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CERTIFICATE IN EXPORT MANAGEMENT SERIES(2010)

Author:  John R. Jagoe, Managing Director, The Export Institute of the United States.

1. MAJOR BENEFITS OF EXPORTING:
   As an employee, present these benefits included in this section to top management to convince them to investigate exporting as a means of increasing company sales and profits. If you are an entrepreneur starting out as an export sales agent, include these benefits in your formal presentation to convince potential future clients to use your services to introduce their products into world markets.
2. EVALUATE YOUR EXPORT READINESS:
• Are Your Current Products Exportable?
• Major reason why products fail in foreign markets
• Key indicator of your product's export potential
• Table: Determine Product Readiness For Export
• Are Your Personnel Ready For Export?
• Importance of continuous employee training
• Two types of export experience
• Table: Determine Personnel Readiness For Export
• Is Your Company Ready For Export?
• What organizational changes are needed?
• Table: Determine Company Readiness For Export
3. COMMON MISTAKES YOU MUST AVOID TO BE SUCCESSFUL:
   Ten potentially costly errors that you want to avoid. Being aware of them before you launch your export marketing program could save your company or clients thousands of dollars!
4. THE TEN BIGGEST "DON'TS" OF EXPORTING: Refer to this valuable list often and you will become a successful exporter much quicker.
5. SECURE EXPORT IDENTIFICATION NUMBERS:
• Harmonized System (HS) Number
• Purpose and Use
• How to determine the HS Number for your product
• Export Control Classification Number (ECCN)
• Purpose and Use
• How to determine the ECCN Number for your product
6. CONDUCT INTERNATIONAL MARKET RESEARCH:
• Primary Market Research Methods
• Secondary Market Research Techniques
• Sources of Export Market Information:
• Governmental sources
• Non-governmental sources
• Other sources available on the Internet
7. SELECT YOUR MOST PROFITABLE EXPORT MARKETS:
• List: Checklist for Evaluating Potential Export Markets
• Reduce your potential export markets to twelve countries
• Select your initial six export target markets for initial penetration
8. HARMONIZED PRODUCT STANDARDS:
• ISO 9000 Product Standards Series
• U. S. Product Standards Organizations
• International Product Standards Organizations
9. INTERNATIONAL TRADE AGREEMENTS:
• North American Free Trade Agreement (NAFTA)
• Free Trade Area of the Americas (FTAA)
• Western Hemisphere Regional Trade Pacts
• World Trade Organization (WTO)
• European Union (EU)
• East and Central Asian Markets (APEC and ASEAN)
• Association of Southeast Asian Nations (ASEAN)