Exporting & Importing: How to Buy and Sell Profitably Across Borders

978 Pages·1998·4.77 MB·English

by  Amy Zuckerman

Exporting and Importing : Negotiating
title:
Global Markets
author: Zuckerman, Amy.; Biederman, David.
publisher: AMACOM Books
isbn10 | asin: 0814403913
print isbn13: 9780814403914
ebook isbn13: 9780585040899
language: English
Export marketing--United States, Foreign
trade regulation--United States, Exports--
subject United States, Imports--United States,
Export marketing--United States--
Information services.
publication date: 1998
lcc: HF1416.5.Z83 1998eb
ddc: 382/.0973
Export marketing--United States, Foreign
trade regulation--United States, Exports--
subject: United States, Imports--United States,
Export marketing--United States--
Information services.
Page iii
Exporting and Importing
Negotiating Global Markets
Amy Zuckerman
and
David Biederman
AMACOM
American Management Association
New York · Atlanta · Boston · Chicago · Kansas City · San Francisco ·
Washington, D.C.
Brussels · Mexico City · Tokyo · Toronto
Page iv
This book is available at a special discount when ordered in bulk
quantities. For information, contact Special Sales Department,
AMACOM, a division of American Management Association, 1601
Broadway, blew York, NY 10019.
This publication is designed to provide accurate and authoritative
information in regard to the subject matter covered. It is sold with the
understanding that the publisher is not engaged in rendering legal,
accounting, or other professional service. If legal advice or other
expert assistance is required, the services of a competent professional
person should be sought.
Library of Congress Cataloging-in-Publication Data
Zuckerman, Amy.
Exporting and importing: negotiating global markets / Amy
Zuckerman and David Biederman.
p. cm.
Includes bibliographical references and index.
ISBN 0-8144-0391-3
1. Export marketingUnited States. 2. Foreign trade regulation
United States. 3. ExportsUnited States. 4. ImportsUnited
States. 5. Export marketingUnited StatesInformation services.
I. Biederman, David. II. Title.
HF1416.5.U6Z83 1998
382'.0973dc21 98-24142
CIP
A previous edition of this book was published as Importing &
Exporting by Warren Gorham & Lamont in 1995.
© 1998 Amy Zuckerman, David Biederman.
All rights reserved.
Printed in the United States of America.
This publication may not be reproduced, stored in a retrieval system,
or transmitted in whole or in part, in any form or by any means,
electronic, mechanical, photocopying, recording, or otherwise,
without the prior written permission of AMACOM, a division of
American Management Association, 1601 Broadway, blew York, NY
10019.
Printing number
10 9 8 7 6 5 4 3 2 1
Page v
To Julia
Page vii
Contents
Government Forms xiii
Acknowledgments xv
1 1
Export Markets
Introduction 1
1.1 Venturing Abroad 2
1.2 Selecting Products and Markets 5
1.3 International Market Research 6
1.4 Creating an International Network 20
1.5 International Field Research 26
1.6 Cultural Issues 32
1.7 Professional Assistance: Export Management 34
Companies and Export Trading Companies
Summary of Key Points Raised in This Chapter 35
Appendix A Directory of U.S. and Foreign Commercial 35
Service Domestic District Offices
Appendix B Directory of Small Business Development 45
Centers
Appendix C Directory of State International Trade 58
Contacts
2 67
Export Distribution Channels
Introduction 68
2.1 Manufacturing Abroad 68
2.2 Organizing for Effective Export 72
2.3 Overview of Distribution Channels 74
2.4 Distribution Methods 74
2.5 Choosing a Distribution Method 80
2.6 Establishing an Overseas Sales Force 81
2.7 Distribution Agreements 83
2.8 Export Management Companies 85
2.9 Freight Forwarders 87
Summary of Key Points Raised in This Chapter 90
Page viii
Form 2.01 Power of Attorney 92
Form 2.02 Power of Attorney to Execute Shipper's 93
Export Declarations
3 94
Export Controls and Licenses
Introduction 94
3.1 Understanding the Export Control Process 96
3.2 The Bureau of Export Administration 97
3.3 Export Controls 108
3.4 Antidiversion Requirements 111
3.5 Antiboycott Regulations 112
3.6 Export Licenses 113
3.7 The License Application Process 124
3.8 Making Shipments Under License 128
3.9 Developing an Export Management System (EMS) 129
Summary of Key Points Raised in This Chapter 130
Appendix A Bureau of Export Administration Offices 131
Appendix B Short Supply License Controls (Excerpt) 133
Appendix C Nuclear Non-Proliferation: Special 134
Country List
Appendix D Dual-Use Chemical and Biological 134
Equipment: Regions, Countries, and Other Restrictions
Appendix E Table of Denial Orders 135
Appendix F Export License Country Groups 139
Appendix G Commerce Control List (Excerpt) 141
Appendix H Authorities Administering IC/DV Systems 147
Form 3.01 Individual Validated License 149
Form 3.02 Application for Export License 150
Form 3.03 Service Supply License Statement 153
Form 3.04 International Import Certificate 155
Form 3.05 Delivery Verification Certificate 156
Form 3.06 Notification of Delivery Verification 157
Requirement
Form 3.07 Statement by Ultimate Consignee and 159
Purchaser
Form 3.08 End-User Supplement 161
Form 3.09 Statement by Foreign Consignee in Support 162
of Special License
Form 3.10 Shipper's Export Declaration 164
4 166
Export Costs and Pricing
Introduction 166
4.1 Pricing 167
4.2 International Sales Terms 180
4.3 Landed Costs 186
4.4 Foreign Costs 189