Marsha Sompayrac How to Maximize Your Export Sales Opportunities

A Strategic Review of Factors Facing US Exporters For Overseas

Business Opportunities

By: Marsha Sompayrac For: ABC Exporting Co.

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Global Trade Solutions Todays agenda

I. II.

Introducing your SunTrust Global Trade Solutions and our client driven approach A World of Change: A discussion of business trends in the global marketplace

III. A World of Opportunity: Market and industry opportunities for your growth IV. A World of Solutions: Global Trade Solutions full suite of international capabilities for imports or exports

Appendix A. Commercial Client satisfaction B. Overall Bank Capabilities C. SunTrust Financial strength D. SunTrust Corporate history E. Global Trade Solutions and Commercial Team biographies

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Your Team and Our Approach Your Commercial Banking and Global Trade Solutions Team
To truly understand your business and what drives it, we believe in the value of a dedicated relationship manager along with a team of product and industry specialists with local decision-making power.

Jane Doe

Vice President, Commercial Relationship Manager

Marsha Sompayrac

Director, Global Trade Solutions

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Your Team and Our Approach Mission and Commitment

Our corporate mission is to help people and institutions prosper

Our commitment to you is:

To build a relationship thats about more than transactions To make it our business to understand your global business needs To serve as your trusted advisor in Global trade markets, industries and trade products

To provide superior solutions for every phase of your companys international trade development
To dedicate ourselves to your global success

We start making this commitment to you by opening a dialogue. Only by examining your business and by asking

the questions that most banks dont bother asking can we develop the right solutions for your success.

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A World of Change for ABC Co. A World of Change: A closer look at foreign exchange trends
US Dollar Index
100 95 90 85 80 75 70 65 60
6/ 30 /2 9/ 00 30 3 12 / 20 /3 03 1/ 2 3/ 00 31 3 /2 6/ 00 30 4 /2 9/ 00 30 4 12 / 20 /3 04 1/ 2 3/ 00 31 4 /2 6/ 00 30 5 /2 9/ 00 30 5 12 / 20 /3 05 0/ 2 3/ 00 31 5 /2 6/ 00 30 6 /2 9/ 00 29 6 12 / 20 /2 06 9/ 2 3/ 00 30 6 /2 6/ 00 29 7 /2 9/ 00 28 7 12 / 20 /3 07 1/ 2 3/ 00 31 7 /2 00 8

Dollar Declines / Exports Rise

21% Dollar Decline since the beginning of 2006

With the dollar declining by 21% since the beginning of 2006 and 14% since the beginning of 2007, exports are increasing at a faster rate than imports. 95% of the worlds consumers live outside the U.S.
International trade represented 40% of U.S. GDP growth in 2007

USD Index

US Trade Defecit

-50 -55

($ Billions)

-60 -65 -70 -75 -80

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4/ 30 6/ /20 30 06 8/ /20 31 06 10 /20 /3 06 12 1/2 /3 00 6 2/ 1/2 28 00 6 4/ /20 30 07 / 6/ 20 30 07 8/ /20 31 07 10 /20 /3 07 12 1/2 /3 00 2/ 1/2 7 29 00 /2 7 00 8

Marginal decrease in the trade deficit has coincided with the USD decline.

US Trade Balance

A World of Change for ABC Co.

A World of Change: U.S. Export Growth

(in billions of dollars)
National Exports SunTrust Footprint

1200 1000 800 600 400 200 0 '02 '03 '04 '05 '06 '07

200 180 160 140 120 100 80 60 40 20 0 '02 '03 '04 '05 '06 '07

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A World of Change for ABC Co.

Trades Impact on Small/Medium U.S. Companies

More than 700,000 U.S. jobs are supported by the $117 billion in manufactured exports 70% or more of the businesses involved in global trade are small or medium size.

96% of the worlds consumers live outside the U.S.

Jobs related to exports pay 13-18% higher than non-exporting International trade gives the average U.S. household $9,000 more in spending power 97% of U.S. exports are from small to medium sized businesses

More than two-thirds of U.S. exporter have fewer than 20 employees

One in three acres of U.S. agricultural production is exported

Source: Enterprise Florida

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A World of Opportunities for ABC Co.

Leading Markets for Exports of Construction Machinery

2006-2007

1. China
2. Italy 3. Spain 4. Canada

5. Australia
6. Israel 7. Taiwan 8. South Korea 9. Mexico 10. Malaysia

Source: International Trade Association

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A World of Opportunities for ABC Co. Foreign Market Overview

Top Market Considerations for ABC Co.

Koreas construction equipment industry accounts for about 5% of total global production.
U.S. companies have the opportunity to supply nearly 60% of Canadas equipment import
needs.

Italy and Spains economies are growing at 12% ad 13%, respectively, with a recent surge
in construction projects.

Construction in Mexico, fueled by aging American Baby Boomers retiring to Mexico, is the
catalyst for robust increases in home building in Mexico. There are 70 million Baby Boomers in America.

The construction industry in China is witnessing massive activity in the form of major
projects in infrastructure development.

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A World of Opportunities for ABC Co. Foreign Market Overview

How to develop an export market strategy

Contact local U.S. Department of Commerce Export Assistance Center Amy Ryan Contact local state economic development agency Renee Rosenheck www.ITA.GOV www.Export.GOV

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A World of Opportunities for ABC Co. A closer look at your company

High level summary sentence on prospects opportunities based on the market and industry information presented on previous slides. What do todays global changes and opportunities mean for your company?

The construction equipment industry includes about 3,500 companies in the U.S. with combined annual sales of $75 billion. The industry is concentrated; the 50 largest companies hold about 75% of the market share. A typical company has ten employees and less than $2 million in sales. Major product segments are earth moving equipment, mining and road building equipment, airport and transportation equipment.

Considerations

What country represents the largest portion of your overseas sales, and why? In addition to selling equipment, do you have any other sources of revenue, such as rentals or storage facilities and/or repairs? What are your key obstacles for growth? Profitability? How can foreign sourcing or export sales help with growth/profitability? What international payment risks are you facing? How has your range of products changed in response to customer demand?

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A World of Solutions for (business name) A World of Solutions for ABC Co. Foreign Exchange Risk Mitigation
To enable you to focus on your underlying business, utilize a SunTrust FX specialist to develop a customized currency risk strategy to:

Eliminate the risk inherent in international cash flows Mitigate exposure created by exchange rate fluctuations Increase competitiveness and take advantage of opportunities created by dealing in foreign currency.

Countries/Currencies Most Adaptable to Local Currency Pricing

Australia Canada Czech Republic Denmark 15 Euro-based Great Britain Hong Kong Hungary Japan * Other currencies available upon request
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Mexico
New Zealand Norway Poland Singapore Slovakia South Africa Sweden Switzerland

A World of Solutions for ABC Co.

Sales in Foreign Currency Factors for U.S. Exporters

Missed sales due to USD only policy Opposing bid from a competitor Uncertainty in negotiations Change in terms Delay in closing Establish a USD valuation for sales on a continuing or individual basis Market volatility Identify and implement the appropriate currency risk management strategy/policy Execute strategy/policy efficiently to maximize value & minimize risk

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A World of Solutions for ABC Co.

Considering a Sales Program in Foreign Currency?

Establish a relationship with a currency partner that provides access to a wide range of currency risk management instruments and advisory services. Open foreign currency accounts, used to collect foreign currency receipts and provides the ability to disburse payments for expenses incurred in that same currency. Choose a currency partner with a large network of corresponding bank relationships. Work closely with your currency risk management partner to implement a hedging strategy to mitigate your FX exposure and protect your profit margins. Are sales overlooked when pricing only in USD??? Some customers are only willing to deal in their local currency. Some Currencies/Countries are restricted by governmental regulation.

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Global Full-Service, Local Delivery

Global Trade Solutions: A full suite of international trade capabilities
Our broad capabilities serve your business through every phase of its international trade growth.

Import Financing Trade Letters of Credit Standby Letters of Credit Documentary Collections

Trade Services Solutions

Treasury & Payment Solutions

International wires Online Information and Control Services InternationalCash PositionManagement Card Programs Merchant Services Currency Risk Management Non-USD Interest Rate Management Spot, Forward, NDF & Swap Contracts Options (vanilla and structured) Online FX Foreign Currency Transaction Accounts Foreign Currency Investments Canadian Lockbox Assistance to subsidiaries of foreign corporations expanding into U.S Banking services to expatriates working for foreign owned subsidiaries

Export Credit Insurance Letters of Credit Substituting SunTrust risk for foreign bank risk under letters of credit Issuance of standby letters of credit to support bid/performance bonds International Receivable financing Export Working Capital Financing Foreign Buyer Financing Small Business Financing

Risk Mitigation

Foreign Exchange

Trade Finance Solutions

Global Solutions for your business

Inbound Foreign Investment

Foreign Market intelligence Export Marketing strategies Import strategies Referrals to other trade advisors Trade Seminars

Advisory Services

International Correspondent Banking

Over 1500 international correspondent banks world wide Referrals for in-country foreign banking relationships

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A World of Solutions for ABC Co. Global Full-Service, Local Delivery Global Trade Solutions: Worldwide Access for payment and trade

Key
Global Correspondent Relationships

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A World of Solutions for ABC Co. Global Full-Service, Local Delivery Global Trade Solutions: Local Delivery of International Expertise and Resources

Over 1500 correspondent banks worldwide Delegated Authority Lender with Ex-Im Banks Working Capital Guarantee Program Preferred Lender with SBA Export Working Capital Program GTS Sales team located in your region Staff travels, has language expertise, is aware of global business trends Can refer clients to worldwide networks of professional and financial expertise

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