INTERNET GUIDE TO EXPORT TRADE LEADS
Suppose you wanted to gather information on trade leads:
http://www.trade.gov/td/tic/
Select Export Resources, then Internet Trade Leads.
There is a listing of trade leads grouped by information source, type
of matchmaking, and web site address.
Suppose you wanted to find trade leads for markets in Asia:
http://www.asiannet.com/
The Global Technology Network
http://www.usgtn.net/
For the Newly Independent States
http://www.bisnis.doc.gov/
Other valuable collections: US Government Web sites
http://www.bxa.doc.gov/
Bureau of Export Administration Where to find regulations and technical
information
http://www.mac.doc.gov/
How complex are export documents? What is an FTZ?
http://www.tradeport.org/ts/
The market research section provides country and industry data and
hyperlinks
U.S. Customs Service
http://www.customs.ustreas.gov/
Trade Compliance Center
http://www.mac.doc.gov/tcc/tcc2/marketaccess/market_intro.htm
The Tradeport Web site
http://www.tradeport.org/ts/
http://www.tradeport.org/ts/trade_expert/infobase/basic/index.html
This web site presents A Basic Guide to Exporting
http://www.tradeport.org/ts/trade_expert/strategy/rep/eval.html
This web site presents Finding An Overseas Representative as part of
a section on Developing Your Export Strategy
Suppose You are Advising a Firm Importing into the United States
Let’s suppose that you wants to import your “unfamiliar food product”
into the United States
How would you know what clearances to obtain from the U.S. government
One useful source is the U.S. Food and Drug Administration
http://www.fda.gov/
http://www.fda.gov/oia/homepage.htm
is the guide for international business
What About Intellectual Property?
Suppose that you develop a product to export, but you are
concerned with protection of your intellectual property right?
Suppose that you want to protect an invention in several countries? Do you have to submit applications in every country?
http://www.uspto.gov/
Use the pull down menu to find the Global/International section
Patent Cooperation Treaty section of the US Patent and Trademark Office
Federal Trade Commission
Suppose that you are hired to develop advertising to post on global
web sites of firms headquartered in the U.S.
http://www.ftc.gov/ftc/business.htm
Look in the “business guidance” section of the FTC Homepage
Advertising agencies or web site designers are responsible for reviewing
the information used to substantiate ad claims. They may not simply rely
on an advertiser’s assurance that the claims are substantiated. In determining
whether an ad agency should be held liable, the FTC looks at the extent
of the agency’s participation in the preparation of the challenged ad,
and whether the agency knew or should have known that the ad included false
or deceptive claims.
Internet policies are explained at this location
http://www.ftc.gov/bcp/menu-internet.htm#bized
Notes:
The choice of market entry method should be related to the types of
goals
which the firm is trying to achieve, the level of market investment
which
is desired and which is supported by the home office, the type of market
opportunities which the destination market presents, the availability
of
raw materials and of labor, the types of expertise possessed by the
company, as well as the expertise which the company needs to acquire.
Our consideration of Exporting law will examine different countries
in
terms of the documentation which is required and the formats which
are
expected. It is not the job of the international marketer to determine
whether a specific request is valid, but instead to be aware of the
requirements which exist.
The task becomes more critical as a firm, like Colgate, need to enter
a
mix of markets, with a mix of market entry styles. You could see from
the
case what a good job that the firm has done, in preserving the corporate
identities of their divisions and products. This can only be achieved
by a
critical understanding of how to work with each market.
Clearly it is not the cookbook process which typical texts provide.
My colleagues who are in global trade tell me that a frequent source
of
solid into is to consult the trading forms to identify the
interrelationships among the various parts of the value-added chain,
to
identify when country regulations kick in, and when a solid understanding
of the adjustments to basic concepts (such as cif) can actually signal
solutions which turn into opportunities to keep prices in a competitive
line.
Suppose for example that Colgate did not consider the hidden costs,
such
as form preparation, insurance inflation, etc, and did not explore
ways to
divide their costs among their suppliers, buyers, and subsidiaries.
Japan is an excellent illustration of price inflation. Because of
inattention to the nuts and bolts, consumers in the Japanese markets
may
pay several times the market prices around the world, in order to pass
over comparable prices to consumers in countries (like the US) where
the
Japanese want to build market share. Consumer electronics is an industry
which has been plagued by this problems.
Exporting Law is interesting, and sometimes can present some unexpected
barriers. Many of the issues which we covered in the Export Documentation
Handbook handout illustrate the sort of minute details which really
comprise the heart of cultural differences and nontariff barriers.
For instance, both Saudi Arabian and Israeli export documentation must
take into account several of the interpretational issues surrounding
acceptable logos and pictures on international products.
The Export Documentation Handbook is available in the campus Library
and
will form a major component of your final. It will be used in the context
of your managerial role as an export consultant, and you will use the
handout as a reference tool, making recommendations strictly tied to
course content.
In class, we consider sample documentation, and the purposes and
problems associated with each. As an export consultant, you would be
expected to be able to work with these forms in guiding your client
in
their preparation. In addition, you would be expected to be able to
intelligently discuss insurance as well as shipping symbols. Most
importantly, you would be expected to be able to advise the client
on the
forms which are needed, and specific product modifications which are
required by law.
We also considered several types of variations on terms like "cif" "fob"
and "ckd" which are important to be aware of:
cif = cost, insurance, and freight
fob = free on board
ckd = completely knocked down
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