International Trade Working Clinic  
L.A. City College | February 22, 2011 | 6:00 – 7:30 PM  
 
Contact:    
Alex Davis, Dean of Economic Development & Workforce Education  
    Phone:  323‐953‐4000, X2595      Email:   davisaa@lacitycollege.edu 
Address:    
LACC @ VDK 2930 Fletcher Drive, Los Angeles, CA 90065 – Room 107 Computer Lab
 
 
1. GETTING STARTED (2 Minutes) 
Tasks: 
a. Introductions (Name, Business Type—Manufacturer, Service Provider,  Intermediary)  
b. Ensure all participants have presentation copy and handouts 
c. Open Internet Browser (Firefox, Chrome, Explorer, etc.)  
d. Everyone pick a country of interest (you will use this country as your example) 
Corresponding slides: Los Angeles City College; Stages of Export Development 
Handout: Export Flow Chart (hardcopy): http://www.elcaminocitd.org/trade‐toolbox/start‐up‐
kit/export‐development‐stages  (click here for a 1-page flowchart) 
 
2. IMPROVE COMPETITIVENESS (3 Minutes) 
Tasks: 
a. Go to NIST MEP website: http://www.nist.gov/mep/  
b. Introduce the MEP program, and locate your local MEP 
i. Click on California: http://patapsco.nist.gov/mep/centers‐near‐you/index.htm  
ii. Download the full directory in PDF: http://patapsco.nist.gov/mep/centers‐near‐
you/MEP%20MAP%20MASTER%20DOCUMENT.pdf  
Corresponding slides: MEP 
Handout: Small Manufacturers Advantage Program (hardcopy): 
http://www.greenexport.org/resources/pdf/New_CMTC‐SMA_Capabilities.pdf  
 
3. EXPORT READINESS (8 Minutes) 
Tasks: 
a. Watch video and register: http://www.export.gov/begin/ 
b. Take the Export Readiness Assessment:  http://www.export.gov/begin/assessment.asp  
c. Go to http://www.elcaminocitd.org/trade‐toolbox/start‐up‐kit and download a free 
copy of the book Exporting Basics by Maurice Kogon. Read at your convenience. 
Consider purchasing the following two books: 
i. A Basic Guide to Exporting:  http://www.export.gov/basicguide/  
ii. The Global Entrepreneur:  http://www.amazon.com/Global‐Entrepreneur‐
Second‐James‐Foley/dp/0975315307  
Corresponding slides: Export Market Plan; Export Readiness Indicators; Trade Intermediaries  
Handout: Export Market Plan Template (hardcopy): 
http://www.scribd.com/full/44004638?access_key=key‐2fkvm4xb7el15i214isi  
Resources: Maurice Kogon’s Export Readiness Assessment: 
http://www.tradecomplianceinstitute.org/ERAS/  
 
 
 
 
Bronwen Madden, Deputy Director, El Camino CITD 
www.ElCaminoCITD.org | Page 1 of 4 
 
  
International Trade Working Clinic  
L.A. City College | February 22, 2011 | 6:00 – 7:30 PM  
 
4. FEDERAL & STATE RESOURCES (U.S. Content Requirements) (5 Minutes) 
Tasks: 
a. Go to the website for SBA, Ex‐Im, OPIC, and TDA for finance; CBP for import controls; 
BIS, Treasury and State for export controls; USDOC and FAS for export promotion; go to 
ECC CITD website, click on Trade Partnerships Link: http://www.elcaminocitd.org/trade‐
partners; scroll down to the CalChamber Country Contacts and identify the local 
representation for your selected country.  
b. Go to the USEAC service menu: http://www.buyusa.gov/westlosangeles/4.html  
c. Go to the ECC CITD Trade Information Databases: http://www.elcaminocitd.org/trade‐
toolbox/trade‐information‐databases‐1  
Corresponding slides: Contact Information for CBP (import) and USDOC (export) 
Handout: USG Export Programs Guide (download) 
http://trade.gov/publications/pdfs/epg_2009.pdf 
 
5. MARKET RESEARCH (8 Minutes) 
Tasks: 
a. Everyone pick a country of interest: Example—Mexico 
b. Go to http://www.export.gov/mrktresearch/index.asp and click on the Market Research 
Library, then select Country Commercial Guide and the country of interest 
c. Take note to how to find your local USEAC (domestic, foreign, and TIC) 
d. Go to Market Research, pull up the country commercial guide, and save it; note the 
other available market research 
e. Go to www.elcaminocitd.org and go to Best Market Reports—pull up your industry 
report (if available—not all industries are represented)  
Corresponding slides: Identifying Best Markets; Market Considerations 
Handout: Best Market Report Directions (hardcopy) 
 
6. INTERNATIONAL MARKETING (10 Minutes) 
Tasks: 
a. Identify trade shows or missions in your market of interest or industry: 
http://www.export.gov/eac/trade_events.asp  
b. Trade Leads: http://www.export.gov/tradeleads/index.asp  
c. Identify the cultural dimension data for your country: http://www.geert‐hofstede.com/  
d. Review Cultural Nuances for your country at Executive Planet: 
http://www.executiveplanet.com/index.php?title=Main_Page (make certain your pop‐
up blocker is turned on; this site has many annoying pop‐ups). Specifically, look up 
“Business Dress” (ask a participant to report what it says about their country to the 
group) 
Corresponding slides: Entry Strategy; International Marketing Methods; Qualification Checklist; 
Cultural Variants 
Handout:  
a. Commercial News USA (download) http://www.thinkglobal.us/ 
b. Client Profile/International Partner Search Form (hardcopy): 
http://www.scribd.com/full/44416930?access_key=key‐23oftdh8pd5kfa8rsr68  
 
Bronwen Madden, Deputy Director, El Camino CITD 
www.ElCaminoCITD.org | Page 2 of 4 
 
  
International Trade Working Clinic  
L.A. City College | February 22, 2011 | 6:00 – 7:30 PM  
 
7. EXPORT FINANCE (8 Minutes) 
Tasks: 
a. Go to Export Finance link on ECC CITD website: http://www.elcaminocitd.org/trade‐
toolbox/export‐finance  
b. Go to Ex‐Im Bank Country Limitation Schedule: 
http://www.exim.gov/tools/country/country_limits.cfm and see what it says about your 
country (ask a participant to report what it says about their country to the group) 
Corresponding slides: Types of finance available; payment risk; Free Trade Agreements  
Handout: 
a. Export Finance Flyer: http://www.scribd.com/doc/47936541  
b. Trade Finance Guide (download) http://trade.gov/publications/abstracts/trade‐finance‐
guide‐2008.asp 
 
8. REGULATORY COMPLIANCE  (8 Minutes) 
Tasks:  
a. Go to http://uscensus.prod.3ceonline.com/#/p=0 and identify your HS Code (first six 
digits) 
b. Look at the Harmonized Tariff Schedule of the United States and find your rate of duty 
in Column One General: http://www.usitc.gov/tata/hts/bychapter/index.htm (ask a 
participant to report what it says about their rate of duty) 
Corresponding slides: Control Lists to Check; Industry Codes (SIC, NAICS, HS, and Schedule B);  
Handout:  How to Request an Export Control Classification Number (ECCN) (download) 
http://www.bis.doc.gov/licensing/bis_eccn.pdf  
Resources:  
a. Export Licenses: http://www.export.gov/regulation/eg_main_018219.asp  
b. Foreign Standards: http://www.export.gov/regulation/eg_main_018220.asp  
c. Country Specific Tariff Information: http://export.gov/logistics/eg_main_018142.asp 
d. Export Controls Lists to Check: 
http://www.bis.doc.gov/complianceandenforcement/liststocheck.htm  
e. International Trade Compliance Institute: www.tradecomplianceinstitute.org  
 
9. INTERNATIONAL LOGISTICS (8 Minutes) 
Tasks:  
a. Go to http://www.export.gov/logistics/eg_main_018121.asp and download a sample of 
the NAFTA Certificate of Origin. Review the fields and note the signature line (ask a 
participant to give the name of who signs this document?).  
b. Identify what incoterm I would use if I want my buyer to pay on‐site and pick up the 
product from my warehouse, thus arranging for all the shipping and insurance charges (I 
do nothing)? What if I were to deliver it to the Port of Los Angeles? What if I were to 
deliver it to the Port of Shanghai but not pay Chinese Custom’s fees? 
Corresponding slides: Modes of transport and Freight Forwards / Customhouse Brokers; 
International Documentation; Incoterms 2010 

 
Bronwen Madden, Deputy Director, El Camino CITD 
www.ElCaminoCITD.org | Page 3 of 4 
 
  
International Trade Working Clinic  
L.A. City College | February 22, 2011 | 6:00 – 7:30 PM  
 
Handout:  Export Quotation Worksheet (hardcopy): 
https://sites.google.com/site/eccbtccitd/programs‐and‐services/international‐trade‐
orientation/ExportQuotationWorksheet.pdf?attredirects=0&d=1  
Resources: 
a. International Logistics: http://www.export.gov/logistics/index.asp    
b. International Documentation: http://www.export.gov/logistics/eg_main_018121.asp  
c. Automated Export System (AES) for exporting: http://export.gov/logistics/aes/index.asp  
d. Automated Commercial Environment (ACE) for importing: 
http://www.cbp.gov/xp/cgov/trade/automated/modernization/ace/  
 

 
Bronwen Madden, Deputy Director, El Camino CITD 
www.ElCaminoCITD.org | Page 4 of 4 
 
 10,000 Small Businesses
International Trade Working
Clinic

February 22, 2011

0
10,000 Small Businesses Program Location
Los Angeles City College

City College at LACCD Van de Kamp Innovation Center

2930 Fletcher Drive, Suite 222
Los Angeles
Angeles, CA 90065

Office: (323) 953-4000, Ext. 2595

Fax: (323) 953-4013, Ext. 2583
E-mail: lacc10ksb@lacitycollege.edu
Program Website: www.lacc10ksb.com
www lacc10ksb com
College Website: www.lacitycollege.edu

1
International Trade Working Clinic
Stages of Export Development

Build Export Capacity Develop Export Markets Make Sales & Get Paid Deliver the Goods

2
Build Export Capacity: Improve Competitiveness
Manufacturing Extension Partnership

The National Institute of Standards and Technology’s Hollings

Manufacturing Extension Partnership (MEP) works with small and
mid-sized U.S. manufacturers to help them create and retain jobs,
increase profits, and save time and money. The nationwide
network provides a variety of services, from innovation strategies
t process iimprovements
to t to
t green manufacturing.
f t i

Manufacturing Skills

Management and Team Skills

Continuous Improvement Skills

Computer Skills

3
Build Export Capacity: Export Readiness
The Export Market Plan

Company
Goals , Financial Resources , Non-financial
Non financial Resources , Current
Trends and Practices, Production Capacity, and SWOTT Analysis
Target Market
Product Characteristics , Product Packaging, and Product
H dli
Handling
Product
Potential Markets, Market Assessments, Your Target Market, and
Industryy Analysis
y
Pricing
Market Price , Pricing Strategy, Unit Price, and Profit
Market Entry
General Strategies and Promotional Strategies
Action Plan
Objectives, Tasks, Priorities, Resources , Schedule, and
Evaluation

4
Build Export Capacity: Export Readiness
Export Readiness Indicators

Has your company received any unsolicited inquiries from foreign

firms?

Are domestic sales of your product doing reasonably well?

D you h
Do have a relatively
l ti l strong
t share
h off the
th domestic
d ti market?
k t?

Is your product price-competitive in the domestic market?

Does your product compare favorably with domestic competitors

in features and benefits?

5
Build Export Capacity: Export Readiness
International Trade Intermediaries

Export Management Companies and Export Trading Companies

Job Functions:
•Market research/planning/promotion
•Find customers abroad
•Respond
R d tto iinquires/Issue
i /I quotes
t
•Present purchase orders
•Handle export paperwork
•Arrange
g shipping
pp g and financing g

Main Issues:
•Exclusive/Non-exclusive
•Territory
•Duration
•Non-Circumvention

6
Build Export Capacity: Federal and State Resources
International Trade Assistance

For Import Matters:

U.S. Customs and Border Protection, Public Information Section
301 Ocean Blvd, Suite 1400, Long Beach, CA 90802
Main line: 562.366.5555 I Fax: 562.628.7900 I http://www.cbp.gov
Call: 562.366.5454 and press "0" to talk with an operator and transfer
t a commodity
to dit specialist
i li t

For Export Matters:

U.S. Export
p Assistance Centers - Downtown Los Angelesg
444 S. Flower St., 34th Floor, Los Angeles, CA 90071
Main line: 213-894-8784 I http://www.buyusa.gov/downtownlosangeles
Trade Information Center: 800.872.8723

State-Level International Trade Assistance:

California: www.cccewd.net; www.elcaminocitd.org
State International Development Office directory:
http://www.sidoamerica.org/State-Trade-Directory.aspx
7
Develop Export Markets: Market Research
Identifying Best Markets

Product / Service Demand (High import volume and growth)

No Significant Barriers to Entry

No or Little Domestic Competition

Strong U.S. Market Share

High
g Receptivity
p y

Comfort Market

Infrastructure Available to Finance and Deliver Goods

Market Research

8
Develop Export Markets: Market Research
Market Considerations

Differences That Make A Difference

•Language
Language
•Religion
•Tastes
•Business Practices
•Income
I Levels
L l
•Product Standards
•Physical Environments
•Legal
g Requirements
q

Adaptations Worth Considering

•To The Product
•To The Promotional Materials
•To The Packaging

9
Develop Export Markets: International Marketing
Entry Strategy / Channels of Distribution

Acquisition

Sell Through an Intermediary (an Agent or Distributor);

Contractual

Li
License Agreement
A t

Establish Joint Venture (JV) / Strategic Alliance

Hire Staff Overseas (Manufacture Representative)

Establish a Branch / Subsidiary Office Overseas (Foreign Direct

Investment)

Sell Directly to End-Users

10
Develop Export Markets: International Marketing
International Marketing Methods

Electronic: Website, Social Media, e-Advertisement (Featured U.S.

Exporter), Exporters Yellow
Yellow-Pages
Pages (California Ag Export Directory)

Direct Mail: Buy industry lists from respective industry chamber or

industry magazines; MOU with Mexican Postal Service

Media Advertisements: Commercial News USA, Industry Magazines,

Local TV, Newspapers, Yellow-pages

Events: Catalog Show / Trade Show / Trade Mission

Governmental Services: International Partner Search, Gold Key,

Trade Leads

11
Develop Export Markets: International Marketing
Agent / Distributor Qualification Checklist

Sales Force

Sales Performance

Territorial Coverage And ALWAYS do

your due diligence
Companies/Products Represented and get a
background check
Customer Profile (credit report) on
serious partners
Facilities and Equipment

Localization Capabilities

Market Development Capabilities

Industry Knowledge – Supply Chains, Distribution Channels

12
Develop Export Markets: International Marketing
Cultural Variants

Social Etiquette
•Conversation
Conversation
•Dress
•Negotiating
•Entertaining

High Context vs. Low Context

Cultural Dimensions
•Power Distance
•Individualism vs. Collectivism
•Masculinity vs. Femininity
•Uncertainty avoidance
•Long-term Orientation

Foreign Corrupt Practices Act

13
Make Sales and Get Paid: Export Finance
Methods of Payment

Cash-in-Advance Export Credit Insurance

Letters of Credit Export Factoring

Documentary Collections Forfaiting

Open Account Government Assisted Foreign

Buyer Financing
Export
p Working
g Capital
p
Financing Foreign Exchange Risk
Management
Government-Guaranteed
Export Working Capital Loan
Programs

Export Credit Insurance

14
Make Sales and Get Paid: Export Finance
International Payment Risk

Always state your incoterm when issuing a price quotation.

15
Make Sales and Get Paid: Export Finance
Levels of Economic Integration

Free Trade Area

The United States has 17 FTAs
Customs Union Australia, Bahrain, Canada, Chile,
Costa Rica, Dominican Republic,
Common Market El Salvador, Guatemala, Honduras,
Israel, Jordan, Mexico, Morocco,
Nicaragua, Oman, Peru, Singapore
Economic Union

16
Deliver the Goods: Regulatory Compliance
Industry Classification Systems

U.S. Standard Industry Classification (SIC)

North American Industrial Classification System (NAICS)—

Replaced the U.S. SIC

Harmonized Schedule (HS) of the United States (U.S. import

codes administered by the U.S. International Trade
Commission))

Schedule B (U.S. export codes administered by the U.S.

Census Bureau)

First 6 digits are the same for all WTO country-members

17
Deliver the Goods: Regulatory Compliance
United States Export Controls

Bureau of Industry and Security (BIS), Department of Commerce

•Deemed
Deemed Exports
•Anti-boycott Compliance
•Denied Persons List
•Unverified List
•Entity
E tit List
Li t

International Traffic & Arms Regulations (ITAR), State Department

•Countryy Embargos
g
•United States Munitions List (USML)
•Debarred List
•Nonproliferation Sanctions

Office of Foreign Asset Controls Sanctions (OFAC), Treasury

Department
•Specially Designated Nationals List

18
Deliver the Goods: Regulatory Compliance
International Trade Documentation

Bill of Lading/Airway Bill/Carrier’s Cert. (naming Consignee)

Electronic Export Information (Shippers Export Declaration)

Commercial Invoice from seller, showing value and description

Packing List

Entry
y manifest or Entry/Immediate
y Delivery
y

Other documents when applicable: Export/Import License; Certificate of

Origin; Certificate of Insurance; Inspection Certificate; Apostille /
Consular Certificate; Weight Certificates; Phytosanitary/Health
Certificates; Other

19
Deliver the Goods: International Logistics
Modes of Transportation and Service Providers

Electronic

Land (truck or train)

Water (lower cost, slow movement, majority of trade)

Air (higher cost, fast movement, higher value goods)

Insure Cargo
g

Book, Track & Trace Cargo

Customs Clearance

Customhouse Brokers and Freight Forwarders

20
Deliver the Goods: International Logistics
International Commercial Terms (Incoterms) 2010

Rules for All Modes of Transport

•EXW-Ex
EXW Ex Works
•FCA-Free Carrier
•CPT-Carriage Paid to
•CIP-Carriage and Insurance Paid to
•DAT-Delivered
DAT D li d att T
Terminal
i l
•DAP-Delivered at Place
•DDP-Delivered Duty Paid

Rules for Sea and Inland Waterway Transport

•FAS-Free Alongside Ship
•FOB-Free on Board
•CFR Cost and Freight
•CFR-Cost
•CIF-Cost Insurance and Freight

21
Questions?

22
 Four Stages of Export Development for New-to-Export SMEs
Stage 1
Build Export Capacity
Improve Competitiveness
Situation analysis / SWOTT
Solidify fundamentals
Production processes
• Business practices
• Operating/working capital
Develop Export Readiness
Assess export potential &
readiness
Enhance export potential &
readiness
• Export advice & counseling
• Export training & education
Get/Use Export Help
Trade assistance network
• DOC / US&FCS, USDA /
FAS
• State / local ITACs
• Chambers / Associations /
WTCs
Trade assistance resources
• Partner programs / services
• Partner client databases
• Internet trade sites
Client Needs for Assistance at Each Stage
Stage 2
Develop Export Markets
Identify Best Markets
Market research / analysis
• Select target markets
• Assess target markets
• Competition
• Market segments
• Market conditions /
barriers
Develop Entry Strategies
Market strategy planning
• Distribution / pricing /
promotion
• Adaptation / localization
• Implementation/action plan
• Resource / budget plan
Implement Entry Strategies
Find partners
(buyers/distributors)
• Trade leads
• International partner
searches
• Screen/select partners
Promote export sales
• Broadcast promotion
• Targeted promotion
Market promotion financing
© Maurice Kogon, Director, El Camino College Center for International Trade Development
Stage 3 Stage 4
Make Sales / Get Paid Deliver the Goods
Close the Deal Regulatory Compliance
Respond to inquiries U.S regulatory compliance
Quote prices (INCOTERMS) Foreign regulatory
Negotiate sales terms compliance
Finance Sales/Get Paid Documentary Compliance
Payment methods/services U.S documentary
• Pre-export financing compliance
• Transaction financing Foreign documentary
• Export credit insurance compliance
• Factoring / forfaiting
Payment Sources/Aids
• Commercial banks
• Export-Import Bank
• Factors / forfaiters
Transport the Goods
Manage the supply chain
Prepare goods for delivery
Book cargo / ship the goods
 C A L I F O R N I A M A N U FA C T U R I N G T E C H N O L O G Y C O N S U LT I N G ™

Serving the manufacturing industry’s most vulnerable Our talented and dedicated
sector, CMTC’s Small Business Consulting (SBC) Group Consulting Team skills include:
understands the issues facing small manufacturers and has
developed the Small Manufacturers Advantage® program to • Transformation Planning and Implementation
address their unique business challenges. • Quality Management
• Strategic Thinking
The Small Manufacturers Advantage® program provides • Cost Savings Strategies
expertise and leadership for small manufacturers to identify • Strategic Action Planning
and solve their problems. Each year our consultants assist • Plant Layout
hundreds of small manufacturers in identifying their business • Business Information System Selection,
issues with our Company SnapShot™ assessment tool. Implementation, and Optimization
We carefully assess the needs of your organization with an • Enterprise Assessments and Planning
objective lens, then provide an improvement plan that can • Application of Lean Principles
often lead to increased productivity and higher profits. • Automation Strategies
• Continuous Improvement Strategies
The SBC group has successfully helped businesses with • Project Management
these issues, and more: • Constraint Theory Management
• Change Management
• Turnaround Management
Marketing and Sales • New Plant Selection and Development
• Marketing products effectively • International Business
• Identifying a company’s unique selling proposition • Strategic Planning and Implementation
• Market penetration & expansion strategy • Conflict Resolution
• Evaluation of web site presence • Teamwork and Communications
• Developing strategies to minimize competition • Executive Coaching

Strategic and Financial Planning

• Strategic planning and implementation
We help companies grow their business:
• Evaluating profitability
• Preparing financials for lender “I’ve been to many great seminars that excite and
• Controlling costs inspire, but then I go back to the office and get lost in
• Turnaround management the day-to-day activities. I don’t execute. The SMA
program has taken us past inspiration, and we are now
Workforce Development implementing many of the recommendations.
• Conflict resolution
• Teamwork and communications The support and guidance we have received from the
• Workforce training SMA team has surpassed my expectations. I recommend
this program to all manufacturers who want to
Manufacturing Improvements reinvigorate and grow their business.”
• Quality systems
• Improving on-time delivery Valerie Saint-Gaudens
• Inventory control CEO
• Diversifying product lines Saint-Gaudens Metal Arts
• Lean manufacturing San Marcos
 C A L I F O R N I A M A N U FA C T U R I N G T E C H N O L O G Y C O N S U LT I N G ™
The Small Business Consulting Team offers a wide range of specialized knowledge and practical
experience in manufacturing and small business. Our consultants understand your challenges, and they
work collaboratively to provide advice and support that is effective and useful. Our staff includes:
BOB WILLIAMS, Managing Consultant
Over 30 years of senior management and
operations experience in a manufacturing
environment, including P & L responsibility. Bob
has a strong background in financial, strategic and
business planning, sales and marketing, business
information system selection, quality, lean and
organizational development. Bob’s favorite
challenge is “turning problems into profits”.
PETER ATHANAS, Consultant
With a degree in Manufacturing Engineering
and 20 years experience owning and operating a
sub-contract machining facility, Peter has a keen
understanding of many manufacturing disciplines
and processes. He has consulted with a variety of
manufacturers suggesting ways to improve their
bottom line, offering expense reduction/profit
recovery techniques, financial statement analysis
and commercial finance preparations.
PAULA BAHAMON, Consultant
More than 14 years of experience encompassing
business development, marketing research,
project management and operational supervision.
Paula has a strong background in comprehensive
technical consulting and management principles.
She has crafted a unique angle for assisting
entrepreneurs in achieving their goals. Paula
provides skillful guidance and excels at
helping companies improve their business and
manufacturing processes.
TIM BORNEMANN, Senior Consultant
Thirty-five years of hands-on experience in a
number of manufacturing industries.  Tim began
his career as an engineer designing automated
production machines and advanced to various
senior management positions.  His experience
in the Toyota Production System (TPS), now
referred to as Lean Manufacturing, began nearly
30 years ago when Toyota first came to North
America.  Since that time he has worked with
scores of companies, both as a consultant and an
executive, to implement these techniques. Tim
is adept in all aspects of manufacturing and in
business principles.
Right-sized
solutions,
right now
JERRY HORWITZ, Senior Consultant
With more than 30 years of experience in senior ®
management Jerry has developed expertise in a
wide range of disciplines including: financial and
strategic planning, marketing and sales channel
development, mergers and acquisitions, product Call today and ask about the
engineering and manufacturing operations.
Jerry has held President as well as division and
Small Manufacturers AdvantageTM
operations management positions throughout his program and how we can
career and enjoys applying that experience to
assist manufacturers in meeting their business
“JumpStart” your continuous
objectives. improvement efforts.
DAVID MOATES, Senior Consultant
For more than 30 years, David helped hundreds of
small businesses as a fortune 500 executive. He
has worked in the aerospace, biotech, automotive
aftermarket, electronics and construction
industries. David has a passion for, and a deep
belief in, the value of small business and the
people who run them. David puts into practice
the very same tools CMTC provides under the
Small Manufacturers Advantage™ program in his Small Manufacturers AdvantageTM
own family-run small business. is a program especially designed
DENNIS SONNEY, Senior Consultant to meet the critical needs of small
Master certified Lean / Six Sigma Specialist manufacturers (with annual sales of
with over 15 years experience facilitating and
implementing change.  Dennis is experienced $15 million or less). The program
with all levels of continuous improvement, and is funded by the U.S. Department
his devotion has carried him into many Avionics
& Aerospace companies including; The Boeing of Commerce, Manufacturing
Company, Rockwell Collins, and numerous
Extension Partnership and offered
NASA/DoD suppliers.  Dennis enjoys working
with small businesses and his work has been by California Manufacturing
published in many publications.
Technology Consulting a NIST MEP
JON TRUSTY, Senior Consultant Network Affiliate.
Twenty-two years of business and manufacturing
experience encompassing sales, web marketing,
strategic planning, facility, and computer
operations, project management, quality, security,
environmental and engineering management. FOR MORE INFORMATION, CONTACT US
Additionally, Jon has expertise in the training
and application of Lean principles, for both large
1-800-300-2682
and small companies, and in a broad variety of www.cmtc.com
industries. email: sma@cmtc.com
RON WILSBACH, Consultant
More than 25 years of management experience
in sales, manufacturing and operations. Ron has
a strong background in facility management,
quality and lean implementation, strategic &
business planning, supply chain implementation
and management and sales. He has worked across
multiple industries including cut & sew, injection
molding, tool & die and metal machining.
Export Market Plan
The Export Market Plan (EMP) is designed to provide companies with the rationale, direction
and time frames for specific export actions. The EMP will draw on the market research to identify
strategy, actions, and costs to effectively enter the foreign markets, including product, pricing,
distribution and promotion strategies. The template below is designed to help you develop your
own EMP, taking into account your capabilities, potentials and budget.

I. Company Profile
Provide a concise description of the company to include type of business (manufacturer,
other), products supplied, when established, current location, # employees, organization
structure and key managers.

II. Current Export Status

A. Current export activity (as % of total sales):
B. Current export products and markets:
C. Ability to meet commercially acceptable international product standards

III. Product Focus for Export

A. Product 1: ____________________________ Schedule B/HS# _________________
1. Product description & function:
2. Target customers/users:
3. Customary sales/distribution channels:
4. Customer support requirements for export:
• Warranty & replacement policies:
• Installation & maintenance:
• User training:
• Replacements/spare parts stocking:
5. Available supply for export (units per month):
___________ currently available for export
___________ to be available for export as of __________
B. Product 2
Repeat for each product

IV. Current Export Resources, Functions & Requirements

A. Export Budget (last 3 years):
3 years ago: $ ______ 2 Year ago: $ ______ Last Year: $ ______
B. Export Organization Structure & Reporting Hierarchy
Which unit has responsibility for the function; where does it fit in the organization?
C. Export Manager(s)/Sales Force
Who supervises the function; how experienced. How large and experienced is the
staff?
D. Export Functions Currently Performed (organization unit/persons assigned)
How regularly is this function performed; what is done; how and by whom is it used?
1. Market research, analysis and planning:
2. Export marketing and promotion:
3. Order taking & processing:
4. Export documentation:
5. Export finance/insurance:
6. Shipping & delivery:
Export Market Plan
V. Target Market Profile Foreign Country
A. Market overview
B. Demand trends
C. End users
D. Competitors (from domestic, U.S. and third country suppliers)
E. Competitive factors (price, credit quality, brand, etc.)
F. Import requirements and regulations (tariff & non-tariff barriers)
G. Customary marketing & distribution practices
H. Customary advertising & promotion methods/media
I. Potential business contacts

VI. Market Entry Strategy

A. First Year Export Sales Goal: $__________
B. Distribution strategy (use local reps, sell direct to users, license, invest, etc.)
C. Delivery strategy (by sea/air, bulk, containers, packing, labeling etc.)
D. Localization/adaptation strategy (need to adapt product, packaging, literature)
E. Pricing/payment strategy (base price, INCOTERMS, discounts, payment
terms/methods)
F. Promotion Strategy (web-based, trade events, business trips, advertising)

VII. Market Development Action Plan (milestones/dates)

A. Financing for export (working capital sources, if needed)
B. Export Training (manuals, counseling, workshops)
C. Market targeting research (research sources)
D. Marketing and promotion (marketing collateral, campaigns, media, events)
E. International matchmaking (partner searches, representation agreement)
F. Market adaptation (of product, literature, packaging)

VIII. First Year Export Budget

A. Financing for export: $_________
B. Export training: $_________
C. Market targeting research: $_________
D. Marketing and promotion: $_________
E. International matchmaking: $_________
F. Market adaptation: $_________
G. Total $_________
 How to Identify Your Best Export Markets
Best Export Markets for U.S. [Industry]. The report is based largely on 20XX Country Commercial Guides (CCGs)
prepared by United States Commercial Service (USCS) posts abroad. All CCGs include a standard chapter “Leading
Sectors for U.S. Exports.” This report drew from those CCGs which specifically recommended [Industry] as a best
prospect for U.S. exports.

International Trade Data Collection Directions:

Note: For sake of clarity, this guidebook uses the years 2006-09 as an example. Replace years correspondingly.

Step One: Find the Schedule B / Harmonized Schedule (HS) industry classification code(s) for your
product(s).
• Go to Schedule B Lookup by Product
• Enter a very general description (keyword) of your product and, if necessary, specify what you are looking
for using the procedure of the search engine until you have the accurate definition. (Repeat for every
product you want to export)

[Industry] – HS ________(need the first six digits of the HS code for product A)
[Industry] – HS ________( need the first six digits of the HS code for product B)
[Industry] – HS ________( need the first six digits of the HS code for product C)

Note: Every country-member of the World Trade Organization adheres to the HS system.

Step Two: Once you have the HS code(s), look up the U.S. exports of those products
• Go to USITC Trade DataWeb (free registration)
o Fill out the free registration
• Signing in with your account, you reach the main menu
• Under “Create a New Query/Report”, check “U.S. Total Exports” and click on “Proceed With New Query”
• On the next page, select the last four years (WITHOUT the current year)
• Enter one of the codes from Step 1
• Check “Display All Countries Separately”
• Click on “Proceed To Next Step”
• On the next page, change “Top 15 Values” to ‘30’ and Check “Download Report Directly to Excel”
• Click on “Run Report”
• (Repeat for every code and merge all tables into one Excel sheet)
• Add columns “% Change 2006-09” and “% Share 2009”
o Formula “% Change 2006-09”: =(Cell of 2009)/(Cell of 2006)-1
o Formula “% Share 2009”: =(“2009” cell)/(“2009 TOTAL” cell: $[Column]$[Row]) …the result should
look like this: =D13/$D$46
o Change all new cells to “Percent Style”, increase decimals if desired and drag the cell’s formulas
down to the end

Step Three: Collect the world’s countries’ import and export data
• Go to UN Commodity Trade Statistics Database (UN Comtrade) (does not work with certain browsers)
• In the tab “Commodities”, enter one of the HS codes in the field, “Search”, select and “Add” the respective
product
• Go to the tab “Reporters” and double click “(All)”
• Go to the tab “Partners” and double click “World”
• Go to the tab “Years”, double click the most recent year
• Go to the tab “Others” and check “Import” and “Export”
• Click on “Submit Query”
• Copy the tables contents into two Excel sheets,
o Visibly separating imports and exports (exports are shown first, at about the middle of the table it
changes to imports)
o Including the column’s titles on the first page
• Delete all columns except for “Partner” (rename: “Exporting [Importing] Country”), “Trade Value” (rename:
“2009”) and “Flag” (rename: “% Share 2009”)
• Copy the total manually under the total cell, name row “Grand Total”, rename original total “Top 30 Total”
• Sort the table by the “2009” values in descending order and delete all countries except for the top 30

Page 1 of 4
 How to Identify Your Best Export Markets
• Insert the following formula in the first “% Share 2009” cell: =(“2009” cell)/(“Grand Total” cell:
$[Column]$[Row]) …the result should look like this: =D13/$D$46
o Change the formula cell to “Percent Style” (and increase decimals)
o Drag down the formula

Step Four: Create “Target Market Matrix” using the tables from steps 2 and 3 and additional information from
various sources, such as Country Commercial Guides and Market Research Reports (provided by the U.S.
Commercial Service).

This target market matrix assesses the U.S. industry’s market potential in each listed country, based on how well the
country performed against the Best Market Selection Criteria. A double X in the Column cell indicates the country
met the criterion very well; a single X indicates reasonably good performance; a blank indicates the country was
lacking in that criterion. The countries with the greatest number of XX’s and X’s across the most number of criteria
are presumed to offer greater export potential for the industry, based on this methodology. (X’s below are illustrative
only)

Target Market Matrix

Markets Best Market Selection Criteria

High Recommend
Largest Largest Strong share Limited receptivity to No ed as a
export importing of import competition products significant “best”
markets, countries, market, from local from your market export
latest year latest year latest year producers country barriers market
Country A X XX X
Country B X XX XX X X
Country C X XX XX
Etc.
Source: Maurice Kogon’s Best Market Methodology

Step Five: Insert the tables created in steps 2 and 3 into Market Potential Indicators, Sections A-C: Top 30
U.S. Export Markets, 20XX By Country; Top 30 World Importers, By Country; and Top 30 World Exporters &
U.S. Market Share respectively.

Market Potential Indicators: Section A–Top 30 U.S. Export Markets, 20XX By Country
These tables show the leading and fastest growing export markets for U.S. [Industry], by country, over the past four
years. Source: U.S Census Bureau.
[HS ##: Product]
(Values in $ Thousands)
Directions: Insert Table from ITC DataWeb, downloaded to Excel, with additional columns for base year-latest year
growth rate and each country’s percent of total U.S. exports. Repeat for each additional Table
% Change % Change % Share
Country 20XX 20XX 20XX 20XX 20XX-XX 20XX-XX 20XX-XX
% % %
Country A
% % %
Country B
% % %
Country C
% % %
Etc.
Subtotal : % % %
All Other: % % %
Total % % 100.0%
Source: US Census Bureau

Page 2 of 4
 How to Identify Your Best Export Markets
Market Potential Indicators: Section B–Top 30 World Importers, By Country
These tables show the leading and fastest growing world importers of [Industry], by country, in 20XX. Source: United
Nations COMTRADE.
[HS ##: Product]
Directions: Insert Table from Comtrade, downloaded to Excel, with additional column for each country’s percent Share
of the world total.
Importing Country 20xx % Share 20xx
Country A $ %

Country B $ %
Country C $ %
Etc. $ %
Subtotal: $ %
All Other: $ %
Total: $ 100.0%
Source: United Nations Comtrade

Market Potential Indicators: Section C–Top 30 World Exporters & U.S. Market Share
These tables show the U.S. and competitor-country shares of total world exports of [Industry] in 20XX. Source: United
Nations COMTRADE.
[HS ##: Product]
Directions: Insert table from Comtrade, downloaded to Excel, with additional column for each country’s percent share
of the world total.
Exporting Country 20xx % Share 20xx
Country A $ %

Country B $ %
Country C $ %
Etc. $ %
Subtotal: $ %
All Other: $ %
Total: $ 100.0%
Source: United Nations Comtrade

Step Six: Insert the information from the Country Commercial Guides Chapter IV into Market Potential
Indicators, Section IV Best-Prospect Market Assessments.
• Go to Industry Subsector Analyses (ISAs)
• Choose the first country recommended in the corresponding matrix (Agriculture, Industry or Services)
and “GO”
• In search results, click on the Country Commercial Guide of your respective country. If your country is
member of the EU, watch out not to click on the Country Commercial Guide of the EU, but on the one of
your country.
• Scroll down to “Chapter 4: Leading Sectors for U.S. Export and Investment” and look for your
product/industry.
• (If available, copy the data table located at the beginning of the overview into an Excel sheet, where you
gather all the tables of the recommended countries’ CCGs.)
• Create a heading for the country in chapter IV. “Best-Prospect Market Assessments” and copy the text
provided in the CCG.
• Repeat for every recommended country

Page 3 of 4
 How to Identify Your Best Export Markets
Market Potential Indicators: Section D–Best-Prospect Market Assessments
See Chapter Four of all the corresponding Best Market Countries’ Country Commercial Guides (CCG). The CCGs are
country-specific market surveys relating to [Industry] written by resident U.S. commercial staff in each country. Many
of these reports analyze demand trends, the competition, business practices, distribution channels, promotional
opportunities, and trade barriers.

Country
A. Overview
B. Best Products/Services
C. Opportunities
D. Resources

Step Seven: Fill out the Matrix in “Market Sizes & U.S. Share, X-Y, by Country” [Y=current year, X=Y-2]
• Check for which countries you have tables from the CCGs available and insert them into the matrix
• Insert the respective data into the matrix

Market Potential Indicators: Section E–Market Sizes & U.S. Share, X-Y, by Country
This table shows each “best prospect” country’s total market, total imports, and imports from the U.S. and the U.S
market share for [Industry]. The data is based on local sources and reflect best estimates of USCS commercial
officers each country. Statistical accuracy and comparability to other sources (e.g., “USDOC Bureau of Census”) are
affected by a number of factors, including lack of published figures in certain markets, variances in data collection
techniques, sources of data, and industry definitions. Source: U.S. Commercial Staff in each country.

[Industry]
(Values in $ Millions)
Directions: Insert table created from CCG tables
% U.S.
Country Total Market Total Imports Imports from US Share
% % %
20XX 20XX Change 20XX 20XX Change 20XX 20XX Change 20XX
Country A
Country B
Country C
Etc.
Source: U.S. Commercial Staff in each country.

Trade Events
Trade events, such as trade shows, trade missions and catalog shows, offer excellent opportunities for face-to-face
interaction with foreign buyers and distributors. Of the many U.S. and international events held throughout the year,
some are vertical (single industry theme) and some horizontal (many industries represented). The events organized
or approved by the U.S. Departments of Commerce or Agriculture can be especially useful for first-time or infrequent
participants – they require less lead time to register and typically involve more handholding.

The USDOC trade event website allows selective searches for upcoming events by industry, location, type and date.
They typically provide the event organizer, event descriptions and costs, and people to contact for more information.

Schedules for U.S. Government Organized or Sponsored Events

• Domestic and International USDOC Events
• USDA (Food & agriculture) Events

Schedules for Commercially Organized Events

• BizTrade Trade Show Directory
• TSNN
• ExpoWorldNet
• Exhibition Center - Foreign Trade Online

Page 4 of 4
Client Prof ile Form
CONTACT INFORMATION
Company Name: 
Address: 
City:  State: Zip Code: 
Company Web Site: 
Contact Person:   Title:
Contact Tel:    Contact Fax:
Contact E‐mail: 
Alternate Contact:  Alt. Title:
Alt. Contact E‐mail:    Alt. Contact Tel:
 
COMPANY INFORMATION 
Company Activity: (Please select all that apply)
                Manufacturer  Service Company
                Distributor/Representative   Franchiser 
                Export Management Company   Other (please specify):______________________ 
Industry Type: 
                Aerospace & Defense       Environmental Technologies 
                Agribusiness   Food Processing & Packaging 
                Apparel & Textiles   Health Technologies 
                Auto. & Ground Transportation   Industrial Equipment & Supplies 
                Chemicals, Petrochemicals &    Information & Communication 
                    Composites    Marine Industries 
                Construction, Building & Heavy   Paper, Printing, Graphic Arts 
                    Equipment   Security & Safety 
                Consumer Goods & Home   Services 
                     Furnishings    Used & Reconditioned Equipment 
                Energy & Mining       
Number of Employees (estimate):
Year Established:
EIN (Tax ID number) :
Please indicate the range of your company's annual sales (in US$):
                Under $2 Million  $2‐5 Million
                $6‐15 Million   Over $15 Million 
Annual Exports (as % of Total Sales): 
                0%  6‐10%
                1‐5%   11‐100% 
Brief Company Description: 
 
            
 
If your company is foreign owned, please indicate the parent company and country.
Parent Company:  Country:
Are you currently working with a U.S. Export Assistance 
Center (USEAC) or State trade office?     Yes, USEAC     Yes, State office     No, Neither
If yes, please provide City and Trade Specialist name:
PRODUCT/SERVICE INFORMATION
Does your product contain at least 51% U.S. content?    Yes    No
Describe the product/service(s) you seek to promote including its competitive advantages and unique selling 
proposition. Include its applications and unique features that differentiate your product from its competition.   
 
 
 
 
 
 
 
 
Who are your major competitors at home and abroad?
 
 
List the most important end‐users or end‐user industries for this product/service.
 
 
How is your product typically distributed and marketed in the U.S. (and in other countries if applicable)?
 
 
What type of licensing or registration does it require in the U.S.? (i.e. FDA approval)
 
 
What related products might a representative/partner of this product/service also handle? 
 
 
Does your company produce or have rights to export the 
product/service?    Yes     No 
HS Code (optional):
Export Control Classification Code (optional):
 
BUSINESS OBJECTIVES 
What type of business contacts are you seeking?            
                Distributor / Wholesaler                      Joint Venture Partner or Licensee 
                Agent / Sales Representative                Other (please specify)______________________ 
                Franchisee   
List the markets in which your firm would like to expand:
Is your firm seeking representation on an exclusive basis 
in each market?   Yes     No 
Describe any preferences, technical qualifications, servicing capabilities, requirements, or pre‐qualifications 
that ideal prospects must have, such as English language ability, size, coverage, investment etc. 
 
 
Describe any special features of your company's operations, interests, or objectives in the target market that 
can help us identify potential business partners. 
 
 
Are there any specific companies, or types of companies, you would like us to contact?   
If so, please name them. 
 
 
 
LOCAL PARTNER INFORMATION (IF APPLICABLE ) 
Is your company currently represented internationally? Yes    No
If yes, is this arrangement exclusive? Yes    No
List the territorial coverage areas/regions:
If applicable, please provide the necessary contact information of your current representative/partner:
Company Name: 
Address: 
Contact Person:   Title: 
Contact Tel:   Contact Fax: 
Contact E‐mail:  
 

Is your representative/partner aware you 
are seeking additional representation?   Yes     No 
 
LOGISTICAL INFORMATION (IF YOU PLAN TO TRAVEL) 
Delegation Leader:    Mobile Number:  
Will your mobile phone work outside of the U.S.? Yes    No
Do you have purchasing/selling authority? Yes    No
Other Delegation Members (please list): Title(s):
 
 
 
Desired Dates for Service:  Alternative Dates:  
Desired Locations (include Airport(s) you will be arriving/departing):
 
 
 
Hotel name and address (please let us know if you need reservation assistance):
 
 
 
Do you need transportation services? Yes    No
Do you need translation services? Yes    No
Will you mail/bring product samples? Yes    No
Will you need any equipment for product  Yes    No
demonstrations? Please explain.  Explanation: ____________________________ 
Additional Services (please note any other assistance that would be required):
 
 
 
What are your goals for this mission? 
 
 
 
 
Special Requirements: 
Do you have any special dietary needs? Yes    No
Do you have any allergies of which we should be aware? Yes    No
Other:   

Emergency Contact Information: 
Name:  Relationship:
Address: 
Daytime phone: 
 
Evening phone:
EXPORT SERVICES
Please check all services of interest: 
                Competitive Audit & Consulting Market Promotion & Matchmaking 
                Export Readiness Assessment   Foreign Representative Office 
                Workshop Trainings   Export Financing & Transaction Support 
                Entry Strategy & Action Plan   Newsletter Subscription 
Do you have an export marketing plan and allocated 
resources to enter a foreign market?     Yes     No 
 EXPORT FINANCE PROGRAMS
Export finance assistance is a key component for Californian businesses to remain competitive in the global marketplace.
There are export finance programs provided by federal agencies that can assist U. S. exporters to expand international trade.
Trade Finance
 Loans / Lines of Credit
 Export Working Capital
 Export Credit Insurance
 Loan Guarantee
 USDA/FAS Programs
 Investment Programs
SOCAL CONTACTS:
Small Business Administration
Export Solutions Group
Attn: Martin Selander
Regional Manager
Office of International Trade
3300 Irvine Avenue, #305
Newport Beach, CA 92660-3198
949-660-1688 ext. 115
martin.selander@sba.gov
http://www.sba.gov/aboutsba/
sbaprograms/internationaltrade
Export-Import Bank of the U.S.
Attn: David Josephson
Western Regional Director
3300 Irvine Ave., Suite 305
Newport Beach, CA 92660
949-660-1341
david.josephson@exim.gov
http://www.exim.gov
U. S. Department of
Agriculture
Foreign Agricultural Service
Attn: Mark Rowse
Program Administration Division
Export Credits, Stop 1034
1400 Independence Ave. SW
Washington, DC 20250-1034
202-720-0624
mark.rowse@usda.gov
http://www.fas.usda.gov/info/
factsheets/gsm102-03.asp
Overseas Private Investment
Corporation (OPIC)
Attn: Alison J. Germak
Public Information Officer
1100 New York Avenue, N.W.
Washington, D.C. 20527 U.S.A.
202-336-8651
alison.germak@opic.gov
www.opic.gov
ADDITIONAL RESOURCE:
The book Trade Finance Guide:
A Quick Reference for U.S.
Exporters is designed to help U.S.
companies learn the basic
fundamentals of trade finance. To
download the PDF, click HERE.
SBA EXPORT EXPRESS AND INTERNATIONAL TRADE LOAN
SBA Export Express helps small businesses develop or expand their export markets. The program provides exporters
and lenders a streamlined method to obtain SBA-backed financing for loans and lines of credit up to $250,000.
Most banks in the U.S. do not lend against export orders, export receivables or letters of credit. SBA temporarily pro-
vides lenders with up to a 90 percent guaranty on export loans as a credit enhancement to encourage participating
banks to make loans that make the necessary export financing available. Lenders use their own credit decision process
and loan documentation. SBA provides an expedited eligibility review and provides a response in less than 24 hours,
so exporters get access to funds faster.
The International Trade Loan Program offers term loans to businesses that plan to start or continue exporting or
that have been adversely affected by competition from imports. The proceeds of the loan must enable the borrower to
be in a better position to compete. The program offers borrowers a maximum SBA-guaranteed portion of $1.75M.
EXPORT WORKING CAPITAL
The Small Business Administration (SBA) Export Working Capital Program (EWCP) and the Working Capital Guar-
antee (WCG) of the Export-Import Bank of the United States (Ex-Im Bank) assist U.S. Exporters to obtain loans to
produce goods or services for export by guaranteeing repayment to the lending institution. The loans can be either
transaction specific or revolving and there is no minimum or maximum transaction amount. The U.S exporting com-
pany should normally have one-year operating history and the current financials of the company should reflect a posi-
tive net worth.
Indirect Exporters: Ex-Im Bank supports indirect exports up to 100 percent. Companies that produce goods or ser-
vices that are sold to U.S. companies and are subsequently exported are also eligible to apply for working capital loans
guaranteed by Ex-Im Bank.
EXPORT CREDIT INSURANCE
Ex-Im Bank’s Export Credit Insurance enables U.S. exporters to confidently extend credit terms to their international
buyers. Export Credit Insurance covers export receivables against commercial risk, if the foreign buyer should de-
fault, and political risk coverage, in the case of war, inconvertibility of currency etc. The policy can be a single-buyer
policy or it can be a multi-buyer policy. The Ex-Im Bank offers both short and medium-term insurance policies. With
short-term policies, the typical terms are 180 days or less, exceptionally 360 days. Medium term insurance covers
capital equipment, projects and related services with repayment terms up to 5 years (exceptionally 7 years) with fi-
nancing up to $10 million. The importer would make cash payment of at least 15 percent.
LOAN GUARANTEE
Under this program, the Ex-Im Bank provides loan guarantees that allow lenders to offer financing to exporters' for-
eign customers with fixed or floating competitive rates. This program reduces payment risks to exporters as they are
paid upfront for their exports. Foreign buyers are enabled to overcome financing problems and can buy US. goods and
services. Banks with delegated authority from the Ex-Im Bank participate in the loan guarantee program and would do
due diligence on foreign buyers to ensure that there is reasonable assurance for repayment before granting the loan.
UNITED STATES DEPARTMENT OF AGRICULTURE (USDA)
FOREIGN AGRICULTUREAL SERVICES (FAS) PROGRAMS
If the product of the U.S. exporter is agricultural, i.e. the “3Fs” food, feed and fiber, programs offered by the FAS of
the USDA could assist exporters to expand their international trade. There are basically three programs: the Supplier
Credit Guarantee Program (SCGP), the GSM-102 and GSM-103 programs. The SCGP provides 65% guarantee on the
principal receivable for credit terms of up to 180 days. Importers must issue Promissory Notes to cover payment. The
GSM-102 and GSM-103 are bank driven programs where Dollar denominated Letters of Credit must be issued by the
importer from USDA approved foreign banks. GSM-102 program covers credit terms up to three years and GSM-103
programs covers credit term up from 3 to 10 years.
OVERSEAS PRIVATE INVESTMENT CORPORATION (OPIC) PROGRAMS
OPIC Financing provides medium- to long-term funding through direct loans and loan guaranties to eligible invest-
ment projects in developing countries and emerging markets. By complementing the private sector, OPIC can provide
financing in countries where conventional financial institutions often are reluctant or unable to lend on such a basis.
Political risk insurance is available to U.S. investors, contractors, exporters and financial institutions involved in
international transactions. Political risk insurance can cover currency inconvertibility, expropriation and political vio-
lence, and is available for investments in new ventures, expansions of existing enterprises, privatizations and acquisi-
tions with positive developmental benefits.
Investment Funds—In response to the critical shortfall of private equity capital in developing countries, OPIC pro-
vides support for the creation of privately-owned and managed investment funds. These funds make direct equity and
equity-related investments in new, expanding or privatizing emerging market companies. OPIC-supported funds assist
emerging market economies to secure long-term growth capital, access management skills, and secure the financial
expertise, all of which are key factors in expanding economic development.
 Export Quotation Worksheet
I. Export Unit Price

a. Export Unit Price Wholesale Retail

AMOUNT $ $ $

Product $ $ $
Product $ $ $

b. Number of Units ## x Price $______

TOTAL PART I $

EXW [EX Works] Price (a x b)

II. Financing and Inland Fees

a. Financing Fees $

b. Labeling & Marketing Costs $

c. Export Packing Fees $
d. Shippers Export Declaration Fee $
e. Bank Draft Fees $
f. Certificate of Origin Fees $
g. Export License Fees $
h. Freight Forward Fees $
i. Domestic Shipping Insurance Costs $
j. Inland Freight (Pre-carriage) Costs $
k. Other _______________________ $______
TOTAL PART II $

III. Financing and Inland Fees

a. Unloading (Heavy Lift) Charges $

b. Terminal Service Fees $
c. Other _______________________ $______
TOTAL PART III $

FAS [Free Along Side] Price

IV. International Air, Sea or Land Freight Charges

a. Freight Charges (Main-Carriage) $

b. Bunker Surcharge $
c. Port Congestion Surcharge $
d. Country Landing Charge $
3. Other _______________________ $______
TOTAL PART IV $

CFR [Cost and Freight] Price

V. International Insurance TOTAL PART V $______

Appen CIF [Cost, Insurance & Freight] Price