basic-guide-to-exporting_Latest_eg_main_086196

IndexAA2ASee account-to-account (A2A) transferaccessories, 210account-to-account (A2A) transfer, 128accumulation, 209Advanced Superabrasives, 56–57advertising and promotion, online, 124–125, 130–131advised letter of credit, 159advisors, tradeSee consultants and advisors, tradeAdvocacy Center, CS, 49AESDirect, 139after-sales service, 17, 127, 129, 196–199agentSee buying agent (confirming house)See also export agentSee also “representative” vs. “agent”agricultural products, 209air waybill (bill of lading), 107, 138, 226, 229Alignment Simple Solutions, 154–155AMCHAMSee American Chamber of Commerce (AMCHAM)American Chamber of Commerce (AMCHAM), 54antiboycott regulations, 108antidiversion clause, 107architectural, construction, and engineering servicessector, 101–102arms tradeSee International Traffic in Arms Regulations (ITAR)Asia Pacific Business Outlook Conference, 29associationsSee industry and trade associationsATA carnet, 183–184ATA Convention, 183–184automobiles, 209Avazzia, 96–97Bbank buyer credit policy, 47, 173banker’s acceptance, 172banking, financial, and insurance services sector, 100bank letter of credit, 159–161banksSee Export-Import Bank of the United States (Ex-ImBank)See also financial institutionsSee also commercial banksSee also multilateral development banks (MDBs)basic business practicesSee business practices, basicBassetts Ice Cream Company, 144–145Bern Convention for the Protection of Literary and ArtisticWorks, 112–113BIDSSee Business Information Database System (BIDS)bill of ladingSee air waybill (bill of lading)BISSee Bureau of Industry and Security (BIS)block exemption regulation (EU), 86booking contract, 140Bureau of Industry and Security (BIS), 11, 49, 107business directories, 82See also directoriesBusiness Information Database System (BIDS), 80business meetings and travelcultural factors in, 186–189, 187documentation needed for, 183–184itinerary for, 185preparing for, 185business practices, basic, 195business-to-business (B2B), e-commerce, 123business-to-consumer (B2C), e-commerce, 121–122buyer, domestic, 60buyer, qualifiedSee qualified buyerbuying agent (confirming house), 62CCAN-SPAM ActSee Controlling the Assault of Non-SolicitedPornography and Marketing (CAN-SPAM) Actcargo insurance, 141carnetSee ATA carnetcarriage and insurance paid to (CIP), 152carriage paid to (CPT), 152See also carriage and insurance paid to (CIP)case studiesSee success storiescash in advance, 158CCCSee Commodity Credit Corporation (CCC), USDACeballos, Tony, 145Cecil, Howard OlafSee Giant LoopCensus BureauSee U.S. Census Bureaucertificate of conformity, 139certificate of free sale, 138certificate of origin (COO), 139, 203, 210–213, 226, 235See also rules of origin (ROOs)CFRSee see cost and freight (CFR)chambers of commerceSee also International Chamber of Commerceinternational, 54local, 46, 53chemicals, 209CIA World Fact Book, 38CIFSee cost, insurance, and freight (CIF)CIPSee carriage and insurance paid to (CIP)CLEASee Collection of Laws for Electronic Access (CLEA)clientsinquiries from potential, 193–194researching potential, 194–195working relationship with, 196Collection of Laws for Electronic Access (CLEA), 118commercial banks, 171–172commercial invoice, 107, 138, 226, 233commercial, professional, and technical services sector,101Commodity Credit Corporation (CCC), USDA, 176competitionpricing and, 150research on, 35conferences, 29, 46See also Discover Global Markets (conference)confirming houseSee buying agent (confirming house)consignment, 163construction sectorSee architectural, construction, and engineeringservices sectorconsular invoice, 138consulates, 186consultants and advisors, trade, 54Controlling the Assault of Non-Solicited Pornography andMarketing (CAN-SPAM) Act, 124, 125COOSee certificate of origin (COO)Cooper, ShaneSee DeFeet Internationalcopyright law, 112–113, 115See also technology licensingcost and freight (CFR), 152cost, insurance, and freight (CIF), 152cost-plus pricing, 148–149Counselors to America’s Small BusinessesSee SCOREcountertrade, 171CPTSee carriage and insurance paid to (CIP)credit card, 128, 158credit extension, 157–158, 170–171cultural factors in business travel, 186–189, 187currency, foreignSee foreign exchange riskcustomersSee clientscustomer serviceSee after-sales servicecustoms-bonded warehouse, 110–111customs broker, 136customs regulations, foreign, 184customs regulations, U.S., 107Ddate (time) draft, 159DECSee District Export Councils (DECs)DeFeet International, 8–9Deitrich, TerrySee Spancrete Machinery Corporation (SMC)demandSee market demandde minimis rule, 209demographic information, 33, 37–38destination control statement, 11, 139development agencies, international, 38–39direct e-mail, 124–125direct exportingSee direct sellingdirect mail, 66Direct Marketing Association, 66directoriesSee business directoriesSee also Export Interest Directorydirect selling, 59–60, 61, 64, 66discounting, 172Discover Global Markets (conference), 29distribution considerations, 62distributor, foreign, 65–66, 70–71District Export Councils (DECs), 51–52244U.S. Commercial Service • A Basic Guide to Exporting