By Wesley Kirton

OVER the years, the Guyanese American Chamber of Commerce (GACC) in the United States has created invaluable opportunities for Guyanese-owned enterprises to showcase their products and services through participation in trade shows and trade missions.

From international expos like the Florida International Trade Conference and Expo (FITCE) to niche buyer events, these platforms offer direct access to foreign markets and potential distributors. However, too often, promising products from Guyana fail to cross the finish line, not because of a lack of demand, but due to poor preparation.

Take, for example, the case of a small manufacturer who presented a line of aloe vera-based soaps at a recent trade show.

The product attracted interest from wholesale buyers, intrigued by its natural ingredients and market potential. Unfortunately, the labelling made medical claims, specifically that the soap cured acne, without the necessary scientific evidence or regulatory approval from the U.S. Food and Drug Administration (FDA). As a result, the product could not legally be sold in the U.S. market.

This was not an isolated case. Other exhibitors arrived with products that lacked appropriate labelling, safety seals, or simply did not meet the phytosanitary standards required for import into the United States.

Meanwhile, talented artisans showcasing beautiful handmade leather goods and crafts were – unfortunately – unable to meet the volume demands of commercial buyers. Rather than strategically positioning a single item as a niche export product, many exhibitors displayed a wide assortment of items with no clear production or marketing strategy.

Worse yet, some participants approached the trade shows with what can only be described as a “hustle mentality” – treating the exhibitions like retail bazaars, trying to make quick sales even though the items had entered the country strictly as samples.

Not only does this violate trade show guidelines and U.S. customs regulations, but it also undermines the professional image needed to attract serious business partners.

One particularly unfortunate encounter involved a respected Guyanese-owned distribution company based in Orlando, Florida.

Their representative – a Caucasian man – was brushed off by an exhibitor with the dismissive remark: “I don’t have time to waste with them white people in suit and tie … they only interested in oil and gas.”

The irony? This “suit and tie” professional was there looking to source and distribute Caribbean consumer goods, not drill for oil. This type of attitude not only damages relationships but also damages reputations and opportunities.

Clearly, good intentions and great products are not enough. Preparation, professionalism, and a proper understanding of export regulations are essential to capitalise on the opportunities that trade shows present.

It is against this backdrop that the launch of the World Trade Centre Georgetown comes at a most opportune time.

As part of its inaugural activities, WTC Georgetown is hosting a one-day training seminar on October 23, 2025, designed to prepare Guyanese businesses for participation in trade shows and trade missions.

Ms. Sandra Ann Baptiste, an experienced international trade specialist, will lead the session and cover the practical, strategic, and regulatory aspects of successful market entry.

This initiative must be commended and supported. If Guyanese manufacturers and exporters are to compete on the international stage, they must be equipped with the knowledge and mindset to meet the standards and expectations of foreign buyers. Training like this is not a luxury; it is a necessity.

We must move beyond the hustle, beyond the hope that our products will “sell themselves.” With preparation, professionalism, and persistence, Guyana’s entrepreneurs can transform potential into profit and presence into partnerships. Let us start by taking training seriously.

About the author: Wesley Kirton is the Executive Director of the World Trade Centre Georgetown (WTCG) and President of the Miami-based Guyanese American Chamber of Commerce (GACC). He is a former journalist and diplomat.