Georgia, U.S.A.: Great Source of Quality Products and Services Brian Wilson, GDEcD Chile Office September 2009 1 Presentation Overview . Georgia & The Georgia-Chile Connection . Tips on Selling to Georgia & the U.S. Tips on Buying from Georgia & the U.S. 2 Current Georgia Rankings 2009 . Winner of Silver Shovel award recognizing the state’s business- friendly policies (Area Development magazine, June 2009) . 4th (up from 7th in 2008) as best state for jobs and business growth (Chief Executive publication, Jan/Feb ’09) . #1 in U.S. for entrepreneurship, up from #3 in 2008 (Kauffman ,May 2009) . 29 Fortune 1000 companies are headquartered in Georgia including: The Home Depot, UPS, The Coca-Cola Co., Delta Air Lines, Coca-Cola Enterprises Inc, and many others. #1 in U.S. for number of franchisors headquartered in GA (MFV Expo, August 2009) 3 Georgia, Global Access Quickly and efficiently getting people and products where they need to be. World’s busiest airport and largest airline, serving 6 continents and 180 destinations with non-stop service. Daily direct flights from ATL to SCL. More than 80% of the U.S. market is within a 2 day truck haul or 2 hour flight. 4th highest volume container port in the nation as well as one of the fastest growing ports in the United States. APL, Evergreen Linke, Hamburg Sud, Maersk, and Mediterranean Shipping sail weekly from the Port of Savannah to six Chilean ports. 4 Georgia, a young, growing state with purchasing power . Georgia is a young, fast growing state: 9.68 million people; 18% increase 4/00 – 7/08 (U.S. 8% over same period) 26% under age 18; 10% over age 65. Georgians purchasing power: Homeownership rate: 67%, median household income (2007): $49,080 USD; per capita money income (1999): $21,154 USD* . Georgia’s GDP in 2008 totaled more than $397 million. GDP for the Southeast U.S. totaled more than $3.1 billion in 2008 and would be the 6th largest economy in the world. Atlanta had the largest population increase of any metropolitan area of the United States between 2000 and 2006. *http://quickfacts.census.gov/qfd/states/13000.html 5 Georgia, a Diverse Economy Traditional Industries . Agriculture (poultry, pecans, peaches, peanuts, rye, cattle, hogs, dairy products, turf grass, tobacco, and vegetables) . Textiles . Transportation equipment . Food processing . Paper products . Chemical products . Electric equipment . Professional Services . Tourism . ITC Granite Capital of the World (Elberton) Carpet Capitol of the World (Dalton) Poultry Capitol of the World (Gainesville) One of the strongest military presences in the country. 6 Georgia, a Diverse Economy Strategic Industries Georgia’s Six Strategic Industries: . Aerospace . Agriculture . Energy . Life Sciences . Logistics . Manufacturing Centers of Innovation connect Georgia’s small and medium sized businesses with high growth potential to in-depth industry expertise and technology resources in Georgia’s colleges and universities. 7 The Georgia-Chile Connection Georgia Companies with Chilean Companies with Operations in Chile Operations in Georgia The Coca-Cola Company AgroAmerica (Agrosuper) Delta Air Lines Arauco Wood Products, Inc. Georgia-Pacific Arboris LLC Newell Rubbermaid CMPC USA Rock-Tenn Company Masisa USA Equifax SQM North America Inc. United Parcel Service ProChile 8 The Georgia-Chile Connection Exports from U.S. and Georgia By the numbers (as of June 2009; based on dollar value of exports): . U.S. exports to Chile are down 32%, Georgia’s exports to Chile are down 15%; however, in 2008 Georgia exports to Chile increased by 24%. Chile is Georgia’s 29th largest export market. Georgia is the 13th largest exporting state in the U.S. Georgia exports a diverse range of products to Chile: machinery, plastic, paper & paperboard, electrical machinery, and miscellaneous chemical products. Georgia ranks 10th in U.S. states exporting to Chile 9 The Georgia-Chile Connection Imports to the U.S. and Georgia By the numbers (as of June 2009, based on dollar value of imports): . Worldwide imports to the U.S. are down 32%, while imports from Chile to the U.S. are down 25%. Of the 42 U.S. Customs Districts, the Savannah district (which represents Georgia) ranks as the 11th largest customs district for Chilean imports. Georgia’s ports of Savannah, Brunswick and Atlanta are among the top 25% of all U.S. ports receiving Chilean products. Leading Chilean products imported through Georgia ports include: copper and other metals, fish and seafood, wood, and other miscellaneous items (HS 98). Chile currently has a trade surplus with Georgia of more than $4.2 million. 10 Tips for Chilean Companies wishing to Sell to U.S. Companies Helpful websites for insight into the U.S. market: . Pro Chile’s Website - http://www.prochile.cl/ . UK Trade and Investment Advice for Trading with the USA http://www.businesslink.gov.uk/bdotg/action/detail?type=RESOURCES&itemId=1077683309 . Canadian has selected info on the US market - http://www.ats-sea.agr.gc.ca/info/info-eng.htm . FDA Food Labeling Guide for the U.S.A.: http://www.fda.gov/Food/GuidanceComplianceRegulatoryInformation/GuidanceDocuments/Foo dLabelingNutrition/FoodLabelingGuide/default.htm . U.S. Customs and Border Protection’s Importing Guide - http://www.cbp.gov/xp/cgov/trade/basic_trade/ 11 Tips for Chilean Companies wishing to Sell to U.S. Companies . U.S. is the largest and most competitive consumer market and very diverse. Must develop a good, concise marketing plan which profiles your target audience. Consider hiring market entry consultants or take advantage of incubators to penetrate the market. Need to determine who will provide after sales service. Partner with a good Customs House Broker. Make sure that you are advised on all required documentation before packing and shipping the product. Must meet specified delivery dates and times. 12 Tips for Chilean Companies wishing to Sell to U.S. Companies Generally businesses deal with other businesses of their same size. To access major U.S. retailers, many firms hire experienced firms/individuals. When meet a buyer from a major corporation you must be prepared to discuss your product, its features, and the bottom line price in a quick, concise manner. You will likely have only one chance to make your presentation. More than likely you won’t get a chance to negotiate on price. Often a company will use your total sales volume as a factor to determine the quantity that will buy. 13 Tips for Chilean Companies wishing to Sell to U.S. Companies Useful contacts to help identify U.S. Importers: . U.S. Directory of Importers. MANA (Manufacturers Agents of National Association). Databases such as Piers, Datamyne. Depending on the product, trade shows can be important. For consumer goods and apparel, a permanent exhibit in AmericasMart should be considered. Chilean American Chamber, Chilean Consulate, and Pro Chile are the experts in Georgia for assistance in bringing Chilean products into Georgia. They offer support for Chilean companies that want to sell to Georgia and the surrounding states. 14 Tips for Chilean Companies wishing to Buy from U.S. Companies Internet can be a dangerous way to identify new product lines. Federal and state agencies from the U.S. can help you identify suppliers. 15 Tips for Chilean Companies wishing to Buy from U.S. Companies How can you best work with these agencies? . Be specific in what you are requesting. Provide honest feedback about the product, service and potential for working together. Respond to requests in a timely manner. Identify qualification questions up front. 16 Tips for Chilean Companies wishing to Buy from U.S. Companies How can Georgia’s trade office in Chile help you? . Matchmaking: Supplier identification & screening; Arrange appointments in Georgia for you to meet with potential suppliers; Bring suppliers form Georgia to Chile for events and individual appointments (will bring a delegation to Expomin 2010 in April.) . Help facilitate communication between Georgia suppliers and Chilean buyers. Make Chilean companies aware of specific business opportunities in Georgia (such as trade shows). Serve as a resource on economic development opportunities in Georgia. 17 Contact Us Brian Wilson Managing Director Georgia Dept. of Economic Development – Chile Office Mons. Sotero Sanz 55, Of. 700 Providencia, Santiago, Chile Tel: +56 (2) 499-4433 Fax: +56 (2) 499-4402 Email: [email protected] 18.