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Table of Contents List of Illustrations Acknowledgements Introduction 1 Your Big Idea: Is It Any Good? Importing Handcrafts from Ecuador Exporting Hardware Importing ?World Clocks? Exporting Printer Paper Brokering Computer Equipment 2 Is This Business for You? Have You Failed Yet? How is your Financial Situation? Interest in and Knowledge of the World Familiarity with Foreign Languages and Cultures Persistence, Patience and Judgment Attention to Detail Contacts with Buyers of the Ability to Make Them Twenty Important Questions Import Merchant Example Export Agent Example 3 Setting up Your Business Forms of Organization Your Trade Name and Logo Opening a Bank Account Setting up Your Office Stationery and Printing Needs Accounting and Taxation Obtaining Financing 4 Beginning with a Buyer Why someone would Buy from You What Value Means to your Customer Attracting Customers?some Examples Finding Buyers as an Importer Finding Buyers as an Exporter 5 Choosing Products and Suppliers Finding Products to Import Getting Samples, and Testing them in the USA Finding Foreign Suppliers Selecting Foreign Suppliers Finding Products to Export Lining up Suppliers The Formal Supply Agreement Protecting your Interest 6 Marketing in the United States and Abroad So, What is Marketing? Marketing Imports Marketing Exports 7 Money Matters Credit Decisions on Suppliers and Customers Methods of Payment in International Trade Export Credit and Credit Insurance Foreign Currency Transactions Countertrade 8 Packing, Shipping and Insurance Packing for International Shipment After you Pack it, Mark it International Transportation Shipping Terms Marine Insurance Brokers and Forwarders 9 Oh, Those Lovely Documents Commercial Documents Banking Documents Transportation and Insurance Documents Government Formalities Documents A few more Thoughts on Documents 10 Regulation of Foreign Trade U.S. Customs and Border Protection Getting Deeper into Customs Other Federal Regulations State and Local Regulations Regulation of Exports 11 NAFTA, GATT and Other Trade Pacts Trade Agreements Preferential Arrangements 12 Sources of Information and Help Introduction Chapter 1-Your Big Idea: Is It Any Good? Chapter 2- Is This Business for You? Chapter 3- Setting up Your Business Chapter 4- Beginning with a Buyer Chapter 5- Choosing Products and Suppliers Chapter 6- Marketing in the United States and Abroad, p. 107 Chapter 7- Money Matters Chapter 8- Packing, Shipping and Insurance Chapter 9- Oh, Those Lovely Documents Chapter 10- Regulation of Foreign Trade Chapter 11- NAFTA, GATT and Other Trade Pacts Appendix A: Sample Market Study Outline Appendix B: Guidelines for Business Planning Appendix C: Possible Sources of Financing for Your Business Appendix D: Sample Supply Agreements Appendix E: U.S. Export Assistance Centers Appendix F: Avoiding Import/Export Scams Notes Index
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