Before you make the decision to go international make certain that there is a market for your product or service. State and federal trade development agencies publish trade statistics and country market reports that can help you learn more and make informed decisions.

Will my product or service have to be adapted for international markets?

The factors that will determine whether you need to modify your product or service for your target markets are: government regulations, non-governmental standards, geography and climate, cultural sensitivity, and servicing.

How should I market my product or service internationally?

Strategies that work in the United States probably won't work in Japan or China and may not work in Europe or Latin America without some adapting. Learn more about specific strategies by talking to experts in the countries in which you’re interested.

Do I need to translate my sales literature?

If you are serious about succeeding in the market, it is strongly recommended that you translate your marketing materials into the language of the prospective buyer. You’ll also want to convert all measurements from the U.S. system of measurement to the metric system, which is used by virtually every other country of the world.

Will I need to learn another language?

Having someone within your company who is capable of speaking in the language of the culture in which you are doing business demonstrates commitment to the market. While it’s true that much international business is conducted in English, to be truly successful you must respect your partners' culture. If necessary, hire an interpreter.

How do I learn about differing customs which could affect my company, product, or way of doing business?

The best way to learn the ins and outs of doing business in another country is to travel there to learn and to have face-to-face meetings. But first, do your homework. There is a growing body of resources available on each country’s history, social and political systems, protocol, and business etiquette available online. Many firms specialize in intercultural communications for business people, whether traveling or hosting foreign visitors.

How should I ship my product overseas?

A successful export program uses reliable, cost-effective transportation. The buyer should compare competitive products on the basis of delivered cost. Your company needs to make sure the product is delivered in good condition, on time, and keep the cost in line with competitive products. The transportation choice, therefore, should blend the most cost effective of these factors.

How can I finance my international sales?

A top concern of most new exporters is where to get help at both pre- and post-export financing stages of the export process. Pre-export financing is the financing required of the exporter which covers the period from building the product to shipping. Post-export financing refers to the financing that spans the period from shipment through receipt of payment from the overseas buyer. Government sources of export financing are: SBA Export Working Capital Program, EX-IM Bank Working Capital Guarantee.

How can I ensure I’ll get paid for my international sales?

Before making the sale, evaluate the risks-country, currency, and commercial-of doing business in a particular market. Once you and your buyer have come to terms, there are many different methods of payment, including cash in advance, letter of credit, collection and open account that you will need to agree upon.

How long will it take to see a profit from international sales?

Naturally, the time frame from when you initiate your international activity to when you make your first sale and start enjoying profits will vary greatly from firm to firm depending on your export experience and the challenges of the market. In general, expect the turnaround to be at least one to two years.

What agencies, groups, or others can provide assistance to my company on the various facets of the exporting process? How much will this expertise cost?

SBDC consulting services are free. Its education and training programs are offered at a nominal fee. Industry trade associations also sponsor a variety of programs specific to their industries. Watch the business calendars in the local media and on this Web site to keep up with export training opportunities.

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