National Export Strategy 2002 - International Trade Administration ...

The 2002 National Export Strategy
governments, including generous subsidies and
programs focused on getting small businesses into
the global market.
Issues Raised by New-to-Export
Companies
Small firms that are not currently exporting but
that have the capacity and desire to do so represent
an important population. According to the
survey, about 30 percent of nonexporters are
interested in exporting and cite the lack of
information about export markets, customers, and
export procedures as areas where they most need
help. These firms are a major source of economic
activity and job growth in the United States. They
hold the potential for even more dynamic growth
as they enter international markets. On the other
hand, as these firms begin to explore international
markets, they face a daunting array of information
and resources. Furthermore, once they identify appropriate sources of help, it can take
as long as two years for a novice firm to successfully complete their first export
transaction. Clearly, such an
investment of time and resources
requires a very high level of
commitment on the part of both
the private firm and the agencies
providing assistance.
Firms that are new to exporting
report a variety of challenges. In
addition to mastering the
intricacies of the exporting
process, they also have to identify
and learn how to use the various
information systems to find
market research, technical
information, and documentary
requirements. Several complained
about finding information about
the different programs and the
difficulty of navigating through
Comprehensive Trade Promotion
by Industrial Countries
■ SIMEST, the Italian financial institution for the
development and promotion of Italian business abroad,
assists companies in establishing a permanent presence
and marketing activities in non-European Union
markets. Financing is available for representative
offices, sales outlets, customer assistance centers,
warehouses, and showrooms.
■ The French also have adopted a more comprehensive
approach to trade, with French senior commercial
officers at posts managing not only trade policy
related issues and export promotion, including
agricultural commodities, but also programs aimed at
encouraging French firms to invest in foreign markets.
■ British Trade International is also taking a more
holistic approach, moving away from trade promotion
into trade development, seeking to improve the overall
capacity of companies, rather than focusing solely on
helping them make export sales. This change is
reflected in a changing portfolio of services, as well as
changing the way that they measure their success.
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