Great Opportunity for Ohio Businesses looking for Exporting Help

Ohio State officials are looking for companies to pair with interns for exporting help. The companies need to apply before December 10 to be considered. This is a great way to get help with exporting compliance, analysis, marketing and creating a compliance manual to name a few ways students help. This program reimburses the company 50% of the paid intern's wages.

As a consultant who works with companies new to translation, I often see company associates in a learning curve, trying to juggle compliance, marketing and more. Utilizing this program gives people involved in export access to someone who will dedicate their time to your specific export need. They are involved completely in your export process and have access to great resources within the state and university system. They are able to research your specific need/problem/issue and take action to successfully complete the project.

This resource is far more valuable than just the 50% reimbursement. The workload the student is able to take on, frees time for your associates to dedicate their resources to other projects concerning exporting.

I have talked with several companies who have taken advantage of this resource and the service was deemed as highly productive and helpful to grow a new market. I recommend inquiring with the State to apply to participate in this program.

Ohio Export Stats: http://development.ohio.gov/files/research/B2004.pdf
YouTube http://ow.ly/E25cO
Ohio was the 9th largest exporting state.
211 countries and territories received exports from Ohio.
9 countries received over $1 billion in Ohio exports.

Here's the link for the program: http://development.ohio.gov/bs/bs_oxip.htm

Also if you are in the Youngstown region be sure to connect with Mousa Kassis at YSU for more information . They have an amazing exporting focus and will be your best advocate!

Contact us if you would like to learn more about adding languages to your website, marketing materials and more. The sooner you connect with us, the better your transition will be to other languages. We will give you the tools to write your English content for translation, saving you time and money! Email me directly, linda@allcleartranslations.com.

Wishing you much success in exporting,
Linda Richardson

A brief understanding of ATA Carnets

Carnets (pronouced car-ney) allows you to travel in and out of countries with your instruments, tools, goods and not pay duties. Who uses carnets? Orchestras like the Pittsburgh Symphony and others who take professional goods in and out of countries use carnets when they travel to perform abroad.

84 Countries and Territories accept carnets. Soon Brazil, Trinidad and Tobego and others will be accepting them. This saves companies, organizations time and money when traveling. This facilitates international travel for business without having the hassle of customs and payment duties and taxes.

The Carnet is one document good for one year. If you think you could benefit from a Carnet when traveling to trade shows and for international business you can consult Boomerang Carnets. your logistics and export company like OIA International or the US Commercial Service can refer you to helpful consultants.

We can help you with the translations you need. Travel can be easy and fluid with some due diligence and preparation.

St. Lawrence Seaway - Sail into success with exports!

Container Ships - Enabling Export Sales!

I had the fortune to hear Betty Sutton, Administrator of the St. Lawrence Seaway Development Corporation speak at the NW Commissions Exporting event in Erie, PA on 9/25/2014. Energy products like iron ore, coal and chemicals make up about 80% of all traffic. About 25% of cargo has international destinations or coming from abroad. 70% of American steel products are produced in this region and 1/2 of Fortune 500 Industrial companies are located in the region.

The Great Lakes economy could be considered the fourth largest in the world behind 1. U.S.A. 2. China 3. Japan. Sutton was very positive about our collaborative relationship with our neighbor Canada. She is reaching out to the public sector to enable growth and collaboration to build this valuable mode of transportation for our products, increasing global sales. 

4.7 Trillion in trade activities (20% of U.S. and Canada) are happening in the region and using the seaway to import and export products. With the energy boom in Marcellus and Utica Shale, the potential to continue to grow international markets utilizing cargo ships is increasing. Sutton stated that a cargo ship will move 30,000 tons of cargo. Moving the equivalent amount of cargo by railcar you would need over 300 cars, utilizing trucking systems would mean filling over 960 trucks with cargo. Using cargo ships can reduce costs, environmental impact an energy costs. 

Administrator Sutton’s excitement about the potential to impact growth for manufacturers with exports was contagious. She left the audience with high hopes of collaborative efforts to help them build international sales. The representatives there echoed her excitement about growth potential of world-wide sales. One rep told me, she has seen great success for American products in Europe. The one important caveat she mentioned was that American companies often underestimate the importance of translating their websites when entering new markets like Germany. Often a mistake, companies look at the initial cost and feel they can still open that market. Her point was would you buy from a German website? Then why would an American company think a German would buy from their American site?  I couldn’t have said it better myself.

Information on the resources at the conference:

NW PA Commission http://northwestpa.org/

St. Lawrence Seaway Development Corporation http://www.seaway.dot.gov/

Contact Linda@allcleartranslations for more information on international sales, translations, cultures, international market analysis and how to start a localization (translation) project.

About the Author

Linda Richardson founded All Clear Translations in 2010. Her focus is to enable American companies to grow and build their international markets.  Richardson is certified in Localization and Project Management for Localization, she has spoken on translation and localization to build sales at international and national conferences as well as regionally. In January, 2013, Richardson opened an office in Hermitage, PA at the eCenter at LindenPointe- a technology incubator. 

Why American companies should be focusing on the 

Chinese Market.

While in Detroit last week at the Discover Global Markets Forum, I came to understand the importance of eCommerce for international sales. The U.S. Commercial Service put together a great event filled with international representatives and much information to help companies build global sales. While in a break out session I learned some great facts about our third largest export market – China.

If you total the most 171 populous cities, they host 1 Billion people.  China now has one million millionaires (USD)!  Within these cities and smaller cities there is very little modernized retail. No large malls or department stores are in most of these cities. Ecommerce is utilized by many wealthy and middle income Chinese. In 2015 internet users in China should be around 800 million. These consumers love foreign brands especially American made products. They cited safe, quality, integrity and convenience as reasons why they love our brands.

Fakes or knock-offs are a big problem in China. Although the government is trying to crack down on fakes and fake retail fronts, there continues to be new illegal storefronts opening every month. Companies like Apple, Disney, Nike and Ikea have been duplicated as knock-off stores in China. I am sure you have heard about the fake Apple stores! http://www.tealeafnation.com/2013/06/chinas-copycat-phenomenon-fake-apple-stores-booming-in-southern-china/

The knock-off products have made eCommerce more attractive to consumers because they can do some due diligence to be sure to get the product they want. Many consumers must travel to get to a department store or mall. Storefronts are not seen as reliable or true brands and therefore make ecommerce even more attractive to savvy Chinese consumers. The feeling is they are getting a “real” item from the internet not a fake. Ecommerce sales are expected to continue to fuel the need for luxury and brand items from abroad.

Alibaba has been a catalyst of change for the Chinese consumer. Many have not shopped in department stores and rely on shopping with Alibaba online shopping sites like TMall. Disposable income has grown and the Chinese consumers in 3^rd and 4^th tiered cities are spending more of their disposable income on American products. http://www.businessweek.com/articles/2014-09-11/alibaba-sites-drive-chinas-e-commerce-growth

How to grab your share of a multi-billion dollar market?

1.       Consult with your local U.S. Commercial Officer. They can help you with market analysis, connections to build, translators, feet on the street and more.

2.       Consult with your State’s Department of Economic Development. They also have resources to help you build your brand in other regions.

3.       Consult with your local Small Business Development Center. Their counselors will also help you understand your new market and help with sales growth.

4.       Cites like Alibaba, Amazon and EBAY offer assistance in getting online internationally. They do expect you to translate your information for the regions you are marketing to. But uploading translated information is easily accomplished.

These resources also offer training seminars to help educate you on commerce, compliance, and regional markets. Go online to www.trade.gov , http://www.sba.gov/offices/headquarters/osbdc , or your State’s Economic Development Center.

$$ Funding Available! $$

Have you been negatively impacted by imports? There is a matching grant to help you build your exports. Up to $150,000 matching grants are available to help you build an exporting process and plan. Contact us to find out more. We can help you determine if you qualify and help with the eligibility process.

About the Author

Linda Richardson founded All Clear Translations in 2010. Her focus is to enable American companies to grow and build their international markets.  Richardson is certified in Localization and Project Management for Localization, she has spoken on translation and localization to build sales at international and national conferences as well as regionally. In January, 2013, Richardson opened an office in Hermitage, PA at the eCenter at LindenPointe- a technology incubator. Please email her at Linda@allcleartranslations.com, visit her website, www.allcleartranslations.com, her blog – blog.allcleartranslations.com, twitter feed @allclearlinda or call her at 866-489-9109 for information on how translations can help you grow.

Harmonized Schedule Educational Info from the U.S. Commercial Service

Sharing with you a great informative Blog - Harmonized Code

Four Points for Finding “Harmony” in Exporting

July 23, 2014

Kenneth R. Mouradian is the Director of the International Trade Administration’s Orlando U.S. Export Assistance Center.

The numbers on the box help trade authorities know what’s in the box.

Numbers, numbers, numbers…! There are so many numbers to keep track of in global trade; and three, in particular, are commonly confused: the Harmonized Schedule (HS) Code, Schedule B Number, and the Harmonized Tariff Schedule (HTS) Number. They’re related but not the same.
The Harmonized Commodity Description and Coding System, or Harmonized System, is a means for customs agents to know “what’s in the box” without having to open it or understand what’s written in various foreign languages on the shipping documentation. It’s a system for identifying commodities in trade based on a string of six to eight digits. The Harmonized System is used by 179 countries covering about 98 percent of world trade for the assessment of customs duties (“border taxes” on imports) and the collection of statistical data.
Under the Harmonized System, products are classified into two categories, 21 sections, and 96 chapters by form and function. For example, 8471.30, is “Portable automatic data processing machines, weighing not more than 10 kg, consisting of at least a central processing unit, a keyboard and a display.”
English translation: laptop computer.
Combined with the product’s origin and value, customs agents use the HS Code to derive the tariff to be assessed.
The string of numbers that customs uses to assess taxes is six to eight digits long. To get even more specific in the collection of statistics, however, countries that use the Harmonized System are permitted to add digits to the HS Code to a total of 10 digits. In the United States, we refer to the full, 10- digit string as the Schedule B Number if it’s for export and the HTS Number if it’s for import.
So many numbers, so little time! Here are four important things to know about the Harmonized System, Schedule B, and HTS:

• Nearly Identical. Schedule B and HTS Numbers are identical except for the last two digits. You’d use these numbers on forms submitted to U.S. Customs and Border Protection and the U.S. Bureau of the Census. You can self-classify your exports under Schedule B and obtain on-line training and support from the U.S. Census website.
• Electronic Export Information (EEI). Exporters have the legal obligation under the Foreign Trade Regulations to record the export of any consignment whose value is equal to or in excess of $2,500 using the EEI. The Schedule B Number is used on the EEI to identify the commodities being exported.
• Trade Data and Foreign Tariff Schedules. You can derive an HS Code by looking at the first six to eight digits of a Schedule B or HTS Number. Because of its universality, trade data is commonly reported by governments, the World Trade Organization and United Nations using the Harmonized System Code. Hence, the HS Code is an important tool in conducting market research. Similarly, the HS Code is the key to searching foreign governments’ tariff schedules.
• Free Trade Agreements. You can view a list of Free Trade Agreements to which the U.S. is a Contracting Party, as well as detailed information on the benefits of each and how to take advantage of them.

Need help? Contact your local U.S. Export Assistance Center.

Market Distribution Concerns To Keep In Mind When Creating Software.

Don't stop at English. Expand your market! When developing software here are 3 key things to keep in mind.

1.       TARGET - Most probably your target is not just the U.S. Keep in mind future growth and where that growth will come from. Who are your targets? Where do they come from? Who will be using your product? Over two thirds of buying power comes from foreign countries.

2.       LANGUAGE OF YOUR TARGET(s)  – Now and future sales need to be considered when developing your software.  Is there room for an expanded language, have you thought about adding software translations? Does your new market target use Latin, Cyrillic, Asian or Arabic characters? Is your technical writer and software designer aware of the complexities of adding other languages? Can your software handle bi-directional or Asian characters?

https://www.census.gov/hhes/socdemo/language/data/language_map.html The Census Bureau developed an interactive map to help you access what languages you might need to include in your marketing efforts for the U.S.

http://www.sba.gov/content/explore%20-exporting The U.S. Commercial Service has an export readiness assessment tool online. This is a good start to help you determine where, what languages, etc.

3.       INDUSTRY – Will you be selling your software across Industries? Is your terminology general enough or too specific to easily translate to other industries? We have a client with an asset tracking tool that we are translating into several languages. This tool can be utilized across vertical industries. Instead of naming the specific asset the software tracks currently, we developed a more generic term that still conveys understanding in several languages for different industries. Initially, the client took the time to help us understand what they are doing now and where they wish to go in the future.  Because we have met with them, talked with them about future value and vision of their company and products, our translators created an effective communication tool to be utilized across several platforms. Helping your Translations team understand what you are working on now and what you see as a future application will enable better communication now. This step will save you money and time as well as the headache of re-working your software to fit new markets/regions.

To learn more about developing International ready software contact me at linda@allcleartranslations.com or 866-489-9109 to talk about increasing sales. 

GLOCAL Global business Insights that are worthy of sharing!

Don't you love it when someone "get's it"? Having a clear vision of your intended target is what Jeff gets! Jeff Slater shares his experiences and insights on building global relationships. Whether you are selling a product or service, being aware of cultural differences is KEY to success. I hope you enjoy Jeff's Blog as much as I did.
Linda Richardson

Glocal Marketing

I work on a global brand that requires local marketing. Glocal marketing. This portmanteau combines global and local marketing. Glocal brand requires global standards and key messaging but you have to be flexible to adapt and adjust to local cultural needs. It is a delicate dance that requires a keen sense of awareness for a marketing team.

My global experience is limited to the last 5 years out of a 30 year career. But I have learned a few lessons that I think are relevant to those working outside of their country borders as they apply to traditional meetings and managing marketing projects.

No, we aren't all the same. Communicating to a key target in France using print ads or email marketing is not the same as it is in Italy, Germany or Australia. You can’t cut and paste. Instead you need to have a well-thought out framework with clear boundaries that can be adapted. Collaborating with people from the culture and who understand the community is obviously necessary. But to keep some global standards in place requires some foundational message.

McDonald’s adapts to local tastes but it must remain committed to fast food and clean restaurants to be true to the global brand. Selling hamburgers isn't going to work in India but their brand adapts to the local taste needs. Starbucks serves green tea instead of coffee in many Asian markets and KFC serves duck sandwiches for lunch. Coke is coke everywhere but it has to be reinterpreted to fit each country's local sweetness/taste preferences. But these brands stay true to the essence. 

Keeping with a food example, I used to eat at a restaurant in Philadelphia, during college called The Frog. It had a French heritage but a Thai chef. The food respected both cultures and made sauces with classic French bases but with recognition of the Thai influence through the spices. Béchamel sauce meets lemongrass and coriander.

You are going too fast. I have learned that the American pace or rate of activity needs calibrating when working in other cultures. In Belgium, for example, if you walk into a conference room, you say hello to everyone, shake a hand, kiss a cheek and slowly and gently enter into business conversation. In the U.S., we jump in immediately often without acknowledging the humans in the room. Sensitivity to the pace is critical in other cultures and clashes will make your marketing fizzle. Time keeping is different in Europe. It often requires a calendar not a watch ticking by the second.

Change is bad, until it is good. We Americans tend to be incredibly optimistic and upbeat. No worries. No problem. We can do it.  In other cultures that innate positive attitude takes a circuitous path and usually starts with, “I don’t think so.”  New and novel ideas are usually seen in an initially negative light and evolve toward neutral and eventually to okay. Understanding this helps if you are trying to do something new and different. Expect a lot of head nodding at first and bring an extra helping of patience. 

Tradition and disruption at the same time. I am often surprised at how the business culture in some countries can hold two completely different ideas at the same time. Things can be very traditional and highly disruptive, all at the same moment. Not only do you need a translator if you don't speak the language, but a Sherpa to explain the contours and sensitivities of the landscape. Don't try to force an American way of doing something into another country. Rather, gain insight how that culture adapts new ideas by learning from others and then see how you can use those insights like seeds, planting them for a local team to harvest. 

Listening Around The World 

Glocal, global or local marketing all has a core competency at it's heart. It is listen more than talking. Observing what people do not what they say. It takes patience and a balanced approach but requires discipline and diligence. This is hard work but also very rewarding. 

What have you learned working in a glocal marketing job? 

- See more at: http://momentslater.blogspot.com/#sthash.ocmsEXwO.dpuf

Targeted Safety Training for Non-English Speakers

Targeted Safety Training for Non-English Speakers

Our fastest growing workforce segment is made up of immigrants. Tailoring your comprehensive training program to include non-English or English as a Second Language Speakers will dramatically improve your results.

Some things you want to consider when developing training are listed below.

Content:

Is the content easily understood and inclusive across cultures?

Are the graphics understandable and non-offensive to all workers?

Print Materials:

Are they hard to read

Should they be translated

Are they written that is culturally acceptable

Video Safety Training:

Should it be translated

Should you add closed-captioning

Who is the target

What is the objective

Do you have supplemental testing materials to measure effectiveness of the training

Evaluate your training materials with these considerations to help you create an effective and comprehensive training for all employees. We can help you create training materials and testing materials to be OSHA compliant and enable a safe working environment for all workers.

SEO eCommerce Growth In International Markets

Are these thoughts running through your mind?

Looking to grow? 

Thinking about new markets? 

Where are your new clients going to come from? 

How will you reach a new audience, market, customer? 

Let me tell you, it is something we all think about. An effective avenue to look into is Global eCommerce! Today, at this moment is the time for you to be heard globally. Do you realize not any other time in our human history could you reach around the world to shout out what you can do to help save lives, make life easier, save money, etc. For example, people in the Arab world are engaging on Facebook and Twitter in record numbers. The Arab Spring is testimony to the power of social media. The Chinese market is huge and growing. African mobile use is growing faster than any other region! Internet users are over 7 Billion and proliferate in markets around the world. Your U.S. market may not be the market that is looking for your amazing product. 

Top Trading Partners as of March 2014 

1. Canada 

2. China

3. Mexico

Let's stop there. Canada is our border trading partner. 25% of all trade goes to this partner. They are English and French speaking, seeking our products and within easy reach. Shipping is convenient and less costly than overseas, their resources combined with the U.S. Trade offices and your State Trade offices help ease entering into this nearby and welcoming market.

Yes, it can get overwhelming. Don't fill your plate or try to eat the whole pie. Choose a country. Test the market, start slowly by only tackling one new market. How many languages do you add to your site? Well, start with one market, one language. Add slowly, wisely and watch your sales grow.

Not sure how to enter the eCommerce arena? Check out these great resources: eBay, Amazon.com, Alibaba, UPS, USPS, FedEx all have resources to help you. There is much to consider but creating a simple strategy utilizing resources that are experts in global eCommerce will ensure an easier lift-off into markets unknown.

I will be talking about languages, websites and ecommerce platforms at the Regional eCommerce Forum Day in Erie on May 21^st. There are great experts and Keynote speakers ready to talk with you and help you learn more to grow and succeed anywhere.

Save the Date!

When: Wednesday, May 21, 2014
Time: 8 a.m. - 3:30 p.m. 
Where: Erie Technology Incubator | 130 W. 8th St., Erie, PA 16501
Who should attend? Business owners/entrepreneurs, executive management, and marketing & sales professionals from B2B, B2C and non-profit organizations.

http://bit.ly/1mGSOXE

Exporting is key to Successful Growth for TrackAbout ~ Linda's Translation Talk

Exporting is key to Successful Growth for TrackAbout ~ Linda's Translation Talk

Exporting is key to Successful Growth for TrackAbout

MARCH SUPERHERO

I always wanted to be Wonder Woman with bulletproof bracelets and a Lasso of Truth! Haven’t you dreamt of being a Superhero? Watching clients open new markets with global communication makes us feel like heroes!  Throughout the year, I will talk about our All Clear Translations clients who are making a difference in the global marketplace and how we help.

Our March Super Hero Client is TrackAbout. Four of the top six global industrial gas suppliers use their solution. TrackAbout is a flexible, scalable, cloud-based asset tracking and management solution founded in 2000. They recognized how gas distributors can achieve substantial benefits by managing their assets with more efficiency. Bottom line, they save their clients Money, Time and Assets! In fact, their customers typically realize a return on investment in less than one year.

Exporting is the key to their successful growth! TrackAbout realized early that their largest market is outside the U.S. borders. Working together as a team, we developed a localization process that makes it easy for them to build out their User Interface into many languages. Our translations help to build a client base that is world-wide.

makes a difference in many regions. China is a growing market for them. Tim Fusco, CEO of TrackAbout realized translation of their User Interface for mobile devices as necessary and vital. Fusco stated “we're getting positive feedback on the Chinese translations that your team at All Clear Translations put together for us recently. Thank you for all the help on that!”

 TrackAbout Asset Tracking in use

  

Translating your software User Interface is vital to building a quality product with loyal customers anywhere. When translating software you need to work with a translation team that has a good understanding of your technology and software. Remember this Batman, your best market, client or customer is probably not based in the U.S. Develop your software with language in mind. Make it a good transition from English to another language and save the world. Here is a slide from a workshop we offer:

 , Learn more by visiting their website at http://corp.trackabout.com/. Their team will captivate you with their client rescue stories. Using their system helps you save money and assets making you a Superhero too!

Together, WE CAN BE HEROES - capture new markets, create super growth and smash the competition!  If now is the time you are looking to expand globally -Holy Guacamole - be your own superhero.  Our translations and interpreting superpowers help companies build new markets on every continent. 

Global sales provide opportunities for growth that our domestic markets can’t. 95% of consumers live outside the U.S. 

We can help you build your next market, anywhere! Up, Up, and Away! Contact us at hero@allcleartranslations.com or call 866-489-6649. We are waiting to pick up the phone and join your super hero league!

The True Cost of a Free Translation

The True Cost of a Free Translation

What you will find lacking when your distributor translates your information.

     1.       Accuracy

     2.       Consistency

     3.       Ownership

     4.       Trust in expertise

     5.       Reliable turnaround

     6.       Realizable Goals in information

This is an exciting time for your company. You have found a market in a new region and the possibilities of building business there and beyond are not only exciting but scary as well. A distributor has offered to translate your information at little or no cost. Seems like an easy fix and fast start to entering a new region/culture/language right? Not necessarily, let’s look at some of the reasons you may not want to give up control to your distributor for translations. This information was compiled based on experiences that my clients have had with distributor translations.

The C.O.S.T of a distributor translating and controlling your content.

C-   Consistent message. Will your Brand be translated to best communicate your values, your company mission and product information. If you are working with your distributor, it is highly unlikely their primary mission is to translate professionally and accurately. In most cases, they are asking one of their employees to fit it into their already busy and chaotic schedule or farming it out to an poor quality resource.

O-  Ownership. If your distributor controls your translations, you have no ownership over the translated content. It is not your asset. Moving forward, as you grow and add materials, products, information you will not retain any of the translation memory. Every project is considered new. The consistency and accuracy is diminished and the costs will be increasing.

S-  Safety. Your distributor knows how to sell your product, but do they really know how it works? Do they understand how it operates, its potential risks and the safety features? If your distributor incorrectly translates your product information creating a problem and causing an accident, you are liable. Someone has been hurt, your company reputation is damaged, the   costs associated with this – product recall, lawsuits, fines, etc. could be huge. Having your distributor translate for you is like having your insurance agent fix your car.

T-   Trust in Expertise – your information needs a certain level of expertise in translation, linguistics, and specific industry knowledge. Your distributor does not have that level of expertise in the language. They are good at making connections and selling in that region. Will they have a 2^nd party proofread? Do they have a quality assurance process?

Reasons why you should always use a reliable Language Service Provider

 Happy Customers! 

Contracting a reliable Language Service Provider will ensure your information is accurate and consistent across product lines. Your language service provider will work as a team extension. They will provide A.C.T. advantages:

A-   Assurance – in accurate and consistent content. Assurance that your customers understand and are safe when using your products. Assurance in meeting your timeframe and deadlines.

     C-    Cost Savings – in the short-term there are more upfront costs to contracting a LSP. But, in the long-run you will see savings that can be very significant. All of your translated content is stored and reused so in future translations, you can benefit with saving the cost of what is already translated. The translations are your proprietary assets. What are they worth?

     T-    Time Savings – how much is your time worth? Often when a distributor translates for you, it takes 2-3 times longer. Is your distributor fitting in your translation and not working to build your business? Does this delay your entrance into the market? Are clients waiting for the safety manuals, operating manuals, product descriptions? You can eliminate this delay by working with a professional language service provider (LSP).

When someone offers to save you money and time it is very enticing. Looking at the short term and long term benefits can help you decide what is truly best for your company and brand. Before using a distributor for translations you need to ask who is translating your information, will that person always be the translator and do they really understand how the product works? What is their expertise in linguistics, translation, fluency in both languages? While cost is always a concern in a business, your reputation is hard to win back with poor translations. Starting out as a good solution in any language will make you a hero to all.

About the Author:

Linda Richardson is the President and owner of All Clear Translations, LLC. Using translations and localization they transform websites, software, technical manuals and marketing materials into all languages to help increase sales. Their unique process can include Plain English to help companies increase understanding and comprehension while reducing translation and production costs of manuals. Their audio voice-over technologies enable spoken and written communication in many languages. Email Linda at linda@allcleartranslations and visit their website http://www.allcleartranslations.com.

Your new market is right across the border!

By Linda Richardson

Our largest trade partner is right across the border!

What makes it a great next step in your international sales effort? They speak English, they have the same international dialing code +1, and some Americans can see Canada outside their kitchen window, really!

Seriously though, Canadians buy over $290 Billion in goods from U.S. companies which amounts to 19% of overall US exports There is little language barrier, English and French are official languages in Canada.  58.4% of Canadians are native English speakers, 22% are native French speakers, mostly in Quebec, which has a large dominant French speaking population. To enter this market product sold into Canada from the U.S. must have a bi-lingual label (English and French). Translating your labels and website will ensure successful entry into this and other markets.

There is a robust ecommerce market in Canada. Canadians are online savvy and the weather is COLD a good part of the year!  This makes online shopping probable enabling consumers to stay indoors and still find the latest and greatest U.S made products. As you probably already have an online presence you can enhance that by adding French to your website, getting listed on ecommerce sites in Canada and participating in Trade Shows in Canada. The State of PA and the US Commercial Service is already there and promoting U.S. companies and products. Call your local office to discuss this affordable door opener as a part of the PA and U.S. exhibit!

Not ready to cross the border? Consider selling your products in border U.S. towns and retail outlets. Many Canadians cross the border taking advantage of the lower costs for goods. As a child I remember traveling to Canada and paying less for goods while there. Now the opposite is true, the U.S. dollar value is lower than the Canadian dollar, making U.S. products more affordable and a great value for our Canadian consumers. Canadians enjoy a favorable exchange and we exporters can take advantage of this imbalance. Many Canadians shop for American products online and will travel by the busload to our cities and outlets for great deals at Gap, Aeropostale and other retailers.  Toronto, Mississaugu, Kitchener & Hamilton are very close to US factory outlet malls and bus companies offer shuttles for as little as $15 a day. Should you consider space in a U.S. retail outlet to expose your product to the Canadian market  while you learn the ins and outs of exporting?

Sears, Home Depot and Target all carry U.S. made goods for their Canadian customers. Perhaps you can gain entry to Canada by being picked up by a Big Box Retailer? There are many considerations, regulations, taxes, packaging, shipping, etc. that can overwhelm even the most detail oriented person. Consulting with experts can take away the uncertainty and risk.  At the end of this article will be a list of resources to help you open this market.

One great resource for PA, Michigan and Wisconsin businesses have access to is the Canadian Trade Office of the Council of Great Lakes Governors. Director, Nancy Ward states: “Our office, based in Toronto since 1990, assists Pennsylvania companies conduct market research, formulate market entry strategies and connect with pre-qualified partner prospects across Canada. We work with companies in all industry sectors and typically complete approximately 150-160 projects or work orders for Pennsylvania companies annually.  Over the last 23 years, our office has assisted well over a thousand Pennsylvania companies find opportunities in the Canadian market. In the last fiscal year our office was credited with assisting Pennsylvania companies to generate over $30 million in sales into the Canadian market” 

Top 10 list of exports to Canada.                                 1. Vehicles: $46.7 billion                                 2. Machines, engines, pumps: $44 billion                                 3. Electronic equipment: $26.9 billion                                 4. Oil: $17.9 billion                                 5. Plastics: $12.5 billion                                 6. Medical, technical equipment: $8.8 billion                                 7. Iron or steel products: $7.2 billion                                 8. Iron and steel: $6.9 billion                                 9. Aircraft, spacecraft: $5.6 billion                                 10. Paper, paperboard: $5.5 billion

Michael D. Barr, Principal at QDI Strategies states:

In many cases, a local agent or distributor in Canada can be the bridge to new markets.  Look for a strategic fit between you and your partner in following 4 areas:

1.       A partner whose existing customers are the same customers that could use your product

2.       A partner whose sales people have the right level of technical and sales skills to sell your product

3.       A partner who can work with the level of marketing support you are prepared to provide

4.       A committed time frame that makes the investment worthwhile for you and your partner

Keys to Success:

·         Taking a few days to select the right partner can pay huge dividends in a trustworthy relationship and access to a new market.

·         Take the time for a trade mission to Canada and meet potential partners and buyers. This is critical to understanding what, who, and why to successful selling into any new region.

·         Nancy Ward recommends working the market with your in-country partners is a valuable way to ensure you are on track and can count on their support.

Please visit our website for many resources to help you grow with exports. http://www.allcleartranslations.com/en/resources.

Resources utilized for this article:

NW Commission of PA (free consulting)

SW Commission of PA (free consulting)

US Commercial Service (small fee)

Exim Bank

Your local SBDC office (free consulting)

Your local SBA office (free or small fee consulting)

Canadian Trade Office of the Council of Great Lakes Governors

QDI Strategies (for fee consulting)

About the author

Linda Richardson is the President and owner of All Clear Translations. Using translations and localization to transform websites, software, technical manuals and marketing materials into all languages to help increase sales. Where they help: translations, telephone interpreting, video close captioning and voice-overs. Their unique process can include Plain English translation to help companies increase understanding and comprehension while reducing translation and production costs of manuals.