Exporting

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There are a multitude of free resources and financial support available to you for developing and implementing an export strategy. In addition to what is below, Washington State businesses should go to ExportWashington.com, a site to help small and medium-sized business in Washington State find local, state, and federal resources to support their export strategies.

Exporting medical technologies serves as a very promising strategy to expand your business opportunities internationally and make a difference in global health. Included below are a number of points and additional resources that should be considered for successfully translating medical technologies into viable global health solutions.


Contents


Developing countries have very small private health care markets, normally less than 5%. This means that 95% of healthcare spending is public. Companies wishing to operate in these markets will need to work with the public sector.



Exporting Resources and Places to Begin

Upcoming Events

  • Arab Health Exhibition and Congress, January 28-31, 2013.
    • Learn more about Healthcare in the Middle East through a recording of the online webinar.
      • Learn about the Middle East region and best prospects for sales.
      • Understand barriers and how to implement strategies for successful sales and market entry.
      • Hear about U.S. Commercial Service programs presented at Arab Health, the largest healthcare trade show in the Middle East and a hub for business in the region.
      • Take advantage of this live presentation to ask questions of our presenters; benefit from the recording to access this information at any time.
      • Follow the link above for more information and to obtain a full audio/video of the webinar(Cost is $35)

Steps to begin exporting

Local Resources

Recommended
  • The Washington State Department of Commerce developed a site specifically for Washington State companies, ExportWashington.com, which will help companies find local, state, and federal resources to support their export strategies. The site will help companies who want to:
    • Build or expand their export plan
    • Find export grants and loans
    • Consult with a trained Commerce trade specialist
    • Find local and international opportunities to connect with potential customers and business partners.
  • The Washington Export Resource Center provides timely and relevant information, resources, and services to all Washington businesses that are new to export or wishing to expand their exports into new territories.
  • The Export Finance Assistance Center of Washington (EFACW), funded mainly by the State of Washington, provides export finance counseling assistance to small- and medium-sized exporters or prospective Washington-based exporters. EFACW provides ongoing consulting services and resources on every aspect of Export Finance for Washington State exporters including helping to qualify foreign buyers and negotiate the contract with your Buyer, payment terms, structuring the transaction and dealing with foreign exchange issues.
Additional

Federal Resources

  • Export.gov contains an expansive collection of market research, guidelines, and other resources specific to countries and markets.
  • The Office of Commercial and Business Affairs (CBA) coordinates State Department advocacy on behalf of American businesses and can provide assistance in opening markets, leveling the playing field, protecting intellectual property and resolving trade and investment disputes. The CBA works with U.S. Government trade promotion partners and US Embassies around the world to support American businesses overseas by providing commercial information and identifying market opportunities for American firms, advocating on their behalf, and encouraging corporate responsibility.
  • 2013 Healthcare Technology Resource Guide from the US Commercial Service, a part of the US Department of Commerce, provides market information for 49 countries, detailing current demand and trends; market entry strategies and local events; registration processes and regulatory authorities; competitors and barriers; and a market segmentation snapshot of 10 subcategories with a ranked success potential.
  • SelectUSA "...was created at the federal level to showcase the United States as the world's premier business location and to provide easy access to federal-level programs and services related to business investment. SelectUSA is designed to complement the activities of our states - the primary drivers of economic development in the United States." On the site, one can find:
    • "A searchable guide of federal programs and services available to business operating in the United States - including grants, loans, loan guarantees, and tax incentives;
    • Industry snapshots that describe the competitive landscape; and
    • An overview on "Why Select the USA?" that explains the advantage of operating a business in the United States."
    • A map of the US that is hyperlinked to direct visitors to individual states' economic development agencies

Export Checklist

Click to Expand Checklist


Case Studies

  1. How to Profile a Country and Address the Global Health Challenge
    • This case study identifies resources on how to profile a country and its healthcare delivery system and analyzes childhood mortality rates and causes. It provides market assessment methodology for water purification technology and potential market opportunities for exporting.
  2. Ethiopian Orthopedic Market – Business License Requirements for Product Donations vs. Establishing Distribution Channels
    • This case study discusses ways to gather local regulatory and business license requirements regarding countries that you are exporting to. It also identifies how to connect with the trade specialists and US Embassy personnel to clarify local market business requirements.
  3. Export Financing – Resources & Programs
    • This case study identifies various export financing programs offered by state and federal programs. In addition it provides educational resources and defines financial terms used in exporting.
  4. Exporting to European Union (EU) Markets - CE Marking
    • This case study identifies the requirements to obtain CE Marking for the EU markets. It provides the resources for product classification and the step-by-step requirements for CE Marking approval.
  5. Accessing New Hospital Markets in Africa
    • This case study identifies ways to gather market intelligence and competitive information from various governmental agencies. It also identifies ways to work with the US Embassy commercial team in the country of interest to support export activities.
  6. Exporting to New Markets
    • This case study identifies how to utilize the World Health Organization (WHO) and the World Trade Organization databases in gathering information about new export markets including tariff, health expenditure, healthcare facilities and healthcare workforce.
  7. International Shipping - Logistics
    • This case study provides resources that define Incoterms 2010 terms most commonly used in foreign trade. It identifies the expense responsibilities of the exporters vs. the importers.


Markets


Acknowledgements

The exports content on this site is from a series of interviews and case studies in the medical technology industry overseen by UW C4C, WBBA, and WGHA with support from a Washington State Department of Commerce CERB Export Assistance Grant.

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