basic-guide-to-exporting_Latest_eg_main_086196

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To learn more about comprehensive risk policies underwritten by SBA or Ex-Im Bank, consult yourlender or export finance manager by calling (800) 565-3946 or visit exim.gov/smallbusiness.TariffsBecause tariffs, port handling fees, and taxes can be high, it is very important for you to considertheir effects on your product’s final cost. Typically, the importer pays the tariffs. Nevertheless,these costs will influence how much the buyer is willing to pay for your product. You can calculatetariffs and taxes for most commodities to most countries by signing up to use a special databaseon export.gov.Major ShippersInternational shipping companies have become an excellent resource for exporters. In addition totransporting bulk freight, they now offer assistance with shipping documentation, warehousing inthe foreign market, and—in some cases—payment collection from the foreign buyer.Chapter 12: Shipping Your Product143
Success StoryKeep Things in Perspectiveto Taste SuccessBassetts Ice Cream Company“As my exports continue to grow, sohas my confidence in exporting. Truthis, I’m more comfortable shipping toChina than Chicago.”—Michael Strange, PresidentFaith in his product and playing things straight broughtMichael Strange all the way to the Great Wall of China.The CompanyWhen it comes to ice cream, what’s your pleasure?Not sure? Michael Strange of Bassetts Ice CreamCompany can help—America’s oldest ice creamcompany offers 40 flavors, from French Vanilla andIrish Coffee to Moose Tracks and Rum Raisin.“We’ve been here at the same location on ReadingTerminal Market at 12th and Arch Streets since1892. The store was founded in 1861 by my greatgreat-grandfather,”Strange says. “It was a prettylocal business until the 1970s, when my motherdecided to expand by branching out to the JerseyShore, New York City, and as far west as Chicago.”Strange had wondered about exporting, buthadn’t really given it a lot of thought. That allchanged one day when he attended a food expopanel discussion to learn more about local foodmanufacturers and to network with executives.As luck would have it, he met a Chinesebusinessperson whose friend was interested inimporting American products. Strange was thenpersuaded to ship samples of his ice cream toChina. “I admit I was skeptical,” Strange recalls.“After all, China is a long way away—but it costonly $400 worth of products, so I said, why not?”Unbeknownst to him, the distributor had arrangeda blind taste test of Bassetts ice cream, pittingit against a major competitor—the renownedHäagen-Dazs brand. “I’m happy to report that ourproduct performed quite admirably,” Strange says.“I was told the Chinese also liked the fact that wewere family-owned, which goes along well withtheir high affinity for ‘Made in the USA’ products.”A few weeks after the taste test, the Chinesedistributor placed an order for nine pallets of icecream in a variety of flavors—Bassetts’ first export.The ChallengeAlthough elated, Strange had little experience innegotiating long-term deals with internationaldistributors, let alone doing business in China. Healso wanted to become a more active exporter,instead of just waiting for orders to come in. “Ifanyone had told me that China would be my firstexport market, I would have said ‘fat chance,’” hesays. “I was looking forward to doing business in144U.S. Commercial Service • A Basic Guide to Exporting
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A BASIC GUIDE TOEXPORTINGThe Offici
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export.gov/basicguideLibrary of Con
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Table of ContentsChapter 1: Introdu
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global GDP and 30 percent of global
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A GEE might consist, for example, o
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Success StoryPedaling Through Trial
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Chapter 2Developing anExport Strate
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specified in the EAR under a specif
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All U.S. businesses have many ways
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Answer these 11 questions:1. Which
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Product or Service• What need doe
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Sample Outline of anExport PlanTabl
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5. Current Trends and Practices•
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16. My Product’s Harmonized Code
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Success StoryDownloading NewInterna
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This last advantage is especially i
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Gathering and evaluating secondary
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Drawing ConclusionsAfter analyzing
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United Nations Statistical Yearbook
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Private-Sector Product and Industry
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Success StoryHelping Feed the World
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Chapter 4Export AdviceIn this chapt
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Some of the more important services
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the important difference that the b
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at no cost to the small business ex
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A commercial bank can perform many
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location and construction of manufa
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To prevent reverse engineering in C
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We are agnostic on the question of
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Distribution ConsiderationsHere are
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Often, the first company does not p
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your ability to terminate agreement
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Once your company has prequalified
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Choosing a ForeignRepresentative or
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Success StoryDon’t Wait—Innovat
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Chapter 6Finding QualifiedBuyersIn
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companies are available from many p
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Trade Fair Certification Program (e
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Millennium Development CorporationT
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Who Is the “Ideal”International
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Scores of new franchising concepts
Page 88 and 89: Success StoryCast a Wide Net to Cat
Page 90 and 91: Chapter 8Preparing YourProduct for
Page 92 and 93: You can also contact the Office of
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Page 96 and 97: The ChallengeSmith first looked tow
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Page 100 and 101: give U.S. companies a competitive e
Page 102 and 103: Success StoryRecruiting New Franchi
Page 104 and 105: Chapter 10International LegalConsid
Page 106 and 107: For more information from the U.S.
Page 108 and 109: When goods enter a bonded warehouse
Page 110 and 111: under the UCC. Older works may also
Page 112 and 113: Trade names are also protected on a
Page 114 and 115: knowledge, in turn, promotes furthe
Page 116 and 117: prevent him or her from obtaining a
Page 118 and 119: Business-to-Consumer E-Commerce Wor
Page 120 and 121: Because such a website is often sta
Page 122 and 123: An online exporter may choose to pu
Page 124 and 125: important to identify and incorpora
Page 126 and 127: other business contacts) options re
Page 128 and 129: Success StoryGrowing Strong withInt
Page 130 and 131: Chapter 12Shipping YourProductIn th
Page 132 and 133: One popular method of shipment is t
Page 134 and 135: Certificate of ConformityRequired b
Page 136 and 137: The cost of the shipment, delivery
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Page 144 and 145: CompetitionIn the domestic market,
Page 146 and 147: Commonly Used TermsIt is important
Page 148 and 149: Success StoryAligning Innovationwit
Page 150 and 151: Chapter 14Methods ofPaymentIn this
Page 152 and 153: Letters of Credit and Documentary C
Page 154 and 155: You must provide documentation show
Page 156 and 157: associated with open-account trade
Page 158 and 159: payment. This is because the export
Page 160 and 161: ut they were willing to make the sm
Page 162 and 163: • The need for preshipment financ
Page 164 and 165: Thus it is in your best interest to
Page 166 and 167: to support ongoing export sales or
Page 168 and 169: To be eligible, a business must hav
Page 170 and 171: Medium Enterprise Department and OP
Page 172 and 173: Success StoryManufacturingInternati
Page 174 and 175: Chapter 16Business TravelAbroadIn t
Page 176 and 177: Planning an ItineraryTravel agents
Page 178 and 179: Business Culture TipsAlways answer
Page 180 and 181: Gift giving is an important part of
Page 182 and 183: particularly intense issue. So the
Page 184 and 185: Here are a few suggestions.• Expe
Page 186 and 187: Building a Working RelationshipOnce
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negotiations and agreements with it
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Chapter 18Rules of Originfor FTAsIn
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5. Determine if the foreign content
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The original ROOs are listed in an
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Example Rules of OriginCombining Mu
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Israel, Jordan, Morocco, Bahrain, a
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The importer may ask the exporter w
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Generic CertificatesIf a good does
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Architectural Association of Kenya
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Appendix A: Glossary of TermsAdvanc
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Export-Import Bank of the United St
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Market SurveyReport that provides a
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Appendix B: Definitions of Abbrevia
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Appendix D: FormsHere, you will fin
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228U.S. Commercial Service • A Ba
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Tech International1000 J Street, N.
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COMMERCIAL INVOICESELLER: INVOICE N
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Copyright © 1998 UNZ & CO.SHIPPER/
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DEPARTMENT OF HOMELAND SECURITYU.S.
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PACKING LIST© Copyright 2001 Unz &
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1a. U.S. PRINCIPAL PARTY IN INTERES
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U.S. $13220of this FIRST of Exchang
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IndexAA2ASee account-to-account (A2
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Global Entrepreneurship Ecosystem (
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Swinko, RonSee Jet IncorporatedSzuc
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International OfficesAfghanistanKab
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