U.S. Buyers Meet with AmCham-Jordan’s Members to Share Perspectives & Strategies to Access the U.S. Market.
The American Chamber of Commerce in Jordan (AmCham-Jordan) hosted the 4th webinar that come as part of a series of events to celebrating the 20th Anniversary of the Jordan-U.S. Free Trade Agreement that entered into force on the 17th of December 2001, which are implemented with support from USIAD Middle East Economic Growth Best Practices Project (MEG).
The session on “The U.S. Buyer’s Perspective: Firsthand insights and advise on what it takes to say ‘Yes’” featured expert speakers; Brian Todd, Founder of Brian Todd & Associates, L.L.C and Ron Tanner, President of Tanner Food Group, along with Firas Abu Wishah, Member of the Board of Directors at Petra Engineering Industries, and was moderated by AmCham-Jordan CEO Ms. Rose Alissi.
The session aimed at giving Jordanian companies the opportunity to engage with U.S. buyers to understand their perspective on how U.S. buyers operate, what they are looking for when choosing a sourcing option amid the intensive competition, and Key Performance Indicators they depend on when making a buyer decision.
During the discussion, Brian Todd gave an overview of statistical data and demographics of the U.S. market, and changing trends in consumers buying behavior; especially during the pandemic, advising Jordanian companies that “it is extremely important to keep learning about the U.S. market, as it is one of the most competitive and largest markets in the world, filled with opportunities to partner with potential buyers and suppliers.” Todd focused on the importance of understanding the U.S. market dynamics when exporting with a specific focus on the food sector, which is one of Jordan’s competitive sectors identified under the National Tijara Coalition work as a dedicated public-private dialogue and action platform established in 2001 to unify national efforts aimed at enhancing business ties between Jordan and the U.S.
On his part Ron Tanner addressed key considerations when selling to different retail landscapes and factors when choosing a route to market including; mass merchants, chain supermarkets, specialty supermarkets, natural food stores, as well as tips to sell for online landscapes and food services landscapes. Tanner also spoke about how to prepare for a productive buyers meeting, and went through the planning process for an effective trade show participation, saying that “the most important thing to do is to define your target audience, invest in marketing and promote your competitive advantage to make the most out of your participation in a tradeshow.”
Firas Abu Wishah shared the experience of his company in reaching the U.S. market by leveraging the Jordan-U.S. Free Trade Agreement. Abu Wishah noted that the tool and advices presented by the Todd and Tanner are valid for all types of products commenting that “the Jordan-U.S. FTA will defiantly boost your competitiveness and increase your sales volume, but the key is to identify your buyer’s needs, your product’s certifications and alignment with the U.S. market requirements, emphasizing the importance of participating in export promotion activities such as those organized by AmCham-Jordan and gain the skills and knowledge to reach not only the U.S. market but other global markets.
In an intervention by Alissi, she expressed her sincere appreciation to AmCham-Jordan Member Company Wael Abu Awwad Establishment (7 Boys) for sponsoring this session, stressing the importance of leveraging the Jordan-U.S. Free Trade Agreement and that the chamber will continue to provide technical support to companies seeking to enter the U.S. market through the export promotion programs, activities and services provided by the chamber.
AmCham-Jordan is planning four more webinars, seminars covering digital marketing and trade in service as well as legal commercial issues. Ending with a regional conference in December of this year.
