A Basic Guide to Exporting

by Woznick, Alexandra; U. s. Department of Commerce

• ISBN13: 9781885073426
• ISBN10: 1885073429
• Edition: 2nd
• Format: Paperback
• Copyright: 1997-02-01
• Publisher: World Trade Pr

Table of Contents

Introduction	ix
Part A. Before the Sale	3	(60)
Chapter 1. Export Strategy	3	(6)
Assessing a Product's Export Potential	3	(1)
Making the Export Decision	3	(1)
The Value of Planning	3	(1)
The Planning Process and the Result	4	(1)
Approaches to Exporting	4	(2)
Table 1-1: Management Issues Involved in the Export Decision	6	(1)
Table 1-2: Sample Outline for an Export Plan	7	(2)
Chapter 2. Export Advice	9	(12)
Department of Commerce	9	(1)
Export Assistance Available in the United States	9	(2)
Export Marketing Information and Assistance Available Overseas	11	(1)
Other Commerce Export Services	12	(1)
Department of State	13	(1)
Small Business Administration	14	(1)
Department of Agriculture	15	(1)
The U.S. International Trade Commission (USITC)	16	(1)
State Governments	17	(1)
Commercial Banks	17	(1)
Export Intermediaries	17	(1)
World Trade Centers and International Trade Clubs	18	(1)
Chambers of Commerce and Trade Associations	18	(1)
American Chambers of Commerce Abroad	18	(1)
International Trade Consultants and Other Advisers	18	(3)
Chapter 3. Market Research	21	(8)
Methods of Market Research	21	(1)
A Step-by-Step Approach to Market Research	22	(1)
Sources of Market Research	22	(4)
Detailed Product-and Industry-Specific Data Resources	26	(1)
Top Export Targets	27	(2)
Chapter 4. Methods of Exporting and Channels of Distribution	29	(8)
Distribution Considerations	29	(1)
Indirect Exporting	29	(2)
Direct Exporting	31	(4)
Table 4-1: Factors to Consider When Choosing a Foreign Representative or Distributor	35	(2)
Chapter 5. Preparing Products for Export	37	(4)
Product Preparation Considerations	37	(1)
Product Adaptation	37	(1)
Engineering and Redesign	38	(1)
Branding, Labeling, and Packaging	38	(1)
Installation	39	(1)
Warranties	39	(1)
Servicing	39	(2)
Chapter 6. Service Exports	41	(4)
Typical Service Exports	41	(1)
Exporting Services versus Products	42	(1)
Marketing Services Abroad	42	(1)
Government Support for Service Exports	42	(1)
Recent Trade Agreements Liberalizing Services Trade	43	(1)
Top 10 Service Exports, 1994	44	(1)
Chapter 7. Making Contacts	45	(10)
Department of Commerce Contact Programs	45	(2)
Department of Commerce Trade Event Programs	47	(1)
Other Department of Commerce Programs	48	(1)
Other Department of Commerce Programs	48	(2)
Agency for International Development (AID)	50	(1)
Trade and Development Agency (TDA)	51	(1)
State and Local Government Assistance	52	(1)
Business and Service Organization Contacts	52	(1)
Promotion in Publications and Other Media	53	(2)
Chapter 8. Business Travel Abroad	55	(8)
Planning the Itinerary	55	(1)
Other Preparations	56	(1)
Business Preparations for International Travel	56	(1)
Assistance from U.S. Embassies and Consulates	57	(1)
Carnets	57	(1)
Cultural Factors	58	(5)
Part B. Making the Sale	63	(30)
Chapter 9. Selling Overseas	63	(2)
Responding to Inquiries	63	(1)
Separating the Wheat From the Chaff	63	(1)
Business Practices in International Selling	64	(1)
Building a Working Relationship	64	(1)
Chapter 10. Pricing, Quotations & Terms	65	(6)
Pricing Considerations	65	(1)
Foreign Market Objectives	65	(1)
Costs	65	(1)
Market Demand	66	(1)
Competition	66	(1)
Pricing Summary	66	(1)
Quotations and Pro Forma Invoices	66	(1)
Terms of Sale	67	(1)
Table 10-1: Sample Cost-Plus Calculation of Product Cost	68	(1)
Figure 10-2: Sample Pro Forma Invoice	69	(2)
Chapter 11. Export Regulations, Customs Benefits, and Tax Incentives	71	(22)
Export Regulations	71	(1)
Licensing Requirements	72	(6)
Antidiversion, Antiboycott, and Antitrust Requirements	78	(2)
Foreign Corrupt Practices Act (FCPA)	80	(1)
FDA and EPA Restrictions	81	(1)
U.S. Department of Agriculture	81	(1)
Import Regulations of Foreign Governments	82	(1)
Customs Benefits for Exporters	82	(1)
Foreign Sales Corporations	83	(1)
The Uruguay Round Trade Agreements	84	(1)
Intellectual Property Rights Considerations	85	(3)
Arbitration of Disputes in International Transactions	88	(1)
The United Nations Sales Convention	89	(4)
Part C. After the Sale	93	(36)
Chapter 12. Documentation, Shipping, and Logistics	93	(8)
Freight Forwarders	93	(1)
Packing	93	(1)
Labeling	94	(1)
Documentation	95	(1)
Shipping	96	(1)
Insurance	96	(1)
Shipper's Export Declarations (SEDs)	96	(3)
Figure 12-1: Sample Shipper's Export Declaration	99	(2)
Chapter 13. Methods of Payment	101	(8)
Cash in Advance	101	(1)
Documentary Letters of Credit and Drafts	101	(2)
Drafts	103	(1)
Credit Cards	103	(1)
Open Account	104	(1)
Other Payment Mechanisms	104	(1)
Collection Problems	105	(2)
Figure 13-1: Sample Confirmed Irrevocable Letter of Credit	107	(2)
Chapter 14. Financing Export Transactions	109	(10)
Extending Credit to Foreign Buyers	109	(1)
Commercial Banks	110	(1)
Other Private Sources	111	(1)
Government Assistance Programs	111	(1)
Export-Import Bank of the United States	112	(3)
Department of Agriculture	115	(1)
Overseas Private Investment Corporation	116	(1)
Small Business Administration Assistance	117	(1)
State and Local Export Finance Programs	118	(1)
Chapter 15. After-Sales Service	119	(4)
Service Delivery Options	119	(1)
Legal Considerations	120	(1)
New Sales Opportunities and Improved Customer Relations	120	(3)
Chapter 16. Technology Licensing and Joint Ventures	123	(6)
Technology Licensing	123	(1)
Joint Ventures	124	(5)
Appendices	129
Appendix I: Export Glossary	129	(12)
Acronyms	129	(2)
Definitions	131	(10)
Appendix II: Directory of Federal Export Assistance	141	(12)
A. Department of Commerce	141	(2)
B. Small Business Administration	143	(1)
C. Export-Import Bank	143	(1)
D. Department of Agriculture	143	(1)
E. Overseas Private Investment Corporation (OPIC)	144	(1)
F. Department of State	144	(1)
G. Department of the Treasury	144	(1)
H. Agency for International Development	145	(1)
I. Office of the U.S. Trade Representative	145	(1)
J. Other Federal Export Assistance Resources	145	(3)
K. Department of Commerce International Economic Policy Division	148	(5)
Appendix III: State and Local Sources of Assistance	153	(28)
Appendix IV: US and Overseas Contacts for Major Foreign Markets	181	(28)
Appendix V: Selected Bibliography	209