# Presentation: 191821

## U.S. Commercial Service Special Thanks to the Reno Sparks Chamber of Commerce

**USCS 101:  How to Use the United States Commercial Service to Develop International Markets**
***Bonus!***** UPS International Services**

## U.S. Commercial Service

**Our mission:**
- To promote the export of goods & services from the United     States, particularly by small- and medium-sized businesses
- To represent U.S. business interests internationally
- To help U.S. businesses find qualified international partners

***The U.S. Commercial Service is part of the U.S. Department of Commerce, an agency of the United States government.***

**Notes:**
To help US business enter, develop and sustain international markets

## Trade specialists in over 100 U.S. cities
160+ offices in US Embassies and Consulates in 80+ countries worldwide
Sector-specific teams
Regional teams
Local advising councils, District Export Councils—DECs

- 160+ offices in US Embassies and Consulates in 80+ countries worldwide
- Sector-specific teams
- Regional teams
- Local advising councils, District Export Councils—DECs

**Our Global Network**

## What Our Network Can Do for You

- Five Main Areas of Assistance
- Trade Counseling
- Market Research
- Customer Location/Qualification
- Business Programs
- Advocacy and Compliance

**Notes:**
Let’s take a look at each of these areas and what we do.

## 1) Trade Counseling

- Our trade specialists in the U.S. work directly with our team of experts overseas in getting you all the information and advice that you need.
- We can help you:

**Determine the best markets for your products & services **
**Evaluate international competitors **
**Identify and help you comply with legal and regulatory issues **
**Learn about cultural issues and business protocol**

**Notes:**
Counseling is the #1 thing we do.  We listen to you to help develop action plans for gathering the right information.  We often don’t know it off the top of our heads.  But, we know how to get it in a timely and efficient manner.

## 2) Market Researchwww.export.gov

**Country Commercial Guides (CCGs)**
- 	- Prepared annually by US Embassy Staff, CCGs contain information on the business and economic situation of foreign countries and the political climate as it affects U.S. business and foreign investments.
**Industry Reports**
-  	- In-depth analysis of specific industry sectors and sub-sectors within a given market.
- 	- Brief updates within a foreign country highlighting specific market opportunities, trade events, or changes in market conditions.
**On-line Market Research**
- 	-_ __[http://www.export.gov/](http://www.export.gov/mrktresearch/index.asp)__[mrktresearch](http://www.export.gov/mrktresearch/index.asp)__[/index.asp](http://www.export.gov/mrktresearch/index.asp)_
**Customized Market Research**
- Negotiated fee service

**Notes:**
As you will see, our USCS list of services fall into two categories:  no-cost and fee-based.

## Market ResearchAdditional No-Cost Tools

- _[www.buyusa.gov/nevada/intl_links.html](http://www.buyusa.gov/nevada/intl_links.html)_

## 3) Finding/Qualifying Business Partners

- Gold Key Service
- Platinum Key
- Customized Contact List
- International Partner Search
- International Company Profile
- Single Company Promotions
- Commercial News USA
- FUSE

## Gold Key Service

- Pre-screened appointment schedule arranged for you before you travel overseas
- Customized market and industry briefings with our local trade specialists
- Timely and relevant market research
- Post-meeting debriefing with our trade specialists and assistance in developing appropriate follow-up strategies
- Help with travel, accommodations, interpreter service, and clerical support

**Notes:**
This is our #1 fee-based service.  Fee based strictly on country.  Some smaller countries charge one fee and develop contacts nationwide.  Other larger countries—like Germany or Mexico-- will charge a separate GKS fee for each city you wish to visit.  

## International Partner Search

**1.  You provide your marketing materials and background on your company**
**2.  Then we use our network of international contacts to interview potential partners and provide you with a list of up to five pre-qualified partners**
- Save valuable time and money by working only with pre-qualified international partners that are interested in selling your products and services.
- Obtain high-quality market information on the marketability and sales potential for your products and services.
- Get all this information in 15 days.

**Notes:**
This is essentially the Gold Key without you going to market—just getting the “list.”  How does this differ from a “Customized Contact List?”  Explain...

## International Company Profile

- Our background check service
- More than a financial report
- Assesses qualitative AND quantitative factors
- Often times will provide our opinion on the value of the partner

## Single Company Promotions

**The Single Company Promotion service offers support and event facilities which will allow you to engage your target audience through:**

-  Product launches
-  Sales seminars
-  Staff training
-  Networking receptions

- Facilities available include exhibition halls, auditoriums, meeting rooms, hotels and even the residences of some US Ambassadors.

**Notes:**
My favorite service.  It is also a service that even if you are already in-market, we can work with your local distributor/rep to launch product, sales seminars, etc.

##  Monthly trade magazine that lists U.S. products and services
 Distributed free to more than 400,000 buyers from around world
 A proven track record of high-response rates  and sales results
 Why not advertise and increase your international sales..?

-  Distributed free to more than 400,000 buyers from around world
-  A proven track record of high-response rates  and sales results
-  Why not advertise and increase your international sales..?

**Commercial News USA**

**Check out**** www.cnewsusa.com ****for more information**

**Notes:**
Our advertising supplement.

## 4) Business Programs

- Trade Shows – Domestic and Overseas
- Trade Missions
- Catalog Shows
- Local Seminars
- Video Conferences
- Webinars

## Trade ShowsDomestic and Overseas

- USA Pavilions
- Certified / IBP Shows
- Show Time
- Matchmaking
- Industry Focused Promotion
- Foreign Buyer Delegations
- Virtual Trade Shows

**Notes:**
USCS does shows around the world, and right here at home, too.  Many right in our state in Las Vegas.  Shows and fairs are the way the world’s businesses do business.  

## Trade Missions

- Multiple stops/locations
- Individualized 1-on-1 appointments
- Business receptions and networking
- Country market briefings
- Limited # of participants

## Catalog Exhibition Shows

***1.  You provide us with product literature, videos and other visuals***
***2.  Then we promote your catalogs to hundreds of business visitors at selected trade shows and embassies around the world***

*"I am a long time proponent of catalog shows. I believe that they provide a maximum benefit for a minimal investment, especially for a small business that can't afford to travel internationally."* **Mills Machine, Shawnee, OK**

*“**We find the catalog exhibition shows are an economical way of getting our message out, which we feel is the secret to developing new business" ***Du-Co Ceramics Company, Saxonburg, PA**

-  Your products promoted at events worldwide without you having to travel
-  Translation of key information about your firm for foreign visitors
-  Full trade leads presented to you at the end of the show

## 5) Advocacy-Market Access(trade complaints)

- Advocacy
- Bid Tenders
- Unfair Competition

- Market Access Compliance
- Used in Cases of Violation of Trade Agreements

## A Word About ...Export Compliance

- Bureau of Industry & Security
- _[http://www.](http://www.bis.doc.gov/)__[bis](http://www.bis.doc.gov/)__[.doc.gov/](http://www.bis.doc.gov/)_
- Lists To Check (denied parties, entity list, etc.)
- _[http://www.](http://www.bis.doc.gov/ComplianceAndEnforcement/ListsToCheck.htm)__[bis](http://www.bis.doc.gov/ComplianceAndEnforcement/ListsToCheck.htm)__[.doc.gov/](http://www.bis.doc.gov/ComplianceAndEnforcement/ListsToCheck.htm)__[ComplianceAndEnforcement](http://www.bis.doc.gov/ComplianceAndEnforcement/ListsToCheck.htm)__[/](http://www.bis.doc.gov/ComplianceAndEnforcement/ListsToCheck.htm)__[ListsToCheck](http://www.bis.doc.gov/ComplianceAndEnforcement/ListsToCheck.htm)__[.](http://www.bis.doc.gov/ComplianceAndEnforcement/ListsToCheck.htm)__[htm](http://www.bis.doc.gov/ComplianceAndEnforcement/ListsToCheck.htm)_
- Office of Foreign Asset Controls (U.S. Treasury Dept.)
- _[http://www.treas.gov/offices/enforcement/](http://www.treas.gov/offices/enforcement/ofac/)__[ofac](http://www.treas.gov/offices/enforcement/ofac/)__[/](http://www.treas.gov/offices/enforcement/ofac/)_

**Notes:**
It is every exporter’s responsibility to ensure it is compliance with US export law.  BIS—commercial and dual use controls.  Lists—even sales to ok countries, like Germany, might cause issues IF your buyer is on a denied list.  OFAC—trade embargoes enforced here.

## Coordination with other Public Sector International Resources

**We don’t work alone.  We work with and are your conduit to programs of:**
**EXIM Bank of the United States**
**Small Business Administration**
**Overseas Private Investment Corporation (OPIC)**
**US Agency for International Development**
**US Foreign Agricultural Service (FAS)**
**US Trade Development Agency (USTDA)**
**All agencies of the US International Trade Administration**
**State of Nevada International Trade and Investment Division**
**...****more**

## THANK YOU

- Bill Cline
- U.S. Commercial Service
- 1 E 1st St, 16th Fl
- Reno, NV 89509
- Tel: 775.784.5203
- Fax: 775.784.5343
- _[Bill.cline@mail.doc.gov](mailto:Bill.cline@mail.doc.gov)_
- http://www.buyusa.gov/nevada