Building Overseas Infrastructure Growing Your International Business Craig A Harvey Chair, MSDEC

Preparing for First Sale Identify Market Team Organization –Advertising Leverage available free or subsidized resources –Gold Key US Commercial Service –Market Assistance, Trade Missions, MDA –Financing EXIM Bank –Support Local, Remote –Licensing (issues)

Working the Deal- Limiting Risk and Ensuring Payment Know your agent, partner Explore International Channels Offering credit – export bank Freight forwarding Carrier Insurance/liability

US and Overseas Trade Regulations KNOW THE LAW or KNOW SOMEONE WHO KNOWS THE LAW - Ignorance indefensible –U.S. Commercial Service –Logistics Partners –Logistics Integrators

Determining Viable Markets U.S. Commercial Service – Gold Key EXIM Bank Mississippi Development Authority – Trade Missions EDU – Graduate Students, Study Abroad

Overseas Representation Identifying – Who are key players, if any Screening – Check references, ask questions, treat like RFP Selecting – Set metrics, use incentives, keep your agent engaged, be fair.

Overseas Travel U.S. State Department –Check health risk –Check safety issues Preparation –Get Shots –Understand Culture –Understand what makes an insult Risk –How SAFE is a visit –How NECESSARY is a visit (mind your insurance)

After Sales Service Networks How will you manage product support How will you manage warranty replacements, etc. –Different rules in different countries What about ongoing revenue streams, annual maintenance for software, upgrades, etc.

Overseas Channels Managing –Getting Agents and Partners to focus appropriate attention on your product Motivating –Sufficient points for your and their profits? –Competitive or Exclusive –Sales regions or open competition

Summary In 2007, more than 1000 Mississippi firms exported $5.2 billion in products to 168 foreign destinations supporting more than 50,000 direct related jobs in the State. – MDA Web Site If you're a U.S. company, the U.S. Commercial Service offers four ways to grow your international sales: world-class market research trade events that promote your product or service to qualified buyers introductions to qualified buyers and distributors counseling through every step of the export process

MISSISSIPPI WORLD TRADE CENTER The Mississippi World Trade Center is a non-profit membership organization dedicated to assisting Mississippi businesses with all aspects of international trade. Providing a central source of business information, the MSWTC helps to find and capitalize on trading opportunities anywhere. More than 70 percent of the world’s purchasing power can be attributed to markets outside the U.S. Businesses that take advantage of foreign markets through export opportunities can access this purchase power to achieve fiscal growth. Whether you’re an experienced exporter, or just getting started, FedEx together with the U.S. Commercial Service can offer you resources to make exporting easier. To get started today, contact FedEx and the U.S. Commercial Service at USATRADE.