Maurice Kogon DIRECTOR, El Camino College CITD

1. Maurice Kogon DIRECTOR, El Camino College CITD Internet Resources for Exporters From Getting Ready to Getting Paid

2. 10 Basic Export Needs Internet Solutions Available • Develop Export Readiness • Identify “Best” Markets • Develop Market Entry Strategies • Find Buyers & Distributors • Advertise & Promote Abroad • Respond To Inquiries & Orders • Comply with Documentary & Trade Requirements • Deliver the Goods • Get Paid • Get Help/Keep Current

3. Internet Resources to Meet Needs • Export Readiness Tools • Assess export readiness • Increase export knowledge, skills • Trade & Economic Stats - Size up, segment markets • Market Intelligence - Identify, assess best markets • Matchmaking Tools - Find buyers, sellers, reps • Documents & Regs - Comply with requirements • Logistics - Pack, book , track , deliver the goods • Finance & Insurance - Protect cargo, get paid • News & Publications - Keep current • Trade Assistance Sources - Get help

4. Develop Export Readiness • Objectives • Screen/assess company export readiness • Educate/train companies to be export ready • Internet Tools • Export Readiness Assessment System (ERAS) • Export guides and FAQs • Trade reference tools • Commodity coding systems • Trade terms • International conversions

5. Identify “Best” Markets • Objectives • Keep a targeted, manageable focus • Weed out “headbangers” • Internet Tools • U.S. export statistics • Foreign import statistics • Industry market surveys • Country market guides

6. Develop Market Entry Strategies • Objectives • Relate to customers -Who/how many/what they like • Meet the competition- Who/pricing/credit/service • Distribute effectively - Which channels/who’s best • Promote effectively - Which methods/media • Localize as needed - What/when to adapt • Internet Tools • Demographic statistics • Industry market surveys • Market needs/demand analysis • End-user analysis • Competitive analysis • Market access/channel analysis

7. Find Buyers & Distributors • Objectives • Search for leads • Screen and select best candidates • Secure favorable rep agreements • Internet Tools • Trade lead systems • Major project alerts • Foreign importer directories • Industry market surveys • Agent/distributor screening aids • Model agent/distributor agreements

8. Advertise & Promote Abroad • Objectives • Gain overseas exposure • Generate inquiries/leads/orders • Internet Tools • Company Web pages • Company export directories • Product export directories • Trade show directories • Worldwide Marketing Media

9. Respond to Inquiries & Orders • Objectives • Respond promptly/professionally • Provide all needed information • Internet Tools • Correspondence models • Price quotation aids • Proforma invoice model • Commercial invoice model

10. Comply with Documentary and Trade Requirements • Objectives • Identify/prepare required documents • Identify/comply with trade regulations • Internet Tools • Export documentation guides • Export documentation models • Country import duties • Country non-tariff barriers

11. Deliver the Goods • Objectives • Obtain best delivery rates • Protect goods in transit • Meet delivery time requirements • Internet Tools • Packing/labeling/shipping goods • Logistics management services • Cargo insurance

12. Get Paid • Objectives • Minimize payment risks • Collect all amounts due • Internet Tools • Export financing guides • Export financing services • B2B – E-Commerce resources

13. Get Help, Keep Current • Objectives • Identify export assistance sources • Stay tuned to current events • Get answers to specific questions • Internet Tools • Trade assistance sources-California • Trade assistance sources-U.S. Govt. • Daily news feeds • Trade Periodicals • Industry-specific trade news • International Trade FAQs