• Foreword - EXPORT911 Website
• Dangers of Imbalance in International Trade
• Elements of Global Marketing Success
• Changing Global Marketplace and Meeting Challenges
• Use of Terminology in Different Countries
• The Role of Export-Traders and Buying Trend
• Tools of Export-Import Communication
• Starting an Export Business
  • Export Phobia
  • Export Mindset
  • Types of Export Businesses
  • Selecting Business Partners
  • Home-Based Export Businesses
• Forms of Business Organization
• International Trade -
  Summary of Export-Import Procedure
• Cost Factors of Export-Import Goods
• Diagram:  International Commercial Terms
  
  
• Case Studies and Samples in Exporting-Importing
  • Case Study:  Letter of Credit
  • Case Sample:  Container Selection (1)
  • Case Sample:  Container Selection (2)
  • Case Sample:  Delayed Delivery and Insurance
  • Case Sample:  Fly-By-Night Importers
  • Case Sample:  Freight Consolidation (1)
  • Case Sample:  Freight Consolidation (2)
  • Case Sample:  Hostage in Payment
  • Case Sample:  Non-Partial Shipment
  • Case Sample:  Shipping Pallets
  • Case Sample:  Weight or Measure
    
    
• Sample Documents, Forms and
  Negotiable Instruments in Exporting-Importing
  • Air Waybill (Air Consignment Note)
  • Bill of Exchange (Draft)
  • B/L Application-Instructions
    --- Export Shipping Instructions
  • Commercial Invoice
  • Dock Receipt (Shipping Note)
  • Documentary Collection Instructions and Draft
  • Form A (GSP Form A)
  • Inspection Report
  • Insurance Application-Instructions
  • Ocean Bill of Lading
  • Letter of Credit (Documentary Credit)
    --- Opens by means of airmail
  • Letter of Credit (Documentary Credit)
    --- Opens by means of full text cable (in SWIFT format)
  • Packing List
  • Pro Forma Invoice or Sales Confirmation
  • Purchase Order
  • Purchase Order Cover Letter
  • Shipping Advice
    
    
• Other Export Documents

Exports are key to the economic survival of a nation. Exports not only help a country earn money, they help create jobs, peace, prosperity, and the power to influence.

To be successful in exporting and importing, it helps to know why so many export and import businesses do not succeed. Success cannot be rushed by high hopes. Rather, it comes incrementally.

The success of an export business is often attributed to luck. Work harder and there will be more luck. The export success of Taiwan, China, Japan, South Korea, Germany and other countries (areas) is not a miracle, it is the result of hard work. The business miracle will not happen without working hard. However, success cannot be rushed by hard work.

The events in a large number of export offices worldwide are comparable to the events in a football game. It is not unusual to see colleagues kicking responsibilities back and forth, just like football players do the ball. It is important that employees' responsibilities are clearly spelled out and that systems of operation are flexible in order to accommodate the rapidly changing needs of world markets.

The distinction of the information on EXPORT911 website is its scope. Besides covering routine activities of exporting, this site traverses several layers down into the core of export activities, where export obstacles and conflicts originate most. It highlights some specific dangers and difficulties likely to occur in the course of exporting, and provides effective measures to take to prevent or minimize the loss of time, money and effort.

EXPORT911 is a comprehensive export-import learning site formatted for easy understanding by the layperson. It gives insight to the real world of exporting-importing. It provides in-depth information about exporting-importing, documentation, international shipping, including loading of ocean containers, cargo (marine) insurance, documentary letters of credit, and bills of exchange (drafts). Several case samples presented on the EXPORT911 website were encountered in the course of international trade. While export business is not a subject that can be mastered overnight, by carefully going through this site, students will gain a useful understanding of export-import fundamentals.

Malpractices and tricks used by some importers are revealed on this website for the protection of exporters. The WYSINWYG (what you see is not what you get) scheme and other malpractices exercised by some exporters are also exposed here for the benefit of importers.

If you feel the EXPORT911 website would be useful to your friends, relatives, colleagues, superior or government, please let them know.

Trade surplus---favorable balance of trade---is an excess of exports over imports. Trade deficit---unfavorable balance of trade---is an excess of imports over exports. In layperson's parlance, the trade surplus means earn more and spend less, while the trade deficit means spend more and earn less.

The trade surplus and deficit is analogous to one person's fortune is another person's misfortune. The danger is imminent in either situation. A country with a record trade surplus is often threatened with sanctions and trade barriers from a deficit-ridden importing country. A country with a record trade deficit is usually faced with the internal social upheaval.

The imposition of trade barriers, such as import quotas and higher duties, is not a solution to meeting the international challenge. The trade barrier will be confronted with a trade retaliation. A trade retaliation will be faced with a counter-retaliation. The conflict will not end if an agreement is not reached. The remedy to beat the trade imbalance is to understand foreign cultures and business practices, and to provide competitive products and services.

It is a good practice to diversify export markets. Concentrating exports to only a few markets poses imminent danger to an exporting country. Too much export concentration in a market usually invites protectionist trade laws from the importing country. In case the importing country imposes sanctions, the effect to the economy of the exporting country and the livelihood of its people can be devastating.

To be successful, it helps to know why so many export businesses do not succeed. Success cannot be rushed by high hopes. Rather, it comes incrementally.

Good Planning and Realistic Goals

Good planning and realistic goals are the primary keys to export and import success. An export plan is a road map used in reaching export goals.

In the case of exporting to offshore countries, new exporters must avoid the high expectation of completing a deal within the first three or four months of export operations. High expectations can breed profound frustration. It is not uncommon for export business deals to take more than six months to finalize. Some even take years.

Depth of Understanding the Foreign Cultures and Business Practices

The depth of understanding the foreign cultures and business practices separates export success from failure. Culture is not bad or better, it is merely different. Culture influences the product and service requirements and the business practices. Some business practices that are acceptable in the exporting country may not be acceptable in the importing country.

Reliability, Patience, Perseverance, and Hard Work

Without the buyers' trust, success would be impossible to achieve. Winning the confidence of the buyers is more important than quoting competitive prices. Be careful about the export commitment, stick to it once it is made. Broken promises erode trust. Reliability in fulfilling the contracts on time and at the desired level of quality is the best advertising tool.

Export endeavor is a continuous struggle for survival. It is full of ups and downs. It requires patience and perseverance. Being patient and persevering in the export endeavor is frequently rewarded disproportionately with sales contracts.

The success of an export business is often attributed to luck. Work harder and there will be more luck. The export success of Taiwan, China, Japan, South Korea, Germany and other countries (areas) is not a miracle, it is the result of hard work. The business miracle will not happen without working hard. However, success cannot be rushed by hard work.

Flexibility in the Product Modifications

Product requirements, like business practices, vary from country to country. Some products that sell well in the domestic market may not sell in foreign markets. Reasons for this could be different packaging and labelling requirements, specifications or consumer tastes. Product modifications, for example a change in the surface finish of a brass souvenir from the chrome-plating to the bronze-plating, can be costly in some countries. Some exporters may shun deals whenever product modification is involved.

Product modification is often necessary to meet foreign packaging and labelling requirements. Flexibility in meeting required modifications is essential to export success.

First to Identify the Emerging Needs

World markets change rapidly. Consumer needs for products and services change continually. For exports to be successful, it is vital to identify emerging consumer needs early and to offer product and service improvements to satisfy those needs. It is important to spot a new trend early and then lead it.

Sufficient Financial Resources

The up-front cost of exporting usually is high. It takes more time and resources to develop export markets. The payback can take longer, depending on the export market and the method and terms of export payment. Sufficient financial resources are necessary to sustain the export operation and to achieve export goals.

Winning Attitude

Have a winning attitude and the export business is more likely to succeed. Avoid misinterpreting over-optimism for a winning attitude. Over-optimism breeds irrationality. Irrationality leads to unrealistic goals. A winning attitude is a positive way of thinking and of doing things. It helps in winning the buyers' confidence in the exporter.