A basic guide to exporting

1: Introduction: World Is Open For Business

Case study: Domes international

2: Developing An Export Strategy

Determining your product's export potential

Assessing your company's export readiness

Developing an export plan

Case Study: Myktyn Enterprises, Inc

3: Developing A Marketing Plan

Market research

Methods of market research

Step-by-step approach to market research

Sources of market research

Case Study: Vellus products

4: Export Advice

Making the government work for you

US commercial service export assistance centers

US commercial service overseas posts

Trade information center, US commercial service

US trade and development agency

Export-import back of the United States

Advocacy center, US commercial service

Trade compliance center, US department of commerce

Bureau of industry and security, US department of commerce

Minority business development agency, US department of commerce

Where else to look for assistance

Case study: Solatube

5: Methods And Channels

Approaches to exporting

Distribution considerations

Indirect exporting

Direct exporting

Getting organized for exporting

Case study: LightStream technologies

6: Finding Qualified Buyers

US department of commerce worldwide buyer finding programs

Department of commerce trade event programs

US department of agriculture, foreign agricultural service

US agency for international development

US trade and development agency

State and local government assistance

Promotion in publications and other media

Case study: SCIFIT systems Inc

7: Using Technology Licensing And Joint Ventures

Technology licensing

Joint ventures

Case study: Spancrete machinery corporation

8: Preparing Your Product For Export

Questions to consider

Product adaptation

Engineering and redesign

Branding, labeling, and packaging

Installation

Warranties

Case study: Falcon Waterfree technologies

9: Exporting Services

Service exports with high growth potential

Aspects of service exports

Marketing services abroad

Obtaining government support for service exports

Case study: Two men and a truck

10: International Legal Considerations

Export regulations

Import regulations of foreign governments

North American free trade agreement

US foreign-trade zones

Export processing zones

Customs-bonded warehouses

Intellectual property considerations

Case study: Tierra dynamic

11: Going On Line: E-Exporting Tools for Small Businesses

Use of electronic commerce for international business and trade

Market development on the web

Tools to assess your firm's readiness to go on line

Steps to going on line

Executing orders and providing after-sales service

Other important sales considerations

Case study: Evetek computer corp

12: Shipping Your Product

Freight forwarders

Packing

Labeling

Documentation

Shipping

Insurance

Tariffs

Major shippers

Case study: Certified worldwide llc

13: Pricing, Quotations, And Terms

Pricing considerations

Quotations and pro forma invoices

Terms of sale

Case study: Home instead senior care

14: Methods Of Payment

Prudent credit practices

Cash in advance

Documentary letters of credit and documentary collections or drafts

Open account

Consignment sales

Foreign currency

Payment problems

Case study: LuLu's dessert

15: Financing Export Transactions

Extending credit to foreign buyers

Working with commercial banks

Using discounting and banker's acceptances

Using export intermediaries

Using government assistance programs

Obtaining funding from multilateral development banks

Exploring state and local export finance programs

Case Study: JQ American

16: Business Travel Abroad

Obtaining proper documentation

Planning an itinerary

Obtaining assistance from US embassies and consulates

Considering cultural factors

Case study: Candy bouquet international

17: Selling Overseas And After-Sales Service

Responding to inquiries

Learning about potential clients

Conducting business internationally

Building a working relationship

Providing after-sales service

Case study: Telewave, inc

Appendix A: Glossary

Appendix B: List of US export assistance centers

Index.