fresh from florida ag export webinar · webinar . why exporting • complimentary business resource...
TRANSCRIPT
Fresh From Florida Ag Export Webinar
Why Exporting
• Complimentary Business Resource
– An option to market your surplus products
• Seasonal Availability
– Supply demand or shortages in other countries
• Social/Business International Relations
– Choose a market where you have family, friends or personal references
• Logistics and Geographic Location Advantages
– Florida’s centric geographic location and advanced shipping availability ensures delivery
How to Begin Exporting
• Find a reliable contact in a nearby country (preferably a Caribbean or Central American country so that transportation costs are lower) to assist you in opening your first foreign market and in locating reliable foreign buyers. An importer in the country would be your best option.
• Research the needs of the country you choose to make sure that your products will sell there.
• Go to the U.S. Department of Agriculture’s Foreign Agricultural Service website at www.fas.usda.gov.
A-Click on “Countries and Regions” at the top.
B-Click on the world map on your country (or near it) and a list of country names will appear.
C-Click on your country name.
D-To obtain information on the FAS office in your country’s U.S. Embassy, click on “Country Office”.
E- To obtain several types of specific reports on your country, click on: “Data and Analysis” at the top of the page.
You will find 4 types of reports on this country: Global Agricultural Information Network (GAIN Report), Export
Sales Reports (ESR) Reports, Global Agricultural Trade System (GATS) Reports and Production, Supply and
Distribution (PS &D) Reports. Read all of them on your country. From them, you can also obtain sales leads (or
“trade leads”) for buyers in that specific market and what they are looking to buy.
How to Begin Exporting Continued
• Hire a freight forwarder to assist you with the paperwork required to carry out a successful export, which includes your transportation method to that country.
– One resource is Florida Customs Brokers & Forwarders Association - www.fcbf.com.
• Check with banks to find a bank that carries out international transactions and deals with export financing for U.S. exporters. Contact the Florida Export Finance Corporation, which will assist you in obtaining export financing - www.dos.state.fl.us/fefc.
• Determine all of the export documents you will need to get your products successfully into your chosen country from your freight forwarder and your international banker such as Bill of Lading, Letter of Credit, and Product Registration in the country, and assign a person in your company to be the person in charge of obtaining all of this paperwork.
• Contact the Florida Department of Agriculture and Consumer Services: Elizabeth Gablehouse at [email protected] about the two government documents required to get your products into any foreign port. These include a Certificate of Free Sale, Health and Sanitation from the Division of Food Safety (850-245-5576) and a Certificate of Origin and Free Sale from Mrs. Gablehouse (850-617-7337).
Obtaining a Phytosanitary Certificate
• Prior to obtaining a phytosanitary certificate, you need to determine the eligibility requirements for the destination (state or country). You can do this by contacting your local FDACS Division of Plant Industry district plant inspector. You can find their contact information at www.freshfromflorida.com/Divisions-Offices/Plant-Industry/Bureaus-and-Services/Office-Locations.
• To obtain a phytosanitary certificate, you must first establish an account in the USDA Phytosanitary Certificate Issuance Tracking System (PCIT). The PCIT system is used for submitting applications for both state and federal Phytosanitary Certificates. To set up an account, go to the “Welcome to PCIT” website - https://pcit.aphis.usda.gov/pcit/ and click on the “New to this site?” button. You will be prompted on how to establish the account.
• Once you establish an account with in the PCIT system, you will need to submit an application for a phytosanitary certificate. On the Welcome to PCIT website, click on the option for “Create Application without Template”. This will take you into the application process.
Obtaining a Phytosanitary Certificate Continued
• Click on the appropriate certificate type. This will likely be a PPQ Form 577 (federal phytosanitary certificate for foreign destinations) or a state certificate (for other destinations in U.S. states and territories).
• Input the appropriate information in the “General, Export and Shipping, Commodities and Attachments” sections. After entering the information, click on the “Submit Application” button and the application will be sent to the inspector office that you selected.
• Upon receipt of the application, the local inspector will contact you to set up a date and time to inspect and certify your plants or plants products.
• The inspector will provide a phytosanitary certificate to you when the plants/products pass the inspection. The certificate is normally valid for 30 days after the inspection date and the original should accompany the shipment.
• If you have any questions or need additional information, be sure to contact your FDACS DPI inspector for assistance and guidance.
Training and Services
The Florida SBDC Network provides tools, training and resources to help small businesses grow and succeed. The Florida SBDC Network has more than 40 offices from Pensacola to Key West to serve the needs of Florida’s business community. The Florida SBDC Network is nationally accredited by the Association of SBDCs.
The FSBDCN has developed the knowledge and resources to assist small business
owners in developing and executing international trade strategies. Through one-on-one consulting, training and workshops, customized research, and access to a network of trade professionals, we provide clients with the tools to successfully and profitably navigate the world of international trade.
Here are a few of our services: • Farming for Profit: Growing Your Bottom Line • Succession Planning for Family Farms • International Trade: The Basics • International Trade Certificate Program (6 sessions) • Custom International Market Demand Research • NO COST One-on-One consulting
https://www.sbdc.unf.edu/
Southern U.S. Trade Association
Helping small Southern food/ag companies export “Made in the USA” products around the world
SUSTA
Small businesses are critical to the U.S. economy. The
Southern U.S. Trade Association is a regional trade group of the U.S.D.A. It was
created to assist U.S. companies based in the
Southeast in promoting their U.S. produced agricultural
commodities.
Eligibility Requirements
• Headquartered in SUSTA region
• Small by SBA standards
• Origin statement on product. Ex: “Made in USA”
• Product at least 50% U.S. agriculture content
Market Access Programs
• International Marketing Program
– Trade Shows & Trade Missions
• Brand Promotion
– 50% Reimbursement
International Marketing Program
International Trade Shows
*Some U.S.
Trade Shows
Ex: Seoul Food & Hotel
International Marketing Program
Inbound & Outbound Trade Missions
Ex: Caribbean-Central American Inbound Trade Mission to Miami
International Marketing Program
www.susta.org/events
Getting Started
www.susta.org
1) Sign into MySUSTA to access 2016 Pre-qualification
2) Complete 2 page Pre-qualification form
3) Once application has been processed and if approved, you can start registering for 2016 events
Brand Promotion
• 50% reimbursement marketing expenses
to grow
your brand internationally
Brand Promotion Eligible Expenses
• Advertising
• Printed Sales Materials
• Direct Mailing to Foreign Buyers
• Public Relations- Press Kits
• Website development
• Freight
• Packaging/Label Changes
• In Store Demonstrations and Food Service Promotions
• In Store Displays
• Exhibition at International Trade Shows & Approved U.S. Trade Shows
• International Trade Seminars Sponsored by Company
• International Trade Missions
• Travel Expenses
• Part-Time Contractors for trade seminars and trade shows
• Promotional Give Away Items
Brand Promotion
First step:
• Company develops international marketing strategy
Brand Promotion
Apply Annually for
Brand Promotion
Brand Promotion
Maximum reimbursement: $300,000
Minimum reimbursement: $2,500
*Company pays SUSTA 6% administrative fee on reimbursement amount.
Ex: If a company requests $2,500 from SUSTA, they
will pay a $150 fee
Brand Promotion
• Conduct marketing activity • Collect required
documentation
• Submit expenses
• Receive reimbursement
Success!
Florida Company Makes Sales at SIAL China 2014 In May 2014, representatives from a St. Petersburg, Florida-based
company traveled to Shanghai to participate in the annual SIAL China
trade show. The Southern United States Trade Association (SUSTA)
sponsored this activity through the Market Access Program (MAP)
Generic. At the event, this Florida company introduced four new products
including dry groceries such as pastas, canned products, condiments, and
non-alcoholic beverages. The company booked $100,000 in sales at the
event, and future sales as a result of the show are expected to be
$1,000,000 over the next 12 months. They were also able to sign export
purchase orders as a result of this event, and expect to secure eight new
international distributorships. Through SUSTA’s Market Access Program
(MAP) Brand Promotion, this company also received reimbursements for
some expenses associated with this activity.
Questions?
Florida Department of Agriculture and Consumer Services
Marisol Alvares [email protected]
Steve Hildebrandt [email protected]
Whitney Lett [email protected]
FSBDC at the University of North Florida
Katie Arroyo
www.sbdc.unf.edu