Trade Secrets in your Country.

This section provides an overview of exporters' main questions, ordering information for national versions and steps needed to develop a national version where it is not available.

The Questions Behind Trade Secrets

Each Trade Secrets publication is based on a national survey of small and medium-sized enterprises (SMEs) to determine the top 100 questions of interest at a national level. These questions then form the national publication's table of contents. Some questions from the generic version of Trade Secrets are below, to provide Forum readers with an overview of the questions that are typically addressed. National versions follow the same approach, but the questions may differ.

Making the decision to export

Why should a business export?

What are the advantages and risks of exporting for the firm?

What is involved in a typical export, process?

What are the most common mistakes made by exporters?

What questions should be answered before deciding to export?

What are the various service institutions that can help the exporter?

What are incentives for the exporting SME?

Preparing to export

Who can assist the exporter with research and market planning?

What are the essential elements of a business plan?

How can the Internet be used to promote exporters' products?

How can an exporter access the Internet?

Finding the market

How can the exporter determine if the chosen product will fare well in the target market?

Where can an exporter find market reports for specific products?

How is a Market Factor Assessment conducted?

Finding the customer

What are the various ways of entering a foreign market?

What sales and distribution channels can be used in different world markets?

What are Export Development Companies?

Where are trade fairs held?

How does an exporter select the best trade fair?

What are the typical costs of participating in a trade fair?

Cultural issues

What are the rules of business etiquette in various countries?

Does being a business woman affect business success abroad?

Agents and distributors

What role does a sales agent perform in exporting?

What criteria should be used when selecting an agent or a distributor?

How are sales commission agent and distributor contracts drawn up?

Legally, what can happen if the agreement is terminated?

How does the exporter find information on foreign representatives?

Contracting

What kind of export contract should be used by the exporter?

What are the essential elements of an export contract?

What...