Mid-America International Agri-Trade CouncilMid-America International Agri-Trade Council& &

Food Export USA - NortheastFood Export USA - Northeast

Bringing the Foods of Mid-America and Northeast to the World

Mission StatementMission 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.

Who is MIATCO?Who is MIATCO?

Private, non-profit international trade Private, non-profit international trade organization organization

Members are State of Departments of Members are State of Departments of AgricultureAgriculture

Work with producers and processors in the Work with producers and processors in the Midwest Midwest

Small and medium-sized Small and medium-sized producers/processors and cooperativesproducers/processors and cooperatives

Focus on products that are value-added, Focus on products that are value-added, consumer-orientedconsumer-oriented

Private Trade AssociationPrivate Trade Association Utilizes human and financial resources of the Utilizes human and financial resources of the

12 Midwest State Departments of 12 Midwest State Departments of AgricultureAgriculture

Provide a wide access of USDA services to Provide a wide access of USDA services to companies through member state officescompanies through member state offices

Members serve as a “one-stop shop” to Members serve as a “one-stop shop” to companies within their statecompanies within their state

Governed by a Board of Directors consisting Governed by a Board of Directors consisting of Secretary , Director or Commissioner of of Secretary , Director or Commissioner of Agriculture from member statesAgriculture from member states

MIATCO MembersMIATCO 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

Participant in FASParticipant in FAS

Promotional activities under FAS programs Promotional activities under FAS programs are carried out by MIATCO and other are carried out by MIATCO and other agricultural trade associations, state-regional agricultural trade associations, state-regional trade groups, and cooperative groupstrade groups, and cooperative groups

Administers Branded Program fundsAdministers Branded Program funds

Plans, manages, and contributes staff Plans, manages, and contributes staff resources and funds to execute projects and resources and funds to execute projects and activitiesactivities

State Regional Trade GroupsState Regional Trade Groups

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.foodexportusa.org

Mid-America International Agri-Trade Council

309 W. Washington St. Suite 600

Chicago, IL 60606

T: 312/334-9200

F: 312/334-9230

www.miatco.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

State Regional Trade GroupsState Regional Trade Groups

Southern U.S. Trade Association

2 Canal St.

New, Orleans, LA

T: 504/568-5986

F: 504/568-6010

www.susta.org

ProductsProducts

Focus on products that are value-added, consumer-oriented

Branded food products

Strategic Alliance With Food Strategic Alliance With Food Export USAExport USA

Alliance began April 1, 2000 Common strategy in

complementary markets Coordinated activities with

similar tactics We have seen many benefits…

Food Export USA Food Export USA MembersMembers

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

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

FAS Program FundingFAS Program Funding

Programs & ServicesPrograms & Services Focus on providing export

services to small, value-added Midwestern companies

•Exporter Education

•Market Entry

•Market Promotion

In- Market RepresentativesIn- Market Representatives Canada (M)Canada (M) Mexico (M)Mexico (M) Mercosur (M)Mercosur (M) Japan (M)Japan (M) Korea (M)Korea (M) India (M)India (M) Hong Kong (M)Hong Kong (M) China (M) China (M) Taiwan (M)Taiwan (M) Southeast Asia (M)Southeast Asia (M)

Canada (F)Canada (F) Caribbean (F)Caribbean (F) Central America (F)Central America (F) Germany (F)Germany (F) United Kingdom (F)United Kingdom (F) France (F)France (F) Czech Republic & Czech Republic &

Hungary (F)Hungary (F) Middle East (F)Middle East (F) Seafood (F)Seafood (F)

(M) MIATCO (F) Food Export USA

Export EducationExport Education

Newsletter: Newsletter: Global Food Global Food

MarketerMarketer

Educational SeminarsEducational Seminars

Web Site, Web Site, (www.miatco.org)(www.miatco.org)

Food Export HelplineFood Export HelplineTMTM

Export Essentials OnlineExport Essentials Online

NewsletterNewsletter

•Covers MIATCO and Food Export USA activities.

•Calendar of Events

•Market Updates

•Marketing Tips

•Column by Dennis Lynch, Food Export Helpline Counselor

Educational SeminarsEducational 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

Food Export HelplineFood 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.

Export Essentials OnlineExport Essentials Online10 Module Online Training System10 Module Online Training System

1. 1. Exploring Export Options2. Market Research3. The Export Marketing

Mix4. Strategic Planning5. International Marketing

Activities6. Pricing, Quoting & Terms

of Sale7. 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

Market EntryMarket Entry Market BuilderMarket Builder

Food Show PLUS!Food Show PLUS!SMSM

Buyers MissionsBuyers Missions

Trade MissionsTrade Missions

Trade Lead ConnectionTrade Lead Connection

MARKET BUILDER SERVICEMARKET BUILDER SERVICE

Service designed to help companies understand product potential

Assists companies to make and solidify market contacts

Assists companies to determine strategic plan

SERVICES INCLUDE:

MARKET SCAN & REP FINDER

1. Store Check and Distribution Analysis • Helps participants to determine whether products similar to

theirs are being sold in the foreign market

2. Competitive Product Shopping• Participants receive product samples of similar and competing

products sold in the market

3. Importation Analysis• Participants receive a report that identifies regulations and

restrictions affecting the importation of the product into the country

4. 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

Market ScanMarket Scan

Rep FinderRep Finder1. 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

MMARKET BUILDER ARKET BUILDER SSERVICEERVICE

CaribbeanChinaCzech RepublicEnglandFranceGermanyHungaryIndia

JapanKoreaCanada MercosurMexicoMiddle EastTaiwan

Available in the following markets:

Southeast Asia

Central America

Hong Kong

Taiwan

FOOD SHOW PLUS!FOOD SHOW PLUS!tmtm Services 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

FOOD SHOW PLUS!FOOD SHOW PLUS!tmtm Services 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

BBUYERS UYERS MMISSIONISSION

Brings buyers from target countries to U.S.

One-On-One Meetings with buyers and suppliers

Usually in conjunction with a trade show

Trade MissionsTrade Missions A three-day activity to bring exporters to a targeted marketA three-day activity to bring exporters to a targeted market

Participants receive import analysis and competitive product Participants receive import analysis and competitive product checkcheck

Seminars on product and label requirementsSeminars on product and label requirements

A table-top reception for suppliers to feature products to A table-top reception for suppliers to feature products to many buyersmany buyers

One-On-One MEETINGS with buyers. One-On-One MEETINGS with buyers.

Companies featured in a mission brochure that is printed in Companies featured in a mission brochure that is printed in the local languagethe local language

Essential tools provided such as ground transportation and Essential tools provided such as ground transportation and interpreters throughout the missioninterpreters throughout the mission

Trade Lead ConnectionTrade 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

Market PromotionMarket Promotion

Branded ProgramBranded Program

In-Store In-Store PromotionsPromotions

Retail and Foodservice Retail and Foodservice PromotionsPromotions

Usually at request of marketUsually at request of market Broad category of productsBroad category of products Ideally with some assurance of long-Ideally with some assurance of long-

term product placementterm product placement Not a primary part of our strategyNot a primary part of our strategy

Performance MeasuresPerformance Measures Actual increase in export sales Actual increase in export sales Projected increase in export sales Projected increase in export sales Number of new distributorships Number of new distributorships

established established Number of companies with a first-time Number of companies with a first-time

export sale in a marketexport sale in a market Number of new contacts between Number of new contacts between

exporters and foreign buyers exporters and foreign buyers Number of companies who increase Number of companies who increase

export sales 20% or moreexport sales 20% or more

MIATCO’s MIATCO’s Branded ProgramBranded Program

Branded Program Branded Program OverviewOverview

Cost share assistance for brand products in Cost share assistance for brand products in foreign marketsforeign markets

50% cost reimbursement of eligible 50% cost reimbursement of eligible expensesexpenses

U.S. Food & agricultural products onlyU.S. Food & agricultural products only Application from a U.S. CompanyApplication from a U.S. Company Small companies only (<500 employees) or Small companies only (<500 employees) or

cooperativescooperatives Products not covered by another industry Products not covered by another industry

groupgroup

What Are Eligible Expenses?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

Requirements of the Requirements of the ProgramProgram

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

Other Details: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)