This article was updated on April 16, 2019

For Canadian exporters in the know, many would agree that the Canadian Trade Commissioner Service (TCS) is one of Canada’s best-kept secrets.

It’s baffling that a trade network with such a proud 120+ year history doesn’t have higher brand recognition within the Canadian business community.  I am regularly reminded of this when meeting with SMEs throughout the Prairies.

However, once they fully understand the diverse ways the TCS can help them into foreign markets and the impact it can have on their businesses, these companies often become long-standing TCS clients.

Simply stated, the TCS helps connect Canadian companies with international business opportunities.  Here are five easy ways your business can get the TCS Advantage:

1. Connect with your TCS regional office first

There are five TCS regional offices across Canada, each with a team of trade commissioners covering specific sectors to best support companies in their region.  If your business has the capacity and commitment to do business abroad, the TCS wants to meet with you.

Consider the regional trade commissioner as your key account manager; they can serve as your first point-of-contact for all government-related programs and services.

Their biggest value-add, however, is helping you connect with our TCS network in over 160 international locations.  Regional offices regularly receive business leads from TCS colleagues abroad, and occasionally host incoming foreign buyer delegations.

We can’t connect you with these opportunities if we don’t know about you!

2. Have the TCS vet potential business contacts/leads

You have just received an unsolicited inquiry from an interested foreign supplier or sales agent.  You’re interested in the market potential, but how can you be sure if it’s a reputable business?  Ask the TCS, of course!

Think of the TCS as an extension of your sales/marketing team.  Your TCS regional office will refer you to the right trade commissioner abroad to help vet potential business contacts and leads.

Our trade commissioners abroad also provide local market context to help you decide if it’s the right market for your business.  They might also recommend alternative market entry strategies that you haven’t yet considered.

3. Reach out to your in-market trade commissioner when traveling for business

I’m always surprised to learn how frequently Canadian SMEs travel abroad for trade events or fact-finding missions.

Business travel budgets are tight, so why not maximize your investment and meet with a local trade commissioner during your trip?

Here’s a tip: wherever we have a Canadian Embassy/Consulate/High Commission, we likely have a trade section as well.

Those trade commissioners are working on your behalf to help you succeed in that market.  If you make the effort to visit a country, it shows you are serious about the market.

Usually, a trade commissioner will gladly make the time to meet with you, learn about your business, and understand why you’re there.

Such introductions help keep your company top-of-mind when business opportunities are uncovered by the same trade commissioner later on.  Again, your TCS regional office will gladly make these introductions for you.

With sufficient lead time, the TCS can even arrange additional meetings with local contacts you wouldn’t have thought of on your own!

4. Consider trade shows where the TCS is already involved

Industry trade shows are an obvious way to assess new market potential and develop local contacts.  However, attending events that have active TCS participation will increase your chances for success.

How so?  The TCS is already involved in numerous trade events worldwide and often organizes side-events.

Your business can take advantage of pre-planned networking receptions, export cafés, and B2B matchmaking activities.

As one example, the Prairies TCS regional office welcomes over 20 trade commissioners from abroad every year to the Global Petroleum Show in Calgary.

Many trade commissioners bring potential buyers, for which the regional office – together with government partner, Export Development Canada – arranges B2Bs for TCS clients.

In addition, our visiting trade commissioners are happy to meet with Canadian companies to explain the opportunities in their overseas markets.

5. Don’t underestimate the value of province-/industry-led trade missions

Some companies have told me that they regularly receive invitations to join trade missions organized by the province or sector association but decline because they don’t see their company as the right “fit.”

They should reconsider.

What most don’t realize is that the in-market TCS team usually coordinates most of the mission logistics and B2B programs for these Canadian businesses.  Wherever possible, meetings with local contacts are tailored to match the interests of each participant.

It makes sense to leverage Canada-branded trade promotion activities for your own business. For each trade mission, the TCS works behind-the-scenes planning exhibition space, identifying foreign buyers, scheduling B2B’s and so on.

Collaboration between Canadian provinces/industry associations and the TCS network abroad helps deliver trade missions to different markets and industry sectors.

Now the “secret” is out about how your Canadian business can take advantage of the TCS to succeed in global markets.

Reach out to your nearest regional office to learn more about how the Canadian Trade Commissioner Service (and its new funding program, CanExport) can support your expansion plans into new markets and business lines.

The post 5 easy ways Canadian exporters can get the TCS advantage appeared first on Trade Ready.

Recently, Ontario’s Minister of International Trade, the Honourable Michael Chan, met with stakeholders to speak about the importance of expanding Ontario’s international trade presence and growing the province’s capacity to help businesses expand globally.

Trade is vital to Ontario’s economy

Today, exports and interprovincial trade represent more than 50% of the province’s GDP. With globalization, evolving trade agreements and increased competition, the province is taking action to help Ontario businesses expand their international trade to new markets through Ontario’s Global Trade Strategy, Seizing Global Opportunities.

“Engaging with our partners around the world to promote new economic, business and cultural relationships is essential to ensuring economic growth and prosperity for Ontario. Ontario’s Global Trade Strategy will help Ontario businesses diversify their exports and make valuable connections to increase their global footprint.”- Minister Chan

The Global Trade Strategy is designed to help Ontario businesses benefit from the global economy, and provides a framework for the province’s role to ensure that programs, policies and international trade agreements reflect the interests of our Province’s businesses and workers.

The foundation of Ontario’s Global Trade Strategy is built on the following four priorities, with concrete deliverables over the next five years.

Leveraging our International Trade and Investment Assets: to focus on diversification into new markets and leveraging the Province’s assets to help Ontario businesses increase their competitiveness. Ontario is helping its companies reach new markets by leading missions in key markets and sectors, and establishing an Ontario presence at international trade shows.

Coordinating, Convening and Connecting: to position the Ministry of International Trade (MIT) as a central hub and centre of excellence for Ontario’s complex international trade ecosystem. More tools, programs and resources will enable more Ontario businesses to become exporters and assist existing ones to reach new global markets and diversify their existing revenue sources.

Driving Better Intelligence for Better Results: to identify new trends and optimize the use of data to open more opportunities for Ontario businesses. MIT is conducting in-depth regional and sector market analyses and expanding its data analytics capacity to inform strategic decision-making on key trade issues.

Building Strong Networks and Infrastructure: to assist businesses to leverage their diverse talents, potential partners and emerging technologies to harness the power of global networks and infrastructure. Within this priority area, MIT will capitalize on technologies to increase opportunities for trade diversification, strengthen government-to-government relations to drive economic benefits for Ontario, and leverage talent to capitalize on global trade networks.

The Province is charting new territory and proactively strengthening trade for Ontario’s businesses. It is achieving these goals through various initiatives, including the development of a new export business portal, an innovative technology that will directly connect users with customized, vital information to grow their business through trade. We are also delivering enhanced educational seminars that focus on how to access new markets through modernized trade agreements like the Canada – European Union Comprehensive Economic and Trade Agreement (CETA).

“I am very proud of the work we have done and will continue to do to ensure Ontario businesses thrive in today’s global economy. History tells us that strong trading relationships are the foundation for wealth and prosperity. Through Ontario’s Global Trade Strategy, both government and businesses are working together to support a stronger provincial economy, built for today’s world, that allows us to grow our trade and create economic opportunities for the people of Ontario and for future generations.” -Minister Chan 

To learn more about Ontario’s Global Trade Strategy please visit, Ontario.ca/globaltradestrategy.

The post Ontario is seizing global opportunities to increase international trade for its businesses appeared first on Trade Ready.

Trade shows are one of the most enduring sales and networking tools in existence today. Some see trade shows as an outdated marketing method, not necessary in today’s interconnected world of technology. But enough business people see the value of shows to keep them going all over the world.

This isn’t surprising when you look at the statistics. In fact, “81% оf trаdе ѕhоw dіѕрlау attendees hаvе buуіng аuthоrіtу. Whісh mеаnѕ more thаn 4 оut оf 5 реорlе wаlkіng the aisles аrе potential сuѕtоmеrѕ fоr еxhіbіtоrѕ.”

Aside from the opportunity to gain new leads and show off your latest products and services to existing customers, trade shows offer the opportunity to meet a wide variety of players that could help your business achieve its objectives. This is your chance to meet potential suppliers, re-sellers, partners, and connect with business leaders in a prospective market.

“67% of all attendees represent a new prospect and potential customer for exhibiting companies.” – exhibitsurveys.com 

Despite the many benefits of attending and participating in trade shows, there’s no denying they require a significant investment in time and money. So to help you make the most of that investment, we’ve gathered 5 tips from those who have mastered the art of a successful trade show. Here’s how to do it.

1. You’ve done the research, found the right event to meet your business objectives, and signed up. Now read that exhibitor kit carefully!

“Exhibitors often fail to read the information provided to them in their exhibitor kit. When they don’t read that information, and read it carefully, they often make mistakes and fail to leave sufficient time for shipping.” – Paul Urben, Former Manager, Mendelssohn Commerce Event Logistics.

This often results in expensive rush shipments which can break your budget, or worse, empty or unprepared booths due to unexpected hold-ups at the border.

Paul tells us that he has witnessed the results of a failure to read the instructions and make the proper arrangement on more than one occasion. However, the example that sticks out most in his mind involves hundreds of pounds of spoiled dairy products. He recalls a cheese company that arranged for shipment of its products to a trade show that was taking place in the middle of the hot summer months. The company didn’t think to ask for refrigeration when it shipped its cheese samples, so all that arrived at the trade show was a melted smelly mess. A rush delivery was arranged to be shipped by air that night and it arrived in the correct city at 2a.m.

“I remember loading 400lbs of cheese samples into my VW Bug and delivering it myself to the event to ensure that the exhibitor would have his goods on time. Exhibitor kits are almost always available online now with easy access, so there’s no excuse.”

2. Advertise! Let everyone know you’ll be there well in advance.

Canberk Tokmak has helped SMEs across the Middle East to find and excel in new markets. In his article “20 tips you can use to gain the most leads at any trade show” he says that one often overlooked way to maximize your trade show results is a simple one.  Advertise!

After you have determined which trade show to attend, add the name of the show and your stand number in your email signatures. Then invite your potential buyers and set up appointments for to make the most of your time at the event.

“Professional buyers often devote very little time to trade shows and tend to fit all their negotiations into one day. They decide in advance which conferences to attend, which forum to talk to and which stand to visit. Setting up engagements ahead of time is the best way to ensure you snag some of the precious time for your company.”

3. Don’t forget to take advantage of opportunities outside of the show grounds.

Lora Rigutto Vigliatore, CITP, has been on trade missions and attended shows all over the world. In her travels she discovered a big insight that every businessperson should remember when traveling for trade events.  Make every second count.

“To quote Yogi Berra, ‘It ain’t over ’til it’s over’. Opportunities are abound to make contacts and start establishing relationships.

Sometimes, 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. Perhaps it was serendipitous, but I happened to sit beside one of our company’s supporters and investors. This conversation affirmed that 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.”

4. Don’t spend all of your time with prospective buyers.

Giovanni Gonzalez, CITP, an expert on carrying out successful in-market visits in foreign cultures, reminds us that trade shows are your chance to connect with all types of people that can help your business.

Don’t forget to connect with parties that can assist in the internationalization process.

“At trade shows you may have the opportunity to meet Government commercial representatives and sector specialists from the Canadian Trade Commissioner Services (TCS), investment promotion agencies (IPAs), and 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 can test the feasibility and fitness of the products and/or services you wish to introduce to your target markets. Business associations 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.”

Don’t miss out on meeting any of these valuable people because you were too focused on bringing in sales leads.

5. Only attend trade shows that match your marketing objectives

Does attending a trade show fit with your marketing objectives? 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 your company’s objectives in the market to decide if participation in the trade show is the best way to reach those objectives. If your company is merely looking to meet with someone who will be attending a fair, it may not be necessary to exhibit. If the trade show attracts precisely the kinds of people buying the product or service, an exhibit can be extremely worthwhile. These tips and more can be found in the FITTskills International Sales & Marketing course material.

Are trade shows a significant part of your company’s marketing mix? What do you do to ensure you succeed at trade shows?

The post The top 5 tips for a successful trade show straight from the experts appeared first on Trade Ready.

Floyd Simpkins’ grandfather Wilfred Libby started his own business, Libby Manufacturing Inc., passing it on to Floyd’s father George Simpkins after him. Given this family history, you might assume he followed his family’s footsteps in entrepreneurial ventures.

While Floyd would later come full circle and run the business as well, it was actually his academic interests that led him towards his chosen career.

“I studied International Relations/Politics at the University of Western Ontario.  My MA thesis was on Canada’s claim to sovereignty over the High Arctic (1978) and drew extensively on the international Law of the Sea.  I became fascinated with all things international and made it my goal to work in some international field of work.”

After completing his MA, Floyd started working as a policy analyst for the Ontario Ministry of Consumer and Commercial Relations. Over the course of five and a half years, he researched and advised the deputy minister and other senior officials on 74 different acts and pieces of legislation.

California dreaming on behalf of Ontario companies

In 1984, Floyd moved to a new role with the Ontario government as a senior business consultant with the province’s Ministry of Economic Development and Trade.

“This launched my career in international business, which spanned 14 years as part of a trade development and promotion team. My work allowed me a deep and practical insight into global business as the lead on numerous trade missions and trade show participations across many industry sectors in different parts of the world.”

This period of Floyd’s career also included a stint as the province’s trade and investment representative in Los Angeles. In fact, if you’ve travelled to California and taken public transit, you may have Floyd, in part, to thank for it.

Above: Floyd (third from right, with the red badge) leading the transit mission delegation to San Francisco, circa 1989.

“My most interesting projects involved several trade missions we undertook in the U.S. with the Ontario mass transit industry in the late ‘80s and early ‘90s.  These were multi-city presentations where we orchestrated the introduction of our transit suppliers to transit properties in the Midwest, the San Francisco Bay area and the Los Angeles/Orange County regions.  It opened doors that would not have otherwise been opened, and resulted in millions of dollars in sales for our participating companies.”

Going home to revitalize the family business

Now with many years of experience, and seeing his family’s business go through several years of decline, Floyd decided to tackle the challenge head-on and become the general manager and co-owner.

Among the most significant changes was a total re-thinking of production and operation processes to improve quality and efficiency while reducing costs. Floyd introduced a focus on value-added proprietary products, and implemented an R&D project to develop a new product. This process included a major shift away from the automotive industry towards the specialized production of quality beds intended for use in summer camps. He also created an entirely new sales and marketing strategy, which included launching the company’s first website.

Floyd also looked outside the country for growth, and succeeded in several aspects. Under his leadership, Libby Manufacturing began exporting to the U.S. for the first time, after he established and managed important relationships with various representatives. He also ensured the company achieved ISO 9002 certification in February 1999.

Within the first two years, he was able to increase sales 62% and expand the flow of new capital investment from zero to hundreds of thousands of dollars.

Floyd was also able to begin an extensive employee training and apprenticeship program, wind down unprofitable operations, and sell off some of the more profitable lines in order to continue the company’s best work.

His seven years in this role, from 1996-2003, were filled with challenges that left Floyd with a lot of experience to share and stories to tell.

“My favourite stories from this time are really about the challenges we faced in trying to modernize the company and survive with strong domestic and international competitors.  They are instructive in that they reflect both successes and failures – and I had my share of both.  I liked telling students when I began my teaching career that when I started in this venture I had hair on my head – but after seven years of facing those challenges my hair disappeared! Somewhere underneath it all I gained a lot of valuable lessons.”

Though Libby Manufacturing was sold in 2003, a small part of it was revived in 2005 as Simcor Solutions after demand from customers revealed a niche in the market for a “hobby” business. The company now exclusively focuses on bedding products for summer camps, lodges and retreats, with Floyd serving as President.

Preparing the next generation of international trade professionals

Floyd commenced his teaching career in 2003 as a professor in the FITT-accredited international business program at St. Clair College in Windsor, Ontario. He has taught every FITTskills course at one time or another in the years since, and enriched the careers of countless students. He feels he has benefitted just as much from the experience.

My proudest accomplishment – was becoming a teacher. It is by far the most rewarding responsibility that anyone would be so fortunate to undertake.  It also offers the opportunity to continue to learn, and that includes learning from your students.

One lesson he emphasizes to his students is the importance of preparedness and proper research before making decisions and acting upon them.

“My favourite course is International Trade Research because it is so fundamental to the pursuit of any global venture.  In my experience from counselling companies, this is something that some entrepreneurs want to gloss over or rush – to their detriment.  There is no substitute for a methodical and considered research process that leads to better decisions about which markets to enter, how, and when.”

Along with teaching the course material, he also aims to pass along other advice and wisdom, including the importance of language skills to doing business internationally.

“My advice for people working in international trade is to acquire as many language skills as you can.  I learned and practiced French but have never been confident in using it.  If it is French, or Chinese or German that you learn to speak, learn it well and practice it often.  You will be more comfortable in international encounters and negotiations.”

A perfect fit with FITT’s mission

Along with his extensive teaching credentials, Floyd has also been an active and enthusiastic volunteer with FITT, helping to develop the curriculum and serve on examination review teams.

“It is a pleasure to be a small part of FITT’s dedicated team of international professionals in advocating for and delivering high quality international education and training.”

FITT Vice-President Silvia Baptista has worked with Floyd for several years in these endeavours, and has nothing but glowing praise for him and his work as well.

Floyd is always a pleasure to work with – not only is he kind and genuine, but he goes above and beyond in providing quality services to and for FITT. Floyd has also played an instrumental role in the development of the FITTskills curriculum, which directly impacts the growth of current and future international business practitioners. His continued support is greatly appreciated!

Floyd has also earned the CITP®|FIBP® designation, and saw it as the ideal addition to his already accomplished career.

“I chose to apply for the CITP®|FIBP® designation because my education and working career ‘fit’ the credential perfectly (pardon the pun).  Everything that I had done in my life is summed up in the CITP®|FIBP® designation.  Moreover, the designation encapsulates the image of a global professional and conveys to your business contacts that you have the skill set to understand the trials and tribulations of going global and execute international ventures.”

“The designation put a finer point on my area of practical and academic specialty and I think it afforded me a greater credibility among my students.  Now that I am retired from teaching full-time and doing some counselling for businesses, the designation also enhances my ‘street cred’.”

We’re incredibly grateful for all of the work Floyd has done over the past several years, and always appreciate his help and support. His work has helped many students get their careers off the ground, ensured his family’s business legacy be successful for many years to come. Most importantly, now the companies he counsels will have the advice and experience they need for international markets.

With his many years of experience and many successes along the way, Floyd is truly a deserving member of the global trade elite.

The post Floyd Simpkins, CITP|FIBP – International Business Professor 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.

While it may seem daunting to some small to medium-sized business owners, expanding your business by supplying products or services to a bigger multinational corporation is not only possible, it can be profitable.

Many SMEs are in a position to expand their business by becoming an international supplier or an outsourcing provider to a large company. There are a variety of ways companies can approach becoming a supplier to other enterprises and government clients. Here are the first five steps to take your company successfully into international supplying.

1. Approach a large company

You can identify a large enterprise that might require your products or services and contact them directly to enquire about their international supplier selection process. Many organizations also have websites that enable any potential international supplier to register. These websites also list the conditions that the company will impose on suppliers and the information that they will require the potential supplier to provide, such as a credit report.

2.  Receive a request for a product or service quote

If marketing has made your company visible, a larger organization might request a one-off quote. The way in which your company responds to the quote will influence whether or not a deal is made.

Before a quotation is prepared and sent out, a thorough examination of the inquiry should be made to determine what is being asked. The quotation should be written in such a way that the requested information is clearly provided. At a minimum, it should contain the following information:

• A detailed product or service description
• A description of packaging
• Any special labels or permits that will be required
• The quantity of product or amount of service offered
• A description of quality, quality processes and any guarantees
• The mode of transport, transit requirements and shipping or delivery dates
• Frequency of delivery
• The price
• The currency of the quotation
• A description of how long the quote is good for
• The place of origin of the quotation
• The terms of sale and delivery
• The terms of payment
• Customs responsibilities

Any special details relating to the export process must be included in the quotation, and the quote must be checked and verified before being sent to the potential client.

Your quotation is a binding commitment and an acceptance by the client is regarded as an unconditional agreement to the conditions stated in the offer.

3. Respond to an RFP/RFQ

When seeking a supplier or outsourcer, companies will often send an RFP/RFQ out to potential international suppliers or post an online request for bids. RFPs/RFQs are usually long and detailed documents that contain specific requirements. For smaller companies, responding to RFPs/RFQs can be a stressful and time-consuming process.

Some general guidelines for responding to RFP/RFQs are listed below:

• Read the RFP/RFQ carefully, making sure the deliverables are clear. Note any inconsistencies or items that are unclear.
• Prepare a schedule to meet the deadline for responding to the RFP/RFQ.
• Review the requirements critically. It is essential to consider whether the required specifications make sense, whether the company can meet the desired specifications and deadlines, whether the company can add value to the project and whether you can perform the required tasks cost effectively.
• Assign employees with expertise or knowledge about requested elements to prepare content for the RFP/RFQ.
• Enlist support of company senior management.
• Draft an outline. The RFP/RFQ will often have a very specific structure and the response should follow this exact structure, including the numbered headings.
• Send questions to the requesting company. Most RFPs/RFQs allot a specific time for clarifications and questions.

Finalize a presentation and prepare supporting documents. Companies will often be required to support their RFP/RFQ response with financial background information, details of time in business, information about business processes and quality management procedures, employee qualifications and the details of references.

4. Make yourself visible to your biggest prospects

Make contact with a prospective importer at an international trade show or a foreign trade mission.

Industry conferences and trade shows provide smaller companies with an ideal opportunity to demonstrate their product or service offering to larger organizations. Communicating effectively at such venues can reveal opportunities to approach a potential client.

Make contact with government-affiliated trade organizations.

Most government agencies have specialized programs and departments that help companies identify opportunities, facilitate introductions and offer extensive information on importing and exporting requirements.

5. Bidding realistically

However tempting the possibility of becoming an international supplier or outsourcer to a major organization, it is essential that companies only bid for work if they have the financial and technical ability to fulfill a contract.

Making an unrealistically low bid might seem the ideal way to secure a deal, but it might result in a project failing because of lack of resources.

Companies must be ready to share their financial background information with any company they wish to supply to. This is so the requesting organization can be confident in the financial health of the supplier. They must also be willing to share samples of work or demonstrate their abilities.

The post 5 steps to becoming a successful international supplier appeared first on Trade Ready.

Trade missions

Gone are the times when trade missions were mainly tours of capital cities, filled with politicians who posed for photo ops with celebrated exporters.

Replacing them are the new trade mission models, the SME-focused missions, with pre-qualified prospects to meet in-market and targeted minimum numbers of meetings to be conducted.

They have a demand-driven approach to recruiting delegates, as opposed to the traditional supply-driven model. Engagement of the Canadian Trade Commissioners in the destination market is also key, providing pre-mission briefings on cultural differences in international trade and, very frequently, matchmaking teams that consists of both Canadian and destination market consultants. There you go: a recipe for success.

Most trade missions that I am aware of today are conducted by trade and industry associations or economic development agencies, at times with government assistance. Some cover more than one province or territory, and some focus on a particular sector focus, while others have a multisector focus.

Most of these missions now offer a tailored matchmaking service to delegates, a service that, in my experience through 25 years of international trade, has the best ROI if the trade mission delegates prepare adequately and follow up accordingly.

Consequently, I believe that your matchmaker should be your new best friend!

Matchmaker, matchmaker make me a match

Great trade missions start long before you leave. They start when you sign up, when you meet your matchmaker, when you are put on the spot to describe your preferred client criteria, your value added and your competitive advantage. This is critical information for a matchmaker – how else can they pre-qualify a prospect for you? You are not going to travel to Japan just to meet with someone. You are going to want to meet with someone who is briefed on your company, on your products/services and someone YOU have had the opportunity to research prior to accepting the meeting.

A good matchmaker will likely never represent your prices and conditions. They should remain neutral, rather than selling for you or taking a percentage of any sales. They should simply set you up with the best qualified prospects. Yet you need to assist them in this task, so the onus is on you to ensure the matchmaker understands what you can do, and cannot do, and your formulated and targeted criteria for meetings.

A good matchmaker knows that if you are looking to meet with local ministers, they will avoid putting in meeting requests around cabinet meetings, and provide you with information on key ministerial initiatives. A great matchmaker will have a local partner in-market who can provide local information, so you can attend the meetings informed and ahead of the game.

The matchmaker should clearly understand what market intelligence you are looking for too. Are you looking for information on logistics, trade tariffs, or local partnering opportunities? You should have this information at your fingertips, not find out post-mission.

Next is gaining a cultural understanding of the destination market. This is, believe it or not, one of the most overlooked factors yet. If your trade mission is going to the U.S., you are likely not going to be spending a lot of time researching the culture. If your trade mission is going to any country not utmost familiar to you – maybe Jamaica, Colombia or Poland – you should spend a lot of time learning about the country’s culture, its history and preferably a few phases in the local language.

Again, the matchmaker can be your best friend. They know the market and local customs, and they can tell you whether to follow up in person, via email or phone. They know what interests people in the market, and more perhaps importantly, what they don’t want.

You can also gain valuable information through the Canadian Trade Commissioners Service; the trade staff at the local offices can be as invaluable as a good matchmaker. Together, they make an unbeatable team for you. If you want to hit it out of the park, you can check out FITT’s workshop on the cultural aspects of international trade.

Here’s why you need matchmakers with local knowledge

I would like to share a story with you from a recent trade mission to Jamaica. One of the delegates was in the manufacturing sector. They had some high end, technology-based solutions, and they were initially wondering if the market was ready for these, or if the more traditional lower priced solutions offered by competitors were a barrier to entry.

The matchmaker started researching, utilized their local network and found that several institutions were open to meeting with the delegate and discussing the new technology. The delegate stayed in contact throughout the weeks leading up to the mission, checking in, sharing new developments, and making sure the matchmaker was up to date.

When arriving in-market, the delegate made sure to spend time with both the home-based matchmaker and the in-market one. The delegate was assigned a local driver to take him to and from meetings in Jamaica. The driver turned out to be very well connected throughout the island too, so well in fact that she made recommendations in her network, opening even more doors for the delegate. The delegate secured orders in market from the meetings set by the matchmaker, and ended up hiring the driver as their sales representative!

The end result is YOU becoming more competitive overall!

The information gained in foreign markets, from potential clients, Trade Commissioners and fellow delegates are most often cited as the number one factor in developing competitiveness, both nationally and internationally. This, combined with previous statements from Statistics Canada claiming that exporting builds your competitiveness, are more reasons to consider trade missions.

So, are you FITT for a trade mission? Is your next job in matchmaking?

The post Are you on a mission? A trade mission? Get the most from your matchmaker! appeared first on Trade Ready.

I clearly remember my excitement, mixed with a fear of failure and the unknown. After all, my trip drained the last of a fledgling company’s marketing funds.  I worried that people would not want to hear about the business and what services and products we could offer. Would anyone in Washington D.C., home of some of the most brilliant minds in the U.S., want to discuss business with a small consulting firm from Edmonton, Alberta?

The short answer is yes.

This very first trade mission experience made me a lifelong believer in the value and of this kind of investment in market expansion, a view I often share with anyone who will listen (or pretends to listen at parties). Let me explain why.

1. Minimizing risk in exploring new markets = competitive advantage

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?

Also, if you are on a trade mission specifically designed for women business owners such as the ones led by BWIT, you are supported by non-profit organizations like Alberta Women Entrepreneurs and our partners across Canada who work to maximize female Canadian entrepreneurs’ participation in international business.

This support saves you time and money.

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.

Instead, you can focus on preparing your best pitch for the meetings and events organized by professionals who are focused on creating the most effective trade mission for you.

2. Meeting new people = new opportunities to sell

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.

Some of my first trade mission contacts are still great resources I can tap into to learn about opportunities and talk about international trade.  While I am now on the support side of trade missions, working with entrepreneurs who want to expand into new markets, I still see the same value in the experiences of the many business owners who have taken part in trade missions.

3. Being present = valuable market insight and new champions

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.

Watching this in action is remarkable, as we often we have a difficult time sharing our own value propositions. An introduction by someone else creates a new story for us to tell with confidence. Listening to someone else describe us can be an excellent way to refine our message and attract potential business opportunities.

Now could be your time to explore trade mission opportunities

Overall, I would say exploring new markets through trade missions, can present excellent and exciting opportunities in an organized, supportive environment.

Contact us to learn more and join us on our upcoming trade missions and find out how trade missions can best fit into your overall business strategy.

The post 3 reasons why trade missions are great for your growing business appeared first on Trade Ready.

Jim Clark, CITP|FIBP is the CBSA director responsible for trade operations in Prairie region. He oversees the customs officers who are responsible for conducting compliance verifications on companies who participate in importing and exporting.

Jim has an immense appreciation for the challenges, complexity and opportunities that the global trade industry brings to those who participate in it.

However, when he first began his long career of almost three decades in public service, Jim had no idea he would end up working in this sector.

Jim began his career as a social worker with the Government of Alberta, after graduating with a diploma in social service and social work from Mount Royal College in 1985.

In 1989, Jim moved on to take on the role of Area Counsellor for Veteran’s Affairs Canada, a position he held until 1997 when he entered a federal management development program called the Career Assignment Program.

“The Career Assignment Program’s mission was to identify people with “executive potential” and give them training and learning assignments to help them be successful in executive level competitions. The program has since been discontinued due to budgetary issues.”

Jumping at the chance to tackle trade

At the end of the program, Jim was offered a chance to switch gears and take on a role at the Canadian Border Services Agency, working in customs compliance.

It was his first taste of global trade and he found himself enjoying this new foray into a complicated, challenging and dynamic industry.

Prior to 2001, I had always worked in health and social programming for a variety of departments, and when I was given the chance to work in trade in customs, I jumped at it.

“Up until this point, my career had been very focused on human services. This was a significant departure for me, a job working in an enforcement/compliance organization and trade is huge.”

“There is always a different, new problem every day. The intellectual challenge was always apparent.”

Jim says what he enjoys most about working in global trade is the variety and complexity found in his everyday work experience. No two days are the same.

“I have found the challenge of the work to be an amazing experience. I enjoy the fact that you have so many different issues to deal with. Every day you might talk about horses, hinneys, auto parts, furniture, grains, jet engines, pumps, clothing and textiles – and everything is treated slightly differently.”

“Since 2001, I have worked exclusively in dealing with trade issues at the regional, national and occasionally international levels.”

“Every day there was something new to learn, and as we looked at the different goods and commodities and the issues that we faced, I knew early on that I was hooked.”

Meeting fascinating people in exotic locations

Over the course of his trade career, Jim has had the opportunity to do several international assessment missions, taking him to places as diverse as Afghanistan, Pakistan, Colombia, Peru, El Salvador and Costa Rica.

“Kabul was intense. Islamabad was beautiful – our embassy driver assured us that Islamabad was not the ‘real Pakistan’. When we told him that we would be going up to Peshawar, he said ‘that is the REAL Pakistan’.”

These missions were carried out on behalf of the Government of Canada in support of customs modernization, and were linked to trade facilitation.

Each mission had a particular focus, such as a post-clearance audit. Others were on authorized economic operators (trusted trader programs) or sometimes a review of business processes and other capacity building and strengthening.

Jim says of the experience,

It is amazing to work with people from around the world and to see the challenges that many of our colleagues face as we work to keep the global economy moving.

“We met with people who work in the various administrations, as well as with consultants and other government departments working to improve the functioning of the various governments. In some parts of the world, corruption is so commonplace that it is the number one concern of government managers and at times they feel powerless to deal with it.”

After nearly fifteen years, working as Director of Trade Operations, Jim still finds his work rewarding.

“I still find everyday working in the trade environment interesting and challenging.”

“On any given day I may speak with managers about contentious files or issues and talk to importers or other members of the trade community about a variety of issues related to customs clearance and compliance with trade, customs and tax rules, laws and regulations.”

Reinforcing 15 years of hard work and leadership

In 2015, Jim decided to seek his elite CITP®|FIBP® designation to signal his commitment, proficiency and leadership in international trade.

He successfully earned his designation in August 2015, joining his peers in the global trade elite community.

“I took the executive route to my CITP®|FIBP® designation because of the amount of time and the breadth of experience I have gained in this area. I believe it adds credibility and it adds valuable connections to my network. I am pleased to say that some of my current and former colleagues are also CITP|FIBP’s, which was part of the reason it interested me.”

I chose to apply for the CITP®|FIBP® designation because it is the hallmark of trade professionals, and to me, a valuable credential that will help me with my current career, as well as for my future plans when I leave the public service.

On top of earning his designation, Jim has been honoured for his work in trade by being awarded the Queen’s 50th Jubilee medal in 2003, as well as a Queen’s 60th Jubilee medal in 2013.

The medals “honour significant contributions and achievements by Canadians,” and are administered by the Chancellery of Honours at Rideau Hall.

They were awarded to 60,000 citizens and permanent residents of Canada who made a significant contribution to their fellow countrymen, their community, or to Canada over the previous sixty years.

As for Jim’s future in global trade, he will continue to be a leader in his international trade community and serve the public capably and expertly.

“I have been involved with IPAC, I look forward to working on trade and leadership past the finish of my public service career. I would be very interested in consulting opportunities on customs and trade as well as management and leadership, particularly in relation to public service.”

The post Jim Clark, CITP|FIBP – Director, Trade Operations appeared first on Trade Ready.

Robert Khoubian, CITP|FIBP, is the Export Sales Director for Seapass Trading, an international food trading company which specializes in frozen meat products and marketing food commodities around the world.

After moving to Canada from his home country of Russia, Robert has developed a strong sense for the global marketplace, and looks forward to continuing to grow as a leader in international sales and marketing.

Moving thousands of miles to pursue his career

Robert graduated from Rostov State Economic University in 2002 with his Bachelor’s degree in Economics. Soon afterwards, he moved to Canada to pursue a bright future for his career and his family.

“I moved to Canada with my family, my wife and one child at that time. My parents used to live in Canada and I joined them after finishing my University in Russia.”

I moved for a better life for my kids and greater opportunity in the well-established business sector of Canada.

His experience growing up and living in Russia gave him countless valuable insights into the region that became a crucial asset to his career.

In 2003, Robert became a Commodity Trader for Export Packers Co. Ltd. in Toronto, who specialize in importing and exporting food products around the world.

Once in the role, he was given full responsibility for the trade of frozen meat products to Russia and the other CIS nations from North and South America, Europe and China.

Robert’s position involved a number of different responsibilities, including ensuring all compliance laws, risk mitigation, and international rights laws were followed by everyone involved at all stages of the import/export process.

While some may have found the variety overwhelming, it was one of the things about the work that appealed most to Robert.

“I always enjoyed creating new opportunities, developing new markets and new products,” he explains.

Travelling the world to gain a competitive edge

The job also included significant amounts of research on target market specifics, domestic marketing and pricing strategies, cost assessments and potential local partnerships.

Some of the research was done internationally, particularly at trade shows and functions.

From 2004 onwards, Robert was a regular attendee of several events in France, Germany, Belgium, Russia and the U.S. in the food export industry.

Back in Canada, he would continue the research by using reports from Statistics Canada, customs brokers, the Consumer Price Index (CPI) and other sources.

Robert also relied on Trade Commissioners and Export Development Canada for market research, and to connect with local firms that had the potential to become new clients or distributors.

On top of his other duties, Robert also participated in government trade missions to Russia, Ukraine, Belarus, Kazakhstan, Armenia and Georgia,  taking part in discussions of free trade agreements with countries in the region to help develop his business network and knowledge.

“I always participated in trade missions arranged by CPI and DFAIT. This gives me an opportunity to meet key importers and government authorities, and to better understand each country’s import requirements and demands.”

Taking charge in a powerful new role

Robert moved to his current role with Seapass Trading in 2010, and has served as a leader within the company. Through his hard work, the company was able to expand its reach in multiple ways, including the office he created.

“I was responsible for setting up our Toronto office, including all of the hiring and training.”

Once again, his knowledge of the Russian market and surrounding regions was crucial to his success, and gave him an opportunity to fill a unique niche.

I’ve been able to expand Seapass into markets that they had never dealt with before, such as Russia, Ukraine and Kazakhstan.

From vendor sourcing and budget decisions to staff training and strategic partnership formation, Robert’s responsibilities span a wide group of important issues.

Despite the multitude of tasks, Robert has not lost focus on his wider goals to increase sales within the company in global markets.

By finding new partners to work with, expanding the company’s product lines and making changes in the marketing strategy, Robert has enjoyed continued success in the role.

Establishing his professional prowess

Robert has also made time to further his career in other ways.

Soon after arriving in Canada, Robert earned both his Post-Graduate Honours Diploma in Marketing from the Toronto School of Business and his Post-Graduate Diploma in Management from the Canadian Institute of Management.

In 2011, he also served as a volunteer English-Russian translator for DFAIT (now GAC) and helped organize events for Russian officials visiting Canada.

As his career progressed, Robert also sought to add a professional certification to his credentials, and applied to become a CITP®|FIBP® through the executive path.

It is an honour for me to receive the CITP®|FIBP® designation. I feel like I have earned this through all of my hard work over the years.

Now that he has officially received his designation, he is excited to see what doors it will open in his future.

“I am confident that the CITP®|FIBP® designation will bring more opportunities with potential employers, regardless of the fact that I am not currently looking for a change. In the future, I would consider working as a consultant for businesses who decided to go global.”

Wherever his career takes him, we’re sure that Robert will continue to use his expertise in exciting ways, and excel as a proven leader in his industry.

The post Robert Khoubian, CITP|FIBP – Export Sales Director appeared first on Trade Ready.