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I. |
MAJOR BENEFITS OF EXPORTING:
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A. Successful global traders have found that exporting has:
- expanded their sales potential worldwide.
- reduced dependence on their domestic market.
- improved competitiveness in their domestic market.
- allowed them to utilize excess production capacity.
- extended the life cycle of their product lines.
- eliminated their seasonal sales fluctuations.
- increased their product profit margins.
- enhanced the prestige of their company.
- Interim Quiz:
Major Benefits of Exporting
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II. |
EVALUATE YOUR EXPORT READINESS:
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A. Are your current products ready for export?
- Major reason why products fail in foreign markets
- Key indicator of your product's export potential
- Illustration: Product Readiness for Export Table
B. Are your personnel ready for export?
- Are your employees able to execute an export program?
- Illustration: Personnel Readiness For Export Table
- Types of export experience when hiring employees
- Cost analysis of online training vs. in-class instruction
C. Is your company ready to export?
- What organizational changes are necessary to export?
- Illustration: Company Readiness For Export Table
- Common mistakes you should avoid - and why . . . . . . . . . . . .
- Interim Quiz:
Evaluating Your Export Readiness
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III. |
COMMON MISTAKES YOU SHOULD AVOID - AND WHY:
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A. Companies have failed to export successfully because they:
- forgot about their customer's bottom line.
- lacked a firm commitment to export from management.
- did not develop a comprehensive export marketing plan.
- were careless in selecting overseas sales representatives.
- ignored exports when domestic sales were booming.
- chased export sales around the world haphazardly.
- treated their export staff as "second-class citizens".
- did not modify their products to meet foreign standards.
- failed to print product literature in foreign languages.
- did not consider EMCs, licensing or joint ventures.
- Interim Quiz:
Common Mistakes You Should Avoid
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IV. |
EXPORT PRODUCT IDENTIFICATION NUMBERS:
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A. Why you need export identification numbers
- Harmonized System (HS) Numbers
- Export Control Classification Number (ECCN)
- Interim Quiz:
Securing Export Product ID Numbers
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V. |
CONDUCT INTERNATIONAL MARKET RESEARCH:
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A. Introduction to international market research
- Primary international market research . . . . . . . . . . . . . . . . . .
- Secondary international market research
- Other methods of conducting global market research
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VI. |
3-PHASE APPROACH TO GLOBAL MARKET RESEARCH:
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A. Introduction to the Three-Phase Approach
- PHASE ONE: Identify twelve preliminary export markets
- PHASE TWO: Evaluate the twelve preliminary markets
- PHASE THREE: Select six initial export target markets
- Interim Quiz:
Conducting international market research
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VII. |
STUDY EXPORT DATA AND REPORTS ON THE INTERNET:
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A. Review export-related Web sites on the Internet, such as:
- U.S. Library of Congress Global Gateway
- Foreign Information by Country (University Libraries)
- TradeStats Express
- HLB International's "Doing Business In" Series
- IPAnet
- Organization of Economic Cooperation & Development (OECD)
- U. S. Department of Commerce (USDOC)
- U. S. Small Business Administration (SBA)
- Trade Information Center (TIC)
- Office of U. S. Trade Representative (USTR)
- Advocacy Center
- Phonebook of the World
- All the World's Maps
- Interim Quiz:
Export-related information on the Internet
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VIII. |
DETERMINE YOUR INTERNATIONAL STANDARDS:
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A. Need for World Harmonized Product Standards
B. ISO Product Standards Series
- Major benefits of ISO Series
- Sources of additional information on ISO Series
C. International Electrotechnical Commission (IEC)
D. International Organization for Standardization (ISO)
E. Primary American Standards Organization
- American National Standards Institute (ANSI)
F. Additional U. S. Product Standards Agencies
- National Institute of Standards and Technology (NIST)
- National Voluntary Laboratory Accreditation Program (NVLAP)
G. European Standards Organizations
- European Committee for Electrotechnical Standardization (CENELEC)
- European Telecommunications Standards Institute (ETSI)
- European Committee for Standardization (CEN)
- Additional Product Standards Organizations of EU Member Countries
- CE Mark
- Interim Quiz:
Determine international standards for your products
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IX. |
INVESTIGATE INTERNATIONAL TRADE AGREEMENTS:
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A. Major International Trade Agreements
- U. S. and Regional Trade Agreements
- Major Western Hemisphere Regional Trade Pacts
- North American Free Trade Agreement (NAFTA)
- U.S.- CAFTA-DR Free Trade Agreement
- Union of South American Nations (UNASUR
- World Trade Organization (WTO)
- European Union (EU)
- European Free Trade Area (EFTA)
- European Economic Area (EEA)
- East and Central Asian Markets (APEC and ASEAN)
- Interim Quiz:
Investigate international trade agreements
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X. |
FINAL COURSE EXAMINATION
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XI. |
ADDITIONAL FEATURES:
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A. Glossary of export terms used in this course
. . . . . . . . . . . .
B. Course reference and research sources
C. Instructor messaging for student questions
D. Updating of course information daily
Who should take this course? Sales and marketing executives, export consultants, export agents,
college educators, export trainers, government employees and entrepreneurs seeking a new career.
Available: Immediately. Completion time: 4 to 8 hours.
Tuition: $195.00 if ordered individually, or $146.25 if ordered as part
the Complete Package of six courses and certification examination.
To discuss educational discounts, volume pricing, licensing and re-labeling arrangements,
please contact the Export Institute at (952) 943-1505 or
http://www.exportinstitute.com.
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When you have completed these courses, you will be able to compete with
exporters anywhere in the world. Take the time to study our Website. It
includes course content, sample pages and other valuable export information.
Make as many copies as you like and contact us if you have questions.
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