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Market Development Cooperator Program
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Completed Awards

Search former cooperators and their MDCP award projects.

Completed MDCP Awards
Advanced Television Systems Committee Forum (ATSC Forum)

MDCP Award/ATSC Match: $399,853 / $1,394,778

Markets Targeted: Brazil, Mexico, Colombia, Peru, Argentina, Chile

U.S. Industry Promoted: Digital television (DTV) production & transmission equipment

Period: 2003 - 2006

Project Description:

  1. Arrange briefings, demos, and advocacy visits to support U.S. government bilateral and multilateral standards discussions. 
  2. Monitor and report developments on DTV adoption.
  3. Organize exhibition of U.S. firms’ technology.

 

Advancing California’s Emerging Technologies

MDCP Award/ACET Match: $399,902 / $846,999

Markets Targeted: Germany, France, United Kingdom

U.S. Industry Promoted: Environmental technologies, biomedical technologies

Period: 2001 - 2004

Project Description:

  1. Identify potential partners for export-ready firms.
  2. Lead outgoing tech seminars, trade missions, trade shows.
  3. Generate license agreements, strategic partnerships, and licensing royalties.

 

American Association of Independent Music 

MDCP Award/A2IM Match: $284,300 / $870,045

Markets Targeted: France, Canada, Brazil, China

U.S. Industry Promoted: Recorded music

Period: 2012 - 2017

Key ITA Collaborators:

  • Andrea Da Silva, Industry & Analysis and Leader of the Global Entertainment and Media Team
  • Brie Knox, Nashville USEAC
  • Carmela Mammas & Peter Sexton, New York City USEAC

Project Description:

  1. Lead trade missions abroad.
  2. Recruit and lead U.S. delegations to trade shows abroad.

Project Export Goal: $45,000,000

Exports Generated by 2017.08.31: $54,628,282

U.S. Firms Reporting Exports: 42

Exports Per Dollar of Award: $192

 

Export of Recorded Music by U.S. Independent Labels

As noted in ITA’s Top Markets report, the American music industry is integral to the United States economy and its culture. The growth of the U.S. music industry has a multiplier effect, impacting businesses in other industries, including manufacturing, television, film, and gaming.

Recognizing the importance of music to the U.S. economy and its potential for growth in the international market, the International Trade Administration (ITA) partnered with The American Association of Independent Music (A2IM). Thanks to funding from a Market Development Cooperator Program (MDCP) award, A2IM was able to support its members’ participation in trade events around the world, generating over $40 million in business for over fifty member companies.

MDCP Partner and Strategic Partner

Based in New York City, A2IM is a trade organization that supports the growth of its more than 390 members of independently-owned record labels. A2IM began working with ITA in 2010. In the fall of 2011, A2IM took a trade mission to Asia via the STEP grant, and with support from ITA. After learning about MDCP, A2IM applied for an award in cooperation with The Recording Academy, and was awarded MDCP funding in August 2012. In 2015, A2IM became a Strategic Partner with ITA.

The A2IM MDCP partnership established and expanded trade missions for American independent music labels and created American pavilions at global industry conferences. Since the inception of the MDCP project, A2IM member companies have taken advantage of financial assistance to attend the world’s largest music industry trade shows and participate in trade missions in key markets that were identified in coordination with ITA.

Using its MDCP financial assistance award, A2IM typically offers a discount to U.S. firms of up to 50% off the normal cost of participating. A2IM has focused these discounts on U.S. firms that have not participated at the targeted shows previously.

Monetization of Music Continues to Evolve

Since A2IM applied for MDCP funding in 2012, the challenge to the industry of how to monetize output has grown. From physical platforms like CDs, the market moved to downloads, and then to streaming and other platforms. This constant change has made it all the more important for U.S. firms to adapt how their music is sold. In some markets, CDs and downloads are still popular. In others, streaming leads the way, but there continue to be other opportunities as well.

American Electronics Association

MDCP Award/AEA Match: $425,000 / $1,852,696

Markets Targeted: No market specified

U.S. Industry Promoted: Electronics, Information technology

Period: 1993 - 1995

American Health Information Management Association

MDCP Award/AHIMA Match: $300,000 / $600,000

Markets Targeted: India, Saudi Arabia, United Arab Emirates, Philippines

U.S. Industry Promoted: Health information management & technology and related training products & services

Period: 2013 - 2016

Project Description:

  1. Develop health information management and technology  (HIM/HIT) educational infrastructure in targeted markets.
  2. Recruit international students to U.S. college campuses.
  3. Create Global Health Workforce Council to set and promote U.S. HIM/HIT curriculum standards.

 

American Indian Alaska Native Tourism Association

MDCP Award/AIANTA Match: $172,411 / 384,020

Markets Targeted: Italy, United Kingdom

U.S. Industry Promoted: Tourism

Period: 2016 - 2019

Key ITA Collaborators:

Julie Heizer, Industry & Analysis, National Travel and Tourism Office Robert Queen, El Paso, Texas USEAC Donatello Osti, Commercial Service, Milan, Italy Chrystal Denys, Commercial Service, London, United Kingdom

Project Description:

Train Indian firms in marketing. Launch joint web-based marketing/PR campaign to showcase destinations, attractions, landscapes, and tours.

Projected Exports Generated by 2019: $6,000,000

Exports Generated by 2019.09.30: $25,294,500

Exports Per Dollar of Award: $549 ($25,294,500/$46,050 of award spent)

Tourism’s Economic Benefit to Indian Country

International travel and tourism accounts for over one tenth of all U.S. exports of goods and services and supports well over a million U.S. jobs. In Indian Country, the many self-governing Native American communities throughout the United States, tourism is a unique part of the international visitor experience.

Tourism is an economic driver, but Indian Country is just beginning to benefit from tourism as an export. It is estimated that 5% or 1,652,000 of the 34 million overseas visitors to the United States in 2015 visited Indian Country. Indian Country has seen its visitors grow from 693,000 international visitors in 2007 to the record total of 1,652,000 in 2014.

The National Travel and Tourism Office estimates that overseas travelers who visit Indian Country stay 12 nights longer in the U.S. than the average traveler, visit more states and more cities, take more domestic flights, rent more cars, visit more national parks and monuments, visit more small towns and rural areas and visit more historical areas, cultural and heritage sites, art galleries and museums.

Tourism Exports and Target Markets

The United Kingdom is the #3 overseas spending source market for the United States—2015 figures. The UK economy is the fastest growing in the developed world.

Like the British, Italians also have a distinct interest in visiting Indian Country with a peak 8.5% interest rate by their 936,000 visitors. Italians spend an average of $4,315 when on travel. Italian arrivals have grown year on year and are projected to increase between 4%-5% in 2016.

American Indian communities saw a 10% increase in international visitors from 2013 to 2014, from 1,506,000 to 1,652,000. But, while Indian Country has seen growth from international visitors, at the local level tribes still suffer from the need for funding infrastructure, capacity building and marketing. The MDCP partnership and assistance from ITA goes far in helping market Indian Country venues as destinations for international visitors.

Working on behalf of all 567 federally recognized tribes and Native Hawaiians, the American Indian Alaska Native Tourism Association (AIANTA) works to advance Indian Country tourism across the United States. Based in Albuquerque, New Mexico, AIANTA provides technical assistance, training, and resources to tribes, and works to ensure that tribal tourism has a voice at the national level.

American Institute of Architects

MDCP Award/AIA Match: $299,139 / $1,179,845

Markets Targeted: Brazil, India

U.S. Industry Promoted: Architectural services

Period: 2012 - 2015

Project Description:

  1. Focus on high-profile large buildings, infrastructure, and campus-type developments with  relatively weak local competition.
  2. Prepare U.S. architects with market and cultural information.
  3. Lead trade missions.
  4. Follow up with firms.

Project Export Goal: $49,400,000

 

American Planning Association

MDCP Award/APA Match: $400,000/$847,915

Markets Targeted: China

U.S. Industry Promoted: Urban planning services

Period: 2005 - 2009

Project Description:

  1. Set up China office.
  2. Create bilingual “APA in China” website.
  3. Publish bi-monthly Chinese planning magazine. 
  4. Train U.S. firms and China customers.
  5. Take firms to China.
  6. Integrate planning concepts into China legislation.

 

American Society of Agricultural and Biological Engineers (ASABE)

MDCP Award / ASABE Match: $260,112 / $744,035

Markets Targeted: Guatemala, Mexico, Peru, South Africa, South Korea

U.S. Industry Promoted: Agricultural feed machinery

Award Period Ends: 2021.12.31

Key ITA Collaborators:

  • Kevin Doyle, Industry & Analysis
  • Padraic Sweeney, Industry & Analysis
  • Cathy Feig and Leon Skarshinski, Global Markets/Commercial Service/Beijing

Project Description:

  1. Reach out to and educate U.S. experts attending industry expositions about international standards and their long-term impact on the industry.
  2. Prepare and support U.S. industry representatives to participate in ISO feed machinery standards development meetings.
  3. Participate in ISO Technical Committee (TC) 293 and meetings of its working groups.
  4. Host ISO TC meetings in the United States.

Standards and the Feed Machinery Industry

ASABE and the American Feed Industry Association (AFIA) have recruited U.S. companies and technical delegates from other countries to participate in standards-developing activities for feed machinery through the International Organization for Standardization (ISO).

The ISO standards on feed machinery that are being developed and will determine, in large part, the competitiveness of the U.S. feed machinery industry. This U.S. industry has a reputation for high quality and reliability. As the demand for meat, milk, and eggs rises in more and more countries around the world, the demand for quality feed machinery equipment will also increase. Accordingly, growth opportunities for the U.S. firms will be mostly from exporting.

U.S. Firm Involvement Is Key to Standards Development

In 2016, ASABE received a Market Development Cooperator (MDCP) award to support the U.S. feed industry’s participation in international standards development. Because international standards often form the basis for technical regulations, U.S. industry representatives need to be at the table as the standards are written to ensure future access to export markets.

The ASABE MDCP award covers a web site, outreach and training efforts to industry experts, some delegate travel costs to international standards meetings, and the hosting of an international meeting in the United States.

Founded in 1907, ASABE is a member-driven technical and educational organization based in Saint Joseph, Michigan. ASABE’s 9,000-members are engineers and other professionals who work in laboratories, educational institutions, manufacturing and processing facilities. Founded in 1909, AFIA, based in Arlington, Va., is the world’s largest organization devoted exclusively to representing the business, legislative, and regulatory interests of the U.S. animal feed industry and its suppliers.

A2IM contact: Scott Cedarquest

Award No: IT16INA1120001

ASAB520

American Society of Mechanical Engineers International 

MDCP Award/ASME Match: $399,500/$893,736

Markets Targeted: China

U.S. Industry Promoted: Building materials, Manufacturing components, Tools, Power generation, Petroleum and gas extraction, Boilers

Period: 2004 - 2008

Project Description:

  1. Open Beijing office including staff and a library.
  2. Prepare Chinese marketing materials and website.
  3. Obtain market and standards information of strategic importance.
  4. Network with government agencies and standards officials.
  5. Conduct training. (f/so 3 offices: ASME, API, ASTM)

 

American Society of Transportation and Logistics (AST&L since merged into APICS)

MDCP Award/American Society of Transportation and Logistics Match: $24,593/$49,277

Markets Targeted: China

U.S. Industry Promoted: Logistics

Period: 2008 - 2011

Project Description:

  1. Develop the Global Logistics Management (GLM) training and certification program.
  2. Develop training center and partners in China to deliver program.
  3. Develop the trainers.
  4. Leverage GLM  to promote US logistics expertise.

 

American Water Works Association

MDCP Award/AWWA Match: $299,955/$608,682

Markets Targeted: India, Singapore, Brazil, Colombia, Peru

U.S. Industry Promoted: Water technology

Period: 2014 - 2017

Key ITA Collaborators:

  • Amy Kreps, Industry & Analysis, Office of Energy & Environmental Industries
  • Lana Lennberg, GM Commercial Service USEAC, Denver
  • Teresa Wagner, GM Commercial Service, Sao Paulo

Project Description:

  1. Host four U.S. pavilions at international water shows.
  2. Establish & staff an office in India.
  3. Lead a mission to South America.
  4. Leverage an AWWA “ambassador” position to promote AWWA standards, U.S. practices, and U.S. technology.

Projected exports generated by 2017: $14,000,000

Exports generated by 2017.09.30: $11,729,261

Exports per dollar of award: $39

 

Developing World Needs Water Technology

The global market for water and wastewater treatment and distribution for domestic and industrial users is worth about $600 billion annually. Growth rates in the developing world are driving the continued growth in the industry worldwide. This means that U.S. water technology companies that seek new clients in developing countries are more likely to experience robust growth themselves.

Interest by developing countries in water technology goes back decades. For example, an AWWA journal article in 1967 called for partnerships with industry in “friendly countries” to help address the scarcity of water in India.

Like much of the developing world, the India of today is now ready to partner with private companies and non-profits to face the water challenges. AWWA’s MDCP project is designed to help countries address these challenges and benefit U.S. firms in the process.

Presence In India

In opening its office in India in 2015 as part of the MDCP project, AWWA created the first community of water professionals outside of North America.

The office is a base from which AWWA can educate government, utility, and engineering officials. The AWWA India office also provides a marketing effort to foment this relationship and actively contract and provide packaged training services directly to utilities.

U.S. Pavilions at Key Expos

It is impractical for AWWA to establish a physical presence in every promising developing market. One effective way to reach buyers worldwide is to recruit U.S. firms to exhibit at key trade fairs. AWWA is helping U.S. firms reach international buyers by hosting U.S. pavilions at select shows.

AWWA is in a unique position to promote the U.S. brand working in coordination with ITA to remedy what the industry has described as a deficit of U.S. pavilions at key international water technology exhibitions.

Established in 1881, the American Water Works Association (AWWA) is the largest nonprofit, scientific and educational association dedicated to managing and treating water. While structured as a professional association, over 900 of AWWA’s 50,000 members are manufacturers. AWWA is headquartered in Denver.

AMT — The Association For Manufacturing Technology

MDCP Award/AMT Match: $290,762/$925,567

Markets Targeted: Brazil

U.S. Industry Promoted: Machine tools & other manufacturing technology

Period: 2012 - 2016

Key ITA Collaborators:

  • Forrest Nielsen, Industry & Analysis
  • Luciana Escobar, Commercial Service Sao Paulo
  • Pam Plagens, Houston USEAC and Leader of Global Machinery Team

Project Description:

  1. Establish the Technology Center near Sao Paulo to help in proxy hiring for U.S. participating firms.
  2. Gather market intelligence and share it with U.S. firms.
  3. Establish and strengthen ties with Brazil industry groups.
  4. Get U.S. firms to use the Center to offer field service to Brazil customers.

Exports Generated: $5,517,132

Exports Per Dollar of Award: $19

 

Brazil: Still a Big Market with Opportunities

In 2012, when AMT applied for MDCP funding, the largest markets for machine tools and other manufacturing technology were the United States, Japan, Germany, and China. Other mature markets are to be found in Europe. There were several less mature growing markets where demand for manufacturing technology was growing fast and the market potential was great. India and Mexico are two examples. But AMT previously established technical centers in China, India, and Mexico. The next logical market for AMT to undertake a similar initiative was Brazil.

By 2013, AMT’s Sao Paulo Technology Center became operational. AMT helped its members establish operations within Brazil to build relationships and explore the market’s potential. AMT offered sales support, marketing assistance, and other services for reaching customers in Brazil; HR support such as employee proxy hiring for sales, service, and engineering positions; office space for meeting with customers and prospects; field service support for a U.S. firm’s equipment in Brazil; and in-depth assistance for navigating Brazilian business practices. AMT appointed Achilles Arbex as General Manager of the Sao Paulo Technology Center.

In February 2022, AMT decided to relinquish the center as a physical location, but continues to support member firms pursuing new and existing business in Brazil. 

AMT – The Association For Manufacturing Technology represents and promotes U.S.-based manufacturing technology and its members—those who design, build, sell, and service the continuously evolving technology that lies at the heart of manufacturing. Founded in 1902 and based in Virginia, the association specializes in providing targeted business assistance, extensive global support, and business intelligence systems and analysis. AMT communicates the importance of policies and programs that encourage research and innovation, and the development of workforce-development initiatives. AMT owns and manages IMTS — The International Manufacturing Technology Show.

AMT — The Association For Manufacturing Technology

MDCP Award/AMT Match: $225,100/$454,800

Markets Targeted: China

U.S. Industry Promoted: Machine tools & other manufacturing technology

Period: 2001 - 2006

Key ITA Collaborators:

  • Len Heimowitz, Industry & Analysis

Project Description:

  1. Establish the Shanghai Technology and Service Center (STC) near Shanghai.
  2. Recruit U.S. firms to demonstrate manufacturing solutions at STC.
  3. Help firms to base field engineers and warehouse parts from STC.
  4. Help U.S. firms to “graduate” from STC to their own technology and service support centers.

Exports generated: $23,110,997

Exports per dollar of award: $103

 

The Key to Helping U.S. Manufacturing Technology Firms to Compete in China

As China has become a manufacturing powerhouse, demand there for machine tools and other manufacturing technology products has soared. Large U.S. manufacturing-technology companies have been able to get into the market and establish themselves. For most smaller firms, the challenges of selling into such a large market abroad is more daunting.

AMT—The Association for Manufacturing Technology addressed this challenge in 2004 when it opened its Shanghai Technology and Service Center. The centerpiece of STC is the 70 square meter showroom, pictured above. Instead of having to find their own venue to demonstrate products to potential buyers in China, AMT member companies can use the STC showroom.

Use of the showroom for training, technical seminars, and live demonstrations is not the only benefit to setting up at STC. U.S. firms can warehouse machines in China without having to return them to the United States. STC is located in a free trade zone. It is not until a company sells a demo machine that it has to pay import duties and taxes.

STC also helps participating companies with field service. The firms can start by training an STC technician to service their machines. And STC can advise participating U.S. firms on hiring their own technicians.

U.S. firms can also reserve STC office space short-term or long-term for local employees. STC’s Market Access and Sales Service, MASS, allows firms to get market intelligence and qualified sales leads. U.S. firms can arrange customer meetings at STC as well.

Scores of U.S. Firms Now Have Their Own China Presence

STC continues to be a great venue where U.S. firms can showcase their machines and other manufacturing-technology products. Perhaps a more significant measure of success is who is no longer warehousing parts and dispatching field service technicians from STC. AMT’s policy of encouraging U.S. firms to get their own physical presence apart from STC has been effective.

Scores of U.S. firms have “graduated” from STC and established their own facilities for parts, service, and/or marketing, administration and final assembly. A lot of these firms with newly-established in-country presence now do product demonstrations at their own facility.

Some continue to demo at STC to take advantage of its location in a free trade zone. Most continue to take advantage of the many services STC continues to offer U.S. firms in China. The difference is that these firms are now much more independent and confident about successfully doing business in China.

AMT has since replicated its success with STC in Mexico, India and Brazil. Not long after STC opened, AMT launched the Monterrey Technology Center. AMT followed a few years later with the Chennai Technology Centre. The Sao Paulo Technology and Service Center followed in 2013, part of another successful MDCP partnership between AMT and ITA.

AMT – The Association For Manufacturing Technology represents and promotes U.S.-based manufacturing technology and its members—those who design, build, sell, and service the continuously evolving technology that lies at the heart of manufacturing. Founded in 1902 and based in Virginia, the association specializes in providing targeted business assistance, extensive global support, and business intelligence systems and analysis. AMT communicates the importance of policies and programs that encourage research and innovation, and the development of workforce-development initiatives. AMT owns and manages IMTS — The International Manufacturing Technology Show.

AMT — The Association For Manufacturing Technology

MDCP Award/AMT Match: $377,900/$755,800

Markets Targeted: China

U.S. Industry Promoted: Machine tools

Period: 1996 - 2000

Project Description:

  1. Create office in China to serve U.S. firms seeking to expand there.
  2. Underwrite cost of U.S. firms participation in foreign trade shows.
AMT — The Association For Manufacturing Technology

MDCP Award/AMT Match: $425,000/$1,678,040

Markets Targeted: China

U.S. Industry Promoted: Machine tools

Period: 1993 - 1996

Project Description: 

  1. Open office in Beijing.
  2. Leverage China office staff to help subject matter experts (SMEs) new to the market.
  3. Provide market research and assist with sales follow-up.
Arizona Department of Commerce

MDCP Award/Arizona Department of Commerce Match: $143,718/$420,003

Markets Targeted: No market specified

U.S. Industry Promoted: Environmental technology, Information Technology, Optics

Period: 1996 - 2000

Association of Equipment Manufacturers (AEM)

MDCP Award/AEM Match: $400,000/$1,122,658

Markets Targeted: Mexico, Chile, Colombia

U.S. Industry Promoted: Construction equipment

Period: 2000 - 2004

Project Description:

  1. Create online directory: a. infrastructure project notices, b. trade barrier reports, c. show databases, d. success stories /resources.
  2. Create a Latin America “desk” to coordinate tech seminars, market research, and CS services.

 

Association of Equipment Manufacturers (AEM)

MDCP Award/AEM Match: $237,504/$859,878

Markets Targeted: China

U.S. Industry Promoted: Construction equipment

Period: 1996 - 2000

Project Description:

  1. Establish representative office in Beijing.
  2. Help firms attend trade shows.
Association for Print Technologies (APTech)

MDCP Award/APTech Match: $298,746/$655,709

Markets Targeted: Indonesia

U.S. Industry Promoted: Printing, Publishing and Converting/Packaging Technologies

Period: 2016 - 2019

Key ITA Collaborators:

  • Forrest Nielsen, Industry & Analysis, Washington, D.C.
  • Amy Vickery, Global Markets, Washington, D.C.
  • Andrew Billard, Global Markets/Commercial Service, Jakarta
  • Yanuar Wibisana, Global Markets/Commercial Service, Jakarta

Project Description:

  1. Establish the APTech IMAP (Indonesia Market Access Program) office in Jakarta, Indonesia.
  2. Develop bilateral business and technology matchmaking show and trade mission programs between Indonesia and the U.S.
  3. Organize and produce technical education, skills/competencies and product training.

Projected Exports Generated by 2022: $28,000,000

Exports Generated by 2018.12.31: $257,077

Exports Per Dollar of award: $1

Boundless Opportunities in Indonesia

New technologies continue to update the print industry. This innovation has kept the industry relevant in mature markets like the United States, but there is even greater promise outside the country. Rising GDP in the Asia Pacific region is estimated to lead global growth in the print market. Indonesia, with its rapidly growing print market, is expected to offer heightened opportunities for U.S. print industry firms.

To take advantage of these opportunities, APTech, the Association for print Technologies competed for and won a 2015 Market Development Cooperator Program (MDCP) award. APTech kicked off its new MDCP project in early 2016. Its goal is to generate $28 million in exports by the end of 2018.

As part of the MDCP project APTech launched its “Indonesia Market Access Program”. Through IMAP, APTech is matching Indonesian customers with the right U.S. technology. The association is taking U.S. firms to Indonesia on missions to establish business relationships and to educate potential Indonesian buyers about the latest U.S. technological solutions to print and related applications. IMAP includes training by Indonesian buyers on U.S. equipment and the recruiting of Indonesian buyer delegations to attend GRAPHEXPO and PRINT shows in the United States.

Series of Trade Missions

APTech launched the first outbound Indonesia mission in March 2016 to connect APTech members to Indonesian printers, dealers/distributors/and agents, and for APTech members to learn about the Indonesian market and business potentials. Partnering with ITA, APTech also offered to mission participants the APTech-International Color Consortium (ICC) Color Management Conference. Nearly 200 print leaders from throughout Indonesia attended this popular event.

APTech built on this early project activity by offering its members and other U.S. manufacturers to conduct technical presentations at the October 2016 Printpack Outlook Conference. This October trade mission was the second APTech offered to Indonesia in 2016, which included tours of prominent players in the packaging segment.

Indonesia Office

APTech ramped up its in-country support capacity by opening an office in Jakarta in April 2016. From this base APTech’s Indonesia operations manager Marco Gandasubrata provides in-market expertise and arranges trade activities.

APTech’s IMAP initiative, backed by ITA financial and technical support, is helping U.S. printing, publishing and converting companies to capitalize on the unique growth opportunities in Indonesia.

The Association for print Technologies (APTech) is a Reston, Virginia-based trade association of over 600 companies which manufacture and distribute equipment, systems, software, supplies used in printing, publishing and converting. Founded in 1933, today APTech represents manufacturers, importers and distributors of equipment, supplies, systems and software used in every printing, publishing and converting process from design to distribution. Prior to January 2018, the association was known as NPES.

Association for Print Technologies (APTech, formerly NPES)

MDCP Award/AP Tech Match: $180,000 / $360,000

Markets Targeted: India

U.S. Industry Promoted: Printing/graphics/converting technology

Period: 2004 - 2008

Project Description:

  1. Open India office.
  2. Launch website: “Profiting from Am. Printing Tech. in an Open Market” (PAPTOM).
  3. Exhibit U.S. tech abroad.
  4. Promote and lead inbound missions to U.S. shows.
  5. Organize national PAPTOM conference.

 

Association for Print Technologies

MDCP Award/AP Tech Match: $180,000 / $360,000

Markets Targeted: China

U.S. Industry Promoted: Printing/graphics/converting

Period: 2002 - 2005

Project Description:

  1. Identify China agents and distributors.
  2. Assemble U.S. product info and translate to create dual language e-distribution system.
  3. Do  online conferencing, training, and demos.
  4. Host online tech support and services online.

 

Association for Print Technologies

MDCP Award/AP Tech Match: $285,000 / $900,000

Markets Targeted: China

U.S. Industry Promoted: Printing, Graphics, Converting

Period: 1995 - 1998

Project Description: Establish Shanghai training center.

ASTM International

MDCP Award/ASTM Match: $87,140 / $400,235

Contributing Partner: International Code Council (ICC)

Markets Targeted: Saudi Arabia, United Arab Emirates, Qatar, Kuwait, Bahrain, Oman

U.S. Industry Promoted: Construction, Building Products

Period: 2014 - 2019

Key ITA Collaborators:

  • Joanne Littlefair, ITA Team Lead, I&A Office of Materials Industries
  • Renee Hancher, I&A Office of Standards and Investment Policy
  • James Cramer, Global Markets Office of Middle East & North Africa

Project Description:

  1. Conduct workshops and trainings in the Gulf Region on standards and codes for sustainable construction.
  2. Host Gulf officials delegations to the United States for tecnical and policy training.
  3. Facilitate Gulf stakeholder engagement in standards and codes development activities.

Facilitating Trade: Standards Provide a Common Language

International standards create certainty in trade. When a standard is specified, both buyer and seller know what a conforming product or process will deliver. Building codes address the whole building and include standards for products and processes across multiple construction disciplines.

In 2014, ITA partnered with ASTM International to showcase international standards and model building codes for sustainable construction, and their development approaches, to Gulf leaders.

Targeted to Regional Requirements

The Gulf Cooperation Council seeks to develop a regional building code and is committed to more sustainable construction. Solutions to Gulf construction challenges exist with U.S.-domiciled organizations. The timing is right for ASTM International and International Code Council to highlight these solutions via the MDCP.

Development of a regional Gulf building code based on codes and international standards from U.S. organizations strengthens the competitiveness of domestic suppliers. U.S. product and service providers are familiar with these requirements and are highly capable of delivering solutions.

The MDCP project has enabled an integrated program for building levels of knowledge and productive, collaborative relationships. This foundation is critical for future success in U.S. exports. Initiatives since October 2014:

  • Doha, Qatar – Gulf officials workshop on standards and codes for sustainable construction
  • United States - Gulf officials delegation technical and policy training visit
  • Multiple hands-on and virtual technical trainings for Gulf participants on the International Green Construction Code (IgCC) model green building code

  • United States - Gulf delegation engagement in ASTM International Committee Week standard development processes
  • Dubai, UAE – Gulf officials follow-on workshop on standards and codes for sustainable construction

ASTM International is a globally recognized leader in the development and delivery of voluntary consensus standards. Over 12,000 ASTM standards are in use worldwide to improve product quality, enhance health and safety, strengthen market access and trade and build consumer confidence. ASTM is headquartered in West Conshohocken, Pennsylvania.

International Code Council (ICC) is a leading U.S. developer of model building codes. ASTM standards are an integral part of ICC’s model codes.

Auto Care Association

MDCP Award/ACA Match: $299,345 / 696,953

Markets Targeted: Chile, Colombia, Peru, Costa Rica, Guatemala, Honduras, Nicaragua, El Salvador

U.S. Industry Promoted: Automotive aftermarket

Period: 2015 - 2019

Key ITA Collaborators:

  • Todd Peterson, ITA Team Lead, I&A/Office of Transportation & Machinery
  • Kellie Holloway, GM/USEAC Portland, OR
  • Lilliam Baez, GM/CS Managua
  • Sandra Hernandez, GM/CS El Salvador
  • Cesar Jochamowitz GM/CS Lima

Project Description:

  1. Lead outbound trade missions.
  2. Host technical seminars on industry standards.
  3. Broker matchmaking at Automotive Aftermarket Products Expo (AAPEX).

Projected Exports Generated by 2020: $55,000,000

Speaking the Same Parts Catalog Language

Doing business electronically today requires vast libraries of content from hundreds of sources. Without one agreed-upon language for this content, automotive aftermarket parts manufacturers and their distribution partners would not be able to efficiently exchange millions of pages of catalog content, such as product images, packaging sizes and country of origin, to name a few.

This is possible in North America, where there is one agreed-upon automotive “language” when referring to a vehicle and the spare parts.

The common “language” now in use in the United States, Canada, and Mexico does not refer to English, but rather to a consistent protocol for identifying and describing auto parts. With one common protocol or standard, the description can mean the same thing whether the catalog is published in English, French, or Spanish.

Auto Care Association has led the industry in creating standards for the management and exchange of automotive catalog application data. With Auto Care Association’s Aftermarket Catalog Enhanced Standard (ACES), suppliers can publish automotive data with standardized vehicle attributes, parts classifications and qualifier statements.

Standards Education Through Technical Seminars

Auto Care Association has developed standards training materials in Spanish. In the targeted Latin American markets, Spanish-speaking Auto Care Association staff, assisted by Auto Care Association member companies and ITA staff, are educating trade associations and companies about the advantages of using ACES.

Much of this education happens in the form of technical seminars held in the international target markets. The technical seminars highlight the lack of standardization of parts catalogs that plagues much of the Americas. So it these events are natural opportunities to showcase the ACES standards used in North America.

But the technical seminars are also effective at establishing relationships with potential buyers of U.S. automotive parts. Starting with the base of technical seminar participants, it becomes easier for U.S. firms to venture abroad. And it is likely that some seminar participants will become new clients.

The Auto Care Association advocates for the auto care industry. There are 2600 Auto Care Association members, representing 150,000 independent automotive businesses including independent manufacturers, distributors, parts stores and repair shops. Auto Care Association is headquarterd in Bethesda, Maryland. 

Automation Alley

MDCP Award/Automation Alley Match: $400,000 / $800,000

Markets Targeted: China, Mexico, Germany

U.S. Industry Promoted: Info technology, Auto parts/accessories, Engineering services, Electronics, Industrial process controls, Robotics

Period: 2000 - 2003

Project Description:

  1. Educate and counsel firms regarding export finance and other export techniques.
  2. Create an ”export toolbox” to help firms.
  3. Lead three trade missions.

 

Automotive Parts and Accessories Association

MDCP Award/Automotive Parts and Accessories Association Match: $248,767 / $497,536

Markets Targeted: No market specified

U.S. Industry Promoted: Automotive parts and accessories

Period: 1993 - 1996

California Asian Pacific Chamber of Commerce

MDCP Award/CAPCC Match: $299,911 / 635,707

Markets Targeted: Korea and Hong Kong

U.S. Industry Promoted: Processed food

Period: 2016 - 2019

Key ITA Collaborators:

  • George Tastard, ITA Team Lead, GM/USEAC Sacramento
  • Jim Rice, I&A/Office of Consumer Goods
  • Gordon Arata & Darla Brown, GM Korea Country Desk Officer
  • Daniel Lew & Jessica Son, GM/CS Seoul

Project Description:

  1. Assess firms’ export readiness.
  2. Develop sales channels, especially eCommerce.
  3. Offer technical help.
  4. Translate & localize products.
  5. Survey to gage effectiveness.

Projected Exports Generated by 2019: $67,500,000

Exports Generated by 2018.12.31: $7,547,267

Exports Per Dollar of award: $2

Korea Makes Sense as Target Market for California Processed Food Firms

Growing demand has positioned South Korea as the sixth largest export market for processed foods from the United States. California, with its Mediterranean climate and access to its own prodigious output of agricultural commodities, is also a top producer of processed food.

California boasts the largest concentration Korean-Americans in the United States. The family and cultural connections that characterize this community make it especially well-placed to help the hundreds of California’s processed food and food processing equipment companies to export to South Korea. The implementation of the Korea-United States Trade Agreement makes the project timely as well.

Project to Exploit Online Distribution Opportunities

Online marketing is likely to be a good way to sell to South Koreans whose daily lives have become more and more digitized. Supported by the highest average network connection speed (205 MBPS) in the world, 90% of the South Koreans use the Internet to access information, share data, participate in social media, and purchase items.

When it comes to social media, South Korea leads the world for having the highest percentage of population using social media. Seventy-six (76) percent of all South Koreans are active social media users. They often use distinctly Korean IT tools and platforms. For example, Korean IT firm Naver handles more than 3/4 of the online searching by Koreans.

CalAsian Chamber plans to help U.S. firms to market products with a combination of an active presence in Naver, both blog and café, and regular postings on the social media platforms popular in South Korea. The blogging and social media activities can generate interest of potential consumers who may be looking for trendy California products that may not be well-known to South Koreans. This is likely to lead to direct online purchases, especially for items not readily available through other channels in South Korea.

Based in Sacramento, the California Asian Pacific Chamber of Commerce (CAPCC or CalAsian Chamber) was founded to give a voice to the over 600,000 Asian Pacific Islander (API) owned businesses in California. API-owned businesses generate over $181 billion in annual revenue and employ over 910,135 Californians with an annual payroll of over $26 billion.

 

 

California Asian Pacific Chamber of Commerce

MDCP Award/CAPCC Match: $299,937 / $693,739

Markets Targeted: China

U.S. Industry Promoted: Processed food

Period: 2014 - 2018

Key ITA Collaborators:

  • George Tastard, ITA Team Lead, GM/USEAC Sacramento
  • Zhen Gong-Cross, GM China Country Desk Officer
  • Commercial Service Shanghai

Project Description:

  1. Open an office in Shanghai.
  2. Engage U.S. firms in seminars.
  3. Lead trade missions.
  4. Find China buyers & bring them to U.S. expos.

Projected Exports Generated by 2019: $85,000,000

Exports Generated by 2018.03.31: $20,992,770

Exports per dollar of award: $70

 

Diversifying Diet In China

In China, the traditional diet of vegetables, rice, noodles, and small portions of meat—a diet hailed as one of the world’s healthiest—is disappearing. Chinese people are eating more Western food, more meat, and on top of that, more packaged, on-the-go types of processed foods and beverages.

While some traditional processed foods and beverages products – including products like cookies, chips, and soda – are always in demand, there is a particularly hearty market growing in China for processed foods and beverages that offer new and different alternatives. The Chinese market is now the US’s number one export market for agriculture exports in the world. The growing demand represents a great opportunity for US processed foods and beverages manufacturers including California-based companies.

Chamber Brings Buyers & Sellers Together at China Expo

A big part of the CalAsian Chamber’s strategy is to help small and medium-sized manufacturers get exposure to as many buyers in China as possible. The best place to find such buyers is, of course, in China. Since 2014 the CalAsian Chamber has organized 3 trips to China with U.S. companies to exhibit at food and related equipment trade shows.

In 2015, the SIAL Annual Asian Food Marketplace in Shanghai had about 3,000 exhibitors and more than 60,000 attendees. There are plenty of opportunities for US companies to meet buyers in China and in the Asia-Pacific region while on the Chamber’s trips.

Based in Sacramento, the California Asian Pacific Chamber of Commerce (CAPCC or CalAsian Chamber) was founded to give a voice to the over 600,000 Asian Pacific Islander (API) owned businesses in California. API-owned businesses generate over $181 billion in annual revenue and employ over 910,135 Californians with an annual payroll of over $26 billion. The CalAsian Chamber is planning future trips to Vietnam and back to China and South Korea as well as several U.S. export seminars and other activities.

California Business, Transportation and Housing Agency

MDCP Award/California Business, Transportation and Housing Agency Match: $74,854 / $201,894

Markets Targeted: China, Germany, United Kingdom, Belgium

U.S. Industry Promoted: Information technology

Period: 2008 - 2009

Project Description:

  1. Take firms to CeBIT trade show.
  2. Provide export services.
  3. Provide follow-up services to capitalize on CeBIT market opportunities.
  4. Evaluate and refine trade show participation model for use in conjunction with other shows.

 

California Education and Training Export Center

MDCP Award/CA-ETEC Match: $388,425 / $788,376

Markets Targeted: Vietnam, Thailand, Malaysia, Myanmar

U.S. Industry Promoted: Education and training

Period: 2011 - 2015

Key ITA Collaborators:

  • John Siegmund, Industry & Analysis
  • Jim Mayfield, GM Irvine, CA USEAC
  • Koreen Grube, Milwaukee USEAC
  • Sarah Kemp, Commercial Service, Hanoi, Vietnam

Project Description:

  1. Open stand-alone advising and recruitment center.
  2. Develop focused online and offline marketing campaigns to promote U.S. Education.
  3. Launch website- bi-lingual and accompanying social media tools- www.vetecusa.org, www.facebook.com/vetecusa

Exports Generated: $2,120,000

Exports Per Dollar of Award: $5

 

CA-ETEC Opens Student Recruiting Office in Ho Chi Minh City

CA ETEC teamed with ITA through its Market Development Cooperator Program (MDCP) to build upon past market development efforts to establish a Vietnam education and Training Export Center (VETEC). The Government of Vietnam has placed top priority on the rapid modernization of its education system, offering significant opportunities for U.S. higher education and training providers.

CA-ETEC located its facility in Ho Chi Minh City. There, VETEC provides a sustained marketing presence for U.S. higher education and training providers, promotes U.S. higher education opportunities to qualified Vietnamese students, and proactively supports U.S. education and training providers seeking to begin or expand exporting activities. VETEC was also established as a launching point to promote U.S. education in emerging markets in Thailand and elsewhere Southeast Asia.

Demand for U.S. Education is High

“Vietnam has been among the fastest growing source countries for overseas study in the United States,” said VETEC Director Mark Matsumoto. “It has the potential to become one of the three most significant export markets in the world for U.S. education and training service exports within the next ten years…”

Education comprises a large portion of U.S. exports in the service industry. In 2011-2012, more than 15,000 students from Vietnam enrolled in U.S. colleges and universities, making the United States the eighth-largest host market for Vietnamese students. Vietnam’s Ministry of Education and Training reported that as of December 2012, 106,000 Vietnamese students were studying abroad. VETEC is there to support, increase, and sustain these numbers, well beyond the life of the cooperative agreement with ITA.

Since the launch of VETEC in Spring 2013, Vietnam has been one of the fastest growing regions for student visa expansion. The latest Open Doors Reports notes more than 21,500 students from Vietnam were being hosted on either F-1 or J-1 visas. Vietnam has now leapfrogged Japan and Taiwan to become the 6th largest host country for international students in the U.S. The export of education services is clearly among the most important U.S. exports to Vietnam- and one offering clear short-term and long-term benefits for the U.S. economy.

Scores of U.S. Schools Partner with VETEC

Since opening in Spring 2013, VETEC has provided service to more than 250 U.S high schools, community colleges, universities and vocational training programs. Over 100 of these schools of participated in their first in-country recruitment events in Vietnam and in the neighboring countries of Myanmar and Thailand. U.S. schools have traditionally had limited resources to effectively promote and recruit students in Vietnam and Southeast Asia.

U.S. schools seeking to begin or expand their student recruitment efforts in Vietnam and South East Asia can now tap into a range of services VETEC offers including:

  • Localization program- translation of marketing collateral and digital media
  • On-line and Offline Marketing Campaigns- coordination of in-country marketing campaigns to grow school profile and target qualified students
  • Participation in high impact regional recruitment events – U.S. Study Fairs, visits to leading high schools, and agent matchmaking events ( bi-annual events)
  • In-country student advising and follow up support
  • Turn-key recruitment programs- Regional marketing representation for new schools or those seeking accelerated recruitment growth
  • Facilitation of in-country delivery opportunities

VETEC Director Mark Matsumodo summed up that, with its office in Vietnam, the organization can “provide U.S. schools an on-the-ground resource in Vietnam to actively engage students and parents.”

California Education and Training Export Center CA-ETEC was founded in 2003 as partnership between the Riverside Center for International Trade (CITD) and the U.S. Department of Commerce, International Trade Administration under a Market Development Cooperator Program (MDCP) award that provided the initial funding to launch an organization dedicated the export of California Education and Training Services. CA-ETEC is head-quartered in Irvine, California.

CALSTART 

MDCP Award/CALSTART Match: $300,271 / $662,190

Market Targeted: China

U.S. Industry Promoted: Hybrid, electric, alt-fuel and advanced trucks and buses, powertrains and components

Period: 2011 - 2014

Key ITA Collaborators:

  • Todd Peterson, ITA Team Lead, I&A Office of Transportation and Machinery
  • Josh Halpern, Global Markets Commercial Service Beijing
  • Jim Pruitt, Global Markets Office of China
  • Cynthia Torres, Newport Beach USEAC

Project Description:

  1. Demonstrate U.S. technology & promote matchmaking via clean-truck conferences in China.
  2. Produce markets and business guide.
  3. Support China delegation visits to U.S. firms.
  4. Educate China policy-makers on benefits of incorporating U.S. products in vehicle design.

Project Export Goal: $28,500,000

Exports Generated: $29,428,500

Exports Per Dollar of Award: $98

 

Clean Trucks and Buses: U.S. Technology Helps China in the Race to Zero

The partnership between the International Trade Administration and CALSTART resulting in the US-China Clean Truck and Bus Forum (“the Forum”) resulted in solid successes for the industry. Its primary goal was to drive $28.5 million in U.S. exports in the clean transportation segment, but by the end of its third year it already accounted for more than $29 million.

The Forum has helped U.S. companies secure partners for export, as well as helped dozens of U.S. companies better understand the China market for their products and how to do business there. Overall, more than 37 U.S. companies directly attended Forum Summits in China.

Perhaps as important, the Forum clearly identified those market and technology segments of greatest opportunity for U.S. and Chinese cooperation, and spurred promising follow-on activities for electric and advanced transit buses, and medium- and heavy-duty natural gas engine and fuel systems.

CALSTART has been able to directly leverage its Forum market knowledge, relationships and partners to create a new project between the U.S. and China called “Race to Zero.” The project is supported by the U.S. Departments of State and Transportation to focus on spurring a friendly competition between U.S. and Chinese cities to deploy and support zero emission and advanced technology transit buses and support vehicles. 

U.S. Firms Showcased in China

The Forum Summits performed well in terms of their role in the overall project: they outlined China’s need for and commitment to new energy vehicles (“NEVs”); highlighted business opportunities in China; showcased U.S. companies and their technology value and availability; and brought together end users and Chinese company partners with U.S. companies.

The rapid strides being made by China in NEVs and the scope of its deployment goals have astonished many policy and industry leaders. There had been a perception that much of the Chinese NEV technology was at a rudimentary stage. While some of the early NEV deployments were not successes, China persisted and maintained a strong pace of investment and deployment, resulting in accelerated iterative improvement.

The Forum project has led to related follow-on activities besides the Race to Zero program. The Forum’s China Business Opportunity Guide continues to be used as a tool for learning about China export opportunities and market structure for CALSTART member companies and it serves as the framework CALSTART used to better quantify and assess opportunities for company success and future program endeavors in China. Combined with the Forum Summits, it has helped spur CALSTART’s next phase of work between the United States and China.

CALSTART is based in Pasadena, California. It is a member-supported organization of more than 160 firms, fleets and agencies worldwide dedicated to supporting a growing high-tech, clean transportation industry that cleans the air, creates jobs, cuts imported oil and reduces global warming emissions. CALSTART provides services and consulting to spur advanced transportation technologies, fuels, systems and the companies that make them.

Capital Region USA, Inc.

MDCP Award/CRUSA Match: $293,949 / $587,901

Markets Targeted: Germany, China, Brazil

U.S. Industry Promoted: Travel and tourism

Period: 2013 - 2016

Project Description:

  1. Establish a representative office in China to promote CRUSA.
  2. Initiate cooperative marketing campaigns with tour operators in target markets to maximize hotel room night bookings and exports.

 

Capital Region USA

MDCP Award/CRUSA Match: $339,199 / $678,401

Markets Targeted: Brazil, France, Germany, Korea, Mexico, Netherlands, United Kingdom

U.S. Industry Promoted: Travel and tourism

Period: 2009 - 2013

Key ITA Collaborators:

  • Julie Heizer, Industry & Analysis, National Travel and Tourism Office
  • April Redmon, Rosslyn, Virginia USEAC
  • Hannah Kamenetsky, Commercial Service, Frankfurt, Germany

Project Description:

  1. Maximize revenues from overseas visitors to CRUSA.
  2. Increase hotel room night bookings by overseas tour operators through consumer and travel trade marketing campaigns.
  3. Create new-to-market opportunities for SMEs in the CRUSA region.
  4. Track success via room-night booking figures and economic impact.

Exports Generated: $18,705,592

Exports Per Dollar of Award: $55

 

Capital Region USA and ITA Open Doors to Inbound Tourism to Washington, DC, Virginia and Maryland

Through its collaboration with ITA, the Capital Region USA (CRUSA) created strong marketing partnerships with overseas tour operators in select markets in Europe, Latin America, and Korea resulting in more than 204,000 hotel room night bookings in Washington, DC, Virginia and Maryland during 2009-2013.

CRUSA’s MDCP was to create a multi-year cooperative marketing fund to execute marketing campaigns with tour operators to sell existing and new CRUSA travel packages to consumers. These campaigns included internet promotions, print and electronic advertising, direct mail, public relations, training programs and joint participation in consumer travel shows, essentially using marketing tactics that have proven to work best for each operator.

To receive CRUSA funding and to instill competition into the process, tour operators were required to submit a marketing plan and budget and agreed to provide full campaign results, including room-night booking figures, at the conclusion of each campaign. To further leverage the investment by CRUSA and MDCP, tour operators were also required to match CRUSA’s investment by at least 2:1 in Europe and 1:1 in Latin America.

Destination Marketing Organizations

CRUSA’s target SMEs were Destination Marketing Organizations (DMOs) operating within the region. DMOs are multiplier organizations responsible for the promotion of travel and tourism to individual destinations. On average, DMOs across the United States maintain membership bases of more than five hundred, largely consisting of accommodations, attractions, cultural entities, event service suppliers, restaurants, and retail.

CRUSA set a goal of creating five new DMO partnerships annually, with the potential to involve (directly and indirectly) up to 2,860 new-to-market, small and medium sized businesses from across the region in CRUSA’s export development efforts. The MDCP resulted in partnerships with an annual average of fourteen Destination Marketing Organizations and forty-six other travel related businesses across all CRUSA marketing programs.

Center for International Trade Development at El Camino College

MDCP Award/Center for International Trade Development at El Camino College Match: $392,155 / $844,109

Markets Targeted: Hong Kong, China

U.S. Industry Promoted: Energy equipment, Building products

Period: 2009 - 2012

Project Description:

  1. Provide customized on-site competitiveness audit and export readiness assessment.
  2. Host China export training.
  3. Provide custom market research.
  4. Host matchmaking events.

 

Center for International Trade Development at Long Beach City College

MDCP Award/Center for International Trade Development at Long Beach City College Match: $300,000 / $600,000

Markets Targeted: India, United Kingdom

U.S. Industry Promoted: Aerospace

Period: 2013 - 2019

Project Description:

  1. Train 80 subject matter experts (SMEs) to enter target markets.
  2. Of these, help 60 to launch eCommerce platforms for selling manufactured products.

 

Center for International Trade Development at Riverside Community College District

MDCP Award/CITD Riverside Match: $334,835 / $751,600

Markets Targeted: Thailand, Korea, Japan

U.S. Industry Promoted: Education/training

Period: 2003 - 2007

Project Description:

  1. Create interactive web portal to brand and promote Southern California/Nevada education and training resources.
  2. Promote schools at trade shows.
  3. Lead inbound trade missions.
  4. Organize foreign-market briefings for subject matter experts (SMEs).

 

CenterState Corporation for Economic Development

MDCP Award/CenterState CEO Match: $225,002 / $474,975

Markets Targeted: Singapore, Malaysia, Indonesia

U.S. Industry Promoted: Digital electronic devices, especially for: environmental technologies, avionics, medical technologies, communication, and measurement

Period: 2014 - 2019

Key ITA Collaborators:

  • Jonathan Alvear, Industry & Analysis, Office of Transportation & Machinery
  • John Tracy, GM Commercial Service Buffalo
  • Ng Haw Cheng, GM Commercial Service, Singapore

Project Description:

  1. Match small firms with larger mentor firms.
  2. Export-audit each firm & refer it to resources.
  3. Get smaller firms to share larger firms’ booth space at trade shows.

Projected Exports Generated by 2018: $28,800,000

Exports Generated by 2019.09.30: $27,202,496

Exports Per Dollar of Award: $131 ($27,202,496/$207,379 of award spent)

 

Huge Market for Small Upstate Firms

With a combined GDP of nearly $3 trillion, the ten Southeast Asian member nations of ASEAN would rank as the sixth largest economy in the world after Germany.

Before applying for MDCP financial assistance, CenterState CEO studied regional surveys of Central New York businesses and found that Singapore, the epicenter of ASEAN, was one of the leading markets for Central New York products, including its electronic products.

Mentoring Makes Up for Size and Experience

One of the unique elements that CenterState CEO built into its MDCP project was to create a “mentoring program”. The goal is to have experienced export firms from Central New York mentor and provide technical support for less-experienced, new-to-export firms.

CenterState CEO has found that many of the successful regional exporters are enthusiastic about passing on knowledge of their techniques, contacts, and experience to benefit new-to-export firms. Because the diverse array of businesses in the Central New York electronics cluster few of the firms directly compete against one another, so they are willing to help other firms get off to good starts in their export programs.

Travel to the Region

After benefiting from the mentoring, CenterState CEO has helped several small firms to find new ASEAN customers. With only rare exceptions, finding and maintaining new clients abroad requires travel abroad. This is something that CenterState CEO has helped several U.S. firms do on several occasions.

Travel to the region might be to attend a trade show. Singapore is the most popular ASEAN site for expos, such as the Singapore Air Show. Or, it could be a trade mission. These generally require more planning, but they can yield focused results, especially when match-making tools like the Gold Key Service are used.

Singapore’s Biggest Expo Venue

Singapore is perhaps the epicenter of much international commerce in Southeast Asia. The Marina Bay Sands Hotel pictured above, is a popular venue for trade shows and other large events.

At one Singapore trade event, CenterState CEO and ITA’s Commercial Service Singapore introduced a Singapore installer of refrigeration equipment to Air Innovations. The result is that this North Syracuse’s Wine Guardian equipment for maintaining ideal humidity and temperature is installed in the Bread Street restaurant at the Sands and at three other locations in Southeast Asia.

CenterState Corporation for Economic Opportunity (CenterState CEO) is an independent economic development organization and chamber of commerce dedicated to the success of its members across Central and Northern New York. CenterState CEO members get access to business development assistance and connections to nearly 2,000 member businesses of all sizes across Central and Northern New York over $26 billion.

Central America-US Chamber of Commerce

MDCP Award/Central America Chamber Match: $66,666 / $133,334

Markets Targeted: Nicaragua, El Salvador, Honduras

U.S. Industry Promoted: Construction, Business services

Period: 1999 - 2001

Project Description:

  1. Identify foreign officials tasked with post-disaster rebuilding.
  2. Match officials w/appropriate U.S. firms.
  3. Lead missions.
  4. Follow up with U.S. firms

 

Coastal Enterprises Inc.

MDCP Award/Coastal Enterprises Inc. Match: $400,000 / $800,000

Markets Targeted: Germany, Netherlands

U.S. Industry Promoted: Biotechnology, Information technology, Diagnostic instruments

Period: 1999 - 2003

Project Description:

  1. Pursue strategic alliances between qualified Maine and New Hampshire firms and suitable European partners.
  2. Alliances result from tailored market development consulting, market research, business plan development, loans, and equity funds.

 

Colorado Office of Economic Development and International Trade

MDCP Award/Colorado Office of Economic Development and International Trade Match: $363,135 / $811,986

Markets Targeted: China, Mexico

U.S. Industry Promoted: Energy, Environmental technology

Period: 2009 - 2013

Project Description:

  1. Take firms to trade shows in target markets.
  2. Host inbound missions from China and Mexico.
  3. Host tech/intellectual property protection seminar. 
  4. Match firms’ travel funds for foreign missions.
  5. Share business services costs.

 

Colorado University Business Advancement Center of the Regents of the University of Colorado

MDCP Award/Colorado University Business Advancement Center of the Regents of the University of Colorado Match: $271,398 / $543,273

Markets Targeted: No specified market

U.S. Industry Promoted: Environmental technology

Period: 2002 - 2004

Project Description:

  1. Build database of U.S. firms and foreign opportunities on website.
  2. Publish catalogue of CO capabilities in Mandarin.
  3. Lead two trade missions to China and showcase CO technology.
  4. Identify experienced firms to mentor newcomers.

 

Council of Better Business Bureaus, Inc.

MDCP Award/BBB Match: $400,000 / $800,000

Markets Targeted: Japan

U.S. Industry Promoted: e-Commerce services, Trust-marking

Period: 2002 - 2006

Project Description:

  1. Develop and register international standards for e-commerce practices.
  2. Drop trust barriers by creating  Online Practices Code as global trustmark for advertising, sales, privacy, security, customer satisfaction and complaint resolution.

 

Duquesne University Small Business Development Center

MDCP Award/DUSBDC Match: $300,000 / $601,772

Markets Targeted: Mexico, Chile, Peru, Colombia

U.S. Industry Promoted: Construction equipment and other construction products

Period: 2014 - 2017

Key ITA Collaborators:

  • Kit Rudd, Industry & Analysis, Office of Transportation & Machinery
  • Steven Murray, GM Commercial Service Pittsburgh
  • Mary Lathrop, GM Commercial Service, Santiago

Project Description:

  1. Recruit U.S. firms for trade shows.
  2. Do web portal and social media outreach.
  3. Translate promotional information.
  4. Help firms get financing for export sales and trade missions.

Projected Exports Generated by 2018: $107,000,000

Exports Generated by 2018.12.31: $77,669,389

Exports Per Dollar of Award: $259

 

Capitalizing on Free Trade Agreements and Trade Association Relationship

The Duquesne University SBDC, partnering with Smaller Manufacturing Councils, received an MDCP financial assistance award in 2014 to help US firms sell their construction products to the burgeoning economies of Mexico, Chile, Peru and Colombia.

Known as the Pacific Alliance, these four countries all have Free Trade Agreements with the United States. They are the fastest growing nations of Latin America. Their expanding infrastructure needs are a key opportunity for U.S. firms with high-quality, technology-driven construction products.

Trade shows like ConExpo are a major venue for construction firms to showcase and market their products. ConExpo has been a show hosted in Las Vegas for decades. ConExpo Latin America 2015 was the first such show in the region. DUSBDC partnered with show organizer the Association of Equipment Manufacturers (AEM). The partnership gave DUSBDC much more exposure to construction firms than it would have had otherwise.

Different Markets Help Firms Manage Demand Fluctuations

The exhibiting firms received numerous leads. DUSBDC’s outreach and participation in ConExpo Latin America was a springboard for one of the U.S. firms to set up its own sales office in Santiago. Other participants were enthusiastic about the opportunities they learned about at the show.

An official from another U.S. company observed that having international clients, particularly in more than one market abroad, allows their firm to have a more constant demand. When one market is down demand in another may be high. So, more markets can actually help firms to manage fluctuations in demand.

Duquesne University Small Business Development Center (DUSBC) offers no-cost, confidential consulting services and training workshops for small businesses and those who are thinking of starting a business in southwestern Pennsylvania. DUSBDC’s main office is located at Duquesne University in Pittsburgh, PA. It is one of several SBDC’s chartered by the Small Business Administration that serve businesses in Pennsylvania.

Duquesne University Small Business Development Center

MDCP Award/DUSBDC Match: $399,000 / $827,148

Markets Targeted: Germany, France, United Kingdom, Italy

U.S. Industry Promoted: Industrial equipment, Commercial equipment, Computer equipment, Electrical components

Period: 2000 - 2003

Project Description:

  1. Source CE mark and EU product requirements.
  2. Train U.S. firms in CE mark compliance.
  3. Consult on technical questions.
  4. Create training infrastructure including a “virtual” library, chat rooms/roundtables, and online consulting.

 

Evergreen Building Products Association

MDCP Award/EBPA Match: $299,775 / $795,583

Markets Targeted: Japan

U.S. Industry Promoted: Building materials, architectural services

Period: 2015 - 2019

Key ITA Collaborators:

  • Gary Stanley, I&A/Office of Materials
  • Jennifer Woods, GM/USEAC Portland, OR
  • Bob Deane, GM/USEAC Seattle
  • Kazuhisa Takabatake, GM/CS Osaka

Project Description:

  1. Lead two missions per year.
  2. Do housing technology seminars in Japan.
  3. Host U.S. pavilion at two Japan trade shows per year.
  4. Match U.S. firms to Japan clients.
  5. Research & monitor trade barriers.
  6. Research market opportunities.

Projected Exports Generated by 2019: $71,000,000

Exports Generated by 2018.12.31: $7,449,772

Exports Per Dollar of award: $25

Quality-Conscious Japanese Value U.S. Products

U.S. products are valued in Japan for their quality, third-party certification, and consistent supply. Several U.S. lumber mills actually produce a superior grade lumber with the Japanese market in mind. Japan is one of a handful of U.S. trading partners that will pay a premium for high quality products.

In one case, softwood lumber, Japan consumers pay 145% more for U.S. product compared to that sourced in China, specifically, Japanese imports of U.S softwood lumber average $624 per cubic meter, compared to $254 for China. This constitutes a great opportunity for U.S. suppliers, even though they are twelve times farther from Japan than is China.

Earthquakes and Energy Fuel a Remodel Boom

The Government of Japan has says 10 million Japanese homes need to be rebuilt or modified. It has implemented programs to encourage retrofit and remodeling employing energy-saving designs and earthquake resistant products.

Japanese home owners expend 1.5 times the portion of household income on energy for hot water and lighting & home appliances as do home owners in other industrialized nations. Even when compared only to the United States, the energy costs of a home in Japan are high. In 2012, Japanese consumers spent 6.2% of their household income on home energy bills, compared to the 4.1% in the United States.

Education Precedes Export Sales

While Japan’s remodeling industry is poised to grow exponentially, there is no regulatory supervision for remodel projects. This results in frequent incidences of substandard construction. EBPA reports seeing a jump in requests from Japanese associations for information about U.S. remodeling building codes, inspection systems, business models, designs and materials.

With MDCP help, through print and on-line media, EBPA supplies a two-way stream of information, informing U.S. companies about export opportunities and creating opportunities to promote U.S. products. At the same time EBPA is educating Japanese buyers and end-users about new products, applications and construction technology from U.S. companies. The end result of such activity should be increased exports by U.S. producers to customers in Japan.

EBPA is a non-profit building products trade association that promotes U.S. building materials and design services internationally. EBPA is made up of businesses, government agencies, universities, and trade associations who are interested in promoting western-style construction, U.S. building products, and related services in international markets. While based in the Pacific Northwest, EBPA represents companies from throughout the United States. The International Trade Administration has been cooperating with EBPA since 2001 to provide affordable and effective promotional activities.

Evergreen Building Products Association

MDCP Award/EBPA Match: $299,063 / $698,923

Markets Targeted: China

U.S. Industry Promoted: Building materials, architectural services

Period: 2012 - 2018

Key ITA Collaborators:

  • Gary Stanley, I&A/Office of Materials
  • Bob Deane, GM/USEAC Seattle
  • Shujuan Cao, GM/CS Beijing

Project Description:

  1. Lead technical seminars & trade missions to secure design & materials supply contracts.
  2. Advise China officials regarding building codes to ensure open market access.

Projected Exports Generated by 2018: $400,000,000

Exports Generated by 2018.09.30: $200,981,428

Exports Per Dollar of Award: $672

 

China’s Demand for Better Housing

Each year 20 million people in China need new homes. This is roughly equivalent to the entire population of Australia buying or renting a new home each year. China’s demand  for housing, building materials, and design services is robust. Through its MDCP partnership with ITA, EBPA set out to help U.S. makers of building materials take advantage of this unprecedented opportunity.

U.S. firms will not get export orders if they do not understand the market. EBPA and ITA help these firms to offer what Chinese homebuyers, planners, designers, and builders want. For example, while much of the demand is driven by people leaving the countryside to live in urban areas, a significant portion of the opportunities arise from the country’s growing middle class. They already have homes but want to upgrade.

Age and Energy

Another part of the demand is driven by the greying of China’s population. As residents of China live longer, they and their children, who are likely to provide for them, need long-term housing solutions. Currently, adequate senior living arrangements in China do not come close to meeting the demand. U.S. firms that can provide design as well as building-material solutions will profit well by understanding the market..

China’s use of energy for heating, cooling, and lighting buildings has skyrocketed. It overtook the United States as the world’s top energy consumer five years earlier than had been projected.  The government of China plans significant reductions of energy use per unit of gross domestic product. To meet its specific goals, the government is focusing on building more energy-efficient commercial and residential buildings and retrofitting existing buildings. These aspirations cannot be met without updating building codes.

Retrofits Require New Codes

Through its U.S.-China Build program, EBPA is already engaged with China’s Ministry of Commerce (MOC). EBPA is leveraging this existing relationship by working with MOC code committees to help gain recognition within the Chinese construction codes for U.S. manufacturing, testing, and design standards for wood building materials and energy efficiency  products.

With EBPA, U.S.-China Build, and its allies continue to participate in the MOC timber construction committee to modify the China Code for Design of Timber Structures, and fire testing committees to promote recognition of U.S. fire standards for glued-laminated wooden structural members. Gaining official recognition of U.S. fire testing standards helps create significant new opportunities for heavy timber construction in public buildings in China. 

MDCP project work also includes helping the Chinese to develop quality control/quality assurance (QC/QA) systems. These ensure that materials and systems being used in wood construction in China meet international standards, that U.S. wood product structural grade marks are protected and recognized, and that building practices do not damage the integrity and reputation of wood as a building material.

EBPA is a non-profit building products trade association that promotes U.S. building materials and design services internationally. EBPA is made up of businesses, government agencies, universities, and trade associations interested in promoting western-style construction, U.S. building products, and related services in international markets. While based in the Pacific Northwest, EBPA represents companies from throughout the United States. The International Trade Administration has been cooperating with EBPA since 2001 to provide affordable and effective promotional activities.

Evergreen Building Products Association 

MDCP Award/EBPA Match: $148,242 / $297,000

Markets Targeted: China

U.S. Industry Promoted: Building products

Period: 2008 - 2012

Project Description:

  1. Lead missions and seminars on energy efficient and earthquake-resistant building technologies.
  2. Organize U.S. pavilion at China green building/energy-efficient show.
  3. Identify potential buyers and help develop export strategies.

 

Evergreen Building Products Association

MDCP Award/EBPA Match: $354,375 / $832,375

Markets Targeted: China

U.S. Industry Promoted: Primary wood products Secondary-manufactured wood products, Non-wood building systems

Period: 2001 - 2007

Project Description:

  1. Promote with China newspapers, U.S. firm directory, website, design award competition.
  2. Train China users on U.S. product use, specifications, etc.
  3. Reach out to U.S. firms via newsletter, workshops, etc.
  4. Lead and organize trade missions and shows.

 

Export Managers Association of California

MDCP Award/Export Managers Association of California Match: $399,763 / $799,526

Markets Targeted: No market specified

U.S. Industry Promoted: Construction equipment, Apparel, Information technology

Period: 1997 - 2001

Free Trade Alliance San Antonio

MDCP Award/Free Trade Alliance San Antonio Match: $63,209 / $134,000

Markets Targeted: El Salvador, Honduras, Nicaragua

U.S. Industry Promoted: Information Technology, Telecom, Medical Equipment, Auto Parts, Aircraft parts

Period: 1997 - 2000

Garment Industry Development Corporation 

MDCP Award/GIDC Match: $374,907 / $797,402

Markets Targeted: Brazil, France, Germany, Korea, Mexico, Netherlands, United Kingdom

U.S. Industry Promoted: Apparel

Period: 2000 - 2003

Key ITA Collaborators:

  • Anastasia Xenias, New York, New York USEAC
  • Larry Brill, Industry & Analysis, Office of Textiles and Apparel

Project Description:

  1. Create virtual internet showroom.
  2. Help foreign buyers visiting NYC.
  3. Prepare exporters for missions and fashion shows.
  4. Use market-specific catalogs, foreign advertising and PR campaigns.

Exports generated: $26,200,000

Exports per dollar of award: $70

 

NYC Designs Sell in Western Europe

New York City-based fashion designers got help from ITA’s U.S. Export Assistance Center in Manhattan as well as its Commercial Service posts in Europe to show their apparel at industry events in Paris and other European fashion centers. The three-year project helped several U.S. firms export $26 million in apparel.

ITA’s partner in this MDCP project was the Garment Industry Development Corporation (GIDC), a non profit organization established in 1984 to strengthen and support local apparel manufacturing in New York. GIDC was supported by City of New York, the Garment Workers’ Union (UNITE), and the New York Skirt & Sportswear Association to strengthen New York City’s apparel industry.

Commercial Service Paris Provides Fashion Show Venue

GIDC had trouble finding a suitable venue to display fashion creations by NYC designers during a planned trade mission to Paris. ITA’s Commercial Service staff posted at the U.S. Embassy offered the Hotel Tallyrand, a distinguished former residence in downtown Paris built in 1769 and owned by the U.S. government since 1950.

The fashion showcase event, pictured above, succeeded in grabbing the attention of buyers from scores of Western European apparel retailers. These buyers were in Paris already for other fashion events. Given the choice of events for these buyers, the prestigious Hotel Tallyrand venue was key to drawing a crowd.

Suitcase Logistics

Prior to the GIDC-ITA partnership under the MDCP award, it was harder for foreign buyers to get what they wanted from NYC apparel manufacturers. In one example, while in NYC, a buyer from one of Brazil’s largest department store chains found an entire apparel collection that he was willing to buy on the spot. When the buyer inquired about shipping arrangements, the NYC business owner had no idea how to send their product abroad. This firm was lucky that the Brazilian buyer was highly motivated. He went out and bought several pieces of luggage, filled them with the purchased apparel, and checked them on his flight back to Brazil.

GIDC dubbed the project “New York Fashion International” (NYFI). A major part of NYFI was to coordinate with ITA to educate American businesses about the export process. NYC firms now know much more about logistics. Expecting foreign customers to come to New York, purchase apparel, and escort it back as accompanied luggage is a thing of the past.

One of the firms that took advantage of overseas trade events conducted by GIDC under the MDCP project early on was Jump Apparel Group. At the time, the firm was a small special-occasion dress manufacturer in New York. 

Garment Industry Development Corporation

MDCP Award/GIDC Match: $335,640 / $677,298

Markets Targeted: Germany, United Kingdom, Italy, Spain

U.S. Industry Promoted: Apparel

Period: 1997 - 2000

Georgia Department of Industry, Trade, and Tourism

MDCP Award/Georgia Department of Industry, Trade, and Tourism Match: $166,815 / $337,245

Markets Targeted: China, Japan, Canada, Brazil, Korea, Argentina

U.S. Industry Promoted: Construction equipment, Information technology, Environmental technology, Agricultural equipment

Period: 1995 - 1998

Project Description:

  1. Create Regional Export Conferencing Network (RECoN) video-conference and data network.
  2. Use RECoN to enhance federal, state, private teamwork, to achieve success in the international marketplace.
Greater Miami Chamber of Commerce

MDCP Award/GMCC Match: $400,000 / $873,270

Markets Targeted: Colombia, Dominican Republic, Nicaragua, El Salvador, Panama, Honduras

U.S. Industry Promoted: Business services, Health care, Information technology

Period: 2002 - 2005

Project Description:

  1. Encourage subject matter experts (SMEs) participation with direct mail, ads, industry events, etc.
  2. Prepare SMEs with counseling, business plans, and training.
  3. Broker market entry with 30 missions, two reverse missions, and e-business solicitation.
  4. Publicize success.

 

Greater Philadelphia First

MDCP Award/Greater Philadelphia First Match: $99,999 / $200,001

Markets Targeted: No market specified

U.S. Industry Promoted: Healthcare

Period: 1995 - 1997

Hawaii Department of Business, Economic Development & Tourism

MDCP Award/Hawaii Department of Business Match: $399,500 / $838,182

Markets Targeted: China

U.S. Industry Promoted: Architectural services, Engineering services, Tourism management, Environmental technology

Period: 2003 - 2007

Project Description:

  1. Outreach to subject matter experts (SMEs).
  2. Match U.S. firms with China customers.
  3. Develop China and U.S. consortia.
  4. Develop internet clearinghouse for project opportunities.
  5. Start non-profit to carry on work after the MDCP project.

 

Health Industry Manufacturers Association

MDCP Award/HIMA Match: $418,631 / $972,077

Markets Targeted: Japan, China

U.S. Industry Promoted: Healthcare

Period: 1994 - 1998

Project Description:

  1. Establish office in East Asia.
  2. Counsel U.S firms on market entry.
Illinois Department of Commerce and Community Affairs

MDCP Award/DCEO Match: $450,000 / $964,544

Markets Targeted: Mexico, Korea, Turkey, Poland, South Africa

U.S. Industry Promoted: Environmental technology, Healthcare technology, Information technology

Period: 1995 - 1998

Independent Film & Television Alliance

MDCP Award/IFTA Match: $127,058 / $439,532

Markets Targeted: China, Indonesia, India

U.S. Industry Promoted: Media/Entertainment

Period: 2011 - 2014

Key ITA Collaborators:

  • Andrea Da Silva, ITA Team Lead, Office of Digital Service Industries
  • Andrew Wylegala, Commercial Officer, Hong Kong
  • Fanny Chau, Commercial Specialist, Hong Kong

Project Description:

  1. Create 1st ever American pavilion at Hong Kong International Film and Television Market.
  2. Reduce exhibition cost for U.S. firms.
  3. Follow up with U.S. exhibitors.

Exports Generated: $13,161,660

U.S. Firms Reporting Exports: 35

Exports Per Dollar of Award: $104

 

Group Launches American Pavilion at Hong Kong Filmart

The MDCP award was primarily used to support an American Pavilion at the Hong Kong International Film & TV Market (Filmart), an annual trade show for the film industry. For the four years of the award IFTA organized and operated the American Pavilion to assist U.S. film and television production and distribution companies. Utilizing the MDCP award, IFTA was able to encourage U.S. exporters to attend Filmart leading to increased U.S. exports. Most importantly, IFTA was able to meet a key objective of the award: the American Pavilion at Filmart was scheduled to continue in 2015 and beyond without continued MDCP support.

The MDCP award was also instrumental in increasing the attendance of foreign film and television buyers at the American Film Market® (“AFM®”), a trade show IFTA produces annually in Santa Monica, California. AFM is a marketplace where distribution deals are made for completed films as well as films in every stage of development and production. Companies exhibiting at AFM, many of which are U.S. small-to medium-sized enterprises, distribute films on a country-by-country basis by means of licensing deals with local distributors. The MDCP award supported a “Hosted Buyer Program” at three AFMs that resulted in the attendance of nearly 100 foreign buyers who had not previously attended. It should also be noted that the AFM was a Department of Commerce International Buyer Program (IBP) show during those years and that all Buyers in the “Hosted Buyer Program” were recruited by ITA’s LES around the world.

The Independent Film & Television Alliance (IFTA) is a Los Angeles-based non-profit organization that represents more than 125 members. These include independent production and distribution companies, sales agents, television companies, studio-affiliated companies and institutions engaged in film finance. IFTA protects and strengthens its members’ ability to finance, produce, market and distribute independent films and television programs in an ever-changing and challenging global marketplace.

For more than 30 years, IFTA Members have produced, distributed and financed many of the world’s most prominent films, 22 of which have won an Academy Award for “Best Picture”. They have included in recent years, “Spotlight”, “12 Years a Slave”, “The Artist”, “The King’s Speech”, “The Hurt Locker” and “Slumdog Millionaire”.

Industrial Fabrics Association International

MDCP Award/Industrial Fabrics Association International Match: $250,000 / $671,291

Markets Targeted: Singapore, Korea

U.S. Industry Promoted: Specialty fabrics

Period: 2010 - 2011

Project Description:

  1. Aggressive marketing campaign to promote products of U.S. exhibitors to international buyers of the new IFAI Expo Asia 2011.
  2. Follow up with U.S. exhibitors.

 

Industry Network Corporation

MDCP Award/Industry Network Corporation Match: $400,000 / $804,455

Markets Targeted: No markets specified

U.S. Industry Promoted: Energy, Environmental technology, Aerospace

Period: 1998 - 2000

Project Description:

  1. Add export preparedness to manufacturing improvement counseling.
  2. Take the most capable firms abroad on trade missions.
  3. Follow up.
Innovation Center for Energy and Transportation

MDCP Award/ICET Match: $300,000 / $808,957

Markets Targeted: China

U.S. Industry Promoted: Clean technology

Period: 2012 - 2016

Project Description:

  1. Establish U.S. Clean Technology Products and Services Pavilion in Tianjin.
  2. Get U.S. firms to exhibit at pavilion.
  3. Organize technical seminars.
  4. Lead trade missions and other match-making events.

 

Institute of the Americas

MDCP Award/Institute of the Americas Match: $270,000 / $540,917

Markets Targeted: Mexico, Chile

U.S. Industry Promoted: Water and wastewater equipment, Environmental technology

Period: 2000 - 2002

Project Description:

  1. Host roundtables with international development banks for government officials.
  2. Draft industry reports and publish in English, Portuguese, and Spanish.
  3. Sponsor an annual conference to review regulatory reform and network large and small firms.

 

Institute of the Americas

MDCP Award/Institute of the Americas Match: $471,688 / $991,511

Markets Targeted: Mexico, Chile, Brazil

U.S. Industry Promoted: Environmental technology

Period: 1995 - 1998

Institute of the Americas

MDCP Award/Institute of the Americas Match: $349,497 / $400,574

Markets Targeted: Mexico, Chile

U.S. Industry Promoted: Energy, Environmental technology

Period: 1993 - 1996

Intelligent Transportation Society of America

MDCP Award/ITS Match: $400,000 / $1,043,411

Markets Targeted: United Arab Emirates, Saudi Arabia, Chile

U.S. Industry Promoted: Transportation infrastructure, Architecture, Urban planning, Safety management

Period: 2001 - 2005

Project Description:

  1. Organize trade missions.
  2. Sponsor reverse trade missions.
  3. Create webpage for foreign buyers.
  4. Publish market- and procurement-specific guides for subject matter experts (SMEs).
  5. Organize matchmaking.
  6. Train SMEs in export basics.

 

International Association of Food Industry Suppliers

MDCP Award/IAFIS Match: $343,427 / $699,233

Markets Targeted: Mexico, Chile, Brazil

U.S. Industry Promoted: Food processing equipment

Period: 1998 - 2001

Project Description:

  1. Translate standards into Spanish and Portuguese.
  2. Conduct standards workshops in target markets.
  3. Help U.S. firms to follow up with sales overtures.
International Association of Plumbing and Mechanical Officials

MDCP Award/IAPMO Match: $296,062 / $605,574

Markets Targeted: Indonesia

U.S. Industry Promoted: Plumbing Products

Period: 2013 - 2016

Key ITA Collaborators:

  • Salim Bhabhrawala, Industry & Analysis
  • Renee Hancher, Industry & Analysis
  • Julie Carducci, Global Markets/Commercial Service/Jakarta

Project Description:

  1. Develop a Uniform Plumbing Code for Indonesia.
  2. Work with Indonesian officials on code adoption and implementation. .
  3. Create a plumbing installer and code enforcement certification program.
  4. Develop a third-party testing lab to certify products to code.

 

MDCP Partner IAPMO Opens Plumbing Certification Lab in Indonesia

As of May 19, 2016, Bekasi (Jakarta), Jawa Barat in Indonesia is the home of a lab to certify that plumbing products comply with Indonesia’s new plumbing code. The new lab is part of a Market Development Cooperator Program (MDCP) project. ITA awarded $296,062 to the International Association of Plumbing and Mechanical Officials (IAPMO) in 2013.

At the lab opening, U.S. Embassy Commercial Officer Julie Carducci was on hand as well as several Indonesian and IAPMO officials including CEO Russ Chaney, who noted, “We’re certainly delighted that The IAPMO Group has completed a three-year effort in collaboration with both the U.S. and Indonesian governments to assist Indonesia in creating enhanced public health and safety provisions via the creation of a world-class plumbing code.”

Prof Dr. Ir. Bambang Prasetya, MSc., Chairman of BSN, Indonesia’s national standards body, noted that the new standard and the certification facility allow manufacturers to demonstrate that their products are safe to use.

With Certification, Standards Provide Certainty That Enables Trade

With Indonesia’s newly adopted national plumbing standard, SNI 8153:2015, the lab certification of plumbing products allows architects, planners, builders, and building owners the certainty they need to choose the right products for the right applications. Prior to the MDCP project, Indonesia lacked a proper plumbing code and certification process or facility. Even before the lab opened the standard alone had a significant effect on trade. Exports for 2017, the year after IAPMO established the code certification lab, U.S. exports to Indonesia tripled compared to 2016.

Brian McFeeters, Deputy Chief of Mission from the U.S. Embassy, said, “The U.S. Embassy is proud to be part of this launch, as U.S. companies have a lot to offer to support this new environmentally friendly plumbing standard. We look forward to continuing to support the government of Indonesia’s effort to gain the adoption of this standard to ensure that all plumbing products and their installation benefit Indonesia and its quest for safe and healthy water.”

The International Association of Plumbing and Mechanical Officials (IAPMO) is a Crystal Lake, Illinois-based a membership-based association. The IAPMO Group provides code development assistance, education, product testing and certification, building product evaluation and a manufacturer-preferred quality assurance program. IAPMO utilizes an open consensus process in the development of its Uniform Plumbing Code® and Uniform Mechanical Code®.

International Center for Water Technology at California State University Fresno Foundation 

MDCP Award/ICWT at California State University Fresno Foundation Match: $310,606 / $621,451

Markets Targeted: Chile, Mexico

U.S. Industry Promoted: Irrigation technology, Environmental technology

Period: 2005 - 2009

Project Description:

  1. Host inbound missions.
  2. Promote program at U.S. shows.
  3. Develop and distribute promo DVD.
  4. Do export-ready seminars.
  5. Secure market research.
  6. Help firms with export plans.
  7. Lead trade missions and foreign show attendance.

 

International District Energy Association

MDCP Award/IDEA Match: $132,900 / $782,209

Markets Targeted: Korea, Japan, India, China

U.S. Industry Promoted: District cooling (combined heat/air conditioning/power generation)

Period: 2007 - 2011

Project Description:

  1. Open Seoul office.
  2. Educate potential customers regarding district energy.
  3. Demonstrate products in Korea.
  4. Gather and share product-specific market intelligence.
  5. Host reverse missions.
  6. Help firms get certified in target markets.

 

International District Energy Association

MDCP Award/IDEA Match: $399,600 / $2,226,271

Markets Targeted: United Arab Emirates, Saudi Arabia, Qatar, China

U.S. Industry Promoted: District cooling (combined heat/air conditioning/power generation)

Period: 2005 - 2008

Project Description:

  1. Develop market intelligence.
  2. Disseminate best practices guidebook.
  3. Develop Middle East and China chapters and outreach.
  4. Establish international segment website.
  5. Organize trade missions, workshops, and conferences.

 

International Environmental Business and Technology Institute, Inc.

MDCP Award/International Environmental Business and Technology Institute, Inc. Match: $420,000 / $3,585,545

Markets Targeted: Mexico

U.S. Industry Promoted: Environmental technology

Period: 1994 - 1997

International Resource Center of Northern Nevada

MDCP Award/International Resource Center of Northern Nevada Match: $92,200 / $184,400

Markets Targeted: Mexico, Brazil

U.S. Industry Promoted: Not specified or too broad to classify

Period: 1998 - 2001

 

IPC, Inc.

MDCP Award/IPC, Inc. Match: $392,414 / $2,598,021

Markets Targeted: China

U.S. Industry Promoted: Electronic interconnections (circuit boards, etc.)

Period: 2002 - 2005

Project Description:

  1. Open China office to facilitate IPC standards adoption.
  2. Promote website, translated standards, educational seminars, and technical certification programs.
  3. Participate in China show.
  4. Lead 3 missions to Beijing and/or Shanghai.

 

Laredo Chamber of Commerce

MDCP Award/Laredo Chamber of Commerce Match: $93,115 / $202,826

Markets Targeted: Mexico

U.S. Industry Promoted: Industry not specified

Period: 1995 - 1997

Los Angeles Convention & Visitors Bureau

MDCP Award/Los Angeles Convention & Visitors Bureau Match: $399,023 / $796,517

Markets Targeted: Mexico

U.S. Industry Promoted: Travel and tourism

Period: 1999 - 2001

Project Description:

  1. Promote Los Angeles with a seven-day “Travel Academy” for foreign travel professionals on taking advantage of LA area destinations and services.
  2. Establish trilingual website to support Travel Academy and provide post-academy help.

 

Manufacturing Solutions Center at Catawba Valley Community College

MDCP Award/MSC at Catawba Valley Match: $396,998 / $965,778

Markets Targeted: Japan, Germany, Norway

U.S. Industry Promoted: Apparel (Hosiery)

Period: 2005 - 2008

Project Description:

  1. Organize missions.
  2. Reassure quality with testing and labeling.
  3. Help firms with translation and packaging.
  4. Facilitate e-commerce with Japanese web pages.
  5. Develop Japan show booths.
  6. Introduce corn fiber socks.

 

Massachusetts Port Authority

MDCP Award/Massport Match: $402,000 / $5,487,410

Markets Targeted: No market specified

U.S. Industry Promoted: Publishing, Paper products, Furniture

Period: 1993 - 1996

Medical Imaging Technology Association

MDCP Award/MITA Match: $207,140 / $482,927

Markets Targeted: Brazil, China

U.S. Industry Promoted: Medical imaging

Period: 2011 - 2014

Key ITA Collaborators:

  • Gerry Zapiain, ITA Team Lead, I&A/Office of Health & Information Technologies
  • Eric Hsu, Commercial Specialist, Beijing
  • Jefferson Oliveira, Senior Commercial Specialist, São Paulo

Project Description:

  1. Monitor industry policy standards development in target markets.
  2. Develop relationships with key officials and advocate on behalf of the industry.
  3. Develop industry-specific standards manuals to train regulators.
  4. Educate officials on the benefits of regulatory harmonization and minimizing regulatory burden for regulators, caregivers, and patients.

Exports Generated: $13,161,660

Exports Per Dollar of Award: $64

 

Joint Efforts Speeds U.S. Technology to Foreign Markets

ITA medical technology and regional experts teamed with the Medical Imaging Technology Association (MITA), a division of the National Electrical Manufacturers Association (NEMA), to allow U.S. firms to export to China and Brazil. (MITA had originally targeted China and India, but, with ITA’s concurrence, dropped India in favor of Brazil due to post-MDCP-selection market conditions in India.)

MITA leveraged its MDCP award to expand patient access to clinically proven diagnostic medical imaging, radiation therapy, and radiopharmaceuticals in Brazil and China. ITA helped MITA to work to streamline government approval processes to reduce the time and cost it takes products and services to reach patients in target markets.

The project goal was to ultimately increase exports of U.S. medical imaging treatment and diagnostic equipment. As a result of MITA’s three-year commitment, international standards are harmonized and superfluous regulation has been cut.

Linking Standards and Exports

For projects like MITA’s where the focus is on promoting certainty and transparency in standards, conformity assessment and regulation in a foreign market, ITA allows a cooperator to impute some exports to its standards project activity. One method is to claim one (1) percent of all exports of targeted products to the foreign market resulting from standards-related MDCP project activity. This amount is based on a Deutsches Institut fur Normung (DIN) finding that standards-liberalizing activity generally results in a one (1) percent increase in gross domestic product.

MITA began claiming one percent of the exports to China for an affected classification of products after China down-classed x-ray products in 2012. The down-classification resulted from MITA’s standards education and coordination efforts with China government and industry officials.

Through NEMA, MITA is a leading standards-development organization for medical imaging and radiation therapy equipment. These standards are voluntary guidelines that establish commonly accepted methods of design, production, testing and communication for imaging and cancer treatment products. Sound technical standards of this kind improve safety and foster efficiencies in how care is delivered. MITA is located at NEMA headquarters in Rosslyn, Virginia.

In addition to its work as a standards-development organization, MITA functions as a trade association, leading the medical imaging and radiation therapy industries on legislative and regulatory issues at the state, federal and international levels. It serves as an advocate for fair legislative and regulatory proposals that encourage innovation, investment in research and development, as well as the continued global competitiveness of the medical imaging and radiation therapy industries.

Minnesota Organization for Global Professional Assignments, Inc.

MDCP Award/Minnesota Organization for Global Professional Assignments, Inc. Match: $327,395 / $654,791

Markets Targeted: Japan, China

U.S. Industry Promoted: Not specified or too broad to classify

Period: 1998 - 2001

Project Description:

  1. Recruit and screen experienced business students w/language skills and foreign work aptitude.
  2. Place  in paid internships abroad.
  3. Follow up with export effect students have when hired by U.S. firms after internship ends.
Mississippi River Parkway Commission 

MDCP Award/Mississippi River Parkway Commission Match: $240,000 / $609,529

Markets Targeted: Japan

U.S. Industry Promoted: Tourism

Period: 2012 - 2015

Project Description:

  1. Prepare 70 points of interest with Japanese language content accessible wirelessly by visitors’ hand-held devices.
  2. Promote via social media and internet.
  3. Partner with rental car firms to maximize impact and ensure export reporting.

 

Modification and Replacement Parts Association

MDCP Award/MARPA Match: $300,000 / $900,000

Markets Targeted: China, France, Spain, Germany, Japan, Malaysia, Singapore, Turkey, United Arab Emirates, United Kingdom

U.S. Industry Promoted: Aircraft parts

Period: 2014 - 2019

Key ITA Collaborators:

  • Fred Elliott, I&A/Office of Transportation & Machinery
  • Yasue Pei, GM/CS Brussels
  • Moritz Holst, GM/CS Munich

Project Description:

  1. Lead technical seminars abroad about FAA-approved parts.
  2. Create a PMA parts conference in Europe.
  3. Participate in maintenance, repair, and overhaul (MRO) expos abroad.
  4. Bring foreign buyers to MARPA’s annual conference to meet U.S. exporters.

Projected Exports Generated by 2019: $567,000,000

Exports Generated by 2018.12.31: $29,379,713

Exports Per Dollar of Award: $98

 

Original or Aftermarket: Both Are Safe

“PMA” parts—see PMA definition at the bottom of the page—are essentially aftermarket parts that aircraft owners and operators use in maintenance, repair, and overhaul (MRO) of aircraft. PMA parts are designed and produced to meet strict Federal Aviation Administration (FAA) safety regulations and quality standards. They are an affordable and safe alternative to replacement parts made by original equipment manufacturers (OEMs).

PMA parts are commonly used by U.S. aircraft owners and operators and, with rare exceptions, all PMA parts makers are American firms. The concept of using non-OEM parts is not as widely accepted or understood outside the United States. Through its MDCP project, MARPA is promoting the benefits of PMA parts to air carriers and educating potential international customers on the way that PMA parts fit within the regulatory environment related to their own country’s trade in civil aircraft parts with the United States.

Promotion of PMA Parts

Many potential purchasers have never even heard of PMA parts. And those that do know about PMA parts may have been misinformed with misleading statements about safety. Such statements, often provided by non-U.S. OEM suppliers, discourage the use of PMA parts.

In fact, all PMA parts are required, under FAA regulations, to provide a level of safety equivalent to OEM parts. And many PMA parts manufacturers go a step further. They design and produce their products to exceed the tolerances and specifications of the OEM part.

MRO service providers, aircraft owners and operators will not buy PMA parts unless they understand that they are as good or better than the OEM parts. MARPA is addressing this head-on with promotional and educational missions to Belgium, China, Germany, Ireland, Japan, Korea, Malaysia, Singapore, Spain, Turkey, and the United Arab Emirates.

How U.S. Parts Comply With Regulations Abroad

Even if potential purchasers abroad realize that PMA parts are safe and suitable, they may not know whether or how use of such parts may be allowed in their country’s regulations. They may not know, for example, about Bilateral Aviation Safety Agreements (BASA) that already exist.

A BASA is negotiated between the United States and another country to institutionalize aircraft standards that have already been harmonized and to establish a framework for further harmonization. A BASA can reduce the need for duplicative regulatory oversight. Under some BASAs, certain aircraft parts may be exported from the United States to the destination country with no other approval required. 

Member Companies Are Key

MARPA’s promotional and educational activities include the participation of its member companies. Because they design and manufacture PMA parts, they have a deep understanding of safety and quality requirements.

MARPA-led outbound technical and educational missions are natural springboards to developing new client relationships. But MARPA also leads delegations to trade shows abroad like MRO Middle East and ASET Tokyo. And in addition to the outbound activity, MARPA connects international visitors to U.S. manufacturers at its annual conference in Las Vegas.

MARPA is the non-profit trade association that represents the Parts Manufacturer Approval (PMA) community. A PMA is an FAA design and production approval that verifies that the design of an aircraft part meets FAA safety regulations, and the fabrication inspection system meets FAA quality standards designed to assure that every part actually produced continues to meet the FAA-approved design. Based in Washington, D.C., MARPA promotes uniform standards within the FAA PMA industry.

 

 

National Association of Credit Management, Inc.

MDCP Award/NACM Match: $155,125 / $432,655

Markets Targeted: No market specified

U.S. Industry Promoted: Financial services

Period: 2001 - 2003

Project Description:

  1. Develop online course in international credit management for credit professionals.
  2. Administer course and award credit to participating professionals.

 

National Association of Home Builders

MDCP Award/NAHB Match: $397,899 / $1,907,743

Markets Targeted: Mexico

U.S. Industry Promoted: Construction, Financial services

Period: 2003 - 2006

Project Description:

  1. Establish a consultative group to promote further liberalization of construction and finance.
  2. Create education events at foreign trade shows.
  3. Lead trade missions. 
  4. Sponsor reverse missions to the International Builders Show in the U.S.

 

National Center for Healthcare Leadership

MDCP Award/NCHL Match: $225,267 / 598,730

Markets Targeted: Brazil, China, Hong Kong

U.S. Industry Promoted: Healthcare services

Period: 2015 - 2019

Key ITA Collaborators:

  • Lisa Huot, ITA Team Lead, I&A/Office of Health & Information Technologies
  • Larry Tabash, GM/USEAC Austin
  • Jefferson Oliveira, GM/CS Sao Paulo

Project Description:

  1. Create medical services directories in Mandarin & Portuguese.
  2. Lead annual missions to Brazil.
  3. Brand U.S. healthcare as high quality.
  4. Participate in hospital conventions in Hong Kong & Shanghai.

Projected Exports Generated by 2018: $191,000,000

Exports Generated by 2018.12.31: $14,530,055

Exports Per Dollar of award: $65

 

Engaging U.S. Medical Centers in International Patient Markets

The U.S. Cooperative for International Patient Programs (USCIPP) is a membership program of The National Center for Healthcare Leadership (NCHL) and is composed of U.S. academic medical centers, healthcare systems, and hospitals that operate in the international patient care market. In addition to treating international patients, U.S. hospitals increase their global presence though collaborations for training and management services, and by establishing overseas partnerships for hospitals and specialty clinics.

Directory of U.S. Medical Centers

The centerpiece of the MDCP project is a directory of USCIPP member services in English, Mandarin, and Portuguese. The directory will help international patients and providers seeking care and/or referrals into U.S.-based providers. In addition to basic information, each USCIPP member directory entry will include:

  • Services available to international patients
  • Standout medical service offerings
  • Number of years of experience (program age)
  • Profiles of international doctors/staff and languages spoken
  • Links to medical document translation services
  • Instructions for travel documents specific to Brazil and China
  • statistics on survival rates and treatment outcomes

Expensive U.S. Healthcare: Relevant Only If Innovative

U.S.-based healthcare has an international reputation for high quality. But it is expensive. U.S. hospitals find it hard to compete internationally to provide standardized medical treatments. The exception is academic medicine.

USCIPP’s member hospitals, most of which are affiliated with academic institutions, provide innovative treatments that are unavailable in other regions. Such treatments are not standardized. There is no competition based on price.

As these innovative treatments become standardized they become susceptible to cost competition. Over time, USCIPP’s member hospitals will no longer compete to provide the newly-standardized treatment. U.S. academic hospitals move on to create the next innovative treatment not yet available elsewhere in the world.

Demand for Accreditation and Standards Services

With U.S. academic hospitals continually introducing more and more innovative treatments to international patients, they become involved in the process of standardizing the treatments. This reinforces a cycle of development and international partnership leading to international adoption of standards that form the building blocks of Western medicine.

While U.S. medical centers move on to the next innovative treatment, the cycle creates natural opportunities for U.S.-based providers of healthcare standards and accreditation services.

The National Center for Healthcare Leadership (NCHL) is a not-for-profit organization that works to ensure that high-quality, relevant, and accountable leadership is available to meet the needs of 21st century healthcare. This Chicago-based group seeks to optimize the health of the public through leadership and organizational excellence. NCHL fostered the creation of the U.S. Cooperative for International Patient Programs (USCIPP).

National Chamber Foundation

MDCP Award/NCF Match: $425,400 / $854,329

Markets Targeted: Brazil

U.S. Industry Promoted: Green technology

Period: 2010 - 2013

Project Description:

  1. Create database of green tech subject matter experts (SMEs).
  2. Outreach via media, etc.
  3. Lead business and government procurement forums.
  4. Lead missions.
  5. Establish Brazil office.
  6. Conduct intellectual property and standards workshops in Brazil.

 

National Chamber Foundation

MDCP Award/NCF Match: $400,000 / $800,000

Markets Targeted: Jordan, Chile, Panama, Guatemala, Canada, Israel

U.S. Industry Promoted: Information technology, Environmental technology, Telecommunication, Textiles

Period: 2003 - 2006

Project Description:

  1. Train chambers and associations how free trade agreements (FTAs) can help subject matter experts (SMEs) to export.
  2. Institutionalize this FTA education infrastructure and record best practices. 
  3. Prepare select SMEs in six states and lead on trade mission to Latin America.

 

National Chamber Foundation

MDCP Award/NCF Match: $398,948 / $807,705

Markets Targeted: Mexico, Chile

U.S. Industry Promoted: Transportation,  Equipment Ind., Machines, Computers, Electric Equipment, Chemical Products, Meas. Equipment

Period: 1999 - 2001

Project Description:

  1. Establish TradeRoots initiative to focus member companies on benefits of exports. (TradeRoots was an active program from late 1999 through 2013.)
  2. Partner with ITA to present pro-export and export basics.

 

National Electrical Manufacturers Association

MDCP Award/NEMA Match: $195,840 / $416,923

Markets Targeted: Brazil

U.S. Industry Promoted: Smart grid electrical equipment

Period: 2012 - 2016

Project Description:

  1. Brazil market access workshops.
  2. Market growth aids: (a) grid info portal; (b) Portuguese how-to-import guide; (c) buyers’ guide; (d) regulations guide; and (e) trade missions. (Competed in 2013 competition but award was obligated from FY 2012 funds.)

 

National Electrical Manufacturers Association

MDCP Award/NEMA Match: $178,031 / $369,757

Markets Targeted: Canada, Mexico

U.S. Industry Promoted: Electrical products

Period: 2009 - 2013

Project Description:

  1. Initiate Smart Grid standards harmonization and coordination with officials in Canada and Mexico.
  2. Conduct technical and policy workshops aimed at bringing certainty to the Smart Grid equipment market.

 

National Electrical Manufacturers Association

MDCP Award/NEMA Match: $154,025 / $356,797

Markets Targeted: Colombia, Panama, Peru, Nicaragua, El Salvador, Guatemala

U.S. Industry Promoted: Electrical products

Period: 2007 - 2011

Project Description:

  1. Ensure “national” treatment for U.S. exports and acceptance of North American standards and practices. 
  2. Translate standards to Spanish.
  3. Organize tech seminars abroad.
  4. Provide one-on-one coaching to subject matter experts (SMEs).
  5. Host reverse missions.

 

National Electrical Manufacturers Association

MDCP Award/NEMA Match: $387,106 / $824,160

Markets Targeted: China

U.S. Industry Promoted: Electrical products

Period: 2003 - 2007

Project Description:

  1. Open Beijing office with local industry expert.
  2. Prepare Mandarin literature.
  3. Coach subject matter expert (SME) executives.
  4. Lead missions and tech seminars in China.
  5. Participate in standards committees in China.
  6. Publish standards.

 

National Electrical Manufacturers Association

MDCP Award/NEMA Match: $399,181 / $799,287

Markets Targeted: Brazil, Mexico

U.S. Industry Promoted: Electrical products

Period: 1999 - 2002

Project Description:

  1. Hire local industry experts in target markets.
  2. Establish office in each market.
  3. Local experts volunteer to serve in standards-development groups.
  4. Take U.S. firms to market to leverage new capabilities. (f/so Mexico, f/s Brazil)

 

National Tour Association

MDCP Award/NTA Match: $281,255/$686,201

Markets Targeted: China

U.S. Industry Promoted: Travel & tourism services

Period: 2009 - 2013

Key ITA Collaborators:

  • Isabel Hill, ITA I&A/Deputy Director, Office of Travel & Tourism Industries
  • Keenton Chiang, GM/CS Shanghai

Project Description:

  1. Promote the United States as a welcome destination.
  2. Provide up-to-date visa information to China travel agents.
  3. Link China travel industry with NTA-approved tour operators.

Projected Exports Generated by 2013: $55,000,000

Exports Generated: $6,473,509,080

Exports Per Dollar of Award: $23,017

 

Matching Up China Travel Agents and U.S. Tour Operators

With ITA help in the form of an MDCP award, NTA established a presence in China in 2010 to match an increasing number of tourists from China with venues and itineraries provided by U.S. tour operators. Prior to NTA’s MDCP project, there simply was no organized effort to connect China travel agents with U.S. tour operators for group leisure travel inbound to the United States.

Working with the Office of Travel and Tourism Industries (OTTI), predecessor to the National Travel and Tourism Office, in ITA’s Industry & Analysis (I&A), NTA was able to document significant increases in China traveler visits to the United States. In the twelve months ended September 30, 2011, NTA reported that 383,272 more travelers from China visited the United States than in the previous baseline period. Based on data gathered by OTTI, this translates to $2.3 billion in additional tourism exports to China. The export value reported by NTA is the highest ever reported by any MDCP partner. NTA went on to generate a total of $6.5 billion of tourism exports during the project period.

Prerequisite to Success: NTA & ITA Collaboration on MOU with China

NTA’s MDCP project would not have been possible without the memorandum of understanding (MOU) signed by former Secretary of Commerce Gutierrez in December 2007. The MOU was reached under the U.S.-China Joint Commission on Commerce and Trade (JCCT) Travel and Tourism Working Group. The interagency team that achieved this agreement and was led by ITA/I&A/OTTI. The MOU established a cooperative tourism framework without necessitating changes in existing U.S. visa policy. Prior to the MOU, China did not allow travel agencies to sell packaged group travel for leisure purposes to Chinese citizens.

The MOU inspired NTA to launch its MDCP project. As a result, scores of U.S. tour operators, mostly small- and medium-size enterprises, are selling tour packages through partnerships brokered by NTA in China, something not possible before the MOU.

NTA’s MDCP project, which was completed in 2013, is another example of an MDCP project that a cooperator has sustained after the MDCP funding was spent and the project period ended. NTA continues the effort begun during the MDCP project as its China Inbound Program.

The National Tour Association (NTA) is a business association for companies and organizations serving customers traveling to, from and within North America. NTA’s 700 buyer members are tour operators and travel planners who package travel product domestically and around the world. NTA’s seller members — 500 destinations and 1,100 tour suppliers — represent more travel product and more business-to-business networking than any other travel industry association. NTA is headquartered in Lexington, Kentucky.

Natural Products Association

MDCP Award/NPA Match: $160,669/$352,117

Markets Targeted: China

U.S. Industry Promoted: Dietary supplements

Period: 2007 - 2010

Project Description:

  1. Work with China regulators to ensure U.S. product access.
  2. Safeguard and manage China supply chain with ingredient testing system.
  3. Stage trade missions.
  4. Educate government and industry on standards, supply, etc. via China Web presence.

 

New Jersey Technology Council

MDCP Award/TechUnited:NJ Match: $399,920/$806,020

Markets Targeted: No market specified

U.S. Industry Promoted: Telecommunication, Information technology

Period: 1997 - 2000

Project Description:

  1. Organize technical seminars.
  2. Lead trade missions.
New York State Department of Economic Development

MDCP Award/ESD Match: $380,000/$760,000

Markets Targeted: Argentina, Uruguay, Brazil

U.S. Industry Promoted: Engineering

Period: 1995 - 1999

North Dakota Trade Office, Inc.

MDCP Award/North Dakota Trade Office, Inc. Match: $128,898/$262,598

Markets Targeted: Kazakhstan, Ukraine

U.S. Industry Promoted: Agricultural equipment

Period: 2007 - 2010

Project Description:

  1. Organize product demonstrations in-country.
  2. Identify new potential buyers.
  3. Develop and translate marketing materials.
  4. Hire a foreign sales representative.
  5. Train foreign distributors and dealers on after-market sales, inventory control, etc.

 

Oahu Economic Development Board

MDCP Award/OEDB Match: $398,552/$1,710,212

Markets Targeted: Japan, Korea, China

U.S. Industry Promoted: Healthcare

Period: 1997 - 2000

Project Description:

  1. Get health care providers to make presentations to targeted foreign officials.
  2. Prepare providers to serve needs of foreign patients.
Ohio Aerospace Institute

MDCP Award/Ohio Aerospace Institute Match: $165,704/$470,810

Markets Targeted: Brazil, Canada, France, Germany

U.S. Industry Promoted: Aerospace

Period: 2012 - 2015

Project Description:

  1. Provide export training for U.S. firms.
  2. Use supplier summits and workshops to prepare for missions.
  3. Lead trade missions.

 

Ohio Valley Regional Development Commission

MDCP Award/OVRDC Match: $60,000/$120,000

Markets Targeted: Spain, Germany

U.S. Industry Promoted: Wood products

Period: 2002 - 2006

Project Description:

  1. Provide detailed reports of products in high in demand.
  2. Counsel firms on capitalizing on opportunities.
  3. Lead two trade missions and one reverse mission.

 

Ohio Valley Regional Development Commission

MDCP Award/OVRDC Match: $50,000/$100,000

Markets Targeted: Germany

U.S. Industry Promoted: Wood products

Period: 2000 - 2002

 

 

Pacific NorthWest Economic Region

MDCP Award/PNWER Match: $420,000/$1,132,303

Markets Targeted: Canada, Mexico, Japan, Germany, France

U.S. Industry Promoted: Wood products, Information technology, Aerospace

Period: 1994 - 1997

Packaging Machinery Manufacturers Institute

MDCP Award/PMMI Match: $400,000/$800,000

Markets Targeted: China

U.S. Industry Promoted: Packaging machinery

Period: 2000 - 2004

Project Description:

  1. Open  Shanghai office.
  2. Develop Mandarin marketing materials.
  3. Conduct product-specific market research.
  4. Present tech seminars.
  5. Develop pavilion for Chinese trade shows.
  6. Send China customers to U.S. shows.

 

Packaging Machinery Manufacturers Institute

MDCP Award/PMMI Match: $342,000/$751,000

Markets Targeted: Mexico

U.S. Industry Promoted: Packaging machinery

Period: 1993 - 1996

Project Description: Establish office in Mexico.

Portland Development Commission

MDCP Award/Portland Development Commission Match: $299,420/$600,297

Markets Targeted: China, Mexico, Qatar

U.S. Industry Promoted: Environmental goods & services

Period: 2014 - 2015

Project Description:

  1. Engage industry.
  2. Develop overseas project team.
  3. Forge international partnerships.
  4. Provide customized market research.
  5. Build “pipeline” for sales leads.
  6. Promote teams of solutions.
  7. Take targeted business trips.
Recreation Vehicle Industry Association

MDCP Award/RVIA Match: $300,000/1,529,827

Markets Targeted: China, Japan, Korea

U.S. Industry Promoted: Recreation vehicles

Period: 2015 - 2020

Key ITA Collaborators:

  • Charlie Rast, ITA Team Lead, I&A/Office of Consumer Goods
  • Jim Pruitt, GM/China Desk
  • Mark Cooper, GM/USEAC Indianapolis

Project Description:

  1. Promote campground standards in China compatible with U.S. standards.
  2. Encourage the inclusion of RV definitions in the China motor vehicle code and the removal of regulatory obstacles.
  3. Promote CCC requirements that account for unique RV manufacturing issues.
  4. Support RV tariff & duty reductions.
  5. Promote post-disaster assistance and other uses of RVs.

Exports Generated by 2018.12.31: $61,954,100

Exports Per Dollar of Award: $207

 

Standards Needed to Satisfy RV Demand in China

In 2015 the China Association of Automotive Manufacturers predicted that by 2020, annual sales of RVs in China would reach 350,000. Thanks in part to RVIA’s efforts begun in 2012 and supported by a previous MDCP award, China’s Ministry of Transportation is considering loosening restrictions on private automobiles towing trailers on roads and highways. But much remains to be done for RV use to really take off in China.

Numerous RV campgrounds are now being planned across China. Continued engagement is needed so that these incorporate standards that allow interoperability with standards used by U.S.-built RVs. China’s motor vehicle code, CCC manufacturing rules, and other regulations also need to be addressed in order for U.S. firms to be able to compete fairly in the market.

RVIA’s agenda for China is directed at both national and provincial levels to advocate the benefits of RVing and camping brings to China’s economy, to promote the RV lifestyle and U.S. RV products, and promote U.S. RV and campground standards.

Specialized Uses in Japan

Unlike China, where recreational use will dominate growing demand, Japan is a niche market where the primary growth potential for U.S.-made towable vehicles is for temporary housing after natural disasters.

With help from ITA’s Commercial Service at the U.S. Embassy in Tokyo, RVIA held a series of meetings with officials from the Ministry of Land, Infrastructure and Transportation, local government officials and business leaders from the 2011 Great East Japan Earthquake area, and the Japan RV Association. RVIA was successful on a small scale in encouraging the use of U.S. disaster relief and recovery units, and continues working with the Japanese government to include these units on a larger scale in the event of a future natural disaster.

Development of Korea as Export Market

RVIA has visited with the Korean Tourism Organization, the government agency responsible for the country’s tourism policies, to educate the officials about RVing and camping. RVIA also attended a camping rally sponsored by the Korean Federation of Camping and Caravanning and gave a presentation to national and provincial government officials. South Korea is a promising market for U.S. RV products with its approximately 2,000 campgrounds.

RVIA also recently held its annual trade show, RVX: The RV Experience, in Salt Lake City, Utah, March 12-14. The show was an International Buyer Program (IBP) Select event, bringing international buyers from China, Korea, and Japan for business-to-business matchmaking. The 2019 event brought together the industry’s leading manufacturers, suppliers, retailers, and campgrounds to showcase the latest RV products and celebrate the RV lifestyle.

The Recreation Vehicle Industry Association (RVIA) is the national trade association representing recreation vehicle manufacturers and their component parts suppliers who together build more than 98 percent of all RVs produced in the U.S. RVIA is headquartered in Reston, Virginia.

Recreation Vehicle Industry Association

MDCP Award/RVIA Match: $300,000/$1,529,827

Markets Targeted: China, Japan, Korea

U.S. Industry Promoted: Recreation vehicles

Period: 2012 - 2015

Project Description:

  1. Pursue adoption of RV and campground standards in China compatible with U.S. standards.
  2. Remove regulatory obstacles.
  3. Educate officials on proper RV use.

 

Small Business Exporters Association of the United States National Small Business Association

MDCP Award/SBEA of the U.S. NSBA Match: $10,000/$20,000

Markets Targeted: Not market specific

U.S. Industry Promoted: Not specified or too broad to classify

Period: 2004 - 2005

Project Description:

  1. Identify global supply management experts.
  2. Assemble conference on subject matter expert (SME) access to global supply chains of U.S. exporters.
  3. Track successes and disappointments of SMEs.

 

Smart Card Alliance

MDCP Award/SCA Match: $287,909/$609,261

Markets Targeted: Mexico, Brazil, Argentina, Peru, Guatemala, El Salvador, Costa Rica

U.S. Industry Promoted: Information technology

Period: 2004 - 2008

Project Description:

  1. Add Latin American focus days to an annual conference.
  2. Create Latin America chapter.
  3. Organize trips to match foreign execs with U.S. suppliers.
  4. Launch new SCA Latin America conference and exposition in Mexico.

 

Software and Information Industry Association

MDCP Award/SIIA Match: $131,725/$269,107

U.S. Industry Promoted: Information technology

Period: 1999 - 2001

 

Software and Information Industry Association

MDCP Award/SIIA Match: $53,489/$208,010

Markets Targeted: Colombia, Panama

U.S. Industry Promoted: Information technology

Period: 1995 - 1996

Software and Information Industry Association

MDCP Award/SIIA Match: $420,000/$1,170,874

Partners: TechAmerica, Telecommunications Industry Association (TIA)

Markets Targeted: China

U.S. Industry Promoted: Electronic, Software, Telecommunications Equipment

Period: 1994 - 1998

Key ITA Collaborators:

  • Robin Roark, ITA Team Lead, I&A

Project Description: Establish a U.S. Information Technology Office (USITO) in Beijing to support U.S. firms’ business expansion efforts.

South Dakota International Business Institute

MDCP Award/SDIBI Match: $50,460/$122,878

Markets Targeted: No market specified

U.S. Industry Promoted: Construction equipment

Period: 2003 - 2004

Project Description:

  1.  Improve subject matter experts’ (SMEs’) websites for international audiences with content like International Commercial (INCO) Terms and Harmonized Tariff System (HTS) codes.
  2. Translate websites.
  3. Register websites with 300 search engines used abroad.
  4. Capture and analyze website traffic data.
  5. Respond with direct mailings.

 

South Dakota International Business Institute

MDCP Award/SDIBI Match: $40,000/$83,851

Markets Targeted: Mexico

U.S. Industry Promoted: Construction equipment, Industrial cleaning equipment

Period: 1999 - 2001

Project Description:

  1. Lead exploratory mission to target market.
  2. Help U.S. firms identify suitable agent or distributor.

 

Southern Travel Directors Council, Inc. 

MDCP Award/Southern Travel Directors Council, Inc.  Match: $400,000/$800,000

Markets Targeted: Brazil

U.S. Industry Promoted: Travel and tourism

Period: 1998 - 2001

Project Description:

  1. Educate smaller firms on attracting visitors. 
  2. Lead familiarization trips for Brazilian agents.
  3. Lead sales missions.
  4. Conduct a PR campaign.
Specialty Equipment Market Association

MDCP Award/SEMA Match: $300,000/$928,685

Markets Targeted: China, United Arab Emirates, Saudi Arabia, Kuwait, and Australia

U.S. Industry Promoted: Automotive aftermarket

Period: 2014 - 2019

Key ITA Collaborators:

  • Elizabeth Couch, I&A/Office of Transportation & Machinery
  • Eduard Roytberg, GM/USEAC Ontario, CA
  • Ashok Ghosh, GM/CS Dubai
  • Dao Le, GM/CS Dubai
  • Xavier Muthu, GM/CS Kuwait City
  • Wasif Shah, GM/CS Jeddah
  • Leon Skarshinski, GM/CS Beijing
  • Feng Tan, GM/CS Beijing
  • Duncan Archibald, GM/CS Sydney
  • James Cramer, GM/Office of Middle East & North Africa
  • James Pruitt, GM/Office of China
  • Fred Aziz, GM/CS Jeddah
  • Gary Rand, GM/CS Abu Dhabi

Project Description:

  1. Host measuring sessions for vehicles popular in the Middle East and China.
  2. Create a global vehicle parts CAD/CAM library of popular vehicles popular abroad.
  3. Regularly share info on target market prospects, regulation, distribution networks.
  4. Encourage target-markets officials to seek industry regulations which allow U.S. products equal access.

Projected Exports Generated by 2019: $40,000,000

Exports Generated by 2018.12.31: $87,277,669

Exports Per Dollar of award: $291

 

Hands-On Overseas Means More Export Products

U.S. firms attending SEMA’s business development event in Abu Dhabi in March 2016 took advantage of the opportunity to obtain the relevant measurements of the vehicles pictured above so that they could create customized aftermarket parts for export. This activity is part of SEMA’s second MDCP project. Two years into this three-year project, 98 SEMA member firms participated in measuring sessions.

At SEMA’s annual international business development events held in China and the Middle East, U.S. specialty equipment companies not only have the opportunity to meet potential buyers, but also learn about market-specific vehicle customization trends, and gain access to vehicles not made or sold in the United States. This enables them to make aftermarket products for export. By obtaining the relevant data, U.S. companies can develop, manufacture and export customized aftermarket parts for these international vehicles.

The Toyota Hilux pictured above, in addition to five other vehicles on display at SEMA’s Abu Dhabi event, are popular vehicle models for car owners in the Middle East to have customized. To determine which vehicles to include in the measuring sessions, SEMA surveys auto groups, custom shops, and others familiar with trends in these markets to determine which models are popular for customizing in these markets.

During SEMA’s events, SEMA staff, using a laser scanner, collects the measurements for these selected international vehicles. In addition to SEMA’s overseas measuring sessions, SEMA has also temporarily imported international vehicles for U.S. companies and for SEMA staff to take measurements at their own U.S. facilities or at the SEMA Garage at SEMA’s headquarters in Diamond Bar, California. SEMA now has a library with the compiled CAD files for these international vehicles that U.S. companies can use to develop products for export.

Outreach to U.S. Member Companies

SEMA succeeds in recruiting companies to participate in its overseas events to meet new customers through a comprehensive outreach effort that includes the following:

  • A dedicated web portal: Sema.org/international
  • Video testimonials from member firms that have participated in SEMA’s overseas events (see links below)
  • Three educational roundtables on selling to the Middle East, China and Australia at the annual SEMA Show in Las Vegas
  • An export fair that includes: a seminar with seasoned exporters, top overseas buyers, and a free consultation with an intellectual property rights (IPR) attorney

At SEMA’s first export fair, 65 attendees from U.S. companies learned about IPR protection, learned of ITA’s services to help U.S. companies to export, and, heard from seasoned exporters and top international buyers from the three priority regions: China, the Middle East (UAE and Saudi Arabia) and Australia.

Overseas Events

SEMA creates overseas events tailored to the needs and interests of its members and the foreign buyers it seeks to attract. In Abu Dhabi and Shanghai, each U.S. company has a booth to meet potential distributors at a trade show that specifically targets buyers interested in automotive specialty equipment and vehicle customization. In Australia, SEMA has a stand-alone event for the U.S. companies to exhibit their products and meet potential buyers.

Every SEMA overseas event includes visits to custom auto shops and specialty distributors, something that is not possible in association with large trade shows. The events also include market briefings from ITA staff. The distributor visits and briefings have contributed to SEMA members gaining a better understanding of the market, including its unique features, opportunities and challenges.

Under its 2014 MDCP project, SEMA has held such events in the UAE three times, in China twice, and once in Australia. Participation has ranged from 12 to 36 U.S. firms per trip.

SEMA members make, buy, sell and use all kinds of specialty parts and accessories to make vehicles more attractive, more unique, more convenient, faster, safer, more fun and like-new again. The trade association represents the interests of hundreds of U.S. companies. SEMA is based in Diamond Bar, California.

Specialty Equipment Market Association

MDCP Award/SEMA Match: $500,000/$1,490,855

Markets Targeted: United Arab Emirates, Saudi Arabia, Kuwait, China

U.S. Industry Promoted: Automotive specialty-equipment

Period: 2011 - 2015

Project Description:

  1. Organize business development conferences.
  2. Cooperate with foreign governments on regulation.
  3. Create region-specific export support tool boxes.
  4. Bring foreign delegations to U.S. show.
  5. Help firms create new product by importing vehicles to measure.

 

State of California, California Energy Commission

MDCP Award/State of California, California Energy Commission Match: $327,488/$754,235

Markets Targeted: Mexico, China

U.S. Industry Promoted: Energy technology, Financial services

Period: 2004 - 2008

Project Description:

  1. Qualify energy projects for investments.
  2. Create energy financing network.
  3. Consult with subject matter experts (SMEs).
  4. Highlight successful projects through case studies.
  5. Share info via conferences, missions, and a researchable database.

 

State of Missouri Office of International Marketing

MDCP Award/State of Missouri Office of International Marketing Match: $192,320/$599,760

Markets Targeted: Ghana, South Africa, Senegal

U.S. Industry Promoted: Construction, Healthcare, Environmental technology

Period: 1999 - 2001

Project Description:

  1. Leverage existing relationship with agent in Ghana.
  2. Develop distribution network from Ghana for West Africa.

 

Steel Founders’ Society of America 

MDCP Award/SFSA Match: $172,139/$378,189

Markets Targeted: France, Germany, UK, China

U.S. Industry Promoted: Steel Products

Period: 2004 - 2008

Key ITA Collaborators:

  • Charles Bell, Industry & Analysis
  • Sylvia Mohr, Standards Attaché/Global Markets/Commercial Service/Brussels

Project Description:

  1. Maintain access to European markets and expand access to developing markets like China as they adopt ISO standards.
  2. Influence the development of international standards by greater involvement of U.S. steel producing companies and other U.S. industry groups.
  3. Pay for U.S. steel company technical reps to participate in ISO meetings.

 

ITA Support Helps Trade Association Secure Fair Treatment in Formulation of International Standards

U.S. steel industry experts spotted three quality control standards that did not seem right. The proposed international standards would have required changes in the manufacturing quality process employed by U.S. producers but not those used by producers from other countries.

The proposed changes were not necessary. Existing U.S. quality practices were sufficient to assure the desired quality level. U.S. industry experts raised their concerns during a meeting of the International Organization of Standards (ISO). They reported being able to get ISO to drop the proposed standards thanks to a discussion “in an atmosphere of accommodation.”

The U.S. team was at the November 2005 ISO meeting in Paris thanks to funding from a Market Development Cooperator Program (MDCP) award.

Initial Export Increase: $88m

Steel Founders Society of America (SFSA) estimates that after many months of increased participation in ISO meetings, U.S. steel firms increased their annual exports by $88 million. SFSA’s strategy was simple: get more U.S. industry representatives involved in International Organization for Standardization (ISO) steel standards development meetings. MDCP award funds of $172,000 helped cover additional travel and personnel costs.

And, SFSA received special access to ITA’s standards liaison group and its standards attachés in Brussels as well as industry experts in Washington, DC. This, plus the support of standards developing organization ASTM International, and industry group the American Iron and Steel Institute, enabled several positive developments that ultimately resulted in liberalized exports for U.S. steel producers:

  • Increased by 12, the number of U.S. experts reviewing ISO documents, a 20% increase over the previous number.
  • Reactivated a long-dormant committee on steel tubes for pressure purposes.
  • Became a participating member on the committee on ferrous metal pipes and fittings.

Thanks to the MDCP partnership, a U.S. standards attaché was able to participate in many of the ISO meetings on steel standards. The bulk of the work on behalf of the United States as a participating member in these ISO committees is done by U.S. industry product experts employed by private industry. The U.S. system is voluntary and driven by standards developed in response to the demands of private industry.

Unlike many countries, the United States does not have a government body that develops or promulgates standards. However, one U.S. industry delegate to an ISO committee reported after his ISO meeting where a U.S. standards attaché was present that it was one of the most constructive he had ever attended. “The atmosphere of the meeting was very accommodating, particularly on the work of harmonizing chemical compositions of approximately 100 grades of stainless steels.”

The International Organization for Standardization is a network of 157 national members with a Central Secretariat in Geneva, Switzerland, that coordinates the system. Founded in 1902, Steel Founders Society of America (SFSA)is based in Crystal Lake, Illinois. SFSA membership is available to any foundry organization that manufactures steel castings.

University Health System Consortium

MDCP Award/University Health System Consortium Match: $498,801/$2,393,429

Markets Targeted: Brazil, Mexico, Egypt, Saudi Arabia, United Arab Emirates

U.S. Industry Promoted: Healthcare services

Period: 2010 - 2013

Project Description:

  1. Create forum for international patient programs.
  2. Create international patient data and reporting specifics.
  3. Develop methodology to value medical care exports to U.S. academic medical centers.

 

U.S.-China Environmental Education Foundation Incorporated

MDCP Award/UCEEF Match: $299,107 / 907,280

Markets Targeted: China

U.S. Industry Promoted: Environmental technology

Period: 2016 - 2020

Key ITA Collaborators:

  • Jim Rice, ITA Team Lead, I&A/Office of Consumer Goods
  • Kellie Holloway, GM/USEAC Portland, OR
  • David Edmiston, GM/USEAC Minneapolis
  • Jiangyao Zhang, GM/CS Beijing

Project Description:

  1. Create a web platform to resolve duty, local government support, documentation, and payment requirements.
  2. Engage U.S. firms to attend trade shows.

Projected Exports Generated by 2020: $52,000,000

eCommerce Bridge Between China Demand and U.S. Supply

The environmental technology (ET) equipment market in USA is mature. Small to medium sized enterprises (SMEs) have limited prospects for domestic sales growth. By contrast, China has a huge market for environmental products. Demand by public sector buyers and industrial buyers is high. Households in China also have a growing appetite for ET products. What’s missing is a bridge that connects this demand in China to the U.S. supply.

EnvGuide (Environmental Educational Information Platform) is UCEEF’s solution to the difficulty that most U.S. ET firms have making eCommerce sales to China clients: a viable China website. EnvGuide will ensure that U.S. ET firms get their products listed on a site with their interests at heart and that the content of the site can be found and easily searched via Alibaba and other China-based web platforms.

While EnvGuide will help match U.S. ET product manufacturers with buyers in China, the site serves to educate buyers in China about the technology and standards. Thus informed, buyers in China usually prefer high-quality, U.S.-made ET products.

Households As Well As Institutional Buyers

Much environmental quality assurance and pollution mitigation happens at the company, institutional, or local government level. This is largely true in China as it is in North America. However, in China, there is also great demand for many ET solutions designed for household use.

In China, polluted water, smog, contaminated soil, and unsafe food make households look for reliable and functional products that can be deployed at home. For example, it is hard in Beijing to find a household that does not use a small water purifier. More and more renters and homeowners seek air purification systems for their apartments or homes as well.

The U.S.-China Environmental Education Foundation Incorporated (UCEEF) was formed as a 501 (c) (3) Corporation in January of 2013. UCEEF seeks to establish better understanding of the need for environmental education by supporting students interested in environmental studies, researching projects that further environmental protection, and engaging in public education on environmental awareness and protection. In particular, UCEEF seeks to foster cooperation between U.S. and China environmental organizations and industries through the understanding of cultures and business.

UCEEF contact: Yuhong Jiang

Award No: IT16INA1120006

USCE520

U.S.-Thailand Business Council

MDCP Award/USTBC Match: $167,085/$732,915

Markets Targeted: Thailand

U.S. Industry Promoted: Franchising

Period: 2002 - 2006

Project Description:

  1. Introduce potential Thai investors to U.S. firms.
  2. Facilitate financing.
  3. Prepare and prequalify potential clients.
  4. Match U.S. franchisers with Thai franchisees.

 

U.S. Travel Association

MDCP Award/USTA Match: $491,681/$999,855

Markets Targeted: Sweden, Japan, Norway, Denmark, Finland, Iceland, Estonia, France, Canada, Mexico, Brazil, Germany

U.S. Industry Promoted: Travel and tourism

Period: 2011 - 2018

Key ITA Collaborators:

  • Julie Heizer, Industry & Analysis, National Travel and Tourism Office
  • April Redmon, Rosslyn, Virginia USEAC
  • Hannah Kamenetsky, Commercial Service, Frankfurt, Germany

Project Description:

  1. Recruit top MICE buyers.
  2. Facilitate matchmaking at IPW.
  3. Educate industry about relevant foreign regulation.
  4. Create online virtual marketplace.

Projected Exports Generated by 2018: $420,000,000

Exports Generated by 2013-2017: $856,000,000

Exports Per Dollar of Award: $1,741

 

Choosing U.S. Venues for Meetings, Incentives, Conventions and Exhibitions (MICE)

Meetings, Incentives, Conventions and Exhibitions (MICE) constitutes a substantial portion of the international travel and tourism trade. U.S. Travel Association (U.S. Travel or USTA) has had great success in helping representatives of various U.S. venues to convince foreign meeting planners to choose U.S. destinations.

The average overseas visitor to the United States spends about five times more than domestic travelers. Additionally, international MICE travelers are generally the highest per capita revenue generators of any category of visitors, often spending 2-3 times as much as leisure tourists.

Leveraging Attractive U.S. Destinations for International Meetings

Of the top ten cities named the “Best Cities in the World for Business Meetings,” five were in the United States. The U.S. has an abundance of large meeting venues and conference centers capable of hosting very large MICE events. Cities like New York, Orlando and Las Vegas are specifically built to service the meetings industry and host thousands of MICE events every year. (Las Vegas hosted over 18,000 meetings and conventions in 2010.) Most of these destinations have huge convention centers and are convenient gateway cities offering non-stop flights to international attendees.

$856 Million in Exports Generated Exceeds Goal

In its MDCP application, U.S. Travel estimated that its project would generate $420 million in service exports by 2018. With several months to go in its project, the association has already more than doubled its goal.

Some of the export success has come from relatively small markets like Estonia, Iceland, and Denmark. This results, in part, from U.S. Travel’s strategy to meet with potential clients close to their homes abroad. Supported by ITA’s staff posted abroad and its Washington D.C.-based National Travel and Tourism Office, U.S. Travel has reached out directly to meeting planners and others in Western Europe and elsewhere who make decisions about where to hold meetings, conventions, and exhibitions.

This travel-intensive outreach complements the work U.S. Travel does each year at its own trade show in the United States, IPW. U.S. Travel has used the MDCP award funds to help MICE buyers who attend IPW. Through meetings conducted at IPW, these MICE buyers find more opportunities to send their business to the United States. MICE buyers receive such benefits in exchange for commitment to help track quarterly MICE business booked at U.S. venues.

U.S. Travel Association runs IPW, the U.S. travel industry’s annual trade show. U.S. Travel Association is the national, non-profit organization representing all components of the travel industry that generates $2.1 trillion in economic output and supports 15.1 million American jobs. U.S. Travel is headquartered in Washington, D.C.

Utilities Technology Council

MDCP Award/UTC Match: $299,531/$663,486

Markets Targeted: Brazil

U.S. Industry Promoted: Electric power delivery

Period: 2013 - 2017

Key ITA Collaborators:

  • Victoria Gunderson, Industry & Analysis, Office of Energy & Environmental Industries
  • Shannon Fraser, San Jose, California USEAC
  • Igly Serafim, Commercial Service, Sao Paulo

Project Description:

  1. Based on a survey of Brazilian utilities & stakeholders, develop & distribute a Utility Modernization Advisor (UMA).
  2. Build demand for U.S. products & services through technical seminars, reverse missions, and sharing the UMA tool.

Projected exports generated by 2017: $28,000,000

Exports generated by 2017.09.30: $6,000,000

Exports per dollar of award: $20

 

Brazil Needs to Upgrade Its Grid, But Where to Start?

Brazil is ranked eighth in the world for electrical power generation. While the country benefits from significant renewable resources— almost a third of that comes from hydro-electric generation sites like dams—Brazil struggles to keep up with growing demand for electricity.

Like utilities in the United States, utilities in Brazil encourage their consumers to conserve electricity. This allows a utility to avoid spending to build expensive new power-generation capacity. But Brazil has challenges that are not common in North America. For example, Brazil has a high incidence of “non-technical losses”. In effect, this is mostly due to theft of service. Conservation outreach to customers will not reduce this drain on Brazil’s utilities. So, while generation and conservation may be part of the mix, Brazil needs to focus on metering and distribution.

Using UTC’s Utility Modernization Advisor (UMA), a Brazilian utility can identify and justify a vision for changes it seeks, develop procurement processes likely to result in good solutions at a reasonable cost, create schedules, and implement and manage projects. Creating UMA for the Brazil market is at the core of UTC’s strategy for the MDCP project.

Familiarization with Technology Builds Demand

Getting Brazilian utilities to use UMA is not enough. UTC has participated in several technical conferences in Brazil to raise awareness of utilities of the latest technologies and services that could transform an electrical distribution system from one easy to cheat, to one too smart to beat. Here, UTC was able to reach 13 times as many Brazilian utilities and power-oriented companies as it had projected when it started the MDCP project. Brazilian utilities are interested in what UTC has to offer. The technical webinars proved to be very popular, with well over 1000 Brazilian firms participating.

On at least three different occasions during the MDCP project, UTC also helped Brazilian officials to see potential U.S.-developed solutions by connecting them to firms and organizations in the United States that had solutions to meet their challenges. Fortunately, UTC did not have to do all the “heavy lifting” in bringing Brazilian delegations. The U.S. Trade and Development Agency (USTDA) made resources available to bring Brazilian utilities officials and regulators to the United States.

Seeing U.S. technology and services tends to increase the likelihood that they will be the solution that potential customers will purchase. This has been an efficient way to leverage both USTDA and ITA resources to make export success by U.S. firms in Brazil more likely.

The Utilities Technology Council (UTC) is a global trade association serving critical infrastructure providers. UTC was founded in 1948, to advocate for the allocation of additional radio spectrum for power utilities. Over the last 65 years, UTC has evolved into an industry organization that represents electric, gas, and water utilities, as well as natural gas pipelines, critical infrastructure companies and other industry stakeholders.

Vermont World Trade Office

MDCP Award/Vermont World Trade Office Match: $270,128/$548,853

Markets Targeted: Argentina

U.S. Industry Promoted: Environmental technology

Period: 1998 - 2001

Project Description:

  1. Prepare U.S. firms for trade missions.
  2. Lead trade missions.
  3. Help U.S. firms follow up on opportunities.
Virginia Economic Development Partnership

MDCP Award/VEDP Match: $347,833/$699,795

Markets Targeted: Germany, France, Netherlands, United Kingdom

U.S. Industry Promoted: Information technology

Period: 1998 - 2001

Project Description:

  1. Organize workshops U.S. firms on IT opportunities in Europe.
  2. Counsel U.S. firms and prepare them to export.
  3. Lead trade missions.
Virginia Economic Development Partnership

MDCP Award/VEDP Match: $144,440/$304,880

Markets Targeted: Mexico, Poland, Chile

U.S. Industry Promoted: Mining technology, Environmental technology

Period: 1994 - 1998

Washington Department of Commerce

MDCP Award/Washington Department of Commerce Match: $300,000/$618,000

Markets Targeted: Brazil, China, Canada, France, Germany, India, United Kingdom

U.S. Industry Promoted: Aerospace

Period: 2014 - 2018

Key ITA Collaborators:

  • Kim Wells, Industry & Analysis, Office of Transportation & Machinery
  • Diane Mooney, GM Commercial Service USEAC, Seattle
  • Moritz Holst, GM Commercial Service Hamburg

Project Description:

  1. Support U.S. firms at trade events with International Buyer Program, Gold Key Service, Aerospace Executive Service Program.
  2. Help firms at large shows with shared booth space, networking, matchmaking, off-site visits, and briefings.
  3. Provide vouchers to help pay trade event cost.

Projected exports generated by 2018: $50,000,000

Exports generated by 2018.09.30: $366,233,978

Exports per dollar of award: $1,221

 

Weight Loss Motivation

Weight-loss products represent a sector within the food products industry. The same could be said of aerospace. Owners and operators focus on flying aircraft that are as light as they can safely and comfortably be. The lighter weight reduces the amount of fuel required per mile flown. The lower the cost to operate, the more seats an airline can provide to travelers.

When seeking to supply aerospace manufacturers, firms that use composite materials have a leg up because they are lighter than those made of traditional materials. Whether from composites or other materials, products made by Washington-based companies are just as attractive to aerospace contractors outside the United States. All such non-U.S. firms, from Embraer to Airbus, want the lightest, most advanced components they can find. Through the MDCP partnership, WDOC and ITA are working together to ensure that these capable, Washington-based firms do, in fact, get found by new international customers.

Vouchers Help Connect Small Firms With Non-U.S. Customers

Washington Department of Commerce (WDOC) realized that many firms that have competitive products, like those made of composite materials, find the initial cost of competing for international contracts to be too expensive. In order to get such firms “over the hump”, WDOC provides “Aerospace Accelerator Vouchers” to offset some of the cost of participating in trade shows, trade missions and other events.

WDOC uses its MDCP award to offer small grants up to $5,000 to support translation of marketing materials, international marketing campaigns, outbound sales meetings, trade show registration and airfare, and enrollment in the Gold Key program. Vouchers help companies that are ready to begin exporting but find it difficult to make the initial investment in getting out to trade events.

Trade Event Support & Staffing

WDOC is using its MDCP financial award, plus its own matching funds, to provide enhanced services to small companies attending large aerospace trade shows. ITA, through its Global Markets/Commercial Service and Industry & Analysis units, provides support for Washington companies at established aerospace trade shows such as the Paris Air Show and Farnborough Air Show.

This support includes shared booth space, market research, partner searches, match-making meetings, presentations and individual meetings with the heads of procurement from large aerospace producers, and receptions with industry clusters from specific geographic regions. Many smaller firms would otherwise find it challenging to do business at the large trade shows. But with ITA’s help, they get the contacts, information, on-the-ground assistance, and exposure they need to have a successful trade show experience.

Another significant use of the MDCP award and matching funds is hiring of a Commerce Aerospace Business Development Coordinator. Because this position is 100 percent to the project, participating exporters have had market research, event support, and post-event follow-up that has helped them make export sales that they would not have been able to make alone.

The Washington Department of Commerce (WDOC) is an agency of the government of the State of Washington. WDOC’s activities touch affect various areas of community and economic development including international trade.

Water Resources Research Center at University of Missouri-Columbia

MDCP Award/Water Resources Research Center at University of Missouri-Columbia Match: $287,000/$574,000

Markets Targeted: Energy, Environmental technology, Heating/ventilation/air conditioning

U.S. Industry Promoted: Water technology

Period: 2005 - 2009

Project Description:

  1. Create U.S. environmental technology presence with office in Beijing.
  2. Host two-week joint academic and industry training sessions in the United States.
  3. Organize two-day tech seminars.

 

Western North Carolina Regional Economic Development Commission

MDCP Award/Western North Carolina Regional Economic Development Commission Match: $400,000/$1,209,473

Markets Targeted: United Kingdom, Germany

U.S. Industry Promoted: Travel and tourism

Period: 2004 - 2009

Project Description:

  1.  Educate tour and travel providers about serving targeted visitors.
  2. Lead in-market trade shows and trade missions and consumer travel shows. 
  3. Make website more interactive and instructional.
  4. Create a visitor’s guide.

 

Western States Tourism Policy Council

MDCP Award/Western States Tourism Policy Council Match: $400,000/$800,000

Markets Targeted: Germany, Japan, United Kingdom, France

U.S. Industry Promoted: Travel and tourism

Period: 2002 - 2006

Project Description:

  1. Educate firms in gateway communities near national parks on tourism market strategies.
  2. Work together with other public and private suppliers in gateway communities to understand how to better serve international visitors.

 

West Virginia Development Office

MDCP Award/WVDO Match: $63,940/$127,880

Markets Targeted: No market specified

U.S. Industry Promoted: Wood products, Mining technology

Period: 1994 - 1995

Wood Machinery Manufacturers of America

MDCP Award/Wood Machinery Manufacturers of America Match: $183,305/$748,143

Markets Targeted: Brazil, India

U.S. Industry Promoted: Woodworking machinery, cutting tools, supplies

Period: 2008 - 2011

Project Description:

  1. Open marketing and service center in Bangalore, India.
  2. Develop collateral materials and organize related marketing activities.
  3. Produce newsletter for 10,000 Indian woodworking firms.
  4. Support U.S. firms’ travel abroad.

 

World Trade Center Arizona  

MDCP Award/World Trade Center Arizona Match: $227,071/$483,090

Markets Targeted: No market specified

U.S. Industry Promoted: Information technology, Environmental technology, Optics

Period: 1994 - 1996

World Trade Center Buffalo Niagara

MDCP Award/World Trade Center Buffalo Niagara Match: $218,771/$437,542

Markets Targeted: China

U.S. Industry Promoted: Medical devices

Period: 2012 - 2015

Project Description:

  1. Train current exporters on target market regulations and standards. 
  2. Provide country marketing, industry consultation, and trade services (Gold Key, translation, market research, etc.). 
  3. Advise on export finance and supply-chain.

 

World Trade Center Montana

MDCP Award/WTCLA Match: $397,454/$797,690

Markets Targeted: Australia, United Kingdom, Ireland, New Zealand, Taiwan

U.S. Industry Promoted: Consumer goods, Travel and tourism

Period: 2001 - 2005

Project Description:

  1. Identifying new exporters with potential for target markets.
  2. Develop training on export and e-business.
  3. Create retail outlets in two major target market cities.
  4. Link firms to distributors and retailers.

 

World Trade Center Association Los Angeles-Long Beach

MDCP Award/WTCLA Match: $398,127/$882,250

Markets Targeted: No market specified

U.S. Industry Promoted: Apparel

Period: 2001 - 2003

Project Description:

  1. Help firms create export action plans.
  2. Provide export counseling, a trade show database, virtual trade missions, identification of foreign buyers, and “how to” guides.

 

World Trade Center of North Carolina

MDCP Award/NCWTA Match: $377,299/$770,240

Markets Targeted: China, Vietnam

U.S. Industry Promoted: Telecommunication, Environmental technology

Period: 1996 - 2001

World Trade Center Pittsburgh

MDCP Award/WTC Pittsburgh Match: $238,769/$502,069

Markets Targeted: No market specified

U.S. Industry Promoted: Environmental technology

Period: 1997 - 2000

World Trade Center San Diego

MDCP Award/WTCSD Match: $425,000/$850,000

Markets Targeted: Jordan, Morocco, India, Libya, United Arab Emirates, Saudi Arabia

U.S. Industry Promoted: Water technology

Period: 2010 - 2014

Project Description:

  1. Leverage 50 U.S. World Trade Centers (WTCs) to identify high-potential U.S. firms.
  2. Find best foreign buyers.
  3. Use ITA experts for firm counseling and workshops.
  4. Create consortia to bid on government contracts for design or building projects.

 

World Trade Center San Diego

MDCP Award/WTCSD Match: $194,474/$1,005,526

Markets Targeted: China, Japan

U.S. Industry Promoted: Telecommunication, Bio technology

Period: 2002 - 2004

Project Description:

  1. Train select immigrants as export facilitators.
  2. Help U.S. firms sell to facilitators’ their native countries.
  3. Organize trade missions that leverage facilitators to the benefit of participating subject matter experts (SMEs).

 

World Trade Center San Diego

MDCP Award/WTCSD Match: $200,000/$400,000

Markets Targeted: Mexico

U.S. Industry Promoted: Business services, Logistics, Manufacturing components, Manufacturing supplies

Period: 1999 - 2001

Project Description:

  1. Identify maquiladoras with specific support needs.
  2. Match San Diego area suppliers with Mexican clients.

 

MDCP Award / WTC-UT Match: $300,000 / $600,000

Markets Targeted: Israel, Saudi Arabia, U.A.E.

U.S. Industry Promoted: Healthcare, Composites

Award Period Ends: 2022.07.28 (Terminated for convenience)

Key ITA Collaborators:

  • Lisa Huot, Industry & Analysis
  • Shelby Daiek, Global Markets/Commercial Service/Salt Lake City
  • Luke Yanos, Industry & Analysis
  • Christelle Rezk, Global Markets/Commercial Service/Abu Dhabi

Project Description:

Help Utah’s SMEs export by:

  1. Consulting companies in choosing an appropriate global strategy and implementing it.
  2. Participating in two international trade missions, two trade shows, and one reverse trade mission.
  3. Preparing a media outreach plan for each target market.

Project Export Goal: $4,300,000

Global Business Services in the Middle East

World Trade Center Utah (WTC Utah) “Global Business Services in the Middle East” (GBS) will help Utah’s small- and medium-size enterprises export into the UAE, Saudi Arabia, and Israel. Through GBS, WTC Utah’s will pursue the following key project elements:
1. Conduct export readiness assessment of participating firms.
2. Provide technical assistance to firms in partnership with service providers.
3. Market entry services, including translation/localization/E-Commerce.
4. Facilitate sales channel development: trade show, trade mission, and reverse trade missions.
5. Conduct after-action impact surveys for outcomes and impressions, along with post-export assistance.

WTC-UT contact: 

Award No: IT21INA1120009

WUT1520