According to the U.S. Agency for International
Development, the United States is a global leader in
developing and providing diverse environmental technology
products and services but is less aggressive in exporting the
technologies. There are a number of programs available, however,
to assist businesses trying to break into foreign markets.
General information sources
The USAID Center for Trade and Investment Services is a central
point of contact for U.S. companies interested in doing business
in the countries served by the agency. Through an automated fax
broadcast system, the center sends timely and relevant
information about USAID opportunities to businesses that have
registered to compete for technical service contracts financed by
USAID. For environmental companies interested in programs
specific to their needs, USAID has compiled Business
Assistance Programs in Energy and the Environment, which
describes a number of public and private programs for expanding
an environmental business to developing countries
To be added to the Center for Trade and Investment Services database, request publications, or get information about doing business in regions where USAID has offices, call (800) 872-4348 (outside Washington, D.C.) or (202) 663-2660 (local). Information about CTIS, a general overview of USAID programs, procurement notices, and requests for proposals also can be accessed via the Internet using the following addresses: 1) e-mail: procure@info.usaid.gov; 2) FTP: ftp.info.usaid.gov; 3) gopher:gopher.info.usaid.gov.
Programs for small businesses
USAID's small
and disadvantaged business office maintains the AID Consult
Registry Information System, or ACRIS, to help small and minority
U.S. businesses compete for technical service contracts financed
by USAID. ACRIS makes the technical service capabilities of
registered businesses available to USAID personnel seeking
private sector assistance and notifies businesses of upcoming
contracting opportunities. USAID also provides counseling
assistance to small and medium businesses interested in
distributing products and services abroad.
Guide to Doing Business with the Agency for International Development, a manual for small, minority and women-owned firms also helps companies, including large ones, interested in seeking foreign business opportunities through USAID. In addition to explaining how to bid on work with USAID, it contains information about accessing the agency's Procurement Information Bulletin and a form to register for ACRIS. To request a copy of the guide, call the CTIS hotline (see numbers above).
Timely leads in Asia and the
Pacific
The United
States-Asia Environmental Partnership fosters sustainable
development and solutions to environmental problems in Asia and
the Pacific. US-AEP is primarily funded by USAID through the
Center for Trade and Investment, but it coordinates the
participation of more than 20 other federal departments and
agencies, including the Department of Energy.
In addition to helping U.S. businesses obtain trade finance and transfer their technologies to Asian and Pacific countries, US-AEP also identifies trade leads in Asian and Pacific nations and territories through its Environmental Technology Network for Asia. ETNA engineers are constantly meeting with people within Asian governments and business communities to learn about opportunities to sell environmental technologies. When they identify a lead, they electronically match them with appropriate U.S. environmental technology companies registered in the ETNA database. Information about the opportunity is faxed to U.S. businesses that provide the products and services requested.
ETNA's environmental technology representatives are in the following countries.
According to Brendan Walsh of USAID, the greatest benefits of ETNA are that leads are no more than two days old when they are sent to American businesses, the information is free, and any U.S. business can register to be in the database. US-AEP can also work with companies needing to develop business plans or lay other groundwork before pursuing business abroad.
For more information about registering with ETNA's trade opportunity database, contact Maria Chen or Brendan Walsh at (800) 818-9911.
Getting a foot in the door in the
former Soviet Union
The Consortia of American Businesses in the Newly Independent
States provides technical and consulting services to help
businesses explore opportunities to sell products and services in
the newly independent states of the former
Soviet Union. CABNIS is funded by USAID and administered by
the Department of Commerce through Thunderbird, American Graduate
School of International Management in Glendale, Arizona. Ecotech
International Inc. in Scottsdale, Arizona handles business
development on behalf of Thunderbird.
According to Margarette Brede of Thunderbird, CABNIS offers a competitive edge to businesses by combining their commercial expertise and resources. Small and medium size businesses in particular don't have the knowledge and funding they would need to enter foreign markets, she said. But, she added, CABNIS has also provided help and ideas to large companies.
To become involved, businesses must send information about their companies and the goods and services they would like to market overseas. Envirotech will determine if the goods or services compete with other technologies they are promoting. If not, Ecotech will begin the matchmaking process. Once Envirotech identifies a company in the newly independent states interested in the U.S. business's product, CABNIS will bring the potential partners together. CABNIS no longer covers any costs after a contract has been agreed upon. In fact, if the American company's business venture is successful, it is required to reinvest some of its earnings into Ecotech as a commission for its service.
Brede said working through CABNIS benefits U.S. companies because Envirotech has made contacts and developed relationships with people in the newly independent states. By joining CABNIS, companies would not have to get through the initial awkwardness and resistance they may meet when trying to make new business contacts in a different culture.
If you are interested in obtaining the services of CABNIS, write Margarette Brede, CABNIS Development Office, Thunderbird, American Graduate School of International Management, 15249 North 59th Avenue, Glendale, AZ 85306-6002. Be sure to send information about your company and the products or services you would like to market.
Opportunities in Eastern Europe
The Eastern Europe Business Information Center was created by the
U.S. Department of Commerce in January 1990. EEBIC provides
information about doing business in Eastern
Europe and trade and investment opportunities in the region.
The center can answer questions about financing, export
licensing, or trade promotion opportunities. It also can help
small and medium sized companies interested in joint ventures and
exporting.
The center produces the Eastern Europe Business Bulletin, a monthly newsletter containing investment opportunities, upcoming trade events, and resources for businesses planning to expand their products and services to Eastern Europe. Another EEBIC publication, Eastern Europe Looks for Partners, biweekly features opportunities in the energy, environment, agribusiness, telecommunications, and housing sectors for small and medium-sized U.S. companies.
To request past or current issues of the publications or be added to the mailing list, call EEBIC FLASH, a 24 hour automated fax delivery system. There are hundreds of other publications available on EEBIC FLASH covering exporting and financing, current trade and business opportunities, upcoming trade events, and information about specific countries. Dial (202) 482-5745 from a touch tone phone to have information sent to your fax machine. Call (202) 482-2645 if you have specific questions you would like answered.
Financial help is available, too
The United States-Asia Environmental Partnership, Bankers'
Association for Foreign Trade, and the U.S. Department of Commerce have
joined forces to expand public and private sources of trade
finance for U.S. environmental companies through AXCAP- the
Access to Export Capital Program. AXCAP has a national database
of banks involved in trade finance, services offered by
government export credit agencies, and environmental financiers
interested in U.S. export. Trade specialists at AXCAP can match
companies' needs with information provided in the database. To
access the service, call (800) 492-9227 or (202) 452-0013.
Working with DOE
Companies developing environmental remediation technologies in
cooperation with the U.S. Department
of Energy can get help transferring the technology to foreign
markets. The Office of International Technology Exchange is
familiar with all the programs mentioned above and more (see related article in this issue) and
can help businesses access the resources to sell their
environmental products and services abroad.
