International Trade Events
The above presentation provides an overview of international trade events and some tips for successful execution. Below is another list of items to note as you prepare to travel for a trade-show and/or mission.
- Review that your passport will not expire within six months; a visitor visa generally allows for a six-month stay (with an extension request of up to one year). If your passport is about to expire within the next six months, you will not be permitted to travel internationally. This is to prevent you from having an expired passport should you visit up to the full six months.
- A visa document is an entry document; it must be valid on the day you enter the port. It is okay to be away on travel with an expired visa but it is not okay to be away on travel with an expired passport. Should you need a visa for business travel, request multiple entry (versus single entry) as it may save you time and money should you have a need to re-visit at a later date.
- Props and give-away items including banner displays and corporate paraphernalia that is made in China is usually better off traveling with you in your luggage than being shipped in advance. It is worth the extra baggage fee as the alternative may cause a Customs fee and time delay. Some countries, including Mexico and Brazil, will often declare a value to your items even if you declare zero commercial value and mark them as promotional materials, because of anti-China sentiments. It is best to check with the U.S. Commercial Service in advance of your travel to see if this is the case where your trade-show will take place.
- Always know your goals for the event in advance and list prospective partners that you want to meet. Also be certain to know your metrics in which to rank prospective partners–if you don’t know what you are looking for then you will not be able to screen people against your business needs.
- In advance of the show, review all marks and standards needed for your product. Otherwise, buyers may like your product but be unwilling to work with you if testing fees and certification cost present a market barrier for them.
- Schedule additional time for meetings with partners and connections made at the show; most business negotiation happens away from the chaotic atmosphere of the bustling trade-show. You can also get a better feel for the business if meet on-site at their facility, meet their team and get to understand their needs and how your businesses complement one another.
- Clients often ask, “Where can we get financial support for global marketing?”
- If you are in the food and agricultural industry you are in luck because much support is available through the USDA Foreign Agricultural Service (no cost for services) and the regional agricultural association that can cover part of your marketing expenses to attend trades-hows and missions. There are four agricultural trade associations in the U.S. and WUSATA covers California. Contact the Fresno CITD or WUSATA directly to find out how you can apply for their export services.
- Another source of funding that may be available are the MDCP awards which are made to trade associations and organizations. The funded projects vary year-to-year and each project lasts from two to five years. Review the list of active projects to see if there is an industry fit and contact the awardee to see what services they provide. Visits http://www.trade.gov/mdcp to review the list of funded projects.
- The STEP program from SBA is a grant to support small business exports. Launched in 2010, the STEP program supported many business matching venues. Depending of current funding, there may be STEP support. Contact the STEP Administrator in your state to see what assistance is provided under STEP. For a directory of STEP State Administrators, visit http://www.sba.gov/about-offices-content/1/2889/resources/14315 and click on your state (scroll down to the U.S. map) to see who to contact.
- States vary significantly in what they can offer in terms of business support. Take inventory of every corporate office location and contact the state trade office to see what services are available. You will need to use the business address in their state (to demonstrate your business activities contribute to their state tax base). Some states will reimburse a portion of marketing costs while other states have global offices with support staff ready to assist. For the contact details of your state trade offices, see the State International Development Organizations (SIDO) state trade directory on their website at http://sidoamerica.org.
