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companies are available from many private-sector sources, including (in the United States) Dun& Bradstreet and Graydon International. For help in identifying private-sector sources of creditreports, contact your nearest U.S. Commercial Service office.International Partner SearchWith the U.S. Commercial Service’s International Partner Search, teams of experts in more than75 countries work to find you the most suitable strategic partners. You provide your marketingmaterials and background on your company. The U.S. Commercial Service uses its strong networkof international contacts to interview potential partners and to provide you with a list of up tofive prescreened companies. By working only with prescreenedcompanies that are interested in buying or selling your productsand services, you save valuable time and money.The International Partner Search allows you to obtain high-qualitymarket information in 15 days. The search yields information oneach potential partner’s size, sales, years in business, and numberof employees, as well as a statement from each potential partneron the marketability of your product or service. You will also receivecomplete contact information on key individuals among thepotential partners who are interested in your company. To obtainmore information or to order an International Partner Search,contact your local U.S. Commercial Service office.U.S. Department of Commerce Trade Event ProgramsSome products, because of their nature, are difficult to sell unless the potential buyer has anopportunity to examine the items in person. Sales letters and brochures can be helpful, but anactual presentation of products in the export market may prove more beneficial. One way for yourcompany to actually present its products to an overseas market is by participating in trade eventssuch as trade shows, fairs, trade missions, matchmaker delegations, and catalog exhibitions.Trade fairs are “shop windows” where thousands of companies from many countries display theirgoods and services. They serve as a marketplace where buyers and sellers can meet with mutualconvenience. Some fairs, especially in Europe, have a history that goes back centuries. Also, it isoften easier for some buyers to gather in Europe than in the United States.Attending trade fairs involves a great deal of planning. You should consider:• Choosing the proper fair out of the hundreds that are held every year• Obtaining space at the fair, along with designing and constructing the exhibit• Shipping products to the show, along with unpacking and setting up• Providing proper hospitality, such as refreshments, along with maintaining the exhibit• Ability to separate serious business prospects from “tire-kickers” (indecisive people who arenever satisfied and aren’t likely to become buyers)• Breaking down, packing, and shipping the exhibit home at the conclusion of the fairInternational Partner Searchputs U.S. Commercial Servicecommercial officers andspecialists to work for you, insearch of the strategic partnersthat best meet your company’sinternational business needs.Chapter 6: Finding Qualified Buyers77