1 Exporting from the Exporter Perspective Long Island Import Export Association May 15 th, 2008

2 Overview Who is UTStarcom? Customer Base Sales vs. Operations Corporate Responsibility Examples When is it worth it?

3 Who is UTStarcom? UTStarcom is a global leader in the manufacture, integration and support of IP-based, end-to-end networking and telecommunications solutions. UTStarcom Personal Communications Division - Importer and distributor of Wireless Products and Accessories

4 Our Domestic Customers

5 While Importing is the Focus.. Sales Diversification is key to our business

66 Export Customer Base

7 SALES vs. OPERATIONS Now the Battle Begins

What is our Responsibility? Know our Customer (Denied Party?) Where are they from? Where are the products going? Address / Headquarters How Long in Business? Website - If they are a carrier, who else supplies products for them? How are they planning on promoting our products? Sales Team is vouching for them, but I always ask questions! Keep educating the sales teams

Greater Focus on Each Region What is going on in each Country we ship to? War Political Unrest Elections Strikes / Labor Strife Customs Delays Cargo Back Logs Currency Fluctuations / Changes Weather / Natural Disasters This will help structure your deal (Incoterms) Are you going to get paid?

10 Movilnet / Venezuela Life with Hugo Chavez has not been easy But Movilnet is a strong customer 2 years ago…no cargo landings for 3 days in Caracas (American Aircraft Only) Changed Venezuela’s Currency Free Time in Caracas from 6 to 10 days Combat Theft / Pilferage Forwarder / Airline / Broker Approved document

11 Bolivia / The New Challenge Land locked country (Ocean Cargo a problem) Un-chartered Territory for UT Received plenty of “RED-TAPE” info already Government Control of National Airline No lift Capacity until June 1 st, 2008 Time to check out the scales of business sense

12 Scales of Business Sense Total Employee Hours Payments Risk Factors Relationship Potential This could be the big one How many headaches? Fits overall budget Prepaid? / Letter Credit Incoterms / Region Fit Quarterly Buyer 20% Profit Margin Headaches are Manageable

13 Conclusion: Conclusion: Exporting is a key component of the UT Model Do your research because it is your responsibility Respect your sales team, they need you as much as you need them (I’ll never let them know) Figure out what the Cost vs. Benefit is doing business in different regions Keep Educating your teams and stay on top of current events.

14 Contact Info: PJ Moffett International Logistics Manager / Customs Compliance 555 Wireless Boulevard Hauppauge NY Tel#