This bestselling, up-to-date guide shows you how to start your own import/export business, from researching a raw idea to a successful launch to ongoing, profitable business operations. Complete with real-life examples from importers and exporters, it helps you every step of the way, from targeting a market and preparing a business plan to dealing with foreign currencies, shipping procedures, customs requirements, and more. It also shares tips to help you take advantage of NAFTA and other trade pacts, plus online resources to help you start and grow your business.

Kenneth D. Weiss is the owner of Plans and Solutions, a corporation that helps importers, exporters, and other firms with business planning, trade logistics, regulations, and marketing. He has been an importer and exporter, a lecturer on international trade, and a consultant to numerous private firms and government organizations.

Acknowledgments	p. xi
Introduction	p. 1
Your Big Idea: Is It Any Good?	p. 5
Importing Handicrafts from Ecuador	p. 5
Exporting Hardware	p. 6
Importing "World Clocks"	p. 7
Exporting Printer Paper	p. 10
Brokering Computer Equipment	p. 12
Sources of Information and Help	p. 12
Is This Business for You?	p. 14
Have You Failed Yet?	p. 14
How Is Your Financial Situation?	p. 15
Interest in and Knowledge of the World	p. 15
Familiarity with Foreign Cultures and Languages	p. 16
Persistence, Patience, and Judgment	p. 17
Attention to Detail	p. 18
Contacts with Buyers or the Ability to Make Them	p. 19
Twenty Important Questions	p. 19
Import Merchant Example	p. 26
Export Agent Example	p. 27
Sources of Information and Help	p. 28
Setting Up Your Business	p. 30
Forms of Organization	p. 30
Your Trade Name and Logo	p. 34
Opening a Bank Account	p. 36
Setting Up Your Office	p. 37
Stationery and Printing Needs	p. 38
Accounting and Taxation	p. 39
Obtaining Financing	p. 41
Sources of Information and Help	p. 43
Beginning with a Buyer	p. 45
Why Someone Would Buy from You	p. 45
What Value Means to Your Customers	p. 46
Attracting Customers-Some Examples	p. 47
Finding Buyers as an Importer	p. 49
Finding Buyers as an Exporter	p. 50
Sources of Information and Help	p. 54
Choosing Products and Suppliers	p. 56
Finding Products to Import	p. 56
Getting Product Samples	p. 60
Testing Products in the U.S. Market	p. 61
Finding Foreign Suppliers	p. 63
Finding Products to Export	p. 68
Lining Up Suppliers	p. 73
The Formal Supply Agreement	p. 75
Protecting Your Interest	p. 80
Sources of Information and Help	p. 81
Marketing in the United States and Abroad	p. 86
What Is Marketing?	p. 86
Marketing Imports	p. 87
Marketing Exports	p. 100
Sources of Information and Help	p. 104
Money Matters	p. 108
Credit Decisions on Suppliers and Customers	p. 109
Methods of Payment in International Trade	p. 112
Export Credit and Credit Insurance	p. 124
Foreign Currency Transactions	p. 126
Countertrade	p. 128
Sources of Information and Help	p. 130
Packing, Shipping, and Insurance	p. 133
Packing for International Shipment	p. 134
International Transportation	p. 141
Shipping Terms	p. 150
Marine Insurance	p. 153
Brokers and Forwarders	p. 155
Sources of Information and Help	p. 160
Oh, Those Lovely Documents	p. 164
Commercial Documents	p. 165
Banking Documents	p. 173
Transportation and Insurance Documents	p. 176
Government Formalities Documents	p. 182
A Few More Thoughts on Documents	p. 187
Sources of Information and Help	p. 188
The Regulation of Foreign Trade	p. 191
U.S. Customs and Border Protection	p. 191
Getting Deeper into Customs	p. 200
Other Federal Regulations	p. 207
State and Local Regulations	p. 217
Regulation of Exports	p. 218
Sources of Information and Help	p. 224
NAFTA, GATT, and Other Trade Pacts	p. 229
Trade Agreements	p. 229
Preferential Arrangements	p. 239
Sources of Information and Help	p. 243
Epilogue	p. 247
Sample Market Study Outline	p. 249
Guidelines for Business Planning	p. 253
Possible Sources of Financing for Your Business	p. 257
Sample Supply Agreements	p. 261
U.S. Export Assistance Centers	p. 279
Avoiding Import/Export Scams	p. 283
Letters from Store Owners	p. 289
Index	p. 297
Table of Contents provided by Ingram. All Rights Reserved.

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