MAKING CONTACTS

The most important step in setting up your business is finding the contacts. You may have relatives in a foreign country; you may have frequently visited and established business relationships in a country. Or, you might just have a feeling for what will sell where. A person who keeps well-informed in the business world can pick up and ride the crest of worldwide trends.

Foreign consulates located in the United States have commercial attaches who want to establish outlets in the U.S., and they're a good place to start. Sometimes these consulates can help you find indices of their own import/ export enterprises.

The United States embassies abroad are another place to find contacts for commercial distribution. They can help you find out about a company's solvency and reputation.

Another way to establish contacts is through the Chambers of Commerce of every city you are aiming for.

Start small - don't tackle the world. Where do you want to sell the American goods you might have in mind? Which countries have the merchandise you want to import? Find out about the countries, what they have to offer, and what is generally in demand.

Then prepare a massive mail campaign.

The easiest way to mail hundreds of letters is to use a typing service that has the equipment to produce the same letter with a different address each time. It's worth the money it will cost - you'd go crazy typing so many identical letters.

To every possible contact, write a letter introducing your company, requesting the names and addresses of appropriate firms to contact. Ask to have the notice published in the monthly bulletin or posted in an appropriate place.

From the names you get back, write another letter, again introducing yourself, and asking information about their company. You can use a questionnaire, which fill out and invites a response.

What goods do they want to import? What products are now imported and how are they distributed? Does the company have a certain territory, does it have sales representatives, branches in other cities? What are the basic details of operation - history, assets and liabilities, plans for growth.

Request any information you need, to find out what they will buy and what they have to sell. If the company is a manufacturer, ask for samples or a catalog, the facts and figures of current foreign distribution, and the product demand in their own country.

http://www.foreign-trade.com/articles.htm