Import / Export Kit For Dummies E-Book

John J. Capela

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 476

Veröffentlichungsjahr: 2015

Beschreibung

Your easy-to-follow primer on the exciting world of import/export

With an increased focus on global trade, this new edition of Import/Export Kit For Dummies provides entrepreneurs and small- to mid-sized businesses with the critical, entry-point information they need to begin exporting their products around the world—as well as importing goods to sell. Inside, you'll find the most up-to-date information on trade regulations, where to turn for additional guidance on seamlessly navigating the dreaded red tape, and much more.

With significant changes in technology, expanding economics, and international trade agreements, the global marketplace continues to grow and change rapidly. In fact, companies that do business internationally are proven to grow faster and fail less often than companies that don't. This authoritative reference is packed with everything you need to get started, so why not get in on the game while the going is good?

• Gets you up to speed on the lingo of international business
• Shows you how to follow guidelines for developing a successful business and marketing plan
• Helps you understand distributor and agent agreement outlines
• Offers unprecedented insight on pinpointing the right markets for your import/export business

Importing and exporting goods is a valuable way to expand your business and take part in the global economy, and this hands-on, friendly guide shows you how.

Leseprobe

Import/Export Kit For Dummies®, 3rd Edition

Published by: John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030-5774, www.wiley.com

Copyright © 2016 by John Wiley & Sons, Inc., Hoboken, New Jersey

Published simultaneously in Canada

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Import/Export Kit For Dummies®

Visit http://www.dummies.com/cheatsheet/importexport to view this book's cheat sheet.

Table of Contents

Cover

Introduction

About This Book

Foolish Assumptions

Icons Used in This Book

Beyond the Book

Where to Go from Here

Part I: Getting Started with Import/Export

Chapter 1: Introducing Import/Export

Importance of Trade to the Economy

Defining the Import/Export Business

Environmental Forces That Make International Business Different

Chapter 2: Figuring Out Your Role in the Import/Export Business

The Benefits of Import/Export

Determining Your Place in the Food Chain: Import, Export, or Both?

Deciding Whether to Become a Distributor or an Agent

Analyzing Start-Up Costs

Pondering Profit Potential

Chapter 3: Rules and Regulations to Consider Before You Get Started

If You’re Exporting

If You’re Importing

Chapter 4: Organizing for Import and Export Operations

Selecting a Company Name

Choosing a Form of Organization

Setting Up Your Business

Opting for a Website

Part II: Selecting Products and Finding Suppliers

Chapter 5: Selecting the Right Products

Choosing Whether to Be a Generalist or a Specialist

Introducing the Three E’s of Product Selection

Assessing a Product’s Potential

Chapter 6: Connecting with Overseas Suppliers for Your Imports

Identifying Countries That Have What You Need

Finding Overseas Suppliers

Requesting Product Samples and Having Them Inspected

Hammering Out an Agreement with Your Overseas Supplier

Chapter 7: Everything You Need to Know about Alibaba.com

Getting around on Alibaba.com

Comparing Alibaba.com and AliExpress.com

Researching Suppliers on Alibaba.com

Avoiding Scams

Chapter 8: Finding U.S. Suppliers for Your Exports

Researching Potential Suppliers

Building a Relationship with Your Supplier

Dealing with Rejection

Drafting an International Sales Agreement

Part III: Identifying Your Target Market and Finding Customers

Chapter 9: Looking at Marketing

What Is Marketing?

Understanding Types of Markets

Identifying Your Target Market

Developing Product Strategies

Pricing Your Products

Promoting Your Product

Distributing Your Product

Chapter 10: Researching Export Markets

Taking a Step-by-Step Approach to Export Market Research

Doing Research Online

Chapter 11: Researching Import Markets

Identifying the Characteristics of Potential Buyers

Researching Your Competitors

Chapter 12: Making Export Contacts and Finding Customers

U.S. Department of Commerce Business Contact Programs

U.S. Department of Commerce Trade Event Programs

Additional Resources for Exporters

Chapter 13: Locating Customers for Your Imports

Using Industry Distributor Directories

Finding Customers with Salesman’s and Chain Store Guides

Contacting the Manufacturers’ Agents National Association

Putting It All Together to Find Customers

Part IV: Negotiating Around the World

Chapter 14: How Negotiations Work

Negotiations Defined

What You Can Negotiate About

The Stages in Negotiations

Planning the Negotiations

Chapter 15: What Makes Global Negotiating Different

Developing Cultural Awareness before Negotiating

Breaking Down the Communications Process

How Negotiations Differ among Cultures

Chapter 16: Doing Business around the World

The Marketplaces of Western Europe

The Marketplaces of Central Europe

The Marketplaces of Eastern Europe and Central Asia

The Marketplaces of Asia and the Pacific Rim

The Marketplaces of the Middle East and North Africa

The Marketplaces of Sub-Saharan Africa

The Marketplaces of North America: Focusing on Canada

The Marketplaces of Latin America

Part V: Completing the Transaction: International Trade Procedures and Regulations

Chapter 17: Making the Sale: Pricing, Quotes, and Shipping Terms

Pricing Your Exports

Setting the Terms of Sale

Filling Out the Paperwork: Quotations and Pro Forma Invoices

Chapter 18: Methods of Payment

Looking at the Main Forms of Payment and Analyzing Their Risks

Factoring in Foreign Currency Risks Due to Fluctuations

Noting Non-Cash Methods of Payment

Chapter 19: Packing and Shipping with the Right Documentation

Recognizing the Benefits of a Freight Forwarder

Packing and Labeling Your Shipment

Covering Your Assets with Cargo Insurance

Nailing Down the Documentation

Chapter 20: Getting Your Goods: Customs Requirements and the Entry Process

Understanding U.S. Import Requirements

Providing Evidence of Right to Make Entry

Working with a Customs Broker

Looking at the Documents Required to Enter Goods into the United States

Deciphering the Types of Entry

They’re Here! The Arrival of Your Goods

Open Wide: U.S. Customs Examination of Goods

Considering Country-of-Origin Markings

Packing and Commingling: Making Sure Your Exporter Follows the Rules

Identifying Import Quotas

Being Aware of Anti-Dumping and Countervailing Duties

Part VI: The Part of Tens

Chapter 21: Ten Keys to Becoming a Successful Importer

Familiarizing Yourself with Import Control and Regulatory Requirements

Knowing How to Classify Your Products for Tariffs

Checking Whether You Qualify for Preferential Duty Programs

Researching Quota Requirements

Checking the Reputation of Your Foreign Seller

Understanding Incoterms

Analyzing Your Insurance Coverage

Knowing What’s in the Purchase Contract

Hiring a Customs Broker

Staying on Top of Record-keeping

Chapter 22: Ten Keys to Becoming a Successful Exporter

Identifying Your Market

Assessing Product Potential

Familiarizing Yourself with Export Controls and Licensing Requirements

Investigating Import Controls

Understanding U.S. Export Laws

Making Sense of Incoterms

Making Sure You Have the Right Insurance Coverage

Focusing on Foreign Market Risk and Methods of Payment

Keeping Track of Documentation

Hiring a Freight Forwarder

Part VII: Appendixes

Appendix A: Resources

Department of Agriculture

Small Business Administration

U.S. Customs and Border Protection

Currency Index

Appendix B: Multilingual Cross-Reference for International Shipping Terms

Appendix C: Online Resources

Useful Documents

Government Forms

About the Author

Cheat Sheet

Advertisement Page

Connect with Dummies

End User License Agreement

Guide

Cover

Table of Contents

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Introduction

The global marketplace is a fast-growing and rapidly changing field. International business is exploding as a direct result of changes in technology, rapidly expanding economies, and international trade agreements; the United States imported $2.8 trillion and exported $2.3 trillion in goods in 2013. If you want to start your own international business or diversify the activities of your existing firms, you’ve come to the right place.

About This Book

Import/Export For Dummies is a reference book — something you can keep on your desk and turn to when you have questions, as well as something you can read through from beginning to end if you like. Either way, this book helps you determine whether the business of international trade is for you. In this book, you

Explore how to set up an office for international trade

Find products to import and export

Identify target markets and find customers

Make sense of applicable rules and regulations

Find out how to complete the necessary licensing application and shipping documents

Understand the process of international negotiations and cultural differences

Finally, Import/Export For Dummies gives you know-how and up-to-date info that you need in order to enter or advance in the challenging and highly rewarding world of importing and exporting.

Foolish Assumptions

I don’t make many assumptions about you as the reader of the book, but I do assume the following:

You may be an entrepreneur or an owner of a small to medium-size business, and you’re looking to get involved in importing and/or exporting.

You may be an employee of a business that’s planning to get involved in importing and exporting, and you want to be in the know.

You have some business experience, but you may never have imported or exported before.

You may be a college or business student taking an import/export course, and you want information in plain English.

Icons Used in This Book

Icons are those little images in the left-hand margins of the book, designed to draw your attention to certain kinds of information. Here’s what they mean:

When you see the Tip icon, you can be sure to find a helpful piece of information that’ll save you time or money or just make your life as an importer/exporter easier.

Ouch! You may get burned if you don’t heed these warnings.

You don’t have to memorize this book, but occasionally, I tell you something that bears repeating or that you’ll want to commit to memory. When I do, I mark the info with this icon.

Sometimes I tell you more information than you really need on a particular subject, and when I do, I flag that info with this icon. If you just want the basics, skip anything marked with this icon.

Beyond the Book

This book provides great information to help you explore the import/export business, but you can find many more resources on Dummies.com:

You can download the book’s Cheat Sheet at

www.dummies.com/cheatsheet/importexport

. It’s a handy resource to keep on your computer, tablet, or smartphone.

You can read interesting companion articles that supplement the book’s content at

www.dummies.com/extras/importexport

. You will also find a link to a number of helpful documents and resources that you may download and use as use see fit.

Where to Go from Here

If you’re the kind of person who never missed a homework assignment in your life and did every extra credit assignment possible, you’ve probably already read the copyright information and table of contents. In that case, keep on reading until you hit the very last page of the book, and you’ll be happy.

If you’re more interested in getting the information you need, the table of contents and index are your new best friends. Use them to locate just the information you need, without having to read anything you don’t need.

Still not sure where to go? Here’s a quick guide: If you’re trying to decide whether importing/exporting is right for you and how doing business internationally is different, turn to Chapter 1. If you’re interested in finding out whether you need a license or permit before you can import or export a product, turn to Chapter 3. If you want to find suppliers, see Chapters 6, 7, and 8. If you want to find customers, go to Chapters 12 and 13. If you want tips on negotiating around the world, check out Chapter 16. If you want to figure out how to pay or get paid from individuals or firms from other countries, turn to Chapter 18. And if you want to clear a shipment through U.S. Customs, go Chapter 20.

Part I

Getting Started with Import/Export

Visit www.dummies.com for more great Dummies content online.

In this part …

Find out what makes doing business internationally different.

Discover the different approaches that can be used in setting up an import or export business.

Learn which qualities you’ll need to be successful.

Determine how much money you need to invest and how much can you earn.

Get familiar with the applicable rules and regulations.

Begin organizing your export/import operations.

Chapter 1

Introducing Import/Export

In This Chapter

Finding out what the import/export business is all about

Looking at the environmental forces you can control — and those you can’t

I can’t imagine a more exciting time for international trade than the present. The opportunities for exporting and importing are growing at an impressive rate — and with those opportunities come challenges. Many factors have contributed to this growth: the establishment of the World Trade Organization (WTO), the implementation of trade agreements such as the North American Free Trade Agreement (NAFTA) and the CAFTA-DR (Dominican Republic–Central America–United States Free Trade Agreement), the continued economic integration of Europe, and the growth of emerging markets such as India, China, Turkey, and more.

You’re living in an exciting time! In the past, opportunities for many small businesses ended within the borders of their own country, and international trade was only for large multinational corporations. Today, the global marketplace provides opportunities not just for the multinational corporation but also for small upstart companies. The Internet, affordable changes in technology, and increased access to information have all made it easier for firms of all sizes to engage in international trade.

In this chapter, I introduce you to the wonderful and exciting world of importing and exporting. You discover various approaches to doing business internationally and the environmental forces that make doing business with other countries different.

Importance of Trade to the Economy

International trade has never been more important. Here are the two primary reasons for this change:

Speed of communication:

Advancements in transport and communications make people more aware of business developments elsewhere and enable them to take advantage of opportunities. Not only is it now much cheaper to operate internationally and trade with foreign partners, but because of the Internet, potential buyers and sellers can exchange information more efficiently.

Lower barriers:

Trade barriers between countries have fallen and are likely to continue to fall.

The United States is the largest exporter in the world for commercial services and the second largest for merchandise. U.S. exports span more than 230 destinations, with Canada and Mexico accounting for more than one-third of the total. Canada was the top export market in 2013, at $301.6 billion. Canada was followed by Mexico ($226.1 billion), China ($121.7 billion), Japan ($65.2 billion), and Germany ($47.4 billion). Although emerging economies make up a smaller share of the overall exports, future world exports are expected to be largely driven by growth in these economies.

The United States is the world’s second biggest importer. The main imports are capital goods (29 percent) and consumer goods (26 percent). Others include industrial supplies (24 percent); automotive vehicles, parts, and engines (15 percent); and foods, feeds, and beverages (5 percent). Shipments from China represent 19 percent of the total imports, followed by Canada (14.5 percent), Mexico (12 percent), Japan (6 percent), and Germany (5 percent).

Defining the Import/Export Business

Most companies begin their initial involvement in international business by exporting or importing. Exporting is sending goods out of your country in order to sell them in another country. Importing is bringing goods into your country from another country in order to sell them.

Both of these approaches require minimal investment and are, for the most part, free of major risks. They provide individuals and companies with a way of getting into international business without the commitment of significant financial resources, like the kind required to actually set up shop overseas. In this section, I introduce you to the main forms of importing and exporting.

Exporting: Do you want what I’ve got?

Exporting comes in two major forms:

Direct exporting:

Direct exporting is a business activity occurring between an exporter and an importer without the intervention of a third party. This option is good for existing businesses that are looking for ways to expand their operations.

Indirect exporting:

Indirect exporting is easier than direct exporting. It involves exporting goods through various intermediaries in the producer’s country. Indirect exporting doesn’t require any expertise or major cash expenditures, and it’s the type of exporting used most often by companies that are new to exporting.

As you gain experience in doing business internationally, you may want to move from indirect exporting to direct exporting. You’ll have greater control over the sales and distribution of your products.

Looking at types of indirect exporting

Indirect exporting can include the use of an export management company or something called piggyback exporting, both of which I cover in this section.

Dedicated exporting: Export management companies

An export management company (EMC) is a private company based in the United States that serves as the export department for several manufacturers, soliciting and transacting export business on behalf of its clients. EMCs normally take title to the goods and assume all the risks associated with doing business in other countries. Using an EMC is helpful when you’re new to exporting or you don’t have a distributor or agent in a foreign country.

Entrepreneurs not interested in manufacturing can get involved in exporting by setting up an EMC. An EMC usually specializes in a product category. If you have a network of overseas contacts, some general product knowledge, and a desire to start an export business, contact American manufacturers who aren’t actively exporting and offer your services.

For example, when I was employed in the healthcare industry selling goods internationally, I identified customers in various countries. With that knowledge in hand, I decided to establish an EMC. So I contacted domestic medical-products manufacturers who had products that would be of interest to my clients but who weren’t actively involved in exporting. I offered my services to these firms and found that they wanted to open up new markets, but they’d been hesitant because they didn’t want to deal with many exporting issues (payment, documentation, shipping, and so on). My EMC was able to handle those issues for them.

Piggyback exporting: Having another manufacturer export your related goods

Piggyback exporting is a foreign distribution operation in which your products are sold along with those of another manufacturer. Companies that have related or complementary but noncompetitive products use this form of exporting.

For example, say that you have a company that manufactures hairbrushes. You’re not yet exporting, but you’re interested in selling your hairbrushes in Italy. You just don’t want to assume any risks or deal with major headaches. Across town is a company that makes shampoos. It’s a well-established manufacturer and exporter of a line of shampoo products — and it’s currently selling its entire product line in the Italian marketplace. In piggyback exporting, you approach the shampoo company and offer to let that company represent and sell your hairbrushes in Italy.

Why would the shampoo company be interested in such a deal? Because this setup lets the shampoo company offer a more complete line of products to its distributors with little to no additional investment. The shampoo company profits either by purchasing the hairbrushes and adding on a markup or by coordinating a commission arrangement with you.

Doing direct exporting

In direct exporting, you do your own exporting. Companies usually export directly only after having exported indirectly for a while. If you’re interested in direct exporting, you can choose one of three routes:

Use an agent.

An

agent

is a company that acts as an intermediary but, unlike an EMC, doesn’t take title to the goods (see the earlier section “

Dedicated exporting: Export management companies

” for info on EMCs). You appoint an agent in each market (or country), and the agent solicits orders, with goods and payment for the goods happening directly between you and the customer in the other country.

Appoint a distributor.

You can appoint a distributor in another country; the distributer purchases goods, takes title, and serves the customers on your behalf.

Set up an overseas sales office.

You can go to another country, perhaps rent a warehouse, set up an office, and distribute the goods to customers. In practice, you’re exporting to

yourself

overseas.

Importing: Can I sell what you have?

Importers purchase goods in foreign markets and sell them domestically. An importer can be a small company that buys goods from distributors and manufacturers in foreign markets, or it can be a global corporation for which importing components and raw materials valued at millions of dollars is just one of its functions.

Because businesses face intense price competition, more companies are looking to the global marketplace to source products. Many nations have a well-educated and skilled workforce that earns salaries that are less than those of comparable workers in the United States. To remain competitive, U.S. companies import goods from suppliers in countries where costs are lower than they are domestically. This is true for both low-cost items and luxury items.

To determine whether the item you want to import is produced in foreign markets and, if so, where to find it, look for similar products that are being sold in your country. Examining the product can tell you where it’s made and, often, by whom. The U.S. Customs service requires that all goods be labeled with the country of origin on each product or on its container if product-marking isn’t feasible. You can then use many of the resources in this book to identify suppliers — for details, see Chapters 6, 7, and 8 and Appendix A, and visit www.dummies.com/extras/importexport.

Environmental Forces That Make International Business Different

Doing business in a global environment is very different from doing business domestically. When you cross borders, you have to deal with a variety of dynamic environmental forces, conditions that have an impact on the operations of a company. Environmental forces are either internal (within the company) or external (outside the company). Internal forces are the ones you can control, and external forces are the ones you can’t.

I’ll start with the good news: When you’re in business — any business, whether domestic or international — certain factors are within your control. Internal forces include things such as

Availability of capital

Finances

Personnel

Production and marketing capabilities

Raw materials

Your job is to coordinate these controllable forces so that you can adapt to the uncontrollable forces.

You’ll be way ahead of the competition if you recognize what you can’t control and figure out a way to adapt. In this section, I cover the main forces in international business.

Looking at economic and socioeconomic conditions

Other countries’ economic and socioeconomic conditions — which include factors such as population size, income levels, growth and recessions, and so on — are definitely factors you have no control over. And yet, when you’re considering doing business internationally, you have to examine those conditions closely because they may affect the attractiveness of the market. If you want to export goods, a potential market must have enough people with the means to purchase your products. If you want to import goods, you need to understand the country’s labor costs.

Even after you’ve decided to do business in a particular country, the country’s exchange rate, inflation, and interest rates — all of which change over time — can impact your business.

Considering geography and other physical factors

The impact of geography and natural resources is an important factor to consider. You need to be aware of the country’s location, size, topography, and climate. The location of a country also explains many of its trading relationships and political alliances.

Paying attention to political and legal conditions

When you’re importing or exporting, the primary political considerations are those having to do with the stability of the governments and their attitudes toward free trade. A friendly political atmosphere permits businesses to grow even if the country is poor in natural resources. The opposite is also true: Some countries blessed with natural resources are poor because of government instability or hostility.

Regulations in other countries can be quite different from those in the domestic market. When you’re evaluating business opportunities around the world, determine whether the country is governed by the rule of law and eliminate countries that are political dictatorships. Look at a country’s laws and how the country interprets and enforces them. You can find more information at www.export.gov and in Chapter 10.

Before finalizing any purchase or sale agreement, make sure you understand the warranties and service included. You and the company you’re doing business with must agree on how to handle defective or unsold products. Confirm who will register trademarks, copyrights, and patents, if applicable, and in whose name they’ll be. Finally, make sure that any agreement includes a provision for termination and settlement of disputes.

When you conduct business in the United States, domestic laws cover all transactions. However, questions of the appropriate law and courts of jurisdiction may arise in cases involving different countries. When a commercial dispute arises between individuals from two different countries, each person would prefer to have the matter adjudicated in his own courts and under his own laws. Insert a clause in any agreement stating that each party agrees that the laws of a particular country govern — preferably, the United States.

Considering culture

If you’re reading this book, you have at least some interest in doing business in a country other than your own. But importing/exporting isn’t just about business — you also need to study the cultures of the countries you want to work with.

Culture affects all business functions, including marketing, human resource management, production, and finance. Culture is the total of the beliefs, values, rules, techniques, and institutions that characterize populations. In other words, culture is the thing that makes individual groups different. In this section, I cover the aspects of culture that are especially important to international businesspeople.

For information on cultures around the world and how to use cultural understanding to become more successful in the global business environment, go to www.cyborlink.com, www.executiveplanet.com, and www.businessculture.org. Also check out Chapter 16, which provides detailed information on negotiating and doing business in eight world regions.

Aesthetics

Aesthetics is a society’s sense of beauty and good taste. In particular, you want to pay attention to color and the messages that different colors may convey. Color can mean different things in different cultures. For example, black is the color of mourning in the United States and Mexico, white is the color of mourning in Asia, and purple is the color of mourning in Brazil. Green is the color of good luck in the Islamic world, so any item featuring green is looked upon favorably there.

Attitudes and beliefs

Attitudes and beliefs include predispositions — either favorable or unfavorable — toward someone, someplace, or something. Attitudes and beliefs influence most aspects of human behavior because they bring order to a society and its individuals. The better you understand differing attitudes and beliefs, the better you’ll be able to work with people from other countries.

Here’s an example: Although Americans tend to think that time equals money, people from the Middle East, Asia, and Latin America may feel just the opposite — they’d rather get to know you before discussing business. Arabs typically dislike deadlines, and when faced with one, an Arab may feel as though he’s being backed into a corner.

Religion

Religion is one of the most important elements of culture. An awareness of some of the basic beliefs of the major religions of the world can help you understand why attitudes vary from country to country. As an importer/exporter, keep in mind that religion influences all aspects of business. If you don’t understand and adapt to a culture’s religious beliefs, you’ll fail — that’s the bottom line.

For example, a company called American White Cross manufactured a variety of first-aid products and sold them throughout the United States and around the world. Because its corporate logo and packaging included a cross, it was unable to market its product line in the Islamic world because the cross is a symbol representing Christianity.

Material culture

Material culture consists of technology (how people make things) and economics (who makes what and why). The aspects of technology and economics apply not just to production but also to marketing, finance, and management. If you want to do business with other countries and you’re using new production methods and products, that may require changes in people’s beliefs and lifestyle — and change is never easy.

Language

Language is probably the most obvious cultural distinction that newcomers to international business face. Even though many businesspeople throughout the world speak English, your ability to communicate in the local language gives you an advantage and conveys a sense of respect to your potential associates.

Although knowing the local language is a positive, you can always use a translator. And not speaking the local language isn’t a reason to avoid doing business somewhere.

Nonverbal communication is often as important as written or spoken language. Gestures can have different meanings from one country to the next. For example, Americans and most Europeans understand the thumbs-up gesture to mean that everything is all right; however, in southern Italy and Greece, it conveys the message for which Americans reserve the middle finger. Making a circle with the thumb and forefinger is the okay sign in the United States, but it’s a vulgar sexual invitation in Greece and Turkey.

Noting currencies and exchange rates: Financial conditions

Values of currencies do not remain fixed — they change, sometimes rapidly, as currencies are traded in the world’s financial centers. Fluctuating currency values can result in major losses if a currency trader’s timing is wrong, so you need to have a keen awareness of exchange rates and use them as a factor in deciding when and where to do business.

Make sure you’re able to read and understand foreign exchange quotations and to recognize and understand currency exchange risks. Many newspapers list the foreign exchange table in their finance sections. You may see a quote like the one in Table 1-1.

Table 1-1 An Example Currency Quotation

US$ Equivalent

Currency per US$

Country

Monday

Friday

Monday

Friday

United Kingdom (£)

1.8412

1.8498

0.5431

0.5406

1 month forward

1.8422

1.8508

0.5429

0.5403

3 months forward

1.8448

1.8534

0.5421

0.5395

6 months forward

1.8483

1.8571

0.5410

0.5385

The table shows that at close of business on Monday, the British pound cost in U.S. dollars was 1.8412, and at the same time on Friday, the pound cost in U.S. dollars was 1.8498. The table also shows that at close of business on Monday, the U.S. dollar was valued at 0.5431 British pounds, and at the same time Friday, the U.S. dollar was valued at 0.5406 British pounds.

The spot rate is the exchange rate between two currencies quoted for delivery within two business days. The forward rate is for delivery in the future, usually 30, 60, 90, or 180 days down the road.

Suppose that 1 U.S. dollar equals 100 Japanese yen. If you sell an item to a client in Japan for US$10,000, the item would cost the client in Japan ¥1,000,000. If the rate of exchange fluctuates to ¥125 to the dollar, the same item would now cost your client ¥1,250,000.

In this example, the dollar is getting stronger. It’s making your product more expensive and, hence, more difficult for you to export. On the other hand, a strong dollar enables you to import more goods, because the dollar has a stronger buying power.

Importers like a strong currency, and exporters like a weak currency. As the value of a currency increases in relation to another country’s currency, exports decrease and imports increase. On the other hand, as the value of the currency decreases in relation to the other country’s currency, imports increase and exports decrease.

The risk due to the fluctuation in the exchange rate is always assumed by the individual who’s either making or receiving the payment in a foreign currency. In other words, if you don’t want any risks as an exporter, invoice your client in U.S. dollars; as an importer, always request that the supplier quote you in U.S. dollars. For much more information on currencies and how currency trading works, check out Currency Trading For Dummies, 3rd Edition, by Kathleen Brooks and Brian Dolan (Wiley).

Also check out www.fita.org/converter.html, which offers daily exchange rate quotations between more than 120 currencies. The rates, which are provided by Reuters, are updated at about 5:00 p.m. Eastern Time (U.S.).

Chapter 2

Figuring Out Your Role in the Import/Export Business

In This Chapter

Looking at why you want to get involved in import/export

Explaining trade agreements and their impact on business

Going global with your small business

Determining how much money you need to invest

Figuring out how much money you can expect to earn

People get involved in international trade for a variety of reasons:

Foreign goods are everywhere.

Next time you’re in a store, take a look around: Almost everything is made overseas. Looking overseas can help your business be more competitive.

The U.S. dollar is weak.

The value of the dollar is (as of this writing) at a very low point, and a weak dollar is positive for exports because it makes U.S. products cheaper in foreign markets.

The U.S. dollar is strong.

The dollar has been very strong in the past, and it’ll likely be strong again in the future. When the dollar is strong, that’s a plus for imports because it makes foreign products cheaper in the United States.

What happens in one part of the world has an immediate impact on the rest of the world.

Technological advancements, advancing economies, and trade agreements have combined to make this the case.

In this chapter, you identify why you’re interested in import/export, see what you can get out of adding import/export to your business, and determine the costs — and rewards! — that you can expect.

The Benefits of Import/Export

Existing businesses go abroad for one or both of the following reasons:

To increase profits and sales

To protect themselves from being eroded by competition

Some businesses make their initial entry into a foreign market by exporting. Then they set up foreign sales companies. Finally, if the sales volume warrants it, they establish foreign production facilities.

Other businesses decide to get involved in importing to take advantage of lower manufacturing costs, to protect themselves from lower-priced imports being sold in the U.S., and to remain competitive with other companies that do business in the U.S.

Most businesses that are not exporting to sell products, importing to reduce costs, and competing on a global basis will have difficulty surviving.

In this section, I cover the benefits of going global with your existing business.

Increasing sales and profits

Managers are under constant pressure to increase sales and make their companies more profitable. After a while, most businesses reach a point where they can only sell so much — the market is saturated with the product. When a business reaches this point, it needs to look for new people to sell its products to. Businesses often begin looking for ways to sell their products overseas.

You can earn greater profits either by generating additional revenues or by decreasing your cost of goods sold. Exporting gives you the opportunity to increase sales and generate additional revenues, and importing gives you access to low-cost sources of supply.

Taking advantage of expanding international economies

New foreign markets are appearing and, in some instances, are growing at a faster rate than U.S. markets. Today, U.S. businesses are seeing increases in exports to developing countries, especially in Latin America, Central Europe, Eastern Europe, the Middle East, and Asia. Companies also go overseas to obtain the lower manufacturing costs available in nations with expanding economies.

If you want to be an importer, start by looking at China, Mexico, Malaysia, Thailand, and Brazil, because they’re the largest exporters of goods to the U.S. If you want to be an exporter, look at China, Mexico, Malaysia, Thailand, India, and Turkey, the largest importers of American products.

Economies expand because

They offer a favorable business climate.

Regulations to do business there are not insurmountable.

They have an established transportation infrastructure.

They’ve earned foreign exchange (money) by exporting their products. As countries grow and export more goods to the U.S., they have more money that they can use to purchase goods from the U.S.

Making use of trade agreements

Trade agreements involve a small group of countries getting together to establish a free-trade area among themselves while maintaining trade restrictions with all other nations. These agreements provide improved market access for consumer, industrial, and agricultural products from the U.S.

Trade agreements also can help your business enter and compete more easily in the global marketplace. They help level the international playing field and encourage foreign governments to adopt open rule-making procedures as well as laws and regulations that don’t discriminate. Free-trade agreements (FTAs) help strengthen business climates by eliminating or reducing tariff rates, improving intellectual property regulations, opening government procurement opportunities, and easing investment rules.

These agreements provide the following benefits to small and medium-size exporters:

They reduce high tariffs on U.S. exports, which lowers the cost of selling to customers overseas.

They maximize small-business resources by eliminating inconsistent Customs procedures and improving and reducing burdensome paperwork.

They minimize risks in foreign markets by providing certainty and predictability for U.S. small-business owners and investors.

They enforce intellectual property rights.

They promote the rule of law so that small businesses know what the rules are and that they’ll be applied fairly and consistently.

U.S. importers also benefit from such trade agreements. Just as the countries with whom the U.S. has a trade agreement have to provide improved market access for American goods, the U.S. must provide similar considerations to the countries with which the U.S. has an agreement. So if you’re an importer and you deal with the countries the U.S. has agreements with, you’ll also experience the elimination or reduction of tariff rates.

Countries with trade agreements with the U.S.

The U.S. has trade agreements with the following countries (I’ve organized the list by continent):

North America: Canada and Mexico, under the North American Free Trade Agreement (NAFTA)Central America and the Caribbean: Costa Rica, Dominican Republic, El Salvador, Guatemala, Honduras, and Nicaragua, under the Dominican Republic–Central America–United States Free Trade Agreement (CAFTA-DR); Panama, under the United States–Panama Free Trade AgreementSouth America: Chile, under the United States–Chile Free Trade Agreement; Colombia, under the United States–Colombia Trade Promotion Agreement; Peru, under the United States–Peru Trade Promotion AgreementAustralia: Australia, under the United States–Australia Free Trade AgreementAsia: Korea, under the United States–Korea Free Trade Agreement; Singapore, under the United States–Singapore Trade Agreement

Middle East/North Africa: Bahrain, under the United States–Bahrain Free Trade Agreement; Israel, under the United States–Israel Free Trade Agreement; Jordan, under the United States–Jordan Free Trade Agreement; Morocco, under the United States–Morocco Free Trade Agreement; Oman, under the United States–Oman Free Trade Agreement

At the time of publication, the United States was also in the process of negotiating a regional FTA, the Trans-Pacific Partnership, with Australia, Brunei Darussalam, Canada, Chile, Malaysia, Mexico, New Zealand, Peru, Singapore, and Vietnam.

You can access complete details on these trade agreements at http://export.gov/fta/ or https://ustr.gov/trade-agreements. Or if you’d like additional information on exporting to any FTA partner country, contact the Trade Information Center at 800-872-8723.

In order for an importer to take advantage of the preferential duty rates offered by free-trade agreements, the following conditions must apply:

The goods must be imported directly from the beneficiary country (the country that has signed and is part of the agreement) to the U.S.

The goods must be manufactured in the beneficiary country. This condition is met if the goods are wholly produced or manufactured in the country

or

if the goods have been substantially transformed into a new article in the country.

In order for an item to change its country of origin, the value added in the beneficiary country needs to be 35 percent. For example, say a company in Mexico imports absorbent gauze from China. Upon receipt of the gauze, the Mexican company cuts the gauze into pieces and sews the pieces into medical sponges used in the operating room. Then the Mexican company washes, wraps, and sterilizes the sponges. Now, even though the initial gauze came from China, it has been redefined as a product from Mexico — as long as someone can show that at least 35 percent of the sponges’ value was added during the production process in Mexico. A U.S. importer of those sponges would then be able to benefit from preferential duty rates.

A winery success story with KORUS

Here’s an example of how a trade agreement created an opportunity to sell American goods abroad.

Andrew Will Winery, established in 1989, is a family-owned winery on Vashon Island, in Yakima, Washington. The winery, which started exporting to Asia over a decade ago, now distributes its wines to 12 countries around the world. The winery began exporting to Korea two years ago, after receiving interest from importer Inquen Lee of Wine 2U Korea. In the past two years, Wine 2U Korea has imported 150 cases of Andrew Will wines.

Following the implementation of the United States–Korea Free Trade Agreement (KORUS FTA), Andrew Will Winery took steps to expand its presence in Korea. With cost reductions from the KORUS FTA and increased interest in Washington wines, the winery sees opportunities to grow its business there. The implementation of the KORUS FTA creates an opportunity for Washington wines by increasing awareness of American products and lowering costs.

Lowering manufacturing costs

Most businesses go overseas to obtain lower manufacturing costs and protect themselves from lower-priced imports being sold in their own country. There are many arguments for and against sourcing goods from overseas suppliers. Sourcing products from overseas can give you the following advantages:

Lower costs:

A company can go abroad and enjoy the benefits of lower labor and material costs.

Access to products and technologies not available domestically:

Overseas suppliers may provide access to products that aren’t readily available from a domestic supplier.

More product variety:

A foreign supplier may offer a greater variety because it has lower carrying costs (lower warehousing and storage costs) and can keep a more extensive product line in stock.

Better-quality products:

In some instances, the perception of many buyers is that foreign products are of a higher quality.

The ability to overcome domestic shortages:

Having alternative sources of supply is important in case domestic suppliers can’t satisfy your requirements (for example, because of labor or equipment problems).

Less dependency on a limited domestic supplier base:

At times, the number of domestic suppliers for a particular good may be limited. Sourcing from overseas can not only give you better prices but also serve as a backup and put you in a better situation when negotiating with your domestic supplier.

Importing is not without risks. If you’re considering importing as a way to lower your manufacturing costs, keep the following in mind:

Currency exchange rates fluctuate. What may work in your favor today because of the exchange rate may not work in your favor next year.

Remember:

Importers benefit from a strong U.S. dollar, which makes foreign products cheaper in the U.S. market.

Trade barriers in the form of tariffs may make importing difficult or impossible.

Goods can arrive late or damaged.

Negotiations can fail or be delayed because of language and cultural barriers.

Starting from scratch: The entrepreneurial approach

What if you haven’t yet started a business and you’re interested in import/export? You stand to gain all the benefits that an existing business gains by going global. And you don’t have to be a huge business to make a go of importing or exporting; according to the U.S. Department of Commerce, big companies make up about 4 percent of U.S. exporters, which means that 96 percent of exporters are small or mid-size companies.

Still, starting a new business — any new business — is a challenge. Throw in the complexities of international trade, and you’re in for an even bigger challenge. If you’re up for the challenge, here’s what you need:

Knowledge: In addition to finding out what it takes to start a business, you need to be up on everything from documentation and shipping to communications and government regulations. I cover all these issues in this book, but you’ll also want to check out books like Small Business For Dummies, 4th Edition, by Eric Tyson and Jim Schell, and Business Plans Kit For Dummies, 4th Edition, by Steven D. Peterson, Peter E. Jaret, and Barbara Findlay Schenck (Wiley).Enthusiasm: You need to be an enthusiastic salesperson, someone who likes to spend time tracking things like invoices and shipping receipts. You need to get excited at the thought of seeing where new ideas and products will take you. And you need to enjoy working with people from different cultures. Your enthusiasm will carry you through some of the challenges along the way, so the more enthusiasm you have, the better.Consideration: Establishing a solid relationship with your supplier or buyer is important in any business, but it’s even more important in the import/export business. Cultural differences play a huge part in buying or selling and in establishing ongoing relationships. The hard sell that’s effective in the U.S. may not produce the same results in foreign markets.Commitment: You won’t be successful in any venture unless you’re personally committed to its success. As with most businesses, you’ll encounter peaks and valleys, good times and bad. People who are successful in the import/export business are willing to work their way through the valleys.

Determining Your Place in the Food Chain: Import, Export, or Both?

You know you’re ready for international trade, but do you know whether you want to import or export? The answer that’s right for you depends, in large part, on why you want to go global in the first place.

Importing makes sense when

The value of the U.S. dollar is strong — the stronger the dollar, the cheaper purchasing goods overseas is.

You’re faced with increased competition, and the only way to remain competitive is to source goods at lower costs for suppliers overseas.

You want to identify new products or expand your existing product line.

You can’t access products or technologies from domestic suppliers.

Another country can produce a product more efficiently because of available resources.

You’re a good negotiator and enjoy selling.

Exporting makes sense when

The value of the dollar is weak — the weaker the dollar, the cheaper your U.S.-manufactured products are.

You want to increase sales and profits. Rising income levels in many developing countries are creating opportunities for more people to purchase goods.

You want to serve a market that has nonexistent or limited production facilities.

Before your business invests in a production facility overseas, you want to test whether the foreign market accepts your product.

You want to use your excess production capacity to lower per-unit fixed costs.

You want to extend your product’s life cycle by exporting to markets that are currently not being served.

You enjoy selling and dealing with people from other countries and cultures.

Being both an importer and an exporter makes sense when

Countries have negotiated preferential trading arrangements.

You want to remain price-competitive at home. Many businesses import labor-intensive components produced in foreign countries or export components for assembly in countries where labor is less expensive and then import the finished product.

You enjoy buying and selling, dealing with people from different cultures, and traveling.

You’re comfortable dealing with the numerous uncontrollable environmental forces involved in importing and exporting. (See

Chapter 1

for details on these factors.)

Deciding Whether to Become a Distributor or an Agent

After you’ve decided to get into the import/export business, you have to decide how you want to set up your business. You have two options:

Be a distributor (an intermediary who purchases and takes title to the goods).

For example, you purchase sweaters from a manufacturer in Japan and import them into the U.S. If you’re a distributor, you take title to the sweaters, store them, and then look for customers, eventually selling them to Macy’s, Bloomingdale’s, Nordstrom, and so on.

Be an agent (a firm that brings two parties together but doesn’t take title to the goods).

For example, you know the sweater manufacturer in Japan, and you know that Macy’s, Bloomingdale’s, and Nordstrom are interested in buying the sweaters. You can bring the sweater manufacturer and the U.S. department stores together, without ever taking title to the goods.

In both cases, you’re involved in setting up an import/export business. The choice that’s right for you depends on how much money you have to invest and the amount that you hope to earn. A distributor has higher risks and greater expenses than an agent has, but a distributor also has more control over the process.

In this section, I explain what distributors and agents are and help you decide which path is right for you.

Understanding distributors

A distributor is an independently owned business that is primarily involved in wholesaling and takes title to the goods that it’s distributing. A distributor is a middleman who handles consumer or business goods that may be manufactured or not manufactured (such as agricultural products), imported or exported, and then sold. Figure 2-1 illustrates the distributor’s relationship to the seller and buyer.

© John Wiley & Sons, Inc.

Figure 2-1: The distributor is a middleman, working with the supplier and buyer.

Distributors typically purchase goods on their own account and resell them at a higher price, accepting the risks and the rights that come with ownership of the goods. For example, ABC Importing in New York imports women’s sweaters from XYZ International in Japan. If ABC Importing is acting as a distributor, it purchases the goods from XYZ in Japan and arranges to have the goods transported to New York and cleared through Customs. After the goods are cleared, ABC stores the goods in its warehouse and makes arrangements to sell and deliver them to its customers, including Big-Name Department Store.

A distributor

Is independently owned

Takes title to the goods it’s distributing (ownership passes from the seller to the buyer upon purchase)

Is often classified by product line (such as medical, hardware, or electronics products)

In the import/export business, there are two main types of distributors:

Full-service distributors:

A full-service distributor provides the following services to its customers and suppliers:

Buying:

The distributor acts as a purchasing intermediary for its customers.

Creating assortments:

The distributor purchases goods from a variety of suppliers and maintains an inventory that meets the needs of its customers.

Breaking bulk:

The distributor purchases in large quantities and resells to its customers in smaller quantities.

Selling:

The distributor provides a sales force to its suppliers.

Storing:

The distributor serves in a warehousing capacity for its customers, delivering the goods to its customers at the customers’ request.

Transporting:

The distributor arranges for delivery of goods to its customers.