basic-guide-to-exporting_Latest_eg_main_086196

OOEASee Office of Outreach and Exporter Assistance(OOEA)open account, 162–163Organization for Economic Cooperation and Development(OECD), 40originating goodsSee goods, originatingOverseas Private Investment Corporation (OPIC), 177–178PParis Convention for the Protection of Intellectual Property,111–113passive (reactive) exporting, 17, 60passport, 184Patent Cooperative Treaty (PCT), 86, 112, 117Patent Information Services (WPIS), WIPOSee WIPO Patent Information Services (WPIS)patents and patent law, 86, 113–114, 116–119See also licensing, technologySee also Paris Convention for the Protection ofIntellectual PropertyPatton, BobbySee Patton Electronics CompanyPatton Electronics Company, 180–181paymentdefault on, 164–165e-commerce and methods of, 127PayPal, 128person-to-person (P2P) transfer, 128PCTSee Patent Cooperative Treaty (PCT)piggyback marketing, 63–64political risk insurance, 177pricingSee cost-plus pricingSee also marginal cost pricingconsiderations, 147–150prior art, 117privacy, e-commerce, 129productsSee dual-use productSee also goodsadaptation of, 92–93branding of, 94calculating cost of, 148–149certifying origin of, 210–213determining export potential of, 14–15engineering and redesign of, 93–94installation of, 94–95labeling of, 94, 137packing of, 94, 136–137pricing of, 147–150warranties for, 95professional services sectorSee commercial, professional, and technical servicessectorpro forma invoice, 150, 226publications, 82Qqualified buyer, 75–82qualifying for duty-free benefitsSee duty-free benefits, qualifying forquotation, 150Rreactive exportingSee passive (reactive) exportingreceiptSee dock receiptregional value content-based rule, 205–206, 208regulationsSee customs regulations, U.S.See also customs regulations, foreignSee also Export Administration Regulations (EAR)adapting products to meet foreign, 92block exemption (EU), 86foreign-government import, 109in arms traffic, 13remarketer, 63“representative” vs. “agent”, 65See also buying agent (confirming house)See also sales representative(s)retailer, foreignSee foreign retailerROOSee rules of origin (ROOs)rules of origin (ROOs), 201considerations for, 209–210example of, 207in various free trade agreements, 208locating FTA-specific, 204–205nonpreferential, 203preferential, 204regional value content (RVC)-based, 205–208sector-specific considerations for, 209tariff shift based, 205Ryan, Richard, 97SsalesSee sellingsales agreement, 68–69See also terms of salesales representative(s)after-sales service and, 197–199contacting and evaluating, 67–69definition of, 65factors in choosing, 70–71sales agreement with, 68–69Sams, DickSee NuStepSaunders, AvrumSee Lightning EliminatiorsSBASee U.S. Small Business Administration (SBA)SBDCSee Small Business Development Center (SBDC)SCGPSee Supplier Credit Guarantee Program (SCGP),USDASCORE, 51search engine, 126search engine optimization (SEO), 126sectorsSee industry sectorssecurity, e-commerce, 130SEDSee Shipper’s Export Declaration (SED)Segars, NeldaSee Alignment Simple SolutionssellingSee direct sellingSee also indirect sellingseminarsSee conferencesSEOSee search engine optimization (SEO)service, after-salesSee after-sales serviceservice exports, U.S.See exports, U.S.amount, by country, 100amount, by industry, 101free trade agreements and, 102government support for, 103intangible aspects of, 102marketing of, 103unique challenges of, 101with high growth potential, 99–102service mark, 114service sector, 99See also service exportsShipper’s Export Declaration (SED), 139shipping, 135cost factors in, 141documents for, 137–140e-commerce and, 128–129insurance for, 141–142shipping companies, 55shipping container, 136–137sight draftSee document against payment collectionsignature, electronicSee electronic signaturesSmall Business AdministrationSee U.S. Small Business Administration (SBA)Small Business Development Center (SBDC), 9, 50–51Smith, TimSee AvazziaSolorzano, Leandro, 145spam (unsolicited commercial e-mail), 130See also Controlling the Assault of Non-SolicitedPornography and Marketing (CAN-SPAM) ActSpancrete Machinery Corporation (SMC), 88–89spare parts, 210state governmentSee governments, state and localState Trade and Export Promotion (STEP) Program, 179Statistical YearbookSee United Nations Statistical YearbookStegemann, ElenaSee NuStepSTEP ProgramSee State Trade and Export Promotion (STEP)ProgramStock, ChrisSee Zeigler BrothersSTOPSee Strategy Targeting Organized Piracy (STOP!)Strange, MichaelSee Bassetts Ice Cream CompanyStrategy Targeting Organized Piracy (STOP!), 115success storiesSee Advanced SuperabrasivesSee also Alignment Simple SolutionsSee also AvazziaSee also Bassetts Ice Cream CompanySee also DeFeet InternationalSee also Giant LoopSee also Home Instead Senior CareSee also Infinity AirSee also Jet IncorporatedSee also Lightning EliminatorsSee also NuStepSee also Patton Electronics CompanySee also Urban Planet MobileSee also Ziegler BrothersSupplier Credit Guarantee Program (SCGP), USDA, 176–177Surety Bond Program, SBA, 176Index247