Eastern Upper Peninsula EDCs/EDOs Information and

Strategy MeetingRegional Exporting Strategies Project

Michigan State UniversityCenter for Community and Economic Development

Wednesday, December 14, 20112:00pm–4:00pm 

• November 4th Think Global, Go Global Webinar at LSSU Onsite Survey Results.

• EUP Online SME Exporting Survey Results and Findings, Fall, 2011.

• 2011 Survey Update of 2009 EUP Manufacturing Companies Exporting Survey.

Overview of today’s presentation

• 6 EUP EDC/EDO Responses

– 3 currently provide export info. to companies.

– 5 want to provide info./assistance.

– 4 want to expand export assistance capacity.

Nov 4, 2011 Think Global Webinar at LSSU Onsite survey results summary

• EUP Business Responses

– 2 business responses (1 EUP, 1 WUP).

– 1 currently exporting (EUP).

– Both want exporting assistance.

Nov 4, 2011 Think Global Webinar at LSSU Onsite survey results summary

• EUP Business Export Assistance Needs

– Basic knowledge about exporting.

– Info. on foreign markets.

– Foreign contacts to promote business.

– Sources of capital to finance exports.

– Legal advice about trade regulations/foreign markets.

– Logistics support/knowledge.

Nov 4, 2011 Think Global Webinar at LSSU Onsite survey results summary

EUP Online Exporting Survey (Fall 2011)Survey link distribution

Distribution Outreach Requested AgreedChambers of Commerce 8 6

EDC/EDOs 6 4

Business Assistance Providers 2 2

Downtown Development Authorities 2 1

• 17 businesses responded.– 9 (56%) Chippewa. – 2 (12%) Luce.– 6 (35%) Mackinac.

• 15 of 17 companies (88%) < 50 employees.– 6 companies (35%) < 10 employees.

• 15 of 17 companies (88%) > 6 years old.

• 5 or 17 companies(~29%) engaged in manufacturing.

EUP Online Exporting Survey (Fall 2011) Characteristics of survey respondents

• 5 businesses export:– 2 Chippewa. – 2 Luce.– 1 Mackinac.

• Employee profile:– 1 has 10-25 employees. – 3 have 26-50 employees. – 1 has 101-500 employees.

• 100% > 6 years old.

• Industry Sector:– 3 Manufacturing. – 2 Retail trade.

EUP Online Exporting Survey (Fall 2011) Characteristics of exporting companies

• Companies currently export to Canada, UK, Mexico, China, Germany, Japan, Australia, UAE, Italy, Israel, and Sweden.

• 4 of 5 exporters want to expand their exporting business.

• 3 of 9 non-exporting companies want to start exporting.

EUP Online Exporting Survey (Fall 2011) Potential export market development

– 6 of 7 companies cited at least one Knowledge barrier: • lack of knowledge about export regulations; • foreign markets; and• logistics/transportation. 

– 5 of 7 companies cited at least one Financial barrier:• insufficient working capital; and• labor resources; • excessive financial risk; • administration costs; and• cost to compete. 

– 5 of 7 companies cited at least one Regulatory barrier:• excessive trade regulations; • unfair foreign trade practices; and• foreign tariffs. 

EUP Online Exporting Survey (Fall 2011) Major exporting barriers

– 2 of 7 companies cited Infrastructure barriers:• Insufficient information/communications technology; and• access to international crossings.

EUP Online Exporting Survey Secondary exporting barriers

• 7 companies indicated they could use assistance to overcome barriers to export. – All 7 want general export and trade information – 6 indicated Marketing – 5 Logistics – 5 Market research – 5 Legal matters – 5 Export financing

EUP Online Exporting Survey (Fall 2011) Export assistance needs

EUP Online Exporting Survey (Fall 2011) Awareness of export assistance providers and web sites

US International Trade Administration

US Commercial Service

US Export Assistance Centers

US District Export Councils

US Export-Import Bank

SBA Export Working Capital Program

SBA International Trade Loan Program

SBA Export Express Program

Overseas Private Investment Corporation (OPIC)

US Trade and Development Agency

USDA Foreign Agriculture Service

Export.gov website

TradeStats Express website

Market Research Library website

USA Trade Online website

US Exporters' Yellow Pages

0 2 4 6 8 10 12 14

Awareness of Exporting Assistance

Aware/But Not UsedNot Aware

EUP Online Exporting Survey (Fall 2011) Reactive character of export market development by SMEs

• How did companies get connected with foreign customers?– 3 of 4 contacted by prospective foreign customers.

• How do companies market to foreign customers?– 3 of 4 through web-based marketing.

2011 Survey Update of 2009 EUP Manufacturing Companies Survey

• 2009 Survey Results (n=19):

– 9 companies export; 10 do not.

– 5 of 10 non-exporters interested in exporting.

• 4 of 5 non-exporters in 2009 that were interested in exporting are now exporting.

• 7 of 9 exporters in 2009 continue to export in 2011.– McDowell Hay not exporting because of excessive transportation costs.– Bunker Manufacturing Inc. reported they did not export in 2011.

2011 Survey Update of 2009 EUP Manufacturing Companies Survey

• 2011 Survey Results (n=21):

– 14 companies export; 4 do not. • In addition, 2 companies surveyed in 2009 dissolved. • 1 company closed EUP sawmill.

– 3 non-exporters interested in exporting.

• Identify and support industry clusters.

• Inventory/assessment of exporters in region.

• Resources to reduce burden of export market entry.

• Market research for specific countries and specific products/services.

• Export education, training, and outreach (community college, universities, other).

Potential Elements of Regional Exporting Strategies