT & FINANCING
IncoTerms 2010®
• www.export.gov/faq/eg_main_023922.asp
Trade Finance Guide
• http://trade.gov/publications/abstracts/trade-finance-guide-2008.asp
Your Business Banker
• Documentary Collections, Letters of Credit, Bank Wire Transfers, ForEx
Federal Resources
• EXIM Bank: Foreign Buyer Working Capital Financing
– http://www.exim.gov/
• SBA Export Loans:
– http://www.sba.gov/content/financing-your-small-business-exports-foreign-investments-or-
projects
SERVICES OF OTHER RESOURCES/PARTNERS
Milwaukee World Trade Association
Madison International Trade Association
International Credit Executives
UW-Madison Center for International Business Education and Research
UW-Whitewater Global Business Resource Center
BioForward
COMPANY EXPERIENCE
Medical Devices, Medicines, Diagnostics
• Regulatory Considerations
• Pricing
• Marketing
• Logistics
Are you ready?
We can help!
Katy Sinnott
Vice President
International Business Development
Ph: 608-210-6838
Stanley Pfrang
Market Development Director –
Europe, India, Middle East, Africa
ph: (608) 210-6777
Patrick Roetker
Protocol Officer
ph: (608) 210-6747
Mark Rhoda-Reis
International Business Director
Business Attraction
Market Development Latin America & Asia
ph: (608) 210-6757
Brad Schneider
Export Development Manager
Market Development - Canada
ph: (608) 210-6890
Monica Wahlberg
International Grants Administrator
ph: (608) 210-6734
WEDC - INTERNATIONAL
Thank You
Gracias
XieXie
Merci Beaucoup
Grazie
Obrigado!
