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15 NO 17! DOCUMENTS, TIPS & SHORTCUTS to HELP
EXPORTERS
Martin Brill Program Manager, International Trade
Kutztown University SBDC [email protected]
717-213-5027
17 DOCUMENTS, TIPS &SHORTCUTS
HOW WILL THIS SESSION HELP YOU?
1. Templates2. Points of Reference3. Save You Time4. Launch the Exporter5. Signals the Importer
17 DOCUMENTS, TIPS &SHORTCUTS
WHY?WE KNOW IT!BUT, OTHERS?(NOT SO MUCH!!)
LEVERAGE OUR EFFORTS
MORE QUALIFIED CLIENTS = MORE EXPORTS
17 DOCUMENTS, TIPS &SHORTCUTS
GOALSa. New Documentsb. Comments c. How to Applyd. Equip Exporterse. Peer Learningf. Create Others?
17 DOCUMENTS, TIPS &SHORTCUTS
SCREEN DOCUMENT (3)
SAMPLE POLICY PAYMENT POLICY
17 DOCUMENTS, TIPS &SHORTCUTS
QUALIFYING EXPORT CLIENTSQUALIFIERCompany has a value-added, differentiated product/service.Company has a clearly defined, segmented market. Company knows how their product/service is used, applications and who makes the purchasing decision.Company has defined methods of sales & distribution in the U.S.Company has robust & growing sales in the area or US. Company has received state, national or industry recognition.Company has US trademarks, copyrights and/or patents.Company has met an industry standard, such as ISO, UL, CE Mark or FDA.
Company has sold to the U.S. Federal, state or local government.Company has exhibited at a national or overseas trade show.Company has a website presence and product/service literature.Company received overseas inquiries.Company has previously exported “indirectly” via a trading company or subcontractor.Company is financially sound.Company has /will establish a budget to support export activities.Company has senior management commitment.Company understands that export profits make take a year or more.Company has/is willing to designate staff for exports.Company has production capacity. C i t d t/ k i h
17 DOCUMENTS, TIPS & SHORTCUTS SAMPLE POLICY
KEY PARTS1. MANAGEMENT
COMMITMENT2. LETTERHEAD3. FREE
SAMPLES...4. BUT…FREIGHT5. BUYER
COMMITS
17 DOCUMENTS, TIPS & SHORTCUTSEXPORT PAYMENT POLICY
Calms ManagementHelp Company– Understand Trade Terms Risk FinanceGive OptionsWritten Policy
17 DOCUMENTS, TIPS & SHORTCUTSPAYMENT & FINANCE
FINANCE CHECK LIST
TERM SHEET L/C SHORTCUTS
17 DOCUMENTS, TIPS & SHORTCUTSTRADE FINANCE CHECK LIST
SALES TERMS
EVALUATING YOUR TRADE BANK
EXPORT INSURANCE
17 DOCUMENTS, TIPS & SHORTCUTSTERM SHEET
BANK NAME Department
Contact Name & Title
Phone Number/Email
SELLER INFORMATION Contact Name & Title
Phone Number/Email/Website
Product/Service
$ Value
Sale Date
Sale Terms
Request—Indicative terms for: i.e. export working capital, post-export financing, commercial letter of credit
BUYER INFORMATION Company Name & Address Contact Name & Time Phone Number/Email/Website Public/Private Sector Requested Terms Buyer’s Bank (if relevant) Guarantor (if relevant)
URGENCY
ADDITIONAL SELLER COMMENTS
17 DOCUMENTS, TIPS & SHORTCUTSLETTER OF CREDIT SHORTCUT
Please authorize your bank to send my attention via email or fax the pre-advised text of the L/C to include all of the proposed terms, documents and dates for shipment as the issuing bank at least one month prior to the actual issue of the L/C.
17 DOCUMENTS, TIPS & SHORTCUTS2 FREIGHT FORWARDER SHORTCUTS
HOW TO EVALUATE A
FREIGHT FORWARDER
ASSIGNING FREIGHT COSTS
BASED ON:
17 DOCUMENTS, TIPS & SHORTCUTSEXPORT COMPLIANCE
Check BIS—US & Foreign!www.bis.doc.gov
Contract/Invoice Language Report Violations Records 5 Years Deemed Exports Responsible Person Post & Review XL Sheet (in Documents)
SMART SHORTCUTS to EXPORTING RESELLER QUALIFICATIONS
1. Reseller/ Distributor2. Geographic /Industry3. Exclusivity4. References5. Experience 6. Language Skill7. Technical
Competence8. Sales Force 9. Customer Support10. Competing/Complim
entary Products
17 DOCUMENTS, TIPS & SHORTCUTS COMMISSIONS CONSIDERTIONS
Business Volume Spare Parts/WarrantyPayment Terms Training NeedsNature of the Product Currency RiskMarkup/Margin Payment RiskUse the Ex-Work Price Political RiskTime Lag to Sale Translation NeedsCompetition Commodity/CustomDistributor Experience Product Registration Services Needed Trade ShowsStandards/Certification Promotion/Marketing
Relative Strength of Importer/Exporter
17 DOCUMENTS, TIPS & SHORTCUTS DISTRIBUTOR APPLICATION
OBVIOUS
COMPANY INFO BUSINESS
DESCRIPTION REFERENCES NETWORK OTHER PRODUCTSNOT OBVIOUS
RESPONSIVENESS OPENNESS ENGLISH ABILITY
17 DOCUMENTS, TIPS & SHORTCUTSDISTRIBUTOR MARKETING PLAN
OBVIOUS KEY OBJECTIVES 3-4 12-18 MONTHS SOFT GOALS YEAR 1 SALES TARGETS HIS/HER NEEDS KEY PERSONNEL BARRIERS/
SOLUTIONS PRODUCT
INTRODUCTION
17 DOCUMENTS, TIPS & SHORTCUTS DRAFT DISTRIBUTOR AGREEMENT
1. KEY ELEMENTS ONLY2. I AM NOT A LAWYER3. NEED A LEGAL REVIEW4. ADAPT TO CLIENT & SITUATION5. USEFUL TEMPLATE6. COMPLEMENTS OTHER
DOCUMENTS7. EXPORTER vs. IMPORTER TERMS
17 DOCUMENTS, TIPS & SHORTCUTSDRAFT AGREEMENT
KEY PARTS PURPOSE & DEFINED
TERMS NON-EXCLUSIVE PERFORMANCE
BASED BUYER & SELLER RESPONSIBILITIES CONFIDENTIALITY TERM &
TERMINATION LAW NOT TOO ORIGINAL
17 DOCUMENTS, TIPS & SHORTCUTSFINAL COMMENTS!
1. EXPORT READINESS
2. ADDITIVE PROCESS
3. EXPORTER 4. BUY-IN5. EXPORTER
EDUCATION6. SAVES TIME 7. OPENS
DISCUSSION8. BUILDS
RELATIONSHIPS
