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Tag Archive for: Why Export

Posts

Part 4: The Who, What, Where, Why and How of Exporting in Business Why Export?

Blog, Featured News, International Trade, SBDC News

The Who, What, Where, Why and How of Exporting

by Selma Canas, CGBP | December 22, 2021

In this four-part series, we’ve covered the who, what, and where of exporting and I think we can all agree that export readiness does not happen overnight. Export readiness takes commitment, time, money and a lot of education. So, “Why Export?”

There are many reasons for a company to pursue exports. Companies that export grow faster, are more profitable and fail less than companies that do not export. Considering that 95 percent of consumers live outside of the U.S., companies who export have a greater potential for sales than those that do not.

Exporting can reduce a company’s dependence on the U.S. market. If the U.S. economy is down, you have other markets to sustain you. Exporting can extend a product’s life cycle. For example, technology becomes obsolete very quickly in the U.S. but maybe not in emerging markets. U.S. products have a competitive advantage because of their high quality.

Exporting may seem overwhelming but it is not impossible. According to the U.S. Small Business Administration (SBA), small businesses account for 97 percent of all U.S. exporters. With all the available resources to guide companies on how to export, new exporters do not need to go it alone.

Once the company has decided to purse exports and has identified a few target countries, management needs to decide on the market entry strategy. Strategies will differ depending on the product or service, the country, and the risk a company is willing to take.

A company may want to hire a sales agent in the target country and pay a commission, they may want to sell to a distributor and let them sell to their network of buyers, or may want to sell direct to their buyers. The U.S. Commercial Service is a great resource for determining the best market entry strategy. They produce country commercial guides with country specific information on how to do business, best entry strategy, top industries, trade finance, e-commerce, and so much more. These guides are an invaluable resource to learning how to sell U.S. products and services in a specific country.

Participating in tradeshows and trade missions play an important role in meeting the people you want to do business with in those target countries. At this time, the company needs to be ready to make sales. Marketing materials and digital presentations need to be translated to that country’s language. Pricing schedule should include import tariffs, value-added taxes, and shipping and import fees, even if these costs will be paid by the buyer, as the final price may be significantly higher than a local competitor.

Freight forwarders are an exporter’s best friend. The freight forwarder handles logistics and documentation for the exporter. Their services include preparing export documents, transporting goods to and from ports, determining import duties and taxes, performing due diligence, and much more. Freight forwarders can handle one or all of these services, depending on the needs of the exporter. It is a good idea to obtain quotes from several forwarders and learn about their services before choosing one.

It is important to seek the advice of your international attorney, banker and accountant before signing any contracts with buyers or distributors. You’ll want to discuss payment options, credit insurance, exclusivity, dispute resolutions, exit clauses, exchange fluctuations, taxes, etc.

New exporters should definitely take advantage of the many resources available to assist in the export process. The demand is there, the help is there, and the money is there. So, what are you waiting for… go global!

Read part one of series

Read part two of series

Read part three of series

 

Author

Selma Canas

Selma Canas, CGBP

Canas, Consultants, International Consultants 2, Tampa

NASBITE Certified Global Business Professional (CGBP), Florida SBDC at USF, Tampa

Specialties: International Trade, Export Marketing Plans, Market Research, Digital Marketing

As an international trade specialist at the Florida SBDC at University of South Florida, Selma Canas is responsible for guiding small businesses through the complexities of the international trade process through one-on-one consulting, training and resources.

Canas is a NASBITE International Certified Global Business Professional (CGBP) and teaches courses on international trade basics and market research at the Florida SBDC at USF. For export-ready companies, she develops Export Marketing Plans in partnership with SelectFlorida. She has developed more than 40 plans during the past eight years and participated in trade missions to Brazil, Chile, Canada, the Dominican Republic, and Panama.

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https://enwqtxc9es4.exactdn.com/wp-content/uploads/2025/03/SelmaCanas_2025WEB-e1742404082478.jpg?strip=all&lossy=1&ssl=1 1024 1024 admin /wp-content/uploads/2024/10/Locked-Host-Logos-Horizontal-USF-Small-e1728920602651.png admin2013-11-27 20:16:142025-05-29 19:34:59Selma Canas, CGBP
https://enwqtxc9es4.exactdn.com/wp-content/uploads/2022/01/who-what-when-exporting-series.png?strip=all&lossy=1&ssl=1 750 1420 sbdclarry /wp-content/uploads/2024/10/Locked-Host-Logos-Horizontal-USF-Small-e1728920602651.png sbdclarry2022-01-07 18:40:392022-01-08 02:52:38Part 4: The Who, What, Where, Why and How of Exporting in Business Why Export?

Part 4: The Who, What, Where, Why and How of Exporting in Business Why Export?

Blog, Featured News, International Trade, SBDC News

by Selma Canas, CGBP | December 22, 2021 In this four-part series, we’ve covered the who, what, and where of exporting and I think we can all agree that export readiness does not happen overnight. Export readiness takes commitment, time, money and a lot of education. So, “Why Export?” There are many reasons for a […]

Read more
https://enwqtxc9es4.exactdn.com/wp-content/uploads/2022/01/who-what-when-exporting-series.png?strip=all&lossy=1&ssl=1 750 1420 sbdclarry /wp-content/uploads/2024/10/Locked-Host-Logos-Horizontal-USF-Small-e1728920602651.png sbdclarry2022-01-07 18:40:392022-01-08 02:52:38Part 4: The Who, What, Where, Why and How of Exporting in Business Why Export?

Part 3: The Who, What, Where, Why and How of Exporting in Business Where to Export

Blog, Featured News, International Trade, SBDC News

by Selma Canas, CGBP | December 22, 2021 In part two of this series, “Who Can Help,” I provided information on the many resources available to enterprises that are looking to expand internationally – the U.S. Commercial Service (USCS), SelectFlorida, Global Tampa Bay (GTB) and the Florida SBDC at USF (SBDC). These resources can also […]

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https://enwqtxc9es4.exactdn.com/wp-content/uploads/2022/01/who-what-when-exporting-series.png?strip=all&lossy=1&ssl=1 750 1420 sbdclarry /wp-content/uploads/2024/10/Locked-Host-Logos-Horizontal-USF-Small-e1728920602651.png sbdclarry2022-01-07 18:38:122024-04-10 16:36:54Part 3: The Who, What, Where, Why and How of Exporting in Business Where to Export

Part 2: The Who, What, Where, Why and How of Exporting in Business Who Can Help.

Blog, Featured News, International Trade, SBDC News

by Selma Canas, CGBP | December 22, 2021 Exporting is a team effort, as I alluded to in part one of this series, What is Exporting?. Exporting is a growth strategy for a company that is already successful in their domestic business. When building the internal expansion team, management will need to determine the number […]

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https://enwqtxc9es4.exactdn.com/wp-content/uploads/2022/01/who-what-when-exporting-series.png?strip=all&lossy=1&ssl=1 750 1420 sbdclarry /wp-content/uploads/2024/10/Locked-Host-Logos-Horizontal-USF-Small-e1728920602651.png sbdclarry2022-01-07 18:35:162022-01-07 19:01:24Part 2: The Who, What, Where, Why and How of Exporting in Business Who Can Help.

Part 1: The Who, What, Where, Why and How of Exporting in Business What is Exporting?

Blog, Featured News, International Trade, SBDC News

by Selma Canas, CGBP | December 22, 2021 These are the most common question threads right now on the Internet regarding, “exporting in business” and, coincidentally or not, these are the same questions I get from clients. Who can help me? What is exporting? Where should I export? Why export? How does exporting work? My […]

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https://enwqtxc9es4.exactdn.com/wp-content/uploads/2022/01/who-what-when-exporting-series.png?strip=all&lossy=1&ssl=1 750 1420 sbdclarry /wp-content/uploads/2024/10/Locked-Host-Logos-Horizontal-USF-Small-e1728920602651.png sbdclarry2022-01-07 18:31:482022-01-07 19:01:51Part 1: The Who, What, Where, Why and How of Exporting in Business What is Exporting?

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