Export Assistance for U.S. Small Businesses

Jim McClellan, director of trade services for the Port of Los Angeles, listed for attendees at the recent India Trade Conference some of the most popular exports that U.S. companies are sending internationally and specifically to India: cellular equipment, aircraft parts, cotton, diamonds, almonds, and medical instruments are among the most popular exports.

Other companies are tapping into the youth market selling items like skateboards while recognized American brands like California Pizza Kitchen and Taco Bell are opening in China and India.

Research

Some products are developed with specific markets in mind such as a small business in the U.S. that makes fire-fighting equipment scaled to meet the size of roads in local Asian markets. Other companies wanting to grab a piece of the global market share need to start with basic market research to test the business idea and make sure if the acceptance in domestic markets will transfer to international markets.

Government Agency Resources

The U.S. Commercial Service is a valuable agency to use offering low cost consulting services. Log on to the Website, Trade.gov/cs. The top page has a link "Find Local Export Assistance." Advisers are found in 100 U.S. cities and 80 countries.

A Southern California company, Street Surfing, LLC, accessed the Gold Key program of the U.S. Commercial Service to build a strategy for exporting skateboards to India. The Gold Key program helps companies "find potential overseas agents, distributors, sales representatives and business partners." Go to the "Services" page on the Trade.gov/cs website and locate "Gold Key Matching."

Paul Watson, a vice president with Street Surfing, LLC, advises businesses to first speak with the U.S. Commercial Service before traveling on a fact finding trip. "It saves time and money. They'll offer an honest evaluation of your chances for succeeding internationally."

Street Surfing, LLC sells skateboards worldwide and entered the Indian market in 2009.

Financing Exports

The Export Import Bank, Exim Bank, assists companies with low cost loans and credit insurance. Businesses tapping in to the renewable energy markets in Asia and around the globe may find Exim as a first stop in securing financing.

Exim representative for the West Coast, Rob Guthrie, says his agency has funded consultants on projects, too. He is willing to speak with companies who may need loans as low as a few thousand dollars. He recommends having a tested business model before exporting.

Shipping Resources

Federal Express has a global network of suppliers that handle shipping in the air, ground, and rail. The company can also help send goods through customs.

UPS has an international site that provides in-depth information for importing and exporting around the world.

The U.S. Postal Service has shipping calculators and other tools to determine the most effective ways for shipping internationally.

International Business Mindset

Companies seeking international business opportunities to export products should take on a "traveler mentality and not a tourist mentality," advises R Sampath, Director of India Strategy for Quanta Consulting. He says a traveler mentality will try to work through the local cultures and customs to do business.

Patience is also a key requirement. Other countries may place more emphasis on building relationships before rushing to make sales. U.S. companies that understand this concept will have greater chances at long-term success in exporting goods and services to the international marketplace.

Also read the article here on AC Doing Small Business in India and China

Here are Websites for reference:

Export Import Bank http://www.exim.gov

Federal Express International Shipping
www.federalexpress.com/international/services-chart.html

UPS www.international.ups.com