1. Magaly Sanchez International Trade Specialist, IBA magaly@nmiba.com 575-589-2200

2. Why export? Global Market Competition Global Economies of Scale Increase Profits Increase Sales Export

3. Is my company ready to export? Indicators: Competitive product or service Product or service suited for other countries Capacity for serving international markets Production capacity Know-how and managerial expertise Financial resources for overcoming entry barriers

4. Keep in mind: Samples, promotional materials (websites) Regulations: Mark (European Union) ISO 9000/9001 (quality) Export documentation (custom broker) Tariffs and taxes Logistics/transportation

5. Sources for business regulations: Economist Intelligence Unite “Country Commerce” World Bank database www.doingbusiness.orgwww.doingbusiness.org How Easy Is To Do Business In Different Countries?

6. Export Documentation: Commercial invoice (usually to determine tariff) Harmonized Tariff Schedule www.dataweb.usitc.gov Shippers Export Declaration (US gov’t form) Export licenses for sensitive products (ITAR)

7. Bill of Lading Certificate of Origin for NAFTA Document to receive LOWER TARIFF or NO TARIFF in products manufactured in the US, Mexico or Canada when exporting. Export Documentation:

8. Logistics and transportation: Incoterms (series of terms) Who pays for transportation Who is responsible for insurance Way of delivery For freight or transportation you will need to hire an intermediary and a custom broker

9. Where do I identify market opportunities? Typically companies enter markets that are similar or near: Geography Economic conditions Culture Regulations

10. Trends that make exporting easier for small businesses Transportation costs Communications innovations Many countries are experiencing more economic growth than the US

11. Leading Export Markets for the United States in 2011 CountryExports from USCountryExports from US 1.Canada$281 billion6.Germany$49 billion 2.Mexico$198 billion7.South Korea$44 billion 3.China$104 billion8.Brazil$43 billion 4.Japan$66 billion9.Netherlands$43 billion 5.United Kingdom $56 billion10.Hong Kong$37 billion

12. Leading Export Markets for New Mexico Products in 2011 CountryExports from NMCountryExports from US 1.Mexico$464 million6.Germany$79 million 2.Israel$442 million7.Japan$59 million 3.Canada$349 million8.Thailand$44 million 4.China$90 million9.Hong Kong$31 million 5.United Kingdom $81 million10.South Korea$30 million

13. Leading Export Products for New Mexico in 2011 ($2.1 billion) ProductExportsProductExports Integrated circuits$439 millionPipe taps, cocks, valves, etc. $67 million Civilian aircraft, engines & parts $103 millionCheese and curd$65 million Semiconductors & photovoltaics $86 millionElectric apparatus for line telephony $55 million Oil (light oils & preparations) $75 millionLiquid pumps or elevators $54 million Chemical elements for electronics $68 millionPaintings, drawings or collages $50 million Computer, electronics, metal products, food, transportation equipment

14. A big opportunity for New Mexico Small Business: To Use Gateway to Exporting Program

15. Additional Resources: SBA Export Business Planner www.sba.gov/exportbusinessplanner US Department of Commerce Gateway to Exporting Webinars http://www.nmiba.com/gateway/webinars.html

16. Thank you!