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When you are thinking about taking your small business to a global level and want to start exporting your products to international markets, or when you are already exporting and want to expand to other markets overseas, you can benefit from the advice of experts in order to orient your strategy and operations. Some of the aspects of exporting in which you may benefit from advice include: (1) the study and evaluation of potential markets abroad; (2) evaluation of your product and its competitive advantages compared to other products already on the market; (3) identification of potential buyers of your product; (4) estimate of the costs involved in exporting to your target market; (5) determination of the appropriate price to charge in the overseas market; (6) the most appropriate packaging for your product; (7) the labeling required for your product in international markets; (8) technical modifications required in order for your product to be able to enter the markets; (9) the approvals, inspections, or certifications that may be necessary to meet the requirements in your target country; (10) restrictions on imports of your product that could apply in your target country; (11) the tariffs that apply on your product; (12) regulations that affect the export of your product from the U.S. and the regulations that affect its import in the destination country; and (13) the financing of your exports. The U.S. federal government has various programs designed to provide this type of advice to small exporters. The states also have economic development offices, and there are various exporters' associations that can help. U.S. Federal Government Programs The Trade Information Center of the U.S. Commerce Department can be a good place to get oriented with regard to the different programs the federal government offers for helping U.S. exporters. See "Export Counseling Services" on their website at www.export.gov. The U.S. Trade and Development Agency can also help exporters look for business opportunities outside the country. See "Business Opportunities - Overseas Opportunities" on their website at www.ustda.gov. Small Business Administration (SBA) This agency offers various programs and services for small exporters, basically through the U.S. Export Assistance Centers. On their website at www.sba.gov, under the heading "Services", if you select "More...", another page opens, on which you can select the option "International Trade". U.S. Export Assistance Centers The U.S. Export Assistance Centers (USEAC) are designed to provide U.S. exporters with a contact point for all the federal programs for promoting and financing exports. They can provide services directly to exporters, or can refer them to partners in the public and private sectors. The members of these centers come from the Small Business Administration, the Commerce Department, the U.S. Export-Import Bank, and other federal government agencies. These centers help small companies in all aspects of carrying out export activities and financing international trade. When yours is a start-up company, these centers can make recommendations regarding the training programs that serve to orient small companies in the export process. They have specialists who offer a variety of programs for entering international markets, including profiles of industries and countries, help in finding distributors abroad, identification of the tariffs and regulatory requirements that apply, financing, and other questions. The specialists in these centers can communicate directly with U.S. embassies and consulates abroad in order to generate customized reports prepared especially for the exporter's industry and products. These reports can help in answering many of the questions exporters have regarding how to enter the market in their target country. There is a cost for the customized reports, but this can be a good way of obtaining information directly from the target country to do a preliminary evaluation, before traveling to the country. SCORE® The Small Business Administration has a program of volunteers called SCORE®. These volunteers, who can be found in branches throughout the country, offer basic help to entrepreneurs in starting up their businesses. Another program sponsored by this agency that offers advice in managing small companies and exporting is the network of Small Business Development Centers, which is affiliated with universities throughout the U.S. These centers offer advice and training, and provide help in researching all aspects of small business management, with many programs for developing international businesses. Other Programs "TradeNet" at www.tradenet.gov is a website for exporters that offers market research tools, business opportunities, news of shows and events, and information on laws related to exporting, financing, and the forms and documentation required for exporting. It also offers exporters the chance to create their own electronic portal called MyExport. "E-TAP" is a program of associations, training in international trade, advisory services, shows and commercial missions designed to help small exporters in evaluating the potential of the different markets around the world and participating in commercial events in other countries. The Export Legal Assistance Network (ELAN) offers exporters the opportunity to have a legal consultation with an attorney specializing in international trade. U.S. Commerce Department On the website of the International Trade Administration of the U.S. Commerce Department at www.export.gov you can find information on exports and the federal programs to help exporters. The Commercial Service is a division of the International Trade Administration that helps U.S. exporters to compete more effectively in the global market. This service has trade specialists who can be consulted by e-mail or in person at the offices they maintain, along with the Export Assistance Centers in the principal cities of the U.S. and in many countries around the world. The specialists are organized by industries and can offer information on overseas markets, the services that agents and distributors provide, and their perspectives related to trade. They can advise exporters on existing business opportunities, barriers to trade, and opportunities abroad. The District Export Councils are another resource sponsored by the International Trade Administration. These Councils are located around the U.S. and their members are volunteers from banks, manufacturing companies, legal firms, trade associations, state and local agencies, consulting companies, and educational institutions, who are experienced in international trade. Based on their own experience, these volunteers, educate, provide advice, and guide new exporters as well as experienced exporters, in their individual needs related to foreign trade. These councils can be contacted through the Commercial Service or the Export Assistance Centers. U.S. Export-Import Bank The U.S. Export-Import Bank can provide information on the political and economic risk of a country. It also has a credit insurance program that protects the exporter when the buyer abroad cannot pay due to political or commercial reasons. The Bank offers greater flexibility in managing accounts receivable abroad, greater capacity for offering competitive payment terms to buyers overseas, and provides support in wisely entering foreign markets with a higher risk. U.S. Department of Agriculture The Foreign Agricultural Service of the U.S. Department of Agriculture (www.fas.usda.gov) can help with exports of agricultural products. This Service has offices in U.S. embassies and consulates around the world and offers information on specific markets for your products in other countries. It also has specialists by sector in the United States who monitor foreign markets for specific products. Office of Commercial and Business Affairs The Office of Commercial and Business Affairs of the State Department can offer help to farmers and entrepreneurs in international trade. This Office has officials for business affairs in each U.S. embassy and consulate abroad who can advise U.S. companies on the country's customs laws, the procedures that must be followed in selling to the public sector in the country, and commercial practices in the country. These officials can also indicate potential importers, agents and distributors; provide information on bidding invitations from the governments in the respective countries, and assist in cases of controversy in business and investment matters. Other Sources of Information and Advice In addition to the federal government programs, there are state programs, commercial sections in the embassies, exporters' associations, and trade associations that can also provide advice to help small U.S. exporters. State Economic Development Offices The majority of the state economic and business development offices have specialists in international trade who can help you with information and advice on exporting. Many of the states have offices in overseas markets, and many port authorities have expanded their services to offer export training programs and assistance in researching overseas markets. Commercial Sections of Embassies Abroad You can consult the Commercial Section of the embassy in the country where you want to export your products. For a list of the embassies, you can see the website www.embassy.org/embassies/. Exporters' and Trade Associations The World Trade Centers and organizations such as the American Association of Exporters and Importers (www.aaei.org) and the Small Business Exporters Association (www.sbea.org) can help with research on overseas markets. There are various categories of international trade associations that include chambers of commerce with bilateral interests, associations that focus on international logistics, associations that support international trade, associations that support exporters, and professional associations. The objective of the Federation of International Trade Associations in the U.S. is to encourage trade, strengthening the role of local, regional, and national associations. On its website at www.fita.org you can find more information on its activities and members. |
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