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Use this comprehensive primer to simplify exporting, discover exportable products and services, and determine and select the best target market entry alternative while ensuring that you get paid. US small- to medium-size business owners (SMEs with less than 500 employees) interested in entering foreign markets will learn how to overcome the most significant challenges and barriers to entering foreign markets.

Firms operate in a worldwide economy responsible today for 40 million US trade-dependent jobs and approximately six million US factory jobs-roughly half of all manufacturing employment, whether or not they have any interest in global business activities. In the face of globalization, small businesses must evaluate their strengths, weaknesses, opportunities, and threats and then develop strategies that effectively respond to the globalized business environment in which they operate. If your firm is growth-oriented-and what business is not?-you should grow global markets as an important strategic option allowing you to:

Reach new customers/markets with little or no competition

Reduce dependence on a limited number of major customers

Even out business cycle-related demand fluctuations

Extend the life of niche products to new markets

Develop a global network of contacts and partners that improves their offerings to established customers

What You´ll Learn

Determine your role in global markets

Identify target markets and find customers
Negotiate around the world
Complete the transaction and understand international trade procedures and regulations
Understand the keys to global market growth
Follow sample forms and sales proposals

Who This Book Is For

US small- to medium-sized business owners

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Part 1: Introducing Growth in Global Markets.-

Chapter 1: Growth in Global Markets.-

Chapter 2: Determining Your Role in Export Markets.-

Chapter 3: Look at Global Marketing.-

Part 2: Identifying Your Target Market and Finding Customers.-

Chapter 4: Researching Export Markets.-

Chapter 5: Making Export Contacts and Finding Customers.-

Part 3: Negotiating around the World.-

Chapter 6: What Makes Global Negotiations Different.-

Chapter 7: Doing Business around the World.-

Part 4: Completing the Transaction: International Trade Procedures, Regulations, and Practices.-
Chapter 8: Making the Sale: Proposals, Shipping and Payment.-

Part 5: The Keys to Global Market Growth.-

Chapter 9: Keys to Becoming a Successful Exporter.-

Chapter 10: Your Global Market Entry Plan.-

Chapter 11: Complying with the Law at Home and Abroad.-

Chapter 12: Selecting Foreign Representation.-

Chapter 13: Governments, After Sales Service, and Foreign Travel.-

Chapter 14: Building Working Relationships.-

Part 6: World, National, and Your Economics.-

Chapter 15: It´s Time to Grow Your Global Markets.-

Chapter 16: Conclusion.-

Appendix A: Common Export Documents.-

Appendix B: Sample Proposal - OEM Equipment.-

Appendix C: Sample Proposal - Spares.-

Notes.

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Raymond Hopkins is an award-winning business development/contracts manager and exporting consultant leading project management teams to acquire, manage, and close international sales contracts for products and services at home to the US Government and abroad-Southeast Asia (Japan, South Korea), South America (Colombia), and Europe (United Kingdom and Denmark). He is well-versed in US government federal acquisition regulations and defense federal acquisition regulation supplement, and export control. He is experienced in partnering with business and staff leadership alike. Raymond prepared, priced, negotiated, acquired, and managed complex commercial, international, and US government sales contracts (scopes of work, pricing, specifications, terms, and conditions, etc.), manufacturing licenses, distributor/representative agreements, leases, and more.

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