Table of Contents

Introduction 1
Part I: Getting Started with Import/Export 5

Chapter 1: Introducing Import/Export 7

Chapter 2: Figuring Out Your Role in the Import/Export Business 17

Chapter 3: Rules and Regulations to Consider Before You Get Started 31

Chapter 4: Organizing for Import and Export Operations 47
Part II: Selecting Products and Finding Suppliers 65

Chapter 5: Selecting the Right Products 67

Chapter 6: Connecting with Overseas Suppliers for Your Imports 73

Chapter 7: Everything You Need to Know about Alibaba.com 85

Chapter 8: Finding U.S Suppliers for Your Exports 93
Part III: Identifying Your Target Market and Finding Customers 103

Chapter 9: Looking at Marketing 105

Chapter 10: Researching Export Markets 129

Chapter 11: Researching Import Markets 139

Chapter 12: Making Export Contacts and Finding Customers 149

Chapter 13: Locating Customers for Your Imports 159
Part IV: Negotiating Around the World 167

Chapter 14: How Negotiations Work 169

Chapter 15: What Makes Global Negotiating Different 177

Chapter 16: Doing Business around the World 187
Part V: Completing the Transaction: International Trade Procedures and Regulations 217

Chapter 17: Making the Sale: Pricing, Quotes, and Shipping Terms 219

Chapter 18: Methods of Payment 227

Chapter 19: Packing and Shipping with the Right Documentation 249

Chapter 20: Getting Your Goods: Customs Requirements and the Entry Process 267
Part VI: The Part of Tens 289

Chapter 21: Ten Keys to Becoming a Successful Importer 291

Chapter 22: Ten Keys to Becoming a Successful Exporter 297
Part VII: Appendixes 303

Appendix A: Resources 305

Appendix B: Multilingual Cross‐Reference for International Shipping Terms 315

Appendix C: Online Resources 323
Index 329

About the Author

John Capela has taught marketing, management, and international business courses at St. Joseph's College in New York for 20 years. He is president of CADE International, which provides consulting and training in international business including importing, exporting, licensing, and foreign investment.