What Should I Consider When Making The Decision To Begin Exporting?

There are a range of options for becoming involved in exporting, from filling orders for domestic buyers, such as export trading companies who then export the product, to exporting directly yourself. Regardless of which method you choose, a detailed and thorough strategy should be developed. Steps in developing such a strategy include: evaluating your product's export potential, determining if you are really willing to make a commitment to international markets by evaluating whether your company is "export-ready," identifying key foreign markets for your products through market research, evaluating distribution and promotional options and establishing an overseas distribution system, determining export prices, payment terms, methods and techniques, and familiarizing yourself with shipping methods and export documentation procedures and requirements.

How Do I Determine If My Company Is Able To Export?

Examine your resources and capabilities. Formulating a solid export strategy requires a critical examination of the capabilities and resources of one's company, possible foreign markets and strategies for entering those markets, what steps to take and when, what will be the cost in both time and money, and more. "A Basic Guide to Exporting," a publication of the U.S. Department of Commerce in cooperation with Unz & Co., Inc. describes the exporting process step-by-step, from identifying markets and developing an export strategy to doing market research, traveling overseas, finding buyers, shipping, and financing, as well as federal agency export promotion services available to U.S. exporters. It is available for $14.95 from Unz & Company by calling 1-800-631-3098. A useful resource for new exporters is the Small Business Administration (SBA) publication called "Breaking Into The Trade Game." This publication, recommended by many new-to-export businesses, offers a step-by-step guide to the exporting process, from developing an export strategy and doing market research to identifying buyers and financing. Unfortunately, the publication is currently out-of-print. The SBA is revising the publication, and expects the hard copies to be available in October 1999. In the meantime, you may locate the former version on the Internet at www.sba.gov/oit/info/Guide-To-Exporting/ or through your local library or local SBA offices. Call 1-800-U-ASK-SBA to locate an SBA office near you or refer to the the National Export Directory - the TIC's guide to federal, state, and local trade offices throughout the United States. It is available on the TIC website at http://tradeinfo.doc.gov (click on the link to "International Trade Offices Nationwide"), or by calling 1-800-USA-TRAD(E) and speaking to a TIC trade specialist. "New-to-Export" seminars may be offered by state or private organizations in your area. TRADEBASE, an electronic events calendar on the TIC's website, disseminates information on nationwide trade education events to the trade community. You can access TRADEBASE at http://tradeinfo.doc.gov/ and click on "TRADEBASE - Export Education Events Nationwide." Additional information on export education events may be obtained through Department of Commerce Export Assistance Centers, state trade offices, and/or local private trade associations. A comprehensive list of these organizations located in your state is available on the National Export Directory - the TIC's guide to federal, state, and local trade offices throughout the United States. It is available on the TIC website at http://tradeinfo.doc.gov/ (click on the link to "International Trade Offices Nationwide"), or by calling 1-800-USA-TRAD(E) and speaking to a TIC trade specialist. After acquiring the basics, contact a TIC Trade Specialist at 1-800-USA-TRADE for more assistance.

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