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INTERNATIONAL TRADE

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

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

  2. Trade Commissioner Service Who are we? • A worldwide network of international business development professionals, committed to advancing Canada’s interests abroad. 2

  3. What we do? • Trade Commissioners support: • Outbound trade • Canadian investment abroad • Foreign investment in Canada • Science & Technology collaborations 3

  4. 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

  5. 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

  6. 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

  7. Performance Indicators • Key Monthly Indicators: • Outcalls • Service Requests • Business Leads • Investment Leads • Business Reports • Advocacy Reports • Media Reports • Events • Successful Transactions 7

  8. 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

  9. 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

  10. 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

  11. 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

  12. Highlights: 2009 - 2010 • 1st Annual Maritime Week • Two Canadian delegations • Newfoundland • British Columbia 12

  13. 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

  14. 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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