basic-guide-to-exporting_Latest_eg_main_086196

Chapter 6Finding QualifiedBuyersIn this chapter . . .• U.S. Commercial Service buyer-search programs• U.S. Department of Commerce• Other federal government agencies to assist you• State and local government assistanceBy now, your company has identified its most promising markets and devised a strategy to enterthose markets (see Chapters 2 and 3). As discussed earlier, your company may sell directly to acustomer, use the assistance of in-country representatives (agents or distributors) to reach theend-user, use one of the omnipresent B2B or B2C e-commerce platforms, or a combination ofthese. This chapter describes some of the sources that can help you find buyers, evaluate tradeshows and missions, and generate sales.U.S. Department of Commerce Worldwide Buyer-Finding ProgramsThe U.S. Department of Commerce can help exporters identify and qualify leads for potentialbuyers, distributors, joint-venture partners, and licensees from both private and public sources.Along with its experts in various products, countries, and programs, the U.S. Department ofCommerce has an extensive network of commercial officers posted in countries that represent95 percent of the market for U.S. products. U.S. Commercial Service officers located in U.S.embassies and consulates are members of regional teams. You might target Bulgaria, but if themarket is better in Poland, you’ll receive that guidance, as well as customer contacts in Poland.Programs available through the U.S. Department of Commerce, including those of the U.S.Commercial Service, are listed in this section. Exporters should contact the nearest U.S.Commercial Service office for more information. A list of offices including contact information isavailable at export.gov/usoffices.U.S. Commercial Service • A Basic Guide to Exporting75