For most people, an understanding of the importance of international trade is something that develops during their post-secondary education or in their career. For Gordon Zhang, however, it was something that developed at a young age as his parents run a food manufacturing company in China, and exporting forms the majority of their revenue.

As he grew older, he decided he wanted to take on a greater role in the business. He also wanted to improve his English and knowledge of Western culture so he could do more business in North America and Europe. In order to do both, he decided to move to Canada to pursue his studies and earned his degree in economics from the University of New Brunswick.

After graduating, Gordon took on various roles that allowed him to build his sales, business development and finance skills, and moved to the Vancouver area. In 2016, he earned his current role of International Sales Manager at Bestmaker Food, and has been thriving there ever since.

Within one year, I achieved over 6 Million RMB in sales. I helped to build relationships with a lot big name wholesalers, such as Dole, Rewe (a German supermarket chain), Walmart in Central America, and Dollarama in Canada.

I also translated all production logs, documents, audit reports and other related information from the factory to English, so that buyers have greater understanding of our practices and confidence in our factory.”

“I developed procedures within the factory to build up a folder for each client, and keep conversation records, sales records, clients’ comments and feedback, their preferences and special requirements, etc. on file. Now we are able to track down our history with every client, and we know how to continuously improve our relationships with them. We can also build better production plans based on their purchase schedules.”

Building practical skills and knowledge to excel in his role

While in Vancouver in 2016, he attended an event where he first learned about FITT.

“I joined a Meetup event where international trade professionals met to share information and ideas, as well as invite experts from the tax sector, EDC, and other fields to give speeches. I was told the events are sponsored co-organized by FITT, so I looked it up.”

He soon began the FITTskills online courses, and found them to be highly beneficial in developing the everyday skills he needed to improve his job performance, particularly in regards to finance.

“The first fundamental piece of knowledge that I learned from the FITTskills courses was Incoterms® and trade terms. I was told about FOB, CFR, etc. at work, but I didn’t know the inside differences and the risks tied with them. The courses allowed me to learn more about these terms and apply them correctly at work. It also allows me to use some Incoterms that were new to me and that are not frequently used to promote sales.”

“I enjoyed every course, and my favorite one was International Trade Finance. It not only taught me how to mitigate risks and how to use financial tools in trade, but also showed me how to solve payment issues through contracts and negotiations. Most importantly, it provided me with the method to build financial plans in the short term and long term for international business. This is extremely important to our factory since we are operating at a very tight profit margin with very tight cash flow, and having healthy cash inflow and outflow is very important.”

I would recommend FITT’s courses to others, no matter if you are new to this field or an experienced professional.

The excitement of travelling and working with others around the world

Much of Gordon’s schedule each day is based around when his various clients around the world are awake and on business hours, so he can metaphorically cover most of the globe in just a few hours.

“In the morning, I go to the office and check my emails first, because a lot clients are working and emailing in China during the evening there. After that, I will have a plan on what to do that morning and know whether I need to send a new production plan to the workshop, follow up on the status of any previous orders or ask suppliers for price updates on raw materials.”

“After talking with workshop managers and checking production, I will go back to office in the afternoon to call some domesgtic clients or those in Asia and Russia. Most countries in Asia and East Europe are coming to their morning and the start of the work day by then, so it is time for me to ask for their purchase plans, give them market updates, etc., and make records of our conversations.”

He also travels frequently for events worldwide and attended over a dozen fairs worldwide in 2017, including ANUGA Cologne, SIAL Paris, GULFOOD Dubai, FISPAL Brazil, Fancy Food New York, PLMA Amsterdam, PLMA Chicago, and the Canton Fair. Before any events of this scale, he usually spends the week before leaving working on posters, preparing samples, and connecting with clients or potential customers who will also attend.

One of his favourite stories also involves travel, when a rabbi in his 80s came to his company’s factory from Israel to supervise productions of orders from a Jewish company. Since his travel was during Passover, he had brought his own supply of bread and certain fruits, which proved to be a learning experience for Gordon about Jewish culture and Passover.

Despite his advanced age, his stamina and ability to continue without rest also astounded him.

“He flew about 8 hours from Israel to Shanghai and started working right away, even after suffering through a five hour domestic connection flight delay. After one week at our factory, he went to another factory for another four days. He said that he would fly back to Israel and have a break for around two weeks, but after that, he was going to fly again to Thailand to check some more productions!”

Advancing his career with the CITP®|FIBP® designation

After completing all of the FITTskills online courses to earn his FITT Diploma, Gordon successfully applied for the Certified International Trade Professional (CITP®|FIBP®) designation in April 2018.

“FITT’s education helped me to build comprehensive knowledge in international trade. The network of many international trade experts from different industries, backgrounds and cultures will help me in my career, and I am very excited about receiving the designation!”

Having the designation will definitely help me to grow my business.

“With another several years of experience, learning, and networking, I would like to open an international trade consulting business, to provide advice to others using what I learned from the FITTskills courses and from fellow CITPs and others in the FITT community.”

With this credential in hand, a growing career and a firm vision for his future goals, Gordon is ready to take on any challenge that comes his way.

The post Gordon Zhang, CITP|FIBP – International Sales Manager appeared first on Trade Ready.

To grow your business globally today, you need to understand why many traditional sales tactics are not working and how to develop an effective sales strategy that works.

With increasing competition among businesses every day, a well-crafted sales strategy is necessary for successful business growth. Below, I’m going to share some expert strategies that you can deploy to grow your business sales now.

1. Increase penetration in your existing markets

Why do so many businesses stick to selling only within their existing market? All the business systems are set up, the team knows and understands what is expected, you have a good understanding of who your customers or clients are, and even have a niche market share.

Considering that your business has a good reputation in the market, you need to capitalize on this further. Find more ways to further penetrate your current market and create a stronger foundation for your business. Understanding your current customers by analyzing existing data will help you make the right decisions, so you can improve your productivity and strengthen your business performance and relationships.

2. Introduce new product lines

Thriving in global business is not easy, especially for businesses that sell products to consumers. Your existing products alone may not be the key to sustained long-term growth. Smart businesses re-evaluate their product lines and take a deeper look at their customer needs and expectations to come up with better ways to please them.

Adding new product lines such as promotional products to complement your existing offerings is a good way to improve customer loyalty.

Consider re-examining your product names in your current markets, give your business logo, product branding and packaging another look, and make sure that everything about your product line conveys your core business message. Broadening your product line also opens up new sales opportunities in your existing market.

3. Open up new channels of distribution

Product distribution can be a headache for international businesses. Even with existing distribution channels, businesses can easily stagnate when sales decrease by a significant margin. If you want to grow your business and increase sales, you need to aggressively open up new channels of distribution. For instance, Marlin Steel, a wire product and metal fabrication company, sold steel products to large factories and pharmaceutical companies for years. But over the last decade they’ve added catalog houses to their distribution channel.

Adding a new distribution channel helped them smooth out erratic purchases from their existing client base and increased their sales. Finding new channels for your business will not only strengthen your brand globally, but will also make your business less vulnerable to the ups and downs of your existing distribution channels. Businesses should maintain quality in delivering or distributing their products so they can keep sales coming.

4. Offer new services to your existing clients

Offering quality services on top of existing products can be the key to strengthening the bond between you and your clients. If opportunities are available, introduce a new line of services geared to both solve problems for your clients and make your business more profitable. Any service that meets the needs of existing or potential future customers will enable your business to see increased sales and improve client relationships. Ask yourself what new, unique services you can offer that will bring more leads and sales for your company.

5. Look out for new client segments

Focusing on new client and market segments can be the key to powering strong growth. Businesses need to be more observant of market trends and changes in how their clients interact with them and other businesses, including competitors. What other products or services are your existing clients getting elsewhere that you could provide for them?

By broadening your client segments, you open opportunities for your business to grab additional clients for your existing or new product lines and services.

Especially when your prospects already have confidence in your brand, it can make for easier growth, improved customer interaction and more sales under the same roof.

6. Target new export segments

Most companies, whether in the U.S, the UK or even Canada, don’t export at all. This oversight leads to massive missed opportunities overseas that can rapidly grow any business. Even companies already exporting may be missing new opportunities in other markets they haven’t considered or worked in before.

If you’re planning to go global or want to increase your international sales, targeting new export markets is a great way to power growth. Over 30% of respondents in a recent National Association of Manufacturers study are already deploying this strategy to drive growth and increase sales.

Bottom line: never stop looking for new opportunities

Focusing on ways to increase sales alone will not guarantee successful business growth. Smart businesses that want to gain an edge in global markets have to constantly uncover the best practices for improving product and service quality, streamlining delivery and distribution channels, and strive for improved productivity, innovation and growth.

Have any of these tactics or others proved successful for you? What advice would you give to others looking to use these tactics?

Ashley is a writer from Studyclerk and super-connector who helps businesses find their audience online through outreach, partnerships, and networking. She frequently writes about the latest advancements in digital marketing and focuses her efforts on developing customized blogger outreach plans depending on the industry and competition. You can learn more about her here: https://studyclerk.com/research-paper-writing.
Original article: https://tradeready.ca/author/ashley-lipman/

The post 6 international sales tactics to grow your business appeared first on Trade Ready.

Here are some of the advantages and disadvantages of using sales agents to distribute services and products:

Advantages:

• Established distribution and delivery system in the market
• Offer services such as receiving goods, clearing through customs, warehousing and delivery
• Established network of customers for organization’s products and services
• Familiarity with local business practices and regulations
• Less expensive than hiring, training and paying benefits and wages to sales representatives

Disadvantages:

• May also represent competitor’s products and services
• Lack of loyalty
• Lack of motivation to sell organization’s products and services due to low agent risk
• Added costs if subsequent sales are required from agents to distributors
• Decreased direct contact with end-user

It is important to thoroughly research and screen potential sales agents prior to entering into an agreement. Organizations should seek information on the specifics of the relationship, the sales and marketing strategies that the agent will employ, the agent’s reach within the target market, and their technical capacity. It is also critical to request and verify business references.

The questions to ask of potential sales agents will change depending on the specific needs of the organization and the type of product or service being sold. This list is not exhaustive but provides an example of the information that exporters should gather and use to screen potential sales agents.

The Relationship

1. Why do they want to act as an agent or representative for your company and product?
2. Who will be your main point of contact at their company?
3. Is it possible to have direct, face-to-face meetings?
4. Will any of the processes required for selling your product be outsourced to third parties? If yes, who are the third parties?
5. What support do they expect from your company?
6. Expected sales volume (broken down by time frame, e.g. year one, months one to three)

Sales and Marketing

7. What is their marketing strategy, e.g. how will they build your brand, what medium will be used (social media, print, web)?
8. What is their sales strategy?
9. Do they plan on using any images, logos or information other than those provided by your company?
10. How large is their sales force?

Reach

11. Where are they located and what is the extent of the territory they cover?
12. Are they currently selling any similar or competing products?
13. How many companies are they currently representing?
14. What competitors do they face and are those competitors selling any products that are similar to, or compete with, your product?

Technical Capacity

15. What methods of stock control do they use?
16. Can they describe and provide market intelligence on the territory that they will cover?
17. Do they have previous experience with the type of product you sell?
18. Does their sales force understand, or have the capacity to understand, any technical requirements of your product?
19. Are they qualified to provide after-sales services?

Business References

20. Asking for references is an absolute must. Inability to provide references should be considered a red flag.
21. Other data to access, if possible, such as a business plan or financial statement

Contracts with sales agents should specify the territory the agent is responsible for and whether or not exclusive rights to sell within that territory are granted. If an agent requests exclusivity in a country or region, exporters should first consider whether the agent can provide effective and efficient coverage. Inadequate coverage, or inability to apply sufficient marketing, sales and follow-up efforts in the region, could translate into loss of prospective sales.

Contracts must also stipulate how sales agents will be paid. The most common method of payment is commission. Other financial details that should be addressed in agent contracts include what, if any, expenses will be covered by the exporter, as well as any compensation payments that the exporter may need to pay if it decides to terminate the relationship. The specific conditions that would initiate the termination of the contractual relationship should also be defined.

This relationship can be complicated by the fact that the exporter may be held responsible for the agent’s actions or for shortfalls in the agent’s earnings if the exporter fails to supply adequate stock. Organizations should seek legal advice before signing a contract with an agency.

The post 21 interview questions you should ask potential sales agents before hiring them appeared first on Trade Ready.

If you’re looking to grow your company’s revenue, expanding beyond domestic sales into the global marketplace is a great way to go. Statistics have shown that businesses that export to international markets make more money, are more productive and outlast their competition. In fact, according to Export Development Canada companies that export are 25% more innovative and generate 121% more profit than those who don’t.

But if you are just getting started, or your export sales are lagging, you may be wondering where to take your next steps to build that oh-so-profitable international market for your business. Here we’ve gathered five great tips from some of our best sources in international sales.

Go where your customers can find you

1. Go to trade shows

Trade shows can be a great way to market your company. All booths are usually in one location, they generally last one to three days and they attract thousands of exhibitors and prospective customers.

Trade shows are one of the most cost-effective ways of promoting your company’s products and services. According to The Center for Exhibition Industry Research (CEIR), the cost of contacting a prospect in the field is $308, which does not include the cost of identifying that prospect prior to the sales call! The cost per visitor contacted at a trade show is $212.

Companies should base their decision concerning if and how to participate in a trade show on a number of factors. It’s important to consider the purpose of the trade show, whether or not your target audience will be in attendance, information about other exhibitors, the layout of the show, and how trade shows may or may not fit with your larger marketing plan.

Examine those alongside the company objectives in the market to decide if participation in the trade show is the best way to reach those objectives. If the company merely wants to meet with someone who will be attending a fair, it may not be necessary to exhibit. If the fair attracts precisely the kinds of people buying the product or service, an exhibit can be extremely worthwhile. – excerpt from FITTskills International Marketing textbook

Sometimes, those contacts are not made in the exhibition hall; they’re made outside of show hours at a reception, in line for your favourite coffee, or, in my case, on the plane flying back to Toronto. You just never know who you may meet.

“Hence the importance of always being engaged…the long days on our feet that my colleagues and I had endured, all of the handshaking and follow ups to come were all worth it.” – Lora Rigutto Vigliatore, CITP|FIBP

2. Go on a trade mission

“How great is it to expose yourself to new market opportunities planned and organized by people like the amazing Canadian Trade Commissioner Service and the Global Affairs Business Women in International Trade (BWIT) program team?

You don’t need to worry about trying to book meetings and map how to travel across unknown cities and countries to attend events and meet with potential buyers.

Not only can you talk business and build relationships that position you to win business from connections on the trade mission, you also meet other suppliers and contacts.

Showing up and creating a base for relationships by participating in interesting conversations is a powerful way to promote your business in the minds of prospective buyers and partners in international markets. The best champions can be other trade mission participants who can introduce and sell the benefits of each other’s businesses.

Overall, I would say exploring new markets through trade missions, can present excellent and exciting opportunities in an organized, supportive environment.”  – Marcela Mandeville, CITP|FIBP

3. Go online

According to Statista  in 2015, e-commerce sales climbed to $US 1.55 trillion, with a growth projection in e-retail revenue of $3.4 trillion in 2019.

Despite the difficult trade climate, there is one avenue of international business that continues to see dramatic gains: e-commerce. And with international online sales rising, and more companies entering these markets, trade is bound to be bolstered by cross-border internet retail sales.

“Companies who wish to capitalize on that growth must learn to provide customers with an easy online shopping experience and excellent customer service, according to a joint report by the American Association of Exporters and Importers (AAEI) and Amber Road. To do that, companies must effectively manage the supply chain from the production and shipment of a quality good, to cross-border delivery through to the end customer.” – Jennifer Nesbitt

“For SMEs who are just beginning to explore international markets, Amazon provides the tools and support they will need to succeed. These tools, such as Fulfillment by Amazon (FBA), greatly simplify the operational and financial processes required for international selling.” – Maggie Zhaoxia Huang

Take the time to build genuine relationships

4. Try the “Canadian Way”

“Experience shows that every market must be served individually. While marketing methods may be successful in one market, it may not bring the hoped for results in another.”

“There are no quick fixes in international trade – maintaining a steady focused effort to be the best in what you do will always succeed in the end.” – Ennio Vita-Finzi, CITP|FIBP

The Canadian way still works:

1. adjust to your target market’s needs
2. rely on investing in personal relationships… and
3. avoid excessive bragging

5. Build strong relationships with prospective clients by wooing with your time

“Finding a new opportunity abroad, whether you’re selling or buying, is like having a new girlfriend.”

“There’s a period of courtship. You have to tell her who you are, why you’re interested in doing business with her, and convince her of why she should want what you have to offer.”

“You can write beautiful things, and you can send pictures or videos through email, but in the end, there’s no getting around it. You’ve got to take her out for dinner.”

I don’t think you can form a strong long-lasting relationship without the personal element. People need to see you face-to-face to have that real human connection and to establish a level of trust. – Alberto Quiroz, CITP|FIBP

The post Top 5 international sales tips straight from the experts appeared first on Trade Ready.

International business development professionals are widely recognized for playing a key role in the international trade profession. They work in a variety of international markets, growing their companies by developing new customers and maintaining relationships with their current customers.

Those working in international business development requires knowledge of finance, risk analysis, market entry strategies, laws and regulations.

They must be able to perform at a high level when providing customer service, developing market entry strategies and assessing their organization’s ability to meet the needs of a client.

These multitasking professionals work for a wide range of companies, in various industries. However, one thing they have in common is the need to work in an international context and cultivate skills specific to the market in which they are working. As such, they must have a strong ability to build relationships across cultures, increasing the intercultural competence of their own organization.

These seven key categories represent the most important knowledge, skills, and attitudes for any international business development professional. In order to enhance existing business and develop new business, these crucial members of any global business team need to master the following:

1. Establishing the feasibility of international trade

International business development professionals understand the importance of assessing potential gains against potential risk to establish market feasibility. These talented pros then apply this knowledge to determine if a concept will improve the bottom line and fit with a company’s strategic direction, which is essential to entering or expanding an international trade initiative.

2. Market expansion planning

As an international business development professional (IBDP), you must have the ability to develop a detailed international business plan and assist in its implementation. The individual in this crucial role will understand and develop the strategies to manage any risks that are identified and defined in the plan.

3. Creating effective market entry strategies

IBDPs understand the importance of researching market entry options, analyzing these options, and then selecting the best entry strategies and strategic partnerships for their needs. They then apply this knowledge by conducting a comprehensive assessment of international market entry options for the export of products or services, and recommending the optimal market entry strategy.

4. Adaptive product/service production

It is vital that any IBDP understands the importance of adapting products and services for an international market. They must also know how to take full advantage of any mutual recognition agreements (MRAs) between various countries, write winning responses to RFPs and comply with local IP and labour regulations. This savvy professional will then apply this knowledge to maintain a competitive edge when adapting or customizing products and services for an international target market.

5. International sales and marketing

A good international business development professional understands that while marketing can create demand, an effective sales strategy is essential to profit from this demand. This focused individual applies this knowledge to ensure an organization’s product or service is seen to fit the needs and interests of an international target market, or a specific client, customer or partner.

6. Intercultural competence

The IBDP grasps intercultural differences and how they impact international business. They will always adapt their business practices to demonstrate intercultural competence and build better relationships with other professionals around the world.

7. International law and ethics

An IBDP knows the basic legal principles of international business and complies with any domestic and foreign legal requirements that govern international trade activities. Having a foundation in international law allows them to make ethical decisions and recommendations to support professionalism and organizational decision-making in international trade activities.

Think you’ve got what it takes to be a successful international business development professional? If so, your future is bright!

IBDPs are one of the most sought after, growing positions in global trade today. Salaries range from sector to sector and are widely affected by commission, but this can be a very lucrative position for those who have the skills.

Still have more to learn before you’ve mastered all seven key skills categories? FITTskills courses can help you build these skills and more, in a practical, flexible environment.

Want to learn more about which competencies you need to have to succeed in this positions, and others? Head to FITT’s International Business Resources page to read occupational profiles for 20 international trade occupations, including International Business Development Professional!

The post 7 skills every international business development professional needs to master appeared first on Trade Ready.

When Brendan Ezeanowi decided to immigrate to Canada to further his education, he knew he wanted to explore career options in international business. Back in his home country of Nigeria, he had been working as a portfolio/asset manager for a large investment banking firm when one of his clients inspired him to explore a different line of work.

“One of my clients was involved in international business. I had several discussions with him about how he handles his business, which caught my attention and piqued my interest in international trade. This also led me to choose an International Business Management training program when I decided to relocate to Canada.”

After arriving in his new home country, Brendan enrolled at Georgian College in Barrie, Ontario, one of FITT’s Accredited Partners which offers the FITTskills courses through its International Business Management program.  Brendan excelled in his studies, and finished with a very impressive GPA and the Dean’s List Award.

The courses opened my eyes and my mind as to the full scope of requirements and challenges involved in global trade. Fortunately, this exposure reinforced my interest and desire for a career in international business.

Putting new skills to work helping global clients

After graduating, Brendan wasted no time searching for the right job to begin his career in international trade, landing a wonderful opportunity as International Business Specialist for International Road Dynamics Inc. (IRD). IRD is a well-established technology company, specializing in the design and installation of customized intelligent transport systems (ITS).

As an international business specialist, Brendan gets to demonstrate his skills in linguistics, customer service, and his newfound global trade expertise to his clients from far and wide.

“On a typical day, I write technical proposals for projects in response to clients from all over the world. Writing the technical proposals comes after reading and digesting RFP or tender documents to figure out the project requirements and determine the scope. Then I organize in-house strategy meetings with various departments (engineering support, operations team, field team and project managers, and sometimes senior sales managers) to discuss our approach and available resources.”

Attention to detail is a must-have with international clients

Next, he’ll write up the technical and commercial proposal in line with the unique requirements of the project. Staying on top of his clientele and delivering top notch service requires careful attention to detail, since his clients each have their own specific needs.

I engage in constant correspondences with clients in different time zones, languages and business cultures to discuss their specific demands and how we can customize solutions for them to suit their needs and budgets.

“Due to the highly technical nature of our solutions, most of my clients do not have the full knowledge of their requirements. So, I have to ask them lots of questions and give them scenarios to help them explain their unique situation and requirement to determine their needs. This will help me to understand and propose the most appropriate solutions for their requirements.”

Brendan also enjoys the element of travel that his position will require, an aspect of his career that is relatively new and still being developed.

“Part of my job will be travelling to meet with existing customers and agents to strengthen business relationships and also to seek out new ways to enter new markets. Occasionally, I will also travel to attend international trade shows and ITS conferences in different countries. However, it is not yet time for me to launch fully into this aspect of my job requirement.”

The confidence that certification brings

After meeting the work experience requirements, Brendan applied for his elite CITP®|FIBP® designation to establish himself as a dedicated practitioner of international trade.

“I chose to apply for the CITP®|FIBP® designation because it’s important to me to be a true professional in all I do. The designation will award me respect from customers and the assurance that I have what it takes to handle their requests with knowledge and a professional touch.”

Having earned this prestigious designation, I can already feel the confidence and the attached reputation it brings my way. This designation will go a long way in shaping my career and propelling me to higher endeavours.

Brendan is enthusiastic about his future in global business, and where his career could lead to down the road. With his international business background, skillset, and most importantly his positive attitude, we know he’ll go on to do great things.

“I now feel that my career is in line with what I have always wanted for myself and it’s easy for me to envision how far I can go in this career path. I am honestly proud to have earned the world’s leading professional designation in international trade.”

The post Brendan Ezeanowi, CITP|FIBP – International Business Specialist appeared first on Trade Ready.

I started in the sports facility and sporting goods industry, where I held management positions that led to a position in retail sports management and leading training initiatives.

From there I was recruited to work for the Canadian Cancer Society. Some people find it an unusual leap to go from the competitive retail world to the not-for-profit sector.

However, I often find myself reminding folks that the methods and best practises are the same, and I enjoyed the challenge of working in a new sector.

Recruited into the global trade world

While at the Canadian Cancer Society, I was approached to join a company that was expanding in North America.

My career in international trade then began in inside sales at Cobham Tracking & Locating, a subsidiary of the larger Cobham group, which is a global player in aerospace, defence, and electronics.

I worked my way up to an account manager position for marine, aerospace and defence systems, serving over 900 clients and distributors worldwide. Many of these distributors, particularly those located in England, Germany, Japan, Singapore and India, have become lifelong friends.

The sectors I serviced during this time ranged from oceanographic and marine technology, to oil and gas, aerospace, and defence.

This meant I worked with military and academic research facilities worldwide managing high-level logistics processes, including International Traffic in Arms Regulations (ITAR), Controlled Goods Regulations, Global Affairs Canada, and the U.S. Department of State.

This position required an in-depth knowledge of contract law and government regulations as they relate to commercial and contract functions. I gained experience in drafting and negotiating long-term supply and purchase agreements, as well as distribution agreements, collaboration/teaming agreements and non-disclosure agreements.

One of my biggest responsibilities was identifying key areas in contract terms supplied by other parties that would represent a significant risk to the company.

Getting hooked on FITTskills

During this time, I became aware of the FITTskills program. Although I had learned a great deal in my position at Cobham, I felt there was still much more to learn about managing a global supply chain.

At that time, the first course available through FITT’s delivery partner Nova Scotia Business Inc. was Legal Aspects of International Trade.  After completing the first course, I was hooked! From there, I was determined to complete the remaining modules and become certified in international trade.

Taking FITTskills courses was such a rich learning opportunity.

The practical FITTskills content, knowledge and first-hand experiences of the instructor, and the interaction and sharing between my fellow participants was, and continues to be, beneficial.

The connections I made in the global trade community have been extremely valuable and I have stayed in touch with many of them over the years.

Striking out on my own with the help of some brilliant business leaders

Eventually my role changed, as some of the products were sold to another company. After following through and establishing the product line with the new ownership, I realized it was time for a change.

I decided to pursue a career in consulting.

I recognized that many companies had a great deal to offer in the export market, yet there was a reticence to move past the perceived safe and comfortable borders because of a gap in knowledge on how to access foreign markets and the very real fear of the unknown.

I began my new business as a sole proprietor, building my company and reputation through subcontracting services to Kisserup International Trade Roots Inc. The founder of Kisserup, Pernille Fischer Boulter, CITP|FIBP, has many years of experience in international business development.

She has assisted thousands of small, micro and medium-sized private sector companies, trade and industry associations, and government agencies in their pursuit of export development worldwide.

Pernille generously assists those who are new to business, particularly in international trade, and she also has been a FITTskills instructor for many years. Working with Pernille and her team solidified both my knowledge and reputation, while building my experience assisting entrepreneurs from a variety sectors and geographic locations.

I connected with Bonnie O’Toole, President of Market Pursuits Inc., during my time in the FITTskills program, when we partnered up on our international business plan project.

In 2013, I joined her at Market Pursuits, once again subcontracting services to help businesses select target markets, access funding, and cut costs. We specialized in business development, marketing and business plans, government and community relations, funding proposals, and productivity optimization.

She has an amazing reputation in the Atlantic business community, known for her wealth of knowledge and quick grasp of business process improvements. Bonnie’s mentorship was crucial in developing my ability to create and deliver quality training to my clients.

Both Pernille and Bonnie have been extremely generous and influential, as both colleagues and mentors.

Educating myself to empower others

I am a strong believer in lifelong education. I spent 24 years as a an elected school board member and have found myself naturally gravitating to leadership positions on a local, provincial and national basis in both my professional and volunteer activities.

I knew many individuals and businesses could expand the way mine had, and I knew I wanted to help enable others. This passion led me undertake training and skill-building to better deliver information to those of all generations and learning styles.

Subsequently, I have been able to grow through many professional development opportunities. I earned my CITP®|FIBP® accreditation in 2012, and completed my Masters of Project Management from St. Mary’s University in 2013.

I also have several workplace educator certificates through the Department of Labour and Advanced Education.

I make a special effort to attend and promote events supporting new entrepreneurs. I am also a guest lecturer at universities and other post-secondary institutions and have been asked to serve as an expert panelist for national organizations.

I’ve been fortunate to help a great number of organizations with my leadership coaching, team facilitation, training, and business development expertise. One milestone I’m quite proud of is that I’ve now done business development in over 30 countries.

A large part of this is teaching the world-renowned FITTskills training and partnering to deliver Going Global workshops here in Canada and beyond.

I also provide personal training with Corporate Class Inc., mentoring leaders, key management and up-and-comers through customized training that aligns academic and technical expertise with individual, professional potential.

My training activities provide a great deal of satisfaction to me professionally and personally.

I love breaking down seemingly complex situations into manageable pieces or steps for participants. It is that moment, when they make the connection and identify their strategy, which I find most gratifying.

Taking on a new business challenge as I go BEYOND

In September 2015, I changed my business structure, incorporating as BEYOND Ventures Group Business & Trade Development Inc. For me, BEYOND poses a new direction, challenge, and to some degree, risk.

My goal with BEYOND is to partner with organizations globally to provide our clients with a competitive advantage. Our team is a diverse pool of enthusiastic local and international consultants, each of whom have a specialized area of expertise, enabling our clients and partners to succeed beyond their expectations and beyond borders.

We are committed to the growth and development of small and medium-sized (SME) enterprises from a wide range of economic and industry sectors,  building capacity and increasing their global reach.

BEYOND has already proven to be a success, with targets exceeding plan in the first two quarters and committed work to carry us through until our year end. The growth has been organic and steady, leading to a shortage of what many business owners struggle to find as well – time.

Facing the demands of the business I love

International business is exciting, but never easy. Global business professionals are faced with the requirement for frequent travel, often hampered by inconsistent internet connectivity, and challenged by cultural differences, as well as the pressures of meeting deadlines in different time zones and schedules.

Fortunately, the world is getting smaller every day through technology such as teleconferencing, videoconferencing, email, and social media that allow us to interact daily on a global basis.

Even so, my work schedule can be challenging, since I am constantly working across time zones.  That means I am often up at very early hours connecting to the EU, and working late nights for my clients in Australia.

A particular concern is navigating time zones during the switch to and from daylight savings, and being aware of holiday observances within my clients’ markets.  Once, during a business trip to the EU, I forgot about the one-hour time difference between England and the Netherlands.

After leaving England, as I was about to land in the Netherlands, I realized my error. Thank goodness I booked a rental car with a Tom Tom, or I would never have made it on time to my meeting. As it was, I arrived with only five minutes to spare.

I have been fortunate to see so many of the beautiful people and places in the world.

Quite often, I will steal a few hours early in the morning after the final day of a trade mission to swim in the ocean, go for a walk, or find some way to build a memorable moment before heading home and on to the next challenge.

Most memorable to me are the people I have had the good fortune of working with. I am constantly in awe of their knowledge, skills and generosity.

I am looking to grow BEYOND, to partner with like-minded entrepreneurs and provide short and long-term employment to individuals, particularly recent graduates and student interns, to ensure we provide our talent with opportunities through experience.

My five year plan will have this solid foundation in place, enabling businesses in Canada and abroad reach their dreams….and beyond!

The post In the challenging world of global business, connections and education are the keys to success appeared first on Trade Ready.

Elias Mansour, CITP|FIBP is an Account Manager/Channel Sales Specialist for SolarWinds N-able, a software company providing cutting edge solutions for IT management and automation.

He manages a portfolio of over 150 partners, performing the dual role of business coach to his clients, and sales leader to his company.

From cold calls to problem-solving with CEO’s

Elias has been working in sales for over nine years, taking on increasingly challenging roles while exceeding expectations and generating record numbers for his teams.

In the past three years, Elias has specialized in B2B sales, particularly in the software industry, which has led him to take on a more internationally-focused role.

The software industry is one of the last places   I thought I would get exposure to international trade. Nevertheless, 3 years later I have helped clients in the United States, South Africa, Europe, and Australia grow their businesses through our software.

In his career thus far, he has led many clients to success, often engaging with high level executives such as COOs, CTOs, CEOs and CIOs, solving complex problems and generating revenues.

Elias started his business development career by taking on multiple sales roles at the competitive electronics retailers Future Shop and Best Buy. He moved into a consumer inside sales consultant role with Rogers Communications in 2012.

In 2013, Elias was offered the position of inside sales representative at his current employer SolarWinds N-able Technologies, where he started to prove his sales and service prowess right away.

“I started on the proverbial ground floor, making cold calls to businesses stateside and worldwide. Now I’m in charge of a client list to help them grow their IT practice.”

It was during this time that Elias started to get more and more opportunity to service international clients, and getting the world’s leading international business designation was an obvious next step.

This star pupil is ready to go international

Elias enrolled in the International Business Program at Algonquin College in Ottawa, ON in 2007, where he excelled in his studies.

He was awarded a place on the Dean’s Honor List in 2012, reserved for individuals who produce a minimum 3.6 grade point average.

He also earned the FITT International Business Plan Award, awarded to the student who received the highest grade for their project submission in the International Marketing FITTskills course, in 2013.

Elias enjoyed the experience of taking the FITTskills program through the dynamic instructor-led setting Algonquin provided.

“All of my FITT courses, with the exception of one, were taken in-class at Algonquin College. The knowledge I received from my professors was a key part in my success at an academic level.”

“These are individuals who have had real-life experience with international trade and could speak to the realities of doing business abroad and the risks and rewards associated with it.”

“During our presentations and projects, the FITTskills instructors were quick to point out where we might encounter obstacles, or where we needed to pay extra attention to win the hypothetical transaction.”

Elias went on to apply for his elite CITP®|FIBP® designation in early 2016, in order to demonstrate his expertise in international business and create opportunities for the future.

I chose to apply for the CITP®|FIBP® designation because I believe it can open a lot of doors for me on an international level.

“I also wanted to be able to share my experiences and knowledge with other CITP®|FIBP® members, or people looking to earn their designation.”

With over 150 clients, there’s no time to waste

Elias begins his typical workday by hitting the phones and video conferences to connect with existing and potential clients.

“I would describe my typical workday in one word – fast. As an Account Manager/Channel Sales Specialist I take care of over 150 partners, with my primary responsibility being to act as their business coach.”

“That means helping them price their offerings to be competitive in the market, and putting together go-to-market strategies to help them launch their services while hitting the ground running.”

“I educate my clients on what the IT market looks like as a whole so that they have a better direction, while assisting them with any technical issues and negotiating licensing agreements. I do all of this following my mandate to generate revenue for my organization.”

Mutually beneficial deals leave everyone happy

Elias has learned a lot about the nature of the international sales and business development industry and he finds some things to be universal.

An observation I can share from the high frequency of deals I’ve negotiated within my partner base is that you will be the most successful in international sales when you have a solution for someone’s problem.

“It may seem very common sense, but you would be surprised how many transactions, in software and other industries, are shaped to be one-sided, or by someone looking out for their benefit only.”

“Knowing the motivation and buying personality of the person on the other end of the phone is what truly separates a good account manager, in any industry, from a great one.”

Elias continues to find success with SolarWinds N-able, finishing in the top five in net new revenue generation for his position out of all account managers at SolarWinds in 2015. According to Elias, it was his strategic problem-solving approach that helped him achieve this.

“I earned this top spot by building business plans for my partners that are designed to be delivered using our tools, while helping them deliver their services with ease.”

“I continue to learn about international trade every day and hope to provide value as a CITP®|FIBP®, to my company and to other members of the global trade community as well.”

We have no doubt Elias’s drive for success and attention to his clients’ needs will keep propelling him forward in his global trade career.

The post Elias Mansour, CITP|FIBP – Account Manager/Channel Sales Specialist appeared first on Trade Ready.

Story told to Pamela Hyatt by Olivier Canolle, PACI|FPAI

I have been a Business Development Manager for 7 years at SBB International, a small-medium company based in Terrebonne, QC with experience in international business and negotiation with both government and private entities.

An international study experience leads to a global career

I had my first taste of international trade during my studies, when I travelled to Mikkeli, Finland to complete my third year of university at an international school.

It was the best school year ever – not necessarily in terms of academic achievement, but in terms of social experience. I spent time with students from all around the world, from Nigeria to Indonesia and even Canada, learning about many different cultures.

It was in getting to know some Canadians that I decided to come and live in Quebec, Canada.

My career in international trade began thanks to my current General Manager, Mr. Patrick Gharzani, MBA. I had already worked with him in the past and he gave me my chance.

Based on my experience and personality, he saw me fitting into the international department, pointing out that I would learn a lot about international trade through experience over time.

He suggested that I take the FITTskills program in English, saying that the courses would teach me all the tricks of international trade.

He also pointed out the value of building my credibility in the industry by having the PACI®|FPAI® designation next to my name on my business cards.

Finding common ground with clients from diverse cultures

Since 1989, SBB has been designing and manufacturing emergency towers for Emergency Restoration Systems (ERS). They are modular towers made of aluminium that can be quickly deployed to restore power on damaged transmission lines.

Since joining the company as Business Development Manager in 2009, I have been building and managing a worldwide network of around 60 agents. It is a big challenge because they all have a different way of working, based on their own unique culture.

It’s really interesting to see the different ways of doing business in each culture, while having the same objective, which is to sell or gain customers’ satisfaction.

I find these agents with the help of the Trade Commissioner Service in Canadian embassies abroad, or through Export Québec. I also use the catalogs of exhibitions in which we participate, often requiring a lot of time and dedication.

Sometimes I go through more than 150 pages and as many websites just to find one agent.

The research can be time consuming but being an SME, agents play an important role for our company. They are our eyes and ears in each local market.

Going the distance to make the sale

If a prospect is interested in knowing more about our products after a first round of meetings with one of our local agents, I’ll travel to meet them to make technical and commercial presentations.

Those meetings can bring together engineers, managers and people from the Ministry of Energy. I will try to maximise travel expenses by visiting 2-3 countries on each trip.

My longest trip was 3 weeks, involved 10 airplanes, and took me to 5 different countries (Nigeria, Gabon, Madagascar, Botswana and Malawi).

During the year, my General Manager and I participate in world famous exhibitions related to our field such as the IEEE in the U.S., CIGRE in Paris, and African Utility Week in Cape Town.

We try to participate in the biggest shows, but also make a point of attending more specific events when we want to test the market response for our products in a new country or find a local agent.

I am also in charge of the administrative part of international tenders, from the registration and financial statements to quality certificates, making sure all documents comply with the tender.

From time to time, I also play the tourist guide when we receive delegations from around the world. I take care of them by promoting our beautiful city, giving them a sightseeing tour of Montreal and bringing them to some of the best restaurants to help them discover some local specialties.

Making inroads to Africa

When I started at SBB in 2009, we had no business contacts within the content of Africa. From a North American perspective, this continent is often ignored on a business level because of nagging preconceptions (no money, dangerous, corruption, etc.).

Canadian companies tend to prefer doing business with the U.S. or Europe because their ways of doing business are similar and familiar. I am originally from France, where there is less apprehension toward doing business in Africa, as France is accustomed to working with Francophone African countries.

So I decided that creating a client base in Africa would be my mission at SBB, and that I would develop the continent from A to Z (Algeria to Zimbabwe).

I set out to find agents in West Africa, and our first contract was signed in 2010 with the Ivory Coast.

Winning this contract created a snowball effect, and we now have 10 clients on the continent in both Anglophone and Francophone countries. I have personally visited 25 countries in Africa, so I feel confident that I can say I am beginning to know the market well.

Training to reach a new level of respect in international business

I greatly thank my General Manager, Patrick Gharzani for advising me to complete the FITTskills program and earn my PACI®|FPAI® designation.

Honestly, I loved being able to do everything online, I find that the program fits very well into the lifestyle and schedule of a professional.

Even on a business trip, I could have easy access to my coursework and my projects, whether on my tablet, my laptop or my cell.

Also, the quality and experience of the teachers was a great asset to understand the different courses. My experience with the FITTskills program went very smoothly; we have quick access to all the resources.

The FITT staff is very professional, they reply quickly and are always ready to help, whether you need to order books or to answer the different questions you may have during the program and certification process.

The courses allowed me to understand international trade as a whole, the big picture, rather than only the sales part. This allowed me to fully understand every step and see how everything is connected together.

Now I have knowledge in all areas related to international trade and I can communicate more easily with colleagues from other departments such as logistics, for example.

I also had access to new resources that I didn’t know about beforehand, and it now makes my search for agents easier.

I feel very proud to have obtained this certification, resumed my studies at the age of 36, and worked hard for 2 years to complete it while continuing to deal with my busy work and travel schedule.

Also, many of my agents have asked me about my PACI®|FPAI® designation next to my name on my business card or email signature, and after explaining, I feel they take me more seriously and have greater respect for me.

The post Olivier Canolle, PACI|FPAI – Business Development Manager appeared first on Trade Ready.

Mark Kilby, CITP|FIBP, is an experienced international business consultant and college professor.

Mark has a strong background in strategic planning, program management, lean operations, business development, stakeholder management, organizational development, and international marketing.

Throughout his career, Mark built a solid reputation as a collaborative team builder with extraordinary energy and an unyielding dedication to quality.

After spending more than 25 years in the aerospace and defence industry, Mark decided to channel his knowledge and experience into teaching, taking on an instructor role at Nova Scotia Community College (NSCC), where he teaches the FITTskills curriculum as well as some elective courses, such as Applied Entrepreneurship and Professional Selling.

He is also a sought-after business consultant with Lynwood Cameron Consulting, where he provides insight and guidance designed to help SME’s build capabilities and strengths in export readiness, strategic planning, and business development.

“At this point my typical day involves preparing for, and delivering to, a cadre of motivated college students who are preparing for a career in international business – in short I have fun every day.”

A harsh reality turned out to be a blessing in disguise

Mark’s career began in the financial services industry after graduating from Saint Mary’s University in Halifax, Nova Scotia in 1986 with a Bachelor of Commerce in Business Administration and Management.

At the time, his goal was to become an investment broker, but that was soon dashed when he was told by a number of senior investment managers that he was “too young”, and that people with money (mature adults) would never take financial advice from a 20 year old.”

Far from discouraged, Mark quickly changed course and took a position as a Subcontract Administrator in international sales. Thus began his career in international business. As Mark says,

I’ve done many things, earned credentials, and learned a great deal since then. I’m like a ‘Swiss Army Knife’ in the field of International Business.

After jumping into international sales, Mark worked his way up into more progressive senior management roles with some of Canada’s top aerospace companies where, alongside soaking up knowledge about Canada’s booming aerospace industry, he led several high-value, complex programs for a variety of international clients.

Taking the aerospace industry by storm

Prior to leaving industry, to pursue teaching and consulting, Mark held a number of senior positions in business development and operations management with companies such as General Dynamics, Bombardier, and IMP Group.

Most recently, Mark held the position of Senior Director for International Programs at IMP Aerospace, a role he moved into after successfully driving the group’s international marketing activities for several years.

Over the years I have been fortunate enough to work with major international OEM’s, RDA’s and industry partners that collaboratively created hundreds of millions of dollars in economic development opportunities for Atlantic Canadian companies.

“One of the highlights was an award winning aircraft life extension program that involved major structural upgrades on a number of Norwegian P-3 aircrafts. The program spanned over 7 years and resulted a 20 year extension in each aircrafts operational life.”

Passing on wisdom and joining the global trade elite

After successfully navigating 25 years in international trade, Mark decided to officially show his commitment and expertise to the industry by applying for his elite CITP®|FIBP® designation through the executive path in December, 2015.

“I am proud to carry the FITT banner – obviously I will continue to have a sustainable impact in promoting and developing much-needed skills and knowledge in the area of international trade and commerce as each new cadre of NSCC International Business students graduate into fulfilling and exciting careers in international business.”

I am especially looking forward to the opportunity to interact and collaborate within the growing FITT community.

Mark thoroughly enjoys engaging with students and imparting his extensive knowledge to tomorrow’s international business leaders, and sees the CITP®|FIBP® designation as a mark of leadership in the industry.

“As the future unfolds, I look forward to the opportunity to use my skills and knowledge to help others reach their goals. I am also looking for volunteer and related opportunities in the area of international development.”

Mark is passionate about continuing education and self-improvement. Besides earning his B.Comm, MBA and CITP®|FIBP® designation, he is currently completing his thesis for an MA in International Development. Mark is also a Lean Six Sigma Black Belt, (CSSB), Professional Logistician (PLog) and holds a Masters Certificate in Project Management (PMP).

With so much knowledge and professional experience in his arsenal, it’s no doubt that Mark is an ideal teacher and role model for the next generation of international business leaders.

The post Mark Kilby, CITP|FIBP – Principal Consultant and Professor appeared first on Trade Ready.