In certain countries, importers are reluctant to do business with an unknown exporter. A visit is often necessary to meet the buyer face-to-face and to explore the foreign markets. The cost of a foreign trip can be high. The exporter may fee strong pressure if he/she failed to receive any order in a foreign trip.

The exporter should expect the unexpected, particularly if the trip is a first. Merely knowing the buyer's language and the export product is not enough. The exporter must understand the foreign culture and business practices. Moreover, the exporter should take into account the pointers outlined below, in order to avoid trouble and make the trip worthwhile.

Appointment

An advance appointment, before leaving the country, is always necessary. Never visit a prospective buyer without a prior introduction and an appointment, the importer may not be interested in the product, or may not be available or interested in meeting the exporter.

Different Time Zone

The importer could be located in another time zone. Suppose that the exporter is in Japan and the importer is in New York, U.S.A., this may mean that while the exporter is busy working in his/her office at 1:00 p.m., the importer could be sleeping at his/her home at 11:00 p.m..

Countries such as Australia, Brazil, Canada, Mexico, Russian Federation, and U.S.A. have different time zones within its territory (please see World Time Zones).

The human body needs time to adjust when visiting a different time zone. The exporter must allow enough time to adjust to the time of the importer's country before going to a meeting.

Weather Condition

The weather in the importer's country can be detrimental to the exporter if a visit is made at a wrong time. For example, if an exporter from Thailand visits an importer in Toronto (Canada) in January, the exporter may suffer from frostbite. The same exporter may shiver if he/she visits Melbourne (Australia) in July. And, the exporter from Germany may feel like he/she is in a sauna if he/she visits Bangkok (Thailand) in April.

Winter time in Canada, Northern U.S.A. and most of the European countries is December-February and summer is July-August. In Australia, Chile and South Africa, the winter time is June-July and summer is December-January.

A sudden change to an extreme temperature may cause discomforts, such as headache, nausea, chest pain, stomach cramps, and dizziness. Avoid visiting an importer at a time when the climate in the importer's country is unbearable.

The exporter should minimize visiting the importer during the rainy season. In some countries, heavy flooding may occur when raining and transportation can be disrupted.

Distance of Travel and Transit Time

Considering the time spend during a transit flight, that is, waiting for hours at an airport terminal for the connecting flight, the exporter may spend a day travelling in order to reach the importer's country in a trans-Pacific flight. The long trip is often tiresome. The exporter needs plenty of rest before meeting the importer.

Air Pollution, Altitude of Location, and Air Dryness

Air pollution is a common problem in many countries. It is caused primarily by pollutants released into the air by factories and transport vehicles, such as buses, trucks and cars. The pollution is heavy in some countries. The exporter may experience breathing difficulties.

The exporter may also experience breathing difficulties when he/she visits an importer located in high altitude area, for example Mexico City (Mexico). Time is needed to adjust.

Breathing difficulties may also occur if the exporter is not used to the winter season, at which time the air can be dry. The exporter may develop a nosebleed or a sore throat and chest pain.

The Prohibited Materials

Never use or carry any controlled substances like marijuana and heroin. Harsh penalties, even death, can be meted out to anyone found in possession of such regulated substances.

Do not carry a gun, explosive materials and obscene materials, such as adult pornographic magazines and videos. Do not bring alcohol and pork to Islamic countries.

Live plants, animals and some foodstuffs require a prior permit before they are allowed into a country.

Personal Check-In Luggages and Packages

Avoid check in small, valuable and easy prey items, for example jewelleries, designer bags and laptop computers. Padlock the luggages (i.e., lock the zipper) to prevent them from being unzipped by unscrupulous luggage handlers. Seal cartons with packaging tape.

Package, Luggage and Envelope from the Strangers

Never check in any luggages and/or packages at departure point or carry any sealed envelopes for strangers. They may contain prohibited materials. In case a stranger, regardless of age, sex, color, and creed, requests you to carry or to check in luggage, a package or an envelope, at all costs refuse such a request as your life could be at stake. It is important to be careful even if the luggage, package or envelope is from someone you know.

Ethnic Background

The foreign customer may belong to an ethnic group. For example, when dealing in Malaysia, the customer could be an ethnic Chinese or Hindu. When dealing in the U.S.A., the customer could be an ethnic Jamaican, Cuban, Mexican, Hindu, or Chinese. The U.S.A., like Canada, is a multi-cultural society having a diverse ethnic background, that is, comprised of people from all over the world. The exporter should not be astonished at the customer's race. Equal respect must be given to customers regardless of race.

Dress Code

Dress conservatively. The suit is traditional in a business meeting. In tropical countries where the weather generally is hot, light clothing is preferred over the suit. Many importers are less formal and they may be in casual clothing. It is often necessary that the exporter also be in casual wear.

Attention must be given to the color of clothing. In certain cultures, full black or full white clothing is worn during mourning.

Local Travel

The business meeting may be held in the hotel, but most often it is held at the importer's office. The buyer might not pick the exporter up at the hotel, or at the airport, especially if the business relationship is not established.

Road and traffic conditions can be different. A distance of 20 kilometers that takes 30 minutes to reach by car in one country may take 2 hours in another country. The exporter must allow ample time to get to the buyer's place.

When taking a taxi (the cab), it may be necessary to negotiate the fare first before getting in, despite the taxi having a fare meter. Not all taxi drivers can speak foreign language, it may be necessary to request the doorperson in the hotel to direct the taxi driver to your destination. Bring the hotel business card with you for the convenience of getting back to the hotel.

Never travel alone if the local peace and order condition is questionable. If the exporter is unfamiliar with the area, consult the hotel guest relations office or reception first before travelling locally.

For safety reasons the exporter should not drive in a foreign country, unless he/she is used to that country's driving conditions.

No Smoking

Due to the growing health consciousness worldwide, many public places and private offices are designated as non-smoking areas. Smokers must watch out for the no smoking sign. Some foreign cities may levy a heavy fine for smoking in a restricted area.

No Littering

In certain countries the penalty for littering is harsh. Be careful not to drop cigarette butts or small pieces of paper. Visitors are expected to respect the high standards of cleanliness in countries like Canada, Singapore and Japan.

Other Pointers in a Foreign Visit

Please click here for other pointers in a foreign visit.