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INTERNATIONAL TRADE

INTERNATIONAL TRADE. Strategies for selling internationally The 7 th Annual Security Summit Sree Sanyal Vice-Consul & Trade Commissioner Consulate of Canada, San Diego. 1. Trade Commissioner Service – Who We Are?.

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INTERNATIONAL TRADE

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  1. INTERNATIONAL TRADE Strategies for selling internationally The 7th Annual Security Summit Sree Sanyal Vice-Consul & Trade Commissioner Consulate of Canada, San Diego 1

  2. Trade Commissioner Service – Who We Are? • 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 Transactions2009 • Cubic signs NDA with Cast Software & Dark Matter Labs • Xanatos sells Marine Surveillance System to Puget Sound • Immunovaccine Technologies Inc. collaborating with La Jolla Institute for Allergy and Immunology • Seacoast Science opens subsidiary in Ontario, Canada • ISE Inc. offers IPO on the TSX 9

  10. Highlights: 2009 - 2010 • HMCS Protecteur and Ambassador Doer in San Diego • Forum for delivering key advocacy messages • Introductions to key local contacts • Rear Admiral Michael Bachmann • San Diego Fire Chief Javier Mainar 10

  11. Highlights: 2009 - 2010 • AFCEA West 2010 • Canada Pavilion • 10 of 10 companies said strong business development resulted from their participation • Delivery of key advocacy messages, eg: Buy America provisions 11

  12. Highlights: 2009 - 2010 • The Security Network in Canada • TSN President, Michael Jones, in Montreal, Ottawa, Toronto, St. John’s, Halifax • Met over 60 companies in defense/homeland security 12

  13. Highlights: 2009 - 2010 • San Diego Maritime Week • Two incoming missions from Canada • British Columbia and Newfoundland • One-on-one matchmaking for companies • Planning for follow-up missions underway 13

  14. Highlights: 2009 - 2010 • TSX Cleantech Roadshow • Increased understanding of financial alternatives available outside California • Success story: ISE Inc. goes public on TSX 14

  15. Highlights: 2009 - 2010 • LEAP! Canada • Leap! Canada designed as a multi-phase commercialization program for Canadian technology companies looking to utilize the San Diego market as a market “beachhead” • Successful completion of the LEAP - Pilot Program, Western Canada stage • Over a 100 companies reviewed in Phase I Bootcamps • 20 companies advanced to Phase II • 3 final companies selected for mentoring 15

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