DISCLOSURE, DISCLAIMER AND ACKNOWLEDGEMENTS

The International Import-Export Institute's Global Import-Export Desk Reference Handbook is

an attempt to assimilate the vast amount of practical knowledge available on international
trade into a single desk reference. Although at first glance, the Handbook may appear to be
written for the U.S. importer or exporter, it has been written with a global audience's concerns
in mind. To make the material readable, a single, medium-size fictitious company residing in
the U.S. was chosen as the focus of our discussion. It could just as easily have been a company
anywhere in the world.
We gratefully acknowledge the original effort put forth by the many sources from which we
obtained this information. The valuable assistance given from numerous individuals within the
U.S. Department of Commerces, U.S. Foreign Service, and International Trade Division is
priceless. We are also indebted to IIEI's Global Advisory Board and colleges and universities
worldwide for their meaningful contributions and to the Office of Foreign Affairs and
International Trade Canada and other governments for their assistance.
The information and data compiled in the Handbook was gathered from sources believed to be
authoritative and reliable. No responsibility is assumed or implied by the International ImportExport Institute, Dunlap-Stone University, U.S. Department of Commerce or any other
contributing organization as to the accuracy, completeness or factual representation contained
herein.
Keep in mind that this Handbook will continue to be a work-in-progress. Our staff is
constantly adding to and adjusting the content to keep it current and to meet the industrys
needs. Because of the monumental task of compiling the global input we receive, not all
sections of the Handbook are as complete as we would like. Future revisions, we hope, will
reflect the full global scope in all areas.
The Internet links (URL addresses) that are offered within this Handbook were checked for
accuracy, and at the time of publishing, were believed to be active and accurate. We take no
responsibility as to any Internet link's value, nor do we endorse any website - they are simply
offered as a convenience to those interested.
This Handbook may be reproduced by licensed and approved IIEI Approved
Providers at their discretion within the terms set forth in their agreement with
IIEI.

Table of Contents
Notes..1
Section One: PREFACE.2
Section One: 4
Preface
Getting Started
Section Organization

4
5
5

Section Two: INTRODUCTION..8

INTRODUCTION
GLOBALIZATION
EXPORTING
EXPORT PLAN
IMPORTING
TRADE AGREEMENTS
SECTION REFERENCES

10
10
11
14
16
17
18

Section Three: REACHING MARKETS20

REACHING MARKETS
IS YOUR COMPANY EXPORT READY?
THE OVERSEAS INQUIRY
THE OUTBOUND INQUIRY
PRODUCT EXPORT POTENTIAL
A Few Words About Your Marketing Plan
INTERNATIONAL MARKETING INFORMATION
ASSESSING MARKETS
Other Sources of Information
Commerce Export Assistance Programs
SECTION SUMMARY
SECTION RESOURCES

22
22
26
31
37
38
39
43
45
45
51
51

Section Four: EXPORT DISTRIBUTION52

EXPORT STRATEGY
EXPORT DISTRIBUTION
SECTION SUMMARY
SECTION REFERENCES

54
57
73
73

Section Five: EXPORT PRICING.74

SECTION SUMMARY
SECTION REFERENCES

87
87

Section Six: SHIPPING AND DOCUMENTATION.88

INTRODUCTION
CARGO INSURANCE
DOCUMENTATION
EXPORT PACKING
EXPORT LABELING
TRANSPORTATION

90
97
98
105
107
108

SECTION SUMMARY
SECTION REFERENCES

110
111

Section Eight: INTERNATIONAL LAW138

DUTIES & TAXES
INTERNATIONAL LAW
AGENCY AGREEMENTS
PATENTS AND LICENSING
EXPORT TAX INCENTIVES
FREE TRADE ZONES
REGULATIONS RELATED TO EXPORT OF CONTROLLED GOODS
SECTION SUMMARY
SECTION REFERENCES

138
140
141
143
148
151
152
152
152

Section Nine: BUSINESS TRAVEL153

WHY TRAVEL?
SECTION SUMMARY
SECTION REFERENCES

154
158
158

Section Ten: INTERNATIONAL TRADE TERMS.162

Index

219