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President

Tony Livoti

MBITA

Vice President

Shay Adams

AIM Medical Sales

Members

Dr. Edward Valeau

Els Group LLC

Hartnell College

President Emeritus

Marcelo Siero

IdeasSiero

Jim Faith

Trade Export

Finance Online

(TEFO)

Cristina Polesel

MBITA

General Manager

This newsletter has been
created by MBITA's editor
Cristina Polesel
cristina@mbita.org

MBITA Member Ignace Bral

The Valley International Trade Association (VITA) is a membership driven non-profit located in the San Fernando Valley in Northern Los Angeles County. The organization was founded in1979 by a group of dedicated Valley business leaders and educators who were responding to the need for a local association focused on issues in international trade. 

As a strategic partner of The Valley Economic Alliance, VITA has grown dramatically over the last 30 years presenting seminars and workshops addressing issues in International Trade. VITA features bi-monthly Networking Breakfasts with special guest speakers that address timely international trade issues such as, import, export, trade policy and legislation. These events offer valuable up-to-date information on the global marketplace and networking opportunities for VITA Members.



Much of the support of the organization is derived from its membership and a broad spectrum of experts that serve as the Board of Directors. The mission of VITA is to promote the San Fernando Valley as a leader in international trade and to help local businesses compete in the global economy. VITA Chairman, Katherine Whitman of Pomegranate International, notes that one of the additional services offered to members is access to an extensive online resource guide that includes experts willing to answer questions and steer individuals in the right direction.

Contact:

Darcy Winters
International Trade Events Manager
The Valley International Trade Association
Tel. 818-379-7000.
email: dwinters@economicalliance.org
Web:www.thevalley.net

Monterey, Ca - May 18, 2011

Presented by the Monterey Bay International Trade Association (MBITA) in cooperation with the Foreign Commercial Service of the U.S. Department of Commerce and the Monterey County Business Council (MCBC)

Congressman Sam Farr returns to the Monterey Chapter of MBITA for his annual presentation on Washington’s perspective of how the National Export Initiative (NEI) can help create jobs both locally and across our nation with increased exports from our small to mid-sized business communities.

Also a presentation on the annual Asian Pacific Economic Cooperation (APEC) annual meeting that will be in San Francisco, Ca., this year in September will be give in addition to a presentation on the emergence of ‘regional innovation clusters’, (RICs) in particular, the Project 17 - Agriculture Innovation Cluster recently launched on the Central Coast region.

For more information, registration and sponsorship opportunities click here.

New Markets, New Jobs: The National Export Initiative Small Business Tour

On the one-year anniversary of the launch of President Obama’s National Export Initiative, U.S. Commerce Secretary Gary Locke, Agriculture Secretary Tom Vilsack, U.S. Trade Representative Ron Kirk, Small Business Administration Administrator Karen Mills and Export-Import Bank Chairman Fred Hochberg announced today the launch of a year-long, interagency, multi-city outreach campaign designed to help connect small and medium sized businesses (SMEs) with the resources they need to sell more of what they make overseas.

“For America to win the future, more small and medium sized businesses must export, because the more small businesses export, the more they produce; the more they produce, the more workers they need, and that means good-paying jobs here at home,” Locke said.

The first of these New Markets, New Jobs events was held on February 17 in Minneapolis, Minn. These conferences, which were called for in September’s Report to the President on the National Export Initiative, are intended to reach more than 3,500 small and medium sized companies interested in exporting.

U.S. SMEs that export are more productive and generate more revenue than SMEs that don’t. A recent International Trade Commission survey found that exporting small and medium sized manufacturers in 2009 had more than twice the total revenue of their non-exporting counterparts. They experienced revenue growth of 37 percent between 2005 and 2009, while total revenue declined by 7 percent for non-exporting SME manufacturers over the same period. 

Unfortunately, very few small and medium sized businesses export, and they still face significant hurdles in getting their products into new markets, including a lack of readily available information about exporting and market research; challenges in accessing export financing; and strong competition from foreign companies and governments.

These conferences will feature:

• Remarks from senior Obama Administration officials;
• Trade resource panels on key export topics including the spectrum of federal resources that can help businesses begin exporting or expand their exports;
• Materials and resources to guide companies in the process of selling their products to consumers all over the world; and
• Lessons learned from area businesses that have succeeded in utilizing federal resources to expand into new markets and grow their businesses.

The NEI aims to double U.S. exports in five years to create several million new jobs. It enhances the U.S. government’s trade promotion efforts, increases credit to businesses – especially small and medium sized businesses – looking to export, and continues to improve efforts to remove trade barriers for U.S. companies in foreign markets. 

Exports were up 17 percent in the first 11 months of 2010 compared to same period in 2009. November 2010 exports of goods and services ($159.6 billion) were the highest since August 2008 ($162.9 billion) and with record merchandise exports to China ($9.5 billion).

This article was published in the U.S. Department of Commerce blog

International Trade Fairs
by Ayse Oge

Trade fairs are an important part of marketing efforts for many small and mid-sized exporting companies. However, is also the most expensive tool to promote products overseas. The cost can range anywhere from $10,000 to $25,000 or more. Costs can be minimized by joint participation in DOC-sponsored U.S. pavilions or in shared state booths.

Attending trade shows can be a great opportunity for prospective exporters to conduct their market research; they're able to see their competition and competitive products, and they can check out other industry trends and cutting-edge developments and breakthroughs. Visiting a trade show prior to actually exhibiting products could be helpful to gain knowledge on particular market and to plan a full-market entry.

The decision to participate in a trade show needs to be done well ahead of time, since deadlines for final commitment run from six months to a year prior to the event. And the company of the potential participant has to allocate a realistic budget to cover show expenses, and it must allow time in crafting an overall marketing plan that includes product adaptation, country targets, travel plans, samples and follow through.

Selecting the right trade fair is crucial in terms of product, territory and cost. There is no reason to target large and expensive fairs unless you have competent professionals to handle prospects who are visiting your booth. Selecting small regional fairs may give you the edge to be visible and face less competition. Also, considering your objectives and the nature of an event can be helpful in your preparation stage. For example, trade shows in Europe focus more on buying and selling. In Japan they are seen as an opportunity to meet industry people and colleagues.

The advantages of exhibiting are:

• Exposure to new prospects.
• Industry credibility
  
• Chance to meet potential buyers, sales agents, brokers, importing wholesalers, trading companies, distributors, and independent sales reps face to face.
• Both participants and visitors read your listing in the show directory. Your exposure can be tripled when copies of the directory are passed onto friends and business associates of participants.

The promotional effort aimed at reaching prospects through direct mail to previous and current attendees, as well as having access to media opportunities in generating publicity, should be started several months before the actual show.

Pre-show press conferences are extremely helpful in sharing your new product or some other newsworthy item with your audience. Also, sending your story to major press and technical journals with large subscribers allows you to gain recognition in the show.

Sometimes technical symposiums are held while fairs featuring high-tech products are displayed. Papers are presented and new techniques are discussed by prominent experts. Your participation in this part of a trade show will allow you to launch a new product, to get free publicity and/or to be covered by subsequent trade journal publications.

Things to consider in managing your booth well:

• The staff responsible in handling the booth should be personable and knowledgeable about your products and your company. At least one person with authority should be present at the event in case an opportunity to do business on the spot arises.
• The booth itself should be attractive.
• Have ample supply of business cards in your language on one side and the language of the host country on the other..
• Your sales literature must be printed in bilingual format and easy to read.
• Keep plenty of product samples on hand for display, trial and handout purposes.
• Prepare special export pricing schedules. Show FOB factory prices and CIF prices (referring the host country’s international port of entry).
• If you do not have special export pricing, use domestic pricing and offer a reasonable discount as an incentive to your customer who wants to place an order at the show.

ATA carnets ease the temporary importation of your commercial samples, professional equipment, and goods for exhibitions and fairs. They facilitate international business by avoiding extensive customs procedures, eliminating payment of duties and value-added taxes. ATA carnets are issued by the United States Council for International Business (USCIB; www.uscib.org) and are accepted in 75 countries. The ATA Carnet demonstrates to customs officials that you are bringing in the merchandise only temporarily, as is the case for trade show display.

The U.S. Department of Commerce offers the “Certified Trade Events Program,” which offers excellent opportunities for new exporters. Companies exhibiting in certified events benefit from extensive exposure in local markets as well as U.S. Embassy assistance before, during and after the show.

The Department of Commerce also sponsors the “Foreign Buyer Program,” which promotes selected large U.S. trade shows overseas to attract attendance from abroad. Participating in such shows is an inexpensive way to explore the international market for your products without going overseas.

For more information on government-sponsored events see:
www.export.gov Ayse Oge is President of Ultimate Trade, International Trade Consulting, Speaking and Training. Her work has been featured by Fox Business Online, Bloomberg Business Week Online and she was quoted by Investor's Business Daily and American Express Open Business Online. She can be reached at oge@earthlink.net