Building an Import / Export Business, 4th Edition
1. Your Big Idea: Is It Any Good?
Importing Handcrafts from
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.
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
7. Money Matters.
Credit Decisions on Suppliers and Customers.
Methods of Payment in International Trade.
Export Credit and Credit Insurance.
Foreign Currency Transactions.
8. Packing, Shipping and Insurance.
Packing for International Shipment.
After you Pack it, Mark it.
Brokers and Forwarders.
9. Oh, Those Lovely 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.
12. Sources of Information and Help.
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.
Kenneth D. Weiss is the owner of Plans and Solutions, a corporation that helps importers, exporters, and other firms with business planning, trade logistics, regulations, and marketing. He has been an importer and exporter, a lecturer on international trade, and a consultant to numerous private firms and government organizations.