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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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