1. Manoj Desai Commercial Officer U.S. Commercial Service Louisiana
IFFCBANO – 2018 International Trade Symposium Working Together to Increase U.S. Exports May 19, 2018
Manoj Desai
Commercial Officer
U.S. Commercial Service Louisiana

2. AGENDA Exports Matter for Louisiana About the U.S. Commercial Service
How we can work together
Exercise
Conclusion

3. Our Region is an Export Powerhouse

4. Our Region is an Export Powerhouse

5. Who’s Exporting?

6. Where the customers are
Global Population
Global Economic Output
You may think that foreign markets are too far away to worry about.
But your domestic clients only represent a fraction of the domestic market, which are only a tiny fraction of the global market.
Your Asian and European competition know this, and are already pursuing these markets.

7. Why your companies should sell globally
Beat the competition
Diversify their clientele & revenues
Strengthen Innovation and Global Competitiveness
More Business for You
Let me make myself clear: if you’re not exporting, you expose yourself to enhanced competitive risk (alpha), and you are leaving money on the table (beta)

8. Let Us Help Your Clients Sell Overseas
The U.S. Commercial Service is the lead trade promotion agency of the U.S. government. U.S. Commercial Service trade professionals in over 100 U.S. cities and more than 75 countries help U.S. companies get started in exporting or increase sales to new global markets. To find a U.S. office near you, visit export.gov/usoffices

9. Who do we work with?
Experienced exporters
Passive exporters
New to export
Goods OR services
Universities & Tourism Bureaus
Small OR large (though we have subsidized offerings for SMEs)

10. Experienced Exporters: When should you call us in?
“We’re evaluating a new market / new international buyer.”
“We just lost our distributor / contract in country X, but we’re doing well domestically.”
“We may need more staff if we win this big project in country Y.”
“We’re headed to a trade show / visit a major customer abroad next month.”
“We keep running into unexpected delays and costs selling our goods / services abroad.”

11. Passive Exporter: Who’s leaving money on the table?
“We have a third party handle exporting for us.”
“Yeah, we sell to Canada, but that’s not really international.”
“We’ve tried international, but it’s a lot of trouble.”
Responds to international customer inquiries (usually), but has little expertise, focus, or strategy.
Small investments and adjustments =
increased capacity, revenue, and jobs.

12. What Happens When We Help Companies?

13. We Open Doors No One Else Can
• There’s always a U.S. Commercial Service close to where you are. Assistance is just a phone call, , or visit away.
• U.S. Commercial Service trade counseling is customized, extensive, and focused on the needs of your company—no cookie-cutter approach.
• Once you connect with your local U.S. Commercial Service office, our worldwide network of trade professionals is at your disposal.
• Through relationships with foreign governments, buyers, and business leaders, we connect you with best prospects for your business. There’s a U.S. Commercial Service presence in 90 percent of U.S. export markets.
• We offer unparalleled industry and market expertise and assistance that addresses the unique exporting challenges of your industry.
• Every year, we help U.S. companies like yours export goods and services worth billions of dollars.
Global network of trade professionals
Business relationships with foreign governments, buyers, and business leaders worldwide

14. Doing Business Internationally Just Got Easier
Making your first sale? Entering new markets? We have the expertise you need to tap into lucrative opportunities and increase your bottom line.
• Market Intelligence. Easy-to-use resources help you explore the best trade opportunities.
• Trade Counseling. Trade professionals at an office near you can provide customized assistance to help you export successfully.
• Business Matchmaking. Expert advice is always available on the best ways to connect with promising buyers and partners.
• Commercial Diplomacy/Trade Dispute Assistance. We connect you with the help you need in-country, on the ground.
Market Intelligence
Customized Trade Counseling
Business Matchmaking
Commercial Diplomacy
Web site globalization

15. How can we work together?
We can assist your clients on:
Developing an export plan
Finding the right local partner
Select the right markets
Identify regulatory issues in advance
You can play an important role in identifying regulatory challenges, nontariff barriers, and technical barriers to trade. One of our priority goals is to identify and reduce trade barriers
Grow your customer base by:
Partnering with the Louisiana District Export Council to support and convene programming like export controls seminars, our recent European logistics seminar, or our frequent country-specific market briefings.
Mutual referrals
Joint outreach
PR (e.g. Export Achievement Certificates)

16. Exercise
On your own:
Of your universe of clients, who might benefit from US Commercial Service resources?
How would you classify them? (experienced, passive, new, service/goods?)
Based on your existing knowledge of their business, what challenges might they face?
Based on your existing knowledge, what competitive advantages might they have?

17. In Conclusion
We have an opportunity to leverage synergies between IFFCBANO and U.S. Commercial Services
We can work together to diversify and increase your client base
We can support your clients can in:
Developing an export plan
Finding the right local partner
Selecting & entering the right markets
Identifying regulatory issues in advance
Providing Market Intelligence and Counseling