MAKING CONTACTS
MAKING CONTACTS
Importers and exporters need contacts to get started. The exporter must convince a U.S. manufacturer of his or her ability to sell the manufacturer's product or service internationally. The importer, on the other hand, must find an overseas manufacturer or middleman from whom to buy the product or service.
Contacts are classified in two categories:
1. Sourcing (finding) a manufacturer or provider of the product or service you wish import or export.
2. Marketing or selling that product or service.
The two ways to make contacts overlap. You can use them to expand your import/export network.
Sourcing Contacts
If you are an exporter, any product or service you select falls into an industry classification, and that industry very likely has an association. Almost every United States industry has a publication—if not a magazine, at least a newsletter. Begin looking for manufacturers of your product or service in the appropriate industry publication. Under "Export Information" in chapter 5, you will find other sources of information which might help you make contacts for products to export.
Contacts for importers are only slightly more difficult to obtain. Assuming you know which country manufactures your product, you need a contact in that industry in that country. Start with the nearest consulate office in the United States. Next, contact that foreign country's International Chamber of Commerce. For example, you easily can contact the Salvadoran-American Chamber of Commerce and the Australian-American Chamber of Commerce. You also can make contacts through the American Embassy or through a corresponding American industry association. Futhermore, you can make direct contact with the government of the country in which you are interested.
Next, establish communications with the contact to seek further information or to ask for product samples and prices. Usually you make this contact by letter, but you can make it by electrical means such as telex or cable. (See "Communications" in chapter 3).
Eventually, take a trip to the country with which you intend to trade. It will make a big difference. (Travel also is explained in chapter 3).
Don't be baffled by foreign business organizations. See Appendix A to learn their names and how they commonly are organized.
<em>SUCCESS STORY: Geena Clonan, mother of two, grew up in^ Massachusetts. As an adult she lived for many years in Mexico City where she learned to speak fluent Spanish and to understand the Mexican culture. This advantage helped her start a profitable business importing a line of women's dresses from Mexico City to Los Angeles.</em>
Marketing Contacts
In many ways, United States business and marketing methods and United States channels of distribution are the same as those channels and methods used in foreign countries. You would make marketing contacts through these channels.
For domestic marketing contacts, Americans use trade shows, direct sales, direct mail, and manufacturer's representatives, as well as swap meets, flea markets, home parties, or wholesalers. The United States government also will help find contacts.
<em>
Foreign Sales Representative A representative or agent residing in a foreign country who acts as a salesman for a United States manufacturer, usually for a commission. Sometimes referred to as a "sales agent" or "commission agent."
Distributor A firm that: (a) sells directly for a manufacturer, usually on an exclusive basis for a specified territory, and (b) maintains an inventory of the manufacturer's goods.</em>
The international marketeer (trader) also can make contacts through trade shows, direct sales, a distributor an agent, who is the equivalent of a manufacturer's representative. Trade fairs or shows are often the single most effective means to make contacts and to learn about products, markets, competition, potential customers, and distributors. The term trade show or fair includes everything from catalog shows through local exhibits to major specialized international industry shows. At
these shows, exhibitors offer literature and samples of the product.
Lists of worldwide trade shows and international conferences are available from most large airlines such as Lufthansa and Pan American as well as from the United States Department of Commerce and the United States Chamber of Commerce (COC). In the United States, your industry association will know when and where the appropriate trade shows take place.
<em> SUCCESS STORY: A Swedish exchange student started a h> crative business exporting American golf clubs to his home country. He plays golf and knows that the sport is growing in Sweden. He already had contacts with distributors of sporting goods, so he negotiated an exclusive contract with a golf club manufacturer and he was quickly in business. Nice way to support your overseas education!!</em>
Importers and exporters need contacts to get started. The exporter must convince a U.S. manufacturer of his or her ability to sell the manufacturer's product or service internationally. The importer, on the other hand, must find an overseas manufacturer or middleman from whom to buy the product or service.
Contacts are classified in two categories:
1. Sourcing (finding) a manufacturer or provider of the product or service you wish import or export.
2. Marketing or selling that product or service.
The two ways to make contacts overlap. You can use them to expand your import/export network.
Sourcing Contacts
If you are an exporter, any product or service you select falls into an industry classification, and that industry very likely has an association. Almost every United States industry has a publication—if not a magazine, at least a newsletter. Begin looking for manufacturers of your product or service in the appropriate industry publication. Under "Export Information" in chapter 5, you will find other sources of information which might help you make contacts for products to export.
Contacts for importers are only slightly more difficult to obtain. Assuming you know which country manufactures your product, you need a contact in that industry in that country. Start with the nearest consulate office in the United States. Next, contact that foreign country's International Chamber of Commerce. For example, you easily can contact the Salvadoran-American Chamber of Commerce and the Australian-American Chamber of Commerce. You also can make contacts through the American Embassy or through a corresponding American industry association. Futhermore, you can make direct contact with the government of the country in which you are interested.
Next, establish communications with the contact to seek further information or to ask for product samples and prices. Usually you make this contact by letter, but you can make it by electrical means such as telex or cable. (See "Communications" in chapter 3).
Eventually, take a trip to the country with which you intend to trade. It will make a big difference. (Travel also is explained in chapter 3).
Don't be baffled by foreign business organizations. See Appendix A to learn their names and how they commonly are organized.
<em>SUCCESS STORY: Geena Clonan, mother of two, grew up in^ Massachusetts. As an adult she lived for many years in Mexico City where she learned to speak fluent Spanish and to understand the Mexican culture. This advantage helped her start a profitable business importing a line of women's dresses from Mexico City to Los Angeles.</em>
Marketing Contacts
In many ways, United States business and marketing methods and United States channels of distribution are the same as those channels and methods used in foreign countries. You would make marketing contacts through these channels.
For domestic marketing contacts, Americans use trade shows, direct sales, direct mail, and manufacturer's representatives, as well as swap meets, flea markets, home parties, or wholesalers. The United States government also will help find contacts.
<em>
Foreign Sales Representative A representative or agent residing in a foreign country who acts as a salesman for a United States manufacturer, usually for a commission. Sometimes referred to as a "sales agent" or "commission agent."
Distributor A firm that: (a) sells directly for a manufacturer, usually on an exclusive basis for a specified territory, and (b) maintains an inventory of the manufacturer's goods.</em>
The international marketeer (trader) also can make contacts through trade shows, direct sales, a distributor an agent, who is the equivalent of a manufacturer's representative. Trade fairs or shows are often the single most effective means to make contacts and to learn about products, markets, competition, potential customers, and distributors. The term trade show or fair includes everything from catalog shows through local exhibits to major specialized international industry shows. At
these shows, exhibitors offer literature and samples of the product.
Lists of worldwide trade shows and international conferences are available from most large airlines such as Lufthansa and Pan American as well as from the United States Department of Commerce and the United States Chamber of Commerce (COC). In the United States, your industry association will know when and where the appropriate trade shows take place.
<em> SUCCESS STORY: A Swedish exchange student started a h> crative business exporting American golf clubs to his home country. He plays golf and knows that the sport is growing in Sweden. He already had contacts with distributors of sporting goods, so he negotiated an exclusive contract with a golf club manufacturer and he was quickly in business. Nice way to support your overseas education!!</em>
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