how to leverage in-country partners to increase client ... · us state department small business...
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Mary T. McKinney, Ph.D, CGBP.
Brent Rondon, Ing, MPIA. CGBP.
Duquesne University SBDC
Global Business Program
Pittsburgh, PA
How to Leverage In-Country Partners to Increase Client Export Sales
Services provided by the Duquesne University Small Business Development Center
General Business Consulting
Training and Workshops
Global Business Program
Technology Commercialization
Outreach Centers in 4 counties
Self Employment Assistance Programs
Program for Immigrant Entrepreneurs (PIE)
Specialize in Latin America
International Business Consulting (The Global Business Program) SBDC
Targeting International Markets
Selecting Sales and Distribution Channels
Legal Considerations
Licensing & Documentation
Market Research & Trade Statistics
International Financing Options (work with Exim Bank, SBA, USTDA)
Export Readiness Reviews
Trade Shows and Missions
International Connections to “In-Country” contacts
Duquesne University SBDC – Global Business Programs and Trade Projects
Export Consulting and Training
In 1990’s led Trade Missions to Puerto Rico and Nicaragua
BIE Project: companies + students in international trade shows. (Medica in Germany and CeBit in Germany)
MDCP Project: Develop a CE MARK center. (European Union health and safety mark)
USAID TIES Project: Aguascalientes and Guadalajara, Mexico-International Trade Development + 4MBA degrees.
USAID TIES Project: Monterrey, Mexico. Renewable Energy Development + 3 Graduate Certificates.
PA Trade Mission to Panama and Colombia. STEP Program Funded.
MDCP Project: Trade with Pacific Alliance (Mexico, Colombia, Peru and Chile) for the Construction and Infrastructure Industries.
MDCP IMPACT Pacific Alliance Projects from 2015 to Present
Trade Show Booth—Con Expo Latin America—Santiago, Chile, Fall, 2015
Trade Show Booth—Expomin, Santiago, Chile, April 2016
Trade Winds with US Dept of Commerce—Santiago and Lima, September, 2016
Walked through Expomina Trade Show, Lima, Peru, September, 2016
Trade Mission focused on water industry to Peru, May, 2017
Trade Mission focused on construction and energy to Mexico, July, 2017
Trade Show Booth, Perumin Show, Arequipa, Peru, September, 2017
Trade Show Booth, Expomin, Santiago Chile: April, 2018
Trade Show Booth, Expomina, Lima, Peru: September, 2018
Engage Partners for Programs & Projects
For Most Projects, Duquesne University SBDC cooperates with other organizations:
Training Programs
Our Major Annual Conference—Entrepreneurs Growth and Networking Conf
Global Business Program
Translators
Attorneys
Freight Forwarders
Membership Organizations
Relationships are Important to Sales
Definition of Relationship
The way in which two or more people are connected or the state of being connected
The way in which two or more people or groups regard and behave toward each other
How US sales typically originate
Sales people have contacts/relationships in the U.S.and they leverage these to make sales.They make these contacts thru:- Trade shows- Networking- Industry based conferences- Database lead generation- Etc.
International Sales are Typically More Difficult than Selling at Home
WHY? Unfamiliarity and Fear Language Barriers Cultural Barriers Different Legal Systems & Regulations Different Business Practices Uncertainty and Risk No contacts/relationships
How can these barriers be tackled?
Developing, Nurturing and Maintaining “In-Country” Contacts Makes International Trade Much Easier!!!
What Benefits Does In-Country Assistance Provide for Success?
Setting up meetings with prospective customers; Finding local appropriate support partners such as
legal, accounting, logistics, etc;
Advising and supporting clients until the final sale is made.
Become Eyes and Ears in Foreign Markets for New Opportunities
How do you find relationships for International Deals?
In-Country Partner: Veronica Medina, Chile, Colombia, Argentina and Peru. Know her for 10 years. [email protected]
How to Locate In-Country Resources
Secondary Research - Market Research & Directories.Primary Research - Meeting In-country contacts that can be
helpful to our clients
Public Sector Resources to Access for International Trade Contacts
U.S. Commercial Service US Embassies Worldwide Commercial/Business Offices. Have U.S. and Foreign
National personnel
Gold Key Services
Foreign Buyer Program at U.S. trade shows.
Discover Global Markets Program in the U.S.
Trade Winds and Trade Missions/Trade Shows Overseas
International Company Profile
Other
US State Department Small Business Network of the Americas (SBNA)
Matches US and Latin American SBDC/Entrepreneurship Programs Universidad del Pacifico, EMPRENDE UP – Duquesne University
SBDC Trade is a key element of the relationships & Firms benefit from
In-country contacts Need to understand their programs, target market, access to
government officials. Emprende UP Director presented seminar to our Pittsburgh Clients
on Doing Business in Peru Duquesne SBDC offered a week-long training on How to Enter the
U.S. market.
State International Programs
Pennsylvania as an Example:Offices in 15 countries for matchmaking free of
chargePA International Week, once a year.Manage the STEP grant Program with financial
assistance for overseas selling In House Staff regionally and statewide to assist
firms
In-Country Contact: Efren Flores, Mexico. Know him for 12 years. [email protected]
https://photos.app.goo.gl/TJdR84soS1mZ1koY7
Small Business Development Center International Networks Targeting International Markets
Selecting Sales and Distribution Channels
Legal Considerations
Licensing & Documentation
Market Research & Trade Statistics
International Financing Options (work with Exim Bank, SBA, USTDA)
Export Readiness Reviews
Trade Shows and Missions
In-Country contact: Enrique Villar, Esq. Peru Consul in OK and Law office in Lima, Peru. Met him thru Tony Cambas from the Oklahoma SBDC. 5 years ago. [email protected]
Several Ways You Can Leverage Contacts and convert them into longer term relationships In-country Contacts made during international trade missions, trade
shows, matchmaking
US Shows that attract international business delegations
State Foreign Representative Road Shows to US
Match make with SBDC, NASBITE and regional colleagues with International Business Experience, Exporter Summit.
Welcome Receptions during missions and shows
US Ambassador’s house networking events
University Programs
Networking Events
Sponsor an event that includes exporters
Several Ways You Can Leverage Contacts. Continued.
International Chambers in US (ie German American Chamber of Commerce)
AMCHAMS Abroad
International Students at your university
US Company Foreign Reps are eager for more business
Match your Client Rep with a Company with “complementary” services
Add more regional territory to successful rep portfolio
Program for Immigrant Entrepreneurs (PIE) at Duquesne University SBDC
Personal in-country networks of Staff and Faculty
Several Ways You Can Leverage Contacts. Continued.
Investigate known in-country contacts to connect with clients
Leverage contacts made through visiting foreign delegations
Leverage contacts of employees or from your network to connect clients in various countries
In-Country Contact: Luis Pinilla, Esq. Colombia. We met him when we did the PA Trade Mission in 2013. 6 years ago. [email protected]
EXPORT SUCCESS: Conco. Concosystems.com (Industrial Markets)
Company Profile: Cleaning and testing of condenser andheat exchanger tubes.
Inquiry: Wanted to exhibit at Perumin – Extemin mining show in Peru in 2017, but did not speak Spanish and not enough funds to get its own booth.
Export Action: Duquesne SBDC suggested to engage their Colombian distributor to share a joint booth. Duquesne SBDC prepared Conco’s shared booth information in Spanish at their Impact Project MDCP-financed booth.
Result: Conco’s Colombian distributor decided to open an Office in Lima and target the refineries and mining operations. As a result, the company has sold a 3-year contract with Petro Peru worth 10 million USD.
Export Success: BonTool. bontool.com Construction Tools. (Industrial Markets)
Company Profile: Manufacturer of construction tools for concrete and cement applications.
Inquiry: Increase market opportunities by targeting emerging markets in Latin America.
Process: Made an introduction of a potential rep in 2015, whose child was at Children’s Hospital in Pittsburgh. Rep workedin the tool industry in Mexico. Bontool appointed him to represent them in Mexico.
Export Action: Duquesne University SBDC helped rep get leads in Mexico and Latin America. They exhibited at theCatalogue Show in Chile with the Impact MDCP-funded Project.
Result: Sales over $50,000 in the year after the show. Today sales in Latin America are over $100,000.
EXPORT SUCCESS: Safety Sleeper. Abramsnation.com (Consumer’s Market)
Background: A mother of three, Rose Morris struggled with finding solutions to protect her middle son Abram, who is on the autism spectrum, as he faced nights of fitful and erratic sleep. Her determination to help her then toddler-aged son lead a healthy life was the inspiration to invent The Safety Sleeper™, a lightweight tent-like structure that is placed on top of the bed, and includes padding and an air mattress.
Inquiry: Identify foreign markets for children especially in the UK, Canada and Australia.
Process: Seeking Rep that will allow Safety Sleeper to find buyers in those countries.
Export Action: Prepared company analysis, market research using export.gov, export seminars and international certifications such as the CE Mark for the European Union.
Result: Safety Sleeper attended trade shows using the Pennsylvania export travel grant (GAP) and sales grew to $1 million by 2016. Today the company's exports are reaching the $1.3 million mark and the company is hiring. In 2017 she won the National Exporter of the Year Award by the U.S. Small Business Administration.
In-Country Contact: Alejandro Pinto. Chile. We met him at the 2016 Expomin show in Chile when a US company introduced him to us. [email protected]
Effectiveness of In-Country Contact Approach
Clients have made more sales Trade missions and shows were more successful Clients find it easier to visit those countries
knowing they have a contact there. Faster responses when you have questions
EVERYONE IS HAPPIER!!!
Human Interaction is Key
Despite technology, people still play a critical role in success!!!
Contact Dr. Mary McKinney, PhD. CGBP.
Director, Duquesne University SBDC
Tel. 412-396-5707
Brent Rondon, MPA. CGBP.
Manager, Global Business Program and Program for Immigrant Entrepreneurs
Duquesne University SBDC
Tel. 412-396-5670