Indonesia FOOD PROCESSING AND PACKAGING EQUIPMENT TITLE: FOOD PROCESSING AND PACKAGING EQUIPMENT SUBJECT COUNTRY(IES): INDONESIA POST OF ORIGIN: JAKARTA SERIES: INDUSTRY SECTOR ANALYSIS (ISA) ITA INDUSTRY CODE: FPP DATE OF REPORT (YYMMDD): 990801 DELETION DATE (YYMMDD): 020801 AUTHOR: AULIA ROCHAINI APPROVING OFFICER: RICHARD ROTHMAN OFFICER'S TITLE: NUMBER OF PAGES: 17 INTERNATIONAL COPYRIGHT, U.S. & FOREIGN COMMERCIAL SERVICE AND U.S. DEPARTMENT OF STATE, 1999. ALL RIGHTS RESERVED OUTSIDE OF THE UNITED STATES SUMMARY The economic crisis that began in July 1997 has cut demand for food processing and packaging equipment; however, prospects remain relatively good for the coming years. Due to the lack of advanced technology, domestic producers will continue to be limited to the low to medium price and quality segments. Our office has identified the food processing and packaging equipment sector as a best prospect and selected it for ISA coverage input because of the large number - 3,286 food and beverage companies. These companies manufacture instant noodles, bakery products (including biscuits), cereals, dairy, ice cream, sauce concentrates, tomato ketchup and sauces, snack foods (such as potato chips and crackers), canned food, confectionery, chocolate and sweets. Before Indonesia's crisis, the demand for food processing and packaging equipment/machinery was projected to grow at a rate 35% over the next five years. As the Indonesian economy recovers from the current economic and political crisis, these high rates of growth should return. U.S. product sales totaled $19.85 million, out of a total market of $318.98 million, of food processing and packaging equipment imported by Indonesia in 1997. American equipment, known for quality and durability, has progressively gained market share in Indonesia. A. MARKET HIGHLIGHTS & BEST PROSPECTS B.1. Market Profile This market research study covers the following product areas of food processing and packaging equipment and machinery: HS Code Product Description 84.22.30.900 Other machinery for filling and closing containers 84.22.40.000 Other packing and wrapping machinery 84.34.20.000 Dairy machinery 84.34.90.000 Parts of milking & dairy machinery 84.35.10.000 Presses, crushers and similar machinery 84.35.90.000 Parts of presses, crushers and similar machinery Bakery machinery Other machinery for the manufacture of macaroni, spaghetti 84.38.20.000 Machinery for the manufacture of confectionery, cocoa or chocolate 84.38.30.000 Machinery for sugar manufacture 84.38.50.000 Machinery for the preparation of meat or poultry 84.38.60.000 Machinery for the preparation of fruits, nuts or vegetables Other machinery used in the milling industry 84.38.90.000 Parts machinery for the industrial preparation/manufac. Of food/drink Other cutting machines B.2. Statistical Data Table 1. Export and Import Figures, 1998-2000 1998 1999 2000 Proj.ave.annual growth rate for following 2 years Import Market 190 218. 251.5 15% Local Production 39 42 45 - Exports 11.5 13 16 - Total Market 217.5 247.5 280.5 15% Import from the U.S. 5.5 7 8.5 30% Exchange rates: 1 $ equals: 1997: Rp. 5,000 1998: Rp.10,500 1999: Rp. 7,500 Based on Bank Indonesia (Central Bank) Middle Exchange Rates Future inflation rate assumed: 10% (estimate) The market is made up of two subsectors: food processing equipment and packaging equipment. Food processing equipment is defined as machinery used in the manufacture of macaroni, spaghetti, confectionery, cocoa, chocolate, bakery, sugar, dairy, meat and pressers or crushers, used in the preparation of fruits, nuts or vegetables, fish and fish parts. Food packaging equipment is machinery for filling and closing containers, packing, wrapping and cutting machines. These subsectors do not include beverage and agricultural machinery or equipment. The structure of the food processing industry, consisting mostly of small-size enterprises, has also brought about a particular pattern in the purchasing of food processing and packaging machinery. The small-sized food manufacturers rely either upon manual labor or upon small, inexpensive machines and equipment sold on the local market at prices of around $1,000-$5,000. These small, cheap machines are generally not available from the U.S., Europe or Japan but come mostly from Taiwan, China, Korea, and local sources. Therefore, Taiwan, China and Korea enjoy quite respectable export volume. As a result of the crisis and the depreciation of the Indonesian currency, imports from the U.S. decreased from $19.8 million in 1997 to $5.5 million in 1998. The local production of food processing and packaging equipment/machinery is small, reaching $39 million in 1998 and forecast to grow further after the current economy crisis. Local production will have grown more than three-fold over the past three years. Indonesian exports indicate the same trend, growing from $11.5 million in 1998 to an estimated $13 million in 1999. The actual total market size as recorded above may actually be 40% to 45% lower. This is due to the fact that packaging machines shown in these totals include those used in non-food applications, such as cosmetics/toiletries, household products, insecticides and pharmaceutical items. Since packaging machines and equipment are aggregated by type under particular HS numbers regardless of their application, there is no possibility of knowing their exact numbers, and an estimate will have to suffice. B.3. Best Sales Prospects The following products, with their corresponding Harmonized System (HS) codes, are expected to represent best sales prospects in the Indonesian market for U.S. exporters. HS Code Product Description 84.22.30.900 Other machinery for filling and closing containers 84.22.40.000 Other packing and wrapping machinery 84.35.90.000 Parts of presses, crushers and similar machinery Other cutting machines Within these sectors, U.S. suppliers are already relatively strong and should strengthen their market position with respect to other countries. There are not any import duties on the above types of machinery, but there is a value-added tax (VAT) of 10%. The most important items in these product categories are as follow: Machinery for filter/purifying water Other filtering and purifying machinery Ball valves-pressures Industrial and lab furnaces and ovens Other refrigerating and freezing equipment Other cutting machines Centrifuges and other centrifuges Reciprocating pumps Sterilizing apparatus Dryers and other dryers Liquid elevators Roasting and steaming plants Distilling or rectifying plants The total Indonesian market for food processing and packaging equipment amounted to $217.5 in 1998. It is projected to increase by 15%-25% in 1999. The sales of these machinery items by local agents during the first half of 1999 indicate another year of unusually high growth. Expansion of close to 15% is expected, with the total 1999 market size reaching approximately $247.5 million. Imports from the U.S. are growing at a rate of 30% annually. B. COMPETITIVE ANALYSIS C.1. Domestic Production Domestic production is still small, reaching only 17.9% of Indonesia's total market for food processing machinery, which totaled $39 million in 1998. The machinery produced consists, for the most part, of small and relatively low technology food packaging machines that are comparable to those imported from Taiwan, Korea or China. One typical local manufacturer is a small assembler, producing packaging machines with as much as 80% of content imported from Taiwan, Korea or China, and the remaining 20% locally-made. This kind of machinery is sold mostly to small-size manufacturers at a price of $3,000-$5,000 per unit. But because the competition from inexpensive imported machinery is quite strong, this company sold only about 150 units of these machines in 1998. Therefore, the company operates a large trading company for the import and distribution of high-quality, high-priced machinery from Germany, Italy, New Zealand and Japan. C.2. Third Country Imports Although competitors differ by particular machinery type, the strongest suppliers hail from Germany, Italy and the U.K., in that order. Their machinery is known for high quality and their sales efforts in Indonesia are locally assisted, directed and systematic. Japanese suppliers are even better represented than Europeans. The reputation of Japanese products is however is somewhat lower. C.3. U.S. Market Position U.S. manufacturers of food processing and packaging equipment are strong only in areas where their machinery is among the most technologically advanced. Indonesian manufacturers import these directly from the U.S. or purchase them from agents in Singapore, if available. This represents a passive and demand-pull type of selling strategy, which does not promote the sales of U.S. machinery in sectors where U.S. sales are currently low in volume terms. The main handicap of U.S. suppliers versus their main competitors is the lack of a large, on-going actual presence in this country. German, Italian, Japanese, Taiwanese, Korean and Chinese machinery suppliers have appointed local sole agents with whom they closely cooperate. Their machinery is intensively and continuously promoted to large numbers of potential buyers, even prior to plant establishment. These agents also visit currently operating factories, seeking equipment-replacement business. Credit or leasing schemes are arranged by agents in cooperation with financial institutions to facilitate possible transactions. U.S. machinery sales, by contrast, are still mostly made from overseas and often lack the competitive strength which arises from a powerful local distribution network. D. MARKET ACCESS D.1. General Import Climate Until the foreign currency exchange rate upheavals throughout South East Asia in the second half of 1997, Indonesian imports in general were increasing in recent years between five and ten percent annually. Imports from the world dropped by one-third in 1998, but an apparently stabilizing rupiah in 1999 suggests improving prospects. Imports totaled some $40 billion in 1997, and $4.5 billion (f.o.b. value) came from the United States. Japan dominates Indonesia's overall imports, supplying about one-fourth of total imports. Other main suppliers include Germany, UK, and other ASEAN countries. American technology is viewed favorably by Indonesians and often preferred if the price is competitive. However, German and Japanese suppliers are particularly strong competitors. Both offer good technology. Japanese products are cheaper than those from the United States are, the German Government offers financial assistance to German firms, and Japanese economic assistance to Indonesia of nearly $2 billion annually gives Japanese firms a strong advantage. Japanese trading companies (keiretsu) have lots of employees in numerous Indonesian locales, giving them market savvy difficult to duplicate. Japanese carry an image of being closer to market needs and more responsive than Americans. Over the past decade Indonesia has initiated periodic import deregulation packages and tariff reductions, but its tariffs (which average over 12 percent overall) remain among the highest in the ASEAN region. Non-tariff barriers are legion and numerous documents are required to process imports, although the country is moving to a paperless electronic data interchange system by which information is submitted electronically by importers. D.2. General Distribution/Business Practices Distribution regulations changed in 1997-98 as a result of agreements with the IMF. Until then, import/export, wholesale and retail distributions were reserved for Indonesian companies 51 percent or more Indonesian-owned. Now, foreign-owned firms can obtain a foreign investment license to wholesale or retail any product if they also have a license to manufacture something in Indonesia. However, a foreign firm cannot simultaneously wholesale and retail, because this is viewed as a monopoly. Also, foreign firms cannot import the products that will be wholesaled or retailed but must use an Indonesian import firm. Sole national agents are required for specified products only, mainly certain types of heavy equipment such as road rollers, hoist and lifting equipment, tractors, and cement-mixing machines, motorcycles, cars and trucks. For other sales to the private sector, sole agents are not required, although Indonesians prefer to become a foreign firm's sole agent or distributor. In any case a trial period of at least six months should be standard practice. In general for sales to the Government, Indonesian agents must be used, and the agents are encouraged to have a direct relationship with the foreign supplier rather than be a sub-agent of a Singapore (or similar outsider) regional firm. Traditionally Indonesian importers have not specialized in particular product lines, but instead handle a wide range of products. Current law allows foreign firms to open a local representative office in all 27 provinces with permission of the Indonesian Department of Industry and Trade. The representative(s) may be an Indonesian company or individual, or a foreign national. Trade representatives may not engage in direct sales nor conclude deals, but they may engage in sales promotion and marketing, or do market research and provide technical advice. In many cases, foreign companies have established close connections with Indonesian national importers, allowing the two companies to function as one. The Indonesian company acts as importer and distributor, and the foreign company promotes its products, sometimes seconding expatriate staff as employees to its Indonesian distributor/partner. A more active role for the foreign firm can be arranged through a management contract, which can take many forms. D.3. Financing The economic crisis of 1997-98 has brought financing to the forefront of business issues in Indonesia, since at this writing the banking system is barely functioning and local interest rates, though declining, remain prohibitively high. For the time being, to sell here, U.S. suppliers must offer generous and creative financing terms to Indonesia buyers to make a sale. Indonesia continues to maintain an open capital account and no foreign exchange controls. Since mid-1997 the rupiah has floated freely. The exchange rate dropped 70 percent in nominal value vis-a-vis the U.S. dollar during most of 1998 (reaching 15,000 per dollar for several periods), although at year's end the rupiah had strengthened to the 7,500 per dollar range. U.S. Export Import Bank guarantees have often been used in the past by American banks. Project financing is available from the World Bank, the Asian Development Bank, and bilateral donors including -- under special conditions -- Japan's Overseas Economic Cooperation Fund (OECF). American Express Bank, Bank of American, Chase, and Citibank have branches in Indonesia, and Bank of Boston, National Bank of California, Bankers Trust, Core States, J.P. Morgan, and Republic National Bank maintain representative offices. Many U.S. banks have correspondent relationships with Indonesian banks. For most Indonesian government projects financing through soft loan terms is required. Most contract award decisions hinge on terms that typically include seven years grace and an interest rate of 3.5 percent over 25 to 40 years. Indonesian government funds provide typically 20 to 35 percent of the budget for capital projects; the rest comes from foreign lending. This scenario is unlikely to change for the foreseeable future. D.4. Key contacts Government agency State Ministry for Food and Horticulture Jl. Kuningan Timur M2 No. 5, gedung Bulog 2, 4th Fl., Tel. (62-21) 522-1923, 0811-112717 Fax. (62-21) 521-0292 Contact: Prof. Dr. Ir. (Ms.) Tien R. Muchtadi, MS (Minister's expert staff for Food Technology) Local association GAPMMI (The Indonesian Food & Beverages Association) Jl. K.H. Muhasyim IV, No. 39, Cilandak, Jakarta 12430 Tel. (62-21) 766-1612, 751-3822 Fax. (62-21) 751-0380 Contact: Ir. (Mr.) Thomas Darmawan, Chairman Local Companies MACHINE DEALERS ARTHA TEKNINDO SUKMATAMA, P,T Jl. Raya Narogong km. 9,3 Bekasi 17117 Tel. (62-21) 825-0030/1/2 Fax. (62-21) 825-0028 Contact: Mr. Jon D. Junid (Commissioner) Mr. Wisnu Tjahjadi (President Director) BELLA PRIMA PERKASA, P.T. Jl. Pembangunan 4 No. 52, Batu Ceper Tangerang 15121 Tel. (62-21) 690-0695 Fax. (62-21) 551-3431 Contact: Mr. Tomson Siddik (President Director) Mr. Yanta Hudaya (Marketing Manager) BRIKINDO JAYA, P.T. / TETRA PAK INDONESIA Victoria Building, 7th Fl. Jl. Sultan Hasanuddin Kav. 47-51 Jakarta 12160 Tel. (62-21) 725-5558 Fax. (62-21) 723-1330 Contact: Ir. Rudy Hutagalung (President Director) Mr. Henrik Hauggaard ( General Manager) Mr. Robert Tumiwa (Marketing Manager) HENGTRACO TECHNICAL SUPPLY, P.T. Pertokoan Glodok Jaya BIII No. 60 Jakarta Barat Tel. (62-21) 639-9222/24, 600-9808 Fax. (62-21) 639-9225 Contact: Mr. Tommy (President Director) INSAN SURYA, P.T. Jl. P. Jayakarta No. 45 Blok A 21-22 Jakarta 11110 Tel. (62-21) 629-2275/85/5806 Fax. (62-21) 639-1027 Contact: Mr. Sidiatmadja Chandra (President Director) JN ENGINEERING Jl. Kapuk Kayu Besar I No. 3 Komplek Miami Jakarta Barat 11820 Tel. (62-21) 661-7422/23 Fax. (62-21) 555-2230 Contact: Mrs. Lietjun (President Director) NUTRACO MESINDOTAMA, P.T. Komplek Majapahit Permai Blok A-117 Jl. Majapahit No. 18-20 Jakarta 10160 Tel. (62-21) 384-6169, 380-4348 Fax. (62-21) 380-4349 Contact: Mr. Joe Randy Faranes (President Director) RIASARANA EKAPRATAMA, P.T. Head Office: Jl. Bandengan Utara 83 L-M Jakarta 14440 Tel. (62-21) 669-2279, 661-2966 Fax. (62-21) 669-4921/4928, 661-5150 Contact: Mr. Richard Anthony (President Director) Factory: Jl. Kapuk Utara I Kav. 7 Jakarta Utara 14460 Tel. (62-21) 619-0943 Fax. (62-21) 619-6390 Contact: Mr. Charlie Chandra (Factory Manager) SINAR HIMALAYA, P.T. Jl. P. Jayakarta 117 Blok A No. 8-10 Jakarta Tel. (62-21) 624-9282, 600-8728, 629-0804 Fax. (62-21) 649-7850, 600-8474 Contact: Mr. Sumantri Sjukur (President Director) Mr. Suwanto Hartono (Marketing Manager) TROPICAL MULTI CO., P.T. Jl. Mangga Besar Raya 2 H Jakarta 11160 Tel. (62-21) 649-6248, 629-4967, 625-3305 Fax. (62-21) 629-5158 Contact: Mr. Januardi Kesuma (President Director) Mrs. Agnes S. Kesuma (Sales Manager) MACHINE USERS FOREMOST INDONESIA, P.T. Jl. Raya Jakarta-Bogor Km. 26, Ciracas Jakarta Timur Tel. (62-21) 871-0511 Fax. (62-21) 871-0515 Contact: Mr. Raine de Groot (President Director) INDOFOOD FRITTOLAY Head Office: Ariobimo Central Building Jl. H.R. Rasuna Said X-2 Kav. 5 Kuningan Jakarta 12950 Tel. (62-21) 522-8822 Fax. (62-21) 522-6014 Contact: Mr. Kalib Benua (Purchasing Manager) Factory: Jl. Ancol Barat I No. 4-5 Jakarta Utara 14430 Tel. (62-21) 690-7141 Fax. (62-21) 690-1365 Contact: Mr. Bambang Buriyanto (Factory Manager) KEMFOOD INDUSTRIES, P.T. Jl. Pulo Kambing No. 11 Kawasan Industri Pulogadung Jakarta Timur 13930 Tel. (62-21) 460-3512 Fax. (62-21) 461-0050 Contact: Mr. Popo Kramadibrata (President Director) Mr. Ari Nurani (Processing Division) KHONG GUAN BISCUIT, P.T. Head Office: Jl. Kebon Sirih 88 Jakarta Pusat Tel. (62-21) 380-6966 Fax. (62-21) 384-5024 Contact: Mr. Hidayat Darmono (President Director) Factory: Jl. Raya Bogor Km. 26 Jakarta Timur Tel. (62-21) 871-0508 Fax. (62-21) 871-0430 Contact: Mr. Budi Hendarto (Purchasing Manager) MIGRO BROTHERS, P.T. Jl. Raya Daan Mogot Km. 13 Jakarta Barat Tel. (62-21) 619-2180/2112/9176 Fax. (62-21) 619-0806 Contact: Mr. Sjamsul Foehardjo (President Director) Mrs. Lini (Purchasing Division) NESTLE INDONESIA, P.T. Head Office: Gedung Arkadia Jl. T.B. Simatupang Kav. 88 Jakarta 12520 Tel. (62-21) 788-36000 Fax. (62-21) 788-36001 Contact: Ms. Mira (Purchasing Manager) Factory: Jl. Raya Serang Km. 12 Bitung Jaya Cikupa - Tangerang 15710 Tel. (62-21) 596-1253 Fax. (62-21) 596-0458 Contact: Mr. Jerome Jaton (Factory Manager) NISSIN MAS, P.T. Jl. Jababeka Raya Blok N1 Kawasan Industri Jababeka Cikarang - Bekasi Tel. (62-21) 893-4134 Fax. (62-21) 893-4129 Contact: Mr. Akihide Matsuo (President Director) Mr. Jamhari (Production Manager) Mr. Yohanes Budi (Purchasing Manager) NUTRICIA INDONESIA, P.T. Jl. Raya Jakarta u Bogor Km. 26,6 Ciracas Jakarta Timur Tel. (62-21) 871-1178 Fax. (62-21) 871-1176 Contact: Mr. Peter Kroes (President Director) Mrs. Merry (Purchasing Manager) SUBA INDAH, P.T. Jl. Raya Jakarta u Bogor Km. 37 Mekarsari Cimanggis - Bogor Tel. (62-21) 871-0303 Fax. (62-21) 871-1391 Contact: Mr. Bambang Mirawan (President Director) SUPER WORLD WIDE FOOD STUFF, P.T Jl. Gatot Subroto Km. 6,5 Jakake Kec. Jati Uwung Tangerang Tel. (62-21) 552-3202/4464 Fax. (62-21) 552-4206 Contact: Mr. Arifin Oei (President Director) UNICAN SURYA AGUNG, P.T. Jl. Kapuk Kamal Raya No. 43A Jakarta Utara Tel. (62-21) 555-1007/3885 Fax. (62-21) 555-3904 Contact: Mrs. Amelia Suryadana (President Director) D.5. Trade Promotion Opportunities The U.S. Commercial Service (CS) in Indonesia encourages American company participation in local trade fairs to introduce products to the market. While most fairs are useful as a venue to meet relevant contacts, their quality varies according to the experience of the organizer and its ability to advertise and draw customers to the events. Expect only a handful of U.S. and foreign firms in most shows, but lots of local representatives, licensees and distributors of foreign suppliers. Ideally, prospective U.S. exhibitors should link the exhibition to a targeted appointment schedule, which the CS can organize through its Gold Key program. The U.S. Commercial Service participates in certain Indonesian trade fairs and offers the following services at these fairs: March 1-7, 2000 Indonesia Expo 2000 Jakarta Fair Ground Kemayoran, Jakarta Organized by: Debindo Multi Adhiswasti, P.T. Jl. Tebet Timur Dalam III No. 1, Jakarta 12820, Indonesia Tel. 62-21-829-8004, 830-9716 Fax. 62-21-831-3073, 831-3855 E-mail: mailto:debindo@cbn.net.id Homepage: http://www.debindo.com Contact: Mr. Dwi Karsono, President Director March 2-4, 2000 Food, Hotel & Tourism Bali The 2nd international exhibition and conference for equipment, food, beverages and services to support Indonesia's tourism and hospitality industries. Bali International Convention Center, Nusa Dua Organized by: Pamerindo Buana Abadi, P.T. Tel.62-21-316-2001, Fax.62-21-316-1981, E-mail:pamindo@rad.net.id E. Other Sources of Information The Commercial Service publishes annually a comprehensive Country Commercial Guide for Indonesia describing business dynamics, best prospects, economic and political analyses, trade and investment regulations and statistics, and upcoming trade events. This document is available in CD-ROM format or by subscription to the National Trade Data Bank via the following: tel: 1-800-STAT-USA, or on-line at http://www.stat-usa.gov. It can also be downloaded from the U.S. Embassy Jakarta home page (www.usembassyjakarta.org), or via home pages of the U.S. Department of Commerce (www.doc.ita.gov) or the U.S. Department of State (www.state.gov). Print versions of Country Commercial Guides on all countries having an U.S. Embassy can also be ordered from the National Technical Information Service at 1-800-553-NTIS. The Country Commercial Guide for Indonesia, and other commercial, economic, consular, educational and other information relevant to Americans interested in Indonesia, and to Indonesians, are available on line from the U.S. Embassy Jakarta at the following address: http://www.usembassyjakarta.org. The U.S. Commercial Service in Indonesia offers a wide range of programs to open the Indonesian market to interested U.S. companies. Our main office is in Jakarta, and we have commercial staff in Indonesia's second city and gateway to the Eastern Islands: Surabaya. We will give timely responses to business queries sent to us at the following mailing, fax and Internet addresses: U.S. Commercial Service American Embassy Jakarta Mailing address from U.S.: Box 1, Unit 8129, APO AP 96520-0001 Physical location: U.S. Commercial Center Wisma Metropolitan II, 3rd Floor Jakarta 12920, Indonesia tel: 62-21-526-2850 fax: 62-21-526-2855 Website: www.jakarta.uscc.org B. American Consulate General Surabaya Mailing address from U.S.: (same as Embassy, above) Physical location: Jalan Dr. Sutomo, No. 33 Surabaya tel: 62-31-561-9213 fax: 62-31-567-7748 ISA Customer Satisfaction Survey U.S. Department of Commerce * International Trade Administration* The Commercial Service ---------------------------------------------------------------- The U.S. Department of Commerce would appreciate input from U.S. businesses that have used this ISA report in conducting export market research. Please take a few moments to complete the attached survey and fax it to 202/482-0973, mail it to QAS, Rm. 2002, U.S. Department of Commerce, Washington, D.C. 20230, or Email: Internet[Opfer@doc.gov]. ----------------------------------------------------------------- * * * About Our Service * * * 1. Country covered by report: _______________________________ Commerce domestic office that assisted you (if applicable): ________________________________________________________ 2. 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How likely would you be to use the ISA service again? __Definitely would __Probably would __Unsure __Probably would not __Definitely would not 6. Comments: ________________________________________________________ * * * About Your Firm * * * 1. Number of employees: __1-99 __100-249 __250-499 __500-999 __1,000+ 2. Location (abbreviation of your state only):______ 3. Business activity (check one): __Manufacturing __Service __Agent, broker, manufacturer's representative __Export management or trading company __Other (specify):_______________________________ 4. Export shipments over the past 12 months: __0-1 __2-12 __13-50 __51-99 __100+ May we call you about your experience with the ISA service? 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