Your next move should be to visit the market with which you plan to invest and/or trade!

Below are four perspectives on how in-market visits can help with the opportunity-identification and market validation processes.

1. Witness firsthand the opportunities and potential of your target market

Visiting your target market will give you the ability to witness and validate the foreign market opportunities you plan to pursue firsthand, beyond what you are able to learn through market reports, market studies and presentations.

The Philippines has built a thriving Business Process Outsourcing (BPO) sector from the ground up. The country has overtaken India as the call-center capital of the world because of its highly educated workforce that can speak fluent English, and their strong grasp of Western culture.

In early 2011, I had the opportunity to work on a lead and investment generation project, which entailed finding North American companies that could potentially outsource their contact centre and other back-end functions to the Philippines.

The process took me to the Philippines and enabled me to see  government initiatives, private sector investments, and public-private partnerships that were designed to make the country a BPO hub in Asia and globally.

Some of these developments included the creation of industrial parks, business parks and specialized economic zones (SEZ) to anchor in investments; the building up of BPO sectors in the cities of Manila, Cebu, Davao, and Cagayan; and even the establishment of schools that teaches call center agents how to speak in various accents of the English language.

By conducting an in-market visit to the Philippines, I was able to connect with foreign companies including Expedia, Lexmark, Toshiba, Convergys and Telus, that all successfully invested and leveraged the country’s BPO sector.

I was able to learn first-hand about the business environment, market entry challenges, and what it takes to be successful in the marketplace, and it helped me to identify opportunities in the BPO sector.

2. Uncover nuances of your target market

In-market visits will help you uncover market nuances that could potentially act as market entry barriers or  delay your expansion process if left ignored.

As an example, I worked on a market assessment and sourcing project for used mobile devices in the ASEAN market. A market nuance not uncovered by the team visiting Hong Kong, the Philippines, Singapore and Vietnam through secondary research was the preference to use dual SIM phones in certain parts of Southeast Asia that have limited network coverage.

Having a dual SIM phone allows users to access multiple carrier signals.

By identifying this market nuance, we were able to adapt our business plan accordingly.

3. Connect with parties that can assist in the internationalization process

In-market visits will enable you to connect with parties that can assist in the internationalization process, including:

• Government commercial representatives and sector specialists from the Canadian Trade Commissioner Services (TCS), investment promotion agencies (IPAs), and/or trade promotion organizations (TPOs) that can support your business interests and facilitate a soft landing should you decide to move forward.
• Potential customers, potential suppliers and potential partners that can test the feasibility and fitness of the products and/or services you wish to introduce to your target markets.
• Business associations that can provide you with market insights, guidance on how to navigate the market entry process and key contacts, including potential partners, distributors and end-users
• C-level executives and business owners who can validate the market opportunities you plan to pursue and can share nuances, challenges and constraints in the marketplace.

4. Monitor your external environment, which can affect the market opportunities you plan to pursue

The task of monitoring the external environment is an ongoing process.

By conducting in-market visits, you are able to track any changes in the external environment, which may impact the trade and investment opportunities you plan to pursue.

This will enable you to take corrective action if need be and minimize risks prior to the execution of your trade activities and/or the establishment of your business operations.

In today’s globalized world, Canada’s economic well-being is tied directly to its economic linkages with other countries. Although Canada’s supply chain is deeply integrated with the North American Free Trade Agreement (NAFTA) markets, I believe Canada needs to diversify its economic relationships.

By 2030, Asia is estimated to account for 64% of the global middle-class and over 40% of global middle-class consumption.

Given the tremendous foreign market opportunities Asia offers today and in the future, Canada needs to intensify its economic engagement in the region. If we don’t, then Canada risks losing out to other nations that are actively pursuing opportunities in Asia.

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As an economics major I was being introduced to viewing the world from a macro point of view, so all of this began my passion for global business.

After I graduated from university, the global economy was in a significant downturn, and filled with economic uncertainty.

Given the climate of the job market, I decided to educate myself further in order to be able offer even more to an organization.

This is when I found FITT and the CITP®|FIBP® designation.

Taking a business education to the next level with international trade training

I took the FITT-accredited program at Mohawk College, and was immediately surrounded by people of European, Asian and South American decent. I thought back to what Thomas L. Friedman said in his book; the world truly is flat.

I soon learned different ways of doing business in countries around the world from my classmates and professors.

For example, have you ever received a business card from a Chinese business person? You’d better make sure you know how to accept it. In China, there are also certain colours that are not to be given as a gift. Black, for instance, is often associated with death. Also, many European and Asian suppliers and customers prefer establishing personal relationships before committing to long-term business. In contrast, North Americans can establish relationships and do business without even meeting in person!

The FITT-accredited program taught me everything from international marketing to global supply chain logistics. As someone who lacked physical experience in the global workforce, the program’s global business education equipped me with the tools I needed in order to succeed.

After graduating from the program, I was ready to apply my skills to a career, and I was fortunate enough to get hired by a medium-sized, publicly traded, international company located close to home.

The beginnings of a global career with an international company

Opta Minerals Inc. operates in four continents, selling loose abrasives and steel products and services.

I was able to recall and use many of the skills I had learned through my university career and particularly from my FITT-accredited training immediately after starting my career.

Incoterms, marketing strategies, terms of trade and research techniques became part of my daily routine. Pricing strategies for internal use and for customers can become confusing when dealing with different currencies, weight factors and freight costs, but developing this skill to think globally is something I use as an advantage to help others.

As a Market Research Analyst, it’s my job to assess the company’s current and future position, as well as the feasibility of new products. A large portion of my job involves understanding the trends and movements of our global competitors. This enables us to create proactive and, if required, reactive strategies.

A day in the life of an international Market Research Analyst

A day in my office consists of phone calls and emails to Asia and Europe in the morning and conversations with staff on the U.S. West Coast in the mid and late afternoon.

Stretching from one side of the globe to the other, I can almost feel the world spinning at my desk!

Working for a global enterprise has also enabled me to travel within and outside of Canada, attending trade shows and conferences. This has been extremely important for my communication and networking skills.

One experience that stands out for me was exhibiting at a trade show in Salt Lake City, UT. I was required to run the booth by myself and interact with every visitor as both of our sales reps’ flights were delayed until the next day due to inclement weather. This was a great learning experience because it forced me to chat with and get to know our potential customers in that market.

I’ve had many great accomplishments during my tenure at Opta Minerals. Within the last few months I fully integrated and launched a new product offering to our customers in Ontario. Almost everyone has baking soda in their fridge. But did you know that it can also be used as an abrasive -material? Well, I didn’t a few months ago. Together with my colleagues from the product and sales team, I found the new and desirable product we’d been searching for for quite some time.

From contract negotiations to marketing, I was responsible for the full product life-cycle of this new product. This required several face-to-face meetings with the supplier, going out to the market and finding interest, and determining what positive impact this would have on the company’s bottom line.

We understood where our competitors stood on pricing, and made every reasonable effort to use this to our advantage. We successfully sold and met the quantity expectations of the supplier within a three month span, and we continue to sell this product with great success.

For those pursuing a career in global business, I’d recommend that when you’re taking the road untraveled, you ask advice from those who have walked it before you.

You’ll be amazed to see what you can learn from a simple conversation with anyone who has international experience: on a plane, at a trade show or from your colleagues.

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Story told to Ewan Roy by Sergey Kislyuk, CITP|FIBP

I am a Senior Commodity Trader for Export Packers Company Ltd., a food import/export company based in Brampton, ON, in the European Trading Division, where I have now worked for over 17 years.

Getting a head start amidst the economic turmoil of 1990s Russia

Back in 1993, Russia’s economy had nearly collapsed and a new Russian government was attempting to perform multiple economic reforms, including privatization and market and trade liberalization.

This was the year when I graduated from the Moscow State Bauman Technical University. My specialization was systems analysis, and I also took courses in economics, project management, business management, and finance. It was extremely difficult to find a job back then, especially one which met my expectations and qualifications.

The first opportunity came with Korean company LG Electronics/Gold Star. I was hired there as a logistics coordinator at the Moscow office, where I was responsible for product delivery coordination, stock control, warehouse inspections, and claims settlements.

This job was my first experience at a global trading company. I really liked to work in a fast-paced environment, where I was permanently under pressure and had to meet deadlines.

Then, a better opportunity came at the Dutch company Phillips Consumer Electronics, where I started as a sales support/logistics coordinator. At Phillips, I was not only responsible for the international coordination for the delivery of products to the customers, I was also involved as a sales person, helping  the sales manager to maintain customers’ accounts, promote certain products, and make sales.  That experience showed me that I want to build my carrier in international trade.

Travelling the globe to participate in some of the world’s biggest trade shows

After immigrating to Canada in 1998, I found a job with one of the largest international food trading companies in Canada – Export Packers Co. Ltd. I have worked for Export Packers ever since.

Starting as a Commodity Trader Assistant, I grew within the company and was finally promoted in June 2006 to the position of Trading Manager (team leader level).  At that time, I was fully responsible for making decisions about which products to buy, whether to take long or short positions, and negotiating with suppliers and customers directly.

Since 2001, I have participated annually in different international food shows and exhibitions, such as ProdExpo and World Food in Moscow, Russia, Anuga in Cologne, Germany, Sial in Paris, France, and shows in Toronto and Montreal in Canada.

I continue to take part in trade missions and business seminars arranged by Canada Pork International (CPI) and Global Affairs Canada (GAC) in Russia, Ukraine, Belarus, Kazakhstan, Georgia, and Armenia.

Participating in these trade events has given me a unique chance to meet with new and potential customers, to discuss different matters with government authorities, and to understand if there is a change in the demand or market requirements of the particular country.

Steering the company to safety through the 2008 financial crisis

As a part of my responsibilities, I was in charge of an assessment of the financial risks for specific countries, market region conditions, and risk mitigations. My skills were tested to the limit by the financial disaster in 2008-2009.

During that period, many companies went out of business and caused their suppliers to take a heavy hit, or even to go bankrupt.

My proudest accomplishment during my whole career is, that using my financial risk assessment skills, I was able to get through 2008-2009 without taking any major hits or heavy losses.

We had a very complicated situation when several customers were suddenly unable to fulfill their commitments due to the global financial crisis. We already had many containers on the water in transit to them at the time.

Only our ability to recognize the problem well in advance allowed us to take the necessary actions, such as stopping containers in the transit ports and redirecting them to different markets in order to avoid heavy losses.  That was a year to remember, and I believe I passed that “stress test” successfully.

Cementing career success by earning an elite professional designation

Looking back over my 17 year commitment at Export Packers Co. Ltd., I truly believe that I have achieved great success in the field of global trade.

The most important thing I have learned during my career is that in order to maintain your professionalism, trading skills, up-to-date knowledge and market awareness, it is absolutely necessary to study regularly, do your research, and self-educate in related fields.

As an international commodity trader with almost 20 years of experience, I decided to apply for the CITP®|FIBP® designation. My international and Canadian experience, deep knowledge of the subject, and proven track record over the years made me believe that applying to become a Certified International Trade Professional through the Executive Path would be my best option.

 It is a great honour for me to have now received this elite designation. I feel that my hard work in the field of global trade over the years is recognized by achieving this certification from FITT.

Even though I am not looking for any change in my job or career, I believe that the CITP®|FIBP® designation will bring me more opportunities with potential business partners, employers, and clients. Should I eventually decide to set up my own international trade company, the CITP®|FIBP® credentials will definitely be an asset.

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Laura Dorling van der Oord, CITP|FIBP, is an Advisor on the Board of Directors for the World Bank Group representing the Office of the Executive Director for Canada, Ireland and the Caribbean.

Over the course of her career, she has consistently applied her talents to engaging the private sector in international development and to opening up new export opportunities for businesses.

“I’m very committed to harnessing the benefits of trade and investment to support sustainable development, poverty reduction, and long-term socio-economic growth, both in Canada and in developing countries,” she says.

As the chair of FITT’s Certification and Accreditation Committee (CAC), we’ve also benefitted from her experience and leadership, and look forward to working with her in that capacity for many years to come.

The drive to make a difference in people’s lives

Laura grew up in the Niagara region of Ontario, close to the U.S. border, which fostered an early interest in international trade and its importance to Canada’s economy, as well as the quality of life for many Canadians.

She elaborates by explaining that, “From an early age, I always wanted to work internationally. I enjoy making connections across cultures and seeking solutions to address some of the world’s most pressing social and economic challenges.”

Originally, she planned to channel that interest in running a non-profit organization focused on international development. She travelled to Costa Rica with the Youth Challenge International volunteer program to learn more.

While completing her Bachelor of Commerce with Honours at the University of Ottawa, she switched gears. She decided that the private sector also plays a critical role to foster sustainable development and improve socio-economic conditions around the world.

After graduating, Laura took a position as an Export Consultant with Ontario Exports Inc., part of the Ontario Ministry of Economic Development and Trade, and learned a lot during her time there.

Working as an Export Consultant opened my eyes to the importance of international trade in the global economy and the value of Canadian competitiveness.

In 2001, Laura moved to Mexico to complete a Master’s degree in e-commerce, and at the end of her program she received an offer she couldn’t turn down.

The offer was from DFAIT (now Global Affairs Canada) for the role of a Trade Commissioner and team leader of  the International Financing division for Latin America and the Caribbean.

By 2004, Laura had earned herself a promotion to another new role: Senior Counsellor for the Canadian Executive Director’s Office at the Inter-American Development Bank in Washington, DC.

“This was a dream job since I was able to help bridge the role of the private sector with development through targeted investments in Latin America and the Caribbean.”

The role entailed robust responsibilities including the review and approval of private and public sector loans across a wide range of sectors, the negotiation of new procurement policies and procedures, and the development of innovative funds to incentivize increased investment in priority areas such as trade facilitation, sustainable energy, climate change, and debt relief initiatives.

She also partnered with the World Bank to establish the Canadian Private Sector Liaison Network, the first of its kind at the Inter-American Development Bank.

A dedication to continuous learning and international trade training

Laura began taking FITTskills courses in-class in 2002 in order to continue to develop her international trade knowledge and talents. In 2005, Laura completed her FITT Diploma.

FITTskills courses were a very useful way to study the essentials of international trade and complemented my undergraduate degree in commerce and international management. They helped me to further develop my skill set in a very practical way.

Laura wanted to share her international trade expertise with others, so she successfully applied to become an elite Certified International Trade Professional (CITP®|FIBP®). She has found it to be a valuable way to connect with her colleagues and validate her experience.

“I was very excited to earn the CITP®|FIBP® designation. It provides the opportunity to meet and learn from a tremendous network of trade practitioners with very diverse backgrounds and areas of specialization.”

The certification demonstrates trade expertise in a very tangible way and has helped fulfill my commitment to lifelong learning.

“I remain committed to the promotion of the CITP®|FIBP® designation and continue to be actively engaged with FITT as Chair of FITT’s Certification and Accreditation Committee which reviews applications and activities that lead to the awarding and maintenance of the professional designation.”

She continues to seek out opportunities to broaden her skill set in new areas.

Managing risk and developing innovative tools to address complex global challenges

In 2008, she pursued the opportunity to work in a specialized field that addresses one of the world’s greatest challenges.

She began working with the operational teams of the World Bank Group as a Senior Disaster Risk Management Specialist to help improve emergency lending available to developing countries when struck by disaster.

This initial work led to a role with the Global Facility for Disaster Reduction and Recovery (GFDRR) as a Senior Governance Specialist where she worked closely with donors and partners to prioritize increased investment in risk mitigation tools and comprehensive disaster risk management to reduce human and economic losses.

She initially focused her efforts on the Caribbean and Latin America, and she later supported activities in Asia and Africa.

As a member of the World Bank’s rapid response team, I helped to coordinate the post-disaster needs assessment and the initial donors’ meeting to support recovery efforts in Haiti after the devastating earthquakes in 2010.

“I also organized a donors’ visit to Vietnam to promote the importance of disaster reduction and recovery efforts in flood prone areas that happened to be hit by floods at the time.”

“With the GFDRR, I also arranged a donors’ meeting in Sweden that resulted in the announcement of significant financial contributions to support programming for disaster risk management.”

In 2012, Laura returned to her role on the Board of Directors as an Advisor, this time at the World Bank Group, in the Office of the Executive Director for Canada, Ireland, and the Caribbean.

This position entails careful review of both public and private sector investments in developing countries and frontier markets, with billions of dollars approved yearly to reduce poverty and improve socio-economic conditions.

Connecting Canadian companies with global opportunities

A significant part of Laura’s career has involved the promotion of increased engagement of the private sector to support various aspects of socio-economic development.

Multilateral development banks, such as the World Bank Group, make important investments in priority sectors, many of which require qualified firms and individuals to implement these projects and programs.

She is constantly finding ways to better engage Canadian firms and consultants in these projects in innovative ways.

An example of this was the opportunity she identified for the World Bank Group to partner in the Canada-Africa Business Summit, hosted in Toronto, where she led the organization and delivery of the World Bank Group’s participation.

“By promoting opportunities for Canadian expertise in the energy sector in Africa, this helps to implement much needed energy projects that improve economic opportunities across the African continent, while also advancing Canadian trade and investment interests. It is a win-win approach to improve lives in many countries in the region through increased energy access and energy efficiency.”

Some other examples throughout her career include similar efforts to promote Canada’s expertise and experience with public-private partnerships, and the development of new funding mechanisms. These include the Sustainable Energy and Climate Change Initiative at the Inter-American Development Bank, and the recent creation of the Global Infrastructure Facility at the World Bank.

Laura is proud to represent Canada and promote Canadian values on the international stage. From a young age, she helped to organize and lead provincial and federal trade missions to Asia, Latin America, Africa, and Europe.

She was also one of the initial Corporate Social Responsibility leads for the Government of Canada, and enjoys lending a Canadian perspective to her work at the World Bank Group.

She has also worked as an independent consultant and successfully created a consulting firm dedicated to helping companies gain market share and overcome challenges in global markets.

This experience has allowed her to personally understand the needs of small and medium sized enterprises, and the interests of consultants as they pursue work internationally.

Blazing a trail for women in finance and international trade

Laura is extremely grateful for mentors and inspiring leaders who have proven there is a role for women in finance and international trade.  She considers mentorship a fundamental pillar throughout her career and professional development.

I’ve learned a lot from other trailblazers who helped open doors before me and I am committed to helping others on their path to ensure women increasingly have a seat at the table.

“There have been times that I’ve promoted trade and investment opportunities as the only woman in meetings with foreign delegations. For instance, I organized the first virtual trade mission between companies in Ontario and Jalisco (a Mexican state) to advance trade in the automotive sector, which included site visits where no woman had ventured before.”

She is encouraged to see this dynamic shifting and believes Canada has a unique opportunity to demonstrate the value of gender equality at home and abroad.

When asked what new professionals in the industry should know, she advised them to always think of unconventional ways to handle problems and find solutions, regardless of the sector and regardless of how difficult the challenges may seem.

“When there is a will, there is a way.”

“It’s important to challenge traditional ways of doing business to create new opportunities for trade and investment. Have the courage to try new things and explore your passion, even if that means you have to develop innovative solutions or do things that haven’t been done before. Going forward, it will be essential to think more broadly beyond trade to include investment, innovation, and entrepreneurship given the interconnectedness in global markets.”

With so much success already in her career, it will be exciting to see Laura continue to follow these tenets and find new ways to build global growth and long-term sustainable development.

She resides with her husband and two young children in Bethesda, Maryland.

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Claude Gendron, CITP|FIBP is the Deputy Director of the Aerospace Team at Global Affairs Canada.

Three years after moving into the international trade world from a government position in international security, his efforts have already paid off in spectacular fashion and his career is on the rise.

Taking a hands-on approach to Canada’s aerospace industry

Before entering into international trade, Claude had already built quite an impressive resume, mainly with the Canadian government.

He spent six years working for Canadian Heritage and served as an analyst for the United Nations Development Programme. In that time he administered grants and programs related to women’s health initiatives for Health Canada and worked on several non-proliferation, global security partnership, and security threat reduction programs for Global Affairs Canada.

He also studied to earn a postgraduate diploma in management and a master’s degree in international management from HEC Montreal’s business school, and a business administration and management certificate from MIT’s prestigious Sloan School of Management.

When given the chance to transfer from his security role at Global Affairs Canada to a role in international trade, Claude found the new options open to him as a Trade Commissioner in the aerospace sector to be very appealing.

I was thrilled with the idea of assisting companies and businesses in expanding their business abroad.

“Although I had several degrees in management, my hands-on experience in working with industry was relatively limited.”

He also quickly found that he had a lot to learn, but that his colleagues were more than willing to share their experiences and help him understand the ins and outs of the complex aerospace industry.

“I had to learn about the dynamics at play in the aerospace industry, but also in each of its segments, namely commercial aviation, maintenance, repair and overhaul, and space.”

“I also had to learn about global value chains, foreign direct investment, the export control regime in Canada and the type of services Canadian companies are requesting from the Trade Commissioner Service, to support their international business development.”

“In terms of advice, speaking to my colleagues and partners was the starting point. Seeking advice from experts or seasoned trade commissioners in my Department helped me learn to handle simple and more complex queries in assisting Canadian clients.”

Making big connections and paving the way for Canada’s aerospace sector

Despite his early experience in trade, Claude was able to orchestrate some major projects and take on a great deal of responsibility in a short period of time.

He planned and executed the Trade Commissioner Service’s programs at both the prestigious biannual Farnborough Air Show in 2014 and the Paris Airshow in 2015, both of which had approximately 400 Canadians representing 125 Canadian companies in attendance.

He also contributed to the development of a B2B matchmaking program used by over two dozen Trade Commissioners at posts around the world to help commissioners meet with foreign delegations and foreign companies interested in investing in Canada.

Claude also contributed to the renewal of an MOU on promoting cooperation in the civil aviation industry between Canada and China in November 2014.

Along with helping others build stronger relationships in the aerospace sector, Claude has managed to secure some exciting clients of his own. One client has already been a great benefit to Canada’s aerospace sector and could continue to pay off in exponential fashion.

“A few months after I began my job as Trade Commissioner, I attended a trade event in Montreal where I was introduced to a Director of Procurement for a major aircraft manufacturer.”

My colleagues and I made a suggestion to this senior official to organize a series of conferences or a trade mission across Canada. We offered the Canadian Trade Commissioner Service and partners to organize these meetings for the benefit of the Canadian industry.

“This represented tremendous opportunities for Canadian suppliers in aerospace.”

“Today, this manufacturer not only has organized two conferences in Canada, but has also established a close relationship with my team and other federal departments. Frequent communications are taking place and have paved the way for great opportunities on the horizon for the Canadian aerospace industry.”

Furthering his global trade expertise through targeted training

2015 was a big year for Claude, as he completed several major career milestones.

Even with his impressive education, Claude wanted to continue to train and add to his skills and knowledge. As part of that effort, he completed his master’s in management from Harvard University, which he had started in 2010.

In 2015, Claude also took the FITTskills program, which he says has enhanced his credibility and expertise as a Trade Commissioner.

“I found the FITTskills training to be perfectly designed for my work at Global Affairs Canada. This training provides an excellent understanding of the role and responsibilities of an international trade expert.”

“It presents practical advice in a wide number of areas to help you better perform your duty and overcome challenges when dealing with international trade finance, supply chain management, market entry strategies, legal issues, etc.”

He found it so helpful in fact, that he’s recommended the FITTskills courses to many other professionals since completing them.

The training offered by FITT is well tailored to the needs of the global trade industry. I encourage all my colleagues, as well as International Trade Practitioners and Business Development officers in the private sector, to take this training as it really makes a difference.

After finishing his courses, Claude also successfully applied to become an elite Certified International Trade Professional (CITP®|FIBP®), and says having the designation has been a big advantage in his daily work at GAC, as it is widely recognized throughout his department and the private sector.

Claude was recently named Deputy Director of Global Affairs’ aerospace team, and thinks his FITTskills training and his designation will help him in the role.

“My supervisor gives a lot of credit to the FITTskills program as it is well recognized within the Trade Sectors at Global Affairs Canada. I have no doubt the CITP®|FIBP® designation will make a difference in my career.”

In November 18, 2015, Claude’s team and the aerospace trade commissioners were awarded the James C. Floyd Award by the Aerospace Industries Association of Canada (AIAC) for their important contributions to the promotion of Canadian aerospace interests in the global marketplace.

“The Trade Commissioner Service has proven to be a vital partner to the Canadian aerospace industry, helping companies to make the connections that they need to gain access to and do business in markets around the world,” said Jim Quick, President and CEO of the Aerospace Industries Association of Canada.

“Through their active participation in domestic and international trade shows, their support in coordinating aerospace industry trade missions for companies and industry delegations, and their partnership through initiatives such as embedding a Trade Commissioner in AIAC’s offices, the TCS has directly and significantly supported the growth of Canadian aerospace both at home and around the world.”

This was the first time that the Award, which recognizes exceptional contributions to the Canadian aerospace industry, has been given to a government entity.

With such a rapid upward trajectory, Claude’s trade career in the aerospace sector seems poised for continued excellence, and we look forward to see the heights he’ll rise to next.

The post Claude Gendron, CITP|FIBP – Deputy Director, Aerospace Team appeared first on Trade Ready.

Karla Cecilia Tripp, CITP|FIBP is a Publisher with Best Version Media, a company that focuses on producing private, family-oriented neighbourhood-specific magazines for homeowners associations, residents, local businesses and villages.

After working as a public servant and for one of the world’s most recognizable beverage brands, she has amassed over sixteen years of logistics, sales, product development and marketing experience.

She enjoys leveraging her knowledge and experience in the industry to find new ways to build relationships and successful opportunities for her company.

A fittingly international start to a global business career

Cecilia went to Texas to study English right after she started her first year of International Relations, and then moved to Canada in 1995 to continue her language studies.

“I came to study English and one thing led to another. Twenty years later, I am still here, happily married with a three year old daughter.”

Following her passion, Cecilia secured her first job in international business as a Trade Specialist with the Trade Commission of Mexico in Toronto. After nearly two years, she was promoted to the role of Assistant of the Trade Commissioner.

“I loved working with importers and exporters. Generating leads, and especially promoting Mexican importers in the Canadian market, was something I loved to do. I had the opportunity to meet government representatives from the Canadian and the Mexican world. Being part of the process of having exporters meetings and trade shows was a real highlight for me.”

Finding success with a major global brand and joining the trade elite

Cecilia found the experience to be a truly fascinating one, and realized that she wanted to spend the rest of her career in the world of international trade.

To further that goal, she decided to develop her global business skills and credentials by taking FITTskills courses at Ryerson University.

Taking FITT courses gave me so much knowledge for international trade. All those courses helped me to grasp a great knowledge of those areas unknown to me before, like international trade law and international logistics.

“I recall that when I started those courses, the global trade world was changing, and I found it fascinated to be learning as that world was evolving. I can tell you that I was able to not only be better in my job, but also to understand this new world of doing business internationally. Countries are closer than ever now.”

As she completed her courses, she took a new job as a Sales and Marketing Assistant with Corona Canada, specializing in importation, distribution and marketing Corona’s brand across Canada.

Cecilia participated in the company’s strategic marketing planning, giving presentations on annual plans and new initiatives, and coordinating events and trade show exhibits.

She also put together regular reports on key statistical indicators, prepared listings for the Liquor Control Board of Ontario to ensure compliance with all regulations, and assisted importers with issues like transportation, purchase orders, packing and payment.

“I was extremely happy to be part of one of the most successful Mexican companies.”

Corona was being exported to more than 180 countries in the world, and I was part of the great success in Canada. During my time there, Corona was the number one imported beer in Canada.

Cecilia finished her courses and completed her diploma in 2002, and then earned her elite Certified International Trade Professional (CITP®|FIBP®) designation in early 2004.

“I was extremely overwhelmed when I earned my CITP®|FIBP® designation. It was a great achievement and I can proudly use my CITP®|FIBP® designation at all times. The designation helps when I am applying to different jobs. It adds more value to my career.”

Making her mark by helping a big brand grow even bigger

In early 2008, Grupo Modelo (the company who owned the Corona Brand), and Molson Coors Brewing Co. created a joint venture called Modelo Molson Imports Co. to sell Modelo’s products in Canada.

As part of the new joint venture, Cecilia also received a promotion to Marketing Coordinator. With over seven and a half years of experience already, she was able to easily transition to her new, elevated responsibilities.

Along with managing the marketing budget and assisting with the national retail programs to all points of sale, she also coordinated new product launches and managed their online content and email communications.

The next year, in 2009, she completed her program at Seneca College in Business Studies, further adding to her resume.

By 2011, she received another promotion and became responsible for supporting the National Marketing budget, planning, execution and management of all retail marketing programs for the company, particularly those related to new product launches or in-store product promotions.

Her efforts managed to boost sales by over 10%, and some of the promotions she helped launch, such as the extremely successful “Find your beach” campaign, singlehandedly led to sales increases of hundreds of thousands of cases.

Looking back at her time with the company, Cecilia noted “I was able to learn about marketing, sales, product development and logistics during my fourteen years in the company. I saw the company grow and met wonderful people through my career with Modelo.”

In 2014, however, when the company was sold to beer giant InBev, she made the decision to move on.

Using her skills to bring communities and business owners together

Cecilia quickly found a new temporary position as an Assistant Manager, New to Market with Corby Spirit and Wine Ltd., who are best known for producing Wiser’s whisky and Polar Ice Vodka.

“I wanted to take that time to really think of my next career move. I learned throughout that year about product compliance, gift packs and value added promotions. It was very rewarding seeing a product from the start to the end at the store’s shelves. I was handling all the new imported products that came into Canada.”

She stayed in the role for just over a year before taking on her current position with Best Version Media, which has been a great experience for her so far.

I enjoy meeting new people every day and, through the advertising campaign, helping to build brand awareness and long term relationships between these local communities and business owners.

“I’m proud to utilize all my past experience and my personal skills in my everyday life. Every day is a new day.”

We wish her all the best as she continues to grow and excel in her current role, and finds more ways to hone her international trade skills.

The post Karla Cecilia Tripp, CITP|FIBP – Publisher appeared first on Trade Ready.

Karolina Staszczak, CITP|FIBP, is an Office Manager for SPLICE Software Incorporated, a SaaS company that focuses on Human-Voice Messaging, based out of Calgary, Alberta.

Her passion for international business has already led her to explore several fascinating opportunities in Europe, and she looks forward to developing those partnerships further in the future.

Following a global passion instilled at a young age

With a Polish background, Karolina’s parents instilled in her a strong sense of her cultural heritage from a young age by explaining and celebrating cultural holidays and enrolling her in Polish language classes.

“Every two or three years we visited family in Europe, from when I was a child through to high school, travelling around different countries. This experience introduced me to the idea of working in international business.”

I am fascinated about learning new cultures and discovering the differences in lifestyle and communication, and this led me to enroll in the BBA program at Mount Royal University, focusing on a minor in International Business.

One of the big draws to the Mount Royal program was that the school offered FITTskills courses. Karolina appreciated that the courses were available both in-class and online, allowing import/export professionals to study in the way that works best for them.

She also found the course organization, delivery and material to be extremely helpful in meeting her long-term career objectives.

“The courses flowed nicely, they all tied into and built upon each other, and touched on every aspect of doing business internationally. The textbooks were also easy to read, and I have retained copies of all the materials to use as a reference when the opportunities arise.”

Keeping an open mind to tackle new and exciting opportunities

After finishing school, Karolina was eager to expand her knowledge with hands-on working experience, and found an intriguing opportunity with SPLICE Software as a Process Coordinator.

With a smaller staff, she’s had the ability to take on many different tasks and build her experience quickly, one of her favourite parts of her job.

While her role originally focused on reviewing existing business practices and policies to find ways to improve efficiency, she quickly familiarized herself with the company’s products and services. Before long, that knowledge translated into the chance to expand her responsibilities.

I started preparing funding applications for government projects and partnership programs – something which I have grown to love doing, and look forward to when they come up!

After a year, she was promoted to her current role as Office Manager, which allows her to play a big role in the company’s customer and employee relations, as well as funding applications, international partnership programs and market research for potential business growth in Mexico and Europe.

Using her market entry skills to make big inroads in European markets

Many of Karolina’s favourite career stories and proudest moments came out of these opportunities, particularly the responsibility to identify new opportunities for SPLICE Software in Europe.

“A key standout was attending the Canada-Holland Digital Innovation Event in Calgary. This was put together in partnership with the Canadian Embassy in the Netherlands.”

It was a great chance to leverage what I had learned in the classroom and apply it to potential business opportunities for SPLICE in the Netherlands, while networking with business professionals within Alberta and across the globe.

Karolina’s efforts developing connections in Germany have been among her most important, and have borne great fruit for the company so far. Karolina was involved in writing the company’s Alberta-Germany Collaboration Fund application, as well as preparing SPLICE for the Germany Matchmaking Symposium to find new business partners.

Working with Trade Commissioners and representatives of the Albertan government, she forged relationships with several promising start-ups and other partners.

“We connected with a company that was interested in selling our solutions. This led to the preparation of a press release, hiring of an external sales team and the translation of a portion of our website and marketing materials.”

“Although this expansion has been put on hold due to other time sensitive projects, it was an amazing experience to be a part of and confirmed why I had chosen this career direction.”

Using her experience to become an elite international business professional

As soon as Karolina finished her degree, she knew that earning her CITP®|FIBP® designation was an important career goal. It was both a chance to challenge herself, and to prove that she was using everything she learned in the FITTskills program on an everyday basis in her career.

After officially earning her designation, she is enthusiastic about the ways that having it will help her continue to grow her career prospects.

“I believe that having this designation will set me apart from other professionals within the industry. With the CITP®|FIBP® designation being recognized within the U.S. and Europe, it works as universal recognition, which I believe will help in building a strong foundation of networks around the globe.”

It also confirms her continued passion for the industry, as well as her desire to have an international mindset and be part of a community of global professionals.

Receiving this designation is a bit like a bonus for just doing what I love. Being a part of this community of talented and successful individuals is an honor. The benefits and resources are endless and I am looking forward to being able to tap into this fountain of knowledge throughout my career.

As she goes forward in her career, she plans to remember that with her strong foundation in international trade, it is important to her to always remain receptive to new ways of doing things.

“I have really learned to keep an open mind. Every international project is unique and there is no one way to go about it.”

“It is crucial to know your corporate story because international business is all about telling that story in different ways – ways that will affect different people, countries, and cultures differently. Having a solid foundation of what you are trying to solve is really important.”

With a strong set of skills, a determination to succeed and a positive attitude, Karolina will continue to build an incredible career for herself, and we look forward to hearing more about it.

The post Karolina Staszczak, CITP|FIBP – Office Manager appeared first on Trade Ready.

Fadi Ghaby, CITP|FIBP is a Supply Chain Analyst/Senior Coordinator at ALDO Group, based out of Montreal, Canada, where he supervises the complete customs operations group, including five supporting employees.

He is a highly skilled professional with over ten years of experience in the import/export and supply chain fields. With his exemplary abilities to organize and pay attention to detail, Fadi excels at managing multiple projects, as well as providing guidance and managing risks within supply chains.

Getting the right tools for the job

When Fadi decided global trade was the right industry for him, with an international background and language proficiency, he looked for the best education he could find to help him develop the skills he needed to break into the field.

After some careful research, he decided to pursue the International Commerce Import Export program, which delivers FITTskills courses, at LaSalle College in Montreal, Quebec. The program helped Fadi master the techniques, practices and laws he would use in his future career to develop strong, efficient supply chains.

FITTskills courses were very practical, and I use what I learned in the FITTskills program every day in my work in the import-export department at Aldo Group.

Wasting no time climbing the corporate ladder

Fadi got his big career break in March 2010, shortly after completing his FITT Diploma in International Trade, when he was offered the position of Export Administrator at ALDO Group.

After nearly two years in the role, Fadi decided to apply for the CITP®|FIBP® designation to show his commitment to the profession, as well as showcase his skill set and experience.

I decided to apply for the CITP®|FIBP® designation because I wanted to apply my knowledge and expertise in international business, and because the CITP®|FIBP® designation is the only comprehensive global trade credential recognized by the World Trade Centers Association.

Joining his fellow global trade experts was a dream come true for Fadi, and he sees it opening many doors for him in the future.

“I am very proud to have earned the CITP®|FIBP® designation, and I believe that it will help me to advance in my career as an import export and supply chain professional.”

In fact, he immediately began reaping the benefits of his new title by being promoted to a management role within ALDO Group. He started his new position as Customs Operations Coordinator in March 2012.

Shipments don’t go out without his stamp of approval

As Customs Operation Coordinator, Fadi was charged with coordinating all daily tasks and training for the export group at his company. He was ultimately responsible for ensuring his team met performance targets, and stepped in to solve any operations issues quickly and efficiently.

He reported his team’s results by performing statistical analyses and continually developing KPI’s to improve his team’s performance. He was also the last line of defence, reviewing customs documents, maintaining CIFTA, CCFTA and NAFTA compliance, and dealing with suppliers, brokers and carriers for each daily shipment from Canada to the U.S.

Fadi has recently been rewarded for his achievements by being promoted, yet again, to his current position as Supply Chain Analyst/Senior Coordinator.

This promotion gives him an elevated role in establishing and administering supply chain operations in order to improve global lead time performance.

To do this, he conducts research in collaboration with support departments to better understand logistics requirements, and communicates with partners, other logistics teams and freight forwarders to better achieve their goals.

Fadi is also involved in contract negotiations with freight forwarders and suppliers, and works with subject matter experts to resolve any supply chain problems.

Gazing into the future of logistics

An exciting aspect of Fadi’s work, is assisting in designing and implementing models and analytical reports – not only to evaluate and track current operations, but also to project future situations in order to identify opportunities for improvement.

On top of his international business training, Fadi has also received diplomas in Human Resources Management and Administration from the University of Quebec. He is currently completing a Professional Development Certificate in Logistics and Supply Chain Management at the University of Waterloo.

Fadi was promoted to Manager, Business Navigating and Reporting in fall 2017.

Fadi enjoys getting involved in the global trade community and was proud to have been selected to take part in the Steering Committee for the International Trade Competency Standards (ICS) project, led by FITT and the Canadian Government.

He hopes to soon get involved in supporting the World Trade Organization.

Fadi has a bright future ahead of him in the supply chain industry and strives to someday open his own international business. We look forward to seeing what innovations his team achieves in the future.

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Joel Fernandez, CITP|FIBP, is the Executive Director of the Global Chamber in Miami, Florida, and the Vice Chairperson of the Environmental Impact Committee in his town, Bay Harbor Islands, FL.

He is also the Co-Founder and CEO, US Division of Intradeservice LLC in Miami, Florida, a recognized international trade agency that helps businesses improve their global trade transactions.

He spent many years learning and gaining experience in international trade in Venezuela, his home country. Like so many international trade professionals, he decided to seek opportunities somewhere new and has spent the last several years living and working in the U.S., where he runs his own agency.

Heading straight to the top

For Joel, the juggling act of balancing his work with further education to improve his knowledge and skills was a reality for several years.

He started his career working for the Venezuelan Tax and Customs Authority in 1999 while working towards his Foreign Trade Diploma.

From there, he worked as an Export Associate at Panalpina, a multi-billion dollar forwarding and logistics company, as he completed his program to become a University Level Technician in Customs Administration.

Describing himself as “still hungry for wisdom,” he then started his Bachelor’s degree in international trade in 2002 at Universidad Alejandro de Humboldt in Caracas, and completed it in 2006.

During this four year stretch, he added to his growing list of experience by working as an Export Representative for a Venezuelan petrochemical company.

“I worked at a diplomatic level to establish new international customers, which involved navigating a lot of tariff barriers, environmental regulations and political issues.”

I’m particularly proud of the marketing campaign I set up to export to Canada, and the strategic alliance we reached with Panamerican, a big company in Texas.

From there, Joel took a role as a documentation analyst for the Maersk Group, the largest container ship company in the world.

“Here I experienced the power of the company in the industry,” he says, “since its operations serve as a reference for international trade.”

After a few months, he moved to a Venezuelan export development program, which helped 30 companies to grow globally and was sponsored by the Inter-American Development Bank (IDB), Development Bank of Latin America, the United Nations Industrial Development Organizations (UNIDO) and local banks. He worked there as an External Junior Consultant.

“By performing SWOT analyses and benchmarking, I was able to make the appropriate recommendations and create improvements. I established direct exports to Panama, Trinidad and Tobago, Peru, Uruguay and Colombia.”

Setting off on his own path

With several years of experience now under his belt, Joel decided to go down the road to become an international trade entrepreneur and started Intradeservice in Venezuela in 2006, along with a satellite office in Panama.

Joel put in a great deal of work on logistical issues, and created a line of break bulk cargo transportation with a Panamanian company to speed up shipping for VIP clients involved in trading sizable goods between Venezuela and Panama.

Setting up reciprocal shipping, one of the conditions placed on the project by a partner, proved to be a challenge, but one Joel was able to successfully handle.

The variety, control and creativity of entrepreneurship all deeply appealed to Joel, and continue to do so to this day.

As an entrepreneur, I have enjoyed the freedom and passion to go beyond my comfort zone. I have had to wear several hats simultaneously in this globalized world.

A year after starting his business, however, changes in Venezuelan politics prompted Joel to close it and move to the U.S. to take a job as a Financial Analyst for Congreso de Latinos Unidos, a non-profit headquartered in Philadelphia that is designed to strengthen Latino communities in the U.S.

The job offered Joel the chance to take on a wide variety of financial responsibilities, from budget management and economic forecasting to managing their portfolio and identifying counterfeit checks and fraud attempts.

“Philadelphia was a good place to grow my network, since I joined the Citizen Diplomacy International. This helped me create strong global relationships with the State Department guests, promoting the image of the United States and Philadelphia, as well as at the University of Pennsylvania with foreign fellows in the International Business Communication Program.”

Returning to his passion in a new country

In 2013, Joel visualized an opportunity in the European economic crisis to help companies across that continent to export their products to the American market, specifically the food industry, which was the hardest hit by the recession.

He moved to Miami to re-start Intradeservice, with a greater focus on commercial aspects than logistics, to help other businesses expand internationally. Once again taking on the many hats of entrepreneurship has been a lot of fun for him in the two years since.

As a co-founder and Chief Executive Officer of US Division, I have had the responsibility to lead and oversee marketing, financial and business development operations in this country, as well as supervise managers and commercial agents in Spain and Italy.

Joel has also travelled across the U.S. for several major trade shows in the food and hospitality industries, and assisted as a mandatory agent for the U.S. Food and Drug Administration (FDA).

To continue to build his expertise and recognition within the industry, Joel has once again made the effort to improve his education and credentials.

In 2013, he applied for and received the elite CITP®|FIBP® designation, and is proud that FITT recognized his commitment and effort in the international trade industry.

Being a CITP®|FIBP® adds value to my academic background and professional experience, as well as authority with my colleagues and organizations within the international trade industry.

“It has provided a level of confidence for my customers, ensuring them competency and ethics in the practice of international business.”

Recently, Joel has been assigned as Executive Director of the Global Chamber in Miami, FL, a leadership role that connects people and initiatives in order to get more people engaged and successful in global business. The Chamber is focused on growing cross-border trade and investments in a collaborative way across 500 primary metro areas and over 5,000 cities around the world.

In addition, the impact of international trade over the globe has led Joel to take a position as the Vice Chairperson of the Environmental Impact Committee of his township, which looks for recommendations for and possible solutions to global warming.

He is also currently working to complete his MBA.

With his many educational accomplishments, and a thriving business of his own, Joel looks forward to pushing his career forward and continuing to establish himself as a leading professional in the industry.

The post Joel Fernandez, CITP|FIBP – Executive Director appeared first on Trade Ready.

Brendan Mc Manus, CITP|FIBP, is an MBA Candidate at the University of Notre Dame, and plans to graduate in 2016 with a concentration in corporate finance and consulting.

He has consistently combined academic excellence, a wide variety of extra-curricular activities, and his career.  He plans to move into strategy consulting after graduation.

Getting a multidisciplinary education with a fair share of extra-curriculars

While completing undergraduate degrees, most people are content to focus on their school work, or perhaps complete it while working a part-time job.

Not Brendan.

Firstly, Brendan worked to complete not just one, but two degrees simultaneously. By 2012, he had completed his Bachelor’s in International Management, and his Bachelor’s in Finance.

With an interest in applying what he learned, he was also an active member in two student business organizations: Managers Without Borders, and the Telfer Student Investment Club.

His participation offered him the chance to practice case studies, and refine his presentation skills, business management, and strategic thinking. He remained active in these organizations by serving as a panel judge, providing new case studies for current students to use, and recruiting interns.

In 2010, he also entered an international exchange program, and studied for a semester at University College Dublin in Ireland.

Brendan’s affinity for Ireland goes beyond one semester abroad.

I have a strong interest in culture and languages, and I am a dual-citizen of Canada and the Republic of Ireland, all of which fueled my desire to embrace an international perspective.

He also speaks Gaelic, includes hurling as one of his hobbies and plays both the fiddle and the bodhran (an Irish frame drum).

His other hobbies and interests include alpine and cross-country skiing, canoeing, fencing, and traditional dancing.

Making serious connections in the British High Commission

Upon graduating, Brendan officially started his career in international trade as a Trade Assistant, Defence and Security Sector, with the British High Commission in Ottawa. The position involved intensive research to assist British companies interested in export and business opportunities in Canada, as well as following up on sales leads and other inquiries.

The connections Brendan saw, and helped to create, were a big part of what fueled his commitment to the work.

“I have a passion for understanding the global interconnectivity of business and people, and seeing the commercial and societal impacts that connectivity enables,” he says.

After just a few months, he was promoted to Trade Officer. In his expanded role, Brendan took on new responsibilities like providing market advice to companies, introducing them to key contacts, analyzing their market entry strategy, and assisting with events.

As someone who values the inter-connectivity of global trade, he developed close relationships with many companies, and celebrated in the success of every one of them.

My proudest moments were every time a company I supported successfully tendered a foreign contract, and when I would walk by an office of a company that established itself in Canada after projects I was involved in. 

“Small things such as Christmas cards and thank you notes also provided a sense of pride, for I was able to play some part in helping those individuals or companies accomplish their business objectives and dreams.”

How to create a new (temporary) trade consulate

One of the highlights of Brendan’s career came during a special project in Halifax.

The British High Commission wanted to set up a temporary, or “pop-up,” consulate in the Citadel, a 19th century British fort which is now operated as a historic site, to promote the ties between the UK and Atlantic Canada.

“We had full participation from the City of Halifax and the Atlantic Provinces, and hosted some 20 British companies to learn more about business in Canada and partnership opportunities with Canadian firms.  Bilateral government efforts, military displays, and a trade show coupled with East Coast hospitality made the event a success, and a story I enjoy sharing frequently!”

Want to know more about the event?

From word of mouth to certified elite CITP®|FIBP®

Brendan first heard about FITT from one of his previous bosses and others he knew in international trade who already had their elite CITP®|FIBP® designation.

After receiving support and approval from his office, Brendan took FITTskills online courses to work towards his designation. He found they were easy to complete around his job and responsibilities.

The provision of video-recorded courses and e-books complemented my learning preferences, and provided additional flexibility for my travel schedule.  The ability to complete the courses at my own pace within a three month time frame helped me balance work priorities with academic deadlines.

Just as importantly, Brendan found them to be practical and applicable to his position in ways that positively impacted his work and will continue to do so going forward.

“The courses provided refreshers to concepts I learnt at university, and inspired new ideas to processes I used at work.”

“Lessons from the FITTskills courses have practical application in evaluating businesses structures and companies aspiring to become international. The skills can be applied daily, and I believe these skills will help me progress my capacity to support international organizations and clients.”

Taking his talents to South Bend

Brendan is now proud to be a CITP®|FIBP®, and feels it will have a noticeable impact as he progresses in his career.

“I feel very proud to have earned the CITP®|FIBP® designation, and I feel much more confident engaging with clients and colleagues when developing international business objectives.”

Now living in Indiana to complete his MBA at Notre Dame, he is excited to continue to work towards meeting his long-term career objectives.

Alongside his studies, Brendan has applied to share his experiences as a Teacher’s Assistant for the International Management course at both the undergraduate and graduate level.  He also has some words of wisdom for current students interested in following in a similar career path to him:

I would advise students of international management or those with career interests in global commerce to take FITTskills courses.

“The FITT program addresses crucial chapters from operations to law, covering areas and functions within organizations that are impacted by doing business internationally.”

“I recommend complementing the FITT program with your university/college courses, so that upon graduation you are “FITT-ready” and require only the work experience to achieve the CITP®|FIBP® designation.”

We would also advise that you keep an eye on Brendan’s career, as he appears poised for big things ahead in the coming years. With his education, designation and previous experience, the sky is the limit for him.

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