International Trade Resources Podcast

Today on the International Trade Resources Podcast, Kim Kirkendall is joined by Michel Nouafo, who has a wealth of experience in international sales, market development, and channel development positions. They explore diverse topics, including the influence of cultural differences on product choices (such as the significance of colors in different regions), variations in pricing strategies based on context cultures, and the importance of understanding the customer journey in different markets.First, Kim and Michel discuss the importance of adapting products to fit the local market, taking into consideration factors like space constraints in homes, cultural perceptions of waste, and the expectation of freshness in some regions. Additionally, they touch on the impact of warranties and product information on consumer trust, emphasizing the need to align marketing and product strategies with local expectations.Lastly, Kim and Michele highlight the crucial role of the cultural knowledge of the sales organization in international business success. It emphasizes the importance of hiring the right individuals, providing adequate training, and finding a balance between maintaining high standards and adapting to local norms. They suggest a hybrid solution for the sales team, incorporating both local hires and expats to create a bridge between corporate culture and local customs. Learn all this and more in this information-packed episode!Things you’ll learn: The significance of understanding and adapting to cultural differences when engaging in international trade.The necessity of adapting products to fit the local marketThe critical role of cultural knowledge in the sales organization in international business success. If you liked this episode - Buy Me a Coffee  - it’s a great way to help us cover the out of pocket costs.  LINK:  https://www.buymeacoffee.com/kimkirkendallEpisode Sponsors:Acclime China:https://china.acclime.com/Corporate Services and full Accounting/CPA/Tax for China.Website: www.intltraderesources.com Email: intltradepodcast@gmail.com Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.

Today on the International Trade Resources Podcast, Kim Kirkendall is joined by two of her team members to discuss mistakes companies make when dealing with suppliers in Asia. This is a behind the scenes discussion with people who have boots-on-the-ground in China and Vietnam. See below - if you liked this episode you can buy us a coffee to say thanks. To begin the podcast, Kim and her team dive into the importance of understanding not only the product but also the broader context of what other products the supplier is involved in and whether similar issues exist in other industrial processes.They also examine the challenges inherent to the relationship between customers and suppliers, especially the conflict between customers seeking low costs and extended payment terms versus suppliers striving to maintain cash flow and quality. They touch upon the limitations of quality control inspectors and the need for a specialized team to identify and rectify issues in the production process.Lastly, Kim and her team lend some advice for customers on being the best partners to their suppliers. This includes giving long-term commitments, clear communication, and timely payments. They stress the significance of a strong relationship with the factory's management and ownership, going beyond dealing only with export sales managers. Successful international trade in Asia relies heavily on building and maintaining effective communication. Listen now and start integrating these customer-supplier best practices into your dealings today. Things you’ll learn: Understanding production problems beyond the obvious issuesChallenges in the customer-supplier dynamicAdvice for building stronger supplier outcomesIf you liked this episode - Buy Me a Coffee  - it’s a great way to help us cover the out of pocket costs.  LINK:  https://www.buymeacoffee.com/kimkirkendallEpisode Sponsors:Acclime China:https://china.acclime.com/Corporate Services and full Accounting/CPA/Tax for China.Website: www.intltraderesources.com Email: intltradepodcast@gmail.com Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.

Today on the International Trade Resources Podcast, Kim Kirkendall is joined by Axel Kruse from Griffin Business Consulting to discuss licensing brands overseas, emphasizing the importance of quality control, understanding market nuances, and fostering a win-win relationship between licensors and licensees. Axel shares valuable advice on finding the right licensee, key elements in licensing agreements, and best practices for success in international brand licensing. To begin the podcast, Axel and Kim explore the process of licensing, specifically in the context of international trade. Licensing Out involves allowing another company to use your intellectual property, such as logos or product designs, for which a license fee is paid. They focus on licensing brands overseas, particularly in the apparel and footwear sectors Axel works with.Next they pivot into several key factors for successful brand licensing, including the need for licensors to maintain tight control over product quality. Axel highlights the importance of understanding and adapting to the unique characteristics of different markets, such as consumer preferences, cultural differences, and seasonal variations. Additionally, Kim and Axel stress the significance of finding experienced licensees with strong distribution networks.What about best practices? Axel encourages licensors to visit the market regularly and understand the local consumer base. Additionally, he and Kim advise licensors to be flexible with initial licensing fees, and explain why that is important. They also discuss how to prevent inventory issues and avoid damaging the brand's perceived value in the market.Lastly, Kim and Axel break down the crucial elements of licensing agreements that are often overlooked. The discussion also touches on the significance of the details, such as; specifying product approval, understanding the licensee, and being vigilant in other areas to avoid damaging the brand's image. Listen for more detail!The importance of a collaborative and mutually beneficial relationship between licensors and licensees is key for sustained success in international brand licensing. Find all this and more in today’s information-packed episode!Things you’ll learn: How to Brand license in international tradeKey procedures to have in placeBest practices for both licensors and licenseesWhat too many companies miss when licensingEpisode Sponsors:Acclime China:https://china.acclime.com/Corporate Services and full Accounting/CPA/Tax for China.Website: www.intltraderesources.com Email: intltradepodcast@gmail.com Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.

Today on the International Trade Resources Podcast, Kim Kirkendall is happy to be speaking with Alejandro Alcalde to discuss how to stay current on compliance changes, whether that means new regulations or modifications. In a previous episode, Alejandro shared information on USMCA compliance changes for US, Mexico, and Canada and we are happy to have him back.To begin the podcast, Alejandro and Kim explore how to identify existing regulations. As governments and official websites transition to digital platforms, more resources become available to individuals and businesses seeking information on international trade. In addition information can be obtained through connections -  with industry associations, chambers, and newsletters. This digital shift has not only streamlined access to information but has also facilitated a more comprehensive understanding of compliance in international trade.Next we drill down into specific sources for new regulations.  Alejandro highlights some government resources online platforms and mentions how they can offer summaries of future regulations. Sector-specific insights are available through other resources, including industry associations, chambers of commerce, and more. Additionally private companies, including customs brokers, freight forwarders, and law firms, contribute valuable information through articles and free webinars. They list some of these tremendous resources to help you develop a comprehensive understanding of regulations and industry developments.What about changes? Kim and Alejandro dive into what factors drive change in regulations, including free trade agreements, tax incentives, trade agreements / sanctions /trade wars to name a few. He shares suggestions, including that you set up alerts from government websites and official sources to keep track of changes.  One other good idea mentioned is to make sure and utilize paid subscriptions to compliance service companies.Lastly, Kim and Alejandro break down the five steps to managing regulatory changes: read and analyze all regulations, interpret how regulations apply to the business, develop an action plan involving all areas of the company, calculate investments or savings related to compliance, and communicate changes to internal and external stakeholders. Kim highlights some of the challenges for compliance professionals, including internal challenges.  Lack of communication and collaboration within organizations can be a problem, and are crucial for successful compliance navigation. They talk about the importance of developing a system for compliance and other methods to mitigate risks successfully. Find all this and more in today’s information-packed episode!Things you’ll learn: Diverse sources for international trade compliance information Factors driving changes in regulations to watch so that you know when to look for regulations to changeStrategies for keeping up to date on compliance changesImportance of internal communication and collaborationEpisode Sponsors:Acclime China:https://china.acclime.com/Corporate Services and full Accounting/CPA/Tax for China.Website: www.intltraderesources.com Email: intltradepodcast@gmail.com Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.

Today on the International Trade Resources Podcast, Kim Kirkendall is joined by Dr. Uny Cao, a technologist based in Hangzhou, China, to discuss valuable insights into the opportunities for startups and SMEs to use multi-national locations to launch and grow their business. Currently Uny is the Executive Vice President of Zhejiang Intellectual Property Exchange Center Co., Ltd., affiliated with Zhejiang University, and does work in the space of university technology transfer. Dr. Cao is “bi-local” and splits his time between the US and China.First, Dr. Cao shares his insight into the “Total Economic Factors” framework often used in China, which emphasizes the five aspects of production including; land, workforce, technology, capital, and data in building products. He also highlight the advantages for startups in countries who have the infrastructure to provide support for new and growing companies. This support can include grants, talent development, high tech suppliers, capital investment, and web connectivity. Kim and Uny discuss considerations for companies with an international presence, such as having staff in one country and R&D in another, and the importance of understanding local startup platform nuances, ie; the availability of grants, tax credits and other incentives. They talk about multinational startups that leverage resources in Mexico and India as well as Europe and the U.S. Next, they discuss labor as a driver for international expansion. Dr. Cao shares personal experience about starting a company with a focus on R&D in China and the product development in the U.S. He also emphasizes the role of specific skill sets and not only the cost of labor. Lastly, Kim and Dr. Cao highlight examples of successful startups and their strategies for accessing grants and support. Dr. Cao also mentions the complexity and sophistication of VCs in developing markets, which rival those in Silicon Valley. They also touch on the importance of understanding hyper-local opportunities and networks.  Find all this and more in today’s information-packed episode!Things you’ll learn:The “Total Economic Factors” framework and how it works.Considerations for why companies should consider a multinational presence.Skilled labor as a driver for international expansion.Insight into financing and investment opportunities, both locally and across borders.Episode Sponsors:Acclime China:https://china.acclime.com/Corporate Services and full Accounting/CPA/Tax for China.Website: www.intltraderesources.com Email: intltradepodcast@gmail.com Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.

Today on the International Trade Resources Podcast, Kim Kirkendall is joined by Julia Jones, Chief Hope Officer at JJ Consulting, formerly with KPMG, ANZ, and in other roles.  In this podcast they discuss how to expanding exports, particularly in agricultural products. Their conversation covers a range of products beyond traditional food stuffs, including nutraceuticals, pharmaceuticals, recovery drinks, honey cosmetic products, timber, and timber byproducts.First, Kim and Julia explore the significance of agricultural exports in various countries, emphasizing the economic importance of these exports to nations like New Zealand and Australia. Julia also highlights the impact of sustainability on agricultural exports, touching upon consumer expectations, investor criteria, and non-tariff barriers related to sustainability in trade deals.Next, they address the challenges faced by small and medium-sized enterprises (SMEs) in pursuing exports which include issues such as scale, market nuance, packaging, food safety standards, and capital investment. Understanding and meeting sustainability requirements in target markets can be the key to export success. Julia also provides practical advice for SMEs looking to grow exports in the agriculture space. She emphasizes the need for thorough research, focusing on specific markets, and being receptive to market feedback, along with other steps to take. Lastly, Julia and Kim examine the importance of not assuming that what works domestically will translate seamlessly into international markets. As they discuss some case studies of both successes and failures they emphasize the need for agility, focus, and strategic market entry. Find all this and more in today’s information-packed episode!Things you’ll learn:Insight into the international trade of agricultural products, including examples of specific items with export potential.The challenges faced by small and medium-sized enterprises (SMEs) in the agricultural export sector.Strategies and advice for SMEs looking to engage in international agricultural exports.Episode Sponsors:Acclime China:https://china.acclime.com/Corporate Services and full Accounting/CPA/Tax for China.Website: www.intltraderesources.com Email: intltradepodcast@gmail.com Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.

Today on the International Trade Resources Podcast, Kim Kirkendall is joined by Phillip Michel.  Operations Manager at Amazon On-Demand Production in Germany, formerly managing supply chain logistics in China for Mercedes, to discuss how to Manage 3PL Providers. First, Kim and Phillip discuss what 3PL means. Phillip explains that 3PL encompasses a range of services, including warehousing, transportation, inventory management, and packaging. He suggests when looking for a 3PL, first define your needs, then interview the companies. It’s important to know what their cost structure, current customers, expertise, and company structure are. You are interviewing them just like you would in an audit. Kim mentions companies often claim capabilities they don't have or that they outsource, so be sure to go onsite to visit. Next, Phillip and Kim dive into ways to successfully negotiate to have transparent pricing and transaction information - not just an overall low price. When quoting it’s important to know your target pricing and ask for a quote, then ask for a breakdown of the price. To stay on top of the 3PL you should have clear metrics and keep up to date on their performance. Kim mentions the importance of auditing freight bills, which we featured in an earlier episode. When managing them long term, it’s key to review invoices and identify some of the hidden fees.Lastly, Kim and Phillip break down some red flags businesses should look out for when dealing with 3PLs. Find all this and more in today’s information-packed episode!Things you’ll learn:How to qualify a 3PL to ensure they will fit your needsWhat you can do to avoid problems (broken product, not meeting delivery, etc)Overall 3PL strategy and contract managementEpisode Sponsors:Acclime China:https://china.acclime.com/Corporate Services and full Accounting/CPA/Tax for China.Website: www.intltraderesources.com Email: intltradepodcast@gmail.com Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.

Today on the International Trade Resources Podcast, Kim Kirkendall is joined by Zach Selch, Founder of Global Sales Mentor and author of Global Sales, to discuss boosting distributor engagement. First, Kim and Zach discuss maximizing sales by strengthening your relationship with your distributors. It's crucial to foster a sense of unity and dedication among their salespeople. You want them to be more than just representatives; you want them to act as if they're part of your company. This entails encouraging them to allocate more resources and effort toward selling your products, rather than treating your products as mere "additional options" in their sales portfolio. Zach shares that beyond monetary incentives like commissions, it's pivotal to create a sense of support and community. This can be achieved by supporting individual salespeople in their professional growth and development. Provide opportunities for them to enhance their skills, learn, and progress in their careers. Additionally, consider offering non-cash incentives such as trips or conference invitations to make them feel valued and motivated. Next, Zach and Kim explore trade shows and dealing with distributor feedback. Zach recommends when participating in trade shows, ensure that you have a designated space in your booth for distributors and their salespeople to relax. This gesture makes them feel welcomed and appreciated, further reinforcing the sense of community. While distributor feedback is essential, it's important to recognize that it may be biased. Exercise caution when interpreting feedback and consider multiple perspectives to make informed decisions. Lastly, Kim and Zach talk about measuring engagement. He suggests rather than solely evaluating distributor success based on sales figures, also measure their contributions to brand building and their efforts to keep you informed about market developments. This approach ensures that the partnership is not just about sales but also about the long-term growth and well-being of your brand in the market. Find all this and more in today’s information-packed episode!Things you’ll learn:What is distributor engagement and how can you build and measure it?How do the distributor's sales team differ (or are similar) to your own employees?Suggestions for engaging the distributor's sales people.Episode Sponsors:Acclime China:https://china.acclime.com/Corporate Services and full Accounting/CPA/Tax for China.Website: www.intltraderesources.com Email: intltradepodcast@gmail.com Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.

Today on the International Trade Resources Podcast, Kim Kirkendall goes solo! In this episode she gives listeners a comprehensive overview of her experiences traveling to China in 2023. Whether you are a seasoned traveler, business professional, or someone simply curious about the evolving global landscape, Kim offers valuable insights into navigating the intricacies of visiting China in the post-pandemic era. As of the date of this podcast (October 2023) Kim has made two trips since the borders opened for non-residents, one in early July and one in late August.  The first trip she flew in through Qingdao, and the second trip came up by train through Shenzhen. To set the stage Kim dives into the travel situation overall, including changes that allowed travelers to use existing valid visas. While China is officially open for some types of visas, it is not back to pre-pandemic “norma.l” Travelers face some new entry requirements, including filling out an online health questionnaire. Visitors are also asked more questions about their travel plans than pre-Covid. Immigration officials asked her more pointed questions upon entry and you need to be ready to answer. Another complication is the new “Cashless China.”  The use of mobile payment apps like Alipay and/or WeChat Pay are essential, though setting up these apps as a foreign visitor might pose challenges. Additionally, transportation methods have shifted, with taxis typically booked through apps like Didi and payments expected via digital platforms. Kim discusses the safety of moving around in China. There is increased attention as a foreigner, especially in cities or districts less frequented by foreign individuals. Her first years in China in the late 1980’s there were very few foreigners, so in many ways this feels like a return to the “old days.” Next, Kim explores the economic situation in China. The majority of Chinese citizens seem content with their lives and continue to have confidence in their future.  They also acknowledge that unemployment rates are high. Overall there is still a sense of optimism. Many businesses, including local restaurants and shops, have managed to stay afloat despite past lockdowns and challenging economic conditions. However, the economic situation is challenging for those displaced in the early covid waves of lockdowns that have not found their way back into the workforce. And there is definitely a portion of the population that worries about the country’s economic and political direction. Lastly, Kim discusses the process of exiting the country, including another round of the online health code questionnaire travelers are required to complete. Find all this and more in today’s information-packed episode!Things you’ll learnOverview entry and departure procedures of a post-pandemic China. Information about the current economic and cultural climate in 2023 and the digital impact.Tips for travelers to make traveling into, out of, and around China a smoother, more enjoyable experience. Episode Sponsors:Acclime China:https://china.acclime.com/Corporate Services and full Accounting/CPA/Tax for China.Website: www.intltraderesources.com Email: intltradepodcast@gmail.com Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.

Today on the International Trade Resources Podcast, Kim Kirkendall is joined by Russell Brown, CPA Acclime China and Art Dicker, Attorney at R&P Lawyers China to discuss scaling back or closing down operations in China. This podcast is an excerpt from a webinar on the topic presented recently. First Kim and Art give an overview of employment basics in China, emphasizing the importance of signed labor contracts. They also discuss contract nuances, including varying contract lengths and rules after 5 and 10 years of employment, and the importance of keeping copies of key employees' contracts at headquarters.Termination and severance in China are highly regulated. If an employee is dissatisfied with the termination offer, especially in cases of unilateral termination, they have the option to appeal to the Labor Bureau. This appeal process involves mediation by the Labor Bureau, which works with both the employee and the company to reach an agreement. Three categories of reasons for termination are with cause, without cause, and unilateral termination, and cooperation with the Labor Bureau during mass terminations has many benefits. Next, Kim and Art discuss severance. The calculation of severance pay can vary depending on factors such as the employee's wage, years of service, and whether notice is given or not. It's important to note that there are nuances to these calculations, and the specific circumstances can impact the final severance amount.Lastly, Kim and her guests discuss the importance of considering evidence and preparation when dealing with employees who may be involved in side businesses or handling trade secrets. Handling such cases requires a combination of legal measures, evidence gathering, and proactive preparation to protect a company's interests and intellectual property. Find all this and more in today’s information-packed episode!Things you’ll learnOverview of employment basics in China, emphasizing the importance of signed labor contracts.Importance of keeping copies of key employees' contracts at headquarters.Types of termination: with cause, without cause, and unilateral termination.Considerations for evidence and preparation when dealing with employees involved in side businesses or trade secrets.The role of corporate resolutions in removing key personnel.Episode Sponsors:Acclime China:https://china.acclime.com/Corporate Services and full Accounting/CPA/Tax for China.Website: www.intltraderesources.com Email: intltradepodcast@gmail.com Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.