Information update from Tony Baker at Market Access Worldwide
(Please note: subscription information is at the end of this newsletter)

October 25, 2005

Introducing maww notes
We have pleasure in introducing our new newsletter, maww notes (pronounced "more notes"). Our intention is to present information which will be helpful to people who are interested in international business including details of selected seminars, training, and networking events.

Full editions of the newsletter will be available every few months but, in between, we may also send out brief details of upcoming events.

maww notes is published by Market Access Worldwide and edited by Tony Baker. While we are enthusiastic about providing useful information to people who want it, we certainly do not want to pester people with information they do not want, so we intend to make it very easy to unsubscribe. We use the dada mail system for distribution, and this makes unsubscription very easy. At the end of the front page of each issue will be an unsubscribe link – click on this and you will be troubled no more!

You will also be able to enter a new subscription for someone else or change the email address you would like maww notes to be delivered to.

We hope you will enjoy maww notes and we look forward to your comments and suggestions.

About the editor, Tony Baker
Tony specializes in helping companies achieve international business success, and has helped many hundreds of companies both before and since forming Market Access Group in 1991.

Tony is a management and marketing professional who has enjoyed a long career in marketing, IT and international business development. Tony also teaches International Trade Research, Marketing, Logistics, Distribution and Trade Management courses for Centennial College and for the Forum for International Trade Training (FITT).

He is also Chair of the European Union Chamber of Commerce in Toronto and a director of the British Canadian Chamber of Trade and Commerce.

Tony is assisted in meeting clients’ needs by a large number of professional associates and contacts in Canada and abroad.

For examples of the types of projects undertaken, please click here.

Today's Tips
Tip #1: Make sure your website is up to the global challenge
How easy is it for your foreign customers to buy from your company?

When selling abroad it is essential to make it easy for the customer to buy and for agents, if you have them, to sell. I am not talking about price, but about the ease of customers finding out what your products are, what benefits they provide, how exactly they can be ordered, when and how exactly they will be delivered, how you can pay for them, and all the little things a customer or agent needs to know about the mechanics of ordering without having to make international telephone calls to find out. And, yes, the U.S. is a foreign market!

Many corporate websites lack the capability to handle foreign languages, cultures and business practices. Most companies will need a different marketing approach and pricing structure when entering foreign markets and will find it necessary to redevelop their website to do this, or develop special websites for foreign markets.

It's not just your foreign end-customers you need to communicate with and help. You will also need to support your foreign agents and distribution partners. You may be using completely different channel structures abroad compared with the ones you use in your domestic market.

A good website can help you communicate all this information to your customers and agents.

There is also the matter of "back end" business capabilities that your website could provide. You may have worked satisfactorily without these capabilities in your domestic market, but they may provide a vital way of handling very different requirements in foreign markets.

Market Access Worldwide is experienced in helping people add capabilities to their websites for foreign countries, or designing new websites to meet the needs of foreign environments. With our world-wide network of partners and consultants, we are able to design and develop websites to meet the cultural, language and business needs of the markets you enter around the globe.

Market Access Worldwide can help you generate leads and support your partners in foreign countries. We can make sure your website is designed to fit the needs of your market entry and distribution strategy in each different market you enter.

Tip #2: Visit your Market
The only way to really understand and appreciate a new country and its people is by visiting. It is best to build relationships in foreign markets face-to-face. Emails, faxes and phone calls are good for follow-ups, but distant relationships need at least one face-to-face meeting initially, then on-going, regular, meetings to reinforce them.

The old joke advice to vote early and vote often applies to developing a market in a new country: visit early and visit often. This is the best way to establish and maintain good relationships with the partners you need for success. Make sure also that your agents, distributors and other partners have the opportunity to visit you and your company in Canada.

Upcoming Trade Missions
Trade missions are an excellent way of visiting a market for the first time. If there is a mission visiting a market you are interested in, it is a good idea to take the opportunity of joining it.

Following are some missions taking place in the next few weeks or months.

Over the years, Market Access Worldwide has worked closely with Ontario Exports Inc. (OEI), and we have recommended their trade missions to many of our clients.

During the next few months, OEI is promoting three trade missions to the United States. (For details, please see below).

Nov. 1-2, 2005, Rochester, NY: ITEXus Mission
In November, OEI will run a trade mission to Rochester, New York. This will be ideal for new, small or inexperienced exporters.

In cooperation with the Canadian Consulate General in Buffalo, Ontario Exports Inc. is leading an ITEXus (IT Exporters to the U.S.) trade mission to the B2B Tech Expo (www.nwem.com) in Rochester, upstate New York. ITEXus helps you to identify and meet potential customers, research distribution channels, and obtain market information. Participation is limited to six companies. Cost: US $350 per company.

The following missions are for experienced exporters:
These missions are delivered around an IT trade show and offer the opportunity to exhibit at an Ontario Pavilion at the show targeted.

The Ontario delegates also receive an up-to-date, electronic list of potential leads from the region (VARs, distributors); participate in a series of targeted meetings; and attend an Ontario reception where Ontario delegates have the opportunity to introduce themselves to the audience - we generally attract over 100 local decision-makers, distributors, VARs, etc.

March 21-22, 2006, New York: Ontario ICT Trade Mission - Financial sector
Ontario Exports Inc. and the Canadian Consulate General in New York invite you to join a trade mission to the 2006 Business Continuity & Corporate Security Show & Conference (www.flaggmgmt.com/bc/).

This focused show will assemble close to 1,000 attendees from the Wall Street and New York business & financial community that are adopting BCP and disaster preparedness for their firms. Attendees to this trade show include Directors of Business Continuity & Recovery Services, Directors of Human Resources, CTOs, IT Managers, and Directors of Information Security. Space is limited to six companies. Cost: US $1,750 per company.

April 5-7, 2006, Las Vegas, NV: Wireless Trade Mission to 2006 CTIA
OEI invites you to join the Canada Pavilion at the 2006 CTIA Wireless trade show and conference, the fastest growing event in its sector in North America. Last year, CTIA hosted more than 900 exhibitors attracting more than 35,000 high-tech professionals from nearly 80 countries.

There are several exhibiting options within the Canada Pavilion and for six Ontario companies, OEI has reserved six 5'x8' turnkey displays. If you are an experienced exporter and have a technologically advanced wireless application for the U.S. market, you should register and process your payment before Jan. 6, 2006. Cost is US $2,500 per company.

For further information, please contact Mauricio Ospina at OEI. (Please mention maww notes).

Mauricio Ospina
Ontario Exports Inc.
Tel: 416-325-6151
Fax: 416-325-6509
Email: mauricio.ospina@edt.gov.on.ca

Upcoming Events
We are often asked by people we meet to make sure their names are included on mailing lists for the events of organizations we are associated with. maww notes will publish a list of selected upcoming seminars, trade missions, training courses and networking events with each issue. Between issues, we may send out information on additional events as they come up.

Seminars and networking events in October and November
For readers in the Toronto area, Fall is a great season for events of all types and there are many targeted at the international business community. A few that I am planning to attend are described below:

Thursday, October 27, 2005 Breakfast Seminar Event: “Enabling Opportunities in Brazil and Latin America - what works, what doesn't”
Over the past 10 years, Canada’s investment in Brazil increased 280% and reached $7.6 billion in 2003. Canada and Central America’s bi-lateral trade in merchandise increased to $968.4 million in the same year, and in 2004, Canada’s trade with Latin America increased 19%.

A panel of specialists will provide important information on market trends and opportunities as well as legal, customs and taxation considerations to help your enterprise develop business with Brazil and Latin America.

Program:
7:15 Networking Breakfast & Registration
8:00 Opening Remarks: Mr. Bob Glandfield, President & CEO, Innovation Synergy Centre in Markham
8:10 Legal Considerations: Mr. Kenneth Frankel, Partner, International/ Cross-Border Practice Group, Hodgson Russ Attorneys
8:25 Customs and Taxation Considerations: Mr. Alan Pelizer, Latin America Coordinator, Kuehne + Nagel
8:40 Break
9:00 Market Opportunities and Client Case Studies: Mr. Carl Teo, President, QiiQ Communications
9:30 Question & Answer Session
10:00 Adjournment

Location: Lucent-Avaya Building, 1380 Rodick Road, Markham, Showcase (off the main lobby)

Cost: $45.00 (incl. GST) per person

Registration: Advance registration and prepayment are required by Noon, Monday, October 24, 2005.

Secure, on-line registration is available at https://www.yorktech.ca/apply/events.php Prepayment is required for this event. Cancellations accepted until Noon, October 24, 2005. Substitutions welcome at any time. No-shows will be charged.

Alternatively, email info@yorktech.ca. When registering by e-mail please provide your company name, address and phone number, credit card number (AMEX, VISA, MasterCard), expiry date and the name as it appears on the card.

Liz Bowell, Administrative Director
York Technology Association
P.O. Box 999, Tottenham, ON L0G 1W0
liz@yorktech.ca
phone: 905-936-9229 (local to 416)
toll free: 1-888-530-2437
fax: 905-936-5361

Thursday, October 27th: Richmond Hill Business Forum and Tradeshow: includes Wisdom Exchange: “Growing your Business Through Trade”: led by Tony Baker of Market Access Worldwide.
For full information on the tradeshow, panel lunch and wisdom exchanges, and registration information, please contact: Richmond Hill Chamber of Commerce
376 Church Street South, Richmond Hill ON L4C 9V8
(905) 884-1961.

Sunday, October 30 to Tuesday, November 1: Canadian Manufacturers and Exporters Conference: "North American Competitiveness & Best Practices"
Sheraton Centre, Toronto.

Program includes:
"Export Cafe" (October 31)
"Disaster Recovery Contracting with the U.S. Government" (November 1, 3:30pm)
Find out how you can successfully supply the US government's requirements for disaster relief and recovery. Hear lessons learned from two Canadian companies that have successfully sold disaster relief supplies in the wake of Hurricanes Katrina and Rita.

Tony Baker will present a client case study.

Full details at: www.cme-mec.ca/pdf/ExternalProgram.pdf

Friday, November 4th: Deadline for submitting nominations for the 8th Annual Ontario Global Traders Awards.
Specific criteria for each category of award is available in the nomination guide, downloadable at www.ontarioglobaltraders.com or by calling toll free in Ontario 1.877.468.7233 or 416.314.0111.

Tuesday, November 15th: British Canadian Chamber of Commerce and the American Chamber in Canada (AMCHAM)
Pub Night networking event at the Duke of York, 39 Prince Arthur Avenue, Toronto, 6:00 pm - 9:00 pm

Cost $25.

To reserve, call Tony Baker at 416-500-7287 or register online at https://www.newland.com/bcctc_secure/reserv.html

Thursday, November 17: "US Customs Workshop - Exporting Apparel to the United States"
Apparel Ontario and the Canadian Apparel Federation host this workshop on the customs procedures for exporting apparel to the United States.

Presenters will be from U.S. Customs and Border Protection, including the commodity specialist for apparel. This allows you to get the answers you need from the people who make the determination about whether to allow your goods to enter the U.S.

This workshop offers you an ideal opportunity to make sure you are following the rules. In addition to covering rules for NAFTA products, the seminar will also detail procedures for special safeguards that apply to China and other issues concerning goods made outside Canada.

Location: Westin Prince Hotel, 900 York Mills Rd, Toronto.

8:30 - 11:00 a.m.

Apparel/CAF members: $30.00 + GST ; Non-members $60.00 + GST

Contact: Michele Bedard
Apparel Ontario
504-124 O’Connor
Ottawa ON K1P 5M9
www.ontarioapparel.com
Tel: (613) 231-3220 ext. 300
Email: info@apparel.ca
Fax: (613) 231-2305

Tuesday, November 22nd: European Business Club Networking Event sponsored by Grant Thornton LLP and the British Canadian Chamber
This special networking event is not one to be missed! Take advantage of the opportunity to mix with business representatives and trade commissioners from European Union countries!

Renew acquaintances with old friends! Make new contacts! Introduce your friends to the European Union business community in Toronto!

Enjoy the company and the wine and cheese in the relaxed and convivial atmosphere of the Monarchs Pub in the Delta Chelsea Hotel, 33 Gerrard Street West, Toronto.

5:30 P.M. TO 7:30 P.M.

Wine and cheese will be served

Admission: $10 at the door
No membership necessary. Bring your business contacts
Registration: http://www.themigroup.com/eucocit or telephone British-Canadian Chamber 416. 502.0847
Parking: $5.00 with EUCOCIT parking voucher for the Delta Chelsea Hotel garage (Gerrard Street entrance).

Education and Training for International Business
In-house, hands-on raining
Market Access Worldwide provides in-house, hands-on training, including setting up your export office, and training and mentoring your customer service, call desk and export staff.

In addition to working directly with clients, Tony Baker also teaches several international trade courses at Centennial College in Toronto and online for the Forum for International Trade Training FITTskills program.

Classroom Training
Centennial College, Toronto: Learn about international trade from the bottom up!
Centennial College and the Forum for International Trade Training (FITT) provide a series of courses leading to the prestigious Certified International Trade Professional (CITP) designation. These courses take place throughout the year at Centennial College in Toronto.

There are two courses at Centennial this Fall:

Global Entrepreneurship: six Saturday workshops on Sep. 24, Oct. 1,8,15, 22, 29, 2005, 9am – 5pm, led by David Archer, owner and General Manager of ATM Export Management.

Global Entrepreneurship introduces the fundamentals of international trade and helps you decide your next steps. Topics include: The Global Economy, The International Business Plan, The International Institutional Framework, Canada's Place in the World, International Buying and Selling, Trade Rules, The Export and Import Process, International Marketing, Logistics and Distribution, The Global Entrepreneur, Negotiating Abroad, and Getting started.

International Trade Finance: six Saturday workshops on Nov. 5, 12, 19, 26, Dec 3, 10 from 9am – 5pm, led by Charles Donley.

This module demonstrates methods of trade finance and arranging payment for simple deals to complex structures. You will cover: An Introduction to Trade Finance; The Financing presentation; Risk Analysis and Management; Foreign Exchange Rates; Export Costing and Transaction Viability; Payment Methods and Short-term Financing; Medium and Long-term Financing; Factoring and Forfaiting; Understanding and Processing Documentary Credits (LCs); Bonds and Guarantees; EDC Export Credit Insurance and Financing; Cash Flow Planning; Countertrade and Consignment.

FITT Modules for Winter and Spring 2006 are:

International Trade Logistics: Saturdays, Jan 7–Feb 11 9AM-5PM
Global Entrepreneurship: Tuesday evenings Jan 10–Apr 4 6-9PM
Legal Aspects of International: Trade Sundays Jan 15–Feb 19 9AM-5pm
International Marketing:* Monday evenings Jan 16–Apr 17 7-10pm
International Trade Finance: Thursday evenings Feb 23–May 18 6-9pm
International Trade Research: Saturdays Feb 18–Mar 25 9AM – 5pm
International Market Entry & Distribution: Saturdays. Apr 2-May 6 9AM-5pm
International Trade Management Saturdays: May 13–Jun 24 9AM - 5PM

By taking all six courses during the year you can Complete your CITP educational requirements by June '06.

Sessions are held at Centennial College, Centre for Creative Communications, 951 Carlaw Ave, (Pape subway station or exit Don Valley Parkway at Bayview North - Pottery Road or Don Mills , Road South).

*Except for International Marketing which will be delivered at Progress campus 941 Progress Ave.

For more Information, call Charles Donley at (416) 289-5000 ext. 8852, fax (416) 463-7943 or email cdonley@centennialcolleqe.ca. (Please mention maww notes).

Online Training
FITTskills Online!
FITTskills is a series of eight courses addressing essential topics within the context of global trade. It is also the primary avenue for achieving the Certified International Trade Professional (CITP) designation, the Canadian credential of excellence in international trade. FITTskills Online allows you to learn at your own schedule, from anywhere in the world.

To register please click here or visit FITT website at www.fitt.ca

Online Course Start Dates:
October 24, 2005
* International Trade Logistics
* International Trade Research
* Legal Aspects of International Trade
* International Trade Management

November 21, 2005
* Global Entrepreneurship
* International Marketing
* International Trade Finance
* International Market Entry and Distribution

January 23, 2006
* International Trade Logistics
* International Trade Research
* Legal Aspects of International Trade
* International Trade Management

If you have international trade experience or education you may be eligible to obtain credits towards the CITP designation, eliminating the need to repeat learning. For more information on course exemptions, visit www.fitt.ca or call 1-800-561-3488.

For further information, contact FITT at:
30, rue Metcalfe Street, 4th Floor/4e étage, Ottawa, ON, K1P 5L4
Tel.: (613) 230-3553 1-800-561-FITT (3488) Fax: (613) 230-6808
info@fitt.ca   www.fitt.ca

EUROPE
The European Union Chamber of Commerce in Toronto (EUCOCIT)
The European Union Chamber of Commerce in Toronto, better known as EUCOCIT or, simply, the European Chamber, was incorporated in 1995 as a focal point for the promotion of Canada-Europe business links in the Greater Toronto Area.

Unlike most chambers of commerce, its members are not companies or individuals, but instead are the bilateral chambers of commerce representing the member countries of the European Union (EU). If you are a member of any one of these chambers then you are in effect a member of EUCOCIT and entitled to all associatied benefits.

Until recently, the number of member chambers was 14. However, with the accession of ten new countries to the Union, the number of member chambers is growing quickly. The countries currently represented by the Chamber are Austria, Belgium, The Czech Republic, Denmark, Finland, France, Germany, Greece, Ireland, Italy, The Netherlands, Poland, Portugal, Spain, Sweden and the United Kingdom. Although not members of the EU, Switzerland is also represented in EUCOCIT.

As you may know, the president of the European Union is not a person but a country, and the member countries take it in turn to hold the office for six months each. At present, the United Kingdom holds the Presidency. The European Chamber has adopted the same procedure, except that it is the chairmanship, not the presidency, that rotates and although it passes from chamber to chamber, the office is held by an appointee rather than by the chamber itself!

It was therefore my great honour to accept the Chairmanship on behalf of the British Canadian Chamber when the United Kingdom acceded to the Presidency.

EUCOCIT’s main purpose is to raise the awareness of Europe among the business community in the Greater Toronto Area. EUCOCIT does this by hosting business and networking events. This year, it has introduced the popular European Business Club (EBC) networking evenings, which are held each month at the Delta Chelsea in Gerrard Street.

Regardless which European country you may be interested in doing business with, these meetings provide a good opportunity to make connections with people from a wide range of European countries.

Each month, the event is organized by a different member chamber. In November it is the turn of the British Chamber, when the event will be generously sponsored by Grant Thornton LLP.

The November meeting will be held on Tuesday, 22nd, from 5:30 to 7:30pm. (Full details are in the announcement above).

Please join us on November 22nd!

Canadian - European Relations
Trade and Investment Enhancement Agreement (TIEA)
The Conference Board of Canada recently held a workshop titled “EU Enlargement and the Canada-EU Relationship.”

The workshop provided several excellent speaker presentations and an insight into our commercial relations with Europe, which in terms of investment in both directions is very significant indeed.

Canada and the European Union are currently negotiating a Trade and Investment Enhancement Agreement. Whilst this is not a free-trade agreement, it will be directed at decreasing non-tariff barriers to trade and investment and to helping the EU and Canada pursue similar approaches in multilateral negotiations at the World Trade Organisation and elsewhere.

Thank you...
Thank you for reading the first issue of maww notes
Please let us have your comments and suggestions by replying to this email or by calling Tony Baker at 416.500.7287.

Do you have a question about importing or exporting or international business that you would like answered? Go to http://www.maww.com/contact.htm and let us know. We will respond within 24 hours.

maww notes is published by Market Access Worldwide in Toronto, Canada. You are receiving this issue of maww notes because you are one of our valued clients or contacts, or because you have subscribed electronically to this newsletter. If you would like to add a subsription, change your email address or unsubscribe, please click here and then enter your email address in the box. For further assistance with your subscription or with anything to do with this publication please call 1 877 399 1649. From overseas, please call +1 416 500 7287.