EXTENSIVE INTERNATIONAL TRADE
RESOURCES
IN A ONE-STOP WEB PORTAL
Presented by
Maurice Kogon
Kogon Trade Consulting
mkogon@socal.rr.com 310-791-0991
www.tradecomplianceinstitute.org
El Camino College Business Training Center
Resources Needed at Stages 1 and 2
v  Stage 1: To Develop Export Capacity
Ø Diagnostic to assess export potential & readiness
Ø Guides/tutorials on how to export
Ø Trade reference guides & glossaries
Ø Directories of trade assistance organizations
v  Stage 2: To Develop Export Markets
Ø Statistics to identify best markets
Ø Best-market reports for specific industries
Ø Product-specific market surveys in target markets
Ø Guides on market entry strategy in target markets
Ø Services to find buyers/reps in target markets
Ø Services to market/promote in target markets
Resources Needed At Stages 3 & 4
v  Stage 3: To Make Export Sales & Get Paid
Ø Inquiry-response aids
Ø Price-quote aids
Ø Billing/invoicing aids
Ø Directories of export finance organizations
Ø Services to finance and insure exports
v  Stage 4A: To Comply with Trade Regulations
Ø Guides to U.S. and foreign trade regulations
Ø Guides to export documentation requirements
Ø Directories of trade attorneys
v  Stage 4B: To Deliver the Goods
Ø Guides to export logistics
Ø Directories of freight forwarders & carriers
Stage 1
Resources To Develop Export Capacity
v  Export Readiness Diagnostic (ERAS)
v  Guides/Tutorials on How to Export
Ø Maurice Kogon’s Export Start-Up Kit
Ø Export Guides & Export Tutorials
v Trade Reference Guides & Glossaries
Ø Commodity Coding Systems
Ø Trade Terminology
Ø Int’l Conversions & Other Handy References
v Directories of Trade Assistance Organizations
Ø U.S. Trade Assistance & Regulatory Agencies
Ø State & Local Trade Assistance Agencies
Stage 2
Resources To Develop Export Markets
2 A: Identify & Assess Best Markets
v Statistics to Identify Best Markets
Ø U.S. Export Statistics
Ø Foreign Import Statistics
Ø  World Economic & Demographic Data
v Guides/Reports to Assess Target Markets
Ø Intercultural Assessments
Ø Country Risk Assessments
Ø USCS Country Commercial Guides (CCGs)
Ø North America, South/Central America
Ø Western Europe, Russia/Eastern Europe
Ø Asia/Pacific, Africa/Middle East
v Market Surveys by Product/Country
Ø Manufactures & Food & Agriculture
Ø Services
Stage 2
Resources To Develop Export Markets
2 B: Market-Entry Planning
v Country-Related Entry Strategy
Ø  USCS Country Commercial Guides (Ch 2)
Ø  USCS Market Research Reports
Ø  Country Studies
Ø  Intercultural Market Research
v Product Entry Strategy in a Country
Ø  USCS Market Research Reports
Ø  FAS Commodities & Products Reports
Ø  FAS GAIN Reports (Ag Attache Reports)
Stage 2
Resources To Develop Export Markets
2 C: Find Foreign Buyers/Distributors
v  Directories of Foreign Importers
v  Trade Lead Systems
v  Major Project Leads
v  Maurice Kogon’s Exporting Basics
Ø Sample Distributor Letter (p.76)
Ø Sample Distributor Screening Aid (p.77)
Ø Model Distributor Agreement (p.94)
Stage 2
Resources To Develop Export Markets
2 D: Promotion To Attract Export Sales
v  Company Web Pages
v  Export Directories
v  Trade Show Directories
v  Worldwide Marketing Media
Stage 3
Resources To Make Sales & Get Paid
v  Sample Responses to Export Inquiries
Ø Maurice Kogon’s Exporting Basics (p. 110-112)
v  Price Quotation Aids
Ø  Exporting Basics (pp. 113-115)
v  INCOTERMS in Price Quotations
v  Assure Payment for Export Sales
Ø Export Finance Basics
Ø Pre-Export Working Capital
Ø Export Credit Insurance
Ø Buyer Financing
Stage 4 A
Resources For Regulatory Compliance
v  Regulatory Requirements
Ø ITCI Regulatory Database & Regulatory FAQs
Ø U.S. National Security Export Controls
Ø Other U.S. Export Regulations
Ø Foreign Trade Barriers by Country
Ø Import Duties by Country
v  Documentary Requirements
Ø Export Documentation Basics
Ø Sample Export Documents
Stage 4 B
Resources To Manage Transport & Logistics
v  Transportation & Logistics Basics
v  Transportation/Logistics Providers
v  Trade Logistics Tools
v  Cargo Insurance