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Trade Fair Certification Program (export.gov/eac/trade_events.asp)The U.S. Department of Commerce’s Trade Fair Certification (TFC) program is a cooperativepartnership arrangement between private-sector show organizers and the U.S. government toincrease U.S. exports and to expand U.S. participation in overseas trade shows. Through the U.S.Commercial Service, the program provides Department of Commerce endorsement, show-relatedservices, oversight and coordination of event services, promotional support, exhibitor marketingfacilitation, and in-country/show site assistance for private sector organizers to recruit and builda U.S. pavilion at selected foreign trade shows. These shows serve as a vital access vehicle for U.S.companies wishing to enter and expand their presence in foreign markets. The certified show/U.S.pavilion ensures a high-quality, multifaceted opportunity for American companies to successfullymarket overseas.Benefits to U.S. exhibitors include:• Pre-show industry/country market briefing to U.S. exhibitors• One-on-one counseling for U.S. exhibitors covering such topics as:ŦŦMarket overview, opportunities, challenges, entry strategiesŦŦHow to locate/use an agent or distributorŦŦDirect sales and distribution channelsŦŦJoint ventures and licensingŦŦSelling to a foreign governmentŦŦSelling factors and techniquesŦŦPromotion, advertising, marketingŦŦProtection of intellectual property rights (IPR)ŦŦPricing strategiesŦŦSales service and customer supportŦŦDue diligence, International Customer Profile (ICP)ŦŦBusiness/Cultural nuances and practicesŦŦTechnical standards/documentation• Coordinating official military or other delegations of foreign buyers to visit U.S. exhibitors,if applicable• Coordinating efforts of other U.S. government agencies at post to support the event• Working with the show/pavilion organizer to facilitate optimum space/services forU.S. participants• Assisting U.S. exhibitors with protecting their (IPR) at the showEach year the U.S. Department of Commerce certifies more than 100 events in more than23 countries in a variety of industry sectors, including aerospace and defense; automotive;agribusiness; construction and design; cosmetics; energy; environmental products and services;information, computers, and telecommunications (ICT); marine technology; medical and dentalequipment; safety and security; and travel and tourism.Chapter 6: Finding Qualified Buyers79