CalAgX Program Description

Program Description

There is no time like the present to export agriculture specialty crops. Although the food and agriculture industry is facing many of the challenges posed by globalization, many market opportunities do exist. The declining dollar, the increase in disposable incomes within developing countries - provide an unprecedented opportunity for California growers and distributors to sell their products in international markets.

Program size is limited.  Participation in the CalAgX program will be based upon how closely the applicant meets the criteria for participation listed below.

Each of the 6 sessions has been designed to meet the learning needs of new-to-export or non-exporting food and agriculture companies. Training will be conducted in Sacramento, Fresno and San Luis Obispo, California concurrently. Between sessions, participants will have an opportunity to work on various assignments, consult with industry experts to reinforce the information learned in the class and take advantage of promotional activities designed to assist participants in becoming export ready. As part of the overall program, we will work with you to develop customized International Market Research and/or an International Marketing Plan to aid your company in establishing export goals, identifying potential markets for international expansion, and suggested implementation strategy for market-entry.

Session Descriptions

Session I: Introduction to Food & Agriculture Exporting

Exporting Basics

• Overview of the Export Process
• Export Procedures and Terminology
• Benefits, Costs and Risks of Exporting
• Assessing Export Readiness
• Assessing Export Potential
• Budgeting for Exports

Finding & Entering Best Export Markets

• Researching Foreign Markets
• Internet Market Research – Sources and Techniques
• Market Planning Tools and Techniques
• Selecting Target Markets
• Developing Best Market Entry Strategies
• Developing the Export Market Plan

Session II: International Marketing

Developing A Market Entry Plan

• Defining Goals
• Internal/External Analysis
• Product Selection & Pricing
• Target Market
• Market Entry Strategy

International Matchmaking

• Finding Foreign Buyers/Distributors
• Trade Contact Sources
• Trade Lead System
• Government/Private Matchmaking Service
• Branding & Marketing Materials
• Marketing Media & Methods

Session III: Logistics & Documentation

International Logistics

• Export Packing & Packaging
• Export Marking & Labeling
• Determining Best Transport Modes & Routes
• Freight Forwarders
• Booking, Tracking and Tracing Cargo
• Insuring the Cargo

Documentation

• Incoterms
• Quotation
• Pro Forma Invoice
• Commercial Invoices
• Certificate of Origin
• NAFTA Certificate of Origin
• Phytosanitary Certificate
• Ocean Bill of Lading
• Air Waybill
• Tariffs

Session IV: Negotiation and Cultural Aspects

Making Export Sales

• Responding to Inquiries
• Determining and Quoting Export Prices
• Negotiating Export Terms & Closing Deals
• Invoicing Foreign Buyers
• Globalizing Websites for Foreign Users
• E-Commerce Tools and Methods

Intercultural Communication

• What is Country’s Culture?
• Communication Protocol
• Personal Space
• Meeting Protocol
• Social Protocol
• Local Customs
• Cultural Tools and Resources

Session V: Financing Exports & Getting Paid

Financing Exports & Getting Paid

• Balancing Risk Between Seller & Buyer
• Payment Terms
• Letters of Credit
• Selecting International Payment Method
• Protecting Against Buyers Default
• Financing your Export Growth
• Foreign Exchange Risk

Session VI: Foreign Regulations & Legal Aspects

Foreign Regulations

• Rights & Obligations under WTO
• Complying with Domestic Export Controls
• Foreign Government Import Requirements
• Tariffs/Trade Barriers
• Foreign Market Requirement
• International Trade Agreements

Legal Do’s & Don’ts

• Differing Legal Systems Around the World
• U.S. Laws Effecting Exporting and Operations in Foreign Countries
• Foreign Laws
• Protecting Intellectual Property Rights
• Settling Commercial Disputes
• Other Legal Issues

The CalAgX program is funded by the 2009 Specialty Crop Block Grant program of the United States Department of Agriculture, and is presented by the California Centers for International Trade Development in cooperation with the California Department of Food and Agriculture.