IOE International Trade - Exporting Excellence through Education

Doing Business in the USA

Members £225 + VAT and Non-Members £295 + VAT

10 CPD points

Course Outline
This one-day course aims to provide the export marketer with both an introduction and an appreciation of the USA marketplace in order to develop an effective Export Business Plan. The programme will examine a broad number of factors and issues that can impact upon both the success of exports to and the trade carried out within the USA.

Particular Objectives for the seminar include:

• Providing an overview of the dynamics of the US marketplace
• Assessing the overall opportunities and potential threats when exporting to the USA
• Gaining an insight into current business and trading practice
• Describing the basic elements appropriate to compiling a strategic Export Business Plan
• Providing guidance on appropriate sources of information, data and contacts

Topics Covered:
What is the USA?

• Geography-critical features
• Economy/Demographics
• Government- Federal V's State
• The States/ NAFTA
• Main industries/Import data
• Exchange rates/Holidays
• Preparing to enter the US market

Research Requirements

• Key planning questions
• Suggested steps to enter the US market
• Market research requirements
• Sources of information

Product Requirements

• US Customs processes
• Duty types
• Transaction values
• The Harmonised Tariff Schedule
• General import issues
• Product Liability
• Protecting Intellectual Property

Marketing Issues

• A Marketing Approach
• Marketing tactics
• Market segmentation
• Advertising and promotion
• Trade fairs
• Creating opportunities

Distribution Channels

• US distribution channels
• Types of intermediaries
• Pro's and Con's
• Distribution and agency agreements
• Legal issues

Pricing Strategies

• Pricing issues
• Trade margins
• Pricing models
• General Terms of Sale

Other Considerations

• The American buyer
• Business practices
• Relationship building
• Mistakes to avoid
• Are you compatible?
• A common language
• Tips for exporters

Sources of information

• Websites
• Publications