Page 24 - MidJersey Business - July-August 2014

The Mid-Jersey Guide to Exporting

or governors and mayors across the country. You can also par- sometimes even funding sources—to help you increase your
ticipate in USTDA’s reverse trade missions, which bring foreign international sales.

buyers directly to you.
8
4RECOGNIZE CULTURAL DIFFERENCES
UNDERSTAND FOREIGN CURRENCY
Failure to appreciate or consider diferent cultural norms

Consult foreign exchange providers as they have a wealth of and values may lead to damaging or costly mistakes. These
experience and knowledge to guide you.
could range from causing ofense by not observing protocol,

such as bowing upon greeting someone in Japan or using inap-
5START OUT SMALL
propriate packaging or marketing. Don’t forget the abysmal

It will be tempting to pursue multiple markets at once, but sales in Latin America of the Chevy Nova (which means “no go”
focus on one or two countries when you’re starting out. Don’t in Spanish).

forget our neighbors to the north and south, Canada and Mexico,
which also happen to be our two largest trading partners.
9
ENSURE YOU GET PAID

You can establish the credit rating of potential clients in
6RECRUIT AGENTS AND REPRESENTATIVES
many countries and guard against non-payment through, for

Make sure they are the right people for your market and will instance, a letter of credit or credit insurance.
positively relect your business and interests. Do your due dili-
10
gence and take advantage of the partner search and matchmak- BE PATIENT
ing services ofered by the DOC.
Rather than focus on winning a single transaction, place

your emphasis and eforts on building relationships and long-
7
LEVERAGE ALL AVAILABLE RESOURCES
term growth opportunities, which will put you on a sustainable
Take advantage of the organizations that specialize in sup- path to continuing sales.

porting overseas trade such as the Overseas Private Investment
Corporation (opic.gov), the DOC, USTDA, SBA, and Ex-Im Bank. Leila Aridi Afas is director for export promotion at the U.S. Trade

Local chambers of commerce, world trade centers, and state
and Development Agency (ustda.gov). You can follow her on Twitter
and municipal trade promotion oices also have programs—and
@TheTradeLady. For more information, visit export.gov.

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122A Kissel Road Burlington, NJ 08016 | Toll Free: 800.257.7462 | Local: 856.234.1068
Fax: 856.234.1069 | E-Mail: sales@simonikallied.com | www.simonikallied.com

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