Bob Erwin, who teaches this session, is Senior International Business Consultant with the University of Georgia SBDC International Trade Center. He has over 35 years of experience in the field of international trade. Prior to joining UGA Bob held various senior positions in government and industry, and he has worked in over 40 countries. Previous positions include: Commercial Vice Consul with the British Consulate General -Atlanta; Executive Director of the American Building Products Export Council- Washington, DC; and Director of the International Trade Division of the Georgia Department of Industry, Trade & Tourism. Mr. Erwin is a registered architect and holds a B.A., B.Arch, and M.Arch from Syracuse University. He has also served as President of the National Association of Small Business International Trade Educators (NASBITE), is a Certified Global Business Professional, and has been honored as a NASBITE Distinguished Fellow.

Supporting Materials:  PDF copies of the slides in this presentation are available for free download in the “Resources” section of this website. Requests for copies of the original PowerPoints will be considered on a case-by-case basis from non-profit, governmental, and educational organizations. All materials herein are copyrighted by the Small Business Development Centers of the University of Georgia.


Bob Erwin

2: Market Intelligence  

Finding Profitable Overseas Markets
(Runtimes: A- 8:27, B- 15:41 minutes)

In this 2nd session of Export-U we will explore how to gather meaningful intelligence on overseas markets so you can target those best suited to your product. We will review some of the key information you should consider, show where to find it, and explain how to make sense of it all.  Our goal is to help you identify prime opportunities, minimize risk, and ensure the success of your export venture. Because of its length, this session is broken into two parts:

2A: This part explains the process of market intelligence gathering, and shows how to use your product's harmonized code to unlock relevant data on global trade patterns and trends.

: This
part describes how other factors, like demographics, country risk, and special industry data also affect export marketing prospects. Then it shows how to analyze  all this data and produce actionable market intelligence.


  1. You Ready?      2. Mkt. Intelligence       3. More Intelligence        4. Costing        5. Mkt. Approach         6. Tradeshows        7. Incoterms       8. Payment        9. SBA Financing       10. Websites       11. Risk Mgmt.       12. Documents