ERIC Number: ED155359
Record Type: RIE
Publication Date: 1978
Reference Count: 0
How to Build an Export Business. An International Marketing Guide for the Minority-Owned Firm.
Joyner, Nelson T., Jr.; Lurie, Richard G.
Designed to aid minority firms who are inexperienced in the export market, this handbook provides a step-by-step guide to the development of an export business, describing what to do, how to do it, and where to find more information on specific international marketing help. Starting with the easiest opportunities that do not require any specialized knowledge since their sales activities resemble those with regular customers, part 1 deals with selling to companies in the U.S. who, in turn, ship or resell goods to foreign customers. Twelve marketing possibilities are given in this category, and sources for other buyers are suggested. Part 2 serves as a guide for manufacturers wishing to develop their own expertise in exporting. Three levels of involvement are recognized in this stage: (1) direct response to inquiries or leads from foreign customers, requiring quotations, shipment of goods, and methods of payment; (2) establishing a regular sales effort in conjunction with a marketing plan detailing the choice of countries, marketing tactics, and export budget; and (3) developing export momentum which demands a large cash commitment, travel, and the hiring of export specialists. As an alternative to direct exporting, part 3 explores the use of an export management company (EC), giving the pros and cons and suggesting how to develop an effective relationship with an EMC. Throughout the three parts, the minority entrepreneur is discussed with emphasis on the specific advantages and disadvantages of this particular situation. (ELG)
Descriptors: Business Education, Economic Development, Economic Opportunities, Entrepreneurship, Exports, Failure, Manufacturing Industry, Marketing, Merchandising, Minority Groups, Resource Materials, Success
Superintendent of Documents, U.S. Government Printing Office, Washington, D.C. 20402 (Stock No. 003-000-00532-1, $3.25)
Publication Type: Guides - General
Education Level: N/A
Sponsor: Office of Minority Business Enterprise (DOC), Washington, DC.
Authoring Institution: Rockville Consulting Group, Inc., Washington, DC.