157 



This is where a re-vitalized FAS comes in. I cannot over-emphasize the point 

 enough, that as we move toward the year 2000, FAS must adapt to the changes in world 

 agricultural trade patterns. Already more that half of all U.S. agricultural exports are 

 high-value, value-added products. It is imperative that FAS develop the marketing 

 knowledge and expertise to assist U.S. exporters to sell these products. If not, a golden 

 opportunity will be lost. 



As we move towards the next century, it is important that FAS organize itself to 

 conduct more market research that impacts on the market U.S. companies are attempting 

 to penetrate. This will help companies adapt their products to meet the needs of the 

 foreign consumer. What is required is a value-added products division that focuses its 

 entire energy on consumer oriented products. Under this division, I think it is essential 

 that FAS have a staff that is trained to deal especially with small and, medium size firms, 

 as well as with large companies. 



Instead of cutting back, I believe that the Market Promotion Program (MPP) should 

 be expanded. This past year, some 18 small- and medium-sized Maryland companies 

 participated, many of them getting into the export market for the first time. I believe 

 that MPP needs a larger budget and that the number of products that qualify for MPP 

 matching funds should be expanded. This is particularly important for small companies 

 that often have innovative products with excellent export potential, but lack the resources 

 to market them effectively overseas. 



As the head of a state department of agriculture, I also believe that FAS must 

 develop closer ties to the state departments of agriculture. We must work more closely 

 together in a coordinated effort. In the competitive international marketplace we cannot 

 afford duplication of effort. 



