Roadmap to Exporting - Setting Out: Identifying Your Target Market
Page Index
Exploring market and business opportunities
Identifying the best market for your products or services can be time-consuming, particularly if you're new to international trade. Fortunately, there's a lot of information available to speed up the process.
Market Reports
International Trade Canada produces hundreds of sectoral studies and market reports intended to help Canadian companies identify foreign business opportunities and learn more about their target markets. Access them by country or industry sector at www.infoexport.gc.ca.
Canadian Company Capabilities Database
If you register with Industry Canada's Canadian Company Capabilities database, potential foreign customers will find you more easily. Over 50,000 domestic and international companies browse the database each month looking for Canadian businesses who can provide the goods and services they need. You can also be connected more effectively to export opportunities in both the public and private sectors. Go to strategis.gc.ca/cdncc.
SourceCAN
SourceCAN is a free e-marketplace that uses the Web to connect Canadian businesses and services to both domestic and foreign buyers. Using an international tender/bid matching system, it allows businesses to interact electronically with buyers anywhere on the planet. Register at www.sourcecan.gc.ca to use the service.
For all the resources of the Roadmap plus much more, from market research and country intelligence to shipping regulations, go to exportsource.ca.
Chapter 3 of the Step-by-Step Guide to Exporting covers market types, market research and market profiling. See page 3.
Opportunity Advice
Let CCC be your guide - and help you navigate your way through the often-complex world of government markets (www.ccc.ca/opportunityadvice). If you've decided to respond to a bid opportunity, we can help you understand the procurement process, obtain bid documents and identify ways to enhance your bid response, all at no cost to you. Free online advice available 24/7 at www.ccc.ca/nextsteps or advice by toll-free phone at 1-866-435-0005.
Sometimes an international customer will come looking for you. TCI's Responding to Unsolicited Orders at exportsource.ca/orders will give you pointers on how to deal with such approaches.
Trade commissioners in Canada also help with target market selection. See page 6.
Understanding your target market
Once you've identified a range of possibilities and selected the market that's best for you, you're ready to turn to the following resources for help.
Virtual Trade Commissioner
Register yourself as a client of the Canadian Trade Commissioner Service (see page 14) and receive your Virtual Trade Commissioner, a personalized Web service containing market information and business leads that match your international business interests. Register online at www.infoexport.gc.ca.
EXPORT MarketInsight
Export Development Canada (EDC) offers online information to help you monitor political and economic developments in more than 200 Canadian trade markets. Visit the Country Information.
EDC's Market Knowledge
Take advantage of EDC's knowledge of the current economic, commercial and political conditions in virtually every foreign market worldwide. Accessing EDC's expertise on doing business in both established and developing markets allows for better understanding of opportunities and risks in various industries around the world. Call 1-888-332-4593 for help in identifying new export possibilities.
Guide to Exporting to the U.S.
If you're thinking about exporting to the United States, or you'd like to improve your export efforts there, look no further than Exporting to the United States: A Guide for Canadian Businesses. You'll get useful advice on getting ready to export to the U.S., entering your chosen U.S. market, legal issues, and much more. Find it at exportsource.ca/unitedstates.
Have you considered foreign investment as a way to grow your business? Foreign investment enhances Canada's competitiveness by increasing the flow of goods and services between Canada and its trading partners. It not only produces jobs, but introduces new technology, new management techniques and new market access. For more information, see www.international.gc.ca/tna-nac/other/invest-en.asp.
Selling to government
As Canada's export contracting agency, the Canadian Commercial Corporation (CCC) assists Canadian exporters in closing deals worldwide, particularly in government markets.
- GSA Schedules submission service - Get on the schedule and gain access to a $40 billion U.S. government market. CCC helps you pursue U.S. federal government business through the GSA Schedules Program. Being a GSA Schedule contractor allows you to compete on an equal footing with American companies. What does CCC do? Help you prepare your submission. Offer advice. Assist you with pricing and negotiations. And give you access to an established base of contacts in Washington, D.C. offering intelligence, marketing and networking support.
- DoD Prime contractor solution - Get privileged access to the United States Department of Defense. The Canada-U.S. Defense Production Sharing Arrangement allows Canadian exporters to compete on an equal footing with U.S. companies for sales in defence markets. CCC is uniquely positioned to help you access opportunities in this complex arena, giving you equal access to one of the largest procurement markets in the world. Log on to www.ccc.ca/DoD.
- International prime contractor solution - Wrap your deal in the flag—reduce your customer's risk with a Government guarantee of contract performance. Acting as International Prime Contractor, CCC can significantly boost your credibility and clout by underwriting your deal with a performance guarantee signed by the Government of Canada. Take advantage of this unique service and watch the doors to international markets open up. Go to www.ccc.ca/prime.
International development opportunities
There are often excellent business opportunities in development projects abroad. Try these programs if that's where your interests lie:
CIDA's Industrial Cooperation Program (CIDA-INC)
CIDA-INC is a contribution program available through the Canadian International Development Agency. It provides financial support and advice to Canadian companies planning investments or seeking contracts in developing countries, in a variety of sectors. The contributions cover part of the costs of developing business in these countries and include viability and technical studies, training of local personnel and addressing environmental issues. If your firm is planning a commercial project in a developing country, CIDA-INC has the support you need. See www.cida.gc.ca/inc for details.
IFInet
IFInet provides information on how to find and pursue international development opportunities funded by the Multilateral Development Banks, Bilateral Development Agencies, and the United Nations. The website offers prospective suppliers with information on the procurement process and funding priorities of the major international donors, Canadian success stories, and a weekly listserv that keeps exporters informed of major operational and policy developments. IFInet is accessible at www.infoexport.gc.ca/ifinet.
Canadian Initiative for International Technology Transfer (CIITT)
CIITT provides support for the identification and development of climate-change technology transfer projects that are headed for developing and developed nations. Go to exporttech.gc.ca for more information.
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