basic-guide-to-exporting_Latest_eg_main_086196

More documents

Recommendations

Info

Market SurveyReport that provides a narrative description and assessment ofa particular market along with relevant statistics. The reportsare often based on original research conducted in the countriesstudied and may include specific information on both buyersand competitors.Multilateral Development Bank (MDB)An institution created by a group of countries to providedevelopment-related financing and professional advising.NAFTA Certificate of OriginUsed by NAFTA signatories (i.e. Canada, Mexico, and the UnitedStates) to determine if goods imported into their countriesreceive reduced or eliminated duty.North American Free Trade Agreement (NAFTA)Trade agreement between the U.S., Canada, and Mexicofeaturing duty-free entry and other benefits for goods thatqualify.Office of the U.S. Trade RepresentativeU.S. government agency responsible for negotiating tradeagreements.Packing ListSee: Export packing list.PatentRight that entitles the patent holder, within the country thatgranted or recognizes the patent, to prevent all others, for a setperiod of time, from using, making, or selling the subject matterof the patent.Piggyback MarketingArrangement in which one manufacturer or service companydistributes a second company’s product or service. The mostcommon piggybacking situation is when a U.S. company hasa contract with an overseas buyer to provide a wide range ofproducts or services. Often this first company does not produceall of the products it is under contract to provide, and it turns toother U.S. companies to provide the remaining products.Primary Market ResearchCollection of data directly from a foreign marketplacethrough interviews, surveys, and other direct contact withrepresentatives and potential buyers. Primary market researchhas the advantage of being tailored to your company’s needsand provides answers to specific questions, but the collection ofsuch data is time consuming and expensive.Pro Forma InvoiceInvoice prepared by the exporter before shipping the goods,informing the buyer of the goods to be sent, their value, andother key specifications.QuotationOffer by the exporter to sell the goods at a stated price andunder certain conditions.Regional Value Content (RVC)A technique used to determine whether a product meets a ruleof origin.RemarketerExport agent or merchant who purchases products directly fromthe manufacturer, packing and marking the products accordingto his or her own specifications. Remarketers then sell theseproducts overseas through their contacts in their own namesand assume all risks.Sales RepresentativeRepresentative who uses your company’s product literature andsamples to present the product to potential buyers. An overseassales representative is the equivalent of a manufacturer’srepresentative in the United States. The sales representativeusually works on a commission basis, assumes no risk orresponsibility, and is under contract for a definite period of time.Secondary Market ResearchCollection of data from various sources, such as trade statisticsfor a country or a product. Working with secondary sources isless expensive and helps your company focus its marketingefforts. Although secondary data sources are critical to marketresearch, they do have limitations. The most recent statistics forsome countries may be more than 2 years old, and the data maybe too broad to be of much value to your company.Shipper’s Export Declaration (SED)Document used to control exports and act as a source documentfor official U.S. export statistics. SEDs, or their electronicequivalent, are required for shipments when the value of thecommodities, classified under any single Schedule B number,is more than $2,500. SEDs must be prepared and submitted,regardless of value, for all shipments requiring an export licenseor destined for countries restricted by the Export AdministrationRegulations.Sight DraftDocument used when the exporter wishes to retain title to theshipment until it reaches its destination and payment is made.Before the shipment can be released to the buyer, the original“order” ocean bill of lading (the document that evidences title)must be properly endorsed by the buyer and surrendered to thecarrier. It is important to note that air waybills do not need to bepresented in order for the buyer to claim the goods. Thus, riskincreases when a sight draft is being used with an air shipment.Small Business Development Center (SBDC)National network of counselors for small enterprises. Offersservices that can help first-time exporters.222U.S. Commercial Service • A Basic Guide to Exporting
TariffTax imposed on a product when it is imported into a country.Some foreign countries apply tariffs to exports.Technology LicensingContractual arrangement in which the licenser’s patents,trademarks, service marks, copyrights, trade secrets, or otherintellectual property may be sold or made available to a licenseefor compensation that is negotiated in advance between theparties. U.S. companies frequently license their technologyto foreign companies that then use it to manufacture and sellproducts in a country or group of countries defined in thelicensing agreement. A technology licensing agreement usuallyenables a company to enter a foreign market quickly and posesfewer financial and legal risks than owning and operating aforeign manufacturing facility or participating in an overseasjoint venture.Terms of SaleTerms that define the obligations, risks, and costs of the buyerand seller involving the delivery of goods that comprise theexport transaction. These terms are commonly known asIncoterms.Time DraftDocument used when the exporter extends credit to the buyer.The draft states that payment is due by a specific time afterthe buyer accepts the time draft and receives the goods. Bysigning and writing “accepted” on the draft, the buyer is formallyobligated to pay within the stated time.Trade Fair Certification Program (TFC)A U.S. Department of Commerce program that certifiesinternational trade events so U.S. companies can know ahead oftime if an event is high quality and offers opportunities.TrademarkWord, symbol, name, slogan, or combination thereof thatidentifies and distinguishes the source of sponsorship of goodsand may serve as an index of quality of a particular product.U.S. Agency for International Development(USAID)U.S. government agency that procures goods and services fromU.S. companies for use in developing countries.U.S. Central Intelligence Agency (CIA)A branch of government tasked with gathering intelligence andstatistics. Publishes the World Factbook, an important marketresearch resource.U.S. Commercial Service (CS)The trade promotion arm of the U.S. Department of Commerce’sInternational Trade Administration.U.S. Department of Agriculture (USDA)A branch of government responsible for developing andexecuting federal government policy on farming, agriculture,forestry, and food.U.S. Department of Commerce (DOC)A branch of government responsible for promoting domesticeconomic growth.U.S. Small Business Administration (SBA)U.S. government agency that manages programs for U.S.exporters, including finance programs.U.S. Trade and Development Agency (USTDA)U.S. government agency that provides grants for feasibilitystudies in developing countries.Warehouse ReceiptReceipt identifying the commodities deposited in a recognizedwarehouse. It is used to transfer accountability when thedomestic carrier moves the export item to the port ofembarkation and leaves it with the ship line for export.Trade StatisticsData that indicate total exports or imports by country and byproduct. They allow you to compare the size of the market for aproduct in various countries. By looking at statistics over severalyears, you can determine which markets are growing and whichmarkets are shrinking.Trading HouseCompany specializing in the exporting and importing of goodsproduced or provided by other companies.Appendix A223
Page 1 and 2:
A BASIC GUIDE TOEXPORTINGThe Offici
Page 3:
export.gov/basicguideLibrary of Con
Page 6 and 7:
Table of ContentsChapter 1: Introdu
Page 8:
global GDP and 30 percent of global
Page 11:
A GEE might consist, for example, o
Page 14 and 15:
Success StoryPedaling Through Trial
Page 16 and 17:
Chapter 2Developing anExport Strate
Page 18 and 19:
specified in the EAR under a specif
Page 20 and 21:
All U.S. businesses have many ways
Page 23 and 24:
Answer these 11 questions:1. Which
Page 25 and 26:
Product or Service• What need doe
Page 27 and 28:
Sample Outline of anExport PlanTabl
Page 29 and 30:
5. Current Trends and Practices•
Page 31 and 32:
16. My Product’s Harmonized Code
Page 33:
Success StoryDownloading NewInterna
Page 36 and 37:
This last advantage is especially i
Page 38 and 39:
Gathering and evaluating secondary
Page 40 and 41:
Drawing ConclusionsAfter analyzing
Page 42 and 43:
United Nations Statistical Yearbook
Page 44 and 45:
Private-Sector Product and Industry
Page 46 and 47:
Success StoryHelping Feed the World
Page 48 and 49:
Chapter 4Export AdviceIn this chapt
Page 50 and 51:
Some of the more important services
Page 52 and 53:
the important difference that the b
Page 54 and 55:
at no cost to the small business ex
Page 56 and 57:
A commercial bank can perform many
Page 58 and 59:
location and construction of manufa
Page 60 and 61:
To prevent reverse engineering in C
Page 62 and 63:
We are agnostic on the question of
Page 64 and 65:
Distribution ConsiderationsHere are
Page 66 and 67:
Often, the first company does not p
Page 68 and 69:
your ability to terminate agreement
Page 70 and 71:
Once your company has prequalified
Page 72 and 73:
Choosing a ForeignRepresentative or
Page 74 and 75:
Success StoryDon’t Wait—Innovat
Page 76 and 77:
Chapter 6Finding QualifiedBuyersIn
Page 78 and 79:
companies are available from many p
Page 80 and 81:
Trade Fair Certification Program (e
Page 82 and 83:
Millennium Development CorporationT
Page 84 and 85:
Who Is the “Ideal”International
Page 86 and 87:
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
Page 94 and 95:
training seminars, or DVDs. Zeigler
Page 96 and 97:
The ChallengeSmith first looked tow
Page 98 and 99:
encompasses services in transportat
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
Page 138 and 139:
To learn more about comprehensive r
Page 140 and 141:
China but needed to do a lot of hom
Page 142 and 143:
price is too high, the product or s
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
Page 188 and 189: negotiations and agreements with it
Page 190 and 191: Chapter 18Rules of Originfor FTAsIn
Page 192 and 193: 5. Determine if the foreign content
Page 194 and 195: The original ROOs are listed in an
Page 196 and 197: Example Rules of OriginCombining Mu
Page 198 and 199: Israel, Jordan, Morocco, Bahrain, a
Page 200 and 201: The importer may ask the exporter w
Page 202 and 203: Generic CertificatesIf a good does
Page 204 and 205: Architectural Association of Kenya
Page 206 and 207: Appendix A: Glossary of TermsAdvanc
Page 208 and 209: Export-Import Bank of the United St
Page 212 and 213: Appendix B: Definitions of Abbrevia
Page 214 and 215: Appendix D: FormsHere, you will fin
Page 216 and 217: 228U.S. Commercial Service • A Ba
Page 218 and 219: Tech International1000 J Street, N.
Page 220 and 221: COMMERCIAL INVOICESELLER: INVOICE N
Page 222 and 223: Copyright © 1998 UNZ & CO.SHIPPER/
Page 224 and 225: DEPARTMENT OF HOMELAND SECURITYU.S.
Page 226 and 227: PACKING LIST© Copyright 2001 Unz &
Page 228 and 229: 1a. U.S. PRINCIPAL PARTY IN INTERES
Page 230 and 231: U.S. $13220of this FIRST of Exchang
Page 232 and 233: IndexAA2ASee account-to-account (A2
Page 234 and 235: Global Entrepreneurship Ecosystem (
Page 236 and 237: Swinko, RonSee Jet IncorporatedSzuc
Page 238 and 239: International OfficesAfghanistanKab
show all

basic-guide-to-exporting_Latest_eg_main_086196

Create successful ePaper yourself

Delete template?

Save as template?