1. NAAMO, July 13, 2015 Bonita Oehlke MA Department of Agricultural Resources Export Market Development for MA … growing Massachusetts farm, fish and food businesses

2. MA products around the world Artisanal jams are sold at farmers markets and specialty retailers in the Northeast and Japan. Clam chowder from MA is enjoyed in Bermuda and Panama, tortillas, baked goods and gourmet hot fudge in Canada, ice cream in Singapore, Hong Kong, and the UAE. MA peanut butter and sauces are in Lebanon, craft beer in Sweden, and beverages in south Korea… And cranberries and seafood throughout Europe and Asia.

3. Background USDA Farm Bill $200 million line item, Market Access Program (MAP) with funds allocated to some 60 cooperator groups National Brewers Association Distilled Spirits Council of United States US Dairy Export Council National Confectioners Association National Association of Specialty Food Trade Cranberry Marketing Committee Food Export USA Northeast

4. USDA Cooperators All USDA Cooperators administer USDA Foreign Agricultural Service Market Access Program (MAP) funding to help food companies develop and expand sales to foreign markets Food Export USA NE board of directors are the ten Commissioners and Secretaries of Agriculture in the Northeast, including Commissioner Lebeaux from MDAR.

5. State Regional Trade Groups

6. Products Value-added, Consumer-oriented products Branded food products Snack Foods Convenience Foods Natural Products Specialty Foods Private Label Food Ingredients Foodservice Products Other Value-Added Agricultural Products Seafood

7. Share an Executive Director with the midwest Board of Directors/officers from 10 member states Contracts with 18 in-country marketing representatives for up-to-date, relevant, market research, industry contracts for Buyers Missions and trade servicing Member states pay dues based on formula, including company participation in Branded Program Food Export USA Northeast

8. Outreach and Education Market Entry Market Promotion Work with other states, IMRs, ATOs, and in- state partners including the Mass Export Center, MOITI, SBA and Commerce Program offerings

9. Food Export Resources Export Essentials Online Seminars and Webinars Helpline Buyers Missions Focused Trade Missions Food Show PLUS! Market Builder Online Product Catalog Branded Program

10. Supports the promotion of branded and private label food and agricultural products in foreign markets. Participant companies 50% cost reimbursement for eligible international marketing and promotional activities. International Tradeshows Travel to exhibit a international tradeshows and approved trade missions Booth costs and supplies Rented equipment Freight costs Temporary signage Product literature Interpreters and translators Giveaway items Promotions and Demonstrations In-store and foodservice promotions End of aisle displays Freight for samples Temporary displays Consumer and trade demonstrations Public Relations and Seminars Editorial placements Space and equipment rental Duplication of seminar materials Press releases Press packets

11. Branded Program About $1 M awarded annually to MA companies $250 admin fee, 6% of requested funds 50% of eligible expenses reimbursed Prequalification based on at least 50% US ingredients by weight and company size verification (large companies welcome in Generic) $5,000 - $300,000 allocations, based on marketing plan and committee approval

12. Branded Program Snapshot Trade Show Booth Expenses Advertisements In-Store Promotions Other Travel Misc. Trade Show Expenses Promotional literature Label Modifications Demonstrations Freight for samples Give Away Items Technical seminars Direct Mail

13. MA Generic program participation

14. Food Export Buyers Missions

15. Top MDAR Agricultural Exports * Excludes Seafood Reference: U.S Census Bureau and Department of Commerce

16. Lobsters, Live, Fresh,ch, Dried, Saltd Or In Brine 191,493,265179,987,619 Scallops Incl Queen, Frozen/dried/salted/in Brine 93,183,04894,854,996 Cranberries, Prepared Or Preserved 63,440,20751,089,022 Ice Cream And Other Edible Ice, With Cocoa Or Not 59,659,56565,720,386 Cranberry Juice Nt Fortified Unfermented No Spirit 35,795,99945,847,995 Scallops Incl Queen Scallops, Live, Fresh, Chilled 25,663,07332,149,896 Fish, Prepared Or Preserved, Whole Or Pieces 19,906,28713,483,933 Bread, Pastry, Cakes, Etc Puddings 18,618,02024,287,211 Peanuts, Prepared Or Preserved, 1,059,924890,617 Fermented Beverages (cider, Perry, Mead Etc) 11,556,179127,630 Herrings, Frozen 10,975,7165,038,049 Dogfish And Other Sharks, Frozen 8,564,9835,360,409 Sauces Etc. Mixed Condiments And Seasonings 7,893,6534,992,370 Beer Made From Malt 5,657,0184,216,065 Mlk & Crm,cntd,swt,powdr,gran/solids,nov 1.5% Fat 3,962,7664,525,964 Cranberries, Blueberries, Etc, Fresh 1,947,8902,110,914 MA Export Values 2014, 2013

17. Country20122013 World Total $ 8,875,783 $ 65,806,386 Saudi Arabia $ 2,164,108 $ 23,700,000 United Arab Emirates $ 3,172,282 $ 17,463,000 Malaysia $ 1,034,119 $ 4,802,980 Australia $ 120,802 $ 3,846,018 Indonesia $ 628,281 $ 3,383,837 Kuwait $ 183,834 $ 3,182,000 Qatar $ 270,084 $ 2,070,000 China $ 328,922 $ 1,891,195 Bahrain - $ 1,462,000 Yemen $ 86,000 $ 602,000 Ice Cream - Top Importers Reference: U.S Census Bureau and Department of Commerce

18. Country20122013 World Total $ 24,505,239 $ 51,051,386 Netherlan ds $ 9,496,748 $ 25,245,944 Canada $ 4,380,253 $ 8,588,723 Mexico $ 941,859 $ 4,221,913 United Kingdom $ 1,863,895 $ 2,239,153 Poland $ 545,466 $ 1,706,814 Germany $ 671,789 $ 749,891 Italy $ 147,884 $ 673,866 Russia- $ 669,238 Sweden $ 359,868 $ 562,686 Australia $ 361,197 $ 546,510 Cranberries Prepared/Preserved – Top Importers Reference: U.S Census Bureau and Department of Commerce

19. Countr y 20122013 World Total $ 33,793,139 $ 46,285,238 Netherla nds $ 25,304,269 $ 38,421,766 Mexico $ 5,111,579 $ 5,810,330 Australia $ 818,888 $ 389,358 Jamaica $ 129,471 $ 386,907 El Salvador - $ 305,646 Israel $ 194,160 $ 300,200 France- $ 282,000 Peru- $ 279,081 Lebanon $ 141,339 $ 55,623 Saudi Arabia - $ 25,632 Cranberry Juice - Top Importers Reference: U.S Census Bureau and Department of Commerce

20. MA seafood shipped around the globe. Known for quality, taste, sustainability. American Lobster Sea Scallops Monkfish Skate

21. Seafood Program Food Export-NE is USDA/FAS-designated authority to administer funds for export promotion program for the region’s seafood industry, since 2004. The MA Department of Agricultural Resources collaborates with Food Export NE and other states in New England to promote seafood businesses development

22. MA Seafood Exports Seafood is #1 export from MA (2012 -2014) MA ranks 3 rd in nation for exports of fish products 10% of US total exports of fish products are from MA 24% of food businesses that get Branded funds are seafood companies 2014 Lobster exports increased to over $191 M China + 41% S. Korea + 94% Hong Kong + 28% US Census Bureau and Department of Commerce

23. MA Top Seafood Exports Reference: U.S Census Bureau and Department of Commerce

24. Top Seafood Importers from MA * Fish, Crustaceans, and Aquatic Invertebrates not prepared or preserved Reference: U.S Census Bureau and Department of Commerce

25. Thank you! Bonita.Oehlke@state.ma.us 617-626-1753