This document summarizes an advisory presentation on keys to success in international sales. It discusses realities of international trade such as its growth impact on GDP. It outlines six winning export strategies: know your buyer, investigate the market, introduce buyer financing, price opportunistically and hedge risk, explore alternative working capital, and do your homework. The presentation provides examples and discusses working with specialists like banks experienced in international trade.

1. Navigating International Waters: Keys to Success in Selling Overseas Market Advisory Series February 1, 2007

13. Degree of Globalization Purely domestic Limited foreign sales and/or inclusion of foreign suppliers Robust foreign sales and/or inclusion of foreign suppliers Foreign sales office(s), expanded global supply chain Foreign management office(s) Foreign operation(s)      

15. Degree of Globalization—international banking needs Financing, Treasury Mgmt, Capital Markets +Letters of credit & other trade services, foreign exchange trades, international wire transfers, export working capital + Automated management of trade services, FX risk mgmt/ hedging, Canadian lockbox, buyer financing + In-country account services, global financial/ position information management, local collections + Global liquidity management tools, pooling/ netting services, centralized management of local small-value payments + Full array of global cash management, multinational financing       Purely domestic Limited foreign sales and/or inclusion of foreign suppliers Robust foreign sales and/or inclusion of foreign suppliers Foreign sales office(s), expanded global supply chain Foreign management office(s) Foreign operation(s)

16. Winning Export Strategies

21. Investigate the market Source: US Department of Commerce 

30. Developing your own growth strategy Who can help?

32. Typical Letter of Credit Goods Ship. Doc. Goods Pres. Docs. Pay. Docs. Pay. Claim Pay. Pay. Pay. L/C L/C Reimb. Auth. L/C Appl. Sales Agreement Importer Exporter Issuing Bank Reimbursing Bank Advising/ Confirming Bank Carrier Carrier Ship. Doc. Goods Docs.