The California Agricultural Export Training Program (CalAgX) is workforce and business driven, and can be incorporated into California community college agricultural classrooms while supporting the international trade deputy sector navigators. The CalAgX capacity building program works as a collaborative with faculty of the California community colleges campuses that offers agriculture programs, and agriculture workforce and business leaders to advise and assist in the development of global food and agricultural trade curriculum.
The Center for International Trade Development at State Center Community College District is California’s leading food and agricultural trade expert with emphasis on developing emerging markets, exporting, global strategy and the supply chain, export training, and other areas of international business and trade. Economics are strongly driving the world to international commerce and all of the different facets of our lives will be impacted by these changes. This program will accelerate education and training of students interested in careers in international trade that meets the workforce needs of employers.
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Service Area Outcomes (SAO)
The objective of this project is to improve the international competitiveness of organizations by developing faculty’s global knowledge and interest in international trade. The global food and agriculture curriculum focuses on:
- Understand the importance of international agriculture business in the global economy
- U.S. position in the global agriculture business and its impact on the country
- Legal, political, and cultural environment of agriculture global business
- Basic skills of operation, management, and control of agriculture global business
- Basic techniques of market research and foreign market entry strategies
- Principles of global marketing and distribution
- Market briefing
- Meeting with foreign buyers, sales negotiation, and lead follow-up
- Principles of global export financing
- Contemporary issues in global business and their implications
- Certified Global Business Professional (CGBP) industry certification
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Program Faculty
- Marianne Dunklin, Fresno City College
- Dustin Sperling, Reedley College
- Matthew Alanis, Willow International
- David Clark, Reedley College (Dean of Ag School)
- Nancy Gutierrez, Ag Sector Navigator
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Project Output
- Membership in a western United States agricultural trade association
- Global agricultural training curriculum
- Technical Assistance (presentations, webinars, online resources) on agriculture global business
- Agricultural Export Transportation Handbook
- Statewide dissemination to Agricultural programs into community colleges (working with Deans and Faculty)
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Curriculum Overview
CalAgX benefits the producers, processors and marketers of California grown or processed specialty crops. The program consists of 6 separate training sessions held at two-week intervals with each session lasting 4 hours. Each of the 6 sessions has been designed to meet the learning needs of new-to-export or non-exporting food and agriculture companies.
Each of the 6 sessions has been designed to meet the learning needs of new-to-export or non-exporting food and agriculture companies.
Seminar training will be conducted concurrently in Sacramento, Clovis and Southern California.
Between sessions, participants will have an opportunity to work on various assignments, consult with industry experts to reinforce the information learned in the class and take advantage of promotional activities designed to assist participants in becoming export ready.
As part of the overall program, we will work with you to develop customized International Market Research and/or an International Marketing Plan to aid your company in establishing export goals, identifying potential markets for international expansion, and suggested implementation strategy for market-entry.
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Session I: Introduction to Food & Agriculture Exporting
Exporting Basics- Overview of the Export Process
- Export Procedures and Terminology
- Benefits, Costs and Risks of Exporting
- Assessing Export Readiness
- Assessing Export Potential
- Budgeting for Exports
Finding & Entering Best Export Markets
- Researching Foreign Markets
- Internet Market Research – Sources and Techniques
- Market Planning Tools and Techniques
- Selecting Target Markets
- Developing Best Market Entry Strategies
- Developing the Export Market Plan
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Session II: International Marketing
Developing A Market Entry Plan- Defining Goals
- Internal/External Analysis
- Product Selection & Pricing
- Target Market
- Market Entry Strategy
International Matchmaking- Finding Foreign Buyers/Distributors
- Trade Contact Sources
- Trade Lead System
- Government/Private Matchmaking Service
- Branding & Marketing Materials
- Marketing Media & Methods
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Session III: Logistics & Documentation
International Logistics- Export Packing & Packaging
- Export Marking & Labeling
- Determining Best Transport Modes & Routes
- Freight Forwarders
- Booking, Tracking and Tracing Cargo
- Insuring the Cargo
Documentation- Incoterms
- Quotation
- Pro Forma Invoice
- Commercial Invoices
- Certificate of Origin
- NAFTA Certificate of Origin
- Phytosanitary Certificate
- Ocean Bill of Lading
- Air Waybill
- Tariffs
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Session IV: Negotiation and Cultural Aspects
Making Export Sales- Responding to Inquiries
- Determining and Quoting Export Prices
- Negotiating Export Terms & Closing Deals
- Invoicing Foreign Buyers
- Globalizing Websites for Foreign Users
- E-Commerce Tools and Methods
Intercultural Communication- What is Country’s Culture?
- Communication Protocol
- Personal Space
- Meeting Protocol
- Social Protocol
- Local Customs
- Cultural Tools and Resources
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Session V: Financing Exports & Getting Paid
Financing Exports & Getting Paid- Balancing Risk Between Seller & Buyer
- Payment Terms
- Letters of Credit
- Selecting International Payment Method
- Protecting Against Buyers Default
- Financing your Export Growth
- Foreign Exchange Risk
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Session VI: Foreign Regulations & Legal Aspects
Foreign Regulations- Rights & Obligations under WTO
- Complying with Domestic Export Controls
- Foreign Government Import Requirements
- Tariffs/Trade Barriers
- Foreign Market Requirement
- International Trade Agreements
Legal Do’s & Don’ts- Differing Legal Systems Around the World
- U.S. Laws Effecting Exporting and Operations in Foreign Countries
- Foreign Laws
- Protecting Intellectual Property Rights
- Settling Commercial Disputes
- Other Legal Issues
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CalAgX Participant Eligibility
Program size is limited. Participation in the CalAgX program will be based upon how closely the applicant meets the criteria for participation listed below.
- Agriculture products are California grown
- Products are considered “Specialty Crops” as defined by the USDA
- Company must be based in California
- Company has been in business for at least 1 year
- Company has less than two years of active exporting experience
- The company is a viable California business with an established domestic market and a registered Employer Identification Number (EIN)
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Supporters of CalAgX
- California Centers for International Trade Development
- California Department of Food and Agriculture
- United States Department of Agriculture
- Western United States Agricultural Trade Association
- Specialty Crop Trade Council
- Allied Grape Growers
- Almond Board of California
- California Agricultural Export Council
- California Citrus Mutual
- California Grape and Tree Fruit League
- California Table Grapes Commission
- Raisin Administrative Committee
- Western Pistachio Association
- Port of Oakland
- Port of Los Angeles
- California Farm Bureau Federation
- Fresno County Farm Bureau
- Napa County Farm Bureau
- San Luis Obispo Farm Bureau
- San Diego County Farm Bureau
- Tulare County Farm Bureau
- San Joaquin Valley International Trade Association
The CalAgX program is funded by the 2012 Specialty Crop Block Grant program of the United States Department of Agriculture, and is presented by the California Centers for International Trade Development in cooperation with the California Department of Food and Agriculture.
