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GET HELP ENTERING FOREIGN MARKETS I

…MY EXPERIENCE WITH CHINA.

know, I know...in the last editorial I said, “Don’t get

cocky and don’t extend yourself

In Beijing, Shanghai, and Nanning, we were connected with over 12 Gold Key meetings,

WORDS & PHOTO BY JOHN MCKEE

too far.” Then Headframe Spirits

each in-depth

was asked to participate in a Foreign Trade Mission to China with the Governor of the State of Montana. Hard to say no.

of

which

meetings

were with

detailed, importers,

distributors, and on & off premise clients capable of meeting the demands of our import goals.

But, the mantra of “Don’t get cocky” still held true and I

I wasn’t interested in selling a case or two (more like a container

committed only once I learned of the resources available to

or two), so I needed to be connected with companies capable of

introduce the markets in Asia to my products; namely the

handling that kind of volume. Every Gold Key had the potential

US Commercial Service, a branch of the US Department of

for direct success — not a single one was lacking.

Commerce, and the Agricultural Trade Office of the US Embassy. I cannot stress enough how important and ultimately successful their services were to our trip.

So specifically how does this work?

»» Reach out to US Commercial Service via

Via the US Commercial Service, using the “Gold Key Matching

www.export.gov/salesandmarketing/eg_main_018195.asp

Service,” they arranged multiple meetings with pre-screened

»» Next you will be connected with your local US Export

prospective trading partners, distributors, and importers. For a nominal fee, they threw the weight of their offices in-country to the goals that Headframe Spirits was interested in pursuing, namely:

»» Selling our products in China »» Investigating Direct Foreign

Assistance Center.

»» Once the local rep has your goals, targets, and information, they bring in the foreign trade officers and begin to work on the Gold Key meetings

Investment in potential

»» Once you have your travel arrangements completed, they

projects.

WWW.ARTISANSPIRITMAG.COM 17

Profile for Artisan Spirit Magazine

Artisan Spirit: Winter 2014  

The magazine for craft distillers and their fans.

Artisan Spirit: Winter 2014  

The magazine for craft distillers and their fans.