Frequently Asked Questions

FAQs provide basic information on a wide range of questions that beginning exporters ask, including how to locate market information, financing, and trade leads. Below are a series of questions most frequently asked of the Export Assistance Center:

Beginning and Export Business

How do I determine if my company is "export-ready"?

Online Resources: The first step in determining whether you are “export-ready” is to take the online export-readinesss assessment located at: http://hq-intranet04.ita.doc.gov/bid/export_questionnaire.asp.  This short questionarie can give you immediate feedback, as to whether your business is ready to begin exporting. In addition, you can access the online webcasts provided by the U.S. Commercial Service http://www.globalspeak.com/html/export-gov/webcasts.asp .  The Video Markets Report Library provides an Are You Ready? video tutorial, as well as market briefs and broadcasts of trade events. These sites will start your exporting journey as you begin to assess your resources and capabilities, formulate a solid export strategy, examine the capabilities and resources of one's company and identify foreign markets and strategies for entering those markets.

Publications: In addition to these online resources, there are a number of other resources which may assist you in determining your readiness to export. A Basic Guide to Exporting is a publication of the U.S. Department of Commerce in cooperation with Unz & Co. Inc. It describes the exporting process step-by-step from identifying markets and developing an export strategy to overseas travel to conduct market research, locate buyers, and secure shipping and financing. It also lists federal agency export promotion services available to U.S. exporters. It is available for $25.00 from Unz & Co. by calling (800) 631-3098. It can also be accessed free of charge on the TIC's website at www.export.gov/tic

Another useful resource for new exporters is the Small Business Administration (SBA) publication called Breaking Into the Trade Game. This is a step-by-step guide to the exporting process from developing an export strategy and doing market research to identifying buyers and financing. Unfortunately, the publication is currently out of print. SBA is revising it so in the meantime, you may locate the former version on the Internet at www.sba.gov  or through your local library or local SBA office at: (410) 962-4392.

You will also want to view the International Marketing Plan Workbook produced by our office, which will take you from planning and goal-setting to analysis and execution. 

What should I consider when making the decision to begin exporting?

If your firm is a manufacturer, processor or distributor:

There is a range of options for becoming involved in exporting from filling orders for domestic buyers, such as export trading companies, who then export the product, to exporting directly yourself. Regardless of which method you choose, a detailed and thorough strategy should be developed. Steps in developing such a strategy include:

• Evaluating your product's export potential
• Determining if you are really willing to make a commitment to international markets by evaluating whether your company is "export-ready"
• Identifying key foreign markets for your products through market research
• Evaluating distribution and promotional options and establishing an overseas distribution system
• Determining export prices, payment terms, methods and techniques
• Familiarizing yourself with shipping methods and export documentation procedures and requirements

If your firm provides oil field, engineering, architectural, legal, or financial services etc., your marketing strategy should consider:  

• An in-country representative
• The pros and cons of a joint venture partner
• The search of due diligence strategies
• Market and client targeting

How do I begin an export business?

If you have not already established a business: First use the business development center established by the Small Business Administration to assist beginning entrepreneurs with the fundamentals. To contact the Small Business Development Center (SBDC), visit their web page at http://www.mdsbdc.umd.edu/.  This site covers a range of topics including how to get started, developing a business plan, success stories and more.

Once you have established your business, you will want to visit The U.S. Export Portal’s “Export Basics” Website at http://www.export.gov/exportbasics/exp_001602.asp to learn more about exporting abroad.

How do I locate trade leads for my exporting business? How do I locate potential distributors in overseas markets?

The Commerce Department offers many programs to assist exporters with trade leads:

• Trade Opportunities Program - provides trade leads that arrive daily from U.S. embassies abroad. These leads are printed in the Journal of Commerce and other private sector newspapers. TOP leads are also available through the STAT-USA Internet site http://www.stat-usa.gov/.  For subscription information, contact STAT-USA at 1-800-STAT-USA.  U.S. companies seeking information and assistance on export duties and taxes, regulatory information, the latest market research, trade leads, trade events and other information can visit CEEBIC.  The Business Information Service for the Newly Independent States (BISNIS) offer trade leads for their respective regions at http://www.bisnis.doc.gov/.  Both offices are part of the U.S. Department of Commerce's USA Trade Center in Washington, DC.
• Country Directories of International Contacts provides lists by country, foreign directories of importers (showing name, address, telephone number, etc.), government agencies, trade associations and other organizations in countries where the Commercial Service maintains a presence. This list represents the primary sources of contact information that each U.S. Commercial Service post thought would be useful and does not represent an endorsement of any of the services listed. It is available on the National Trade Data Bank.
• International Partner Search is a customized search on behalf of U.S. companies seeking foreign representation. U.S. commercial officers abroad conduct the agent/distributor search based on requirements specified by the requesting firm. The search for agents and distributors takes 60-90 days and costs $600 per market. You can place an order for this service through our office (410) 962- 4539.
• Gold Key Service is custom-tailored for U.S. companies planning on visiting a foreign country, combining orientation briefings, market research, introductions to potential partners, interpreter service for meetings and assistance in developing a marketing strategy. A Video Gold Key Service, a custom-tailored program via videoconference is also available. Contact our office for more information regarding this service. 
• International Buyer Program - Look for contacts at your industry's trade shows in the United States. U.S. and Foreign Commercial Service officers worldwide recruit qualified foreign buyers to attend the selected trade shows. These shows are extensively publicized through embassy and regional commercial newsletters, catalogs, foreign trade associations, chambers of commerce, travel agents, government agencies, corporations, import agents and equipment distributors in targeted markets.
• Internet Guide to Trade Leads is a comprehensive source of Internet sites that contain trade leads.
• Trade Missions - Usually focusing on one industry or service sector, trade missions provide participants with detailed marketing information, advanced planning and publicity, logistical support and pre-arranged appointments with potential buyers, government officials and others. Participants pay between $2,000 - $5,000, depending on locations and number of countries visited. Missions usually consist of 5 - 12 U.S. business executives. 

Obtaining Market Information

Where can I find statistics on U.S. exports and imports?

• The state of Maryland Department of Commerce is an excellent source of trade data. 
• Foreign Trade Division, U.S. Census Bureau- www.census.gov.  This site contains general U.S. trade information, including the current edition of the FT-900 U.S. International Trade in Goods and Services press release, with information on the trade balance, import and export totals, general commodity groupings, and country totals.
• Office of Trade and Economic Analysis, International Trade Administration - http://www.trade.gov/. Click on "ITA Trade Statistics". This site contains U.S. aggregate foreign trade data, including historical data on U.S. trade in goods and services since 1960, total exports and imports to individual countries since 1991, the current top 50 surplus and deficit countries in U.S. trade, and commodity trade by SITC code. The site also lists statistics on exports by state and metropolitan area and industry-specific data by SIC code. The Customized State Export Statistics link allows you to view the global and state pattern of exports to selected destinations.
• Massachusetts Institute for Social and Economic Research - MISER. This site contains state export data.

Who are the United States' top 50 trading partners?

Office of Trade and Economic Analysis, International Trade Administration - http://www.trade.gov/. Click on "Trade Statistics".

Who is buying particular products from the United States?

First you must know the Harmonized System (HS) or Schedule B number of the product. Once you have your HS number, there are various statistical resources:

• USA TRADE- http://www.usatradeonline.gov/. An online database service produced by the Census Bureau, STAT-USA, and Beyond 20/20, Inc. containing monthly export and import data on more than 18,000 commodities. An annual subscription is $300 and a monthly (30 day) account is available for $75.
• Selected Commodity Subscription Service, Foreign Trade Division, U.S. Census Bureau -www.census.gov U.S. import and export data, in units of 1 to 10 digit HS Codes, made available on a monthly basis via mail or by download. Mailed printouts are available for $180 a year and downloaded data is available for $160 a year, for a set of 10 commodities.
• STAT-USA Internet - http://www.stat-usa.gov/ also offers exports and imports by country and by 1 to 10 digit HS codes. The side is updated daily with other market research reports and trade leads. It is available by subscription for $175 a year.
• U.S. International Trade Commission - dataweb.usitc.gov contains U.S. import and export data one product at a time or by customized list. This site is free, but requires registration.

Where can I obtain information on foreign markets and international trade opportunities?

Please visit our Trade Leads Homepage http://www.export.gov/tradeleads/index.asp.  The Trade Leads Database contains pre-screened, time-sensitive leads and Government Tenders gathered through U.S. Commercial Service offices around the world.  Finance opportunities funded through the World Bank and Multilateral Development banks may also be found on the Trade Leads Homepage

How can I receive information on foreign regulations, standards or certification requirements for my products?

• The Country Commercial Guides (CCG's) examine each country's trade regulations and investment practices and present a comprehensive look at the commercial environment in various countries through economic, political and market analyses.
• Contact the Trade Information Center at 1(800) USA -TRADE. TIC trade specialists, along with some of the industry specialists in the Dept. of Commerce maintain information on foreign country regulations, standards and certification systems and/or a contact list of organizations that can help you obtain that information. Please refer to the TIC website at: http://www.export.gov/tic 
• The National Center for Standards & Certification Information (NCSCI) of the Dept. of Commerce provides information on U.S. and foreign conformity assessment procedures and standards for non-agricultural products. The NCSCI also provides a translation service for foreign standards, for which there is a charge. NCSCI staff respond to requests for information by identifying relevant standards and/or regulations for your product. The requester is referred to the appropriate standards-developing organization or private sector organization for additional technical information and/or copies of the document. The NSCSI does not provide copies of the standards. For more information, contact NCSCI at (301) 975-4040 or visit their site at ts.nist.gov.
• Also, visit the International Standards Organization (ISO) http://www.iso.org/iso/home.htm and the American National Standards Institute (ANSI) http://www.ansi.org/

Where can I find information on trade sanctions?

The Office of Foreign Assets Control of the U.S. Dept. of Treasury - administers and enforces economic and trade sanctions against targeted foreign countries, terrorism sponsoring organizations and international narcotics traffickers based on U.S. foreign policy and national security goals. OFAC acts under Presidential wartime and national emergency powers, as well as authority granted by specific legislation, to impose controls on transactions and freeze foreign assets under U.S. jurisdiction. Many of the sanctions are based on United Nations and other international mandates, are multilateral in scope, and involve close cooperation with allied governments. For information, please contact:

          Office of Foreign Assets Control
          U.S. Dept. of Treasury
          Washington, DC 20220
          Phone: (202) 622-2490
          Toll Free: (800) 540-6322

Much of the information available from OFAC can be accessed on its Internet site: http://www.treas.gov/offices/enforcement/ofac/ and its Fax-on-Demand service. The automated Fax-on-Demand service is free and is available 24 hours a day, seven days a week by dialing (202) 622-0077 from any touch tone phone and following voice prompts. OFAC documents kept up to date on the system include all those available on the web site as well as notices, such as General Notice No. 1, licensing guidelines, and copies of Federal Register notices (often including notices filed, but not yet printed in the Federal Register, such as the North Korean census requirement). The "Index of Available Documents" is date-specific.

How can I find export financing?

• Local Resources: One of your first sources for financing should be your local bank. You will find a list of banks in our Business Service Provider Directory
• Small Business Administration (SBA): offers loan guarantees through their Export Working Capital Program (EWCP) to help small businesses export. SBA's EWCP provides transaction-specific financing for loans of $833,333 or less. Exporters may use this program for pre-export financing of labor and materials, financing receivables generated from these sales, and/or standby letters of credit used as performance bonds or payment guarantees to foreign buyers.
• Export-Import Bank (EXIM): of the United States offers a Working Capital Guarantee Program for working capital over $833,333. The program can be used to purchase raw material and finished products for export, pay for materials, labor and overhead to produce goods and/or provide services for export and cover standby letters of credit serving as bid bonds, performance bonds or advance payment guarantees. The EXIM Bank also has an Export Credit Risk Program to protect against both the political and commercial risks of a foreign buyer defaulting on payment. In addition, EXIM guarantees can be obtained on commercial loans to foreign buyers of U.S. goods or services to cover 100 percent of principal and interest against both political and commercial risks of nonpayment. In some cases, EXIM also offers direct loans to foreign buyers with competitive, fixed-rate financing for their purchases from the United States. For more information on EXIM Bank programs, please visit their website at: http://www.exim.gov/
• The Private Export Funding Company (PEFCO), a private corporation owned by commercial banks, industrial corporations, and financial services companies, supplements existing EXIM and private programs for export financing. PEFCO was established with the support of the U.S. Treasury Department and the EXIM Bank. Its services include direct loans, note purchase facilities, securitization facilities and short-term working capital facilities. For more information, visit the PEFCO home page at: http://www.pefco.com/ or contact them by calling (212) 916-0300.

Does the U.S. government have any programs to help advertise my products overseas?

• Commercial News USA - a catalog published 10 times a year to promote U.S. products and services in overseas markets. It is disseminated to business readers worldwide via U.S. embassies and consulates and international electronic bulletin boards and selected portions are also reprinted in certain newsletters. Exporters can advertise U.S. made products or services in Commercial News USA by visiting the Internet at www.thinkglobal.us or contacting our office.
• International Broadcasting Bureau (IBB) - U.S. exporters can also advertise through the IBB, which is part of the United States Information Agency. IBB is the umbrella organization which includes Voice of America, Worldnet TV and Radio Free Europe/Radio Liberty. Voice of America broadcasts almost 700 hours of programming to an estimated audience of 86 million each week. They can peg a company's ads to different language broadcasts about a particular subject, (e.g. science information and technology, health and medicine) or target the ads to a specific region or country. For additional information, please contact the IBB by calling (202) 260-9052 EST.
• USDA's Buyer Alerts is a proven way to inform foreign buyers about your products and company. It is a biweekly newsletter distributed by the Foreign Agriculture Service directly to foreign buyers, which allows your "For Sale" ad to be read in more than 100 countries by over 15,000 importers worldwide. The newsletter is distributed in English and Spanish. It is one of the most powerful ways to advertise you product and make export sales. Each announcement in the newsletter provides a product description, offer terms and information about your company.
• In addition, please check out our listing of trade shows and trade missions sponsored by the U.S. Department of Commerce.

Do you have lists of American manufacturers and suppliers? Do you have lists of other U.S. importers and exporters? Do you have lists of export trading/export management companies?

Our office does not have comprehensive lists such as these, but can direct you to helpful resources such as:

Industry associations generally have directories of their members. The following publications (available in many local libraries) contain lists of industry trade associations:

• Encyclopedia of Associations - National and Professional Associations of the United States website
• Directory of Associations http://www.marketingsource.com/associations/

Additional private publications which list U.S. manufacturers and suppliers include:

Industry associations generally have directories of their members. The following publications (available in many local libraries) contain lists of industry trade associations:

• Encyclopedia of Associations
• National and Professional Associations- of the United States
• Register of American Manufacturers- published by Thomas Register at http://www.thomasregister.com/. or by phone at (212) 695-0500
• Harris Manufacturing Directory- published by Harris Publishing at (800) 888-5900
• American Export Register published by International Publishing at (212) 629-1174
• Directory of Leading Export Management Companies - published by Bergano Book Company at (203) 254-2054
• Directory of U.S. Importers and Exporters published by the Journal of Commerce (800) 222-0356 ext. 6698
• Directory of American Firms Operating in Foreign Countries -published by Uniworld Business Publications at (212) 496 2448 or http://www.uniworldbp.com
• The U.S. Exporter's Yellow Pages produced by Global Publishers in cooperation with the International Trade Administration's Office of Export Trading Company Affairs, is an annual directory of United States companies involved in international business. This free publication features over 20,000 U.S. export service providers, trading companies and manufacturers that have registered their export interests through the other Export Assistance Centers located nationwide. The U.S. Exporters' Yellow Pages is available at www.myexports.com

Obtaining Country/Industry Specific Information

How do I obtain market research on a specific country and/or product?

www.export.gov is the portal to the commercial database of the federal government. Registration is at no cost and opens resources by gathering international trade and economic data from over 20 different government agencies into one place. Among the over 200,000 documents, exporters can find:

• Country Commercial Guides (CCG's) - A comprehensive view of a selected country's commercial environment, including market conditions, economic situations, political environment, best export sectors, trade regulations, investment incentives, finance techniques, upcoming trade events, marketing strategies, services for exporters, business travel tips, etc. The CCG also lists important government and trade association contacts in the particular country.
• International Market Insight Reports - Short profiles of specific foreign market conditions or opportunities prepared by the Department of Commerce's Commercial Service, the Department of State and multi-lateral development banks in overseas markets. The reports provide information on a dynamic aspect of a particular market. They may focus on specific projects, industry profiles, finance and marketing trends, regulation and import changes, trade show opportunities or government policy updates.
• Industry Sector Analysis Reports - In-depth profiles of a selected industry subsector. They include an analysis of market opportunities, end users, competitors, market access, distribution channels, market barriers and financing options. The report lists several best sales prospects, trade promotion opportunities and in-country contacts.
• Best Market Reports - Reports derived form the "Best Prospects" sections of the Country Commercial Guides (CCG's) prepared by individual Commercial Service and State Department posts. Sectors are designated as "Best Prospects" based on near-term growth potential and market receptivity to additional U.S. suppliers.
• Trade Opportunity Program (TOP) Leads - TOP provides companies with current sales leads from foreign firms seeking to buy or represent their products or services. TOP leads are printed daily in leading commercial newspapers, such as the Journal of Commerce and are also available online through STAT-USA/Internet at www.stat-usa.gov 

In addition, many countries maintain their own web pages with business information specific to that country. For a list of foreign embassies in the United States on the web, check out www.embassy.org. Try linking to the country in which you are interested in doing business for more information.

Where can I find a list of foreign companies in a specific industry or sector?

• The International Partner Search, a program offered by our office, is a customized search on behalf of U.S. companies seeking foreign representation. U.S. commercial officers abroad conduct the agent/distributor search based on requirements specified by the requesting firm. The search for agents and distributors takes 60 - 90 days and costs $600 per market. You can place your order for this service by calling us at (410) 962-4529.
• Trade Offices and Embassies of foreign governments help their firms export to the United States, so you may want to contact the commercial officer or the trade attaché of the country from which you would like to purchase goods. A list of foreign embassies or trade officers in the United States is available from the Trade Information Center's web site at: http://www.export.gov/exportbasics/ticredirect.asp.  Follow the link for "Trade Offices Nationwide" and then the link to "Foreign Trade Offices". 
• Foreign Trade Associations can also provide valuable information on industries and companies within your country of interest. This information can be found in the Appendix of the Country Commercial Guides (CCG's). 

Private corporations which maintain information on overseas companies include:

• Foreign Trade Register, published by Thomas Register. This provides listings of foreign manufacturers worldwide. They can be reached by phone at (800) 699-9822 or internet: http://www.thomasnet.com/
• Kompass International Trade Directories provide references to a country's industry and contain product and service classifications. They provide directories for individual countries, product references and executives names in over 60 countries. They can be reached via internet at: http://www.kompass.com/

How do I find information about a particular overseas company?

Various public and private resources have services designed to help U.S. exporters find information about overseas companies:

• International Company Profile, a program offered by our office, portrays the reliability of prospective trading partners. Information provided included type of organization, year established, size, general reputation, territory covered, sales, product lines, principal owners, financial information and trade references with recommendations from on-site U.S. commercial officers as to suitability as a trading partner. The results of your request will take 30 - 45 days and costs $500 per report. You can place your order for this service by calling our office at (410) 962-4529.

Private corporations which maintain information on overseas companies include:

• Dun & Bradstreet Information Service, provides country profiles and risk analysis, lists and publications such as America's Corporate Families and International Affiliates. They also compile Economic risk and Payment Review reports available by country, region or globally. They can be reached at (800) 234-3867 or http://www.dnb.com/us/
• Standard & Poor's Rating Service provides country profile reports, risk analysis, credit reports. They also compile Economic Risk and Payment Review reports available by country, region or globally. They can be reached at (212) 208-1146 or at here
• Graydon America, Inc. provides business services in the fields of credit management and marketing information on overseas companies. They can be reached at (212) 385-3490.

Other private corporations which provide credit reporting services include:

• America's Business Information Association ties together credit reporting from agencies in Brazil, Argentina, Peru and Mexico at (404) 933-4142.
• Coface North America can be contacted at (877) 626-3223 or visit here 

How can I find out about investment practices in a certain country?

• Country Commercial Guides (CCG's) examine each country's trade regulations on investment practices, and present a comprehensive look at the commercial environment in various countries through economic, political and market analyses.
• Country Reports on Economic Policy and Trade Practices are available on the NTDB for those countries that do not have a CCG. These reports describe in detail the trade and investment climate in each country. The Country Reports, along with CCG's and Country Background Notes are available in the State Department home page at: http://www.state.gov/ (under "Business Services").

Trade Barriers and Legal Concerns

Is there a tariff or quota that applies to my product in a foreign country?

International Customs Bureaus don't speak to each other in languages--they deal in numbers. In order to determine a specific tariff, you must first classify your product according to its Harmonized System Number.

What is a Harmonized System (HS) Classification (Schedule B) Number?

The Harmonized System Classification is a standardized numerical method of classifying traded products. This ten digit identifying number is assigned to each product and used by customs officials around the world to determine the duties, taxes and regulations that apply to the product. The first six digits are harmonized throughout the world. The last four digits vary by country.

How do I determine my HS or Schedule B Number?

To obtain your Schedule B number, visit the U.S. Census Bureau's web site at: census.gov.  The Schedule B is published on this web site, and you can classify your own product through a keyword search. Please call our office with further questions regarding Schedule B Classification.

How do I determine a specific tariff rate?

Tariff and tax information is available from the Internet, private sources and from the federal government. For official rates, it is always best to contact the country's Customs authority.

More information can be obtained from the document entitled Foreign Tariff, Taxes and Customs Information which contains information on the tariff services available from the federal government and from the private sector, tariff information for countries with a single tariff rate, how to use the Internet websites and how gifts are handled for several countries. This document is available at tradeinfo.  Click on "Tariff and Tax Information."

Please note: The U.S. Government cannot provide tariff rates for products shipped from one foreign country to another. For tariff rates for importing into the United States, please contact U.S. Customs. Their local contact information is:

U.S. Customs Service Port- Baltimore, 40 South Gay Street, Baltimore, MD 21202 [(410) 962-2666]

Do I need an export license to ship my product to a particular market? How do I get a license?

Most goods do not need a license. Licenses are generally required for high tech or strategic goods for goods shipped to certain countries where national security or foreign policy controls are important. The Department of Commerce's Bureau of Industry and Security (BIS) administers export licenses and regulations. The Export Administration Regulations (EAR) require a license for certain activities and items, e.g. commodities, software and technology if one of ten general prohibitions applies and the export or re-export is not eligible for a license exception.

Any exporter can call BIS to determine the need for a license. BIS can be reached at its its Eastern Region offices in Washington, DC at (202) 482-4811 . The BIS's web site is http://www.bis.doc.gov/

Are there any sources of legal assistance for people who are new to exporting?

The Export Legal Assistance Network (ELAN), a program of the Small Business Administration (SBA), is a nationwide group of volunteer attorneys with experience in international trade who provide free initial legal consultations to small businesses on export-related law matters. They assist new-to-exporter firms in the planning process for an export business, explain the basic agent-distributor agreement, etc. A comprehensive list of regional coordinators who can refer you to a participating attorney can be found on the National Export Directory - the TIC's guide to federal, state and local trade offices throughout the United States. It is available at  tradeinfo (click on the link to "Trade Offices Nationwide" or by calling (800) USA-TRADE.