Mid-America International Agri-Trade Council

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Mid-America International Agri-Trade Council
Food Export USA - Northeast
Bringing the Foods of Mid-America and Northeast
to the World
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Mission Statement
The Mid-America International Agri-Trade Council
(MIATCO) is a non-profit organization of 12
Midwestern state and agricultural promotion
agencies that use federal, state, and industry
resources to promote the export of Midwestern
food and agricultural products.
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Who is MIATCO?

• Private, non-profit international trade
  organization
• Members are State of Departments of Agriculture
• Work with producers and processors in the Midwest
  
• Small and medium-sized producers/processors and
  cooperatives
• Focus on products that are value-added,
  consumer-oriented

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Private Trade Association

• Utilizes human and financial resources of the 12
  Midwest State Departments of Agriculture
• Provide a wide access of USDA services to
  companies through member state offices
• Members serve as a one-stop shop to companies
  within their state
• Governed by a Board of Directors consisting of
  Secretary , Director or Commissioner of
  Agriculture from member states

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MIATCO Members

• Illinois Department of Agriculture
• Indiana Department of Agriculture
• Iowa Department of Economic Development
• Kansas Department of Commerce
• Michigan Department of Agriculture
• Minnesota Department of Agriculture
• Missouri Department of Agriculture
• Nebraska Department of Agriculture
• North Dakota Department of Agriculture
• Ohio Department of Agriculture
• South Dakota Department of Agriculture
• Wisconsin Department of Agriculture

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Participant in FAS

• Promotional activities under FAS programs are
  carried out by MIATCO and other agricultural
  trade associations, state-regional trade groups,
  and cooperative groups
• Administers Branded Program funds
• Plans, manages, and contributes staff resources
  and funds to execute projects and activities

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State Regional Trade Groups
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State Regional Trade Groups
Mid-America International Agri-Trade
Council 309 W. Washington St. Suite 600 Chicago,
IL 60606 T 312/334-9200 F 312/334-9230 www.miat
co.org
Food Export USA Northeast 150 S. Independence
Mall W Public Ledger Building 1036 Philadelphia,
PA 19106 T 215/829-9111 F 215/829-9777 www.foo
dexportusa.org
Western U.S. Agricultural Trade Association 4601
NE 77th Ave. Suite 200 Vancouver, WA USA 98662 T
360/693-3373 F 360/693-3464 www.wusata.org
Southern U.S. Trade Association 2 Canal St. New,
Orleans, LA T 504/568-5986 F
504/568-6010 www.susta.org
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Products

• Focus on products that are value-added,
  consumer-oriented
• Branded food products

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Strategic Alliance With Food Export USA

• Alliance began April 1, 2000
• Common strategy in complementary markets
• Coordinated activities with similar tactics
• We have seen many benefits

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Food Export USA Members

• Delaware Department of Agriculture
• Maine Department of Agriculture
• Massachusetts Department of Agricultural
  Resources
• New Hampshire Department of Agriculture
• New Jersey Department of Agriculture
• New York Department of Agriculture and Markets
• Pennsylvania Department of Agriculture
• Rhode Island Department Corp.
• Vermont Agency of Agriculture, Food and Markets

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FAS Program Funding

• Annual Application Process (UES)
• Competitive with other Cooperators and State
  Regional Trade Groups (SRTGs)
• Products not handled by other Cooperators -
  mostly value-added, consumer-oriented products
• Subject to Foreign Ag. Service (FAS) regulations
  on reimbursement

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Programs Services

• Focus on providing export services to
  small, value-added Midwestern companies

• Exporter Education
• Market Entry
• Market Promotion

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In- Market Representatives

• Canada (M)
• Mexico (M)
• Mercosur (M)
• Japan (M)
• Korea (M)
• India (M)
• Hong Kong (M)
• China (M)
• Taiwan (M)
• Southeast Asia (M)

• Canada (F)
• Caribbean (F)
• Central America (F)
• Germany (F)
• United Kingdom (F)
• France (F)
• Czech Republic Hungary (F)
• Middle East (F)
• Seafood (F)

(M) MIATCO (F) Food Export USA
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Export Education

• Newsletter Global Food Marketer
• Educational Seminars
• Web Site, (www.miatco.org)
• Food Export HelplineTM
• Export Essentials Online

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Newsletter

• Covers MIATCO and Food Export USA activities.
• Calendar of Events
• Market Updates
• Marketing Tips
• Column by Dennis Lynch, Food Export Helpline
  Counselor

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Educational Seminars

• In collaboration with our member states
• Expert presenters and export-related service
  providers.
• Tailored to the local audience
• Among the topics covered
• Overseas opportunities and challenges
• Step by step breakdown of export transactions
• MIATCO and Food Export USA programs and services

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Food Export Helpline

• Customized assistance based on exporters specific
  needs
• Top markets, strategy, pricing, transportation
  logistics
• Assistance for suppliers on how to get ready for
  Buyers Missions and Trade shows.
• No fee, but registration is required.
• Brochures available.

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Export Essentials Online10 Module Online
Training System

• 1. Exploring Export Options
• 2. Market Research
• 3. The Export Marketing Mix
• 4. Strategic Planning
• 5. International Marketing Activities
• 6. Pricing, Quoting Terms of Sale
• 7. Logistics Physical Distribution

• 8. Documentation Procedures
• 9. Payment Methods Strategies
• 10. Exporting-A Business of Details
• Low cost and flexible
• Free demo at www.exportessentials.org

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Market Entry

• Market Builder
• Food Show PLUS!SM
• Buyers Missions
• Trade Missions
• Trade Lead Connection

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MARKET BUILDER SERVICE
SERVICES INCLUDE MARKET SCAN REP FINDER

• Service designed to help companies understand
  product potential
• Assists companies to make and solidify market
  contacts
• Assists companies to determine strategic plan

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Market Scan

• Store Check and Distribution Analysis
• Helps participants to determine whether products
  similar to theirs are being sold in the foreign
  market
• Competitive Product Shopping
• Participants receive product samples of similar
  and competing products sold in the market
• Importation Analysis
• Participants receive a report that identifies
  regulations and restrictions affecting the
  importation of the product into the country
• Distributor Referrals
• Samples and literature are given to pre-qualified
  importers
• Companies receive a distributor referral report
  and targeted importer list
• Provides feedback on company products from active
  importers, including product size, packaging,
  labeling, taste, formulation, shelf life, price
  and market suitability

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Rep Finder

• Distributor Referrals
• Samples and literature are given to pre-qualified
  importers
• Companies receive a distributor referral report
  and targeted importer list
• Provides feedback on company products from active
  importers, including product size, packaging,
  labeling, taste, formulation, shelf life, price
  and market suitability
• 2. Market Visits
• Company representative will travel to local
  market to follow-up on research provided in steps
  one and two
• Company will receive assistance with hotel
  arrangements and logistics, an introductory
  market briefings and a meeting schedule with
  potential buyers

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MARKET BUILDER SERVICE
Available in the following markets

• Caribbean
• China
• Czech Republic
• England
• France
• Germany
• Hungary
• India

Japan Korea Canada Mercosur Mexico Middle
East Taiwan
Southeast Asia Central America Hong Kong Taiwan
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FOOD SHOW PLUS!tm Services

• Assisting exhibitors with registration
• Pre-show product research regarding pricing,
  import regulations, competitor analysis
• Targeted invitation of qualified buyers to
  exhibitor booths and setting appointments
• Translation of exhibitor materials for show
  visitors
• Providing technical interpreters at the show
  booth
• On-site show assistance by local in-market
  representative

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FOOD SHOW PLUS!tm Services

• In-market briefing and local industry tours
• Qualifying exhibitors leads from the show and
  conducting checks on the top few.
• Writing and sending a generic follow-up letter in
  the local language to all contacts.
• Services provided to tradeshow exhibitors
• Adds value to the trade show experience
• Provides more potential for sales
• Takes intimidation factor out of tradeshow

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BUYERS MISSION

• Brings buyers from target countries to U.S.
• One-On-One Meetings with buyers and suppliers
• Usually in conjunction with a trade show

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Trade Missions

• A three-day activity to bring exporters to a
  targeted market
• Participants receive import analysis and
  competitive product check
• Seminars on product and label requirements
• A table-top reception for suppliers to feature
  products to many buyers
• One-On-One MEETINGS with buyers.
• Companies featured in a mission brochure that is
  printed in the local language
• Essential tools provided such as ground
  transportation and interpreters throughout the
  mission

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Trade Lead Connection

• Leads are received from in-market
  representatives, FAS Overseas Offices and leads
  from our website.
• Lead is sent to states and registered companies
  within 24 hours
• Companies must register to receive the full lead.
  If companies are not registered for the service
  but meet the product request, they will receive a
  partial lead and encouraged to sign up!
• Registered companies will complete an evaluation
  at the end of the year

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Market Promotion

• Branded Program
• In-Store Promotions

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Retail and Foodservice Promotions

• Usually at request of market
• Broad category of products
• Ideally with some assurance of long-term product
  placement
• Not a primary part of our strategy

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Performance Measures

• Actual increase in export sales
• Projected increase in export sales
• Number of new distributorships established
• Number of companies with a first-time export sale
  in a market
• Number of new contacts between exporters and
  foreign buyers
• Number of companies who increase export sales 20
  or more

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MIATCOs Branded Program
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Branded Program Overview

• Cost share assistance for brand products in
  foreign markets
• 50 cost reimbursement of eligible expenses
• U.S. Food agricultural products only
• Application from a U.S. Company
• Small companies only (lt500 employees) or
  cooperatives
• Products not covered by another industry group

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What Are Eligible Expenses?

• Advertisements and publications
• International trade shows (incl. Limited travel
  costs)
• Promotions demonstrations
• Public relations and seminars
• Freight costs for samples
• Package and label changes
• Certain domestic trade shows

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Requirements of the Program

• All products minimum 50 U.S. Agricultural origin
• All products promoted as Made in USA
• Activities approved in advance
• Company incurs all expenses up front
• Funds released on a reimbursement basis, subject
  to documentation
• Importer/distributor expenses also eligible

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Other Details

• Maximum request is 250,000
• Minimum request is 2,500
• 200 application fee
• non-refundable
• 6 administrative fee
• non-refundable
• based on approved allocation
• Expenses incurred before approval are NOT
  eligible (except for pre-payment of booth/travel
  expenses)
• Five year country limit (additional 5yrs for
  specific shows)