Help for Selling Overseas

Question: My partner thinks we should be looking to sell our products outside the U.S. and that exporting isn't a big deal. But I'm skeptical. Where can we find balanced advice and information about getting into the exporting game?

Answer: Your partner may be right. Selling overseas is one of the fastest growing trends in American small business. But you are also right to approach it with caution. Issues such as shipping, collecting money and customer service can get sticky if you aren't well prepared. Fortunately, there's a rich bounty of exporting help available to small business owners through these agencies and organizations.

• The International Trade/Import-Export Portal (www.fita.org), a Web site run by the Reston, VA-based Federation of International Trade Associations (FITA), is an information-rich service with much to offer small business owners looking to buy or sell outside the U.S. If you could use only one Web site to establish and grow international sales, this would be it. Among other things, it offers a global trade shop with goods and services you'll need. Departments include: Trade Leads, Market Research, a Buy/Sell Exchange and Global Payment Services. Helpful directories listing Export Management Companies, country-specific and industry-specific resources are some of the best available. Most information is free, although membership in the Buy/Sell Exchange is $69.95 per month. There's an amazing, fully searchable database of more than 5,000 international trade Web resources. A Calendar of Trade Shows is the world's largest. Call (800) 969-3482 or (703) 620-1588; e-mail: info@fita.org.
  
  
• Export.gov is a new gateway Web site to all export-related help offered by the federal government. Need information on exporting basics? It's here. How about trade leads, free export counseling or help with shipping and finance? You'll find it all at Export.gov, an excellent first step toward selling overseas. The home page is clean and well organized. Click any main topic heading, such as 1) Export Basics; 2) Market Research; 3) Partners & Trade Leads; 4) Pricing, Quotes & Negotiations; 5) Shipping & Documentation; 6) Finance; 7) Trade Shows & Events; 8) Counseling; and 9) Help with Trade Problems. This service conducts over 100,000 counseling sessions with U.S. businesses each year to help them find and close overseas deals. Check out the free online edition of Export America Magazine for helpful articles and news on export opportunities. Visit www.export.gov. For personalized service call the toll-free help line: (800) USA-TRADE.

• The Small Business Administration's Office of International Trade (www.sba.gov/oit) has helpful services, "how-to" information and links to groups that help small exporters. U.S. Export Assistance Centers, run in part by the SBA, can offer one-on-one help. Many locations have new-to-export programs. Get local/regional contact info at the Web site: www.sba.gov/oit/export/useac.html.
  
  
• Alibaba International (www.alibaba.com) is one of the world's largest centers for global trade and a top provider of online marketing services to small importers and exporters. Alibaba.com is a major destination for buyers and sellers to find trade opportunities and promote their businesses online. Its Web sites have over a million registered members from 200 countries. You can browse company info and trade leads by 27 industry and 700 product categories. Members post, view and respond to buy/sell offers and offers to cooperate with potential partners. Sign up for lead updates via e-mail with Alibaba.com's Trade Alert service. Of special interest: The Business Center - A one-stop shop for shipping info, credit reports, country reports and pricing. Basic membership is free. See the Web site or contact the U.S. office in Newark, CA at (510) 438-7980.
  
  
• The Small Business Exporters Association (www.sbea.org) helps companies that are new to exporting as well as those with experience and has several hundred members; about 60 percent manufacturers. Dues are $200/year. SBEA does not accept membership from large companies. Members get networking opportunities and new-to-exporting assistance. Visit the Web site or call: (202) 659-9320.