Exporting Products to Latin America

1. F.E.P. INTERNATIONAL TRADERS, INC. Exporting Products to Latin America Some general guidelines and practical considerations

2. F.E.P. INTERNATIONAL TRADERS, INC. • F.E.P. INTERNATIONAL TRADERS, INC. • Established: November 1988 • Objective: Export of equipment, parts and supplies to the mining industry in Peru • Employees: 2 full time, 1 part time • Type of operation: Small business

3. F.E.P. INTERNATIONAL TRADERS, INC. • Morty Weisselberg • B.Sc. Engineering, B.A. Economics – N.C. State University – 1970 • 1970 – 1973 – Planning officer – Ministry of Industry and Trade, Peru • 1973 – 1976 – Finance manager – ENCI – Government Trade Corp, Peru • 1977 – 1988 – Finance and Admin. Manager – UMETAL, Lima Peru • 1988 – Current - Owner – Manager, F.E.P. International Traders, Inc.

4. Primary considerations F.E.P. INTERNATIONAL TRADERS, INC. • Identify your market(s) – Where? Why? • Identify the products you want to export • Marketing objectives: Industrial or consumer? • Marketing level: Local distributor or end user? • How are you going to market your products? • Market and product knowledge

5. Where do you get information on the products? F.E.P. INTERNATIONAL TRADERS, INC. • Internet • Yellow pages • Indexes (Fraser’s, Canadian Trade Index, Thomas Catalogue, etc.) • Dept. of Foreign Affairs and International Trade. • Trade associations

6. F.E.P. INTERNATIONALTRADERS, INC. Organizing your company • Why is it important? • Choices: In house, outsourcing, combination • Integrated sales administration and accounting (Quickbooks, etc.)

7. The Process F.E.P. INTERNATIONAL TRADERS, INC. • Receiving an RFQ (Request For Quotation) • Obtaining a quotation from a supplier • Providing an accurate and timely estimate to your customer • Receiving a purchase order • Issuing a purchase order to your supplier • Receiving the goods • Issuing the documents • Shipping the goods • Submitting documents to customer/bank • Getting paid

8. INCOTERMS(International Commercial Terms - ICC) F.E.P. INTERNATIONAL TRADERS, INC. • What are they? • Why are they necessary? • Who abides by them?

9. Documents Required F.E.P. INTERNATIONAL TRADERS, INC. • Invoice • Packing list • Shipping document (courier or airway bill or bill of lading) • Other documents • Certificate of origin • Quality certificate • MSDS • Dangerous goods documentation

10. Customer Forms of Payment F.E.P. INTERNATIONAL TRADERS, INC. • A. Direct • Payment with purchase order • Payment prior to shipment • Payment against shipping documents • B. Through a bank • Payment against shipping documents through a bank • Letter of credit

11. FORWARDING SERVICES F.E.P. INTERNATIONAL TRADERS, INC. • Transportation (inland or overseas) • Warehousing • Inspection • Preparation of documents • Shipment of merchandise • Delivery of documents to customer • Collection of funds

12. Shipping Options F.E.P. INTERNATIONAL TRADERS, INC. • Courier • Air freight • Ocean freight

13. F.E.P. INTERNATIONAL TRADERS, INC. Sample Documents • Incoterms DHL.pdf • CAED B13.pdf • Invoice.pdf • Packing List.pdf • Airway Bill.pdf • Shipping instructions.pdf • Collection letter.pdf • Harmonized Tariff Codes Canada.pdf • Harmonized Tariff Codes Peru.pdf

14. Resources • http://www.dhl.com/content/dam/downloads/g0/logistics/conditions/Incoterms_2011_en.pdf • http://www.cbsa-asfc.gc.ca/trade-commerce/tariff-tarif/2010/01-99/tblmod-eng.html • http://www.cbsa-asfc.gc.ca/publications/forms-formulaires/bsf267-eng.pdf • http://www.dekabatteries.com/assets/base/a.pdf