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INTERNATIONAL TRADE. Strategies for selling internationally The 8 th Annual Security Summit Sree Sanyal Vice-Consul & Trade Commissioner Consulate of Canada, San Diego. 1. Trade Commissioner Service Who are we?.

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International trade
INTERNATIONAL TRADE

Strategies for selling internationally

The 8th Annual Security Summit

Sree Sanyal

Vice-Consul & Trade Commissioner

Consulate of Canada, San Diego

1


Trade commissioner service who are we
Trade Commissioner Service Who are we?

  • A worldwide network of international business development professionals, committed to advancing Canada’s interests abroad.

2


What we do
What we do?

  • Trade Commissioners support:

    • Outbound trade

    • Canadian investment abroad

    • Foreign investment in Canada

    • Science & Technology collaborations

3


Key services what we do
Key Services – What we do?

  • Preparation for international markets

  • Market Potential Assessment

  • Introductions to key contacts in local markets

  • Assistance in resolving business, investment or other market-access problems

4


How we do it
How we do it?

  • Work one-on-one with our clients

  • Report key business intelligence to clients

  • Develop our base of local contacts

  • Support incoming and outgoing trade missions

  • Programs – ExportUSA, Leap!Canada

  • Participate in special events that raise Canada’s profile

5


Measuring success
Measuring Success

  • Organizational need to measure whether our time and resources are being used effectively to advance Canada’s business interests

  • Performance Tracking System

6


Performance indicators
Performance Indicators

  • Key Monthly Indicators:

    • Outcalls

    • Service Requests

    • Business Leads

    • Investment Leads

    • Business Reports

    • Advocacy Reports

    • Media Reports

    • Events

    • Successful Transactions

7


Successful transactions
Successful Transactions

  • Key measure of success – Transactions

  • Transactions defined as:

    • When a client (exporter, investor or technology organization), has successfully established a significant relationship or completed a transaction with a local/Canadian organization. The transaction may range from a distribution or cooperation agreement to a sale or large investment (inward/outward).

8


Successful transactions 2010
Successful Transactions - 2010

  • Varisystems signs contract with Cubic

  • Spark Integrations selected as one of 6 companies under DoD’s Foreign Comparative Test

  • Two San Diego cleantech companies established subsidiaries in Canada

  • CanAmerica Venture Fund started to invest in Canadian tech companies

  • Green Power Labs signs NDA with Oracle Capital

  • Deltacrypt finds local representatives

  • Pharma-giant Novo Nordisk collaborating with various Canadian researchers

9


Highlights 2009 2010
Highlights: 2009 - 2010

  • HMCS Protecteur Reception

    • Forum for delivering key advocacy messages

    • Introductions to key local contacts

    • Canadian Ambassador to US, Gary Doer’s first trip to the West Coast

10


Highlights 2009 20101
Highlights: 2009 - 2010

  • AFCEA West 2010

    • Canada Pavilion

    • 6 of 9 companies said strong business development resulted from their participation

    • Delivery of key advocacy messages

    • One-on-one business meetings

11


Highlights 2009 20102
Highlights: 2009 - 2010

  • 1st Annual Maritime Week

    • Two Canadian delegations

    • Newfoundland

    • British Columbia

12


Highlights 2009 20103
Highlights: 2009 - 2010

  • 1st International CleanTECH Showcase

    • Partnered with CTSD

    • Largest delegation

    • 7 companies, 2 provinces and 3 industry associations

    • One-on-one meetings

    • Investor Briefing session

13


Highlights 2009 20104
Highlights: 2009 - 2010

  • TSX Cleantech Roadshow

    • Formed an informal local working group to vet companies

    • 5 high-potential SD cleantech companies invited to meet with TSX investors and bankers

14


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