Cracking the US Market: USA Export Opportunities Webinar 

Exporting to the United States is often described as the “promised land” for Australian businesses.  

On 14 August 2026, the Export Council of Australia, in partnership with Investment NSW to host the USA Export Opportunities Webinar, a session designed for NSW exporters looking to sharpen their strategy in the USA.  

The session brought together Shaun McAlpine, Investment NSW’s Director of Americas , alongside three exporters who’ve each carved out real success in the US:  

• David Lloyd – Founder and Director , Southern Star Research 

• Dr Vincent Candrawinata – Founder and Director, Renovatio 

• Dee-Ann Seccombe – Founder & Managing Director, Down Under Enterprises  

Together, they unpacked what’s really happening in the US market right now, the traps Australian businesses fall into, and how to build a presence that lasts. 

Here are the key insights from the discussion. 

The US Is Not One Market: It’s Fifty 

One of the biggest misconceptions for Australian exporters is treating the United States as one homogenous market. 

Different states have different regulations, industries, buyer behaviours and business networks. For example, the opportunities in California can look very different from those in Texas or New York. 

That said, some patterns are emerging in 2026: 

• California and New York: AI, enterprise software, fintech and cybersecurity 

• Boston, Philadelphia, South San Francisco and Minnesota: Biotechnology, therapeutics and medtech 

• Texas and the Midwest: EV transition, battery storage and clean technology 

• California and the Midwest: Agtech and precision agriculture 

Common Challenges Australian Exporters Face in the US 

Entering the US market comes with significant opportunities, but it also comes with strong competition and high expectations from buyers. 

Two common challenges highlighted during the webinar were underestimating the scale of the market and relying too heavily on a “fly-in, fly-out” approach. 

The US is a highly competitive market, with significant investment and countless businesses competing for the attention of buyers. As a result, there is little room for unclear or overly complicated pitches. 

Australian businesses need to be able to clearly explain what they offer, what problem they solve and the value they can deliver. A strong and concise value proposition can make the difference between gaining a buyer’s attention and being overlooked. 

Another common challenge is trying to manage the US market entirely from Australia. While travelling to the US can be useful for researching the market and meeting potential customers, building long-term relationships requires consistency and commitment. US buyers often expect businesses to be responsive, accessible and accountable. 

For exporters looking to establish a sustainable presence, this could mean appointing a local representative, working with a distributor or partner, or developing a regular and consistent travel strategy. 

Real Challenges: Tariffs, Trust, and Standing Out 

Changing US tariffs and regulations continue to create uncertainty for exporters and their customers. 

The webinar highlighted the importance of understanding legal, tax, tariff and regulatory requirements early in the market-entry process. For highly regulated industries such as healthcare and biotechnology, businesses need to closely monitor policy changes and ensure they have the right professional advice. 

Getting the groundwork right from the beginning can help businesses avoid costly mistakes later. 

How Export Awards Help Build the Brand, and Open Doors Globally 

One of the clearest threads running through the panel was the tangible value of the NSW Export Awards in building credibility overseas.  

From winning major categories to being named finalists, their experiences highlighted how Awards recognition can provide valuable third-party validation when building relationships with international customers, while also creating opportunities to learn, connect and grow alongside other successful Australian exporters.  

The NSW Export Awards Ceremony will be held on 28 October 2026, providing an opportunity to celebrate this year’s finalists and recognise the outstanding achievements of NSW exporters. 

Roundtable Discussion Between Exporters, DHL and ECA 

9 July 2026 | NSW Parliament House, Sydney 

The Export Council of Australia (ECA), in partnership with DHL Express, recently hosted a roundtable discussion at NSW Parliament House, bringing together Australian exporters to examine the opportunities and challenges shaping international trade. ECA extends its thanks to DHL Express for its support of the event and for sharing valuable industry insights and thought leadership on the evolving global trade environment. 

DHL Express provided an overview of current global logistics and trade trends, highlighting investments in network resilience, service reliability, and expanded coverage across Africa, the Middle East, and the Pacific. Participants also discussed significant changes to international customs and trade settings, including the removal of low-value import duty exemptions (“de minimis” thresholds) in major markets such as the United States and the European Union, and the implications for exporters managing compliance and market access. 

Exporters highlighted rising input costs, changing trade regulations, currency volatility, and increasing protectionist measures as key factors affecting competitiveness and long-term planning. The discussion highlighted the need for businesses to remain agile and adaptable in response to evolving global conditions. 

Technology and digital transformation were also key themes, with participants noting the growing importance of artificial intelligence and data-driven tools to improve forecasting, inventory management, compliance, and operational efficiency. 

The roundtable reinforced the importance of market diversification, strategic partnerships, and innovation as Australian exporters navigate an increasingly complex trading environment. ECA and DHL Express look forward to continuing the conversation and supporting exporters as they pursue growth opportunities in both established and emerging markets. 

Australia–EU Free Trade Agreement and Critical Minerals Cooperation

Last week I attended a roundtable discussion in Brussels on the EU-Australia FTA and critical minerals. https://lnkd.in/ggZKhD9h
It was a genuinely different conversation, which connected the dots between aspiration, the reality of on-the-ground challenges, and the practical steps needed to move forward.

A big thank you to the Jean Monnet Center of Excellence in Critical Minerals at the University of Canberra and EIAS Brussels for convening such a valuable and forward looking discussion — and for including me in it.

It was also great to see strong Australian participation, including the Australian Ambassador and the team from the Australian Embassy to Belgium, Luxembourg, Mission to the EU and NATO, as well as Airing Wang from AI Jar and Rory Macrae from Fortescue, who all brought important perspectives to the table.

What stood out for me was that the FTA is only one part of the story. If we want to realise the strategic objectives behind the Agreement – and the broader package including the 2024 Critical Minerals MOU and Horizon Europe participation – then we need the same level of commitment and resources directed toward implementation.

That means ensuring the partnership reflects our shared core values: inclusivity, by engaging SMEs and Indigenous entrepreneurs; and sustainability, by supporting high environmental standards and credible, transparent supply chains.

A few points raised during the roundtable are well worth pursuing:
• Act early to build positive support for the FTA, especially by creating practical connections and opportunities for SMEs across the EU and Australia.
• Strengthen the capability of Indigenous exporters, particularly in navigating the EU’s novel foods approval processes.
• Identify areas where environmental standards can be aligned, reducing friction while maintaining ambition.
• Collaborate on streamlined, interoperable paperless trade, including simplified certificates of origin.
• Demonstrate value in traceability through projects across agrifood and industrial products, turning sustainability commitments into commercial advantage.

I’m looking forward to continuing the work with key stakeholders.

Darren Sinclair, Ivana Damjanovic, David Brightling, Mathieux Fabrice, Luzi Maj Leonhardt, Carmen Leong, Oliver Nok Lam CHAN, Thomas Nielsen, Cornelis Keijzer, Julie-Ann Guivarra, Dianne Tipping

https://lnkd.in/ggZKhD9h

2026 ACT Export Day

The Export Council of Australia was proud to partner with the ACT Government for the 2026 ACT Export Day, a valuable event that brought together passionate entrepreneurs, exporters, and business leaders committed to growing their international presence.

The day featured insightful discussions and practical guidance on navigating global markets, with a strong focus on Free Trade Agreements and export regulations across the EU, UK, USA, Southeast Asia, and the Pacific. Attendees also gained valuable perspectives on building export capability, readiness, and long-term international growth strategies.

ECA Chair Dianne Tipping, CEO Arnold Jorge, and our colleague My Nguyen were pleased to represent ECA at the event and connect with businesses eager to strengthen their global engagement.

During the event, Arnold Jorge delivered a presentation highlighting the importance and potential of ACT exporters, as well as the ways ECA can support businesses throughout their export journey, from developing export capability to expanding into international markets with confidence.

A sincere thank you to the ACT Government, Brendan Smyth, and Matt Heffernan for creating a platform where meaningful conversations, collaboration, and export opportunities can continue to grow.

We look forward to continuing our support for ACT businesses as they explore new opportunities abroad and strengthen Australia’s global trade future.

BDO Manufacturing Luncheon Event

Capital is a critical driver of business growth, particularly in today’s complex global trade landscape, where access to funding can directly influence a company’s ability to scale, innovate, and expand internationally. 🌏📈

Last Tuesday, the Export Council of Australia, in partnership with BDO, hosted an exclusive Manufacturing Luncheon, bringing together senior leaders from the NSW export and manufacturing sectors for a focused and insightful discussion.

Led by Paul Childers, Partner, Deal Advisory at BDO, the session explored how businesses can better position themselves to attract investment and optimise the capital-raising process.

The discussion also highlighted the importance of financial preparedness, including robust management accounting systems, accurate financial reporting, and well-organised documentation, particularly when preparing for capital raising or M&A transactions. The role of legal advice and effective shareholder structures was also emphasised.

Broader strategic themes included innovation, brand positioning, sustainability, and strong customer relationships as key drivers in attracting investor confidence. Key performance metrics such as revenue, profitability, and capital expenditure were discussed, alongside the challenges and opportunities of exporting

Designed as an intimate and collaborative forum, the luncheon provided a valuable opportunity to exchange insights, forge meaningful connections, and contribute to shaping a resilient and competitive export sector.

We extend our sincere thanks to BDO for hosting this valuable luncheon and for providing a platform to discuss such crucial issues facing all Australian exporters today.

A huge thank you to all the business representatives who joined us for this special discussion. We look forward to your continued engagement in ECA’s trade-focused initiatives.✨

Asia‑Pacific Trade Awards Launch

Last night, we officially launched the Asia‑Pacific Trade Awards at The Rocks in Sydney. The Harbour Bridge and Opera House set a spectacular backdrop for a milestone moment in our region’s trade story.

These Awards recognise excellence across the full spectrum of international trade. They feature sector‑based categories that allow diverse businesses at different stages of their trade journey to be acknowledged for their achievements and contributions to the region.

But the real heart of the Awards lies in the why.

Trade promotes peace, prosperity, and connection. It builds trust between nations, creates jobs and generates income, and opens doors for communities. In a world that feels increasingly fractured, trade remains one of the most powerful forces for cooperation.

It was inspiring to see the room filled with businesses engaged in international trade and senior members of the diplomatic community. It’s a reminder that our region’s success depends on partnership.

During the event, we held a short panel discussion with traders. They underscored five clear reminders when doing business across borders:
🔹 Connections matter: being referred to the right stakeholders can accelerate opportunities dramatically.
🔹 Opportunities persist: even when regulations are challenging, determined businesses continue to find pathways forward.
🔹 Efficiency is essential: traders must constantly innovate to offset unexpected cost increases.
🔹 Trust is everything: it keeps customers coming back and underpins long‑term relationships.
🔹 Customer engagement is evolving: businesses are exploring new channels, including live streaming, to reach and retain audiences.

We also highlighted the importance of supporting those facing particular barriers, such as young visual artists seeking to build sustainable creative careers, including on the global stage. Thanks to the University of Sydney artists for sharing their backgrounds and approaches with us.

A heartfelt thank you to our event sponsors: Coface, Swan Wine Group, Platinum Restaurant Group, and Advantage Accountants and Advisors. Their partnership made this launch possible.

Nominations for the Asia‑Pacific Trade Awards are now open, and we look forward to seeing innovative, ambitious businesses from across the region put their stories forward.

🔗 Nominations can be made here: https://export.org.au/asia-pacific-trade-awards/

2‑Day Export Ready Workshop for First Nations businesses from across NSW

It’s always energising to be in a room with motivated, aspiring exporters, who genuinely seek to learn and engage in constructive conversation, and generously share insights with their peers.

Last week, Export Council of Australia delivered a 2‑Day Export Ready Workshop for First Nations businesses from across NSW, in partnership with DPIRD and Investment NSW.

Across the two days, we explored the practical building blocks for export success, including research, pricing, logistics and documentation, marketing, leveraging free trade agreements, protecting trademarks, and identifying potential buyers overseas.

But the strongest themes were about the passion that entrepreneurs bring to the business, and the importance of building relationships. While having a precise pitch is important, it’s the connection, trust, cultural understanding, and genuine engagement that open doors long before commercial transactions take place.

Another insight that resonated was the timeline. Sustainable export growth rarely happens overnight. In many markets, it can take up to three years to build the right foundations of strategy, resourcing, partnerships and persistence. That long‑game mindset is what turns early interest into lasting opportunity.

What stood out most was the quality of engagement in the room. Participants asked thoughtful questions, shared experiences, and supported one another’s ambitions. That willingness to contribute — that is, to be present and engaged — helps strengthen the whole ecosystem.

We wish every participating business continued success as you grow your reach, both here at home and internationally. Thank you to everyone who joined us and helped make the workshop such a collaborative and insightful two days.

Scott Morgan; Craig Jenkins; Warren Martin; Sharon F.; Phil Thompson; Fiona Harrison; Sharon Winsor; Caressa Murphy; Eric Brown; Matthew J Talley; Simon Moate; Arnold Jorge; Stefanie Harter; Native Secrets Australia; Chocolate On Purpose; Indigiearth; Caressa Designs; Natcha Cultural Tours

Brand Riverina Export Roundtable in Griffith

On 17 March, the Export Council of Australia successfully hosted the Brand Riverina Export Roundtable in Griffith, bringing together exporters, industry leaders, and government representatives to explore the evolving export landscape in regional New South Wales.

The discussion highlighted both the opportunities and challenges facing businesses across the Riverina. A key theme was the importance of regional identity and provenance, with strong agreement that a unified and well-articulated brand is essential to elevate the region’s global competitiveness across sectors, including food, beverage, agriculture, and advanced manufacturing.

From an industry perspective, exporters shared a number of real-world challenges, including:
• Increasing cost pressures across shipping, energy, and labour
• Ongoing market access and regulatory complexities
• The need for skilled workforce development
• Infrastructure limitations impacting supply chain efficiency

At the same time, the conversation reinforced clear strategic priorities for export growth, including:
• Diversification of markets supported by Free Trade Agreements
• Greater investment in innovation and value-added production
• Stronger storytelling and branding to differentiate regional products globally
• Proactive planning and partnerships to navigate global volatility

The roundtable also reinforced the value of community engagement and collaboration, with a shared commitment to strengthening the Riverina’s export capability through ongoing dialogue, advocacy, and practical support.

A special thank you to:
Robert Lansdown – TradeStart Adviser | Export, Investment NSW
Mayor Doug Curran, Griffith City Council
Scott Grant, General Manager, Griffith City Council
Shireen Donaldson, Director of Economic and Organisational Development, Griffith City Council
for your strong support and ongoing commitment to the Griffith and Riverina trade community.

Finally, a sincere thank you to all attendees for your valuable insights and contributions. The Export Council of Australia looks forward to continuing these important conversations and supporting exporters across NSW as they grow and take Australia to the world.

Vietnam–Western Australia Economic Forum

The Export Council of Australia was pleased to participate in the Vietnam–Western Australia Economic Forum last week, where our CEO, Arnold Jorge, and Senior Manager Capability, Stefanie Harter, joined business and government leaders to discuss the future of Australia–Vietnam economic engagement.

ECA highlighted three key messages shaping the path ahead:

1. Global uncertainty makes diversification essential.  With supply chains shifting, geopolitical tensions intensifying, and markets becoming more volatile, Australian exporters need a broader set of reliable partnerships. Vietnam’s stability, openness, and growing regional influence make it a critical partner in building resilience.

2. Vietnam and Australia offer highly complementary strengths.  Vietnam’s scale in mass manufacturing and its reliability as a supply hub align strongly with Australia’s advanced niche production, premium inputs, and marketing and design expertise. Together, these strengths create genuine opportunities for co‑development, co‑branding, and long‑term commercial partnerships.

3. Sector opportunities are expanding and commercially grounded.  Momentum is building in areas such as:

• Construction materials and furniture, supported by Vietnam’s manufacturing depth
• Green technologies and energy transition, where both countries share strategic priorities
• AI, cyber, and digital services, offering scope for capability uplift and joint innovation

The strong turnout and engagement at the Forum reflect a shared appetite for deeper, more strategic cooperation.

ECA thanks the Consulate General of Viet Nam and the Western Australia Vietnam Business Council (WAVBC) for hosting an excellent event. We look forward to continuing our work with partners across both countries to support exporters and strengthen Australia–Vietnam economic ties.

Nguyen Thanh Ha, Tran Thi Thanh My, Douglas Le, Robyn Robb, Cong-Thang HUYNH EMBA

A Visit to Northern Rivers: Supporting Regional Exporters

Last week, Mr Crispin Conroy AM, NSW State Director of Australian Department of Foreign Affairs and Trade, Dianne Tipping, Chair of the Export Council of Australia, Ms Gabrielle Oriel, Northern Rivers Trade Advisor for Investment NSW, Kim Potter, DPIRD had the privilege of meeting with some of the NSW Northern Rivers’ most remarkable businesses – companies whose innovation, resilience, and global ambition are shaping the state’s export future.

Across the region, we visited:
🌱 Williams Seeds, Murwillumbah – a proud, long‑standing family business with decades of expertise in seed export and agricultural excellence.
🦞 Australian Bay Lobster Producers, Chinderah – pioneers in sustainable aquaculture and world‑leading lobster production.
🍷 Husk Farm Distillery, Tumbulgum – creators of internationally recognised spirits and the home of Australia’s first agricole rum.
🫖 Madura Tea Estates, Clothiers Creek – one of Australia’s iconic tea producers, blending tradition, sustainability, and world‑class quality.
🐝 Gather By Manuka, Ballina – innovators in sustainable beekeeping and producers of premium Australian Manuka honey with a strong global footprint.

Each of these businesses represents the very best of the NSW Northern Rivers: tenacity, ingenuity, and a commitment to excellence in a global environment that grows more challenging every day.

Their stories of building, innovating, exporting, and pushing boundaries are powerful reminders of why regional NSW plays such a vital role in Australia’s economic strength.

We look forward to continuing these conversations with exporters across NSW and supporting their growth as they take Australia to the world.
Investment NSW The Hon. Anoulack Chanthivong MP