Getting Started

252961-2

252961-1

This edition includes sample forms, information on exporter services, a checklist for choosing a foreign representative or distributor, and a glossary of exporting terms.

Table of Contents

Chapter 1: Introduction

The World Is Open for Your Business 1
Success Story: DeFeet International 8

Chapter 2

Developing an Export Strategy 11
Sample Outline of an Export Plan 22
Sample Elements of an Export Plan 23
Success Story: Urban Planet Mobile 28

Chapter 3

Developing a Marketing Plan 31
Success Story: Zeigler Brothers 42

Chapter 4

Export Advice 45
Success Story: Advanced Superabrasives 56

Chapter 5

Methods and Channels 59
Choosing a Foreign Representative or Distributor 70
Success Story: Infinity Air 72

Chapter 6

Finding Qualified Buyers 75
Who Is the “Ideal” International Buyer? 83

Chapter 7

Tech Licensing and Joint Ventures 85
Success Story: Spancrete Machinery Corporation 88

Chapter 8

Preparing Your Product for Export 91
Success Story: Avazzia 96

Chapter 9

Exporting Services 99
Success Story: Home Instead Senior Care 104

Chapter 10

International Legal Considerations 107
Intellectual Property 116

Chapter 11
Going Online: E-Exporting Tools for

Small Businesses 121
Success Story: NuStep 132

Chapter 12

Shipping Your Product 135
Success Story: Bassetts Ice Cream Company 144

Chapter 13

Pricing, Quotations, and Terms 147
Success Story: Alignment Simple Solutions 154

Chapter 14

Methods of Payment 157
Success Story: Giant Loop 166

Chapter 15

Financing Export Transactions 169
Success Story: Patton Electronics Company 180

Chapter 16

Business Travel Abroad 183
Business Culture Tips 187
Success Story: Lightning Eliminators 190

Chapter 17

Selling Overseas and After-Sales Service .. 193

Chapter 18

Rules of Origin for FTAs 201
Example Rules of Origin 207
Success Story: Jet Incorporated 214

Chapter 19

Appendices

Conclusion 217
A: Glossary of Terms 218
B: Definitions of Abbreviations 224
C: Free Trade Agreements Chart 225
D: Forms 226
Index 244
About the U.S. Commercial Service 249