International direct marketing guide :
regional markets and selected countries
William A. Delphos, editor ;
Thomas W. Jacobson, project director/editor.
Bibliographic record and links to related information available from the Library of Congress catalog
Acknowledgements iv
Preface v
Overview of International Business & Direct Marketing I
U.S. Exports Chart.- Growth & Volume Leaders 2
Basic Steps in Finding a Successful Market 5
Key Export Telephone Hotlines 6
SECTON ONE
REGIONS, SELECTED COUNTRIES,
AND INTERNATIONAL BUSINESS
Chapter One
UNDERSTANDING ISSUES UNIQUE
TO INTERNATIONAL BUSINESS 9
Business Communications 9
Mail 10
Telex 10
Facsimile Machine 10
Telephone 11
Country-Specific Issues 12
Culture 12
Charts of Country Issues to Consider 14
Language 18
Hints for International Travel 19
Currency 19
Electric Voltage 19
Weather 19
Passport 19
Visa 19
Immunization Requirements 20
International Driver's License 20
Carnet 20
CHAPTER Two
OVERVIEW OF INTERNATIONAL
MARKETS BY REGION 21
(Includes Direct Marketing Infrastructure Charts)
North America 21
Western Europe 25
Pacific Rim 31
Eastern Europe 36
Latin America 40
Other Markets: Africa, Middle East and Near East 44
CHAPTER THREE
OVERVIEWS OF SELECTED COUNTRIES 49
(Macroeconomic Data, Primary Exports and Imports, Direct
Marketing lnfrastructure,Business Customs, Cultural Characteris-
tics and Holidays, How to Advertise Your Product, Documenta-
tion, Legal Requirements, Buying Habits and Mailing Tips)
Australia 49
Canada 60
France 71
Germany 81
Japan 91
Mexico 101
United Kingdom 111
Section Two
INTERNATIONAL DIRECT MARKETING
CHAPTER ONE
SELECTING A COUNTRY/MARKET 123
Classification 123
U.S. Department of Commerce Industry Specialists 125
U.S. Department of Agriculture Industry Specialists 125
General Market Information Resources 126
Product/Commodity Information 126
Country-Specific Resources 127
Worldwide Information 128
Detailed Market Research 128
Choosing a Market for an Int'l Direct Mailing Campaign 130
CHAPTER TWO
REACHING THE CUSTOMER 133
Writing Copy for an International Market 134
Mailing Lists 135
Direct Mail 137
Telemarketing 140
Cataloguing : 141
Advertising Mediums 142
Television 143
Radio 143
Newspapers 143
Magazines 144
Outdoor Advertising Mediums 144
Premiums 145
Trade Events 146
Agents and Distributors 147
Chapter Three
PRICING CONSIDERATIONS 149
Pricing Strategy 149
Cost Issues 150
After-Sales Service and Guarantees 150
Modifications 151
Promotion/Advertising 152
Packaging 153
Direct Marketing Expenses 1,53
Calculating the Price 154
Marginal Cost Method 154
Cost Plus Method 154
Chapter Four
ACCOUNTING AND LEGAL CONSIDERATIONS 155
Accounting Considerations 155
General Accounting Principles 155
* Free Trade Areas 156
* Licensing of Services 156
* Customs Drawbacks 156
* The Foreign Tax Limitation 157
* Transfer of Property to a Foreign Corporation 157
Foreign Sales Corporations (FSCs) 157
Legal Considerations 159
U.S. Goverrument Regulations 159
* Foreign Corrupt Practice Act (FCPA) 159
* U.S. Anti-Boycott Laws 159
* Licensing Regulations 160
* U.S. Environmental Protection Agency (EPA) 162
Foreign Government Regulations 162
* Anti-Dumping 163
* Intellectual Property Rights 163
* Trademarks 164
* Industrial Designs 164
* Copyrights 164
Chapter Five
SALES TRANSACTIONS 165
Traditional Methods of Payment 165
Credit Cards 165
Foreign Bank Checks 166
Open Account 167
Advance Pavment 168
Non-Traditional Methods of Payment 168
Consignent 168
Documentary Collection 168
Letters of Credit 169
Bank Transferrals 169
(Variable) Direct Debit 170
Pro Forma Invoices 170
Financial Support Mechanisms 171
International Credit Insurance 172
Additional Shipping Considerations 173
Section Three
INTERNATIONAL POSTAL SERVICES
WORLDPOST SERVICES: THE U.S. POSTAL SERVICE'S
INTERNATIONAL NETWORK 179
International Mail's Role in Direct Marketing 179
Working with the Postal Account Representative 180
Working with the International Account Representative 181
WORLDPOST Services 184
INTELPOST (R) Service 184
INTELPOST Locations 185
Express Mail International Service (EMS) 186
Express Mail Military Service (EMMS) 188
International Priority Air Mail (IPA) 189
International Surface Air Lift (ISAL) 190
IPA/ISAL Designated Acceptance Cities 190
Airmail 191
Surface Mail 191
International Business Reply Services (IBRS) 192
Special Services 193
* Insurance 193
* Registered Mail 193
* Return Receipt 193
* Special Delivery 193
Bulk Letter Service to Canada 194
Important Information for International Mailings 195
* International Mail Standards: Checklist 195
* Addressing Your Mail 195
U.S. Postal Service Overseas Delivery Schedule 196
Selected U.S. Postal Service Publications 197
Section Four
NEXT-STEP RESOURCES
Recommended Publications 201
Direct Markefing Associations Worldwide 211
U.S. & Foreign Commercial Service Offices 216
U.S. Embassies and Consulates Abroad 222
U.S. Customs Service Regional and District Offices 244
Country Desk Officers: Dept's of Commerce & State 247
Foreign Embassies in the United States 253
AMCHAMS 263
lnternaflonal Dialing Codes 271
International Time Zones (Major Cities) 275
Metric Converter 276
lnternational ZIP Code Information 277
U.S. Postal Service Marketing Contacts 281