MarketUpdates TipsSellingGlobally0 5222007

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Market Updates and Tips on Selling Globally: 

Market Updates and Tips on Selling Globally Mary Lynn Landgraf USIFI Outlook Conference Charleston, SC May 22, 2007

The Global Economy: 

The Global Economy “The growing influence of developing markets on the global economy is substantially affecting the U.S. economy…Developing nations now have about $12 trillion in nominal GDP, compared to $12.4 trillion for the U.S., $13.3 trillion for the European Union and $4.8 trillion for Japan – making developing nations a roughly equal contributor to the global economy. Moreover, since 1987 Emerging market economies have been growing twice as fast as developed markets.” -Rod Smyth, Chief Investment Strategist, Wachovia Securities April 7, 2007

Arab Market Imports from the United States: 

Arab Market Imports from the United States (all products)

Surge in US exports to Arab World: 

Surge in US exports to Arab World U.S. exports to Arab nations are forecast to reach a record $45 billion in 2007. U.S. exports to 22 Arab countries increased 28% in 2006 to a record $35 billion, with the United Arab Emirates and Saudi Arabia accounting for more than half of the total. “Cyclical demand for big-ticket items is on the upswing, including civilian aircraft, military systems and border security systems.", March 15, 2007 Red Sea, Aqaba, Jordan

Surge in US Exports to Arab World, Continued: 

Surge in US Exports to Arab World, Continued “Arab consumers have more disposable income than ever, and American products continue to carry significant cachet.” High oil prices boosted the Arab world's buying power at the same time a declining U.S. dollar made American goods more competitive. There are signs that U.S. free trade pacts with Jordan, Morocco, Bahrain and Oman are generating increased commerce. Trade between the four countries and the United States grew 32% in 2006, compared to 24% for other Arab countries., March 15, 2007 Mall of the Emirates, Dubai

New Frontiers for Technical Textiles: 

New Frontiers for Technical Textiles Emerging Markets in the Middle East/Asia Afghanistan Egypt Iraq Jordan Morocco Oman Saudi Arabia


  _____________________________________ | | March 14, 2007 1 | FASTEST GROWING EXPORT MARKETS | | By Product, 1/2007 Data | | Data in thousand dollars | |_____________________________________|   Product: Specialty and Industrial Fabrics (excludes linoleum and wall coverings)     25% or More Growth in Year-ending Exports of at Least One Million Dollars.     Calendar Years Year-to-Date Year-Endings YE 1/2007 Country 2003 2004 2005 2006 1/2006 1/2007 % Change 1/2006 1/2007 % Change % Share   HG KONG 51,956 62,340 53,558 73,841 3,992 4,463 11.80 54,226 74,312 37.04 3.37 BRAZIL 19,408 20,003 17,335 24,233 2,405 1,532 -36.28 18,526 23,361 26.10 1.06 KOR REP 20,844 19,128 15,907 19,781 1,317 1,111 -15.64 15,655 19,575 25.04 0.89 INDIA 5,468 9,890 10,683 17,475 754 918 21.82 10,764 17,640 63.88 0.80 THAILND 6,846 6,818 5,915 9,462 391 1,084 176.96 5,913 10,155 71.73 0.46 SINGAPR 6,065 6,083 7,113 8,875 514 507 -1.37 6,793 8,868 30.54 0.40 ECUADOR 4,301 3,960 4,144 5,778 541 367 -32.22 4,331 5,603 29.39 0.25 SWEDEN 4,176 3,935 3,332 5,272 203 268 31.78 3,438 5,337 55.25 0.24 PAKISTN 1,384 1,719 3,688 5,019 51 198 286.45 3,521 5,166 46.73 0.23 SWITZLD 1,928 2,264 2,504 4,227 202 377 87.06 2,490 4,402 76.80 0.20 KUWAIT 3,635 7,126 2,401 4,345 348 170 -51.25 2,612 4,167 59.51 0.19 LITHUAN 324 631 154 2,268 192 0 -100.00 346 2,077 500.07 0.09 CZECH 764 600 737 1,921 173 318 83.57 869 2,066 137.68 0.09 PANAMA 1,210 1,371 1,330 1,537 61 154 152.45 1,281 1,630 27.21 0.07 BAHAMAS 370 408 554 1,383 82 50 -38.44 636 1,351 112.40 0.06 NORWAY 635 973 804 1,166 148 84 -43.65 819 1,101 34.45 0.05 AUSTRIA 899 1,379 907 1,036 23 78 239.06 865 1,091 26.08 0.05 LEBANON 602 1,095 717 974 60 140 135.30 717 1,055 47.08 0.05   Source: U.S. Department of Commerce, Office of Textiles and Apparel

Trade Trends: 

Trade Trends U.S. exports of textile and apparel products grew by 6.6% between 2003 and 2006, an increase of $1 billion. Fastest Growing Export Markets India: U.S. textile and apparel exports to India grew by 50% from $40 million to $60 million between 2005 and 2006. United Arab Emirates (UAE): U.S. exports grew from $42 million in 2005 to $57 million in 2006, a percent change of nearly 36%. Egypt: U.S. exports expanded by nearly 92% between 2005 and 2006, growing from $8 million to $17 million.

U.S. Exports 2004 - 2006: 

U.S. Exports 2004 - 2006 Data in the Billions of Dollars: $16.7 billion exports of U.S. made textile and apparel products in 2006

Compelling Reasons for Market Consideration: 

Compelling Reasons for Market Consideration Infrastructure Tourism Water and Water Conservation Urban Development Marina/Resort Development Oil Agribusiness Transportation Energy Soil Erosion Pollution Humanitarian Shelters

Marketing Sectors: 

Marketing Sectors Tourism: Hotels, Resort Development Water: Developing, Pumping, Desalination, Filtration, Purification Oil: All forms of Filtration, Refining, Pipelines, etc. Agribusiness Transportation and Urban Infrastructure Energy and Environment: Wind Power, Solar Electric Systems Indian Ocean, Oman

Hotel Construction: 

Hotel Construction

Technical Textiles Used in Hotel Construction Dr. Hisham Ashkouri of the Boston-based company, Arcadd, Inc. firm: 

Technical Textiles Used in Hotel Construction Dr. Hisham Ashkouri of the Boston-based company, Arcadd, Inc. firm Sound control underlayments Thermal insulations Protective liners and lining system Vapor and air barriers Tensioned membrane structures Cubicle curtains Stage curtains Operable and demountable partitions Awnings, canopies and protective covers Wall coverings Carpets and floor mats Geotextliles Four Seasons Hotel, Doha

OTEXA Calendar for Technical Textiles (2007): 

OTEXA Calendar for Technical Textiles (2007) Techtextil: 12-14 June 2007 in Frankfurt, Germany. Military Textiles MSPO International Defense Industry Exhibition: 3-6 September 2007 in Kielce, Poland. Defense Services & Equipment International (DSEi): 11-14 September 2007 in London, England. Eurosatory: 16 – 20 June 2008, Paris, France. Medical Textiles Hospitalar: 12-15 June 2007 in São Paulo, Brazil. Medica: 14-17 November 2007 in Düsseldorf, Germany.

Introduction to Obtaining a GSA Contract: 

Introduction to Obtaining a GSA Contract


Introduction Under the GSA Schedules (also referred to as the Multiple Award Schedules and Federal Supply Schedules) Program, GSA establishes long-term government wide contracts with commercial firms to provide access to over twelve million commercial services and products. GSA Schedules are chosen as a “Preferred Source” for supplies and services by Department of Defense (DoD) and most civilian federal agencies. GSA Schedules can be used by the North Atlantic Treaty Organization (NATO).

Multiple Award and Federal Supply Schedules: 

Multiple Award and Federal Supply Schedules These schedule programs are the most effective way to supply products and services to Government customers. By using the GSA Schedules, Federal Agencies have the opportunity to meet small business goals, while promoting compliance with various environmental and socioeconomic laws and regulations.

Business Registration: 

Business Registration Before your company can submit your solicitation or proposal, you must complete a business registration. Your business registration must have the following information: DUNS Identification number. If you do not have one you can obtain one by by going to their website at http://FEDGOV.DNB.COM: This service is free. After receiving your DUNS identification number, you can complete your registration on-line at: If you need further assistance with your registration you can contact the CCR Assistance Center at: 888-227-2423. Tonya L. Butler, GSA Customer Service Director 6710 Oxon Hill Road, Suite 210 Oxon Hill, MD 20745 Tel: (301) 567-5188 email:


Solicitations In order for your company to be placed on a schedule, you must complete and submit a solicitation, also known as a proposal. The solicitation is an approximately 80-150 page legal document. Your company may obtain a solicitation at: Link to GSA Schedules Solicitations: Note: There are no spaces in the above web address. It should be entered exactly as above.

GSA Solicitation Step by Step: 

GSA Solicitation Step by Step The first step is to obtain your Schedule Match and Category via the GSA e-Library: In the search engine enter your company’s product (for example): Fire & Rescue Clothing. Schedule Match is: 84 Click on the red button 84 to go into a listing of categories. At the top of the page under “Vendors,” click to view the current solicitation on Download the solicitation and amendments for related documents. Read the solicitation carefully before completing.

Guidelines for Completing Solicitation: 

Guidelines for Completing Solicitation Make sure that you are completing the latest version of the solicitation. Respond to ALL requirements. Make sure that the solicitation is administratively complete. An authorized person of the firm must sign all documents. Complete and submit all required testing/certification requirements. Do not cross anything out or change word/numbers in the solicitation.

Completing Solicitation: 

Completing Solicitation The following should be submitted as your solicitation package: The completed solicitation (original plus one copy). Two copies of your dated commercial price list and catalog containing the products you plan to offer including the special item number (SIN). Commercial Sales Practice Format (CSP-1). Additional data. Certification and test reports as required by the solicitation.

Finding Business Opportunities: 

Finding Business Opportunities Once your company has been added to the GSA schedules you may find business opportunities under “Marketing Partnership” at

Steps to Contract Award: 

Steps to Contract Award Obtain Solicitation or Start Past Performance Review Open Ratings Complete Solicitation See SF 1449 Blocks 7a and b for questions, be sure to sign 30a and b before mailing Submit/Mail See SF 1449 Block #9 for correct address Evaluate/Review Offer Negotiate Discount, Terms and Conditions Recommend Award or Rejection If rejected, you have 3 days to request a debriefing Note: Award process should be 120 days from date of submission Your Part GSA’s Process

Award Contractors: 

Award Contractors Load all prices, discounts, terms and conditions to GSA Advantage!: The contract is 5 years with three 5 year options (total of 20 years). GSA will make a determination on exercising any options.  Renewals must be mutually beneficial. Price increases and modifications to the contract are outlined in your contract.

Components of a Successful Schedules Offer: 

Components of a Successful Schedules Offer Standard Form 1449 (cover sheet) Administrative Proposal Technical Proposal Price Proposal Open Rating Past Performance Evaluation (only if services are offered) Representations and certifications

Submittal Requirements: 

Submittal Requirements Register in CCR ( Complete On-line Representations and Certifications, ( Must accept Government Purchase Card Include .75% Industrial Funding Fee

Who Can Buy From Schedule Contractors?: 

Who Can Buy From Schedule Contractors? Executive & Other Federal Agencies Mixed-Ownership Government Corporation (FDIC, Federal Home Loan Banks, etc.) The District of Columbia Cost Reimbursable Government Contractors authorized in writing by a Federal agency (48 CFR 51.1) State and Local Government for Information Technology ONLY (Cooperative Purchasing)

Marketing GSA’s Customer Agencies: 

Marketing GSA’s Customer Agencies Obtain from GSA contracting officer or point of contact a listing of current customer agencies or those who expressed an interest in the Schedule. Monitor FedBizOpps. Obtain information/guidance from Small Business Offices in the agencies you wish to market. Review Forecast of Contracting Opportunities at Business. Attend Procurement Networking Sessions, vendor outreach events, small business conferences, workshops, seminars, etc. Obtain information through the Freedom of Information Act. Obtain a standard or a special procurement report from the Federal Procurement Data Center.

Hints for Business Success in the 21st Century, Part 1: 

Hints for Business Success in the 21st Century, Part 1 Make sure your business has all applicable certifications and multiple contracting vehicles in place: 8(a) Certification Small Disadvantaged Business Certification Governmentwide Agency Contracts (GWAC) FAST Contractor HUBZone Certification Blanket Purchase Agreements Service Disabled Veteran


Business cards should indicate what your company does. Accept the Government Purchase Card. Attend GSA Small Business Outreach events. Office of Small Business Utilization webpage: Network, network, network! Advertise in the Federal Supply Service magazine MarkeTips: Advertising space is FREE (for now!). Magazine distributed to all Schedules customer agencies. Published bi-monthly on the first day of the month of January, March, May, July, September, and November. Each Acquisition Center sets deadlines for ad materials. Hints for Business Success in the 21st Century, Part 2

Resources to Soliciting the GSA: 

Resources to Soliciting the GSA Online resource guide for companies wishing to solicit GSA. Business Registration. Reference Guide to Business Registration. Obtaining solicitations. Updated link to GSA Schedules Solicitations. Center for Acquisition Excellence.

Additional Support: 

Additional Support (800) 488-3111 FAX (816) 926-6952

U.S. Department of Commerce NATO Business Opportunities: 

U.S. Department of Commerce NATO Business Opportunities Office of Strategic Industries and Economic Security Strategic Analysis Division

Doing Business with NATO: 

$1.5-2.0 billion annual procurement. Includes infrastructure, military, and civil procurement opportunities (~ 27% U.S. funded). The NATO Security Investment Program (NSIP), implemented under the Infrastructure Committee (IC) funds investments in military capabilities and common support facilities, such as command, control, communications, and information systems (C3I); transportation; storage; airfields, fuel pipelines, harbors, and navigational aids. The Military Budget Committee (MBC) funds the alliance's military headquarters, regional commands, and activities, including their operating and maintenance costs. The Civil Budget Committee (CBC) funds the cost of NATO's current civil headquarters and personnel in Brussels. In addition, the CBC is funding the construction project of NATO’s new Headquarters, estimated at over $500 million. Doing Business with NATO

NATO Procurement Opportunities: 

NATO Procurement Opportunities International Competitive Bidding (ICB) opportunities constitute the majority of NATO procurements. Host Nations include multiple NATO procurement agencies (NAMSA, NC3A, SACT, SHAPE, etc.) and national entities. Commerce team works closely with U.S. Mission to NATO and U.S. Embassy teams and advertises upcoming NATO ICBs on the Federal Business Opportunities (FedBizOpps) website:


Certification/Nomination U.S. companies must be certified as “Eligible” by the Department of Commerce for each ICB in order to qualify. Commerce certifies and nominates the U.S.-based facilities of companies interested in the advertised ICBs. Companies must submit an application (BIS-4023P form and a copy of their annual report) for each facility they want certified: Once certified, Commerce nominates firms by means of a Declaration of Eligibility (DOE). Commerce submits the required Declaration of Eligibility to the Host Nation’s Bidders List for the specific NATO opportunity. Without the Declaration of Eligibility, a company will not be allowed to submit a bid.

NATO Security Investment Program: 

In FY2006, Commerce advertised over 100 NATO projects via the FedBizOpps system. Commerce transmitted 442 company Declarations of Eligibility to NATO procurement agencies and NATO member host governments. U.S. firms have been selected for 13 procurements with an estimated value of $35 million. NATO Security Investment Program


The commercial sections within the U.S. Embassies of each NATO member country have the responsibility of assisting in the dissemination of NATO procurement opportunities among the U.S. Government, the Host Nation and industry.

Embassy Team Responsibilities under NSIP: 

Embassy Team Responsibilities under NSIP Embassy will receive a copy of the Notification of Intent (NOI) and subsequent Amendments for each ICB opportunity issued by its Host Nation. Embassy is responsible for immediately forwarding NOIs and all other ICB documents to Commerce, preferably by email at or by fax at 202-482-5650 to the attention of Lee Ann Carpenter. Embassy will receive DOE nominations from Commerce and is responsible for forwarding them to the Host Nation.

More Embassy Team Responsibilities under NSIP: 

Embassy is responsible for responding to inquiries from Commerce and industry regarding NATO procurements tendered by the Host Nation. Embassy may be asked to provide updates on ICB schedules, including expected/actual Invitation for Bid (IFB) release date and bid closing date, as well as information on Host Nation contract selection. Embassy Team may also advertise Notifications of Intent (NOI) on other websites in order in order to notify more firms among industry. U.S. Commercial Service’s Market Research website: More Embassy Team Responsibilities under NSIP

NATO Procurement Opportunities advertised by Commerce since April 2004: 

NATO Procurement Opportunities advertised by Commerce since April 2004 Source: DOC/BIS NSIP database

Company Certifications for NATO Eligibility by Commerce since April 2004: 

Company Certifications for NATO Eligibility by Commerce since April 2004 Source: DOC/BIS NSIP database

Additional NATO Opportunities: 

Additional NATO Opportunities Companies may also pursue non-ICB opportunities and obtain blanket eligibility by registering directly with the following NATO entities: NATO Maintenance and Supply Agency (NAMSA) Source File, NATO Consultation, Command, and Control Agency (NC3A) Basic Ordering Agreements (BOA), Supreme Headquarters Allied Powers Europe (SHAPE) Supplier Database, Supreme Allied Commander Transformation (SACT)


Instructions Any U.S. firm desiring to participate in NATO International Competitive Bidding (ICB) must be certified by the Office of Strategic Industries and Economic Security, Bureau of Industry and Security, U.S. Department of Commerce. If a change in corporate status (e.g. merger, acquisition or reorganization of the relevant business unit) occurs, a new application for certification should be submitted to the Office of Strategic Industries and Economic Security. Applicants are required to submit the following data for each company entity (i.e., main office, branch, subsidiary, etc...) to be certified for NATO bidding:


Instructions 1. One completed copy of form BIS-4023P. A separate form must be submitted for each entity. 2. Complete name and address of entity to be certified entered in item 1 of form BIS-4023P. 3. Items 3 and 7 of form BIS-4023P signed and dated by a security office and a ranking company official, respectively, of the entity seeking certification. 4. Item 3 of form BIS-4023P requests security information required to qualify applicants for participation in classified NATO bidding. Defense Investigative Service (DIS) clearance is to be shown for each entity applying for certification if such clearance has been granted. The date of clearance and the DIS security clearance does not disqualify a company with a Department of Commerce certification from bidding on unclassified NATO projects. 5. To assist in establishing a company’s technical ability, a narrative resume in item 5 of the enclosed form should provide a description of the company’s recent technical contracts, with references to work performed for the U.S. and local governments, as well as foreign countries.


Instructions 6. Item 6 of form BIS-4023P is to identify by North American Industry Classification (NAIC) code number descriptions of all manufacturers and/or services to be considered for NATO ICB for each company entity. Selected NAIC numbers are provided in the enclosed form. If other NAIC numbers are required, please make reference to the North American Industry Classification System Manual issued in 1997 by the Statistical Policy Division, Office of Management and Budget, Executive Office of the President, U.S. Government. It is for sale by the Superintendent of Documents, U.S. Government Printing Office, P.O. Box 37954, Pittsburgh PA 15250-7954. Call for current price and availability (202-512-1800). The manual is also available for reference at any of the 100 Export Assistance Centers of the International Trade Administration, U.S. Department of Commerce, and at major public and college libraries. 7. A current annual report, including the firm’s balance sheet, or a financial report prepared and verified by a CPA. If separate annual reports are not prepared by the subsidiary entities, the financial report for the parent company may be submitted. If you have any questions, feel free to contact the following: Ms. Lee Ann Carpenter: (202) 482-2583 (phone), (202) 482- 5650 (fax), or (email) Mr. David Newsom: (202) 482-7417 (phone); (202) 482-5650 (fax), or (e-mail).

Department of Commerce POCs: 

Department of Commerce POCs John Isbell, Program Manager Europe & Americas Strategic Analysis Division 202-482-8229 Lee Ann Carpenter, Trade Analyst NATO Company Certification Strategic Analysis Division 202-482-2583 Fax: 202-482-5650

Doing Business with NATO : 

Doing Business with NATO POINTS OF CONTACT: For the Supreme Allied Commander Transformation (SACT): Mr. Curtis Day Supreme Allied Commander Transformation (SACT) BUDFIN - Purchasing & Contracting Office 7857 Blandy Road, Suite 100 Norfolk, VA 23551-2490 Tel: 757-747-3856 Fax: 757-747-3525 Email:   For the NATO Consultation, Command and Control Agency (NC3A): Mrs. Marleen Descamps - De Geest Senior Contracting Assistant Basic Ordering Agreements (BOAs) NATO Consultation, Command and Control Agency Tel: 011-32-2-707-8591 Fax: 011-32-2-707-8770 Email:

Doing Business with NATO: 

Doing Business with NATO For the NATO Maintenance & Supply Agency (NAMSA): Marc Entringer NAMSA (NATO Maintenance & Supply Agency) Procurement Division / Source File Section Tel: 011-352-3063-6319 Fax: 011-352-3063-4319 Email:   For the Supreme Headquarters Allied Powers Europe (SHAPE): Mr. Paul Buades ACE Head of Contracts Chief Purchasing & Contracting Branch Supreme Headquarters Allied Powers Europe (SHAPE) Tel: 011-32 (0) 65-44-4616 Fax: 011-32 (0) 65-44-3541 Email:

Export Financing: 

Export Financing There are a number of financial resources and programs available to qualified small and medium sized manufacturers and suppliers of U.S. textile and apparel products. Although you may not have seen any promotional material on resources and programs designed for small and medium sized enterprises (SME’s), these programs are readily available, and may be very helpful to your company in developing and pursuing export sales. Most of these resources and programs involve low cost loans that can be used to finance trade show participation, including travel and exhibit fees; market research; professional services and consultants; working capital, including raw material and inventory acquisition; financing for accounts receivable; and political risk and foreign customer credit guarantees.

Overseas Private Investment Corporation (OPIC): 

Overseas Private Investment Corporation (OPIC) What is OPIC? Fosters economic development in new and emerging markets Helps U.S. business invest overseas Complements the private sector Why is OPIC important? Advances America’s private sector by backing projects that support American jobs and exports. Why use OPIC? Build your business: new project, joint venture, acquisition, expansion, modernization Protect your investment: backing of the U.S. government, OPIC’s expertise in almost every sector in 150 + countries

Eligibility for OPIC Support: 

Eligibility for OPIC Support OPIC supports projects that are: Financially sound and benefit host country: “double-bottom line” Foster private initiative and competition: complements the private sector! No loss of U.S. jobs or adverse affects on U.S. economy No adverse affects on host country’s development or environment No human rights or worker rights violations

OPIC Products: 

OPIC Products OPIC’s Three Main Products Political Risk Insurance Finance Investment Funds Northern Jordan

OPIC’s Products, Continued: 

OPIC’s Products, Continued Political Risk Insurance: Insures U.S. investors against political violence, expropriation of assets by foreign governments, and the inability to convert local currencies into U.S. dollars. Eligibility: U.S. citizens, U.S. businesses over 50% U.S. owned, Foreign corporations at least 95% U.S. owned. Terms and Conditions: Up to 20 years, typically up to $250 million per project, up to 90% coverage.

OPIC Products, Continued: 

OPIC Products, Continued Finance: Provides financing through direct loans and loan guaranties for medium and long term private investment ranging from $100,000 to $250 million. Eligibility: Organizations with at least 25% U.S. equity ownership, commercially viable business and limited government participation (<50%). Terms and Conditions: Final maturity of 5 to 15 years, up to 75% of total project costs for expansion, leverage for 60% debt to 40% equity. U.S. Small Business: A Key OPIC Priority OPIC provides direct loans and offers insurance products to meet the specific needs of small businesses. In 2002, OPIC established the Small Business Center. Eligibility: annual revenues less than $35 million. OPIC resources: improved customer service, flexible coverage and easier access with streamlined approval process.

OPIC Products, Continued: 

OPIC Products, Continued Investment Funds: Supports the creation of privately owned and managed investments that make direct equity and equity-related investments in new, expanding, or privatizing companies. These funds have a regional or sectoral focus.

For More Information on OPIC: 

For More Information on OPIC Please visit us at our website Call us at (202) 336-8400

Exporting Strategies: 

Exporting Strategies Learn the country priority. Offer the solution. Create a marketing strategy. Understand the legal system of the host country. Work with local partners. Learn to drink the wine and beer. Create an international investment budget with a prolonged vision for at least three years. Face time in the market is crucial.




U.S. Department of Commerce Office of Textiles and Apparel 1401 Constitution Ave. NW Room 3100 Washington, D.C. 20230 Telephone: (202) 482 – 7909 Fax: (202) 482 – 2859 E-mail: Website:

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