Exporting Trends, Facts & Profits
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1 Exporting Trends, Facts & Profits Andrew Cassey, WSU James McCafferty, WWU
2 Introductions Who we are Why we do what we do
3 During this Session Understand how exporting will help you build a stronger business. Learn how to select and enter a market. Understand exporting trends, activities and free trade agreements. Know how to access the free and low-cost resources available to help you every step of the way. Have the opportunity to ask every question you can imagine about exporting.
4 Why Export, Market Selection & Entry Methods
5 Ways to Increase Profits 1. Squeeze dollars from your expenses 2. Sell more to your existing market 3. Sell to a new market niche Government Different demographic 4. Sell to an entirely new market but to your same customer profile What is easier?
6 Exporting
7 Exporting Trends, Facts & Profits Foreign trade is an essential piece of our economy. High political interest Theory of McDonald s and conflict Bottom line: creates jobs and stability Exporting is relatively new from a human history standpoint.
8 Exporting Trends, Facts & Profits Columbus opens trade from the old world to the New World Country to Country trade Industrial Revolution Country to Country trade Falling transportation costs Falling telecommunications costs 2000 Today Rise of software power Individual to individual trade Easy access to global shipping methods
9 Exporting Trends, Facts & Profits Why Go Global? Increase sales Changing domestic situations Economies of scale Domestic regulations Lower cost structures Access to lower labor, materials, or other Global branding Global cash flows
10 Exporting Trends, Facts & Profits When are you ready? Management commitment In-depth experience with product or service Adequate cash flow Capacity and capability to produce the amount of product or services
11 Exporting Trends, Facts & Profits What does not matter? International expertise Foreign language ability Although it helps Travel to foreign markets Although it can help All of these things your company may acquire and/or learn.
12 Foreign Market Selection
13 Exporting Trends, Facts & Profits There are several ways to select a foreign market 1. The complex matrix An analysis of different weighted factors that are important to the company Based on research 2. The existing market analysis A faster look at existing imports and exports around the globe of your product Looks for countries with lower exports and higher imports
14 Exporting Trends, Facts & Profits Let s make this easier We will do the second one for you in about a week. You can start this process today! We will also help you do the first but it takes longer (of course) and you will do at least some of the work.
15 Exporting Trends, Facts & Profits I have heard exporting is hard Taxes Fixed rates, Percent based, US, Foreign Not getting paid Excellent tools to help you with this Government hoops CE mark, FDA, regulated items, labeling Shipping Selling Mode of entry plays a huge role
16 Exporting Trends, Facts & Profits Mode of Entry Licensing Direct To buyer Indirect Via your foreign salesperson Via your overseas sales/marketing office Via a distributor Via your overseas manufacturer Increasing Risk
17 Increasing Sales Exporting This sounds hard again Multiple players to help you take care of this. WWU provides research data, support and referrals to other resources as appropriate Resources range from basic to full hand holding services US Commercial Service Private consultants
18 Exporting Trends, Facts & Profits Where do I start? Looking at the baseline trade data is a good start. Understand what markets make sense If appropriate Direct sales to Canada Direct sales globally via the web
19 Discussion / Questions
20 Export Trends in Washington State Andrew J Cassey Assistant Professor & Extension Economist School of Economic Sciences Washington State University October 25, 2012
21 Agenda & Notes Ø Export Trends in Washington from 2002 to 2011 Ø Industry Composition Ø Destination Composition Ø Industry Time Series Ø Number of Destinations Ø Manufacturing and Processed Agriculture Ø Free Trade Agreements: Colombia, Korea, and Panama Ø Washington Agricultural Trade Barriers Ø Export Trends in Washington State annual publication Ø Data obtained from port of exit Ø Not necessarily state of production
22 Top 5 WA Manufacturing Export Sectors INDUSTRY Rank Exports Share Rank Exports Share (millions) (percent) (millions) (percent) Aerospace Petroleum & Coal Products Nav, Meas, Electromed & Control Instruments Pulp, Paper & Paperboard Mill Products Fruit & Vegetable Preserves TOTAL Facts: 1. Aerospace dominates Washington export statistics 2. Exports increasing for each industry 3. Industrial composition of exports not changing much
23 Top 5 WA Process Ag Export Sectors INDUSTRY Rank Exports Share Rank Exports Share (millions) (percent) (millions) (percent) Fruit & Vegetable Preserves Dairy Products Meat & Meat-Packaging Products Foods Not Elsewhere Specified Grain & Oilseed Milling Products TOTAL Facts: 1. Same industries lead but relative shifts 2. WA doesn t produce Grain & Oilseed milling
24 Top 5 WA Manufacturing Export Destinations MARKET Rank Exports Share Rank Exports Share (billions) (percent) (billions) (percent) Canada China Japan United Arab Emirates United Kingdom TOTAL Facts: 1. Exports increasing to most countries 2. Japan is the exception 3. Lots of country change in 6 10 range: Aus, HK, Turkey replace India, Taiwan, and Singapore
25 Top 5 WA Processed Ag Destinations MARKET Rank Exports Share Rank Exports Share (millions) (percent) (millions) (percent) Japan Canada Philippines Mexico China TOTAL Facts: 1. Ag exports to all countries including Japan increasing 2. Destinations stable
26 WA Aerospace Products and Total Exports Facts: 1. Aerospace exports drive State total 2. Aerospace less important now than before 3. The story of WA exports is the story of Aerospace
27 Four WA MFG and Total Exports
28 The Number of Countries for WA MFG
29 WA Processed Agricultural Products
30 The Number of Countries for WA PAP
31 US Free Trade Agreements No. Country and Agreements Signed Force 1 Israel Canada (NAFTA) Mexico (NAFTA) Jordan Chile Singapore Australia Bahrain Morocco Central America and Dominican Republic (CAFTA-DR ) Oman Peru Colombia Korea Panama 2007 Pending
32 Exports for WA MFG with FTAs
33 Exports for WA MFG with FTAs (Cont'd)
34 Exports for WA PAP with FTAs
35 Exports for WA PAP with FTAs (Cont'd)
36 Conclusion Ø Washington exports dominated by aerospace industry Ø Washington exported more in 2011 than any year in the previous decade Ø Export gain was widespread across many leading industries Ø The composition of Washington s leading export industries was relatively unchanged Ø The composition of Washington s leading export destinations experienced changes in 6 10 range Ø Export growth mixed after free trade agreements entered into force Ø Processed agricultural exports show initial gains over the pre-agreement level
37 FTA Tariff Tool at EXPORT.GOV Ø
38 Washington Agricultural Trade Barriers Ø
39 Exporter's Toolkit Ø
40 Acknowledgements Ø Community Economic Revitalization Board Ø Washington Small Business Development Center Ø Washington State Department of Commerce Ø Washington State Department of Agriculture Ø Washington State University Extension Ø WSU School of Economic Science Ø SES IMPACT Center
41 Available Resources Where you can find help
42 Resources Technical Assistance Financial Market Entry Data Books
43 Discussion
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