exporting resources for wisconsin …...– c. air pollution control equipment market 11 – d....

EXPORTING RESOURCES FOR

WISCONSIN COMPANIES

Northeast Wisconsin International Trade ConferenceOctober 25, 2019

The World Awaits Your Business

N o r t h e a s t W i s c o n s i n I n t e r n a t i o n a l Tr a d e C o n f e r e n c e

O c t o b e r 2 5 , 2 0 1 9

B e c c a G l a d e n – S r. I n t e r n a t i o n a l Tr a d e S p e c i a l i s tU . S C o m m e r c i a l S e r v i c e - W i s c o n s i n

U.S. Department of Commerce | International Trade Administration

• U.S. Department of Commerce – International Trade

Administration

• Mission: Lead federal agency for export promotion

and the advancement of U.S. commercial interests

abroad, particularly by SMEs

U.S. Commercial Service – Your Global Partner

U.S. Department of Commerce | International Trade Administration

Offering Opportunities Seen Nowhere Else

• International Offices – Cover 94% of U.S. Export

Markets

• On the ground coverage in our embassies and consulates in

over 70+ countries around the world

• Domestic Offices – 105 cities across the U.S.

• U.S. Commercial Service (CS) Wisconsin is your

gateway to the CS Network.

• 1,400+ trade professionals worldwide

U.S. Department of Commerce | International Trade Administration

• Documentation Requirements

• Electronic Export Information filing,

invoices, packing lists, and

certificates of origin

• Determine foreign import tariffs

• Resolve foreign customs-related

issues

• Complying with U.S. export control

requirements

• Complying with global standards,

certification requirements, and

packaging laws

Trade Counselling

U.S. Department of Commerce | International Trade Administration

• Country Commercial Guides

Comprehensive reports

prepared by U.S. Embassy

staff with information on

foreign countries, market

entry channels, best

prospects, and trade barriers

www.export.gov/ccg

• Export Information by Industry

Find the latest market

intelligence, trade events, and

trade leads for your industry

www.export.gov/industries

Market Intelligence – Online Resources

U.S. Department of Commerce | International Trade Administration

Market Research Reports

U.S. Government

Country Commercial Guides

Export.gov/ccg

Top Markets Reports

trade.gov/topmarkets/

Market Intelligence Reports

https://www.export.gov/Market-

Intelligence

USDA Data & Analysis

https://www.fas.usda.gov/data

The World Bank

Doing Business

www.doingbusiness.org

Logistics Performance Index

http://lpi.worldbank.org/

World Development Indicators

https://databank.worldbank.org

U.S. Department of Commerce | International Trade Administration

Market Diversification Tool

• The Market Diversification Tool can help identify potential new export markets

using your current trade patterns.

• It brings together product-specific trade and tariff data and economy-level

macroeconomic and governance data to provide a picture of which markets make

sense for further market research.

export.gov/marketdiversification

U.S. Department of Commerce | International Trade Administration

Market Diversification Tool export.gov/marketdiversification

What Information is Required?

1. The Product or Products You Export

(Using your HS Code)

2. Your Current Market(s)

3. The New Markets You Want to See in

the Results

4. Your company’s zip code

U.S. Department of Commerce | International Trade Administration

Market Diversification Tool

Market Indicators & Weights:

Search up to 25 products at once – final

scores are aggregated.

The standard weights have been analyzed

and fine-tuned to provide good results for

exporters, however you can change the

weights to address company or product-

specific concerns.

Final data can be exported into an Excel

spreadsheet and serve as the starting point

for your market research.

export.gov/marketdiversification

U.S. Department of Commerce | International Trade Administration

Market Diversification Toolexport.gov/marketdiversification

U.S. Department of Commerce | International Trade Administration

International Company Profile (ICP)

Market Intelligence - Services

• ICP – Full

• Provides an in-depth background check on a specific foreign company to help

determine its suitability as a potential business partner. The service includes a

site visit to the target foreign company and interviews with

principals/references.

• ICP – Partial

• Provides basic background information on a specific foreign company

based on publicly available information to help determine its

suitability as a potential business partner.

U.S. Department of Commerce | International Trade Administration

Business Matchmaking - Services

Initial Market Check

• We contact up to five industry leaders in country

• Present your company and products to them

• Gather their feedback and prepare a report summarizing the results,

including our recommendations for next steps, and info on the competitive

environment for your product

• Provide an opinion regarding the feasibility of entering the market

U.S. Department of Commerce | International Trade Administration

Business Matchmaking - Services

International Partner Search (IPS)

• Provides a list of up to five agents, distributors or partners that

have expressed an interest in your product or service.

IPS Plus Virtual Introductions

• In addition to the standard IPS, this includes virtual introductions

via teleconference to the identified contacts.

U.S. Department of Commerce | International Trade Administration

Business Matchmaking - Services

Gold Key Service

• Have your own trade mission

• Find and connect with the right partner efficiently and promptly

• Pre-screened appointments with vetted target partners (buyers,

distributors, and agents)

• Market and industry briefings from our in-country trade

specialists

• Assistance with local travel, accommodations, interpreter

service, and clerical support

U.S. Department of Commerce | International Trade Administration

Business Matchmaking - Other

Domestic Trade Shows

• Matchmaking between exhibitors and foreign buyers without even leaving the U.S.

• In-person trade counseling from Industry Experts from the U.S. Embassies and Consulates

Foreign Trade Shows: U.S. Exhibitor Outreach Programs• U.S. Pavilions put you in the best international trade shows with access to thousands of buyers

• Our team of Commercial Specialists arrange one-on-one meetings with potential buyers

International Trade Missions• Led by senior U.S. government officials (opens potential opportunities)

• 1-on-1 meetings with distributors, government and industry officials, prospective customers,

and U.S. Embassy officials

• http://export.gov/trademissions/index.asp

U.S. Department of Commerce | International Trade Administration

Koreen Grube

Director

Koreen.Grube@trade.gov

(414) 217-8333

Elizabeth Laxague

Senior International Trade Specialist

Elizabeth.Laxague@trade.gov

(414) 336-1953

Becca Gladen

Senior International Trade Specialist

Rebecca.Gladen@trade.gov

(414) 405-3560

CS Wisconsin Team

INTERNATIONAL MISSION

Enhance Wisconsin’s global competitiveness by accelerating exports

and promoting Wisconsin as a foreign direct investment destination.

WISCONSIN’S

EXPORT PARTNERS

WEDC

EXPORT PROGRAMS

Export Development

ExporTech™

Global Trade Representative Network

Trade Ventures

International Market Access Grant (IMAG)

WEDC

EXPORT FAST FACTS

https://wedc.org/export/getting-started/exporting-101/?fwp_market-intelligence-type=exporting-101

WEDC

INTERCONNECT NEWSLETTER

https://wedc.org/newsletters/

WEDC

MADE IN WISCONSIN PROGRAM

WEDC created a logo for companies to use to proclaim their products’

Wisconsin origin. The Made In Wisconsin® logo can be adapted to

reflect your production processes. Options include:

• Made In Wisconsin

• Manufactured In Wisconsin

• Produced In Wisconsin

• Built In Wisconsin

• Grown In Wisconsin

• Invented In Wisconsin

• Designed In Wisconsin

• Engineered In Wisconsin

• Brewed In Wisconsin

There is no cost to use the certification mark.

https://wedc.org/marketing/made-in-wisconsin/

EXPORTECH MODEL

WEDC GLOBAL NETWORK

▪ Macroeconomic and Industry analysis

▪ Competitive analysis

▪ Marketing and sales channels

▪ Tariffs, taxes, and other costs

▪ Regulatory issues

▪ Product review upto 5 HS numbers

INDUSTRY, PRODUCT

AND/OR MARKET

ASSESSMENT

▪ Market Assessment

▪ Vetting of agent, distributor, representative

▪ Business appointments

▪ Teleconference options

▪ Assistance within-country meetings

PARTNER SEARCH

▪ Assistance with meeting coordination

▪ Travel logistics

▪ Service provider referrals

BUSINESS MEETING

FACILITATION

▪ Based on hourly charge

▪ Specialized research reports

▪ Marketing functions or company representation

CUSTOMIZED

PROJECTS

WEDC

GLOBAL NETWORK SERVICES

WEDC

MARKET ASSESSMENT

TABLE OF CONTENTS• I. Introduction 2

• II. Market Review and Trends 2

– A. Economic 2

– B. Political 4

– C. Business Culture 5

– D. Demographic Details 6

• III. Industry/Product Sector Overview 8

– A. Air Pollution in India 8

– B. Overall Pollution Control Equipment 10

– C. Air Pollution Control Equipment Market 11

– D. Major Players in the Industry 17

• IV. Additional Information Affecting Market Entry 20

– A. Key Challenges in the Pollution Control Industry 20

– B. Market Drivers 21

– C. Policy and Regulatory Framework 22

– D. Major Industry Trade Events 23

– E.Trade Associations and Publications 24

• V. Summary/Recommendations 25

• VI. End Notes and References 25

WEDC

PARTNER SEARCH

TABLE OF CONTENTS• I. Introduction 2

• II. Market Review and Trends 2

– A. Economic 2

– B. Political 4

– C. Business Culture 5

– D. Demographic Details 7

• III. Industry/Product Sector Overview 8

– A. Market Size, Growth, & Forecast for the Sector 8

– B.Typical Distribution Channels 11

– C. Major Players in the Industry 13

• IV. Additional Information Affecting Market Entry 16

– A. Import Tariffs & Other Taxes 17

– B. Labeling, Licensing, & Regulatory Issues 18

– C. Major Industry Trade Events 19

– E.Trade Associations and Publications 20

• V. Potential Candidates 21

– A. Candidates Expressing Interest 21

– B. Others Worth Mentioning 27

• Summary/Recommendations 29

• VI. End Notes and References 30

WEDC

TRADE VENTURES – FY20Global Trade Venture: Japan

Sept. 6-14, 2019

Tokyo, Chiba City and Yokohama

Global Trade Venture: Australia

Nov. 15-23, 2019

Sydney and Melbourne

Global Trade Venture: Mexico

Feb 15-21, 2020

Guadalajara and Mexico City

Global Trade Venture: Canada

March 8-13, 2020

Vancouver and Winnipeg

Global Trade Venture: China

April, 2020

Beijing, Shanghai, Shenzhen

Global Trade Venture: Germany

June 20-27, 2020

Dortmund, Magdeburg and Hannover

INTERNATIONAL MARKET ACCESS GRANT (IMAG)

$10,000 / $25,000 within WEDC’s fiscal

year

Available to companies new-to-export or

continuing international market expansion

Company must provide 30% of the total

project budget as match towards the grant

35% of the value of the product or service

must be composed of Wisconsin cost

inputs.

Application process – get approved before

incurring expenses / takes about 6-8 weeks

https://wedc.org/programs-and-resources/global-business-development-program/

INTERNATIONAL MARKET ACCESS GRANT (IMAG)

Eligible expenses (include, but not exclusive to):

• Trade Shows/Conferences

• Business Matchmaker Services

• International Product Certification

• International Trademark Registration

• Website Localization

• Translation Services

• Export Education/Training

WEDC INTERNATIONAL TEAM

FANFU LI

International Business Development

Director – South & East Asia

608.210.6868

Fanfu.Li@wedc.org

FRANCISCO CARRILLO

International Business Development

Director – Mexico, Spain, Central America

608.210.6757

Francisco.Carrillo@wedc.org

KATY SINNOTT

Vice President

608.210.6838

Katy.Sinnott@wedc.org

STANLEY PFRANG

Market Development Director –

Europe, Middle East, Africa

608.210.6777

Stanley.Pfrang@wedc.org

BRAD SCHNEIDER

Market Development Director –

Canada, South America, Oceania

608.210.6890

Brad.Schneider@wedc.org

AARON ZITZELSBERGER

International Grants Manager

608.210.6734

Aaron.Zitzelsberger@wedc.org

FINAL THOUGHTS

Export trade will become an increasingly important aspect of the

U.S./Wisconsin economy.

Most significant export growth opportunities will be in the emerging markets.

Recognize that different markets require different approaches.

Successful exporters have management commitment, seek out and develop

knowledge and leverage the resources available.

Reality is that companies are competing in a global market whether they

export or not.

“Companies that do not adapt to the new global realities will become victims

of those that do.” – Harvard Business Review

Division of Agricultural Developmentdatcp.wi.gov

International Agribusiness Center

New North International Conference

October 25, 2019

Division of Agricultural Developmentdatcp.wi.gov

TOPICS

- IABC Team & Services- Wisconsin Agricultural Exports- Impact- Looking Ahead

Division of Agricultural Development

THE TEAM

Jennifer LuAsiaLivestock feed, genetics, lumber and forestry

Lisa StoutCanada/Asia/Middle EastProcessed foods and ingredients

Enrique GandaraLatin America/Russia/Middle East; Livestock feed, genetics, equipment, lumber and forestry

Ashwini RaoLatin America/Europe/IndiaProcessed foods and ingredients

Mark Rhoda-ReisDirector, International Agribusiness Center

Division of Agricultural Developmentdatcp.wi.gov

SERVICES

Beginning, Intermediate, Advanced Exporter Services

- Exporter Education- Market Access- Market Development and Promotion

Division of Agricultural Developmentdatcp.wi.gov

SUPPORT NETWORKFederalState

Agricultural Associations

Division of Agricultural Development

WISCONSIN EXPORTS

datcp.wi.gov

- $3.5 billion in agricultural products to 143 countries in 2018, a decrease of -0.48 percent in value compared to the same period last year.

- Wisconsin currently ranks 12th among U.S. states in agricultural exports

- Total Wisconsin exports, including manufactured goods, were valued at $22.7 billion, a 1.81 percent increase from the same period last year

Source: WISERtrade

Division of Agricultural Development

WISCONSIN CURRENTLY RANKS 12TH AMONG U.S. STATES IN AGRICULTURAL EXPORTS

datcp.wi.gov

Rank #1 in Rank #2 in

Cheese production, total Milk productionDry Whey for human consumption MozzarellaMink pelts Hispanic cheeseCranberries Milk cowsMilk goats OatsCorn for silage Hay (dry only), allSnap beans

Division of Agricultural Development

WISCONSIN’S TOP 5 EXPORT DESTINATIONS

datcp.wi.gov

Source: WISERtrade

Country 2018 $ % Change

from 2017

Products with most change

All $3.50 bn (-0.48)Increase – Raw Furskins; Decrease - Dairy

Canada $1.44 bn (-1.29)Increase – Prepared Vegetables, MillingProducts; Decrease – Oilseeds , Prep. in Animal Feed

China $293 mil (-2.93)Increase – Live Animals, Albumins;Decrease – Oilseeds, Prepared Vegetables

Mexico $250 mil (-39.3)Increase – Prep. in Animal Feed, Raw FurskinsDecrease – Oilseeds, Prepared Vegetables

Korea $215 mil 20.35Increase – Prep. in Animal Feed, Raw FurskinsDecrease – Raw Hides & Skins, Prepared Vegetables

Japan $175 mil 20.56Increase – Meat, Prepared VegetablesDecrease – Oilseeds, Albumins

Division of Agricultural Developmentdatcp.wi.gov

WI TOP 5 AGRICULTURAL EXPORT PRODUCTS

Source: WISERtrade

Product $ 2018% Change from

2017

All Products $3.50bn

(-0.48)

Misc. Food Ingredients: sauces, yeasts, mustards (HS 21)

$366 mil

10.41

Prepared Vegetables, Fruit, Nuts, Other Plant Parts (HS 20)

$355 mil

3.73

Dairy, Eggs, Honey,Cheese, Milk, $282

Division of Agricultural Developmentdatcp.wi.gov

- Wisconsin Dairy Export Initiative

- Ginseng Promotion

- Value-added feed buyers mission at World Dairy Expo

- Forestry Trade Missions to Asia

- China Import Fair

- Export Education Seminar

MAJOR PROJECTS: 2018-2019

Division of Agricultural Developmentdatcp.wi.gov

• Hosted 16 delegations from China, India, Japan, Nigeria, South Korea, Russia, Taiwan, Vietnam,

• 12 presentations to various organizations around the state

• 76 Company consultations

IN-STATE ACTIVITIES

Division of Agricultural Developmentdatcp.wi.gov

• Trade Missions • China International Dairy

Expo and Summit; • China Import/Export Fair; • Food Shows - Food and Hotel

China; Food and Hotel Asia; Seoul Food and Hotel

• Trade Missions • CIGAL; FiGAP

• Trade Missions• Food Show - Gulfood

• Buyers Mission – Dairy/Feed• Seminars – Cheese/Food

Expo Prado ;

• Food Show – SIAL Paris

TRADE MISSIONS/EVENTS

Division of Agricultural Development

CIGAL

datcp.wi.gov

- Guadalajara, Jalisco, Mexico- Largest dairy conference/trade show in Mexico- Four Wisconsin companies

Division of Agricultural Developmentdatcp.wi.gov

WISCONSIN FORESTRY TRADE MISSION TO CHINA

- Collaboration with DNR, WEDC & USDA FAS China

-Beijing, Tianjin, Qingdao and InterzumExhibition in Guangzhou China

-Visit to Port, Factory, Store, E-commerce, Distribution Center & a Show

-One-on-one Meetings with Potential Customers

Division of Agricultural Development

GULFOOD

datcp.wi.gov

-Wisconsin pavilion at the show-4 companies participated

Division of Agricultural Developmentdatcp.wi.gov

DAIRY EXPORT INITIATIVEPARTNERS: Dairy Farmers of WI, UW Center for Dairy Research, WI Cheese Makers Association

• Organized a cheese export seminar to educate cheese companies

• Buyers from Mexico, Guatemala, Colombia, Chile, United Arab Emirates, Kuwait, Saudi Arabia, Qatar, Lebanon

• Toured cheese plants; Scheduled one-on-one meetings

6 MONTH RESULTS: over $400,000 in export sales• On-going purchases with buyers• Wisconsin cheese promotion in Lulu Hypermarkets in UAE,

Qatar, Kuwait, with 3 companies with on-going sales

Division of Agricultural Developmentdatcp.wi.gov

• 134 companies received export development services from IABC staff

• $21.6 M in export sales generated by Wisconsin companies as a result of services

• $12.4 M export sales anticipated

• 90 companies participating in IABC coordinated activities

• 39 WI companies accessed $1.4 million for export promotion

OUTCOMES

THANK YOU

Northeast Wisconsin International Trade ConferenceOctober 25, 2019