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Exporter Resource Guide US Supplier Edition …one degree of separation from the world Version 1.0

PGP Exporter Resource Guide - US Suppliers

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Page 1: PGP Exporter Resource Guide - US Suppliers

Exporter Resource Guide

US Supplier Edition

…one degree of separation from the worldVersion 1.0

Page 2: PGP Exporter Resource Guide - US Suppliers

Exporter Resource GuideContent Overview

Message from the CEO

Steps to Exporting

Government Agencies, Departments, Organizations

& Trade Associations Supporting US Exports

About ProGlobalPartners

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Page 3: PGP Exporter Resource Guide - US Suppliers

With the increasing overseas demand for US products and services, current andfuture exporters are seeking ways to benefit from sales abroad without the burdenof the complex undertaking required to successfully launch a full-fledgedinternational sales campaign. The Internet and direct communication platforms havelowered the barriers to entry for international trade, allowing companies large andsmall to "go global." Since 95% of the world’s consumers live outside the UnitedStates and a high demand for the "Made in America" label, accessible sales andsupport services must be readily available to the average US based supplier whowants to sell overseas with limited time, knowledge, and resources to do so.

US suppliers are at a disadvantage when they only trade locally. They are at themercy of the local economy and without proper diversification in revenues, asrecessions hit, there is greater impact on the stability to the company. Additionally,with a strong performing economy come foreign competitors seeking to take marketshare due in part to their extremely low overseas production costs.

One of the top priorities for business owners and managers exploring exportingoptions must be risk management. Risks come in various forms and can never becompletely eliminated…however, a strong risk mitigation strategy will provideprotection to the company's core revenue streams when exporting risks presentthemselves. As someone who is currently exporting or considering exporting,emphasis should be placed on lower cost, higher impact strategies with maximumreturn on investment. This can be achieved once owners and managers balanceworking "in" the business with working "on" the business and allowing externalspecialists to provide more efficient exporting solutions. A result of this approach is

allowing the owners and managers the ability to continue focusing on the internaloperations and the art of their profession which builds a stronger foundation forfuture growth.

ProGlobalPartners is the solution to owners and managers looking to establish anexporting campaign with minimal risk and maximum revenue impact. Ourorganization provides a turnkey exporting solution that 1) streamlines planning andpreparation, 2) manages overseas sales activities, and 3) supports the salestransaction and subsequent fulfillment using a US based operations team and an in-country sales team. The operations team follows our signature exporting approachand works closely with some of the exporting organizations shared within thisresource guide. This approach saves our clients time and money by providing thebasics while eliminating the need to learn every aspect of international trade.Additionally, the time otherwise spent learning new cultures, languages, andbuilding relationships are handle by our in-country sales teams, representing theclient throughout the entire sales campaign.

Personally, I would like to thank all of the staff at the agencies, departments,associations, and individuals who have contributed to the success of PGP and oursubsidiaries. This Resource Guide was compiled using their teachings and I hope itwill be a value add to your organization for future exporting success.

Message from the CEOSteven McDonnough

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Page 4: PGP Exporter Resource Guide - US Suppliers

Steps to ExportingTransaction Process

Creating and launching an international sales campaign can

be a very ambitious project as the company must handle all

aspects of the exporting process. If company management is

not willing to commit the time and resources in the Planning

& Preparation, Implementation, Transaction, and Final

Negotiations & Close phases of the export campaign, finding

an indirect approach to exporting may be a more appropriate

strategy.

The following pages give an overview to both direct and

indirect approaches to exporting to help you along your

journey.

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Page 5: PGP Exporter Resource Guide - US Suppliers

Typical International TransactionDIY Process

1. Research foreign markets to determine exportpotential of the product/service

2. Info session with an int’l trade office in local region3. Establish relationships with gov’t agencies in

overseas markets4. Briefings with gov’t agency reps abroad5. Develop network of contacts & potential partners6. Define competitors & allies7. Develop ideal agents/distributorships profiles8. Design market specific promotional materials

4. Final Negotiations & Close

3. Transaction

2. Implementation

1. Planning & Preparing

1. Attend trade fairs & missions2. Visit cities in the targeted markets & talk to

potential buyers & intermediaries3. Interview & perform due diligence on prospective

agents/distributors4. On-board & train prospective agents/distributors

to sell the product/service5. Establish relationships with export service

providers

1. Inquiry processing & sale termsidentification

2. Initial terms negotiations3. Navigate various transaction

details

1. Process payments and get paid2. Manage internal operations of the

business to ensure it can handlethe increased demand from int’lclients

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Signature ApproachPGP Exporting Process

1. On-boarding Session - Info session to determine exporting objectives, capacities, ideal buyer profile, and export potential for the product or service

2. Strategy Design - Market entry strategy creation with emphasis on risk mitigation and exposure.

3. Marketing Materials Design -Market specific sales materials and inquiry processing forms*

1. Planning & Preparing

1. Introductions – Client and prospective buyer introductions for detailed conversations and negotiations.

2. Transactional Support - Support with price and terms negotiations.

3. Service Provider & Resource Introductions* - Introductions to export services providers and resources from multiple government agencies .

3. Transaction

1. Sales Team Deployment –Introduction of product or service to prospective buyers

2. Inquiry Processing - Client responds to prospective buyer inquiries

2. Implementation

1. Payment or Terms Processing Support* - Transaction processing support to ensure payment terms are aligned with risk tolerances

2. Fulfillment Support* - As necessary, project management, operational efficiency and execution support services to support increased demand by the client.

4. Final Negotiations & Close

*Additional fees may apply

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Page 7: PGP Exporter Resource Guide - US Suppliers

Government Agencies, Departments,

Organizations & Trade Associations Supporting

US ExportsFree or Low-Cost Resources

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There are many FREE or low-cost resources available byvarious government agencies and departments, non-profit organizations, and trade associations for you totake full advantage of…especially since a lot of the timeyou have already paid for them with your tax dollars.

The following list provides the names and descriptions ofsome of the more prominent resources at your disposal.This list was put together to help you get started andsave you from having to research it all yourself. Eachgroup offers their own programs and support and youshould explore them all to determine which option maybe best for you. Please note, these groups ARE NOTsales organizations and cannot sell on your behalf.

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Bureau of Industry SecurityThe Bureau of Industry and Security (BIS) is responsible for control of exports for reasons of national security, foreign policy, and short supplysuch as “dual-use” items with both commercial and/or military proliferation applications. Assistance with compliance with export controls and,if needed, export licenses can be obtained directly from the Outreach and Educational Services Division within the BIS’s Office of ExporterServices in Washington, DC. BIS also has two field offices that specialize in counseling on export controls and regulations.

District Export CouncilsDistrict Export Councils assist in many of the workshops and seminars on exporting that are arranged by the U.S. Commercial Service offices,and they also sponsor their own, including Export University. District Export Council members may also provide direct, personal counseling toless experienced exporters by suggesting marketing strategies, trade contacts, and ways to maximize success in overseas markets.

Export-Import Bank (EX-IM)The Export-Import Bank of the United States (Ex-Im Bank) is an independent U.S. government agency that facilitates the export of U.S. goodsand services. As the federal government’s export credit agency, Ex-Im Bank provides export credit insurance, loan guarantees to lenders, directloans to exporters on market-related credit terms, and loans to foreign buyers.

International Trade Administration The International Trade Administration (ITA) strengthens the competitiveness of U.S. industry, promotes trade and investment, and ensures fairtrade through the rigorous enforcement of our trade laws and agreements. ITA works to improve the global business environment and helpsU.S. organizations compete at home and abroad. ITA supports President Obama’s recovery agenda and the National Export Initiative to sustaineconomic growth and support American jobs.

Minority Business Development Agency (MBDA)The U.S. Department of Commerce’s Minority Business Development Agency (MBDA) is an agency of the U.S. Department of Commerce thathelps to create and sustain U.S. jobs by promoting the growth and global competitiveness of businesses owned and operated by minorityentrepreneurs. They work throughout the Nation to link minority-owned businesses with the capital, contracts, and markets they need to grow.MBDA advocates and promotes minority-owned business with elected officials, policy makers, and business leaders. Serving as subject matterexperts and advocates for the minority business community, they conduct high quality research and cultivate domestic and internationalrelationships.

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National Intellectual Property Rights Coordination Center National Intellectual Property Rights Coordination Center (IPR Center) stands at the forefront of the United States Government's response toglobal intellectual property (IP) theft and enforcement of its international trade laws. The mission of the IPR Center is to ensure nationalsecurity by protecting the public's health and safety, the U.S. economy, and our war fighters, and to stop predatory and unfair trade practicesthat threaten the global economy. To accomplish this goal, the IPR Center brings together 23 partner agencies, consisting of 19 key federalagencies, Interpol, Europol and the governments of Canada and Mexico in a task-force setting. The task force structure enables the IPR Centerto effectively leverage the resources, skills, and authorities of each partner and provide a comprehensive response to IP theft. The IPR Center isled by an ICE-HSI Director with Deputy Directors from HSI and U.S. Customs and Border Protection (CBP).

Office of Foreign Assets Control (OFAC) The Office of Foreign Assets Control (OFAC) of the US Department of the Treasury administers and enforces economic and trade sanctionsbased on US foreign policy and national security goals against targeted foreign countries and regimes, terrorists, international narcoticstraffickers, those engaged in activities related to the proliferation of weapons of mass destruction, and other threats to the national security,foreign policy or economy of the United States. OFAC acts under Presidential national emergency powers, as well as authority granted byspecific legislation, to impose controls on transactions and freeze assets under US jurisdiction. Many of the sanctions are based on UnitedNations and other international mandates, are multilateral in scope, and involve close cooperation with allied governments.

Overseas Private Investment Corporation (OPIC)The Overseas Private Investment Corporation (OPIC), the U.S. Government's development finance institution, mobilizes private capital to helpsolve critical development challenges and in doing so, advances U.S. foreign policy. Because OPIC works with the U.S. private sector, it helps U.S.businesses gain footholds in emerging markets, catalyzing revenues, jobs and growth opportunities both at home and abroad. OPIC achieves itsmission by providing investors with financing, political risk insurance, and support for private equity funds.

U.S. Small Business Administration (SBA) The U.S. Small Business Administration (SBA) was created in 1953 as an independent agency of the federal government to aid, counsel, assistand protect the interests of small business concerns, to preserve free competitive enterprise and to maintain and strengthen the overalleconomy of our nation. We recognize that small business is critical to our economic recovery and strength, to building America's future, and tohelping the United States compete in today's global marketplace. Although SBA has grown and evolved in the years since it was established in1953, the bottom line mission remains the same. The SBA helps Americans start, build and grow businesses. Through an extensive network offield offices and partnerships with public and private organizations, SBA delivers its services to people throughout the United States, PuertoRico, the U. S. Virgin Islands and Guam.

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U.S. Department of State - Office of Commercial & Business Affairs (CBA)The Office of Commercial and Business Affairs (CBA) is the State Department’s gateway for American businesses overseas. Our mission is toengage U.S. government resources to assist and advocate for U.S. business interests abroad, strengthen intellectual property enforcement,promote a vibrant ecosystem for entrepreneurship and innovation, and ensure U.S. private sector concerns are integrated into our foreign andeconomic policy.

U.S. Agency for International Development (USAID) U.S. Agency for International Development USAID is the lead U.S. Government agency that works to end extreme global poverty and enableresilient, democratic societies to realize their potential. They fundamentally believe that ending extreme poverty requires enabling inclusive,sustainable growth; promoting free, peaceful, and self-reliant societies with effective, legitimate governments; building human capital andcreating social safety nets that reach the poorest and most vulnerable.

U.S. Census Bureau - Foreign Trade GroupUS Census Bureau - Foreign Trade Group is the official source for U.S. export and import statistics and responsible for issuing regulationsgoverning the reporting of all export shipments from the United States. If you're searching for import or export statistics, information on exportregulations, training videos, commodity classifications, or a host of other trade related topics, this is the place to get the information you need.

U.S. Commercial Services of International Trade AdministrationThe U.S. Commercial Service is the trade promotion arm of the U.S. Department of Commerce’s International Trade Administration. U.S.Commercial Service trade professionals in over 100 U.S. cities and in more than 75 countries help U.S. companies get started in exporting orincrease sales to new global markets. They combine their trade, marketing expertise and resources with the financial expertise and resources ofSBA, EXIM Bank, and others.

U.S. Trade and Development Agency (USTDA)The U.S. Trade and Development Agency (USTDA) helps companies create U.S. jobs through the export of U.S. goods and services for prioritydevelopment projects in emerging economies. USTDA links U.S. businesses to export opportunities by funding project planning activities, pilotprojects, and reverse trade missions while creating sustainable infrastructure and economic growth in partner countries.

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Office of the United States Trade Representative (USTR)The Office of the U.S. Trade Representative (USTR) is responsible for developing and coordinating U.S. international trade, commodity, anddirect investment policy, and overseeing negotiations with other countries. The head of USTR is the U.S. Trade Representative, a Cabinetmember who serves as the president’s principal trade advisor, negotiator, and spokesperson on trade issues.

State Commerce Departments & International Trade AgenciesEach state typically has a state, county, or city level economic development agency; department of commerce or development; or othergovernment entity that provides assistance to businesses wishing to export. These departments or agencies can be business advisory resourcesfor growing and developing businesses. Highly skilled professionals provide services statewide and oftentimes work in conjunction with stateuniversities and colleges to offer export education and research; and access to trade missions, overseas consultants, or trade shows.

Industry & Trade AssociationsMore industry and trade associations are working to provide members access to detailed information on the demand in overseas markets forvarious products. These associations oftentimes create, collect, or maintain information and resources for international trade includinginternational trade news and trends, country guides, and new regulations that affect their industry or association members.

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ProGlobalPartners (PGP), established in 2013, is a sales and project development company that uses

a strategic matrix model combined with a reverse engineered sales approach to increase the

probability of success for our clients’ transactions and primary business objectives.

Organization

The management team consists of cross functional international trade, operations, sales and finance

professionals who oversee PGP's global operations. Their expertise covers multiple government

agencies, industries (finance, healthcare, business management and technology), and geographies.

The six members have an aggregate 90 years of experience, supported by PGP Operations and

Financial Services, which provides project management and execution support for the enterprise

and clients.

Management

The sales team members are located in over 35 countries, with keen understanding of local

cultures, languages, and economics. All have fairly robust business and professional relationships

throughout their represented markets and use their experience to support our clients' market entry

and implementation objectives.

Sales Team

About ProGlobalPartnersYour Global Partner

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PGP Subsidiaries: PGP Energy Services PGP Healthcare Services PGP Ops & Financial Services PGP Technology Services PGP Government Services

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Contact InformationNext Steps

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Mission Statement The mission of PGP is to use our relationship management and business expertise to enhance our global trading network where buyers, sellers, and supporting resources may conduct transactions in a seamless, efficient, and transparent manner.

Vision StatementTo develop a world of collaboration and partnership.

Global Headquarters:8727 Shrader RoadRichmond, Virginia USA 23228

North Carolina Regional Address:5806 Prosperity RoadSuite A2-112Charlotte, NC, USA 28069

Contact Us To Access Our Global Sales Team Members

To register as a supplier or for more information, please visit our website or contact a member of the PGP team today!

+1.804.719.1833www.proglobalpartners.cominquiries@proglobalpartners.com