Introduction | p. 1 |
About This Book | p. 1 |
Conventions Used in This Book | p. 1 |
What You're Not to Read | p. 2 |
Foolish Assumptions | p. 2 |
How This Book Is Organized | p. 3 |
Icons Used in This Book | p. 5 |
Where to Go from Here | p. 5 |
Breaking into the Import/Export Business | p. 7 |
Introducing Import/Export | p. 9 |
Defining the Import/Export Business | p. 9 |
Exporting: Do you want what I've got? | p. 10 |
Importing: Can I sell what you've got? | p. 12 |
Environmental Forces That Make International Business Different | p. 12 |
Forces you can control | p. 13 |
Forces you can't control | p. 13 |
Figuring Out Your Role in the Import/Export Business | p. 19 |
The Benefits of Import/Export | p. 20 |
Increasing sales and profits | p. 20 |
Taking advantage of expanding international economies | p. 20 |
Making use of trade agreements | p. 21 |
Lowering manufacturing costs | p. 24 |
Determining Your Place in the Food Chain: Import, Export, or Both? | p. 26 |
Deciding Whether to Become a Distributor or an Agent | p. 27 |
Distributor | p. 28 |
Agent | p. 30 |
Analyzing Start-Up Costs | p. 32 |
Pondering Profit Potential | p. 33 |
Rules and Regulations to Consider before You Get Started | p. 35 |
If You're Exporting | p. 36 |
Export licensing | p. 36 |
Other export regulations | p. 39 |
Customs benefits available to exporters | p. 41 |
If You're Importing | p. 42 |
Import licensing, restrictions, and prohibitions | p. 43 |
Getting import help from commodity specialist teams | p. 45 |
Figuring out the tariff classification of your imports | p. 47 |
Organizing for Import and Export Operations | p. 49 |
Selecting a Company Name | p. 49 |
Choosing a Form of Organization | p. 51 |
Sole proprietorship | p. 52 |
Partnership | p. 54 |
Corporations | p. 57 |
S corporations | p. 59 |
Limited liability companies | p. 59 |
Setting Up Your Business | p. 60 |
Registering your business | p. 60 |
Opening a bank account | p. 60 |
Selecting an office location | p. 61 |
Getting connected | p. 61 |
Opting for a Web Site | p. 63 |
Planning for the kind of site you want | p. 63 |
Registering your domain name | p. 64 |
Finding a Web host | p. 64 |
Considering content | p. 65 |
Working on Web design | p. 65 |
Promoting your site | p. 66 |
Selecting Products and Suppliers | p. 67 |
Selecting the Right Products | p. 69 |
Choosing Whether to Be a Generalist or a Specialist | p. 69 |
Introducing the Three E's of Product Selection | p. 70 |
Experience | p. 71 |
Education | p. 71 |
Enthusiasm | p. 71 |
Assessing a Product's Potential | p. 72 |
Connecting with Overseas Suppliers for Your Imports | p. 75 |
Identifying Countries That Have What You Need | p. 75 |
Finding Overseas Suppliers | p. 77 |
Subscribing to trade publications | p. 77 |
Hitting the Internet | p. 81 |
Attending a trade show | p. 84 |
Contacting foreign governments | p. 84 |
Requesting Product Samples | p. 85 |
Hammering Out an Agreement with Your Overseas Supplier | p. 85 |
Finding U.S. Suppliers for Your Exports | p. 89 |
Researching Potential Suppliers | p. 89 |
Thomas Register | p. 90 |
WAND.com | p. 90 |
Industry trade directories | p. 92 |
The Directory of United States Exporters | p. 93 |
Building a Relationship with Your Supplier | p. 94 |
Dealing with Rejection | p. 94 |
Drafting an International Sales Agreement | p. 95 |
Identifying Your Target Market and Finding Customers | p. 97 |
Looking at Marketing | p. 99 |
What Is the Market? | p. 99 |
Considering the consumer market | p. 99 |
Boning up on the business-to-business market | p. 100 |
What Is Marketing? | p. 101 |
Identifying Your Target Market | p. 102 |
Researching the market | p. 102 |
Segmenting the market | p. 104 |
Exploring buyer behavior | p. 106 |
Developing Product Strategies | p. 109 |
Product mix | p. 110 |
Branding | p. 111 |
Packaging and labeling | p. 112 |
Warranties and guarantees | p. 113 |
Pricing Your Products | p. 113 |
Promoting Your Product | p. 116 |
Distributing Your Product | p. 118 |
Researching Export Markets | p. 121 |
A Step-by-Step Approach to Export Market Research | p. 121 |
Screening your potential markets | p. 122 |
Assessing your target markets | p. 123 |
Making conclusions | p. 126 |
Online Research Sources | p. 127 |
Researching Import Markets | p. 131 |
Identifying the Characteristics of Potential Buyers | p. 132 |
Researching Your Competitors | p. 133 |
Researching at Trade Shows and Merchandise Marts | p. 136 |
Where to find one | p. 137 |
What to do when you get there | p. 139 |
Making Export Contacts and Finding Customers | p. 141 |
Department of Commerce Business Contact Programs | p. 141 |
International Partner Search | p. 142 |
Commercial News USA | p. 142 |
Customized Market Research | p. 143 |
International Company Profile | p. 144 |
Trade Opportunities Program | p. 145 |
National Trade Data Bank/Global Trade Directory | p. 145 |
Gold Key Service | p. 146 |
Platinum Key Service | p. 146 |
Department of Commerce Trade Event Programs | p. 147 |
Trade Fair Certification Program | p. 148 |
International Buyer Program | p. 148 |
Certified trade missions | p. 149 |
Multistate/Catalog Exhibition Program | p. 150 |
The Export Yellow Pages | p. 150 |
Business Information Services for the Newly Independent States | p. 151 |
Small Business Administration-trade mission Online | p. 151 |
State and Local Government Assistance | p. 151 |
Locating Customers for Your Imports | p. 153 |
Industry Distributor Directories | p. 153 |
Encyclopedia of Business Information Sources | p. 154 |
The Directory of United States Importers | p. 155 |
Encyclopedia of Associations | p. 155 |
Salesman's and Chain Store Guides Directories | p. 156 |
Salesman's Guides | p. 156 |
Chain Store Guides | p. 157 |
Manufacturer's Agents National Association | p. 159 |
How It Works | p. 160 |
Completing the Transaction: International Trade Procedures and Regulations | p. 163 |
Making the Sale: Pricing, Quotes, and Shipping Terms | p. 165 |
Pricing Your Exports | p. 166 |
Costs | p. 167 |
Market demand | p. 168 |
Competition | p. 168 |
Setting the Terms of Sale | p. 169 |
Filling Out the Paperwork: Quotations and Pro Forma Invoices | p. 171 |
Methods of Payment | p. 173 |
Looking at the Main Forms of Payment and Analyzing Their Risks | p. 174 |
Cash in advance | p. 175 |
Letter of credit | p. 176 |
Bill of exchange (or draft) | p. 187 |
Open account | p. 191 |
Consignment | p. 191 |
Factoring in Foreign Currency Risks Due to Fluctuations | p. 192 |
Noting Non-Cash Methods of Payment | p. 192 |
Packing and Shipping - with the Right Documentation | p. 195 |
Recognizing the Benefits of a Freight Forwarder | p. 195 |
Packing and Labeling Your Shipment | p. 197 |
Covering Your Assets with Cargo Insurance | p. 199 |
Nailing Down the Documentation | p. 199 |
Commercial invoice | p. 200 |
Consular invoice for exports | p. 202 |
Shipper's letter of instructions | p. 202 |
Bill of lading | p. 202 |
Air waybill | p. 205 |
Certificate of origin | p. 205 |
Inspection certificate | p. 205 |
Dock and warehouse receipt for exports | p. 205 |
Destination control statement for exports | p. 206 |
Insurance certificate | p. 207 |
Shipper's export declaration for exports | p. 207 |
Export license | p. 207 |
Packing list | p. 209 |
Getting Your Goods: Customs Requirements and the Entry Process | p. 211 |
Understanding U.S. Import Requirements | p. 211 |
Providing Evidence of Right to Make Entry | p. 212 |
Making entry yourself | p. 213 |
Entry made by others on your behalf | p. 213 |
Working with a Customs Broker | p. 215 |
Looking at the Documents Required to Enter Goods into the United States | p. 216 |
Deciphering the Different Types of Entry | p. 218 |
Immediate delivery | p. 219 |
Warehouse entry | p. 219 |
Foreign trade zones | p. 220 |
Mail entry | p. 220 |
They're Here! The Arrival of Your Goods | p. 222 |
Open Wide: U.S. Customs Examination of Goods | p. 222 |
Determining the dutiable value of your goods | p. 223 |
Deciphering your goods' dutiable status | p. 225 |
Looking at duty liabilities: Who owes what and when | p. 229 |
Considering Country-of-Origin Markings | p. 229 |
Packing and Commingling: Making Sure Your Exporter Follows the Rules | p. 230 |
Identifying Import Quotas | p. 231 |
Being Aware of Anti-Dumping and Countervailing Duties | p. 231 |
The Part of Tens | p. 233 |
Ten Keys to Becoming a Successful Importer | p. 235 |
Familiarizing Yourself with Import Control and Regulatory Requirements | p. 235 |
Knowing How to Classify Your Products for Tariffs | p. 236 |
Checking to See Whether You Qualify for Preferential Duty Programs | p. 236 |
Researching Quota Requirements | p. 237 |
Checking the Reputation of Your Foreign Seller | p. 237 |
Understanding INCOTERMS | p. 238 |
Analyzing Your Insurance Coverage | p. 238 |
Knowing What's in the Purchase Contract | p. 238 |
Hiring a Customs Broker | p. 239 |
Staying on Top of Recordkeeping | p. 239 |
Ten Keys to Becoming a Successful Exporter | p. 241 |
Identifying Your Market | p. 241 |
Assessing Product Potential | p. 242 |
Familiarizing Yourself with Export Controls and Licensing Requirements | p. 243 |
Investigating Import Controls | p. 243 |
Understanding U.S. Export Laws | p. 243 |
Making Sense of INCOTERMS | p. 244 |
Making Sure You Have the Right Insurance Coverage | p. 244 |
Focusing on Foreign Market Risk and Methods of Payments | p. 244 |
Keeping Track of Documentation | p. 245 |
Hiring a Freight Forwarder | p. 245 |
Appendixes | p. 247 |
Glossary | p. 249 |
Resources | p. 261 |
Government Assistance Programs | p. 261 |
The Export-Import Bank of the United States | p. 261 |
Department of Agriculture | p. 262 |
Small Business Administration | p. 262 |
International Trade Commission Offices | p. 263 |
U.S. Customs Regions and Districts | p. 287 |
Currency Index | p. 289 |
Distributor and Agency Agreement Outlines | p. 295 |
International Distributor Agreement Outline | p. 295 |
Details about the Distributor | p. 297 |
Territorial Limitations | p. 297 |
Exclusivity | p. 298 |
Minimum Performance Requirements | p. 298 |
Products Covered by Agreement | p. 299 |
Price of the Products | p. 299 |
Risk of Loss | p. 300 |
Maintenance of Stock and Parts | p. 300 |
Payment Terms | p. 300 |
Ordering Procedure | p. 300 |
Promotional Strategy | p. 301 |
Anticipated Purchase Requirements | p. 302 |
Expenses | p. 302 |
Trademarks and Brand Names | p. 303 |
Product Enhancements | p. 303 |
Covenant Not to Compete | p. 303 |
Compliance with Law | p. 303 |
Warranty | p. 304 |
Product Liability Insurance | p. 304 |
Customs Clearance and Payment of Customs Duties | p. 304 |
Confidential Information and Trade Secrets | p. 305 |
Choice of Law, Arbitration | p. 305 |
Assignment, Appointment of Subagents | p. 305 |
Term of Agreement | p. 306 |
Alternative Dispute Resolution Procedure | p. 306 |
Arbitration | p. 306 |
Other Clauses, If Applicable | p. 306 |
International Agency Agreement Outline | p. 307 |
Brief Overview | p. 307 |
Details about the Supplier | p. 308 |
Details about the Agent | p. 308 |
Territorial Limitations | p. 309 |
Exclusivity | p. 309 |
Minimum Performance Requirements | p. 310 |
Products Covered by Agreement | p. 310 |
Price of the Products | p. 310 |
Risk of Loss | p. 311 |
Maintenance of Stock and Parts | p. 311 |
Payment Terms | p. 311 |
Ordering Procedure | p. 311 |
Promotional Strategy | p. 312 |
Employment of Dedicated Salesperson | p. 313 |
Sales Forecast | p. 313 |
Expenses | p. 314 |
Trademarks and Brand Names | p. 314 |
Product Enhancements | p. 314 |
Covenant Not to Compete | p. 314 |
Compliance with Law | p. 315 |
Warranty | p. 315 |
Product Liability Insurance | p. 315 |
Customs Clearance and Payment of Customs Duties | p. 316 |
Confidential Information and Trade Secrets | p. 316 |
Choice of Law, Arbitration | p. 316 |
Assignment, Appointment of Subagents | p. 316 |
Term of Agreement | p. 317 |
Alternative Dispute Resolution Procedures | p. 317 |
Arbitration | p. 317 |
Other Clauses, If Applicable | p. 317 |
Index | p. 319 |
Table of Contents provided by Ingram. All Rights Reserved. |
The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.