EXPORTING The Definitive Guide to Selling Abroad Profitably
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EXPORTING
The Definitive Guide to
Selling Abroad Profitably
―
Second Edition
―
Laurel J. Delaney
Introduction
Globalization is a reality that isn’t going away. That means we’re all in
this together, and we’re going to have to fight for what we want and need .
—Michael Froman, United States Trade Representative,
Executive Office of the President (2015)
Welcome to the second edition of this book. There are more than seven bil-
lion potential customers in the world, and 3.4 billion of them are online.
ii How
many of those customers is your company reaching? In a world that is now
hyperconnected by the Internet, being a successful businessperson means no
longer confining your business by borders—whether those of the city, state,
or country. Exporting—or sending goods and services out of a country—
increases a company’s sales and profits, enhances its prestige, creates jobs, and
offers a valuable way to level seasonal fluctuations. Exporting is also a power-
ful force that contributes to economic growth, development, and prosperity
in our world.
The explosion of US entrepreneurs and small businesses—more than twenty-
eight million combined
iii —engaging in the world economy in the last few years
is largely attributable to the Internet. This transition has taken place as busi-
nesses have sought new ways to grow and tap into the more than 95 percent
of the world’s consumers and 80 percent of the world’s purchasing power
that lie outside the United States.
iv Surprisingly, though, less than 1 percent of
these businesses and individuals operate in the US export marketplace, even
though the number of exporters has grown faster than the number of nonex-
porters in terms of both goods sold and employment. Converting nonexport-
ers to exporters is what this book is all about.
■ Tip Start planning to sell abroad. The businesses of exporters grow faster, they employ more
people, and their employees earn more than the businesses of nonexporters
The Definitive Guide to
Selling Abroad Profitably
―
Second Edition
―
Laurel J. Delaney
Introduction
Globalization is a reality that isn’t going away. That means we’re all in
this together, and we’re going to have to fight for what we want and need .
—Michael Froman, United States Trade Representative,
Executive Office of the President (2015)
Welcome to the second edition of this book. There are more than seven bil-
lion potential customers in the world, and 3.4 billion of them are online.
ii How
many of those customers is your company reaching? In a world that is now
hyperconnected by the Internet, being a successful businessperson means no
longer confining your business by borders—whether those of the city, state,
or country. Exporting—or sending goods and services out of a country—
increases a company’s sales and profits, enhances its prestige, creates jobs, and
offers a valuable way to level seasonal fluctuations. Exporting is also a power-
ful force that contributes to economic growth, development, and prosperity
in our world.
The explosion of US entrepreneurs and small businesses—more than twenty-
eight million combined
iii —engaging in the world economy in the last few years
is largely attributable to the Internet. This transition has taken place as busi-
nesses have sought new ways to grow and tap into the more than 95 percent
of the world’s consumers and 80 percent of the world’s purchasing power
that lie outside the United States.
iv Surprisingly, though, less than 1 percent of
these businesses and individuals operate in the US export marketplace, even
though the number of exporters has grown faster than the number of nonex-
porters in terms of both goods sold and employment. Converting nonexport-
ers to exporters is what this book is all about.
■ Tip Start planning to sell abroad. The businesses of exporters grow faster, they employ more
people, and their employees earn more than the businesses of nonexporters
