Exporting Basics - The Why’s, How-To’s and To-Do’s for New Exporters - 5th Edition

Sep 23, 2026

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A practical, step-by-step guide for new exporters that explains why exporting matters and how to start effectively. The book addresses common myths that prevent companies from exporting, compares exporting with domestic marketing, and breaks down benefits, costs, and risks. It then guides readers through building export capacity, developing overseas markets, making export sales and getting paid, meeting regulatory and documentary requirements, and preparing goods for delivery.

LanguageEnglish

CategoryPresentations

FormatPDF

Pages116

Reading Time41 min

AccessFree to download

Introduction

About exporting paradox and purpose of the guide

I. Is Exporting For Me?

Exporting vs domestic marketing

Benefits, costs and risks

Four stages of export development

II. Build Export Capacity

Assess product export potential

Assess company export readiness

Fundamentals and where to get help

III. Develop Export Markets

Export market plan and best markets

Market data sources and entry plans

Finding buyers and distributors

IV. Make Export Sales & Get Paid

Respond to inquiries and screen buyers

Negotiate terms and payment methods

Protect against buyer default

V. Comply with Regulatory & Documentary Requirements

Trade laws and documentary requirements

VI. Deliver the Goods

Prepare goods, cargo insurance, transport

Exporting Basics The Why’s, How-To’s and To-Do’s for New Exporters By Maurice Kogon President, Kogon Trade Consulting [mkogon@socal.rr.com](mkogon@socal.rr.com)[ ](mkogon@socal.rr.com)[www.tradecomplianceinstitute.org](www.tradecomplianceinstitute.org) © Copyright 2015 Maurice Kogon 5th Edition, February 2015 All rights reserved. Except where specifically indicated, no part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form, by any means, electronic, mechanical, photocopying, recording, or otherwise, without the written permission of Maurice Kogon. Printed in USA ISBN: 978-0-578-15774-0 Contents Introduction About the Author Page I. Is Exporting For Me? 1-13 A. What is Exporting? 1 B. A Huge World Market Awaits Exporters 1 C. Myths about Exporting – Why More Companies Don’t Export 2 D. Exporting Compared with Domestic Marketing 3 E. Benefits, Costs and Risks of Exporting 6 F. Costs of Exporting – Can I afford Them 7 G. Risks of Exporting – Can I Reduce Them 8 H. Four Stages of Export Development 10 II. Build Export Capacity 14-20 A. Assess Your Product’s Export Potential 14 B. Assess Your Company’s Export Readiness 16 C. Learn the Fundamentals of Exporting 18 D. Know Where to Go for Export Help 18 III. Develop Export Markets 21-32 A. Develop an Overall Export Market Plan 21 B. Identify Best Markets for Export 21 C. Sources of Market Potential Data 23 D. Develop Market-Specific Entry Plans 24 E. Market & Promote in Best Markets 26 F. Find Foreign Buyers and Distributors 29 IV. Make Export Sales & Get Paid 33-38 A. Respond to Export Inquiries 33 B. Screen Potential Buyers 34 C. Negotiate Terms of the Export Sale 34 D. Select Method of Export Payment 36 E. Protect Against Buyer Default 38 V. Comply with Regulatory & Documentary Requirements 39-43 A. Comply with Trade Laws & Regulations 39 B. Comply with Documentary Requirements 41 VI. Deliver the Goods 44-45 A. Prepare Goods for Delivery 44 B. Get Cargo Insurance 45 C. Transport the Goods 45 Appendices Resources and Tools for Exporters ` Page A. Export Start-Up Aids 46-50 1. Export Readiness Assessment System 46 2. Four Stages of Export Development 50 B. Commodity Classification Codes 51 C. Market Research & Planning Aids 52-68 1. ITCI Trade Information Database 52 2. Export Market Plan Template 55 3. Sample Export Market Plan 58 4. Market Potential Matrix Worksheet 62 5. Market Potential Statistics Worksheets 63 D. Matchmaking Aids 69-99 1. Export Offer Template 69 2. Sample Agent/Distributor Search Letter 70 3. Agent/Distributor Qualifications Checklist 71 4. Sample Export Sales Representative Agreement 72 5. Sample Foreign Representation Agreement 86 E. Sales Aids 100-104 1. Sample Responses to Inquiries from Prospective Buyers 100 2. Sample Responses to Inquiries from Prospective Agents/Distributors 101 3. Template for Responding to a Foreign Request for Quote (RFQ) 102 4. Sample Export Quotation 103 5. Export_Quotation_Worksheet 104 F. Trade Finance Aids 105-107 1. Sample Letter of Credit (L/C) 105 2. Sample L/C Instructions 107 G. Regulatory Aids 108 1. U.S. Trade Regulatory and Enforcement Agencies 108 2. U.S. Agencies that Regulate/Enforce Product-Specific Exports 108 Introduction When I first got into the export assistance field over 50 years ago, I was struck by a truly puzzling phenomenon. Over 85% of American manufacturers did not export, even though the U.S. had the world’s largest economy and was by far the world’s largest manufacturer and exporter. Sadly, in the half-century since, we have the same 85% ratio of non-exporting manufacturers. Not all, but many non-exporting manufacturers in the 85% have the potential to export, especially those with already strong domestic track records. If they have survived and succeeded in the world’s most competitive

FAQs

Why does the book emphasize that many manufacturers do not export?

It highlights a long-standing “export paradox” where a large exporting nation does not have many exporters. The book aims to encourage non-exporters to overcome resistance and try exporting.

How does the guide help readers decide whether exporting is right for them?

Chapter I explains why exporting might make sense, how exporting differs from domestic selling, and it reviews key benefits, costs, and risks. It also describes typical developmental stages toward export success.

What topics are covered after building export capacity?

The guide moves to developing overseas markets, then making export sales and getting paid. It also covers compliance with regulatory and documentary requirements and the steps needed to deliver goods.

Sep 23, 2026

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