GLOBAL
MARKETS FOR HOME - BASED EXPORTERS
around the globe. What's more, even very poor areas like parts of Latin America,
Southeast Asia, and Africa have become connected by the advent of the cell phone and other wireless devices.
These advances have gone a long way towards overcoming a lack of communication infrastructure.
economics, especially foreign exchange rates. These can point to markets of
opportunity, such as those that now exist (summer 2003) in the European Community.
During the first half of 2003, the USD (US Dollar) has fallen over 20% against
the EURO.
site is www.x-rates.com/. There is much more about FOREX in another October
MoneyPak article, “Some Uses Of Foreign Exchange."
Currency swings can bring increased profits from more sales to your local company, but
if you are really good at global trading, you may want to establish an offshore
company to sell your products. This foreign company could then convert the EURO,
for example, into USD. Since the EURO will buy more USD outside the U.S., you
would have more dollars available overall—extra profit for you.
an offshore company. Currency fluctuations never last forever and often change
significantly and quickly. You must stay up-to-date with your economic data.
Exporters of consumer goods usually reap the greatest benefits from a declining dollar,
and this is exactly the kind of business where you would expect to find a home-based
entrepreneur.
What chance do you, working from home, have in global trading alongside corporate
giants? The U.S. Department of Commerce says large companies generate only about
4% of export sales. Who makes up the other 96%? Small entrepreneurs and start-ups
do the job! That’s you.
act quickly. Larger businesses in the U.S. take great pains to continually improve
products, strengthen their business organizations, and associate a brand with
everything they produce.
According
to "Culture Matters," edited by Lawrence Harrison and Samuel Huntington,
the Chinese and other East Asian manufacturers have chosen a different strategy
that has been quite successful: they simply find out what somebody wants and
make it.
There are several unique qualities that might make a product desirable to a
foreign buyer. One is the simple fact that it was made elsewhere. Another is
non-availability of raw materials, while still another is lower production cost.
Find a product people want with these features, and you’ve got a winner.
This is just like domestic market research, except you are doing it in the world
market. Knowledge of local culture is helpful to know how other people react
to a product.
There’s
a whole world of countries with whom to trade, but the U.S. Census Bureau lists
these among the top 10 U.S. trading partners: Canada, Japan, Mexico, UK, Europe,
and China. Here are some Websites to help you find your niche:
563900FF370EF509852568370080734B
Country Commercial Guides, www.usatrade.gov/website/ccg.nsf/ccghomepage?openform
US Census Bureau, Foreign Trade Division, www.census.gov/foreign-trade/www/index.html
US Commercial Service, The, www.export.gov/comm_svc/
US Department of Commerce, www.commerce.gov/
Don’t Ignore Cultures Different From Your Own
Above
we mentioned,China as one of the top 10 U.S. trading partners. It is likely
to grow exponentially in the future. Why?
many are poor living on farms and widely dispersed, but the farther South and
closer to Hong Kong you get, the more urbanized they are. You must know what
part of China you are investigating for your market.
Less than 6% of Chinese have Internet access, but that’s almost 57 million
users, second highest in the world. Furthermore, there are three times that
many cell phone users, about 162 million. The percentages are small but the
numbers are overwhelming.
their commerce using widespread family ties. This happened because, until recently,
there was no concept of Western law based on Roman principles. As explained
in Culture Matters, there was no one to trust except family.
So, how do you do business with the Chinese? It’s who you know! You must spend
time, perhaps years, cultivating an honest trustful relationship. Then you can
do business. If you are in a hurry, try to find a Chinese partner or associate
who already has established ties.
countries have cultural differences that the successful entrepreneur must recognize
and satisfy. As with domestic customers, the way you take care of their needs
will define your bottom line. Many a dot-com ignored this and disappeared.
Niche Market Ideas and Resources
One export niche market exists with many agricultural and food products. In theU.S., some products can be grown that other countries can’t produce.
Specialties like dried foods, special snack items, and unique processed foods all lend themselves
to small exporters. Often the exporters are the farmers themselves, most of
whom are very small units.
example is Agricultural Utilization Research Institute sponsored by the State
of Minnesota (www.auri.org/).
National governments provide resources for small exporters, too. An example is the Canadian
Forest Service (www2.nrcan.gc.ca/cfs-scf/Canada_wood/english/view.asp?x=27&mid=101).
The report listed here gives some strategic considerations for small, wood-product
providers. Niches develop because buyers perceive unique quality, appearance,
or end uses for products.
www.google.com/ using the keywords “export niche markets,” along
with variations.
Export.Gov (www.tradenet.gov/) is the U.S. Government Export Portal. This site will lead
you to sources of leads and export information. Many are free, but some charge
various prices. Export.gov can also help with the basics of exporting and market
research.
the keywords “export trade leads,” and you will find a lot of help
for your own small export business.
In the United States, each state has some kind of trade mission assistance to enable
exporters of all sizes to participate in foreign trade missions, even if they
are unable to personally be a part of the mission. If you are not ready to export,
they will help you, as well as advise about legal issues, languages and cultures,
Letters of Credit, and all the other basic export requirements. An example of
such a resource is the North Carolina Export Ready Program at www.exportnc.com/ready/.
the market for unique goods and services outside of the producer country and
thus increases that county’s revenues. For these reasons, most national
and local governments are quite willing to help local entrepreneurs.
SOURCES
Harrison, Lawrence E., and Huntington, Samuel P., Editors. Culture Matters. Basic Books,2002, p. 250.
RESOURCES
China For help establishing trade relations with Chinese buyers, http://www.business-china.com/CIA China Fact Book, http://www.cia.gov/cia/publications/factbook/geos/ch.html
China trade assistance from the United States-China Business Council, http://www.uschina.org/The Information Network for China, http://www.chinaonline.com/
Canada CanadianForest Service, www2.nrcan.gc.ca/cfs-scf/Canada_wood/english/view.asp?x=27&mid=101
Commercial
Service, Canada, www.usatrade.gov/Website/ForOffices.nsf/IISKey/563900FF370EF509852568370080734B
Foreign exchange rates, training, and information, www.x-rates.com/
U.S. and Other International Trade ResourcesAgricultural Utilization Research Institute sponsored by the state of Minnesota, www.auri.org/
Country Commercial Guides, www.usatrade.gov/website/ccg.nsf/ccghomepage?openformNorth Carolina Export Ready Program, www.exportnc.com/ready/
US Census Bureau, Foreign Trade Division, www.census.gov/foreign-trade/www/index.htmlUS Commercial Service, The, www.export.gov/comm_svc/
US Department of Commerce, www.commerce.gov/US Government Export Portal, www.tradenet.gov/
Article by Yank Elliott, a home-based entrepreneur and freelance business writer inBelhaven, North Carolina, USA. His Website
is www.furriwhalesworld.com. He is currently a staff writer for IAHBE. Contact
Yank at globalbiz@furriwhalesworld.com.
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