Import/Export: How to Take Your Business Across Borders
Fully revised and updated-the go-to guide from an expert on international trade\ Doing business across national borders is more profitable than ever. In the exhaustively revised fourth edition, Import/Export provides step-by-step guidance to show you how to take part in the booming world economy.
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Fully revised and updated-the go-to guide from an expert on international tradeDoing business across national borders is more profitable than ever. In the exhaustively revised fourth edition, Import/Export provides step-by-step guidance to show you how to take part in the booming world economy.Dr. Carl A. Nelson is a specialist in international trade with more than 40 years of global experience in government and private business. An author of seven books about international trade and economics, he is a professor of International Business at the School of International Management in San Diego, CA.
List of Tables xvList of Figures xviiForeword xixAcknowledgments xxiIntroduction xxiiiThe Book's Approach xxviWho Is the Book For? xxviiWhat's in the Book? xxviiiThe Commonalities xxixThe Differences xxixDoing Business xxixWhat's New About This Edition? xxxHow to Use the Book xxxSummary xxxiiPart 1 The CommonalitiesChapter 1 Winning the Trade Game 3Global Opportunities 3U.S. Deficits and Surpluses 4What Is an Import/Export Business? 4Where Do Importers and Exporters Trade? 8The World Trade Organization (WTO) 8Cyber Trading 9World Trade Centers Association (WTCA) 9Trade Integrations 9Why Get into Trade? 10Success Stories 11Chapter 2 Launching a Profitable Transaction 15Terminology 16Homework 16Choosing the Product or Service 16The Personal Decision 17The Technical Marketing Decisions 17What Is World Class? 18Making Contacts 19Market Research 21Exporter Checklist 22Importer Checklist 24What's the Bottom Line? 24Initial Quotations 25Terms of Sale 26The Market Channel 29Pricing for Profit 30Chapter 3 Planning and Negotiating to Win 37The Market Plan 38Segmenting the Market 39Macro Segmentation 39Micro Segmentation 39Executing the Market Plan 40Personal Sales 40Trade Shows (Fairs) 41Trade Missions 42Special Missions 42Seminar Missions 42Industry-Organized, Government-Approved Trade Missions 42Catalog Shows and Video/Catalog Exhibitions 42Trade Show Central 43Advertising 43Distributors 43Overseas Trader's Checklist 44Trading Partner's Checklist 44Negotiations 45Preparations 45Agreeing to a Contract 46ForeignCorrupt Practices Act (FCPA) 49Tips and Traps of Culture 50What Is Culture? 50The Nine Elements of Business Culture 51Practical Applications 54Tips for Women 56About Jokes 56Intellectual Property Rights 57Patent Registration 59Trademark Registration 61Communications 61Travel 66Chapter 4 Selling with E-Commerce 73The Internet and Your Business 73Getting Started 75Blogging 78You Can Create Your Own Web Site 79Getting Out There 82Finding Foreign Markets 84Finding Foreign Buyers 85Government Procurement 86Pricing and Marketing Your Product 86Marketing Techniques 86Communications 87Getting Paid 87Keeping in Touch 88What About the Future? 88E-commerce Law 89Further Readings 90Chapter 5 Completing a Successful Transaction 93Financing 94E-banking 95Forms of Bank Financing 96Factors 98Other Private Sources of Financing 98Avoiding Risk 101Agency/Distributor Agreements 119Physical Distribution (Shipping and Packing) 120Documentation 126The Documents 127Chapter 6 How to Set Up Your Own Import/Export Business 145The Mechanics of Start-Up 146The 10 Commandments of Starting an Overseas Business 150The Business Plan 150Part 2 The DifferencesChapter 7 Exporting from the United States 167Government Support 168Information Sources 172Export Prospects 174Freight Forwarding 179Export Controls 181Where to Get Assistance 186"Made in USA" 186Tax Incentives for Exporting 187How to Gain Relief from Unfair Import Practices 189Export Cities 190What Are Export Cities? 190How Do Export City Clusters Work? 190Chapter 8 How to Import Into the United States 193World Customs Organization (WCO) 194Homeland Security 194Government Support 195Import Information Sources 200Customs House Brokers 200Surety Bonds 201Drawback 202Automated Brokerage Interface (ABI) 202How to Become a Customs Broker 202Getting through the Customs Maze 204The Four-Step Entry Process 205Customs Service Responsibilities 210The Harmonized System 212Case Study: Guitars 213Import Quotas 221Special Import Regulations 221Customs Bonded Warehouse 230Part 3 Doing Business in the Globalized WorldChapter 9 Doing Business Through World Trade Centers 237Background 237Headquarters 238What Is a World Trade Center? 238WTCA Services and Member Benefits 239Chapter 10 Doing Business in the Integrated Americas 241Free Trade Areas 242Expanded NAFTA 244Key Provisions 244Transformation: Maquiladoras, Foreign Trade Zone (FTZ), Bonded Warehouse 260Maquiladora Implications 260Other Existing Trade Arrangements 261Chapter 11 Doing Business in an Integrated Europe 265The European Union (EU) 267Doing Business in Russia 279Further Readings 281Chapter 12 Doing Business in Africa 283African Trading Potential 283American Partnership for Economic Growth 286Useful Nation-by-Nation Business Information 288Funding Sources 303Key Contacts and Web Sites 308Chapter 13 Doing Business in China and India 311People's Republic of China (PRC) 311India 314Chapter 14 Doing Business in the Middle East 319Nation-by-Nation Information 319Business Protocol 327Chapter 15 Doing Business in the Asian Pacific Basin 331Background 331Nation-by-Nation Information 333Regional Integration 338Asia-Pacific Economic Cooperation (APEC) 338Further Readings and Additional Information 339Chapter 16 20 Keys to Import/Export Success 341Appendix A 347Appendix B 349Glossary 351Index 387
