X5MB. Lectura Grupo3
Establish a good business relationship with a local bank that handles
international business. Your personal banker will follow through on the actual
foreign transactions, and will help keep your credit afloat. In fact, that is
one of the best factors about an import/ export business. Aside from office
supplies and correspondence, or possible business trips, you need no personal
cash outlay. All you need is good credit and a good reputation.
Your banker is your credit manager and will give you valuable advice and
references when you deal with both American and foreign manufacturers and
distributors.
The United States Government agencies are great places to find help. These
agencies promote the import/export business, and publish many small booklets
and pamphlets. They also distribute continually updated reports on foreign
markets, commerce and financing.
Read these sources of information and find out the particulars of exports,
global surveys and ocean freight guidelines. Become familiar with the market
share reports, current laws and regulations, and government promotional
facilities.
As you continue your correspondence with foreign companies, build up a good
rapport with their representatives. Pin down a few companies - perhaps in the
same country or similar territory - to their exact needs. What are the two or
three products most in demand?
Consider their methods of distribution. You may be able to work directly
with a wholesaler of an overseas importing company. Your commission will be
lower, but you won't need to handle as many particulars, and they will take
care of distribution.
Or, you may need to supply catalogs and samples, working with a network of
small companies, or sales representatives from a larger conglomerate.
The highest fees that you can collect are for raw materials taken from the
source and delivered directly to a manufacturer. But you must be certain of a
guaranteed quantity and the continued ability to deliver.
If you are importing goods, you'll need to find U.S. distributors that can
handle the quantity of goods at a high enough price for you to profit by. A
single retail outlet or two is not enough to make your time worthwhile. Look
into how buyers work and make contacts in the larger retail chains if you have
retail merchandise.
There are hundreds of American manufacturers with limited distribution
looking for an overseas market. Exporting their goods is the place to start
your business.
You have many selling qualities for convincing the manufacturers to engage
you as the sole export agent. You have foreign contacts and know the demand for
specific goods. You will handle the sale, the paperwork, the money, all
shipping, customs, and foreign distribution.
The manufacturers in return provide quotations, and you put your fees on
top of that - you cost them nothing.
The manufacturers have everything to gain - an increase in sales, a broader
market, and more profit. And you have everything to gain - establishing your
business, an a commission on the cost of the goods. That is the basis of a firm
business connection and a mutually profitable arrangement.
Contact local manufacturers first and then move into larger territories.
You can make these contacts by phone, in person, or by personal introduction
from contacts you may already have. Or, you can advertise in business
publications and newspapers.
Before you do get into a legal agreement, be sure to check the reputation
of the company. How long has it been in business? Where are the products
distributed domestically? What is the solvency and reliability of the company
and its goods? When you make your sale, you'll want to be able to deliver.
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