Developing Export Strategies and Identifying International Partners in the Global Solar and Clean Tech Market

By Shannon Fraser, U.S. Commercial Service – San Jose Export Assistance Center

Greetings and Happy Holidays from the Commercial Service - Export Assistance Center in San Jose! We are delighted to have this opportunity to share information and resources on our export services and programs with SEMI PV Group and member companies, and we are looking forward to further collaborations with SEMI in the New Year that will assist U.S. solar industry companies expand their sales and market opportunities worldwide.

Located in downtown San Jose, the Commercial Service San Jose office is one of a network of domestic and international offices that promote and support the export of U.S. goods and services.  We have offices in 109 major U.S. cities and 143 overseas cities, where our staff works out of the U.S. Embassy or Consulate’s Foreign Commercial Service section.  Through this network, we help U.S. small and medium companies find business partners, distributors, and agents in overseas markets.  We accomplish these partnerships through customized and tailored B2B matchmaking programs which link U.S. companies with pre-screened, vetted overseas business partners.  Through our international network, we also provide background checks on potential overseas partners, arrange for product launch and promotional events in foreign markets, provide comprehensive overseas market and industry analysis, and address any question or issue that advances U.S. sales abroad. 

In light of the growth of the solar industry in the U.S. and strong domestic demand for solar technology, why should U.S. solar companies consider exporting to overseas markets?  We have found that over 70 percent of the world’s purchasing power is located outside of U.S. borders, and in the last 20 years, U.S. exports have increased to almost $2 trillion.  These exports translate into company expansion and job growth for U.S. firms and higher wages for U.S. workers.  In 2011 alone, we helped U.S. companies with 14,645 export transactions (valued at over $54 billion), arranged for 39 trade missions to 22 countries, brought 15,612 foreign buyers to meet with U.S. companies at domestic trade shows, coordinated 2,600 U.S. exhibitors at 95 certified international trade events, and advocated on behalf of U.S. companies for 55 foreign government projects, with U.S. content in excess of $23 billion. 

As we wind down 2011 and look forward to 2012, a number of solar industry and clean tech programs are concluding and percolating.  In November 2011, we coordinated a delegation of thirty-five U.S. solar and clean tech companies to attend SOLARCON India in Hyderabad, and arranged for the participation of 14 companies at the U.S. Pavilion at the conference.  In December 2011, we facilitated the Renewable Energy and Energy Efficiency Trade Mission to Turkey (Ankara, Istanbul, and Izmir), though which U.S. solar and clean tech companies met with buyers, distributors, agents, and government officials in Turkey.  As we look forward to 2012, a number of solar and clean tech industry events, trade missions, and conferences are on the horizon:

Export Opportunity Webinars:

• January 9: Clean Tech Opportunities in Southern China
• January 11: Energy and Infrastructure Export Opportunities in India
• January 11: Export Opportunities in Saudi Arabia’s Smart Grid and Electricity Market
• January 26: Brazil’s Solar Market-Export Opportunities for U.S. Companies

Trade Missions and Trade Events:

• January 16-19: World Future Energy Summit, Abu Dhabi
• February 6-7: Renewable Energy Seminar for U.S. and Portuguese Companies, Lisbon
• February 29-March 2: World Smart Energy Week, Tokyo
• March 7-9: International Environment Expo, Shanghai
• March 25-30: India Infrastructure Business Development Trade Mission to New Delhi, Jaipur, Mumbai
• April 14-18: Clean Energy and Energy Efficiency Trade Mission to Saudi Arabia
• April 22-27: Export Green-Energy and Environment Trade Mission to Brazil
• May 9-11: IFT-Energy 2012, Santiago
• May 15-17: Electric Power Conference, Baltimore
• May 22-24: PowerGen Europe, Cologne
• October 17-19: RETECH, Washington, D.C.
• December 11-13: PowerGen International, Orlando

If you would like additional information on these programs, certainly feel free to call our office at 408-535-2757.  Alternatively, all of our export resources, services, programs, webinars, and trade missions are highlighted at www.export.gov.

We are specifically delighted to partner with SEMI on the upcoming Brazil Solar Market – Export Opportunity Webinar, scheduled for January 26. Through this webinar session, we will provide insight on Brazil’s solar energy policy, hear from companies with first-had experience in Brazil’s solar market, and discuss the April 22-27 Export Green – Energy and Environment Trade Mission to Brazil.  Details and registration procedures for this webinar are forthcoming, so please be on the look out for additional information in the coming weeks.

On January 19, we will be holding an information session and one-on-one meetings with solar, smart grid, and clean tech companies in the Silicon Valley region to discuss energy opportunities for U.S. firms within Saudi Arabia.  We will also be highlighting the April 14-18 Clean Energy and Energy Efficiency Trade Mission to Saudi Arabia. You will find an overview of the Saudi Arabia energy market in the subsequent article provided by Jen Derstine who serves as the Project Officer for Saudi Arabia Trade Mission.  U.S. companies interested in taking part in the information session/one-on-one meetings on January 19 in San Jose should contact Commercial Service – San Jose trade specialist Shannon Fraser at 408-535-2757, ext. 106 or Shannon.Fraser@trade.gov.

Best and Brightest Wishes for a Happy Holiday Season!  We look forward to collaborating closely with SEMI and member companies in the coming months.

SEMI PV Group, The Grid – December 2011