GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT

Transcription

1 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT

2 CONTENTS Grow a global business and improve your bottom line 4 Top 5 reasons to grow an international business 6 Introduction from the CEO 7 Stairway to international success 8 Case studies 9 Steps to international growth 12 Top 10 tips 15 International business journey 16 International business tools and resources 17 Template for international success 19 Trade support matrix 23 Growing your international business workshops 34 About us 36 Why join the ECA? 37 Contact us 40 Useful links and partners 42 2 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 3

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4 INTRODUCTION FROM THE CEO OF THE EXPORT COUNCIL OF AUSTRALIA The decision to extend sales overseas is a logical and natural progression for many businesses and I m pleased to tell you that some of the case studies included in this booklet highlight not only the benefits of growing an international business, but also some of the tricks of the trade these companies learned when they started on their overseas journey. The motivation to grow your business internationally can be triggered by an unsolicited request from an overseas company for a particular product/service, or the motivation could be the result of a considered decision by the company to develop additional sales growth opportunities and profits through entering an international market. Irrespective of whether the motivation is based on the pull of an enquiry or the push of an initiative to develop international sales, the first step should be to realistically review the resources available to develop and support international activity. The ECA has long supported the international development of companies by helping them to successfully prepare themselves for international growth. Along the way we have identified the key issues that companies often face, including: n Management commitment and resources n International experience and or the ability to tap into international management experience n Financial resources to support new international expenses and a longer payback period n Intellectual property protection n Communication facilities such as internet, , teleconferencing n Market entry options and office set-up requirements in a new country n A budget for international marketing and promotional costs, etc. Whilst this might seem like rather a formidable list, I can reassure you that by attending today s event you have taken the first step in understanding what is required for you and your business to embark on the exciting journey of going global! There is plenty of assistance out there to help you navigate your way through the process and we have listed the different support options available to your business at the back of this booklet. The team at the ECA is passionate about assisting companies to become internationally ready and our aim is to provide you with the resources and tools required to be successful in this field. Whether you re new to international business, need to refresh your knowledge or up-skill your team, we look forward to working with you. Lisa McAuley CEO Export Council of Australia n Resources to research international market prospects and to develop an export plan n Product/services costings n New payment arrangements and currency decisions n Probable product and label modifications n Production options to produce for an international market n New logistical arrangements to transport to an international market n Export insurance and credit insurance checks 6 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 7

5 STAIRWAY TO INTERNATIONAL SUCCESS CASE STUDIES Peter Freedman AM RØDE Microphones n Why did you start to expand internationally? INTERNATIONAL SUCCESS EXPORT AWARDS Market growth and expansion Market expansion strategy Investment Supply chain strategy HR Strategy Leveraging FTAs In the late eighties I found myself in a lot of debt. RØDE was founded almost as a last effort to help get me back on my feet financially, and once it started to get some traction here in Australia it was clear that the markets weren t large enough to sustain the business, so I made the decision very early to head to the US, and then everything else followed. n If you could go back in time is there anything you would have done differently that you know now? Not really. There was no one to give me advice and I made a lot of mistakes thankfully nothing too critical to the business but in doing so I learned a great deal about business, so I wouldn t change any of it. n What 3 top tips would you share with other companies about to export? My top three tips to companies just getting started with an export strategy are: Market exploration and entry Market research Market entry strategy Finance for export Packaging and labeling Freight and logistics Local regulations Legal and IP support Marketing and distribution Getting started in export Develop an export plan Market information Market opportunity identification How to export 101 Missions, tradeshows & exhibitions In-market meetings Introductions to potential business partners 1. Always visit the market you are considering and research it first-hand. Sure it s important to do ground work before you hop on a plane, but in most cases you ll be able to assess the profitability very quickly by actually seeing the marketplace. 2. Don t over-invest. This contradicts the first tip somewhat, but try and minimise any outlay in the early stages. The Export Council is a great resource to help you here. 3. Don t expect overnight success. You often read about this but if your business doesn t take off immediately don t lose heart. For most businesses its an investment of years to become successful. n How has your company been successful? There s no easy answer to this, but it really is a lot of hard work and a lot of luck. With regards to export it has been to always think internationally from day one, and value your supplier and customer relationships. Listen to your customers around the world and try and stay one step ahead of the market and your competitors. Always visit the market you are considering and research it first-hand. 8 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 9

6 Peter McDonald Capilano Honey Fleur Anning Evolve Skateboards n Why did you start to expand internationally? n Why did you start to expand internationally? We started in export as a means to sell surplus bulk honey. Capilano started exporting in 1971 in bulk 20ft containers to the UK. n If you could go back in time is there anything you would have done differently that you know now? Be careful when adapting your product and branding for a market. Consumers use social media to interact with brands and expect to see the same branding in their market as the home market. n What 3 top tips would you share with other companies about to export? 1. Visit the market to understand the market and the culture 2. Make sure you understand your costs in getting the product to market 3. Don t just ship it overseas and hope it sells consumer promotions are important like they are in Australia n How has your company been successful? We have been successful due to a strong brand, innovative packaging, commitment across the business to export and having the right people. We had interest from customers overseas and it was very expensive to air freight our product internationally so when we were approached by someone from Germany who loved our product it made sense to try it out. We never looked back and quickly realised it was going to be key in growing our business globally. n If you could go back in time is there anything you would have done differently that you know now? We are now at a point where we need to carefully review and update our agreements as our business has grown and our initial agreements didn t take this into account. Luckily our initial agreements with our distributors were only 12 month long. n What 3 top tips would you share with other companies about to export? 1. Make sure you select people who share your vision and have the cashflow needed to grow. 2. Communication is key in keeping the relationship positive. 3. Invest in their growth n How has your company been successful? We are in 30 countries now and exporting is 65% of our business with plans to increase this significantly thanks to the connections and guidance we ve received since participating in the Export Awards. understand your costs in getting the product to market. select people who share your vision and have the cashflow needed to grow. 10 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 11

7 STEPS TO GROW The decision to extend sales from the domestic market to an overseas customer is a logical and natural progression for many businesses. GETTING READY The below steps are designed to provide your business with a clear pathway to be: 1 Prepared with an international business plan 1 Ready with a marketing strategy 1 Resourced for success 1 Ready to tackle your first international market STEP 1: REVIEW AVAILABLE RESOURCES - ARE YOU READY? 1 Management commitment and resources 1 International experience and/or the ability to tap into international management experience 1 Financial resources to support new international expenses and a longer payback period 1 Resources to research international market prospects and to develop an export plan 1 Product/services costings 1 New payment arrangements and currency decisions 1 Probable product and label modifications 1 Production options to produce for an international market 1 New logistical arrangements to transport to an international market 1 Export transit Insurance and credit insurance checks 1 Intellectual property protection 1 Communication facilities, such as internet, , teleconferencing, website 1 Market entry options and office set-up requirements in a new country 1 A budget for international marketing and promotional costs, etc. STEP 2: GETTING READY - ARE YOU READY TO GO GLOBAL? 1 Company History 1 Product/Services 1 Resources Needed (staff and finance) 1 Current Sales & Marketing Strategy 1 SWOT Analysis 1 Analysis of Target Market Structure 1 Market Entry Options (with a partner/distributor or a local presence) 1 International Growth Projections 1 Recommendations STEP 3: RESOURCING - PREPARING FOR GLOBAL GROWTH 1 Export Finance 1 Skills 1 Production Capacity 1 Freight and Logistics 1 Legal and IP Support 1 Support STEP 4: INTERNATIONAL MARKETING 1 Market Research 1 Marketing Message 1 Product Packaging and Labelling 1 Product or Service Lifecycle 1 Product Portfolio - Boston Matrix (Marketing tool used for product portfolio analysis and management) 1 Product and Market Expansion - Ansoff s Matrix (Strategic planning tool providing a framework to devise strategies for future growth) 1 Pricing 1 Distribution 1 Promotion 12 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 13

8 STEP 5: VISITING YOUR TARGET MARKET 1 What is the size of the market? More particularly, what is the volume and value of imports? 1 What share does Australia have? 1 What are the import restrictions and regulations, tariffs and exchange controls? 1 Are there regular shipping/airfreight services to this market and what are the costs? 1 What is the per capita income? 1 Is there a sufficiently large target market? 1 Is the population mainly urban or rural? STEP 6: THE PROCESS - UNDERSTANDING THE NUTS AND BOLTS 1 Getting the Documentation Right 1 Pricing Your Product or Service for International Success 1 Managing Your International Freight Risks 1 Financing for Global Growth 1 Growing Your Business Offshore Whilst this might see like rather a formidable list, there is assistance out there to help you to navigate your way through the process so that you can be prepared! Find out more on page Is it a diverse economy? 1 What regulations does the product have to satisfy, such as quarantine, labelling standards, consumer protection rules, product standards, product liability insurance? 1 Are there special language, religious, cultural or climatic differences to be accommodated? 1 Is English used as a business language? 1 Is the country politically stable? 1 Is the country economically stable? 1 What is the present international trade in the product/services? 1 How much, if any, of the foreign demand is being met by Australia? 1 The competition which might be encountered, especially from existing products/services selling under well-established brand names/organisation names. 1 The trends in design and packaging. What alterations will be necessary to adapt the product and your service offering to foreign preferences and usages? 1 Through what channels are the goods distributed in foreign markets? 1 At what prices are they being sold to the trade and retail? What are the normal payment terms? 1 Are there e-commerce opportunities? 1 What are the various costs connected with international operations? TOP 10 TIPS 1. Do your research! 2. Formulate a basic international strategy 3. Be informed 4. Consider the appropriate training 5. Visit your market/s of interest 6. Don t forget risk management! 7. Prepare your product/service for international markets 8. Do your due diligence 9. Use government and industry association services 10. Be patient and never give up! 14 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 15

9 INTERNATIONAL BUSINESS JOURNEY It s a big world with many opportunities! And it s time you capitalised on them! The ECA has developed a program that can help you build your capacity and capability to become a confident participant in the world of international business. Whether you re just starting out on your international journey or you re a seasoned professional, you can follow the ECA s pathway to international success. Hop on at the stage most relevant to your business and take on the world! INTERNATIONAL BUSINESS TOOLS The ECA has a range of online tools, reports and publications for you and your business. ONLINE TOOLS: Shanghai Free Trade Zone: a timely report into the Shanghai Free Trade Zone (SFTZ) that clarifies what it means for Australian business. The report and accompanying app provide a step-bystep guide for Australian companies on how to set up in the Zone. FTA Tool: a website for Australian exporters that provides basic information on all of the Australian Free Trade Agreements currently in force: Demystifying Korea: a report on doing business in Korea for services companies. The report and accompanying app provide vital information for Australian service providers interested in the Korean market. Mexico: Gateway to the Americas: a report on setting up in and leveraging Mexico to enter the Americas. The report and accompanying app contain practical information on the changing regulatory landscape in Mexico and the intricacies of doing business there. Doing Business in China: an app that gives detailed information on doing business in China. Kindly supported by: 17

10 REPORTS AND PUBLICATIONS: Australian Import Handbook - 2nd Edition: The Import Handbook is a comprehensive guide to the practical aspects of importing, essential reading for both experienced importers and those considering the business of importing. Australian Export Handbook - 21st Edition: The essential tool kit is a comprehensive guide to the practical aspects of growing your business internationally. This is an essential tool for both new and experienced companies. Advancing Trade Development: A Study into International Trade: This report is a descriptive review of the excellent trade promotion services offered by public agencies in 10 select countries. The report shares their experience and contributions to international best practice. User s Handbook for Documentary Credits under UCP 600: This is an introduction to users of letters of credits as well as to sellers and buyers who seek to increase their access to cross-border markets. The Law of Letters of Credit in China: Chinese law is very complex and Chinese documentary credit law even more so, especially for practitioners outside China. This book sheds light on Chinese law on letters of credit and how LC disputes are resolved in Chinese courts. International Commercial Transactions: In this publication, Prof. Jan Ramberg, a renowned legal expert, gives a concise and lucid presentation of the legal framework as well as the commercial principles, rules and regulations surrounding cross-border transactions. ICC UCP 600: The UCP 600 guide is designed to help you understand the implications of UCP on documentary letters of credit. ICC Model Turnkey Contract for Major Projects: International turnkey construction projects are often complex transactions requiring correspondingly complex legal documentation. ICC Model International Sale Contract: The ICC Model International Sale Contract is a timesaving tool for traders, business men, lawyers and all parties involved in important import/export- and cross-border sales transactions. ICC Guide to Incoterms 2010: This ICC Guide to Incoterms 2010 will help importers and exporters avoid costly misunderstandings by clearly defining the responsibilities of sellers and buyers for the delivery of goods. ICC Model Confidentiality Agreement: The ICC Model Confidentiality Agreement and its standalone model confidentiality clause are designed to assist business people and lawyers by providing balanced, reliable models that can be used in business transactions across all borders. For further information on how to purchase each publication, please go to or education@export.org.au TEMPLATE FOR INTERNATIONAL SUCCESS Preparing your company for international growth is about having a strategy! The below template is an example of how to create the foundations of your plan. Please work through each section and if you would like someone from the ECA to review your plan, business members can book in for a FREE consultation with the ECA. SECTION 1 CONTACT INFORMATION 1.1 Company Name 1.2 Company Address 1.3 Postal Address (if different) 1.4 Contact Name 1.5 Position 1.6 Telephone Number 1.7 Fax Number 1.8 Address 1.9 Web Address 1.10 Other Offices (Domestic or International) SECTION 2 HISTORY 2.1 How long has the company been in operation? 2.2 Who established the company? 2.3 Why was the company established? 2.4 How many people does the company currently employ? (Full time equivalent) 2.5 Who does the company recognise as its main competitors? 18 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 19

11 SECTION 3 PRODUCTS AND SERVICES 4.5 What is the company s current distribution method or network? 3.1 Describe the company s main product or service lines 3.2 How many production facilities does the company have? 3.3 Where are the company s production facilities located? SECTION 5 ANALYSIS 5.1 Which capabilities has the company identified as its main strengths? 3.4 Would any adjustments be needed for the product or service to be sold in overseas markets? (For example packaging, perishability etc) 5.2 What are the company s primary areas for improvement? 3.5 How much of the company s current production/service potential is currently utilised? (%) 3.6 What are the primary features and benefits of the company s products or services? 5.3 Which opportunities have the company identified in the chosen overseas market? 3.7 What is the relevance of the company s products or service to the chosen overseas market? SECTION 4 CURRENT SALES AND MARKETING STRATEGY 5.4 What are the main elements that the company has identified as threats in the near future (for example: competing technologies, changed market conditions, new entrants to the industry)? 4.1 Which countries/ regions does the company currently export to? 4.2 How does the company currently position its products/services in these countries/ regions? SECTION 6 MARKET ENTRY CHECKLIST 4.3 What is the company s current marketing strategy? 6.1 What is the company s proposed market entry method? (For example: distributor, direct agent, direct exporting.) 6.2 Does the company anticipate any legal or Intellectual Property issues? 4.4 What is the company s current time to market for its products and services? 6.3 What is the anticipated cost for the company to enter the chosen market? 20 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 21

12 SECTION 7 RISK MANAGEMENT PLAN 7.1 Country Risk (political instability etc) TRADE SUPPORT MATRIX This overview provides a summary glance at the trade support services available to Australian businesses at the federal and state level, as well as from industry associations and other bodies. 7.2 Commercial Risk 7.3 Payment Risk 7.4 Market Risk (natural disasters etc) SECTION 8 INTERNATIONAL GROWTH PROJECTION 8.1 What are the company s projected sales over the first three years of engagement in the overseas market (volume, product, price)? 8.2 What is the company s projected financial performance in over the first three years of engagement in the overseas market (Profit and Loss over three years)? 8.3 What is the company s projected profit margin in the first three years of engagement in the overseas market 8.4 List the company s risk assumptions describe any reservations or yellow flags the company may have about operating in the new market. (covered above?) If you would like an International Trade expert to review your export strategy, the ECA offers this service for FREE to our business members. Please use this template and us at: education@export.org.au if you would like to book in for a consultation with the ECA. BODY Austrade FEDERAL TRADE SUPPORT SERVICES Export Market Development Grants Financial support to encourage small and medium-sized Australian businesses to explore export markets through reimbursements of up to 50% of export promotion expenses above AUD 5,000, provided total expenses are under AUD 15,000, up to eight grants per eligible applicant TradeStart An extension to Austrade s own offices, delivered in partnership with State, Territory and local governments, as well as industry associations and chambers Exporters Tailored advice o Market or country research, potential partner and customer identification, appointments during market visit, follow-up to initial introductions, and market promotions at a uniform fee of AUD 275 per hour in all overseas markets Referrals to specialist service providers o Access to specialists to assist with market entry and expansion, including market research; channel marketing consultants; lead generation agencies; legal, accounting, tax and immigration advisory services; banking and financial service providers; commercial real estate agencies; and relevant Industry network specialists Market Information Package o Market intelligence, analysis and opportunity overviews to support Australia s education and training sector, accessible through a paid subscription ranging from AUD 200 to AUD 9,000 annually Tailored services for institutions -o Tailored services to support educational institution s international engagement strategies, provided on a cost-recovery basis o Market selection, international contact identification, market entry and expansion assistance, specific opportunity identification and follow-up Education-related promotional events in Australia Women in Global Business Recognition for women s contribution to Australia s economy through trade, including through activities such as a mentoring program, skills and capability-building workshops and annual speaker series. 22 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 23

13 BODY Efic TRADE SUPPORT SERVICES Export Finance FEDERAL STATE NSW STATE TRADE PROMOTION BODY AND SERVICES NSW Department of Premier and Cabinet AusIndustry Provide various export finance facilities for businesses that meet Australian content guidelines, such as bonds, export contract loans, letters of credit, medium-term export payments insurance, and working capital guarantees Research & Development (R&D) Tax Incentive Targeted entitlement program to assist businesses with R&D costs through tax offsets, open to Australian businesses of all sizes in all sectors with notional R&D deductions for an income year of at least AUD 20,000 Companies may receive a 45% refundable tax offset if aggregated turnover is less than AUD 20 million, a 40% non-refundable offset for notional deductions incurred on eligible activities if aggregated turnover exceeds AUD 20 million Tradex Export Capability Building Program o Growing Your Exports workshops to help businesses become export ready, webinars on topical issues, as well as Export Labs where a panel of exports conduct in-depth discussions on key trade issues Trade missions and exhibitions o Run for export-ready NSW companies to identify new business opportunities and acquire knowledge and connections critical to success NSW Export Accelerator Program o A pilot financial assistance program for innovative firms with proven export growth potential offers eligible clients on a one-year strategic engagement with an export advisor or business advisory manager plus assistance towards the implementation of export strategies, tailored to the individual needs and competitive strategies of the exporter The Tradex Scheme allows an importer to gain an up-front exemption from Customs duty and GST on eligible imported goods that are intended for export. The goods may be exported in the same condition as imported, subjected to a process or treatment after importation, then exported or incorporated in other goods which are exported. Export may be carried out by the importer or a third party. * Program currently under review * In-market support o Ten international offices in China, India, Indonesia, Japan, Malaysia, Singapore, South Korea, the UAE, UK and USA STATE STATE ACT TRADE PROMOTION BODY AND SERVICES ACT Government STATE NT TRADE PROMOTION BODY AND SERVICES NT Department of Business Trade Connect Trade Support Scheme o Grant funding program for emerging Canberra exporters to support trade development activities o A taxable cash reimbursement for up to 50% of the costs of approved international marketing expenditure, including: ACT Exporters Network Attendance at international expos and trade shows o Private sector leadership and network opportunities for new and experienced exporting companies Trade Mission Program o Annual outbound ministerial-led mission providing companies with support in new markets Promotional products Accommodation Freight costs Website development for international audiences ACT Chief Minister s Export Awards o Recognition of excellence in export performance, feeding into National Export Awards Centre for Exporting Government Solutions o Resources and expert mentoring for SMEs with a demonstrated capability of delivering innovative solutions to the Australian public sector 24 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 25

14 STATE STATE STATE TRADE PROMOTION BODY AND SERVICES STATE TRADE PROMOTION BODY AND SERVICES QLD Trade & Investment Queensland TAS Tasmania Department of State Growth Consultation and planning New Market Expansion Program o Tailored support whereby trade advisors meet with businesses to assess export capability; provide research and locate market intelligence through in-house resources; provide advice and assistance on market entry, and other aspects of doing business overseas; Trade missions and exhibitions o Facilitation of inbound, outbound and virtual trade missions, as well as coordination of international trade exhibitions o International market development assistance in a number of areas for Tasmaniabased businesses with turnover between AUD 300,000 and AUD 15 million, including: Commissioning market research Undertaking promotional activities such as advertising Developing promotional materials Networking and events Attending trade exhibitions and promotions o Opportunities including trade-related seminars and workshops Assisting with inbound buyer visits to Tasmania In-market support Marketing activity-related travel SA o International representation in 11 countries/regions: China, Hong Kong, South Korea, Japan, Taiwan, India, Indonesia, UAE, UK, USA and Chile SA Department of Development Export Partnership Program o A 50% reimbursement of eligible export market development expenditure, up to AUD 50,000, to SA businesses with at least AUD 100,000 in annual turnover for eligible projects such as: Freight Export Advisory Panel o Free-of-charge freight and supply chain assessments and advice to Tasmanian small and medium businesses, helping to identify freight aggregation and collaboration opportunities to reduce costs and improve efficiency Tasmania Delivers Promotional Series o Promotional flyers and DVD which highlight Tasmania s capabilities, available to local companies for export marketing purposes Researching overseas market feasibility Tasmanian Export Awards Developing marketing material for distribution overseas o Recognition of excellence in exporting by Tasmanian enterprises Participating in international trade shows, trade missions and business programs Adapting websites for specific international markets VIC Export statistics Business Victoria Undergoing export-specific mentoring and/or training Trade Mission Program Supporting income buyers o Over 80 missions run since 2011 to 98 cities in 33 countries In-market support o International representation in 4 markets: China, Hong Kong, India and the UK o Super Trade Missions (Minister-led, over 100 Victorian organisations) and Trade Missions ( businesses, often sector-focused) Access Program o Offers facilities, export-related assistance and in-country expertise to Victorian business representatives visiting overseas markets; overseas facilities and advice offered free for first two months, then USD 250 per month for up to three months afterward o Available in USA, Japan, South Korea, China, Hong Kong, Southeast Asia, India and the Middle East 26 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 27

15 VIC Grow Your Business Program o Designed to help small businesses develop and implement strategies to become internationally competitive through a range of planning and management services o Business Development Plan Intended to help businesses pinpoint where they want to go and how to get there, and can be focused broadly on an overall business strategy or focused on specific areas like production, finance, environmental strategy, export and marketing, ebusiness development, supply chain and more Grant funding available for 50% of project cost up to AUD 7,500 Business must be tradeable and turnover must exceed AUD 500,000 o Business Strategic Review Intended to provide businesses with strategic insights into their operations to identify past and present business positioning, prepare a SWOT analysis and identify areas that require attention Outcomes form the basis of a comprehensive Business Development Plan Grant funding available for 75% of project cost up to AUD 4,000 Business must be tradeable and turnover must exceed AUD 500,000 o Business Development Plan Mentoring o Group Program Provides a specialist consultant to act as a business mentor to provide advice and guidance to help businesses focus on strategic and management transition issues Mentors may be involved with the business for up to 12 months Grant funding available for 50% of project cost up to AUD 7,500 Business must be tradeable and turnover must exceed AUD 500,000 Consists of subsidised workshops for groups of 5-15 businesses, organized on a sector or regional basis, with a particular business development focus like diagnostics, business planning, finance or export marketing VIC Also includes one-to-one facetime between businesses and consultants for 6-8 hours, bringing total engagement with each business to hours Grant funding available for 75% of project cost up to AUD 15,000 Business must be tradeable and turnover must exceed AUD 250,000 o Network Program Trade Events Program Support to establish networks such as customer supplier networks, innovation networks and lead firm networks Grant funding available for 75% of project cost up to AUD 15,000 Business must be tradeable and turnover must exceed AUD 250,000 Also includes one-to-one facetime between businesses and consultants for 6-8 hours, bringing total engagement with each business to hours o Covers costs of attending international trade events outside Victorian Government trade missions Governor of Victoria Export Awards o Recognition of excellence in Victorian export Export Design Program o Provides AUD 2,500 to AUD 10,000 in subsidies for export market research or international trade show attendance for Victorian-owned-and-based design firms o * Program currently suspended * In-market support o Representation at 18 offices across the world in China (Beijing, Shanghai, Nanjing, Chengdu), Hong Kong, Japan, South Korea, India (Bangalore, Mumbai), Indonesia, Malaysia, Germany, the UAE, UK and USA (Chicago, San Francisco, Washington, New York) 28 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 29

16 INDUSTRY/OTHER BODIES WA WA Department of State Development BODY TRADE SUPPORT SERVICES Business information o Market requirements, statistical information and analyses of key sectors Networking ACT Exporters Network (Canberra Business Chamber) AUSVEG Offer export-specific training, information sessions and working opportunities, and assists the ACT Government in organizing trade missions Export Resources o Facilitation in both established and emerging markets, as well as assistance with identifying business opportunities o Provide checklists and guides to assess export readiness o Snapshot guides to key export markets o Manuals of importing country requirements Market entry strategy advice o E-newsletter o Advice and support, including introductions with relevant government agencie s and stakeholders Inbound trade missions to showcase Australian products to international purchasing decision makers Site selection assistance Facilitation assistance with tradeshows and grower exhibitions o Includes specific facility requirements, access to industry clusters, infrastructure availability and associated approvals processes Hold seminars and symposiums to inform growers about exporting and enhance understanding of key export markets In-market support o International representation in 11 offices: China (Shanghai and Hangzhou), India, Indonesia, Japan (Tokyo and Kobe), Kenya, Singapore, South Korea, the UAE and UK Australian Automotive Aftermarket Association (AAAA) Host industry trade shows attracting national and international brands to Australia Host the Australian Auto Aftermarket Innovation Awards to recognise excellence in the space Searchable exporters directory listing suppliers in each state Australian Chamber of Commerce and Industry (ACCI) Australian TradeLinks o Business matching website for Australian exporters and importers and international companies that wish to trade with Australia ExportCheck Diagnostic Tool o Provides intelligence to assist businesses in preparing to export, including assessing the impact of free trade agreements o Access fee AUD 299 Education and training advisors o Advisors placed with each State and Territory Chamber of Commerce to increase knowledge and understanding of business community of vocational education and training issues Trade documentation Events 30 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 31

17 INDUSTRY/OTHER BODIES INDUSTRY/OTHER BODIES BODY TRADE SUPPORT SERVICES BODY TRADE SUPPORT SERVICES Bilateral Chambers of Commerce and business councils BusinessSA (South Australia Chamber of Commerce and Industry) Host events to provide information on relevant market opportunity Facilitate networking opportunities between relevant individuals in Australia and their respective markets Publish directories, magazines and newsletter to showcase marketrelevant information, news and opportunities Educational workshops and training sessions Trade facilitation through events and missions (inbound and outbound) Export documentation certification and ATA carnets Interpreting and translation services Food Innovation Australia (FIAL) Export Development Program o In-market support with a range of point-of-sale material to promote Australian products ecatalogue o Online searchable tool connecting international buyers with Australian food and beverage suppliers International Trade Shows o FIAL stands exhibit Australian suppliers profiled in ecatalogue, showcasing Australian products in a number of categories Inbound missions Corporate visa services for visitor, business, skills and employersponsored migration programs o Host inbound missions in collaboration with Austrade and state government agencies Online tutorials Chamber of Commerce and Industry of Western Australia Export and import consulting services such as export potential assessment, market identification, training courses, advisory services and contacts Trade documentation Events, trade missions and delegations o Provide a range of interactive online tutorials for the food and beverage industry Are you ready for export? o Food and beverage-specific Export Readiness workshop Chamber of Commerce and Industry Queensland Chamber of Commerce Northern Territory (International Business Council) Export procedures and documentation training, discounts on trade documentation through Australian Business Consulting & Solutions Information on markets and trade opportunities, export awards, business delegations, events and trade documentation NSW Business Chamber Tasmanian Chamber of Commerce and Industry Victorian Chamber of Commerce and Industry (VECCI) Fee-for-service international trade consultants offer assistance in a number of areas pertinent to export: strategic planning and market research, international marketing plans, business partner search, due diligence, culture and customs training, sourcing and outsourcing services, local representation and more Trade documentation Trade documentation Tailored export consultancy solutions including market intelligence, market entry strategies, market visits and cultural training Sourcing and import services, including supplier verification, sampling, price negotiations, quality control and inspection, managed supply chain and logistics and identifying key markets for a product Trade documentation 32 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 33

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19 ABOUT US WHY JOIN THE ECA? The Export Council of Australia (ECA) has a long, proud history of supporting Australian international business. For the past 60 years we have encouraged, educated and assisted Australian companies to take on the world. The ECA has the development of Australia s resources via the promotion of Australian industry in international markets as our primary goal. We achieve this goal by: n Developing international business skills n Building Australian business capacity n Conducting international market research n Helping to break down barriers to trade n Building global networks n Informing Australian trade policy Think global trade, think ECA! Export Council of Australia s Membership Individual Membership $ 190pa + GST Student Membership $ 100pa + GST Business Membership Small to Medium Business Membership $590 +GST ($20 million total revenue or under) Large Business Membership $1,200 +GST (above $20 million total revenue) As a membership-based organisation, our core offering lies within creating value for our members through the development of programs and services that focus on building the capacity and capability of companies to help them engage and thrive in international trade. The new Export Council of Australia (ECA) membership benefits have been developed to address today s business dynamics. The ECA recognises that business are at different stages in their export journeys and require more flexible, tailored and comprehensive benefits. We are sure our revised membership benefits will provide you with a rich and engaging experience. We look forward to working with you to help you reach your full international potential. As the peak membership body for Australian exporters, the ECA helps companies through: Research: to identify and quantify the issues affecting international trade activity Skills Development: to build the capacity and capability of Australian companies Advocacy: make representations to government on behalf of Australian exporters to break down barriers to trade 36 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 37

20 WHY JOIN THE ECA? Benefit Individual Business Build relationships and connect with industry alliances Networking events Networking is a key factor in nurturing a healthy ü export community. Meet with other export businesses to build relationships, share ideas and learn about the latest developments & policy updates. Access to ECA international alliance network ü Need a contact in Kazakhstan? The ECA has many international government alliances ready to facilitate introductions. Access to Industry & Government networks ü Who s who in the trade zoo? The ECA can provide a full list of industry and government contacts, with details on what they do relating to trade. Membership of the Exporters Club - FLEx FLEx sessions are informal and interactive, led by a guest expert and designed to stimulate discussion and share knowledge and ideas. Online Member Directory Raise your business profile and promote your business to Australia s exporting community. Developing International Trade Skills Access to ECA seminars Learn more about important trade topics that affect your business through ECA s informational seminars, including our Doing Business Event Series Access to podcasts and webinars Keep up to date with relevant podcasts and webinars access the library 24/7. Discounts on all education & training programs NEW RANGE! Take advantage of our new range of educational programs with topics that target new, established, and advanced exporters. Discounts on individual learning modules Select from specialised learning modules that are important to your industry and business. These include export documentation, regulations, legal, and getting paid. Discounts on all ECA Publications NEW RANGE! The ECA has launched a new library of publications that provide you with essential tools for anyone involved in international business. (Victoria only) Min x 4 free events p/a Unlimited ü ü ü (Victoria only) ü Min x 8 free events p/a Unlimited 10% discount 20% discount 10% discount 20% discount 10% discount 20% discount Benefit Access to referral service Looking for service providers that you can trust? Contact the ECA for our network of exporter service professionals. Business consulting sessions NEW! Register to gain practical business advice from industry experts. Peer-to-peer mentoring NEW! Bounce your ideas off someone who s done the hard yards. Business Tools NEW! The ECA has launched a new range of business reports and apps to help you navigate doing business in NEW markets. Annual subscription to Export Magazine: International Business Today Explore export markets through the magazine that focuses on trade. News website: Global Trade Voice Keep up to date with international trade news, from the ECA, government, our partners and sponsors. Content is editorial, not advertorial, to give you the best information on time every week. Membership and Voting Rights Have your say at our annual meetings. Individual ü A discounted fee applies A discounted fee applies A small fee applies to access Quarterly One vote per member Business Increase your capabilities through industry expert advice and sound business solutions ü ü ü Access to exclusive member-only apps Be up-to-date on export news & what s happening in Australia & around the world Quarterly 1 x member profile p/a One vote per member For further information or assistance, please call or go to Connect with us: australianexportforum.blogspot.com.au Export Council of Australia Export Council of Aussieexport 38 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 39

21 ECA STAFF CONTACT DETAILS 2016 Sydney Head Office Phone: Fax: GPO Box 1076 Sydney NSW 2001 Export House, Level 2, 22 Pitt Street, Sydney NSW 2000 National Office Staff Peter Mace Head of Skills Development (AIEx) Phone: Mobile: Angela Wright Skills Development Coordinator (AIEx) Phone: Mobile: Lisa McAuley Chief Executive Officer Phone: Mobile: Caroline Pan Chief Financial Officer Phone: Mobile: Kristina Koprivica Marketing Manager & Executive Officer to the CEO Phone: Mobile: Niels Strazdins Head Research Manager Phone: Mobile: Stacey Mills-Smith Trade Policy & Research Manager Phone: Mobile: Kristen Mulligan Business Development & Membership Manager, Secretariat of the National Advisory Council Phone: Mobile: Gemma Kingsford-Smith Skills Development & Business Manager (AIEx) Phone: Mobile: VICTORIA - Collins Rex Head of Product Development PO Box 1637, Collingwood VIC /125 Oxford St, Collingwood VIC 3066 Mobile: collinsrex@export.org.au WESTERN AUSTRALIA - Tanya Yakovlev WA State Manager State Contacts QUEENSLAND - Richelle Ward Special Projects, Media & Communications Manager C/- Trade & Investment Queensland Level 4, 400 George Street Brisbane QLD 4000 Phone: Mobile: richelleward@export.org.au WESTERN AUSTRALIA - Clare Petrovic WA State Representative Level 2, 151 Main Street, Osborne Park WA 6017 PO Box 395, Osborne Park WA 6917 Phone: Mobile: tanyayakovlev@export.org.au Level 2, 151 Main Street, Osborne Park WA 6017 PO Box 395, Osborne Park WA 6917 Phone: Mobile: clarepetrovic@export.org.au 40 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 41

22 USEFUL LINKS AND PARTNERS 1st Contact 1st Contact are specialists in foreign exchange and international remittance to and from major global destination. 1st Contact can help you move funds across the globe in your private capacity by securing better exchange rates and lower fees than your bank can offer. Our service is highly professional but with a personal focus. We like to understand our clients needs and deliver our services in a way that suits them best. We serve over 60,000 registered clients and process over 140,000 transactions per year with offices in the UK, the US, Australia, South Africa and Hong Kong. Our clients include expatriates transferring money home for savings and investments or emigrating their funds, SME s who import / export goods and need to pay suppliers, dividends, bills and make other international capital transfers. With us, you can enjoy these benefits: n No transfer or receiving fees between primary destinations such as Poland, Australia, New Zealand, South Africa, the UK and the Eurozone n Excellent exchange rates with a beat the bank guarantee n Secure and easy to use online payment portal n Funds clear within three working days n Speed service transfers are also offered for an additional charge your funds will clear to certain destinations within 24 hours n We are fully regulated by the relevant international financial authorities T: E: Rachel.Finch@1stcontact.com.au Jason.Chown@1stcontact.com.au W: Australia China Business Council (ACBC) Founded in 1973, ACBC actively promotes two-way trade and investment, and economic cooperation and understanding, between the business communities of Australia and China. ACBC is an influential advisor to the Australian Government on commercial relations with China. We are a strong supporter of the recently signed comprehensive Free Trade Agreement between Australia and China which fosters more competitive business in both nations. With a National Office plus seven Branch Offices in New South Wales, Northern Territory, Queensland, South Australia, Tasmania, Western Australia and Victoria, ACBC provides regular business-focused activities for our members. We also sponsor a series of national events each year which include a day of networking in Canberra to meet with Australian Government Ministers and senior officials, and the annual China Oration given by an outstanding Australian or international China expert. The Australia China Business Council has close links with expatriate groups in China, as well as with Chinese groups and officials, and leads trade missions to China from time to time The main objectives of ACBC are to: n Provide information programs and opportunities for the Australian business community to network on China business activities with their peers; n Host events with senior contacts within the Australian and Chinese Governments; n Represent members views to Australian and Chinese policy makers and act as a conduit between governments and the Australian business community; n Support the promotion of Australia s commercial interests in China; and n Develop and maintain a high level of support for the Council s activities from the Australian and Chinese governments and collaborate in relevant government-initiated programs. T: E: national@acbc.com.au W: 42 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 43

23 Australian Chamber of Commerce and Industry The Australian Chamber of Commerce and Industry speaks on behalf of Australian business at home and abroad. We represent more than 300,000 businesses of all sizes, across all industries and all parts of the country, making us Australia s most representative business organisation. We speak on behalf of the business sector to government and the community, fostering a culture of enterprise and supporting policies that keep Australia competitive. We strive to make Australia a great place to do business in order to improve everyone s standard of living. We seek to create an environment in which businesspeople, employees and independent contractors can achieve their potential as part of a dynamic private sector. We encourage entrepreneurship and innovation to achieve prosperity, economic growth and jobs. We also represent Australian business in a number of international forums. Our membership comprises all state and territory chambers of commerce and over 55 national industry associations. Individual businesses also get involved through our Business Leaders Council. T: E: info@acci.asn.au W: Australian Food and Grocery Council (AFGC) The Australian Food & Grocery Council (AFGC) is the leading national organisation representing Australia s packaged food, drink and grocery products manufacturers. The food and grocery product industry is Australia s largest manufacturing sector and our members make a substantial contribution to the economic and social welfare of all Australians. Their products can be found in every Australian household. AFGC s role is to help shape a business environment that encourages the food and grocery products industry to grow and remain profitable. We ensure there is a cohesive and credible voice for the industry, advance policies and manage issues to help member companies to grow their businesses in a socially responsible manner. We provide food and grocery products manufacturers with a platform from which they can voice their views on a range of issues. ANZ ANZ provides a range of institutional, commercial, retail, wealth management and private banking solutions to around 10 million customers and employs 50,000 people worldwide. ANZ s history dates back over 180 years. We are committed to building lasting partnerships with our customers, shareholders and communities in 34 markets in Australia, New Zealand, Asia Pacific, Europe, America and the Middle East. ANZ s global connections and deep local insights provide customers access to Asia Pacific s expanding trade and investment flows, supporting their domestic requirements and connecting them with ANZ s global expertise. Our Trade & Supply Chain team are represented by over 650 professionals in these markets, a highly awarded team with 21 Industry awards received in FY15, including being recognized as # 6 Most Used Bank for Trade Finance in Asia (2015). T: E: david.winterton@anz.com W: Arab Bank Australia Arab Bank Australia has been operating since 1986 and has grown in strength each and every year. The Bank has developed a suite of banking and financial services and products that are regularly recognised amongst the best in the country. With nine branches across Sydney and Melbourne and a team of highly skilled and experienced individuals, the Bank has developed expertise in a number of industries and product categories, particularly in the areas of property, everyday banking and international trade in the Middle East/Northern Africa region. Arab Bank Australia is a wholly owned subsidiary of Arab Bank plc, the first private sector financial institution in the Arab world, with over 80 years of experience. Arab Bank has the largest Arab Banking branch network in the world with over 600 branches across 30 countries spanning 5 continents, and has won numerous accolades, including Best Trade Finance Bank in the Middle East for Arab Bank Australia is committed to delivering superior service and banking solutions to its customers. T: E: Adam.Malouf@arabbank.com.au W: T: E: afgc@afgc.org.au W: 44 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 45

24 AusIndustry AusIndustry connects Australian businesses with information and advice to help them innovate, grow and be competitive. We ve listened to feedback and improved our services to make it easier for businesses to get help at a time and place that suits them. Businesses can now get information and help through one website, one contact centre and our national network to: n Get a business up and running n Develop and commericalise ideas and products n Improve, innovate and grow a business n Reach new markets T: W: business.gov.au Australia Post and StarTrack Australia Post and StarTrack are harnessing the growth of ecommerce to make it easier for businesses to go and grow online. As the leading parcels, freight and logistics provider in Australia, we provide ecommerce driven logistics, supply chain and parcel delivery solutions for local and international businesses. We can handle movements from the point of global manufacturing to end consumer and everything in-between. We help customers offer delivery choices, trace and track, returns and secure payment gateways. From start-ups to established players, bricks and mortar retailers to pure-plays, we deliver for Australian businesses. Your success is our success. T: W: Austrade Austrade s role is to advance Australia s international trade, investment, education and tourism interests. It focuses its export services in growing and emerging economies across Asia, the Middle East, Latin America, Africa and Central Europe. Austrade has 82 offices in 48 overseas markets, and 38 offices in Australia (including 28 TradeStart offices). n For businesses preparing to export, found at Austrade.gov.au: Assess your export readiness: Use the online International Readiness Indicator tool How-to export guides: Read about practical aspects of exporting such as choosing and working with agents and distributors, export pricing and risk management. Information to help research overseas markets: Austrade market profiles and links to more information to help you conduct desk research. n For export ready businesses, Austrade can provide: General assistance on doing business overseas including international market selection and strategies, business culture and etiquette, and trade shows and missions. Tailored services for export ready businesses: These services are customised to your business and specific needs and include market research, identifying potential partners and customers, and setting up meetings. Tailored services are offered on a fee for service basis. In established markets, such as North America and Europe, Austrade may refer you to other organisations that can help you. AUSVEG AUSVEG is the national peak industry body representing the interests of 9,000 Australian vegetable and potato growers. AUSVEG has devoted significant investment and resources to export development in recent years and is undertaking a range of export development activities aimed at increasing the export capability of the vegetable industry, developing tools and resources that help growers compete in export markets and creating market opportunities for the industry. These export development activities focus on: n Export readiness; n Market development; n Market access; and n Communications and building awareness of export opportunities. The renowned quality, freshness and safety of Australian grown vegetables provides a fantastic foundation for successful export to international markets. AUSVEG is increasing its focus on export development to support the industry realise this opportunity. T: E: export@ausveg.com.au W: TradeStart: The TradeStart network provides access to Austrade services for export ready businesses in 28 outer metropolitan and regional areas. They deliver Austrade services and have access to Austrade s worldwide resources. Export Market Development Grants (EMDG): EMDG assists small and medium sized businesses by reimbursing up to 50 per cent of promotional expenditure. See austrade.gov.au/exportgrants for more information. T: W: : 46 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 47

25 Bank of Sydney At Bank of Sydney, our team of experienced International Trade Professionals can assist you in developing your international trade business to its fullest potential. With an in depth understanding of Global Markets and in particular strong experience in the Middle East and North African and Mediterranean Regions, Bank of Sydney offers a complete range of International Trade products and services, including: Brisbane Airport Corporation Operating 24 hours a day, seven days a week, BNE has two major terminals servicing 28 airlines flying to 70 national and international destinations, more than 22 million passengers travelled through the airport in FY15. BNE is consistently recognised as a leading airport including being named Capital City Airport of the Year in the 2014 and 2015 Australian Airports Association National Awards. n Documentary Letters of Credit, Documentary Collections, Clean Payments for Import/Export Transactions n Risk Mitigation Tools for your Foreign Exchange Exposure n Trade Finance options that will assist you in your cash flow solutions. n Our authentic relationship with our customers is the key of our success. We pride ourselves on the long-standing relationships that we have with our customers. T: E: info@banksyd.com.au W: BDO Need a hand with your export strategy? BDO can help. BDO is one of the world s leading accountancy and advisory organisations. We have clients of all types and sizes, in every sector. We have 64,300 people across 1,400 offices in 154 countries and territories, contributing to a combined worldwide revenue of US$ 7.30 billion. Whatever the size or experience of your business, there s a growing need to better understand the international business environment. Most organisations may be hesitant to push into international markets, fearing it may be too risky, complicated or ambitious. At BDO, we think differently. BDO can help you succeed internationally from the get go. Our in-house experience, extensive international network and corporate partnership arrangements with Austrade, Trade and Investment Queensland and Export Council of Australia allows our team to connect clients with the right export assistance. This also provides Australian business wishing to explore overseas opportunities, with a compelling business partner to confidently expand globally. We are also well placed to help overseas businesses do business in Australia. We currently work with a number of Queensland exporters and can help you learn how to identify the best market for your product or service, review your current entry strategy, and find ways to gain access to government assistance or gain general business advice on structuring, pricing, human resources, transaction services, taxation and compliance. BDO specialises in making sure you get on the ground support and minimise the risk of exporting and investing offshore. We have a wealth of experience assisting businesses through every aspect of both the foreign direct investment and exporting processes. T: E: info@bne.com.au W: CargoHound CargoHound is the first true online marketplace for international freight. This revolutionary tool connects exporters and importers with the best freight forwarders and carriers in Australia reducing the time, cost and risk of shipping products internationally. The Hound allows exporters and importers to compare quotes from multiple rated service providers, and quickly identify the freight service that best suits their requirements and budget. CargoHound has been developed by industry experts to solve industry problems. The result is a user friendly website which provides the following benefits: n FREE membership and advice on your international freight requirements n Increased buying power: Quickly compare indicative freight costs n Reliable service providers: Via community feedback and ratings n Transparency: Greater transparency on pricing allowing you to compare apples with apples. n Time saving: Cuts the time and effort required to source freight rates from multiple service providers. n Job fit: Identify a reliable service provider that fits your exact job specifications at the right price. T: E: ian@cargohound.com W: T: E: penny.flynn@bdo.com.au W: 48 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 49

26 Coface Australia The Coface Group, a worldwide leader in credit insurance, offers companies around the globe solutions to protect them against the risk of financial default of their clients, both on the domestic market and for export. In 2015, the Group, supported by its ~4,500 staff, posted a consolidated turnover of billion. Present directly or indirectly in 99 countries, it secures transactions of 40,000 companies in more than 200 countries. Each quarter, Coface publishes its assessments of country risk for 160 countries, based on its unique knowledge of companies payment behaviour and on the expertise of its 340 underwriters located close to clients and their debtors. In France, Coface manages export public guarantees on behalf of the French State. In Australia, Coface has been advising and supporting companies through the process of providing security and management of their domestic and export trade receivables since In Asia Pacific, we operate in 12 markets both directly and through partners. Our solid network of business partners, specialised brokers and our dedicated Coface team means we are the number one private credit insurer in the region. What we do? At Coface, our main mission is to insure your business against unpaid invoices and reduced profitability. Whether you are a small-medium size company or a multinational, trading domestically or exporting, we can help. Our Credit Insurance products protect companies from the unnecessary cost and inconvenience of late payment and customer insolvency. We offer solid cashflow protection and efficient credit management support to bring our clients peace of mind, financial stability and ultimately the healthy growth of their business. Coface credit insurance products offer three essential benefits, ensuring the credit you grant to your customers is managed effectively: n Prevention of bad debts - we evaluate each of your customers to make sure you are not trading on risky terms n Collection of unpaid invoices - we collect your unpaid invoices while preserving your relationship with your customers n Indemnification - should collection take too long or fail, we will indemnify the loss you incurred from unpaid invoices. T: E: au_info@coface.com W: Cullens Founded in Queensland in 1936, Cullens is one of Australia s most experienced firms of patent and trade mark attorneys servicing clients from our offices in Brisbane, the Gold Coast and Townsville. Whether you need patent protection or a design or trade mark registration, the Cullens team will secure the most advantageous legal protection for your intellectual property. We do this by taking the time to learn about your business, long term objectives and competitors. The Cullens team has expertise in a wide range of technologies, including mechanical, electrical, chemical, civil and mining engineering, biotechnology, pharmaceuticals, chemistry, medical devices, computer software, IT, physics, electronics, biology and agriculture, as well as expertise in design and trade mark matters. Our clients have trusted us for over 80 years to advise and guide them in all aspects of protecting their intellectual property and managing risk. Our highly experienced attorneys are registered to practise in both Australia and New Zealand. T: E: mail@cullens.com.au W: Defence Export Controls The Department of Defence is responsible for administering controls on the export, supply (i.e. intangible transfer) and brokering of defence and dual-use goods and technologies, and the granting of authorisations to export in the form of permits and licences. Within Defence this role is undertaken by Defence Export Controls (DEC). DEC s mission is to ensure Australia exports responsibly by: n Providing advice on the control status of goods and technology; n Issuing permits and licences for the export, supply and brokering of controlled defence and dual-use goods and technologies; n Authorising end-user and non-transfer certificates for the import of controlled defence and dual-use goods; n Delivering outreach programs to assist exporters in meeting their obligations under the relevant regulations and legislation; n Contributing to Australia s international efforts to prevent the proliferation of weapons of mass destruction through participation in multilateral non-proliferation and export control regimes. Export controls are applicable to defence and dual-use goods and technologies including parts, components and related materials, equipment and technologies transported or supplied intangibly to an external territory or nation. This includes items that are exported or supplied for the purpose of: n Selling or supply to an overseas entity; n Return to manufacturer or owner (including where the goods are damaged); n Repair (and subsequent return to Australia); n Demonstration or loan on a temporary basis, such as for display in trade shows or to establish overseas markets; and n Any items, samples or specimens sent overseas as part of a research exchange. T: E: DECO@defence.gov.au W: 50 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 51

27 Department of Foreign Affairs and Trade The department s role is to advance Australia s national interest. This involves working to strengthen Australia s security and enhance Australia s prosperity. The department provides foreign, trade and development policy advice to the government. We work with other government agencies to ensure that Australia s pursuit of its global, regional and bilateral interests is coordinated effectively. DFAT is the lead agency managing Australia s international presence. We manage a network of 96 overseas posts in five continents and we have over 4200 staff located in Canberra, state and territory offices and overseas posts. An additional 2400 are employed overseas as locally engaged staff. Our officers are highly skilled at their work which includes developing and implementing foreign, trade and development policy, negotiating international agreements, delivering an effective aid programme, and providing high quality consular assistance. This business is often conducted in one of the 29 foreign languages in which DFAT staff are proficient. DHL Express The Leader in International Express Shipping Through a network spanning more than 220 countries and territories, and more than 120,000 destinations worldwide, DHL ships more international packages than any other company. We offer Same Day, Time Definite and Day Definite Courier and Express services to support our business customers with their importing and exporting needs. So whether it s documents or parcels, around the world or around the corner, DHL has the service you are looking for. T: W: T: W: Department of Immigration and Border Protection Our mission is to protect Australia s border and manage the movement of people and goods across it. We seek to facilitate the legitimate movement of trade and people (including travel) across our border and maintain strong border security through enforcement and compliance activities to identify and manage risks. We manage the Migration Programme, the Humanitarian Programme, Australian citizenship, trade and customs, travel, offshore maritime security and revenue collection. Our operational enforcement arm, the Australian Border Force, is responsible for our investigations, compliance and immigration detention operations, across our air and seaports and land and maritime domains. Our work supports the Australian Government to achieve: n a strong economy n a prosperous and cohesive society n strong national security We partner with the export industry through programmes such as Australian Trusted Trader and Border Watch as well as consultative committees, advisory groups and our annual Industry Summit. We collaborate with industry to develop innovative technology and business processes to deliver a streamlined and simplified border experience that minimises delays for low-risk goods. Efic Efic is committed to unlocking finance for export success. Efic is a specialist financier that delivers simple and creative solutions for Australian companies to enable them to win business, grow internationally and achieve export success. As Australia s export credit agency, Efic operates on a commercial basis and partners with banks to provide financial solutions for: n Small and medium enterprises (SMEs) that are exporters n Australian companies in an export supply chain n Australian companies looking to expand their business operations overseas to better service their clients n Australian companies operating in emerging and frontier markets Through its loans, guarantees, bonds and insurance products, Efic has helped many Australian exporters and subcontractors take advantage of new contract opportunities that may otherwise have been out of reach. T: E: info@efic.gov.au W: W: 52 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 53

28 Etihad Airways Etihad Airways, the national airline of the United Arab Emirates, began operations in 2003, and in 2014 carried 14.8 million passengers. From its Abu Dhabi base, Etihad Airways flies to 111 existing or announced passenger and cargo destinations in the Middle East, Africa, Europe, Asia, Australia and the Americas. The airline has a fleet of 111 Airbus and Boeing aircraft, and more than 200 aircraft on firm order, including 69 Boeing 787s, 25 Boeing 777-X, 62 Airbus A350s and nine Airbus A380s. Etihad Airways holds equity investments in Virgin Australia, airberlin, Air Serbia, Air Seychelles, Aer Lingus, Alitalia, and Jet Airways, and is in the process of formalising an equity investment in Swiss-based Etihad Regional, operated by Darwin Airline. It flies daily from Brisbane to Abu Dhabi and beyond to an extensive network of destinations worldwide. The airline will operate its brand new Boeing 787 Dreamliner aircraft configured in first, business and economy class to Brisbane from 2 June T: W: Export Growth China The Export Growth China program has been created by the Australian Business Solutions Group to help SMEs overcome the hurdles in building a Chinese export business. It is the only dedicated program that showcases Australian SMEs products or services in China and helps SMEs to identify potential business partners. Featuring active business matching and promotions, Export Growth China is an affordable, comprehensive solution to building an export operation in China. Export Growth China is open to all members of any Chamber of Commerce across Australia and this program may be eligible for a claim under the Export Market Development Grant (EMDG). EMDG eligibility rules apply. T: E: customerservice@exportgrowth.com.au W: Euler Hermes Australia Euler Hermes, the world s leading provider of credit insurance services, helps its customers around the globe to trade wisely and develop their business safely. Unrivalled in its financial solidity, risk-analysis and integrated global structure, the Group provides companies of all sizes both at home and abroad, with the support they need to navigate the changing economic environment and successfully manage their trade receivables. T: W: Export Solutions Export Solutions are an Australia wide business offering expert advice on accessing the Export Market Development Grant (EMDG) through Austrade. With over 25 years of experience working with businesses across all industry sectors, Export Solutions will ensure that you maximise your grant rebates with minimal disruption to your business. Export Solutions are also the Australian agent for a number of major international trade shows in sectors such as Mining, IT and Food & Beverage, providing a hands on approach to pavilion management. T: W: 54 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 55

29 Exportia Dreaming about getting into Europe but not sure where to begin? At Exportia we are export consultants and we help small Australian businesses export to Europe. Over the last 10 years, Exportia has taken dozens of Australian SME s to the European market. We specialize in supporting high-tech businesses from various industries including: n ICT/Digital/Telecommunications n Electronics n Healthcare / Biotech / Medical Devices n Clean Technologies n Advanced manufacturing We have developed a One Year Program: The GoToEurope, that takes your business through our 7 export pillars in a 7 step process : from selecting the right country for your product or service, recruiting distributors, generating leads, to training and managing a local European sales team. This process secures every step along the export journey and maximizes sales results. At Exportia, we are result driven and take pride in our clients successes. But first, here are our 3 packages to prepare for the GoToEurope program: n Go360: Assess your business against our 7 pillars and validate if you are ready for Europe n Go Map Out: Plan your export strategy and get the recipe for a successful launch in Europe FTI Consulting FTI Consulting is a leading global business advisory firm dedicated to helping organisations protect and enhance enterprise value in an increasingly complex legal, regulatory and economic environment. With over 4,400 employees located in 27 countries, FTI Consulting teams work closely with clients to provide comprehensive solutions for the most complex business issues. In Asia Pacific, FTI Consulting has a team of more than 550 professionals situated in 15 business centres across the region. We provide advice on issues in the areas of finance, risk, governance, performance, reputation, intelligence, compliance and liability. We deliver solutions through our market-leading business practices of Corporate Finance/Restructuring, Economic Consulting, Forensic and Litigation Consulting, Strategic Communications and Technology. Our Global Risk and Investigations group is the leading provider of comprehensive business risk solutions. This includes reputational due diligence, business intelligence, fraud and corporate investigations, FCPA and other corruption-related investigations, asset searching, data forensics and electronic evidence recovery, as well as brand integrity and business crisis containment services. Whether the task is to determine the reputation and suitability of a business partner, untangle a complex fraud scheme, investigate allegations of bribery, conduct multijurisdictional asset searches or contain a business crisis, the goal of Global Risk and Investigations is to provide clients with critical information, insight and timely solutions for informed decision making. T: W: n Go Field Check: Implement the first steps of the export strategy over 3 months and start engaging clients and partners Book your Go360 today to start your export journey! Call us at Or access our free tools and tips by visiting our download section at T: E: christelle.damiens@exportia.com.au W: Food Innovation Australia Limited (FIAL) To help Australia s food and agribusiness companies compete in fast growing export markets, FIAL facilitates buyer and supplier connections while providing the industry with insights and capability building opportunities. We do this in collaboration with government agencies, science and education institutions, industry associations, experts and other relevant stakeholders, encouraging innovation to improve industry-wide capability, productivity and resilience. Helping Hand Group The Helping Hand Group (HHG) has raised and donated over $85 million for leading charities, community groups, schools and sporting clubs since 1997! This is achieved by providing Unique Holidays, money-can t-buy Experiences, Memorabilia (Music/Movies/Sport) as well as Artwork and fine Wines for fundraising through Ballot Bidding, Silent and Live Auctions. HHG partners with a number of organisations and events to organise these charity fundraising opportunities. Helping Hand Group has operated auctions in 17 Countries around the world and has affiliations with 9 offices across 6 Countries. T: W: ww.helpinghand.com.au T: E: info@fial.com.au W: 56 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 57

30 HiFX HiFX are a trusted global payments and foreign exchange specialist, with a reputation for providing consistently competitive exchange rates and tailored currency advice to both private individuals and businesses alike. A part of NASDAQ listed Euronet Worldwide Inc, collectively the money transfer division is the third largest remittance company in the world. With a team of experienced professionals, intuitive technology and a market leading online platform, we provide our clients with the ability to manage their international payments and foreign exchange risk 24 hours a day, 7 days a week. Contact us today for a free foreign exchange review. T: E: info@hifx.com.au W: HSBC Bank The HSBC Group is one of the world s largest banking and financial services organisations, with 6,000 offices in 71 countries and territories. In Australia, HSBC is the leading international bank offering an extensive range of financial services to including retail and corporate banking, trade and export finance, treasury and financial markets. HSBC s Global Banking and Commercial Banking are well placed to meet the needs of both domestic and international companies. With dedicated customer relationship teams in five states, HSBC is able to provide innovative solutions that integrate electronic banking, risk management, international trade and payments and cash management, as well as providing a comprehensive range of credit facilities. With its unrivalled international presence, HSBC is well positioned to facilitate and finance the world s primary trade flows through their capabilities in information sourcing, receivables finance and general trade expertise. W: international payments expertly done Hunt & Hunt Lawyers Established in 1929, Hunt & Hunt is a vibrant national law firm that delivers tailored legal advice to Australian exporters. Our broad client base includes large and small businesses, government departments, major insurance firms, not-for-profit organisations and private clients. We work closely with Australian exporters, including providing strategic advice on: n Complex domestic and international issues in the customs trade and transport sectors n Commercial transactions, contract and joint ventures advice n Establishing off-shore offices n Corporate structures n Dispute resolution and arbitration services. Our exporter clients are able to access legal services in more than 125 major cities around the world, an advantage we re able to offer as the Australian member of Interlaw. Interlaw is an international network of leading law firms working together on a worldwide basis to provide quality, cost effective, value added legal and business solutions. We re also one of six Australian law firms with a licence to practice in China, and have had an office in Shanghai for more than a decade. T: W: Insync Personnel Insync Personnel Pty Ltd is an Australian owned & operated specialised recruitment agency focused solely on servicing the International Logistics and Supply Chain Industries. Insync Personnel sources, selects and secures the best talent available for Exporters, Importers, Airlines, Freight Forwarders, Shipping Lines and Agencies, Customs Brokerages, Commodity Traders, 3PL and Warehouse, Road Transport and Distribution services providers. For their clients, Insync Personnel recruits across all departments, from administration and accounts through to sales, operations and management. With over 30 years combined recruitment and industry experience & knowledge at your disposal, at Insync Personnel, we pride ourselves on our ability to provide our clients with suitably qualified and vetted candidates with relevant and industry specific experience and most importantly the right fit for your organisation. T: 1300 INSYNC (467962) W: 58 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 59

31 IP Australia At IP Australia we celebrate and support the bright ideas and inventive spirit of Australians. We foster Australian innovation and investment by shaping the development of the IP system both at home and abroad. As the Government agency responsible for administering IP rights in Australia, we receive and process patent, trade mark, designs and plant breeder s rights applications, conduct hearings and decide on disputed matters relating to granting or refusing Australian IP rights. If you want to trade overseas or sell to foreign customers, including via the internet, you should consider seeking IP protection in the countries you plan to trade in. Visit our website for key information when you re looking to expand your business overseas. T: W: Facebook: Facebook.com/ipaustralia.gov.au MEGT Education With over 50 locations across Australia and 600+ employees, MEGT has the expertise to measure the value of your talent pool and to make tailored, short and long term investment plans in up-skilling and enhancing your human capital. The mission of MEGT is to provide a forum where business, personnel, education, government, community based organisations and other stakeholders work together to increase their collective capacity to address the supply and demand challenges confronting the workforce. MEGT is a community based not-for-profit organisation with over 30 years experience. We are recognised as an Australian leader in employment, education and training, apprenticeships and traineeships. With an established track record, through the MEGT provides education, training and development opportunities for individuals, companies and governments across many regions of the world. MEGT has an innovative and flexible approach to transnational education delivery, project management capacity and capability through ABILITY English, MEGT s award-winning English language college and MEGT Institute, a Registered Training Organisation (RTO) a specialist provider of Vocational Education and Training programs for employment. The Education division of MEGT invests in dedicated personnel to conduct risk assessments, build costings and business cases, and monitor compliance with AQF standards. MEGT ensures that the viability of projects is well defined and assessed prior to arrangements being ratified. MEGT functions under established mechanisms, based on extensive market research, which ensure that timelines and key deliverables are being met to accommodate clients individual needs in a flexible manner. T: E: Thorsten_Wilhelm@megt.com.au W: MSM Sales Specialists MSM Sales Specialists is a leading niche consultancy practice that work alongside businesses that want to drive more sales. From our offices in Australia, New Zealand, America and United Kingdom we build sales capability by undertaking market research and validation, disruptive sales strategy and sales execution to: n Maximise domestic sales. n Grow export sales and enter new markets. n Commercialise new products. n Build hyper-successful sales operations through coaching sales people and business owners. MSM clients represent the engineering, manufacturing, and distribution and technology sectors. Our team have first hand commercial experience in over 34 countries with extensive experience in helping businesses go to market in Australia, North America; United Kingdom; Europe and other Asia Pacific countries. MSM projects are focused on developing rapid and robust sales growth through maximising the potential of people, processes and systems. Our approach delivers intensity and focus and accelerates business growth. MSM clients get to market faster with less risk and grow profitability up to ten times quicker than industry averages. MSM have supported in excess of $500m of sales. T: E: Abbie@msmsalesspecialists.com W: Office of Transport Security Before shipping their products overseas, Australian exporters should be aware of all the security requirements that their consignments may face. The security requirements can change quickly. Australia s transport security arrangements are regulated by the Office of Transport Security within the Department of Infrastructure and Regional Development. United States (US) legislation obliges all airlines transporting air cargo to the US on a passenger flight to examine 100 per cent of air cargo at piece-level. This means that each individual box, carton or other item in a shipment must be examined by technology or physically inspected before it is loaded onto a US-bound aircraft. Complying with this obligation will require Australian-based exporters, freight forwarders and airlines to adopt new security measures for the preparation of US-bound air cargo. To help industry meet this obligation, the Australian Government is developing new security arrangements: n Allowing approved businesses to examine air cargo at piece-level off-airport with an Enhanced Air Cargo Examination (EACE) Notice; and n Establishing a Known Consignor scheme from mid The new security arrangements will be phased-in through to mid-2017, to support industry to achieve 100 per cent piece-level examination for US-bound air cargo. From 1 July 2017 all US-bound air cargo will either originate from a Known Consignor or be examined at piece-level. W: 60 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 61

32 Oz-Town Australia Oz-Town is a fresh new approach that gives Australian companies access to the rewards of the booming Chinese market while negating the perils of such a large and complex marketplace. We see the demand for quality goods and services and that that demand is only going to continue to grow, particular with the implementation of the recently signed Free Trade Agreement. We also believe that Australian producers are the best in the world and should not have to lose focus on what they do in order to concentrate on cracking the Chinese market. Our vision is for a proactive and multifaceted Trade, Investment and Services Umbrella for Australian companies that will take care of all of the negotiations, logistics and fulfilment processes that are part and parcel of the Chinese market place. We are focused on the expanding demand for Australian Made products and related services in China and will continue to develop our network of retail channels. Additionally, we are working on a number of emerging opportunities for Australian businesses in the Chinese market which include: n Facilitating Chinese investment in Australian businesses n Developing an Australian Green Channel into China with related government and industry support n Capitalising on cross border and ecommerce channels for Australian products with our strategic partner with 4PX, a large and one of the earliest Cross-Border players in China T: W: Trade & Investment Queensland Trade & Investment Queensland is the Queensland Government s dedicated agency for promoting business trade and investment. TIQ helps exporters to break into emerging and established markets, and promotes Queensland as the perfect place for an Asia-Pacific headquarters. With representation in 13 international offices and in eight key regional locations, TIQ works with partner agencies, industry organisations and international allies to promote better access to overseas markets and decision makers for Queensland companies. We can help companies do their market entry strategy, go offshore, make those introductions for companies who are perhaps going offshore for the first time Andrew Tulloch, CEO, TIQ TIQ provides information and advice to assist Queensland companies harness the endless exporting opportunities within markets across the globe. Expand and grow with us: Consulting and Planning: TIQ provides a personalised, tailored, complimentary service for Queensland business. Supporting you through your export journey, TIQ s trade advisors can meet and engage with business owners and key managers in their business place to discuss export enquiries. Trade Missions: Around the globe, we connect you with the markets matched specifically for your business. From Outbound Trade Missions, where Queensland businesses get the opportunity to establish the right contacts in target overseas markets, Inbound Trade Missions where TIQ hosts incoming delegations organising export showcases and one-on-one meetings to encourage business discussions, to Virtual Trade Missions and International Trade Exhibitions. Networking & Events: Opportunity to network and learn from industry specialists. TIQ hold industry events throughout the year across Queensland to network and learn from industry specialists. Connect with the TIQ regional representative for your region to find out more. Servcorp Servcorp is dedicated to providing the World s Finest Serviced Offices, Virtual offices and Coworking Spaces. Scalable solutions can assist businesses of all sizes to grow with flexibility and compete nationally and internationally. More than just an office, Servcorp makes it possible for businesses to succeed and grow. Services range from the smallest requirement; such as premium boardroom hire or dedicated phone answering, right up to setting up a full business presence in another country. This takes only minutes to do thanks to Servcorp s powerful IT system and international network which connects the expansive worldwide network. TIQ matches you with buyers, investors and trading partners from around the globe and showcases Queensland as a place of endless opportunities. T: E: tiq.info@tiq.qld.gov.au W: From SMEs to large global brands, Servcorp can help to establish your business and position your company for success with premium business solutions offering unrivalled technology, services and support staff in the most prestigious buildings across Australia and the rest of the world: as long as you want and for less than it costs to have a traditional office. Operating since 1978, Servcorp is proudly Australian, listed on the stock exchange, and proud to be a multi Export Award winner. Today Servcorp is operating in 150 locations in 52 cities and across 21 countries. T: W: 62 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 63

33 The University of Sydney The University of Sydney, founded in 1850, is one of Australia s leading research intensive universities. In the Business School, the International Business group carries out research in the areas of strategy, entrepreneurship and international business. The members of the group teach coursework programs at both undergraduate and post-graduate level, including the Master of International Business, Master of Management and Master of Business Administration. The International Business group has an active research program, including research groups in entrepreneurship and innovation, emerging markets, and global governance and management. Research funding sources include the Australian Research Council and industry partners such as Merck & Co. Inc, and KPMG. T: E: sid.gray@sydney.edu.au W: Victorian Government The Victorian Government recognises that to be globally competitive, Victoria must be globally connected. The Government s Department of Economic Development, Jobs, Transport and Resources (DEDJTR) has as one of its priorities to better connect Victoria to global markets. DEDJTR, though Trade Victoria supports Victoria s international engagement by providing a network of international offices and through a range of trade services including support for one of Australia s most comprehensive inbound and outbound missions program. T: E: info@ecodev.vic.gov.au W: VChina VChina is a large online Chinese direct sales platform ( selling Australian products and hotel rooms direct tothe Chinese consumer. VChina is supported by the marketing arm of White Horse Communications Group China, the largest outdoor billboard advertiser in China, and the owner of the China Golf channel, and the Tian Tian shopping network which has 21 shopping channels throughout China. VChina supports Aussie businesses in the Chinese market by providing: n Established channels for exporting n Simplified process of exporting to China n Systems that handle certification, tax, legal, duty & logistic issues n Mass market advertising in China with a $120 Million campaign over the next 18 months T: W: VChina Wallace International Wallace International is a personalized, highly motivated, professional international freight forwarder and corporate customs brokerage with offices throughout Australia. We handle all facets of international trade & landside logistics, warehousing & transport. Our membership in the World Freight Group- an international network of freight forwarders & customs brokers provides the global reach your business needs. Wallace International was established over 30 years ago & is proudly Australian. Independently owned and operated our customers are small, medium & multinational companies. The foundation for our strong business is relationships built on proven ethical standards, solid business principles, effective solutions and invaluable experience. T: W: 64 ECA 2016 GROWING YOUR INTERNATIONAL BUSINESS 101 TOOLKIT 65

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