IBP - Entry Stsrategy

International Business Plan Guide

Kresge Business Administration Library

Stephen M. Ross School of Business

University of Michigan

Step 6: Establish a market entry strategy.

The final part in developing an international business plan is to establish a plan to market the products and/or services in the target countries. Some potential strategies include (but are not limited to): use of an agent or distributor, direct exporting, setting up a joint venture, establishing a foreign subsidiary, licensing the product, contract manufacturing, and franchising. In addition, an export management company may also be considered. Trade shows offer a wonderful opportunity to showcase goods in new markets. The following resources will assist in creating the appropriate strategy. We also recommend reviewing the US Department of Commerce’s “Basic Guide to Exporting” published in cooperation with Unz & Co.

This section is organized by the primary means of market entry and then source format:

Agent or Distributor

· Print Sources

· Subscription Databases

· World Wide Web (WWW) Sources

Direct Exporting

· Print Sources

· Subscription Databases

· World Wide Web (WWW) Sources

Export Management Company

World Wide Web (WWW) Sources

Contract Manufacturing

· Subscription Databases

· World Wide Web (WWW) Sources

Franchising

World Wide Web (WWW) Sources

Joint Ventures / Foreign Subsidiary

World Wide Web (WWW) Sources

Licensing

World Wide Web (WWW) Sources

Agent or Distributor:

An agent is an individual or firm that serves as the foreign representative of a domestic supplier and seeks sales abroad for the supplier. The agent normally has authority to make commitments on behalf of the firm that is represented.

A distributor is a foreign agent who sells for a supplier directly and maintains an inventory of the supplier's products. The foreign distributor purchases goods from a U.S. exporter (often at a substantial discount) and resells it for a profit. The foreign distributor generally provides support and service for the product, thus relieving the U.S. company of these responsibilities. By carrying an inventory of products and a sufficient supply of spare parts, the distributor is able to conduct normal servicing operations.

Print Sources

TITLE: Principal International Businesses.

AUTHOR: Dun & Bradstreet International

KRESGE LOCATION: Ref. HF 54 .U5 P96 2005/06

DESCRIPTION: As a world marketing directory presenting up-to-date information on over 50,000 leading enterprises, Principal International Businesses provides information on whether a company imports or exports, name, address, telephone, employees, annual sales, SIC, lines of business, chief executives. Directory can be used to assess a country’s largest business in an industry. Businesses are listed geographically, by product classification, and alphabetically.

TITLE: World Trade Centers Association World Business Directory.

AUTHOR: Dun & Bradstreet International

KRESGE LOCATION: Ref. HG 4009.W92 2003 vol. 1-4

DESCRIPTION: Provides detailed information on more than 140,000 businesses involved in international trade. Provides contact information, industry and product data, and financial and employment figure.

Subscription Databases

DATABASE NAME: Associations Unlimited

Follow these steps to access Associations Unlimited:

1. Go to: http://searchtools.lib.umich.edu/.

2. Select: “Find Databases” located near the top of the page.

3. Select: “by Name”

4. Type: Associations Unlimited.

*Note: Non U of M users must access this material from a computer on the campus network.

DESCRIPTION: Contains information for approximately 460,000 international and U.S. national, regional, state, and local nonprofit membership organizations in all fields, including IRS data on U.S. 501(c) nonprofit organizations.

DATABASE NAME: Directories in Print

Follow these steps to access Directories in Print:

1. Go to: http://searchtools.lib.umich.edu/.

2. Select: “Find Databases” located near the top of the page.

3. Select: “by Name”

4. Type: Gale Database of Publications and Broadcast Media.

5. Select: Directories in Print.

*Note: Non U of M users must access this material from a computer on the campus network.

DESCRIPTION: Describes 15,400 directories, rosters, guides, and other print and non-print address lists published worldwide.

World Wide Web (WWW) Sources

WEB PAGE NAME: Dharani Export Import Services, Ltd.

WWW ADDRESS: http://www.dharaniexim.com/

DESCRIPTION: Dharani Export - Import Services (P) Ltd is a well-reputed Export/Import Promotional Agency based in India offering a wide range of specialized services to the export - import community. Their services include: (1) assisting overseas companies in sourcing products from India at the most competitive price; assisting in direct export; (3) a computerized databank of over 50,000 India exporters belonging to 57 different product categories. (4) direct mailing exercise on behalf of our overseas clients and help in direct marketing of goods and services.

WEB PAGE NAME: EuroPages

WWW ADDRESS: http://www.europages.com/

DESCRIPTION: EuroPages is a specialized directory for small and medium-sized companies wishing to promote their products and services. A genuine European yellow pages, EuroPages contains a range of companies in 21 business sectors. This database contains information on 600,000 European companies located in 35 countries.

WEB PAGE NAME: Investment Promotion Network (IPAnet)

WWW ADDRESS: http://www.ipanet.net/

DESCRIPTION: Sponsored by the Multinational Investment Guarantee Agency of the World Bank, this site is an online shopping mall for international investment opportunities, providing databases, news and reference sources. The site has hard to find materials on emerging markets include overviews of investment conditions, existing investors in a particular country, and listings of firms seeking foreign partners.

WEB PAGE NAME: Locating, Screening, Selecting, and Motivating Foreign Representatives

WWW ADDRESS: http//www.nevadadec.com

DESCRIPTION: A comprehensive listing of necessary steps for successfully locating, screening, selecting, and motivating foreign representatives.

Country Specific Business Directories

· Africa / Middle East

The countries listed have been selected based on their status as one of the top five markets in each geographic region by Nevada export value.

Kompass provides information on businesses located in over 70 countries, and may of great use in many of the following markets.

WEB PAGE NAME: Kompass

WWW ADDRESS: http://www.kompass.com/

DESCRIPTION: Fee-based service with extensive free information. Provides coverage of 1.9 million companies in 70 countries referenced by product and service keyword, trade name, and executive name.

EuroPages is a vast database of Europe’s small and medium sized companies. EuroPages provides coverage for those countries with the EuroPages icon

WEB PAGE NAME: EuroPages

WWW ADDRESS: http://www.europages.com/

Search

by product or service :
by company name :

North America

Canada

2011 Nevada Exports $1,273,131,600

WEB PAGE NAME: Strategis – Canadian Company Capabilities
WWW ADDRESS: http://strategis.ic.gc.ca/sc_coinf/ccc/engdoc/homepage.html
DESCRIPTION: Produced by Industry Canada, an online database with over 50,000 companies and 200,000 products and services.

WEB PAGE NAME: Canadian Business Directory
WWW ADDRESS: http://www.canadianbusinessdirectory.ca/
DESCRIPTION: A directory of businesses and services classified by category and listed by location.

WEB PAGE NAME: Canada WebGuide

WWW ADDRESS: http://www.nevadadec.com/wgna_canada.htm

DESCRIPTION: WebGuides are a series of country-specific guides designed to assist Nevada exporters in assessing markets for expansion or future growth.

Costa Rica

2011 Nevada Exports $3,503,784

WEB PAGE NAME: Costa Rica Yellow Pages
WWW ADDRESS: http://www.bruncas.com/
DESCRIPTION: Costa Rica business directory with companies categorized by industry.

WEB PAGE NAME: Costa Rica in the Yahoo! Directory
WWW ADDRESS: http://dir.yahoo.com/regional/countries/costa_rica/
DESCRIPTION: Yahoo's Costa Rica Directory

WEB PAGE NAME: Costa Rica Click
WWW ADDRESS: http://www.costaricaclick.com/
DESCRIPTION: Searchable directory of businesses in Costa Rica, available in English and Spanish.

Dominican Republic

2011 Nevada Exports $11,258,831

WEB PAGE NAME: Dominican Republic Directory
WWW ADDRESS: http://www.dd.com.do/
DESCRIPTION: Searchable directory for the Dominican Republic. Available in English and Spanish.

WEB PAGE NAME: Yellowpages-Dominican Republic.com
WWW ADDRESS: http://www.paginasamarillas.com/
DESCRIPTION: Business directory for the Dominican Republic, in English.

WEB PAGE NAME: DR1 Directory
WWW ADDRESS: http://dr1.com/directories/
DESCRIPTION: The DR1 Directory will help you find your match for a resort/hotel, car rental, real estate and many other businesses in the DR.

WEB PAGE NAME: Yahoo - Dominican Republic
WWW ADDRESS: http://dir.yahoo.com/regional/countries/dominican_republic/
DESCRIPTION: Yahoo's Dominican Republic Directory

Guatemala
2011 Nevada Exports $2,130,005

WEB PAGE NAME: Guatemala in the Yahoo! Directory

WWW ADDRESS: http://dir.yahoo.com/regional/countries/guatemala/
DESCRIPTION: Directory of Guatemalan businesses listed by category.

WEB PAGE NAME: Open Directory - Regional: Central America: Guatemala

WWW ADDRESS: http://www.dmoz.org/Regional/Central_America/Guatemala/
DESCRIPTION: Directory of Guatemalan businesses listed by category.

Mexico

2011 Nevada Exports $320,115,535

WEB PAGE NAME: MexSearch – Yellow Pages
WWW ADDRESS: http://www.yellow.com.mx/indexs.html
DESCRIPTION: Yellow pages directory for Mexico, in English and Spanish.

WEB PAGE NAME: 2010 Mexico Maquila Directory
WWW ADDRESS: http://www.maquiladirectory.com/
DESCRIPTION: Searchable directory of Mexican Maquilas, in English and Spanish.

WEB PAGE NAME: Mexico WebGuide
WWW ADDRESS: http://www.nevadadec.com/wgna_mexico.htm
DESCRIPTION: WebGuides are a series of country-specific guides designed to assist Nevada exporters in assessing markets for expansion or future growth.

South America

Brazil
2011 Nevada Exports $72,391,595

WEB PAGE NAME: BrazilTradeNet
WWW ADDRESS: http://www.braziltradenet.gov.br/
DESCRIPTION: Information on Brazilian companies, trade offers as well as a variety of publications, seminars and economic indicators related to Brazil.

WEB PAGE NAME: BrazilBiz
WWW ADDRESS: http://www.brazilbiz.com.br/english/
DESCRIPTION: Searchable listings of vendors and business opportunities in Brazil.

WEB PAGE NAME: Directory of Brazilian Exporters
WWW ADDRESS: http://www.brazil4export.com/en/
DESCRIPTION: The Brazilian Exporters Directory contains information on export operations for 2007/2008, based on the official records of the Foreign Trade Secretariat at the Brazilian Ministry of Development, Industry and Foreign Trade. This database is updated and maintained in partnership with FUNCEX(www.funcex.com.br).

WEB PAGE NAME: Brazil WebGuide
WWW ADDRESS: http://www.nevadadec.com/wgsa_brazil.htm
DESCRIPTION: WebGuides are a series of country-specific guides designed to assist Nevada exporters in assessing markets for expansion or future growth.

Chile

2011 Nevada Exports $30,312,652

WEB PAGE NAME: Chile Business Directory
WWW ADDRESS: http://www.chilnet.cl/
DESCRIPTION: This directory contains information on more than 60,000 companies operating in Chile. The information is broken down into Company Name, address, tax id, telephone and fax numbers, E-mail and web address.

WEB PAGE NAME: Amarillas.cl
WWW ADDRESS: http://amarillas.cl/
DESCRIPTION: Searchable Chilean yellow pages, in Spanish.

Colombia
2011 Nevada Exports $16,319,575

WEB PAGE NAME: Amarillas Empresariales - Colombia
WWW ADDRESS: http://www.lasamarillasempresariales.com/default.asp?country=6
DESCRIPTION: Colombian business directory, searchable by company name and business activity.

WEB PAGE NAME: Paginas Amarillas – Colombia
WWW ADDRESS: http://www.paginasamarillas.com/Colombia/1.aspx
DESCRIPTION: Searchable Colombian business directory, available in English and Spanish.

WEB PAGE NAME: Products of Colombia.Com
WWW ADDRESS: http://www.productsofcolombia.com/
DESCRIPTION: Productos de Colombia.com Ltda. is a company that has as main objective the promotion and commercialization of Colombian products in the international markets. We can also serve as agents of supplier companies once it has been established contact with potential buyers.

Venezuela

2011 Nevada Exports $2,053,096

WEB PAGE NAME: VenExport / VenIndustry
WWW ADDRESS: http://www.venexport.com/index2-in.html
DESCRIPTION: This site promotes the intense variety of goods and services available in and from Venezuela.

WEB PAGE NAME: Trade Venezuela
WWW ADDRESS: http://www.trade-venezuela.com/
DESCRIPTION: Information about Venezuelan manufacturers and their products including contact information.

WEB PAGE NAME: DDEX.COM'd Directory of Venezuelan Exporters
WWW ADDRESS: http://ddex.surebase.net/
DESCRIPTION: DDEX.COM© is a B2B website designed to provide information on export products and import products of Venezuelan and foreign companies and industries in the international markets.

Uruguay
2011 Nevada Exports $24,806,083

WEB PAGE NAME: Yahoo Uruguay Directory
WWW ADDRESS: http://dir.yahoo.com/Regional/Countries/Uruguay/
DESCRIPTION: Directory of Uruguay companies and products.

WEB PAGE NAME: Paginas Clasificados
WWW ADDRESS: http://paginasamarillas.com.uy/voltprod/sitio/default.aspx
DESCRIPTION: Uruguay's Yellow Pages

WEB PAGE NAME: Open Directory - Regional: South America: Uruguay

WWW ADDRESS: http://www.dmoz.org/Regional/South_America/Uruguay/
DESCRIPTION: Directory of Uruguay companies and products.

Western Europe

France

2011 Nevada Exports $63,977,022

WEB PAGE NAME: Kompass
WWW ADDRESS: http://www.kompass.com/
DESCRIPTION: Kompass has served business and industry for over 50 years. It originated in Switzerland and is now present in close to 70 countries on all continents.

WEB PAGE NAME: Pages Jaunes
WWW ADDRESS: http://www.pagesjaunes.fr/
DESCRIPTION: French yellow page, with over 4 million listings. In French and English.

WEB PAGE NAME: ABC France
WWW ADDRESS: http://www.abc-d.fr/
DESCRIPTION: Directory of companies in France. Over 150,000 French companies are listed with full profiles and classifications of 12,500 products.

Germany

2011 Nevada Exports $135,772,373

WEB PAGE NAME: Made-in-Germany.com…The German Business Network
WWW ADDRESS: http://www.made-in-germany.com/
DESCRIPTION: This site contains a searchable database of German companies and products.

WEB PAGE NAME: Flix.de
WWW ADDRESS: http://www.flix.de/
DESCRIPTION: Searchable directory of businesses in Germany, in German.

WEB PAGE NAME: Wer liefert was?

WWW ADDRESS: http://www.wlw.de/start/wlw_dach/DE/de/index.html

DESCRIPTION: Wer liefert was? (WLW) is a business-to-business supplier search engine. WLW provides up-to-date information on companies, products, and services.

WEB PAGE NAME: Germany WebGuide

WWW ADDRESS: http://www.nevadadec.com/wgwe_germany.htm

DESCRIPTION: WebGuides are a series of country-specific guides designed to assist Nevada exporters in assessing markets for expansion or future growth.

Netherlands

2011 Nevada Exports $87,058,387

WEB PAGE NAME: Holland Exports
WWW ADDRESS: http://www.hollandexports.com/
DESCRIPTION: Freely searchable index of Dutch Companies

WEB PAGE NAME: Markt
WWW ADDRESS: http://www.markt.nl/
DESCRIPTION: Dutch Yellow Pages

Switzerland

2011 Nevada Exports $3,714,372,174

WEB PAGE NAME: WebGuide Switzerland
WWW ADDRESS: http://www.nevadadec.com/wgwe_switzerland.htm
DESCRIPTION: WebGuides are a series of country-specific guides designed to assist Nevada exporters in assessing markets for expansion or future growth.

WEB PAGE NAME: SWISSFIRMS

WWW ADDRESS: http://www.swissfirms.ch/

DESCRIPTION: Database containing over 11'000 firms covering all economic sectors

United Kingdom

2011 Nevada Exports $117,939,776

WEB PAGE NAME: Scoot.com - Enable Media Ltd, part of the Touch Local Ltd group
WWW ADDRESS: http://www.scoot.co.uk/
DESCRIPTION: Scoot.com is one of the UK's leading and longest established online business directory services.

WEB PAGE NAME: 192.com
WWW ADDRESS: http://www.192.com/search/business.cfm
DESCRIPTION: A searchable database to locate businesses and products in the United Kingdom.

WEB PAGE NAME: UK WebGuide
WWW ADDRESS: http://www.nevadadec.com/wgwe_uk.htm
DESCRIPTION: WebGuides are a series of country-specific guides designed to assist Nevada exporters in assessing markets for expansion or future growth.

Eastern Europe

Czech Republic

2011 Nevada Exports $4,611,327

WEB PAGE NAME: Aliaweb
WWW ADDRESS: http://phone.fin.cz/
DESCRIPTION: Business Portal…CZ-Industry

WEB PAGE NAME: Tradenet
WWW ADDRESS: http://www.tradenet.cz/
DESCRIPTION: This trade portal is a source of free information for companies, entrepreneurs, and traders operated by the Czech Association for Enterprise Development.

WEB PAGE NAME: Wer liefert was?

WWW ADDRESS: http://cz.wlw.cz/

DESCRIPTION: Wer liefert was? (WLW) is a business-to-business supplier search engine. WLW provides up-to-date information on companies, products, and services.

Hungary

2011 Nevada Exports $33,623,561

WEB PAGE NAME: Hungarian Yellow Pages
WWW ADDRESS: http://www.yellowpages.hu/Yellow/default_a.asp
DESCRIPTION: Searchable directory of Hungarian business.

WEB PAGE NAME: Hungaroo
WWW ADDRESS: http://en.hungaroo.com/
DESCRIPTION: Hungaroo is Hungary’s Link Directory

Poland

2011 Nevada Exports $5,177,546

WEB PAGE NAME: TeleAdreson ONLINE
WWW ADDRESS: http://www.teleadreson.pl/?lang=en
DESCRIPTION: Easily searchable database of Polish businesses containing about 950,000 records.

WEB PAGE NAME: Polish Marketplace
WWW ADDRESS: http://www.polishmarketplace.com/
DESCRIPTION: Catalogue of Polish businesses, offering goods and services.

Russian Federation

2011 Nevada Exports: $15,497,930

WEB PAGE NAME: Russian Yellow Pages
WWW ADDRESS: http://www.yellowpages.ru/

DESCRIPTION: Yellow pages directory of Russian companies.

WEB PAGE NAME: Moscow Business Telephone Guide
WWW ADDRESS: http://mbtg.net/
DESCRIPTION: Searchable directory of Russian businesses, in Russian and English.

Slovenia

2011 Nevada Exports $3,778,778

WEB PAGE NAME: Telekom Slovenije
WWW ADDRESS: http://www.itis.si/Page_default.aspx
DESCRIPTION: Slovenia's Yellow / White Pages

WEB PAGE NAME: Slovenia in the Yahoo! Directory
WWW ADDRESS: http://dir.yahoo.com/
DESCRIPTION: Yahoo! reviewed these sites and found them related to Slovenia.

Asia / Pacific

China

2011 Nevada Exports $424,346,735

WEB PAGE NAME: Made-in-China.com
WWW ADDRESS: http://www.made-in-china.com/
DESCRIPTION: This site organizes and provides complete and accurate information about Chinese products & suppliers.

WEB PAGE NAME: Business-China.com
WWW ADDRESS: http://business-china.com/
DESCRIPTION: China business focused search engine and directory. Contains 120,000 Chinese businesses within 10,000 industry, product, and service subcategories.

WEB PAGE NAME: Alibaba
WWW ADDRESS: http://www.alibaba.com/
DESCRIPTION: Alibaba's three online marketplaces are all leaders in their respective fields, serving businesses and individuals buying and selling products in more than 30 industry categories. Room 3601-3604, Zhaofeng Plaza 1027 Chang Ning Road, Shanghai 200050 Tel: (86) 21 5115 8008 Fax: (86) 21 5115 8100

WEB PAGE NAME: China WebGuide
WWW ADDRESS: http://www.nevadadec.com/wgap_china.htm
DESCRIPTION: WebGuides are a series of country-specific guides designed to assist Nevada exporters in assessing markets for expansion or future growth.

Japan

2011 Nevada Exports $274,184,553

WEB PAGE NAME: Trade Directory Japan
WWW ADDRESS: http://www.ebiz.co.jp/
DESCRIPTION: Japanese trading company search engine in both English and Japanese.

WEB PAGE NAME: Japan Telephone Directory - iTownpage
WWW ADDRESS: http://english.itp.ne.jp/
DESCRIPTION: Searchable Japanese business directory.

WEB PAGE NAME: Japan WebGuide
WWW ADDRESS: http://www.nevadadec.com/wgap_japan.htm
DESCRIPTION: WebGuides are a series of country-specific guides designed to assist Nevada exporters in assessing markets for expansion or future growth.

Australia

2011 Nevada Exports $103,675,781

WEB PAGE NAME: Aussie.com.au
WWW ADDRESS: http://www.aussie.com.au/
DESCRIPTION: Searchable business directory featuring a large list of popular categories.

WEB PAGE NAME: Nationwide Business Directory of Australia
WWW ADDRESS: http://www.nationwide.com.au/
DESCRIPTION: Directory of thousands of companies, corporations, organizations, and government departments throughout Australia.

South Korea

2011 Nevada Exports $66,058,295

WEB PAGE NAME: Go-Biz-Korea
WWW ADDRESS: http://www.gobizkorea.com/
DESCRIPTION: Go-Biz-Korea facilitates online trade between Korean suppliers and global buyers with more than 20,000 suppliers & their product Information.

WEB PAGE NAME: eKTdom
WWW ADDRESS: http://eng.ktdom.com/index1.html
DESCRIPTION: Korean company directory and internet yellow pages.

Taiwan

2011 Nevada Exports $42,737,320

WEB PAGE NAME: Taiwan Business Directory
WWW ADDRESS: http://www.twbd.com/
DESCRIPTION: Provides lists of Taiwan suppliers, manufactures, and importers with contact information.

WEB PAGE NAME: Taiwan Trade
WWW ADDRESS: http://www.taiwantrade.com.tw/
DESCRIPTION: Database of thousands of Taiwanese companies.

Africa / Middle East

Israel

2011 Nevada Exports $130,501,323

WEB PAGE NAME: The Israel Export Institute
WWW ADDRESS: http://www.export.gov.il/heb/Homepage/
DESCRIPTION: Information about the Israel economy, exporters and importers

WEB PAGE NAME: NETO HI-Tech
WWW ADDRESS: http://www.neto.co.il/
DESCRIPTION: Israel's High Tech Directory

South Africa

2011 Nevada Exports $47,740,298

WEB PAGE NAME: Africa Product Digest
WWW ADDRESS: http://www.africaexports.co.za/
DESCRIPTION: Online database and directory of South African Companies, listing their products and services.

WEB PAGE NAME: SA Yellow Online
WWW ADDRESS: http://www.sayellow.com/
DESCRIPTION: South Africa’s largest online business directory with over 350,000 companies listed.

Saudi Arabia

2011 Nevada Exports $11,228,983

WEB PAGE NAME: ArabO Saudi Arabia Business Directory
WWW ADDRESS: http://www.arabo.com/links/Arab_Sites/Saudi_Arabia/Business/
DESCRIPTION: ArabO.com is a multilingual (Arabic and English) Middle East Directory, with searchable business listings for the country of Saudi Arabia.

WEB PAGE NAME: Directory SaudiArabia
WWW ADDRESS: http://www.directorysaudiarabia.com/
DESCRIPTION: Searchable directory of Saudi Arabian companies.

United Arab Emirates

2011 Nevada Exports $29,495,698

WEB PAGE NAME: U.A.E. Business Directory
WWW ADDRESS: http://www.uaebusinessdirectory.com/
DESCRIPTION: A business portal for the Emirates allowing searches by company name and product.

WEB PAGE NAME: UAE Yellow Pages
WWW ADDRESS: http://www.yellowpages.ae/
DESCRIPTION: A business-to-business network of trade leads and Yellow Pages of Dubai and other Emirates of United Arab Emirates.

Kuwait
2011 Nevada Exports $2,154,200

WEB PAGE NAME: Kuwait Business Directory
WWW ADDRESS: http://www.arabo.com/links/Arab_Sites/Kuwait/Business/
DESCRIPTION: The Arab & Middle East search engine & directory with business listings for the country of Kuwait.

WEB PAGE NAME: Kuwait Business Directory 2011
WWW ADDRESS: http://www.askq8.com/
DESCRIPTION: Askq8.com, The leading business search engine and business directory designed to help its visitors to find the companies, products, services, and information they need to make the right business decisions.

WEB PAGE NAME: Kuwait Yellow Pages Guide
WWW ADDRESS: http://www.ekyp.com/
DESCRIPTION: The official website of Kuwait yellow pages guide and business directory.

Direct Exporting:

Direct exporting is the shipping of a product and/or service to a foreign market. The exporter personally handles every aspect of the exporting process from market research and planning to foreign distribution and collections. Consequently, a significant commitment of management time and attention is required to achieve good results. However, this approach may also be the best way to achieve maximum profits and long-term growth from exportation. Direct exporting can be aided by the identification and use of trade shows, trade associations, and trade publications.

Print Sources

TITLE: Business Organizations, Agencies, and Publications Directory.

AUTHOR: Gale Research, Inc.

KRESGE LOCATION: Ref. HF 3010 .B97 2006 v.19

DESCRIPTION: This title is arranged in five broad categories; U.S. and international organizations, government agencies and programs, facilities and services, research and educational facilities and publications and information services.

TITLE: Encyclopedia of Business Information Sources.

AUTHOR: Gale Research, Inc.

KRESGE LOCATION: Ref. HF 5353 .E56 no. 20

DESCRIPTION: A bibliographic guide to more than 24,000 citations covering over 1,100 subjects of interest to business personnel. Lists primary and secondary sources of information useful to business executives, researchers, students, and librarians.

TITLE: World Trade Centers Association / World Business Directory.

AUTHOR: Thomson

KRESGE LOCATION: Ref. HG 4009.W92 2003 vol. 1-4

TITLE: Trade Shows Worldwide

AUTHOR: Gale Research, Inc.

KRESGE LOCATION: Ref. T394 .T76 22nd

DESCRIPTION: Trade Shows Worldwide profiles 10,000 trade shows and exhibitions held in the United States and around the globe. Part One details contact information, sponsoring organizations, show statistics, and fees for admission and booth rental. Part Two provides a separate alphabetical listing of show organizers and sponsors (numbering around 6,000). Part Three features approximately 6100 listings of information on Trade Show Facilities, Services, and Information Sources, and is followed by a "Rankings" section detailing exhibition space needed, space available, and hotel rooms needed for the shows and facilities.

Subscription Databases

World Wide Web (WWW) Sources

WEB PAGE NAME: Export Hot Line

WWW ADDRESS: http://www.exporthotline.com/

DESCRIPTION: Export Hotline is an electronic publishers of international business information, the mission of Export Hotline is to create a content rich Internet service focused on all aspects of global trade and investment.

WEB PAGE NAME: Export Source

WWW ADDRESS: http://exportsource.ca/

DESCRIPTION: An on-line resource for export information that enables Canadian businesses to harness a world of trade information, from many federal departments, within a single website. ExportSource offers information on everything from foreign markets, trade statistics and export financing to the logistics of delivery, trade shows, export missions and sources of assistance.

WEB PAGE NAME: Federation of International Trade Associations

WWW ADDRESS: http://www.fita.org/

DESCRIPTION: A network of 300,000 companies belonging to 300 international trade associations in the U.S.A, Canada, and Mexico. The site provides extensive schedule of worldwide trade affairs and events.

WEB PAGE NAME: National Association of Export Companies (NEXCO)

WWW ADDRESS: http://www.nexco.org/

DESCRIPTION: NEXCO is an international trade association dedicated to empowering small to mid-size companies to successfully build their global commerce effectiveness. It provides a dynamic forum for networking, business solutions, and advocacy.

WEB PAGE NAME: The Export Yellow Pages

WWW ADDRESS: http://www.exportyellowpages.com/

DESCRIPTION: The export yellow pages is the result of a combined effort between the U.S. Department of Commerce and Global Publishers LLC . This site features a comprehensive listing of sales agents, export management companies, shippers, translators, bankers, and other services essential to global success.

WEB PAGE NAME: TSNN

WWW ADDRESS: http://www.tsnn.com/

DESCRIPTION: TSNN is the leading online resource for the 22nd largest industry in the world - the trade show and exhibition industry. TSNN owns and operates the most widely consulted database on the Internet for the trade show industry, containing data on more than 15,000 trade shows and conferences, and through a strategic partnership, more than 30,000 seminars.

WEB PAGE NAME: United States Council for International Business

WWW ADDRESS: http://www.uscib.org/

DESCRIPTION: The United States Council for International Business advances the global interests of American business both at home and abroad. It is the American affiliate of the International Chamber of Commerce (ICC), the Business and Industry Advisory Committee (BIAC) to the OECD, and the International Organization of Employers (IOE). It has a membership of over 300 multinational companies, law firms, and business associations.

Contract Manufacturing:

Contract manufacturing involves hiring another manufacturer abroad to produce products for a firm. The hiring firm first approaches the contract manufacturer with a design. For an agreed upon price, the contract manufacturer then acts as the hiring firm's factory, producing and shipping units of the design on behalf of the hiring firm.

Subscription Databases

World Wide Web (WWW) Sources

WEB PAGE NAME: Global Sources Online

WWW ADDRESS: http://www.globalsources.com/

DESCRIPTION: Global Sources Ltd. is one of the world's largest and most trusted neutral enablers of global merchandise trade. A leading business-to-business media company, Global Sources is a primary facilitator of two-way trade with Greater China. The core business is facilitating trade from Greater China to the world, using a wide range of English-language media.

WEB PAGE NAME: GlobalSpec

WWW ADDRESS: http://www.globalspec.com/

DESCRIPTION: GlobalSpec's goal is to revolutionize the way engineers and other technical buyers search for products and services, and the way suppliers find buyers. GlobalSpec is the leading specialized vertical search, information services and e-publishing company serving the engineering, manufacturing and related scientific and technical market segments.

WEB PAGE NAME: Manufacturing Market Insider

WWW ADDRESS: http://www.mfgmkt.com/

DESCRIPTION: Manufacturing Market Insider, a subscription newsletter, is dedicated to contract manufacturing and the electronics manufacturing services industry. Coverage includes EMS industry trends, EMS market analysis and news.

Export Management Company:

An export management company is a private firm that serves as the export department for several producers of goods or services. This is achieved either through taking title or by soliciting and transacting export business on behalf of its clients in return for a commission, salary, or retainer.

World Wide Web (WWW) Sources

WEB PAGE NAME: How to Find and Use an Export Management Company

WWW ADDRESS: http://www.fita.org/aotm/0499.html

DESCRIPTION: An article by Nelson T. Joyner, Chairman of The Federation of International Trade Associations. Addresses the basics behind the use of an export management company.

WEB PAGE NAME: Export Trading Company Affairs

WWW ADDRESS: http://www.trade.gov/mas/ian/etca/tg_ian_002123.asp

DESCRIPTION: Through the Export Trade Certificate of Review (COR) Program, Export Trading Company Affairs helps promote the development of Joint Ventures and the use of Export Trade Intermediaries. With this Certificate, domestic legal liability can be limited when involved in joint exporting or with joint sales with a trading partner in foreign markets.

WEB PAGE NAME: The Export Yellow Pages

WWW ADDRESS: http://www.exportyellowpages.com/

Franchising:

Franchising is an arrangement wherein a franchisor licenses trademarks and tried and proven methods of doing business to a franchisee in exchange for a recurring payment, and possibly a percentage of gross sales or profits. Various tangibles and intangibles such as advertising, training, and other support services may be made available by the entity licensing the franchise.

World Wide Web (WWW) Sources

WEB PAGE NAME: Best Franchise Opportunities

ADDRESS: http://www.bestfranchiseopportunities.com/

DESCRIPTION: Contains news about franchising and a database of franchise opportunities.

WEB PAGE NAME: Franchise Online

WWW ADDRESS: http://www.franchiseonline.com/

DESCRIPTION: Franchiseonline.com is an online source for franchise information and franchise information and opportunities.

WEB PAGE NAME: The International Franchise Association

WWW ADDRESS: http://www.franchise.org/

DESCRIPTION: The International Franchise Association, founded in 1960, is a membership organization of franchisors, franchisees and suppliers.

WEB PAGE NAME: Worldfranchising.com

WWW ADDRESS: http://www.worldfranchising.com/

DESCRIPTION: Comprehensive directory of franchises and business opportunities.

Joint Venture / Foreign Subsidiary:

A joint venture is a business undertaking between two or more parties in which the firms agree to create a new entity by both contributing equity and sharing in the revenues, expenses, and control of the enterprise. The venture can be for one specific project or a continuing business relationship.

A foreign subsidiary is a company, located in a foreign country, controlled by another company or corporation called its parent (or parent company). Subsidiaries are separate, distinct legal entities for the purposes of taxation and regulation.

World Wide Web (WWW) Sources

WEB PAGE NAME: Business Partners

WWW ADDRESS: http://www.businesspartners.com/

DESCRIPTION: Business Partners is a global Internet based service that connects entrepreneurs, early stage companies and established corporations with angel investors, venture capital, corporate investors, potential partners and target data on mergers and acquisitions.

WEB PAGE NAME: World Bank – Enterprise Surveys

WWW ADDRESS: http://www.enterprisesurveys.org/

DESCRIPTION: Enterprise surveys measure business perception of the investment climate in 68 countries. This site provides an overview of topics including: bureaucracy, corruption, courts, crime, finance, informality, infrastructure, innovation, jobs, tax, and trade.

Licensing:

Licensing involves the sale of a right to use certain proprietary knowledge in a defined way. This proprietary knowledge may be publicly registered, as in the form of a patent or trademark, or it may be based on operational experience within the firm referred to as know-how. Know-how for licensing purposes may include commercial and administrative knowledge as well as technical knowledge.

World Wide Web (WWW) Sources

WEB PAGE NAME: International Licensing Industry Merchandisers' Association

WWW ADDRESS: http://www.licensing.org/

DESCRIPTION: The International Licensing Industry Merchandisers' Association (LIMA) is a non-profit organization of licensors, manufacturers, retailers and other support organizations working for the advancement of professionalism in licensing.

WEB PAGE NAME: The Licensing Executives Society International

WWW ADDRESS: http://www.lesi.org/

DESCRIPTION: The Licensing Executives Society International (LESI) is an association of 28 national and regional societies, each composed of men and women who have an interest in the transfer of technology, or licensing of intellectual property rights - from technical know how and patented inventions to software, copyright and trade marks.

WEB PAGE NAME: Licensing Executives Society International - Europe

WWW ADDRESS: http://les-europe.org/

DESCRIPTION: This site is jointly supported by European member societies of the Licensing Executives Society International.

Additionally the following four websites may be generally helpful in any of the six parts:

WEB PAGE NAME: Nevada District Export Council

WWW ADDRESS: http://www.nevadadec.com

DESCRIPTION: NevadaDec.com is the homepage of the Nevada District Export Council (NDEC), an organization of leaders from the local business community whose knowledge of international business provides a source of professional advice for local firms.

WEB PAGE NAME: globalEDGE

WWW ADDRESS: http://globaledge.msu.edu/

DESCRIPTION: Created by the Center for International Business Education and Research at Michigan State University (MSU-CIBER), globalEDGE connects international business professionals worldwide to global resources, country insights, international news, and learning resources.

WEB PAGE NAME: Export.gov

WWW ADDRESS: http://www.export.gov/

DESCRIPTION: Export.gov is the portal for all federal agencies involved in international trade promotion. Export.gov brings together resources from 19 federal agencies to assist American businesses in planning strategies for international sales and success in today’s global marketplace.

WEB PAGE NAME: Strategis

WWW ADDRESS: http://strategis.ic.gc.ca/engdoc/main.html

DESCRIPTION: Strategis is a Canadian site providing a plethora of information for exporting companies including trade facts, market research reports, industry sector analyses, trade statistics, and foreign investment information. A useful site concerning doing business in Canada, Strategis offers many of the same services as the US Department of Commerce Commercial Service.

Final Comment on International Business Research: The six steps outlined above provide a general overview of how to find various international business resources and how to develop a business plan. However, these only represent a starting point.

Often, international markets change significantly and rapidly. That is why it is essential to keep the international business plan up to date. A multitude of newspapers and periodicals are available both online and in print form at the Kresge Library. Some of the more useful of these are:

Economist - http://www.economist.com/
The Financial Times - http://news.ft.com/home/us/
The Wall Street Journal - http://public.wsj.com/home.html
The Asian Wall Street Journal - http://www.wsj-asia.com/

Visit our case study!

For questions about this guide, please contact Paul Litton at 734/657-8107.

[ Up ] [ IBP - Identify ] [ IBP - Select Countries ] [ IBP - Analysze Marketability ] [ IBP - Assess Competition ] [ IBP - Trade Restrictions ] [ IBP - Entry Stsrategy ] [ IBP - Case Study ] [ Locating, Screening, Selecting, and Motivating Foreign Representativers ]

Date Updated: April 19, 2012