Export Your Merchandise

Some of the benefits of Entering the overseas marketplace:

• increased growth
• increased profits
• additional markets
• extended product/service life cycles
• increased numbers of customers
• tax advantages
• added product/service lines
• improved competitiveness
• favorable publicity and recognition.

How do I begin?

There is a range of options for becoming involved in exporting, from filling orders for domestic buyers, such as export trading companies, who then export the product, to exporting directly yourself. Regardless of which method you choose, a detailed and thorough strategy should be developed. Steps in developing such a strategy include:

• Evaluating your product's export potential
• Determining if you are really willing to make a commitment to international markets by evaluating whether your company is "export-ready"
• Identifying key foreign markets for your products through market research
• Evaluating distribution and promotional options and establishing an overseas distribution system
• Determining export prices, payment terms, methods and techniques
• Familiarizing yourself with shipping methods and export documentation procedures and requirements

How do I know if I’m ready?

1. Examine your resources and capabilities
Formulating a solid export strategy requires a critical examination of the capabilities and resources of one's company, possible foreign markets and strategies for entering those markets, what steps to take and when, what will be the cost in both time and money, and more.
2. Publications
A Basic Guide to Exporting, a publication of the U.S. Department of Commerce in cooperation with Unz & Co., Inc., describes the exporting process step-by-step, from identifying markets and developing an export strategy to doing market research, traveling overseas, finding buyers, shipping, and financing, as well as federal agency export promotion services available to U.S. exporters. It is available for $14.95 from Unz & Company by calling 1-800-631-3098 or visit their website for a free copy http://www.unzco.com/guide.html.
3. Seminars
"New-to-Export" seminars may be offered by state or private organizations in your area. TRADEBASE, an electronic events calendar on the TIC's website, disseminates information on nationwide trade education events to the trade community. Additional information on export education events may be obtained through Department of Commerce Export Assistance Centers, state trade offices, and/or local private trade associations. A comprehensive list of these organizations located in your state is available on the National Export Directory - the TIC's guide to federal, state and local trade offices throughout the United States.
4. Call the Trade Information Center
After acquiring the "basics," contact a TIC Trade Specialist at 1-800-USA-TRADE for more assistance.

How do I locate distributors?

The Commerce Department offers many programs to assist exporters with trade leads.

• Trade Opportunities Program provides trade leads that arrive daily from U.S. embassies abroad. These leads are printed in the Journal of Commerce and other private sector newspapers. TOP leads are also available through the STAT-USA Internet site (http://www.stat-usa.gov) or by fax or modem through the Economic Bulletin Board. For subscription information, contact STAT-USA at 1-800-STAT-USA.
• The Central & Eastern Europe Business Information Center (CEEBIC) and the Business Information Service for the Newly Independent States (BISNIS) offer trade leads for their respective regions. Both offices are part of the U.S. Department of Commerce's USA Trade Center in Washington, DC. Visit their websites: CEEBIC: http://www.mac.doc.gov/eebic/ceebic.html BISNIS: http://www.mac.doc.gov/bisnis/bisnis.html or call 1-800-USA-TRAD(E).
• Country Directories of International Contacts provides lists, by country, of foreign directories of importers (showing name, address, telephone number, etc.), government agencies, trade associations and other organizations in countries where the Commercial Service maintains a presence. This list represents the primary sources of contact information that each U.S. Commercial Service post thought would be useful and does not represent an endorsement of any of the services listed. It is available on the National Trade Data Bank. (See question #5 for more information on the National Trade Data Bank.)
• Agent/Distributor Service is a customized search on behalf of U.S. companies seeking foreign representation. U.S. commercial officers abroad conduct the agent/distributor search based on requirements specified by the requesting firm. The search for agents and distributors takes 60-90 days and costs $250 per market. You can place an order for this service through your local Export Assistance Center. You can locate the nearest district office in the National Export Directory - the TIC's guide to federal, state and local trade offices throughout the United States.
• Gold Key Service is custom-tailored for U.S. companies planning on visiting a foreign country, combining orientation briefings, market research, introductions to potential partners, interpreter service for meetings and assistance in developing a marketing strategy. Contact your local Export Assistance Center for more information.
• International Buyer Program - Look for contacts at your industry's trade shows in the United States. U.S. and Foreign Commercial Service officers worldwide recruit qualified foreign buyers to attend the selected trade shows. These shows are extensively publicized through embassy and regional commercial newsletters, catalog-magazines, foreign trade associations, chambers of commerce, travel agents, government agencies, corporations, import agents, and equipment distributors in targeted market.