Transcript Trade Missions…..

Export Services
and
Business Opportunities
in Colombia
Manny Mencia
Colombia Market Overview
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Colombia is the 4th largest economy of Latin America (U.S. $141 Billion)
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Population of 44 Million with a large and growing middle class
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One of the most stable economies in the Americas
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Conservative economic policies lessened impact of global downturn
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Economy expected to expand by 4% in 2010
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Thriving democracy with strong governmental institutions
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Free trade agreement with the U.S. since 2006
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Colombia Market Overview (cont’d)
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Colombia is among the U.S. most loyal allies in the world
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Strong preference for doing business with American companies
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Colombian legal and regulatory systems are generally transparent and
consistent with international norms
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Government is funding and implementing large infrastructure projects
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Much improved security environment throughout the country
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Bogota rated in the New York Times, top 50 cities to visit
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Increased access to credit, use of credit cards, and flexible payment plans
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Florida-Colombia Trade Relationship
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Florida’s 2nd Global Trade Partner – Over U.S. $6 Billion in Bilateral Trade
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Florida’s 3rd Largest Export Market
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$3.8 Billion - Florida Exports in 2009
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$2.1 Billion Total Florida Origin Exports – Up more than 14% through
March 2010
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39% of all U.S. exports with Colombia move through Florida
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Also a significant investor in our state
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Top Florida Exports to Colombia
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Computers & Peripherals
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Telecommunications Equipment
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Aircrafts, Aircraft Engines & Parts
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Office Equipments & Parts
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Medical Equipment & Supplies
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Construction Equipment & Machinery Parts
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Motor Vehicle Parts
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Printing Equipment
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Best Export Opportunities
Telecommunications
Equipment Services
Computers and Components
Safety and Security
Automotives Parts and Accessories
Construction and Mining
Equipment
Travel and Tourism
Electrical Power Systems
Building Materials
Air Cargo Services
Pollution Control Equipment
Food/Beverage Processing and
Packaging Equipment
Plastic Materials and Resins
Oil/Gas Machinery and Services
Medical Equipment
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Special Projects/Export Opportunities
El Dorado-Bogota Airport Expansion
• $880 Million capital expenditures out of US $1.2 Billion total project
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Demolition and reconstruction on new national terminal
Construction of new international terminal
Construction of new cargo terminal
Construction of new office building
Construction of new maintenance area
• Expanded airport will have twice its current capacity
• Largest Latin American airport in terms of cargo tonnage
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Special Projects/Export Opportunities
El Dorado-Bogota Airport Expansion-cont’d
Passenger & Load Equipment
Fire Protection
(elevators/moving/sidewalks/
escalators)
IT Systems (Airport Operation
Database Systems)
Electrical Equipment
Security & Access Control Systems
Telephone Equipment
Public Address System
Structure Cabling System
Airport Maintenance Equipment
Data Network Equipment
Passenger Loading Equipment
Baggage Handling System
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Special Projects/Export Opportunities(cont’d)
• Infrastructure: Expansion of the Transmilenio mass-transit system,
rail and fluvial systems.
• Oil & Gas: Ecopetrol modernizing Cartagena refinery and building
biodiesel facility.
• Construction: American hotel chains; Hilton, Hyatt, Marriott, Hard
Rock, Four Seasons and Trump have major projects.
• Medical Equipment: Supply of diagnostic equipment does not meet
existing demand - GoC plans to double acquisition within 10 years.
• Education: Colombians prefer to study in the US. Current policies.
• Plastics & Resins: No local manufacturing of plastics M&E Colombia imports ALL
• Country Commercial Guide and Market Assessments
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U.S. - Colombia Free Trade Agreement:
Economic Benefits
• Signed by U.S. and Colombia in November 2006. Ratified by
Colombia in 2007. Pending ratification in U.S. Congress.
• Eliminate tariffs on over 80% of U.S. consumer and industrial
exports to Colombia immediately.
• All tariffs will phase out in 10 years.
• Colombia’s market for services and government procurement would
be open to U.S. firms.
• Rules protecting the environment, intellectual property and worker’s
rights would be strengthened.
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Trade Missions
• Trade missions are business development
trips overseas organized by official agencies
designed to promote international business
opportunities such as exports sales, foreign
direct investment and developing strategic
relationships.
• Trade missions may include networking
events, trade shows, business matchmaking,
seminars and site visits
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Export Sales Mission to Colombia
August 9 – 14, 2010
Bogota & Cartagena
Gold Key
• $1,750 for both cities
• $450 for second rep
• $1,050 Bogota only
• $750 Cartagena only
Delegate
• $575 for both cities
• $375 for one city
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Gold Key: The Registration Process and
What is Included
Included
• One & half days of personalized pre-screened one-on-one
business appointments in Bogota
• One full day of appointments in Cartagena
• Country briefings by the U.S. Embassy
• Ambassador’s reception and networking events
• Ground transportation to all mission events
• Translation services
Process
• Gold Key registration form
• Market assessment/feedback from post
• Confirm and process payment
• Send collateral, work with post on appointments
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Delegate: The Registration Process and
What is Included
Included
• Country briefings by the U.S. Embassy
• Ambassador’s reception
• Networking events
• Transportation to all mission events
• Possible additional events
Process
• Delegate Registration Form
• Advise setting up your own appointments
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Export Sales Mission to Colombia
Partners: Additional Costs
EFI has arranged special group rates for participants but are
responsible for their own hotel and airfare charges.
• AVIANCA Airlines (approx $650).
• Marriott Bogota (approx $180/night).
• Hilton Cartagena (approx $216/night).
• Express Travel will coordinate all air and hotel arrangements with
you and assist you with options and preferences.
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Preparing for a Trade Mission
• Sign-up early on (This allows coordinators to fully vet your products
and opportunities
• Take time to complete your registration forms
• Make sure to provide a full description of your products, specific
mission objectives and end users
• Take time to discuss your participation with the mission and
appointment coordinators
• Identify your special needs:
– Interpreter for appointments, product translations and audio visuals
• Suggest specific companies you want to meet with
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During The Mission
• Be sure to meet your fellow participants and acquaint them
with your company
• Honor ALL your appointments. Take plenty of brochures.
• Do not schedule your own appointments unless you notify
the mission coordinators
• Leverage the social events – take lots of business cards
• Be prepared to negotiate and adapt
• Get to know the local USCS staff
• Have fun and get the flavor of the local culture
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After The Mission
• Follow up promptly on all leads – Flag top leads
• Write ‘Thank You’ notes to all
• If possible, do not delegate follow-up - personal touch is vital
• Be prepared to return and invite prospects to visit your facility
• Put all prospects in your mailing lists & stay in touch
• Provide your ‘End of Event Report’ promptly
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Market Entry Strategies:
• Consider securing an agent or distribution in Colombia.
• Work on developing a personal relationship with your
clients/distributors.
• Focus on formality and trust when negotiating agreements
and contracts.
• Offer after sales service arrangements – warranties and
guarantees critical
• Prepare to translate sales collaterals – Spanish a plus but not
essential
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Trade Missions…..
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Export Services Provided
• Export Counseling Services
• Educational Events/Seminars
• Trade Missions/Team Florida Missions
• Trade Shows
• Target Sector Trade Event Grants
• Trade Leads
• Florida Export Directory
• International Office Network
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