ACCESS SUPPORT FOR AGRIFOOD AND SEAFOOD EXPORTING Presented by - - PowerPoint PPT Presentation

ACCESS SUPPORT FOR AGRIFOOD AND SEAFOOD EXPORTING

Presented by Allison Boulton

October 3, 2018

Export Navigator is funded by the Province of British Columbia

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AGENDA

1. Introduction, Agenda & Goals 10 minutes 2. Getting to Know You 10 minutes 3. Agrifood and Seafood Exporting 60 minutes

• Exporting Statistics
• Market Research
• Federal Funding and Programs

(Agriculture and Agri-Food Canada)

• B.C. Programs (B.C. Ministry of Agriculture)
• Travel and Tradeshow Opportunities

4. Final Thoughts/Q&A 10 minutes

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GOALS

At the end of the webinar, participants will be able to:

• Access the provincial and federal options for export-related

funding for Agrifood businesses

• Understand who can apply and which program may be suitable
• Identify key trade shows around the world, including Canada’s

seven flagship Canada Pavilion shows

• Become familiar with the application forms and processes for

funding

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ACTIVITY – GETTING TO KNOW YOU Introduce yourself:

1. Your name 2. Which B.C. community are you from? 3. What product are you currently exporting, or wanting to export? 4. Have you utilized a provincial or federal funding program before? 5. Are you a client of the Export Navigator pilot?

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EXPORTING STATISTICS Q: Why find customers outside of B.C.???

1. Diversify your markets 2. Increased production can lead to decreased costs 3. Innovation

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EXPORTING STATISTICS Statistics for 2017

• B.C. exported $3.9 billion worth of agrifood & seafood products to 157 markets
• The top exported commodities were farmed Atlantic salmon valued at $512

million and food preparations for manufacturing & natural health products valued at $329 million

• Commodities with the greatest growth from 2016 to 2017 included:
• Peanuts (primarily peanut butters) up 179 per cent to nearly $64 million
• Geoduck clams up 50 per cent to $57 million
• Sugar and sugar confectionary up 39 per cent to nearly $42 million
• Fruit syrups and beverage concentrates up nearly 26 per cent to $81 million

https://www2.gov.bc.ca/gov/content/industry/agriculture-seafood/statistics/market-analysis-and-trade-statistics

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EXPORTING STATISTICS Q: What are the top 5 markets for B.C. food?

• The United States (U.S.) was B.C.’s largest export market with a 72% share in

2017 worth $2.8 billion.

• International markets with significant growth from 2016 to 2017

included: Singapore, The Philippines & Hong Kong 2017 B.C. Agrifood and Seafood International Export Highlights .

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EXPORT MARKET IDENTIFICATION

Identify 3-5 markets where your products

• r services have the potential to succeed!

Consider the following:

• Price competition?
• Growing demand?
• Consumers and their culture and language factors?
• Export costs
• Government & industry relations
• Production & labelling
• Logistics and transportation
• Brokerage fees, customs and tax

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MARKET RESEARCH RESOURCES

Sample market research resources:

https://www2.gov.bc.ca/gov/content/industry/agriculture-seafood/business-market-development/market- development/international-market-development

Export Market Development Agriculture and Agri-Food Canada

Jeff Lang, Northwestern Regional Office – B.C. Market & Industry Services Branch, Agriculture and Agri-Food Canada

AgriMarketing Program

• The AgriMarketing Program supports the agriculture and agri-food industry to

promote Canadian products globally. Within the program there are two components: – National industry associations – Small and medium-sized enterprises

• The program’s primary objective is to help industry increase and diversify

exports by supporting promotional activities that differentiate Canadian products and producers.

• The program will prioritize projects that focus more on new/priority markets

that align with AAFC’s and the Government’s international priorities to increase agri-food exports to $75 billion annually by 2025.

• $121.16 million over five years.

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For more information, visit http://www.agr.gc.ca/eng/programs-and- services/agrimarketing-program-small-and-medium-sized- enterprise-component/?id=1515088228849

AgriMarketing Program

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Small and Medium-sized Enterprises Component

Eligible Applicants

• Businesses with up to 250 employees
• Annual revenues not exceeding $50 million
• Completed market research
• Export and market ready

Available Funding

• Up to $50,000 per fiscal year, and up to $100,000 over two consecutive fiscal years
• Cost share – 50/50 (no in-kind)
• Stacking limit – 50%

Eligible Activities

Company-specific activities in international markets, such as:

• Marketing and advertising
• Food service promotions and product demonstrations
• Incoming and outgoing missions
• Implementation of market development strategies
• Participation or attendance in trade shows and multilateral industry meetings and

conferences

• Technical training for buyers
• In-market expertise

Ineligible Activities

• Market research
• Exploratory missions
• Domestic marketing activities
• Sample production costs
• Any other activities AAFC deems ineligible

AgriMarketing Program

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Canada Brand

A Consistent, Cohesive Approach to Branding the Sector

• AAFC continues to encourage industry to promote the national advantages of

Canada’s sector, notably through the Canada Brand

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• Graphics, tools, photos, etc.

available on-line for industry members to differentiate their products as Canadian

• Messaging highlights the

advantages of the national food and agriculture sector

• The Canada Brand is open to

Canadian entities that have a role in producing, promoting or supporting Canadian food and agriculture products.

For more information, visit www.CanadaBrand.agr.gc.ca

Canada Pavilion Program

• AAFC coordinates 7 international

flagship trade shows

• It operates on a first-come, first-

served basis and provides greater exhibiting options and a reduced paper burden while maintaining financial support for individual companies.

• The program places a focus on new

to market, first-time exhibitors, and innovative products. Priority will be given to small and medium size exporters.

• A recent exhibitor survey showed that

99% of exhibitors believe the Canadian pavilion represents good value, effectively increases sales and takes advantage of Canada’s strong international image

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For more information, visit www.agr.gc.ca/CanadaPavilion

Regional Office Support

• AAFC Regional Offices play an integral role in supporting the department’s

market development objectives: – Provide industry with valuable information on: ‒ Market access and trade negotiations status ‒ Customized research and market information – Analysis of key domestic and export markets, consumer trends, domestic and foreign policies and regulations, and sector- specific and country-specific information ‒ Agriculture Trade Services (ATS) Bulletin ‒ Pathfinding – Provide pre-event advice for trade shows and regional exhibitions, as well as recruitment for AAFC flagship shows – Provide TCs lists of vetted companies for particular trade leads – Provide intelligence and support for incoming technical missions – Promote AAFC market development programs JEFFREY.LANG@CANADA.CA / 604-292-5866

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B.C. Agrifood and Seafood Market Development Program

Export Navigator Webinar October, 2018

Overview

• Background
• B.C. Agrifood and Seafood Market

Development Program

• Objective
• Program Details
• Applications
• Other Market Preparedness Initiatives
• Questions

B.C. Agrifood and Seafood Market Development Program

Background:

• Minister Of Agriculture’s Mandate
• Canadian Agricultural Partnership

Agreement

• Identifies “Markets & Trade” as a key

priority area for government

• International Market Development Strategy

B.C. Agrifood and Seafood Market Development Program

Objective:

• Provide cost-shared funding to support and

enhance established B.C.-based agriculture producers, as well as agrifood and seafood sector processors and associations’ abilities to identify, assess, target, and develop market opportunities.

B.C. Agrifood and Seafood Market Development Program

Sub-Components:

• Marketing Skills Capacity Building
• Market Information and Intelligence (i.e.

primary and secondary market research)

• Market Development Planning
• Marketing Collateral and Promotional tools
• Market Development Activities

Marketing Skills Capacity

• Supports the ability of permanent marketing

staff within an eligible organization to complete eligible marketing skills training courses at qualified educational institutions.

Market Information and Intelligence

• Identifying, analyzing and understanding

current and emerging market opportunities in B.C., across Canada and internationally.

• Primary market research/analyzing

secondary market research

• Purchase of existing market information
• r market research studies from qualified

market research firms.

Market Development Planning

• Contracting pre-qualified consultants to

develop:

• Marketing plans;
• Export plans; or
• Branding strategies

for markets in B.C., across Canada or internationally.

Marketing Collateral and Promotional Tools

• Printing/producing marketing collateral

and promotional tools to promote specific agrifood/seafood products in B.C.’s export markets. Also includes:

• Design
• Translation

Market Development Activities

• Undertaking interprovincial/international

market development activities such as:

• Tradeshows, food fairs, sales exhibitions;
• Trade missions and trade advocacy

events;

• Market access activities;
• Buyer’s meetings/networking events;

and,

• In-store promotions/demonstrations.

Cost-Shared Funding Ratios and Maximum Funding Amounts

Producers, Processors and Cooperatives Industry Associations Minimum Financial Eligibility Requirements Annual Gross Revenues for the 2 most recent consecutive years: >$30,000 N/A Cost-Share Ratio (Government/Applicant) 50/50 70/30 Maximum Eligible Funding Per Year (All Activities) $50,000 or 30% of the previous year’s annual revenues (whichever is lower) $75,000 Maximum Eligible Funding Per Activity Per Year Market Information Research $20,000 $50,000 Market Development Planning $15,000 $50,000 Marketing Skills Training $1,000 $10,000 Interprovincial and International Export Market Development Activities and Marketing Collateral/Promotional Tools $50,000 $50,000

Application Process

• Part A – confirms eligibility for the program
• Part B – details proposed projects
• Adjudication – Peer adjudication of proposed

projects by Investment Agriculture Foundation board

BCASMDP Application Part A

BCASMDP Application Part A

BCASMDP Application Part A

BCASMDP Application Part B

BCASMDP Application Part B

BCASMDP Application Part B

BCASMDP Application Part B

Other Market Preparedness Initiatives

• Marketing and Export Workshops/Seminars
• Market Preparedness Resources/Tools
• How-to Guides
• B.C. Agrifood and Seafood Export-Ready

Business Catalogue

• B.C. presence at international trade

shows/events

• Dedicated Agrifood and Seafood Trade and

Investment Representatives in key markets

To Apply for Funding

Contact the Investment Agriculture Foundation of British Columbia at: http://iafbc.ca/funding-opportunities/market- development/

Questions?

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TRAVEL AND TRADESHOWS

Before your tradeshow:

• Why are you going to a tradeshow?
• Who are the potential clients you may want to meet with?
• How will your business be impacted?
• Budgeting is key! A typical tradeshow includes these costs:
• Transportation
• Hotel, local transportation, food
• Exhibition fee
• Samples
• Giveaways
• Booth décor/staffing

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TRAVEL AND TRADESHOWS

During the tradeshows:

Use your trip to gain market insights!

• Who is your competition in your new market?
• Pricing
• New products
• Packaging sizes & types
• See your competition in action
• Finding new service partners (e.g.: logistics, customs, agents)

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TRAVEL AND TRADESHOWS

After the tradeshow:

You’ll never seal the deal if you don’t follow-up!  Follow up is essential!! (1-3 days local, 7-10 days international)  Get what you paid for  Build your network  Professionalism  3 ways to follow up – write notes, make call to action specific, keep the memory alive

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TRAVEL AND TRADESHOWS

Other important tips:

 Work your network  Technology – will it work?  Marketing materials  Shipping samples – ATA Carnet  Respect the local culture  Make friends with other exhibitors

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NEXT STEPS

1. Reconfirm your target market 2. Research potential travel and tradeshows for your sector and/or target geography 3. Read the fine print on the funding program to ensure you qualify and APPLY! 4. Start preparing for your travel and tradeshow or project

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THANK YOU! FOR YOUR PARTICIPATION!

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EXPORT NAVIGATOR PILOT

Offers businesses access to community-based export specialists who provide a personalized, step-by-step approach to exporting

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EXPORT NAVIGATOR PATHWAY

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EXPORT NAVIGATOR EDUCATION

MORE EXPORT NAVIGATOR SEMINARS TO COME! Sign up to receive newsletters about our latest export seminars at sbbc.co/exnavsubscribe

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FOR MORE INFORMATION

Allison Boulton Program Manager, Export Navigator Email: allison@exportnavigator.ca Web: www.exportnavigator.ca