Basics of Exporting

Basics of Exporting - Table of Contents

Companies that are new to exporting and companies that have previously considered and abandoned an exporting plan can use the Basics of Exporting to get up to speed on terminology, processes, common pitfalls and strategies for success.

The bottom line? International trade is simplified, streamlined and adapted to the unique strengths of your company or product.

I. Introduction

Four Common Misconceptions about Exporting
Your Export Potential
Making the Export Decision
The Value of Planning
12 Most Common Mistakes New Exporters Should Avoid

II. Export Intermediaries

Export Merchants
Export Agents
Export Commission House
Export Broker
Buyer for Export
Export Management Company (EMC)
Piggyback Marketing
Export Trading Company
Freight Forwarder
How to Locate an Importer, Agent or Distributor in a Foreign Country
Evaluating your Distributor or Agent

III. Market Research

Technical Assistance for Food Exporters
     The Product
     The Label
     The Package
Systematic Market Research
A Step-by-Step Approach to Market Research
     Screen Potential Markets
     Assess Targeted Markets
     Draw Conclusions
Tariffs and Harmonized System Codes
Locating a Foreign Buyer
Benefits of Trade Show Participation
Preparations and Budgeting for Trade Show Participation

IV. Pricing, Quotations, Payment and Collection

Pricing
The Quotation
Terms of Sale
     Cost and Freight
     Cost, Insurance and Freight
     Free on Board
     Free Alongside Ship
     EX Works
     Using Terms of Sale in a Quotation
Methods of Payment
     Payment in Advance
     Letters of Credit
     Documentary Drafts
     Open Account
Letters of Credit
     Confirmed Letter of Credit
     Irrevocable and Revocable Letters of Credit
     Letters of Credit at Sight
     Time or Date Letters of Credit
     A Typical Letter of Credit Transaction
     Tips on using a Letter of Credit
Collections

V. Financial Assistance

Duty Drawback
Foreign Sales Corporation (FSC)
The Export-Import Bank (Ex-Im Bank)
     Working Capital Guarantees
     Export Credit Insurance
     Guarantees
     Direct Loans
     Where to Apply for Ex-Im Bank Programs
Market Access Program (MAP)
Small Business Administration (SBA)
     Export Working Capital Program (EWCP)
     International Trade Loan Program
     7(a) Loan Guaranty
     Small Business Investment Companies
FAS Sugar Programs
Supplier Credit Guarantee Program
Facility Credit Guarantee Program