On August 22, 2019, the CanExport funding program undertook two significant updates that impacted how the program operated and the value it provided to Canadian exporters. The first and most notable update was to the program’s contribution amount, while the second focused on company eligibility. Previously, agriculture and agri-food companies were unable to apply; these types of applicants are now encouraged to submit funding applications.

Applicants are now able to access up to 75% of eligible expenses to a maximum $75,000. These had previously been set for 50%/$50,000.

All new applications will be considered for the new contribution rate and eligibility criteria, but any applications submitted prior to August 22 will be evaluated under the program’s old rules. Please note that companies can only have one active project funded by the program at a time; despite the program update, all previous successful applicants still need to wait until their supported project activities have completed and all project claims have been processed before they can apply again.

What are CanExport and AgriMarketing grants?

CanExport is a Canadian government grant that offsets the cost of export marketing projects, such as participation in trade shows or missions. Provided federally, businesses and organizations across Canada can apply for this funding to expand export marketing budgets and get more value out of export expansion projects.

AgriMarketing is a now-closed Canadian government funding program that provided funding for many of the same projects and activities supported through CanExport. The biggest difference between the two programs was that AgriMarketing only supported agricultural producers and agri-food processors whereas CanExport supported all other applicant types.

How did these export marketing grants change?

Changes rolled-out to both the CanExport and AgriMarketing funding programs had a direct impact on the way funds are administered:

1. Contribution Increase: CanExport and AgriMarketing grants have historically provided up to 50% of eligible project expenses to a maximum $50,000 per application. As of August 22, 2019, CanExport’s new funding contribution amount increased to 75% of eligible project expenses to a maximum $75,000 per application. This is a significant increase that greatly reduces a business’ export marketing costs.
2. Program Realignment: Now closed, AgriMarketing will no longer process new applications. All applicants, even agricultural producers and processors, are encouraged to use the CanExport program for all new applications. CanExport’s expanded eligibility criteria supports previously ineligible companies, so long as your marketing activities and target market are eligible for funding.

How can businesses apply for CanExport funding?

To apply for CanExport marketing grants, businesses must complete a comprehensive application that includes a detailed plan for expanding sales in global markets. Applicants need to show the value of the project (new leads or revenue), a detailed breakdown of project expenses, and explain why the new market is of strategic importance. Businesses must receive application approval prior to incurring funding-eligible expenses.

To discuss your upcoming project and discuss if it’s a good fit for Canadian export marketing grants, please contact Mentor Works.

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Cameron Branston has spent over fifteen years building economic ties between Canada and the UK, working on both sides of the Atlantic to attract investment and help companies engage in transatlantic trade.

Cameron earned his Bachelor’s degree in political science from York University, while also balancing several other commitments like interning for an MPP at Queen’s Park and working in the Office of the President at York.

Not slowing down, he then moved to Edinburgh to complete his Master’s degree in social and political studies. At the same time, he also tutored at the Center for Canadian Studies and interned with the Scottish Parliament.

Upon graduation, he moved back to Toronto to take a position as an Investment Officer with the British High Commission in Toronto. Working with officials at several levels of UK and Canadian government, as well as CEOs and other senior business leaders, his focus was on sustaining and growing FDI (foreign direct investment) in the automotive, life sciences, aerospace and environmental technology sectors. Cameron spent five years in this role, before moving to southern England to take on similar roles with new organizations for another three years.

Building ties between the UK and Alberta

Looking for a new career challenge, in 2011 Cameron started his current role as a Commercial Officer with the High Commission of Canada’s Alberta-UK Office in London, England. While the new role allowed him to draw on many of his existing skills, his Ontario roots meant he needed to do some research to get up to speed on the specific needs of Albertan businesses.

“I thought that promoting international trade from a region in Canada that I was less familiar with could prove to be a great learning experience,” he explains. “I always say that working for Alberta has made me a better Canadian, in that I am now much more aware of the challenges facing Albertan companies doing business abroad and their perspective on global business opportunities.”

He was also initially concerned about his level of knowledge regarding business technology, but his subsequent study and research has since given him an advantage when working with companies.

“I invested my time to better understand business management models and global trade, which allowed me to spot opportunities and therefore add value to companies seeking guidance on trading internationally.”

His everyday work now includes promoting Alberta’s businesses and the province itself as an investment location. He also provides market intelligence, business advice, networking opportunities and introductions to Albertan businesses exporting to the UK or considering doing so. Helping businesses is a particular point of pride, as he can often see the tangible results of his efforts.

“I take great satisfaction in providing advice to companies looking to expand their sales and operations overseas. I know only too well that companies that export tend to fair better in the long term, which in turn is helpful to the Canadian economy.”

Making a big impact at the regional, national and international levels

Working in a smaller office, Cameron has had the opportunity to take on several exciting projects. Some of the most memorable have involved supporting visits from Albertan representatives to the UK and vice-versa, including government ministers.

I’ve enjoyed supporting high-level ministerial visits because they have a huge impact and are a great way to showcase key messages about the business strengths of Alberta.

“I supported an Alberta delegation’s visit to Sheffield and travelled with a reciprocal delegation and the Sheffield Master Cutler (who acts as an ambassador for the steel industry in Sheffield) to Calgary and Edmonton for the Global Petroleum Show. Both missions generated business and interest in each market. The Albertans left quite an impression on those they met in Sheffield.”

Another visit last year, involving several high-level UK politicians, further reinforced the importance of trade, both in a general sense and specifically between the two markets.

“In 2017, our office helped organize a mission for our minister, which included meetings with UK MPs and Lords. Trade with the UK is both topical and important. Our office was keen to ensure that our minister was able to share Alberta’s perspective on the Alberta-UK trade relationship with a wide audience of stakeholders and businesses. I like helping to organize these high level conversations that are geared towards fostering greater trade.”

Cameron is also now engaged in politics on a personal level as well. In 2015, he became a District Councillor in Aylesbury Vale, representing the constituents of several villages in the district, located about two hours northwest of London.

The benefits of enhancing experience with trade training and certification

In 2016, Cameron began augmenting his years of experience with FITTskills training, and earned his FITT Diploma in International Trade in 2018.

The FITTskills courses helped me to harness my everyday knowledge of international trade, putting into context this practical experience with the lessons from the courses.

“My favourite course was International Sales and Marketing. I’m interested in marketing as a concept and it was fascinating to learn about marketing as it relates to international trade. Marketing is critical and any good organization is marketing-led. I like the idea of communicating with customers, using different methods to improve the sales message to new and existing customers.”

Shortly after earning his FITT Diploma, he applied for and successfully earned his CITP (Certified International Trade Professional) designation, which he says will help him explore new opportunities to facilitate trade between Alberta and the UK.

“I felt proud to have earned the CITP®|FIBP® designation. I put a great deal of time and effort into learning the material and preparing for the exams. The CITP®|FIBP® designation is recognized and I wanted companies to be aware that I have both a theoretical and practical understanding of international trade.”

Now better prepared than ever to work with companies and continue to grow international trade, Cameron stands ready to excel in his work and continue to make an impact on both sides of the Atlantic for many years to come.

The post Cameron Branston, CITP|FIBP – Commercial Officer appeared first on Trade Ready.

If you’re a small business aiming to grow, you may be wondering about the best way to approach it. You probably already know that scaling up your business to go global presents unique challenges for smaller businesses.

Entering global markets is a significant undertaking, and like any undertaking, it requires know-how, and developing or securing that know-how will require an investment of time and money.

So, in practical terms, what’s the value to small business of investing in trade know-how?

Who better to ask than our own Certified International Trade Professionals (CITPs) who run their own global businesses?

We wanted to learn more about their own journeys to global trade, so we asked our CITPs how global trade training and the CITP designation helps them to grow their own small businesses.

The Pacific Trade Show – Carolina Vasquez, CITP

Carolina Vasquez is a CITP with over two decades of experience in the industry.

She holds a Bachelor’s degree in International Trade through her university studies in Chile, and completed her FITTskills education as part of a post-graduate program in International Business Management at Mohawk College.

In 2011, Carolina attained her Certified International Trade Professional designation, the CITP|FIBP, a strategic move that would serve her in many ways in her career.

Carolina adds that “the program is so comprehensive, and courses like Feasibility of International Trade and Global Value Chain have been key tools in my career for a better understanding in all aspects of international trade. What I have learned has also been a decisive factor for effectively managing cultural differences and language barriers… it has been a complimentary tool to continue my professional development.”

As a CITP with so much international experience, we wanted to know more about Carolina’s newest business venture, The Pacific Trade Show.

What problem does your business solve, and how?

After several years of working on events in Toronto, promoting small and medium-sized enterprises (SMEs) from the Pacific Region, we decided to create a new platform and an international program to connect Canadian companies, organizations and SMEs looking for international business opportunities.

The Pacific Trade Show brings together a new platform for participants to connect through experience sharing and networking, learn from a wide range of speakers, and discover new market trends in products and/or services.

How is your business involved in global trade?

It offers a platform for commercial integration, developing common objectives and sharing best practices in several areas, such as education, training, and international trade facilitation and promotion.

Our team of professionals has the ability to connect with other organizations, companies and professionals in international trade, facilitating business-to-business exchanges through trade promotion events and inbound/outbound missions to/from Canada and other countries of the Pacific Region.

We also offer our services to women-led companies looking for internationalization opportunities. The purpose is to help increase women’s access to economic opportunities and resources to empower their businesses, and their communities.

How has FITT training/ know-how contributed to the success of your business?

It gave me the know-how to understand and put in practice many aspects of global trade and successfully guide SMEs businesses through their international business experience in Canada.

Why was getting the CITP certification an important decision for you/your business?

I have been involved in international trade for over 20 years, and getting the CITP designation gave me recognition of my competency, knowledge and expertise in international trade in Canada.

What is one of your secrets of success?

Take the time to connect with people. By reaching out and engaging with others you can find people willing to share their time, talent and expertise to help others make their business succeed.

What advice would you share with other entrepreneurs as they begin their journey?

Always be open to new opportunities. Take a chance and don’t get  discouraged, because as the saying goes, ‘when one door closes, another door opens’ – there might be others open to listening to your ideas. Be ready to overcome challenges and never give up.

Carolina and her team are already excited for The Pacific Trade Show 2019 on October 31 (learn more about and register for this exciting event here), and the platform to connect is ready. The invitation is open to everyone to join this exciting international business event.

The post CITP Small Business Spotlight – The Pacific Trade Show appeared first on Trade Ready.

In the Internet age, everyone is talking about inbound marketing and content marketing. The growth and effectiveness of these marketing strategies is indisputable. But even with the constant evolution of marketing tactics and technologies, older, traditional methods are still important, especially for B2B. One of these traditional methods that deserves its place in your marketing mix is trade shows.

Trade shows or fairs are still important today. This is because it is still a powerful sales tool to give clients a chance to experience products in person.

At trade shows participants have the chance to meet with  representatives from a wide range of companies, from SMEs to multinational corporations. Representatives from companies that would otherwise be difficult to get in touch with through technology are often much more accessible at trade shows, and may even visit your booth and give you their contact information.

Research has shown that many buyers first attend trade shows as a source of information gathering when deciding on annual purchases.

But it can take a lot of time and effort, not to mention the expenses and travel, to attend a trade show. So how can you make the most out of participating once you get there? Here is a 20 tip checklist to follow to get the biggest benefits for your company out of any trade show.

1. Determine your goals.

First and foremost, before you put any effort into attending a trade show event you need to first decide why you are doing it, and what you hope to get out of it for your organization. Make your objectives measurable and achievable. These goals should inform everything else going forward.

2. Choose the right show.

Hundreds of trade shows are held every year. Determine the most appropriate event by examining data from past shows and map them to your company’s goals.

3. 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.

4. Create a great display stand.

A company’s stand shows its efficiency, capacity, capabilities, and responsibilities. Deutsche Messe Interactive’s recommendation is to choose a place close to meeting points, such as the forum and the event area. Trade show visitors decide whether to visit the stand in an average of three to five seconds. Put yourself in your visitor’s shoes while making plans.

5. Make it memorable and engaging for visitors.

It is important that your stand is as engaging as possible, but you do not need expensive designs or huge stands. Music, a video show or little game your visitors can engage with, or even a giveaway can make all the difference. Let your imagination get to work.

6. Put the right person in front of your prospective clients.

The representative who will be at your stand must be a person who knows the product, the business and gives confidence to the visitor. Even if you communicate with your booth visitors through the interpreter, you should be there and involved, ensuring everything is properly represented.

7. Be inviting.

A long day at a trade show can be pretty tiring, but avoid sitting at your booth. Keep in mind that you are representing your company and products all day. Visitors expect that the person who meets them at each display will be cheerful and dynamic, and who can blame them? For this purpose, orthopedic-friendly shoes and comfortable but stylish clothes will make your job easier.

8. Stay engaged.

Similar to the above, do not turn on your computer and start working at your booth unless you are prepared to miss out on visitors. The visitor who sees you in this position will not want to disturb you, and you are displaying to them that you have prioritized other things over meeting them .

You should remember that your exhibition stand is not an office; you are there to make sales. Besides, engaging with the people who pass in front of your booth is much more fun than office work.

9. Cater to your audience.

Always have small snacks and drinks at your booth that you will serve. There is even an old saying about it in Turkey, “a cup of Turkish coffee will be remembered for 40 years.” It means that the person who offers the coffee is to be respected and remembered for a long time for the sake of his offering.

10. Keep your collateral with you.

Instead of leaving your business cards and brochures on a desk at the entrance, give them out at your booth. This is another great opportunity for a possible dialogue, and will ensure you have not spent unnecessarily on extra brochures and business cards.

11. Stay focused.

Remember, the show starts when you arrive at the airport and ends when you get off the plane and return home. So stay focused and make sure you are taking every opportunity at your disposal, including the lobby, elevator and restaurant. Business can be done everywhere at trade shows. Be prepared for opportunities to be born in interesting places.

12. Have your non-heavy printed materials with you.

You never know when you might have the chance to hand out a promotional CD or thumb drive. And always carry a lot of business cards in your pocket.

13. Make a detailed note after every meeting.

You won’t remember everything that happened at a busy trade show when you are back at the hotel, or settling back in at your office. And many of the details you may capture could be crucial in completing a sale and maintaining a relationship after the show.

14. Never turn down anyone who asks for an appointment.

If necessary, the cleaners can work around you to close down the fair area while you continue your negotiations.

15. Do not give yourself over to the nightlife.

If you insist on having fun at night, leave it to the last night. The next day after a tiring evening, no one wants to have a meeting with someone with swollen eyes trying to stifle a yawn.

16. Dress to impress.

Wear clothes that are appropriate to the weather, culture, location and professional business world. This can make or break a first impression.

17. Manage your time efficiently.

Prepare well in advance to deliver polished talking points and make the most out of every interaction. You want to develop as many leads as possible during the trade show, so make every second count.

18. Follow up.

On the first business day after the show, send a “thank you” e-mail to all the people you have met, especially those you had appointments with. Here’s where those detailed notes come in handy.

19. Get a list of attendees after the event.

This list will be very useful for your business’s database and don’t wait too long to engage in follow-ups with your connections.

20. Have fun and entertain.

Enthusiasm and humor are contagious. People want to do business with the confident, charismatic winners. Avoid negativity and approach every interaction fresh. Always remember why you are doing this and you will be sure to achieve your goals.

The post 20 tips you can use to gain the most leads at any trade show appeared first on Trade Ready.

Paul is the general manager at The Commerce Trade Show Logistics Group Ltd., which recently merged with Mendelssohn Event Logistics and Icecorp Logistics to create one of the largest customs brokerage and transportation services for trade shows in Canada. They’re the main transportation provider for between 700 and 800 events each year, including anything from large machine and tool shows, to consumer goods shows and even transporting broadcast equipment for hockey games.

Over the years, Paul has seen exhibiting companies make countless mistakes that have caused them transportation delays, empty booths and unnecessary spending on last-minute shipments.

Here are a few of his best practices to help make your next trade show experience smooth and snag-free:

1. Read your exhibitor kit
“Exhibitors often fail to read the information provided to them in their exhibitor kit,” says Paul. “When they don’t read that information, and read it carefully, they often make mistakes and fail to leave sufficient time for shipping.”

Not only can this result in expensive rush shipments which can break your budget, but it can also lead to an empty or unprepared booth if you run into unexpected hold-ups at the border.

Paul has seen 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 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 tradeshow 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. Work with a company that specializes in trade show brokerage and logistics
Paul recalls working a trade show many years ago where he noticed one booth in particular. It was 30feet x 10feet and located right on the main aisle of the venue, and it was completely empty except for a posted sign, which read, ‘This booth is empty courtesy of [Company Name].’

The exhibitor had chosen to work with a different company that wasn’t experienced with trade show transportation. As a result, neither their equipment nor their display materials were delivered on time.

However, the sign served its purpose of embarrassing the company into action. The booth was up and running within 3 hours, and the exhibitor was all set for the rest of the 3-day trade show.

Paul’s motto for his company is ‘there’s never an empty booth.’

“We work hard to make sure everything gets there on time and is set up properly for the trade shows,” he says. “We know exactly where things can fall off the rails, so we track everything carefully to make sure that doesn’t happen.”

It’s also wise to arm all of your attending staff with the information they need just in case something doesn’t go as planned. Paul says so many individuals arrive at the trade show and have no knowledge of how or when their company shipped their goods, so when they get to the event they’re absolutely lost. A little bit of information can go a long way.

3. Create a rapport with your broker
Once you’ve read your exhibitor information kit, call your broker and ask questions. Discuss your timelines and find out exactly when you need to have your goods ready for shipment. You should also know your budget and openly discuss cost.

Always ask for a quote rather than waiting to be surprised. There are a lot of services involved in trade show brokerage and transportation that aren’t always obvious.

And a good broker should be asking you questions too!

“We need to be in touch with our clients,” says Paul. “We need to ask lots of questions, and we need to figure out exactly what they’re doing because sometimes they aren’t sure.”

4. Deal with potential border issues well in advance
A lot of companies think it will be easiest for them to drive their own goods and displays across the border for a tradeshow, however this isn’t necessarily the case.

“Driving your products across the border is very complicated now,” says Paul. There are documentation and compliance issues associated with crossing the border which companies don’t always consider, and this is where they can run into hold-ups and denied entry, or exit.

Paul says that about half a dozen times a year they get clients who are prevented from crossing the border to attend a trade show because of a past criminal record.

He says that people often don’t like to talk about this because it can be uncomfortable. But even a seemingly minor charge from 20 years ago can cause you to be denied entry. It’s best to speak with employees attending trade shows in advance so you can deal with any of these issues before they get to the border.

Off to the show!
The purpose of attending tradeshows is to build your brand recognition, develop your contacts and your customer base, and to hopefully make sales in the process. By doing your homework and working with experienced professionals, you can ensure the process of getting to and from these events is much less stress-full and less time-consuming in the end.

“Truthfully, it’s very simple to get your goods into a show in Canada if you just follow the instructions,” says Paul.

The post 4 Awesome tips for transporting your goods to and from tradeshows without a hitch! appeared first on Trade Ready.