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• 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