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Introduction | |
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About This Book | |
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Conventions Used in This Book | |
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What You're Not to Read | |
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Foolish Assumptions | |
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How This Book Is Organized | |
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Icons Used in This Book | |
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Where to Go from Here | |
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Breaking into the Import/Export Business | |
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Introducing Import/Export | |
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Defining the Import/Export Business | |
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Exporting: Do you want what I've got? | |
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Importing: Can I sell what you've got? | |
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Environmental Forces That Make International Business Different | |
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Forces you can control | |
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Forces you can't control | |
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Figuring Out Your Role in the Import/Export Business | |
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The Benefits of Import/Export | |
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Increasing sales and profits | |
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Taking advantage of expanding international economies | |
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Making use of trade agreements | |
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Lowering manufacturing costs | |
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Determining Your Place in the Food Chain: Import, Export, or Both? | |
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Deciding Whether to Become a Distributor or an Agent | |
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Distributor | |
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Agent | |
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Analyzing Start-Up Costs | |
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Pondering Profit Potential | |
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Rules and Regulations to Consider before You Get Started | |
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If You're Exporting | |
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Export licensing | |
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Other export regulations | |
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Customs benefits available to exporters | |
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If You're Importing | |
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Import licensing, restrictions, and prohibitions | |
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Getting import help from commodity specialist teams | |
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Figuring out the tariff classification of your imports | |
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Organizing for Import and Export Operations | |
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Selecting a Company Name | |
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Choosing a Form of Organization | |
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Sole proprietorship | |
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Partnership | |
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Corporations | |
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S corporations | |
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Limited liability companies | |
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Setting Up Your Business | |
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Registering your business | |
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Opening a bank account | |
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Selecting an office location | |
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Getting connected | |
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Opting for a Web Site | |
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Planning for the kind of site you want | |
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Registering your domain name | |
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Finding a Web host | |
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Considering content | |
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Working on Web design | |
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Promoting your site | |
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Selecting Products and Suppliers | |
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Selecting the Right Products | |
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Choosing Whether to Be a Generalist or a Specialist | |
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Introducing the Three E's of Product Selection | |
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Experience | |
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Education | |
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Enthusiasm | |
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Assessing a Product's Potential | |
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Connecting with Overseas Suppliers for Your Imports | |
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Identifying Countries That Have What You Need | |
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Finding Overseas Suppliers | |
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Subscribing to trade publications | |
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Hitting the Internet | |
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Attending a trade show | |
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Contacting foreign governments | |
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Requesting Product Samples | |
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Hammering Out an Agreement with Your Overseas Supplier | |
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Finding U.S. Suppliers for Your Exports | |
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Researching Potential Suppliers | |
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Thomas Register | |
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WAND.com | |
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Industry trade directories | |
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The Directory of United States Exporters | |
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Building a Relationship with Your Supplier | |
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Dealing with Rejection | |
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Drafting an International Sales Agreement | |
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Identifying Your Target Market and Finding Customers | |
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Looking at Marketing | |
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What Is the Market? | |
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Considering the consumer market | |
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Boning up on the business-to-business market | |
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What Is Marketing? | |
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Identifying Your Target Market | |
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Researching the market | |
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Segmenting the market | |
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Exploring buyer behavior | |
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Developing Product Strategies | |
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Product mix | |
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Branding | |
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Packaging and labeling | |
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Warranties and guarantees | |
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Pricing Your Products | |
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Promoting Your Product | |
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Distributing Your Product | |
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Researching Export Markets | |
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A Step-by-Step Approach to Export Market Research | |
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Screening your potential markets | |
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Assessing your target markets | |
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Making conclusions | |
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Online Research Sources | |
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Researching Import Markets | |
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Identifying the Characteristics of Potential Buyers | |
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Researching Your Competitors | |
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Researching at Trade Shows and Merchandise Marts | |
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Where to find one | |
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What to do when you get there | |
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Making Export Contacts and Finding Customers | |
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Department of Commerce Business Contact Programs | |
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International Partner Search | |
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Commercial News USA | |
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Customized Market Research | |
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International Company Profile | |
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Trade Opportunities Program | |
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National Trade Data Bank/Global Trade Directory | |
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Gold Key Service | |
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Platinum Key Service | |
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Department of Commerce Trade Event Programs | |
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Trade Fair Certification Program | |
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International Buyer Program | |
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Certified trade missions | |
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Multistate/Catalog Exhibition Program | |
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The Export Yellow Pages | |
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Business Information Services for the Newly Independent States | |
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Small Business Administration-trade mission Online | |
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State and Local Government Assistance | |
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Locating Customers for Your Imports | |
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Industry Distributor Directories | |
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Encyclopedia of Business Information Sources | |
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The Directory of United States Importers | |
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Encyclopedia of Associations | |
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Salesman's and Chain Store Guides Directories | |
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Salesman's Guides | |
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Chain Store Guides | |
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Manufacturer's Agents National Association | |
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How It Works | |
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Completing the Transaction: International Trade Procedures and Regulations | |
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Making the Sale: Pricing, Quotes, and Shipping Terms | |
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Pricing Your Exports | |
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Costs | |
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Market demand | |
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Competition | |
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Setting the Terms of Sale | |
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Filling Out the Paperwork: Quotations and Pro Forma Invoices | |
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Methods of Payment | |
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Looking at the Main Forms of Payment and Analyzing Their Risks | |
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Cash in advance | |
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Letter of credit | |
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Bill of exchange (or draft) | |
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Open account | |
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Consignment | |
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Factoring in Foreign Currency Risks Due to Fluctuations | |
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Noting Non-Cash Methods of Payment | |
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Packing and Shipping - with the Right Documentation | |
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Recognizing the Benefits of a Freight Forwarder | |
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Packing and Labeling Your Shipment | |
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Covering Your Assets with Cargo Insurance | |
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Nailing Down the Documentation | |
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Commercial invoice | |
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Consular invoice for exports | |
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Shipper's letter of instructions | |
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Bill of lading | |
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Air waybill | |
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Certificate of origin | |
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Inspection certificate | |
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Dock and warehouse receipt for exports | |
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Destination control statement for exports | |
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Insurance certificate | |
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Shipper's export declaration for exports | |
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Export license | |
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Packing list | |
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Getting Your Goods: Customs Requirements and the Entry Process | |
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Understanding U.S. Import Requirements | |
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Providing Evidence of Right to Make Entry | |
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Making entry yourself | |
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Entry made by others on your behalf | |
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Working with a Customs Broker | |
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Looking at the Documents Required to Enter Goods into the United States | |
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Deciphering the Different Types of Entry | |
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Immediate delivery | |
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Warehouse entry | |
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Foreign trade zones | |
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Mail entry | |
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They're Here! The Arrival of Your Goods | |
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Open Wide: U.S. Customs Examination of Goods | |
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Determining the dutiable value of your goods | |
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Deciphering your goods' dutiable status | |
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Looking at duty liabilities: Who owes what and when | |
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Considering Country-of-Origin Markings | |
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Packing and Commingling: Making Sure Your Exporter Follows the Rules | |
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Identifying Import Quotas | |
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Being Aware of Anti-Dumping and Countervailing Duties | |
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The Part of Tens | |
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Ten Keys to Becoming a Successful Importer | |
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Familiarizing Yourself with Import Control and Regulatory Requirements | |
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Knowing How to Classify Your Products for Tariffs | |
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Checking to See Whether You Qualify for Preferential Duty Programs | |
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Researching Quota Requirements | |
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Checking the Reputation of Your Foreign Seller | |
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Understanding INCOTERMS | |
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Analyzing Your Insurance Coverage | |
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Knowing What's in the Purchase Contract | |
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Hiring a Customs Broker | |
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Staying on Top of Recordkeeping | |
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Ten Keys to Becoming a Successful Exporter | |
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Identifying Your Market | |
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Assessing Product Potential | |
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Familiarizing Yourself with Export Controls and Licensing Requirements | |
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Investigating Import Controls | |
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Understanding U.S. Export Laws | |
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Making Sense of INCOTERMS | |
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Making Sure You Have the Right Insurance Coverage | |
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Focusing on Foreign Market Risk and Methods of Payments | |
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Keeping Track of Documentation | |
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Hiring a Freight Forwarder | |
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Appendixes | |
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Glossary | |
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Resources | |
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Government Assistance Programs | |
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The Export-Import Bank of the United States | |
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Department of Agriculture | |
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Small Business Administration | |
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International Trade Commission Offices | |
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U.S. Customs Regions and Districts | |
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Currency Index | |
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Distributor and Agency Agreement Outlines | |
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International Distributor Agreement Outline | |
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Details about the Distributor | |
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Territorial Limitations | |
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Exclusivity | |
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Minimum Performance Requirements | |
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Products Covered by Agreement | |
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Price of the Products | |
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Risk of Loss | |
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Maintenance of Stock and Parts | |
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Payment Terms | |
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Ordering Procedure | |
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Promotional Strategy | |
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Anticipated Purchase Requirements | |
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Expenses | |
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Trademarks and Brand Names | |
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Product Enhancements | |
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Covenant Not to Compete | |
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Compliance with Law | |
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Warranty | |
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Product Liability Insurance | |
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Customs Clearance and Payment of Customs Duties | |
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Confidential Information and Trade Secrets | |
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Choice of Law, Arbitration | |
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Assignment, Appointment of Subagents | |
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Term of Agreement | |
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Alternative Dispute Resolution Procedure | |
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Arbitration | |
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Other Clauses, If Applicable | |
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International Agency Agreement Outline | |
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Brief Overview | |
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Details about the Supplier | |
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Details about the Agent | |
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Territorial Limitations | |
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Exclusivity | |
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Minimum Performance Requirements | |
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Products Covered by Agreement | |
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Price of the Products | |
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Risk of Loss | |
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Maintenance of Stock and Parts | |
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Payment Terms | |
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Ordering Procedure | |
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Promotional Strategy | |
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Employment of Dedicated Salesperson | |
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Sales Forecast | |
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Expenses | |
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Trademarks and Brand Names | |
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Product Enhancements | |
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Covenant Not to Compete | |
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Compliance with Law | |
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Warranty | |
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Product Liability Insurance | |
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Customs Clearance and Payment of Customs Duties | |
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Confidential Information and Trade Secrets | |
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Choice of Law, Arbitration | |
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Assignment, Appointment of Subagents | |
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Term of Agreement | |
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Alternative Dispute Resolution Procedures | |
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Arbitration | |
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Other Clauses, If Applicable | |
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Index | |