Exporting and Trading info

TRAVEL Mistrust across international borders can be a barrier to a successful import/export business. Therefore, visit the country and the people who offer goods for your importation or the agents or distributors who market your export products. These personal contacts remind us that we have more in common with people from other nations than differences. Traveling to exotic places is not only fun, it is a tax-deductible expense of international trade as well. The Internal Revenue Service will look closely at travel expenses to make sure you are actually doing business, and not indulging your travel hobby. For this purpose, keep a good record duringyour travels, and make sure you profit from your trips. Planning a Trip Though an agent will help you with your travel plans, don't turn over to the travel agent the initial planning of your trip. Using an Official Airlines Guide (OAGI and a map of the world, lay out your own trip. You know your itinerary, how long you can stay in e...

COMMUNICATIONS Although nothing substitutes for personal contact when developing an international marketing structure, this might not always be possible. Therefore, the tone of initial written communications is critical. It often makes the difference between a profitable, long-term arrangement and a lost opportunity. The Introductory Letter or Telex Most often you can write your introductory letter or telex in English.With the exception of Latin America, English has become the language of international business,but use simple words. If you are translating or transmitting the letter or telex into a foreign language, make susre you have it translated back to English by a third before sending it.However proficient a person is in the other language, funny things can happen in translation. From the beginning, establish your company's favorable reputation, and explain the relationship that you seek. Describe the product you want to market (export) or to purchase (import). Propose ...

INTELLECTUAL PROPERTY RIGHTS "The Japanese stole my stuff! They just drove down the road, passed our factory, and copied our trademark. It took us two and a half years and $5000.00 to get it back," said one executive. Because this company had the trademark registered, no one else in the United States could use it, and the litigation against the guilty Japanese firm was considerably easier than had it not been properly registered. Intellectual property is a general term that describes inventions or other discoveries that have been registered with government authorities for the sale or use by their owner. Such terms as patent, trademark, copyright, or unfair competition fall into the category of intellectual property. You can obtain information about Patents and Trademarks from the United States Patent Office by calling (703) 557-HELP or writing PATENT AND TRADEMARK OFFICE Division of Patents and Trademarks Washington, DC 20231 You can order the booklet entitled Genera...

NEGOTIATIONS Americans are accustomed to a fixed-price system. We usually pay what is advertised on the label or we don't buy at all. However, many countries are on the barter system, and most people of other nations understand bargaining much better than we do. For instance, when a trader receives a quote, it is just the beginning of negotiations. For most Americans, the quote is the end. Pay for it, or don't buy it. Bargaining Bargaining or negotiating is integral to international trade and an importer/exporter should be ready to offer or ask for alternatives using simple letters or the telex. In the highly-competitive international business world, a trader's ability to offer reasonable terms to customers might mean the difference between winning and losing a sale. Become thoroughly familiar with "terms of sale" as well as the other aspects of "Risk Avoidance" Agreeing to a Contract After obtaining the initial quotations as explained in chapt...