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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 | |