How To Approach Exporting

1. How To Approach Exporting

2. Overview of Exporting Process
1. Pick a name for your EMC
2. Find a Product/Manufacturer to sell
• Made in the U.S.A.
• Recommended in ISA, IMI, Best Market
Report
• Available Trade lead

3. 3. Select Foreign Market to Export
• Country Commercial Guide
4. Find Direct Exporting Partner Abroad
(Sales Agent or Distributor)
5. Locate customer for your product
• Trade leads
• Promote product

4. 6. Make the Sale
• Make sure product meets standards,
regulations
• Set Price
• Establish Terms
• Arrange for Packaging and Shipping
• Complete documentation
7. Get Paid

5. Export Marketing Plan
• Step-by-step roadmap for your export
activities. Addresses three basic
questions:
– Which markets are best to pursue?
– What’s the best entry strategy for each target
market?
– What’s the action plan to implement the
strategy?

6. Select Target Markets
• Where are comparable products mostly
exported?.
• Which countries are mostly importing
comparable products?
• Where would comparable products be most
competitive?.
• Where are comparable products most
welcome and easiest to sell?
• Which markets do the experts consider
most promising?

7. Distribution Plan
• Distribution options include:
–Sell through agents or distributors in
the market (most common)
– Sell directly to end users in the market

8. 1b. MARKET ACCESS Industry Sector
Analysis
• “U.S. companies interested in expanding
their presence in the Greek market are
strongly advised to collaborate with
established importers and distributors of
auto-parts in Greece. This collaboration
can help assure Greek auto dealers and
auto repair shops that the U.S. products
do conform with the exact specifications of
the automobile manufactures for
replacement parts.” ISA, 3/15/01

9. 3. Find Foreign End Users (Buyers)
• Two basic sources of "buy" leads:
• The ones you or your reps develop first-hand
• Second hand leads -- the ones you hear or read
about
– Good trade lead sources include
• U.S. Government’s Trade Opportunity Program found on the
NTDB,
• FAS Agricultural Trade Leads,
• Commercial News USA trade leads,
• Global Technology Network.
• World Trade Center (WTC) network, and many states have
their own overseas trade offices.

10. Promotion Plan
1. Determine which promotion approach is best E.g.
Company Webpage, direct mail (regular or e-mail),
telemarketing, press releases, paid ads, trade shows, and
sales trips. .
a. Consult Country Commercial Guides (CCGs) "Marketing U.S.
Products and Services in (country) chapter
1. Select targeted promotion - Trade Shows, Trade Missions.
3. Select mass promotion - Export Directories, Export Sell
Offers, Trade Press Ads