Nova Scotia Business Inc.

For more information, please contact:

Brenda Baker
Trade Programs Administrator
Nova Scotia Business Inc.
Tel: 902.424.5054
Fax: 902.424.0664
Email: gov.ns.ca

1. Is any new business done on trade missions?

Yes, trade missions are all about new business. These missions are aimed at helping Nova Scotia exporters – new or experienced, large or small – at the front end of the sales cycle.

2. Do I have to cold call my prospects and set up my own appointments for a trade mission?

No, the trade group does the cold calling for you. Yes, your company is responsible for researching the target market and making sure that it fits with your strategy. We use a professional; usually a resident in the market area of the mission who identifies prospects, qualifies them, and makes appointments on behalf of the mission participants.

3. Will my competitors be traveling on a trade mission that I am also participating in?

It’s possible, but it doesn’t happen very often. Most NSBI trade missions are multi-sector, which means that you will very likely be traveling with business people who you haven’t previously met.

4. I am looking for a partner, distributor or a supplier. Could I still be a part of a trade mission if my company isn’t in direct sales?

Yes, this can be accommodated through the profile you prepare for the matchmaking consultant.

5. Are trade missions politically driven?

As the mission organizers, our main focus is on the business program – the job of setting up business meetings and coordinating logistics. Occasionally there is political participation on trade missions. Half of NSBI-organized trade missions include a Provincial Minister or our Premier. We look at their involvement as a positive addition to trade missions. Participants have the unique opportunity to meet with our political leaders. As well, there are often more networking events included in the mission. We believe that trade missions are all about new business opportunities and including political representatives on a mission is almost always good for results.

6. I want to be part of a trade mission, but they never seem to go to the market that I want, or take place at a convenient time.

If your company has a market in mind that you’d like to pursue and you’ve done the research to support it, NSBI can help through a program called Export Prospector. This program works in the same way as a trade mission, but for a single Nova Scotia company. We use an in-market consultant to do the prospecting, arrange the meetings and a company representative travels to the market to make the sales calls.

7. I want to be part of a trade mission, but they are very costly and it takes time and money to follow up.

Trade missions are expensive to organize, but we feel the costs are equitable and do not limit the participation of any business prepared to undertake new market development. NSBI covers all costs associated with the mission organization – including the professional prospecting campaign carried out for the Nova Scotia companies. The participating companies cover their own airfare, accommodations and living expenses.

The follow-up costs can vary but they are necessary. Before participating in a trade mission, your company should be able to commit to follow-up with your qualified prospects. Market development does take time and money, and the consideration of the long-term approach should always be considered.

8. Is it difficult to get around and do business in an unfamiliar place?

It can be challenging, but there are some ways we can help. We frequently offer a “Doing Business In…” session prior to missions, which gives information on the country or region’s business environment, as well as its market needs. This program also offers sources of further information and provides an opportunity for one-on-one discussion with market specialists.

9. Will I be required to provide results once I return from a trade mission?

At the end of the trade mission, we hold an information group get-together. This meeting not only provides an opportunity to celebrate successes, but also allows participants to tell us how the mission has gone: the quality and quantity of their meetings, the logistics, and the accommodations. Following this meeting, we will only ask you once about your overall results in a scheduled five-minute phone call, six months following the mission. By then you will have had time to follow-up on leads and hopefully have some business developing through the normal sales cycle.