For Yewande Olubowale, international trade has always been about more than transactions—it’s also about how trade drives the global economy as a whole.

As a Trade Advisor at the World Trade Centre Winnipeg, she helps Manitoba businesses navigate the intricate pathways of  international markets, combining her experience in trade finance with a passion for helping others thrive internationally.

Two areas initially spurred her interest in international trade: Treasury and Trade Services.

“I was particularly drawn to the dynamic nature of cross-border transactions, which combines finance, logistics, and risk mitigation strategies. I found it fascinating to help businesses navigate these complexities.”

Finding purpose in the flow of global commerce

After university, Yewande began her professional journey in banking through a three-month graduate training program. Her early years in this industry honed her ability to blend financial acumen with international trade strategies, whether for risk mitigation, logistics, or cross-border transactions.

She was able to apply this learning later in her career while working as an international trade professional for FBNQuest Merchant Bank, where she drove digital transformation that garnered major results.

Using innovation and insight to move countries forward

One of Yewande’s most defining achievements was her role as a delegate representing FBNQuest Merchant Bank on a national transformation initiative led by the Central Bank of Nigeria. As part of the electronic Certificate of Capital Importation (eCCI) automation project, she was entrusted by her employer to support the CBN’s initiative of translating regulatory intent into a functional, scalable digital process.

She details, “The CCI is a document that verifies an investor’s foreign direct capital investment into Nigeria, this could be in the form of cash, goods, equity, or debt. This project transitioned the process from paper-based documentation to a streamlined digital system, significantly improving the facilitation of foreign investments, capital repatriation, and regulatory compliance in international trade.”

Through this work, Yewande contributed immensely to the modernization of a critical national trade infrastructure, reducing friction for foreign investors and strengthening confidence in Nigeria’s capital inflow processes.

It also highlighted Yewande’s ability to bridge innovation with  trad finance regulations—all core elements of her career success.

A creative mindset to solve complex challenges in the oil and gas sector

Later in her career, Yewande took on the role of Trade Services Officer, exposing her to a wider range of industries and increasing complex transactions. . One of her most memorable experiences required  her to use her problem solving and deep trade finance knowledge to enable  the export of crude oil for a corporate client.

“The transaction was challenging due to the complexities of the oil and gas industry, regulatory controls  and the high value of the shipments. To mitigate payment risk, I coordinated a letter of credit between the buyer and seller and worked with local and international parties, including customs authorities, shipping agents, and our correspondent banks.”

Navigating both the commercial and regulatory hurdles of the trade, the export was executed successfully and payment was received on time, strengthening the client’s relationship with the buyer.

“This experience highlighted the crucial role of trade finance in the oil and gas sector and the bank’s impact on the industry.”

It also highlights the importance of creative problem solving in international trade.

Opening doors through trade show readiness

While working as a Trade Advisor at the World Trade Centre Winnipeg, Yewande supported a Manitoba based jeweller preparing to exhibit her collections at an international trade show. The business owner was unsure how to take high value pieces abroad for display without selling them, and how to navigate the customs and regulatory requirements involved.

Yewande provided clear guidance on the applicable trade and customs rules ensuring the jewelleries could be transported, exhibited and returned without compliance issues. She also identified export support programs relevant to the client’s business and worked closely with the entrepreneur to strengthen her trade show readiness.

Beyond the exhibition itself, Yewande introduced the business to industry partners and trade networks to help expand its reach as well as open doors to future opportunities, giving the jeweller the support required to navigate confidently into global markets.

Yewande says:

“Successful international trade isn’t just about getting into new markets; it’s about understanding the rules so businesses can grow internationally with confidence”.

A commitment to learning and leadership

For Yewande, professional growth is rooted in continuous learning. Her decision to pursue FITTskills international trade training came from a desire to strengthen her technical knowledge and keep pace with the rapidly changing global trade environment. Her goal was to improve her service offering to the Manitoba businesses that are taking organizational and financial risks everyday by growing their operations internationally

“It was an enriching experience,” she says.

“I appreciated the real-life examples provided in the courses, which offered valuable insights into practical situations in international trade. The courses served as a great refresher, enhancing my ability to provide knowledgeable advice to the clients I support including international pricing strategies, market research reports, and international regulations, to name a few.”

Yewande offers sound advice to new professionals in the field of international trade: take bold steps.

She clarifies, “By thinking beyond immediate challenges and focusing on long-term goals, you can make more strategic decisions that lead to sustained growth and success.”

A favourite: The value of the Global Value Chain course

Yewande’s favourite FITTskills course was Global Value Chain. To her, the course gave her valuable insight into the complexities her clients face in their global operations.

“It was highly engaging and provided a comprehensive breakdown of supply chain operations, along with strategies for managing the risks of doing business across borders.”

Through this training, she has been able to bring even greater value to her role at the World Trade Centre Winnipeg—equipping entrepreneurs and exporters with strategies that help them expand confidently into international markets.

Earning the CITP: A milestone of mastery

Motivated by her passion for growth and supported by her employer, Yewande pursued Certified International Trade Professional (CITP^®|FIBP^®) designation.

“I applied for the CITP designation driven by my commitment to continuous learning and added value service to my clients, which aligns with my professional goals and career growth,” she shares, adding “I am grateful to my current employer, WTC Winnipeg, for supporting my aspirations and investing in my professional development.”

For Yewande, earning the CITP was more than an academic milestone—it was a symbol of her professional evolution.

“Earning the CITP designation is another feather in my cap and a truly rewarding experience that motivates me to continue striving for excellence. It reaffirms my commitment to ongoing professional development and further deepening my expertise in international trade.”

“I’m proud of my career growth, not only for my benefit but also that of the Manitoba businesses that I am privileged to work with at World Trade Centre Winnipeg.”

Looking ahead: Building stronger trade ecosystems

Today, as she continues advising Manitoba businesses on international expansion, Yewande sees the CITP as a bridge to new possibilities. “I believe the CITP designation is a valuable asset for advancing my career, as it will enhance my professional credibility and enable me to better serve the businesses I support,” she explains.

The designation also strengthens her connection to a global community of trade professionals.

“It provides opportunities to build a strong network across the international trade ecosystem, allowing me to collaborate with industry leaders and help drive growth within the trade sector.”

With great achievements already under her belt, Yewande is already making an impact in the trade sector, and with her strong growth mindset we can’t wait to see what the future brings.

The post CITP Spotlight: Yewande Olubowale, Trade Advisor at WTC Winnipeg appeared first on Trade Ready.

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.

When the call centre where she worked closed down, Kayla Beck knew she needed to invest in herself, and took the opportunity to go back to school.

She had always known that she belonged in the business world and found that the International Business Advanced Diploma program at NSCC was the right fit for her. Kayla loved travelling and the possibility of doing business abroad was intriguing. She also took advantage of a summer study abroad program in Scotland at the Robert Gordon University through NSCC, the summer between her first and second year.

FITTskills global trade training was a natural fit

Kayla then chose to join the school’s FITT-accredited international business program to complete the rest of her education and further her career goals.

“The FITTskills courses had great information and my instructors made learning the material a breeze. I find myself thinking back to what I learned in class and applying it to my daily work, and that real-world examples were used, helps put the information into action when required.”

The International Trade Finance course took pride of place for Kayla, who had been previously considering accounting as her chosen area of concentration. With a natural talent and interest in figuring out equations, Kayla was captivated with learning about how international transactions work and found it “eye opening and exciting”.

She graduated with the NSCC International Business Advanced Diploma in June 2018.

Applying her education to establish her career

Kayla’s current role is in online marketing and career promotion at Nova Scotia Boatbuilders Association, where she has worked since January 2018. While it’s still relatively new, she has found her place in representing their membership at trade shows.

“One of my favourite things about my career so far is knowing that my marketing efforts are affecting our members in many ways, both here at home and abroad.”

Kayla quickly learned the value of going with your gut in the business world, as well as taking the opportunity to add to your knowledge base any way you can.

“I’ve already learned that I need to trust my instincts more, and that I can learn from any situation I encounter during my work.”

Over the last year she has relished the opportunities to attend the boat shows and trade shows, and with her career just beginning, she is looking forward to even more interesting projects in the future.

Adding trade certification to meet her personal and business goals

Kayla chose to pursue the CITP (Certified International Trade Professional) designation, knowing that as part of an association, having the designation would be valuable to have not just for herself, but for the organization’s membership as well.

“I worked very hard over the past year and it paid off in the end with the excitement of becoming a CITP. Having my designation only helps our membership move forward in their international business ventures.”

When the majority of their membership start focusing more on international trade, Kayla foresees that her CITP designation will help her connect to opportunities to help make their transition smoother and give her the tools she can use to help them achieve success.

Global trade can be complex and it’s not all smooth sailing. Yet, with a good head on her shoulders, a solid education and her CITP designation, we just know that Kayla’s embarked on a professional adventure of a lifetime.

The post Kayla Beck, CITP|FIBP – Online Marketing & Career Promotion 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.

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.

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.

Looking back over his career, Sylvain Charbonneau notes that international trade and entrepreneurship have been part of his life from a young age.

“My grandfather and many of my uncles were businesspeople, and some of them traded outside Canada, so my family influenced me to build a business mindset and a customer service approach. As a teenager, I was happy to work on weekends and summer breaks for a company that dealt with recycling vehicles and parts. I was doing a bit of everything, and I liked serving customers and being surrounded with the spirit of entrepreneurship.”

A few years later, he earned his commercial driver’s license and a diploma from the Training Center for Road Transport.  Armed with this training, he began picking up and delivering trucks, parts and machinery for his family’s businesses. This first step into international trade was both a fun and formative experience.

“I enjoyed this period of freedom and excitement, discovering landscapes and major cities on the East Coast down to the border of Mexico. A lot of these deliveries were related to goods exported overseas through major ports of Canada and the U.S. This was an important first step for me in my international trade experience.”

Building an impressive resume in communications

Looking to expand his skills in a new sector, Sylvain decided to go back to school, earning his Bachelor degree in communication and psychology, followed by his Master’s degree in communication sciences. His studies focused on culture and international relations, PR and new communication technology, all of which have proven useful in his career.

As he studied, he also worked two jobs in sales and marketing for which he attended trade shows in Canada and Mexico, and conducted market research.

After graduating, he spent the next six and a half years working as a Communications Adviser for Hydro-Quebec, and another year and a half as Director of Communications and Marketing for Netsym Communication, a small start-up. During this time, he also got his first teaching job as a lecturer in communications planning at the University of Montreal.

With several years of experience under his belt, Sylvain had become an enticing recruit for companies like Le Groupe Lussier, a Fortune 500 Quebec company, who offered him a contract in 2007. Harnessing all of his previous training and experience, he was able to make major positive changes throughout the company during his time there.

“I worked to review and optimize policies and procedures and put in place a structure, system, and communication strategy. I managed the logistics and transportation department, including up to 20 employees during the transition, and oversaw an increase in efficiency and profitability while maintaining high customer satisfaction.”

Eager to be on the road again

Once his contract ended, Sylvain finally had the time to pursue a lifelong dream: a solo motorcycle trip west across Canada, and then down the West Coast.

“I crossed Canada from Montreal to Vancouver, and also went to Tofino to see the Pacific Ocean. It was so exciting. I enjoyed that feeling of freedom. Crossing Canada by road was an amazing experience! Later, I decided to continue exploring the West Coast by going south across Washington, Oregon and California to the Mexican border. During these trips, I saw so many beautiful natural landscapes that fed me with a great energy.”

Soon after his trip ended, he accepted a position teaching business, marketing and economics at the Canadian International School in Cairo, Egypt. Moving there in 2010, he was able to teach while also visiting Turkey, Israel, Palestine and Jordan. When Egypt’s revolution broke out in 2011, he was forced to return to Canada for safety reasons.

His experience there led to a new contract with a Quebec company looking to increase its trade in Western and Central Africa. His work gave him the chance to continue to travel, as he attended meetings and trade shows in Burkina Faso, Togo and the Democratic Republic of the Congo.

Setting down roots and sharing his experience

At the end of his contract, Sylvain started looking for opportunities to develop his international trade skills further with practical industry training. When he discovered the FITT-accredited courses at Ashton College, he found the appeal of moving to the West Coast too strong to resist, and relocated there to begin his courses.

He found the course content practical and the classroom environment to be the perfect way for him to engage with the material.

I always liked to learn, so for me it was a pleasant experience. I especially liked to be able to link the concepts to my previous experience, and to have a chance to discuss many topics with other international students while learning.

The in-class experience and discussion with fellow students also came with one other unexpected but life-changing effect.

“I met my wife while taking the FITTskills courses! She was my classmate, then we became friends. Afterwards we started to date and we got married the following year. Now we have two children together and we are very happy. My wife works for a customs broker and freight forwarding company in Vancouver.”

“My new marital status made me want to take a break from traveling and to look for professional opportunities in Vancouver. Using the combination of my professional and academic background, I decided to offer my services as an instructor.”

Since 2012, Sylvain has taught FITTskills courses in the Vancouver area – first at Sprott Shaw College, then his alma mater Ashton College, and now at Ascenda School of Management.

“I like teaching because I feel that my experience can benefit other people. And it’s good for me because I get so much from being in contact with students from all around the world and various profiles and backgrounds. I also have more flexibility and time to spend at home with my two young children, which is my priority at the moment.”

He also balances his teaching work with running his own international trade and communication consulting company, SC Communication, which he started in 2009. Working with companies on international business development, communications, marketing, trade shows and project management, he has had the opportunity to help many different companies while balancing his other responsibilities.

In 2015, Sylvain added the CITP®|FIBP® designation to his credentials.

“I like to be connected to other professionals with the designation, to feel I belong in that exclusive elite community of recognized global trade professionals. The designation is helpful to differentiate myself from other professionals when it comes to proposing my services to a potential customer or employer.”

I realized that I’m now perceived differently as an educator and a trade professional because I’ve earned the CITP®|FIBP® designation. I have also received more contract offers since I got my certification.

Sylvain is now looking forward to new challenges, and being involved directly in projects in the field again. With his extensive experience, it won’t be long before we have more stories of his accomplishments to share.

The post Sylvain Charbonneau, CITP|FIBP – International Trade Consultant and Educator appeared first on Trade Ready.

Effective partnering depends on effective networking. This is especially true for small businesses.

Formal and informal business links are important ways of developing contacts, securing business information, initiating co-operative activities, gaining access to new sources of capital and obtaining technology.

Business associates with experience in the target country are especially valuable, as a company can often hear about a potential international business partner when discussing other matters with a business contact.

Initial exploratory meetings with potential partners often produce much better insight into market dynamics, segments and competitors, which means that early meetings with other market insiders are often an incredibly valuable source of information. Here are five different sources you can explore to find the best partner for your international business.

1. Governments

In most countries, companies can approach the government department responsible for trade for information and resources. Trade departments will offer advice on exporting and other market entry strategies and will have databases of trade, investment and technology counsellors abroad.

European Union: The Enterprise Europe Network (EEN) is the largest network in Europe providing trade expertise and services for companies.

U.S.: The U.S. Department of Commerce provides many services to U.S. companies. Information provided includes listings of trade events, market research information for countries worldwide, a China Business Information service, a Middle East and Asia Business Information service and a fee-based Platinum Key service.

Canada: Global Affairs Canada provides a range of services for Canadian and non-Canadian businesses.

India: The Indian government’s Department of Commerce offers a wide range of trade-promotion services and assistance for Indian companies wishing to trade internationally.

South Africa: The South African Department of Trade and Industry offers an Export Marketing and Investment Assistance (EMIA) program that covers costs of travel to foreign markets, attendance at trade shows and establishment of pavilions at local and international trade fairs.

The foregoing list is far from exhaustive, providing instead a view of the types of assistance and resources available in certain markets. In some countries, including the United States, the United Kingdom and Canada, the national export credit agencies (Export Development Canada, or EDC, is Canada’s agency) possess extensive expertise and resources related to international commerce, from country risk and analysis, to financing and risk mitigation solutions, among others.

Many jurisdictions also provide export or trade-related resources and assistance at the subnational level, even down to municipal or provincial/state jurisdictions that are increasingly engaged in trade-related activity, such as the Saskatchewan Trade & Export Partnership (STEP).

2. Foreign embassies and trade commissioners in foreign markets

Many countries have trade counsellors attached to their diplomatic posts overseas, including embassies, consulates and high commissions. Those same counselors may also be present in key markets in the home country, as is the case in Canada, to assist companies with local support prior to their engagement in international markets.

3. Business associations

Business associations include chambers of commerce, boards of trade, industry associations and bilateral business councils set up to develop trade with specific target countries. All of these associations can provide contacts and business information.

Chambers of commerce and industry associations in target countries are also good sources of information. In many countries, industry associations maintain industry statistics as well as membership lists.

Business advisors: Companies should consider using consultants and specialists, such as lawyers and accountants, to search for potential partners. Although this can add to the expenses of market entry, business advisors can use their experience to set up new networks rapidly and speed up the introduction of contacts.

For smaller companies that are new to international trade, such services can greatly decrease the time involved in establishing an effective partnership. Some venture companies with investments in a group of local firms might seek partnerships with companies that have invested in a complementary group of firms, as a means of helping their clients expand and develop.

Financial institutions: Banks, individual traders (brokers) and trading companies are all useful sources of information about a potential international business partner in a target market. A company’s bank has a vested interest in the company expanding its business successfully, and if a company’s bank has a branch in the target country, that branch will usually provide a broad range of local business information.

Commercial databases: There are a variety of commercial databases that provide business information, including contact information. There are also services that are more specifically geared to partnering. Some of the best places to start looking for commercial databases, especially if you live in a medium-size or large city, are the business section of a library or local business centres. Other organizations to contact for information on commercial databases are local chambers of commerce, boards of trade or university business department libraries.

The World Chambers Network provides many services for international companies. One of the most helpful is the official Chamber Directory. This has 12,000 entries representing 40 million Business members and is a network for establishing new business contacts and obtaining helpful market information. The directory can be browsed for validated business partners, public tenders and trade fairs.

4. Expos and trade shows

Companies can also use trade shows to connect with potential partners as well as determine the market potential for their goods and services. There are many different kinds of trade shows or fairs. World expositions (also known as expos or world fairs) are the most important and impressive. Expos are more cultural fairs than industrial trade shows, but there is always a strong commercial component. Each expo is held in a different city and aims to showcase the best of the hosting nation.

There are two types of expo: registered (previously known as universal) and recognized. Registered expos are the most extravagant of the expos, with pavilions built by the attendees. The next registered expo is to be held in Astana, Kazakhstan in 2017. Recognized expos are smaller in scope, with pavilions provided by the organizers. The last recognized expo was the 2015 international expo held in Milan, Italy.

5. Published studies and books

A variety of research institutions and government agencies conduct economic and market research and publish studies on their results. For example, GAC in Canada publishes a wide range of sector profiles and studies. These studies can be accessed online, sometimes for a fee, or can be ordered from a university library. The business section of a good bookstore contains books focused on specific markets, and often include sources of business information.

The post 5 valuable sources for finding your next international business partner appeared first on Trade Ready.

You’ve had encouraging discussions during the exhibition about new opportunities to sell your products in high growth markets, and you may have even had back-channel meetings with prospects over dinner. You return to your home country, continue the discussion on-line and appoint new distribution on an exclusive basis.

A year later, however, you determine the new partnership has failed, export sales are well below expectation, communications to probe why go unanswered, and bilateral enthusiasm weakens. What went wrong, and what do you need to do differently next time to achieve a more successful result?

Your best options to identify new potential partners

Choosing your channel partners, who will help you sell your goods and/or services, is one of the most critical decisions facing new exporting companies entering ASEAN markets. The markets consist of multiple types and layers of channels serving a wide variety of dealer networks and end customers.

Identifying, establishing and developing the best-fit channel partners is essential in gaining market entry and building a successful ASEAN business.

As such, exporting companies should consider acquiring professional services to assist in identifying, appointing, and developing best-fit channel partners.

Firstly, it’s difficult to identify the best-fit and most capable channel partners during an interregional trade exhibition. Travelling to attend and exhibit at interregional trade exhibitions in major ASEAN cities has become very expensive due to the rapid pace of economic development. Moreover, a number of trade exhibitions have scaled back significantly over the past three years.

Most ASEAN top-tier channel prospects have limited marketing budgets and prefer to focus expenses and resources towards their local or host country exhibitions. In most cases, local exhibiting companies enjoy a significant rate reduction over visiting foreign companies.

When attending trade exhibitions, the main priorities of local companies are to gain new customers within their territories and identify new foreign suppliers and partners. As such, a more focused and effective approach is to attend or exhibit at specific trade exhibitions in strategically selected markets.

Trade exhibitions are just one method to expose channel partner prospects. Additional options such as customer referrals, competitor channels, adjacent products suppliers, industry organizations and consulting firms are other options that should be considered.

Keep the end goal in mind at all times

Secondly, when selecting and appointing channel partners, you should consider three priorities:

Do channel prospects have access to your target customers? ASEAN markets are made up of people and relationships, not products. A qualified channel will have strong existing customer relationships that the exporting company must tap into. This can be evidenced by making joint customer visits to gauge the quality of customers and relationships.

Favorable customer visits and responses to new products and brands will only elevate your value to the channel partner prospect.

Do channel prospects have the financial capacity to support the exporting company’s market entry and longer term growth strategy? Often channel partner ambitions outweigh abilities. It’s crucial to ensure channel prospects have the financial capacity to support marketing initiatives to promote new products and brands and scale up inventories and resources as you gain momentum.

Product supply interruptions due to unanticipated financial limitations will inevitably lead to the customers you gained seeking alternative suppliers.

Do channel prospects have the sales resources to proactively sell your products? Sales professionals have a critical role in engaging customers directly to demonstrate customer value and gains, convince skeptical decision makers, justify price, and defend profitability.

ASEAN channels are beginning to adopt best-selling practices by establishing product specialists to drive the growth of priority products. Tapping into channel product specialists will prioritize your products and optimize customer reach.

Partnerships are two-way streets, so make sure you’re adding value

Thirdly, developing meaningful, productive ASEAN channel partnerships and relationships is about understanding, acknowledging and acting upon channel partner needs and priorities.

Channels seek suppliers offering innovative value-added products that are simple to market and worthwhile to sell. They are reinforced by a willingness to regionally adapt and support mutually agreed upon growth initiatives and goals.

Making your products simple to market requires going beyond product training by developing cooperative market and customer relevant marketing                 campaigns.

It’s important to educate and coach channel salespeople on how to sell your products using a consistent, structured professional selling methodology. Leading regular and frequent joint customer visits will establish channel and customer confidence and accelerate growth.

A new product and brand must be worthwhile to sell in terms of generating new revenues and profits. Channel cost price needs to factor the type, intensity and behavior of competitors, acquisition costs such as logistics, and inward duties often overlooked by exporting companies.

Establishing the correct market price and channel cost-price that is able to gain market-share and provide sufficient profit for channel partners is essential in developing ASEAN markets. This will enable you to motivate channel partners to buy-in, actively market, proactively sell and succeed.

Be a leader in the ASEAN growth markets with the right partnership

ASEAN markets offer significant growth opportunities for exporting companies. The ASEAN region is the global growth engine and will be for the next decade, but accessing these markets requires identifying, establishing and developing dedicated, highly motivated channel partners who can reach your target customers.

Tapping into the many top-tier channel prospects available in the ASEAN region is vital to capitalizing on growth opportunities.

The post Decoding the steps for channel partner hunting in the ASEAN region 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.