EXPORT ESSENTIALS Preparing for International …...EXPORT ESSENTIALS Preparing for International...
Transcript of EXPORT ESSENTIALS Preparing for International …...EXPORT ESSENTIALS Preparing for International...
EXPORT ESSENTIALS
Preparing for International
Travel & Tradeshows
Presented by: Allison BoultonExport Navigator Program ManagerJuly 18, 2017
Introduction, Agenda & Goals 10 minutes
Getting to Know You 10 minutes
1. Tradeshows: Preparation, During, & Post 40 minutes
2. Cultural Considerations 20 minutes
Final Thoughts/Q&A 10 minutes
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Agenda
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At the end of the webinar, participants will:
• Learn how to prepare for a tradeshow
• Find out how to develop tradeshow leads and have more successful interactions
• Use your trip to gain market insights on your competition
• Discover key etiquette and culture tips for doing business cross-culturally
Goals
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Introduce Yourself:
1. Your name
2. What B.C. community are you from?
3. Have you attended an international tradeshow and if so, where?
4. Are you considering attending a tradeshow? If so, where?
Activity – Getting to Know You
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Q: What are some things that could go wrong?
The Importance of Planning
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Three important considerations:
1. What are you goals and what is your budget?
• Why are you going to a tradeshow? Who are the potential clients you may want to meet with? How will your business be impacted?
• Budgeting is key! A typical tradeshow includes these costs:
– Transportation
– Hotel, local transportation, food
– Exhibition fee
– Samples
– Giveaways
– Booth decor
A) Preparation – Before Your Tradeshow
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Three important considerations:
2. Where do you find tradeshows and which is right for you?
• Government of Canada – The Canadian Trade Commissioner Service
• Internet Search by geography and/or industry (ie: furniture trade fairs Europe)
• Investigate duty rates, trade deals, currencies, and legal systems
A) Preparation – Before Your Tradeshow
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Three important considerations:
3. Should I be walking or exhibiting?
• Revisit your goals & budget – which makes sense for me?
• How much time/resources do I have to put into a trade show?
• Will I get the ROI from participating in a trade show?
A) Preparation – Before Your Tradeshow
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Q: Now that you have chosen to attend a tradeshow, how can you save money?
• Book well in advance (flights, hotel and trade show)
• Share a hotel room and stay near a metro or within walking distance
• Apply for funding: CanExport , Growing Forward 2
• Use a digital photo frame instead of an iPad for displaying photos
• Get your swag made in country
• Go to the grocery store and carry snacks with you
A) Preparation – Before Your Tradeshow
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Other important tips:
• Technology – will it work?
• Bring cash!
• Entry Visas
• Shipping samples
• Staffing your booth
• Marketing materials
• Work your network
• Your binder
A) Preparation – Before Your Tradeshow
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Packing – Keep it simple but bring a box of essentials!
• Business cards (generic)
• Pens, sharpies, highlighter
• Tape
• Extension cord
• Travel adaptor
• Stapler/Scissors
• Rubber bands
• Paper clips
• Medicine/Band-Aids
• Swiss army knife or all-in-one tool
• Map of Canada
A) Preparation – Before Your Tradeshow
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Q: What are some things to prepare in country?
• Know how to get to trade show (have a backup in case of traffic)
• Walk through your day & plan enough time
• Prepare what to wear!
• Know which entrance/gate to use
• Where do you get your pass, do you need ID ?
• If possible, set up the day before!
• Carry a map (don’t rely on your phone)
• Have the name of your trade show location & your hotel in the local language – don’t assume everyone speaks English!
• Stay healthy - workout, food, water
A) Preparation – Before Your Tradeshow
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Key considerations:
• Respect the local culture
• Make friends with other exhibitors
• Set goals for each contact you meet
• Leads are not only from visitors
• Make your booth functional
• Food attracts people!
• Draws/Giveaways/Swag
• Sitting vs Standing
B) During the Tradeshow
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Use your trip to gain market insights!
• Who is your competition in your new market?
• Pricing
• New products
• Packaging sizes & types
• See your competition in action
• Finding new service partners (eg: logistics, customs, agents)
B) During the Tradeshow
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You’ll Never Seal The Deal If You Don’t Follow-Up!
• Follow up is essential!! (1-3 days local, 7-10 days international)
• Get what you paid for
• Build your network
• Professionalism
• 3 ways to follow up – write notes, make call to action specific, keep the memory alive
C) Post Tradeshow
Q: How important is it to follow up?
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The 4 step debrief:
1) Immediately make a list of what worked, what didn't, what did you forget, what would you do next time
2) When you get back do a presentation to the rest of the team
3) In about 6-8 weeks analyze your ROI
4) In 2-3 months revisit your notes & decide if another trade show is right for you!
C) Post Tradeshow
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Q: What are some common cultural faux pas?
Cultural Considerations
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Cultural Considerations
Key general etiquette & cultural tips
• Matching your behavior with the culture
• Find a balance (keeping your values but honor the culture)
• Respect – you are in someone else’s backyard
• Learn how to say Hello, Goodbye, Thank You & a few numbers in the
local language!
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Cultural Considerations
Business etiquette - MEETINGS
• Consider protocol
• Greetings (handshakes, bowing)
• Exchanging business cards
• The concept of time
• When to talk price
• What signing the contract really means
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Cultural Considerations
Business etiquette - SOCIAL
• We are going to eat what?!?
• Alcohol – know your limit, stay within it
• Taboo discussion topics
• Remember this is still business!!
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QUESTIONS?
Thank you for your participation!
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A Learning Series to Grow Your Sales Beyond B.C.
Thurs, September 14 (1:00 to 2:30)
The New Canadian Free Trade Agreement – How to Trade with other
Provinces
Tues, September 26 (9:00 to 10:30)
Smart Global Money - Currencies, Credit, & Cash
*June 15th: Introduction to the Export Process and June 28th: CETA –
recordings available
Export Essentials
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Allison Boulton
Program Manager, Export Navigator
Email: [email protected]
Web: http://www.britishcolumbia.ca/export/export-navigator/
For More Information Contact: