Asia Pacific: A Small Business Guide to Exporting

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Asia-Pacific Export

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Deciding to Export

Learning About Exporting

Online information
Market-focused organizations
Export-related seminars & networking
Training courses

Focus on Asia Pacific Markets

Differences between Asia Pacific & Canada
Trade agreements with Asia Pacific markets

Are You Export Ready?

"Export readiness" defined
Types of export markets
Importance of senior management support
Export Readiness Diagnostic

Traveling to Export Markets?

Planning your business trips abroad
Speaking globally
Working with an interpreter
Managing in a foreign culture

Managing Cultural Factors

Main ways in which cultures differ
Main differences in business practices
Sources on the business practices & etiquette
Main cultural errors in the Asia Pacific

Intellectual Property
Trade Leads

Private sector opportunities
Bidding on foreign government contracts
Bidding on international development projects
Getting started through CIDA contracts

Exporting Your Services

Understanding How to Export Services Successfully

What's different about exporting services?
Services marketing vs. goods marketing
Network exporting™ model
10 steps to successful services exporting

Service Exporting and Asia Pacific Markets
Getting Started

Making the commitment
Preparing to export

Identifying Your Export Market

Choosing export markets
Choosing your service export market
Market demand indicators
Cultural factors & service exporting
International trade agreements

Developing Your Export Market

Creating credibility
Developing referrals & advocates
Relationship marketing
Networking strategies

Crossing the Border

Temporary business travel
Taking equipment across the border
Border crossing requirements

Entering Your Export Market

Choosing an entry strategy
Working with strategic partners
Identifying potential customers
Service delivery options
Service positioning & pricing issues
Optimizing your online presence
E-trade in services
Quality assurance in services

Competing Through Innovation

Service innovation
Challenges in innovation
Concept development
Training staff to innovate
Managing innovation

Export Financing

Exporting Your Goods

Overview of the Goods Exporting Process

Basic questions about exporting goods
10 steps to successful goods exporting

Goods Exporting and Asia Pacific Markets
Getting Started

Evaluating your export potential
Developing your export plan
Addressing organizational issues
Having competitive products
Dealing with unsolicited queries

Selecting Your Export Market

Shortlisting possible export markets
Conducting market research

Developing Your Export Marketing Strategy

Competitive positioning analysis
Setting prices
Product promotion

Entering Your Export Market

Market entry strategy
Working with intermediaries

Making the Deal

Visiting the market
Receiving foreign business visitors
Finalizing a sale and letters of credit
Surety bonds

Delivering Your Goods Across Borders

Shipping logistics
Packaging & labelling
Export documentation
Shipping & collection documents
Laws & regulations
E-business for goods exporters

Export Financing and Insurance

Pre-shipment financing
Post-shipment financing
Options for additional working capital
Cargo insurance
Insurance against non-payment
Insurance against foreign currency exposure

Glossary of Trade Terms

General International Trade Terms
Duties, Tariffs, and Subsidies
Financial and Insurance Terms
Goods Transportation and Delivery Terms
International Commerce (INCO) terms
Legal Terms
Partnership, Alliance, and Market Entry Terms