1 PROMOTING TRADE IN SERVICES BETWEEN COSTA RICA

1 PROMOTING TRADE IN SERVICES BETWEEN COSTA RICA AND CANADA KNOWLEDGE. CONNECTIONS. MARKET VISITS. SUCCESS!

2 Agenda Gateway to Trade - ICT Program Introduction and Overview Why Costa Rica & Canada? GATEWAY to Trade Team GATEWAY to Trade Timeline 4 Stages of Export Preparation The Winning Combination

3 GATEWAY to TRADE The GATEWAY to Trade programme is a capacity-building and market linkages initiative to support the development of trade in services between Costa Rica and Canada, with the overall objective of increasing economic development and fostering the growth of Costa Rican SME service providers.

4 Programme Partners This initiative is supported by Global Affairs Canada as part of its Trading Partners Responsive Fund (TPRF). TFO Canada is a not-forprofit organization that facilitates access to the Canadian market for developing countries. TFO Canada is the fund manager for this programme. v Global Links Network Canada Inc. (GLN), is an international trade facilitation firm that specializes in building the export capacity of service sector SMEs. PROCOMER is a nongovernmental public entity with a mission is to promote, strengthen, and diversify Costa Rica’s exports to the world. GLN is responsible for implementing the GATEWAY to Trade programme. PROCOMER is the local implementing partner for the GATEWAY programme.

5 Programme Objectives Enhanced Trade in Services Increasing trade in services between Costa Rica and Canada Capacity Building the capacity of small and medium size enterprises (SMEs) in the Information and Communication Technologies (ICT), Environmental Education, Health and Wellness Tourism sectors Increasing Economic Development Increasing economic development with a particular focus on poverty reduction in disadvantaged regions Support and Sustainability Providing support to PROCOMER and their partners and building a sustainable model v

Why Costa Rica? 6 A small country with a HUGE vision! Free Trade Agreement Strategic Destination The Canada-Costa Rica Free Trade Agreement allows for duty free trade in goods. A more substantive agreement is presently being negotiated. #1 outsourcing destination in Latin America - 250 hightech, multinationals in Costa Rica incl. IBM, HP, Amazon, Infosys, and others. Business Environment Export Diversity Costa Rica is democratic, stable, safe, enjoys one of the highest GDPs per capita in Latin America and generates 93% of electricity through renewable resources. 2500 companies export 4500 products to 156 countries, amounting to nearly $18 billion annually in goods and services.

1 st in innovation and business sophistication in Latin America ~ World Economic Forum 2015 - 2016 1 st Outsourcing Destination of Latin America. Top 100 outsourcing destinations 2016 ~ Tholons 7 . #1 Educational System in Latin America (7. 1% of the GDP is invested in Education) World Economic Forum 2015 -2016 250 high-tech companies, 21% of Fortune 100 have established successful operations in Costa Rica 120 world-renowned service companies expanding in Costa Rica; including IBM, HP, Amazon, Infosys, Accenture, among others. Costa Rica On the leading edge In an innovative business world, Costa Rica is ready for the challenge of taking high tech industries and showing how a tradition of peace, education and innovation are the perfect formula to make business.

Why Canada? 8 Dynamic, prosperous and forward looking! Untapped Opportunities Advanced Market There are over 1 million SMEs, but only 30% have started adopting digital marketing technology to help them sell. A large market of over 30, 000 ICT companies focused on digital marketing, software development, gaming & mobile apps. Business Environment Innovative Economy A friendly, easy to enter market with a high standard of living, a respect for trust and quality and common values with Costa Rica. The most plugged in, internet savvy citizens on the planet, with a true understanding of the value of the web to learn and earn.

Meet the Gateway to Trade Team 9 Team Costa Rica PROCOMER COSTA RICA PROCOMER TORONTO Michelle Corriols Irene Mojarro Viviana Lopez Kevin Villalta Project Manager & Toronto Consular Agent, Commercial Information and Communication Technologies (ICT) Franchises Environmental Services Digital Animation & Video Games Engineering & Architecture Melania Lopez Videla Mariana Borbon Fabiola Pujol Int’l Trade in Services Specialist Information and Communication Technologies (ICT) Health & Wellness Educational Services WITH ADVISORY SUPPORT FROM Alvaro Piedra Lila Johnson Exports Director Coordinator Int’l. Trade Offices

Meet the Gateway to Trade Team Canada Information, training, coaching, advice, tools, methodologies, strategies, B 2 B matchmaking, trade missions. GLOBAL LINKS NETWORK Diane Girard Michelle Hustler Greg Henderson Theo Ward Project Manager Certified International Trade Professional (CITP) Trade in Services Specialist ICT Sector Specialist Certified International Trade Professional (CITP) ICT Sector Specialist Trade in Services Specialist WITH ADVISORY SUPPORT FROM Marysabel Gonzalez Project Manager Latin American and the Caribbean, TFO Canada Other Sector Specialists Certified International Trade Professionals (CITP) 10

GATEWAY Timeline GATEWAY 11 Draft: January 2017 December 2016 – October 2017 Phase 1 Training Phase 2 Export Plan and Coaching DECEMBER JANUARY FEBRUARY • Programme • • Launch • • Webinar • • Review of applications & • website • Consultation • Sessions • • Jan 10 Application deadline Jan 13 Notification to successful applicants Jan 25 -26 GATEWAY for ICT Training Session Jan 27 Individual meetings with Canadian ICT Specialists Application & Consultation Phase 3 Preparation for Trade Mission to Canada for 8 companies MARCH • Development of Export Plan with coaching support • Assess Canadian-readiness, refine messaging and pitch • List of prospect companies to target • Feb 28 -March 1 • GATEWAY training for Health and Wellness Tourism and Environmental Education Sector APRIL • Application for Trade Mission to Canada • Proposals by Costa Rican ICT companies • Continued B 2 B Skype meetings and development of relationships with prospective clients/partners MAY • April/May Trade Mission to Canada for delegation of 8 ICT companies • B 2 B meetings Final Phase GATEWAY Transition to PROCOMER JUNE-OCTOBER • Programme Sustainability Costa Rican and Canadian Team collaborate for transition to PROCOMER

12 THE 4 STAGES OF EXPORT PREPARATION Preparing your Business Conducting Market Research Developing a Marketing Plan Entering the Market STAGE 1 2 3 4 1. 1 – Understanding Trade in Services 2. 1 – Researching Markets 3. 1 – Starting with a Marketing Plan 4. 1 – Market Entry Options 1. 2 – Assessing Export Readiness 2. 2 – Researching Sectors 3. 2 – Developing an Online Strategy 4. 2 – Financing and Getting Paid 1. 3 – Developing your Export Plan 2. 3 – Gathering Market Intelligence 3. 3 – Winning Business 4. 3 – Contracting and Legal Aspects E X P O R T P L A N

13 Your a Company’s Bottom Line Export Plan Website Review Company Profile Coaching in development of your plan. Assessment of your Canadian-readiness. A 2 -page high quality profile. Power Pitch B 2 B Meetings Launch Your prospect pitch in a short PPT format. In person or via Skype. Ready to enter the Canadian market

The Winning Combination GATEWAY Programme Company Strength Size, length of time in business, English and/or French language capabilities, existing business plan, professional website in English/French Supply Side Competence, Capabilities, Capacity Ability to fulfill requirements with qualified talent, skills, resources Demand Side Attraction Value propositions that will attract and engage Canadian companies Export-readiness Export planning, international experience, research on Canadian market Interest and Commitment Applicants demonstrate their willingness to commit time and resources and are pro-active in their efforts Gender Balance Women-owned or operated companies that also meet the above criteria 14