Part I: Breaking into the Import/Export Business 7

Chapter 1: Introducing Import/Export 9

Chapter 2: Figuring Out Your Role in the Import/Export Business 19

Chapter 3: Rules and Regulations to Consider before You Get Started 35

Chapter 4: Organizing for Import and Export Operations 49

Part II: Selecting Products and Suppliers 67

Chapter 5: Selecting the Right Products 69

Chapter 6: Connecting with Overseas Suppliers for Your Imports 75

Chapter 7: Finding U.S. Suppliers for Your Exports 89

Part III: Identifying Your Target Market and Finding Customers 97

Chapter 8: Looking at Marketing 99

Chapter 9: Researching Export Markets 121

Chapter 10: Researching Import Markets 131

Chapter 11: Making Export Contacts and Finding Customers 141

Chapter 12: Locating Customers for Your Imports 153

Part IV: Completing the Transaction: International Trade Procedures and Regulations 163

Chapter 13: Making the Sale: Pricing, Quotes, and Shipping Terms 165

Chapter 14: Methods of Payment 173

Chapter 15: Packing and Shipping — with the Right Documentation 195

Chapter 16: Getting Your Goods: Customs Requirements and the Entry Process 211

Part V: The Part of Tens 233

Chapter 17: Ten Keys to Becoming a Successful Importer 235

Chapter 18: Ten Keys to Becoming a Successful Exporter 241

Part VI: Appendixes 247

Appendix A: Glossary 249

Appendix B: Resources 261

Appendix C: Distributor and Agency Agreement Outlines 295

Index 319