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Exporting: The Definitive Guide to Selling Abroad Profitably

Book Description

"Delaney's excellent book truly is the definitive guide. It easily and thoroughly explains everything you need to know." Steve Strauss, USA Today

"I highly recommend this book to anyone looking to export. The real world, nuts and bolts kind of advice and information it contains will save you money and time—and make you a more effective exporter." Steve King and Carolyn Ockels, Small Business Labs

"Exporting: The Definitive Guide to Selling Abroad Profitably is an invaluable guide to navigating the often-challenging waters of exporting." Rieva Lesonsky, SmallBizDaily

"Exporting: The Definitive Guide to Selling Abroad Profitably is the 'how to' manual on how to grow USA factories jobs. Step by step and easy to read." Drew Greenblatt, CEO, Marlin Steel

"If you intend to grow your business beyond the U.S. border, Exporting: The Definitive Guide to Selling Abroad Profitably is a great place to start." - Anita Campbell, founder of Small Business Trends

Exporting: The Definitive Guide to Selling Abroad Profitably is for entrepreneurs and small business owners—the makers, movers, and shakers in our world—interested in taking their businesses to the next level of growth through exports.

In the old days, creating an international business was left to relatively few--those with the wherewithal to move boatloads of goods into foreign countries. But now, thanks to the Internet, businesses of all sizes have a huge new opportunity to sell both goods and services globally. Yet only 1% of all U.S. businesses export. Why?

Typically, exporting begins with unsolicited inquiries from foreign customers on the web via email, website, blog, or posting on a Facebook page. People outside your country want your product, and they want it now. The problem is that most small business owners do not know how to service these inquiries. What's the best way to ship goods? Do I need a license? Should I sell through wholesalers in specific countries or directly to consumers? How will I get paid?

Help is here—Exporting equips you with the knowledge you need to market, sell, and fulfill orders internationally, taking full advantage of the Internet and the opportunities it creates. It also imparts a can-do spirit on exporting, leading to greater revenues, stability, and profitability for your business. Exporting: The Definitive Guide to Selling Abroad Profitably:

  • Lays out simple steps to conduct market research, find customers, open new markets, get paid, and ship goods and services.

  • Takes you through the exporting process via the Internet and other means.

  • Shows how to use social media to expand your international presence.

  • Provides insider tips and strategies to export efficiently and profitably.

  • Explains how the U.S. government helps exporters.

  • Walks readers through the export business plan.

  • With 70 percent of global buying power lying outside U.S. borders, exporting is not just an option for ambitious entrepreneurs--it’s an absolute must for building and sustaining a successful future.

    What you’ll learn

  • Identify products and services that can be profitably exported.

  • Use the Internet to facilitate all aspects of exporting, especially marketing.

  • Develop a clear strategy on how to export.

  • Export your product or service efficiently and profitably.

  • Find customers retail and wholesale customers globally, enter new markets, get paid, and ship.

  • Explore your best territory using statistics and market research.

  • Develop pricing and prepare documentation.

  • Leverage the Internet and social media—including using tablets and mobile phones—to boost your online exports.

  • Who this book is for

    Exporting: The Definitive Guide to Selling Abroad Profitably is for entrepreneurs and small business owners who are new to exporting and are ready to take their business to the next level of growth. It is also for those who currently export but are looking for new market insights and have a desire to expand into other countries. Finally, it is for those who know that the Internet and social media offer opportunities for exporters but want to see how to best leverage their skills with the newest technologies into greater sales and profits.

    Table of Contents

    1. Title Page
    2. Apress Business: The Unbiased Source of Business Information
    3. Dedication
    4. Contents
    5. Author Note
    6. About the Author
    7. Acknowledgments
    8. Introduction
      1. What This Book Can Do for You
      2. The Current State of Exporting
      3. The Future of Exporting
      4. Who This Book Is For
    9. PART I: Building Your Foundations for Exporting
      1. CHAPTER 1: Are You Ready to Export?
        1. How an Export Product Business Is Born
        2. How an Export Service Business Is Born
        3. How a Business Expands into New Foreign Markets
        4. The Difference Between Product and Service Exports
        5. What It Takes to Export
        6. Assessing an Export Start-Up: The “Born Global” Firm
        7. Summary
      2. CHAPTER 2: Writing an Export Business Plan
        1. Purpose of an Export Business Plan
        2. Pitfalls of Not Having an Export Business Plan
        3. Pointers for Developing an Export Business Plan
        4. Three Types of Export Business Plans
        5. Summary: Leaving You with Fun and Export Adventure on Your Mind
      3. CHAPTER 3: Prepping For Exports
        1. Line Up Your Export Dream Team
        2. Corporate Considerations
        3. Legal Considerations
        4. Opening Your Bank Account
        5. Effective Financial Planning Right from the Start
        6. Maximizing Tax Benefits for Your Multinational Business
        7. More Ways to Guard Your Bottom Line
        8. Summary
      4. CHAPTER 4: The Human Side of an Export Enterprise
        1. Creating a Functional Team
        2. Spotting a Good Global Hire
        3. Best Places to Outsource Work
        4. Outsourcing HR: Focus on Your Core Competencies
        5. Summary
    10. PART II: Creating and Using Online Marketing Platforms
      1. CHAPTER 5: Online Fundamentals
        1. In Pursuit of Global Power: Snatching and Grabbing Curious Online Customers
        2. Blog Exuberance: Brand Yourself Everywhere
        3. Blog Services
        4. Summary
      2. CHAPTER 6: Creating a Social Media and Networking Presence
        1. The Big Shift
        2. The Art of Getting Online Attention: Finding Digital Export Success
        3. The Internet: The Social Capital of the Universe
        4. Become a Digital-Export Rock Star
        5. Digital Road Map to the World
        6. Summary
      3. CHAPTER 7: Using e-Commerce and Social Media Sites as Stepping Stones to Export Success
        1. Selling Goods, Services, and Unique Creations Online
        2. Online Storefronts: Cash in at World Marketplaces
        3. Summary
      4. CHAPTER 8: The E-Commerce Connectivity Craze
        1. The Future of Selling: The E-Commerce Revolution
        2. The Growing Scope of E-Commerce
        3. Why Do I Need a Stand-Alone E-Commerce Site?
        4. Selling in a Digital World: Business-to-Business, Business-to-Consumer, Consumer-to-Consumer, or Business-to-Government Experience?
        5. Finding a Manufacturer for the Product You May Want to Export
        6. Managing a Global Supply Chain
        7. Tips for Managing a Global Supply Chain
        8. Get to Know the Suppliers in Your Supply Chain
        9. Finding the Best E-Commerce Store for Your Business
        10. Factors to Consider
        11. Creating Your Own E-Commerce Platform
        12. The Ultimate E-Commerce Must-Have: Trustworthiness
        13. Measuring E-Commerce Success
        14. Summary
      5. CHAPTER 9: The Mobile World at Work
        1. Case Example: Low-Cost Internet Device Taking India by Storm
        2. Harnessing Mobile Business Opportunities
        3. The MAC Attack
        4. In Pursuit of Global Power: Mobile Will Overtake Desktop Access
        5. Getting Started: Create and Design a Great Mobile Web Site
        6. Valuable Business Tools: Using Apps and Cloud Storage
        7. Summary
      6. CHAPTER 10: Marketing Your Business Worldwide
        1. The Four Ps of Classical Marketing
        2. Making the Most of the Internet: The New Rules of Marketing Your Business to the World
        3. Creating an International Online Marketing Plan
        4. Other Marketing Tactics and Promotional Elements
        5. Making the Most of Traditional Marketing Channels
        6. Summary
    11. PART III: Mapping Out Your Export Journey
      1. CHAPTER 11: Choosing a Product to Export
        1. For the Manufacturer: Finding the Best Product to Export
        2. What if You Don’t Manufacture Gourmet Chocolates? Try Exporting Someone Else’s Product!
        3. What to Look for in Your Relationship with the Manufacturer
        4. Export Sales Agreements
        5. Summary
      2. CHAPTER 12: Exploring Your Territory
        1. Market Research—a Dreaded Chore, a Powerful Tool
        2. Get Yourself Organized
        3. Choosing Your Market—Pleasure, Profit, Competitive Advantage, or Challenge?
        4. Segmenting Your Product and Market
        5. Will Your Product Succeed in Your Market of Choice?
        6. Keep Your Search on Track
        7. Export Market Data: Where to Get It and How to Use It
        8. Creating an Action Plan
        9. Summary
      3. CHAPTER 13: Preparing and Adapting Your Product for the Export Marketplace
        1. Case Study: Hershey’s Yo-Man Satisfies the Sweet Tooth of Chinese Consumers
        2. Checklist to Prepare Your Product for Export
        3. Summary
      4. CHAPTER 14: Preparing Your Service for Export
        1. How Technology Drives the Economy—by Fostering Competitiveness
        2. Exporting a Product vs. Exporting a Service: Is There a Difference?
        3. People Power Drives Your Service Exports
        4. Which Services Are Best for Export?
        5. Top Service-Export Destinations by Volume
        6. Financing a Service Export
        7. Planning for and Overcoming Market Barriers
        8. Seven Ways to Launch Your Service
        9. An Example of a Service Export: A Wildflower-Nursery Business that Also Exports a Service
        10. The Bottom Line: Maximizing Your Chance for Success
        11. Summary
      5. CHAPTER 15: Web Design with the World in Mind
        1. The Growth of Languages Online: Selling to the Eighth Continent
        2. Biggest Challenges to Web Site Globalization
        3. The Web Globalization Approach
        4. A Step-by-Step Process to Web Globalization
        5. Web Globalization: Getting Started
        6. Summary
    12. PART IV: Developing Sales and Distribution Capabilities
      1. CHAPTER 16: Finding Cross-Border Customers
        1. Define Your Cross-Border Customers
        2. Making Customer Contacts—Composing Your Inquiry
        3. Gold Key Matching Service
        4. Other Helpful US Government-Sponsored Programs
        5. Business Intelligence Companies
        6. Other Ways to Snag Customers Worldwide
        7. Government-Sponsored Trade Mission
        8. Binational Societies, Councils, and Trade Associations
        9. Tap Local Clients for Their International Reach
        10. Find Customers Through Advertising
        11. Summary
      2. CHAPTER 17: Methods of Exporting
        1. Methods of Exporting
        2. Questions to Use for Deciding on the Method of Exporting
        3. In-Country Factors that Can Affect Your Distribution Choice
        4. Other Methods to Entering an Export Market: Collaborative Sales
        5. International Franchising
        6. Establishing a Foreign Office or Acquiring an Existing Company
        7. Licensing
        8. Summary
    13. PART V: Managing the Transaction
      1. CHAPTER 18: Transport, Logistics, and Fulfillment Options
        1. Air Transport
        2. Ocean Transport
        3. Shopping for an Economical Transport Package
        4. Break-Bulk and Container Loading
        5. The Global Freight Forwarder: Your One-Stop Transport Pro
        6. The Kings and Queens of International Shipping: UPS, FedEx, DHL, and TNT
        7. Third-Party Logistics and Fulfillment Centers
        8. Third-Party Suppliers
        9. Simple Methods to Improve Logistics and Boost Sales
        10. Summary
      2. CHAPTER 19: Pricing and Preparing Quotations
        1. Pricing for Product Exports
        2. Complete Your Quotation with a Competitive Shipping Rate
        3. Pricing for Service Exports
        4. Last Thoughts on Market Differences
        5. Summary
      3. CHAPTER 20: Getting Paid
        1. Traditional Payment Methods
        2. Red Flags
        3. Choosing a Payment Method—Factors to Consider
        4. Payment in Advance
        5. Letters of Credit—Security with Flexibility
        6. The Letter of Credit Process
        7. The Worst Method of Export Financing: Open Account
        8. Noteworthy Export Noncash Payment Considerations
        9. Export Financing Assistance
        10. Online Payment Methods: E-Commerce and M-Commerce
        11. Summary
      4. CHAPTER 21: Booking, Marking, Labeling, and Insuring
        1. Booking Your Order
        2. Details, Details, Details: Preparing Goods for Overseas Shipment
        3. Carton Markings for Export
        4. Insure, Insure, Insure!
        5. Summary
      5. CHAPTER 22: Documentation, Export Licensing, and Other Procedures
        1. Export Documentation
        2. Get It Right the First Time, So That It Is the Only Time
        3. Summary
    14. PART VI: Keep Building Your Business
      1. CHAPTER 23: In Pursuit of Exceptional Export Service
        1. Exceptional Export Service Philosophies
        2. The Absence of Complaints
        3. Summary
      2. CHAPTER 24: Cross-Cultural Learning
        1. Are You Culturally Aware? Test Yourself!
        2. Get the Global Edge: Learn the Language!
        3. Resources for Cultivating Cultural Awareness
        4. Cross-Cultural Training
        5. Quick Intercultural Tips
        6. A Real-Life Example of Learning Culture on the Fly
        7. Summary
    15. PART VII: The Export Journey
      1. CHAPTER 25: Global Ethics
        1. Why the FCPA?
        2. How Poor Ethics Plays Out
        3. Ethical Ground Rules
        4. The Honest Export Business
        5. Learn More About Bribes and Corruption
        6. Summary
      2. CHAPTER 26: International Business Travel and Security Tips
        1. Sweating the Details Comes with the Global Territory
        2. Scouting Out the Territory Before You Leave
        3. Packing Smart
        4. One-Week Packing Checklist
        5. Making Your Hotel Work for You
        6. Surviving the Flight
        7. Managing Your Money
        8. Security Tips
        9. Health Tips
        10. What Women Want While Traveling for Business
        11. Summary
      3. CHAPTER 27: Women Business Owners
        1. Women Take On the World
        2. Issues Confronting Women Business Owners Who Currently Export or Plan to Export
        3. Special Characteristics Women Bring to the International Business Arena
        4. Building a Global Empire via the Internet
        5. Summary
      4. CHAPTER 28: New Frontiers in Emerging Markets
        1. What Drives Growth in BRICS?
        2. Brazil
        3. Russia
        4. India
        5. China
        6. South Africa
        7. Achieving Success Exporting to BRICS
        8. Useful Guides on Doing Business with BRICS
        9. Challenges of Operating in Emerging Markets
        10. Other Opportunities in New Frontier Markets
        11. Summary
      5. CHAPTER 29: The Top Ten Export Business Markets
        1. America’s Best Export Markets
        2. Summary
    16. PART VIII: Export Mastery
      1. CHAPTER 30: Export Success
        1. Success Stories and Key Lessons
        2. Summary
      2. CHAPTER 31: Essential Keys to Export Success
        1. Summary
        2. And One More Thing . . .
    17. Index