Basics of Exporting - Table of Contents

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

The bottom line? With the help of SUSTA's export resources, international trade is simplified, streamlined and adapted to the unique strengths of your company or product.

I. Introduction

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

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

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

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

• Duty Drawback
• The Export-Import Bank (Ex-Im Bank)
     Working Capital Guarantees
     Export Credit Insurance
     Guarantees
     Direct Loans
     Where to Apply for Ex-Im Bank Programs
• Market Access Program (MAP)
• Small Business Administration (SBA)
     Export Working Capital Program (EWCP)
     International Trade Loan Program
     7(a) Loan Guaranty
     Small Business Investment Companies
• FAS Sugar Programs
• FAS Facility Guarantee Program
• FAS Export Credit Guarantee Program (GSM-102)

• The Need for Packing
• How to Reduce Your Losses
• Cargo Insurance
• Shipping Systems
  
• Products Frequently Shipped by Air

• Airway Bill (AWB)
• Certificate of Inspection
• Certificate of Insurance
• Certificate of Origin
• Certificate of Weight
• Commercial Invoice
• Consular Invoice
• Customs Form CF349
• Delivery Order/Dock Receipt
• Forwarder's Export Invoice
• Letter of Credit
• Letter of Distribution
• Loss and Damage Claim
• Manufacturer's Certificate
• Ocean Bill of Lading
• Packing List
• Phytosanitary Certification
• Power of Attorney
• Pro forma Invoice
• Shipper's Export Declaration
• Automated Export System
• Shipper's Declaration for Dangerous Goods
• Shipper's Letter of Instruction
• Transmittal Letter
• Additional Information Sources for Information about Documents

• American Citizen Services
• Business Meetings
• Cultural Considerations
• Entrance Requirements and Visas
• Other Considerations
• Sources of Cultural Information

• Appendix A: SUSTA's MAP Branded Marketing Program(pdf)
  
• Appendix B: Contact Information(pdf)
  
• Appendix C: Glossary of Export Terms 
  
• Appendix D: Export Plan Outline(pdf)
• Appendix E: Market Research & Assessment (pdf)
• Appendix F: Market Factor Assessment (pdf)
  
• Appendix G: Budget Framework for Trade Show Participation (pdf)
  
• Appendix H: Price Determination Worksheet (pdf)
• Appendix I: Sample Pro forma Invoices(pdf)
• Appendix J: Export Related Websites