0816_TOEFL-Test-and-Score-Manual-1997

Going Global ● 261
You’ll need to have the right financing in place before shipping your
first order. “The Export-Import Bank has a variety of financing products
for small companies, including loan programs and guarantees,” said Zens,
adding that you should start slowly and not “take on the whole world at
once.”
And it’s critical to find the right people to deal with overseas. “We
offer background checks to verify the people you want to deal with are
legitimate,” she said.
Cultural differences are also challenging. Many foreign businesspeople
don’t like to say “no” during a meeting, which creates misunderstandings.
“Until a year ago I was working in Mexico,” said Zens. “They are lovely
people who don’t like to say ‘no’ to your face. Many business owners were
upset because they would have a positive meeting, but never got an order.”
You should work with a local lawyer who speaks the language fluently
and make sure your contracts and payment terms meet local regulations.
“Every market is different,” said Zens. “We found in Italy, they were the
worst payers and would drag out payments for a long time.”
One last tip: start labeling your products in English, French, and
Spanish. Printing labels in multiple languages doesn’t cost a lot. Best of
all, you will be ready to export, even if it is to just French-speaking regions
of Canada.
GREAT
IDEA
Return to Your Homeland
to Export Products
Kesang Tashi, known as Tashi, was the first Tibetan to
attend Dartmouth College. That’s just one astonishing
fact about this amazing man. He’s traveled a long road from Tibet to
India to Hanover, New Hampshire. When he about 10, he and his family
escaped from political oppression in Tibet and fled to India. His mother
ended up working at a school run by the Dalai Lama.
Tashi graduated from Dartmouth and headed to New York City to
begin a career in banking. He was working in New York City for financial