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INTERNATIONAL TRADE
Strategies for selling internationallyThe 7th Annual Security Summit
Sree Sanyal
Vice-Consul & Trade Commissioner
Consulate of Canada, San Diego
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Trade Commissioner Service – Who We Are?
A worldwide network of international business development professionals, committed to advancing Canada’s interests abroad.
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What we do?
Trade Commissioners support: Outbound trade Canadian investment abroad Foreign investment in Canada Science & Technology collaborations
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Key Services – What we do?
Preparation for international markets Market Potential Assessment Introductions to key contacts in local markets Assistance in resolving business, investment or other market-access problems
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How we do it?
Work one-on-one with our clients
Report key business intelligence to clients
Develop our base of local contacts
Support incoming and outgoing trade missions
Programs – ExportUSA, Leap!Canada
Participate in special events that raise Canada’s profile
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Measuring Success
Organizational need to measure whether our time and resources are being used effectively to advance Canada’s business interests
Performance Tracking System
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Performance Indicators
Key Monthly Indicators: Outcalls Service Requests Business Leads Investment Leads Business Reports Advocacy Reports Media Reports Events Successful Transactions
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Successful Transactions
Key measure of success – Transactions
Transactions defined as: When a client (exporter, investor or technology
organization), has successfully established a significant relationship or completed a transaction with a local/Canadian organization. The transaction may range from a distribution or cooperation agreement to a sale or large investment
(inward/outward).
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Successful Transactions2009
Cubic signs NDA with Cast Software & Dark Matter Labs
Xanatos sells Marine Surveillance System to Puget Sound
Immunovaccine Technologies Inc. collaborating with La Jolla Institute for Allergy and Immunology
Seacoast Science opens subsidiary in Ontario, Canada
ISE Inc. offers IPO on the TSX
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Highlights: 2009 - 2010
HMCS Protecteur and Ambassador Doer in San Diego Forum for
delivering key advocacy messages
Introductions to key local contacts Rear Admiral
Michael Bachmann San Diego Fire
Chief Javier Mainar
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Highlights: 2009 - 2010
AFCEA West 2010 Canada Pavilion 10 of 10
companies said strong business development resulted from their participation
Delivery of key advocacy messages, eg: Buy America provisions
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Highlights: 2009 - 2010
The Security Network in Canada TSN President,
Michael Jones, in Montreal, Ottawa, Toronto, St. John’s, Halifax
Met over 60 companies in defense/homeland security
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Highlights: 2009 - 2010
San Diego Maritime Week
Two incoming missions from Canada
British Columbia and Newfoundland
One-on-one matchmaking for companies
Planning for follow-up missions underway
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Highlights: 2009 - 2010
TSX Cleantech Roadshow Increased
understanding of financial alternatives available outside California
Success story: ISE Inc. goes public on TSX
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Highlights: 2009 - 2010LEAP! Canada
Leap! Canada designed as a multi-phase commercialization program for Canadian technology companies looking to utilize the San Diego market as a market “beachhead”
Successful completion of the LEAP - Pilot Program, Western Canada stage
Over a 100 companies reviewed in Phase I Bootcamps
20 companies advanced to Phase II 3 final companies selected for mentoring