Export Guide

I have been a fan of Laurel Delaney and her blog, the Global Small Business Blog, for years. Ms. Delaney and her blog do for exporting what we seek to do here for China: provide no-nonsense, real-life information that helps. Ms. Delaney’s focus is on exporting products and services from the United States, with a nod towards SMEs.

Exporting product and services can be complicated and it pays to have how-to information before you embark on doing so. There is a dearth of good information on exporting and many small and medium sized companies learn their exporting ropes through trial and error.

But now I can say if you are looking for a  guide on how to succeed at exporting, check out Ms. Delaney’s fresh off the presses book, Exporting: The Definitive Guide to Selling Abroad Profitably. This book is not only definitive, it is comprehensive.  Heck it’s 552 pages! But what I most like about it is how it raises and answers virtually all key questions that arise from exporting and how it constantly cites to and discusses real world examples. That it has a whole chapter on “getting paid” is testament to its being rooted in the real world.

One need only review its table of contents to understand its depth and wide scope:

Part I: Building Your Foundations for Exporting . . . . . .

Chapter 1: Are You Ready to Export? . . . . . . . . . . . . . . . . . . . . . . . . . . .  . . 3

 Chapter 2: Writing an Export Business Plan . . . . . . . . . . . . . . . . . . . . . 15

 Chapter 3: Prepping For Exports . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 29

 Chapter 4: The Human Side of an Export Enterprise . . . . . . . . . . . . . 47

Part II: Creating and Using Online Marketing Platforms . . . . . . . . . . . . . . .65

 Chapter 5: Online Fundamentals . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .67

 Chapter 6: Creating a Social Media and Networking Presence . . . 83

 Chapter 7: Using e-Commerce and Social Media Sites as Stepping Stones to Export Success . . . . . . . . . . . . . . . . . . . . . .97

 Chapter 8: The E-Commerce Connectivity Craze . . . . . . . . . . . . . . . . 115

 Chapter 9: The Mobile World at Work . . . . . . . . . . . . . . . . . . . . . . . . . . . .137

 Chapter 10: Marketing Your Business Worldwide . . . . . . . . . . . . . . . .151

Part III: Mapping Out Your Export Journey. . . . . . . . . . 173

 Chapter 11: Choosing a Product to Export . . . . . . . . . . . . . . . . . . . . . . . 175

 Chapter 12: Exploring Your Territory . . . . . . . . . . . . . . . . . . . . . . . . . . . . .189

 Chapter 13: Preparing and Adapting Your Product for the Export Marketplace . . . 209

 Chapter 14: Preparing Your Service for Export . . . . . . . . . . . . . . . . . . . 221

 Chapter 15: Web Design with the World in Mind . . . . . . . . . . . . . . . . . 239

Part IV: Developing Sales and Distribution Capabilities. . . . . . . . . . . . . . . . 257

 Chapter 16: Finding Cross-Border Customers . . . . . . . . . . . . . . . . . . . . 259

 Chapter 17: Methods of Exporting . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 279

Part V: Managing the Transaction . . . . . . . . . . . . . . . . . 303

 Chapter 18: Transport, Logistics, and Fulfillment Options . . . . . . . .  305

 Chapter 19: Pricing and Preparing Quotations . . . . . . . . . . . . . . . . . . . .323

 Chapter 20: Getting Paid . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 343

 Chapter 21: Booking, Marking, Labeling, and Insuring . . . . . . . . . . . . .375

 Chapter 22: Documentation, Export Licensing, and Other Procedures . . . 387

Part VI: Keep Building Your Business. . . . . . . . . . . . . . . 403

 Chapter 23: In Pursuit of Exceptional Export Service . . . . . . . . . . . . . .405

 Chapter 24: Cross-Cultural Learning . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 413

Part VII: The Export Journey . . . . . . . . . . . . . . . . . . . . . . 423

 Chapter 25: Global Ethics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 425

 Chapter 26: International Business Travel and Security Tips . . . . . . .435

 Chapter 27: Women Business Owners . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 455

 Chapter 28: New Frontiers in Emerging Markets . . . . . . . . . . . . . . . . . . .467

 Chapter 29: The Top Ten Export Business Markets . . . . . . . . . . . . . . . . .483

Part VIII: Export Mastery . . . . . . . . . . . . . . . . . . . . . . . . . 493

 Chapter 30: Export Success. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .495

 Chapter 31: Essential Keys to Export Success . . . . . . . . . . . . . . . . . . . . . 507

If you are exporting or thinking of exporting, I recommend you read Exporting: The Definitive Guide to Selling Abroad Profitably.

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Photo of Dan Harris Dan Harris

Dan is a founder of Harris Bricken, an international law firm with lawyers in Los Angeles, Portland, San Francisco, Seattle, China and Spain.

He primarily represents companies doing business in emerging market countries, having spent years building and maintaining a global, professional network. 

Dan is a founder of Harris Bricken, an international law firm with lawyers in Los Angeles, Portland, San Francisco, Seattle, China and Spain.

He primarily represents companies doing business in emerging market countries, having spent years building and maintaining a global, professional network.  His work has been as varied as securing the release of two improperly held helicopters in Papua New Guinea, setting up a legal framework to move slag from Canada to Poland’s interior, overseeing hundreds of litigation and arbitration matters in Korea, helping someone avoid terrorism charges in Japan, and seizing fish product in China to collect on a debt.

He was named as one of only three Washington State Amazing Lawyers in International Law, is AV rated by Martindale-Hubbell Law Directory (its highest rating), is rated 10.0 by AVVO.com (also its highest rating), and is a recognized SuperLawyer.

Dan is a frequent writer and public speaker on doing business in Asia and constantly travels between the United States and Asia. He most commonly speaks on China law issues and is the lead writer of the award winning China Law Blog. Forbes Magazine, Fortune Magazine, the Wall Street Journal, Investors Business Daily, Business Week, The National Law Journal, The Washington Post, The ABA Journal, The Economist, Newsweek, NPR, The New York Times and Inside Counsel have all interviewed Dan regarding various aspects of his international law practice.

Dan is licensed in Washington, Illinois, and Alaska.

In tandem with the international law team at his firm, Dan focuses on setting up/registering companies overseas (via WFOEs, Rep Offices or Joint Ventures), drafting international contracts (NDAs, OEM Agreements, licensing, distribution, etc.), protecting IP (trademarks, trade secrets, copyrights and patents), and overseeing M&A transactions.