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International Trade Strategies for Success: Insights from the 8th Annual Security Summit

The 8th Annual Security Summit, featuring Sree Sanyal, Vice-Consul & Trade Commissioner at the Consulate of Canada in San Diego, focuses on effective strategies for selling internationally. The Trade Commissioner Service offers a comprehensive range of services including market preparation, foreign investment support, and networking opportunities. This presentation covers key services, performance indicators, and successful transactions, highlighting how Canadian organizations can expand their global presence. Discover actionable strategies to navigate international trade challenges and foster meaningful partnerships.

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International Trade Strategies for Success: Insights from the 8th Annual Security Summit

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Presentation Transcript

  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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