Breaking Into The Trade Game: A Small Business Guide This publication is the product of a private/public sector initiative between the U.S. Small Business Administration and AT&T. SBA's participation in this co-sponsorship activity does not constitute an expressed or implied endorsement of the co-sponsors' or participants' opinions, products or services (SBA Authorization Code #93-13-4924710-1). For more information on SBA's programs, call 1-800-U-ASK-SBA. Co-sponsored by the U.S. SMALL BUSINESS ADMINISTRATION AND AT&T Breaking Into The Trade Game: A Small Business Guide to Exporting was produced under the guidance of G. A. Chiaruttini, Deputy Director, Office of International Trade, U.S. Small Business Administration. Special recognition is given to the Editorial Staff of Colleen Allen, Catherine Funkhouser and Patricia Lefevre, Export Development Specialists, Office of International Trade. A special thanks to Sonja Katharina Satl who provided meticulous editorial support for this project. Kathy Parker and Sheldon Snook, Office of International Trade; Ray Williams, Regional International Trade Officer, Kansas City, Missouri; and Gene Brosterhous, International Trade Director, National SCORE Office, also provided additional editorial support. Developing Your International Business Plan was written at the Lake Michigan College Small Business Development Center (SBDC) and International Business Center. The materials and worksheets were adapted from the Oregon SBDC publication, "Your International Business Plan" at Portland Community College. The Lake Michigan College SBDC is partially funded under Cooperative Agreement No. SB-2M-00092-09 by the U.S. Small Business Administration. Layout and cover design by Signal Communications, Bethesda, Maryland. Breaking Into The Trade Game: A Small Business Guide to Exporting was produced by the U.S. Small Business Administration with the assistance of The Global Source, Inc. Introduction The U.S. Small Business Administration"s (SBA) Office of International Trade (OIT) developed this Trade Guide as an information tool to assist American business develop international markets. This Guide will help answer questions and take the mystery out of exporting. The United States government has committed enormous resources to help small businesses, like yours, reach overseas markets. Did you know that: . the U.S. Small Business Administration (SBA) employs 76 District International Trade Officers and 10 Regional International Trade Officers throughout the United States as well has a 10-person international trade staff in Washington, D.C.; . the SBA, through its Service Corps of Retired Executives (SCORE) program, oversees 850 volunteers with international trade experience to provide one-on-one counseling to active and new-to-export businesses; . the SBA made 348 loans nationally to exporters for more than $123 million in FY 1991 and 617 loans for more than $241 million in FY 1992; . the SBA supports over 900 Small Business Development Centers (SBDCs). Some SBDCs have designated international trade centers; all SBDCs provide export counseling, referral and/or training; . the SBA coordinates the Export Legal Assistance Network (ELAN), a nationwide group of international trade attorneys who provide free initial consultations to small businesses on export related matters; . the U.S. Department of Commerce (DOC) International Trade Administration (ITA) U.S. and Foreign Commercial Service (US&FCS) has 68 offices throughout the United States and 120 overseas posts, representing 95 percent of the world market for U.S. products and services; . the ITA in Washington, D.C. has industry-specific specialists monitoring export opportunities for U.S. products and services in every sector, from abrasive products to zippers; . the DOC sponsors 51 District Export Councils (DECs), comprised of nearly 1,700 business and trade experts available on a volunteer basis to help U.S. firms develop export strategies; . the DOC Minority Export Development Consultants Program supports more than 107 Minority Business Development Centers throughout the United States; . the U.S. Department of Agriculture (USDA) Foreign Agricultural Service (FAS) maintains a $30 million budget for export promotion of U.S. commodities through trade fairs and other activities; . like DOC, USDA has a large group of country specialists focusing on a range of products from oilseeds to poultry; . the Export-Import Bank of the United States (Eximbank) has trained specialists in 24 states and in Puerto Rico through its City/State program to provide export financing assistance to small businesses; . the Eximbank has financed over $11.3 billion of U.S. exports in 1991, with 18.4 percent of Eximbank's authorizations going to support small business exports? The SBA and a multitude of federal, state and local government agencies are ready to assist you in opening new avenues of opportunity in the international marketplace. With their help, and with the information contained in this guide, you will find that access to international markets is possible and profitable. Overview A SMALL BUSINESS EXPORT SUCCESS STORY Small businesses throughout the United States have gained international exposure and increased profits through exporting. Consider the case of Novi, Inc., a California-based business. Company President Michael Stoff tells his story: "In November of 1986, when I began my business venture, Novi, Inc., I knew that my Tune-Tote (a stereo system for bicycles) had the potential to be successful in international markets. Although I had no prior experience in this area, I began researching and collecting information on international markets. I was willing to learn, and by targeting key sources for information and guidance, I was able to penetrate international markets in a short period of time. One vital source I used from the beginning was SBA. Through SBA I was directed to a program that dealt specifically with business development -- the Service Corps of Retired Executives (SCORE). I was assigned an advisor who had run his own import/export business for 30 years. The services of SCORE are provided on a continual basis and are free. "As I began to pursue exporting, my first step was a thorough marketing evaluation. I targeted trade shows with a good presence of international buyers. I also went to DOC for counseling and information about the rules and regulations of exporting. I advertised my product in Commercial News USA, distributed through United States embassies to buyers worldwide. I utilized DOC's World Traders Data Reports to get background information on potential foreign buyers. As a result, I received 60-70 inquiries about Tune-Tote from around the world. Once I completed my research and evaluation of potential buyers, I decided which ones would be most suitable to market my product internationally. Then I decided to grant exclusive distributorship. In order to effectively communicate with my international customers, I invested in a fax. I chose a U.S. bank to handle international transactions. The bank also provided guidance on methods of payment and how best to receive and transmit money. This is essential know-how for anyone wanting to be successful in foreign markets." Michael Stoff knows about success in foreign markets. In just one year of exporting, sales topped $1 million and increased 40 percent in the second year of operations. Today, Novi, Inc. is a large distributor of wireless intercom systems which exports to over ten countries. Breaking Into The Trade Game: A Small Business Guide to Exporting can assist your company's international marketing efforts. This Guide highlights the export success stories of many small businesses. It is both a comprehensive how-to manual and reference book providing you with the contacts and resources to ease your entry into markets around the world. Part I: Becoming an Export Success Story takes you through the exporting process with stories of small businesses all around the United States that have found exporting to be an exciting and profitable way to expand their business. Chapter 1: Making the Export Decision includes an international business plan to assess your company's export readiness, business goals and commitment; Chapter 2: Identifying International Markets explains how to conduct foreign market research and the resources available to assist you; Chapter 3: Foreign Market Entry discusses methods of distributing your product abroad with an emphasis on exporting; Chapter 4: The Export Transaction details the steps involved in making trade happen, including setting prices, negotiating the sale and determining legal aspects of exporting; Chapter 5: Export Financing outlines government and private sector financing resources and methods of payment; Chapter 6: Transporting Goods Internationally focuses on moving goods overseas, including packaging and labelling; and Chapter 7: Strategic Alliances and Foreign Investment Opportunities explores other methods of market entry beyond exporting, such as joint ventures and off-shore manufacturing facilities. Part II: The Exporter's Directory is a comprehensive directory of contacts and information sources to assist you as you go global. PART I: BECOMING AN EXPORT SUCCESS STORY Chapter 1 Making the Export Decision Exporting is crucial to America's economic health. Increased exports mean business growth, and business growth means more jobs. Yet, only a small percentage of potential exporters take advantage of these opportunities. It is critical for U.S. businesses to think globally. Your decision to read this book indicates an interest in exporting. However, you may have discovered your company is already competing internationally -- foreign-owned companies are competing with you in your "domestic" markets. The division between domestic and international markets is becoming increasingly blurred. Your business cannot ignore international realities if you intend to maintain your market share and keep pace with your competitors. Making the export decision requires careful assessment of the advantages and disadvantages of expanding into new markets. Once the decision is made to export, an international business plan is essential. This chapter presents the advantages and disadvantages of exporting and offers a sample business plan. ADVANTAGES AND DISADVANTAGES OF EXPORTING Consider some of the specific advantages of exporting.Exporting can help your business: . enhance domestic competitiveness . increase sales and profits . gain global market share . reduce dependence on existing markets . exploit corporate technology and know-how . extend the sales potential of existing products . stabilize seasonal market fluctuations . enhance potential for corporate expansion . sell excess production capacity . gain information about foreign competition In comparison, there are certain disadvantages to exporting.Your business may be required to: . develop new promotional material . subordinate short-term profits to long-term gains . incur added administrative costs . allocate personnel for travel . wait longer for payments . modify your product or packaging . apply for additional financing . obtain special export licenses These disadvantages may justify a decision to forego exporting at the present time. For example, if your company's financial situation is weak, attempting to sell into foreign markets may be ill-timed. On the other hand, some companies have been successful selling abroad even before they have made any sales domestically: Landmark Systems of Vienna, Virginia, had virtually no domestic sales before it entered the European market. Landmark had developed a software program for IBM mainframe computers and located an independent distributor in Europe to represent their product. In their first year, 80 percent of their sales were attributed to exporting. In their second year, sales jumped from $100,000 to $1.4 million -- with 70 percent attributable to exports. As you can see, there are no hard-and-fast rules as to which businesses should export, and which should not. In the case of Landmark Systems mentioned above, a foreign distributor produced results before any significant domestic sales occurred. Landmark Systems' decision to export, like that of many other small business exporters featured in this guide, was based on careful planning. THE NEED FOR AN INTERNATIONAL BUSINESS PLAN Behind most export success stories is a plan. Whether formally written down, or sketched out informally at a meeting of your management team, an international business plan is an essential tool to properly evaluate all the factors that would affect your company's ability to go international. An international business plan should define your company's: . commitment to international trade; . export pricing strategy; . reason for exporting; . potential export markets and customers; . methods of foreign market entry; . exporting costs and projected revenues; . export financing alternatives; . legal requirements; . transportation method; and . overseas partnership and foreign investment capabilities. Creating an international business plan is important for defining your company's present status, internal goals and commitment, but is also required if you plan to seek export financing assistance. Preparing the plan in advance of making export loan requests from your bank can save time and money. Completing and analyzing an international business plan helps you anticipate future goals, assemble facts, identify constraints and create an action statement. It should also set forth specific objectives, an implementation timetable and milestones to gauge success. International Business Plan The purpose of the International Business Plan workbook is to prepare your business to enter the international marketplace. This workbook will serve as a step-by-step guide to lead you through the process of exporting your product to an international market. The workbook is divided into sections. Each section must be completed before you start the next section. After you have completed the entire workbook, you will be ready to develop an international business plan to export your product. Once the business plan is completed, an in-depth analysis of your readiness to export can be completed. PPRODUCTS/SERVICES STEP 1: Select the most exportable products to be offered internationally. To identify products with export potential for distribution internationally, you need to consider products that are successfully distributed in the domestic market. The product needs to fill a targeted need for the purchaser in export markets according to price, value to customer/country and market demand. What are the major products your business sells? 1. 2. 3. What products have the best potential for international trade? 1. 2. 3. STEP 2: Evaluate the products to be offered internationally. What makes your products unique for an overseas market? 1. 2. 3. Why will international buyers purchase the products from your company? 1. 2. 3. How much inventory will be necessary to sell overseas? 1. 2. 3. Exercise: IDENTIFYING PRODUCTS WITH EXPORT POTENTIAL List below the products you believe have export potential. Indicate the reasons you believe each product will be successful in the international marketplace. Products/Services Reasons for Export Success 1. 1. 2. 2. 3. 3. 4. 4. 5. 5. 6. 6. 7. 7. 8. 8. 9. 9. 10. 10. 11. 11. 12. 12. 13. 13. 14. 14. Decision Point: These products have export potential. YES NO PLANNING What is the purpose of completing this workbook? You know that you want to see your company grow through exporting. Five reasons it will be worth your time and effort: 1. Careful completion of this workbook will help evaluate your level of commitment to exporting. 2. The completed workbook can help you evaluate your product's potential for the international trade market. 3. The workbook gives you a tool to help you better manage your international business operations successfully. 4. The completed workbook will help you communicate your business ideas to persons outside your business and can be an excellent starting point for developing an international financing proposal. 5. Businesses managed are more successful when working from a business plan. Can't I hire someone to do this for me? No! Nobody will do your thinking or make decisions for you. This is your business. If the business plan is to be useful, it must reflect your ideas and efforts -- not those of an outsider. Why is planning so important? The planning process forces you to look at your future business operations and anticipate what will happen. This process better prepares you for the future and makes you more knowledgeable about your business. Planning is vital for marketing your product in an international marketplace. Any firm considering entering into international business transactions must understand that doing business internationally is not a simple task nor one for the faint of heart. It is stimulating and potentially profitable in the long-term but requires much preparation and research prior to the first transaction. In considering products for the international market, a business needs to be: 1. Successful in its present domestic operation. 2. Willing to commit its resources of time, people and capital to the program. Entry into the international market may take as long as two years to generate profit with cash outflow during that period. 3. Sensitive and aware of the cultural implications of doing business internationally. Developing a business plan helps you assess your present market situation, business goals, and commitment which will increase your opportunities for success. What's the bottom line for me if I do the plan? Research shows that small business failure rates among new businesses are significantly lower for new businesses that have developed a business plan. Isn't planning just for the big companies? Planning is important for any organization that wants to approach the future with a plan of action. The future comes whether you are prepared for it or not. A business plan helps you anticipate the future and make well-informed decisions because you have thought about the alternatives you will be facing. How often do I have to do this? A plan must be revised as needed, at least once a year. Planning is a continuous process. You will be surprised how much easier it is to develop a business plan after the first time. Plus, after a revision or two you will know more about your international business market opportunities to export products. GOAL SETTING Determining your business goals can be a very exciting and often challenging process. It is, however, a very important step in planning your entry into the international marketplace. The following exercise is intended to help you clarify your short and long-term business goals. STEP 1: Define long-term goals. A) What are your long-term goals for this business in the next 5 years? Examples: increase export sales by ___% annually; develop country cultural profiles. B) How will the international trade market help you reach your long-term goals? STEP 2: Define short-term goals. A) For your international business, what are your first year goals? Examples: attend export seminars, select a freight forwarder. B) What are your two-year goals for your international business products/services? STEP 3: Develop an action plan to reach your short-term goals by using international trade. INDUSTRY ANALYSIS STEP 1: Determine your industry's growth for the next 3 years. Talk to people in the same business or industry, research industry-specific magazines, attend trade fairs and seminars. STEP 2: Research how competitive your industry is in the global markets. Utilize the National Trade Data Bank (NTDB), obtain import/export statistics from the Bureau of the Census, and contact the U.S. Small Business Administration (SBA) or the U.S. Department of Commerce (DOC) district office in your area. STEP 3: Find out your industry's future growth in the international market. Contact the SBA or the U.S. Foreign & Commercial Service (US & FCS) district office and contact a DOC country or industry desk in Washington, D.C. STEP 4: Research federal or state government market studies that have been conducted on your industry's potential international markets. Contact SBA, your state international trade office, a DOC country or industry desk in Washington, D.C. STEP 5: Find export data available on your industry. Contact your SBA or DOC district office. YOUR BUSINESS/COMPANY ANALYSIS STEP 1: Why is your business successful in the domestic market? What's your growth rate? STEP 2: What products do you feel have export potential? STEP 3: What are the competitive advantages of your products or business over other domestic and international businesses? PROS AND CONS OF MARKET EXPANSION Brainstorm a list of pros and cons for expanding your market internationally. Based on your product and market knowledge, determine your probability of success in the international market. Industry/Product: Pros Cons 1. 1. 2. 2. 3. 3. 4. 4. 5. 5. 6. 6. 7. 7. 8. 8. 9. 9. 10. 10. 11. 11. 12. 12. PROBABILITY OF SUCCESS 0% 25% 50% 75% 100% MARKETING YOUR PRODUCT Given the market potential for your products in international markets, how is your product unique? 1. What are your product's advantages? 2. What are your product's disadvantages? 3. What are the competitive product's advantages? 4. What are the competitive product's disadvantages? What are the needs that will be filled by your product in a foreign market? What competitive products are sold abroad and to whom? How complex is your product? What skills or special training are required to: 1. Install your product? 2. Use your product? 3. Maintain your product? 4. Service your product? What options and accessories are available? 1. Has an aftermarket been developed for your product? 2. What other equipment does the buyer need to use your product? 3. What complementary goods does your product require? If your product is an industrial good: 1. What firms are likely to use it? 2. What is the useful life of your product? 3. Is use or life affected by climate? If so, how? 4. Will geography affect product purchase, for example transportation problems? 5. Will the product be restricted abroad, for example tariffs, quotas or non-tariff barriers? If the product is a consumer good: 1. Who will consume it? How frequently will the product be bought? 2. Is consumption affected by climate? 3. Is consumption affected by geography, for example transportation problems? 4. Will the product be restricted abroad for example tariffs, quotas or non-tariff barriers? 5. Does your product conflict with traditions, habits or beliefs of customers abroad? STEP 1: Select the best countries to market your product. The U.S. Small Business Administration and the United States and Foreign Commercial Service may be of assistance in providing product market analysis. Since the number of world markets to be considered by a company is very large, it is neither possible nor advisable to research them all. Thus, your firm's time and money are spent most efficiently by using a sequential screening process. The first step in this sequential screening process for the company is to select the more attractive countries for your product. Preliminary screening involves defining the physical, political, economic and cultural environment. Rate the following market factors in each category. (1) Select 2 countries you think have the best marketpotential for your product; (2) Review the market factors for each country; (3) Research data/information for each country; (4) Rate each factor on a scale of 1-5 with 5 being thebest; and (5) Select a target market country based on your ratings MARKET FACTOR ASSESSMENT COUNTRY/RATING COUNTRY/RATING Demographic/Physical Environment: . Population size, growth, density . Urban and rural distribution . Climate and weather variations . Shipping distance . Product-significant demographics . Physical distribution and communication network . Natural resources Political Environment: . System of government . Political stability and continuity . Ideological orientation . Government involvement in business . Attitudes toward foreign business (trade restrictions, tariffs, non-tariff barriers, bilateral trade agreements) . National economic and developmental priorities MARKET FACTOR ASSESSMENT COUNTRY/RATING COUNTRY/RATING Economic Environment: . Overall level of development . Economic growth: GNP, industrial sector . Role of foreign trade in the economy . Currency: inflation rate, availability, controls, stability of exchange rate . Balance of payments . Per capita income and distribution . Disposable income and expenditure patterns Social/Cultural Environment: . Literacy rate, educational level . Existence of middle class . Similarities and differences in relation to home market . Language and other cultural considerations Market Access: . Limitations on trade: high tariff levels, quotas . Documentation and import regulations . Local standards, practices, and other non-tariff barriers . Patents and trademark protection . Preferential treaties . Legal considerations for investment, taxation, repatriation, employment, code of laws Product Potential: . Customer needs and desires . Local production, imports, consumption . Exposure to and acceptance of product . Availability of linking products . Industry-specific key indicators of demand . Attitudes toward products of foreign origin . Competitive offerings MARKET FACTOR ASSESSMENT COUNTRY/RATING COUNTRY/RATING Local Distribution and Production: . Availability of intermediaries . Regional and local transportation facilities . Availability of manpower . Conditions for local manufacture Indicators of population, income levels and consumption patterns should be considered. In addition, statistics on local production trends, along with imports and exports of the product category, are helpful for assessing industry market potential. Often, an industry will have a few key indicators or measures that will help them determine the industry strength and demand within an international market. A manufacturer of medical equipment, for example, may use the number of hospital beds, the number of surgeries and public expenditures for health care as indicators to assess the potential for its products. What are the projected growth rates for the two countries selected over the next 3-5 years? STEP 2: Determine Projected Sales Levels What is your present U.S. market percentage? What are the projected sales for similar products in your chosen international markets for the coming year? What sales volume will you project for your products in these international markets for the coming year? What is the projected growth in these international markets over the next five years? STEP 3: Identify Customers Within Your Chosen Markets What companies, agents or distributors have purchased similar products? What companies, agents or distributors have made recent requests for information on similar products? What companies, agents or distributors would most likely be prospective customers for your export products? STEP 4: Determine Method Of Exporting How do other U.S. firms sell in the markets you have chosen? Will you sell direct to the customer? 1. Who will represent your firm? 2. Who will service the customers needs? STEP 5: Building A Distributor or Agent Relationship Will you appoint an agent or distributor to handle your export market? 1. What facilities does the agent or distributor need to service the market? 2. What type of client should your agent or distributor be familiar with in order to sell your product? 3. What territory should the agent or distributor cover? 4. What financial strength should the agent or distributor have? 5. What other competitive or non-competitive lines are acceptable or not acceptable for the agent or distributor to carry? 6. How many sales representatives does the agent or distributor need and how often will they cover the territory? Will you use an export management company to do your marketing and distribution for you? YES NO If yes, have you developed an acceptable sales and marketing plan with realistic goals you can agree to? YES NO Comments: SUPPORT FUNCTIONS To achieve efficient sales offerings to buyers in the targeted markets, several concerns regarding products, literature and customer relations should be addressed. STEP 1: Identify product concerns. Can the potential buyer see a functioning model or sample of your product that is substantially the same as would be received from production? YES NO Comments: What product labeling requirements must be met? (Metric measurements, AC or DC electrical, voltage, etc.) Keep in mind that the European Community now requires 3 languages on all new packaging. When and how can product conversion requirements be obtained? Can product be delivered on time as ordered? YES NO Comments: STEP 2: Identify literature concerns. If required, will you have literature in language other than English? YES NO Do you need a product literature translator to handle the technical language? YES NO What special concerns should be addressed in sales literature to ensure quality and informative representation of your product? STEP 3: Identify customer relations concerns. What is delivery time and method of shipment? What are payment terms? What are the warranty terms? Who will service the product when needed? How will you communicate with your customer? . . . through a local agent, telex or fax? Are you prepared to give the same order and delivery preference to your international customers that you give to your domestic customers? YES NO MARKETING STRATEGY In international sales, the chosen "terms of sale" are most important. Where should you make the product available at your plant: at the port of exit, landed at the port of importation or delivered free and clear to the customer's door? The answer to this question involves determining what the market requires, and how much risk you are willing to take. Pricing strategy depends on "terms of sale" and also considers value-added services of bringing the product to the international market. STEP 1: Define International Pricing Strategy. How do you calculate the price for each product? What factors have you considered in setting prices? Which products' sales are very sensitive to price changes? How important is pricing in your overall marketing strategy? What are your discount policies? What terms of sales are best for your export product? STEP 2: Define promotional strategy What advertising materials will you use? What trade shows or trade missions will you participate in, if any? What time of year and how often will foreign travel be made to customer markets? STEP 3: Define customer services What special customer services do you offer? What types of payment options do you offer? How do you handle merchandise that customers return? SALES FORECAST Forecasting sales of your product is the starting point for your financial projections. The sales forecast is extremely important, so it is important you use realistic estimates. Remember that sales forecasts show the expected time the sale is made. Actual cash flow will be impacted by delivery date and payment terms. Step 1: Fill in the units-sold line for markets 1, 2, and 3 for each year on the following worksheet. Step 2: Fill in the sales price per unit for products sold in markets 1, 2 and 3. Step 3: Calculate the total sales for each of the different markets (units sold x sales price per unit). Step 4: Calculate the sales (all markets) for each year - add down the columns. Step 5: Calculate the five year total sales for each market - add across the rows. SALES FORECASTS - FIRST FIVE YEARS 1 2 3 4 5 Market 1 Units Sold Sale Price/Unit Total Sales Market 2 Units Sold Sale Price/Unit Total Sales Market 3 Units Sold Sale Price/Unit Total Sales Total Sales All Markets COST OF GOODS SOLD The cost of goods sold internationally is partially determined by pricing strategies and terms of sale. To ascertain the costs associated with the different terms of sale, it will be necessary to consult an international freight forwarder. For example, a typical term of sale offered by a U.S. exporter is cost, insurance and freight (CIF) port of destination. Your price includes all the costs to move product to the port of destination. A typical cost work sheet will include some of the following factors. These costs are in addition to the material and labor used in the manufacture of your product. export packing forwarding container loading documentation inland freight consular legalization truck/rail unloading bank documentation wharfage dispatch handling bank collection fees terminal charges cargo insurance ocean freight other misc. bunker surcharge telex courier mail To complete this worksheet, you will need to use data from the sales forecast. Certain costs related to your terms of sale may also have to be considered. Step 1: Fill in the units-sold line for market 1, 2, and 3 for each year. Step 2: Fill in the cost per unit for products sold in markets 1, 2, and 3. Step 3: Calculate the total cost for each of the products - (units sold x cost per unit). Step 4: Calculate the cost of goods sold - all products for each year - add down the columns. Step 5: Calculate the five-year cost of goods for each market - add across the rows. COST OF GOODS SOLD - FIRST FIVE YEARS 1 2 3 4 5 Market 1 Units Sold Sale Price/Unit Total Cost Market 2 Units Sold Sale Price/Unit Total Cost Market 3 Units Sold Sale Price/Unit Total Cost Cost of Goods Sold All Markets INTERNATIONAL OVERHEAD EXPENSES To determine overhead costs for your export products, you should be certain to include costs that pertain only to international marketing efforts. For example, costs for domestic advertising of service that do not pertain to the international market should not be included. Examples of most typical expense categories for an export business are listed on the next page. Some of these expenses will be first year start-up expenses, and others will occur every year. Step 1: Review the expenses listed on the next page. These are expenses that will be incurred because of your international business. There may be other expense categories not listed -- list them under "other expenses." Step 2: Estimate your cost for each expense category. Step 3: Estimate any domestic marketing expense included that is not applicable to international sales. Step 4: Calculate the total for your international overhead expenses. EXPENSE COST Market 1 Market 2 Market 3 Total Yr 1 Legal Fees Accounting Fees Promotional Material Travel Communication Equip/Telex Advertising Allowances Promotional Expenses (e.g., trade shows, etc.) Other Expenses Total Expenses Less Domestic Expenses Included Above, if any Total International Start-up Expenses PROJECTED INCOME STATEMENT - YEAR 1 to 5, ALL MARKETS You are now ready to assemble the data for your projected income statement. This statement will calculate your net profit or net loss (before income taxes) for each year. Step 1: Fill in the sales for each year. You already estimated these figures; just recopy them on the work sheet. Step 2: Fill in the cost of goods sold for each year. You already estimated these figures, just recopy on the work sheet. Step 3: Calculate the Gross Margin for each year (Sales minus Cost of Goods Sold). Step 4: Calculate the Total Operating Expenses for each year. Step 5: Calculate the Net Profit or Net Loss (Before Income Taxes) for each year (Gross Margin minus Total Operating Expenses). PROJECTED INCOME STATEMENT - YEAR 1 to 5, ALL MARKETS 1 2 3 4 5 International Sales Cost of Goods Sold Gross Margin International Operating Expenses: Legal Accounting Advertising Travel Trade shows Promotional Material Supplies Communication Equipment Interest Insurance Other Total International Operating Expenses BREAK-EVEN ANALYSIS The break-even is the level of sales at which your total sales exactly covers your total costs and operating expenses. This level of sales is called the Break-Even Point Sales Level (BEP sales). In other words, at the BEP sales level, you will make a zero profit. If you sell more than the BEP sales level, you will make a net profit. If you sell less than the BEP sales level, you will have a net loss. The worksheet will calculate your BEP sales level for any year of operations. The steps listed below will assume that you are calculating the BEP sales level for Year 1. Step 1: Fill in your Total Sales, Total Cost of Goods Sold, and Total Gross Margin for Year 1 on the following page. Step 2: Calculate the Gross Margin percent using the formula which is given on the work sheet. The Gross Margin percent tells you what percentage of each dollar of sales results in Gross Margin. Step 3: Fill in the Total Operating Expenses for Year 1. Step 4: Calculate the BEP sales level using the formula which is given. Your need to reach this level of sales just to break even. Note: In addition to a break-even analysis, it is highly recommended that a profit and loss statement be generated for the first few actual international transactions. Since there are a great number of variables relating to costs of goods, real transactions are required to establish actual profitability and minimize the risk of losses. STEP 1: Total Sales $ Total Cost of Goods Sold $ Total Gross Margin $ STEP 2: Total Gross Margin $ Gross Margin % $ Total Sales $ Gross Margin % = 0. (Leave the Gross Margin $ in a decimal format. The format is 0.347 - not 34.7%). STEP 3: Total Operating Expenses $ STEP 4: Total Operating Expenses $ BEP Sales Level $ Gross Margin % $ BEP Sales Level $ TIMETABLE This is a worksheet that you will need to work on periodically as you progress in the workbook. The purpose is to ensure that key tasks are identified and completed to increase the success of your international business. STEP 1: Identify key activities By reviewing other portions of your business plan, compile a list of tasks that are vital to the successful operation of your business. Be sure to include travel to your chosen market as applicable. STEP 2: Assign responsibility for each activity For each identified activity, assign one person primary responsibility for the completion of that activity. STEP 3: Determine scheduled start date For each activity determine the date when work will begin. You should consider how the activity fits into your overall plan as well as the availability of the person responsible. STEP 4: Determine scheduled finish date For each activity determine when the activity must be completed. ACTION PLAN PROJECT/TASK PERSON START DATE/FINISH DATE SUMMARY STEP 1: Verify completion of previous pages. You should have finished all the other sections in the workbook before continuing any further. STEP 2: Identify your business plan audience. What type of person are you intending to satisfy with this business plan? The summary should briefly address all the major issues that are important to this person. Keep in mind that this page will probably be the first read by this person. It is extremely important the summary be brief yet contain the information most important to the reader. This section should make the reader want to read the rest of your plan. STEP 3: Write a one-page summary. You will now need to write no more than a page summarizing all the previous work sheets you have completed. Determine which sections are going to be most interesting to your reader. Write one to three sentences that summarize each of the important sections. These sentences should appear in the order of the sections of your business plan. The sentences must fit together to form a summary and not appear to be a group of loosely related thoughts. You may want to have several different summaries, depending on who will read the business plan. INTERNATIONAL BUSINESS PLAN SUMMARY: PREPARING AN EXPORT PRICE QUOTATION Setting proper export prices is crucial to a successful international sales program; prices must be high enough to generate a reasonable profit, yet low enough to be competitive in overseas markets. Basic pricing criteria - costs, market demand, and competition - are the same for domestic and foreign sales. However, a thorough analysis of all cost factors going into a cost, insurance and freight (CIF) quotation may result in prices that are different from domestic ones. "Marginal cost" pricing is the most realistic and frequently used pricing method. Based on a calculation of incremental costs, this method considers the direct out-of-pocket expenses of producing and selling products for export as a floor beneath which prices cannot be set without incurring a loss. There are important principles that should be followed when pricing a product for export, summarized below. COST FACTORS In calculating an export price, be sure to take into account all the cost factors for which you, the exporter, are liable. 1. Calculate direct materials and labor costs involved in producing the goods for export. 2. Calculate your factory overhead costs, prorating the amount of overhead chargeable to your proposed export order. 3. Deduct any charges not attributable to the export operation (i.e., domestic marketing costs, domestic legal expenses), especially if export sales represent only a small part of total sales. 4. Add in the other out-of-pocket expenses directly tied to the export sales, such as: travel expenses catalogs, slide shows, video presentations promotional material export advertising commissions transportation expenses packing materials legal expenses* office supplies* patent and trademark fees* communications* taxes* rent* insurance* interest* provision for bad debts market research credit checks translation costs product modification consultant fees freight forwarder fees *These items will typically represent the cost of the total operation, so be sure to prorate these to reflect only the cost of producing the goods for export. 5. Allow yourself a realistic price margin for unforeseen costs, unavoidable risks, and simple mistakes that are common in any new undertaking. 6. Also allow yourself a realistic profit or mark-up. OTHER FACTORS TO CONSIDER Market Demand - As in the domestic market, product demand is the key to setting prices in a foreign market. What will the market bear for a specific product or service? What will the estimated consumer price for your product be in each foreign market? If your prices seem out of line, try some simple product modifications to reduce the selling price, such as simplification of technology or alteration of product size to conform to local market norms. Also keep in mind that currency valuations alter the affordability of goods. A good pricing strategy should accommodate fluctuations in currency. Competition - As in the domestic market, few exporters are free to set prices without carefully evaluating their competitor's pricing policies. The situation is further complicated by the need to evaluate the competition's prices in each foreign market an exporter intends to enter. In a foreign market that is serviced by many competitors, an exporter may have little choice but to match the going price or even go below it to establish a market share. If, however, the exporter's product or service is new to a particular foreign market, it may be possible to set a higher price than normally charged domestically. QUOTE PREPARATION An Export Costing Worksheet that may guide you in preparing export price quotations follows. EXPORT COSTING WORKSHEET Reference Information 1. Our Reference 2. Customer Reference Customer Information: 3. Name 5. Cable Address 4. Address 6. Telex No. 7. Fax No. Product Information: SIC Code: 8. Product 9. No. of Units 10. Net Weight (unit) 11. Gross Weight 12. Dimensions ___ x___ x___ 13. Cubic Measure ____(sq.in.) 14. Total Measure 15. H.S. No. Product Charges: 16. Price (or cost) per unit ______ x units _____Total__________ 17. Profit (or markup) 18. Sales Commissions 19. FOB FACTORY PRICE Fees-Packing, Marking, Inland Freight: 20. Freight Forwarder 21. Financing Costs 22. Other charges 23. Export Packing 24. Labeling/Marking 25. Inland Freight to 26. Other charges (identify) 27. FOB, PORT CITY PRICE (EXPORT PACKED) Port Charges/Document 28. Unloading (heavy lift) 29. Terminal 30. Other (identify) 31. Consular Document (if required) 32. Certificate of Origin (if required) 33. Export License (if required) 34. FAS VESSEL (OR AIRPLANE) PRICE Freight 35. Based on ________ weight _________ measure 36. Ocean ___________ Air ____________ 37. On Deck _________ Under Deck _____ 38. Rate ____________ Minimum ________ Amount _________ Insurance 39. Coverage required _________________ 40. Basis ___________ Rate____________ Amount _________ 41. CIF, PORT OF DESTINATION PRICE WORKSHEET EXPORT PROGRAMS & SERVICES This worksheet helps you identify organizational resources that can provide programs and services to assist you in developing your international business plan and increase your export sales. ORGANIZATIONS _________________________________________________________________ SERVICES SBA USDOC SBDC Trade University World Office Office Assoc CommCollege Trade Ctr _________________________________________________________________ Readiness to Export Assessment _________________________________________________________________ Market Research Studies _________________________________________________________________ Counseling _________________________________________________________________ Training Seminars _________________________________________________________________ Education Programs _________________________________________________________________ Publications _________________________________________________________________ Export Guides _________________________________________________________________ DataBanks _________________________________________________________________ Trade Shows _________________________________________________________________ Financing _________________________________________________________________ Chapter 2 Identifying International Markets To succeed in exporting, you must first identify the most profitable international markets for your products or services. Without proper guidance and assistance, however, this process can be time consuming and costly -- particularly for a small business. The U.S. federal government, state governments, trade associations, exporters' associations and foreign governments offer low-cost and easily accessible resources to simplify and speed your foreign market research. This chapter describes those resources and how to use them. FEDERAL GOVERNMENT RESOURCES Many government programs and staff are dedicated to helping you, the small business owner, assess whether your product or service is ready to compete in a foreign market. The U.S. Small Business Administration Many new-to-export small firms have found the counseling services provided by the SBA's Service Corps of Retired Executives (SCORE) particularly helpful. Through your local SBA District office, you can gain access to more than 850 SCORE volunteers with experience in international trade. "Our SCORE counselor is really like a big brother to us and our company," says Jim Hadzicki, Vice-President of San Diego-based Revolution Kites, a recreational kite manufacturer. Exports now account for 24 percent of their sales in just three years. "I recently went on a trip to Tokyo to line up a distributorship. Our SCORE counselor helped me list our objectives, what I was to do and ask about and even told me what gift I should take to the Japanese representative," says Hadzicki. Two other SBA-sponsored programs are available to small businesses needing management and export advice: Small Business Development Centers and Small Business Institutes affiliated with colleges and universities throughout the United States: Small Business Development Centers (SBDCs) offer counseling, training and research assistance on all aspects of small business management. The Small Business Institute (SBI) program provides small business owners with intensive management counselling from qualified business students who are supervised by faculty. SBIs provide advice on a wide range of management challenges facing small businesses -- including finding the best foreign markets for particular products or services. The U.S. Department of Commerce The U.S. Department of Commerce's (DOC) International Trade Administration (ITA) is a valuable source of advice and information. In ITA offices throughout the country international trade specialists can help you locate the best foreign markets for your products. Oklahoma exporter OK-1 Manufacturing Co. has found the foreign market research available through the ITA extremely useful: "The Oklahoma District ITA office prepared a market research study to determine whether we should export our fitness accessory items to Japan," says Sherry Teigen, OK-1 Manufacturing Co. export manager. Today, the company exports to Japan in addition to 20 other countries. Since it began exporting, the company staff has grown by 75 and Sherry's husband, OK-1's President, Roger Teigen, won the 1991 SBA Exporter of the Year award. District Export Councils (DECs) are another useful ITA-sponsored resource. The 51 District Export Councils located around the United States are comprised of 1,800 executives with experience in international trade who volunteer to help small businesses export. Council members come from banks, manufacturing companies, law offices, trade associations, state and local agencies and educational institutions. They draw upon their experience to encourage, educate, counsel and guide potential, new and seasoned exporters in their individual marketing needs. The United States and Foreign Commercial Service (US&FCS) helps U.S. firms compete more effectively in the global marketplace with trade specialists in 69 United States cities and 70 countries worldwide. US&FCS offices provide information on foreign markets, agent/distributor location services, trade leads and counseling on business opportunities, trade barriers and prospects abroad. The United States Department of Agriculture If you have an agricultural product, you should investigate the U.S. Department of Agriculture's (USDA) Foreign Agricultural Service (FAS). With posts in 80 embassies and consulates worldwide, the FAS can obtain specific overseas market information for your product. The FAS also maintains sector specialists in the United States to monitor foreign markets for specific U.S. agricultural products. Most state commerce and economic development offices have international trade specialists to assist you. Many states have trade offices in overseas markets. Dial Tool and Manufacturing of Franklin Park, Illinois, found the Illinois State office in Hong Kong very helpful: After visiting the Illinois State office in Hong Kong, Dial Tool and Manufacturing President Steve Pagliuzza reports that he was able to sign on sales reps for his company's metal stamping equipment: "My state office in Hong Kong gave me several names of potential reps. We eventually signed them on and are now successfully exporting to Asia, in addition to Europe, Canada and Mexico. In four years, 15-20 percent of our sales now come from exporting." Port Authorities are a wealth of export information. Although traditionally associated with transportation services, many port authorities around the country have expanded their services to provide export training programs and foreign-marketing research assistance. For example, the New York-New Jersey Port Authority provides extensive services to exporters including XPORT, a full-service export trading company. PRIVATE SECTOR RESOURCES In addition to government-supported resources, private sector organizations can also provide invaluable assistance. Exporters' Associations World Trade Centers, import-export clubs and organizations such as the American Association of Exporters and Importers and the Small Business Exporter's Association can aid in your foreign market research. Trade Associations The National Federation of International Trade Associations lists over 150 organizations in the U.S. to help new-to-export small businesses enter international markets. Many of these associations maintain libraries, databanks and established relationships with foreign governments to assist in your exporting efforts. More than 5,000 trade and professional associations currently operate in the United States; many actively promote international trade activities for their members. The Telecommunications Industry Association is just one association which leads frequent overseas trade missions and monitors the pulse of foreign market conditions around the globe. Whatever your product or service, a trade association probably exists that can help you obtain information on domestic and foreign markets. Chambers of Commerce, particularly state chambers, or chambers located in major industrial areas, often employ international trade specialists who gather information on markets abroad. HOW TO GATHER FOREIGN MARKET RESEARCH Now that you know where to begin your research, you should next identify the most profitable foreign markets for your products or services. You will need to: . classify your product; . find countries with the largest and fastest growing markets for your product; . determine which foreign markets will be the most penetrable; . define and narrow those export markets you intend to pursue; . talk to U.S. customers doing business internationally; . research export efforts of U.S. competitors. Classifying your product The Standard Industrial Classification (SIC) code is the system by which the United States government classifies its goods and services. Knowing the proper code for your product or service can be useful in collecting and analyzing data available in the United States. Data originating from outside the United States -- or information available from international organizations -- are organized under the Standard International Trade Classification (SITC) system, which may assign a different code to your product or service. Another method of classifying products for export is the Harmonized System (HS). Knowing the HS classification number, the SIC and the SITC codes for your product is essential to obtaining domestic and international trade and tariff information. DOC and USDA trade specialists can assist in identifying the codes for your products. The United States Bureau of the Census (USBC) can help identify the HS number for your product. Finding countries with the largest and fastest growing markets for your product At this stage of your research, you should consider where your domestic competitors are exporting. Trade associations can often provide data on where companies in a particular industry sector are exporting their products. The three largest markets for U.S. products are Canada, Japan and Mexico. Yet these countries may not be the largest markets for your product. Three key United States government databases can identify those countries which represent significant export potential for your product: SBA's Automated Trade Locator Assistance System (SBAtlas), Foreign Trade Report FT925 and the U.S. Department of Commerce's National Trade Data Bank (NTDB). SBA's Automated Trade Locator Assistance System (SBAtlas) is offered only by the U.S. Small Business Administration and provides current market information to SBA clients on world markets suitable for their products and services. This valuable research tool supplies small business exporters with information about where their products are being bought and sold and which countries offer the largest markets. The Country Reports detail products imported and exported by various foreign nations. Data are supplied by the DOC's USBC and member nations of the United Nations. This information can be obtained through a SCORE counselor at the SBA District and Regional Offices and at SBDCs and SBIs. This service is free to requesting small businesses. Foreign Trade Report FT925 gives a monthly country-specific breakdown of imports and exports by SITC number. Available by subscription from the Government Printing Office, the FT925 can also be obtained through DOC ITA offices. The National Trade Data Bank (NTDB) contains more than 100,000 U.S. government documents on export promotion and international economic information. With the NTDB, you can conduct databank searches on country and product information. NTDB can be purchased by subscription and used with a CD-ROM reader, or can be used at Federal libraries throughout the United States. DOC ITA offices will also conduct specific NTDB searches to meet your foreign market research needs. Once you learn which are the largest markets for your products, determine which are the fastest growing markets. Find out what demographic patterns and cultural considerations will affect your market penetration. Several publications provide geographic and demographic statistical information pertinent to your product: The World Factbook, produced by the Central Intelligence Agency; World Population, published by DOC's USBC; The World Bank Atlas, available from the World Bank; and the International Trade Statistics Yearbook of the United Nations. Volume Two of this U.N. publication (available at many libraries) lists international demand for commodities over a five-year period. DETERMINING THE MOST PENETRABLE MARKETS Once you have defined and narrowed a few prospective foreign markets for your product, you will need to examine them in detail. At this stage you should ask the following questions: . how does the quality of your product or service compare with that of goods already available in your target foreign markets? . is your price competitive in the markets you are considering? . who are your major customers? Answering these questions may seem overwhelming at first, but many resources are available to help you select which foreign markets are most conducive to selling your product. The DOC's ITA can link you with specific foreign markets. ITA offices are part of the US&FCS and communicate directly with FCS officers working in United States Embassies worldwide. FCS staff and in-country market research firms produce in-depth reports on selected products and industries that can answer many of your questions regarding foreign market penetration. One small business exporter who regularly uses foreign market information obtained through the DOC's US&FCS is Fabri-Quilt Inc. of North Kansas City, Missouri. According to Fabri-Quilt President Lionel Kunst, "When I decide to enter a foreign market, the Commerce Department ITA office in Missouri sends information on my company to the Foreign Commercial Service Officer in the country where I want to export. They send me back information on that particular country and even make appointments for me when I decide to visit the market myself." Of the product line Fabri-Quilt exports, 25 percent of their sales can be attributed to exporting. You can also order a comparison shopping service report through ITA district offices. The report is a low-cost way to conduct research without having to leave the United States. SBA's and DOC's Export Legal Assistance Network (ELAN) provides new exporters with answers to their initial legal questions. Local attorneys volunteer, on a one-time basis, to counsel small businesses to address their export-related legal questions. These attorneys can address questions pertaining to contract negotiations, licensing, credit collections procedures and documentation. There is no charge for this one-time service, available through SBA or DOC district offices. Trade Opportunities Program (TOPs) of the DOC can furnish U.S. small businesses with trade leads from foreign companies that want to buy or represent their products or services. These trade leads are available in both electronic or printed form from the DOC. Participating companies must pay a modest fee to gain access to this service. Other important issues about the target foreign markets you should explore are: . political risk considerations, . the cultural environment, and . whether any product modifications, such as packaging or labelling, will make the product more "exportable." One U.S. poultry producer discovered it had to modify its product to make it more palatable to Japanese consumers: Atlanta-based Gold Kist Inc. found that, to be successful in Japan, they needed to cut and package their chicken parts to meet Japanese consumer preferences. That change required substantial modification in Gold Kist's operations. The alteration paid off: Gold Kist's Don Sands reports, "In 1988, we shipped 5.3 million pounds of poultry to Japan, 9 million in 1989 and 12 million in 1990." Identifying market-specific issues is easily accomplished by contacting foreign government representatives in the United States. Commercial posts of foreign governments located within embassies and consulates can assist you in obtaining specific market and product information. American Chambers of Commerce (AmChams) abroad can also be an invaluable resource. As affiliates of the United States Chamber of Commerce, 61 AmChams, located in 55 countries, collect and disseminate extensive information on foreign markets. While membership fees are usually required, the small investment can be worth it for the information received. Another fundamental question to ask country-specific experts is what market barriers, such as tariffs or import restrictions (sometimes referred to as non-tariff barriers), exist for your product? Specialists at U.S. Trade Representative (USTR) should be consulted on trade barriers. Tariffs are taxes imposed on imported goods. In many cases, tariffs raise the price of imported goods to the level of domestic goods. Often tariffs become barriers to imported products because the amount of tax imposed makes it impossible for exporters to profitably sell their products in foreign markets. Non-tariff barriers are laws or regulations that a country enacts to protect domestic industries against foreign competition. Such non-tariff barriers may include subsidies for domestic goods, import quotas or regulations on import quality. To determine the rate of duty, you will need to identify the Harmonized Tariff section which corresponds to the product you wish to export. Each country has its own schedule of duty rates corresponding to the section of the Harmonized System of Tariff Nomenclature, I-XXII. DEFINING WHICH MARKETS TO PURSUE Once you know the largest, fastest growing and most penetrable markets for your product or service, you must then define your export strategy. Do not choose too many markets. For most small businesses, three foreign markets will be more than enough, initially. You may want to test one market and then move on to secondary markets as your "exportise" develops. Focusing on regional, geographic clusters of countries can also be more cost effective than choosing markets scattered around the globe. After you have identified the best export markets, your next step will be to determine the best way to distribute your product abroad. Chapter 3, "Market Entry," discusses distribution methods. Chapter 3 Foreign Market Entry Having determined the best international markets for your products, you now need to evaluate the most profitable way to get your products to potential customers in these markets. There are several methods of foreign market entry including exporting, licensing, joint venture and off-shore production. The method you choose will depend on a variety of factors including the nature of your particular product or service and the conditions for market penetration which exist in the foreign target market. Exporting can be accomplished by selling your product or service directly to a foreign firm, or indirectly, through the use of an export intermediary, such as a commissioned agent, an export management or trading company. International joint ventures can be a very effective means of market entry. Joint ventures overseas are often accomplished by licensing or off-shore production. Licensing involves a contractual agreement whereby you assign the rights to distribute or manufacture your product or service to a foreign company. Off-shore production requires either setting up your own facility or sub-contracting the manufacturing of your product to an assembly operator. Licensing and off-shore production are discussed in Chapter 7, "Strategic Alliances and Foreign Investment Opportunities." EXPORTING Of the various methods of foreign market entry, exporting is most commonly used by small businesses. Start-up costs and risks are limited, and profits can be realized early on. There are two basic ways to export: direct or indirect. The direct method requires your company to find a foreign buyer and then make all arrangements for shipping your products overseas. If this method seems beyond the scope of your business' in-house capabilities at this time, do not abandon the idea of exporting. Consider using an export intermediary: American Cedar, Inc., a Hot Springs, Arkansas, producer of cedar products reports that 30 percent of its product sales now comes from exporting: "We displayed our products at a trade show, and an export management company found us. They helped alleviate the hassles of exporting directly. Our products are now being distributed throughout the European Community from a distribution point in France," says American Cedar President Julian McKinney. INDIRECT EXPORTING Many small businesses like American Cedar have been exporting indirectly by using an export intermediary. There are several kinds of export intermediaries you should consider. Commissioned agents Commissioned agents act as "brokers," linking your product or service with a specific foreign buyer. Generally, the agent or broker will not fulfill the orders, but rather will pass them to you for your acceptance. However, they may assist, in some cases, with export logistics such as packing, shipping and export documentation. Export Management Companies (EMCs) EMCs act as your "off-site" export department, representing your product -- along with the products of other companies -- to prospective overseas purchasers. The management company looks for business on behalf of your company and takes care of all aspects of the export transaction. Hiring an EMC is often a viable option for smaller companies that lack the time and expertise to break into international markets on their own. EMCs will often use the letterhead of your company, negotiate export contracts and then provide after-sales support. EMCs may assist in arranging export financing for the exporters but they do not generally assure payment to the manufacturers. Some of the specific functions an EMC will perform include: . conducting market research to determine the best foreign markets for your products; . attending trade shows and promoting your productsoverseas; . assessing proper distribution channels; . locating foreign representatives and/or distributors; . arranging export financing; . handling export logistics, such as preparing invoices,arranging insurance, customs documentation, etc.; and . advising on the legal aspects of exporting and othercompliance matters dealing with domestic and foreign trade regulations. EMCs usually operate on a commission basis, although some work on a retainer basis and some take title to the goods they sell, making a profit on the markup. It is becoming increasingly common for EMCs to take title to goods. Export Trading Companies (ETCs) ETCs perform many of the functions of EMCs. However, they tend to be demand-driven and transaction-oriented, acting as an agent between the buyer and seller. Most trading companies source U.S. products for their overseas buyers. If you offer a product that is competitive and popular with the ETC buyers, you are likely to get repeat business. Most ETCs will take title to your goods for export and will pay your company directly. This arrangement practically eliminates the risks associated with exporting for the manufacturer. ETC Cooperatives ETC cooperatives are United States government-sanctioned co-ops of companies with similar products who seek to export and gain greater foreign market share. Many agricultural concerns have benefited from ETC cooperative exporting, and many associations have sponsored ETC cooperatives for their member companies. The National Machine Tool Builders' Association, the Outdoor Power Equipment Institute and the National Association of Energy Service Companies are a few examples of associations with ETC co-ops. Check with your particular trade association for further information. The Export Trading Company Act of 1982 This legislation encourages the use and formation of EMCs/ETCs by changing the antitrust and banking environments under which these companies operate. The Act increases access to export financing by permitting bank holding companies to invest in ETCs and reduces restrictions on trade finance provided by financial institutions. Under the Act, banks are allowed to make equity investments in qualified ETCs. Foreign Trading Companies Some of the world's largest trading companies are located outside the United States. They can often be a source of export opportunity. U.S. & Foreign Commercial Service (US&FCS) representatives in embassies around the world can tell you more about trading companies located in a given foreign market. Exporting through an Intermediary -- Factors to Consider Working with an EMC/ETC makes sense for many small businesses. The right relationship, if structured properly, can bring enormous benefits to the manufacturer, but no business relationship is without its potential drawbacks. The manufacturer should carefully weigh the pros and cons before entering into a contract with an EMC/ETC. Some advantages include: . Your product gains exposure in international markets --with little or no commitment of staff and resources from your company. . The EMC/ETC's years of experience and well-establishednetwork of contacts may help you to gain faster access to international markets than you could through establishing a relationship with a foreign-based partner. . Using an intermediary lowers or eliminates your exportstart-up costs, and, therefore, the risks associated with exporting. You can negotiate your contract with an EMC so that you pay nothing until the first order is received. . Your intermediary will guide you through the exportprocess step-by-step. Over time, you will develop your own export skills. Some disadvantages of exporting through an intermediary include: . You lose some control over the way in which yourproduct is marketed and serviced. Your company's image and name are at stake. You will want to incorporate any concerns you may have into your contract, and you will want to monitor closely the activities and progress of your intermediary. . You may lose part of your export-sales profit margin bydiscounting your price to an intermediary. However, you may find that the economies of scale realized through increased production offset this loss. . Using an intermediary can result in a higher pricebeing passed on to the overseas buyer or end-user. This may or may not affect your competitive position in the market. The issue of pricing should be addressed at the outset. Export Merchants/Export Agents Export merchants and agents will purchase and then re-package products for export, assuming all risks and selling to their own customers. This export intermediary option should be considered carefully, as your company could run the risk of losing control over your product's pricing and marketing in overseas markets. Piggyback Exporting Allowing another company, which already has an export distribution system in place, to sell your company's product in addition to its own is called "piggyback" exporting. Piggyback exporting has several advantages. This arrangement can help you gain immediate foreign market access. Also, all the requisite logistics associated with selling abroad are borne by the exporting company. Oklahoma-based DP Manufacturing's winches were attached to another product and sold abroad by another company. DP Manufacturing now handles its own exports and reports that 15 percent of its sales comes from international markets. How to Find Export Intermediaries Small businesses often report that intermediaries find them -- at trade fairs and through trade journals where their products have been advertised -- so it can often pay to get the word out that you are interested in exporting. One way to begin your search for a U.S.-based export intermediary is in the Yellow Pages of your local phone directory. In just a few initial phone calls, you should be able to determine whether indirect exporting is an option you want to pursue further. The National Association of Export Companies (NEXCO) and the National Federation of Export Associations (NFEA) are two associations that can assist in your efforts to find export intermediaries. The Directory of Leading Export Management Companies is another useful source (see Part II, The ExporterÕs Directory). DOC's Office of Export Trading Company Affairs (OETCA) can also assist in providing information on how to locate ETCs and EMCs, as well as ETC cooperatives in the U.S. The office, under a joint public/private partnership, compiles the Export Yellow Pages, which provides the names and addresses of EMCs/ETCs, as well as other export service companies, such as banks and freight forwarders. Manufacturers, or producers, can also be listed in the guide free of charge; 50,000 copies are distributed worldwide annually. Contact your local U.S. Department of Commerce district office for information on being listed or for a free copy of the directory. Locating the best export intermediary to represent you overseas is important. Do your homework before signing an agreement. DIRECT EXPORTING While indirect exporting offers many advantages, direct exporting also has its rewards: although initial outlays and the associated risks are greater, so too can be the profits. California exporter Bayley Suit, Inc. reports that 80 percent of its sales come from exporting. The company president says that "40 percent of sales come from the Pacific Rim and 40 percent from the UK and Europe. In just a few years, exports have pushed our gross sales from $1 million to $4 million." Direct exporting signals a commitment on the part of company management to fully engage in international trade. It may require that you dedicate a staff person or even several personnel to support your export efforts, and company management may have to travel abroad frequently. Selling directly to an international buyer means that you will have to handle the logistics of moving the goods overseas. But, as the case of Ekegard, Inc. reveals, the extra efforts can pay off: Using agents based in Pakistan and Thailand, Iowa-based Ekegard, Inc. states that 80 percent of its sales now come from exporting -- quite an achievement in just three years. According to Ekegard President Janne Ekstam, "Exporting helps to offset fluctuations in the United States economy." Different Approaches to Direct Exporting Sales Representatives/Agents Like manufacturers' representatives in the United States, foreign-based representatives or "agents" work on a commission basis to locate buyers for your product. Your representative most likely will handle several complementary, but non-competing product lines. An agent is, generally, a representative with authority to make commitments on behalf of your firm. Be careful, therefore, about using the terms interchangeably. Your agreement should specify whether the agent/rep. has legal authority to obligate the firm. Distributors Foreign distributors, in comparison, purchase merchandise from the U.S. company and re-sell it at a profit. They maintain an inventory of your product, which allows the buyer to receive the goods quickly. Distributors often provide after-sales service to the buyer. Your agreement with any overseas business partner -- whether a representative, agent or distributor -- should address whether the arrangement is exclusive or non-exclusive, the territory to be covered, the length of the association, and other issues. (See Chapter Four, The Export Transaction, for additional information on negotiating agent/distributor agreements.) Kansas-based Airparts Companies has been extremely successful using overseas distributors: "We employ 1,200 distributors worldwide," says Marta E. Maxwell, president of Airparts Companies, Inc. of Wichita, Kansas. With over $13 million in sales and 38 employees, Maxwell attributes 70 percent of her sales to exporting. Finding overseas buyers for your products need not be more difficult than locating a representative here in the United States. It may require, however, an investment of time and resources to travel to your target market to meet face-to-face with prospective partners. One way to identify those interested in your product is to tap the DOC's Agent/Distributor Service. This program provides a customized search to identify agents, distributors and representatives for United States products based on the foreign companies' examination of the United States product literature. "The Commerce Department Agent/Distributor Search located a distributor for us in India, and we've had a good working relationship for three years," says Shirley Wright, a representative of the Wisconsin biotechnology firm Promega. Promega derives more than 30 percent of its sales from exporting.] Other sources of leads to find foreign agents and distributors are trade associations, foreign chambers of commerce in the United States and American chambers of commerce located in foreign countries. Many publications can be useful. The Standard Handbook of Industrial Distributors lists agents and distributors in more than 90 countries. The Manufacturers' Agents National Association also has a roster of agents in Europe (see Part II, The Exporter's Directory). Foreign government buying agents Foreign government agencies or quasi-governmental agencies are often responsible for procurement. In some instances, countries require an in-country agent to access these procurement opportunities. This can often represent significant export potential for U.S. companies, particularly in markets where U.S. technology and know-how are valued. Foreign country commercial attaches in the United States can provide you with the appropriate in-country procurement office. Retail Sales If you produce consumer goods, you may be able to sell directly to a foreign retailer. You can either hire a sales representative to travel to your target market with your product literature and samples and call on retailers, or you can introduce your products to retailers through direct-mail campaigns. The direct-marketing approach will save commission fees and travel expenses. You may want to combine trips to your target markets with exploratory visits to retailers. Such face-to-face meetings will reinforce your direct marketing. Direct Sales to End-User Your product line will determine whether direct sales to the end-user are a viable option for your company. A manufacturer of medical equipment, for example, may be able to sell directly to hospitals. Other major end-users include foreign governments, schools, businesses and individual consumers. HOW TO FIND BUYERS Advertise in Trade Journals Many small businesses report that foreign buyers often find them. An ad placed in a trade journal or a listing in the DOC's Commercial News USA can often yield innumerable inquiries from abroad. Commercial News USA is a catalog-magazine featuring U.S. products and distributed to 125,000 business readers in over 140 countries around the world and to over 650,000 Economic Bulletin Board users in 18 countries. Fees vary with the size of the listing. Many U.S. companies have had enormous success in locating buyers through this vehicle: "When overseas buyers contacted us we were thrilled," says Maryland's Marine Enterprises Vice President Brenda Dandy, discussing the results of a listing her company bought in Commercial News USA. Exports now represent 20 percent of Marine Enterprises' sales. Participate in Catalog and Video/Catalog Exhibitions Catalog and Video/Catalog exhibitions are another low-cost means of advertising your product abroad. Your products are introduced to potential partners at major international trade shows -- and you never have to leave the United States. For a small fee, the US&FCS officers in embassies show your catalogs or videos to interested agents, distributors and other potential buyers. A number of private sector publications also offer U.S. companies the opportunity to display their products in catalogs sent abroad. A few include Johnston International's Export Magazine, The Journal of Commerce and the Thomas Publishing Company's American Literature Review. Pursue Trade Leads Rather than wait for potential foreign customers to contact you, another option is to search out foreign companies looking for the particular product you produce. Trade leads from international companies seeking to buy or represent U.S. products are gathered by US&FCS officers worldwide and are distributed through the DOC's Economic Bulletin Board. There is a nominal annual fee and a connect-time charge. The leads also are published daily in The Journal of Commerce under the heading, "Trade Opportunities Program" and in other commercial news outlets. Another source of trade leads is the World Trade Centers (WTC) Network, where you can advertise your product or service on an electronic bulletin board transmitted globally. If your product is agricultural, the U.S. Department of Agriculture (USDA) Foreign Agricultural Service (FAS) disseminates trade leads collected by their 80 overseas offices. These leads may be accessed through the AgExport FAX polling system, the AgExport Trade Leads Bulletin, The Journal of Commerce or on several electronic bulletin boards. Exhibit at Trade Shows Trade shows also are another means of locating foreign buyers. DOC's Foreign Buyer Program certifies a certain number of U.S. trade shows each year. Foreign buyers are actively recruited by DOC commercial officers, and special services -- such as meeting areas and translators -- are provided to encourage and facilitate private business discussions. International trade shows are another excellent way to market your product abroad. Many U.S. small businesses find that going to a foreign trade show once just is not enough: "You have to hang in there," said Allen-Edmonds Shoe Corporation President John Stollenwerk. "In the beginning, in many countries where we displayed our products at foreign trade shows, we saw no results. But gradually people began to take our product, American made shoes, seriously. We market our shoes as `the world's finest.' That's one way American companies can compete." Twelve percent of Wisconsin-based Allen-Edmonds sales are derived from exporting. Through a certification program DOC also supports about 80 international fairs and exhibitions held in markets worldwide. U.S. exhibitors receive pre- and post-event assistance. The USDA FAS sponsors about 15 major shows overseas each year. Participate in Trade Missions Participating in overseas trade missions is yet another way to meet foreign buyers. Public/private trade missions are often organized cooperatively by federal and state international trade agencies and trade associations. Arrangements are handled for you so that the process of meeting prospective partners or buyers is simplified. Matchmaker Trade Delegations are DOC-sponsored trade missions to select foreign markets. Your company is matched carefully with potential agents and distributors interested in your product. Tennessee-based Shaffield Industries, a futon manufacturer, reaped excellent returns as a result of a 1991 Matchmaker trade mission to Asia: "I was especially surprised at the high-level of appointments scheduled for us during the Matchmaker trade mission. Each was a true prospect," stated David Goff, comptroller for Shaffield Industries. As a result of the mission, his company negotiated the sale of three containers of his product to South Korea and two containers to Taipei. Being properly prepared for the kinds of inquiries you might encounter on overseas trade missions is important. The SBA offers pre-mission training sessions through its district offices and the SCORE program. Contact your local SBA office for a schedule of upcoming "How to Participate Profitably in Trade Missions" seminars. Contact Multilateral Development Banks In developing countries, large infrastructure projects are often funded by multilateral development banks such as the World Bank, the African, Asian, Inter-American Development Banks and the European Bank for Reconstruction and Development.Multilateral development bank (MDB) projects often represent extensive opportunities for U.S. small businesses to compete for project work. DOC estimates that MDB projects could amount to at least $15 billion dollars in export contracts for United States businesses. One U.S. small business that successfully entered the international marketplace by bidding on a World Bank project is DSI of Poestenkill, New York: "As a result of World Bank loans to the People's Republic of China, DSI received over $1 million dollars in contracts for laboratory equipment," reports DSI President Dave Ferguson. Exports now account for 60-70 percent of DSI's business. Development bank projects can be an excellent way to start exporting. Many U.S. small business exporters have benefited from large MDB projects through subcontracting awards from larger corporations. A list of MDBs is included in Part II, The Exporter's Directory. From their Washington, D.C. headquarters, many MDBs hold monthly seminars to acquaint businesses with the MDB procurement process. Additionally, the DOC's Office of Major Projects can be of assistance in identifying contracting and subcontracting opportunities. QUALIFYING POTENTIAL BUYERS OR REPRESENTATIVES Once you locate a potential foreign buyer or representative, the next step is to qualify them by reputation and financial position. First, obtain as much information as possible from the company itself. Here are a few sample questions you will want to ask: . What is the company's history and what are the qualifications and backgrounds of the principal officers? . Does the company have adequate trained personnel, facilities, resources to devote to your business? . What is their current sales volume? . What is the size of their inventory? . How will they market your product (retail, wholesale or direct)? . Which territories or areas of the country do they cover? . Do they have other U.S. or foreign clients? Are any of these clients your competitors? It is important to obtain references from several current clients. . What types of customers do they serve? . Do you publish a catalogue? . What is their sales force? When you have this background information and are comfortable about proceeding, then obtain a credit report about their financial position. DOC's World Trade Data Reports (WTDRs), available from your local District ITA Office, are compiled by US&FCS officers. A WTDR can usually provide an in-depth profile of the prospective company you are investigating. There are also several commercial services for qualifying potential partners, such as Dun & Bradstreet's Business Identification Service and Graydon reports. U.S. banks and their correspondent banks or branches overseas, and foreign banks located in the United States can provide specific financial information. In this chapter we have discussed methods of market entry, how to find potential foreign buyers and representatives and how to qualify whom you will be doing business with overseas. Advance market research and preparation is the best way for a small business to define a potential export market. The next question that needs to be explored involves how to accomplish the business of exporting -- that is, how the deal should be structured, the topic of Chapter 4, "The Export Transaction." Chapter 4 The Export Transaction Pricing Pricing products to be competitive in international markets can be a challenge; pricing that works in one market may be totally uncompetitive in another. Although there is no one formula for establishing prices for exported products, there are a number of strategic and technical considerations that you can make in order to determine an appropriate pricing structure. A pricing strategy is a key component of your export marketing plan. The selected pricing structure should be an integral part of your market penetration objectives. Your goals will vary depending on the target overseas market. Are you entering the market with a new or unique product? Are you selling excess or obsolete products? Can your product demand a higher price because of brand recognition or superior quality? Maybe you are willing to reduce profits to gain market share for long-term growth. Your pricing decisions will be affected by your company's goals. It is important to obtain as much information as possible on local market prices as part of your market research. Pricing information can be collected in several ways. One source is overseas distributors and agents of similar products of equivalent quality. When feasible, traveling to the country where your products will be sold provides an excellent opportunity to gather pricing information. U.S. Department of Commerce (DOC) can also assist in determining appropriate prices through its Customized Sales Survey. Joseph S. Brown III, President of Bruce Foods Corp., obtained pricing information for food products sold in overseas markets using the Commerce Department's Customized Sales Survey. Although exporting since 1946, Brown is constantly on the look-out for new markets for his products: "We now export to 75 countries," the Louisiana business owner says. To compile the Customized Sales Survey, DOC's US&FCS research specialists in the target country interview importers, distributors, retailers, wholesalers, end-users and local producers of comparable products. They also inspect similar products on the market. Your customized report, available for a fee, is usually completed within 45 days. Marketing Your Product To successfully market a product in a domestic market, the manufacturer must take into consideration consumer preference, industry standards, correct labelling and other consumer-driven considerations. When entering a foreign market, the manufacturer should consider the tastes and preferences in each market as part of marketing strategy. Frequently, only a small change may be required to successfully market the product. The color of the product, the design of the package, the size of the product all may need adjustment. Consideration should be given to the product name (it may inadvertently have a negative connotation in the local language), cultural and/or religious connotations, appearance of container, compliance to standards (different electrical power, metric dimensions and local product regulations). Another consideration when planning market strategy is understanding ISO 9000. The International Organization of Standardization (ISO) was founded in 1946 by 25 national standardization organizations including the American National Standards Institute (ANSI). Ninety countries now hold membership in ISO. In 1987, the ISO issued ISO 9000, a series of five documents (ISO 9000, 9001, 9002, 9003 and 9004) that provide guidance on the selection and implementation of an appropriate quality management program (system) for a supplier's operations. The purpose of the ISO 9000 series is to document, implement and demonstrate the quality assurance systems used by companies that supply goods and services internationally. ISO standards are required to be reviewed every five years. Revised versions are expected to be published in early 1994. Information on the status of these revisions can be obtained from: The American Society for Quality Control (ASQC) 611 East Wisconsin Avenue Milwaukee, WI 53202 Phone: 414/272-8575 or 800/248-1946 FAX: 414/272-1734 There are three ways for a manufacturer to prove compliance with the requirements of one of the ISO 9000 standards. Manufacturers may evaluate their quality system and self-declare the conformance of the system to one of the ISO 9000 quality systems. Second-party evaluations occur when the buyer requires and conducts quality system evaluations of suppliers. These evaluations are mandatory only for companies wishing to become suppliers to that buyer. Third-party quality systems and evaluations and registrations may be voluntary or mandatory and are conducted by persons or organizations independent of both the supplier and the buyer. Interpretations of an ISO 9000 standard may not be consistent from one registrar to another. The supplier's quality system is registered, not an individual product. Consequently, quality system registration does not imply product conformity to any given set of requirements. The demand for ISO 9000 registration in Europe and elsewhere seems to be coming primarily from the marketplace as a contractual rather than a regulatory requirement. As conformity to the ISO 9000 standards becomes recognized and required by foreign and domestic buyers and used by manufacturers as a competitive marketing tool, the demand for ISO 9000 compliance is expected to increase in non-regulated areas. It is therefore critical for manufacturers to determine what are their buyers' requirements regarding ISO 9000 compliance. Additional information on U.S., foreign and international voluntary standards, government regulations and rules of certification for nonagricultural products is available from: National Center for Standards and Certification Information(NCSCI) National Institute of Standards and Technology (NIST) TRF Building, Room A163 Gaithersburg, MD 20899 Phone: 301/975-4040 FAX: 301/926-1559 For information on the EC 1992 Single Market program, copies of Single Market regulations, background information on the EC or assistance regarding specific EC trade opportunities or potential problems, contact: The Office of EC Affairs International Trade Administration, Room 3036 14th and Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-5823 FAX: 202/482-2155 Methods of International Pricing The cost-plus method of international pricing is based on your domestic price plus exporting costs (documentation expenses, freight charges, customs duties and international sales and promotional costs). Any costs not applicable, such as domestic marketing costs, are subtracted. The cost-plus method allows you to maintain your domestic profit margin percentage, and thus to set a suitable price. This method does not, however, take into account local market conditions. Your price may be too high to compete in a foreign market. Different marketing costs and/or modifications to the product could change the cost basis dramatically, making the product either more or less costly for export. As a result, using the "marginal-cost" method provides a more realistic means of determining true cost of producing your product for export. To use the marginal-cost method, first determine the fixed costs of producing an additional unit for export. Fixed costs include production cost, overhead, administration and research and development. A cost saving may be realized if additional units of the product can be produced without increasing the fixed costs. There may also be instances where certain fixed costs are covered by domestic production and do not need to be added to export expenses. Product modification expenses, dictated by the target market, are then added to the production costs to establish a "floor price." The floor price serves as a threshold for the firm to know when it would incur a loss. Using the floor price as a base, variable export costs for the product can be added. Some of the variable costs will be one-time or start-up expenses that should be discounted appropriately. Variable expenses include: Packaging Local regulations and customs may require special labelling, translated instructions or different packaging to appeal to local tastes. The selected mode of distribution may also require a particular kind of packaging. Foreign Market Research There may be fees for specialized services and publications used to gather market information. Advertising and Marketing Firms selling directly into new markets will most likely be responsible for the entire promotional effort. The firm can incur high initial outlays to establish product recognition in the new market. If an agent, distributor or trading company is employed, they can handle advertising and marketing as part of their contract. Translation, Consulting and Legal Fees Product instructions, sales agreements and other documentation typically will need to be translated into the local language. Expert translation of product labeling and instructions will enhance local marketing. Although many sales agreements are standard, it is advisable to have legal counsel review binding documents. Foreign Agent/Distributor Product Information and TrainingAgents and distributors may require special training in order to effectively market and service your products. This is true even if the agent sells products similar to your firm's products. Training will not only enable the agent to better represent your company's interests but gain a better understanding of your particular product. After-Sales Service Costs Product warranties and service contracts will enhance your product's image as a quality item. An appropriate after sales service guarantee can support your sales efforts in the new market. Do not, however, promise service or warranties based on U.S. standards that you cannot deliver. After taking these expenses into account, insurance, freight, duties and a profit margin can be added to arrive at a customer price. Depending on the market, currency fluctuations can affect significantly your locally based profit margin and the final price offered to the customer. For new-to-export companies, price products in U.S. dollars and request payment in dollars. This is not an unusual request. High-Price Option This approach may be appropriate if your company is selling a new product or if you are trying to position your product or service at the upper-end of the market. Selecting this option may attract competition and limit the market for your product while, at the same time, produce big profit margins. Moderate-Price Option This is a lower risk approach as contrasted to the high- or low-price option. Here you should be able to match competitors, build a market position and produce reasonable profit margins. Low-Price Option This approach may be relevant if you are trying to reduce inventory and do not have a long term commitment to the market. You will, no doubt, impede competition but also produce low profit margins. There may be no single strategy that is ideal for every company. Often companies draw upon a mix of options for each market or product. Setting Terms of Sale Price Quotations The pro-forma invoice is the most commonly used document to give price quotations to potential customers. The quotation in a pro-forma invoice is usually considered binding, although prices may change prior to final sale. To prepare the invoice, you should give a detailed description of the product, an itemized list of charges and sale terms. Prices should be quoted in United States dollars to reduce foreign exchange risks. The invoice should also indicate the period during which the price quotation is valid. You should be familiar with the common terms of sale used in international trade before preparing your pro-forma invoice. International Commercial Terms (INCOTERMS) are the universally recognized terms used in export and import contracts. These terms refer to the rights and obligations of each party: who pays what costs; when title to goods is transferred; and where the goods should be delivered. A complete list of INCOTERMS published in the book Incoterms 1990 can be obtained from the International Chamber of Commerce and should be a permanent part of your business library (see Part II, The Exporter's Directory). PRO-FORMA INVOICE* SHIPPER: Reference No. RB20693 Smith and Jones Co. Date: July 18, 1993 5555 Railroad Ave. New York, N.Y. 10001 Customer P.O. No. 212-555-1234 Terms of Payment: Estimated Date of Shipment SOLD TO: SHIP TO: Grupo Estevez, S.A. de C.V. Juarez Industriale Tamales No. 1 Piso 2 454 Blvd. Cortez 12345 Cd. Polanco Mexico 11115 Mexico D.F. Mexico VIA: Aero Cortez ITEM QUANTITY DESCRIPTION UNIT PRICE TOTAL PRICE 100 Computer US $50.00 US $5,000.00 motherboards FOB factory 5,000.00 Inland Freight Forwarder fees 100.00 Air freight 1,200.00 Five (5) sealed cartons Insurance 20.00 Gross weight: 10 lbs. C.I.F. Mexico 6,320.00 Authorized signature/Title The above offering is based on current prices and is valid 60 days from invoice date. *NOTE: This pro-forma invoice is only a sample. It is advisable to contact a freight forwarder in advance of shipping. NEGOTIATING SALES AND DISTRIBUTOR AGREEMENTS Sales Contracts Knowing how to include INCOTERMS in a contract is important, but this represents only one aspect of the sales agreement. Legal rights and obligations of the parties should be spelled out in a single document, which can be incorporated into the final invoice. Frequently, the terms and conditions are contained on the back of the invoice. Some of the terms and conditions necessary in a written sales agreement include: Delivery Terms -- Risk of Loss A force majeure clause is standard in most agreements. This clause excuses the exporter from responsibility where a default in performance is caused by events beyond the exporter's control, such as war, acts of God or labor problems. Payment and Finance Terms In addition to defining the terms of payment, provisions should be included for late payments, partial payments and remedies for non-payment. The terms of payment should consider the use of letters of credit. Warranties Sales contracts generally describe the goods and their qualities, workmanship and durability. In some cases, the exporter is obligated by the law in the country of import. The importer will require the exporter to warrant that the goods meet certain standards of construction and performance. Acceptance of Goods Frequently, the importer will insist upon the right to inspect the goods upon delivery; if found defective, the importer can reject them and refuse to pay. However, the importer is still liable for country-of-importation duties and other taxes. The export documents should reflect any such requirements. Intellectual Property Rights Protection of the exporter's patents, trademarks or copyrights should be assured in the agreement. However, protection under the laws of the foreign country are not automatic, and you should not assume that your product is protected. Taxes The obligations of the parties for payment of taxes other than customs duties should be defined in writing. Dispute settlement It is advisable to specify how and where any disputes will be resolved, as well as which nation's law would be applied. Bear in mind that different countries have varying arbitration laws and systems which may apply. AGENT AND DISTRIBUTOR AGREEMENTS If you choose to use an agent or distributor, it will be necessary to develop a formal contractual agreement. Agent and distributor agreements spell out in more detail the issues mentioned above and define other aspects of the relationship between the parties to the agreement. In the contract it is important to: . specify the goods and/or services covered; . describe the agent or distributor's sales territory, and whether they will have exclusive or non-exclusive sales rights; . set the length of the term for which the agreement is applicable and agree upon specified minimum sales volumes and objectives; . outline protection of intellectual property; . describe other types of obligations imposed on the parties, violations of which would justify termination of the contract; and . list specific intellectual property rights granted to the agent or distributor. When negotiating and drafting contractual agreements, it is recommended that you consult an attorney with experience in international trade and exporting. Your company's business lawyer may be able to handle your questions or refer you to an "export-oriented" attorney. Your local bar association may provide referral services, as well. Under agreement with the Federal Bar Association and DOC, SBA sponsors the Export Legal Assistance Network (ELAN). ELAN is a network of attorneys located throughout the United States who specialize in international trade. Your local SBA office can assist in locating an ELAN attorney who will provide a free, initial legal consultation to discuss your export-related questions. As an initial introduction, however, you may want to review the information contained in International Business Practices, which covers the legal aspects of doing business in over 100 countries. Copies are available from US&FCS offices or from the Government Printing Office. Terms for financing export sales should be discussed during contract negotiations. While the U.S. seller will want to be paid as soon as possible, the foreign buyer will want to delay payment as long as possible, preferably until after the goods are resold. These two conflicting objectives will factor into any negotiations on export financing. In addition to reaching a compromise on the method of payment, the U.S. exporter must also be able to offer the foreign buyer favorable financing terms -- otherwise the sale could be lost to a foreign competitor with an equivalent product but better payment terms. The final step in completing the export transaction is arranging for payment, the subject of Chapter 5, "Export Financing." Chapter 5 Export Financing FINANCING EXPORT SALES Few would disagree that small businesses must look overseas for profit opportunities in the 1990s. However, to compete successfully, small firms must offer financing arrangements that are competitive with exporters of other nations. This chapter will discuss three major influences on an exporter's ability to arrange competitive financing: . today's banking environment . how to approach a lender . methods of payment UNDERSTANDING THE BANKING ENVIRONMENT In the United States, most small firms turn first to their local banks for export finance assistance. However, during the past decade many banks have decided not to focus on export financing. The banks' reasons for doing so have varied -- many cut their international operations due to the huge losses they incurred on overseas debt; others may have chosen to concentrate on more lucrative lines of business, such as home equity loans or mergers and acquisitions. Consequently, during the 1980s export finance expertise in many U.S. banks deteriorated. Even today, most smaller banks do not retain any staff with expertise in international trade. This is not to say, however, that such help is unavailable -- only that small businesses must be persistent and tenacious in their efforts to find it. For example, if a small business loan officer is unwilling to work with his or her bank's international staff (or the bank is unwilling to work with a correspondent), exporters should consider establishing a second banking relationship or, if necessary, moving all their accounts to a more aggressive lender. Don't be afraid to shop. Given the difficulty most small business exporters face when seeking financing, it is imperative that financial arrangements be made in advance. Finding a lender willing to consider such a request requires that the borrower ensure that the purpose of the loan makes sense for the business, and that the request is a reasonable amount. Prospective borrowers also should understand some key distinctions before beginning discussions with a lender. HOW TO APPROACH YOUR LENDER FOR EXPORT FINANCING Venture Capitalists and Lenders Before approaching a bank for financial assistance, small exporters should understand the distinction between venture capitalists and lenders. Venture capitalists invest in a business with the expectation that as the business grows, their equity in the business will grow exponentially. On the other hand, lenders are not in the venture capital business -- they make their money on the difference between the rate at which they borrow money and the rate at which they lend to their customers. International Trade Services and Export Lending Small exporters should also understand the distinction between international trade services and international trade lending. Although many banks offer international trade services, such as advising and negotiating letters of credit, the banks' international divisions are not authorized to lend money. International lenders, on the other hand, have the authority to make loans, as well as provide related services. Exporters should verify that the bank officer with whom they are dealing has the authority to lend for an export transaction. Working Capital Financing and Trade Financing It is also important to note the difference between general working capital financing and trade financing. A small firm's ability to qualify for general working capital financing depends on, among other things, the strength of its balance sheet and its prospects for generating sufficient earnings over the life of a loan to repay it. Trade finance, on the other hand, generally refers to financing individual transactions (or a series of like transactions). In addition, trade finance loans are often self-liquidating -- that is, the lending bank stipulates that all sales proceeds are to be collected by it, and then applies the proceeds to pay down the loan. The remainder is credited to the account of the borrower. The self-liquidating feature of trade finance is critical to many small, undercapitalized businesses. Lenders who may otherwise have reached their lending limits for such businesses may nevertheless finance individual export sales, if the lenders are assured that the loan proceeds will be used solely for pre-export production; and any export sale proceeds will first be collected by them before the balance is passed on to the exporter. Given the extent of control lenders can exercise over such transactions and the existence of guaranteed payment mechanisms unique to -- or established for -- international trade, trade finance can be less risky for lenders than general working capital loans. Pre-export, Accounts Receivable and Market Development Financing Exporters should understand the distinctions between the various types of trade finance. Most small businesses need pre-export financing to help with the expense of gearing up for a particular export sale. Loan proceeds are commonly used to pay for labor and materials or to acquire inventory for export sales. Others may be interested in foreign accounts receivable financing. In that case, exporters can borrow from their banks an amount based on the volume and quality of such accounts receivable. Although banks rarely lend 100 percent of the value of the accounts receivable, many will advance up to 80 percent of the value of qualified accounts. Foreign credit insurance (such as Eximbank's Export Credit Insurance Program) is often used to enhance the quality of such accounts. Financing for foreign market development activities, such as participation in overseas trade missions or trade shows, is often difficult for small businesses to arrange. Most banks are reluctant to finance such activities because, for many small firms, their ability to repay such loans depends on their success in consummating sales while on a mission -- prospects that in many cases are speculative. Although difficult for many small firms to do, the recommended source for financing such activities is through the working capital of the firm or, in certain cases, through the use of personal credit cards. Finally, take time to make sure your banker understands your business and products. Have a detailed export plan ready and, most important, be able to clearly show how and when a loan will be repaid. METHODS USED TO FINANCE EXPORTS A small business exporter's principal concern should be to ensure that he or she will be paid in full and on time. Foreign buyers may have concerns as well, including uncertainty that the goods ordered will meet the necessary specifications and arrive in a timely manner. As a result, it is imperative that the terms of payment be agreed upon in advance and in a manner satisfactory to both parties. The payment method exporters use can significantly affect the financial risk of a particular export sale. In general, the more generous the sales terms are to a foreign buyer, the greater the risk to the exporter. The primary methods of payment for international transactions, ranked in order of most secure to the exporter to least secure, include: . payment in advance . letters of credit . documentary collections (drafts) . consignment . open account Payment in advance Paying in advance is often too expensive and risky for foreign buyers. Yet, this method of payment is not uncommon. Requiring full payment in advance may cause lost sales to a foreign (or even another domestic) competitor who is able to offer more attractive payment terms. In some cases, however, where the manufacturing process is specialized, lengthy or capital-intensive, it may be reasonable to insist upon partial payment in advance, or on progress payments. Letters of Credit (LC) A letter of credit is an internationally recognized instrument issued by a bank on behalf of its client, the purchaser. The LC actually represents the bank's guarantee to pay the seller, provided the conditions specified on it are fulfilled. Of course, the purchaser pays its bank a fee to render this service. The rationale behind the use of an LC is reliance by the seller on the credit worthiness of the bank, which is normally more reliable than that of the purchaser. It is also easier to verify by the seller's bank. Moreover, this vehicle can be structured to protect the purchaser because no payment obligation arises until the goods have been satisfactorily delivered as promised. The conditions of the LC are spelled out on the LC itself. When the conditions of delivery have been satisfied (usually by the documented, satisfactory and timely delivery of the goods), the purchaser's bank makes the required payment directly to the seller's bank in accordance with the terms of payment (in 15, 30, 60 or 90 days, whichever is specified). The greatest degree of protection is afforded to the seller when the LC has been issued by the buyer's bank and confirmed by the seller's bank. LCs may be utilized for one-time transactions, or they can cover multi-shipments, depending upon what is agreed between the parties. Also, make sure you can deliver within the terms of the LC. It is suggested that you review the details of such documentation with a bank that has LC experience. LETTER OF CREDIT BUYER SELLER . Agrees to buy product . Agrees to ship goods if LC is opened . Requests bank to issue LC . LC assures payment if proper documents are presented . Ships goods and submits shipping documents to bank for payment . Verifies documents for compliance . Payment is made when . Payment received documents received or accepted immediately or upon maturity of accepted draft Documentary Collection (Drafts) Documentary collections involve the use of a draft, drawn by the seller on the buyer, requiring the buyer to pay the face amount either on sight (sight draft) or on a specified date in the future (time draft). The draft is an unconditional order to make such payment in accordance with its terms, which specify the documents needed before title to the goods will be passed. Because title to the goods does not pass until the draft is paid or accepted, both the buyer and seller are protected. However, if the buyer defaults on payment of the draft, the seller may have to pursue collection through the courts (or possibly, by arbitration, if such had been agreed upon between the parties). The use of drafts involves a certain level of risk; but they are less expensive for the purchaser than letters of credit. DOCUMENTARY COLLECTIONS BUYER SELLER . Agrees to buy products . Agrees to be paid via documentary collection . Ships goods and submits shipping documents to bank for collection or acceptance . Documents released to buyer . Seller receives payment at against payment or acceptance sight or upon acceptance Consignment When goods are sold subject to consignment, no money is received by the exporter until after the goods have been sold by the purchaser. Title to the goods remains with the exporter until such time as all the purchase conditions are satisfied. As a practical matter, consignment is very risky. There is generally no way to predict how long it might take to sell the goods; moreover, if they are never sold, the exporter would have to pay the costs of recovering them from the foreign consignee. Open account An open account transaction means that the goods are manufactured and delivered before payment is required (for example, payment could be due 14, 30, or 60 days following shipment or delivery). In the United States, sales are likely to be made on an open-account basis if the manufacturer has been dealing with the buyer over a long period of time and has established a secure working relationship. In international business transactions, this method of payment cannot be used safely unless the buyer is credit worthy and the country of destination is politically and economically stable. However, in certain instances it might be possible to discount open accounts receivable with a factoring company or other financial institution, referred to above. The following diagram assesses the relative strengths and weaknesses of each method of payment: METHOD USUAL TIME GOODS AVAILABLE RISK TO RISK TO OF PAYMENT TO BUYER EXPORTER IMPORTER Cash in Before After payment None Dependent Advance shipment upon exporter shipping goods Letter After ship- After payment Very little Relies of ment, when or none on Credit documents depending exporter complying on LC ship goods with LC are terms presented Document- On presenta- After payment If draft un- Relies on ary Col- tion of draft paid, must exporter to lection to buyer dispose of ship goods Sight goods Draft Document- On maturity Before payment Relies on Almost none ary Col- of draft buyer to pay lection draft; no Time Draft control of goods Consign- After sale Before payment High Low ment Open After ship- Before payment Relies on None Account ment, as buyer to pay agreed his account PRIVATE SECTOR EXPORT FINANCING RESOURCES Commercial Banks International trade transactions traditionally have been financed by commercial banks. Commercial banks can make loans for pre-export activities. They can also help process letters of credit, drafts and other methods of payment discussed in this chapter. Banks have also become increasingly involved in making export loans backed by United States government export loan guarantees. Many larger banks have international departments which can help with your company's particular export finance needs. If your bank does not have an international department, it probably has a correspondent relationship with a larger bank that can assist you. Private Trade Finance Companies Private trade finance companies are becoming increasingly more commonplace. They utilize a variety of financing techniques in return for fees, commissions, participation in the transactions or combinations thereof. International trade associations, such as a District Export Council, can assist you in locating a private trade finance company in your area. Export Trading and Management Companies Both EMCs and ETCs provide varying ranges of export services, including international market research and overseas marketing, insurance, legal assistance, product design, transportation, foreign order processing, warehousing, overseas distribution, foreign exchange and even taking title to a supplier's goods. All of these services can leverage the limited resources of small businesses. Factoring Houses Factoring houses, also called factors, purchase export receivables on a discounted basis. Using factors can enable the exporter to receive immediate payment for goods while at the same time alleviating the hassles associated with overseas collections. Factors purchase export receivables for a percentage fee at 2-7 percent below invoice value, depending on the market and type of buyer. The percentage rate will depend on whether the factor purchases the receivables on a recourse or non-recourse basis. In the case of a non-recourse purchase, the exporter is not bound to repay the factoring house if the foreign buyer defaults or other collection problems arise. Therefore, the percentage charge will be greater with non-recourse purchases. Forfaiting Houses Similar to factoring, exporters relinquish their rights to future payment in return for immediate cash. Where a debt obligation exists between the parties, it is sold to a third party on a non-recourse basis, but is guaranteed by an intermediary bank. One U.S. exporter which used forfaiting found the benefits substantial: Ed Lamb, President of Custom Die and Insert of Lafayette, Louisiana, was able to sell a 180-day letter of credit through a forfaiting house and got paid 178 days sooner. Forfaiting enabled Custom Die and Insert to consummate a $2.3 million-dollar export order to the Middle East. GOVERNMENT EXPORT FINANCING RESOURCES Because private sector financing providers will only assume limited risk regarding foreign transactions, the U.S. government has become increasingly involved in providing export financing assistance. U.S. government export financing assistance comes in the form of guarantees made to U.S. commercial banks which in turn make the loans to exporters. Federal agencies, as well as certain state governments, have their own particular programs as noted below: U.S. Small Business Administration (SBA) SBA provides financial and business development assistance to help small businesses develop export markets. The SBA assists businesses in obtaining the capital needed to explore, establish or expand international markets. SBA's export loans are available under SBA's guarantee program. As a prospective applicant, you should request that your lender seek SBA participation, if the lender is unable or unwilling to make a direct loan. The financing staff of each SBA district and branch office administers the financial assistance programs. You can contact the finance division of your nearest SBA office for a list of participating lenders. The business development staff of each SBA district and branch office can provide counseling on how to request export financial assistance from a lender. Borrowers can use different SBA loan programs and types of loan guarantees simultaneously, as long as the total SBA-guaranteed portion does not exceed the agency's $750,000 statutory loan guarantee limit to any one borrower. The lender may charge a maximum interest rate of 2.75 percentage points above the New York prime interest rate, or 2.25 percentage points above New York prime if the maturity is less than seven years. Regular Business Loan Program The SBA can guarantee up to 90 percent of a bank loan up to $155,000. For larger loans, the maximum guaranty is 85 percent up to $750,000. Small businesses that need money for fixed assets and for working capital may be eligible for the SBA's regular 7(a) business loan guarantee program. Loan guarantees for fixed-asset acquisition have a maximum maturity of 25 years. Guarantees for general purpose working capital loans have a maximum maturity of seven years. Export trading companies (ETCs) and export management companies (EMCs) also may qualify for the SBA's business loan guarantee program. To be eligible, the applicant's business generally must be operated for profit and fall within size standards set by SBA. Loans cannot be made to businesses involved in creation or distribution of ideas or opinions, such as newspapers, magazines and academic schools. Other types of ineligible borrowers include businesses engaged in speculation or investment in rental real estate. Export Revolving Line of Credit Program The Export Revolving Line of Credit (ERLC) Program offers a credit line up to 36 months. Any number of withdrawals and repayments can be made as long as they do not exceed the dollar limit of the credit line, and the disbursements are made within the stated maturity period. Loan maturities are generally for 12 months, with options to renew. Loans can be used to finance labor and materials for manufacturing or wholesaling for export, to develop foreign markets or to finance foreign accounts receivable. Foreign business travel and participation in trade shows are also among the eligible uses, but a regular 7(a) business loan may be more appropriate for these purposes. Applicants must satisfy eligibility criteria established for all SBA loans. Also, the applicant must have been in business -- not necessarily exporting -- for at least 12 months' continuous operation before filing an application. The 12-month requirement may be waived by the SBA regional office, if the firm's management has sufficient export experience or enough management ability to warrant an exception. The International Trade Loan Program The International Trade Loan Program provides long-term financing to help small businesses compete more effectively and to expand or develop export markets. Loan maturities cannot exceed 25 years, excluding the working capital portion of the financing. The SBA's guarantee cannot exceed 85 percent of the loan amount. The agency's maximum share for facilities or equipment loans is $1 million, plus $250,000 for working capital. Proceeds may be used to purchase or upgrade facilities or equipment, and to make other improvements that will be used within the U.S. to produce goods or services. No debt payment is allowed. Proceeds can be used to buy land and buildings; build new facilities; renovate, improve or expand existing facilities; and purchase or recondition machinery, equipment and fixtures. The working capital portion of the borrowing could be in the form of either an ERLC or a portion of the term loan. Applicants must establish either of the following to meet eligibility requirements: . Loan proceeds will significantly expand existing export markets or develop new ones. . The applicant's business is adversely affected by import competition. Small Business Investment Company (SBIC) Financing A Small Business Investment Company (SBIC), approved and licensed by the SBA, may also provide equity or working capital exceeding the agency's $750,000 statutory maximum. SBICs can invest in export trading companies in which banks have equity participation as long as other SBIC requirements are met. Export-Import Bank of the United States (Eximbank) Eximbank is an independent federal government agency responsible for assisting the export financing of U.S. goods and services through a variety of information service and insurance, loan and guarantee programs. Eximbank has undertaken a major effort to reach more small business exporters with better financing facilities and services, to increase the value of these facilities and services to the exporting community, and to increase the dollar amount of Eximbank's authorizations supporting small business exports. Eximbank's export financing hotline provides information on the availability and use of export credit insurance, guarantees, direct and intermediary loans extended to finance the sale of U.S. goods and service abroad. Briefing programs are offered by Eximbank to the small business community. The program includes regular seminars, group briefings and individual discussions held both within the Bank and around the country. Export credit insurance programs reduce an exporter's risk and can be obtained through an insurance broker or from Eximbank's Insurance Division. A wide range of policies is available to accommodate many different export credit insurance needs. Insurance coverage: . protects the exporter against the failure of foreign buyers to pay their credit obligations for commercial or political reasons; . encourages exporters to offer foreign buyers competitive terms of payment; . supports an exporter's prudent penetration of higher risk foreign markets; and . gives exporters and their banks greater financial flexibility in handling overseas accounts receivable. During the first two years, the new-to-export insurance policy offers a short-term (up to 180 days) insurance policy geared to meet the particular credit requirements of smaller, less experienced exporters. Under the policy, Eximbank assumes 95 percent of the commercial and 100 percent of the political risk involved in extending credit to the exporter's overseas customers. This policy frees the smaller exporter from "first loss" commercial risk deductible provisions that are usually found in regular insurance policies. The special coverage is available to companies which are just beginning to export, or have an average annual export credit sales volume of less than $2,000,000 for the past two years, and meet the SBA definitions of small business. The umbrella policy also covers short-term receivables of companies with only limited experience in export trade. These policies are available to commercial lenders, state agencies, finance companies, export trading and management companies, insurance brokers and similar agencies to insure their clients' receivables. Exporters are eligible if they have average annual export credit sales of less than $2,000,000 for the past two years and meet the SBA definitions of small business. Loan Programs The Working Capital Loan Guarantee Program assists small businesses in obtaining crucial working capital to fund their export activities. The program guarantees 100 percent of the principal and interest on working capital loans extended by commercial lenders to eligible U.S. exporters. The loan may be used for pre-export activities such as the purchase of inventory, raw materials, the manufacture of a product or for marketing. Eximbank requires the working capital loan to be secured with inventory of exportable goods, accounts receivable or by other appropriate collateral. Direct and Intermediary Loans Eximbank provide two types of loans, direct loans to foreign buyers of U.S. exports and intermediary loans to fund responsible parties that extend loans to foreign buyers of U.S. capital and quasi-capital goods and related services. Both the loan and guarantee programs cover up to 85 percent of the U.S. export value, with repayment terms of one year or more. Direct loans of any size and long-term loans to intermediaries are offered at the lowest interest rate permitted under the Organization for Economic Cooperation and Development (OECD) arrangement for the market and term. Medium-term intermediary loans are structured as "standby" loan commitments. Under this arrangement, the intermediary may borrow against the remaining undisbursed loan at any time during the term of the underlying debt obligation. There is a prepayment fee if it is triggered by prepayment of the foreign borrower. Guarantee Programs Guarantees of the Eximbank provide repayment protection for private sector loans to credit worthy buyers of U.S. capital equipment and related services. The guarantee is available alone or may be combined with an intermediary loan. Most guarantees provide comprehensive coverage of both political and commercial risks but political risks only coverage is also available. The guarantee covers 100 percent of principal and interest. In the event of a default, the guaranteed lender must file a claim no less than 30 and no more than 150 days after the default. The claim will be paid within five business days after receipt. Customary repayment terms for capital goods in international trade are: Contract Value Maximum Term Less than $75,000 2 years $75,000 - $150,000 3 years $150,000 - $300,000 4 years $300,000 or more 5-10 years, depending on the nature of the sale and the OECD classification of the buyers'country. Loans for projects and large product acquisitions, such as aircraft and capital-intensive machinery, are eligible for longer terms while lower unit value items such as automobiles and appliances receive shorter terms. Commodity Credit Corporation (CCC) The United States Department of Agriculture's Commodity Credit Corporation (CCC) operates Export Credit Guarantee Programs to provide United States agricultural exporters or financial institutions a guarantee that they will be repaid for short- and intermediate-term commercial export financing to foreign buyers. These programs protect against commercial or noncommercial risk if the importer's bank fails to make payment. Under one program, the CCC will guarantee credit terms of up to 3 years and under another, credit terms from 3 to 10 years are guaranteed. (For more details, see Part II, The Exporter's Directory.) State Export Financing Programs A number of state-sponsored export financing and loan guarantee programs are available. Many cities and states have established cooperative programs with the Eximbank and can provide specialized export finance counseling. Details of these programs are available through each state department of commerce or trade office. Arkansas, California, Delaware, Georgia, Indiana, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, New Jersey, New York, Nevada, North Carolina, Oklahoma, Pennsylvania, South Carolina, Texas, Utah, Virginia, Washington, and Wisconsin all provide direct or indirect export financing assistance. Once an exporter determines the kind of export financing assistance to be used and which payment method, the next step is to arrange for delivery of the goods to the buyer's destination. It is important to assess the various transportation options available, the subject of Chapter 6, "Transporting Goods Internationally." Chapter 6 Transporting Goods Internationally Now that financing has been arranged, steps must be taken to ensure that the goods for export are packed and shipped properly to reach their destination. When transporting goods internationally, proper documentation and correct packaging are critical to the export process. One of the main differences between selling domestically and exporting is the documentation required. Providing proper documentation with your shipments is essential, if the goods are to arrive safely and on time. Although the paperwork involved in exporting may be more burdensome and costly than that required for domestic sales, it should not deter you. Consider the case of Hood Equipment Inc. of Iron River, Wisconsin: "We began exporting our forestry equipment in 1977. Now exports amount to 40 percent of our sales. While export documentation requirements can be time consuming, 40 percent of our sales depend on it so we have to do it," says export manager Joyce Hood. Ms. Hood credits her company's international freight forwarder as "a great help." THE ROLE OF THE FREIGHT FORWARDER The international freight forwarder acts as an agent for the exporter in moving cargo to the overseas destination. These agents are familiar with the import/export rules and regulations of foreign countries, methods of shipping, United States government regulations and the documents connected with foreign trade. Freight forwarders can assist with an order from the start by advising the exporter of the freight costs, port charges, consular fees, costs of special documentation and insurance costs as well as their handling fees -- all of which help in preparing the pro-forma invoice and price quotations. Freight forwarders may also recommend the best type of packing for protecting the merchandise in transit; they can arrange to have the merchandise packed at the port or containerized. The cost for their services is a legitimate export cost that should be figured into the price charged to the customer. When the order is ready to ship, freight forwarders should be able to review the letter of credit, commercial invoices, packing list to ensure that everything is in order. Freight forwarders can also reserve the necessary space on board an ocean vessel, if the exporter desires. The exporter may ask the freight forwarder to make arrangements with the customs broker to ensure that the goods comply with customs export documentation regulations. In addition, they may have the goods delivered to the carrier in time for loading. Freight forwarders may also prepare a bill of lading and any special required documentation. After shipment, they can forward all documents directly to the customer or to the paying bank. In preparing your goods for international transport, you must first determine what mode of transport you will use. When shipping to Mexico and Canada, land transportation may be the preferred method of transport. Other forms of international shipments are sea and air. Maritime shipping is almost always slower and less expensive than air. However, an exporter must factor in the additional costs of sea freight, such as surface transportation to the dock. Another factor is the time value of money: payment may not be made until the ship reaches its destination -- ocean freight can be significantly longer than air freight. Your international freight forwarder can assist in weighing the pros and cons of different modes of transportation. Once you have decided on the best mode of transporting your goods, you must begin to compile the necessary documents. DOCUMENTATION Export Documentation Checklist -- Documents Prepared Before the Shipment Commercial Invoice/Consular Invoice After the pro-forma invoice is accepted, the exporter must prepare a commercial invoice. The commercial invoice is necessary for both the exporter and importer. The exporter needs the commercial invoice to prove ownership and secure payment. The description of the goods on the commercial invoice must correspond exactly to the description in the letter of credit or other method of payment. There can be no exceptions. The importer needs the commercial invoice since it is often used by Customs authorities to assess duties. For this reason, it is common practice to prepare a commercial invoice in English and in the language of the destination country. The freight forwarder can advise you when a translated copy is necessary. Similar to a commercial invoice, a consular invoice is required by certain countries. The consular invoice must be prepared in the language of the destination country and can be obtained from the country's consulate, and often must be "consularized." In some countries, the commercial invoice must be prepared on a special form known as a "customs invoice." Your importer may request this of you. Export License Export controls are based on the type of goods being shipped and their ultimate destination. Most exports do not require a license, per se. Technically, most exports are shipped under a "general" license which does not require an application. Should your particular export be subject to export controls, then a "validated" license must be obtained. In general, your export would require a "validated" license if export of the goods would: threaten United States national security; affect certain foreign policies of the United States; or create short supply in domestic markets. Check with the U.S. Department of Commerce's (DOC's) Bureau of Export Administration (BEA) to determine if your product may be subject to export controls (see Part II, The Exporter's Directory). Shipper's Export Declaration (SED) The most common document used by exporters is the Shipper's Export Declaration (Form 7525-V), for mail shipments valued at more than $500, and required for other shipments valued at more than $2,500. In addition, a SED must be prepared for all shipments covered by an Individually Validated Export License (IVL), regardless of value. The SED enables the Bureau of the Census to monitor for statistical purposes the kinds of products being exported from the United States. The SED must be presented to the carrier before the shipment departs. A sample SED follows: A Shipper's Export Declaration Form 7525-V cannot be reproduced here. The form is available through the Superintendent of Documents, Government Printing Office, Washington, DC 20402 and local Customs district offices. Three items appearing on the SED may cause confusion: Item 14, "Schedule B Description of Commodities" You will need to determine the official description of the commodity you are shipping by obtaining a copy of the United States government publication entitled, Harmonized System/Schedule B Statistical Classification of Domestic and Foreign Commodities Exported from the United States and then transfer the appropriate description onto the SED. This is available from the Government Printing Office and from most freight forwarders. Item 21, "Validated License No./General License Symbol" If your product for export is controlled, the "validated" license number is inserted in this space. If you are exporting under a "general license," one of eight possible "General License Symbols" must be noted. The three most commonly used symbols are: . G-Dest (General Destination): authorizes the export of any items not requiring a validated license . GLV (General License Limited Value): authorizes the export of a single shipment of limited-value items . GTE (General License for Temporary Export): authorizes the export of items for trade shows, training or temporary use abroad Item 22, ECCN (Export Control Commodity Number) Only necessary when a "validated" license is required, the ECCN is the number assigned to your commodity from the Bureau of Export Administration's Commodity Control List. This special number must be supplied on the SED. Shipper's Export Declaration SED forms can be obtained through international freight forwarders, the Government Printing Office or local Customs district offices. The "Exact Way to Fill Out the Shipper's Export Declaration" is available from the Bureau of the Census, Washington, DC 20233. Certificate of Origin (where applicable) Although the commercial invoice may contain a statement of origin, some countries (particularly those subject to certain free trade treaties, such as Canada or the Caribbean Basin) require Certificates of Origin. Certificates of Origin allow for preferential duty rates if the exporter's country has an agreement with the importer's country to allow entry of certain products at lower tariffs. Export Packing List Considerably more detailed and informative than a standard domestic packing list, an export packing list itemizes the material in each individual package and indicates the type of package: box, crate, drum, carton, etc. It shows the individual net, legal, tare and gross weights and measurements for each package (in both U.S. and metric systems). Package markings should be shown along with the shipper's and buyer's references. A copy of the packing list should be attached to the outside of a package in a waterproof envelope marked "packing list enclosed." The list is used by the shipper or forwarding agent to determine the total shipment weight and volume and whether the correct cargo is being shipped. In addition, customs officials (both U.S. and foreign) may use the list to check the cargo. The original packing list should be forwarded along with your other original documents in line with the conditions of sale. Insurance Certificate If the exporter is providing insurance, a certificate will be needed confirming the type and amount of coverage for the goods being shipped. Normal accepted practice for coverage is 110 percent of the CIF value. This certificate should be made in negotiable form and must be endorsed before submitting to the bank. Inspection Certificate Many foreign purchasers request that the seller certify that the goods being shipped meet certain specifications. This certification is usually performed by an independent inspection firm. Documents Used During the Inland Movement of the Goods Shipper's Instructions As an exporter, you are responsible for providing your freight forwarder with the necessary information regarding your shipment. The more details you provide, the greater the chances of your goods moving problem free. Your freight forwarder can provide you with a commonly used form for noting instructions. Inland Bill of Lading Inland bills of lading document the transportation of goods between inland points and the port from where the export will emanate. Rail shipments use "waybills on rail." "Pro-forma" bills of lading are used in trucking. Delivery Instructions This document is prepared by the freight forwarder giving instructions to the trucking or railroad company where the goods for export are to be delivered. Dock Receipts This document transfers shipping obligations from the domestic to the international carrier as the shipment reaches the terminal. Bill of Lading/Air Waybill Bills of lading and air waybills provide evidence to title of the goods and set forth the international carrier's responsibility to transport the goods to their named destination. There are two types of ocean bills of lading used to transfer ownership: . Straight (non-negotiable): provides for delivery of goods to the person named in the bill of lading. The bill must be marked "non-negotiable." . Shipper's Order (negotiable): provides for delivery of goods to the person named in the bill of lading or anyone designated. The shipper's order is used with draft or letter-of-credit shipments and enables the bank involved in the export transaction to take title to the goods if the buyer defaults. The bank does not release title to the goods to the buyer until payment is received. The bank does not release funds to the exporter until conditions of sale have been satisfied. When using air freight, "air waybills" take the place of bills of lading. Air waybills are only issued in non-negotiable form, therefore the exporter and the bank lose title to the goods once the shipment commences. Most air waybills also contain a customs declaration form. PACKAGING Goods shipped for export require substantially greater handling than domestic shipments. The exporter must pack the goods to ensure that the weight and measurements are kept to a minimum, breakage is avoided, the container is theft proof, and that the goods do not suffer the stresses of ocean shipment, such as excess moisture. In addition to proper packing, the exporter should be aware that certain markings are necessary on goods transported internationally. Some countries require that the country of origin be marked on the outside of the container, and even have regulations as to how the mark of origin should appear. The second type of marking with which the exporter should be familiar is labeling. Food and drugs must often carry special labeling as determined by the laws of the country of destination. Third, certain "shipping marks" must appear on the outside of the package. The weight and dimensions should be visible and any special instructions should be shown, and you may want to repeat these instructions in the language of the importer's country. If your business is not equipped to package your goods for export, there are export packaging companies which can perform this service for you. Ask your international freight forwarder for a list of export packaging companies in your area. Many businesses, after achieving success in exporting, or as an alternative to exporting, contemplate joint ventures or licensing agreements with foreign companies to produce goods overseas. Some companies even set up their own off-shore operations. "Strategic Alliances and Foreign Investment Opportunities" are the topic of Chapter 7. Chapter 7 Strategic Alliances and Foreign Investment Opportunities If your company is interested in delving further into the international trade arena, licensing, joint ventures and off-shore operations should be explored. While direct exporting may be a profitable method of market entry for some businesses, licensing to a foreign company manufacturing rights to your product or setting up a foreign manufacturing joint venture may be viable alternatives. In comparison, setting up off-shore manufacturing operations may be a more economical way of doing business: Kansas-based Extru-Tech, Inc. is exploring this possibility: "Because of the high cost of shipping our products and the customs duties involved, we are seriously considering setting up a manufacturing facility in the Far East, our biggest market," says Extru-Tech President Kenneth E. Matson. This chapter will discuss the relative advantages and disadvantages of alternatives to direct exporting, how to find licensing and joint venture manufacturing partners and how to finance overseas investment. STRATEGIC ALLIANCES Licensing Licensing involves a contractual arrangement whereby a company licenses the rights to certain technological know-how, design and intellectual property to a foreign company in return for royalties or other kinds of payment. This arrangement worked well for a small business exporter from Virginia: "We export our 'Peace Frogs' T-shirts directly to Japan, but in Spain per capita income is lower, competition from domestic producers is stronger, and tariffs are high, so we licensed a Barcelona-based company the rights to manufacture our product," says Peace Frogs president Catesby Jones. Licensing offers a small business many advantages, such as rapid entry into foreign markets and virtually no capital requirements to establish manufacturing operations abroad. Returns are usually realized more quickly than for manufacturing ventures. The disadvantages of licensing are that control may be lost over manufacturing and marketing, and more important, that the licensee may become a competitor if too much knowledge and know-how is transferred. Take care to protect trademarks and intellectual property. One way to help ensure that your intellectual property is protected is to secure proper patent and trademark registration. In the interim before your patent is filed, you may ask a potential licensee to sign a confidentiality and non-disclosure agreement barring the licensee from manufacturing the product itself, or having it manufactured through third parties. Make sure such agreements are not in violation of laws in the host country. Patents should be filed with the appropriate foreign government within one year of U.S. filing, in order to obtain patent protection under the Paris Convention, the international agreement on patents. Patent rules vary from country to country, so it is important to consult a competent international patent and trademark attorney. Licensing to a foreign company the rights to your product will require a carefully crafted licensing agreement. Consulting an attorney is critical since rules on licensing also vary from country to country. Be careful that the agreement does not violate host country antitrust laws. Under the antitrust laws of many countries, the licensee cannot set the price at which a product will be re-sold by the licensor. Foreign Manufacturing Joint Ventures In contrast to licensing arrangements, foreign manufacturing joint ventures allow for the U.S. company to have a stake and management role in the foreign operation. Joint ventures require more of a direct investment than licensing and require training, management assistance and technology transfer. Joint ventures can be equity or non-equity partnerships. Equity joint ventures are contractual arrangements with equal partners. Non-equity ventures involve the host country partner in the arrangement with a greater percentage. In some countries, a joint venture is the only way for a foreign company to set up operations. Laws often require that a certain percentage of stock belong to a citizen of the host country. Foreign manufacturing joint ventures are risky in that geographical and cultural factors may interfere with the smooth running of operations. You will have to deal with entirely new management, located in a different country, whose first language may not be English. Despite the drawbacks, using a foreign partner can have many benefits: the partner will have intimate knowledge of the target market and may have business and political contacts to make market entry easier. Partner Selection Issues Finding a suitable partner is critical to the success of any licensing or manufacturing joint venture arrangement.However, this can be a time consuming and difficult process without proper assistance. Recognizing this fact, the United States government has a special program to facilitate overseas partner selection. The DOC Matchmaker Trade Delegations are an excellent way to make joint venture and licensee contacts. Matchmakers provide one-on-one pre-screened business appointments for U.S. companies in a foreign country. One U.S. company which was particularly successful as a result of a Matchmaker was Texas-based Made In USA: "As a result of a Matchmaker trade mission, I was able to consummate a Finnish joint venture which resulted in $6 million in sales," says Jan Schwenk, a principal with Made in USA, a software development company. Exports now account for 25 percent of the company's business. A limited number of Matchmaker Trade Delegations are held each year. For companies unable to take advantage of a Matchmaker, you may consider the DOC's "Gold Key Service." For U.S. firms planning to visit a country, US&FCS overseas staff will assist in developing a market strategy, setting up orientation briefings, making introductions to potential joint venture partners, providing interpreters for meetings and helping with follow-up planning. Fees vary from country to country. The steps that can be involved in foreign partner selection are as follows: . Contact your local DOC office. Discuss your target market and what kind of partner you are seeking. They can tell you whether a Matchmaker program fitting your needs is scheduled. If not, they will send your request to the appropriate Foreign Commercial Service representative abroad. . A list of potential partners will be forwarded to you. Contact each one with letter of introduction. . After responses from potential candidates are obtained, conduct a financial and business reference check on the most qualified candidates. If you are unable to do this in-house, use a credit reporting firm. . Make a trip abroad, either with a Matchmaker Trade Delegation or individually, to meet with potential licensees or joint venture partners. . Having made your final selection, begin contract negotiations with the assistance of legal counsel. Foreign Investment Opportunities Many companies find that, as a result of exporting profitably and licensing or joint venturing the manufacture of their products abroad, it becomes a more viable method of market entry to set up off-shore production operations. Having only exported since 1988, Z-International, a Missouri-based label manufacturer, opened a plant in Germany in 1990. The plant now employs 12 people and invoiced over DM 4,000,000 in 1991. Company president Fritz Zschietzschmann said that Z-International's initial motivation in setting up the plant was to reach the European market, but now he says, "The doors to all of Eastern Europe will be open for business." Off-shore manufacturing requires greater investment than licensing or joint venture manufacturing, but also affords the greatest amount of control over operations. Additional factors that may induce a company to set up off-shore production include: high transportation costs, prohibitive tariffs or duties on imports, lower production costs and foreign government investment incentives, such as tax holidays. If you are seriously considering setting up an off-shore manufacturing plant, you will need to assess whether to acquire an existing facility or to construct a new one. The key factors in this decision-making process are the legal and tax ramifications, where to set up operations, and how to finance the foreign investment. An off-shore operation may offer certain tax benefits and other inducements for your company to make an investment in their country. Legal and Tax Implications Much of the decision-making surrounding joint venture or off-shore manufacturing involves legal and tax issues. Some countries actively encourage and promote foreign investment. Countries receptive to, or in need of, foreign investment may have relaxed laws on kinds and amounts of foreign investments allowed and may even offer certain tax benefits. U.S. and host country attorneys and accountants should be an integral part of the team you assemble to assess whether and where joint venture or off-shore manufacturing would be profitable for your company. Location, Partner Selection and Financial Assistance Foreign investment requires a substantial commitment of time and money and a certain amount of risk. Recognizing this fact, the United States government created a separate, business-oriented agency to support American investors entering the international marketplace. Overseas Private Investment Corporation (OPIC) OPIC is the lead agency assisting U.S. businesses interested in investment overseas. OPIC programs are available if the project: . is a new venture, or expansion of an existing business; . is located in a developing country where OPIC operates (OPIC operates in 140 countries); . will assist in the socio-economic development of the host country; . is approved by the host government; and . is consistent with the economic interests of the United States and will not have a significant adverse effect on the United States economy or United States employment. If your potential overseas investment fits these criteria, OPIC can be an extremely useful resource. OPIC offers a variety of programs, including: financing and political risk insurance to help protect your investment and several pre-investment services. Pre-investment Assistance OPIC sponsors investment missions to introduce U.S. businesses to key foreign private sector leaders, government officials and potential joint venture partners. Since its inception in 1975, investment missions to 45 countries have been organized. SBA-guaranteed loans may be available to fund your company's participation in such missions. In addition to pre-investment assistance, OPIC provides financing to assist in the setup of overseas operations and risk insurance to mitigate some of the problems associated with investment in developing countries. Financing Direct loans are available to ventures sponsored by, or significantly involving, U.S. small businesses or cooperatives. OPIC loans range from $500,000 to $6 million. Loan guarantees are also made to lending institutions in the range of $2 million to $25 million, but can be as large as $50 million. OPIC has also underwritten a number of geographic venture funds, including the Africa Growth Fund, the East European Environmental Fund and the Latin America Growth Fund. If your project fits the criteria necessary to be eligible for access these funds, you may consider applying to the specific fund for financing assistance. Insurance Private investors may be hesitant to undertake long-term investments abroad, given the political uncertainties of many developing nations. To alleviate these concerns, OPIC insures U.S. investments against three major types of political risks: inconvertibility, expropriation and political violence, including civil strife. Foreign Governments Foreign governments, particularly in developing countries, often sponsor special agencies to aid and facilitate foreign direct investment. Some examples include the Mexican Investment Board (MIB), the Portuguese Trade Commission and the Bahrain Marketing and Promotions Office. These foreign investment promotion agencies can provide detailed market information, joint venture leads and make contacts with key officials. They often maintain offices in the United States. Some countries may also have special funds or financing arrangements to spur foreign investment in particular sectors or geographical areas. Foreign investment promotion agencies can lead you to these sources. Contact the appropriate foreign embassy in the United States for the name of the agency which can assist you. A FINAL WORD ON GOING GLOBAL In Chapter 3, we discussed methods of market entry with an emphasis on exporting. In this concluding chapter, we focussed on licensing, joint venture manufacturing and off-shore production as options to be considered along with, or in addition to, exporting. How you decide to enter overseas markets will depend on a variety of factors unique to your own small business. Going global can be a challenging experience for a small business, but the rewards can be substantial. As Roger Teigen, 1991 SBA Oklahoma Exporter of the Year, put it: "There is a certain greater adulation in winning when we win in the export market rather than when we win in the U.S. market . . . it is exciting, it is exhilarating." Let this optimism and enthusiasm be your guide as you go global. The U.S. Small Business Administration, as well as numerous other government agencies at the state and federal level, support and encourage your entry into the international arena. There are a multitude of programs and a worldwide staff to assist you. PART 2 The Exporter's Directory Section 1 U.S. Small Business Administration Smaller firms seeking to participate in the international realm are faced with challenges such as finding overseas markets, dealing with the initial complexities of exporting and financing export sales. The U.S. Small Business Administration (SBA) offers aid to current and potential small or minority exporters through two major programs: 1) business development assistance and 2) financial assistance. These programs are directed by the SBA's Office of International Trade in Washington, DC, and administered through the SBA's network of field offices around the country. Office of International Trade U.S. Small Business Administration 409 Third Street, S.W. Washington, D.C. 20416 Phone: 202/205-6720 FAX: 202/205-7272 ALABAMA U.S. Small Business Administration 2121 Eighth Avenue North, Suite 200 Birmingham, AL 35203-2398 Phone: 205/731-1338 FAX: 205/731-1404 ALASKA U.S. Small Business Administration 222 West Eighth Avenue, Suite 67 Anchorage, AK 99513-7559 Phone: 907/271-4838 FAX: 907/271-4545 ARIZONA U.S. Small Business Administration 2828 North Central Avenue, Suite 800 Phoenix, AZ 85004-1025 Phone: 602/640-2315 FAX: 602/640-2360 U.S. Small Business Administration 300 West Congress Street, Room 7-H Tucson, AZ 85701-1319 Phone: 602/670-4739 FAX: 602/670-4763 ARKANSAS U.S. Small Business Administration 2120 Riverfront Drive, Suite 100 Little Rock, AR 72202 Phone: 501/324-5278 FAX: 501/324-5199 CALIFORNIA REGION IX OFFICE U.S. Small Business Administration 71 Stevenson Street San Francisco CA 94105-2939 Phone: 415/744-6432 FAX: 415/744-6435 U.S. Small Business Administration 2719 North Air Fresno Drive Suite 107 Fresno, CA 93727-1547 Phone: 209/487-5605 FAX: 209/487-5636 U.S. Small Business Administration 330 North Brand Boulevard, Suite 1200 Glendale, CA 91203-2304 Phone: 818/552-3210 FAX: 818/ U.S. Small Business Administration 660 J Street, Suite 215 Sacramento, CA 95814-2413 Phone: 916/551-1440 FAX: 916/551-1439 U.S. Small Business Administration 880 Front Street, #4-S-29 San Diego, CA 92188-0270 Phone: 619/557-7269 FAX: 619/557-5894 U.S. Small Business Administration 211 Main Street, Fourth Floor San Francisco, CA 94105-1988 Phone: 415/744-6771 FAX: 415/744-6812 U.S. Small Business Administration 901 West Civic Center Drive, Suite 160 Santa Ana, CA 92703-2352 Phone: 714/836-2494 FAX: 714/836-2528 U.S. Small Business Administration 6477 Telephone Road, Suite 10 Ventura, CA 93003-4459 Phone: 805/642-1866 FAX: 805/642-9638 COLORADO REGION VIII OFFICE U.S. Small Business Administration 633 - 17th Street 7th Floor North Denver, CO 80202-2395 Phone: 303/294-7072 FAX: 303/294-7153 U.S. Small Business Administration 721 19th Street, Fourth Floor Denver, CO 80202-2599 Phone: 303/844-3984 FAX: 303/844-6539 CONNECTICUT U.S. Small Business Administration 330 Main Street, Second Floor Hartford, CT 06106 Phone: 203/240-4700 FAX: 203/240-4659 DELAWARE U.S. Small Business Administration 920 North King Street, Suite 412 Wilmington, DE 19801 Phone: 302/573-6295 FAX: 302/573-6060 DISTRICT OF COLUMBIA U.S. Small Business Administration 1110 Vermont Avenue, N.W., Suite 900 P.O. Box 34500 Washington, D.C. 20005 Phone: 202/606-4000 FAX: 202/606-4225 FLORIDA U.S. Small Business Administration 1320 South Dixie Highway, Suite 501 Coral Gables, FL 33146 Phone: 305/536-5521 FAX: 305/536-5058 U.S. Small Business Administration 7825 Baymeadows Way, Suite 100B Jacksonville, FL 32256-7504 Phone: 904/443-1910 FAX: 904/443-1980 U.S. Small Business Administration 501 East Polk Street, Suite 104 Tampa, FL 33602-3945 Phone: 813/228-2594 FAX: 813/228-2111 GEORGIA REGION IV OFFICE U.S. Small Business Administration 1375 Peachtree Street, N.E., Fifth Floor Atlanta, GA 30367-8102 Phone: 404/347-2797 FAX: 404/347-2355 U.S. Small Business Administration 1720 Peachtree Road N.W., Suite 600 Atlanta, GA 30309 Phone: 404/347-2441 FAX: 404/347-4745 U.S. Small Business Administration 52 North Main Street, Room 225 Statesboro, GA 30458 Phone: 912/489-8719 FAX: 912/233-0712 GUAM U.S. Small Business Administration 238 Archbishop F.C. Flores Street, Room 508 Agana, GU 96910 Phone: 671/472-7277 FAX: 200/550-7365 HAWAII U.S. Small Business Administration 300 Ala Moana Boulevard, Room 2213 P.O. Box 50207 Honolulu, HI 96850 Phone: 808/541-2973 FAX: 808/541-2976 IDAHO U.S. Small Business Administration 1020 Main Street, Suite 290 Boise, ID 83702 Phone: 208/334-1782 FAX: 208/334-9353 ILLINOIS REGION V OFFICE U.S. Small Business Administration 300 South Riverside Plaza, Suite 1975 Chicago, IL 60606-6617 Phone: 312/353-5000 FAX: 312/353-3426 U.S. Small Business Administration 500 West Madison, Suite 1250 Chicago, IL 60661 Phone: 312/353-5429 FAX: 312/886-5108 U.S. Small Business Administration 511 West Capitol Street, Third Floor Springfield, IL 62701 Phone: 217/492-4232 FAX: 217/492-4867 INDIANA U.S. Small Business Administration 429 North Pennsylvania Street, Room 100 Indianapolis, IN 46204-1873 Phone: 317/226-7269 FAX: 317/226-7259 IOWA U.S. Small Business Administration 373 Collins Road, N.E., Room 100 Cedar Rapids, IA 52402-3147 Phone: 319/393-2571 FAX: 319/393-7585 U.S. Small Business Administration 210 Walnut Street, Suite 749 Des Moines, IA 50309 Phone: 515/284-4026 FAX: 515/284-4572 KANSAS U.S. Small Business Administration 100 East English Street, Suite 510 Wichita, KS 67202 Phone: 316/269-6273 FAX: 316/269-6499 KENTUCKY U.S. Small Business Administration 600 Martin Luther King Jr. Place, Room 188 Louisville, KY 40202 Phone: 502/582-5971 FAX: 502/582-5009 LOUISIANA U.S. Small Business Administration 1661 Canal Street, Suite 2000 New Orleans, LA 70112 Phone: 504/589-6685 FAX: 504/589-2339 U.S. Small Business Administration 500 Fannin Street, Room 8A-08 Shreveport, LA 75670 Phone: 903/935-5257 FAX: 903/935-5258 MAINE U.S. Small Business Administration 40 Western Avenue, Room 512 Augusta, ME 04330 Phone: 207/622-8378 FAX: 207/622-8277 MARYLAND U.S. Small Business Administration 10 South Howard Street, Room 608 Baltimore, MD 21202 Phone: 410/962-2235 FAX: 410/962-1805 MASSACHUSETTS REGION I OFFICE U.S. Small Business Administration 155 Federal Street, Ninth Floor Boston, MA 02110 Phone: 617/451-2023 FAX: 617/565-8695 U.S. Small Business Administration 10 Causeway Street, Room 265 Boston, MA 02222-1093 Phone: 617/565-5590 FAX: 617/565-5598 U.S. Small Business Administration 1550 Main Street, Room 212 Springfield, MA 01103 Phone: 413/785-0268 FAX: 413/785-0267 MICHIGAN U.S. Small Business Administration 477 Michigan Avenue, Room 515 Detroit, MI 48226 Phone: 313/226-6075 FAX: 313/226-4769 U.S. Small Business Administration 300 South Front Street Marquette, MI 49855 Phone: 906/225-1108 FAX: 906/225-1109 MINNESOTA U.S. Small Business Administration 100 North Sixth Street, Suite 610-C Minneapolis, MN 55403 Phone: 612/370-2343 FAX: 612/370-2303 MISSISSIPPI U.S. Small Business Administration One Hancock Plaza, Suite 1001 Gulfport, MS 39501-7758 Phone: 601/863-4449 FAX: 601/863-0179 U.S. Small Business Administration 101 West Capital Street, Suite 400 Jackson, MS 39201 Phone: 601/965-4384 FAX: 601/965-4294 MISSOURI REGION VII OFFICE U.S. Small Business Administration 911 Walnut Street, 13th Floor Kansas City, MO 64106 Phone: 816/426-7762 FAX: 816/426-5559 U.S. Small Business Administration Lucas Place 323 West Eighth Street, Suite 501 Kansas City, MO 64105 Phone: 816/374-5868 FAX: 816/374-6759 U.S. Small Business Administration 815 Olive Street, Room 242 St. Louis, MO 63101 Phone: 314/539-6600 FAX: 314/539-3785 U.S. Small Business Administration 620 South Glenstone, Suite 110 Springfield, MO 65802 Phone: 417/864-7670 FAX: 417/864-4108 MONTANA U.S. Small Business Administration 301 South Park, Room 528, Drawer 10054 Helena, MT 59626 Phone: 406/449-5381 FAX: 406/449-5474 NEBRASKA U.S. Small Business Administration 11145 Mill Valley Road Omaha, NE 68154 Phone: 402/221-3604 FAX: 402/221-3680 NEVADA U.S. Small Business Administration 301 East Stewart Street, Room 301 Las Vegas, NV 89125-2527 Phone: 702/388-6611 FAX: 702/388-6469 U.S. Small Business Administration 50 South Virginia Street, Room 238 Reno, NV 89505-3216 Phone: 702/784-5268 FAX: 702/784-5069 NEW HAMPSHIRE U.S. Small Business Administration 143 North Main Street, Suite 202 Concord, NH 03301-1257 Phone: 603/225-1400 FAX: 603/225-1409 NEW JERSEY U.S. Small Business Administration Military Park Building, Fourth Floor 60 Park Place Newark, NJ 07102 Phone: 201/645-2434 FAX: 210/645-6265 U.S. Small Business Administration 2600 Mt. Ephrain Avenue Camden, NJ 08104 Phone: 609/757-5183 FAX: 609/757-5335 NEW MEXICO U.S. Small Business Administration 625 Silver Avenue, S.W., Third Floor Albuquerque, NM 87102 Phone: 505/766-1870 FAX: 505/766-1057 NEW YORK REGION II OFFICE U.S. Small Business Administration 26 Federal Plaza, Room 31-08 New York, NY 10278 Phone: 212/264-1450 FAX: 212/264-0900 U.S. Small Business Administration Clinton and Pearl Albany, NY 12207 Phone: 518/472-6300 FAX: 518/472-7138 U.S. Small Business Administration 111 West Huron Street, Suite 1311 Buffalo, NY 14202 Phone: 716/846-4301 FAX: 716/846-4418 U.S. Small Business Administration 333 East Water Street Elmira, NY 14901 Phone: 607/734-8130 FAX: 607/734-4656 U.S. Small Business Administration 35 Pinelawn Road, Room 102E Melville, NY 11747 Phone: 516/454-0750 FAX: 516/454-0769 U.S. Small Business Administration 100 State Street, Room 410 Rochester, NY 14614 Phone: 716/263-6700 FAX: 716/263-3146 U.S. Small Business Administration 100 South Clinton Street, Room 1071 Syracuse, NY 13260 Phone: 315/423-5383 FAX: 315/423-5370 NORTH CAROLINA U.S. Small Business Administration 200 North College Street, Suite A2015 Charlotte, NC 28202-2137 Phone: 704/344-6587 FAX: 704/344-6769 NORTH DAKOTA U.S. Small Business Administration 657 Second Avenue North, Room 218 P.O. Box 3086 Fargo, ND 58108 Phone: 701/239-5131 FAX: 701/239-5645 OHIO U.S. Small Business Administration Federal Building, Suite 850 525 Vine Street Cincinnati, OH 45202 Phone: 513/684-2814 FAX: 513/684-3251 U.S. Small Business Administration 1111 Superior Avenue, Suite 630 Cleveland, OH 44114-2507 Phone: 216/522-8236 FAX: 216/522-2038 U.S. Small Business Administration 2 Nationwide Plaza, Suite 1400 Columbus, OH 43215-2542 Phone: 614/469-6860 FAX: 614/469-2391 OKLAHOMA U.S. Small Business Administration 200 Northwest Fifth Street, Suite 670 Oklahoma City, OK 73102 Phone: 405/231-4301 FAX: 405/231-4876 OREGON U.S. Small Business Administration 222 S.W. Columbia Street, Suite 500 Portland, OR 97201-6605 Phone: 503/326-2682 FAX: 503/326-2808 PENNSYLVANIA REGION III OFFICE U.S. Small Business Administration 475 Allendale Road, Suite 201 King of Prussia, PA 19406 Phone: 215/962-3700 FAX: 215/962-3743 U.S. Small Business Administration 100 Chesnut Street, Room 309 Harrisburg, PA 17101 Phone: 717/782-3840 FAX: 717/782-4839 U.S. Small Business Administration 960 Penn Avenue, Fifth Floor Pittsburgh, PA 15222 Phone: 412/644-2780 FAX: 412/644-5446 U.S. Small Business Administration 20 North Pennsylvania Avenue, Room 2327 Wilkes-Barre, PA 18702 Phone: 717/826-6497 FAX: 717/826-6287 PUERTO RICO U.S. Small Business Administration Carlos Chardon Avenue, Room 691 Hato Rey, PR 00918 Phone: 809/766-5572 FAX: 809/766-5309 RHODE ISLAND U.S. Small Business Administration 380 Westminister Mall, Fifth Floor Providence, RI 02903 Phone: 401/528-4561 FAX: 401/528-4539 SOUTH CAROLINA U.S. Small Business Administration 1835 Assembly Street, Room 358 P.O. Box 2786 Columbia, SC 29201 Phone: 803/765-5298 FAX: 803/765-5962 SOUTH DAKOTA U.S. Small Business Administration 101 Main Avenue, Suite 101 Sioux Falls, SD 57102 Phone: 605/330-4231 FAX: 605/330-4215 TENNESSEE U.S. Small Business Administration 50 Vantage Way, Suite 201 Nashville, TN 37228-1504 Phone: 615/736-5039 FAX: 615/736-7232 TEXAS REGION VI OFFICE U.S. Small Business Administration 8625 King George Drive, Building C Dallas, TX 75235-3391 Phone: 214/767-7659 FAX: 214/767-7870 U.S. Small Business Administration 300 East Eighth Street, Room 520 Austin, TX 78701 Phone: 512/482-5288 FAX: 512/482-5290 U.S. Small Business Administration Wilson Tower 606 North Carancahus, Suite 1200 Corpus Christi, TX 78476 Phone: 512/888-3331 FAX: 512/888-3418 U.S. Small Business Administration 10737 Gateway West, Suite 320 El Paso, TX 79935 Phone: 915/540-5676 FAX: 915/540-5636 U.S. Small Business Administration 4300 Amon Carter Boulevard, Suite 114 Ft. Worth, TX 76155 Phone: 817/885-6504 FAX: 817/885-6516 U.S. Small Business Administration 222 East Van Buren, Suite 500 Harlingen, TX 78550 Phone: 210/427-8533 FAX: 210/427-8537 U.S. Small Business Administration 9301 Southwest Freeway, Suite 550 Houston, TX 77074 Phone: 713/773-6500 FAX: 713/773-6550 U.S. Small Business Administration 1611 10th Street, Suite 200 Lubbock, TX 79401 Phone: 806/743-7462 FAX: 806/743-7487 U.S. Small Business Administration 505 East Travis, Room 103 Marshall, TX 75670 Phone: 903/935-5257 FAX: 903/935-5258 U.S. Small Business Administration 7400 Blanco Road, Suite 200 San Antonio, TX 78216 Phone: 210/229-4501 FAX: 210/229-4556 UTAH U.S. Small Business Administration 125 South State Street, Room 2237 Salt Lake City, UT 84138-1195 Phone: 801/524-3215 FAX: 801/524-4160 VERMONT U.S. Small Business Administration 87 State Street, Room 205 Montpelier, VT 05602 Phone: 802/828-4422 FAX: 802/828-4485 VIRGIN ISLANDS U.S. Small Business Administration 4200 United Shopping Plaza, Suite 7 Christiansted St. Croix, VI 00820-4487 Phone: 809/778-5380 FAX: 809/778-1012 U.S. Small Business Administration Federal Office Building, Room 210 Veterans Drive St. Thomas, VI 00802 Phone: 809/774-8530 FAX: 809/774-2312 VIRGINIA U.S. Small Business Administration 400 North Eighth Street, Room 3015 P.O. Box 10126 Richmond, VA 23240 Phone: 804/771-2400 FAX: 804/771-8018 WASHINGTON REGION X OFFICE U.S. Small Business Administration 2615 Fourth Avenue, Room 440 Seattle, WA 98121 Phone: 206/553-5676 FAX: 206/553-4155 U.S. Small Business Administration 915 Second Avenue, Room 1792 Seattle, WA 98174-1088 Phone: 206/220-6520 FAX: 206/220-6570 U.S. Small Business Administration Farm Credit Building, 10th Floor, East West 601 First Avenue Spokane, WA 99204-0317 Phone: 509/353-2806 FAX: 509/353-2829 WEST VIRGINIA U.S. Small Business Administration 168 West Main St., Fifth Floor Clarksburg, WV 26301 Phone: 304/623-5631 FAX: 304/623-0023 U.S. Small Business Administration 550 Eagan Street, Suite 309 Charleston, WV 25301 Phone: 304/347-5220 FAX: 304/347-5350 WISCONSIN U.S. Small Business Administration 212 East Washington Avenue, Room 213 Madison, WI 53703 Phone: 608/264-5542 FAX: 608/264-5541 U.S. Small Business Administration 310 West Wisconsin Avenue, Suite 400 Milwaukee, WI 53203 Phone: 414/297-1231 FAX: 414/297-1377 WYOMING U.S. Small Business Administration 100 East B Street, Room 4001 P.O. Box 2839 Casper, WY 82602-2839 Phone: 307/261-5761 FAX: 307/261-5499 U.S. DEPARTMENT OF COMMERCE The U.S. Department of Commerce (DOC) encourages, serves and promotes the nation's international trade, economic growth and technological advancement. Within DOC, the International Trade Administration (ITA) promotes world trade and is the official U.S. government organization that coordinates all issues concerning trade development, international economic policy and programs and trade administration. ITA units include: 1) country experts, 2) industry experts and 3) domestic and overseas commercial officers. INTERNATIONAL TRADE ADMINISTRATION U.S. Department of Commerce 14th & Constitution Avenue, N.W. Room 3850 Washington, D.C. 20230 Phone: 202/482-2867 FAX: 202/482-5933 INTERNATIONAL ECONOMIC POLICY OFFICES Office of Africa U.S. Department of Commerce Room 3317, HCH Building 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-2175 Office of the Near East U.S. Department of Commerce Room 2039, HCH Building 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-4441 FAX: 202/482-0778 Office of South Asia U.S. Department of Commerce Room 2031, HCH Building 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-2954 FAX: 202/482-3550 Office of Western Europe U.S. Department of Commerce Room 3043, HCH Building 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-5341 FAX: 202/482-2897 Office of European Community Affairs U.S. Department of Commerce Room 3036, HCH Building 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-5276 FAX: 202/482-2155 Office of Eastern Europe, Russia and Independent States U.S. Department of Commerce Room 3413, HCH Building 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-1104 FAX: 202/482-4505 Office of Latin America U.S. Department of Commerce Room 3025, HCH Building 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-2436 FAX: 202/482-4726 Latin America/Caribbean Business Development Center Room 3203, HCH Building 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-0841 FAX: 202/482-5933 Office of Canada U.S. Department of Commerce Room 3033, HCH Building 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-3101 FAX: 202/482-3718 Office of Mexico U.S. Department of Commerce Room 3826, HCH Building 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-0300 FLASH FACTS: 202/482-4464 FAX: 202/482-5865 Office of China, Hong Kong and Mongolia U.S. Department of Commerce Room 2317, HCH Building 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-5527 FAX: 202/482-1576 Office of the Pacific Basin U.S. Department of Commerce Room 3820, HCH Building 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-4008 FAX: 202/482-4760 Deputy Assistant Secretary for Japan U.S. Department of Commerce Room 2318, HCH Building 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-4527 FAX: 202/482-0469 REGIONAL BUSINESS CENTERS The Department of Commerce has established Regional Business Centers to provide information on new opportunities for trade and investment in various areas of the world. Former Soviet Union Business Information Service for the Newly Independent States (BISNIS) U.S. Department of Commerce, Room 7413 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-4655 FAX: 202/482-2293 Eastern Europe Eastern Europe Business Information Center (EEBIC) U.S. Department of Commerce, Room 7412 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-2645 FAX: 202/482-4473 Japan Japan Export Information Center (JEIC) U.S. Department of Commerce, Room 2318 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-2425 FAX: 202/482-0469 Latin America/Caribbean Latin America & Caribbean Business Development Center U.S. Department of Commerce, Room 1235 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-0841 FAX: 202/482-5364 European Community Single Internal Market 1992 Information Service (SIMIS) U.S. Department of Commerce, Room 3036 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-5276 FAX: 202/482-2155 U.S. DEPARTMENT OF COMMERCE COUNTRY DESK OFFICERS Commerce Department Desk Officers are a source for information on trade potential for U.S. products in specific countries. Desk officers collect information on country's regulations, tariffs, business practices, economic and political developments, market size and growth and trade data. U.S. Department of Commerce 14th and Constitution Avenue, N.W. Washington, D.C. 20230 Country Phone (202) Room Afghanistan 482-2954 2029B Albania 482-4915 3413 Algeria 482-1870 2039 Angola 482-4228 3021 Antigua and Barbuda 482-2527 3021 Anguilla 482-2527 3021 Country Phone (202) Room Argentina 482-1548 3021 Aruba 482-2527 3020 Armenia 482-2354 3318 Azerbaijan 482-2354 3318 Australia 482-3646 2308 Austria 482-2920 3039 Bahamas 482-2527 3021 Bahrain 482-5545 2039 Baltic States 482-3952 3318 Bangladesh 482-2954 2029B Barbados 482-2527 3021 Belarus 482-2354 3318 Belgium 482-5401 3042 Belize 482-2527 3021 Benin 482-4228 3317 Bermuda 482-2527 3021 Bhutan 482-2954 2029B Bolivia 482-1659 3029 Botswana 482-4228 3317 Brazil 482-3871 3017 Brunei 482-3875 2308 Bulgaria 482-4915 3413 Burkina Faso 482-4388 3317 Burma 482-3875 2308 Burundi 482-4388 3317 Cambodia 482-3875 2308 Cameroon 482-5149 3317 Canada 482-3101 3303 Cape Verde 482-4388 3317 Caymans 482-2527 3021 Central African Republic 482-4388 3020 Chad 482-4385 3317 Chile 482-1495 3017 China 482-2462 2317 Colombia 482-1859 3025 Comoro Islands 482-4564 3317 Congo 482-5149 3317 Costa Rica 482-2527 3021 Cuba 482-2527 3021 Cyprus 482-3945 3044 Czechoslovakia 482-2645 3143 Denmark 482-3254 3413 Djibouti 482-4564 3317 Dominica 482-2527 3021 Dominican Republic 482-2527 3021 Ecuador 482-1659 3025 Egypt 482-4441 2039 El Salvador 482-2527 3020 Country Phone (202) Room Equatorial Guinea 482-4228 3317 Estonia 482-2354 3318 Ethiopia 482-4564 3317 European Community 482-5278 3036 Finland 482-3254 3413 France 482-8008 3042 Gabon 482-5149 3317 Gambia 482-4388 3317 Georgia 482-2354 3318 Germany 482-2434 3409 Ghana 482-5149 3317 Greece 482-3945 3042 Grenada 482-2527 3021 Guadeloupe 482-2527 3021 Guatemala 482-2527 3021 Guinea 482-4388 3317 Guinea-Bissau 482-4388 3317 Guyana 482-2527 3021 Haiti 482-2527 3021 Honduras 482-2527 3020 Hong Kong 482-3832 2317 Hungary 482-2645 3413 Iceland 482-3254 3037 India 482-2954 2029 Indonesia 482-3875 2308 Iran 482-1870 2039 Iraq 482-4441 2039 Ireland 482-2177 3039 Israel 482-1870 2039 Italy 482-2177 3045 Ivory Coast 482-4388 3317 Jamaica 482-2527 3021 Japan 482-2425 2318 Jordan 482-1857 2039 Kazakhstan 482-2354 3318 Kenya 482-4564 3317 Korea 482-4957 2308 Kuwait 482-1860 2039 Kyrgyzstan 482-2354 3318 Laos 482-3875 2308 Lebanon 482-4441 2039 Lesotho 482-4220 3317 Liberia 482-4388 3317 Libya 482-5545 2039 Luxembourg 482-5401 3046 Macao 482-2462 2317 Madagascar 482-4504 3317 Malawi 482-4228 3317 Malaysia 482-3875 2308 Maldives 482-2954 2029B Country Phone (202) Room Mali 482-4388 3317 Malta 482-3748 3049 Martinique 482-2527 3021 Mauritania 482-4388 3317 Mauritius 482-4564 3317 Mexico 482-0300 3028 Moldova 482-2354 3318 Mongolia 482-2462 2317 Montserrat 482-2527 3314 Morocco 482-5545 2039 Mozambique 482-5148 3317 Namibia 482-4228 3317 Nepal 482-2954 2029B Netherlands 482-5401 3039 Netherlands Antilles 482-2527 3021 New Zealand 482-3647 2308 Nicaragua 482-2527 3021 Niger 482-4388 3317 Nigeria 482-4288 3317 Norway 482-5149 3037 Oman 482-1870 2039 Pacific Islands 482-3647 2308 Pakistan 482-2954 2029B Panama 482-2527 3020 Paraguay 482-1548 3021 People's Rep of China 482-3583 2317 Peru 482-2521 2038 Philippines 482-3875 2308 Poland 482-2645 3413 Portugal 482-4508 3044 Puerto Rico 482-2527 3021 Qatar 482-1070 2039 Romania 482-2645 6043 Rwanda 482-4388 3317 Russia 482-2354 3318 Sƒo Tom‚ & Pr¡ncipe 482-4338 3317 Saudi Arabia 482-4652 2039 Senegal 482-4388 3317 Seychelles 482-4564 3317 Sierra Leone 482-4388 3317 Singapore 482-3875 2308 Somalia 482-4564 3317 South Africa 482-5498 3317 Spain 482-4508 3045 Sri Lanka 482-2954 2029B St. Barthelemy 482-2527 3021 St. Kitts- Nevis 482-2527 3021 Country Phone (202) Room St. Lucia 482-2527 3021 St. Martin 482-2527 3021 St. Vincent- Grenadines 482-2527 3021 Sudan 482-4564 3317 Suriname 482-2527 3021 Swaziland 482-5148 3317 Sweden 482-4414 3037 Switzerland 482-2920 3039 Syria 482-4441 2039 Taiwan 482-4957 2308 Tajikistan 482-2354 3318 Tanzania 482-4228 3317 Thailand 482-3875 2308 Togo 482-5149 3317 Trinidad & Tobago 482-2527 3021 Tunisia 482-1860 2039 Turkey 482-5373 3045 Turks & Caicos Islands 482-2527 3021 Turkmenistan 482-2354 3318 Uganda 482-4564 3317 Ukraine 482-2354 3318 United Arab Emirates 482-5545 2039 United Kingdom 482-3748 3045 Uruguay 482-1495 3021 Uzbekistan 482-2354 3318 Venezuela 482-4303 3029 Vietnam 482-3875 2308 Virgin Islands (UK) 482-2527 3021 Virgin Islands (US) 482-2527 3021 Yemen, Rep. of 482-1870 2039 Yugoslavia 482-2615 3413 Zaire 482-5149 3317 Zambia 482-4228 3317 Zimbabwe 482-4228 3317 TRADE DEVELOPMENT Trade Development Industry Officers work with businesses and associations to identify trade opportunities and obstacles by product or service, industry sector and market. They develop export marketing plans and programs as well as conduct trade missions, trade fairs, marketing seminars and business counseling. Trade Development U.S. Department of Commerce, Room 3832 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-1461 FAX: 202/482-5697 TRADE DEVELOPMENT INDUSTRY UNITS TECHNOLOGY AND AEROSPACE INDUSTRIES U.S. Department of Commerce Room 2130 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-1872 FAX: 202/482-3383 BASIC INDUSTRIES U.S. Department of Commerce Room 4043 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-0614 FAX: 202/482-5666 SERVICE INDUSTRIES & FINANCE U.S. Department of Commerce Room 1128A 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-5261 FAX: 202/482-4775 TEXTILES, APPAREL & CONSUMER GOODS U.S. Department of Commerce Room 3100 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-3737 FAX: 202/482-2331 In addition to the major industry sectors, cross-sectoral units provide statistical data and analyses useful in export development and coordinate Trade Development's overall export promotion efforts. OFFICE OF TRADE & ECONOMIC ANALYSIS U.S. Department of Commerce Room 2815 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-5145 FAX: 202/482-5697 OFFICE OF EXPORT PROMOTION COORDINATION U.S. Department of Commerce Room 2001 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-4501 FAX: 202/482-5697 ITA/US&FCS DISTRICT OFFICES The US&FCS oversees 47 district offices and 21 branch offices in cities throughout the United States. ITA trade specialists can provide export counseling, export programs and assistance through 51 District Export Councils nationwide comprised of nearly 1,800 business and trade experts who volunteer to help U.S. firms export. ALABAMA U.S. Department of Commerce ITA/US&FCS District Office 2015 Second Avenue, North, Room 302 Birmingham, AL 35203 Phone: 205/731-1331 FAX: 205/731-0076 ALASKA U.S. Department of Commerce ITA/US&FCS District Office World Trade Center Alaska, Suite 319 4201 Tudor Center Drive Anchorage, AK 99508-5916 Phone: 907/271-6237 FAX: 907/271-6242 ARIZONA U.S. Department of Commerce ITA/US&FCS District Office 230 North First Avenue, Room 3412 Phoenix, AZ 85025 Phone: 602/379-3285 FAX: 602/379-4324 ARKANSAS U.S. Department of Commerce ITA/US&FCS District Office 425 West Capitol Avenue, Suite 700 Little Rock, AR 72201 Phone: 501/324-5794 FAX: 501/324-7380 CALIFORNIA U.S. Department of Commerce ITA/US&FCS District Office 11000 Wilshire Boulevard, Room 9200 Los Angeles, CA 90024 Phone: 310/575-7105 FAX: 310/575-7220 U.S. Department of Commerce ITA/US&FCS District Office 6363 Greenwich Drive, Suite 230 San Diego, CA 92122 Phone: 619/557-5395 FAX: 619/557-6176 U.S. Department of Commerce ITA/US&FCS District Office 250 Montgomery Street, 14th Floor San Francisco, CA 94104 Phone: 415/705-2310 FAX: 415/705-2297 U.S. Department of Commerce ITA/US&FCS District Office 3330 Irvine Avenue, Suite 305 Newport Beach, CA 92660-3198 Phone: 714/660-1688 FAX: 714/660-8039 COLORADO U.S. Department of Commerce ITA/US&FCS District Office 1625 Broadway, Suite 680 Denver, CO 80202 Phone: 303/844-3246 FAX: 303/844-5651 CONNECTICUT U.S. Department of Commerce ITA/US&FCS District Office 450 Main Street, Room 610 B Hartford, CT 06103 Phone: 203/240-3530 FAX: 203/240-3473 DELAWARE (Delaware serviced by Philadelphia ITA office) U.S. Department of Commerce ITA/US&FCS District Office 475 Allendale Road, Suite 202 King of Prussia, PA 19406 Phone: 215/951-4980 FAX: 215/951-7959 DISTRICT OF COLUMBIA (D.C. serviced by Gaithersburg, MD ITA office) U.S. Department of Commerce ITA/US&FCS District Office c/o National Institute of Standards and Technology Room A102, Building 411 Gaithersburg, MD 20899 Phone: 301/975-3904 FAX: 301/948-4360 FLORIDA U.S. Department of Commerce ITA/US&FCS Branch Office 107 West Gaines Street, Room 366G Tallahassee, FL 32399-2000 Phone: 904/486-6469 FAX: 904/487-1407 U.S. Department of Commerce ITA/US&FCS District Office 224 Federal Building 51 SW First Avenue Miami, FL 33130 Phone: 305/536-5268 FAX: 305/536-4765 U.S. Department of Commerce ITA/US&FCS Branch Office 128 North Osceola Avenue Clearwater, FL 34617 Phone: 813/461-0011 FAX: 813/449-2889 U.S. Department of Commerce ITA/US&FCS Branch Office 200 East Robinson Street, Suite 695 Orlando, FL 32801 Phone: 407/648-6235 FAX: 407/648-6756 GEORGIA U.S. Department of Commerce ITA/US&FCS District Office 4360 Chamblee-Dunwoody Road Suite 310 Atlanta, GA 30341 Phone: 404/452-9101 FAX: 404/452-9105 U.S. Department of Commerce ITA/US&FCS District Office Room A-107120 Bernard Street Savannah, GA 31401 Phone: 912/652-4204 FAX: 912/652-4241 HAWAII U.S. Department of Commerce ITA/US&FCS District Office 4106 Federal Building 300 Ala Moana Boulevard Honolulu, HI 96850 Phone: 808/541-1782 FAX: 808/541-3435 IDAHO U.S. Department of Commerce ITA/US&FCS District Office 700 West State Street, Second Floor Boise, ID 83720 Phone: 208/334-3857 FAX: 208/334-2787 ILLINOIS U.S. Department of Commerce ITA/US&FCS District Office 55 East Monroe Street, Room 1406 Chicago, IL 60603 Phone: 312/353-4450 FAX: 312/886-8025 U.S. Department of Commerce ITA/US&FCS District Office Illinois Institute of Technology 201 East Loop Drive Wheaton, IL 60187 Phone: 312/353-4332 FAX: 312/353-4336 U.S. Department of Commerce ITA/US&FCS District Office 515 North Court Street P.O. Box 1747 Rockford, IL 61110-C247 Phone: 815/987-8123 FAX: 815/987-8122 INDIANA U.S. Department of Commerce ITA/US&FCS District Office Penn Wood, Suite 106 11405 North Penn Street Carmel, IN 46032 Phone: 317/582-2300 FAX: 317/582-2301 IOWA U.S. Department of Commerce ITA/US&FCS District Office 210 Walnut Street, Suite 817 Des Moines, IA 50309 Phone: 515/284-4222 FAX: 515/284-402 KANSAS U.S. Department of Commerce ITA/US&FCS District Office 151 North Volutsia Wichita, KS 67214-4695 Phone: 316/269-6160 FAX: 316/683-7326 KENTUCKY U.S. Department of Commerce ITA/US&FCS District Office 601 West Broadway, Room 636B Louisville, KY 40202 Phone: 502/582-5066 FAX: 502/582-6573 LOUISIANA U.S. Department of Commerce ITA/US&FCS District Office Two Canal Street 431 World Trade Center New Orleans, LA 70130 Phone: 504/589-6546 FAX: 504/586-2337 MAINE U.S. Department of Commerce ITA/US&FCS District Office 77 Sewall Street Augusta, ME 04330 Phone: 207/622-8249 FAX: 207/626-9156 MARYLAND U.S. Department of Commerce ITA/US&FCS District Office 431 U.S. Customhouse 40 South Gay Street Baltimore, MD 21202 Phone: 410/962-3560 FAX: 410/962-7813 U.S. Department of Commerce ITA/US&FCS District Office c/o National Institute of Standards and Technology Room A102, Building 411 Gaithersburg, MD 20899 Phone: 301/975-3904 FAX: 301/948-4360 MASSACHUSETTS U.S. Department of Commerce ITA/US&FCS District Office 307 World Trade Center Boston, MA 02210 Phone: 617/565-8563 FAX: 617/565-8530 MICHIGAN U.S. Department of Commerce ITA/US&FCS District Office 1140 McNamara Building 477 Michigan Avenue Detroit, MI 48226 Phone: 313/226-3650 FAX: 313/226-3657 U.S. Department of Commerce ITA/US&FCS District Office 300 Monroe N.W. Grand Rapids, MI 49503 Phone: 616/456-2411 FAX: 616/456-2695 MINNESOTA U.S. Department of Commerce ITA/US&FCS District Office 110 South Fourth Street, Suite 108 Minneapolis, MN 55401 Phone: 612/348-1638 FAX: 612/348-1650 MISSISSIPPI U.S. Department of Commerce ITA/US&FCS District Office 201 W. Capitol Street, Suite 310 Jackson, MS 39201-2005 Phone: 601/965-4388 FAX: 601/965-5386 MISSOURI U.S. Department of Commerce ITA/US&FCS District Office 8182 Maryland Avenue, Suite 303 St. Louis, MO 63105 Phone: 314/425-3305 FAX: 314/425-3381 U.S. Department of Commerce ITA/US&FCS District Office 601 East 12th Street, Room 635 Kansas City, MO 64106 Phone: 816/426-3141 FAX: 816/426-3140 MONTANA (Montana served by the Portland ITA Office) U.S. Department of Commerce ITA/US&FCS District Office One World Trade Center, Suite 242 121 SW Salmon Street Portland, OR 97204 Phone: 503/326-3001 FAX: 503/326-6351 NEBRASKA U.S. Department of Commerce ITA/US&FCS District Office 11133 O Street Omaha, NE 68137 Phone: 402/221-3664 FAX: 402/221-3668 NEVADA U.S. Department of Commerce ITA/US&FCS District Office 1755 East Plumb Lane, #152 Reno, NV 89502 Phone: 702/784-5203 FAX: 702/784-5343 NEW HAMPSHIRE (N.H. serviced by the Boston ITA Office) U.S. Department of Commerce ITA/US&FCS District Office 307 World Trade Center Boston, MA 02210 Phone: 617/565-8563 FAX: 617/565-8530 NEW JERSEY U.S. Department of Commerce ITA/US&FCS District Office 3131 Princeton Pike Building #6, Suite 100 Trenton, NJ 08648 Phone: 609/989-2100 FAX: 609/989-2395 NEW MEXICO U.S. Department of Commerce ITA/US&FCS District Office 625 Silver Avenue SW, Third Floor Albuquerque, NM 87102 Phone: 505/766-2070 FAX: 505/766-1057 NEW YORK U.S. Department of Commerce ITA/US&FCS District Office 26 Federal Plaza, Room 3718 New York, NY 10278 Phone: 212/264-0634 FAX: 212/264-1356 U.S. Department of Commerce ITA/US&FCS District Office 111 West Huron Street, Suite 1312 Buffalo, NY 14202 Phone: 716/846-4191 FAX: 716/846-5290 U.S. Department of Commerce ITA/US&FCS District Office 111 East Avenue, Suite 220 Rochester, NY 14604 Phone: 716/263-6480 FAX: 716/325-6505 NORTH CAROLINA U.S. Department of Commerce ITA/US&FCS District Office 400 West Market Street Greensboro, NC 27401 Phone: 919/333-5345 FAX: 919/333-5158 OHIO U.S. Department of Commerce ITA/US&FCS District Office 9504 Federal Building 550 Main Street Cincinnati, OH 45202 Phone: 513/684-2944 FAX: 513/684-3200 U.S. Department of Commerce ITA/US&FCS District Office 668 Euclid Avenue, Room 600 Cleveland, OH 44114 Phone: 216/522-4750 FAX: 216/522-2235 OKLAHOMA U.S. Department of Commerce ITA/US&FCS District Office 6601 Broadway Extension Oklahoma City, OK 73116 Phone: 405/231-5302 FAX: 405/841-5245 U.S. Department of Commerce ITA/US&FCS District Office 440 South Houston Street, Room 505 Tulsa, OK 74127 Phone: 918/581-765O FAX: 918/581-2844 OREGON U.S. Department of Commerce ITA/US&FCS District Office One World Trade Center, Suite 242 121 SW Salmon Street Portland, OR 97204 Phone: 503/326-3001 FAX: 503/326-6351 PENNSYLVANIA U.S. Department of Commerce ITA/US&FCS District Office 475 Allendale Road, Suite 202 King of Prussia, PA 19406 Phone: 215/962-4980 FAX: 215/951-7959 U.S. Department of Commerce ITA/US&FCS District Office 1000 Liberty Avenue, Suite 2002 Pittsburgh, PA 15222-4194 Phone: 412/644-2850 FAX: 412/644-4875 PUERTO RICO U.S. Department of Commerce ITA/US&FCS District Office Room G-55, Federal Building (Hato Rey) San Juan, PR 00918 Phone: 809/766-5555 FAX: 809/766-5692 RHODE ISLAND U.S. Department of Commerce ITA/US&FCS District Office 7 Jackson Walkway Providence, RI 02903 Phone: 401/528-5104 FAX: 401/528-5067 SOUTH CAROLINA U.S. Department of Commerce ITA/US&FCS District Office 1835 Assembly Street, Suite 172 Columbia, SC 29201 Phone: 803/765-5345 FAX: 803/253-3614 U.S. Department of Commerce ITA/US&FCS District Office 9 Liberty Street, Room 128 Charleston, SC 29424 Phone: 803/765-5345 FAX: 803/253-3614 SOUTH DAKOTA (S.D. serviced by the Omaha District Office) U.S. Department of Commerce ITA/US&FCS District Office 11133 O Street Omaha, NE 68137 Phone: 402/221-3664 FAX: 402/221-3668 TENNESSEE U.S. Department of Commerce ITA/US&FCS District Office 404 Jason Robertson Parkway, Suite 1114 Nashville, TN 37219 Phone: 615/736-5161 FAX: 615/736-2454 U.S. Department of Commerce ITA/US&FCS District Office 22 North Front Street, Suite 200 Memphis, TN 38103 Phone: 901/544-4137 FAX: 901/575-3510 U.S. Department of Commerce ITA/US&FCS District Office 301 East Church Avenue Knoxville, TN 37915 Phone: 615/545-4637 TEXAS U.S. Department of Commerce ITA/US&FCS District Office P.O. Box 12728, Capitol Station Austin, TX 78711 Phone: 512/472-5059 FAX: 512/320-9424 U.S. Department of Commerce ITA/US&FCS District Office 1100 Commerce Street, Room 7A5 Dallas, TX 75258 Phone: 214/767-0542 FAX: 214/767-8240 U.S. Department of Commerce ITA/US&FCS District Office 2625 Federal Building 515 Rusk Street Houston, TX 77002 Phone: 713/229-2578 FAX: 713/229-2203 UTAH U.S. Department of Commerce ITA/US&FCS District Office 324 South State Street, Suite 105 Salt Lake City, UT 84111 Phone: 801/524-5116 FAX: 801/524-5886 VERMONT (Vermont served by the Boston ITA Office) U.S. Department of Commerce ITA/US&FCS District Office 307 World Trade Center Boston, MA 02210 Phone: 617/565-8563 FAX: 617/565-8530 VIRGINIA U.S. Department of Commerce ITA/US&FCS District Office 400 North Eighth Street, Suite 8010 Richmond, VA 23240 Phone: 804/771-2246 FAX: 804/771-2390 WASHINGTON U.S. Department of Commerce ITA/US&FCS District Office 3131 Elliott Avenue, Suite 290 Seattle, WA 98121 Phone: 206/553-5615 FAX: 206/553-7253 WEST VIRGINIA U.S. Department of Commerce ITA/US&FCS District Office 405 Capitol Street, Suite 807 Charleston, WV 25301 Phone: 304/347-5123 FAX: 304/347-5408 WISCONSIN U.S. Department of Commerce ITA/US&FCS District Office 517 East Wisconsin Avenue, Room 596 Milwaukee, WI 53202 Phone: 414/297-3473 FAX: 414/297-3470 WYOMING (Wyoming serviced by the Denver ITA Office) U.S. Department of Commerce ITA/US&FCS District Office 1625 Broadway, Suite 680 Denver, CO 80202 Phone: 303/844-3246 FAX: 303/844-5651 BUREAU OF EXPORT ADMINISTRATION (BXA) The BXA counsels U.S. firms attempting to export controlled products, issues export licenses and holds seminars on export regulations. U.S. Department of Commerce Bureau of Export Administration Office of Export Licensing Room 1099, HCH Building 14th & Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-8536 FAX: 202/482-3322 BXA services include: Export License Application and Information Network (ELAIN) Phone: 202/482-4811 System for Tracking Export License Application (STELA) Phone: 202/482-2752 Export Licensing Voice Information System (ELVIS) Phone: 202/482-4811 Export Seminars Phone: 202/482-6031 NATIONAL INSTITUTE OF STANDARDS AND TECHNOLOGY Provides information about foreign standards and certification requirements. Maintains a GATT Hotline which reports on the latest technical notifications of proposed foreign regulations that may affect trade. U.S. Department of Commerce Technology Administration NIST Physics Building, Room A363 Gaithersburg, MD 20899 Phone: 301/975-4040 FAX: 301/963-2871 GATT Hotline: 301/975-4041 Section 2 SMALL BUSINESS DEVELOPMENT CENTERS INTERNATIONAL TRADE PROGRAMS SBDC INTERNATIONAL TRADE PROGRAMS Small Business Development Centers (SBDCs) provide a wide range of business assistance including export counseling. There are over 900 SBDCs throughout the United States. Some SBDCs have designated International Trade Centers; all SBDCs provide trade counseling/referral. SEPARATE SBDC INTERNATIONAL TRADE CENTERS ALABAMA University of Alabama in Birmingham 1717 Eleventh Avenue South, Suite 419 Birmingham, AL 35294-4410 Phone: 205/934-7260 FAX: 205/934-7645 Alabama International Trade Center University of Alabama 400 North Martha Parham Tuscaloosa, AL 35487-0396 Phone: 205/348-7621 FAX: 205/348-6974 CALIFORNIA California Department of Commerce 801 K Street, Suite 1700 Sacramento, CA 95814 Phone: 916/324-5068 FAX: 916/322-5084 Export Small Business Development Center of Southern California 110 East Ninth Street, Suite A-761 Los Angeles, CA 90079 Phone: 213/892-1111 FAX: 213/892-8232 FLORIDA Trade Expansion Center University of West Florida Building 79, Room 196 Pensacola, FL 32514 Phone: 904/474-3016 FAX: 904/474-2030 Florida Atlantic University P.O. Box 3091 Boca Raton, FL 33431 Phone: 407/367-2273/2271 FAX: 407/367-2272 GEORGIA University of Georgia Chicopee Complex 1180 East Broad Street Athens, GA 30602 Phone: 706/542-5760 FAX: 706/542-6776 ILLINOIS Illinois Department of Commerce and Community Affairs 620 East Adams Street Springfield, IL 62701 Phone: 217/524-5856 FAX: 217/785-6328 College of Dupage 22nd & Lambert Road Glen Ellyn, IL 60137 Phone: 708/858-2800, Ext. 3052 FAX: 708/790-1179 Bradley University 141 North Jobst Hall, First Floor Peoria, IL 61625 Phone: 309/677-3075 FAX: 309/677-3386 Small Business Development Center Southern Illinois University, Edwardsville Campus Box 1107 Edwardsville, IL 62026 Phone: 618/692-2929 FAX: 618/692-2647 LOUISIANA Northeast Louisiana University College of Business Administration 700 University Avenue Monroe, LA 71209 Phone: 318/342-5506 FAX: 318/342-5510 University of New Orleans 368 Business Administration Bldg. New Orleans, LA 70148 Phone: 504/286-6978 FAX: 504/286-7197 MICHIGAN Wayne State University 2727 Second Avenue Detroit, MI 48201 Phone: 313/577-4848 FAX: 313/577-4222 Center for International Business Development Michigan State University 6 Kellogg Center East Lansing, MI 48824-1022 Phone: 517/353-4336 or 1-800-852-5727 FAX: 517/336-1009 MISSISSIPPI University of Mississippi Old Chemistry Building, Suite 216 University, MS 38677 Phone: 601/232-5001 FAX: 601/232-5650 International Trade Center Hinds Community College P.O. Box 1170 Raymond, MS 39154 Phone: 601/857-3536 FAX: 601/857-3535 OREGON Lane Community College 99 West 10th Avenue, Suite 216 Eugene, OR 97401 Phone: 503/726-2250 FAX: 503/345-6006 Portland Community College SBDC 121 SW Salmon Street, Suite 210 Portland, OR 97204 Phone: 503/274-7482 FAX: 503/228-6350 PENNSYLVANIA University of Pennsylvania The Wharton School 444 Vance Hall Philadelphia, PA 19104 Phone: 215/898-1219 FAX: 215/573-2135 Wharton Export Network 3733 Spruce Street, Suite 413 Philadelphia, PA 19104 Phone: 215/898-4861 FAX: 215/898-1299 Lehigh Small Business Development Center The Rauzh Business Center, No. 37 Bethlehem, PA 18015 Phone: 215/758-3980 FAX: 215/758-5205 Kutztown University Small Business Development Center 2986 North Second Street Harrisburg, PA 17110 Phone: 717/233-3120 FAX: 717/233-3181 TENNESSEE Small Business Development Center Memphis State University Memphis, TN 38152 Phone: 901/678-2500 FAX: 901/678-4072 TEXAS North Texas Small Business Development Center Dallas Community College 1402 Corinth Dallas, TX 75215 Phone: 214/565-5833 FAX: 214/565-5813 Small Business Development Center P.O. Box 58299 2050 Stemmons Freeway World Trade Center, Suite 150 Dallas, TX 75258 Phone: 214/747-1300, Code 68 FAX: 214/748-5774 University of Houston Small Business Development Center 601 Jefferson Street, Suite 2330 Houston, TX 77002 Phone: 713/752-8404 FAX: 713/752-8484 South Texas Border Small Business Development Center University of Texas at San Antonio 801 South Bowie San Antonio, TX 78205 Phone: 512/224-0794 FAX: 512/222-9834 WASHINGTON Washington State University College of Business and Economics 245 Todd Hall Pullman, WA 99164-4727 Phone: 509/335-1576 FAX: 509/335-0949 International Trade Institute North Seattle Community College 9600 College Way North Seattle, WA 98103 Phone: 206/527-3732 FAX: 206/527-3734 OTHER SBDCs ACTIVE IN INTERNATIONAL TRADE ARIZONA Arizona Lead Small Business Development Center 2411 West 14th Street Tempe, AZ 85281 Phone: 602/731-8720 FAX: 602/731-8729 COLORADO Colorado Office of Business Development 1625 Broadway, Suite 1710 Denver, CO 80202 Phone: 303/892-3809 FAX: 303/892-3848 Front Range Community College Small Business Development Center 3645 West 112th Avenue Westminster, CO 80030 Phone: 303/460-1032 FAX: 303/466-1623 IDAHO Boise State University College of Business 1910 University Drive Boise, ID 83725 Phone: 208/385-1640 FAX: 208/385-3877 International Trade Coordinator Lewis Clark State College 500 Eighth Avenue Lewiston, ID 83501 Phone: 208/799-2465 FAX: 208/799-2831 INDIANA Indiana Economic Development Council One North Capital, Suite 420 Indianapolis, IN 46204-2248 Phone: 317/264-6871 FAX: 317/264-3102 IOWA Iowa State University 137 Lynn Avenue Ames, IA 50010 Phone: 515/292-6351 FAX: 515/292-0020 Northeast Iowa Small Business Development Center Dubuque Area Chamber of Commerce 770 Town Clock Plaza Dubuque, IA 52001 Phone: 319/588-3350 FAX: 319/557-1591 Eastern Iowa Small Business Development Center 304 West Second Avenue Davenport, IA 52801 Phone: 319/322-4499 FAX: 319/322-3956 MASSACHUSETTS University of Massachusetts School of Management, Room 205 Amherst, MA 01003 Phone: 413/545-6301 FAX: 413/545-1273 MISSOURI University of Missouri, Columbia 300 University Place Columbia, MO 65211 Phone: 314/882-0344 FAX: 314/884-4297 Central Missouri State University Small Business Development Center Grinstead 75 Warrensburg, MO 64093-5087 Phone: 816/543-4402 FAX: 816/543-8159 Missouri Southern State College Small Business Development Center 107 Matthews Hall 3950 Newman Road Joplin, MO 64801 Phone: 417/625-9313 FAX: 417/625-9782 Southwest Missouri State University Small Business Development Center 901 South National Box 88 Springfield, MO 65804 Phone: 417/836-5685 FAX: 417/836-6337 MONTANA Montana Department of Commerce SBDC 1424 Ninth Avenue Helena, MT 59620 Phone: 406/444-4780 FAX: 406/444-2808 NEBRASKA University of Nebraska, Omaha 60th & Dodge Streets, CBA Room 407 Omaha, NE 68182 Phone: 402/554-2521 FAX: 402/554-2747 University of Nebraska, Omaha 1313 Farnam, Room 132 Omaha, NE 68182 Phone: 402/595-2381 FAX: 402/595-2388 NEVADA University of Nevada SBDC Mail Stop 032 Reno, NV 89557-0100 Phone: 702/784-1717 FAX: 702/784-4337 NEW HAMPSHIRE University of New Hampshire 108 McConnell Hall Durham, NH 03824 Phone: 603/862-2200 FAX: 603/862-4468 International Resource Center 601 Spaulding Turnpike, Suite 29 Portsmouth, NH 03801-2833 Phone: 603/334-6074 FAX: 603/334-6110 NEW JERSEY Rutgers University Ackerson Hall, Third Floor 180 University Avenue Newark, NJ 07102 Phone: 201/648-5950 FAX: 201/648-1110 NEW YORK State University of New York SUNY Plaza, S-523 Albany, NY 12246 Phone: 518/443-5398 FAX: 518/465-4992 International Trade Coordinator Small Business Development Center State University College, Buffalo 1300 Elmwood Avenue Buffalo, NY 14222 Phone: 716/878-4030 FAX: 716/878-4067 Small Business Development Center Rockland Community College at Suffern 145 College Road Suffern, NY 10901 Phone: 914/356-0370 FAX: 914/356-0381 NORTH CAROLINA University of North Carolina 4509 Creedmoor Road, Suite 201 Raleigh, NC 27612 Phone: 919/571-4154 FAX: 919/571-4161 OHIO Ohio Department of Development 77 South High Street Columbus, OH 43266-1001 Phone: 614/466-2711 FAX: 614/466-0829 Southeast Ohio Small Business Development Center Ohio University at Athens Innovation Center One President Street, Suite 014 Athens, OH 45701 Phone: 614/593-1797 FAX: 614/593-1795 Toledo Small Business Development Center 218 North Huron Street Toledo, OH 43604 Phone: 419/243-8191 FAX: 419/241-8302 Lake County Small Business Development Center Lake County Economic Development Center Lakeland Community College Mentor, OH 44080 Phone: 216/951-1290 FAX: 216/953-4413 Marietta College SBDC Marietta College Marietta, OH 45750 Phone: 614/374-4649 FAX: 614/374-7585 RHODE ISLAND Bryant College 1150 Douglas Pike Smithfield, RI 02917 Phone: 401/232-6111 FAX: 401/232-6416 SOUTH CAROLINA University of South Carolina College of Business Administration 1710 College Street Columbia, SC 29208 Phone: 803/777-4907 FAX: 803/777-4403 VIRGINIA Virginia Department of Economic Development P.O. Box 798 Richmond, VA 23206-0798 Phone: 804/371-8253 FAX: 804/371-8185 Northern Virginia Small Business Development Center 4260 Chainbridge Road, Suite B-1 Fairfax, VA 22030 Phone: 703/993-2131 FAX: 703/993-2126 Longwood Small Business Development Center Longwood College 515 Main Street Farmville, VA 23901 Phone: 804/395-2086 FAX: 804/395-2359 James Madison University Small Business Development Center College of Business Zane Showker Hall, Room 523 Harrisonburg, VA 22807 Phone: 703/568-3227 FAX: 703/568-3299 Small Business Development Center of Hampton Roads 420 Bank Street, P.O. Box 327 Norfolk, VA 23501 Phone: 804/622-6414 or 804/825-2957 FAX: 804/622-5563 or 804/825-2960 WASHINGTON, D.C. Howard University Small Business Development Center 2600 Sixth Street, N.W. Room 128 Washington, D.C. 20059 Phone: 202/806-1550 FAX: 202/806-1777U.S. DEPARTMENT OF STATE Assisting U.S. businesses is a major responsibility of the U.S. Department of State, including its more than 250 diplomatic and consular establishments in more than 140 foreign countries. State Department diplomatic and consular personnel abroad and domestic State Department personnel offer the small business or new-to-market exporter a variety of services including professional guidance and advice on doing business abroad, assistance in developing foreign contacts and, in the event of investment disputes with foreign governments, help in reaching amicable settlement. This section lists State Department Country Desk Officers and Passport Offices throughout the United States. STATE DEPARTMENT COUNTRY DESK OFFICERS Country Phone (202) Afghanistan 647-9552 Albania 647-3187 Algeria 647-4680 Andorra 647-1412 Angola 647-8252 Antigua and Barbuda 647-2621 Argentina 647-2401 Armenia 647-8671 Australia 647-9691 Austria 647-1484 Azerbaijan 647-8671 Bahamas 647-2621 Bahrain 647-6572 Baltic States 647-3187 Bangladesh 647-9552 Barbados 647-2621 Belarus 647-6764 Belgium 647-6071 Belize 647-4980 Belorus 647-8671 Benin 647-2865 Bermuda 647-8027 Bhutan 647-2141 Bolivia 647-3076 Botswana 647-8252 Brazil 647-9407 Brunei 647-3276 Bulgaria 647-3188 Burkina Faso 647-3066 Burma 647-7108 Burundi 647-3139 Cambodia 647-3133 Cameroon 647-1707 Canada 647-2170 Cape Verde 647-3391 Centr. African Repub. 647-3139 Country Phone (202) Chad 647-1707 Chile 647-2407 China 647-6300 Colombia 647-3023 Comoros 647-5684 Congo 647-3139 Cook Islands 647-3546 Costa Rica 647-3381 Cuba 647-9272 Cyprus 647-6113 Czechoslovakia 647-3298 Denmark 647-5669 Diego Garcia 647-8913 Djibouti 647-8852 Dominica 647-2621 Dominican Republic 647-2620 Ecuador 647-3338 Egypt 647-1228 El Salvador 647-4961 Equatorial Guinea 647-3139 Estonia 647-3188 Ethiopia 647-8852 European Community 647-1708 Finland 647-6071 France 647-2663 Gabon 647-1707 Gambia 647-3395 Georgia 647-8691 Ghana 647-4567 Greece 647-6113 Grenada 647-2621 Guadeloupe 647-2620 Guatemala 647-4980 Guinea 647-2865 Guinea-Bissau 647-4567 Guyana 647-4195 Haiti 647-4195 Honduras 647-3381 Hong Kong 647-6300 Hungary 647-3298 Iceland 647-5669 India 647-2351 Indonesia 647-3276 Iran 647-6111 Iraq 647-5692 Ireland 647-5669 Israel 647-3672 Italy 647-2453 Ivory Coast 647-2865 Jamaica 647-2620 Japan 647-3125 Jordan 647-1022 Country Phone (202) Kazakhstan 647-6859 Kenya 647-5684 Kyrgyzstan 647-8956 Korea 647-7717 Kuwait 647-6562 Laos 647-3133 Latvia 647-3187 Lebanon 647-1030 Lesotho 647-8252 Liberia 647-3391 Libya 647-4674 Lithuania 647-3187 Luxembourg 647-6664 Macao 647-6300 Madagascar 647-5684 Malawi 647-8433 Malaysia 647-3276 Maldives 647-2351 Mali 647-3066 Malta 647-2453 Martinique 647-2620 Mauritania 647-2865 Mauritius 647-5684 Mexico 647-9894 Moldova 647-8671 Mongolia 647-6300 Morocco 647-4675 Mozambique 647-8252 Namibia 647-8252 Nepal 647-1450 The Netherlands 647-6664 Netherlands Antilles 647-2620 New Zealand 647-9691 Nicaragua 647-4975 Niger 647-3066 Nigeria 647-3395 Norway 647-5669 Oman 647-6558 Pacific Islands 647-3546 Pakistan 647-9823 Panama 647-4986 Paraguay 647-2296 Peru 647-3360 The Philippines 647-1221 Poland 647-1070 Portugal 647-1412 Qatar 647-6572 Romania 647-3187 Russia 647-9806 Rwanda 647-3139 S†o Tom‚ & Pr¡ncipe 647-1707 Country Phone (202) Saudi Arabia 647-7550 Senegal 647-2865 Seychelles 647-5684 Sierra Leone 647-3395 Singapore 647-3278 Somalia 647-8852 South Africa 647-8432 Spain 647-1412 Sri Lanka 647-2351 Sudan 647-9742 Suriname 647-4195 Swaziland 647-8252 Sweden 647-6071 Switzerland 647-1484 Syria 647-1131 Taiwan 647-7711 Tajikistan 647-8956 Tanzania 647-5684 Thailand 647-7108 Togo 647-2865 Trinidad & Tobago 647-2621 Tunisia 647-3614 Turkey 647-6114 Turkmenistan 647-8956 Uganda 647-5684 Ukraine 647-6795 United Arab Emirates 647-6558 United Kingdom 647-8027 Uruguay 647-2296 Uzbekistan 647-8956 Venezuela 647-3338 Vietnam 647-3132 Yemen, Rep. of 647-6571 Yugoslavia 647-4138 Zaire 647-2080 Zambia 647-8433 Zimbabwe 647-9429 U.S. DEPARTMENT OF STATE PASSPORT AGENCIES CALIFORNIA Los Angeles Passport Agency 11000 Wilshire Boulevard, Suite 13100 Los Angeles, CA 90024 Phone: 310/575-7080 San Francisco Passport Agency 525 Market Street, Suite 200 San Francisco, CA 94105-2773 Phone: 415/744-4008 CONNECTICUT Stamford Passport Agency One Landmark Square Broad and Atlantic Streets Stamford, CT 06901 Phone: 203/325-1803 DISTRICT OF COLUMBIA Washington Passport Agency 1425 K Street, N.W. Washington, D.C. 20524 Phone: 202/326-6021 FLORIDA Miami Passport Agency 51 Southwest First Avenue, Third Level Miami, FL 33130 Phone: 305/536-6979 HAWAII Honolulu Passport Agency 300 Ala Moana Boulevard, Suite C-106 Honolulu, HI 96850 Phone: 808/541-1918 ILLINOIS Chicago Passport Agency 230 South Dearborn Street, Suite 380 Chicago, IL 60604 Phone: 312/353-7164 LOUISIANA New Orleans Passport Agency 701 Loyola Avenue, Suite T-12005 New Orleans, LA 70113 Phone: 504/589-2335 MASSACHUSETTS Boston Passport Agency 10 Causeway Street, Suite 247 Boston, MA 02222 Phone: 617/565-7195 NEW HAMPSHIRE National Passport Center 31 Rochester Avenue Portsmouth, NH 03810 Phone: 603/334-0500 NEW YORK New York Passport Agency 630 Fifth Avenue, Suite 270 New York, NY 10111 Phone: 212/399-5930 PENNSYLVANIA Philadelphia Passport Agency 600 Arch Street, Suite 4426 Philadelphia, PA 19106 Phone: 215/597-8027 TEXAS Houston Passport Agency 1919 Smith Street, Suite 1100 Houston, TX 77022 Phone: 713/575-7080 WASHINGTON Seattle Passport Agency 915 Second Avenue, Suite 992 Seattle, WA 98174 Phone: 206/553-7963 EXPORT-IMPORT BANK OF THE UNITED STATES The Export-Import Bank (Eximbank) of the United States is the U.S. government agency that facilitates the export financing of U.S. goods and services. Eximbank offers five major export finance support programs: Loans, Guarantees, Working Capital Guarantees, Insurance and a Small Business Group which handles working capital loan guarantees. Eximbank's export credit insurance program provides insurance policies to give exporters protection against the commercial and political risks of default when they find that they must offer credit to compete for or expand foreign sales. The program includes a "New-To-Export Policy" that offers special assistance to small businesses in their exporting efforts. Export-Import Bank Export Financing Hotline: 1-800-424-5201 Export-Import Bank of the U.S. Public Affairs and Publications 811 Vermont Avenue, N.W. Washington, D.C. 20571 Phone: 202/566-4490 FAX: 202/566-7524 Marketing and Programs Development Division 811 Vermont Avenue, N.W. Washington, D.C. 20571 Phone: 202/566-8860 FAX: 202/566-7524 Export Insurance Division 811 Vermont Avenue, N.W. Washington, D.C. 20571 Phone: 202/566-8197 FAX: 202/566-7524 REGIONAL OFFICES CHICAGO 19 S. LaSalle Street, Suite 902 Chicago, IL 60603 Phone: 312/641-1915 FAX: 312/641-2292 HOUSTON Ashford Crossing Two 88050 Dairy Ashford, Suite 585 Houston, TX 77077 Phone: 713/589-8182 FAX: 713/589-8184 LOS ANGELES 222 N. Sepulveda Blvd., Suite 1515 El Segundo, CA 90245 Phone: 310/322-1152 FAX: 310/322-2044 MIAMI 80 SW 8th Street, Suite 1800 Miami, FL 33130 Phone: 305/372-8540 FAX: 305/372-5114 NEW YORK CITY 6 World Trade Center New York, NY 10048 Phone: 212/513-4292 FAX: 212/513-4277 OVERSEAS PRIVATE INVESTMENT CORPORATION Overseas Private Investment Corporation (OPIC) encourages and assists U.S. private investments in lesser developed nations. OPIC insurance and financing are available in 140 countries around the world. OPIC provides for political risk insurance for overseas investment and direct loans of up to $6 million for small businesses. For information about what OPIC can do, call 202/336-8799 or FAX: 202/833-3375. Overseas Private Investment Corporation 1100 New York Avenue, N.W. Washington, D.C. 20527 Phone: 202/336-8799 FAX: 202/789-2566 U.S. TRADE REPRESENTATIVE The Office of the U.S. Trade Representative (USTR) is an agency of the Executive Office of the President responsible for developing and coordinating U.S. international trade and commodity and trade-related investment policy. The agency provides trade policy leadership and negotiating expertise in major areas of responsibility including the following: . All matters within the General Agreement on Tariffs and Trade (GATT); . Trade, commodity and trade-related investment matters dealt with by international institutions such as the Organization for Economic Cooperation and Development (OECD) and the United Nations Conference on Trade and Development (UNCTAD); . Other trade and trade-related investment issues including intellectual property protection issues and import policy; and . Enforcement and implementation of U.S. trade laws. United States Trade Representative Office of Public Affairs and Private Sector Liaison 600 17th Street, N.W., Room 103 Washington, D.C. 20506 Phone: 202/395-3350 FAX: 202/395-7226 Office of the General Counsel United States Trade Representative 600 17th Street, N.W., Room 223 Washington, D.C. 20506 Phone: 202/395-3432 FAX: 202/395-3911 Office of Agriculture United States Trade Representative 600 17th Street, N.W., Room 423 Washington, D.C. 20506 Phone: 202/395-5006 FAX: 202/395-3911 Office of Industry United States Trade Representative 600 17th Street, N.W., Room 420 Washington, D.C. 20506 Phone: 202/395-5656 FAX: 202/395-3911 Office of Environment and Intellectual Property United States Trade Representative 600 17th Street, N.W., Room 409 Washington, D.C. 20506 Phone: 202/395-7320 FAX: 202/395-3911 Office of Services, Investment & Science United States Trade Representative 600 17th Street, N.W., Room 409 Washington, D.C. 20506 Phone: 202/395-3606 FAX: 202/395-3911 Office of Textiles United States Trade Representative 600 17th Street, N.W., Room 300 Washington, D.C. 20506 Phone: 202/395-3026 FAX: 202/395-3911 U.S. DEPARTMENT OF THE TREASURY-CUSTOMS SERVICE The U.S. Customs Service, an agency within the Department of Treasury, is responsible for enforcing the laws of the United States at the country's borders with respect to goods entering or leaving the country. Headquartered in Washington, D.C., the U.S. Customs Service divides its offices among seven regions. U.S. CUSTOMS OFFICES HEADQUARTER OFFICE U.S. Customs Service 1201 Constitution Avenue, N.W. Washington, D.C. 20229 Phone: 202/927-6724 NORTHEAST REGIONAL OFFFICES MASSACHUSETTS 10 Causeway Street Boston, MA 02222-1056 Phone: 617/565-6215 NEW YORK 6 World Trade Center New York, NY 10048 Phone: 212/466-4547 NORTHEAST DISTRICT OFFICES MAINE 312 Fore Street P.O. Box 4688 Portland, ME 04112 Phone: 207/780-3326 MARYLAND 40 South Gay Street Baltimore, MD 21202 Phone: 410/962-2666 NEW JERSEY Hemisphere Center Newark, NJ 07102 Phone: 201/645-3760 NEW YORK Kennedy Airport Area Building 178, Room 330B Jamaica, NY 11430 Phone: 718/553-1542 111 West Huron Street, Room 603 Buffalo, NY 14202 Phone: 716/846-4373 127 North Water Street Ogdensburg, NY 13669 Phone: 315/393-0660 PENNSYLVANIA Second and Chestnut Streets, Room 102 Philadelphia, PA 19106 Phone: 215/597-4605 RHODE ISLAND 49 Pavillion Avenue Providence, RI 02905 Phone: 401/528-5080 VERMONT Main & Stabbins Streets P.O. Box 1490 St. Albans, VT 05478 Phone: 802/524-1521 SOUTHEAST REGIONAL OFFICE FLORIDA 909 Southeast First Avenue Miami, FL 33130 Phone: 305/536-5952 SOUTHEAST DISTRICT OFFICES FLORIDA 4430 East Adamo Drive, Suite 301 Tampa, FL 33605 Phone: 813/228-2381 GEORGIA One East Bay Street Savannah, GA 31401 Phone: 912/944-4356 NORTH CAROLINA One Virginia Avenue Wilmington, NC 28401 Phone: 919/343-4601 PUERTO RICO One La Puntilla Old San Juan, PR 00901 Phone: 809/729-6950 SOUTH CAROLINA 200 East Bay Street Charleston, SC 29402 Phone: 803/724-4312 VIRGIN ISLANDS Main P.O. Sugar Estate Charlotte Amalie St. Thomas, VI 00801 Phone: 809/774-2530 VIRGINIA 101 East Main Street Norfolk, VA 23510 Phone: 804/441-6546 WASHINGTON, D.C. P.O. Box 17423 Washington, D.C. 20041 Phone: 703/318-0027 SOUTHWEST REGIONAL OFFICE TEXAS 5850 San Felipe Street Houston, TX 77057 Phone: 713/953-6825 SOUTHWEST DISTRICT OFFICES TEXAS 1215 Royal Lane P.O. Box 619050 Fort Worth, TX 75261 Phone: 214/574-2170 Building B, Room 134 Bridge of the Americas P.O. Box 9516 El Paso, TX 79985 Phone: 915/534-6798 Lincoln Juarez Bridge P.O. Box 3130 Laredo TX, 78041-3130 Phone: 512/726-2267 4550 75th Street Port Arthur, TX 77642 Phone: 409/724-0087 ARIZONA International & Terrace Streets Nogales, AZ 85621 Phone: 602/761-2010 SOUTH CENTRAL REGIONAL OFFICE LOUISIANA 423 Canal Street New Orleans, LA 70130 Phone: 504/589-2976 SOUTH CENTRAL DISTRICT OFFICE ALABAMA 150 North Royal Street Mobile, AL 36602 Phone: 205/690-2106 NORTH CENTRAL REGIONAL OFFICE ILLINOIS 55 East Monroe Street Chicago, IL 60603-5890 Phone: 312/886-3377 NORTH CENTRAL DISTRICT OFFICES ILLINOIS 610 South Canal Street Chicago, IL 60607 Phone: 312/353-6100 MICHIGAN 477 Michigan Avenue, Room 200 Detroit, MI 48226-2568 Phone: 313/226-3177 MINNESOTA 515 West First Street, Room 209 Duluth, MN 55802-1390 Phone: 218/720-5201 110 South Fourth Street Minneapolis, MN 55401 Phone: 612/348-1690 MISSOURI 7911 Forsyth Boulevard, Suite 625 St. Louis, MO 63105 Phone: 314/425-3134 MONTANA 300 Second Avenue South P.O. Box 789 Great Falls, MT 59405 Phone: 406/453-7631 NORTH DAKOTA Federal Building P.O. Box 610 Pembina, ND 58271 Phone: 701/825-6201 OHIO Plaza Nine Building, 6th Floor 55 Erieview Plaza Cleveland, OH 44114 Phone: 216/522-4284 WISCONSIN 6269 Ace Industrial Drive P.O. Box 37260 Milwaukee, WI 53237-0260 Phone: 414/297-3925 PACIFIC REGIONAL OFFICE CALIFORNIA One World Trade Center, Suite 705 Long Beach, CA 90831 Phone: 213/491-7200 PACIFIC DISTRICT OFFICES ALASKA 605 West Fourth Street Anchorage, AK 99501 Phone: 907/271-2675 CALIFORNIA 300 South Ferry Street Terminal Island San Pedro, CA 90731 Phone: 213/514-6001 880 Front Street, Suite 5-S-9 San Diego, CA 92188 Phone: 619/557-5360 P.O. Box 2450 San Francisco, CA 94111 Phone: 415/705-4340 HAWAII 335 Merchant Street P.O. Box 1641 Honolulu, HI 96806 Phone: 808/541-1725 OREGON 511 Northwest Broadway Portland, OR 97209 Phone: 503/326-2865 WASHINGTON 1000 Second Avenue, Suite 2200 Seattle, WA 98104 Phone: 206/553-0554 U.S. DEPARTMENT OF AGRICULTURE The U.S. Department of Agriculture's Foreign Agricultural Service (FAS) represents U.S. agricultural interests through its network of agricultural counselors, attaches and trade officers stationed overseas and its backup team of analysts, marketing specialists, negotiators and related specialists in Washington, D.C. Export services include trade leads, foreign buyers lists, export market profiles, trade negotiations, credit guarantees, food assistance, market development and efforts to counter unfair trade practices abroad. The Trade Assistance and Planning Office (TAPO) of the FAS is the main contact point for persons interested in participating in export programs carried out by FAS and the Commodity Credit Corporation. FOREIGN AGRICULTURAL SERVICE Headquarters Contacts U.S. Department of Agriculture Foreign Agricultural Service 14th & Independence Avenue, S.W. Washington, D.C. 20250-1000 Phone: 202/720-7115 FAX: 202/720-1727 Trade Assistance and Promotion Office Phone: 202/720-7420 FAX: 202/690-4374 European Area Officer (Non-EC) Room 5080-S Phone: 202/720-3080 European Area Officer (EC) Room 5080-S Phone: 202/720-2144 Western Hemisphere Area Room 5604-S Phone: 202/720-3221 North America Area Room 5604-S Phone: 202/720-3221 East Asia Pacific Area Room 5098-S Phone: 202/720-2690 Near East, South Asia and Africa Area Officer Room 5098-S Phone: 202/720-7053 U.S. AGENCY FOR INTERNATIONAL DEVELOPMENT The U.S. Agency for International Development (USAID) is the principal Federal agency that implements the U.S. Foreign Economic Assistance Program in nearly 100 countries throughout the developing world. Acting on behalf of the U.S. government, USAID commits a loan or awards a grant to an eligible USAID-recipient country. From these loans and grants flow technical assistance projects and commodity programs implemented through the provision of technical assistance services and/or commodities from U.S. suppliers. USAID's Center for Trade & Investment Services promotes increased business activity between U.S. businesses and foreign entrepreneurs in Asia, the Near East, Africa, Latin America, Eastern Europe and the Newly Independent States of the former Soviet Union. CTIS assists U.S. business by: . Providing a central point of contact for all inquiries about business opportunities in USAID-assisted countries; . Providing information about USAID-financed procurement opportunities; . Providing information about USAID's private sector programs overseas; . Sponsoring industry-specific transaction conferences; and . Linking U.S. firms with entrepreneurs overseas. U.S. Agency for International Development Center for Trade & Investment Services Washington, D.C. 20523-0229 Phone: 202/663-2660 USAID's Office of Small and Disadvantaged Business Utilization/Minority Resource Center (OSDBU/MRC) maintains the USAID Consultant Registry Information System (ACRIS). ACRIS is an automated database that describes the capabilities of U.S. businesses, organizations and institutions that have expressed interest in participating in USAID-financed technical assistance projects. The Office also maintains the Mailing List for the A.I.D. Procurement Information Bulletin, which announces intended procurement of USAID-financed commodities. U.S. Agency for International Development Office of Small and Disadvantaged Business Utilization/Minority Resource Center Washington, D.C. 20523-1414 Phone: 703/875-1551 AFGHANISTAN USAID Unit #62206 APO AE 09812-2206 AFRICA, EAST AND SOUTHERN USAID/Nairobi, Kenya Regional Economic Development Services Office (REDSO/ESA) Washington, D.C. 20521-8900 AFRICA, WEST AND CENTRAL USAID/Ivory Coast Regional Economic Development Services Office (REDSO/WCA) Washington, D.C. 20521-2010 ALBANIA American Embassy/Tirana PSC 59, Box 100 (A) APO AE 09624 ARMENIA USAID/Yerevan Washington, D.C. 20521-7020 BANGLADESH USAID/Dhaka Washington, D.C. 20521-6120 BARBADOS American Embassy/USAID APO AA 34055 BELIZE USAID/Belize City Washington, D.C. 20521-3050 BENIN USAID/Cotonou Washington, D.C. 20521-2120 BOLIVIA USAID/La Paz American Embassy/USAID Unit #3914 APO AE 34032 BOTSWANA USAID/Gaborone Washington, D.C. 20521-2170 BRAZIL USAID/Brasilia Unit #350 APO AA 34030 BULGARIA USAID/Sofia Washington, D.C. 20521-5740 BURKINA FASO USAID/Ouagadougou Washington, D.C. 20521-2440 BURUNDI USAID/Bujumbura Washington, D.C. 20521-2100 CAMBODIA American Embassy PhNom Penh, Box P APO AP 96546 CAMEROON USAID/Yaound‚ Washington, D.C. 20521-2520 CAPE VERDE USAID/Praia Washington, D.C. 20521-2460 CHAD USAID/N'Djamena Washington, D.C. 20521-2410 CHILE American Embassy Santiago Unit #4128 APO AA 34033 COLOMBIA American Embassy/USAID APO AA 34038 COSTA RICA American Embassy Costa Rica APO AA 34020 CROATIA/SLOVENIA USAID/Zagreb Unit #25402 APO AE 09213 CZECH REPUBLIC American Embassy Prague Unit #25402 APO AE 09213 DOMINICAN REPUBLIC USAID/Santo Domingo Unit #5541 APO AA 34041 ECUADOR American Embassy Unit #5330 APO AA 34039-3420 EGYPT USAID/Cairo Unit #64902 APO AE 09839-4902 EL SALVADOR American Embassy El Salvador APO AA 34023 ESTONIA American Embassy Helsinki, (Box T) APO AE 09723 ETHIOPIA USAID/Addis Ababa Washington, D.C. 20521-2030 FIJI Regional Development Office USAID/Suva Washington, D.C. 20521-4290 GAMBIA USAID/Banjul Washington, D.C. 20521-2070 GHANA USAID/Accra Washington, D.C. 20521-2020 GUATEMALA American Embassy Guatemala Unit #3323 APO AA 34024 GUINEA USAID/Conakry Washington, D.C. 20521-2110 GUINEA-BISSAU USAID/Bissau Washington, D.C. 20521-2080 HAITI USAID/Port au Prince Washington, D.C. 20521-3400 HONDURAS USAID/Tegucigalpa Unit #2927 APO AA 34022 HUNGARY American Embassy Budapest Unit #25402 APO AE 09213-5270 INDIA USAID/New Delhi Washington, D.C. 20521-9000 INDONESIA American Embassy/USAID Box 4 APO AP 96520 JAMAICA USAID/Kingston Washington, D.C. 20521-3210 JORDAN USAID/Amman Unit #70206 APO AE 09892-0206 KAZAKHSTAN USAID/Alma Ata Washington, D.C. 20521-7030 KENYA USAID/Nairobi Washington, D.C. 20521-8900 LATVIA American Embassy Helsinki, (Box R) APO AE 09723 LESOTHO USAID/Maseru Washington, D.C. 20521-2340 LITHUANIA American Embassy Helsinki, (Box V) APO AE 09723 MADAGASCAR USAID/Antananarivo Washington, D.C. 20521-2040 MALAWI USAID/Lilongwe Washington, D.C. 20521-2280 MALI USAID/Bamako Washington, D.C. 20521-2050 MONGOLIA American Embassy Ulaanbaater PSC 461, Box 300 FPO AP 96521-0002 MOROCCO American Embassy Rabat PSC 74, Box 22 APO AE 09718 MOZAMBIQUE USAID/Maputo Washington, D.C. 20521-2330 NAMIBIA USAID/Windhoek Washington, D.C. 20521-2540 NEPAL USAID/Kathmandu Washington, D.C. 20521-6190 NICARAGUA American Embassy USAID/Managua Unit #2715, Box 9 APO AA 34021 NIGER USAID/Niamey Washington, D.C. 20521-2420 NIGERIA USAID/Lagos Washington, D.C. 20521-8300 OMAN USAID/Muscat Washington, D.C. 20521-6220 PAKISTAN USAID Unit #62206 APO AE 09812-2206 PANAMA USAID/Panama City Unit #0949 APO AA 34002 PARAGUAY USAID/Asunci¢n APO AE 34036 PERU American Embassy/USAID Unit #3760 APO AA 34031 THE PHILIPPINES American Embassy/USAID Unit #8115 APO AP 96440 POLAND American Embassy Warsaw Washington, D.C. 20521-5010 ROMANIA American Embassy/USAID Unit #25402 APO AE 09213-5260 RUSSIA American Embassy USAID/Moscow PSC 77 APO AE 09721 RWANDA USAID/Kigali Washington, D.C. 20521-2210 SENEGAL USAID/Dakar Washington, D.C. 20521-2130 SLOVAKIA USAID/Bratislava Washington, D.C. 20521-5840 SOMALIA USAID/Mogadishu Washington, D.C. 20521-2360 REPUBLIC OF SOUTH AFRICA USAID/Pretoria Washington, D.C. 20521-9300 SRI LANKA USAID/Colombo Washington, D.C. 20521-6100 THE SUDAN American Embassy Khartoum Unit #63900 APO AE 09829-3900 SWAZILAND USAID/Mbabane Washington, D.C. 20521-2350 TANZANIA USAID/Dar es Salaam Washington, D.C. 20521-2140 THAILAND USAID, Box 47 APO AD 96546-7200 TOGO USAID/Lom‚ Washington, D.C. 20521-2300 TUNISIA USAID/Tunis Washington, D.C. 20521-6360 UGANDA USAID/Kampala Washington, D.C. 20521-2190 UKRAINE USAID/Kiev Washington, D.C. 20521-5850 URUGUAY/ARGENTINA American Embassy Montevideo Unit #4516 APO AA 34035 WEST BANK, GAZA American Consulate Jerusalem APO AE 09830 YEMEN ARAB REPUBLIC USAID/Sana'a Washington, D.C. 20521-6330 REPUBLIC OF ZAIRE American Embassy/USAID APO AE 09828 ZAMBIA USAID/Lusaka Washington, D.C. 20521-2310 SECTION 4 STATE GOVERNMENT INTERNATIONAL TRADE RESOURCES State international trade offices offer trade information and leads, export seminars and a variety of other services. ALABAMA Alabama Office of International Development 401 Adams Avenue, Suite 600 Montgomery, AL 36130 Phone: 205/242-0400 FAX: 205/242-0486 ALASKA Alaska Department of Commerce and Economic Development Office of International Trade 3601 C Street, Suite 798 Anchorage, AK 99503 Phone: 907/561-5585 FAX: 907/561-4577 ARIZONA Arizona Department of Commerce International Trade and Investment Division 3800 North Central, Suite 1500 Phoenix, AZ 85012 Phone: 602/280-1371 FAX: 602/280-1305 ARKANSAS Arkansas Industrial Development Commission Office of International Marketing One State Capitol Mall Little Rock, AR 72201 Phone: 501/682-5275 FAX: 501/682-7341 CALIFORNIA California State World Trade Commission 1121 L Street, Suite 310 Sacramento, CA 95814 Phone: 916/324-5511 FAX: 916/324-5791 COLORADO Colorado International Trade Office 1625 Broadway, Suite 680 Denver, CO 80202 Phone: 303/892-2850 FAX: 303/892-3848 CONNECTICUT Connecticut Department of Economic Development International Division 865 Brook Street Rocky Hill, CT 06067 Phone: 203/258-4200 FAX: 203/529-0535 DELAWARE Delaware Division of Economic Development Office of Business Development 99 Kings Highway, Box 1401 Dover, DE 19903 Phone: 302/739-4271 FAX: 302/739-5749 DISTRICT OF COLUMBIA District of Columbia Office of International Business 1250 I Street, N.W., Suite 1003 Washington, D.C. 20005 Phone: 202/727-1576 FAX: 202/727-1588 FLORIDA Florida Department of Commerce International Trade & Development 107 West Gaines Street, Room 366 Tallahassee, FL 32399-2000 Phone: 904/487-1399 FAX: 904/487-1407 GEORGIA Georgia Department of Industry, Trade and Tourism Division of Trade P.O. Box 1776 Atlanta, GA 30301 Phone: 404/656-3556 FAX: 404/656-3567 HAWAII Hawaii Department of Business and Economic Development International Services Branch P.O. Box 2359 Honolulu, HI 96804 Phone: 808/586-2406 FAX: 808/586-2452 IDAHO Idaho Department of Commerce International Business Development 700 West State Street Boise, Idaho 83720-2700 Phone: 208/334-2470 FAX: 208/334-2783 ILLINOIS Illinois Department of Commerce International Business Division 100 West Randolph, Suite C-400 Chicago, IL 60601 Phone: 312/814-7164 FAX: 312/814-6581 INDIANA Indiana Department of Commerce International Trade Division One North Capitol, Suite 700 Indianapolis, IN 46204 Phone: 317/232-8845 FAX: 317/232-4146 IOWA Iowa Department of Economic Development International Marketing Division 200 East Grand Avenue Des Moines, IA 50309 Phone: 515/242-4713 FAX: 515/242-4918 KANSAS Kansas Department of Commerce International Development 700 Southwest Harrison Street, Suite 1300 Topeka, KS 66603 Phone: 913/296-4027 FAX: 913/296-5263 KENTUCKY Kentucky Commerce Cabinet Office of International Trade Capitol Plaza Tower, 24th Floor Frankfort, KY 40601 Phone: 502/564-2170 FAX: 502/564-3256 LOUISIANA Louisiana Department of Economic Development Office of International Trade, Finance & Development P.O. Box 94185 Baton Rouge, LA 70804 Phone: 504/342-5388 FAX: 504/342-5389 MAINE Maine Department of Economic and Community Development State House Station 59 Augusta, ME 04333 Phone: 207/289-5700 FAX: 207/287-2861 MARYLAND Maryland World Trade Center 401 East Pratt Street, Suite 752 Baltimore, MD 21202 Phone: 410/333-4295 FAX: 410/333-8200 MASSACHUSETTS Massachusetts Office of International Trade 100 Cambridge Street, Room 902 Boston, MA 02202 Phone: 617/367-1830 FAX: 617/227-3488 MICHIGAN Michigan Export Development Authority 1200 Sixth Street Detroit, MI 48226 Phone: 313/256-2004 FAX: 313/256-1046 MINNESOTA Minnesota Trade Office 1000 MN World Trade Center St. Paul, MN 55101 Phone: 612/297-4657 FAX: 612/296-3555 MISSISSIPPI Mississippi Department of Economic Development Trade and Export Division P.O. Box 849 Jackson, MS 39205 Phone: 601/359-3155 FAX: 601/359-2832 MISSOURI Missouri Department of Commerce International Business Office P.O. Box 118 Jefferson City, MO 65102 Phone: 314/751-4855 FAX: 314/751-7384 MONTANA Montana Department of Commerce 1424 Ninth Avenue Helena, MT 59620 Phone: 406/444-3923 FAX: 406/444-2808 NEBRASKA Nebraska Department of Economic Development International Trade Promotion 301 Centennial Mall South P.O. Box 94666 Lincoln, NE 68509 Phone: 402/471-3111 FAX: 402/471-3778 NEVADA Nevada Commission on Economic Development International Office 5151 South Carson Street Carson City, NV 89710 Phone: 702/687-4325 FAX: 702/687-4450 NEW HAMPSHIRE New Hampshire Department of Resources and Economic Development 105 Loudon Road, Building 2 P.O. Box 856 Concord, NH 03301-0856 Phone: 603/271-2591 FAX: 603/271-2629 NEW JERSEY New Jersey Department of Commerce and Economic Development Division of International Trade 153 Halsey Street, Fifth Floor Newark, NJ 07100 Phone: 201/648-3518 FAX: 201/623-1287 NEW MEXICO New Mexico Office of International Trade Economic Development and Tourism Department 1100 St. Francis Drive Santa Fe, NM 87503 Phone: 505/827-0272 FAX: 505/827-0407 New Mexico Economic Development & Tourism Department 1100 St. Francis Drive Santa Fe, NM 87503 Phone: 505/827-0350 FAX: 505/827-0263 NEW YORK New York Department of Commerce International Division 1515 Broadway, 51st Floor New York, NY 10036 Phone: 212/827-6210 FAX: 212/827-6263 NORTH CAROLINA North Carolina Department of Economic & Community Development 430 North Salisbury Street Raleigh, NC 27611 Phone: 919/733-7193 FAX: 919/733-0110 NORTH DAKOTA North Dakota Economic Development Commission 1833 East Bismarck Expressway Bismarck, ND 58505 Phone: 701/221-5300 FAX: 701/221-5320 OHIO Ohio Department of Development International Trade Division 77 South High Street, 29th Floor P.O. Box 1001 Columbus, OH 43266 Phone: 614/466-2317 FAX: 614/644-1789 OKLAHOMA Oklahoma Department of Commerce International Trade Division P.O. Box 26980 Oklahoma City, OK 73126 Phone: 405/843-9770 FAX: 405/841-5199 OREGON Oregon Economic Development Department International Trade Division One World Trade Center, Suite 300 121 S.W. Salmon Street Portland, OR 97204 Phone: 503/229-5625 FAX: 503/222-5050 PENNSYLVANIA Pennsylvania Department of Commerce Bureau of Foreign Investment 486 Forum Building Harrisburg, PA 17120 Phone: 717/787-7190 FAX: 717/234-4560 PUERTO RICO Puerto Rico Department of Agriculture P.O. Box 10163 Santurce, PR 00908-1163 Phone: 809/722-5443 FAX: 809/923-9747 RHODE ISLAND Rhode Island Department of Economic Development International Trade Division 7 Jackson Walkway Providence, RI 02903 Phone: 401/277-2601 FAX: 401/277-2102 Rhode Island Department of Environmental Management 22 Hayes Street, Room 120 Providence, RI 02908-5025 Phone: 401/277-2781 FAX: 401/277-6047 SOUTH CAROLINA South Carolina State Development Board P.O. Box 927 Columbia, SC 29202 Phone: 803/737-0400 FAX: 803/737-0818 SOUTH DAKOTA South Dakota Office of Economic Development Export Trade Marketing Division 711 Wells Avenue, Capitol Lake Plaza Pierre, SD 57501 Phone: 605/773-5032 FAX: 605/773-3256 TENNESSEE Tennessee Department of Economic and Community Development 320 Sixth Avenue, Seventh Floor Nashville, TN 37243-0405 Phone: 615/741-5870 FAX: 615/741-5829 TEXAS Texas Department of Commerce P.O. Box 12728 Austin, TX 78711 Phone: 512/472-5059 FAX: 512/472-5059 UTAH Utah Division of Business and Economic Development International Business Development 324 South State Street, Suite 500 Salt Lake City, UT 84111 Phone: 801/538-8737 FAX: 801/538-8889 VERMONT Vermont Department of Economic Development Pavilion Office Building 109 State Street Montpelier, VT 05609 Phone: 802/828-3221 FAX: 802/828-3258 VIRGINIA Virginia Department of Economic Development International Marketing P.O. Box 798 Richmond, VA 23206 Phone: 804/371-8106; 800/553-3170 FAX: 804/786-1121 WASHINGTON Washington Department of Trade and Development Business & Market Development 2001 Sixth Avenue, Suite 2600 Seattle, WA 98121 Phone: 206/464-7143 FAX: 206/464-7222 WEST VIRGINIA Governor's Office of Community & Industrial Development State Capitol, Room M-146 Charleston, WV 25305-0311 Phone: 304/558-0400 FAX: 304/558-0362 WISCONSIN Wisconsin Bureau of International Development Department of Development P.O. Box 7970 Madison, WI 53707 Phone: 608/831-9456 FAX: 608/831-6982 WYOMING Wyoming International Trade Office Herschler Building, 2nd Floor North Cheyenne, WY 82002 Phone: 307/777-6412 FAX: 307/777-5840SECTION 5 FOREIGN EMBASSIES IN THE UNITED STATES Foreign Embassies in the United States maintain a staff of commercial officers that can assist businesses in obtaining market access information and explain procedures for conducting business in their respective countries, such as regulatory and tariff guidelines. Embassy of the Republic of Afghanistan 2341 Wyoming Avenue, N.W. Washington, D.C. 20008 Phone: 202/234-3770 FAX: 202/328-3516 Embassy of Algeria 2137 Wyoming Avenue, N.W. Washington, D.C. 20008 Phone: 202/265-2800 FAX: 202/667-2174 Embassy of Argentina Economics Division 1901 L Street, N.W., Suite 801 Washington, D.C. 20036 Phone: 202/265-4557 FAX: 202/775-4388 Embassy of Armenia 122 C Street, N.W. Washington, D.C. 20001 Phone: 202/628-5766 FAX: 202/628-5769 Embassy of Australia 1601 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/797-3000 FAX: 202/797-3168 Embassy of Austria 3524 International Court, N.W. Washington, D.C. 20008 Phone: 202/895-6700 FAX: 202/895-6750 Embassy of Bahamas 2220 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/319-2660 FAX: 202/319-2668 Embassy of Bahrain International Drive, N.W. Washington, D.C. 20008 Phone: 202/342-0741 FAX: 202/362-2192 Embassy of Bangladesh 2201 Wisconsin Avenue, N.W. Washington, D.C. 20007 Phone: 202/342-8372 FAX: 202/333-4971 Embassy of Belgium 3330 Garfield Street, N.W. Washington, D.C. 20008 Phone: 202/333-6900 FAX: 202/333-3079 Embassy of Belize 2535 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/332-9636 FAX: 202/332-6888 Embassy of Bolivia 3014 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/483-4410 FAX: 202/328-3712 Embassy of Botswana 3400 International Drive, Suite 77 Washington, D.C. 20008 Phone: 202/244-4990 FAX: 202/244-4164 Embassy of Brazil 3006 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/745-2700 FAX: 202/745-2827 Embassy of Brunei 2600 Virginia Avenue, N.W., Suite 300 Washington, D.C. 20037 Phone: 202/342-0159 FAX: 202/342-0158 Embassy of Bulgaria 1621 22nd Street, N.W. Washington, D.C. 20008 Phone: 202/387-7969 FAX: 202/234-7973 Embassy of Burkina Faso 2340 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/332-5577 FAX: 202/667-1882 Embassy of Burma 2300 S Street, N.W. Washington, D.C. 20008 Phone: 202/332-9044 FAX: 202/332-9046 Embassy of Burundi 2233 Wisconsin Avenue, N.W., Suite 212 Washington, D.C. 20007 Phone: 202/342-2574 FAX: 202/342-2578 Embassy of Cameroon 2349 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/265-8790 FAX: 202/387-3826 Embassy of Canada 501 Pennsylvania Avenue, N.W. Washington, D.C. 20001 Phone: 202/682-1740 FAX: 202/682-7726 Embassy of Cape Verde 3415 Massachusetts Avenue, N.W. Washington, D.C. 20007 Phone: 202/965-6820 FAX: 202/965-1207 Embassy of The Central African Republic 1618 22nd Street, N.W. Washington, D.C. 20008 Phone: 202/483-7800 FAX: 202/332-9893 Embassy of Chad 2002 R Street, N.W. Washington, D.C. 20009 Phone: 202/462-4009 FAX: 202/265-1937 Embassy of Chile 1732 Massachusetts Avenue, N.W. Washington, D.C. 20036 Phone: 202/785-1746 FAX: 202/887-5579 Embassy of China 2300 Connecticut Avenue, N.W. Washington, D.C. 20008 Phone: 202/328-2500 FAX: 202/234-3715 Embassy of Colombia 2118 Leroy Plaza, N.W. Washington, D.C. 20008 Phone: 202/387-8338 FAX: 202/232-8643 Embassy of Costa Rica 1825 Connecticut Avenue, Suite 211 Washington, D.C. 20009 Phone: 202/234-2945 FAX: 202/234-8653 Embassy of Cyprus 2211 R Street, N.W. Washington, D.C. 20008 Phone: 202/462-5772 FAX: 202/483-6710 Embassy of Czechoslovakia 3900 Linnean Avenue, N.W. Washington, D.C. 20008 Phone: 202/363-6307 FAX: 202/244-2147 Embassy of Denmark 3200 Whitehaven Street, N.W. Washington, D.C. 20008 Phone: 202/234-4300 FAX: 202/328-1470 Embassy of Djibouti 1156 15th Street, N.W. Washington, D.C. 20006 Phone: 202/331-0270 FAX: 202/331-0302 Embassy of The Dominican Republic 1715 22nd Street, N.W. Washington, D.C. 20008 Phone: 202/332-6280 FAX: 202/265-8057 Embassy of Ecuador 2535 15th Street, N.W. Washington, D.C. 20009 Phone: 202/234-7200 FAX: 202/667-3482 Embassy of Egypt 2310 Decatur Place, N.W. Washington, D.C. 20008 Phone: 202/232-5400 FAX: 202/332-7894 Embassy of El Salvador 2308 California Street, N.W. Washington, D.C. 20008 Phone: 202/265-9671 Embassy of Ethiopia 2134 Kalorama Road, N.W. Washington, D.C. 20008 Phone: 202/234-2281 FAX: 202/328-7950 Embassy of Finland 3216 New Mexico Avenue, N.W. Washington, D.C. 20016 Phone: 202/363-2430 FAX: 202/363-8233 Embassy of France 4101 Reservoir Road, N.W. Washington, D.C. 20007 Phone: 202/944-6000 FAX: 202/944-6116 Embassy of Gabon 2034 20th Street, N.W. Washington, D.C. 20009 Phone: 202/797-1000 FAX: 202/332-0668 Embassy of Gambia 1030 15th Street, N.W., Suite 720 Washington, D.C. 20005 Phone: 202/785-1399 FAX: 202/785-1430 Embassy of the German Federal Republic 4645 Reservoir Road, N.W. Washington, D.C. 20007 Phone: 202/298-4000 FAX: 202/298-4249 Embassy of Ghana 3512 International Drive, N.W. Washington, D.C. 20008 Phone: 202/686-4520 FAX: 202/686-4527 Embassy of Great Britain 3100 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/462-1340 FAX: 202/898-4255 Embassy of Greece 2221 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/667-3168 FAX: 202/939-5824 Embassy of Guatemala Economic and Commercial Office 2220 R Street, N.W. Washington, D.C. 20008 Phone: 202/745-4952 FAX: 202/745-1908 Embassy of Guinea 2112 Leroy Plaza, N.W. Washington, D.C. 20008 Phone: 202/483-9420 FAX: 202/483-8688 Embassy of Guyana 2490 Tracy Place, N.W. Washington, D.C. 20008 Phone: 202/265-6900 FAX: 202/232-1297 Embassy of Haiti 2311 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/332-4090 FAX: 202/745-7215 Embassy of Honduras 3007 Tilden Street, N.W. Washington, D.C. 20008 Phone: 202/966-7702 FAX: 202/966-9751 Embassy of Hungary 3910 Shoemaker Street, N.W. Washington, D.C. 20008 Phone: 202/362-6730 FAX: 202/966-8135 Embassy of Iceland 2022 Connecticut Avenue, N.W. Washington, D.C. 20008 Phone: 202/265-6653 FAX: 202/265-6656 Embassy of India 2107 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/939-7000 FAX: 202/939-7027 Embassy of Indonesia 2020 Massachusetts Avenue, N.W. Washington, D.C. 20036 Phone: 202/775-5200 FAX: 202/775-5365 Embassy of Iraq 1801 P Street, N.W. Washington, D.C. 20009 Phone: 202/483-7500 FAX: 202/462-5066 Embassy of Ireland 2234 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/462-3939 FAX: 202/232-5993 Embassy of Israel 3514 International Drive, N.W. Washington, D.C. 20008 Phone: 202/364-5500 FAX: 202/364-5647 Embassy of Italy 1601 Fuller Street, N.W. Washington, D.C. 20009 Phone: 202/328-5500 FAX: 202/238-5542 Embassy of the Ivory Coast 2424 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/797-0300 FAX: 202/483-8482 Embassy of Jamaica 1850 K Street, N.W., Suite 355 Washington, D.C. 20006 Phone: 202/452-0660 FAX: 202/452-0081 Embassy of Japan 2520 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/939-6700 FAX: 202/328-2187 Embassy of Jordan 3504 International Drive, N.W. Washington, D.C. 20008 Phone: 202/966-2664 FAX: 202/966-3110 Embassy of Kenya 2249 R Street, N.W. Washington, D.C. 20008 Phone: 202/387-6101 FAX: 202/462-3829 Embassy of Korea 2450 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/939-5600 FAX: 202/797-0595 Embassy of Kuwait 3500 International Drive, N.W. Washington, D.C. 20008 Phone: 202/364-2200 FAX: 202/364-2241 Embassy of Lebanon 2560 28th Street, N.W. Washington, D.C. 20008 Phone: 202/939-6300 FAX: 202/939-6324 Embassy of Liberia 5303 Colorado Avenue, N.W. Washington, D.C. 20008 Phone: 202/723-0437 FAX: 202/726-4913 Embassy of Luxembourg 2200 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/265-4171 FAX: 202/328-8270 Embassy of Madagascar 2374 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/265-5525 FAX: 202/483-7603 Embassy of Malaysia 2401 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/328-2700 FAX: 202/332-8914 Embassy of Mali 2130 R Street, N.W. Washington, D.C. 20008 Phone: 202/332-2249 FAX: 202/332-6603 Embassy of Malta 2017 Connecticut Avenue, N.W. Washington, D.C. 20008 Phone: 202/462-3611 FAX: 202/779-7097 Embassy of Mexico 1911 Pennsylvania Avenue, N.W. Washington, D.C. 20006 Phone: 202/728-1700 FAX: 202/728-1712 Embassy of Morocco 1601 21st Street, N.W. Washington, D.C. 20009 Phone: 202/462-7979 FAX: 202/265-0161 Embassy of Nepal 2131 Leroy Plaza, N.W. Washington, D.C. 20008 Phone: 202/667-4550 Embassy of the Netherlands 4200 Linnean Avenue, N.W. Washington, D.C. 20008 phone: 202/244-5300 FAX: 202/362-3430 Embassy of New Zealand 37 Observatory Circle, N.W. Washington, D.C. 20008 Phone: 202/328-4800 FAX: 202/667-5227 Embassy of Nicaragua 1627 New Hampshire Avenue, N.W. Washington, D.C. 20009 Phone: 202/939-6570 FAX: 202/939-6542 Embassy of Nigeria 2201 M Street, N.W. Washington, D.C. 20037 Phone: 202/822-1500 FAX: 202/775-1385 Embassy of Norway 2720 34th Street, N.W. Washington, D.C. 20008 Phone: 202/333-6000 FAX: 202/337-0870 Embassy of Oman 1717 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/387-2014 FAX: 202/797-1558 Embassy of Pakistan 2315 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/939-6200 FAX: 202/387-0484 Embassy of Panama 2862 McGill Terrace, N.W. Washington, D.C. 20008 Phone: 202/483-1407 FAX: 202/483-8413 Embassy of Paraguay 2400 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/483-6960 FAX: 202/234-4508 Embassy of Peru 1700 Massachusetts Avenue, N.W. Washington, D.C. 20036 Phone: 202/833-9860 FAX: 202/659-3660 Embassy of The Philippines 1617 Massachusetts Avenue, N.W. Washington, D.C. 20036 Phone: 202/483-1414 FAX: 202/328-7614 Embassy of Poland 2640 16th Street, N.W. Washington, D.C. 20009 Phone: 202/234-3800 FAX: 202/328-6271 Embassy of Portugal 2125 Kalorama Road, N.W. Washington, D.C. 20008 Phone: 202/328-8610 FAX: 202/462-3726 Embassy of Qatar 600 New Hampshire Avenue, N.W., Suite 1180 Washington, D.C. 20037 Phone: 202/338-0111 FAX: 202/337-2989 Embassy of Romania 1607 23rd Street, N.W. Washington, D.C. 20008 Phone: 202/232-4747 FAX: 202/232-4748 Embassy of Russia 1125 16th Street, N.W. Washington, D.C. 20036 Phone: 202/628-7551 FAX: 202/628-0252 Embassy of Saudi Arabia 601 New Hampshire Avenue, N.W. Washington, D.C. 20037 Phone: 202/342-3800 FAX: 202/337-3233 Embassy of Senegal 1825 Connnecticut Avenue, N.W. Washington, D.C. 20006 Phone: 202/234-0540 FAX: 202/332-6315 Embassy of Singapore 1824 R Street, N.W. Washington, D.C. 20009 Phone: 202/667-7555 FAX: 202/265-7915 Embassy of South Africa 3051 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/232-4400 FAX: 202/265-1607 Embassy of Spain 2700 15th Street, N.W. Washington, D.C. 20009 Phone: 202/265-0190 FAX: 202/328-3212 Embassy of Sri Lanka 2148 Wyoming Avenue, N.W. Washington, D.C. 20008 Phone: 202/483-4025 FAX: 202/232-7181 Embassy of Sudan 2210 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/338-8365 FAX: 202/667-2406 Embassy of Sweden 600 New Hampshire Avenue, N.W., Suite 500 Washington, D.C. 20037 Phone: 202/944-5600 FAX: 202/342-1319 Embassy of Switzerland 2900 Cathedral Avenue, N.W. Washington, D.C. 20008 Phone: 202/745-7900 FAX: 202/387-2564 Embassy of Syria 2215 Wyoming Avenue, N.W. Washington, D.C. 20008 Phone: 202/232-6313 FAX: 202/234-9548 Embassy of Thailand 2300 Kalorama Road, N.W. Washington, D.C. 20008 Phone: 202/483-7200 FAX: 202/429-2949 Embassy of Trinidad and Tobago 1708 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/467-6490 FAX: 202/785-3130 Embassy of Tunisia 1515 Massachusetts Avenue, N.W. Washington, D.C. 20005 Phone: 202/862-1850 FAX: 202/862-1858 Embassy of Turkey 2523 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/483-5367 FAX: 202/328-6055 Embassy of the Ukraine 3350 M Street, NW Washington, D.C. 20007 Phone: 202/333-0817 Embassy of the United Arab Emirates 600 New Hampshire Avenue, N.W., Suite 740 Washington, D.C. 20037 Phone: 202/338-6500 FAX: 202/337-7029 Embassy of Uruguay 1918 F Street, N.W. Washington, D.C. 20006 Phone: 202/331-1313 FAX: 202/593-0935 Embassy of Uganda 5909 16th Street, N.W. Washington, D.C. Phone: 202/726-7100 FAX: 202/726-1727 Embassy of Venezuela 1099 30th Street, N.W. Washington, D.C. 20008 Phone: 202/342-2214 FAX: 202/342-6820 Embassy of Yugoslavia 2410 California Street, N.W. Washington, D.C. 20008 Phone: 202/462-6566 FAX: 202/797-9663 or 462-5446 Embassy of Zaire 1800 New Hampshire Avenue, N.W. Washington, D.C. 20009 Phone: 202/234-7690 Embassy of Zambia 2419 Massachusetts Avenue, N.W. Washington, D.C. 20008 Phone: 202/265-9717 FAX: 202/332-0826 Embassy of Zimbabwe 2852 McGill Terrace, N.W. Washington, D.C. 20008 Phone: 202/332-7100 FAX: 202/483-9326 SECTION 6 MULTILATERAL DEVELOPMENT ORGANIZATIONS Multilateral development organizations making loans to foreign nations can be a source of exporting opportunities for U.S. companies. U.S. Executive Directors at multilateral development organizations can help in providing procurement contracts resulting from loans or grants made by their respective institutions. The following is a list of contacts: World Bank 1818 H Street, N.W. Washington, D.C. 20433 Phone: 202/458-0110 International Monetary Fund 700 19th Street, N.W., Room 13-320 Washington, D.C. 20431 Phone: 202/623-7759 Inter-American Development Bank 1300 New York Avenue, N.W. Washington, D.C. 20577 Phone: 202/623-1000SECTION 7 AMERICAN CHAMBERS OF COMMERCE ABROAD American Chambers of Commerce Abroad (AmChams) are voluntary associations of business executives concerned with U.S. foreign trade and investment. AmChams assert U.S. business views in host countries by representing their members before governments, business communities and the general public. Typical AmCham services include: . Export-import trade leads; . Business and government contacts; . Meetings featuring U.S. and foreign business leaders and officials; . Periodic bulletins and publications; . Clearinghouse of information on trade, investment and commerce; . Information centers for customs duties, tariffs and regulations; and . Library and reference facilities for member use. ARGENTINA American Chamber of Commerce in Argentina Avenue Leandro North Alem 1110, Piso 13 1101 Buenos Aires, Argentina Phone: 541-311-5420/5126 FAX: 514-311-9076 AUSTRALIA American Chamber of Commerce in Australia - Sydney Level 2, 41 Lower Fort Street Sydney, N.S.W. 2000, Australia Phone: 612-241-1907 FAX: 612-251-5220 American Chamber of Commerce in Australia - Adelaide Level 1, 300 Flinders Street Adelaide, S.A. 5000, Australia Phone: 618-224-0761 FAX: 618-224-0628 American Chamber of Commerce in Australia - Melbourne Level 1, 123 Lonsdale Street Melbourne, Victoria 3000, Australia Phone: 613-663-2644 FAX: 613-663-2473 American Chamber of Commerce in Australia - Brisbane Level 23, 68 Queen Street Brisbane, Queensland 4000, Australia Phone: 617-221-8542 FAX: 617-221-6313 American Chamber of Commerce in Australia - Perth Level 6, 231 Adelaide Terrace Perth, W.A. 6000, Australia Phone: 619-325-9540 FAX: 619-221-3725 AUSTRIA American Chamber of Commerce in Austria Porzellangasse 35 A-1090 Vienna, Austria Phone: 43-222-319-5751 FAX: 43-222-319-5151 BELGIUM American Chamber of Commerce in Belgium Avenue des Arts 50, Boite 5 B-1040 Brussels, Belgium Phone: 32-2-513-67-70/9 FAX: 32-2-513-79-28 BOLIVIA American Chamber of Commerce of Bolivia Casilla 8268 La Paz, Bolivia Phone: 5212-342-523 FAX: 5212-371-503 BRAZIL American Chamber of Commerce in Brazil - Rio de Janeiro C.P. 916, Praca Pio X-15, Fifth Floor 20040 Rio de Janiero, RJ - Brazil Phone: 5521-203-2477 FAX: 5521-263-4477 American Chamber of Commerce for Brazil - Salvador Rua da Espanha 2, Salas 604-606 40000 Salvador, Bahia, Brazil Phone: 5571-242-0077; 242-5606 FAX: 5571-243-9986 American Chamber of Commerce for Brazil - Sao Paulo Rua Alexandre Dumas 1976 04717 Sao Paulo, SP, Brazil Phone: 5511-246-9199 FAX: 5511-246-9080 CHILE Chilean-American Chamber of Commerce Avenida Am‚rico Vespucio Sur 80, 9§ Piso 82 Correo 34 Santiago, Chile Phone: 562-208-4140 FAX: 562-206-0911 CHINA American Chamber of Commerce in the People's Republic of China - Beijing G/F Great Wall Sheraton Hotel North Donghuan Road Beijing, China Phone: 861-500 5566 Ext. 2271 American Chamber of Commerce in Shanghai c/o Union Building, Suite 1804 100 Yanan Road, East Shanghai 200002, China Phone: 32-65800 FAX: 32-00203 COLOMBIA Colombian-American Chamber of Commerce Apdo. A‚reo 8008 Calle 35, No. 6-16 Bogot , Colombia Phone: 571-285-7800 Fax: 571-288-6434 American Chamber of Commerce in Colombia - Cali Avenida 1 N, No.3N-97 Cali, Colombia Phone: 573-610-162; 672-993 FAX: 573-672-992 Colombian-American Chamber of Commerce -Cartagena Edificio Banco de Colombia, Of. 500 Apdo. A‚reo 20483 Cartagena, Colombia Phone: 575-365-7724 FAX: 575-365-1704 Colombian-American Chamber of Commerce - Medell¡n Apartado A‚reo 66655 Medell¡n, Colombia Phone: 573-268-7491 COSTA RICA Costa Rican-American Chamber of Commerce c/o Aerocasillas, P.O. Box 025216 Department 1576 Miami, FL 33102-5216 Phone: 506-20-22-00 FAX: 506-20-23-00 CZECH & SLOVAK REPUBLICS American Chamber of Commerce in Czech and Slovak Republics Karlovo Namesti 24 120 80 Prague 2, Czech Republic Phone: 42-2 299-887 FAX: 42-2 291-481 DOMINICAN REPUBLIC American Chamber of Commerce in the Dominican Republic Torre B.H.D. Av. Winston Churchill, P.O. Box 95-2 Santo Domingo, Dominican Republic Phone: 1-809-544-2222 FAX: 1-809-544-0502 ECUADOR Ecuadorian-American Chamber of Commerce Edificio Multicentra, 4§ P La Ni¤a y Avda. 6 de Diciembre Quito, Ecuador Phone: 5932-543-512 FAX: 5932-505-571 Ecuadorian-American Chamber of Commerce F. Cordova 812, Piso 3, Oficina 1 Edificio Torres de la Merced Guayaquil, Ecuador Phone: 5934-566-481 FAX: 5934-563-259 EGYPT American Chamber of Commerce in Egypt Cairo Marriott Hotel, Suite 1541 P.O. Box 33 Zamalek Cairo, Egypt Phone: 20-2-340-8888 EL SALVADOR American Chamber of Commerce of El Salvador 87 Avenue North, #720 Apartment A, Col. Escal¢n San Salvador, El Salvador Phone: 503-23-3292 FAX: 503-24-6856 FRANCE American Chamber of Commerce in France 21 Avenue George V F-75008 Paris, France Phone: 33-1-47-23-70-28 FAX: 33-1-47-20-18-62 GERMANY American Chamber of Commerce in Germany Rossmarkt 12, Postfach 100 162 D-6000 Frankfurt/Main 1, Germany Phone: 49-69-28-34-01 FAX: 49-69-28-56-32 American Chamber of Commerce in Germany - Berlin Budapesterstrasse 29 W-1000 Berlin 30, Germany Phone: 49-30-261-55-86 FAX: 49-30-262-26-00 GREECE American - Hellenic Chamber of Commerce 16 Kanari Street, 3rd Floor Athens 106 74, Greece Phone: 30-1-36-18-385/36-36-407 FAX: 30-1-36-10-170 GUAM Guam Chamber of Commerce 102 Ada Plaza Center P.O. Box 283 Agana, Guam 96910 Phone: 671-472 6311-8001 GUATEMALA American Chamber of Commerce in Guatemala 12 Calle-I-25, Zona 10 Edif. Giminis 10, Torre Norte Nivel 12, Of. 1206 Guatemala, Guatemala Phone: 5022-353-372 FAX: 5022-353-372 HONDURAS Honduran-American Chamber of Commerce Hotel Honduras Maya, Apdo. Pos. 1838 Tegucigalpa, Honduras Phone: 504-23-70-43 FAX: 504-32-20-31 Honduran-American Chamber of Commerce - San Pedro Sula Centro Bella Aurora, Apdo. Postal 1209 San Pedro Sula, Honduras Phone: 504-654-0164 HONG KONG American Chamber of Commerce in Hong Kong 1030 Swire House, Central P.O. Box 355 Hong Kong Phone: 852-526-0165 FAX: 852-810-1289 HUNGARY American Chamber of Commerce in Hungary Dozza Gyorgy ut. 84/A, Room 406 H-1064 Budapest, Hungary Phone: 36-1-142-9108 FAX: 36-1-122-8890 INDIA American Business Council - India U - 50 Hotel Hyatt Regency New Delhi 110 066, India Phone: 91-11- 688-5443 FAX: 9-11-688-5046 INDONESIA American Chamber of Commerce in Indonesia The Landmark Center, 22nd Floor, Suite 2204 Jalan Jendral Sudirman I Jakarta, Indonesia Phone: 62-21-571-0800, Ext. 2222 FAX: 622-1-571-0656 IRELAND American Chamber of Commerce in Ireland 20 College Green Dublin 2, Ireland Phone: 353-1-679-3733 FAX: 353-1-679-3402 ISRAEL Israel-American Chamber of Commerce and Industry 35 Shaul Hamelech Boulevard 64927 Tel Aviv, Israel Phone: 972-3-6952341 FAX: 972-3-6951272 ITALY American Chamber of Commerce in Italy Via Cantu 1 20123 Milan, Italy Phone: 39-2-86-90-661 FAX: 39-2-80-57-737 IVORY COAST American Chamber of Commerce, Ivory Coast 01 BP 3394 Abidjan 01, Ivory Coast Phone: 225-21 67 66/44 68 48 FAX: 225-21 68 17 JAMAICA American Chamber of Commerce of Jamaica The Wyndham Hotel 77 Knutsford Boulevard Kingston 5, Jamaica Phone: 1-809-926-7866/67 FAX: 1-809-929-8597 JAPAN American Chamber of Commerce in Japan - Tokyo Fukide Building, #2 4-1-21 Toranomon, Minato-ku Tokyo 105, Japan Phone: 8133-433-5381 FAX: 8133-436-1446 American Chamber of Commerce in Japan - Okinawa P.O. Box 235 Okinawa City 904, Japan Phone: 819-889-8935-2684 KOREA American Chamber of Commerce in Korea Room 307, Chosun Hotel Seoul, Korea Phone: 822-753-6471/6516 FAX: 822-755-6577 MALAYSIA American Business Council of Malaysia 15.01 Lev 15th, Amoda/22 Jalan Imbi 55100 Kuala Lumpur, Malaysia Phone: 603-248-2407/2540 FAX: 603-242-8540 MEXICO American Chamber of Commerce in Mexico - Mexico City Mailing address in the U.S. P.O. Box 60326, Apdo. 113 Houston, Texas 77205-1794 Phone: 525-724-3800 FAX: 525-703-3908 MEXICO American Chamber of Commerce in Mexico - Guadalajara Avda. Moctezuma #442 Col. Jardines del Sol 45050 Zapopan, Jalisco, Mexico Phone: 5236-34-6606 FAX: 5236-34-7374 American Chamber of Commerce in Mexico - Monterrey Picacho 760, Despachos 4 y 6, Col. Obispado Monterrey, N.L., Mexico Phone: 5283-48-7141/4749 FAX: 5283-48-5574 MOROCCO American Chamber of Commerce in Morocco 18, Rue Colbert Casablanca 01, Morocco Phone: 212-2-31-14-48 FAX: 212-2-31-66-07 THE NETHERLANDS The American Chamber of Commerce in the Netherlands Carnegieplein 5 2517 KJ The Hague, the Netherlands Phone: 31-70-3-65-98-08/9 FAX: 31-70-3-64-69-92 NEW ZEALAND The American Chamber of Commerce in New Zealand P.O. Box 3408 Wellington, New Zealand Phone: 64-47-27549 FAX: 64-44-993579 NICARAGUA American Chamber of Commerce of Nicaragua Apdo. 202 Managua, Nicaragua Phone: 5052-67-30-99 FAX: 5052-67-30-98 PAKISTAN American Chamber of Commerce in Pakistan NIC Building, Sixth Floor Abbasi Shaheed Road, GPO Box 1322 Karachi 74000 Pakistan Phone: 92-21-526-436 FAX: 92-21-568-3935 PANAMA American Chamber of Commerce & Industry of Panama Apartado 168, Estafeta Balboa Panama 1, Republic of Panama Phone: 507-69-3881 FAX: 507-23-3508 PARAGUAY Paraguayan-American Chamber of Commerce Edif. El Faro Internacional P§ 4 Asunci¢n, Paraguay Phone: 59521-422-132-136 FAX: 59521-422-135 PERU American Chamber of Commerce in Peru Avenida Ricardo Palma 836, Miraflores Lima 18, Per£ Phone: 5114-47-9349 FAX: 5114-47-9352 THE PHILIPPINES American Chamber of Commerce in the Philippines P.O. Box 1578, MCC Manila, Philippines Phone: 632-818-7911 FAX: 632-816-6359 POLAND American Chamber of Commerce in Poland Pac Powstancow Warszawy 1 PL 00950 Warsaw, Poland Phone: 4822-026-39-60 FAX: 4822-26-51-31 PORTUGAL American Chamber of Commerce in Portugal Rue de D. Estafania 155, 5 Esq. Lisbon 1000, Portugal Phone: 351-1-57-25-61 FAX: 351-1-57-25-80 SAUDI ARABIA American Businessmen's Association - Eastern Province c/o ARAMCO P.O. Box 1329 Dhahran, Saudi Arabia 31311 Phone: 966-3-875-2933 FAX: 966-3-876-1018 SAUDI ARABIA The American Businessmen's Association - Eastern Province c/o Al Bustan P.O. Box 88, Dhahran Airport 31932 Saudi Arabia Phone: 966-3-857-6464 FAX: 966-3-857-0364 American Businessmen of Jeddah Hyatt Regency - Jeddah P.O. Box 8483 Jeddah 21482, Saudi Arabia Phone: 966-2-685-3335 FAX: 966-2-685-1498 American Businessmen's Group of Riyadh P.O. Box 3050 Riyadh 11471, Saudi Arabia 07045 Phone: 966-1-477-7341 FAX: 966-1-478-7682 SINGAPORE American Business Council of Singapore Scotts Road, #16-07 Shaw Center Singapore 0922 Phone: 65-235-0077 FAX: 65-732-5917 SOUTH AFRICA American Chamber of Commerce in South Africa P.O. Box 62280 Johannesburg, South Africa Phone: 27-11-788-0265/6 FAX: 27-11-880-1632 SPAIN American Chamber of Commerce in Spain Avenida Diagonal 477 08036 Barcelona, Spain Phone: 34-3-405-12-66 FAX: 34-3-405-31-24 American Chamber of Commerce in Spain - Madrid Hotel Euro Building Padre Damian 23 28036 Madrid, Spain Phone: 34-1-458-65-59 FAX: 34-1-458-65-20 SRI LANKA American Chamber of Commerce of Sri Lanka c/o U.S. Embassy 210 Galle Road Colombo 3, Sri Lanka SWEDEN American Chamber of Commerce in Sweden Box 5512 114 85 Stockholm, Sweden Phone: 08-666-11-00 FAX: 08-662-74-57 SWITZERLAND Swiss American Chamber of Commerce Talacker 41 8001 Zurich, Switzerland Phone: 41-1-211-24-54 FAX: 41-1-211-95-72 TAIWAN American Chamber of Commerce - Kaohsiung 123-3 Ta-Pei Road, First Floor #1-1 Niao Sung Hsiang Kaohsiung County 83305, Taiwan Phone: 886-07-731-3712 American Chamber of Commerce in Taipei Room 1012-Chia Hsin Building Annex 96 Chung Shan North Road, Section 2 P.O. Box 17-277 Taipei 104, Taiwan Phone: 866-2-581-7809 FAX: 886-2-542-3376 THAILAND American Chamber of Commerce in Thailand P.O. Box 11-1095 140 Wireless Road, Seventh Floor Kian Gwan Building Bangkok, Thailand Phone: 662-251-9266 FAX: 662-255-2454 TURKEY Turkish-American Businessmen's Association Fahri Gizdem Sokak 22/5 80280 Gayrettepe, Istanbul, Turkey Phone: 901-274-2824-212 FAX: 901-275-9316 Turkish-American Businessmen's Association Farabi Sok. 12/8 06680 Cankaya, Anakaram, Turkey Phone: 90-41-28-06-89 or 67-14-10 FAX: 90-41-67-27-44 Turkish-American Businessmen's Association Organize Sanayi Bolgesi Yesil Cad. #21, 16080 Bursa, Turkey Phone: 90-24-33-12-43 or 30-00-11 FAX: 90-24-33-43-04 Turkish-American Businessmen's Association Ataturk Cad. 49/4 Gaziantep, Turkey Phone: 90-85-10-14-14 FAX: 90-85-10-14-16 Turkish-American Businessmen's Association of Izmir Altay Is Merkezi 601 Sair Esref Bulvari #18 Izmir 35250, Turkey Phone: 90-51-41-40-68-70 FAX: 90-51-41-40-69 UNITED ARAB EMIRATES American Business Council of Dubai/Northern Emirates International Trade Center, Suite 1610 P.O. Box 9281 Dubai, United Arab Emirates Phone: 971-4-314-735 FAX: 971-4-314-227 UNITED KINGDOM American Chamber of Commerce in the United Kingdom 75 Brook Street London W1Y 2EB, England Phone: 44-71-493-03-81 FAX: 44-71-493-23-94 URUGUAY Chamber of Commerce Uruguay-U.S.A. Calle Bart¢lome Mitre 1337 Casilla de Correo 809 Montevideo, Uruguay Phone: 5982-95-90-59 FAX: 5982-95-90-59 VENEZUELA Venezuelan-American Chamber of Commerce and Industry Torre Credival, Piso 10 2da. Avenida de Campo Alegre, Apartado 5181 Caracas 1010A, Venezuela Phone: 582-263-0833 FAX: 582-263-1829 FOREIGN CHAMBERS OF COMMERCE IN THE UNITED STATES Foreign Chambers of Commerce in the United States serve to promote and encourage international trade and can be an excellent source of information and contacts. ARGENTINA Argentina-American Chamber of Commerce 10 Rockefeller Plaza, Tenth Floor New York, NY 10020 Phone: 212/698-2238 FAX: 212/698-2239 AUSTRALIA Australian American Chamber of Commerce, Inc. P.O. Box 438 Honolulu, HI 96809 Phone: 808/526-2242 AUSTRIA U.S.-Austrian Chamber of Commerce, Inc. 165 West 46th Street, Room 1112 New York, NY 10036 Phone: 212/819-0117 FAX: 212/819-0117 BELGIUM Belgian-American Chamber of Commerce in the United States 350 Fifth Avenue, Suite 1322 New York, NY 10118 Phone: 212/967-9898 FAX: 212/629-0349 BRAZIL Brazilian-American Chamber of Commerce in the United States 22 West 48th Street, Room 404 New York, NY 10036 Phone: 212/575-9030 FAX: 212/921-1078 Brazilian-American Chamber of Commerce 80 Southwest Eighth Street, Suite 1800 Miami, FL 33130 Phone: 305/579-9030 FAX: 305/579-9756 CHINA U.S. Office of China Chamber of International Commerce 4310 Connecticut Avenue, N.W., Suite 136 Washington, D.C. 20008 Phone: 202/244-3244 FAX: 202/244-0478 COLOMBIA Colombian-American Association, Inc. 150 Nassau, Suite 2015 New York, NY 10038 Phone: 212/233-7776 FAX: 212/233-7779 DENMARK Danish-American Chamber of Commerce 825 Third Avenue New York, NY 10019 Phone: 212/980-6240 FAX: 212/754-1904 ECUADOR Ecuadorean-American Association, Inc. 150 Nassau, Suite 2015 New York, NY 10038 Phone: 212/808-0978 FAX: 212/233-7779 EGYPT U.S.-Egypt Chamber of Commerce 330 East 39th Street, #32L New York, NY 10016 Phone: 212/867-2323 FAX: 212/697-0465 FINLAND Finnish-American Chamber of Commerce 380 Madison Avenue, 24th Floor New York, NY 10017 Phone: 212/808-9721 FAX: 212/490-1041 FRANCE French-American Chamber of Commerce in the United States 509 Madison Avenue, Suite 1900 New York, NY 10022 Phone: 212/371-4466 FAX: 212/371-5623 GERMANY German-American Chamber of Commerce 40 West 57th Street, 31st Floor New York, NY 10019-4092 Phone: 212/974-8830 FAX: 212/974-8867 GERMANY German-American Chamber of Commerce 104 South Michigan Avenue, Suite 600 Chicago, IL 60603-5978 Phone: 312/782-8557 FAX: 312/782-3892 German-American Chamber of Commerce One Park Plaza Building, Suite 1612 Los Angeles, CA 90010 Phone: 213/381-2236 FAX: 213/381-3449 German-American Chamber of Commerce 465 California Street, Suite 910 San Francisco, CA 94104 Phone: 415/392-2262 FAX: 415/392-1314 Representative for German Industry and Trade 1627 I Street N.W., Suite 550 Washington, D.C. 20006 Phone: 202/659-9177 FAX: 202/659-4779 Representative for German Industry and Trade 5555 San Felipe, Suite 1030 Houston, TX 77056 Phone: 713/877-1114 FAX: 713/877-1602 Representative for German Industry and Trade 3475 Lenox Road, N.E., Suite 620 Atlanta, GA 30326 Phone: 404/239-9494 FAX: 404/264-1761 GUATEMALA Guatemala-U.S. Trade Association 299 Alhambra Circle #207 Coral Gables, FL 33134 Phone: 305/443-0343 FAX: 305/443-0699 GREECE Hellenic-American Chamber of Commerce 29 Broadway, Room 1508 New York, NY 10006 Phone: 212/629-6380 FAX: 212/564-9281 INDIA India Chamber of Commerce of America 445 Park Avenue New York, NY 10022 Phone: 212/755-7181 IRELAND Ireland-United States Council for Commerce 551 Madison Avenue, Eleventh Floor New York, NY 10022 Phone: 212/248-0008 FAX: 212/255-6752 ISRAEL American-lsrael Chamber of Commerce 350 Fifth Avenue, Suite 1919 New York, NY 10118-1988 Phone: 212/971-0310 FAX: 212/971-0331 American-Israel Chamber of Commerce 180 North Michigan Avenue, Suite 911 Chicago, IL 60601 Phone: 312/641-2937 FAX: 312/641-2941 ITALY Italy-American Chamber of Commerce, Inc. 350 Fifth Avenue, Suite 3015 New York, NY 10118 Phone: 212/279-5520 FAX: 212/279-5839 JAPAN Honolulu-Japanese Chamber of Commerce 2454 South Beretania Street Honolulu, HI 96826 Phone: 808/949-5531 FAX: 808/949-3020 Japanese Business Association of Southern California 345 South Figueroa Street, Suite 206 Los Angeles, CA 90071 Phone: 213/485-0160 FAX: 213/626-5526 Japanese Chamber of Commerce and Industry of Chicago 401 North Michigan Avenue, Room 602 Chicago, IL 60611 Phone: 312/332-6199 FAX: 312/822-9773 JAPAN Japanese Chamber of Commerce of New York, Inc. 145 West 57th Street, Sixth Floor New York, NY 10019 Phone: 212/246-8001 FAX: 212/246-8002 KOREA Korean Chamber of Commerce 3350 Wilshire Boulevard, Suite 660 Los Angeles, CA 90010 Phone: 213/480-1115 FAX: 213/480-7521 U.S.-Korea Society 725 Park Avenue New York, NY 10021 Phone: 212/517-7730 FAX: 212/794-9761 MEXICO Mexican Chamber of Commerce of Arizona P.O. Box 626 Phoenix, AZ 85001 Phone: 602/252-6448 Mexican Chamber of Commerce of the County of Los Angeles 125 Paseo de La Plaza, Room 404 Los Angeles, CA 90012 Phone: 310/826-9898 FAX: 310/826-2876 U.S.-Mexico Chamber of Commerce 1211 Connecticut Avenue, N.W. Washington, D.C. 20036 Phone: 202/296-5198 FAX: 202/822-0075 THE NETHERLANDS Netherlands Chamber of Commerce in the United States, Inc. One Rockefeller Plaza, Eleventh Floor New York, NY 10020 Phone: 212/265-6460 FAX: 212/265-6402 Netherlands Chamber of Commerce in the United States 233 Peachtree Street, N.E., Suite 404 Atlanta, GA 30303 Phone: 404/523-4400 FAX: 404/522-7116 NORWAY Norwegian-American Chamber of Commerce Upper Midwest Chapter 229 Foshay Tower Minneapolis, MN 55402 Phone: 612/332-3338 FAX: 612/332-1386 Norwegian-American Chamber of Commerce 20 California Street, Sixth Floor San Francisco, CA 94111-4803 Phone: 415/986-0770 FAX: 415/986-6025 Norwegian-American Chamber of Commerce 800 Third Avenue, 23rd Floor New York, NY 10022 Phone: 212/421-9210 FAX: 212/838-0374 PERU Peruvian-American Association 50 West 34th Street New York, NY 10036 Phone: 212/964-3855 THE PHILIPPINES Philippine-American Chamber of Commerce 711 Third Avenue, 17th Floor New York, NY 10017 Phone: 212/972-9326 FAX: 212/867-9882 Philippine-American Chamber of Commerce c/o Philippine Consulate 447 Sutter Street San Francisco, CA 94108 Phone: 415/433-6666 PUERTO RICO Puerto Rico Chamber of Commerce in the United States Box 899, Ansonia Station New York, NY 10023 Phone: 212/924-4731 SAUDI ARABIA Saudi Arabian Council of Chambers of Commerce and Industry c/o Hamed Jared, Washington Representative Embassy of Saudi Arabia 601 New Hampshire Avenue, N.W. Washington, D.C. 20037 Phone: 202/342-3800 FAX: 202/342-0271 SPAIN Spain-U.S. Chamber of Commerce 350 Fifth Avenue, Room 3514 New York, NY 10118 Phone: 212/967-2170 FAX: 212/564-1415 SWEDEN Swedish-American Chamber of Commerce 599 Lexington Avenue, 42nd Floor New York, NY 10022 Phone: 212/838-5530 FAX: 212/755-7953 Swedish-American Chamber of Commerce 230 California Street, Suite 602 San Francisco, CA 94111-4319 Phone: 415/781-4188 FAX: 415/781-4189 SWITZERLAND Swiss-American Chamber of Commerce 37 West 67th Street New York, NY 10023 Phone: 212/875-9688 FAX: 212/873-2836 TRINIDAD AND TOBAGO Trinidad and Tobago Chamber of Commerce c/o Trintoc Services, Ltd. 400 Madison Avenue, Room 803 New York, NY 10016 Phone: 212/759-3388 FAX: 212/319-9677 UNITED KINGDOM British-American Chamber of Commerce 52 Vanderbuilt Avenue, 20th Floor New York, NY 10017 Phone: 212/661-4060 FAX: 212/661-4074 British-American Chamber of Commerce 41 Sutter Street, Suite 303 San Francisco, CA 94104 Phone: 415/296-8645 REGIONAL ORGANIZATIONS EUROPE U.S. Business Council S.E. Europe 1901 North Fort Meyer Drive, Suite 303 Arlington, VA 22209 Phone: 703/527-0280 FAX: 703/527-0282 ASIA U.S.-ASEAN Trade Council 425 Madison Avenue New York, NY 10017 Phone: 212/688-2755 FAX: 212/371-7420 Asia Society 725 Park Avenue New York, NY 10021 Phone: 212/288-6400 FAX: 212/517-8315 Asia Society 1785 Massachusetts Avenue, N.W. Washington, D.C. 20036 Phone: 202/387-6500 FAX: 202/387-6945 LATIN AMERICA Council of the Americas 680 Park Avenue New York, NY 10021 Phone: 212/628-3200 FAX: 212/517-6247 Houston Inter-American Chamber of Commerce 510 Bering Drive, Suite 300 Houston, TX 77057 Phone: 713/975-6171 FAX: 713/975-6610 Latin Chamber of Commerce 1417 West Flagler Street Miami, FL 33135 Phone: 305/642-3870 FAX: 305/541-2181 Latin American Manufacturing Association 419 New Jersey Avenue, S.E. Washington, D.C. 20003 Phone: 202/546-3803 FAX: 202/546-3807 Pan American Society of the United States, Inc. 680 Park Avenue New York, NY 10021 Phone: 212/249-8950 FAX: 212/517-6247 U.S. Hispanic Chamber of Commerce 1030 15th Street N.W., Suite 206 Washington, D.C. 20005 Phone: 202/842-1212 FAX: 202/842-3221 MIDDLE EAST National Council on U.S.-Arab Relations 1735 I Street, N.W., Suite 515 Washington, D.C. 20006 Phone: 202/293-0801 FAX: 202/293-0903 National U.S.-Arab Chamber of Commerce 1825 K Street, N.W., Suite 1107 Washington, D.C. 20006 Phone: 202/331-8010 FAX: 202/331-8297 Northeast U.S.-Arab Chamber of Commerce 420 Lexington Avenue, Suite 2739 New York, NY 10017 Phone: 212/986-8024 FAX: 212/986-0216 U.S.-Arab Chamber of Commerce One World Trade Center, Suite 4657 New York, NY 10048 Phone: 212/968-8024 FAX: 212/968-0216 U.S.-Arab Chamber of Commerce, Pacific P.O. Box 422218 San Francisco, CA 94142-2218 Phone: 415/398-9200 FAX: 415/398-7111 INTERNATIONAL TRADE ORGANIZATIONS Listed below are a selected group of organizations that help businesses engage in international trade. In addition, local international trade organizations are abundant throughout the United States. These groups usually meet on a regular basis, sponsor seminars and support their members' international trade interests. Contact the Federation of International Trade Associations (see below) for the international trade association in your area. American Association of Exporters and Importers (AAEI) 11 West 42nd Street New York, NY 10036 Phone: 212/944-2230 FAX: 212/382-2606 AAEI provides its member firms with information on trade regulations, legislation and international developments affecting business through weekly and quarterly publications. AAEI also testifies before Congress and other levels of government to address international trade related problems. Membership consists of multinational, medium- and small-size firms representing a broad cross section of industry sectors. U.S. Chamber of Commerce of the United States International Division 1615 H Street, N.W. Washington, D.C. 20062 Phone: 202/463-5460 FAX: 202/463-3114 The U.S. Chamber of Commerce represents American business. It lobbies the U.S. government for specific trade policies and sponsors a number of conferences. The U.S. Chamber also supports a number of country- or regional-specific Chambers of Commerce. National Association of Export Companies (NEXCO) P.O. Box 1330, Murray Hill Station New York, NY 10156 Phone: 212/725-3311 FAX: 212/725-3312 Membership consists of exporting companies. The organization holds monthly meetings in New York, although membership is nationwide, and communicates through a monthly newsletter. National Customs Brokers and Forwarders Association of America (NCBFAA) One World Trade Center, Suite 1153 New York, NY 10048 Phone: 212/432-0050 FAX: 212/432-5709 NCBFAA, a membership organization of customs brokers and forwarders, sells its membership list, which can assist in locating customs brokers and freight forwarders in your area. National Foreign Trade Council (NFTC) 1625 K Street, N.W. Washington, D.C. 20006 Phone: 202/887-0278 FAX: 202/452-8160 NFTC's membership consists of about 500 U.S. manufacturing corporations and service companies having international operations or interests. Small Business Exporters Association (SBEA) 4603 John Taylor Court Annandale, VA 22003 Phone: 703/642-2490 FAX: 703/750-9655 SBEA is a trade association representing small- and medium-size exporters. United States Council for International Business 1212 Avenue of the Americas, 21st Floor New York, NY 10026 Phone: 212/354-4480 FAX: 212/575-0327 The Council, a membership organization, is the U.S. affiliate of the International Chamber of Commerce, which monitors and facilitates trade worldwide. The Council also oversees the Interstate Commerce Commission's Temporary Admission Carnet System, which simplifies customs procedures governing the temporary exportation of commercial product samples. World Trade Centers Association (WTCA) One World Trade Center, 35th Floor New York, NY 10048 Phone: 212/432-2626 FAX: 212/488-0064 WTCs are located around the world, including Centers throughout the United States and Mexico. One of the ways in which WTCs encourage global trade is through the World Trade Centers' trade lead data bank and messaging system, NETWORK. World Trade Center members receive office support services, consultant services, conferences and reciprocal membership services at WTCs globally. Federation of International Trade Associations (FITA) 1851 Alexander Bell Drive Reston, VA 22091 Phone: 703/391-6108 FITA can assist you in locating an international trade association in your geographic area. SECTION 8 PUBLICATIONS/INFORMATION SOURCES The following publications and information sources are of interest to small business exporters. The publications and information sources are organized by chapter as they are referred to in Breaking Into The Trade Game. Other publications and information sources not referred to directly, but of relevance to each chapter heading, are also included. CHAPTER 1: MAKING THE EXPORT DECISION EXPORTER'S GUIDE TO FEDERAL RESOURCES FOR SMALLBUSINESS U.S. Government Printing Office Superintendent of Documents Washington, D.C. 20402 Phone: 202/783-3238 or contact the Government PrintingOffice in your area. Publication number 045-000-00263-2 Price: $4.75 Identifies major federal programs designed to assist small business owners export. U.S. Small Business Administration International Trade Assistance SBA FACT SHEET #42 Available through your nearest SBA District Office. Information on SBA's financial and business development assistance programs for the small business exporter. PERIODICALS AGEXPORTER United States Department of Agriculture Foreign Agricultural Service Information Division, Room 4638-S Washington, D.C. 20520-1000 Phone: 202/720-3329 Price: $17.00 per year (domestic delivery) $21.00 per year (international delivery) Magazine on international trade and trade opportunities overseas. Published by the Department of Agriculture. BUSINESS AMERICA U.S. Government Printing Office Superintendent of Documents Washington, DC 20402 Phone: 202/783-3238 or contact the Government Printing Office in your area. Price: $61.00 per year; $2.50 each issue Magazine on international trade issues and business opportunities overseas. Published bi-weekly by the U.S. Department of Commerce. EXPORT TODAY 733 15th Street, N.W., Suite 1100 Washington, D.C. 20005 Phone: 202/737-1060 FAX: 202/783-5966 Price: $49.00 per year The "how to" international business magazine for U.S. exporters. Published ten times a year. THE EXPORTER 34 West 37th Street New York, NY 10018 Phone: 212/563-2772 FAX: 212/563-2798 Price: $144.00 per year Monthly reports on the business of exporting. FOREIGN TRADE MAGAZINE 6849 Old Dominion Drive, #200 McLean, VA 22101 Phone: 703/448-1338 FAX: 703/448-1841 Price: $45.00 per year (10 editions) Features trade briefs, information on financing, shipping, air cargo, trucks and rails, and current legislation. GLOBAL TRADE MAGAZINE North American Publishing Company 401 North Broad Street Philadelphia, PA 19108 Phone: 215/238-5300 Price: $45.00 per year Information on international finance, transportation and commerce. INTERNATIONAL BUSINESS MAGAZINE American International Publishing Corporation 500 Mamaroneck Avenue, Suite 314 Harrison, NY 10528 Phone: 914/381-7700 FAX: 914/381-7713 Price: $48.00 per year Reports on overseas market opportunities, global corporate strategies, trade and political developments to assess their impact on U.S. imports, exports, joint ventures and acquisitions. JOURNAL OF COMMERCE Two World Trade Center, 27th Floor New York, NY 10048 Phone: 212/837-7000 Price: $295.00 per year Information on domestic and foreign economic developments plus export opportunities, agricultural trade leads, shipyards, export ABCs and trade fair information. Feature articles on tariff and non-tariff barriers, licensing controls, joint ventures and trade legislation in foreign countries. WORLD TRADE MAGAZINE Taipan Press, Inc. 500 Newport Center Drive Newport Beach, CA 92660 Phone: 714/640-7070 FAX: 714/640-7770 Price: $24.00 per year Profiles of successful exporters and reports on international trade developments. BOOKS A BASIC GUIDE TO EXPORTING U.S. Government Printing Office Superintendent of Documents Washington, D.C. 20402 Phone: 202/783-3238 or contact the Government Printing Office in your area. Publication number: 003-009-00487-0 Price: $9.50 The steps involved in exporting and sources of assistance. EXPORT SALES AND MARKETING MANUAL by John Jagoe Export USA Publications 4141 Parklawn Avenue South, Suite 110 Minneapolis, MN 55435 Phone: 612/893-0624 FAX: 612/903-1626 Price:$295.00 for manual $175.00 for quarterly updates Step-by-step procedural manual for marketing U.S. products worldwide. The manual contains illustrations, flow charts, worksheets and samples of export contracts, shipping documents and effective international correspondence. Order from the National Association of Manufacturers, P.O. Box 2000, Kearneysville, WV 25430-2000 or call 1-800-445-6285. EXPORTISE The Small Business Foundation of America 1155 15th Street, N.W. Washington, D.C. 20005 Phone: 202/223-1103 Price: $49.50 Instructional manual on conducting international business, with detailed information on the process of exporting. WORLD BUSINESS DIRECTORY The World Trade Centers Association Gale Research Inc. Attn: David Hoagg 835 Penobscot Building Detroit, MI 48226 Phone: 313/961-2242 FAX: 313/961-6241 Price: $395.00 Directory of trade-oriented businesses. Included is coverage of emerging trade regions. Four volumes. A GUIDE TO EXPANDING IN THE GLOBAL MARKET by Ernst & Young John Wiley and Sons, Inc. 605 Third Avenue New York, NY 10158 Phone: 1-800-225-5945 Price: $39.95 hardcover ISBN: 0-471-528-307 Handbook providing practical information and instructions for global expansion. BUILDING AN IMPORT/EXPORT BUSINESS - REVISED AND EXPANDED EDITION by Kenneth D. Weiss John Wiley and Sons, Inc. 605 Third Avenue New York, NY 10158 Phone: 1-800-225-5945 Price: $14.95 ISBN: 0-471-536-27X A handbook designed to guide the novice through complexities of foreign trade. Discussion includes source and outlet management, suppliers and distributors, goods and currencies. EXPANDING MARKETS INTERNATIONALLY Instrument Society of America P.O. Box 3561Durham, NC 27702 Phone: 919/549-8411 FAX: 919/549-8288 Price: $24.00 ISA members, $30.00 non-members Includes export market sales techniques, international field support needs, international business transactions and international sales and marketing plans. PROFITABLE EXPORTING: A COMPLETE GUIDE TO MARKETING YOUR PRODUCTS ABROAD by John S. Gordon and J.R. Arnold John Wiley and Sons, Inc. 605 Third Avenue New York, NY 10158 Phone: 1-800-225-5945 Price: $60.00 ISBN: 0-471-61334-7 A step-by-step guide on how to enter and succeed in the export marketplace. Topics include markets, strategies, organizational management, risk analysis and controls. OTHER INFORMATION SOURCES Export Hotline: 1-800-USA-XPORT Presented by AT&T and the Hotline Referral Network in cooperation with the U.S. Department of Commerce. The Export Hotline is a corporate sponsored, nationwide fax retrieval system providing international trade information for U.S. business. Its purpose is to help find new markets for U.S. products and services. The Export Opportunity Hotline The Small Business Foundation of America 1155 15th Street N.W. Washington, D.C. 20005 Phone: 1-800-243-7232 In Washington, D.C. 202/223-1104 Answers questions about getting started in exporting. Advice on product distribution; documentation; licensing and insurance; export financing; analyzing distribution options, export management firms; customs; currency exchange systems and travel requirements. DEVELOPING YOUR INTERNATIONAL BUSINESS PLAN Lake Michigan College International Business Center Small Business Development Center 2755 East Napier Avenue Benton Harbor, MI 49022-1899 Phone: 616/927-8100, extension 5116 Fax: 616/927-8103 fax Price: $20.00 disk, $20.00 hard copy CHAPTER 2: IDENTIFYING INTERNATIONAL MARKETS FOREIGN ECONOMIC TRENDS U.S. Government Printing Office Superintendent of Documents Washington, D.C. 20402 Phone: 202/783-3238 or contact the Government Printing Office in your area. Price: $67.00 per year Commercial and economic data on a country-by-country basis. Consists of material issues published irregularly for approximately one year. Prepared in cooperation Department of State. FOREIGN TRADE REPORT FTR925 United States Merchandise Trade: Exports, General Imports, and Imports for Consumption U.S. Government Printing Office Superintendent of Documents Washington, D.C. 20402 Phone: 202/783-3238 or contact the Government Printing Office in your area. Price: $136.00 per year. A monthly country-specific breakdown of imports and exports by Standard International Trade Classification (SITC) number. DEPARTMENT OF COMMERCE ECONOMIC BULLETIN BOARD (EBB) U.S. Department of Commerce 14th and Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-1986 FAX: 202/482-2164 or try EBB as a guest user by dialing 202/482-3870 with PC and modem (2400 baud, 8 bit words, no parity, 1 stop bit) EBB is a personal computer-based electronic bulletin board providing trade leads and up-to-date statistical releases from the Bureau of Census, the Bureau of Economic Analysis, the Bureau of Labor Statistics, the Federal Reserve Board and other federal agencies. NATIONAL TRADE DATA BANK (NTDB) U.S. Department of Commerce 14th and Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-1986 FAX: 202/482-2164 Price: $35.00 per disk or $360.00 for one year The NTDB is an international trade data bank compiled by 15 U.S. government agencies. It contains the latest census data on U.S. imports and exports by commodity and country, the complete CIA World Factbook, current market research, the Foreign Traders Index and many other data series. The NTDB is available at over 800 federal depository libraries, or can be purchased on CD-ROM for personal PC use. Offices of Africa, Near East and South Asia 202/482-1064. Categories include general and country information (Nigeria and South Africa). For the Office of the Near East, categories include general and country information (Algeria, Bahrain, Egypt, Iran, Iraq, Israel, Jordan, Kuwait, Lebanon, Libya, Morocco, Oman, Qatar, Saudi Arabia, Syria, Tunisia, United Arab Emirates and Yemen). Categories for the Office of South Asia include general and country information (Afghanistan, Bangladesh, Bhutan, India, Nepal, Maldives, Pakistan and Sri Lanka). WORLD FACTBOOK U.S. Government Printing Office Superintendent of Documents Washington, D.C. 20402 Phone: 202/783-3238 or contact the Government Printing Office in your area. Price: $23.00 Produced by Central Intelligence Agency, this book gives geographic and demographic information about each country around the globe. WORLD BANK ATLAS The World Bank Publication Department, 1818 H Street, N.W. Washington, D.C. 20433 Phone: 202/473-2209 Price: $7.95 plus $3.50 shipping and handling Gives population, gross domestic product and average growth rates for every country. U.N. STATISTICAL YEARBOOK, 37th Edition United Nations Publications Room DC 2-0853 New York, NY 10017 Phone: 212/963-8302 Price: $100.00 Economic and demographic data for 220 countries. Most recent statistics through 1989. INTERNATIONAL TRADE STATISTICS YEARBOOK United Nations Publications, Room DC2-0853 New York, NY 10017 Phone: 212/963-8302 Price: $125.00 Statistical analysis of overall foreign trade by regions and countries, as well as world exports by origin, destination and product category. DEMOGRAPHIC YEARBOOK United Nations Publications Two UN Plaza, Room DC2-0853 New York, NY 10017 Phone: 212/963-8302, 1-800-253-9646 Price: $125.00 Demographics for 220 countries. Most recent statistics through 1989. UNESCO STATISTICAL YEARBOOK Unipub 4611-F Assembly Drive Lanham, MD 20706 Phone: 1-800-274-4888 Price: $95.00 Economic and demographic data for 200 countries. INTERNATIONAL MARKETING HANDBOOK Gale Research Incorporated Penobscot Building Detroit, MI 48226 Phone: 313/961-2242 FAX: 313/961-6241 Price: $235.00 Detailed marketing profiles for 141 nations. Includes country reports averaging 31 pages in length. 4,400 pages in three volumes. WORLDCASTS Predicasts North America 11001 Cedar Avenue Cleveland, OH 44106 Phone: 1-800-321-6388 FAX: 216/229-9944 Price: $1,300.00 for entire set; regional and product editions, $900.00 each; single editions $450.00 Abstracts over 60,000 forecasts for products and markets in countries outside the United States. Published annually. EXPORTER'S ENCYCLOPEDIA Dun's Marketing Services Three Sylvan Way Parsippany, NJ 07054-3896 Phone: 1-800-526-0651 Price: $530.00 per year An annual handbook covering more than 220 world markets. BUREAU OF THE CENSUS FOREIGN TRADE REPORT: ANNUALU.S.EXPORTERS, HARMONIZED SCHEDULE B COMMODITY BY COUNTRY U.S. Government Printing Office Superintendent of Documents Washington, D.C. 20402 Phone: 202/783-3238 or contact the GovernmentPrinting Office in your area. Price: $39.00 OVERSEAS BUSINESS REPORTS U.S. Department of Commerce Superintendent of Documents U.S. Government Printing Office Washington, D.C. 20402 Phone: 202/783-3238 or contact the Government Printing Office in your area. Price: Varies depending on country. Reports provide background statistics and economic information on specific countries. Published annually. (These reports are also available on the National Trade Data Bank.) ECONOMIC OUTLOOK Organization of Economic Cooperation and Development Publication 2001 L Street N.W., Suite 700 Washington, D.C. 20036 Phone: 202/785-6323 FAX: 202/785-0345 Price: $18.00 per issue or $225.00 per year. Provides economic summaries of OECD's 24 member countries. Published semi-annually. TRADE PAGES INTERNATIONAL 1730 K Street, N.W. Suite 304 Washington, D.C. 20006 Phone: 1-800-366-5968 FAX: 202/331-3759 Price: $59.95 per country Country-specific directories of key government and private sector contacts. Seventeen sections of invaluable information. DOING BUSINESS IN....SERIES Matthew Bender and Company 1275 Broadway Albany, NY 12204 Phone: 1-800-424-4200 Cost range: $160.00 to $835.00 A series of multiple-volume manuals on doing business in a number of foreign countries. Information includes legal environments, product liability, foreign investment, tax considerations, local forms of business incorporation, foreign investment and intellectual property. WORLD TRADE RESOURCES GUIDE Gale Research Incorporated Penobscot Building Detroit, MI 48226 Phone: 313/961-2242 FAX: 313/961-6241 Price: $169.00 Eighty of the world's largest trading nations as well as many smaller countries. Includes country profiles, vital statistics on population, currency exchange rates, GNP/GDP, import/export/trade balance figures, major trading partners, principal commodities and imported and exported. FLASH FACTS -- TO GET EXPORT INFORMATION INSTANTLY For several areas of the world, the information is at your fingertips from the U.S. Department of Commerce, if you have a touch-tone telephone and a fax. Dial the number, follow instructions and the requested information will automatically be faxed to you. The Automated Fax Delivery System Flash Facts are available 24 hours-a-day, seven days a week, free of charge. Flash Facts are available for the following regions: Eastern Europe Business Information Center (EEBIC) 202/482-5745. Information is available on specific Eastern European countries including Albania, Bosnia-Hercegovina, Bulgaria, Croatia, Czech Republic, Estonia, Hungary, Latvia, Lithunia, Macedonia, Poland, Romania, Slovak Republic and Slovenia. Doing Business in Mexico 202/482-4464. Current trade-related documents concerning Mexico are available. Information is also available on the North American Free Trade Agreement; tariffs, permits and customs regulations; marketing, distribution and finance; investment; statistics and demographics. The same type of information is available for Canada by calling 202/482-3101. Office of the Pacific Basin 202/482-3875 or 202/482-3646. Categories include general export information, regional and country information (Australia, Cambodia, Indonesia, Korea, Laos, Malaysia, New Zealand, Philippines, Singapore, Taiwan, Thailand and Vietnam). Business Information Service for the Newly Independent States (BISNIS) 202/482-3145. Categories include U.S.-Newly Independent States trade statistics, current export and investment opportunities and upcoming trade events, general investment and defense conversion opportunities, World Bank and European Bank for Reconstruction and Development (EBRD) opportunities, export and trade opportunities and BISNIS publications. CHAPTER 3: FOREIGN MARKET ENTRY EXPORT TRADING COMPANY GUIDEBOOK U.S. Government Printing Office Superintendent of Documents Washington, D.C. 20402 Phone: 202/783-3238 or contact the Government Printing Office in your area. Price: $8.50 Produced by the Department of Commerce Office of Export Trading Company Affairs. Provides essential information on the functions and advantages of establishing or using export trading companies. DIRECTORY OF LEADING EXPORT MANAGEMENT COMPANIES Third Edition Bergano Book Co. P.O. Box 190 Fairfield, CT 06430 Phone: 203/254-2054 FAX: 203/255-3817 Price: $49.50 Lists export management and trading companies, their product areas and their foreign language capabilities. BERGANO'S REGISTER OF INTERNATIONAL IMPORTERS Bergano Book Co. P.O. Box 190 Fairfield, CT 06430 Phone: 203/254-2054 FAX: 203/255-3817 Price: $95.00 Contains thousands of entries of importing firms and major distributors in Europe, North America, the Middle East, Asia, Africa and Latin America. MANUFACTURERS' AGENTS NATIONAL ASSOCIATION European Distributors P.O. Box 3467 Laguna Hills, CA 92654 Phone: 714/859-4040 Price: $37.50 Maintains a data bank of European distributors. COMMERCIAL NEWS USA U.S. Department of Commerce 14th and Constitution Avenue, N.W. Washington, D.C. 20230 Phone: 202/482-4918 For a small fee, U.S. companies can list a photo and description of their product in Commercial News USA, which is distributed to more than 100,000 companies and government officials overseas. EXPORT MAGAZINE Johnston International Publications 950 Lee Street Des Plaines, IL 60016 Phone: 708/296-0770 Price: $50.00 for 6 issues Lists products of U.S. firms. Distributed worldwide. AMERICAN LITERATURE REVIEW Thomas International Publication Five Penn Plaza New York, NY 10001 FAX: 212/629-1140 Sent to businesses around the world, ALR is a catalog of the product catalogs of hundreds of U.S. exporters. AMERICAN EXPORT REGISTER Thomas International Publication Five Penn Plaza New York, NY 10001 Phone: 212/290-7213 FAX: 212/629-1140 Price: $120.00 A two volume, 3,000 page guide featuring names of U.S. exporters, their product listings in more than 4,200 categories, and where they export, by region. THE WORLD TRADE SYSTEM: A COMPREHENSIVE REFERENCE GUIDE Gales Research, Inc. Penobscot Building Detroit, MI 48226 Phone: 313/961-2242 FAX: 313/961-6241 Price: $165.00 Provides trade activity for every country of the world. Information on principal exports, principal imports, principal trading partners, international economic relationships, membership in regional trading organizations and political data. TRADE SHOWS WORLDWIDE Gale Research, Inc. Penobscot Building Detroit, MI 48226 Phone: 313/961-2242 FAX: 313/937-6241 Price: $195.00 Seventh Edition Over 5,700 scheduled exhibitions, trade shows, association conventions, and similar events around the world are listed. CHAPTER 4: THE EXPORT TRANSACTION THE EXPORT OPERATION: PUTTING THE PIECES TOGETHER Unz & Company 190 Baldwin Avenue Jersey City, NJ 07306 Phone: 1-800-631-3098 Price: $55.00 Arranged as a series of recommendations from an industry expert to an imaginary shipper. Provides the guidance needed to avoid many of the pitfalls of foreign trade. EXPORT DOCUMENTATION International Trade Institute, Inc. 5055 North Main Street Dayton, OH 45415 Phone: 1-800-543-2453 Price: $67.50 Examines steps that must be taken to process any international order. EXPORT DOCUMENTATION AND PROCEDURES Unz & Company 190 Baldwin Avenue Jersey City, NJ 07306 Phone: 1-800-631-3098 Price: $55.00 Leads the new exporter through every element of the export process and introduces the experienced exporter to ways of doing things perhaps not yet considered. INCOTERMS 1990 ICC Publishing, Inc. 156 Fifth Avenue New York, NY 10010 Phone: 212/206-1150 Price: $24.95 Defines the thirteen 1990 trading terms and specifies the respective rights and obligations of buyer and seller in an international transaction. TREATIES AND INTERNATIONAL DOCUMENTS USED IN INTERNATIONAL TRADE LAW ICC Publishing, Inc. 156 Fifth Avenue New York, NY 10010 Phone: 212/206-1150 Price: $75.00 Complete text of the most useful instruments in international trade. Contains documents concerning contractual relations and documents related to the regulation of international litigations. INTERNATIONAL EXPORTING AGREEMENTS Matthew Bender & Company International Division 1275 Broadway Albany, NY 12204 Phone: 1-800-424-4200 Price: $95.00 Guide to the negotiation and the drafting of contracts for export sales. CHAPTER 5: FINANCING EXPORT SALES AN INTRODUCTION TO INTERNATIONAL BANKING SERVICES Marine Midland Bank 2 World Trade Center, 24th Floor New York, NY 10048 Phone: 212/912-2222 Price: $10.00 INTERNATIONAL INVESTMENT & BANKING REPORT Business International 215 Park Avenue, South New York, NY 10003 Phone: 212/460-0600 FAX: 212/995-8837 Price: $590.00 per year Methods, management structures and motivations of market players of all sizes. Examines markets as they respond to changes in the financial climate, and provides a monthly round up of the latest events, appointments and personnel moves. INTERNATIONAL FINANCE LIBRARY Unz & Company 190 Baldwin Avenue Jersey City, NJ 07306 Phone: 1-800-631-3098 Price: $189.95 for 7 titles; individual title prices range from $39.95 to $99.95 Package includes seven titles that offer practical information about issues involved in financing international trade, getting paid by overseas customers and accounting for international ventures. DICTIONARY OF INTERNATIONAL FINANCE John Wiley & Sons 605 Third Avenue New York, NY 10158 Phone: 1-800-225-5945 ISBN: 1-471-836-540 Price: $55.00 Definitions of over 300 trade-related terms. FINANCING AND INSURING EXPORTS: A USER'S GUIDE TO EXIMBANK PROGRAMS Eximbank Public Affairs Office 811 Vermont Avenue, N.W. Washington, D.C. 20571 Phone: 1-800-424-5401 THE GLOBAL FINANCIAL HANDBOOK Business International 215 Park Avenue South New York, NY 10003 Phone: 212/460-0600 FAX: 212/995-8837 Price: $195.00 A reference manual including rules on remitting dividends and profits, repatriation of capital, trade financing, borrowing and investing instruments, tax rates, risk management tools and import and export controls. GUIDE TO DOCUMENTARY CREDIT OPERATIONS ICC Publishing Corporation 156 Fifth Avenue, Suite 820 New York, NY 10010 Phone: 212/206-1150 Publication 415 Price: $18.95 EXPORT LETTERS OF CREDIT AND DRAFTS International Trade Institute, Inc. 5055 North Main Street Dayton, OH 45415 Phone: 1-800-543-2453 Price: $67.00 Explanation of letters of credit (LCs) transactions. Includes information on how to read LCs, examples of various types of LCs, and what to do when you cannot collect or comply. UNIFORM RULES FOR COLLECTIONS ICC Publishing Corporation 156 Fifth Avenue, Suite 820 New York, NY 10010 Phone: 212/206-1150 Lists international guidelines for collections. CHAPTER 6: TRANSPORTING GOODS INTERNATIONALLY DICTIONARY OF SHIPPING TERMS Unz & Company 190 Baldwin Avenue Jersey City, NJ 07306 Phone: 1-800-631-3098 Price: $49.95 Lists all terms and abbreviations used in the movement of goods by water. EXPORT ADMINISTRATION REGULATIONS U.S. Government Printing Office Superintendent of Documents Washington, DC 20402 Phone: 202/783-3238 or contact the Government Printing Office in your area. Price: Subscription $87.00 with updates Provides in-depth information on export licenses, restrictive trade practices or boycotts, import regulations, documentation requirements and related information. EXPORT AND IMPORT PROCEDURES AND DOCUMENTATION SERIES Unz & Company 190 Baldwin Avenue Jersey City, NJ 07306 Phone: 1-800-631-3098 Price: $55.00 for each document book Series of document reference books for the most commonly used import/export and hazardous goods forms, includes, but not limited to, Shipper's Export Declaration, Shipper's letter of instructions, pro forma invoice, commercial invoice and Certificate of Origin. EXPORT SHIPPING MANUAL Bureau of National Affairs Distribution Center 9435 Key West Avenue Rockville, MD 20850 Phone: 1-800-372-1033 Price: Three manuals $572.00 for one year subscription. Update every week as information changes. EXPORT SHIPPING International Trade Institute 5055 North Main Street Dayton, OH 45415 Phone: 1-800-543-2453 Price: $67.50 Guide to understanding ocean/air tariffs, usage of ocean/air containers, how to obtain an international freight quotation, port marks on international cargo, international ocean/air shipping documents, basic trade terms and service organization. INTERNATIONAL SHIPPING Unz & Company 190 Baldwin Avenue Jersey City, NJ 07306 Phone: 1-800-631-3098 Price: $75.00 Comprehensive exploration of the shipping industry. SCHEDULE B STATISTICAL CLASSIFICATION OF DOMESTIC AND FOREIGN COMMODITIES EXPORTED FROM THE UNITED STATES U.S. Government Printing Office Superintendent of Documents Washington, D.C. 20402 Phone: 202/783-3238 or contact the Government Printing Office in your area. Price: Subscription $77.00 with updates and supplements (2 volumes) PERIODICALS JOURNAL OF COMMERCE SHIPYARDS Two World Trade Center, 27th Floor New York, NY 10048 Phone: 212/837-7000 Price: $295.00 Shipyards is a supplement to the Journal of Commerce. It lists scheduled sailings of vessels worldwide. SHIPPING DIGEST Geyer-McAllister Publications 51 Madison Avenue New York, NY 10010 Phone: 212/689-4411 Price: $42.00 per year Explores current topics related to international transportation. CHAPTER 7: STRATEGIC ALLIANCES AND FOREIGN INVESTMENT OPPORTUNITIES LICENSING LAW HANDBOOK-EUROPE Clark Boardman, Ltd. 435 Hudson Street New York, NY 10014 Phone: 212/929-7500 Price: $90.00 General information on European licensing law. INVESTING, LCENSING AND TRADING CONDITIONS ABROAD Business International 215 Park Avenue, South New York, NY 10003 Phone: 212/460-0600 FAX: 212/995-8837 Price: $1,765.00 Includes information on operating conditions and practices for 57 countries. INTERNATIONAL TRADE AND THE U.S. ANTITRUST LAW Clark Boardman, Ltd. 435 Hudson Street New York, NY 10014 Phone: 212/929-7500 Price: $115.00 Looseleaf binder covering federal international trade regulations as they pertain to antitrust law. WORLDWIDE GOVERNMENT DIRECTORY Belmont Publications 1454 Belmont Street, N.W. Washington, D.C. 20009 Phone: 1-800-332-3535 or 202/232-6334 FAX: 202/462-5478 Price: $297.00 A 1,200 page reference guide to virtually every key elected and appointed government official in 188 nations including all former Soviet Republics. WORLDWIDE GOVERNMENT REPORT Belmont Publications 1454 Belmont Street, N.W. Washington, D.C. 20009 Phone: 1-800-332-3535 or 202/232-6334 FAX: 202/462-5478 Price: $395.00 for 26 issues Provides analysis of ongoing changes in governmental structures and personnel around the world plus biographical information on the people involved. Bi-weekly. HOTLINE NUMBERS U.S. Small Business Administration Answer Desk Dial 1-800-8-ASK-SBA SBA ON-LINE Electronic Bulletin Board From Washington, D.C. -- 202/205-7265 Toll free -- 1-800-859-4636 for a 2400 baud modem; 1-800-697-4636 for a 9600 baud modem. Set communications software protocol for N (no parity), 8 (data bits), and 1 (stop bit). This is a 24-hour-a-day service with information on SBA export and financial assistance, speakers, SBA's women's mentor program, minority programs and a mail box for electronic conversations. U.S. Agency for International Development Center for Trade and Investment Services (CTIS). Tailored country-specific information. 9:00-5:30 EST Monday through Friday 202/663-2660; 1-800-USAID-4-U FAX 202/663-2670 U.S. Department of Agriculture Trade Information: 202/720-7420 U.S. Customs Customs will help you identify your product's code under the Harmonized System (HS). Call 202/927-0370 for the phone number of the Customs office nearest you. U.S. Customs has a NAFTA hotline, too. Call 202/927-0066. U.S. Department of Commerce Trade Information Center 1-800-872-8723 TDD 1-800-833-8723 National Trade Data Bank Help # 202/482-1986 8:30-4:30 Monday-Friday EST Economic Bulletin Board (EBB) - 202/482-3870. This is a 24-hour service with information on trade leads and statistics. Compatible with 300, 1200, 2400 or 9600 bps using standard communications software. With 9600 bps service, call 202/482-1986. Staff available Monday-Friday 8:30 to 4:30; 202/482-1986. Subscribe through the Office of Business Analysis 202/482-1986. U.S. Center for Standards and Certification Information Information on product standards, testing and certification. 301/975-4040 Export-Import Bank of the United States 1-800-424-5201 Overseas Private Investment Corporation 1-800-336-8799. EXPORT HOTLINE: 1-800-USA-XPORT Presented by AT&T and the Hotline Referral Network in cooperation with the U.S. Department of Commerce. The Export Hotline, a corporate-sponsored, nationwide fax retrieval system providing international trade information for U.S. business. Its purpose is to help find new markets for U.S. products and services. THE EXPORT OPPORTUNITY HOTLINE The Small Business Foundation of America 1155 15th Street, N.W. Washington, D.C. 20005 Phone: 1-800-243-7232 In Washington, DC: 202/223-1104 Answers questions about getting started in exporting. Advice on product distribution; documentation; licensing and insurance; export financing; analyzing distribution options; export management firms; customs; currency exchange systems and travel requirements. SECTION 9 INTERNATIONAL CALLING CODES ALBANIA 355 Tirana 42 ALGERIA 213 AMERICAN SAMOA 684 ANDORRA 33 All cities 628 ANGOLA 244 ANGUILLA 809 ANTIGUA 809 ARGENTINA 54 Buenos Aires 1 Cordoba 51 ARUBA 297 All cities 8 ASCENSION ISLAND 247 AUSTRALIA 61 Brisbane 7 Canberra 62 Melbourne 3 Perth 9 Sydney 2 AUSTRIA 43 Innsbruck 512 Salzburg 662 Vienna 1 BAHAMAS 809 BAHRAIN 973 BANGLADESH 88 Dhaka 2 BARBADOS 809 BELGIUM 32 Antwerp 3 Brussels 2 BELIZE 501 Belize City 2 BENIN 229 BERMUDA 809 BOLIVIA 591 La Paz 2 Santa Cruz 33 BOTSWANA 267 Gaborone 31 BRAZIL 55 Brasilia 61 P“rto Alegre 512 Recife 81 Rio de Janeiro 21 Sƒo Paulo 11 BRITISH VIRGIN IS. 809 BRUNEI 673 Bandar Seri Begawan 2 BULGARIA 359 Sofia 2 BURKINA FASO 226 BURUNDI 257 Bujumbura 22 CAMEROON 237 CANADA (1 + Area Code + Local Number) Alberta 403 British Columbia 604 Manitoba 204 New Brunswick 506 Newfoundland 709 Nova Scotia 902 Ontario (London) 519 Ontario (North Bay) 705 Ontario (Ottawa) 613 Ontario (Thunder Bay) 807 Ontario (Toronto) 416 Prince Edward Island 902 Quebec (Montreal) 514 Quebec (Quebec City) 418 Quebec (Sherbrooke) 819 Saskatchewan 306 CAPE VERDE ISLANDS 238 CAYMAN ISLANDS 809 CENTRAL AFRICAN REPUBLIC 236 CHAD REPUBLIC 235 N'Djamena 51 CHILE 56 Santiago 2 Valparaiso 31 CHINA 86 Beijing 1 Guangzhou 20 Shanghai 21 COLOMBIA 57 Barranquilla 58 Bogot  1 Cali 3 COMOROS 269 Moroni 73 CONGO 242 COOK ISLANDS 682 COSTA RICA 506 CYPRUS 357 CZECHOSLOVAKIA 42 Prague 2 DENMARK 45 Aalborg 8 Copenhagen 3 Copenhagen suburbs 4 DJIBOUTI 253 DOMINICAN REPUBLIC 809 ECUADOR 593 Cuenca 4 Quito 2 EGYPT 20 Alexandria 3 Cairo 2 EL SALVADOR 503 EQUATORIAL GUINEA 240 ETHIOPIA 251 Addis Ababa 1 FAEROE ISLANDS 298 FALKLAND ISLANDS 580 FIJI ISLANDS 679 FINLAND 358 Helsinki 0 FRANCE 33 Bordeaux 56 Marseille 91 Nice 93 Paris 1 FRENCH ANTILLES 596 FRENCH GUIANA 594 FRENCH POLYNESIA 689 GABON 241 GAMBIA 220 GERMANY 49 Bonn 228 Berlin 30 Duesseldorf 211 Frankfurt 69 Munich 89 Stuttgart 711 GHANA 233 GIBRALTAR 350 Accra 21 GREECE 30 Athens 1 Rodos 241 GREENLAND 299 GRENADA 809 GUADELOUPE 590 GUAM 671 GUATEMALA 502 Guatemala City 2 All other cities 9 GUINEA-BISSAU 245 GUINEA 224 GUYANA 592 Georgetown 2 HAITI 509 Port-au-Prince 1 HONDURAS 504 HONG KONG 852 Hong Kong 5 Kowloon 3 HUNGARY 36 Budapest 1 ICELAND 354 Reykjavik 1 INDIA 91 INDONESIA 62 Jakarta 21 IRAN 98 Tehran 21 IRAQ 964 Baghdad 1 IRELAND 353 Dublin 1 Galway 91 ISRAEL 972 Haifa 4 Jerusalem 2 Tel Aviv 3 ITALY 39 Florence 55 Naples 81 Rome 6 Venice 41 IVORY COAST 225 JAMAICA 809 JAPAN (incl. Okinawa) 81 Hiroshima 822 Kobe 78 Kyoto 75 Nagasaki 958 Osaka 6 Tokyo 3 Yokohama 45 JORDAN 962 Amman 6 KENYA 254 Nairobi 2 KIRIBATI 686 KOREA 82 Pusan 51 Seoul 2 KUWAIT 965 LESOTHO 266 LIBERIA 231 LIBYA 218 Tripoli 21 LIECHTENSTEIN 41 All cities 75 LUXEMBOURG 352 MACAO 853 MADAGASCAR 261 Antananarivo 2 MALAWI 265 MALAYSIA 60 MALDIVES 960 MALI 223 MALTA 356 MARSHALL ISLANDS 692 MAURITANIA 222 MAURITIS 230 MAYOTTE ISLAND 269 MEXICO 52 Acapulco 74 Cancun 988 Guadalajara 36 Mexico City 5 Monterrey 83 Tijuana 66 MICRONESIA 691 MONACO 33 All cities 93 MONTSERRAT 809 MOROCCO 212 Casablanca not required Marrakech 4 Tangier 99 MOZAMBIQUE 258 Windhoek 61 Maputo 1 NAMIBIA 264 NAURU 674 NEPAL 977 THE NETHERLANDS 31 Amsterdam 20 The Hague 70 NETHERLANDS ANTILLES 599 Aruba 8 NEVIS 809 NEW CALEDONIA 687 NEW ZEALAND 64 Auckland 9 Christchurch 3 Wellington 4 NICARAGUA 505 Managua 2 NIGER 227 NIGERIA 234 NORWAY 47 Bergen 5 Oslo 2O MAN 968 PAKISTAN 92 Islamabad 51 Karachi 21 PALAU 680 PANAMA 507 PAPUA NEW GUINEA 75 PARAGUAY 595 Asunc¡on 21 PERU 51 Arequipa 54 Lima 14 The PHILIPPINES 63 Cebu City 32 Dagupan 75 Manila 2 POLAND 48 Krakow 12 Gdansk 68 Warsaw 22 PORTUGAL 351 Lisbon 1 Ponta Delgada 96 QATAR 974 REUNION ISLAND 262 ROMANIA 40 Bucharest 16 or 17 RWANDA 250 ST. HELENA 290 ST. KITTS 809 ST. LUCIA 809 ST. PIERRE AND MIQUELON 508 ST. VINCENT AND THE GRENADINES 809 SAIPAN 670 SAN MARINO 39 All cities 541 SAO TOME & PRINCIPE 239 SAUDI ARABIA 966 Dhahran 3 Jeddah 2 Medina 4 Riyadh 1 SENEGAL 221 SIERRA LEONE 232 SEYCHELLES ISLANDS 248 SINGAPORE 65 SOLOMON ISLANDS 677 SOUTH AFRICA 27 Cape Town 21 Durban 31 Johannesburg 11 Pretoria 12 SPAIN 34 Barcelona 3 Bilbao 4 Las Palmas de Gran Canaria 28 Madrid 1 Seville 54 SRI LANKA 94 Colombo Central 1 SURINAME 597 SWAZILAND 268 SWEDEN 46 Goteborg 31 Stockholm 8 SWITZERLAND 41 Bern 31 Geneva 22 Lucerne 41 Zurich 1 SYRIA 963 TAIWAN 886 Taipei 2 TANZANIA 255 Dar es Salaam 51 THAILAND 66 Bangkok 2 Chieng Mai 53 TOGO 228 TONGA ISLANDS 676 TRINIDAD AND TOBAGO 809 TUNISIA 216 Tunis 1 TURKEY 90 Ankara 4 Istanbul 1 TURKS & CALICOS ISLANDS 809 UGANDA 256 UNITED ARAB EMIRATES 971 Abu Dhabi 2 UNITED KINGDOM 44 Belfast 232 Cardiff 222 Edinburgh 31 Glasgow 41 Liverpool 51 London 71 URUGUAY 598 Canelones 332 Mercedes 532 Montevideo 2 VATICAN CITY 39 All Points 6 VENEZUELA 58 Caracas 2 Maracaibo 61 Maracay 43 WESTERN SAMOA 685 YEMEN 967 Sana 2 Former YUGOSLAVIA 38 Belgrade 11 Zagreb 41 ZAIRE 243 Kinshasa 12 ZAMBIA 260 Lusaka 1 ZIMBABWE 263 Harare 4 NON-DIAL COUNTRIES Afghanistan Antarctica Burma Christmas and Cocos Islands Cuba Easter Island Estonia Laos Latvia Lebanon Lithuania Midway Mongolia Norfolk Island Pitcairn Island Somalia Sudan Tuvalu Vanuata Wake Wallis and Futuna Islands Western Sahara Yemen SECTION 10 GLOSSARY OF TERMS A-1: First class condition. A.A.R.: Against all risks. ACCEPTANCE: An agreement to purchase goods at a stated price and under stated terms. AD. VAL.: According to value (ad valorem). AFFREIGHTMENT, CONTRACT OF: An agreement by a steamship line to provide cargo space on a vessel at a specified time for a specified price to accommodate an exporter or importer, who then becomes liable for payment even though he is later unable to make the shipment. ALL-RISK CLAUSE: An insurance provision that all loss or damage to goods is insured except inherent vice (self-caused). ANTI-DUMPING CLAUSE: A tariff imposed to discourage sale of foreign goods in the United States market at very low prices (below foreign country's domestic market) which might hurt U.S. manufacturers. ARBITRAGE: The practice of exchanging the currency of one country for that of another or a series of countries to gain an advantage from the differences in exchange rates. ARBITRATION CLAUSE: A clause in a sales contract outlining the method under which disputes will be settled. A/S: After sight. BBL: Barrel. B/D: Bar-draft. B.D.I.: Both dates inclusive. B/E: Bill of exchange. B/L: Bill of lading. B.O.: Bad order, buyers option. B/P: Bills payable. B.T.: Berth terms. BOOKING NUMBER: A number assigned to a contract of affreightment used as an identifying reference on bills and correspondence. bu: Bushel. bx: Box. C.E.: Consumption entry. C.O.D.: Cash on delivery. C.O.S.: Cash on shipment. C.P.: Charter party. C.R.: Carriers risk. CABLE ADDRESS: A code word of less than 10 letters, registered annually with the Central Bureau of Registered Addresses, used in lieu of the entire name and address of a firm receiving or sending cablegrams in order to reduce the number of words required in a cablegram. CASH AGAINST DOCUMENTS (C.A.D.): A method of payment for goods in which documents transferring title are given the buyer upon payment of cash to an intermediary acting for the seller, usually a commission house. CASH IN ADVANCE (C.I.A.): A method of payment for goods in which the buyer pays the seller in advance of the shipment of the goods. Usually employed when the goods are built to order, such as specialized machinery. CASH WITH ORDER (C.W.O.): A method of payment for goods in which cash is paid at the time of order and the transaction becomes binding on both buyer and seller. c.c.: Current cost. CERTIFICATE OR ORIGIN: A certified document as to the origin of goods, used in foreign commerce. c.f.: Cubic foot. CHARTER PARTY: Renting of an entire vessel or part of its freight space for a particular trip or stipulated period of time. C&F NAMED PORT: Cost and freight. All costs of goods and transportation to the named port are included in the price quoted. Buyer pays insurance while aboard ship up to overseas inland destination. c.i.: Cost and insurance. c/i: Certificate of insurance. C.I.F. NAMED PORT: Cost, insurance, freight. Same as C&F except seller also provides insurance up to named destination. C.I.F. & C.: Price includes commission as well as C.I.F. C.I.F. & E.: Price includes exchange of currency from United States to foreign money as well as C.I.F. CLEAN BILL OF LADING: Document of receipt issued by a carrier when the goods are received in good order. DIRECTOR OF CUSTOMS: The representative of the U.S. Treasury Department acting for the government in connection with foreign traffic to specifically named inland sea ports. COMMERCIAL CODE: A published code designed to reduce the total number of words required in a cablegram. CONSIGNEE MARKS: A symbol placed on packages for export for identification purposes; generally consisting of a triangle, square, circle, diamond, cross, with letters and/or numbers as well as port of discharge. CONSUL: A government official residing in a foreign country who is charged with the representation of the interests of his country and its nationals. CONSULAR DECLARATION: A formal statement describing goods to be shipped, made to the consul of the country of destination. Approval must be obtained prior to shipment. CONSULAR INVOICE: A document required by some foreign countries showing exact information as to consignor, consignee, value and description of shipment. CONSULATE: The jurisdiction, terms of office, or official premises of a consul. CONSUMPTION ENTRY: An official form used for declaration of value, description and the total duty due on such transaction. c.p.d.: Charterers pays dues. CREDIT RISK INSURANCE: A form of insurance which protects the seller against loss due to default on the part of the buyer. c.t.l.o.: Constructive total loss only. CUSTOM HOUSE: The government office where duties and/or tolls are placed on imports or exports and are paid on vehicles or vessels entered or cleared. CUSTOMHOUSE BROKERS: A person or firm, licensed by the Treasury Department, engaged in entering and clearing goods through customs. The duties of a broker include preparing the entry blank and filing it; advising the importer on duties to be paid; advancing duties and other costs; and, arranging for delivery to his client, his trucking firm, or other carrier. CUSTOMS TARIFF: A schedule of charges assessed by the federal government on imported and/or exported goods. cwt.: Hundredweight. D.A.: Documents for acceptance. D.D.: Double deck; demand draft. D/D: Date draft. D/S: Days after sight. Dm.: Dekameter (10 meters long). D/A SIGHT DRAFT: Documents against acceptance sight draft. A method of payment for goods in which documents transferring title are delivered to the buyer as soon as he signs an acceptance, stamped on a draft, guaranteeing payment of the draft. d.: A penny or pence. d/a: When prefixed to word "clause" vessel must discharge afloat. d.d.o.: Dispatch discharging only. DEMURRAGE: Excess time taken for loading or unloading of a vessel not caused by the vessel operator, but due to the acts of a charterer or shipper. Also refers to imported cargo not picked up within prescribed time. DIRECT EXPORTING: Sale by an exporter directly to a buyer located in a foreign country. DISPATCH: An amount paid to a charterer by the vessel operator if loading or unloading is accomplished in less time than provided for in the charter party. DISTRIBUTOR: A foreign agent who sells directly for a manufacturer and maintains an inventory on hand. d.l.o.: Dispatch loading only. dm.: Decimeter (one tenth of a meter long). DOCK RECEIPT: A receipt given for a shipment received or delivered at a shipment pier. When delivery of a foreign shipment is completed, the dock receipt is surrendered to the vessel operator or his agent and serves as basis for preparation of the Ocean Bill of Lading. DOCUMENTS AGAINST PAYMENT (D/P): A type of payment for goods in which the documents transferring title to the goods are not given to the buyer until he has paid the value of a draft issued against him. d.p.: Direct port. DRAWBACK: A partial refund of duties paid on importation of goods which are further processed and then re-exported, or exported in same condition as imported. DUTY: A tax levied by a government on the import, export or use and consumption of goods. d.w.: Deadweight (ton 2240 pounds). d.w.c.: Deadweight for cargo. E.A.O.N.: Except as otherwise noted. E.&.O.E.: Errors and omissions excepted. E.B.: Eastbound. E.E.: Errors excepted. EXPORT MANAGEMENT COMPANY: An organization which, for a commission, acts as a purchase agent for either a buyer or seller. ENTRY (CUSTOMS): A statement of the kinds, quantities and values of goods imported together with duties, if any, declared before a customs official. ENTRY PAPERS: Those documents which must be filed with the Customs officials describing goods imported, such as consumption entry, Ocean Bill of Lading or Carrier Release, and Commercial Invoice. est.: Estimated. est.wt.: Estimated weight. et al: And other. EX DOCK (IMPORT USAGE ONLY): The seller is obligated to place the specified goods at the specified price on the import dock clear of all customs and duty requirements. The buyer must do nothing further than pick up the goods within a prescribed time limit. EX MILL (EX WAREHOUSE, EX MINE, EX FACTORY): The seller is obligated to place the specified quantity of goods at the specified price at his mill loaded on trucks, railroad cars or any other specified means of transport. The buyer must accept the goods in this manner and make all arrangements for transportation. EXPORT: To send goods to a foreign country. EXPORT BROKER: One who brings together the buyer and seller for a fee and then withdraws from the transaction. EXPORT DECLARATION: A formal statement made to the Director of customs at a port of exit declaring full particulars about goods being exported. EXPORT LICENSE: A permit required to engage in the export of certain commodities and quantities to certain destinations. List of such goods are found in the comprehensive Export Schedule issued by the Bureau of Foreign Commerce. EXPORT MERCHANT: A producer or merchant who sells directly to a foreign purchaser without going through an intermediate such as an export broker. EXPORT RATE: A freight rate specially established for application on export traffic and generally lower than the domestic rate. F/A: Free astray. F.M.: Fine measurement. F.O.B. FREIGHT ALLOWED: The same as F.O.B. named inland carrier, except the seller pays the freight charges of the inland carrier. F.O.B. FREIGHT PREPAID: The same as F.O.B. named inland carrier, except the seller pays the freight charges of the inland carrier. F.O.B. NAMED INLAND CARRIER: Seller must place the goods on the named carrier at the specified inland point and obtain a bill of lading. The buyer pays for the transportation. F.O.B. NAMED PORT OF EXPORTATION: Seller is responsible for placing the goods at a named point of exportation at the seller's expense. Some European buyers use this form when they actually mean F.O.B. vessel. F.O.B. VESSEL: Seller is responsible for goods and preparation of export documentation until actually placed aboard the vessel. f.a.a.: Free of all average. f.a.s.: Free alongside ship. f.c.s.: Free of capture and seizure. f.d.: Free discharge f.f.a.: Free from average. f.i.a.: Full interest admitted. f.i.w.: Free in wagon. f.o.w.: First open water. FOREIGN BRANCH OFFICE: A sales (or other) office maintained in a foreign country and staffed by direct employees of the exporter. FOREIGN FREIGHT FORWARDER: A corporation carrying on the business of forwarding who is not a shipper or consignee. The foreign freight forwarder receives compensation from the shipper for preparing documents and arranging various transactions related to the international distribution of goods. Also, a brokerage fee may be paid to the "forwarder" from steamship lines if the forwarder performs at least two of the following services: (1) coordination of the movement of the cargo to shipside; (2) preparation and processing of the Ocean Bill of Lading; (3) preparation and processing of dock receipts or delivery orders; (4) preparation and processing of consular documents or export declarations; (5) payment of the ocean freight charges on shipments. FOREIGN SALES AGENT: An agent residing in a foreign country who acts as a salesman for a domestic manufacturer. FOREIGN TRADE ZONE ENTRY: A form declaring goods which are brought duty-free into a Foreign Trade Zone for further processing or storage and subsequent exportation and/or consumption. FOUL BILL OF LADING: A receipt for goods issued by a carrier bearing a notation that the outward containers or the goods have been damaged. fr. & c.c.: Free of riot and civil commotion. FREE ALONGSIDE (F.A.S.): (or free alongside steamer): The seller must deliver the goods to a pier and place them within reach of the ship's loading equipment. The buyer arranges ship space and informs the seller when and where the goods are to be placed. FREE IN AND OUT (F.I.O.): Cost of loading and unloading a vessel is borne by the charterer. FREE OF CAPTURE AND SEIZURE (F.C. & S.): An insurance clause providing that loss is not insured if due to capture, seizure, confiscation and like actions, whether legal or not, or from such acts as piracy, civil war, rebellion and civil strife. FREE OF PARTICULAR AVERAGE (F.P.A.): A marine insurance clause providing that partial loss or damage is not insured. American condition (F.P.A.A.C.) -- Partial loss not insured unless caused by the vessel being sunk, stranded, burned, on fire, or in collision. English conditions (F.P.A.E.C.) -- Partial loss not insured unless a result of the vessel being sunk, stranded, burned, on fire, or in collision. FREE OUT (F.O.): Cost of unloading a vessel is borne by the charterer. FREE TRADE ZONE: An area to which goods may be imported for processing and subsequent export on duty-free basis. ft.: Foot. G.T.: Gross ton (2240 lbs.) GENERAL AVERAGE: A deliberate loss or damage to goods in the face of a peril, which sacrifice is made for the preservation of the vessel and other goods. The cost of the loss is shared by the owners of all goods on board up to time of peril. GENERAL LICENSE (EXPORT): Authorization to export without specific documentary approval. GENERAL LICENSE, LIMITED VALUE (GLV): Authorization to export a limited value amount of a good without specific documentary authorization.gm.: Gram. GROSS WEIGHT: Entire weight of goods, packing, and container, ready for shipment. hhd.: Hogshead. ht.: Height. inv.: Invoice. IMMEDIATE TRANSPORTATION ENTRY: A customs form declaring goods for transportation by a bonded carrier from a port of entry to a bonded warehouse at an inland port, or another port of entry. IMPORT MERCHANT: A merchant who buys overseas for his own account for the purpose of later resale, handling all details of import documentation and transportation. Usually the merchant is specialized in one or two commodities. IMPORT RATE: A rate established specifically for application on import traffic and generally less, when so published, than a domestic rate. IMPORTER DISTRIBUTOR: A merchant who imports goods, usually on an exclusive territory arrangement, maintains an inventory and, through a sales staff, sells to retailers. INDENT: A requisition for goods, enumerating conditions of the sale. Acceptance of an indent by a seller constitutes his agreement to the conditions of the sale. INDIRECT EXPORTING: Sale by the exporter to the buyer through a domestically located intermediary. INLAND CARRIER: A transportation line which hauls export or import traffic between ports and inland points. INTERNATIONAL AND TERRITORIAL OPERATIONS: In general operations outside the territory of the United States, including operations between U.S. points separated by foreign territory or major expanses of international waters. kg.: Kilogram. L.: œ L.A.: Letter of authority. L.& D.: Loss and damage. L.& R.: Lake and rail. L/C: Letter of Credit. L.C.L.: Less than carload, also less than containerload. lat.: Latitude. LAY DAYS: The dates between which a chartered vessel is to be available in port for loading of cargo. LEGAL WEIGHT: The weight of the goods plus any immediate wrappings which are sold along with the goods; e.g., the weight of a tin can as well as its contents. (See Net Weight). LETTER OF CREDIT (L/C): A method of payment for goods in which the buyer establishes his credit with a local bank, clearly describing the goods to be purchased, the price, the documentation required and a limit for completion of the transaction. Upon receipt of documentation, the bank is either paid by the buyer or takes title to the goods themselves and proceeds to transfer funds to the seller. The banks insist upon exact compliance with the terms of the sale, and will not pay if there are discrepancies. ldg.: Loading. ltge.: Lighterage. MANUFACTURER'S EXPORT AGENT: A firm which acts as an export sales agent for several non-competing manufacturers. Business is transacted under the name of the agent firm. MARINE INSURANCE: An insurance which will compensate the owner of goods transported overseas in the event of loss which cannot be legally recovered from the carrier. Mdse.: Merchandise. N.O.E.: Not otherwise enumerated. N.O.H.P.: Not otherwise herein provided. N.O.I.B.N.: Not otherwise indicated by number; not otherwise indexed by name. N.O.S.: Not otherwise specified. N.S.P.F.: Not specifically provided for. NET WEIGHT (ACTUAL NET WEIGHT): Weight of the goods alone without any immediate wrappings; e.g., the weight of the contents of a tin can without the weight of the can. (See Legal Weight). NON-VESSEL OPERATING COMMON CARRIER (NVOCC): A cargo consolidator of small shipments in ocean trade, generally soliciting business and arranging for or performing containerization functions at the port. O/A: Open account. O.& R.: Ocean and rail. O/N: Order notify. O.S.& D.: Over, short and damage. o.t.: On truck or railway. P.A.: Particular average. P.D.: Per diem. P.W.: Packed weight. PARCEL RECEIPT: Receipt given by a steamship company for a parcel shipment. PARTICULAR AVERAGE: Partial loss or damage to goods. PERILS OF THE SEA: Those causes of loss of goods for which the carrier is not legally liable. The elemental risks of ocean transport. PORT OF ENTRY: A port at which foreign goods are admitted into the receiving country. PORT MARKS: An identifying set of letters, numbers and/or geometric symbols followed by the name of the port of destination, which are placed on export shipments. Foreign government requirements may be exceedingly strict in the matter of port marks. Ppd.: Prepaid. PRIVATE CODE: A secret code system devised to conceal the contents of a message and to reduce the number of words required in a cablegram. QUOTA: The quantity of goods which may be imported without restriction or additional duties or taxes. QUOTATION: An offer to sell goods at a stated price and under stated terms. R.& O.: Rail and ocean. R.C.& L.: Rail, canal and lake. R.I.T.: Refining in transit. R.& L.: Rail and lake. Refg.: Refrigerating, refrigeration. S.C.& S.: Strapped, corded and sealed. S/D: Sight draft. S.D.D.: Store door delivery. S.L.& C.: Shipper's load and count. S.L.& T.: Shipper's load and tally. S.O.: Ship's option; shipping order; sellers option. S.S.: Shipside. S/S: Steamship. S.T.: Short ton 2000 lbs. S.U.C.L.: Set up carload. S.U.L.C.L.: Set up in less than carload. SCHEDULE B: Refers to "Schedule B, Statistical Classification of Domestic and Foreign Commodities Exported from the United States." SHIPPER'S EXPORT DECLARATION: A form required by the Treasury Department and completed by a shipper showing the value, weight, consignee, destination, etc., of export shipments as well as Harmonized Schedule B (see above) identification number. sld.: Sailed. s.p.d.: Shipped. STEAMSHIP CONFERENCE: A group of vessel operators joined together for the purpose of establishing freight rates. A shipper may receive reduced rates if the shipper enters into a contract to ship on vessels of Conference members only. STERLING BLOC: The British Commonwealth countries which fixed the price of sterling used in foreign exchange. With a fixed price, sterling was not readily convertible to other currencies. This resulted in trade within the Bloc being favored. Stds.: Standards. str.: Steamer. STRIKES, RIOTS AND CIVIL COMMOTIONS (S.R.& C.C.): A term referring to an insurance clause excluding insurance of loss caused by labor disturbances, riots and civil commotions or any person engaged in such actions. SUE AND LABOR CLAUSE: A provision in marine insurance obligating the assured to do those things necessary after a loss to prevent further loss and to act in the best interests of the insurer. s.v.: Sailing vessel. SWITCH TRANSACTIONS: The practice of exporting (or importing) goods through an intermediary country to final destinations. This is done when the destination country is short of U.S. dollars and the intermediary country has available U.S. dollars and is willing to exchange for the destination country's currency on goods. Switch transactions must be performed within the various laws concerning export licenses. TARE WEIGHT: The weight of packing and containers without the goods to be shipped. t.l.o.: Total loss only. TONNE (METRIC TON): 1000 Kilograms (2204 lbs). TRANSPORTATION AND EXPORTATION ENTRY: A form declaring goods which are entering the United States (for example from Canada) for the purpose of exportation through a U.S. port. Carriers and any warehouse must be bonded. val.: Value. Ves.: Vessel. W/B: Waybill. WAR RISK INSURANCE: Separate insurance coverage for loss of goods which results from any act of war. This insurance is necessary during peacetime due to objects, such as floating mines, left over from previous wars. War Risk Insurance in the United States is underwritten exclusively through the American Cargo War Risk Reinsurance Exchange, a group formed to share the extreme losses possible. War/Strike Clause: An insurance provision that covers loss due to war and/or strike. WAREHOUSE ENTRY: A form declaring goods imported and placed in a bonded warehouse. Duty payment may not be required until the goods are withdrawn for consumption. WEATHER WORKING DAY: A day when reasonable weather conditions prevail to allow normal working to the vessel. WESTERN HEMISPHERE TRADE CORPORATION: A domestic (U.S.) corporation whose business is done in any country of North, South, or Central America or the West Indies, and which usually receives certain tax advantages. WITH PARTICULAR AVERAGE (W.P.A.): An insurance term meaning that partial loss or damage to goods is insured. Generally must be caused by sea water. May have a minimum percentage of damage before payment. May be extended to cover loss by theft, pilferage, delivery, leakage, and breakage. Y/A: York/Antwerp Rules.