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Thank you
Biz$hop for ordering our manual on Breaking Into Import/Export!
It is a 3-ring binder format for several very important reasons.
Rather than providing the manual on-line, we've found that people
get more value from the information when they can keep it on the
shelf, take it with them to the easy chair to read, write notes in the
margins, etc.
This is meant to be the beginning of your business library. You
undoubtedly will discover new articles and new tidbits of
information about this business. With our binder format, it's easy to
insert that information.
Your Manual is printed at the time you order it. Since we are
information junkies, we are constantly discovering new useful
information and new resources. We add them to our Manual as we
find these, and so your Manual is up-to-date and fresh. Contrast that
with a book printed two years ago!
We automatically subscribe you to our Library Update Service. We
will send you updates on the Manual you ordered as they occur. This
way your Manual is kept up to date.
We print our pages on one side only, so that you have the back of
each facing page to make notes. (It also simplifies our work
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greatly!).
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Any corrections or additions? Please let us know!
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If you find any problems in the Manual you've ordered, please let us know
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and we will send out corrected pages to you and all others who have ordered
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that publication.
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For mutual success,
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Steve Veltkamp, Biz$hop Publishing
info@bizshop.com
1713 E 3rd St, Pt Angeles WA 98362
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(360)452-2418 or (800)949-8029 Fax:(530)690-7531
www.bizshop.com
On the Web at http://www.bizshop.com
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TOC.htm - 1
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Table Of Contents
With
Contents
Biz$hop
1. Chapter 1 - Introduction
2. Chapter 2 - State of the Industry
3. Chapter 3 - Business Boot Camp
4. Chapter 4 - Technology
5. Chapter 5 - Cover Your Assets
6. Chapter 6 - Importing
7. Chapter 7 - Customs
8. Chapter 8 - Exporting
9. Chapter 9 - Travel
10. Appendix A - Resources
11. Appendix B - Glossary
12. Appendix C - Check Off Lists
13. Appendix D - FaxBack Services
14. Appendix E - Sample Rep Agreement
15. Appendix F - Success Tips
16. Appendix G - ITA Support
17. Appendix H - Web Resources
18. Appendix I - BizShop Resources
Any corrections or additions? Please let us know!
1. Chapter 1 - Introduction
Biz$hop
1-1 Welcome!
Your Success Shop
1-2 Adventure
1-3 No Fear
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2. Chapter 2 - State of the Industry
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2-1 A Small Business In A Big Pond
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2-2 Advantages & Disadvantages
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2-3 The Players
2-4 The Support
2-5 Opportunities
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3. Chapter 3 - Business Boot Camp
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3-1 Training
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3-2 Getting Legal
3-3 Laying The Groundwork
3-4 Forms of Business
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3-5 Insurance
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3-6 Taxes and Books
With
4. Chapter 4 - Technology
Biz$hop
4-1 A Business Advantage
4-2 Computer
4-3 Laptop
4-4 Telecomm
4-5 VideoConferencing
4-6 Fax
4-7 Telex
4-8 Modem
4-9 Voice Mail
5. Chapter 5 - Cover Your Assets
5-1 Limiting Your Risks
5-2 Financial Risk
5-3 Quality Risk
5-4 Rip-Off Risk
5-5 Turmoil Risk
5-6 Language & Culture Risks
5-7 Administrative Risks
5-8 Liability Risk
6. Chapter 6 - Importing
6-1 Search The World!
6-2 Only Fools Fall In Love
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6-3 Importing Options
6-4 What Product?
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6-5 Sales Outlets
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7. Chapter 7 - Customs
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7-1 The Situation
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7-2 What is a Tariff?
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7-3 Informal Entry
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7-4 Formal Entry
7-5 Bonded Warehouses
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7-6 Release Process
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7-7 Mail Entry
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8. Chapter 8 - Exporting
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8-1 Market for Export Services
8-2 Finding Buyers
8-3 Vice Presidents
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8-4 Export Goods
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8-5 Peddler in Paradise
8-6 Export Legalities
With
8-7 Financing
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9. Chapter 9 - Travel
9-1 Do I Need To Go?
9-2 Cultivate Contacts
9-3 Planning Your Trip
9-4 Travel Light
9-5 Roughing It?
9-6 Health
9-7 Border Crossings
10. Appendix A - Resources
A-1 Caveat
A-2 US Government
A-3 US Chambers of Commerce
A-4 Associations
A-5 Publications
11. Appendix B - Glossary
B-1 Terms by Letter
12. Appendix C - Check Off Lists
C-1 Getting Started In Import Checklist
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C-2 Getting Started In Export Checklist
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13. Appendix D - FaxBack Services
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14. Appendix E - Sample Rep Agreement
Port Angeles WA 98362
(360)452-2418
15. Appendix F - Success Tips
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20 Things To Remember
16. Appendix G - ITA Support
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webmasterbiz.com
G-1 Industry Desks
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G-2 Country Desks
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17. Appendix H - Web Resources
H-1 US Government Export Assistance
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H-2 US Government Export Leads
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H-3 Net Leads (Free)
H-4 Commercial Leads (Fee)
With
18. Appendix I - BizShop Resources
Biz$hop
I-1 Special Reports
I-2 Website Design
I-3 Webmaster Services
I-4 Global Trade Society
I-5 Doing Business With Reports
I-6 Institute
I-7 Consulting
Biz$hop
Your Success Shop
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Port Angeles WA 98362
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Fax: (530)690-7531
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webmasterbiz.com
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www.learnhow.to
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Chapter 1 - Introduction.htm - 1
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Chapter 1 - Introduction
With
Contents
Biz$hop 1. Adventure
2. No Fear
Any corrections or additions? Please let us know!
1. Adventure
You may not look like Indiana Jones, but every day in this business is just
that, an adventure. Whether wandering through a Middle Eastern souk
(market) or being paddled in a dugout on the Amazon, or sitting in a
sidewalk cafe in Bucharest negotiating a deal between cups of coffee,
adventure awaits at every turn.
You will need an open mind. People in the rest of the world simply do not
do business like we do. You’ll have to deal with all manner of people, some
simply wonderful, others who are as charming as a scorpion. Most will be
honest, hardworking people, but you’ll have to adjust for different standards
of protocol, hygiene and skill. This is no business for those with prejudice
of any kind.
It is also a business where you can make an incredible amount of money,
perhaps easier than you ever had before. I cannot guarantee you’ll become
financially wealthy, but you could.
Biz$hop The true wealth in this business though is not the dollars and dinars that we
deal in. The true riches are the many close friends you’ll make around the
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world, and the many memories you’ll gather. You’ll make business
acquaintances in all layers of society, in many different cultures, and some
1713 E 3rd Street
of these will end up being happy lifelong relationships that go far beyond
Port Angeles WA 98362
business.
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You’ll be able to travel in the best way possible, knowing that where you
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are going, there is somebody who is looking forward to your visit. You’ll
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not have to settle for the shallow experience of most tourists, who know
little more about the place they are in than the hotel and the tour bus. You’ll
often have an opportunity to stay in your friend’s house, to eat the genuine
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local family cooking, to talk and laugh with people who are interested in
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more about you than what is in your wallet.
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You can even enjoy this business without ever leaving home, if that is what
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you prefer. Much of international trade is done by correspondence and
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electronics.
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There are many ways you can structure your business. You can specialize in
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helping local manufacturers and service providers export to other countries.
You can develop those foreign markets, or cultivate relationships with
With
agents in other lands that will do that for you. You can specialize in
importing products and distributing them yourself, or simply act as a
Biz$hop middleman, working between the exporting and importing companies,
simply putting the deals together and taking a commission.
2. No Fear
At first, international trade may seem like a complex subject, and the idea
of dealing with customs, shipping, and a maze of details may be
intimidating. How to find products to sell and how to find customers for
those products may be totally unknown techniques to you right now. There
are trade barriers and tariffs to contend with, difficult languages and strange
customs, currency fluctuations, and legal matters to deal with.
There is a natural fear that you are getting in over your head.
Relax. Knowledge of how to deal with these things will come to you sooner
than you think. This manual is a good first step, and you should be ready to
get going as soon as you’ve read through it. You’ll learn more as you read
other articles, reports and books. You’ll undoubtedly subscribe to
International Trade Profits (see back of book) and other trade publications,
which will also give you much knowledge.
When you begin making deals, you will not be alone. There are other
people involved in any deal, who will know how to get things done. We’ll
talk about them in a bit. You will always have the option of contacting
Biz$hop for assistance as well.
You’ll always miss 100% of the shots you don’t take
Biz$hop The most important thing is not to let fear of the unknown keep you from
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getting started. You may not have all the answers yet - but try anyway. It’s
like learning to ride a bicycle. At first, you’ll be a little shaky, and you’ll
fall down a few times. Before long though, you’ll be confidently operating
1713 E 3rd Street
your business and fully participating in world trade.
Port Angeles WA 98362
(360)452-2418
Making lots of money.
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And having fun.
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That’s important too!
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Chapter 2 - State Of The Industry.htm - 1
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Chapter 2 - State Of The Industry
With
Contents
Biz$hop 1. Advantages & Disadvantages
2. The Players
3. The Support
4. Opportunities
Any corrections or additions? Please let us know!
1. Advantages & Disadvantages
Advantages
More important perhaps (and much more directly so) is your potential
income in this business. Import/Export is consistently one of the highest
earning businesses you can get into. Entrepreneur Magazine says that the
average net profit before taxes in this business is $120,000 - and there is
little reason to doubt that figure. Money Magazine listed the potential net
income as $300,000 with only about a $3000 investment. Many are making
much more than that, and enjoying world travel and friends around the
world as well!
Freedom to travel for many is the most important benefit, and even the
reason for getting into this business. Travel is fun and exciting, and the
Biz$hop import/export business is one of the few that allows you to do it as part of
the business.
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You can even deduct your trips as business expenses on your taxes,
1713 E 3rd Street
providing you meet the requirements of the IRS.
Port Angeles WA 98362
The network of friends and contacts you’ll make is a priceless business and
(360)452-2418
personal asset. There is a bit of a thrill to get a call from Algeria (even
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though it may be at three in the morning) or be talking with a friend from
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Vanuatu. Many of these will turn into lifelong friends, who you enjoy
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having as friends as well as business contacts.
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You may not be able to make a deal with somebody right away, but by
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keeping in touch, you keep the contact alive. Perhaps a year or two in the
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future an opportunity will present itself and you’ll be glad you know
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somebody there (It happens much more often than you think). Not only will
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you be making money, but you’ll be helping your friend do so as well.
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When your contact lives in one of the underdeveloped parts of the world,
this can be the most effective form of “giving” possible.
Chapter 2 - State Of The Industry.htm - 2
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You get to decorate your house like a museum. You'll constantly be picking
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up interesting, beautiful or unique items that will be both a source of
pleasure for you and an estate for the future.
With
You’ll build a contact network of others involved in world trade, and while
Biz$hop they may at times be competitors, there is plenty of market out there (and
few enough traders) for all of us to prosper. You cannot possibly take
advantage of every trading opportunity. You will encounter deals that you
just cannot, or choose not to, become involved with at the time. By passing
them on to a colleague, you earn “referral credits” that may result in profits
to you in the long run. You may get a “finder’s fee” from the other trader,
or simply have the favor returned in the future. Your competitors in this
business can be, and often are, your friends.
For those that love learning and exploring, there is no better business to be
in. You will constantly come into contact with other cultures, other peoples,
other ideas. The mental stimulation is incredible.
Disadvantages
The import/export business can be frustrating, in much the same way that
real estate sales can be. You can spend a lot of time putting a deal together,
only to have it fall apart at the last minute, over some seemingly minor
point. If you were already counting on that as a done deal and money in the
bank, you can be disappointed and maybe even financially hurt.
If you aren’t careful, you can become stung by putting too much of your
money into a deal, only to find out that it wasn’t a good one. Perhaps you
buy merchandise at too high a price, simply because you didn’t know that
there were other suppliers. You may not have negotiated well enough, and
end up paying too much. Worse, you may buy a large quantity of items only
Biz$hop to find out that they don’t sell.
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Foreign travel to much of the world is still dangerous, more often than not
dirty, and there are disease and other health risks. Even if you avoid
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diseases, simple fatigue and jet lag can make you not up to your best, at
Port Angeles WA 98362
least temporarily. Every one of us that travels extensively has encountered
(360)452-2418
the distress of eating something that wreaks havoc with our system.
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Fax: (530)690-7531
If you don’t know what you are doing, you can make a mistake that costs
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you all of your profits and then some. Not figuring in the right shipping or
tariff costs can turn a good deal into a losing one.
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There are hundreds of details that need to be taken care of in many deals,
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and you need to be organized enough to track and monitor them. You’ll
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need to check, recheck and double check everything.
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You will need to be assertive enough to negotiate a good deal. Very little of
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the world operates strictly on a fixed price system, especially in
international trade. Your skill as a negotiator will often determine your
profits.
Chapter 2 - State Of The Industry.htm - 3
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Despite these disadvantages, or even perhaps because of them (for the
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dangers enhance the adventure!), there are few more intriguing, exciting
and lucrative business to be in!
With
2. The Players
Biz$hop The import/export field includes many different levels of involvement, and
different types of people. The terms and titles used are often vague and
contradictory. The borders of one often blur into another, but nevertheless
we need to define these. For the purposes of this report, the following is the
cast of characters:
The importer
A person or company who imports products into the country for their own
use or for resale.
The exporter
A person or company who sells their own products or services to foreign
buyers.
Import/Export Merchant
One who buys items from one country, and then finds a buyer or market for
those items in another country.
Import/Export Management Company
A firm in the business of putting deals together between importers and
exporters. The company could be an Export Management Company (EMC)
that works with domestic manufacturers to find foreign buyers, an Import
Management Company (IMC) that supplies domestic merchants with
foreign products, or an Import/Export Management Company (IEMC) that
handles goods going both directions.
At the beginning, you’ll probably want to handle only one direction. As you
do this for a while, you’ll find opportunities for trade in the other direction,
Biz$hop and so grow your business and your profits. For the purposes of this report,
we’ll assume you deal in both directions, and just call it an IEMC.
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The big advantage to being an IEMC is that you are generally a middleman,
1713 E 3rd Street
putting the deal together and making a commission on the trade. Why is this
Port Angeles WA 98362
an advantage? You don’t need the large amounts of capital to buy a
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container full of merchandise, and you don’t have that capital tied up in
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inventory until the merchandise is sold. You never actually own any of the
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goods traded - you simply put the deals together. Your biggest assets are
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your knowledge about trade, ability to negotiate with the foreign customers,
and your contact lists.
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While the IEMC generally avoids buying product or maintaining any kind
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of inventory, there may from time to time be opportunities that you just
BizShop.com
have to take advantage of. If you come across a great buy on a product that
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you know will sell quickly for a good price, you’ll make more money
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buying the product directly and selling it than you would from just a
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commission.
Chapter 2 - State Of The Industry.htm - 4
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3. The Support
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The Four Legs To Your Business Success “Table”
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Biz$hop The next four people are the four legs to your business table. You will be
able to rest on the knowledge of these four, and you really will need to
establish a good working relationship with all four. They will make your
life much easier, and enable you to do make more deals in the same amount
of time.
Customs Broker
If you are importing, the customs broker will ensure that your shipment gets
passed through customs with a minimum of delay, tariffs and problems.
While it is possible to deal in small trades without one, having a good
customs broker is of enormous benefit for the small fee they charge.
Without a broker, you’ll have to study the tariff schedules yourself, post the
bonds, negotiate with the customs agent, do the paperwork, and all of a
hundred of other details a good broker can help with. It’s possible to get by
without one, but definitely not recommended.
If you are dealing strictly in exports, the customs broker may be
much less important. Clearance into a country is the responsibility of the
importer, and your foreign buyers will have to deal with entry into their
own country.
Freight Forwarder
The freight forwarder is responsible for arranging shipment and making
sure the packaging is adequate to ensure the product arrives intact. The
freight forwarder can be in-house at a manufacturer, may be independent, or
part of a shipping line company. The freight forwarder should have an
Biz$hop intimate knowledge with shipping options, what will cost the least and still
get the product there on time and in good shape. Again, you could do this
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yourself, but the fee charged for the service is very small and saves you a lot
of headaches.
1713 E 3rd Street
Port Angeles WA 98362
Banker
(360)452-2418
You will also need to establish a relationship with a commercial banker,
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one that has corresponding relations with other banks doing business
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internationally. A savings and loan or credit union will not do this. Most of
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the larger commercial banks will have people designated to handle
international trade, and they will be familiar with how to structure a deal.
They will know how to write a letter of credit, the stages of the deal, and
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how to finance for the term of the trade.
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BizShop.com
If you are going to be dealing extensively with one country or region, you
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may want to develop your banking relationship with a bank that has
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branches or offices there. For instance, if you are going to do a lot of
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business in Japan, having a banking relationship with Sumitomo Bank
could make things easier for you. The bank will already have lines of
communication established, and will already understand the market.
Chapter 2 - State Of The Industry.htm - 5
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Sales
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The last leg of your “table” is the Manufacturer’s Representative. This is
often actually a misnomer, but it basically refers to independent
With
salespeople.
Biz$hop If you are in importing, these people will represent the items you import and
sell them to the retail outlets for you. It releases you from having to go store
to store to try to sell the items yourself. You are then free to make more
international deals.
If you are in exporting, you may be approached by representatives of
manufacturers here that want to develop an international market. You will
also want to work with reps in the country you export to. They will know
the country, the customs, and how to make the sale locally.
Your job as an IEMC is to make the deals, and the less time you spend on
the details that these four “legs” can handle for you, the more deals you can
make and the more money you can make.
Delegation is the key to profits!
There is one more person that you will need to rely on. This person may be
just as valuable as any of the others, and this is your consultant. Having
somebody available that is familiar with international trade, and who you
can bounce ideas off of, and who will steer you out of dangerous situations
is a great help to your business. You can eventually discover everything
yourself, but why do it the hard way?
4. Opportunities
Opportunities
Biz$hop The number of opportunities that you will come across once you are in this
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business is staggering, and beyond belief to those who are still wage slaves.
The opportunities just do not present themselves to those who are not in the
1713 E 3rd Street
business. You may see a chance to make some money with televisions one
Port Angeles WA 98362
day, and manganese ore the next morning. Later in the afternoon, a great
(360)452-2418
deal involving salmon may catch your notice.
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Fax: (530)690-7531
Some people will already know a product they want to deal with. You may
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make a million dollar deal as your first, or may start off with tiny trades for
a while.
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For the beginner who has no real clear idea of where to begin, the following
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two suggestions may help.
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Specialize
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Specializing in an area or class of product is recommended. If you are an
avid bicyclist, work on making deals in that field. Either find buyers for
American bicycles, or work with foreign bicycle makers and sell here or
elsewhere in the world. The reason for specializing is two-fold. First, it is
Chapter 2 - State Of The Industry.htm - 6
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something that you are interested in and may have some knowledge of
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already. You can judge a deal more easily if you are able to judge the
product. Second, by specializing in bicycles, others who want to make a
With
deal in bicycles may come looking to you to help them also. You’ll become
known within that industry as a successful specialist.
Biz$hop You should also specialize in a country or region. If you become familiar
with the rules, customs and procedures for trade with Madagascar,
companies that want to deal with Madagascar will turn to you. The more
undeveloped the trade with that country, the more potential for you to
establish yourself as the expert in that trade. By specializing, merchants in
that country and those who want to do business with them will want to
work with you.
Commission Basis
For many beginners, the best way to get started with almost no money is to
tap into the large number of companies that are not now exporting. You will
become an EMC for these companies.
50% of exports from the United States come from companies with 19 or
fewer employees, and only 250 companies account for 85% of exports. That
leaves the vast majority of manufacturers - not to mention service providers
- that have not developed business outside of the domestic market. You can
help them do that.
Why haven’t they done it on their own?
They fear the complexity of international trade.
They are convinced it is difficult and perhaps even dangerous.
They feel they are too small, and don't have the people to do it.
Investing in an international trade division is simply not in the budget.
They simply are unaware of the potential markets overseas.
They are complacent with their domestic market.
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The owner is too busy trying to run a business to take on the extra work
of setting up an international sales effort.
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They think developing a foreign market is too expensive and
complicated.
They don’t want the cost of opening foreign offices, or of hiring
1713 E 3rd Street
somebody who knows how to export.
Port Angeles WA 98362
(360)452-2418
But they will open you with open arms. You approach the manufacturer
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with a “can’t resist” offer - you will make them money while costing them
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nothing.
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You do this by working strictly on commission. They pay you nothing
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unless you make a deal, so they are not out any money. If you do develop a
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market, you collect a decent commission, the manufacturer makes money
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on sales to a previously untapped market, and everybody wins.
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Harvey’s Odds
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Win 80% of the time - Just Show Up. Most accounts are won simply
because nobody else is calling on them.
Win 85% of the time - Be On Time
Chapter 2 - State Of The Industry.htm - 7
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Win 90% of the time - Present It Right
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Win 95% of the time - Be Motivated
Win 100% of the time - Deliver More Than Promised
With
- Harvey Mackay
Biz$hop The only expense the company incurs is the provision of samples and
collateral material (brochures, flyers, catalogs and such).
An added benefit to starting off this way, is that the government is eager to
help you develop exports. There are many forms of assistance given to
potential exporters, since exports help the balance of payments and are seen
as a good thing for the economy.
Imports don’t get the same degree of assistance, but you could establish a
similar relationship working on behalf of foreign companies that would like
to sell products in this country. There are a lot of imports into the country,
but many more products that will never be sold here simply because nobody
has made contact with the producers overseas and made a deal.
In both cases, the odds of your success depend more than anything on
simply trying. Don’t back away from the opportunities, simply because you
aren’t sure you know enough, or don’t feel you are big enough. Most
accounts are won simply because nobody else is calling on them! By
charging ahead now, you’ll learn as you go.
Yes, you may fall from time to time - but just pick yourself up, dust
yourself off and keep going!
One entrepreneur, Sandi Wilson (author of Be The Boss and Be The Boss
II), put it this way - “If the earth opened up beneath us and we fell all the
way through to China, we’d simply get up, take a look around, and find
something to sell to a billion Chinese.”
Spoken like a true entrepreneur, and someone who would do well in this
Biz$hop world trade business (although the author and her partner are actually in the
advertising agency business)
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So don’t delay. Get started today, and get your international trade company
1713 E 3rd Street
going. The best opportunity is now. There are no giant companies
Port Angeles WA 98362
dominating this industry. No McDonalds-style franchise chain to contend
(360)452-2418
with. Those companies that make a start now will be in position to benefit
1-800-949-8029
as the trade barriers come down, and the world economy becomes more
Fax: (530)690-7531
closely interconnected. We are the connectors!
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Chapter 3 - Business Boot Camp.htm - 1
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Chapter 3 - Business Boot Camp
With
Contents
Biz$hop 1. Getting Legal
2. Laying The Groundwork
3. Forms of Business
4. Insurance
5. Taxes and Books
Any corrections or additions? Please let us know!
1. Getting Legal
Permitting
The first step to getting your business started has to be to get your business
license. This is a state government requirement, but the real reason to get
one is Federal.
Once you are officially in business, you can deduct from your taxes any
expenses associated with getting your business up and running. These
include such things as equipment purchases such as computers, seminars
and manuals, professional subscriptions and the like. If you are not yet in
business, the same expenses are considered personal expenses, and not
deductible.
Biz$hop While it is possible to claim the deduction without having obtained your
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business license, the lack of one could be evidence for the IRS to disallow
your deduction, and conversely having one is the simplest evidence should
1713 E 3rd Street
the deductions be questioned.
Port Angeles WA 98362
Note that you do not need to be making sales yet, and in fact you need not
(360)452-2418
make any profits for some time. The IRS has a guideline that you should
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make a profit three out of five years or risk having the expenses termed
Fax: (530)690-7531
hobby expenses instead of business expenses. This is a guideline only. If
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you could prove that you were seriously trying to run a business, could
demonstrate vigorous marketing efforts for instance, but had not yet made a
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profit, there is little likelihood that you will lose the deduction.
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BizShop.com
In most states, the state business license is a relatively simple matter. You
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should also inquire about a resale number. This will allow you to purchase
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items from wholesalers without having to pay retail sales tax. You collect
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sales tax later from your customers and then forward that money to the
State.
Chapter 3 - Business Boot Camp.htm - 2
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Your local city, town or county government may also require a business
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license in addition to the State license. One word of caution - I cannot
advise anybody to do anything illegal. However, if you are planning on
With
operating a home-based business, be aware that many places have
prohibitive ordinances in effect. Inquire anonymously what the restrictions
Biz$hop are in your area, and then decide if you want to proceed or not.
If your community does have bad restrictions on home based business, I
encourage you to join a local association for home based business owners
and work to get the rules changed. The zoning laws were an industrial age
invention that have not kept up with the rapidly evolving post-industrial
economy. The old idea of commercial staying in a commercial area, and
residential in a residential, is being shaken by the huge movement towards
home based businesses.
2. Laying The Groundwork
Planning
Should you write a business plan? Would you start out on a cross-country
trip without a map? There are really two answers, of course. Some would
not think of going anywhere beyond their own neighborhood without a
map. Others prefer the adventure of “winging it’
Most business experts recommend that you write a good business plan. By
doing so, you probably increase your chances of success significantly.
There is one caveat to all this though. It seems that if you ask many of the
most successful entrepreneurs, you’ll find a surprising number of them did
not write out a business plan.
Biz$hop In fact, some of them say that if they had tried to do so, the questions that a
Your Success Shop
business plan forces them to ask would have scared them out of continuing
the business. From some, you hear how they broke all the rules, because
they didn’t know the rules.
1713 E 3rd Street
Port Angeles WA 98362
The answer seems to lie in the passion and the circumstances. If you are
(360)452-2418
fired about an idea, that you know in your gut will work, go for it. Don’t let
1-800-949-8029
anything stand in your way. The same applies if you have no choice, if
Fax: (530)690-7531
you’ve just been fired and its either start your business or sink. You should
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start immediately. Whichever the case, realize that if you are starting
without a plan, you have the chance to succeed greatly, or fail greatly.
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info@bizshop.com
If on the other hand, you are approaching self employment in a methodical
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manner, and there is no hurry, by all means write your business plan. It will
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force you to think more clearly, and probably require you to do some
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research. A business plan will not prevent failure, but it will make it much
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less likely.
Chapter 3 - Business Boot Camp.htm - 3
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You will definitely need to write a business plan if you are going to try to
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attract outside financing, either through a bank loan or private investors.
Almost any lender is going to want to see a business plan.
With
There are many different formats for business plans. This is a simple one
Biz$hop that works well for just about any business.
1. Executive Summary - a one or two page document that describes the
business
2. Overview - The fundamentals on which the business is built
3. Introduction
Purpose
History
Benefits
Goals
Critical success factors
4. Business Environment
Regulatory
Market
Problems
Expansion potential
5. Description of Product or Service.
Unique selling points
Benefits
Problems
Patents, licenses, etc.
Production strategy
6. Marketing Plan
Should be written as separate plan, and excerpts included here.
Sales Goals
Public Relations
Biz$hop Economic environment
Industry environment
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Customer profile
Demographics
1713 E 3rd Street
Trends
Port Angeles WA 98362
Competition
(360)452-2418
Marketing channels
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Sales tactics
Fax: (530)690-7531
Pricing
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Packaging
Sponsoring
Marketing calendar
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7. Operation Plan
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Should be written separately and excerpts included here.
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Management team
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Advisory Board
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Human resources
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Personnel Manual
Policies
Guarantees
Chapter 3 - Business Boot Camp.htm - 4
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Facilities and Equipment
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SOPs (Standard Operating Procedures)
Growth/expansion Plans
With
8. Financial Plan
Should be written separately and excerpts inserted here.
Biz$hop Financial condition
Revenue Projections
Break-even Analysis
Credit
Cash Flow Projection
Balance Sheet Projection
Insurance
Taxes
Controls
Financing Requirements
9. Financing Proposal
Amount needed
Detailed Budget
Repayment Options
10. Appendices
Schedule of major events
Key-Person Resumes
Facilities Documents
Equipment Documents
Financial History
Balance Sheet Projection
Cash Flow Projection
Financial Ratios
Collateral
Organization Chart
Competitor Documents
Biz$hop Major customers
Customer contracts
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Principal Suppliers
Supplier contracts
1713 E 3rd Street
Insurance Policies
Port Angeles WA 98362
History of sales
(360)452-2418
Bank Documents
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Advertising Samples
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Any other pertinent docs
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There is no one proper way to write a business plan. It is a fluid, a working
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document that you should not be afraid to go in and “polish up” a bit from
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time to time - even every day if need be!
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Business Plans serve two main purposes : To guide your business in both
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everyday tasks and in growth; and to present to funding sources for capital.
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Chapter 3 - Business Boot Camp.htm - 5
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It is not at all unusual to tailor a copy of the business plan for each purpose.
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For the operational (in-house) plan, you stress cost savings and go into
much more detail. In the fund seeking business plan, the soundness of the
With
company and the potential return on investment are stressed, while many of
the operation details are glossed over.
Biz$hop For more information, buy and read these Biz$hop Special Reports:
Writing a Business Plan R10601
Writing a Marketing Plan R10602
Writing a Financial Plan R10603
Writing an Operations Plan R10604
If you are seeking outside financing, prepare a funding proposal (1-3 pages)
that can accompany the business plan. The plan should be targeted to a
specific lender, and reworked with the names, terms and conditions being
sought from each lender.
Remember that a business plan is meant to be a working document, not an
archive gathering dust on a shelf. As such, it should be frequently reviewed
and altered.
Breaking the Plan into different segments, as recommended here, makes
updating much easier. Your Marketing Plan may change for instance,
without any other part of the Business Plan changing.
By separate plans, you avoid having to repaginate and reindex the whole
Business Plan.
Keep a “clean” copy that you can use to present to potential investors, and a
“working” copy that you feel free to scribble on, make pen changes to, and
use as a daily guide. It is a great use for your computer!
Biz$hop The important caution is that you don’t become so trapped into planning,
that you don’t get started. Too many would-be entrepreneurs spend all their
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time thinking and dreaming, when they should be doing. Don’t worry about
perfection - hammer
1713 E 3rd Street
something out and move on! That is why having help is good.
Port Angeles WA 98362
(360)452-2418
Together, they give you a complete framework to make a near-perfect
1-800-949-8029
Business Plan. You’ll impress anybody that looks at your Plan, stand a great
Fax: (530)690-7531
chance at winning funding, and what’s more important it will be a valuable
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working document that will help your business succeed.
Many sources of help exist. You can order the Special Reports from
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Biz$hop, which will allow you to do your plan easily. There are several
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computer based programs for sale that will help you write your plan. The
BizShop.com
local community college or private seminar company undoubtedly offers
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courses on how to write a business plan. Your city or area Chamber of
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Commerce may have scheduled counseling sessions, classes or materials to
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help. Banks may offer individual or group help. Go to the library or a
bookstore, and you’ll surely find several books on how to write a business
plan. Last but not least, the Small Business Administration puts out a
Chapter 3 - Business Boot Camp.htm - 6
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number of publications and a computer program to help you do this. They
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offer free assistance through area SBDC (Small Business Development
Corporation) offices and through the SCORE program (Service Corps of
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Retired Executives). Check the phone book for the SBA, or contact them
through the Chamber of Commerce in your area.
Biz$hop 3. Forms of Business
One of the things you’ll have to decide, even as you get your license, is
what form your business should take. There are four main choices
- a sole proprietorship, or
- a partnership, or
- a corporation, or
- a limited liability company.
There are advantages and disadvantages to each. For most entrepreneurs,
the easiest and usually most recommended form is that of a sole
proprietorship.
The sole proprietorship
simply means one owner, and is the “default” form. If you do nothing else,
you will be set up as a sole proprietorship. The main feature of this form is
that it is identified with and intertwined with you. If the business makes a
profit, it automatically is income for you. If the business incurs a debt, it is
your personal debt as well. If the business gets sued, you will be sued
personally as well.
This is both the strength and weakness of the sole proprietorship. You have
complete flexibility, and can instantly shift the direction, policies and focus
Biz$hop of your company. Yet if there is a problem, the potential for the damage
extending
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throughout your personal life is ever-present.
The partnership
1713 E 3rd Street
Port Angeles WA 98362
(360)452-2418
is USUALLY not recommended. It is like being married without being in
1-800-949-8029
love! You will know all the bad things there is to know about your partner.
Fax: (530)690-7531
It can destroy friendships, and you are completely liable for whatever your
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partner does. If he or she orders a dozen Chinese junks, and then skips town
with the money in your account, not only will you be out the money, but
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you will be liable for paying for the junks when they arrive.
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BizShop.com
Partnerships can work, when there is a clear division of responsibilities and
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abilities. If you are a good negotiator, salesperson and “people person”, but
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your paperwork is usually a shambles, and your potential partner is
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meticulous and detail oriented, but fears selling and meeting strangers, the
two of you are a natural match.
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One other way partnerships benefit if to raise more capital. Your partner’s
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contribution may be what you need to launch your business.
With
The thing to do if you do contemplate a partnership, is to have a clearly
defined partnership agreement drawn up by a lawyer or an experienced
Biz$hop consultant. The agreement should specify what happens if one of you
decides to quit. What if either of your dies? Who will do what functions?
How will decisions be made. What if you can’t agree? Who will pay for
what? These things all should be settled beforehand, before they have a
chance to cause disruption in the business. Nothing kills a business faster
than feuding partners.
Corporation
The third form of business is traditionally the most secure, but it is NOT a
magic bullet, like some seminar promoters would have you believe. There
are two main advantages to incorporation.
First, you can have people invest in your company and raise money.
Second, because the corporation exists legally as a separate entity, there is a
liability shield between you and your assets and the business. If the
company gets sued, you may not be. Company debts are separate from your
own financial situation.
There are two main types of corporation, the subchapter C and subchapter
S. (They refer to subchapters of the tax code).
The C corporation is your “standard” corporation. All the companies listed
on the stock exchange are C corporations. You can have unlimited
shareholders. If you sell 100,000 shares at $10 each, you’ve got a million
dollars in capital to work with. The investors can be people, mutual funds,
Biz$hop companies, foreigners, whatever.
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The disadvantage to the C corporation is that of double taxation. If your
business earns $100,000, the first thing that happens is that a corporate tax
1713 E 3rd Street
is paid. Then if you want to draw a salary (for in a corporation you are in
Port Angeles WA 98362
fact an employee), you must declare that salary and pay personal income
(360)452-2418
tax. The same money gets taxed twice before you get to spend any of it.
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Recognizing the unfairness of this to the small business, the S corporation
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was formed.
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S Corporation income is simply reported on the personal income tax returns
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of the shareholders, just as income from a proprietorship or partnership
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would be. In exchange for this benefit, there are limits put on S
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corporations. You are limited to 35 shareholders (at the time this is written -
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it may be changed) and they have to be individual people.
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Why should or shouldn’t you incorporate? You should incorporate if you
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need the extra trademark protection, if you have significant assets to
protect, or if you want to avoid the problems of a partnership but still take
other people into your company.
Chapter 3 - Business Boot Camp.htm - 8
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The liability shield only becomes really important when you have a lot of
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assets that would be vulnerable to business loss or lawsuit. After you get
that yacht and the second vacation home in the ritzy neighborhood, you
With
should definitely think of incorporating. In the meantime, cover your
liability with business liability insurance.
Biz$hop LLC
The newest form of business is the L.L.C., or Limited Liability Company
(sometimes shown as Limited Liability Corporation). It combines many of
the features of a partnership with those of an S Corporation. It allows the
reporting on personal income tax returns of the “partners”, but with the
liability protection of a corporation. It lacks many of the restrictions that
applied to S Corporations.
4. Insurance
Shop around for insurance. You may find a tremendous difference between
policies offered by companies, or even individual offices of a company,
since many are individually owned and operated. You should have a million
dollars of coverage or more, and the cost is relatively low. One of the
drawbacks of being in business is that you become a more easily attacked
target for lawsuits. You need liability insurance to protect against that.
Liability
The first consideration is to protect yourself against lawsuits. This is best
done with general business liability insurance. You need a policy big
enough to cover your net worth. On average, you can expect to pay about $1
Biz$hop per $1000 of coverage. If you want $500,000 of coverage, probably you can
plan on $500 or so per year.
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Legal
1713 E 3rd Street
Port Angeles WA 98362
If you will be using your vehicle for business, you’ll need to get a business
(360)452-2418
‘rider’ put on your policy, since your normal auto insurance will not cover
1-800-949-8029
business use. The same goes for your office. If you are homebased, make
Fax: (530)690-7531
sure that your mortgage or renter’s insurance is amended to include
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business equipment and stock that you might keep at home.
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What-If
info@bizshop.com
BizShop.com
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Since you are going to be self-employed, you’ll need to explore business
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interruption and disability insurance. Business interruption insurance covers
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the bills for those times when you cannot work for some reason. Disability
insurance will provide for you if you are permanently unable to continue
working.
Chapter 3 - Business Boot Camp.htm - 9
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You should also explore the possibilities of an umbrella type policy. This is
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where your different coverages, such as auto, home , fire, property and
business liability coverages are bundled together, with a lower policy than
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you’d pay buying each separately.
Biz$hop 5. Taxes and Books
Pay The Minimum Taxes
One of the drawbacks of being in business, and one of the benefits, is taxes.
The drawback lies in that you become an agent of the government. You
must now assume the task of withholding income tax, something as a wage
slave was taken care of for you.
In many jurisdictions, you must calculate and collect sales tax on each of
your sales, keep account of it, and then forward the correct amount to the
state. You’ll rapidly learn the large tax bite that government on all levels
takes out of your hard earned profits.
The benefits come from the fact that only your net income, in most cases,
should be taxable. That means that expenses you incur trying to make that
net income are generally deductible. When you buy equipment, incur
correspondence expenses, or make a buying/selling trip, the costs can
generally be written off as a business expense.
Both the federal government and most states offer free tax seminars and
publications to small business. Write or call the IRS and your state
department of revenue, and ask for their small business tax kits, and ask if
they have any extra publications for import/export firms.
Biz$hop Note that I say generally, because the tax rules change all the time. Because
of this, and because I am not a licensed tax professional, I won’t try to
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explain all the rules. In this business, it is a good idea to both study the tax
rules yourself, and to have a good accountant to help you out. I recommend
you find a new accountant, or one that has a small shop that has been
1713 E 3rd Street
around forever without really growing. While this sounds contrary to most
Port Angeles WA 98362
advice, the idea is to find someone who is “hungry,” who will be more
(360)452-2418
aggressive in their exploitation of the tax rules than larger, more prominent
1-800-949-8029
firms. The larger firms are more interested in protecting their assets by
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being conservative.
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Having an aggressive accountant can literally save or make you several
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extra thousand a year.
info@bizshop.com
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Your goals as an entrepreneur are twofold - to qualify for the highest
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possible tax bracket, and then to take advantage of every method to avoid
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having to pay high taxes
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Bookkeeping
Chapter 3 - Business Boot Camp.htm - 10
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There are plenty of bookkeeping programs available for the computer, but
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there is still a decided advantage to having a live person to help you out.
You won’t get the same quality of advice from a computer program, nor
With
will the program explore unconventional ways to save you money on your
taxes.
Biz$hop If you are going to do your own books on your computer, make sure that
you have a good accountant or tax preparer help you in setting up all the
accounts. It can save you hours of aggravation and redoing later.
Biz$hop
Your Success Shop
1713 E 3rd Street
Port Angeles WA 98362
(360)452-2418
1-800-949-8029
Fax: (530)690-7531
success@bizshop.com
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info@bizshop.com
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Chapter 4 - Technology.htm - 1
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Chapter 4 - Technology
With
Contents
Biz$hop 1. Computer
2. Laptop
3. Telecomm
4. VideoConferencing
5. Fax
6. Telex
7. Modem
8. Voice Mail
Any corrections or additions? Please let us know!
1. Computer
Leading the sweeping changes is the personal computer. It can now be said
that ANY business can use a computer to advantage, and that for most it is
absolutely essential to success.
This is not the place for the ever-continuing debate over what computer or
operating system is best. MacIntosh lovers disparage those who use
Windows, who put down those who use DOS, and visa-versa.
The thing to remember is that computer technology is advancing very
rapidly. An axiom now is that computing power per dollar doubles every 18
months. In other words, for the same amount of money you can buy twice
Biz$hop as powerful a computer as you could 18 months ago.
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This does NOT mean you should wait 18 months for the price to come
down on your desired computer system. It is a never ending cycle, and if
1713 E 3rd Street
you wait there will be a newer greater system you will want. In the
Port Angeles WA 98362
meantime, you will have lost the use of the computer. More importantly,
(360)452-2418
you will have missed out on the learning curve. It takes time to learn how to
1-800-949-8029
use your system and your software, and the sooner you get at it the sooner
Fax: (530)690-7531
your productivity will improve dramatically. So buy the best computer you
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can afford now, learn to use it well, and upgrade as you can afford to.
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2. Laptop
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BizShop.com
If you are going to be traveling as part of your import/export business
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(believe it or not, many successful traders never leave their home city) you
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may want to consider a laptop computer. It will more than pay for itself, and
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turn idle waiting time into productive time.
Chapter 4 - Technology.htm - 2
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The most important considerations in a laptop are weight and power. You
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will feel every extra ounce that the computer weighs as you lug it all over
the world. When looking at weight, weigh not only the computer but also
With
the added equipment you will need, such as fax, printer, and battery
recharger/power supply.
Biz$hop The longer your batteries will last, the longer you’ll be able to work. That
becomes critically important when your charger is in the hotel room and
you won’t be able to get back to it for a while. You may want to have one
or two extra battery packs that you can charge and take with you. Another
consideration that will eliminate down time is checking to see if the laptop
battery can be recharged while you are using the computer. Also, make sure
you get the appropriate plug and voltage convertors - most of the world
does not use the same electricity system we do, although often major hotels
provide adapters or alternative plug-ins.
3. Telecomm
Global business dealings used to be the domain of the large corporation.
They were the only ones who could afford the telephone banks and
international charges. Now, even the tiniest company can communicate
rapidly with clients and agents all over the world.
Good telecommunications are the key to success internationally. You lose
customers to the competition if you are difficult to call or fax. Fewer deals
will be made unless you stay in touch with both your sales agents and
customers.
Your current telephone service providers are a good starting point. They
may be able to show you a number of techniques that will give you the
features of a large company with a minimum of outlay. They should be able
Biz$hop to show you how to save money on international calling, offer help with
international calls (including translation services!) and provide you with a
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representative you can call and ask questions of.
1713 E 3rd Street
Quality counts on your international calls, particularly when you are
Port Angeles WA 98362
transmitting data by fax or modem. When selecting a long distance carrier,
(360)452-2418
be sure to check the digital capability. How well prepared is the company to
1-800-949-8029
deal with the part of the world you want to deal in? Is there digital
Fax: (530)690-7531
switching concentrated in your major markets?
success@bizshop.com
Ask about international toll-free 800 service. Just as having an 800 number
boosts business here, your foreign contacts will be more likely to contact
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you if you are picking up the cost. This is especially true if they are just
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exploring the possibility of doing business with you. Toll-free service is not
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available from every country, but certainly you should get a number that is
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accessible from Canada as well as the US, and move to more countries as
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they become available.
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Chapter 4 - Technology.htm - 3
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Interpreters are available on your calls for most major languages, either on a
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subscription basis or on a single call fee. While English is the language of
international business, you will at times run into those customers who
With
simply don’t know it.
Biz$hop Another option that you should be aware of is the Internet Call. Using
various software programs, you can place voice “calls” over the Internet to
anybody who also has that software and is online. The greatest advantage is
that the call is then essentially free!! The quality is not as good as a regular
line, and both parties have to know when the other will be online (so
prearranging times is necessary), but it can dramatically reduce your
international telephone bill.
The Internet is opening up many new forms of communication for traders,
and all it takes is Net access and the right software. Microsoft Net-Meeting
is one example of such software - and it is free! It has voice telephone
capabilities, bu it also allows you to have a “whiteboard” where both parties
can see what is drawn on the board.
It can be downloaded from www.microsoft.com, and it is included in a full
install of Microsoft Internet Explorer.
4. VideoConferencing
There are facilities that will allow you to set up videoconference calls. In
the overseas markets, these facilities are generally not as widespread as they
are becoming here, but major cities in the more developed countries are
embracing the technology. It is still in its infancy, but can be a very
effective tool when entering into serious business relationship building.
Check with the major international hotels and conference centers.
Biz$hop 5. Fax
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Faxing is how business is done now. Nothing seems to work quite as well
as the fax. When you are at home and asleep, your client may be just
1713 E 3rd Street
beginning their workday. They can send you fax documents and you pick
Port Angeles WA 98362
them up in the morning. You can send pictures of products, specifications,
(360)452-2418
copies of documents, whatever can be put on paper can be transmitted by
1-800-949-8029
fax.
Fax: (530)690-7531
success@bizshop.com
It can also save you a small fortune in international air express mail
charges. A typical fax machine transmits a page in only a few seconds, so
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long distance charges are kept down as well.
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If possible, get a separate fax line installed. If that cost is prohibitive at first,
BizShop.com
you can get switches that automatically detect a fax transmission and route
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it to your fax machine.
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If you are using a fax/modem board in your computer, such switching
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capability is generally built in.
Chapter 4 - Technology.htm - 4
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Another way to use the fax as a powerful adjunct to your business is to put
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a fax-back system into place. Customers and prospects can call your fax
machine anytime, including when you are “closed” and retrieve documents
With
by keying in a number. This allows you to instantly deliver any information
desired.
Biz$hop A good example of fax-back capabilities can be found in the many
resources available for importers and exporters. A listing of fax-back
services is provided in the Appendices.
6. Telex
An old predecessor to the fax technology is the Telex, and it is still in use
throughout much of the world. Like a fax, it allows rapid transmission of
data over telephone lines, however it cannot transmit pictures or graphics. If
you watch old movies and see a typewriter-like machine printing out a news
flash, that is probably a Telex.
It is still possible to buy a Telex machine in the US, and used ones are
probably very cheap, as we have almost completely switched to fax for
transmission of documents. If your need for Telex is only occasional, you
can utilize services such as Western Union who can transmit a Telex
document for you.
7. Modem
Another critical part of your technology arsenal is your modem. The one
thing to consider when buying a modem is speed. The faster you can get,
the better. The faster modem allows you transmit and receive faster, save on
charges, and work more efficiently.
Biz$hop The modem is useful not only for transmitting documents and files to
others, but for accessing the wealth of information available online. With
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the modem, you’ll be able to dial into commercial online services such as
America On-Line and Compuserve, access the Internet and the World Wide
1713 E 3rd Street
Web, and obtain help from trade and business bulletin board systems.
Port Angeles WA 98362
(360)452-2418
8. Voice Mail
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Fax: (530)690-7531
Since you will be dealing with people from all over the world, most of
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whom will be in different time zones, having a voice mail system will allow
you be accessible 24 hours a day. Your customer in Nigeria can call you
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during business hours there, even though it is the middle of the night here.
info@bizshop.com
BizShop.com
A voice mail system also allows you to project the image of a larger
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company than what you perhaps are. If you are small start-up IEMC, you
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probably cannot afford a full-time receptionist. You may not have anybody
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but yourself working. A voice mail system allows your phone to be
answered in a professional manner, and can indicate that you have a
marketing department, a shipping department, or any number of other
Chapter 4 - Technology.htm - 5
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departments. You appear like a large company, and therefore one that
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should be trusted. It is regrettable, but many foreign country businesspeople
have not embraced the entrepreneurial spirit and feel that large companies
With
are better to deal with.
Biz$hop
Biz$hop
Your Success Shop
1713 E 3rd Street
Port Angeles WA 98362
(360)452-2418
1-800-949-8029
Fax: (530)690-7531
success@bizshop.com
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Chapter 5 - Cover Your Assets.htm - 1
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Chapter 5 - Cover Your Assets
With
Contents
Biz$hop 1. Financial Risk
2. Quality Risk
3. Rip-Off Risk
4. Turmoil Risk
5. Language & Culture Risks
6. Administrative Risks
7. Liability Risk
Any corrections or additions? Please let us know!
1. Financial Risk
The first risk to be countered is making sure you get paid. If you sell
something on credit to a merchant in Seattle, ship the goods, and they don’t
pay, you simply take them to court. If the merchant is in Ghana, how do you
do that? Do you send them a subpoena for a Seattle court? They’ll never
show, you’ll win but how do you collect? Do you try to go through the
Ghanaian court system? How do their laws work? Is the system honest, or
do you need to know or pay somebody?
Financing risk is controlled most surely by working with letters of credit.
Letters of credit are obtained through your bank, and are obtained like any
other credit line, but one which is only applied when certain conditions are
Biz$hop met.
Your Success Shop
Let’s assume you buy a shipment of refrigerators from the Jasmine
Company in Manila. You open a letter of credit in Jasmine’s favor, called a
1713 E 3rd Street
confirmed, irrevocable letter of credit. In it, you specify when the shipment
Port Angeles WA 98362
must be made, the documents necessary to verify shipment, the purchase of
(360)452-2418
marine insurance, and the inspections necessary to verify quality and
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fullness of the order. Only when all your terms are met is the money
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released by the bank.
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For the seller, a letter of credit works by ensuring that payment will in fact
be made when the terms are met. This avoids shipping the merchandise to a
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foreign jurisdiction and then being stiffed by the customer. The fee for a
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letter of credit is generally less than 1% of the shipped value.
BizShop.com
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There are other financing arrangements, ranging from simple open credit,
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purchasing through credit card, bank drafts, loans with collateral as
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security, and many other ways. The letter of credit’s value is that it protects
both parties when they don’t really know each other well enough to trust
their finances to the other.
Chapter 5 - Cover Your Assets.htm - 2
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Once you get to know your trading partners well, and have a history of
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successful dealings with them, then you may consider working on an open
credit basis.
With
There are also a number of export insurance programs that will secure
Biz$hop against the risk of your client not paying, as well as against the usual risks
of transportation and storage.
2. Quality Risk
How do you make sure that the birdcages you saw and bought in
Kao-Hsiung are the same birdcages you take out of the box in Seattle? If the
shipment arrives and you find the product is shabby and not at all like what
you ordered, you are too late to do much about it.
One way of managing the risk is to work through an established trading
company. The trading company is in the business of buying merchandise
from manufacturers and then reselling them to retailers or exporting them to
other countries. They inspect the merchandise they buy, and stand behind
what they sell.
The Hudson’s Bay Company, British East India Company, and
Jardines-Matheson are examples of great trading companies that really
opened the world. Now perhaps the most prominent trading companies are
Japanese. Trading companies deal in all manner of merchandise, buying
where it is a great bargain and selling where they can get the best price.
An export broker may be your partner in the deal. As an export
management company (EMC) they may not buy the merchandise but just
take a commission on the sale. The export broker’s commission varies from
1 to 10%. The import broker, perhaps you, will also collect a commission.
Biz$hop It’s similar to real estate, where frequently there are two agents who split a
commission. The export broker will ensure that you are getting what you
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think you are buying.
You can (and probably should) stipulate in your letter of credit that a
1713 E 3rd Street
recognized inspection agency will inspect the goods before the letter of
Port Angeles WA 98362
credit is paid. Most inspection agencies are international. They will inspect
(360)452-2418
the merchandise and issue a certificate of inspection.
1-800-949-8029
Fax: (530)690-7531
3. Rip-Off Risk
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When you begin working with a potential trade partner, you must establish
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whether or not you are dealing with somebody who honestly wants to make
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a good deal with you. Always ask for references. Most internationally
BizShop.com
experienced companies will automatically provide a bank and/or
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association reference.
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ICQ 7382122
If you want to check out a potential trading partner, the bank is the
customary point of reference. For this reason, it’s important for you to
establish a relationship with an officer specializing in international trade at
Chapter 5 - Cover Your Assets.htm - 3
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your bank. Most commercial banks have such an officer, although probably
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not at each branch. Simply ask, let that person get to know about you and
your company, and use them as a reference when beginning talks with a
With
foreign company.
Biz$hop Another source of information is through industry or local business
associations. Virtually every industry type has some kind of association. For
instance, if you are dealing with a glassware company, you could check
with the glassware manufacturer’s association. If there is none in their
country, you could at least check if the U.S. association has any negative
information about them. Other associations to check are Chamber of
Commerce, Better Business Bureau type registries, city business
associations, and the like.
It also helps to have a reliable representative in country, who can ask
questions and do a little information digging for you. See the section on
Vice Presidents (page 8-3)
Never do business with someone if you get a bad feeling about them. Over
time, you’ll develop a special sense that will automatically tell you when to
be careful, when you can trust someone, and when you should run, not
walk, away. Until then, observe the other person carefully. If they seem
evasive when asked direct questions, watch out. If they don’t offer
references readily when asked, watch out. The more they protest and act
insulted by your caution, watch out! There are a lot of crooks in the world,
and too many good deals to waste time with those who don’t want to play
fair.
4. Turmoil Risk
When you begin dealing internationally, you must contend with the
Biz$hop possibility of war, of revolution, of currency destabilization, industry
nationalization, and hundreds of other events you have no control over.
Your Success Shop
There are terrorism, cronyism, crime and corruption in many parts of the
world. Remember though that many foreigners (and Americans) feel the
1713 E 3rd Street
same way about the typical American city.
Port Angeles WA 98362
(360)452-2418
In fact, I personally would rather walk late at night just about anywhere
1-800-949-8029
rather than in some parts of some American cities. Or in daylight, for that
Fax: (530)690-7531
matter. You are much safer in most places than you are at home.
success@bizshop.com
In most cases, despite domestic turmoil there is generally a tendency to
leave foreigners alone. It’s not your fight, and there is little to be gained by
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scaring away foreign business.
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The biggest precaution you should take is modesty. Don’t flash your wealth
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around, by driving fancy cars, wearing lots of jewelry, spending freely. Like
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in any crowd, don’t flash your money. Try to follow local custom and
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manners as much as possible. Learn a few phrases, and treat everyone with
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respect. If you are pleasant and friendly, you’ll not have any trouble.
Chapter 5 - Cover Your Assets.htm - 4
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As a short-term visitor, you are actually a difficult target. Terrorists prefer
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someone who has a regular routine, a standard way of getting to work. Your
route and routine are constantly changing, so setting up an ambush is almost
With
impossible. In reality, your odds of being hit by lighting are much higher
than that you will be a political turmoil victim, so don’t let yourself worry
Biz$hop about it too much.
Economic turmoil is best countered by stating terms in U.S. dollars or other
G-7 type currency, such as the Yen, Pound or Mark. Establish with your
bank procedures that will allow you to withdraw funds only at the last
minute, and deposit funds immediately. The less time your assets are out of
the bank, the less vulnerable.
However, there may be times that you want to take a gamble on the
economic situation. Some foreign banks pay an exceptionally high rate of
interest on U.S. dollar deposits, much better than you could get in the U.S.
If you feel comfortable with gambling (There is no FDIC to bail you out if
the money is lost) you can realize extra profits by moving your funds into
these institutions. Be sure to check out all the rules and know how to get
out when and if you need to.
5. Language & Culture Risks
Fortunately, English is now the international language of commerce. In any
business deal, you should be able to do just fine in English. There are
interpreters and translators available in those situations where you need
them.
Foreign people love it when you learn a little of their language, and I
encourage you to do so. Nothing breaks the ice like your faltering but
appreciated attempts at pronouncing unfamiliar words. Just one word of
Biz$hop caution - DO NOT attempt any business negotiations with anything less
than complete fluency. There are too many nuances and subtleties to
Your Success Shop
languages. You may think you are agreeing to one thing, and in fact be
obligating yourself for something totally different.
1713 E 3rd Street
Port Angeles WA 98362
An interpreter helps you also in giving you a certain amount of delay in
(360)452-2418
your negotiations. Even if you understand the question in the “native”
1-800-949-8029
language, you’ll have time to think of the best reply while the question is
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interpreted for you. The same applies for translation of documents. Always
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insist on a translation into English of any documents you sign.
Culturally, there is little to worry about if you always keep a positive, happy
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attitude. Treat people with respect, and you will be respected. There are
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many resources available to help you avoid making any unintentional
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offenses. One of the best is Biz$hop’s Doing Business With series. (See
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back of book)
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6. Administrative Risks
Chapter 5 - Cover Your Assets.htm - 5
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Many people don’t go into import/export because they fear the paperwork
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and red tape involved. Fortunately, what you have to do is actually very
minimal. You will be working with a customs broker, a freight forwarder or
With
shipping agent, and a commercial banker familiar with trade. They will
complete almost all the documents and take care of clearing the
Biz$hop administrative hurdles for you.
Further, the process is becoming easier all the time. With the movement
towards more free trade agreements and the improvement of technology,
the world is becoming a much more easy place to do business.
7. Liability Risk
Just like you can get insurance against the risk of an accident in your car,
there is a range of insurance products available to protect you in
international trade.
Business liability insurance can protect you against lawsuits for faulty
products or delivery. Errors and Omissions insurance can increase that
protection for errors that an “expert” should not have made. Of course,
when you make or receive a shipment by sea, marine insurance will protect
the cargo,and similar insurance applies to air shipments. Insurance through
the Import/Export Bank and other institutions will protect you against
financial risk. For just about any risk, there is insurance available.
There is no reason to hesitate going into the import/export business. By
taking simple precautions, your risk can be minimized and your profits
increased. Don’t be afraid.
Biz$hop
Your Success Shop
1713 E 3rd Street
Port Angeles WA 98362
(360)452-2418
1-800-949-8029
Fax: (530)690-7531
success@bizshop.com
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Chapter 6 - Importing.htm - 1
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Chapter 6 - Importing
With
Contents
Biz$hop 1. Only Fools Fall In Love
2. Importing Options
3. What Product?
4. Sales Outlets
Any corrections or additions? Please let us know!
1. Only Fools Fall In Love
When selecting products, the first consideration is that you avoid falling in
love with a product. Many of us are in this business for travel as much as
for money, and inevitably while we are traveling we find something that is
just so cute, so unique or so innovative that we want to immediately order a
container-load full.
Don’t! There are importers all over the place with garages full of
merchandise that they once were in love with, but now hate because nobody
else wanted to buy it. Others have contracted for, purchased and shipped
merchandise across the ocean, only to have entry refused by U.S. customs
for some reason or another.
Samples First
Biz$hop The key then is to just buy a sample or a small quantity on the first go
Your Success Shop
around. When you bring back your samples, you can then do a number of
things that will make sure you’re trading profitably.
1713 E 3rd Street
First is to have your customs broker inspect the samples and tell you if there
Port Angeles WA 98362
should be any problem bringing in the merchandise, and how much the duty
(360)452-2418
will likely be. This gives you a green light on importing and a figure to use
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in your imported products costs estimates.
Fax: (530)690-7531
success@bizshop.com
The second person you show the samples to is your freight forwarder, who
can give you an estimate on how much shipping and insurance should be.
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This gives you another crucial figure for your calculations.
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BizShop.com
You need to have these figures in order to calculate what price to sell the
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merchandise for. You need to calculate the costs clearly, and then see if the
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price the item may sell for will still provide you with a decent profit. A
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calculation form for figuring costs in Appendix G -
Chapter 6 - Importing.htm - 2
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Once you have the price and profit figured out, then you can compare the
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item with similar products in the U.S. marketplace. It does you little good to
bring in a unique slipper from China with a total cost to you of $5 each,
With
only to find a look-alike on sale at K-mart for $3.95.
Biz$hop What you will need to do next is the critical step of pre-selling. for
imported products pre-selling. This is more than mere market research. You
want to find out if people will buy the item, what price they’re willing to
pay for it, and how hard it is to sell. You can hire a market research firm to
do this for you, but the best way is to actually go out and try to sell the
product to the likely buyers. You can do this yourself if you like, hire
salespeople, or contract with manufacturer’s representatives. By actually
trying to get orders based on the sales materials and samples, you’ll rapidly
learn whether you have a winner, a loser, or a so-so product.
When you do begin to get orders, you can then figure out how many items
you can realistically sell, and begin thinking of entering serious negotiations
with the manufacturer.
If you have a large number of orders to show for a minimum of sales effort,
your banker’s eyes will light up and you’ll have little problem getting
financing or a letter of credit to finance the deal. Without orders, you only
have a possibility.
2. Importing Options
Once you have determined that you have a winner product, it is time to
make a deal.
In imports, you have a number of choices:
1. Buy the merchandise yourself with available capital, and sell it yourself
Biz$hop or through your sales force.
2. Buy the merchandise yourself with available capital, and sell it to a
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wholesaler or distributor.
3. Buy the merchandise yourself with a line of credit, employing your own
1713 E 3rd Street
sales force.
Port Angeles WA 98362
4. Buy the merchandise yourself with a line of credit, then sell it quickly to
(360)452-2418
a wholesaler or distributor.
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5. Negotiate an option to become the exclusive distributor for the
Fax: (530)690-7531
merchandise, then obtain orders, exercising your option when you have
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enough to make a profit.
6. Negotiate an option to buy on a non-exclusive basis, obtain orders, then
exercise your option.
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7. Become an agent for the manufacturer, selling for him or her and simply
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collecting a commission on anything sold.
BizShop.com
WebmasterBiz.com
These options are listed in the order of the decreasing financial risk and
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financial reward. In other words, #1 has more financial risk than #2, but has
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the potential to increase your profits (or losses). Note that 3 through 7 do
not require you to have money up front to get into the importing game - if
Chapter 6 - Importing.htm - 3
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you do things right the money will come. The last option, #7, makes you
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essentially just a salesperson - but that may be all you want! You’ll make
less, but have none of the responsibilities and problems either.
With
3. What Product?
Biz$hop What kind of product should you import? I recommend that you specialize
in one area, an area that you have interest in. Do you like gardening? Import
gardening utensils, bulbs, and garden decorations. Enjoy cooking? Bring in
cookware and dinnerware from exotic places, things that will delight on the
table. A sports fan? There are hundreds of sports related items to bring in,
from logo embroidered clothing to balls. If you can specialize in an area
you enjoy, you’ll have more fun at it and you’ll also be more convincing
when you go to sell the merchandise.
When looking for products, there are four types to consider: those that are
unique, those that are less expensive, those that have proven demand, and
those that are better
Unique
When you find something unique or at least relatively unknown, you have a
wonderful opportunity to make a very large amount of money in a very
short time - or not. If a product takes off, and you have the exclusive rights
to it, every minute of every day could bring you profits. Who would have
thought that a piece of molded plastic in the shape of a large needle eye end
would be a million dollar product? Yet the sale of this gadget for making
fancy hair buns and other hairdos is one of television marketing’s great
success stories. No doubt that everyone connected made a lot of money.
Biz$hop When you do find something that takes off, you no doubt will soon be
seeing copycat products. You can take these folks to court if you like, and
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perhaps you should. It will not stop them however, and the only thing you
can do is ride the popularity as long as you can, but be looking for the next
1713 E 3rd Street
megahit at the same time, because sooner or later the product sales will
Port Angeles WA 98362
begin to slide.
(360)452-2418
Lower Price
1-800-949-8029
Fax: (530)690-7531
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You may be able to find products that perform identically to the
competitor’s product, but you can get it and sell it for a much lower price.
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You’ll be able to capture market share, and even profit from the success of
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your larger competitor. Customers recognize value, and will quickly switch
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allegiance. Relationship marketing is not any guarantee of long term
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patronage. This is a cutthroat aspect of business, but it happens all the time,
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even in the most genteel of companies. If Dell has a computer that has x
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and y for features, Gateway may come out with a computer that also has x
and y, but sell it for $500 less.
Chapter 6 - Importing.htm - 4
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Built-in Demand
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With
Why re-invent the wheel? Some products have built in demand. Well made
bicycles will sell to the bicyclist enthusiast, just as comfortable good
Biz$hop looking clothing will find a place on the rack.
Keep abreast of trends, and how you can take advantage of them. When a
product type is in high demand, all you have to do is find another product to
import that will help satisfy the need.
Better
The last category is the products that simply perform better than the
domestic ones do. I’ll never forget my first experience on a modern
computerized toilet seat. Hardly what we think of in terms of cutting edge
technology - at least not here in the States. In Japan, the seat is heated to be
comfortable in cold weather, and when finished the toilet cleans your
bottom with warm water and dries it with warm air. Very sanitary, very
efficient, and very startling to an American who was not prepared for the
cleansing water spray. When done, some toilets will provide your weight,
your body temperature and one I’ve heard of analyzes your waste and gives
you an instant health profile. Maybe America isn’t ready for that, but it
illustrates that other places are advancing on different paths than we do, and
producing products unknown here.
Finding Products
Where do you find the products? When you go to a foreign country, this
may seem a daunting task. You don’t understand the language, there is little
Biz$hop in the way of directories (at least that you can read) and you know nobody.
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First place I prefer to look is in the public markets, department stores and
bazaars, where the ordinary citizens of the land shop. This is where you are
1713 E 3rd Street
likely to find new and exciting products that are not currently being
Port Angeles WA 98362
imported. Look at what people use daily, the simple tools of everyday life,
(360)452-2418
and you will likely find some interesting and potentially profitable products.
1-800-949-8029
Fax: (530)690-7531
You will probably not want to buy on a large scale from the woman
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squatting on a mat in the market on Mindoro, but you can always buy
samples, and then track down the manufacturer. The easiest way to do this
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is to simply ask. If you make it clear that you will buy the samples from the
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vendor and not a large quantity, but will pay a small referral fee for
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information that leads you to the manufacturer, the path is usually clear.
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You could also contact the government Department of Trade or equivalent.
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They will almost certainly be able to provide you with the manufacturer,
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although perhaps not right away.
Chapter 6 - Importing.htm - 5
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Shopping at the gift stores in the tourist areas will show you products that
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have proven demand. The vendors sell these things to tourists because
tourists demand them. You may still find items that are not imported here,
With
but perhaps are bought by tourists from Japan. The fact that the items are in
demand means they probably would be profitable imports.
Biz$hop Another very good way of finding products is to attend the trade fairs and
shows. All around the world, all year long, these shows bring together
manufacturers and distributors of a particular type of product. In London
next month could be the Bicycle Expo, while a day later the Agricultural
Equipment Fair kicks off in Saskatchewan. In Monterrey Mexico will be a
Plastics Exposition, and in Shanghai a gift show. The main advantage of
these shows is that if you are looking for a particular type of product, one
show can expose you to more in one day than you could possibly cover in a
year on your own. These fairs are not only show, there are millions of
dollars worth of buying that take place as well.
A fourth way is to have your "Vice Presidents" ferreting out products and
sending you information and pictures. When you find a product, put him or
her to work finding out everything they can about the manufacturer.
While the best way to proceed is to purchase samples only at first, that
doesn’t mean that you can’t begin negotiations if you feel something will do
well. Contact the manufacturer, explain that you are interested, and try to
determine the price breaks the manufacturer will offer. At 1000 units the
price may be much less than at 100 units. The manufacturer in turn will ask
how many you intend to buy. Only then can he or she offer you solid terms.
You can reply that you have purchased samples, and your people are
investigating the market before you commit. Never commit to anything
before you know you can sell the items at a profit.
Biz$hop 4. Sales Outlets
Your Success Shop
When you do bring in imports, the next most important step is to actually
sell the items. Ideally, you will have lined up buyers before you purchased,
1713 E 3rd Street
but sometimes this won’t work or you want to do the selling yourself.
Port Angeles WA 98362
(360)452-2418
If you sell your merchandise to a wholesaler, you trade volume for profit.
1-800-949-8029
The typical wholesale deal involves 65%-80% off the retail price. The
Fax: (530)690-7531
wholesaler then sells to the retailer at about 40% off of retail price, and the
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retailer sells to the consumer at full retail (or some discount). This means of
course that you will make much less per item selling to wholesalers. The
advantage though is that you only need to make one sale, for a large
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quantity. Your inventory gets moved, your money comes in quickly, and
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you avoid much of the sales effort.
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You can sell directly to the retailers, and cut out the wholesaler. You can do
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this yourself, hire salespeople or contract with manufacturer’s reps. They
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will be paid about 15% commission on sales. This may or may not be
cheaper than working through a wholesaler. The advantage though is that
your sales force will be aggressively pushing your product, whereas the
Chapter 6 - Importing.htm - 6
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wholesaler will typically just offer your merchandise in a catalog or price
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listing, or perhaps push the product in a presentation along with dozens of
other products.
With
Many importers make a great deal of money through mail order or direct
Biz$hop response TV/Radio. Being successful in these is a completely different
world than other forms of selling. I recommend you purchase Biz$hop’s
Mail Order Business manual, or any number of other good books. While a
hit can make it much bigger in this field than in any other method of selling,
you can also lose a great deal of money very quickly if you don’t do it right.
The reason why making or losing money is so easy in this method of selling
is simply numbers. You will be offering your product to thousands or
hundreds of thousands of people in a very short time. If they love it, you
make a huge number of sales. If they reject your offer, the cost of reaching
those numbers can eat you alive.
Generally, products that are less than $20 can be sold in a small ad, while
larger purchases require a two step (small ad to get interest and then a direct
mail package to sell) or infomercial format.
Oftentimes those who plan to do extensive mail order sales offer an
inexpensive item first, so that they will collect a sizable mailing list of
people interested in their type of product. For instance, a bicycle importer
may offer a very inexpensive road repair kit in order to collect the names of
bicycle touring enthusiasts, with the intent of selling more expensive items
or even high quality bicycles in the future.
You can sell direct if you like. I know of several importers who go from
swap meet to flea market around the country, selling items that they have
personally imported. This may not be an extremely high volume or high
profit way of doing things, but suits the vagabond lifestyle that these people
want.
Biz$hop It actually is a great idea to try this for a little bit, no matter how you
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eventually want to do your business. By putting your wares directly in front
of the consumers, you’ll get the most accurate feedback on the product,
1713 E 3rd Street
price and packaging. You can then use that information to refine your other
Port Angeles WA 98362
sales efforts.
(360)452-2418
1-800-949-8029
Another direct sales avenue is to set up a multi-level marketing firm or
Fax: (530)690-7531
independent distributor’s network. People join your sales force as
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independent contractors, earning commissions on orders they submit and
often a percentage on orders placed by those they have recruited. Biz$hop
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offers a guide on Multi-Level Marketing for $35 if you want to explore this
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further.
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You could also set up your own store and sell your merchandise directly to
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the consumer. This may be an ideal situation if you have large amounts of
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inventory that are sitting in a warehouse anyway. Why not possibly be
Chapter 6 - Importing.htm - 7
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selling it instead of just storing it? Make sure if you do this that you are not
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undercutting the retailers to whom you are also attempting to sell the
merchandise.
With
We’ve discussed the reasons for importing, how and where to find the
Biz$hop products, and how to sell the product. In the next chapter, we’ll talk about
bringing the product in through customs.
Biz$hop
Your Success Shop
1713 E 3rd Street
Port Angeles WA 98362
(360)452-2418
1-800-949-8029
Fax: (530)690-7531
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Chapter 7 - Customs.htm - 1
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Chapter 7 - Customs
With
Contents
Biz$hop 1. The Situation
2. What is a Tariff?
3. Informal Entry
4. Formal Entry
5. Bonded Warehouses
6. Mail Entry
Any corrections or additions? Please let us know!
1. The Situation
One of the big fears that people have of getting started in import/export is
the idea that clearing customs is complicated and burdensome.
Yet in ports of entry across the country, thousands of shipments sail through
customs with little or no problem, and minimal expense. This situation is
bound to improve even further, as tariff barriers come down.
Note that we are going to be talking about US Customs here. If you reside
in another country, you'll have to check with your own customs service for
current regulations.
If you are exporting to a country outside of the US, the buyer is responsible
Biz$hop for clearing their local customs. I strongly recommend that you let the buyer
do this. There are places in the world where the customs service is not as
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honest as in others, and 'unofficial' taxes may need to be paid to get the
goods moved. Do it in the wrong way, and you could go to jail. Let
1713 E 3rd Street
somebody local who knows the local ways handle this.
Port Angeles WA 98362
The United States, Canada and Mexico are in a free trade zone, where
(360)452-2418
import duties (or tariffs) will eventually be completely eliminated for
1-800-949-8029
transactions within the zone. The European Economic Union is well on the
Fax: (530)690-7531
way, and other zones are being formed in other regions of the world.
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Eventually, we can foresee the joining of zones into larger free trade zones,
and finally into global free trade.
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How long will this take? Who knows - but we already have seen enormous
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change totally unthinkable a scarce few years ago. It could take several
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decades before global free trade is a reality, or we may see it in one.
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Chapter 7 - Customs.htm - 2
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We don’t have to wait. Those companies that build their networks and
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business relationships now will be in the best position to take advantage of
the future. And will be making deals, and clearing shipments through
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customs, and making money today.
Biz$hop 2. What is a Tariff?
Tariffs are taxes assessed on goods entering into the country. They serve
two purposes - raising money for the government, and protecting domestic
industry.
There are only a few situations where a specific import license is required.
This is when other agencies of the government want additional controls. An
example is if you want to import alcoholic beverages, you need a permit
from the Bureau of Alcohol, Tobacco and Firearms. If you are going to be
importing food, you need to register with the Food and Drug
Administration.
Your customs broker can assist you in this, or you can check with the
appropriate agencies.
3. Informal Entry
Every shipment of goods into the United States require clearance through
customs. This can either be a formal or an informal entry. If you have
returned to the country after a trip and the customs agent asked if you had
anything to declare, that was one kind of informal entry. If you had items to
declare and the value was under a certain ceiling (depending on such things
as how long you’ve been out of the country), an on-the-spot determination
of value and assessment of duty could have been done, and you’d be on
your way again in a matter of minutes.
Biz$hop As a tourist returning home, you are allowed a certain amount of exemption
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for your personal use. Note that this does NOT apply to items purchased for
resale or business use. You must declare all items for business, but if all
1713 E 3rd Street
you are bringing back are a few samples or a small quantity, you can still go
Port Angeles WA 98362
through just an informal entry.
(360)452-2418
1-800-949-8029
4. Formal Entry
Fax: (530)690-7531
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Most trade involves a formal entry. The cutoff point as of this writing is
$1250. More value than that, and a formal entry is normally required. Note
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that there are exceptions to that dollar figure. Some items reach the formal
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level at only $250 in value. Among them are most articles of apparel, toys,
BizShop.com
games, sports equipment and handbags, among others. Custom-tailored
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suits, not accompanied by the owner, are formal entry items regardless of
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value.
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Chapter 7 - Customs.htm - 3
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Formal entry involves a two part process, the first being filing of forms and
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examination by Customs for determination of import restrictions and duty,
after which the goods are released on bond. The second stage involves
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payment of duties and filing of forms for statistical use. Everything is
documented formally, both for ensuring the honesty of the procedure and
Biz$hop for collecting import/export statistical data for the government.
Your best ally and an essential partner in this process - is your customs
broker. I will not recommend mine (for purposes of impartiality), nor any
particular one. You must make contact with several and talk to them. Find
one or two that you feel comfortable talking to, that is willing to help walk
you through the whole thing. Don’t be afraid to let on that you are a
newcomer to the import/export game. Find someone you can work with,
and let them help you.
When your goods arrive at a port of entry, the customs broker will ensure
that the goods are properly receipted for and notify you that they have
arrived. You’ll then have up to five days to provide the necessary
documents (which your broker can prepare) pay the duty, and take
possession of the merchandise. If you take longer than the time allowed,
you will be charged storage fees, which can be quite high.
Documents required are:
a. Entry Manifest, Customs Form 7533 for normal entries, or Form 3461 for
Application and Special Permit for Immediate Delivery
b. Evidence of the right to make entry (proof of ownership or agency)
c. Commercial invoice. If none available, a pro forma invoice may be
prepared.
d. Packing lists and other documents as necessary.
After the goods are released, you’ll have ten days to file an entry summary
and pay any duties assessed (the goods could have been released on the
Biz$hop strength of the bond). This requires the entry package of documents above,
which will be returned to the importer on release of the goods, as well as an
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Entry Summary (Customs Form 7501) and payment of duty.
1713 E 3rd Street
5. Bonded Warehouses
Port Angeles WA 98362
(360)452-2418
1-800-949-8029
The first stop for merchandise after offload from the ship is normally a
Fax: (530)690-7531
Customs Bonded Warehouse. Here is where the goods are kept in a secure
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environment until:
1. They are inspected for contraband and compliance with all US laws.
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2. They are assessed an appropriate customs duty (tariff).
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3. The duty is paid or a bond is paid.
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Goods arriving must either have the duty paid immediately, or have a bond
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posted to ensure the payment. Your customs broker is bonded (or should
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be) and may cover this requirement for you.
Some will simply assist you in obtaining your own bond.
Chapter 7 - Customs.htm - 4
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Two types of bonds are generally issued, either an annual or a one-time
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bond. The annual runs around $400 (A bond is insurance, and like
insurance policies the price can vary widely) for about $50,000 coverage.
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The one-time bond is about a tenth of that. If you may be importing more
than ten shipments a year, then by all means an annual will be cheaper.
Biz$hop 6. Mail Entry
Some importers, especially smaller firms, use the mail exclusively for their
importing. Items coming through the mail still go through a customs
procedure, but up to the formal entry limit of $1250 it is a very streamlined
and easy process.
The parcel must have a Customs declaration securely attached. Commercial
packages must have a commercial invoice enclosed in the package. The
package must also contain a Universal Postal Union form C1, or the
endorsement that the package may be opened for Customs inspection before
delivery.
Customs may open the package for inspection, or may prepare an entry
document based on the declaration. The letter carrier then delivers the
package after payment of duties charged, collecting an additional $5
Customs processing fee. For items over $1250, the package may not be
released until the importer files a formal entry at the nearest Customs port.
Biz$hop
Your Success Shop
1713 E 3rd Street
Port Angeles WA 98362
(360)452-2418
1-800-949-8029
Fax: (530)690-7531
success@bizshop.com
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Chapter 8 - Exporting.htm - 1
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Chapter 8 - Exporting
With
Contents
Biz$hop 1. Finding Buyers
2. Vice Presidents
3. Export Goods
4. Peddler in Paradise
5. Export Legalities
6. Financing
Any corrections or additions? Please let us know!
1. Finding Buyers
Your most important task
When you get your first client, and for most deals that you are involved in,
your priority is to find a buyer overseas. Once you have found a qualified
buyer, one that both wants to buy and is able to, the rest is relatively easy to
arrange. Without a buyer,
nothing happens.
There are many ways to find buyers. Let’s assume that you are contacted by
an toy manufacturer who wants to start selling overseas.
Biz$hop The first place to turn for any search is usually the International Trade
Administration of the Department of Commerce. They have a multitude of
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programs which can help. They have a staff with officials that specialize in
countries and others that specialize in particular products.
1713 E 3rd Street
We decide that we’ll explore selling our toys to the people of Brazil. We
Port Angeles WA 98362
can contact a Donald Hodgen, who is the ITA expert on the world toy
(360)452-2418
market. We would also call Ted Johnson, who is the designated expert on
1-800-949-8029
the Brazilian market. Both would be able to give us valuable insight, advice
Fax: (530)690-7531
and perhaps contacts. (The names of the actual office holders may have
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changed by the time you read this)
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The ITA also runs the U.S. & Foreign Commercial Service, whose purpose
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it is to help you find buyers. They offer a variety of fee and free services,
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from actually sending a delegation on a selling trip to providing
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“matchmaker” services which gives you a list of leads.
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Chapter 8 - Exporting.htm - 2
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We would also use our fax machine to dial into the numerous fax-back
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information services. Through these services, we would get documents that
would help us understand how to sell toys in Brazil, and likely we would be
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able to come up with a list of potential buyers and distributors..
Biz$hop Another source for potential buyers is the Trade Attaché at the American
consulate in Brazil. This official’s job is to promote U.S. exports, so should
be able to help you find buyers. Also, check if there is an American
Chamber of Commerce in the area you are looking at.
Still, there is nothing like the personal touch. If you can take a trip to the
area, by all means do. If possible, contact potential buyers in the area before
you go, so that you will have appointments and be expected. Most foreign
buyers will not buy on one presentation, so unless you’ve laid some
groundwork the first trip is just an ice breaker.
You need a local representative. That could either be a professional import
management company, a manufacturer’s rep or distributor in the country, or
a Vice President. The import management company will be very
knowledgeable, often very efficient, and of course in the same business you
are in, so easy to communicate with. A manufacturer’s rep or distributor is
someone, local or expatriate, who is already selling in the country. They
may not be familiar with import rules and procedures, but may be better
than the IMC at actually moving the product.
2. Vice Presidents
Appointing a Vice President is an option that I like, even though there is a
gamble. You find a young, or at least young in attitude, entrepreneurial type
in the local population. You want someone who is a self-starter, aggressive
and smart, and hopefully honest. In most places in the world, you’ll find
Biz$hop plenty of prospects. These hard-chargers will be delighted at becoming the
“Vice President, Brazil” for example, of an American company.
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The title helps open doors for them, and you’ll find, if you find a good one,
1713 E 3rd Street
they will work their tails off for you. I also get a considerable amount of
Port Angeles WA 98362
satisfaction knowing that I am helping somebody get ahead in the world,
(360)452-2418
often in parts of the world where other opportunities are extremely limited.
1-800-949-8029
When selecting a Vice President, I prefer to work off of contacts I already
Fax: (530)690-7531
have, either there or here in the States. If I know a Brazilian, I’ll find out if
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he or she has any relatives in country that they could recommend. The
family bond helps ensure performance. Still, you may make a few bad
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choices, usually people who are simply not working hard for you. Draw up
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a performance based contract with your VP’s giving you the right to
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terminate for any reason. If you lose with the first one, terminate him or her
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and find another! Most countries are full of eager prospects.
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All three of these options are generally paid on a commission basis,
although the IMC commission is based on imported value rather than actual
sales. Still, you won’t ship until you have a buyer, so with any of these
Chapter 8 - Exporting.htm - 3
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options your risk is minimal, while you gain knowledge and local work.
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Commissions rates are negotiable, based on how much work is done,
country, etc.
With
3. Export Goods
Biz$hop What kind of products work for export? That is almost unlimited, since all
around the world people still want American goods. In many countries,
simply the fact that it is American makes it desirable as a status symbol,
regardless of whether it is better than a Japanese or locally made product.
While at first it may appear that most of the rest of the world is poorer than
we are, and so could not afford to pay enough for our goods, the truth is that
in even the poorest countries there are wealthy people, and people who are
both willing and able to pay your price. Some of the poorest countries have
some of the wealthiest and freely spending people!
Things that are uniquely American or clearly identifiable as American have
an advantage. For other products, you need to identify something that will
make the local people want to buy it. This Unique Selling Point should be
something very obvious when looking at it, or when pointed out.
The last thing to consider on products (or services) is the margin. In order to
make a profit, you will need to factor in the costs of shipping, insurance and
customs duties in addition to the regular costs of selling the product. Allow
yourself enough of a margin to make it worthwhile. Oftentimes, this results
in the price locally being much higher than it is in the States, but that’s OK.
People who can afford it will realize that there is a cost to bringing it to
them. A form for figuring costs is in the Appendices
4. Peddler in Paradise
Biz$hop An easy way to get into the export field on a smaller scale, while
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accomplishing the main goal of traveling a lot, is to structure your export
management company so that you really are more like a manufacturer’s
1713 E 3rd Street
representative.
Port Angeles WA 98362
(360)452-2418
In this setup, you do most of the traveling, selling your client’s products
1-800-949-8029
everywhere you go. When you get orders, you transmit them back to the
Fax: (530)690-7531
client, or your Stateside office. Either the client or your representative at
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your “Home Office” arranges all the details of shipping, letter of credit
payment, and so on.
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Many of us get into the import/export business with the primary goal not of
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making a lot of money, but of being able to travel more. By becoming in
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essence a traveling peddler, we can do this, earn money, and stay mobile!
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Chapter 8 - Exporting.htm - 4
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By the way, the book that got me started in international trade was titled
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Peddler In Paradise. It was written by a traveling pharmaceutical salesman
and business owner, Al Rabin, who from the 1930’s on traveled to more
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than 137 countries and recounted many great adventures. Buy it if you find
one!
Biz$hop There is literally no risk to a company to letting you represent their goods as
you travel. They need spend no money, other than samples and sales
brochures, and have the possibility of sales from around the world they
would not have otherwise. Stress this point with them and most will give
you a good reception.
Your compensation will be a commission, the same as most salespeople.
Generally 5-25%, with somewhere around 15% being the most common.
It would help you to create an agreement to be signed, and I’ve included a
sample contract in Appendix F. Pattern yours after this and it should work.
When you are traveling and peddling, every day is important. Your income,
and your ability to keep going, depends on your making as many sales as
possible each place. This is not a book on how to sell, so I won’t go into
sales techniques other than this one - plan your trip. Know who you are
going to call on each day, and have made contact so that you get a good
reception. By all means stay open and loose though, I’ve made some very
good deals just because by chance or fate I bumped into the right person.
For that reason, always mention what you do to anybody you meet, riding
on a bus, whatever. It works!
By preplanning your trip, you’ll be able to arrange it so there is little time
lost trying to locate a buyer, find a phone number, and so on. By getting all
of your appointments done on schedule in the morning, you are then free to
lay on the beach or take a siesta or ????.
Biz$hop When you make a sale, you’ll prepare a sales order and transmit it by
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phone, fax or e-mail back to either the Client or your staff in the States. If
the customer pays you directly, the goods can be shipped immediately.
1713 E 3rd Street
Otherwise, your staff or the client’s will make the arrangements for a
Port Angeles WA 98362
normal export sale.
(360)452-2418
1-800-949-8029
If you are representing a line, you need to be very clear up front what the
Fax: (530)690-7531
range of options for negotiations is. How low can you allow the price to be
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negotiated down? How high a price can you go for? What concessions can
be made for quantity purchase?
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What about break shipments (shipment of goods less than standard
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quantity)? All these questions need to be cleared up with your client before
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entering negotiations. While it is permissible to interrupt the process to
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“call home,” it lowers your apparent authority and bargaining position.
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While traveling, you are ideally situated to see the possibilities of cross
trading. You’ll travel to one place or country and see that they are in very
short supply of an item, and go to the next and find that same item in
abundance. A business opportunity for you to take advantage of!
Chapter 8 - Exporting.htm - 5
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In almost all cases, the foreign buyer handles customs duties and tariffs, so
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you don’t have to worry about that, other than knowing that what you are
selling can in fact be brought into the country. Knowing the approximate
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duty will give you a better negotiating position, and a valuable piece of
information you can pass on and increase your “stature” in potential
Biz$hop customers’ eyes.
Generally, just asking of the foreign government (the consul trade attaché or
their customs service equivalent) will provide the answers.
One word about U.S. Customs. Although generally there is little that you
need do to clear the items into the buying country, for the buyer takes care
of that, U.S. Customs is the agency charged with enforcing the export laws
of the U.S. They may check your shipment for items that are prohibited or
restricted from export, and may seize the shipment to prevent any illegal
exportation. So make sure you clear your shipment with your customs
broker before you get to the shipping stage.
As I mentioned, you can be as involved as you want to be. If all you want to
do is travel and sell, and don’t even want to maintain an office Stateside,
you can do that and let the client take care of everything. You can network
with other import/export companies and let them handle all the details,
letting the client pay them the normal commissions and you working out
some kind of referral fee structure. You can set up your own company and
staff it with people to handle the details, thereby keeping the entire
commission for yourself. The more involved, the more profit, but also the
more complications. It’s up to you!
5. Export Legalities
You will use a freight forwarder and he or she is familiar with the
Biz$hop documents and regulations that apply. Your freight forwarder is your best
ally in export sales, alongside your commercial banker. Together, they’ll
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help you at every stage, by applying for the necessary forms on your behalf,
and tracking everything to make sure all goes well.
1713 E 3rd Street
Port Angeles WA 98362
Still, you should know what forms are being processed and what they are
(360)452-2418
for. For export, there are export licenses and export declarations.
1-800-949-8029
Export licenses are of two types, general and validated, depending on the
Fax: (530)690-7531
goods.
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Rules governing licensing, fees and other legalities change frequently.
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You'll need to make sure everything here is current when you read it before
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proceeding!
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General Export Licenses are for most goods, and is a permit for you to ship
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a specific type of good to a specific destination. There are 18 different types
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of General License. The Bureau of Export Administration or your freight
forwarder can help you determine which type you need. The Bureau of
Export Administration is part of the Department of Commerce, and
Chapter 8 - Exporting.htm - 6
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normally acts within two weeks on an application for General License. The
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license will normally be valid for one year, and can be used for subsequent
exports to the same buyer, provided the basics of the deal are the same.
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The Validated License is for goods that the US Government wants to
Biz$hop control, such as cutting-edge technology and items with military advantage
potential. The process for obtaining a Validated License can be very long
and expensive, and may lead to a brick wall. After all, the US Government
really does not want this exported at all! The items that fall under this
category are listed on the Commodity Control List, and the Department of
Commerce can inform you if you are in doubt.
The Shipper’s Export Declaration is required for any shipment from the
United States valued at over $500. It contains shipping information,
description of the merchandise, and authorization for shipment. It is
normally prepared with the bill of lading.
For more information on export licensing, contact the Bureau of Export
Administration, Department of Commerce.
6. Financing
Five ways to finance export sales exist.
1. Using Trade Credit
2. Through government agency assistance
3. Joint Ventures with other exporters
4. Countertrade measures
5. Personal Credit
Using Trade Credit
Biz$hop Trade credit is the most common way of financing export sales, and
includes all the normal business methods of billing, extending credit, and
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selling on a prepaid basis. In addition however, there are several means that
are specially adapted for use in International Trade. The purpose of using
these specialized methods is to minimize the risks involved.
1713 E 3rd Street
Port Angeles WA 98362
Letters of Credit
(360)452-2418
1-800-949-8029
Fax: (530)690-7531
The normal rate for a nonrevocable letter of credit ranges from 0.5 to 2 %
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of value is typical bank fee, a few banks charge up to 5%, plus possibility of
a commitment fee of 0.5 to 5%. The smaller the transaction, the more
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expensive a letter of credit is. While the buyer usually bears the cost of a
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letter of credit, that becomes part of the competitive price, and the seller
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may concede part or all of the cost.
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The Letter of Credit (L/C) is the most common method of trade financing,
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primarily because there is a high degree of protection for both importer and
exporter.
Chapter 8 - Exporting.htm - 7
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The L/C may be a fixed or revolving one. A fixed L/C is like getting a loan.
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The money that is available is fixed, and is usable only for the term defined.
Subsequent L/C will require approval again from the bank. A revolving L/C
With
is automatically renewed as payment is made by.
Biz$hop There are 4 ways to use a L/C for cash flow:
Straight Terms
Paid as per terms of L/C. Nothing complicated here. The exporter ships
based on the terms of the L/C, and on presentation of the agreed documents,
is paid in full.
Back to back L/C
There may be cases when an exporter receives a large order from an
overseas customer, and must purchase additional materials and/or
equipment in order to fill the order. The export L/C may be used as
collateral for another L/C in order to pay suppliers. Banks are generally
willing to do this, since the obligation is not recorded on bank balance
sheets as a loan or debt and so does not impact the bank’s lending limits.
Off Balance Sheet Credit Extension
Sometimes, the L/C obtainable by the buyer is not enough to pay for the
goods. This may be the case with a new buyer, or for any reason there is not
an adequate comfort margin for the bank.
In these cases, personal credit worthiness of either party may be used to
supplement the credit line. This is normally done off the bank balance sheet
to avoid affecting regulatory lending limit restrictions..
The extensions may be secured by personal assets, personal guarantees or
by a UCC (Uniform Commercial Code) filing.
Assigned Proceeds
The seller may agree to assigned payment of portion of L/C to suppliers.
This may be necessary to secure supplies when the exporter does not have
sufficient assets to procure them otherwise.
Biz$hop It is a very simple and easy process, usually just signing a form
The extreme example of this is a transferred L/C, in which the L/C is given
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directly to supplier. The exporter would then be paid by the supplier.
Any transfer or assignment of L/C to other parties requires the permission
1713 E 3rd Street
of the buyer. There is some hazard in this, since it may decrease the buyer’s
Port Angeles WA 98362
opinion of the exporter, since it indicates that suppliers may not trust the
(360)452-2418
exporter.
1-800-949-8029
Fax: (530)690-7531
When assignment is made, exporter’s invoices may be added to buyers for
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goods not provided by the supplier receiving the L/C. This allows for other
expenses to be covered by the L/C.
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Banker’s Acceptance
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For buyers who cannot qualify for irrevocable, confirmed L/C, or for slow
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payers, the Bankers Acceptance process may be used.
There are three steps to using one:
Chapter 8 - Exporting.htm - 8
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1.Buyer gets time L/C requiring payment within 6 months. This gives the
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buyer up to 180 days to repay, making the L/C like a loan or promissary
note)
With
2. When shipment is made, the buyer’s bank issues a BA, which is a
negotiable, transferable instrument.
Biz$hop 3. Exporter sells BA back to buyer’s bank at discount, normally less than
interest rate on money.
What this does is transfer the risk of nonpayment to the Buyer’s bank. The
buyer’s bank takes on that risk but minimizes it by gaining control.
Clean Bankers Acceptance is normally for $500K and above, and is
essentially a promissary note by exporter to exporter’s bank. This may be
done if the buyer cannot secure financing guarantees some other way, but
the exporter is confident that they will be paid. The exporter assumes the
financial risk. The BA is discounted, then sold by bank on secondary
market
Forfaiting
For large or long-term projects, forfaiting is an option. Normally this is
used on transactions in the $250K-$10M range. The document provides for
fiancing of from one to ten years duration(5-6 most common), at a discount
rate up to 2 points above LIBOR (London Interbank Offer Rate). In
addition, there is a commitment fee of up to .75% per year.
The process works like this:
1. Importer and Exporter negotiate payment schedule
2. Exporter contacts forfaiter, who serves as financial broker
3. Forfaiter and Importer(buyer) get bank to provide a guarantee
4. Normally, buyer provides promissary note (known as an “aval”)
5. Exporter presents shipping documents to forfaiter, who provides
Biz$hop payment.
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The forfaiting process involves bringing in an extra party to the financial
process, one whose contribution to the transaction is their credit or financial
1713 E 3rd Street
resources. The bank’s risk is shared with the forfaiter. This forfaiter process
Port Angeles WA 98362
is more common with European traders than American.
(360)452-2418
1-800-949-8029
Leasing
Fax: (530)690-7531
success@bizshop.com
For capital goods, rather than actually selling the merchandise, leasing
provides a financing alternative. The title remains with the exporter, and the
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risk of nonpayment is broken down into monthly or other periodic
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payments. The lease is normally an insurable risk, so that in the event of
BizShop.com
nonpayment the exporter’s exposure is minimized.
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There is little difference in this case between leasing to a foreign company
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or leasing to a domestic one.
Government Assistance
Chapter 8 - Exporting.htm - 9
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There are a number of programs sponsored by the U.S. Government to
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facilitate export sales. Following the listing of the types, we’ll go into more
detail on the criteria and use of each program. Remember however that
With
government programs change with administrations, and that the US, like
many other governments, is going through a period of cost cutbacks and
Biz$hop reductions. This may affect the availability and requirements of any of these
programs. By all means, contact the program administrator to obtain current
information. Our description is to give you an idea of what is involved.
EXIMBANK
ITA
PEFCO (Private Export Funding Corporation)
USDA Commodity Credit Corporation
SBA Export Revolving Line of Credit
FCIA - Foreign Credit Insurance Association
FSC - Foreign Sales Corporations
EXIMBANK (Export/Import Bank)
Criteria:
1. Qualifying businesses must export goods/services with at least 50% US
content
2. Is foreign competition involved, and is it subsidized? The more difficult
it is for US firms to compete, the more likely EXIMBANK is to grant
approval.
3. Is the transaction economically feasible?
4. Is there reasonable assurance of repayment?
5. Would voiding the transaction cause harm to US economy?
Evidence of foreign competition not required for EXIMBANK guarantees
less than $2.5M
Commitment can be made before transaction, for up to 180 days
Biz$hop $100 fee for commitment application.
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Working Guarantee Program
Direct to exporter
1713 E 3rd Street
Up to 90% of loan from commercial lender guarantee
Port Angeles WA 98362
Must be collateralized 90%
(360)452-2418
One year term
1-800-949-8029
Medium (1-7 years) and Long Term (7-10 years) Guarantee Programs
Fax: (530)690-7531
Guarantees loans to buyers, usually of capital equip
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Foreign buyer must pay 15% of loan as down payment, either cash or
irrevocable L/C
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Up to 100% of loan may be guaranteed.
info@bizshop.com
Direct Loans
BizShop.com
Same as above, but rate varies by country based on rating as
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rich/intermediate/poor as determined by OECD (Organization for Economic
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Cooperation and Development)
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Engineering Multiplyer Program
Funding for engineering firms and other pre-construction firms
Funding for feasibility studies by architectural/design firms
Chapter 8 - Exporting.htm - 10
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Private Export Funding Corporation
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Owned by US Banks and large corporations
Projects exceeding $1M, for periods over 5 years
With
Several unique programs
Biz$hop USDA Commodity Credit Corporation
There are many other USDA product specific programs (for instance you
may have a program specifically set up to help promote sugar exports from
the US), however the CCC is valid for all types of projects that deal with an
agricultural, food, drink, or related sale.
May guarantee loan up to 98% of value
May issue subsidy to match foreign subsidy
Subsidy (Export Enhancement Program) certificate negotiable
SBA Export Revolving Line of Credit
Guarantees loans up to $200K, works with EXIMBANK for loans up to
$1M
FCIA Foreign Credit Insurance Administration
An agent of EXIMBANK
Policies issued to cover all international trade risks
Eight types of policies:
1. New to Export
Export volume less than $750K for past two years
Maximum five years a company can use this
Covers 100% of political risk, 95% commercial risk
Minimum annual premium $500
2. Umbrella
For export management firms
Biz$hop 100% of political risk, 90% commercial
May be used for multiple clients, admin by EMC
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3. Multi-buyer
Covers multiple transactions
1713 E 3rd Street
4. Short Term Single Buyer
Port Angeles WA 98362
Transaction specific, coverage and premiums vary
(360)452-2418
5. Medium Term Single Buyer
1-800-949-8029
100% Political/90% commercial, buyer must pay 15% down
Fax: (530)690-7531
6. Lease
success@bizshop.com
Both operational and financial leases
Used or new merchandise
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7. Bank L/C (Financial Institutions Only)
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8. Buyer Credit (Financial Institutions Only)
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Foreign Sales Corporations
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ICQ 7382122
While not specifically a government financing program, it is a tax
contrivance, saving 15% or more of income from taxes. This could certainly
help make deals more profitable.
Chapter 8 - Exporting.htm - 11
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Must meet 6 criteria
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1. Incorporated in foreign country or US possession (ex PR)
2. FSC must maintain office there
With
3. At least one non -U.S. resident on Board of Directors
4. FSC must maintain accounting records in foreign office
Biz$hop 5. Specific costs must be shown on books
6. Large FSC (Over $5M in export sales) must pay through foreign bank.
Small may use US bank.
Most large US law firms, accounting firms, etc with foreign offices offer
this service on a shared FSC basis
Overseas Private Investment Corporation
Purpose is to promote investment overseas in developing countries
Funds:
1. Energy or energy related projects (inc.water)
2. Significant infrastructure or trade for host country
3. Projects sponsored by co-ops or small biz in host
May guarantee leases, issue contractor bonds, by making direct loans, or
guaranteed loans.
International Development Banks
Funds and/or guarantees projects and sales in specific areas of the world.
Asian Development Bank
African Development Bank
Inter-American Development Bank
European Bank for Reconstruction and Development in Eastern Europe
Normally $2M-$30M, restricted to no more than 25% of cost
Bank will not be largest investor.
Biz$hop Countertrade
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1713 E 3rd Street
Barter, in other words. If one buyer is not able to come up with financial
Port Angeles WA 98362
resources to make a purchase, the exporter does not have to write off the
(360)452-2418
deal as unworkable. Quite possibly, the buyer has, or can obtain, something
1-800-949-8029
of value instead of cash.
Fax: (530)690-7531
Variations:
success@bizshop.com
Straight barter
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info@bizshop.com
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You make the sale in exchange for some other merchandise.
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Compensation
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Chapter 8 - Exporting.htm - 12
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Three parties. Perhaps you don’t have a use for what the buyer has, but you
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can work out a three way deal with somebody that does need it. You “sell’
to the buyer, the buyer “sells” to the third party, and the third party pays you
With
money.
Biz$hop Counterpurchase
Money is ‘bartered’. You the seller makes the sale for a stated cash value,
with the condition that you will then buy a certain amount of products or
services from the buyer. This is similar to a straight barter, only the barter
may take place over time. It is also used when the buyer’s cash situation is
difficult, as when they have a shortage of hard currency or their currency is
not convertable to another.
Offset
Used primarily for large infrastructure projects, equity for investment.
Under this arrangement, the exporter retains an equity interest in the
project, and will be paid from the proceeds of the operations of the project.
If for example a hotel is built, the builder may continue to own a percentage
of the hotel property, and receive a percentage of net revenue.
Buyback
Also for infrastructure, guaranteed sales to exporter. For instance, an
American company may build a convention center for a foreign
government, then the foreign government will buy the center from the
contractor. The American contractor may negotiate a period of time for the
buyback, and take profits from the operation of the center for some time.
Biz$hop Factoring
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While not specifically related to international trade, factoring may be an
1713 E 3rd Street
option for putting a deal together. A factor is a company that buys accounts
Port Angeles WA 98362
receivables at a discount off of the book value. The normal discount rate is
(360)452-2418
5-8% off of book. In the U.S., banks do 95% of the factoring, with private
1-800-949-8029
factors making up the rest.
Fax: (530)690-7531
success@bizshop.com
While factoring means a significantly lower profit, it is an option for getting
your money quickly and without waiting for normal collection processes.
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info@bizshop.com
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ICQ 7382122
Chapter 9 - Travel.htm - 1
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Chapter 9 - Travel
With
Contents
Biz$hop 1. Cultivate Contacts
2. Planning Your Trip
3. Travel Light
4. Roughing It?
5. Health
6. Border Crossings
Any corrections or additions? Please let us know!
1. Cultivate Contacts
Because of the reliance on relationship marketing, you should make initial
contact well before your trip. Figure out people you will need to see, and
people who can help you, long before going.
Start a contact program with them, using letters, cards, telegrams, fax,
and/or phone calls. Don’t try to conclude anything in this corresponding
stage. The goal is for the two of you to find each other compatible and
perhaps interesting, to start building the relationship that will be cemented
on the trip.
2. Planning Your Trip
Biz$hop Figure out how long you need to be in each place, both for business and to
enjoy the trip. Allow time for all your appointments, and then allow extra
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time for unexpected delays, appointments rescheduled, etc. Be aware that in
many parts of the world, appointments mean something completely
1713 E 3rd Street
different and in a more fluid time concept than what we are used to.
Port Angeles WA 98362
(360)452-2418
Explore all the options for travel. Sometimes it is less expensive to go by a
1-800-949-8029
round-about way than direct. Usually, the more in advance you can make
Fax: (530)690-7531
arrangements, the better deal you’ll get.
success@bizshop.com
Remember that many things are negotiable. You should be able to save a lot
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of money off of the posted rates just by negotiating. While airlines usually
info@bizshop.com
resist negotiating, it is not unheard of to get them to match a fare offered by
BizShop.com
a competitor. Hotel rooms almost always can be gotten at a lower than
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“rack” price.
Pilers.com
Learn what visa requirements, immunization requirements, and other
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prerequisites are ncessary. Do this early, because getting everything needed
may take several weeks.
Chapter 9 - Travel.htm - 2
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3. Travel Light
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Four reasons for this advice:
With
First, it will be a lot easier on you, not having to lug around a heavy bunch
Biz$hop of luggage. In many parts of the world, that is exactly what you’ll be doing,
lugging it. Those wheels don’t work well on some of the streets I’ve seen.
Also, many places simply don’t have anyplace good to keep your big
suitcases. Try taking a big samsonite suitcase on a crowded Tokyo subway!
Second, the less you bring through customs and immigration checks, the
less potential problems and the faster you’ll be through that terrible line.
Third, many overseas carriers, both airlines and ground transportation,
charge you extra per bag, or per kilo. By travelling light, you save yourself a
bundle of money.
Fourth, and I think most significant, by packing light you’ll have to buy
things locally. If you have to go shopping for your essentials (toothbrush
and paste, underwear, socks, writing gear, etc.) rather than carrying them,
you’ll have to go to the markets that the ordinary people use. You’ll get to
try different things, some of which you may find superior to what we have
and may be a good import prospect.
4. Roughing It?
It’s always a trade-off between comfort and cost. Be flexible. Check out the
difference in price between Coach and Business Class, between steerage
and First Class passage on a local steamer, or between a fleabag and a
deluxe hotel. Oftentimes the difference is worth it for you to be comfortable
and well rested for the day.
Biz$hop I once spent three nights sleeping in one dive after another in Singapore,
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because I was trying to save my dollars. I then happened to check the rate at
the Westin Stamford, and was shocked that one of the best hotels was only
1713 E 3rd Street
about $10 more (with a bit of negotiations) than what I was paying for a
Port Angeles WA 98362
dump!
(360)452-2418
1-800-949-8029
Some places though, you’ll have to rough it. The only way to where you
Fax: (530)690-7531
want to go may be in a crowded seat on an over-packed bus, crowded
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between an old woman smoking up a storm and a farmer carrying chickens
home. Relax and enjoy it! Think of how funny it will seem later, even
though its miserable now.
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info@bizshop.com
5. Health
BizShop.com
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All of the standard precautions apply. Don’t eat raw food. Don’t drink the
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tap water. Avoid mosquito bites. Despite all the efforts you make, you’ll
still get sick. Trust me. Nothing you can do about it but grin and bear it.
And dash out when needed. And again. And again.
Chapter 9 - Travel.htm - 3
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Your doctor should be able to give you information about any specific
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health risk where you are going. Or at least a number to call. Your travel
agent sill also be able to do that.
With
If you need any unusual medications, make sure you have a prescription
Biz$hop with you when you travel, and carry extra medication. In some parts of the
world an aspirin is as complex
as it gets.
If you are going into any area where there has been conflict, stay on the well
trodden road. There may be unexploded mines, disgruntled rebels, or others
who see you as a ransom opportunity.
6. Border Crossings
Passport
Takes about 2-3 weeks to obtain, costs about $42. Apply at your local Post
Office.
Visas
A visa is permission by a country for you to visit. Some countries don’t
require a visa, others do require one for business and not for personal travel,
and others are very strict about needing one from everyone.
Once you find out what countries you are going to, you (or your passport)
will need to go to each embassy or consulate and apply for the visas
necessary. It is much easier and more convenient to send your passport to a
visa agency. They have people who go from embassy to consulate to
Biz$hop embassy processing a large number of visas. They’ll charge you a small fee
in addition to the visa fee, but it saves a lot of time, aggravation and stress.
Your Success Shop
Give them a week to get it all done.
1713 E 3rd Street
Don’t forget to get visas for countries surrounding the one(s) you are
Port Angeles WA 98362
planning to visit. You might find it very profitable to make a side trip, or
(360)452-2418
may find that routing through another country is more convenient or
1-800-949-8029
economical.
Fax: (530)690-7531
success@bizshop.com
Clearance
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info@bizshop.com
Some border crossings (including airports) are very tense, exhausting,
BizShop.com
stressful places. Others are more relaxed and pleasant. In either case, having
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the right attitude as you go through is important. You should smile and be
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courteous as you go through (no matter how long you’ve waited in that
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**** line.).
Chapter 9 - Travel.htm - 4
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The best way to approach these trying situations is with an attitude of
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assurance and cheerful confidence. No matter what happens, NEVER
become abusive or insulting to the country, the people you are dealing with,
With
or their procedures.
Biz$hop Carnet
If you are going to be taking a large quantity or particularly valuable
business equipment that you will be taking back out of the country through
foreign customs, an ATA Carnet may help immensely. ATA stands for
Admission Temporaire/Temporary Admission, and is an agreement among
the world community to allow free passage of such goods.
It actually is a bond that you post which ensures the customs duty will be
paid should that merchandise fail to leave the country with you. You must
post a bond for 40% of the total value of everything listed on the form, plus
a fee ranging from $50 to $200. Carnet is obtained through the Council for
International Business, 1212 Avenue of the Americas, New York NY
10036 Phone (212) 354-4480.
If you don’t want to go through this expense and trouble, but still want to
bring items in duty free as samples or business equipment for your own use,
it is a good idea to send a detailed listing to the foreign consulate or
embassy, requesting a letter allowing you to do so. If you write it out clearly
so that the official only needs to transfer it to their letterhead and sign it,
this may be done quite readily for you. A letter from “on high” often does
wonders at the border.
With or without a letter or Carnet, be aware that bringing samples or
equipment may delay your process through customs. In some countries,
they’ll want to record every single item, and will check that against what
Biz$hop you take out when you leave. They may stamp it right into the passport. One
woman drove into Turkey, and got a message requiring an urgent flight
Your Success Shop
home. The officials would not allow her to get on the airplane, since she
had not cleared her car back out of the country. This dilemma went on for
1713 E 3rd Street
months, until she conveniently “lost” her passport with the car information
Port Angeles WA 98362
and got a new “clean” one from the American Embassy. However, with
(360)452-2418
increasing computerization even this might not work today.
1-800-949-8029
Fax: (530)690-7531
If you are going to bring personal equipment such as a camera, laptop
success@bizshop.com
computer or tape recorder, the best advice is to make that item unattractive
for resale. A used, dinged one is better than a new one. If what you are
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carrying looks new, customs will be more suspicious that you will sell it on
info@bizshop.com
the black market while you are in the country. Or they may “appropriate” it
BizShop.com
for sale themselves in some of the more corrupt countries. You may also
WebmasterBiz.com
find it helps to have your name or other information engraved or burned
Pilers.com
into the items. Works for me!
ICQ 7382122
Appendix A- Resources.htm - 1
Appendix A- Resources
Contents
1. Caveat
2. US Government
3. US Chambers of Commerce
4. Associations
Any corrections or additions? Please let us know!
1. Caveat
The information here is believed to be current as of this printing, however
we can not do a verification before sending each copy. Businesses and
government agencies change and move. If you have problems locating any
resource mentioned, your reference librarian at the local public library is
your fastest and best resource (and for free!). If they are unable to help,
Biz$hop will be glad to try finding out for you.
2. US Government
Export-Import Bank of the United States (EX-IMBANK) 811 Vermont
Avenue NW, Washington DC 20571, (202) 566-8860
Department of Commerce, 14th St. NW, Washington DC 20320, (202)
377-3176
US Bureau of the Census, Washington DC 20233, (301) 763-1040
International Trade Administration, US Department of Commerce,
Washington DC 20230 (202)377-3808 or see Appendix D
US Patent and Trademark Office, Office of Public Affairs, Washington
DC 20231 (703) 557-3341
US Small Business Administration, 1441 L Street NW, Washington DC
20416, (202) 653-6565
US Government Printing Office, Washington DC 20402, (202) 275-3054
US Department of Agriculture, Foreign Agricultural Service,
Washington DC 20250
US Council for International Business, 1212 Avenue of the Americas,
New York NY 10036, phone (212) 354-4480
International Trade Administration Regional Offices
Alabama - Berry Bldg., 2015 Second Ave N, Rm. 302, Birmingham AL
35203
Alaska - 701 C St., PO Box 32, Anchorage AK 99513
Arizona - 230 N 1st Ave, Rm. 3412, Phoenix AZ 85025
Appendix A- Resources.htm - 2
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Arkansas - Savers Federal Bldg., Suite 811, 320 W. Capitol Ave, Little
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Rock AR 72201
California - Los Angeles - 11777 San Vicente Blvd., Rm. 800, Los
With
Angeles CA 90049
California - San Diego - 6563 Greenwich Drive, San Diego CA 92122
Biz$hop California - San Francisco - 450 Golden Gate Ave, Box 36013, San
Francisco CA 94102
California - Santa Ana - 116-A W. 4th St, Suite 1, Santa Ana CA 92701
Colorado -US Customhouse, Rm. 119, 721 19th St., Denver CO 80202
Connecticut, Federal Office Bldg., Rm. 610-B, 450 Main Street, Hartford
CT 06103
Florida, Clearwater, 128 N. Osceola Avenue, Clearwater, FL 33515
Florida, Jacksonville, 1200 Gulf Life Drive, Suite 104, Jacksonville, FL
32207 (904) 791-2796
Florida, Miami, Federal Bldg., Suite 224, 51 S.W. First Avenue, Miami, Fl
33130
Florida, Orlando, 75 E. Ivanhoe Blvd., Orlando, FL 32804
Florida, Tallahassee, Collins Bldg., Room 401, 107 W. Gaines Street,
Tallahassee, Fl 32304
Georgia, Atlanta, 1365 Peachtree Street, N.E., Suite 504, Atlanta, GA
30309
Georgia, Savannah, 120 Barnard Street A~107, Savannah, GA 31402
Hawaii, 4106 Federal Bldg., 300 Ala Moana Blvd., P.O. Box 50026,
Honolulu, HI 96850
Idaho, Statehouse, Room 113, Boise, ID 83720
Illinois, Chicago, 1406 Mid Continental Plaza Bldg., 55 E. Monroe Street,
Chicago, IL 60603
Illinois, Palatine, W.R. Harper College, Algonquin and Roselle Road,
Palatine, IL 60067
Illinois, Rockford, 515 N. Court Street, P.O. Box 1747, Rockford, IL
61110
Biz$hop Indiana, 357 U.S. Courthouse and Federal Office Bldg., 46 E. Ohio Street,
Indianapolis, IN 46204
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Iowa, 817 Federal Bldg., 210 Walnut Street,Des Moines, IA 50309
Kansas, River Park Pl., Suite 565, 727 N. Waco, Wichita, KS 67203
1713 E 3rd Street
Kentucky, U.S. Post Office and Courthouse Bldg., Room 636B, Louisville,
Port Angeles WA 98362
KY 40202
(360)452-2418
Louisiana, 432 World Trade Center, No. 2 Canal Street, New Orleans, LA
1-800-949-8029
70130
Fax: (530)690-7531
Maine, One Memorial Circle, Casco Bank Bldg., Augusta, ME 04330
success@bizshop.com
Maryland, 415 U.S. Customhouse, Gay and Lombard Streets, Baltimore,
MD 21202
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Massachusetts, World Trade Center, Suite 307, Commonwealth Pier Area,
info@bizshop.com
Boston, MA 02210
BizShop.com
Michigan, Detroit, 1140 McNamara Bldg., 477 Michigan Avenue, Detroit,
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MI 48226
Pilers.com
Michigan, Grand Rapids, 300 Monroe, N.W., Room 409, Grand Rapids,
ICQ 7382122
MI 9503
Minnesota, 108 Federal Bldg., 110 S. Fourth Street, Minneapolis, MN
55401
Appendix A- Resources.htm - 3
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Mississippi, 328 Jackson Mall Office Center, 300 Woodrow Wilson Blvd.,
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Jackson, MS 39213
Missouri, Kansas City, 601 E. 12th Street, Room 635, Kansas City, MO
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64106
Missouri, St. Louis, 7911 Forsyth Blvd., Suite 610, St. Louis, MO 63105
Biz$hop Nebraska, 11133 O Street, Omaha, NE 68137
Nevada, 1755 E. Plumb Lane, #152, Reno, NV 89502
New Jersey, 3131 Princeton Pike Bldg., 4D, Suite 211, Trenton, NJ 08648
New Mexico, 517 Gold, S.W., Suite 4303, Albuquerque, NM 87102
New York, Buffalo, 1312 Federal Bldg., 111 W. Huron Street, Buffalo,
NY 14202
New York ,New York, Federal Office Bldg., 26 Federal Plaza, Foley
Square, New York, NY 10278
New York, Rochester, 121 East Avenue, Rochester, NY 14604
North Carolina, 324 W. Market Street, P.O. Box 1950, Greensboro, NC
27402
Ohio, Cincinnati, 9504 Federal Office Bldg., 550 Nain Streeti Cincinnati,
OH 45282
Ohio, Cleveland, 666 Euclid Avenue, Room 600, Cleveland, OH 44114
Oklahoma, Oklahoma City, Five Broadway Executive Park, Suite 200,
6601 Broadway Extension, Oklahoma City, OK 73116
Oklahoma, Tulsa, 440 S. Houston Street, Tulsa, OK 74127
Oregon, 1220 S.W. Third Avenue, Room 618, Portland, OR 97204
Pennsylvania, Philadelphia, 9448 Federal Bldg., 600 Arch Street,
Philadelphia, PA 19106
Pennsylvania, Pittsburgh, 2002 Federal Bldg., 1000 Liberty Avenue,
Pittsburgh, PA 15222
Rhode Island, Seven Jackson Walkway, Providence, RI 02903
South Carolina, Charleston, 17 Lockwood Drive, Charleston, SC 29401
South Carolina, Columbia, Strom Thurmond Federal Bldg.,Suite 172,
1835 Assembly Street, Columbia, SC 29201
Biz$hop Tennessee, Memphis, 555 Beale Street, Memphis, TN 38103
Your Success Shop
Tennessee, Nashville, Parkway Towers, Suite 1114, 404 James Robertson
Pkwy., Nashville, TN 37219-1505
Texas, Austin, Capitol Station, P.O. Box 12728, Austin, TX 78711
1713 E 3rd Street
Texas, Dallas, 1100 Commerce Street, Room 7A5, Dallas, TX 75242
Port Angeles WA 98362
Texas, Houston, 2625 Federal Courthouse, 515 Rusk Street, Houston, TX
(360)452-2418
77002
1-800-949-8029
Utah, U.S. Courthouse, Room 340, 350 S. Main Street, Salt Lake City, UT
Fax: (530)690-7531
84101
success@bizshop.com
Virginia, 8010 Federal Bldg., 400 N. Eighth Street, Richmond, VA 23240
Washington, Seattle, 3131 Elliot Avenue, Suite 290, Seattle, 98121
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Washington, Spokane, P.O. Box 2170, Spokane, WA 99210
info@bizshop.com
West Virginia, 3309 New Federal Bldg., 500 Quarrier Street, Charleston,
BizShop.com
WV 25301
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Wisconsin, Federal Bldg., U.S. Courthouse, 517 E. Wisconsin Avenue,
Pilers.com
Milwaukee, WI 53202
ICQ 7382122
3. US Chambers of Commerce
Appendix A- Resources.htm - 4
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ARGENTINA, American Chamber of Commerce in Argentina, Avenida
Profits
Presidente Roque Saenz Pena 567, P 1352 Buenos Aires, Argentina
With
AUSTRALIA, American Chamber of Commerce in Australia, DuPont Ltd.,
Level 2, 41 Lower Fort Street, Sydney, N.S.W. 2000, Australia
Biz$hop AUSTRIA, American Chamber of Commerce in Austria, Ponellangasse 35,
A-1090 Vienna, Austria
BELGIUM, American ehamber of Commerce in Belgium, Avenue des Arts
50, Boite 5, B-1040 Brussels, Belgium
BOLIVIA, American Chamber of Commerce in Bolivia, Casilla 8268, La
Paz, Bolivia
BRAZIL, American Chamber of Commerce in Brazil—Rio de Janeiro,
C.P. 916,·Praca Pio X-15, 5th floor, 20,040 Rio de Janeiro, RJ Brazil
CHILE, American Chamber of Commerce in Chile, Avenida Americo
Vespucio Sur 80, 9 Piso, 4131 Correo Central, Santiago, Chile
CHINA, American Chamber of Commerce in China, Babcock & Wilcox,
Beijing Com, P.O. Box 4354, Beijing 100043, People’s Republic of China
COLOMBIA, Colombian-American Chamber of Commerce, Apto. Aereo
8008, Calle 35, No. 6-16, Bogota, Colombia
COSTA RICA, Costa Rican-American Chamber of Commerce, Avenida 2,
Calles 30-32 #3054, Apdo. 4946, San Jose 1000, Costa Rica
DOMINICAN REPUBLIC, American Chamber of Commerce in the
Dominican Republic, Torre B.H.D., avenida Winston Churchill, P.O. Box
Biz$hop 95-2, Santo Domingo, DominicanRepublic
ECUADOR, Ecadorian-American Chamber of Commerce, Enificio
Your Success Shop
Multicentra, 4P, La Nina y Avda. 6 de Diciembre, Quito, Ecuador
1713 E 3rd Street
EGYPT, American Chamber of Commerce in Egypt, Cairo Manriott Hotel,
Port Angeles WA 98362
Suite 1541, P.O. Box 33, Zamalek, Cairo, Egypt
(360)452-2418
1-800-949-8029
EL SALVADOR American Chamber of Commerce of El Salvador, 65
Fax: (530)690-7531
Avenida Sur, No. 159, P.O. Box (05) 9, San Salvador, El Salvador
success@bizshop.com
FRANCE, American Chamber of Commerce in France, 21 Avenue George
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V,F-75008 Paris, France
info@bizshop.com
GERMANY, American Chamber of Coanmerce in Germany, Rossmarkt
BizShop.com
12, Postfach 100 162, D-6000 Frankfurt/Main 1, Germany
WebmasterBiz.com
Pilers.com
GREECE, American-Hellenic American Chamberof Commerce, 16 Kanari
ICQ 7382122
Street, 3rd Floor, Athens 106 74, Greece
Appendix A- Resources.htm - 5
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GUAM Guam Chamber of Commerce, 102 Ada Plaza Center, P.O. Box
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283, Agana,Guam 96910
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GUATEMALA, American Chamber of Commerce in Guatemala, Apdo.
Postal 832, 7 Avenida, 14-44, Zona 9, Nivel 2, Oficina 19, Guatemala,
Biz$hop Guatemala
HAITI, Haitian-American Chamber of Commerce & Industry, Complexe
384, Delmas (59) Port-au-Prince, Haiti
HONDURAS, Honduran-American Chamber of Commerce, Edificio
Samara, 2 Piso, OF. #5, Boulevard Morazan 16 Ae., S.O., Box 1209, San
Pedro Sula, Honduras
HONG KONG American Chamber of Commerce in Hong Kong, 1030
Swire Road, Hong Kong
HUNGARY, Dozza Gyorgy ut. 84/A, H-1068 Budapest, Hungary
INDONESIA, American Chamber of Commerce in Indonesia, The
Landmark Centre, 22nd Floor, Suite 2204, J1. Jendral Sudirman, Jakarta,
Indonesia
IRELAND, U.S. Chamber of Commerce in Ireland, 20 College Green,
Dublin 2, Ireland
ISRAEL, Israel-American Chamber of Commerce and Industry, 35 Shaul
Hameiech Blvd., P.O. Box 33174, 61333 Tel Aviv, Israel
ITALY, American Chamber of Commerce in Italy, Via Cantu 1, 20123
Milano, Italy
Biz$hop IVORY COAST, American Chamber of Commerce, Ivory Coast, BP 1083,
Abidjan 06, Ivory Coast
Your Success Shop
JAMAICA, American Chamber of Commerce of Jamaica, The Wyndham
Hotel, 77 Knutsford Blvd., Kingston 5, Jamaica
1713 E 3rd Street
Port Angeles WA 98362
JAPAN, American Chamber of Commerce of Japan, Fukide Bldg., No. 2,
(360)452-2418
4-1-21, Toranomon, Minato-ku, Tokyo 105, Japan
1-800-949-8029
Fax: (530)690-7531
KOREA, American Chamber of Commerce in Korea, Room 307, Chosun
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Hotel, Seoul, Korea
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MALAYSIA, American Business Council of Malaysia, 15.01, 15th Floor,
info@bizshop.com
Amoda, Jalan Imbi, 55100 Kuala Lumpur, Malaysia
BizShop.com
MEXICO, American Chamber of Commerce of Mexico, A.C., Lucerna
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78-4, Mexico 6, D.F., Mexico
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ICQ 7382122
NETHERLANDS, American Chamber of Commerce in the Netherlands,
Camegieplein 5, 2517 KJ The Hague, The Netherlands
Appendix A- Resources.htm - 6
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NEW ZEALAND, American Chamber of Commerce in New Zealand, P.O.
Profits
Box 3408, Wellington, New Zealand
With
NICARAGUA, American Chamber of Commerce of Nicaragua, Apdo. 202,
Managua, Nicaragua
Biz$hop PAKISTAN, American Business Council of Pakistan, NIC Building, 6th
Floor, Abbasi Shaheed Road Off Sharea Faisal, GPO Box 1322,
Karachi 74000, Pakistan
PANAMA, American Chamber of Commerce and Industry of Panama,
Apdo 168, Estafeta Balboa, Panama, Republica de Panama
PARAGUAY, Paraguayan·American Chamber of Commerce, Edif.
Finansud, Av. Mariscal Lopez y Saravi, Asuncion, Paraguay
PERU, American Chamber of Commerce of Peru, Av. Ricardo Palma 836,
Miraflores, Lima 18, Peru
PHILIPPINES, American Chamber of Commerce of the Phillippines, P.O.
Box 1578, MCC, Manila, The Philippines
POLAND, American Chamber of Commerce in Poland, c/o U.S. Trade
Development Center, ul. Wiejska 20, PL-00490 Warsaw, Poland
PORTUGAL, American Chamber of Commerce in Portugal, Rua de D.
Estefania, 155, 5 Esq., Lisbon 1000,Portugal
SAUDI ARABIA, American Businessmen’s Association, Eastern Province,
c/o ARAMCO, P.O. Box 1329, Dhahran, Saudi Arabia 31311
SINGAPORE, American Business Council of Singapore, Scotts Road,
Biz$hop #16-07 Shaw Center, Singapore 9022
SOUTH AFRICA, American Chamber of Commerce of South Africa, P.O.
Your Success Shop
Box 62280, Johannesburg, South Africa
1713 E 3rd Street
SPAIN, American Chamber of Commerce in Spain, Avda. Diagonal 477,
Port Angeles WA 98362
08036 Barcelona, Spain
(360)452-2418
1-800-949-8029
SWITZERLAND, Swiss-American Chamber of Commerce, Talacker 41,
Fax: (530)690-7531
8001 Zurich, Switzerland
success@bizshop.com
TAIWAN, American Chamber of Commerce, Kaohsiung, c/o American
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Institute in Taiwan, Kaohsiung Branch, 3E, 2, Chung Cheng 3rd Road,
info@bizshop.com
Kaohsiung, Taiwan, Republic of China 80027
BizShop.com
THAILAND, American Chamber of Commerce in Thailand, P.O. Box
WebmasterBiz.com
11-1095 140Wireless Road, 7th Floor, Kian Gwan Bldg., Bangkok,
Pilers.com
Thailand
ICQ 7382122
TURKEY, Turkish-American Businessmen’s Association, Barbaros
Bulvari No. 24/8, Balumcu 80700, Istanbul, Turkey
Appendix A- Resources.htm - 7
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UNITED ARAB EMIRATES, American Business Council of Dubai,
Profits
International Trade Center, Suite 1609, P.O. Box 9281, Dubai, United Arab
Emirates
With
UNITED KINGDOM, American Chamber of Commerce United Kingdom,
Biz$hop 75 Brook Street, London W1Y 2EB, England
URUGUAY, Chamber of Commerce Uruguay- USA, Calle Bartolome
Mitre 1337, Casilla de Correo 809, Montevideo, Uruguay
VENEZUELA, Venezuelan-American Chamber of Commerce & Industry,
Torre Credival, Piso 10, 2da. Avenida de Campo Alegre, Apdo., 5181,
Caracas 1010-A, Venezuela
4. Associations
American Association of Exporters and Importers (AAEI), 11 W. 42nd St.
New York, NY 10036 (212)946-2230
Council For Export Trading Companies (CETC), 1200 19 St., N.W., Suite
605, Washington DC 20036 (202)861-4785
FCIB/NACM, 580 Eighth Ave., New York, NY 10018-6571
(212)947-5368
Federation of International Trade Associations, 1851 Alexander Bell Drive,
Reston, VA 22091, (703) 391-6106
Global Trade Society, Biz$hop, 1713 E. 3rd Street, Port Angeles WA
98362 (360) 452-2418 Fax: (360) 417-3954 Tollfree 800-949-8029
Golden Dragon Society, the association for Asian interest, Biz$hop, 1713
Biz$hop E. 3rd Street, Port Angeles WA 98362 (360) 452-2418 Fax: (360) 417-3954
Tollfree 800-949-8029
Your Success Shop
International Trade Council (ITC),:1900 Mt. Vernon Ave., P.O. Box 2478,
1713 E 3rd Street
Alexandria, VA 22301-0478 (703)548-1234
Port Angeles WA 98362
(360)452-2418
International Traders Association (IT), c/oThe Mellinger Co., 6100
1-800-949-8029
Woodland Hins, CA 91367 (818)8&4-4400
Fax: (530)690-7531
International Union of Commereial Agents & Brokers, Herengracht 376,
success@bizshop.com
1016 CH Amsterdam, Pays-Bas, The Netherlands
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Manufacturer’s Agents National Association, P.O. Box 3467, Laguna Hills,
info@bizshop.com
CA 92654
BizShop.com
WebmasterBiz.com
National Association of Export Companies (NEXCO), 17 Battery P1., Suite
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1425, New York, NY 10004(516)561-6209
ICQ 7382122
National Association of Export Management Companies, 17 Battery Plaza,
Suite 1425, New York, NY 10004, (212) 809-8023
Appendix A- Resources.htm - 8
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National Council of International Trade Documentation, 350 Broadway,
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Suite 205, New York, NY 10013, (212) 925-1400
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National Foreign Trade Council (NFTC), 100 E. 42nd St., New York, NY
10001 (212)867-5630
Biz$hop Western International Trade Group (WITG), c/o Ronald A. Ingersoll, P.O.
Box 29744, Phoenix, AZ 85038 (602)528-6546
World Trade Club, PO Box 21488, Seattle WA 98111
Biz$hop
Your Success Shop
1713 E 3rd Street
Port Angeles WA 98362
(360)452-2418
1-800-949-8029
Fax: (530)690-7531
success@bizshop.com
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info@bizshop.com
BizShop.com
WebmasterBiz.com
Pilers.com
ICQ 7382122
Appendix B - Glossary.htm - 1
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Appendix B - Glossary
With
Contents
Biz$hop 1. A
2. B
3. C
4. D
5. E
6. F
7. G
8. H
9. I
10. J
11. K
12. L
13. M
14. N
15. O
16. P
17. Q
18. R
19. S
20. T
21. U
22. V
23. W
Biz$hop
Any corrections or additions? Please let us know!
Your Success Shop
1. A
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Port Angeles WA 98362
Abandonment: The act of refusing delivery of a shipment so badly damaged
(360)452-2418
in transit that it is worthless; OR damage to a vessel that is so severe that it
1-800-949-8029
is considered a constructive total loss.
Fax: (530)690-7531
success@bizshop.com
Absolute Quotas: A total prohibition on the importation of a certain item
after a certain number or value of that item has already been imported.
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info@bizshop.com
Accounts Receivable: A record used to account for the total number of sales
BizShop.com
made through the extension of credit.
WebmasterBiz.com
Accrual Basis: An accounting method used for recordkeeping purposes
Pilers.com
where all income and expenses are charged to the period to which they
ICQ 7382122
apply, regardless of whether money has been received.
Appendix B - Glossary.htm - 2
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Acid-Test Ratio: An analysis method used to measure the liquidity of a
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business by dividing total liquid assets by current liabilities.
With
Ad Valorem Taxes: Taxes based on the value of the merchandise. All sales
taxes are by definition ad valorem taxes, as are most import duties.
Biz$hop Air Waybill: A bill of lading and contract between the shipper and the
airline for delivery of goods to a specified location, and sometimes with
specified delivery date/time. Non-negotiable, but serves as receipt from the
airline to prove that goods were received.
All Risk Insurance: Insurance providing warehouse to warehouse coverage
on shipments, to cover all common risks.
Antiboycott Regulations: Regulations prohibiting any U.S. citizen from
participating in any boycott of any country or person who is considered
"friendly." An example is certain clauses often inserted in contracts with
Arab countries requiring the parties to agree not to do business with Israel.
Antidiversion Laws: Laws which apply to exports to ensure they go only to
certain destinations.
Antitrust Laws: Laws which apply to business transactions and are designed
to prevent restrictive trade practices.
ATA Carnet: A document that allows import and export of certain items
used in business, good for passage through customs of the item in more
than 40 countries. The carnet is usually good for a year.
ASEAN (Association of Southeast Asian Nations): A trading block of
countries in SE Asia. Originally formed as an anti-communist military
alliance, it is now focused on developing a free trade agreement among
Biz$hop member nations.
Your Success Shop
Asset Earning Power: A common profitability measure used to determine
the profitability ofa business by taking its total earning before taxes and
1713 E 3rd Street
dividing that by total assets.
Port Angeles WA 98362
Audit Bureau of Circulation (ABC): A third-party organization that verifies
(360)452-2418
the circulation of print media through periodic audits.
1-800-949-8029
Fax: (530)690-7531
success@bizshop.com
2. B
Balance of Payments, or Balance of Trade: The difference between a
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country’s total export dollar value and its total import dollar value,
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generally or with respect to a particular trading partner. A positive balance
BizShop.com
means a net inflow of capital, while a negative means capital flows out of
WebmasterBiz.com
the country.
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Balance Sheet: A financial statement used to report a business’s total assets,
liabilities and equity.
Appendix B - Glossary.htm - 3
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Bank, Advising: Bank in the exporter’s country handling a letter of credit.
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Bank, Correspondent: A bank having communications link with the seller’s
With
bank.
Biz$hop Bank, Remitting: Bank that sends a draft to the overseas bank for
collection.
Barter: Trading accepting goods as payment rather than cash.
Beneficiary: The person in whose favor a letter of credit is issued or a draft
is drawn.
Bill of Lading: Contract between the owner of the goods and the cargo
carrier to move the goods to a specified destination. A clean bill of lading is
issued by the carrier verifying receipt of the merchandise in apparent good
condition (without visually apparent damage or defect). Bills of lading can
sometimes be made to cover the whole trip, or separate bills of lading can
be prepared for each carrier. Ocean shipments generally require two, an
Inland Bill of Lading covering land transportation to the port and an Ocean
Bill of Lading covering the ship portion. Bills of lading are negotiable while
cargo is in transit.
Bonded Warehouse: A warehouse authorized by customs officials for the
storage of goods on which payment of duty is deferred until goods are
removed.
Bonding: Generally used by service companies as a guarantee to their
clients that they have the necessary ability and financial tracking to meet
their obligations. Bonds are also used to guarantee payment of duty for U.S.
Customs entry.
Biz$hop Booking: An arrangement with a shipping company to load and carry a
shipment.
Your Success Shop
Business Plan: A plan used to chart a new or ongoing business’s strategies,
1713 E 3rd Street
sales projections, and key personnel in order ts obtain financing and provide
Port Angeles WA 98362
a strategic foundation a business can use to grow.
(360)452-2418
Break-Even Analysis: An analysis method used to determine the number of
1-800-949-8029
jobs or products that need to be sold to reach a break-even point in a
Fax: (530)690-7531
business.
success@bizshop.com
Business Publications Audit (BPA): Similar to the Audit Bureau of
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Circulation, the BPA is a third-party organization that verifies the
info@bizshop.com
circulation of print media through periodic audits.
BizShop.com
WebmasterBiz.com
3. C
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Appendix B - Glossary.htm - 4
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C&F: Cost and Freight. Includes all shipping costs but insurance. Generally
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used in statement of terms, stating cost and freight are paid by the exporter
from his warehouse to a port in the importer’s country. In this case, the
With
buyer is responsible for insurance.
Biz$hop C&I: Cost and Insurance. A price quoted C&I means that the cost of the
product and insurance are included in the quoted price. In this case, the cost
of shipping would be borne by the buyer.
Capitalization: Every company has capital - either in the form of money,
common stock, long-term debt, or in some combination of all three. It is
possible to have too much capital (in which case the firm is overcapitalized)
or too little capital (in which case the firm is undercapitalized).
Carnet: A customs document which permits you to send or carry
merchandise into a country duty and tax free for a short period, for use as
samples or as display merchandise in a trade show, for example.
Cash Basis: An accounting method used for recordkeeping where income is
logged when received and expenses charged when they occur.
Cash In Advance: Full payment is due before merchandise is shipped. Least
risk to seller, most risk to buyer.
Certificate of Inspection: Certification, generally by an independent third
party, that the goods were in good condition at the time of shipment.
Certificate of Origin: A document that states where the goods were made.
Necessary for many countries for importation of merchandise.
Chartel Mortgase Contract: A credit contract used for the purchase of
equipment where the purchaser receives title of the equipment upon
Biz$hop delivery but the creditor holds a mortgage claim against it.
Your Success Shop
C.I.F.: Cost, Insurance, and freight. All shipping costs paid by the exporter,
including insurance.
1713 E 3rd Street
Clean Collection: These are shipping documents that include only a bill of
Port Angeles WA 98362
lading, draft and or invoice sent by exporter directly to the importer,
(360)452-2418
bypassing the international banking collection system.
1-800-949-8029
Fax: (530)690-7531
Clean Bill of Lading: A bill of lading that covers only one specific
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shipment, as opposed to a consolidated shipment.
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Collateral: Assets used as security for the extension of a loan.
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BizShop.com
Collection Papers: Documents specified as necessary for payment to be
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made, such as the commercial invoice, certificate of inspection, and bill of
Pilers.com
lading.
ICQ 7382122
Commercial Attaché: A business and trade expert on the staff of a consulate
or embassy. They are responsible for promoting exports of their country’s
goods and are an excellent source of help.
Appendix B - Glossary.htm - 5
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Commercial Loans: A short-term loan usually issued for a term of six
Profits
months.
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Conditional Sales Contract: A credit contract used for the purchase of
equipment where the purchaser doesn’t receive title of the equipment until
Biz$hop the amount specified in the contract has been paid in full.
Consignment: Goods are offered for sale on behalf of another, without the
seller actually purchasing or taking title to the goods. Only if there is a
subsequent sale does the owner receive any payment.
Consolidation: The combining of smaller shipments from a central location
into a single shipment that is sent to a destination point at a lower shipping
rate
Consular Declaration: Formal statement to the consul of a foreign country
declaring the merchandise to be shipped.
Convertible Currency: Money that can be easily changed to that of another
country.
Cooperative Advertising: Joint advertising strategy used by a manufacturer
and another firm that distributes its products.
Copyright: A form of protection used to safeguard original literary works,
performing arts, sound recordings, visual arts, and renewals.
Corporation: A legal form of operation that declares the business
as a separate legal entity guided by a group of officers known as the board
of directors.
Correspondent Relationship: An arrangement in international trade where
Biz$hop one bank agrees to act as an agent for the other. The documents in one are
accepted in another on their face.
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The exporter's bank is often known as the remitting bank in the transaction,
while the importer's bank is the collecting bank.
1713 E 3rd Street
Cost-of-Living Lease: A lease where yearly increases are tied to the cost of
Port Angeles WA 98362
living index.
(360)452-2418
1-800-949-8029
Cost Per Thousand (CPM): Terminology used in buying media. CPM refers
Fax: (530)690-7531
to the cost it takes to reach a thousand people within your target market.
success@bizshop.com
Countertrade: Involves trading your goods for other goods, rather than cash.
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info@bizshop.com
Countervailing Duty: A duty levied on the import of certain foreign goods
BizShop.com
when it is felt that they were produced under conditions amounting to unfair
WebmasterBiz.com
trade practices.
Pilers.com
ICQ 7382122
Country of Origin: The country from which an item is imported if that
country is where the item was made.
Appendix B - Glossary.htm - 6
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Credit, Deferred Payment: Type of a letter of credit where payment is made
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at a specified interval after collection papers are submitted.
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Credit, Documentary: An arrangement by banks for settling international
business transactions. A letter of credit is a form of documentary credit.
Biz$hop Current Ratio: A ratio used to determine the difference between total
current assets and total current liabilities.
Customs: The authorities charged with collecting duty and controlling the
entry of merchandise into a country.
Customs Broker: An individual or firm licensed to process entry and clear
goods into the country for another.
4. D
Demographic Charactertistics: The attributes such as income, age, and
occupation that best describe your target market.
Depreciation: The depreciation in value of fixed assets that provides the
foundation for a tax deduction based on either the declining-balance or
straight-line method.
Devaluation: Lowering the value of a currency in relation to other
currencies.
Disability Insurance: A payroll tax required in some states that is deducted
from employee paychecks to insure income during periods where an
employee is unable to work due to an injury or illness.
Disclosure Document Program: A form of protection that safeguards an
Biz$hop idea while it is in its development stage.
Your Success Shop
Discrepancy: A condition when documents presented do not conform with
what is required by the Letter of Credit.
1713 E 3rd Street
Port Angeles WA 98362
Dock Receipt: Issued by the ocean carrier acknowledging receipt of goods.
(360)452-2418
Documentary Collection: When documents are submitted in the
1-800-949-8029
international banking collection system, on the basis of which payment is to
Fax: (530)690-7531
be made.
success@bizshop.com
Dollar Control Systems: A system used in inventory management that
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reveals the cost and gross profit margin on individual inventory items.
info@bizshop.com
BizShop.com
Draft: Contract between buyer and seller that the buyer will pay a certain
WebmasterBiz.com
amount of money, within a specified period of time, for the goods
Pilers.com
purchased.
ICQ 7382122
Draft, Date: A payment option draft that matures in a specified number of
days after the date issued.
Appendix B - Glossary.htm - 7
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Draft, Demand or Sight: A draft payable upon presentation to the drawee. It
Profits
may be used when the exporter wishes to retain control of the shipment for
credit or title retention reasons. The buyer must pay the bank before
With
receiving the documents to take custody of the goods. A COD shipment is
similar.
Biz$hop Drawback: Customs refund for items which were imported into the U.S.
and then reexported. A drawback is the repayment or refund of all or part of
the customs duties which were paid on the items when they were brought
into the country.
Drawee: The buyer of a draft instrument.
Dual Purpose Product: A product that has both military and civilian uses,
which usually require specific export licenses by the Department of Defense
and Department of Commerce.
Dumping: The selling of merchandise in a foreign country at below cost in
order to seize market share.
Dun & Bradstreet: An agency which furnishes subscribers with marketing
statistics and the financial standings and credit ratings of businesses.
Dunnage: Timbers or other material used to keep cargo from shifting.
Duty: A tax imposed by customs authority on imported goods. Often used
interchangeably with the term “tariff.”
5. E
E.C. (European Community, or European Common Market): A trading
block of countries in Europe that have agreed on common regulations on
Biz$hop cross-border trade.
Your Success Shop
EMC (Export Management Company): A private company that serves as
the export agent for manufacturers, being paid by commission or retainer.
1713 E 3rd Street
Merchandise is not normally purchased by the EMC.
Port Angeles WA 98362
(360)452-2418
Equipment Loans: A loan used for the purchase of capital equipment.
1-800-949-8029
Fax: (530)690-7531
ETC (Export Trading Company): A private company that usually purchases
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items from domestic manufacturers, and then sells them to foreign markets.
The difference between an EMC and an ETC is sometimes insignificant, as
an EMC may occasionally take title of goods, and an ETC may sometimes
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work strictly on commission without purchasing the goods. The difference
info@bizshop.com
is what the company NORMALLY does.
BizShop.com
WebmasterBiz.com
Equity: Ownership of all or a portion of the company.
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ICQ 7382122
Equity Capital: A form of financing where equity in a business is sold to
private investors.
Appendix B - Glossary.htm - 8
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Ex-Factory: Seller’s responsibility ends when merchandise is accepted at
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point of origin, i.e., factory. This can also be written as Ex-Warehouse,
Ex-works, etc.
With
Expeditor: See Freight Forwarder
Biz$hop Exploratory Research: A method used when gathering primary information
for a market survey where targeted consumers are asked very general
questions geared toward eliciting a lengthy answer.
Export Broker: One who brings together foreign buyers with domestic
manufacturers for a fee, generally providing little other services. An EMC
is also a middleman, but often provides extensive services to complete the
transaction as well.
Export Declaration: Paperwork required of exporters so trade can be
tracked
Export License: A permit required to export merchandise. In the U.S., either
a general license requiring no additional paperwork or a validated license
for certain controlled items.
6. F
Factoring: The practice of buying debts at a discount. If somebody owes
you $100 payable in a year, a factor may pay you $90 for the debt. You get
cash more quickly, at the cost of the discount.
F.A.S.: Free Along Side: Such as F.A.S. New York. This means that, for
instance, if goods are shipped from Nevada to Spain, no charges for
shipment are made to the importer until the goods are “free along side the
vessel” in New York. After this point, some charges may be applied to the
Biz$hop importer.
Your Success Shop
Fair Labor Standards Act: A federal law that enforces a group of minimum
standards that employers must abide by when hiring employees.
1713 E 3rd Street
Port Angeles WA 98362
FCIA (Foreign Credit Insurance Act): An ExImBank program that offers
(360)452-2418
credit insurance against losses due to political conflict or buyer default.
1-800-949-8029
Fax: (530)690-7531
Federal Insurance Contributions Act (FICA): This law requires employers
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to match the amount of social security tax deducted from an employee’s
paycheck.
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Fictitious Name: Often referred to as a DBA, “Doing Business As,” a
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fictitious name is frequently used by sole proprietors or partnerships to
BizShop.com
provide a name, other than those of the owners or partners, under which the
WebmasterBiz.com
business will operate.
Pilers.com
ICQ 7382122
First In, First Out (FIFO): An accounting system used to value inventory for
tax purposes. Under FIFO, inventory is valued at its most recent cost.
Appendix B - Glossary.htm - 9
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Fixed Expenses: Expenses that must be paid each month and do not
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fluctuate with the sales volume.
With
Fixed Rate Tariff: Import tax based on a unit of bulk product, such as x
amount per gallon of crude oil.
Biz$hop Flat Lease: A lease where the cost is fixed for a specific period of time.
Floating Exchange Rate: When currency is allowed to adjust in value based
on supply and demand for the currency, without central bank intervention.
F.O.B.: Free On Board. Such as F.O.B New York. The importer would pay
all costs for shipping from this point (New York) on to the final destination.
F.O.R.: Goods will be delivered by the exporter to a railway station. The
importer is responsible from this point on.
Foreign Exchange Rate: The given ratio of exchange at a particular point in
time between two currencies.
Foreign Sales Agent or Representative: Works to sell your merchandise in
the foreign country. Equivalent of the Manufacturer’s Representative in the
US.
Foreign Sales Corporation Act: A federal law that allows US exporters to
exempt part of their trade income from federal income taxes if sales are
made through a business located in certain US Trust Territories.
Forward Exchange Rate: A rate of exchange agreed to for a future date.
Free Trade Agreement: An agreement between countries that will result
over an agreed period of time in elimination of duties for goods flowing
Biz$hop between them.
Free Trade Zone: A port designated by the country for duty free entry of
Your Success Shop
goods. As long as the goods do not go into the country from the FTZ, no
duty is assessed. While in the FTZ, goods may be processed, packaged,
1713 E 3rd Street
serviced or displayed.
Port Angeles WA 98362
(360)452-2418
Freight Forwarder: An individual or firm that takes care of the packing and
1-800-949-8029
shipping of merchandise. Generally they also assist with export and other
Fax: (530)690-7531
documentation.
success@bizshop.com
Frequency: The number of times you hope to reach your target audience
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through your advertising campaign.
info@bizshop.com
BizShop.com
7. G
WebmasterBiz.com
Pilers.com
GATT (General Agreement on Tariffs and Trade): Multilateral treaty that
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aims to reduce trade barriers and increase trade. The GATT was an interim
treaty process that has now culminated in the World Trade Organization.
Signatory member countries account for over 80% of world trade.
Appendix B - Glossary.htm - 10
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General Export License: A license for all exporters to export a certain item
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from the U.S. The individual exporter does not need to apply for the license
but such a license MUST exist.
With
Gross Weight: Weight of a shipment including packing material.
Biz$hop 8. H
Hard Currency: Money which has the following three characteristics:
1. Universally acceptable
2. Freely convertible
3. Long-term stability history
Examples include the US dollar, British pound, Japanese yen, Swiss franc,
etc.
Harmonized System: An internationally agreed classification system for
trade. It provides code numbers to specify classification, making customs
duty determination more predictable.
9. I
Implicit Warranty: An unstated guarantee. In the absence of a specific
stated warranty, courts in many countries will still hold a company liable
for defective product based on an implicit warranty.
Income Statement: Also called an operating statement, an income statement
charts the sales and operating costs of a business over a specific period of
time, usually a month.
Incoterms: International business terms used throughout the world
Biz$hop Intellectual Property: Rights to certain information owned by a company or
the company’s name, symbols registered to the company, or other
Your Success Shop
intangibles. Examples include copyright, trademark, patents, etc.
International collection: A banking procedure where the buyer's bank
1713 E 3rd Street
(collecting bank) collects from the buyer and pays the seller's bank
Port Angeles WA 98362
(remitting bank).
(360)452-2418
1-800-949-8029
International Law: There are two kinds of international law generally
Fax: (530)690-7531
recognized. Public international law is the law created when countries agree
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to treaties. Private international law is the law created between private
parties, for example when they write a contract.
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International Monetary Fund (IMF) An international bank owned by over
BizShop.com
180 member countries whose objective is to help achieve monetary stability
WebmasterBiz.com
and economic development.
Pilers.com
ICQ 7382122
Inventory Loans: A loan that is extended based on the value of a business’s
inventory.
Appendix B - Glossary.htm - 11
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Inventory Turnover: An analysis method used to determine the amount of
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capital invested in inventory and the total number of times per year that
investment will revolve.
With
Investment Tax Credit: A tax credit that allows businesses to write off the
Biz$hop first $ 1 0,000 of equipment purchased for business use.
Investment Turnover: A profitability measure used to evaluate the number
of times per year that total investment or assets revolve.
Invoice, Commercial: Document that functions internationally as a bill of
sale. It specifies the exporting company, contents of shipment, amount
charged, name of carrying vessel, order number and payment terms.
Invoice, Consular: An invoice stamped or endorsed by the consulate of the
country requiring such.
Irrevocable Confirmed Letter of Credit: A method of payment commonly
used in international trade. A letter of credit is essentially a promise by a
bank that it will pay for the account of someone when certain requirements
are met. A letter of credit is irrevocable when it cannot be revoked by either
party, and it is confirmed when a U.S. bank agrees to pay the amount due
even if the foreign, issuing bank defaults.
ISO - International Standards Organization, a representative body which
makes standards for a wide variety of products and concepts, from
expressing time to quality control procedures.
10. J
Joint Venture: A formal strategic alliance of both domestic and foreign
companies to work for common business profit.
Biz$hop 11. K
Your Success Shop
Keogh: A pension plan that lets business owners contribute a defined
1713 E 3rd Street
portion of their profits toward a tax sheltered account. There are several
Port Angeles WA 98362
Keogh’s to choose from such as profit sharing and defined contribution.
(360)452-2418
1-800-949-8029
Fax: (530)690-7531
12. L
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Leasehold Improvements: The repairs and improvements made to a facility
before occupation by the lessee.
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info@bizshop.com
Letter of Credit: Document which is a promise by the buyer’s bank that
BizShop.com
upon presentation of required documents, payment will be made. Usually
WebmasterBiz.com
confirmed by the seller’s bank, protection is given to the seller that payment
Pilers.com
will be made if the goods are shipped correctly, and protection is given to
ICQ 7382122
the seller that the goods will be shipped before payment is made.
Appendix B - Glossary.htm - 12
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Letter of Credit, Confirmed: A letter of credit which is guaranteed by a US
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bank, regardless of buyer’s bank.
With
Letter of Credit, Irrevocable: Payment is guaranteed if all conditions are
met. A revocable Letter of Credit could be canceled or altered by the buyer.
Biz$hop Letter of Intent: A request for a bid for a certain amount of merchandise
over a certain period of time. This is normally part of the negotiation
process, and moves the inquiry into the "serious" category. Based on the
LOI, the seller can quote a price.
Liability (insurance) :A term used when analyzing insurance risks that
describes possible areas of exposure. While there are numerous
comprehensive and special coverages that blanket almost every known
exposure a business may be liable for, there are three forms of liability
coverage that insurers usually will underwrite. The first is general liability,
which covers any kind of bodily injury to non-employees except that caused
by automobiles and professional malpractice. The second is product
liability, which covers injury to customers arising as a direct result of goods
purchased from a business. The third is public liability, which covers injury
to the public when they are on your premises.
Liability (accounting): Loans and expenses that must be paid. By comparing
your assets to your liabilities, a balance sheet can be prepared that shows
the financial condition of your company.
Last In, First Out (LIFO): An accounting system used to value inventory.
Under LIFO, inventory is valued according to the remaining stock in
inventory.
13. M
Biz$hop Manual Tag System: A system used in inventory management that tracks
Your Success Shop
inventory using tags removed at the point of purchase.
Marine Insurance: Insurance protecting against loss or damage while being
1713 E 3rd Street
transported by sea.
Port Angeles WA 98362
(360)452-2418
Market Survey: A research method used to define the market parameters of
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a business.
Fax: (530)690-7531
success@bizshop.com
Markup: The amount added to the cost of goods in order to produce the
desired profit.
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Measure of liquidity: An analysis method used to measure the amount of
BizShop.com
available liquid assets to meet accounts payable.
WebmasterBiz.com
Media Plan: A plan that details the usage of media in an advertising
Pilers.com
campaign including costs, running dates, markets, reach, frequency,
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rationales, and strategies.
Mercosur: Central American Free Trade Agreement
Appendix B - Glossary.htm - 13
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Modified Accelerated Cost Recovery System (MACRS): Used in
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accounting to define the rate and method which a fixed asset will be
depreciated for tax purposes.
With
14. N
Biz$hop NAFTA (North American Free Trade Agreement): A treaty setting up a free
trade agreement between Canada, Mexico and the United States, though
indications are that soon several South and Central American countries will
be joining.
Net Leases: Typically, there are three net leases: a net lease, double-net
lease, and triple-net lease. A net lease is a base rent plus an additional
charge for taxes. A double-net lease is a base rent plus an additional charge
for taxes and insurance. A triple-net lease is base rent plus an additional
charge for taxes, insurance, and common area expenses.
Net Profit On Sales: A profitability measure that determines the difference
between net profit and operating costs.
15. O
Occupational Safety and Health Act (OSHA): A federal law that requires
employers to provide employees with a workplace that is free of hazardous
conditions.
Open Account: Non-guaranteed payment arrangement similar to department
store credit. Goods are purchased and shipped, and shipment is billed.
Payment is dependent on good faith of the purchaser.
Open Cargo Policy: An insurance policy that covers multiple shipments
Biz$hop over a period of time.
Your Success Shop
Open to Buy: This is the dollar amount budgeted by a business for
inventory purchases for a specific time period.
1713 E 3rd Street
Option: The reservation of the right to buy at a certain price at or within a
Port Angeles WA 98362
given time in the future.
(360)452-2418
1-800-949-8029
Overhead: Refers to all non-labor and non-inventory expenses needed to
Fax: (530)690-7531
operate the business, such as rent, utilities, office supplies, insurance, etc.
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16. P
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Packing List: A list inventorying the items in a shipment.
BizShop.com
WebmasterBiz.com
Partnership: A partnership is a legal form of business operation between
Pilers.com
two or more individuals. There are several types of partnerships that the
ICQ 7382122
federal government recognizes. The two most common are general and
limited partnerships.
Appendix B - Glossary.htm - 14
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Patent: A form of protection that provides a person or legal entity with
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exclusive rights to exclude others from making, using, or selling a concept
or invention for the duration of the patent. There are three types of patents
With
available: design, plant, and utility.
Biz$hop Percentage Lease: This type of lease is one where the landlord charges a
base rent plus an additional percentage of any profits produced by the
business tenant.
Personal Loans: Short-term loans that are extended based on the personal
integrity of the borrower.
Point-of-Sale (POS) Systems: A computerized network that is operated by a
miniframe computer and hooked to several checkout terminals.
Profit: There are generally two kinds of profits: gross profit and net profit
.Gross profit is the difference between gross sales and cost of sales, while
net profit is the difference between gross profit and all costs associated with
operating a business.
Pro-Forma Invoice: The pro-forma invoice is a price quote. It is written up
as an invoice, and in effect says, ‘this is what the price and terms are that
we are offering the merchandise on.‘ Generally required for shipping,
whether importing or exporting. Contains the information of the agreement
between the parties.
17. Q
Quotas: Specific limits on the quantity or value of certain items which can
be imported.
Biz$hop 18. R
Your Success Shop
Reach: The total number of people within your target market that you reach
through your advertising campaign.
1713 E 3rd Street
Return On Investment (ROI): A profitability measure that evaluates the
Port Angeles WA 98362
performance of a business by dividing net profit by total assets.
(360)452-2418
1-800-949-8029
Return On Owner’s Equity(ROE): A profitability measure used to gauge the
Fax: (530)690-7531
earning power of the owner’s total equity in the business by dividing the
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average equity investment of the owner by the net profit.
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19. S
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BizShop.com
SIC (Standard Industrial Classification): A numerical coding system used in
WebmasterBiz.com
the U.S. to classify products and services.
Pilers.com
ICQ 7382122
Appendix B - Glossary.htm - 15
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SITC (Standard International Trade Classification): A numerical coding
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system created by the U.N. to classify products and services. The US
operated by the SIC for a long time (and still does domestically) but
With
eventually harmonized codes to comply in great part with the SITC (hence,
the Harmonized System).
Biz$hop Signature Loans: Loans secured by nothing but the signature and good
character of the borrower.
Sole Proprietor: A legal form of operation where all the equity in the
company is undivided, generally owned by a single person or married
couple.
Specific Research: A method used when gathering primary information for
a market survey where targeted consumers are asked very specific and
in-depth questions geared toward resolving problems found through
exploratory research.
Standard Rate and Data Service (SRDS): A company that produces a group
of directories for each different type of media that lists rates, circulation,
contacts, markets serviced, etc.
Steamship Conference: A group of shipping companies that has agreed on
common freight rates. You may see advertising by a shipping line stating
they are non-conference, meaning they charge an independent and likely
lower rate.
Step Lease: This type of lease outlines annual increases in the tenant’s base
rent based on an approximation of what the landlord thinks his expenses
may be.
Subchapter S: A subchapter of the Federal tax code which allows small
Biz$hop corporations to pay out all income proportionately to its shareholders, who
then claim the income on their personal income taxes. This avoids the
Your Success Shop
payment of corporate taxes.
1713 E 3rd Street
Sublet: This term refers to the lease of space within a rented facility by the
Port Angeles WA 98362
original lessee.
(360)452-2418
1-800-949-8029
Subsidies: Payments or benefits given by one country to the manufacturers
Fax: (530)690-7531
or producers of a particular product in their country to help them compete
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internationally or to give them an advantage
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20. T
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BizShop.com
Tare Weight: Weight of packing container and packaging material without
WebmasterBiz.com
the weight of the goods contained.
Pilers.com
Tariff: A country’s tax on imports. May also refer to the rate of tax.
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Interchangeable in most cases with duty.
Appendix B - Glossary.htm - 16
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Tariff, Ad Valorem: A tariff determined as a percentage of the value of the
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goods.
With
Tariff Rate Quotas: Quotas which allow certain quantities or values of an
item to come into the country at a reduced duty rate. After the specific
Biz$hop quantity or value is met, other items may be imported but the duty rate will
be higher.
Trade Deficit: Commonly used to describe the situation in which a country
purchases more goods imported from other countries (imports) than that
country sells in foreign countries (exports).
Transshipment: Where a product made in one country is taken to another
country for sale, sometimes without identifying the originating country.
Sometimes used to get around foreign buyers’ hesitations to buy items
made in particular countries, especially if the buyer’s home country forbids
trade with the originating country.
21. U
Unfair Trade Practices: Activities considered to be unfair because they
influence or affect the free trade of goods and services. Examples include
subsidies, regulations prohibiting foreigners from selling certain products,
or other limits. The rules on which countries can use trade practices
generally seen as unfair are complex, because some less developed
countries have been allowed to keep some trade programs intact even
though the programs may have some "unfair" aspects to them. The U.S.
Trade Representative examines unfair trade practices and publishes a yearly
summary of those practices (available through the government printing
office).
Biz$hop Unit-Control System: A system used in inventory management that tracks
inventory using bin tickets and physical inventory checks.
Your Success Shop
22. V
1713 E 3rd Street
Port Angeles WA 98362
Validated Export License-a specific license for export which is issued to a
(360)452-2418
particular exporter for export of a particular good.
1-800-949-8029
Fax: (530)690-7531
Variable Expenses: Business costs that fluctuate from each payment period
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according to the sales volume.
Venture Capital: A source of financing for either start-up or expansion
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capital that is based on providing private investors with equity positions
info@bizshop.com
within the business.
BizShop.com
WebmasterBiz.com
23. W
Pilers.com
ICQ 7382122
Worker’s Compensation: A state or privately managed insurance fund that
reimburses employees for injuries suffered on the job.
Appendix B - Glossary.htm - 17
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Working Capital: Net current assets required for the company to carry on
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with its work. It’s the surplus of a firm’s current assets over its current
liabilities.
With
World Trade Organization: An international body formed by agreement of
Biz$hop member nations, an evolution of the GATT process. Designed to resolve
trade disputes and work for lowering of tariff and non-tariff trade barriers.
Biz$hop
Your Success Shop
1713 E 3rd Street
Port Angeles WA 98362
(360)452-2418
1-800-949-8029
Fax: (530)690-7531
success@bizshop.com
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info@bizshop.com
BizShop.com
WebmasterBiz.com
Pilers.com
ICQ 7382122
Appendix C - Check Off Lists.htm - 1
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Profits
Appendix C - Check Off Lists
With
Contents
Biz$hop 1. Getting Started In Imports
2. Getting Started In Exports
Any corrections or additions? Please let us know!
1. Getting Started In Imports
___ Get your business license to take advantage of the tax benefits. Get
your business cards, letterhead, and office setup completed. (computer, fax,
internet access).
___ Join the Global Trade Society. The benefits include a subscription to
Biz$hop Biz$hop's Weekly Trade Leads, among other advantages. This will give you
an enormous advantage in finding products and buyers.
Your Success Shop
___ Read all you can. Particularly, subscribe to International Trade Profits
1713 E 3rd Street
(a free email mailing list for those involved in or interested in international
Port Angeles WA 98362
trade. Subscribe at www.bizshop.com/freenews.htm or email to
(360)452-2418
internationaltradeprofits-subscribe@makelist.com)
1-800-949-8029
and World Trade (included in Global Trade Society membership)and any
Fax: (530)690-7531
trade publications that serve your industry. Read Biz$hop's "Doing
success@bizshop.com
Business With" report on your country/area.
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___ Decide on area of concentration. This should be both a country and a
info@bizshop.com
type of merchandise. Ideally both will be passions for you.
BizShop.com
___ Get your web site set up. Biz$hop Online offers a special International
WebmasterBiz.com
Trader website offer.
Pilers.com
ICQ 7382122
___ Identify the products you'd like to import.
Appendix C - Check Off Lists.htm - 2
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___ Identify your target market and learn all you can about them. What
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publications do they read? Are there good mailing lists available? What
other ways to reach them?
With
___ Begin making contacts with overseas manufacturers and building
Biz$hop relationships. Need contacts? Get the new Biz$hop Special Report: R19010
Establishing Overseas Contacts
___ If possible, begin planning a trip. Nothing beats seeing for yourself.
___ Obtain samples or sales materials.
___ When you have the samples, check with your customs broker on duty
and restrictions.
___ With the samples, talk to a freight forwarder and find out an
approximate shipping cost.
___ Pre-sell the merchandise with the samples. How easy you get orders
will give you an idea of the profitability: Keep an eye on the ratio of sales
closes. If you try to sell to 50 sportswear stores and get 10 orders, you can
figure that 20% of additional stores you approach will also likely buy.
___ With the presold orders and your cost analysis, you will be in a much
better position to approach your bank for a letter of credit.
___ With the letter of credit, begin your negotiations for price and terms.
___ Once you have negotiated terms, close the deal and have the
merchandise inspected and shipped, as per your letter of credit.
___ While the cargo is on the way to you, contact your customs broker and
Biz$hop alert him or her. If any repackaging is going to be needed, get the packaging
ready.
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___ Then go out, or send out your people, and SELL SELL SELL!!
1713 E 3rd Street
___ Collect commission on sale, or markup, when letter of credit is paid.
Port Angeles WA 98362
(360)452-2418
___ Repeat.
1-800-949-8029
Fax: (530)690-7531
success@bizshop.com
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info@bizshop.com
BizShop.com
WebmasterBiz.com
Pilers.com
ICQ 7382122
Appendix C - Check Off Lists.htm - 3
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2. Getting Started In Exports
Profits
With
Biz$hop
___ Get your business license to take advantage of the tax benefits. Get
your business cards, letterhead, and office setup completed. (computer, fax,
internet access).
___ Join the Global Trade Society. The benefits include a subscription to
Biz$hop's Weekly Trade Leads, among other advantages. This will give you
an enormous advantage in finding products and buyers.
___ Read all you can. Particularly, subscribe to International Trade Profits
(a free email mailing list for those involved in or interested in international
trade. Subscribe at www.bizshop.com/freenews.htm or email to
internationaltradeprofits-subscribe@makelist.com)
and World Trade (included in Global Trade Society membership)and any
trade publications that serve your industry. Read Biz$hop's "Doing
Business With" report on your country/area.
___ Decide on area of concentration. This should be both a country and a
type of merchandise. Ideally both will be passions for you.
Biz$hop ___ Get your web site set up. Biz$hop Online offers a special International
Your Success Shop
Trader website offer.
1713 E 3rd Street
___ Identify the products you'd like to export.
Port Angeles WA 98362
(360)452-2418
___ Examine the markets for them in countries you'd like to export to. Is
1-800-949-8029
there an advantage or appeal for your product?
Fax: (530)690-7531
___ Begin making contacts and building them into a relationship. Need
success@bizshop.com
contacts? Get the new Biz$hop Special Report: R19010 Establishing
Overseas Contacts
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info@bizshop.com
___ If possible, begin planning a trip. Nothing beats seeing for yourself.
BizShop.com
WebmasterBiz.com
___ Locate suppliers for the merchandise. Make an agreement with them
Pilers.com
giving you the rights to manage their exports to that country. If you have no
ICQ 7382122
track record, do deals that show you can sell for them before asking for
Appendix C - Check Off Lists.htm - 4
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exclusive rights. Remember, everything is negotiable and you cost the
Profits
manufacturer nothing since you don't make any money unless you make
sales.
With
___ Obtain samples or sales materials from manufacturers and suppliers.
Biz$hop ___ Start sending out leads, looking for people who are interested in buying
your product. Also send copies of your leads and sales material to your
foreign contacts.
___ When you find any interest, have your foreign representative check
with their customs broker (or equivalent) on duty and restrictions.
___ With the samples, talk to a freight forwarder and find out an
approximate shipping cost.
___ Send any samples needed for buyer to make decision. Determine how
many items your customers will need, and how often. This letter of interest
allows you to go the manufacturer and find best price.
___ Add in your commission and any other costs, then prepare a pro forma
invoice quoting price and terms.
___ Negotiate until agreement is reached. Let the buyer open a letter of
credit.
___ With the Letter of Credit, the manufacturer can ship the merchandise.
Make sure your bank and your manufacturer are clear on the terms and
validity of the Letter of Credit, because as soon as the terms are met,
payment can be made. You'll get paid when the letter of credit pays.
(Normal procedure, but you may want to make it clear in writing that you
will be paid your commission from the proceeds of the Letter of Credit.
Biz$hop ___ Follow up to ensure all parties are satisfied and continue building
Your Success Shop
relationships. Make follow-on offers to your overseas new clients. Put them
on your newsletter mailing list.
1713 E 3rd Street
___ Get to work on your next deal.
Port Angeles WA 98362
(360)452-2418
1-800-949-8029
Fax: (530)690-7531
success@bizshop.com
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info@bizshop.com
BizShop.com
WebmasterBiz.com
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ICQ 7382122
Appendix D - FaxBack Services.htm - 1
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Appendix D - FaxBack Services
With
Contents
Biz$hop 1. Send a Fax, Get Info
Any corrections or additions? Please let us know!
1. Send a Fax, Get Info
These fax services are wonderful sources of information, available 24 hours
a day. All you need to do is call them with your fax machine (with a phone
handset works best). The first document retrieved is usually an index.
Obtaining specific documents from then on simply requires you to key in
the appropriate number code on your touchtone keys. Seconds later, the fax
information is on its way to you.
These listings even include a rating system, based on how valuable and easy
the information appears to be.
AMERI-FAX
Phone: 202-482-1495
Sponsor: US Department of Commerce.
Grade B+
NAFTA related
CANADA BUSINESS SERVICE CENTER
604-775-5515 Vancouver
Biz$hop 806-956-2880 Saskatchewan
204-984-5527 Winnipeg
Your Success Shop
416-954-8555 Toronto
514-496-4010 Montreal
1713 E 3rd Street
506-444-6169 Frederickson
Port Angeles WA 98362
902 -8201 Halifax
(360)452-2418
902-426-3201 Charlottetown
1-800-949-8029
709-772-6080 St. Johns
Fax: (530)690-7531
Grade B
success@bizshop.com
Canadian Business Guides
EASTERN EUROPE FLASHFAX
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202-482-5745
info@bizshop.com
US Dept of Comnerce
BizShop.com
Grade A Exceptionally good
WebmasterBiz.com
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EXPORT HOTLINE
ICQ 7382122
617-248-9393
Grade A+ Simp1y the best
Appendix D - FaxBack Services.htm - 2
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FAXLINK INFORMATION SERVICE
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618-944-4500 Ottowa
Grade A Exce11ent how-to and insight on US market from Canadian
With
perspective.
Biz$hop FAXLINK INTERNATIONAL
618-944-4500 Ottowa Dept of Foreign Trade & Intl Trade
Grade B+ For foreign investors in Canada
GATT URUGUAY ROUND
202-.501-8144 (D.C.) US Dept of Commerce
Grade A Terrific summaries on trade pact
JAPAN EXPORT PROMOTION HOTLINE
202-482-4565 (D.C.) Dept of Commerce
Grad.e B+ Essentia1 if Japan is your market
Biz$hop
Your Success Shop
1713 E 3rd Street
Port Angeles WA 98362
(360)452-2418
1-800-949-8029
Fax: (530)690-7531
success@bizshop.com
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info@bizshop.com
BizShop.com
WebmasterBiz.com
Pilers.com
ICQ 7382122
Appendix E - Sample Rep Agreement.htm - 1
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Appendix E - Sample Rep
With
Agreement
Biz$hop Contents
1. With Clause Explanation
Any corrections or additions? Please let us know!
1. With Clause Explanation
Agreement Between Biz$hop (Steve Veltkamp, Principal) and __________,
Owners of CLIENT,
I always use agreements. They are just as enforceable, and the word
contract scares some people off. Remember - and this is very
important - absolutely everything is negotiable. The quality of the
agreement rests more on what you negotiate than the words you put
into it. Rates, territories, exclusivity, customers, EVERYTHING is
negotiable! For that reason, use this only as a guide. This is a very
good agreement for me, not all clients will be willing to give this
much!
It is mutually agreed that Biz$hop can offer on an exclusive wholesale basis
all products of CLIENT to all language schools, and retail outlets/stores in
Asia, from the border of Turkey and Greece to the International Date Line,
Biz$hop excluding Russia. Biz$hop can also offer all products of CLIENT directly
to consumers on a retail, non-exclusive basis. CLIENT will not entertain
Your Success Shop
requests from other distributors or agents within Biz$hop’s territory.
1713 E 3rd Street
This first clause sets out the basics of the agreement. The important
Port Angeles WA 98362
points are that it spells out the region, the exclusivity, and the
(360)452-2418
customers to be served.
1-800-949-8029
CLIENT agrees to pay Biz$hop 25% commission on all first-order sales,
Fax: (530)690-7531
and 15% on all repeat sales based on wholesale cost. House accounts are to
success@bizshop.com
be made a part of Biz$hop’s account list with a 10% payable commission
rate.
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Sales credit for commissions are based on all order sent in by Biz$hop or
info@bizshop.com
received directly by CLIENT from Biz$hop’s territory. A bonus of $50 will
BizShop.com
be paid for each $1000 of orders sold to the agreed upon territory.
WebmasterBiz.com
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The terms of compensation. House accounts are those that the client
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already has in the territory. Note that a commission is due no
matter how the sale was obtained, as long as it comes from my
territory.
Appendix E - Sample Rep Agreement.htm - 2
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CLIENT agrees to pay on the 15th of each month all commissions to
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Biz$hop on shipments of orders received from and paid by the customers to
whom shipped within the agreed territory. Along with the payment will be a
With
statement of account listing sales, invoice numbers, dates, payments and
shipments.
Biz$hop When we get paid. The documentation allows me to check on orders
against what I think should be coming in. It helps me identify
problem areas, customers that need follow-up to find out why they
are not ordering, etc.
CLIENT will provide Biz$hop weekly with a summary of invoices for
products shipped to his territory. Biz$hop will forward orders on a frequent
basis, as close to daily as practical, and will forward monthly an account
activity report with orders placed, payments received, and summary of
conversations and correspondence with customers and prospects.
The flow of information back and forth is essential. This flow keeps
both sides aware of what is going on, satisfies both sides that the
other is living up to the deal, and allows for customer feedback.
CLIENT will provide Biz$hop, at no cost, with any required samples, sales
literature, sales aids and order forms. Biz$hop will ensure that provided
materials are used prudently to promote sales.
Normal clause. This is the only up-front cost to your client, and how
you get the necessary sales items..
CLIENT is totally liable and responsible for shipping, invoicing, billing and
collecting on all shipped merchandise and for any legal claims sought after
by a dissatisfied customer. If a decision is made by CLIENT not to ship a
product within 30 days of order receipt, it is the responsibility of CLIENT
Biz$hop to advise both the customer and Biz$hop.
Your Success Shop
You are not responsible for all the shipping, billing etc. If you take
these on, there should be extra compensation. If there is going to be
1713 E 3rd Street
a backorder, I need to know that so I can make sure my customers
Port Angeles WA 98362
are happy.
(360)452-2418
1-800-949-8029
CLIENT is responsible at all times to keep Biz$hop informed as to price
Fax: (530)690-7531
and product changes, out-of-stock conditions, shipment delays, back orders,
success@bizshop.com
names and locations of distributors, and other pertinent information.
Biz$hop is responsible to inform CLIENT of any observed or possible
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conditions which will affect the sales or delivery of CLIENT products,
info@bizshop.com
either positively or negatively.
BizShop.com
More on information flow. I am the direct link with the customers,
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so can provide feedback. I also can inform client of political
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problems, economic issues, etc. in the foreign country that client
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may not be aware of. Client needs to let me know of special sale
prices, etc.
Appendix E - Sample Rep Agreement.htm - 3
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CLIENT guarantees and will unconditionally stand behind the quality and
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satisfaction of its products. CLIENT will stipulate a return policy in order
for Biz$hop to advise customers at time of sale.
With
I personally have made the decision not to represent a product that
Biz$hop the company doesn't guarantee, period. My customers' satisfaction
with me is more important than any one sale.
CLIENT will provide Biz$hop with current price lists, shipping terms, sales
concessions allowed and other sales terms. Any price changes, special
promotional packages or allowances which are offered by CLIENT in the
term of this agreement will be transmitted expeditiously to Biz$hop, and
restated on the monthly statement of account from CLIENT.
This just says that they'll provide details, such as what is the lowest
price I can sell the product for, what is the highest, what terms I can
offer, what incentives, etc. Nothing more embarrassing than not
knowing about a special deal that the customer tells you the Client
is offering.
Biz$hop will pay all of his own expenses, with the exception that postage or
telephone charges for the placement of orders will be reimbursed at cost.
Assures client that I am not an expense, but a positive asset and
business partner
Biz$hop agrees not to sell or represent any lines or products competitive
with those of CLIENT.
Non compete clause, again a reassurance to client
Biz$hop will endeavor to keep CLIENT informed of location and travel
Biz$hop plans, as well as providing CLIENT with an address and phone number
where Biz$hop will be reachable.
Your Success Shop
How can I be contacted? A reassurance to client that they can.
1713 E 3rd Street
This agreement is cancelable by either party with thirty (30) days notice to
Port Angeles WA 98362
the other party. This agreement will remain in effect until terminated by
(360)452-2418
either party, or for a period of ten(10) years from the date of signatures
1-800-949-8029
below.
Fax: (530)690-7531
success@bizshop.com
Any contract to be enforcable must have an expiration date.
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In the event of termination by either party, CLIENT will continue to pay
info@bizshop.com
commissions, according to the stipulations within this agreement, to
BizShop.com
Biz$hop on all sales received by CLIENT within 90 days of termination.
WebmasterBiz.com
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Because I will have done the sales job to sell the products prior to
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my termination, I should still get the commission.
Appendix E - Sample Rep Agreement.htm - 4
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In the event of disagreement, both parties agree to avoid legal solution but
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to rely on negotiation and conciliation. Should disagreement persist, both
parties agree to submit for a ruling to a recognized arbitration body.
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Important - keep fights out of the hands of lawyers!
Biz$hop Agreed to this __________ day of _______, _____________
_____________________________
Owner, CLIENT
______________________________
Steve Veltkamp, Biz$hop
Biz$hop
Your Success Shop
1713 E 3rd Street
Port Angeles WA 98362
(360)452-2418
1-800-949-8029
Fax: (530)690-7531
success@bizshop.com
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info@bizshop.com
BizShop.com
WebmasterBiz.com
Pilers.com
ICQ 7382122
Appendix F - Success Tips.htm - 1
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Appendix F - Success Tips
With
Contents
Biz$hop 1. 20 Things To Remember
Any corrections or additions? Please let us know!
1. 20 Things To Remember
1. Get into the Game. The world of import/export is a fascinating one, and
one that offers tremendous opportunities. But you’ll never be able to take
advantage of them until you jump into the game. And despite what it looks
like now, you’ll never be in a better position, or in a better time, to do it
than right now.
2. Be flexible when dealing with foreign cultures. Accept people for who
they are, and understand that just because they don’t do things the way we
do, or even in the way we think is right, does not make them wrong..
3. Plan, but don’t dawdle. You’ll want to look carefully at every situation,
but realize that time is of the essence. You need to develop a certain
boldness. Luck comes only to those who try.
4. Know your market. Never overlook an opportunity to learn more of your
market. If you are exporting to Namibia, you need to learn all you can about
Namibia. What are the demographics, the customs, the language (OK, but
Biz$hop try anyway), and the business climate? What is the distribution system?
Your Success Shop
5. Select an area to specialize in. Look at the world, and lay out your plan.
Decide what countries or area(s) you want to deal with. By focusing, you’ll
be able to more quickly develop an expertise. You’ll make your job of
1713 E 3rd Street
research much easier, and you’ll be exposed to a steady stream of
Port Angeles WA 98362
opportunities from and to there.
(360)452-2418
1-800-949-8029
6. Select a category to specialize in. The same applies to your type of
Fax: (530)690-7531
product or service. If you are into bicycles, then concentrate on bicycle
success@bizshop.com
parts, accessories, apparel and such. By specializing, you’ll more quickly
establish relationships with the players in the industry, be able to keep track
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of new developments in the category, and become known as the specialist
info@bizshop.com
to turn to when an industry participant wants to do international trading.
BizShop.com
This doesn’t mean you can’t jump on other opportunities, but you’ll find it
WebmasterBiz.com
easier if you specialize for a while.
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ICQ 7382122
7. Be an information addict. The more you know, the more you’ll be able to
do. Research your market and your industry constantly. Subscribe to and
read anything you can that applies to international trade or your specialty
Appendix F - Success Tips.htm - 2
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areas or industries. Buy books and build your business library. Scan always
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for tidbits of information that might prove useful. Identify sources of
information and explore them.
With
8. Establish your goals. What are your priorities? Do you want mostly the
Biz$hop freedom to travel, or is a high income more important? Do you want to
grow with employees and/or associates, or remain independent? Do you
want to establish yourself in just one area or country or industry, or
eventually do you plan to be global? Plan your world conquest strategy!
9. Don’t be afraid of competition. There is more opportunity than you can
possibly handle. Other import/export dealers may provide you with referrals
and assistance. Remember also, that if there is competition, then there is a
market! All you need to do is capture whatever share you need to to achieve
your goals.
Remember also that in today’s world, the small players have the advantage!
10. Never give up! Some entrepreneurs don’t succeed with the first, or the
second, or the eighth attempt. Don’t be discouraged by failure, or if your
product or service is not embraced by your market. Find a different angle,
or different product, or different market. This is a feel-and-go business.
Probe, if you find an entry point, exploit it. If there is too much resistance,
try probing in another spot.
11. Adapt to match. Adapt the product to match what the market wants.
Maybe a change of color, a different name, a different selling angle should
be developed. Adapt your business and negotiating style to match the
culture and expectations of your business prospects and partners.
12. Watch the bottom line. Keep a good accounting, and keep a good focus
on your profits. Cash flow is king. Don’t get caught in a cash flow drain
without the resources to back it up. This is why it is good not to have too
Biz$hop much of your assets tied up in inventory.
Your Success Shop
13. Patience, my dear. Things take longer in international trade. Not only do
you have longer distances involved, you also have varying levels of
1713 E 3rd Street
technology, and different customs. Express delivery over there may mean a
Port Angeles WA 98362
bicycle on a jungle path, after lunch and a nap., interrupted by the need to
(360)452-2418
help a friend with their crop.
1-800-949-8029
Fax: (530)690-7531
14. Keep your legs on the table. Your customs broker, freight forwarder,
success@bizshop.com
banker, consultant and sales force are critical to your success. Don’t try to
wing it without them!
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info@bizshop.com
15. Stay in touch! Keep communications frequent, simple and clear. Don’t
BizShop.com
let any of your contacts feel neglected.
WebmasterBiz.com
16. Invest in advice. Paying for a consultant to help with your first few
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trades can prevent disaster, and the education gained by working with a
ICQ 7382122
good trade consultant is worth many times the fee charged.
Appendix F - Success Tips.htm - 3
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17. Be careful with selling. Don’t give out exclusive territories to
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distributors or sales reps until you know what effort is being deployed, and
how effective it is. In other words, get the sales figures coming in and
With
growing.
Biz$hop 18. Stay focused on your plans. There are so many opportunities, and it is
easy to get distracted. While you certainly can take advantage of a great
opportunity if it comes along, always keep in mind the value of your time.
Think of it as a herd of antelope. The lion when hunting focuses on one
animal, and chases it down. It doesn’t get distracted by all the other animals
running in all other directions. If it tried to chase them all, it would never
catch one.
19. Treat others with respect. In the vast majority of cases, business people
will deal honestly and fairly with you. Foreign debtors actually have half
the bad debt ratio of the US. Credit is something earned and valued in most
of the world. Never give the impression that you don’t trust the other party.
You need to follow good prudent business practices - and they’ll expect that
- but always with respect.
20. Stumble ahead at full speed. OK, you don’t know everything. You’ll
learn. Get a consultant, but get involved. Now. Start today.
Biz$hop
Your Success Shop
1713 E 3rd Street
Port Angeles WA 98362
(360)452-2418
1-800-949-8029
Fax: (530)690-7531
success@bizshop.com
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info@bizshop.com
BizShop.com
WebmasterBiz.com
Pilers.com
ICQ 7382122
Appendix G- ITA Help.htm - 1
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Appendix G- ITA Help
With
Contents
Biz$hop 1. General Export Assistance
2. Country/Product Support
Any corrections or additions? Please let us know!
1. General Export Assistance
The International Trade Administration, part of the Department of
Commerce, has a host of services to help you export from the US.
The website is http://www.trade.gov/td/tic/ and the general toll-free number
for export assistance is 1-800-USA-TRADE
2. Country/Product Support
The International Trade Administration, part of the Department of
Commerce, has a host of services to help you export from the US.
The website is http://www.trade.gov/td/tic/ and the general toll-free number
for export assistance is 1-800-USA-TRADE
Note that the information provided here is believed to be correct at the time
of printing. People move from office to office all the time, so the names
Biz$hop may not be correct for the industry or country sought. Also, as you well
know, the trend is towards budget and staff cutting. How long the desks
Your Success Shop
will be manned as shown, or exist at all, is uncertain!
While they are here however, they are a tremendous resource. Many of the
1713 E 3rd Street
BEMS links below are shown as "being updated" at time of printing.
Port Angeles WA 98362
(360)452-2418
The Country Desk Officers are experts in their country or region. They
1-800-949-8029
know the market, the distribution system, the political and economic
Fax: (530)690-7531
situation, and can give you very valuable advice. They may even be able to
success@bizshop.com
provide you with lists of contacts.
Web:
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Africa http://infoserv2.ita.doc.gov/afweb.nsf
info@bizshop.com
Middle East/North Africa http://infoserv2.ita.doc.gov/meweb.nsf
BizShop.com
South Africa http://www.ita.doc.gov/bems/Safrica.html
WebmasterBiz.com
Asia & Pacific http://infoserv2.ita.doc.gov/apweb.nsf
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Japan http://www.csjapan.doc.gov/
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Asean http://www.ita.doc.gov/bems/aseanlno.htm
China http://www.ita.doc.gov/bems/China.html
Taiwan http://www.ita.doc.gov/bems/Taiwan.html
Appendix G- ITA Help.htm - 2
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S Korea http://www.ita.doc.gov/bems/Korea.html
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India http://www.ita.doc.gov/bems/India.html
Europe http://infoserv2.ita.doc.gov/euweb.nsf
With
BISNIS (New Independent States of the former Soviet Union)
http://www.bisnis.doc.gov/
Biz$hop Central and Eastern Europe http://www.mac.doc.gov/eebic/ceebic.html
Poland http://www.ita.doc.gov/bems/Poland.html
Turkey http://www.ita.doc.gov/bems/Turkey.html
NAFTA http://infoserv2.ita.doc.gov/tic/nafta
Latin America & Caribbean http://infoserv2.ita.doc.gov/TicWeb/laweb.nsf
Argentina http://www.ita.doc.gov/bems/argent.htm
Brazil http://www.ita.doc.gov/bems/brazil.html
Mexico http://www.ita.doc.gov/bems/Mexico.html
The Industry Desk Officers are experts in a particular industry, and in the
worldwide trade in that industry. If you know your product but aren’t sure
where in the world demand would be highest, or entry easiest, the Industry
Desk is the best place to go to get good advice and information.
Trade Development (TD) Industry Officers
Industry specialists work with manufacturing and service industry
associations and firms to identify trade opportunities and obstacles by
product or service, industry sector, and market. They also develop export
marketing plans and programs. To assist U.S. businesses in their export
efforts, industry experts conduct executive trade missions, trade fairs,
marketing seminars, and business counseling. Industry specialists are
organized into five major sectors:
Technology and Aerospace Industries - (202) 482-1872
Basic Industries - (202) 482-5023
Textiles, Apparel, and Consumer Goods Industries -(202) 482-3737
Tourism Industries - (202) 482-0140
Biz$hop Service Industries and Finance - (202) 482-5261
Environmental Technologies Exports - (202) 482-5225
Your Success Shop
Web:
Aerospace http://www.ita.doc.gov/td/aerospace
1713 E 3rd Street
Automotive http://www.ita.doc.gov/auto
Port Angeles WA 98362
Chemicals http://www.ita.doc.gov/td/chemicals
(360)452-2418
Consumer Goods http://www.ita.doc.gov/td/ocg
1-800-949-8029
Computers http://web.ita.doc.gov/ocbe/ocbehome.nsf
Fax: (530)690-7531
Energy http://www.ita.doc.gov/td/energy
success@bizshop.com
Environmental Technologies http://environment.ita.doc.gov/
Forest Products http://www.ita.doc.gov/td/forestprod
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Instrumentation http://www.ita.doc.gov/td/instrumentation
info@bizshop.com
Machinery http://www.ita.doc.gov/td/machinery
BizShop.com
Metals http://www.ita.doc.gov/td/metals
WebmasterBiz.com
Microelectronics http://www.ita.doc.gov/industry/ommi
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Medical Equipment http://www.ita.doc.gov/td/mdequip
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Services and Finance http://www.ita.doc.gov/sif/
Telecommunications http://web.ita.doc.gov/ot/home.nsf
Textiles and Apparel http://otexa.ita.doc.gov/
Appendix G- ITA Help.htm - 3
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Tourism http://tinet.ita.doc.gov/
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In addition to the major industry sectors, cross-sectoral units provide
With
statistical data and analyses useful in export development and coordinate
TD's overall export promotion efforts:
Biz$hop Office of Trade and Economic Analysis - (202) 482-5145
Office of Export Promotion Coordination
(202) 482-4501
Contacts: For further information on services provided by industry trade
specialists contact the Office of Export Promotion Coordination, (202)
482-4501, fax (202) 482-1999
Office of Export Trading Company Affairs
ITA/U.S. Department of Commerce - The office (1) promotes the use of
export trading companies and export management companies, (2) offers
information and counseling to businesses and trade associations regarding
the U.S. export intermediary industry, and (3) administers the Export Trade
Certificate of Review program, which provides exporters with an antitrust
"insurance policy" intended to foster joint export activities where
economies of scale and risk diversification are achieved.
Biz$hop
Your Success Shop
1713 E 3rd Street
Port Angeles WA 98362
(360)452-2418
1-800-949-8029
Fax: (530)690-7531
success@bizshop.com
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info@bizshop.com
BizShop.com
WebmasterBiz.com
Pilers.com
ICQ 7382122
Appendix H - Web Resources.htm - 1
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Appendix H - Web Resources
With
Contents
Biz$hop 1. US Government Export Assistance
2. US Government Import Assistance
3. US Government Export Leads
4. Net Leads (Free)
5. Leads Directories
6. Email Leads
7. Commercial Leads (Fee)
8. Trade Shows
Any corrections or additions? Please let us know!
1. US Government Export Assistance
International Trade Administration (ITA) - U.S. Department of
Commerce-The International Trade Administration is dedicated to opening
markets for U.S. products and providing assistance and information to
exporters. ITA units include: 1) 104 domestic Export Assistance Centers
and 141 overseas commercial export-focused offices in the U.S. & Foreign
Commercial Service network, 2) industry experts and market and economic
analysts in its Trade Development unit, and 3) trade compliance and market
access experts in its Market Access and Compliance offices. The units
perform analyses, promote products, and offer services and programs for the
U.S. exporting community, including export promotion, counseling, and
Biz$hop information programs listed elsewhere in this booklet.
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Contact: 1-800-USA-TRAD(E) (1-800-872-8723); Internet home page:
http://www.ita.doc.gov
1713 E 3rd Street
Port Angeles WA 98362
Trade Information Center (TIC) - ITA/U.S. Department of Commerce-The
(360)452-2418
Trade Information Center is the first stop for companies seeking export
1-800-949-8029
assistance from the federal government. TIC trade specialists: 1) advise
Fax: (530)690-7531
exporters on how to find and use government programs; 2) guide businesses
success@bizshop.com
through the export process; 3) provide country and regional business
counseling on standards and trade regulations, distribution channels,
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opportunities and best prospects for U.S. companies, import tariffs/taxes and
info@bizshop.com
customs procedures, and common commercial difficulties; 4) direct
BizShop.com
businesses to market research and trade leads; 5) provide information on
WebmasterBiz.com
overseas and domestic trade events and activities; and 6) supply sources of
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public and private export financing. The TIC trade specialists also inform
ICQ 7382122
callers on how to access reports and statistics from the computerized
National Trade Data Bank (NTDB) and direct businesses to state and local
Appendix H - Web Resources.htm - 2
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trade organizations that provide additional assistance. Country information
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is available on Western Europe, Asia, Western Hemisphere, Africa, and the
Near East.
With
The Trade Information Center web site provides a variety of information,
Biz$hop including the most frequently asked questions and answers on exporting, the
National Export Directory of international trade contacts for each state, a
directory of foreign trade offices in the United States, an alternative finance
guide, an Internet guide to export trade leads, and the most up-to-date
Export Programs Guide. Extensive country and regional market and
regulatory information is also available. In addition, the Trade Information
Center runs TRADEBASE, a nationwide export education event database,
displayed on the TIC website, to make U.S. companies aware of export
seminars and workshops throughout the country.
The Trade Information Center's Fax Retrieval System, an automated fax
information delivery system, also provides documents to U.S. businesses
24-hours a day.
Contact: TIC staff, 1-800-USA-TRAD(E) (1-800-872-8723); fax (202)
482-4473; a special line is available for those who are deaf or hearing
impaired using a TDD machine, 1-800-TDD-TRADE (1-800-833-8723);
e-mail: tic@ita.doc.gov Internet home page: http://www.ita.doc.gov/tic
U.S. and Foreign Commercial Service/ITA/U.S. Department of Commerce-
The mission of the U.S. and Foreign Commercial Service is to assist U.S.
firms in realizing their export potential by providing expert counseling and
advice, information on markets abroad, assistance in locating international
contacts, support of trade events, and advocacy services. The 1,800 trade
experts in the Commercial Service are conveniently located where you are
and where you want to go--in more than 100 Export Assistance Centers
throughout the United States and in more than 70 countries abroad.
Biz$hop For the address and phone number of the Export Assistance Center nearest
Your Success Shop
you, please see the appendix or call 1-800-USA-TRAD(E)
(1-800-872-8723); Internet website: http://www.ita.doc.gov/uscs
1713 E 3rd Street
Port Angeles WA 98362
The Export Assistance Center Network (USEACs/EACs)-The U.S.
(360)452-2418
Department of Commerce, the U.S. Small Business Administration (SBA),
1-800-949-8029
the Export-Import Bank (ExIm), the U.S. Agency for International
Fax: (530)690-7531
Development (AID), and the U.S. Department of Agriculture have formed a
success@bizshop.com
unique partnership to establish U.S. Export Assistance Centers (USEACs).
USEACs, located at major metropolitan areas throughout the United States,
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are one-stop shops that provide small- and medium-sized businesses with
info@bizshop.com
hands-on export marketing and trade finance support. Additional Commerce
BizShop.com
Department Export Assistance Centers (EACs) throughout the United States
WebmasterBiz.com
provide small- and medium- sized businesses with local export promotion
Pilers.com
assistance. The USEACs and EACs work closely with federal, state, local,
ICQ 7382122
public and private organizations to provide the highest level of service
possible to help American businesses compete in the global marketplace.
The Centers are responsible for providing in-depth, value-added counseling
Appendix H - Web Resources.htm - 3
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to U.S. firms seeking to expand their international activities, as well as to
Profits
companies that are just beginning to venture overseas. Export Assistance
Center Trade Specialists: 1) identify the best markets for their products; 2)
With
develop an effective market entry strategy based on information generated
from overseas commercial offices; 3) facilitate the implementation of these
Biz$hop strategies by advising clients on distribution channels, key factors to
consider in pricing, and relevant trade shows and missions; and 4) provide
assistance in obtaining trade finance available through the federal
government programs, as well as access to state, local public and private
sector entities.
Contact: For the address and phone number of the USEAC/EAC nearest you
call 1-800-USA-TRAD(E) (1-800-872-8723) or consult the web site at
http://www.ita.doc.gov/uscs/
USA Trade Center - Department of Commerce - Emphasizing customer
service and seamless assistance, the USA Trade Center brings together key
components of the Department of Commerce to serve as a single source for
a complete range of export related products and information. The USA
Trade Center, located in the Ronald Reagan Building and International
Trade Center in our nation's capital, offers general export counseling,
country-specific information and counseling covering the globe, access to
extensive market research and on-line trade leads, in-depth counseling for
local businesses, an export reference center, and an export-focused
bookstore.
Contact: 1-800-USA-TRAD(E) (1-800-872-8723); a special line is available
for those who are deaf or hearing impaired using a TDD machine,
1-800-TDD-TRAD(E) (1-800-833-8723); e-mail: tic@ita.doc.gov; Internet
home page: http://www.ita.doc.gov/tic
District Export Councils (DECs) - ITA/U.S. Department of
Biz$hop Commerce-DECs are organizations of leaders from local business
communities whose knowledge of international business provides a source
Your Success Shop
of professional advice for local firms. Closely affiliated with the Export
Assistance Centers, the 55 DECs nationwide combine the energies of over
1713 E 3rd Street
1,500 volunteers to supply specialized expertise to small- and medium-sized
Port Angeles WA 98362
businesses in their local community who are interested in exporting. For
(360)452-2418
example, DECs organize seminars that make trade finance both
1-800-949-8029
understandable and accessible to small exporters, host international buyer
Fax: (530)690-7531
delegations, design guides to help firms export, put exporters on the
success@bizshop.com
Internet, and help build export assistance partnerships to strengthen the
support given to local businesses interested in exporting.
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info@bizshop.com
Contact: Please contact your local Export Assistance Center for more
BizShop.com
information about DECs. For the address and phone number of the Export
WebmasterBiz.com
Assistance Center nearest you, see the appendix, call 1-800-USA-TRAD(E)
Pilers.com
(1-800-872-8723), or consult the DEC web site at:
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http://www.ita.doc.gov/dec/
Appendix H - Web Resources.htm - 4
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Export Legal Assistance Network (ELAN) - Small Business Administration
Profits
(SBA)-The Export Legal Assistance Network is a nationwide group of
attorneys experienced in international trade that provides free initial
With
consultations to new-to-export businesses on export-related matters.
Biz$hop Contact: The ELAN service is available through SBA district offices,
Service Corps of Retired Executives (SCORE) offices, and Small Business
Development Centers (SBDCs). For the address and phone number of your
nearest SBA office call 1-800-U-ASK-SBA; or Judd Kessler, National
Coordinator, ELAN, (202) 778-3080; fax (202) 778-3063; e-mail:
jkessler@porterwright.com; Internet home page: http://www.fita.org/elan/
Office of International Trade (OIT) - Small Business Administration
(SBA)-The Office of International Trade works in coordination with other
federal agencies and public and private sector organizations to encourage
small businesses to expand their export activities and to assist small
businesses seeking to export. OIT directs and coordinates SBA's export
finance and export development assistance. OIT's outreach efforts include
regional initiatives with Russia, Ireland, Argentina, Mexico, and Egypt. In
addition, OIT develops how-to and market-specific publications for
exporters. OIT oversees the SBA's loan guarantee programs to small
business exporters, including the Export Working Capital Program, which is
available to exporters through the U.S. Export Assistance Centers
(USEACs) and SBA field offices across the country. The office also
spearheads a program, through the USEAC network, called E-TAP (Export
Trade Assistance Partnership), which focuses on a small group of
export-ready companies and gives them the assistance they need to develop
export markets, acquire orders or contracts, and use export financing in
preparation for a trade mission or show overseas.
Contact: Office of International Trade, (202) 205-6720; fax (202) 205-7272;
Biz$hop Internet home page: http://www.sba.gov/oit
Small Business Development Centers (SBDC) - Small Business
Your Success Shop
Administration-The Small Business Development Centers, located
throughout the United States, provide a range of export assistance,
1713 E 3rd Street
particularly to new-to-export companies. They offer assistance services to
Port Angeles WA 98362
small businesses, including counseling, training, and managerial assistance.
(360)452-2418
They provide counseling services at no cost to the small business exporter,
1-800-949-8029
but they generally charge fees for export training seminars and other
Fax: (530)690-7531
SBDC-sponsored export events. Many SBDCs are involved in the E-TAP
success@bizshop.com
program.
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Contact: Jorge F. Cardona, Office of Small Business Development Centers,
info@bizshop.com
(202) 205-7303; fax (202) 205-7727; Internet home page:
BizShop.com
http://www.sba.gov/SBDC/ For the location of the SBDC nearest you,
WebmasterBiz.com
please contact the Trade Information Center at 1-800-USA-TRAD(E)
Pilers.com
(1-800-872-8723).
ICQ 7382122
Appendix H - Web Resources.htm - 5
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Service Corps of Retired Executives (SCORE)-Members of the SCORE
Profits
program, many of whom have years of practical experience in international
trade, provide one-on-one counseling and training seminars. Specialists
With
assist small firms in evaluating export potential and in strengthening
domestic operations by identifying financial, managerial, or technical
Biz$hop problems.
Contact: National SCORE office, 1-800-634-0245; fax (202) 205-7636;
Internet home page: http://www.score.org
Minority Business Development Agency - ITA/U.S. Department of
Commerce-The Minority Business Development Agency (MBDA) provides
management and technical assistance, as well as access to domestic and
international markets. MBDA's mission is to promote the establishment and
growth of minority-owned business enterprises in the United States;
consequently, it is constantly seeking to create new and innovative ways to
engage U.S. minority firms in the international business arena. MBDA
assists minority firms in gaining international access in many ways,
including: trade missions, matchmaker programs, one-on-one client
counseling, seminars, and special international program events.
Contact: MBDA International Trade Office, (202) 482-5061; fax (202)
501-4698; Internet home page: http://www.mbda.gov/
2. US Government Import Assistance
The best site for information on importing across the border is the Customs
and Border Protection website at http://www.cbp.gov In particular, new
importers should start at this page:
http://www.cbp.gov/xp/cgov/import/communications_to_industry/diduknow.
xml
Biz$hop 3. US Government Export Leads
Your Success Shop
Business Information Service for the Newly Independent States (USDOC)
1713 E 3rd Street
Trade leads and matchmaker services are available for on-line reference
Port Angeles WA 98362
http://www.mac.doc.gov/bisnis/bisnis.html
(360)452-2418
1-800-949-8029
Central & Eastern Europe Business Information Center (USDOC) Includes
Fax: (530)690-7531
leads and export counseling http://www.mac.doc.gov/eebic/ceebic.html
success@bizshop.com
Foreign Agriculture Service (U.S. Department of Agriculture) Includes
AgExport Connections: leads, foreign buyer lists, US supplier lists
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http://www.fas.usda.gov
info@bizshop.com
BizShop.com
Infrastructure Division (USDOC) Current infrastructure projects world-wide
WebmasterBiz.com
http://www.ita.doc.gov/infrastructure
Pilers.com
ICQ 7382122
Stat-USA (U.S. Department of Commerce) Contains thousands of
documents from statistics to market reports; includes the Electronic Bulletin
Board. http://www.stat-usa.gov (FEE)
Appendix H - Web Resources.htm - 6
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Phone: 800-STAT-USA (FEE)
Profits
Other: call 800-USA-TRADE for local Federal Depository Library (FREE)
With
Trade Opportunities Program (TOPS)-(USDOC) Provides companies with
current sales leads from international firms seeking to buy or represent their
Biz$hop products or services. http://www.stat-usa.gov
1-800782-8872
Other: Some World Trade Centers, trade associations, and US Department
of Commerce Export Assistance Centers
U.S. Global Technology Network (USAID) Operated by USAID,
investment and partnerships worldwide http://www.usgtn.org
Phone: (800) 872-4348
U.S. Department of Agriculture (USDA) Small Business Opportunities
Agriculture trade leads, market reports, statistics, etc.
http://www.usda.gov/da/smallbus.html
Phone: 202-720-9045
Fax: 202-690-1131
4. Net Leads (Free)
While these resources are free, most have a limited focus and require you to
go to the website and search each day for what you want. Why not get all the
leads you need emailed to you?
Email leads offer these advantages:
1. They come to you.
2. They are easily searchable
3. You can set up your email program to screen/sort them.
Biz$hop For more information, go to our Global Trade Society website:
http://www.bizshop.com/global-trade-society.htm
Your Success Shop
Note - There is no practical way to keep a directory such as this up-to-date
1713 E 3rd Street
with the rapidly changing nature of the Net. Please understand that several
Port Angeles WA 98362
or even many of these links may no longer be working.
(360)452-2418
1-800-949-8029
•American Export Register (Thomas Publishing Co.) Listings for 45,000
Fax: (530)690-7531
companies and 5,000 product categories in six languages Web:
success@bizshop.com
www.aernet.com
•Africa.com African info, leads, and links Web: www.africa.com
Autoresponder
•Africa Search African trade leads and company listings Web:
info@bizshop.com
www.woyaa.com
BizShop.com
•American Shine Star Corp. Bulletin board of trade leads Web:
WebmasterBiz.com
shinestar.com
Pilers.com
•Anew Net Leads Web: www.anewnet.com
ICQ 7382122
•Asia Mart Leads Web: www.anewnet.com/asiamart
•Asia's Marketplace Leads Web: www.asiatrade.com/Mkt.html
•Asianet Leads Web: www.asianet.com
Appendix H - Web Resources.htm - 7
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•AsianNet Leads Web: www.asiannet.com/infocenter/selling.html
Profits
•Asian Sources On-Line Mostly Asian products, but also U.S. Web:
www.asiansources.com
With
•Asia Trade Trade leads for Singapore, Thailand, Malaysia and Indonesia
Web: www.asiatrade.com
Biz$hop •Asia Trade Zone Leads Web: www.asianation.com/abc/
•Asiaville Leads through E-mail, focus on Asia Web:
www.asiaville.com/trademart/index.html
•Australian Business Online Australian trade leads, company listings and
government procurement information Web: www.abol.net/abol
•BCTN Trade Leads Search Engine Canadian trade leads with a focus on
British Columbia Web: www.bc-trade.net/bctrade/postings
•Belgium Trade Belgian trade leads Web: www.dupotail.be/belgiumtrade
•Brazil InfoNet Bzazilian trade leads Web:
www.brazilinfo.net/tradezone/index.html
•Brazil Web Export Brazilian trade leads Web: www.brazil-export.com.br
•Business Turkey Turkish trade leads Web: www.businessturkey.com
•Canadian American Trade Site Canadian and U.S. Trade Leads; Includes
open access to Trading Partners Database http://canamtrade.badm.sc.edu
•Center for Int'l Trade & Commerce; Alabama Leads for manufacturing and
agriculture Web: http://www2.acan.net/~citcmob
•Centramerica.com Central American trade leads Web:
www.centramerica.com
Biz$hop •Chemicals and Allied Industries Trade leads for the chemical industry
Web: www.digilead.com/pod/chemicals/
Your Success Shop
•ChemNet Trade leads and directory for the chemical industry Web:
www.chemnet.com
1713 E 3rd Street
Port Angeles WA 98362
•Chilnet Chilean leads, many in Spanish Web: www.chilnet.cl
(360)452-2418
1-800-949-8029
•China TradeNet Import Export Bulletin Board Chinese trade leads
Fax: (530)690-7531
http://eoffer.china-tradenet.com
success@bizshop.com
•Clearfreight Trade Resource Center;freight forwarder/customs brokers,
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industry news Web: www.clearfreight.com
info@bizshop.com
BizShop.com
•DigiLead Comprehensive collection of international trade leads for several
WebmasterBiz.com
industries. Buy and sell offers from 80 countries. Web: www.digilead.com
Pilers.com
•EEC-Export Trade leads and company listings Web: www.eec-export.com
ICQ 7382122
Appendix H - Web Resources.htm - 8
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•Exportall Trade leads; Country Information; Export Information; Reference
Profits
Tools; and a listing of International Organizations. Web:
www.exportall.com
With
•Export Today Magazine Matchmaker section Web:
Biz$hop www.exporttoday.com/index.html
•Export Expert Trade links Web: www.cci2.com/cc_leads
•Export Hotline (AT&T) Fax retrieval, Internet leads Web:
www.exporthotline.com
•Export Opportunity Hotline Export assistance for small and medium-sized
businesses http://exporthot.badm.sc.edu
•Extrem.Ro Eastern European Trade leads Web: www.extrem.ro
•Federation of International Trade Associations Trade leads, and directory
Web: http://www.fita.org/webindex/0060.html
•Federation of Israeli Chambers of Commerce Israeli trade leads and
company listings Web: www.chamber.org.il
•Florida Trade Data Center Leads concentrating on Florida businesses Web:
www.flatrade.org
•Food Trader Exchange Trade leads for the food industry Web:
www.tfte.com
•Forest and Wood Related Trade Leads Trade leads for the wood industry
Web: www.rctc.com/wwwboard/
•Gateway to Int'l Business Leads Web: www.cnctek.com
Biz$hop •Global Marketplace Current trade leads Web:
Your Success Shop
http://worldbusiness.net/marketplace/trade.phtml
1713 E 3rd Street
•Green Trade Net Trade leads for the organic products indusutry Web:
Port Angeles WA 98362
www.green-tradenet.de
(360)452-2418
1-800-949-8029
•Guia Export Online Bell South's international guide of products and
Fax: (530)690-7531
services; in both English and Spanish Web: www.guiaexport.bellsouth.com
success@bizshop.com
•Hellas-On-Business Greek trade leads and company listings Web:
www.hellas-on-business.gr/weltalk.shtml
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info@bizshop.com
•IESCOnet Information on import- export opportunities with Mexico Web:
BizShop.com
http://www.iesconet.com
WebmasterBiz.com
Pilers.com
•IGEME Export Promotion Center of Turkey Web:
ICQ 7382122
http://www.igeme.org.tr:
•India Invest Trade Leads Web: www.india-invest.com/index.htm
Appendix H - Web Resources.htm - 9
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•Import-Export Bulletin Board Trade leads and links Web:
Profits
www.iebb.com/welcome.html
With
•Import-Export Journal International trade leads and business opportunities;
No fee to view listings; There is a fee to place an ad. Web:
Biz$hop www.journal-import-export.com
•International Business Digest Daily trade leads sent via e-mail Web:
www.onelist.com/subscribe.cgi/ibd
•International Import Export Business Exchange Trade leads;
Comprehensive trade lead links Web: www.imex.com
•International Procurement Jumpstation Links to world government
procurement sites Web: www.fedmarket.com/international.html
•International Trade Net Leads and other services Web:
www.intl-tradenet.com/tnetmain.htm
•Italian Chamber of Commerce Business Opportunities Italian Trade Leads
Web: www.italchambers.net/Business_opportunities
•Japanese External Trading Organization (JETRO) Japanese Government
site to promote imports into Japan. Web: www.jetro.go.jp/
•List 2000 Turkish site. Leads in 7 languages (including English) Web:
www.list2000.com.tr
•Market net Leads Web: www.us-marketnet.com
•Medical and Health Industries Trade leads for medical/health products
Web: www.digilead.com/pod/medical/
Biz$hop •Menara Business Trade Leads Web: www.menara.co.ma/business
Your Success Shop
•Metal and Allied Industries Trade leads for the metal industry Web:
www.digilead.com/pod/metals/
1713 E 3rd Street
Port Angeles WA 98362
•MexConnect Mexican trade leads Web:
(360)452-2418
www.mexconnect.com/mexbusboard/index.html
1-800-949-8029
Fax: (530)690-7531
•MexicoOnline Mexican business directory and trade leads Web:
success@bizshop.com
www.mexicool.com/business
•Mexico Trade Leads Trade leads from Mexican Export Bank Web:
Autoresponder
www.mexico-trade.com/leads.html
info@bizshop.com
BizShop.com
•Mexico Trade Monitor Trade leads and directory of manufacturers Web:
WebmasterBiz.com
www.mextrademonitor.com.mx
Pilers.com
ICQ 7382122
•Michigan State U-Center for International Business Education and
Research Trade lead links and trade information Web:
http://ciber.bus.msu.edu/busres.htm
Appendix H - Web Resources.htm - 10
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•NAFTA Register Directory of companies designed to promote trade within
Profits
NAFTA Web: www.nafta.net/Global
With
•Namibia Government Tenders Listing of Namibian government tenders
Web: republicofnamibia.com/tenders.htm
Biz$hop •Net Source America/Asia Leads for N., S., & Central America, another site
for Asia Web: http://www.netsource-america.com/
•Web: http://www.netsource-asia.com/
•Nigerian Business Galleria Nigerian trade leads Web:
www.nigeriangalleria.com/home.htm
•Oil-Link Internet Hub for Oil & Gas Internet links to oil & gas companies;
oil & gas news Web: http://www.oillink.com
•Online Cement Industry Market Trade leads for the cement industry Web:
www.nettradecenter.se/marketcement.htm
•Owens Online Trade leads & International Credit Reports Web:
www.owens.com
•Pangaea.Net Various trade services Web: www.pangaea.net
•Partnerbase European and North American trade leads. Site is sponsored by
the Bank of Ireland. Web: www.partnerbase.com
•Raksnet Turkish Trade Leads Turkish trade leads Web:
http://raksnet.com.tr
•Regent China BizInfo Network Leads focus on Chinese businesses Web:
china-inc.com
Biz$hop •Russia Import Export Trade Board Russian trade leads Web:
Your Success Shop
www.Russia-Trade.com
1713 E 3rd Street
•SECOFI: Sistema Informacion Empresarial Mexicano Searchable list of
Port Angeles WA 98362
business opportunities in Mexico (text in Spanish) Web:
(360)452-2418
www.Secofi-siem.gob.mex/siem1999/
1-800-949-8029
Fax: (530)690-7531
•Singapore Trade Development Board Leads and many contacts Web:
success@bizshop.com
www.tdb.gov.sg/
•Sino Sourcing Chinese trade leads and company listings Web:
Autoresponder
www.sino-sourcing.com
info@bizshop.com
BizShop.com
•Sinotrade Network Chinese trade leads and company listings Web:
WebmasterBiz.com
www.sinotrade.net
Pilers.com
ICQ 7382122
•South Africa Daily Tender Bulletin South African Government tenders
Web: www.tradeinfo.co.za/dtb.htm
Appendix H - Web Resources.htm - 11
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•Porting Goods and Equiptment Trade Leads Trade leads for the sporting
Profits
goods and equiptment industry Web: www.digilead.com/pod/sports
With
•Swissinfo Net: Import-Export Bulletin Board Many current leads Web:
http://trade.swissinfo.net/
Biz$hop •Taiwan Business Express Taiwanese trade leads and company listings
Web: http://business.com.tw
•Taiwan Commerce Leads for numerous areas Web:
www.commerce.com.tw/
•Taiwan Products Leads focusing on Taiwan Web:
www.manufacture.com.tw/
•Taiwan Yellow Pages Trade leads; Buisness directory Web:
http://yellowpage.com.tw
•TDC Link Trade leads with a focus on Hong Kong Web:
http://tdclink.org.hk
•Thailand Business Directory Trade leads and business directory Web:
www.thailandpages.com
•TradeIndia Indian trade leads and company listings Web:
www.webpage.com/tradeindia/index.html
•Trade Leads On-Line Trade leans with focus on Argentina and Mercosur
Web: www.tradeline.com.ar
•Trade Winds Trade leads Web: http://www.intl-trade.com
•Trade Port Trade leads Web: tradeport.org
Biz$hop •Trade Net On-line Trade leads, links Web: http://www.tradenet.com
Your Success Shop
•Trade Express International Int'l Bulletin Board Services Web:
1713 E 3rd Street
http://www.trade-express.com
Port Angeles WA 98362
(360)452-2418
•Trade Point Finland Finnish trade leads Web: www.tradepoint.fi
1-800-949-8029
Fax: (530)690-7531
•Trade Point Program
success@bizshop.com
•sponsored by UNCTAD Trade links and leads Web:
www.unicc.org/untpdc/welcome.html
Autoresponder
info@bizshop.com
•TradePost-Chat Korean trade leads and company listings Web:
BizShop.com
www.tradepost-chat.com
WebmasterBiz.com
Pilers.com
•Trade Leads Online Leads for Argentina & the Mercosur Web:
ICQ 7382122
www.tradeline.com.ar/
•Trade UK Leads with focus on the U.K. Web: http://www.tradeuk.co.uk/
Appendix H - Web Resources.htm - 12
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•Trading Floor Many links to trade lead sites Web:
Profits
http://www.tradingfloor.net
With
•Trinity Business Solutions Leads through fax or E-mail Web:
www.trinitybusolution.com
Biz$hop •TurkEx Turkish trade leads and company directory Web: www.turkex.com
•Turkish Business Opportunities Trade Leads Web:
www.tobb.org.tr/eng-bhm/boc/company.htm
•U.S. Dairy Export Council Trade Leads Trade Leads for exports of U.S.
dairy products Web: www.usdec.org/cgi-win/usdec.exe/leads
•Venture Web Leads focus on Japan Web: www.venture-web.or.jp/
•World Access Network Directory Global directory of manufacturers and
service businesses. Provides trade opportunities and enables businesses to
register services. Web: http://wand.com
•WorldBid.Com Private and Government requests for bids Web:
www.worldbid.com
•World Trade Center Association World Trade Center lists, Int'l trade leads
Web: www.wtca.org
•World Trade Database Trade leads for the "Greater China" market Web:
www.wtdb.com
•World Trade Exchange Leads and contacts Web: www.wte.net/
•World Trading Information Center Trade leads; listing of import/export
companies Web: www.world-trading.com
Biz$hop •Worldwide Business Club Trade Leads from over 80 countries Web:
Your Success Shop
http://www.wbc.com
1713 E 3rd Street
•World Wide Government Procurement Links to world government
Port Angeles WA 98362
procurement sites Web: ctc.gov.au/links
(360)452-2418
1-800-949-8029
•World Trade Zone Import/Export directory site with over 125,000 company
Fax: (530)690-7531
listings, trade discussion forums, and trade lead archives Web:
success@bizshop.com
http://www.worldtradezone.com
Autoresponder
5. Leads Directories
info@bizshop.com
BizShop.com
ClearFreight / Trade Leads
WebmasterBiz.com
Thorough list of trade lead system links
Pilers.com
http://www.clearfreight.com/leads/index.htm
ICQ 7382122
globalEDGE Trade Leads
List of trade lead system links
Appendix H - Web Resources.htm - 13
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http://globaledge.msu.edu/ibrd/busresmain.asp?ResourceCategoryID=13
Profits
Internet Guide to Export Trade Leads
With
Links complied by the US Department of Commerce Trade Information
Center
Biz$hop http://web.ita.doc.gov/ticwebsite/tic.nsf/504ca249c786e20f85256284006da7a
b/ef7db94aef249198852566470049c1cd?OpenDocument
Trade Circuit
Site that enables direct searches of many trade lead boards
http://www.trade-circuit.com/
Trade Leads Page by Serra International, Inc..
Thorough list of trade lead system links
http://www.serraintl.com/bbs.html
USDOC - Internet Guide to Export Trade Leads
The U.S. Department of Commerce's listing of sites offering trade leads.
http://web.ita.doc.gov/ticwebsite/tic.nsf/504ca249c786e20f85256284006da7a
b/ef7db94aef249198852566470049c1cd?OpenDocument
Wolf Trade Board List
Thorough list of trade lead system links
http://www.wtn-de.com/tradedi/tradeboards.htm
6. Email Leads
Commerce
Free trade leads delivered by email
http://www.egroups.com/group/commerce
Import-Export Boletin.net
Biz$hop Mailing list of trade leads
http://www.boletin.net
Your Success Shop
Import-Export Mailing Lists
1713 E 3rd Street
Links to more than 100 import-export leads mailing lists
Port Angeles WA 98362
http://www.wtn-de.com/tradedi/mailinglists.htm
(360)452-2418
1-800-949-8029
International Business List
Fax: (530)690-7531
Send e-mail in order to receive daily message with trade
success@bizshop.com
http://groups.yahoo.com/group/export_import
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Internet Brokers
info@bizshop.com
Each e-mail lists 6 business opportunities. Most of these are of a global
BizShop.com
nature.
WebmasterBiz.com
http://www.internetbrokers.com/
Pilers.com
Plumaent
ICQ 7382122
Send e-mail in order to receive daily message with trade leads
http://groups.yahoo.com/group/plumaent
Appendix H - Web Resources.htm - 14
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The Network Exchange Trading System (NETS)
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NETS members are able to open up trading links with customers who would
otherwise find it too expensive to buy or sell overseas using a simple barter
With
system.
mailto:mailserv@ukefl.demon.co.uk
Biz$hop TradeBullion Free Newsbreak
Trade leads delivered by email
mailto:newsbreak_1@www.com%20?subject=SUBSCRIBE
TradeNet World Service
Send e-mail in order to receive daily message with trade leads
mailto:info@tradenet.org
7. Commercial Leads (Fee)
AccessAsia Trade Leads; Trade Services; Trade News Web:
www.accessasia.com
API Online Listing of European government tenders and other European
trade lead databases (in English and Swedish) Web: www.api.se
BidMatch Sales Prospector Trade lead service Web: www.bidmatch.com
Center for Global Development Trade Services Web:
www.cgtd.com/global/index.html
European Procurement Information Network Listing of European
government tenders and other European trade lead databases Web:
http://epin/epin.ie/default.htm
Export-Leads Reprints from Export-Leadsmagazine Web:
Biz$hop http://www.export-leads.com
Your Success Shop
The Exporter Monthly international trade journal Web: www.exporter.com
1713 E 3rd Street
Externa Leads focusing on Mercosur countries Web: www.externa.com.ar/
Port Angeles WA 98362
(360)452-2418
Food Bourse Trade lead service for agricultural food products Web:
1-800-949-8029
www.foodbourse.com
Fax: (530)690-7531
German-American Trade Leads Leads from Germany and the U.S. Web:
success@bizshop.com
www.gaccwest.org/greenpgx.html
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Global Recycling Network Leads specifically for recyclables Web:
info@bizshop.com
www.grn.com
BizShop.com
WebmasterBiz.com
Global Textile Network Sourcing and Distribution for textiles Web:
Pilers.com
www.g-t-n.com/
ICQ 7382122
Global Trade Society - Email leads delivery service plus much more. Web:
http://www.bizshop.com/global-trade-society.htm
Appendix H - Web Resources.htm - 15
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Hong Kong Trade Development Council Trade leads and trade information
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Web: www.tdc.org.hk/main/
With
I-Trade Trade Services Web: www.i-trade.com
Biz$hop Owens-Online Trade leads, other trade assistance Web: www.owens.com
Project Guides Project leads for several indstries, including environmental,
energy, trasnportation, information management and engineering Web:
www.projectguides.com
ProNet Link Import/Export Information, Trade Leads Web:
http://pronetlink.com/index.asp
Trade Broker Trade Leads Web: www.tradeleads.com
Trade Leads.Com Trade Leads Web: www.i-trade.com
World Market Watch Trade Services http://www.wmw.com
World Trade Leads Web: http://www.worldtrade-sites.com
8. Trade Shows
Trade Show News Network
Comprehensive listing of dates and shows worldwide in just about any
category.
http://www.tsnn.com
Exhibitions 'Round the World
Search engine of international trade shows. Most thorough listings for Asian
shows.
Biz$hop http://www.exhibitions-world.com/
Your Success Shop
Expo24-7
Extensive database of exhibitions, industrial shows, and consumer events
1713 E 3rd Street
worldwide.
Port Angeles WA 98362
http://www.expo24-7.com/
(360)452-2418
EXPOguide
1-800-949-8029
Listings of trade shows in the US and other countries
Fax: (530)690-7531
http://www.expoguide.com/
success@bizshop.com
go-events.com
Autoresponder
On-line directory of business events around the world
info@bizshop.com
http://www.go-events.com
BizShop.com
WebmasterBiz.com
International Trade Administration Calendar of Trade Events and Missions
Pilers.com
Calendars of ITA sanctioned events and missions throughout the world.
ICQ 7382122
http://www.export.gov/makesaleshappen/eventinfo.html
Supercatex UK
Appendix H - Web Resources.htm - 16
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Exhibitions of catalogues from United Kingdom (UK) companies,
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highlighting their products and services. Displays catalogs, promotional
videos, promotional give-aways and in some cases innovative new products
With
(samples).
http://www.supercatex.co.uk/
Biz$hop SuperCatex USA
Exhibitions of catalogues from US companies, highlighting their products
and services. Displays catalogs, promotional videos, promotional
give-aways and in some cases innovative new products (samples).
http://www.supercatex.com/
TechEventsList.com
An online listing of trade shows around the world in a variety of categories.
http://www.internettradeshowlist.com/
The FITA Trade Show Schedule
A worldwide directory of trade shows provided by Trade Show News
Network
http://www.fita.org/tshows.html
Tradeshow Week Tradeshow Directory
Directory of more than 10,000 trade shows worldwide
http://www.tradeshowweek.com/index.asp?page=directory
TrainingSuperSite Seminar and Conference Database
A guide to business and technical seminars worldwide
http://www.seminarinformation.com/
W o r l d N e t Production
Directory of trade shows in Sweden
http://www.worldnet.se/
Biz$hop WK International
Your Success Shop
WK International is the worldwide leading organizer of cosmetic trade fairs.
With its successful conception, the registered brand BEAUTY organizes 14
1713 E 3rd Street
international cosmetic trade fairs every year.
Port Angeles WA 98362
http://www.wk-international.com/
(360)452-2418
1-800-949-8029
Fax: (530)690-7531
success@bizshop.com
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info@bizshop.com
BizShop.com
WebmasterBiz.com
Pilers.com
ICQ 7382122
Appendix I - BizShop Trade Resources.htm - 1
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Profits
Appendix I - BizShop Trade
With
Resources
Biz$hop Contents
1. Special Reports
2. Website Design
3. Website Hosting
4. Webmaster Service
5. Global Trade Society
6. Doing Business With Series
7. Institute
8. Consulting
Any corrections or additions? Please let us know!
1. Special Reports
Each Special Report is $7, or you can get 5 for the price of 4, plus a free
binder with every multiple of 5 reports.
These reports are updated constantly, and are often more valuable than a
book costing many more dollars! If you are interested in an area, you can
get a capsule look at it with a Special Report first. In size, most are the
equivalent of a book chapter. Easy to read, easy to digest, and easy on the
wallet. Packed with info designed to help you make a profit.
Biz$hop R10501 First 25 Business Decisions
Your Success Shop
You won't get a bank or investor to look at you without a good business
plan. This report covers how to write a good one! Even if you aren't going
1713 E 3rd Street
for financing, a business plan helps you focus on your business goals.
Port Angeles WA 98362
(360)452-2418
R10520 Offshore Trusts and Offshore Banking
1-800-949-8029
Get yourself privacy, tax avoidance, and asset protection by utilizing
Fax: (530)690-7531
offshore trusts and banks. Tells why, how, who to contact and who to
success@bizshop.com
avoid.
R10601 Writing A Business Plan
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You won't get a bank or investor to look at you without a good business
info@bizshop.com
plan. This report covers how to write a good one! Even if you aren't going
BizShop.com
for financing, a business plan helps you focus on your business goals.
WebmasterBiz.com
Pilers.com
R10602 Writing A Marketing Plan
ICQ 7382122
The Marketing Plan goes hand in hand with your business plan, and can
quite literally decide whether you succeed or fail. Our report explains how
to do it right, getting maximum customers for minimum money.
Appendix I - BizShop Trade Resources.htm - 2
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R10603 Writing A Financial Plan
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The Financial Plan is the third important Plan to prepare. It details how
cash flow will be handled, proceeds disbursed, and provided a budgetary
With
outline to make sure your business is profitable. With a Financial Plan,
you're quickly alerted to declining profits and are able to rationally handle
Biz$hop unexpected profit growth.
R10604 Writing An Operations Plan
The Operations Plan covers the day to day operations of the company. It
generally includes your personnel manual, safeguards, policies and all the
procedures of doing business.
R11108 Start-up Plan
Step by step checklist of things to accomplish or consider when starting a
new business. Over 500 items - going through these will be a great start on
a business plan. Includes legal, financial, physical, marketing items.
R13180 WWW Marketing
This one is HOT!!! Never before did a medium have such power, for so few
dollars, to reach so many people all around the world. Some Web-based
merchants are making a much as $6,000 to $50,000 in profits per month.
Many of these businesses are less than a year old - some are less than 60
days old. Where are you?
R13201 Computer Assisted Marketing
Using the computer to increase your sales. How to use it to identify your
customers, target the best ones, and increase your marketing effectiveness
while cutting costs.
R16190 International Direct Mail
People around the world love to get mail from America - and love to buy
from America! Find out how to reach them - and how to get paid - using the
Biz$hop mail - the easiest way to export!
Your Success Shop
R53001 The Biz$hop Surefire Organization Method
This is the only method I've found that works - and if it works for my
1713 E 3rd Street
fast-paced multi-project businesses - it might be just what you're looking
Port Angeles WA 98362
for!
(360)452-2418
1-800-949-8029
2. Website Design
Fax: (530)690-7531
success@bizshop.com
Biz$hop Online is a Web Design and Webmaster Service company located
in Port Angeles, Washington but operating for clients worldwide. Biz$hop
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is a proud member of the International Webmaster Association. Our design
info@bizshop.com
services include:
BizShop.com
WebmasterBiz.com
Design and development of new sites
Pilers.com
ICQ 7382122
When you want a site that produces the results you seek. We can create any
type site you wish. From simple HTML to complete scripting, we'd be
delighted to help you get on the Web.
Appendix I - BizShop Trade Resources.htm - 3
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Redesign and reworking of existing sites
Profits
With
Already have a site, but not happy with it? Perhaps it is not accomplishing
what you wanted it to. You are not locked into anything - let us show you
Biz$hop how much difference a Biz$hop Online created site can make!
Graphic Design
Creative graphic design services from simple bitmap bullets through full
motion 3-D. We specialize in creating webpage graphics that load quickly.
Logo Creation
New venture? Or maybe just new online and want a logo created that works
as well on the Net as it does on a product label? Let us create just the right
logo for you. We can even assist in trademark registration of your logo and
tradename.
Content Creation
Your website is only as good as your content. Many webpage designers can
crank out HTML, we have the advantage of being able to write and
communicate effectively. With nationally published magazine writing skills
and a passion for research, we can come up with content that brings in
visitors - and keeps them coming back!
How much does it cost?
Simply put, can't say. Our fees are low, but everybody's site is completely
Biz$hop different. We want to listen to you, to understand what you want your site to
do, and then we will create a proposal that tells you exactly what the total
Your Success Shop
cost would be. No surprises, no worry about how much an hourly rate will
end up costing you. You're under no obligation to accept our proposal, but
1713 E 3rd Street
we think you'll like it. If you do, simply sign it and you're on your way to a
Port Angeles WA 98362
great site.
(360)452-2418
1-800-949-8029
The average small business website costs between $500 and $700 to design.
Fax: (530)690-7531
If you use us for your hosting, we have special templates for international
success@bizshop.com
trade businesses that can reduce total cost dramatically.
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3. Website Hosting
info@bizshop.com
BizShop.com
Websites - Powerful Tools For International Trade
WebmasterBiz.com
Pilers.com
More and more trade is shifting to the Internet. You want a site that works
ICQ 7382122
hard for you. We offer the best price/performance package on the Internet.
Appendix I - BizShop Trade Resources.htm - 4
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Unlike most, our connections are all very high speed OC-3 lines, redundant
Profits
uninterruptible power supplies, triple file backup, and lots of support
documentation.
With
We also provide (at no charge) training tutorials and help with HTML and
Biz$hop using the Internet more effectively..
We are constantly working to make sure your website works as hard as you
do!
Professional International Trade Package $27.97 per month, $40 setup $70
setup if you will have your own domain name, i.e. www.yourname.com
(InterNic will bill another $70 separately). Package Includes design, hosting
and webmaster services below:
Index Page - The page people see first, with links to your other pages.
Personal Profile Page - Helps build those all important relationships, by
letting your prospects and clients get to know you better. Typically has a
photo of you and/or your family (or anything else you value.). Can include
philosophy, achievements, credentials, etc.
Testimonial Page - A place for you to place testimonials about your
services. If there are many testimonials, we can set up a revolving system so
each time a visitor comes in, they see different praises
Specialty Page - Indicate what product types and/or parts of the world you
specialize in.
Offer Pages- Up to 10 different pages of products /services you are
offering., with text and graphics. Additional pages are $1.50 each.
Biz$hop Demand Pages- Up to 5 different pages describing what products /services
you are seeking. Additional pages $1.50 ea.
Your Success Shop
Contact Page - All the different ways to contact you.
Response & Feedback Forms - Ways for your prospects and clients to ask
1713 E 3rd Street
questions, make suggestions, and feel connected with you.
Port Angeles WA 98362
(360)452-2418
Autoresponders - Like Fax-On-Demand, people can instantly receive any
1-800-949-8029
documents by email. These could be articles you've written or appeared in,
Fax: (530)690-7531
rate sheets, sales material, or ?? 10 autoresponders are included, additional
success@bizshop.com
ones are $1 per month.
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FTP Access - You'll be able to change any of your pages yourself if you
info@bizshop.com
prefer, any time you like.
BizShop.com
WebmasterBiz.com
CGI-Bin Access - You'll be able to install & use scripts to make your site
Pilers.com
more interactive..
ICQ 7382122
Email Management - Customers want an instant response via email these
days. We provide an instant acknowledgment of their message. Your email
can be retrieved from anywhere you can gain
Appendix I - BizShop Trade Resources.htm - 5
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Internet access, forwarded to any other email address, converted to fax and
Profits
sent to any fax nearby, or even read to you over the phone (fax/voice
service is extra charge).
With
Free Directory Listing - Free listing in our Trade Directory, another way to
Biz$hop promote you and your site. Listing is normally $25.
Free subscription to International Trade Profits, an email newsletter full of
practical tips to help build your practice.
Optional Items: Many extras can be set up for free, or for a nominal charge.
These can include shopping cart system for online ordering, Front Page
extensions, Javascripts, eCommerce systems - if you can imagine it, we can
get it done.
4. Webmaster Service
What makes a website work perform
Biz$hop Online is a Web Design and Webmaster Service company located
in Port Angeles, Washington but operating for clients worldwide. Biz$hop
is a proud member of the International Webmaster Association.
If you want your site to produce great results, you need a webmaster. If
you're not sure if you need one or not, check out our pages of what a
webmaster does and do you need one?
Ideally, you'll contract with us to completely manage your site. Webmaster
retainer rates can be as low as $40 per month. You can also have us do any
of the services below on an a la carte basis. You'll be pleased with both the
cost and the results.
Biz$hop Promotion with search engines and directories
Your Success Shop
Make it easy for people to find your site. We know how the search engines
work, how they prioritize their results, and can work them to your
1713 E 3rd Street
advantage.
Port Angeles WA 98362
(360)452-2418
E-mail screening and forwarding
1-800-949-8029
Fax: (530)690-7531
success@bizshop.com
Get too much spam (junk e-mail)? We can save you a great deal of time
every day by screening your e-mail and deleting the spam. We can also
mark those that appear important, and send your e-mail to you at another
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private spam-free e-mail address, or by phone, fax or mail. Appear more
info@bizshop.com
responsive to your clients, let us send automatic and custom replies back to
BizShop.com
any or all senders.
WebmasterBiz.com
Pilers.com
Newsgroup & mailing list participation
ICQ 7382122
Appendix I - BizShop Trade Resources.htm - 6
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One of the most effective ways of promoting your website and your
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business, but it takes time and the knowledge of which ones to work, and
how to work each one. An added benefit - whether we ghost-write messages
With
to post or help you write the messages, your image as an expert is enhanced.
Biz$hop Content creation
Nothing else is as important as creating interesting, fresh content on a
frequent basis. People don't go back to a site when nothing changes. We
write articles and pages online based on information you provide, or on our
research. You always get to app rove any page that goes up.
Mailing list subscription and management
Of course, you'll want a way to build relationships and future business with
those who visit your site. This can be done very effectively with opt-in
mailing lists and/or push technology. Your customers will know when
things are updated on your site, a nd will appreciate other information they
get from you (thanks to Biz$hop Online).
Implementation of shopping cart systems and other commerce
applications
Want to put up a retail shop online? You'll want a shopping cart system that
makes it easy for people to buy more. You'll also want to make payment
easy and secure.
Internet information mining
Biz$hop The Net is the world's largest library - but how much time to you have to
browse the shelves? A search on a search engine might yield 5,245,215
Your Success Shop
pages that match. You don't want to have to go through all of those to find
the information you need. We kno w how to get the information more
1713 E 3rd Street
efficiently, and then package it in a report for you. This can be sent by email
Port Angeles WA 98362
or in print.
(360)452-2418
1-800-949-8029
Internet clipping service
Fax: (530)690-7531
success@bizshop.com
One of the great things - and the most dangerous - is that anybody can be a
publisher. What if a disgruntled former employee or dissatisifed customer
Autoresponder
puts up a page telling everybody not to do business with you because "you
info@bizshop.com
are a rip-off?" It 's not true, but you might never know why your on and off
BizShop.com
line business plummets, unless you find out about that page. We regularly
WebmasterBiz.com
monitor for mentions about you and your business, your competitors (find
Pilers.com
out what they are up to), and news about your indu stry. The information
ICQ 7382122
can be provided to you in any way you wish.
Creation of Disk Brochures
Appendix I - BizShop Trade Resources.htm - 7
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A powerful marketing tool, a catalog or brochure on disk has a super
Profits
advantage. The recipient almost always slips it into their computer to see
what's on it. You can mirror your on-line web site for people who aren't on
With
the Internet. There is a knack t o creating good disk brochures, and we've
got experience doing it. It's one of the main ways we promote our own
Biz$hop services!
Backup Services
We maintain your entire Web site in a back-up directory in case something
happens to your server or your hosting service. After our first provider went
belly-up without notice, we learned how valuable a back-up can be. We can
also back up all the files on your computer to floppy disk or CD-ROM. A
single CD can hold about 650mb, and is practically good forever, unlike
magnetic media. A few CD's, and we can back up much of the volume on
your hard drive, freeing space up for you to use. We can even set it up to do
this remotely on a regular sheduled basis. One more point: if a fire
destroyed your computer or a thief broke in and stole your computer
equipment and floppies, how long would it take you to recover?
Training
This whole Internet thing is still brand new, and it takes time to learn new
techniques and new software. This is especially hard when it comes to
learning about the Internet, since it is changing so fast. Cut your learning
curve down to almost nothing ! Our training is both efficient, and the most
cost-effective way to learn. With our help, you can learn to do your own
web pages, or find information more easily, set up Net conferences, or
whatever you want to learn.
Biz$hop Other services
Your Success Shop
You are in charge. Tell us what you would like to do on the Internet, or to
1713 E 3rd Street
do with computers, and we'll be happy to help. There are hundreds of other
Port Angeles WA 98362
things you might want help with. Need protection against computer virus
(360)452-2418
threats or hackers? Would you like to have your system upgraded? We can
1-800-949-8029
either do the work ourselves, or we'll know how to get it done.
Fax: (530)690-7531
Contact us and we'll get a good idea what you want to accomplish, and then
success@bizshop.com
we'll prepare a no-obligation proposal for you. Accept and sign it, and
prepare to make some Net Profits!
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info@bizshop.com
5. Global Trade Society
BizShop.com
WebmasterBiz.com
Pilers.com
An Invitation for You
ICQ 7382122
Appendix I - BizShop Trade Resources.htm - 8
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to Sail With Us
Profits
With
to Adventure and Profits
Biz$hop
The Global Trade Society
A World of Opportunities
International Trade is BOOMING!
Money Magazine rated international trade as the top home based
business in terms of income potential with little cash required.
The same occurs in just about every small business study.
The globalization of the world economy, the general reduction
of tariff and other trade barriers, and the rapid increases in
technology all make the import/export business easier and more
profitable than ever.
The problem until now has been contacts.
Until now, it could take months or even years to develop the
network of contacts and information sources on which
international trade depends. Until now, it took a long time of
digging to turn on that all important flow of leads, information
Biz$hop and referrals.
Your Success Shop
Until now.
The Global Trade Society gets you plugged in to that flow, not
1713 E 3rd Street
in months or years but now. You’ll be exposed to more
Port Angeles WA 98362
opportunities every week than you could possibly take advantage
(360)452-2418
of. You’ll have a network of people feeding information to
1-800-949-8029
you, helping you though problems, making contacts, and getting
Fax: (530)690-7531
your business to profitability sooner.
success@bizshop.com
You’ll also enjoy savings on services and items
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you’ll use every day in your business. You’ll leapfrog
info@bizshop.com
to new levels of respect for your business.
BizShop.com
WebmasterBiz.com
Most of all, you’ll enjoy more success. That’s what
Pilers.com
the Global Trade Society is all about. That’s why you should
ICQ 7382122
be a member! Our ship is sailing to greater profits and
adventure. Don't be left on the dock!
Appendix I - BizShop Trade Resources.htm - 9
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Benefits
Profits
With
Two Memberships For The Price of One
Biz$hop You get two memberships in two associations. Biz$hop's Global
Trade Society plugs you in to international trade possibilities,
the Olympic Home Based Business Association gives you business
tools to take advantage of those possibilities. Your Global Trade
Society membership includes membership in the Olympic Home Based
Business Association, one of the fastest growing organizations
supporting the entrepreneur.
Lending Library
Access to the Biz$hop Lending Library, one of the most best
collections of business books, magazines and tapes anywhere. You
can borrow any of these resources for just the shipping and
handling charge.
International Trade Profits
A subscription to the International Trade Profits
newsletter. This newsletter gives you insight into different
markets, brings you up to date on changes in the world that
affect trade, and presents opportunities you can take advantage
of. Perhaps best of all, you as a member get a free
“introduction article” for you to tell the world what
you are interested in or what you have to offer.
Global Import-Export Weekly
Biz$hop Subscription to the Global Import-Export Weekly Newsletter
(ISSN 1205-7622) which provides up to date and credible
Your Success Shop
import-export information worldwide by connecting buyers with
sellers and importers with exporters. Every Friday, this
1713 E 3rd Street
newsletter is sent to by email or regular mail (regular mail
Port Angeles WA 98362
requires additional postage & printing fee of $4 per week). A
(360)452-2418
recent typical issue had over 2,000 buy or sell offers. You have
1-800-949-8029
the opportunity also to post your own buy/sell offers for a
Fax: (530)690-7531
nominal charge (less than $5 usually). This allows you to send
success@bizshop.com
your buy/sell offers quickly to thousands of importers,
exporters, distributors and manufacturers worldwide, straight to
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their desk. If you have attended one of Steve Veltkamp’s
info@bizshop.com
Import/Export seminars, this is the 88 page sample that was
BizShop.com
passed around. Now you can get your own, every week! Note that
WebmasterBiz.com
this newsletter is SPAM-free - you won’t find a lot of
Pilers.com
get-rich-quick nonsense, just good trade leads.
ICQ 7382122
Free Consultation
Appendix I - BizShop Trade Resources.htm - 10
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Free telephone/mail/email consultation with Steve Veltkamp,
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President of Biz$hop and international trade consultant/trainer,
for one hour per month.
With
Networking
Biz$hop Networking with other members. Many leads occur through the
group. If one member sees a great trade but can’t take
advantage of it at the moment, it is usually passed on to another
member. This happens all the time, and is a perfect example of
where you want to be - opportunities coming to you instead of you
chasing them.
Savings
Savings on long distance, international calling, cellular
services, books, travel, hotels.... And we continue to negotiate
for more!
Biz$hop Discounts
25% discount on Biz$hop Special Reports, Doing Business
With... Reports, and the Biz$hop Institute correspondence courses
in international trade.
Certificate
Certificate suitable for framing and wallet card. We
anticipate the wallet card will be increasingly valuable to you
as your “ticket” to discounts and special events.
Membership Directory
Biz$hop Listing in our annual membership directory. Distributed to
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members for networking, and to manufacturing, retail and
distribution associations and firms worldwide. Another way for
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clients to find you!
Port Angeles WA 98362
(360)452-2418
Professional Certification
1-800-949-8029
Fax: (530)690-7531
Opportunity to become certified as an International Trade
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Specialist. This can be a valuable addition to your credentials
and an asset to your image.
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6. Doing Business With Series
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The "Inside" Secrets of Business
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Success in a Global Marketplace
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Appendix I - BizShop Trade Resources.htm - 11
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This series of reports outlines culture, history, customs and business
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etiquette for dealing with foreign companies or customers. Don't let an
unintentional offense stand in the way of a great deal! Includes essential
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vocubulary and negotiating tips. Each DBW report is $10.00
Biz$hop R41110 DBW the Japanese
The economic giant of Asia seems mysterious to some. Our report tells how
to do business with the Japanese in an easy-to-learn way.
R41210 DBW the Koreans
The "Land of Morning Calm" is anything but calm economically. The
Korean engine is running hard to pass the Japanese. Your business can
profit if you know what is in our report.
R41410 DBW the Chinese
Their civilization is thousands of years old, with traditions and customs that
have governed business for as long. Covers Taiwan and Mainland China.
R41720 DBW Indochina - Vietnam, Laos, Cambodia & Burma
This area of the world is poised for rapid growth, once the political dust
settles. The US embargo against Vietnam is over, and the world is investing
heavily.Laos and Cambodia have great potential for growth and Burma
could be the surprise when democratic forces seize power.
R42110 DBW the Philippines
This Christian, English speaking nation in Asia is very pro-American, and
the people are great. They also have their own way of doing things, and of
Biz$hop course our report tells you!
R42210 DBW Indonesians and Malaysians
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These two nations are fascinating, and share many similarities. Our report
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covers each in depth. Also includes Brunei.
Port Angeles WA 98362
(360)452-2418
R42310 DBW Singapore and Hong Kong
1-800-949-8029
Fax: (530)690-7531
The economic centers of Asia, with incredibly stable governments and with
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strongly pro-business atmospheres. Can you afford to ignore them? Plan on
a trip there, but first read our report!
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R42510 DBW the Thais
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"Mai Pen Rai" a Thai businessman says after a long negotiating session.
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What is your status? Find out first by reading our report on this truly
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gracious and beautiful country.
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R42710 DBW South Asia
Appendix I - BizShop Trade Resources.htm - 12
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Includes India, Pakistan, Bangla1esh,
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Afghanistan, Bhutan, Nepal, Maldives.
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R43110 DBW the Middle East
Biz$hop Often called the Arab World, this area is more than sand dunes, oil, and
religous fervor. It is also a diverse region with great potential for American
and Canadian business profits. Here it is particularly true that you should
know the social and religous mores to avoid problems. With this report, it is
easy!
R44010 DBW SubSaharan Africa
The "Dark Continent" early Europeans called it, not understanding the rich
cultures there. You can, and the "Dark Continent" can be a bright area of
opportunity for you. This area covers a wide range of governments,
economies and peoples. This report will help you know what you're doing.
R44620 DBW South Africa
The trade embargos are history, and South Africa is ready to do business!
The requirements for doing business in this most developed of all the
African nations. Includes a contact listing of hundreds of business contacts
wanting to do import/export business or represent your lines.
R44680 DBW Zimbabwe
The requirements for doing business in one of the most advanced of African
nations. Includes a contact listing of hundreds of business contacts wanting
to do import/export business or represent your lines.
R45020 DBW West Europeans
Biz$hop Covers England, Ireland, France, Spain, Portugal, Italy, Switzerland,
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Germany, Belgium, the Netherlands, Finland, Denmark, Sweden, Norway,
Luxembourg, Lichtenstein and Greece.
1713 E 3rd Street
R45890 DBW Spain
Port Angeles WA 98362
(360)452-2418
Specific information on Spanish customs, language and business dealings.
1-800-949-8029
Includes a listing of requirements for doing business in the country, and a
Fax: (530)690-7531
contact list of companies wanting to do business
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R45030 DBW Newly Free
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Eastern European (includes Russia)
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BizShop.com
Perhaps nowhere in the world has there been such a monumental change.
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The people here welcome your products and services - if you read our
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report and know how to proceed.
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R46010 DBW Latin America
Appendix I - BizShop Trade Resources.htm - 13
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From the U.S.- Mexican border to Tierra Del Fuego. In fact, the tips here
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can even help you deal in the SW U.S.!
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R47110 DBW Mexico
Specific information on doing business with up and coming Mexico.
Biz$hop Includes regulations you must comply with, and marketing considerations.
This report covers maquiladoras, and what NAFTA will mean.
R47810 DBW Canada
This huge market is right across the border to the north, and there is no
easier foreign market to crack! There are important differences between the
Canadian and US markets, and you need to know them! Includes info on
contacts, requirements, and ways of reaching the market most effectively.
Also includes ways to use the Canadian connection to your advantage even
if you concentrate on the US market.
R48010 DBW people Down Under
They may look like your typical Americans, but Australians and New
Zealanders have their own dialects, cultural, social and business customs.
R48510 DBW The Pacific Islands
From the third largest island in the world to tiny specks, these islands are an
often overlooked market, and a great source for many products. They crave
American products! Covers Melanesia, Micronesia and Polynesia.
These DBW reports are sold only by Biz$hop. You may order with check or
money order by mail to:
Biz$hop Biz$hop
1713 E 3rd St
Your Success Shop
Port Angeles WA 98362
1713 E 3rd Street
or using any major credit card, by calling 800-949-8029. Either way,
Port Angeles WA 98362
include $4.50 per order (not per report) for shipping and handling. You'll be
(360)452-2418
pleased, and much better prepared for your next "foreign encounter".
1-800-949-8029
Fax: (530)690-7531
success@bizshop.com
7. Institute
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Now - The Cure For Seminar-itis Forever!
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BizShop.com
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You know the problem. You take a seminar, or read a book, or listen to a
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motivating tape. You are all excited about the possibilities, and ready to
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conquer the world.
Appendix I - BizShop Trade Resources.htm - 14
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Only the world wins. The everyday concerns of life overwhelm you, and
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three days later your great plans are dead. Like New Year's Resolutions, you
know deep down that you'll never carry them out. You lose.
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Until now.
Biz$hop The Biz$hop Institute was designed to make you win. Rather than a three
hour seminar, we provide you with an extended learning experience,
followed by continuing support for as long as necessary.
How it works
You pick your choice of Institute offerings. Each runs for 12 classes. How
rapidly you complete the course is up to you, but we recommend one class a
week. You recieve your first class by mail or email. Each class includes an
easy-to-read text, supporting audio tape, and an assignment sheet. The
assignment sheet will include things that you must do in order to complete
the course. In many cases, the actions assigned will be actual steps
necessary to launch your business - at the end of the course you should have
your business up and running!
You are never 'stuck'
Each course also includes ongoing access to consultation. You can call or
write us at any time with your questions. This ongoing consultation can be
extended after the course for as long as you need it.
In fact, we won't let you lose!
If you don't turn in an assignment on time, or are having a problem with
what you do turn in, we'll call or email you! Some folks tell us that this is
just what they need - a personal coach to make them do it! (Of course, we'll
Biz$hop stop if you really want us to!) Each assignment completed brings the next
class package, so you must do the work!
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What you get
1713 E 3rd Street
Continuing advice
Port Angeles WA 98362
Personal coaching
(360)452-2418
Course binder to hold your text and assignments
1-800-949-8029
12 detailed but easy to read texts. Together, they form your success manual.
Fax: (530)690-7531
12 assignments to help you move towards your goal
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Certificate of Completion suitable for framing
The knowledge that you need to make your success bigger, quicker, and
more certain.
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The cost?
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BizShop.com
Only $127 per course offering! I don't think you could get the same level of
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training, support and coaching anywhere else at
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double or even triple that price!
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We have three courses applicable to International Trade:
Appendix I - BizShop Trade Resources.htm - 15
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E12687 Introduction to International Trade
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covers what we have in the manual in more detail
1) Implications of world trade, the state of the world economy, and how it
With
creates opportunities.
2) The international monetary, trade and transportation systems.
Biz$hop 3) Terms and conditions of international trade.
4) Travel and culture tips that will make your next deal work more
smoothly.
5) The finances of the deal, including the Letter of Credit.
6) The art of the deal - bartering, bargaining and closing.
7) How to evaluate, select and work with foreign contacts and partners.
8) Offshore tax havens and hazards.
9) How to spot the trends and opportunities in any situation.
10) Free trade associations, free trade zones, free ports and FSC's.
11) Plugging into the online trade information flow.
12) Cross-trading, three-way trading, countertrade and other more complex
trades.
E12688 Become An Importer And Travel The World
1) Setting up your import business
2) Product selection and price tips
3) Paperwork and timelines
4) Methods and alternatives for purchasing
5) Pre-selling, or how to market to buyers here
6) Transportation options
7) Customs clearance
8) Marketing imported goods
9) Managing contacts and setting up manufacturing arrangements
10) Pitfalls, liability and coverage
11) Research tips and techniques
12) Growing your business
Biz$hop E12689 The World Is Your Market In Your Own Export Business
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1) Setting up your export business
2) Product selection and price tips
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3) Paperwork and timelines
Port Angeles WA 98362
4) Freight forwarder services and shipping options
(360)452-2418
5) Export contracts with manufacturers and rep alternatives
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6) Screening overseas buyers and problem solving
Fax: (530)690-7531
7) Export financing and guarantee programs
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8) Government assistance
9) Foreign sales companies and other off-shore strategies
10) Marketing channels
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11) How to participate in trade shows and missions
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12) Minimizing risk and growing your business
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8. Consulting
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Bizshop offers low-cost, concentrated consulting services to international
trade clients worldwide. This can be by email, phone, mail or in person.
Appendix I - BizShop Trade Resources.htm - 16
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Why go it alone, when Steve Veltkamp can help you get your import/export
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business off to a fast start? We offer consulting in the fields of startup, trade
contacts, product selection, marketing, and virtually any other trade-related
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question.
Biz$hop Steve has been involved in international trade since 1972, and teaches
seminars on trade across the U.S. Clients and students rave about his
low-key, information-intensive and highly effective techniques.
Rates are $90 per session, typically about 1.5 hours. Travel is billed at
actual cost.
Biz$hop
Your Success Shop
1713 E 3rd Street
Port Angeles WA 98362
(360)452-2418
1-800-949-8029
Fax: (530)690-7531
success@bizshop.com
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