FIRE YOUR BOSS WHEN YOU ARE 30 :

START WHEN YOU ARE 18

By
Yank Elliot, MBA & IAHBE
Staff Writer

This report  applies to college graduates as well as those completing high school. The college person should act as soon as they read this; they have already lost valuable time. We’ll begin by explaining WHY you need to have your own business (even if—especially if—you’re employed elsewhere). Then we’ll discuss HOW.

Age 18 is the starting point because that is the age of legality. You have to be able
to make agreements without the consent of your parents to have your own business.

High school and college people are all young enough to think they are invincible.

They are armed with tremendous knowledge, and they can change the world and live happily
forever. That is, until the first pink job-termination slip comes and payments
are due on that spiffy new SUV. There may also be family considerations. Everyone
has to have a roof over his or her head, clothes, and food. Health also is not
usually an issue for young people, but the very lifestyles we all enjoy are
beginning to sicken us. Nothing is ever secure and certain, especially in the
present economic climate.

Think for a minute what you are to your employer.

No matter the level of your training when you go to your first job, you know absolutely
nothing. Everyone requires some amount of orientation to learn about the company
environment. You will probably never specifically use much of what you were
taught in school. You will learn about ongoing processes in your company and
go from there. In time, you will become an asset of some economic value to your
employer. You’re human, but after that you are much like a computer or
machine that has been purchased.

When buying machinery and equipment, what happens? The buyer tries to negotiate the lowest
price. The same thing happens when an employee is hired. You are paid the lowest
amount required to get you to work. That may be hard, but it is true.

Then, when the economy sours and business is off, who goes first? Absent a requirement
for experience or unusual ability, the oldest will go first, then the highest
paid and those with the longest service time or seniority.

Why? Because these classes of employees:
Make too much money

Have too many health problems

Know too much about the company and its managers

Aren’t as attractive as younger people

Resist change

May soon be eligible for expensive retirement benefits

In an interview with the Washington Post (www.washingtonpost.com/wp-srv/ liveonline/01/politics/johnson110201.htm),
Heritage Foundation Economist Dr. Kirk Johnson said economists generally believe
the “natural rate of unemployment” is about 6%. In fact, according
to the U.S.Bureau of Labor Statistics, since 1939, there has been no decade
without at least one year of unemployment exceeding 6%. That’s for the
entire year, not just a month or two. In all of those years of relatively high
unemployment, many persons were unable to find work.

If your job is terminated for any reason, or if you leave the workforce for a time and
try to return, you may have difficulty. Where you live and the state of the
economy may have a lot to do with your chances of finding employment.

If you are over 30, your problems begin to accelerate. This is why you should be able
to fire your boss if you want to or if you must.

What is happening at this time in your career? “I just started,” you say.
Your employability could change quickly.

Consider these facts:

If you had a good job before being unemployed, your previous pay scale may be a barrier.
Even if you are willing to accept less pay, your employer is likely to believe
you will be dissatisfied. Given a choice, the employer will likely choose someone
who isn’t used to making a lot of money.

Sometimes a high level of education works against you. You may be willing to take a job
below your skill level, but an employer is likely to view you as a potentially
unhappy employee if you are overqualified for your job (and your salary). You
may be expected to take a better job as soon as one is available; the employer
will then have to go to the effort and expense of finding and training a new
person.

Soon your age will also become an impediment to finding a new job.

When you’re 30, you’re still a viable employee with seemingly endless opportunities.
This isn’t so in reality. You begin to lose much of your employment flexibility
around age 35!

When you’re 40 you are out of the desirable hiring group. Proof of this is the age bias
law covering employees 40 or older. This is the Age Discrimination in Employment
Act of 1967.

The law sounds fine, but without an overt act by a company manager, you’re toast
after 40. You can’t stop potential employers from considering your age
in their mind, can you? They will act on what they are thinking and little of
this will help you as birthdays mount.

There is no loyalty in the job market, and employees know this. They begin to try to
manage their own destiny early. CNN quotes a study by the National Association
of Colleges and Employers, in December, 2000, money.cnn.com/2000/12/11/people/
q_college/index.htm as saying 25 percent of college graduates leave their first
jobs within five years. Although the article cites a strong economy as one reason
for this situation, the fact remains that this trend continues to be a factor
for many businesses.

Assuming most college graduates are 22 or 23 (unless you are on the increasingly common
six-year schedule) five years will bring you close to 30 years old. You need
to be able to fire your boss, as stormy years are approaching for your career.

In "Die Broke" by Stephen M. Pollan and Mark Levine (Harper Business, First Edition,
1998), the authors deal with some facts many people don’t want to acknowledge:
There is no such thing as job security, and to seek such a position in today's
job market is useless and very frustrating.

"Die Broke" provides a great solution to this problem. Wherever you are, whatever
your age, “quit your job”…at least in your mind.

To quit—in your mind—just realize your job does not define you. It is simply a way
of making as much money as you can.

Constantly keep a current resume and do your networking in order to stay in the highest
paying job you can find. The authors call this the “Mercantile Ethic”;
you work simply to increase your earnings.

This is an excellent plan, but remember you become less able to do this after 35. Therefore,
your home-based business is a must for your future financial security.

Also, consider this chart showing the employment situation for each of the 50 states:

Current Unemployment Rates for States and Historical Highs/Lows

SOURCE: Bureau of Labor Statistics

Current Unemployment Rates for States and Historical Highs/Lows

Seasonally Adjusted

Mar. 2003p Historical High Historical Low

State Rate Date Rate Date Rate

ALABAMA 5.7 Dec. 1982 15.6 Aug. 1998 4.1

ALASKA 6.8 Aug. 1986 11.6 Nov. 1998 5.6

ARIZONA 5.9 Feb. 1983 11.7 Jan. 2001 3.7

ARKANSAS 5 Feb. 1983 10.5 Nov. 1999 4.2

CALIFORNIA 6.6 Feb. 1983 11 Feb. 2001 4.7

COLORADO 5.7 Oct. 1982 8.8 Jan. 2001 2.6

CONNECTICUT 5.2 Feb. 1992 8.2 Aug. 2000 2.1

DELAWARE 4.1 Jan. 1982 9.1 May-88 2.9

DISTRICT OF COLUMBIA 6.4 Jul-83 11.9 Nov. 1988 4.4

FLORIDA 5.3 Mar. 1983 9.7 Jul-00 3.5

GEORGIA 4.6 Dec. 1982 8.5 Mar. 2001 3.5

HAWAII 3.7 Sept. 1978 7.8 Jul-89 2.3

IDAHO 5.5 Jan. 1983 11.4 Jan. 2001 4.4

ILLINOIS 6.6 Dec. 1982 12.9 Apr. 2000 4.1

INDIANA 4.7 Nov. 1982 12.7 Sept. 2000 2.8

IOWA 4 Jan. 1983 8.9 Nov. 1999 2.3

KANSAS 4.7 Aug. 1982 7.5 Jun-78 2.7

KENTUCKY 5.7 Dec. 1982 12.6 Apr. 2000 3.8

LOUISIANA 6.3 Sept. 1986 13.6 Dec. 1999 4.7

MAINE 4.5 Feb. 1983 9.9 Jan. 2001 3.3

MARYLAND 4.5 Jan. 1982 8.7 Jan. 2000 3.5

MASSACHUSETTS 5.7 Jul-91 9.6 Aug. 2000 2.5

MICHIGAN 6.7 Nov. 1982 16.3 Mar. 2000 3.1

MINNESOTA 4.4 Feb. 1983 9.2 Apr. 1999 2.4

MISSISSIPPI 5.9 Feb. 1983 13.8 Feb. 1999 4.7

MISSOURI 4.8 Apr. 1983 10.6 Jan. 2000 2.9

MONTANA 4.2 Mar. 1983 9.2 Feb. 2003 4

NEBRASKA 3.7 Jan. 1983 7.1 Jun-90 2.1

NEVADA 5.5 Feb. 1983 11.6 Jun-78 3.7

NEW HAMPSHIRE 4.1 Jul-82 7.9 Mar. 1988 2.2

NEW JERSEY 5.9 May-92 9.4 Feb. 2001 3.4

NEW MEXICO 5.9 Feb. 1983 11.7 Mar. 2001 4.6

NEW YORK 6 Apr. 1983 9.2 Apr. 1988 3.9

NORTH CAROLINA 6 Feb. 1983 10 Jun-99 3

NORTH DAKOTA 3.7 May-86 6.7 Oct. 1997 2.3

OHIO 6.1 Jan. 1983 13.8 Mar. 2001 3.6

OKLAHOMA 5.1 May-83 9.7 Feb. 2000 2.9

OREGON 7.6 Jan. 1983 12.4 Mar. 1995 4.4

PENNSYLVANIA 5.8 Feb. 1983 13.1 Apr. 2000 4

RHODE ISLAND 5.3 Oct. 1982 10.9 May-88 2.7

SOUTH CAROLINA 5.9 Feb. 1983 11.7 Mar. 1998 3.3

SOUTH DAKOTA 3.2 Feb. 1983 6.3 Mar. 2000 1.9

TENNESSEE 4.8 Dec. 1982 12.8 Mar. 2000 3.7

TEXAS 6.7 Oct. 1986 9.4 Dec. 2000 3.8

UTAH 5.8 Apr. 1983 10.5 Mar. 1997 2.9

VERMONT 4.1 May-83 7.5 Jul-88 2.4

VIRGINIA 4.2 Mar. 1982 8 Jul-00 2.1

WASHINGTON 7 Nov. 1982 12.5 Nov. 1997 4.4

WEST VIRGINIA 5.7 Feb. 1983 19.5 Oct. 2001 4.7

WISCONSIN 5.5 Jan. 1983 12.7 Jun-99 2.8

WYOMING 4.1 Feb. 1987 10.7 Apr. 1979 2.2

Note: Data series begin in January 1978, except for California, where it begins
in January 1980.

Rates shown are a percentage of the labor force.

p = preliminary.

NOTE: Data refer to place of residence. Estimates for recent years are provisional
and will be revised when new benchmark and population information becomes available.
Historical highs and lows show the most recent month that a rate was recorded
in the event of multiple occurrences.

Last Modified Date: May 8, 2003

If you live in a state with 5.5 % unemployment or higher you will have difficulty
finding a new job.

There IS a better way!

There is a new business model made easier by Internet technology. It provides a way for
a person to devote a small amount of time each week and gradually build a business
with great flexibility in a few years. It has the power to provide an income
in six figures.

So, if your job is terminated, if you are laid off, if you become ill, or you just
get tired of the hassle, so what? You don’t need to work for anybody but
YOURSELF!

Everyone won’t have the vision to see how such a business really works. A doctor
or lawyer making perhaps hundreds of thousands of dollars each year is likely
to scoff at anyone’s ability to spend a small amount, perhaps just $29.95
per month, to make any kind of serious income.

But many successful entrepreneurs have done just that.

How do you start a home-based business?

Excellent blueprints for success are right in your MoneyPak. There are interviews with
successful entrepreneurs who have appeared in past issues of SFI Magazine. These
may be viewed from your MoneyPak or online at IAHBE (www.iahbe.org) under the
MoneyPak section. Pick a month, and you’ll find archived interviews.

In Volume 5, No. 4, Charles Fuchs tells how he became a Diamond in Lifeforce International
in just five months. His best month at the time of the interview was $57,000.

The story of Jennifer Ambrose is in Volume 6, No. 1. Her business is Empowerism and she
was profitable after one month. At the time of her interview, her monthly income
was $20,000.

Gery Carson has written two books about great entrepreneurs. His latest one is "The
Home Business Revolution’s Greatest Entrepreneurs, Volume 2" (HBRGE),
Carson Services, Inc., 2003.

Joseph Lemire is interviewed in this book. Mr. Lemire represents Pre-Paid Legal Services.
Although he did not specifically say what he makes in a month, he did indicate
it’s about what many make in a year.

There are many other success stories in Gery’s HBRGE books and there will be more
to come as free book-of-the-month offers with your monthly MoneyPak. There’s
no need to re-invent the wheel. Study these interviews and fit their ideas into
your plan.

If you’re interested in one of the businesses you find here, contact the person mentioned.
They may not directly put you in their downline, but they will surely place
you where someone will be happy and able to help you get started.

There are more ideas about succeeding in a home-based business in “Stories About
People With Successful Home-Based Businesses” in the March, 2003, MoneyPak.
If you don’t have the CD, you can find it on the IAHBE
site.

There is an enormous amount of help available right here at the
IAHBE. Add the resources from SFI, and you have everything you need to succeed.
Use all of it.

If you are already older than 18, don’t hesitate. Start your plan to make your
own job and fire your boss whenever you want. It’s your key to financial survival.

SOURCES
Pollan, Stephen M., and Levine, Mark. Die Broke. Harper Business, First Edition, 1998.
RESOURCES
Home page of the Bureau of Labor Statistics, Everything the government knows about employment—www.bls.gov/home.htm

---

Article by Yank Elliott, MBA. Yank is a home-based entrepreneur and freelance business
writer in Belhaven, North Carolina, USA. His Website is www.furriwhalesworld.com.
He is currently a staff writer for
IAHBE. Contact Yank at globalbiz@furriwhalesworld.com

 

EXPORT BASIXS :

HOW
TO FIND OVERSEAS MARKETS FOR YOUR PRODUCT OR SERVICE

By
Elizabeth H. cottrell, IAHBE Staff Editor

 

The world has shrunk. In a movement unprecedented in history, Technology—primarily
through the Internet—has empowered even home-based entrepreneurs to economically expand their market globally. Opportunity does not come without responsibility, however, and your responsibility as a business person is to learn all you can about exporting from your specific location and then deciding if it makes sense for you to do it. This report will get you started. It is oriented towards the U.S. entrepreneur who wishes to export out
of the United States. Information sources for those international business people
who wish to export to the United States will be noted.

Why Export?

The main reason to consider exporting is the potential for increasing sales and profits and reducing your dependence on domestic markets. Depending on your line of work, you may find that the development of an international business can offset a lack of demand for seasonal products in the U.S. and lower your per-unit fixed costs. Sometimes, there are tax advantages as well.

International sales have contributed to nearly 30% of domestic economic growth in recent years. While the number of American businesses sending their goods and services overseas has tripled since 1990, two-thirds of that volume has come from companies with
fewer than 20 employees. You may enjoy reading some export success stories at
www.export.gov/explore_exporting/success_stories.html to see what other businesses
have done.

Why Not Export?

As you might expect, exporting has its drawbacks. It requires a significant commitment
to learning and understanding the exporting process. Sometimes, there are export
licensing requirements, demands on you or your staff for travel, translation
considerations, and often the development of new packaging for country-specific
regulations, as well as new marketing materials geared for your international
market. Exporting is not for the meek or timid.

Understanding the Process

This is the most critical step, because it will help you determine if exporting is
something you should consider or not. There are many links in our Sources and
Resources sections below to help you find information, but start with these:

A Basic Guide to Exporting

www.unzco.com/basicguide/index.html

This is an extremely comprehensive guide that begins with evaluating whether exporting
is for you and continues through the planning and execution of an export business.
It includes financing, payment options, international legal considerations,
and tips on conducting business abroad.

Free Export Basics Webcast Seminar

www.globalspeak.com/html/export-gov/ExportBasics.htm

Click "Learn More and Register Now." Gain the knowledge you need to export a product or service. Tools of the trade: export basics webcast seminar is four hours of free interactive training via a "click and easy" video interface. Learn the step-by-step process of how your company can enter rapidly growing international marketplaces. Learn everything you need to know about exporting from one convenient online interactive training seminar--at  your own pace, from the convenience of your office or home!

U.S. Government Export Portal www.export.gov/

This official export portal helps exporters for domestic and international trade.
The Explore Exporting link in the Trade Assistance box is a nuts-and-bolts coverage
for beginners. It covers questions such as: "What’s In It for Me?","Am I ready for this?", "What do I have to do?", and "Will my products sell?" Use their step-by-step, how-to guides, especially "A Basic Guide to Exporting" above.

Do I Need a License?

Happily, licenses are no longer required for all exports. Unless your product involves
high technology or weapons, you probably won’t need one. There are two
main types of exporting licenses: General and Individually Validated Licenses
(IVL). Read the information at the Global Trades Ltd. Website (www.global-trades-ltd.com/exportlicenseinfo.html)
to determine if you need a license or not.

Finding an Overseas Market

The U.S. Department of Commerce offers excellent market research resources through
its BuyUSA.com Website (www.buyusa.com/cgi-bin/db2www.exe/ trade_assistance/research_markets.d2w/input).
If you end up at a Website in a foreign language, look for the English language
link in the upper right hand corner. This Market Research link (www.buyusa.com/cgi-bin/db2www.exe/mkt_research/mkt_research.d2w/input##)
will take you to other links for Country Commercial Guides that contain detailed
information about local business customs, economic trends, and the political
climate for that country. Also available for U.S. businesses are world reports
by industry and country that can help you determine market potential and identify
key competitors.

For international entrepreneurs seeking to learn about export potential in the United
States, the U.S. Commerce Department also offers U.S. commercial information
by state at this link: www.buyusa.com/cgi-bin/db2www.exe/mkt_research/mkt_research.d2w/input##.
Once you click the state you’re interested in, you will see National Industry
Reports, U.S. State information, U.S. City and County Information, Trade Events,
and much more.

Deciding Whether or Not to Get Certified

If you are manufacturing a product, getting certified by ISO 9000 (International
Standardization Organization--www.iso.ch/iso/en/ISOOnline.frontpage) is an important
step. This organization evaluates the production process quality control--efficiency,
inspection, testing, installation, design, and manufacturing facilities--more
than the product itself. Almost all the European countries require ISO certification
before you may export goods into their country. Notify the ISO that you’re
interested in being certified, and they will explain the process to you. It
will involve sending a team to your manufacturing site for an inspection.

The European Union (www.eurunion.org/) also offers a certification that results
in your obtaining their CE mark. This has more emphasis on the product than
the process. See their Website for details.

Overseas Packaging and Shipping

According to the SBA, the type of transportation used to get the product overseas depends
upon the product's characteristics, timeliness of delivery, and cost. Proper
packaging and the correct mode of transportation will reduce damage and will
get the product to the foreign buyer safely and on time. Considerations include:

Marking and labeling

Documentation

Transportation

Marine Insurance

You should always check with the Trade or Commerce Department of the governments
of any countries to which you wish to export; inquire about any packaging, shipping,
or inspection requirements they may impose on imports.

Copyrights and Patents

Anyone considering exporting should realize that U.S. copyright and patent laws often
do not protect you overseas. The World Intellectual Property Organization (www.wipo.org/),
or WIPO, of which the United States and many other countries are members, will
reciprocally recognize those who have a patent or trademark or copyright in
the United States, but there are guidelines that must be met, and there are
filing requirements.

If this issue concerns you, consult someone with expertise in this area. In some
parts of the world, a product could be copied in every way except some small
detail (like color) without violating invention patents.

Getting Help with Exporting

General export information and development assistance is provided by the SBA (www.sba.gov/oit/textonly/info/index.html).
Links found here include trade counseling, training, legal assistance and publications.
The SBA’s Office of International Trade has a free book available on their
Website called "Breaking Into the Trade Game: A Small Business Guide to
Exporting." You can find it here: www.sba.gov/oit/info/Guide-To-Exporting/index.html.

The U.S. Department of Commerce offers a Personal Trade Assistant (www.buyusa.com/cgi-bin/db2www.exe/trade_assistance/prep_intl_trade.d2w/input)
program. Your local Export Assistance Center trade specialist can help you determine
if you are "export ready" and assist you with the creation of an exporting
business plan. Your specialist can also introduce you to a variety of trade
tools.There
is a network of U.S. Export Assistance Centers (http://www.sba.gov/oit/export/useac.html),
found in major metropolitan areas of the U.S., that provide persoalized service
with local exporting for small-and medium-sized businesses.

Many new-to-export small firms have found the counseling services provided by the
SBA's Service Corps of Retired Executives (SCORE--www.score.org/) particularly
helpful. Through the SCORE Website or your local SBA District office, you can
gain access to more than 850 SCORE volunteers with experience in international
trade.

Through the U.S. Department of Commerce, the International Trade Administration (ITA--www.ita.doc.gov/)
has offices throughout the country where international trade specialists can
help you locate the best foreign markets for your products. On its Website,
the Trade Information Center link offers country-specific information for exporters.

Cautions for New Exporters

There are some pitfalls that new exporters experience. These are sufficiently common
that the Small Business Administration has made a list of the 12 most common
mistakes:

1. Failure to obtain qualified export counseling and to develop a master international
strategy and marketing plan before starting an export business.

2. Insufficient commitment by top management to overcome the initial difficulties
and financial requirements of exporting.

3. Insufficient care in selecting overseas sales representatives or distributors.

4. Reliance on orders from around the world, rather than concentrating on one or
two geographical areas and establishing a basis for profitable operations and
orderly growth.

5. Neglect of export business when the domestic market booms.

6. Failure to treat international distributors and customers on an equal basis
with domestic counterparts.

7. An assumption that a given market technique and product will automatically be
successful in all countries.

8. Unwillingness to modify products to meet regulations or cultural preferences
of other countries.

9. Failure to print service, sales, and warranty messages in foreign languages.

10. Failure to consider use of an export management company when the firm cannot
afford its own export department or has tried one unsuccessfully.

11. Failure to consider licensing or joint venture agreements when import restrictions,
insufficient resources, or a limited product line cause companies to dismiss
international marketing as unfeasible.

12. Failure to provide readily available servicing for the product.

Develop a Plan!

All exporting advice resources say one thing: an exporter needs to develop an international
business plan. A worksheet for developing such a plan is available at www.bizoffice.com/library/files/trad26.txt.
Scroll down to the heading International Business Plan and answer the questions
that follow. When you finish, you will have the content for an international
business plan.

SOURCES FOR THIS REPORT

Globalspeak.Com

www.globalspeak.com/

Interactive Internet TV And Webcasts For International Trade And Business. See the future of international business with globalspeak.com, the world channel of commerce,
interactive internet television and webcasts for export, trade and business
professionals.

Longini, Peter. "Export Basics Boot Camp." Pittsburgh Technology Council Website:
www.imakenews.com/techyvent/e_article000045912.cfm

"Duquesne SBDC Offers Guide to Off-Shore Sales," by Peter Longini. Expanding U.S.
exports of goods and services, as well as attracting foreign investment to Southwestern
Pennsylvania, are major state and national priorities. As a result, there are
a number of organizations in the region offering low-cost or no-cost services
designed to help aspiring exporters prepare themselves to succeed in international
trade. There are also a growing number of Web-based resources as well as an
assortment of professional service firms designed to give prospective exporters
the information, advice, and practical help they need to tap world markets.

U.S. Department of Commerce. "Personal Trade Assistant."

www.buyusa.com/cgi-bin/db2www.exe/trade_assistance/prep_intl_trade.d2w/input

The Trade Tools and Trade Assistant menu on this site are very valuable.

U.S. Government Export Portal" www.export.gov/

This resource site helps exporters for domestic and international trade.

U.S. Small Business Administration. "Is Exporting for You?"

www.sba.gov/oit/textonly/export/IsExforYoutxt.html

More than ever before, it is clear today that world trade is essential to the health
of the American economy and to the growth of most U.S. companies. This is especially
true for small businesses with the advent of increased foreign competition at
home. Entering the overseas marketplace offers exciting opportunities to increase
company sales and profits.

U.S.Small Business Administration. "Cautions for New Exporters"

www.sba.gov/oit/textonly/export/12mistktxt.html

The 12 most common mistakes made by new exporters.

U.S. Small Business Administration. "New-to-Export Small Business"

www.sba.gov/oit/textonly/export/index.html

Finding overseas markets, dealing with the initial complexities of exporting, and financing
export sales are some of the challenges facing smaller firms seeking to participate
in international trade. To help you meet these challenges, the U.S. Small Business
Administration offers aid to current and potential small exporters through two
major programs: business development assistance and financial assistance. These
programs are provided through our network of field offices around the country.

U.S.
Small Business Administration and AT&T. "Breaking Into The Trade Game:
A Small Business Guide" www.bizoffice.com/library/files/trad26.txt

This Guide will help answer questions and take the mystery out of exporting. The
United States government has committed enormous resources to help small businesses,
like yours, reach overseas markets.

RESOURCES FOR FURTHER INFORMATION

Export.Gov
Newsletter

www.export.gov/subscribe.html

U.S. Government export portal helps exporters for domestic and international trade.

Information for exporters of U.S. goods and services

www.buyusa.gov/home/index.php?page=3

Choose an office Website from this list of countries. To find an Export Assistance
Center nearest you, see our list of U.S. Offices.

New exporter services: Australia

www.austrade.gov.au/generic_template/0,1053,ContentGroup%253Dexportready,00.html

Austrade
and Trade Start offer a package of free services designed to assist small- and
medium-sized Australian companies develop their businesses overseas and make
their first export sale.

internet International Business Exchange--Tools for the Global Entrepreneur

www.imex.com/

\International Import Export Business Exchange whose mission is to promote international trade
on the Internet by supplying trade leads, government and business opportunities,
WWW advertising, Web design, and business information.

European Buyers and Suppliers

http://www.imex.com/europages/europages.html

Search by product type or by company name.

Export-Import
Bank of the United States http://www.exim.gov/

This bank is heavily involved in the financing of many export and import businesses.
Their Website offers information about countries as well as educational seminars
and products that they offer.

---

Article
written by Elizabeth H. Cottrell, staff writer and editor for the IAHBE.
Elizabeth is a home-based entrepreneur, freelance technical writer and owner
of Riverwood Technologies, a desktop publishing company in Maurertown, Virginia.

GLOBAL
MARKETS FOR HOME - BASED EXPORTERS

By Yank Elliot , MBA & IAHBE

Staff Writer

 

Finding a niche market in the global economy may be just the right business for a savvy home-based entrepreneur. Thanks to the Internet, anyone, anywhere, can be completely connected to other people
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.

To maximize profits, the global trader must stay knowledgeable about international
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.

There are many available sources of foreign exchange (FOREX) information. An easy-to-use
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.

However, it's a good idea to wait until you know what you’re doing before you open
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.

Why Home Businesses Can Operate Globally

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.

A major reason for the success of small firms is flexibility and the ability to
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.

Small U.S. exporters are able to identify demand and sell products in a similar way.
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.

Places to Look for a Global Market Niche

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:

Commercial Service, Canada, www.usatrade.gov/Website/ForOffices.nsf/IISKey/

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?

China is a different kind of market. It is huge, with over 1.3 BILLION people. True,
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.

Earlier, we mentioned culture. The East Asian cultures, including China, have developed
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.

While some cultural barriers are more time-consuming to overcome than others, all
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 the
U.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.

If this area interests you, your state agricultural service can provide help. An
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.

More ideas for finding and developing niches may be found by searching Google at
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.

Many other national governments provide these services as well. Search anywhere using
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/.

International trade is a substantial way to increase economic activity worldwide. It expands
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 Canadian
Forest 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

Foreign exchange rates, training, and information, www.x-rates.com/

U.S. and Other International Trade Resources

Agricultural Utilization Research Institute sponsored by the state of Minnesota, www.auri.org/

Country Commercial Guides, www.usatrade.gov/website/ccg.nsf/ccghomepage?openform

North Carolina Export Ready Program, www.exportnc.com/ready/

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/

US Government Export Portal, www.tradenet.gov/

Article by Yank Elliott, a home-based entrepreneur and freelance business writer in
Belhaven, North Carolina, USA. His Website
is www.furriwhalesworld.com. He is currently a staff writer for IAHBE. Contact
Yank at globalbiz@furriwhalesworld.com.

SMALL ECONOMIC UNITS IN DEMAND WORLDWIDE

By
Yank Elliot, IAHBE Staff Writer

Until the late 19th century, nearly all manufacturing and production was done at home
or in very small quarters. All these activities were home-based businesses as we now know them.

Today, home-based activities are increasing worldwide. The global economy, the Internet, and
the need for extra income from small economic units in developing countries are contributing factors.

In developed nations, the lifestyle available from working at home is an attraction.
This kind of enterprise also provides financial support as extra income or as
the main employment for unemployed workers. What's more, many countries are
now changing religious and cultural restrictions regarding women. Pressures
on family finances and women’s rights movements are causing some changes
in these attitudes. There is also worldwide effort to overcome poverty, and
small home-based units provide one avenue for doing this.

Why are small economic units useful? The required investment is small.

Housing space already acquired is available at no extra cost.

All family members can contribute to the financial health of the household.

These ventures are convenient for those who are also responsible for daily household
chores or raising children.

Barriers to home business in some areas:

Illiteracy—Many poor areas have large populations of illiterate people. The struggle to survive
overcomes any thoughts of education. To progress in the 21st century, a minimum
level of literacy is necessary.

Pressures of Poverty—Although some countries are developing free education programs, this often forces families to decide whether to educate their children or send them out to work. It’s a difficult decision when daily life is so demanding. Poverty itself impedes progress of any kind.

Poor or Nonexistent Transportation—Decent transportation is frequently unavailable.
Many places have no electricity, no telephone lines, and no radio or TV.

Religious and Society Taboos—Some cultures are opposed to certain people working,
especially outside the home. This can restrict the effectiveness of poverty
improvement plans.
Fear of Outside Influences—Many fear outside influences, particularly from
Western cultures. The concern is that these may destroy the traditional, native
culture.
Is anything being done to remove these barriers?
The focus is turning toward actually getting money to local people, but challenges
abound. Global companies often take all the profit back home. When governments
are given grants, the people just get a minimum part; the rest is kept for government
use. Responsible companies have scrapped plans in a few areas because the authorities
would not let them pay workers a fair pay directly. The government wanted to
receive the money and dole out a minimum wage.

Fortunately, there are also success stories:

The Internet offers opportunities to telework using a computer. Most of the teleworking
jobs in developing countries are actually performed in commercial areas and
not in homes. Many such jobs are available to women, and some have expressed
a desire to work close to home but not AT home. (Alloo)

Success stories about programs that actually help individuals:

Thailand, Brazil, Tibet, and St. Lucia: http://travel.boston.com/stories/051002_thai_responsibly.html

East Africa and Fiji projects: http://www.boston.com/globe/editorials/bigidea/
ecotourism_honey.shtml

Despite many obstacles, Information Technology (IT) is being used to empower women in small enterprises. A lot of service jobs are outsourced by major Western companies. Other profitable opportunities exist for women's small-scale enterprises in business-to-business and business- to-government markets. (Hafkin and Taggart)
Other ways women can use IT are:

Female
farmers could greatly increase productivity with access to information on improved
agricultural inputs, weather, markets, new production techniques, and farming
technologies.

Entrepreneurs
may benefit from marketing information and the opportunity to advertise their
niche market products everywhere.

Adequate
communication is essential for IT businesses to thrive. One successful model
is Grameen Phone in Bangladesh, téléboutiques in Senegal and Morocco,
and phone shops in Ghana. Not only do the entrepreneurs in the phone business
make money, they provide many around them with access to the outside world.

Financing is an insurmountable obstacle to many. Grameen Bank addressed this
in Bangladesh. They discovered that even with these loans, it takes a poor person
six to 10 successive loans (one year each) and very hard work to cross the poverty
line. The first loan is often as little as $50 (US) with the average a little
over $100 (US). See the Results International Website (www.action.org/microjoel.html)
for more about Grameen Bank.

Similar banks operate in the Philippines, Indonesia, El Salvador, Mexico, and other countries.

There are also poverty banks in the United States. Most offer business training and
support in addition to loans.

Activities that support and promote economic units:

Ecotourism has been a boon to many under-developed areas. Events of September 11, 2001,
and later have diminished its value, however. These are two indications of the
importance of ecotourism:

In the Asia-Pacific region, ecotourism represents 20% of all travel.

Ecotourism travel to Africa accounts for up to 80% in Kenya.'

Here are three discussions of ecotourism: “Clean Industry or Culture Killer”

(www.boston.com/globe/editorials/bigidea/
ecotourism_honey.shtml)

“The Accidental Ecotourist”

(www.americanwaymag.com/business/feature.asp?archive_date=1/1/2003)

“Taking the Natural Path”

(www.emagazine.com/july-august_2002/0702feat1.html)

The Non-Government Organization (NGO), Shirkhat Gah, (http://www.dawn.com/2000/10/06/nat18.htm)
teaches women how to weave popular fabrics on handlooms. Its focus is in the
area of Karachi, Pakistan.

This Kenyan cooperative (http://www.africaonline.co.ke/jisaidie/main.html)
helps rural people market their baskets, jewelry, musical articles, and pottery
throughout the world.

BEENET (http://www.idrc.ca/nayudamma/beekeeping_4e.html)
helps landless farmers in India, Nepal, Bangladesh, Maldives, Sri Lanka, Vietnam,
Thailand, Malaysia, Indonesia, Philippines, China, and Papua New Guinea. They
make money keeping bees.

Escotel
(http://www.ipan.com/PRESS/2001jan/0901esc.htm)
Grameen Phone Sewa operates a local cell-phone industry in rural India. Each
unit not only makes money for the entrepreneur, it usually provides phone needs
to, on average, 5,000 people in surrounding villages.

The Tabitha Foundation (http://www.tabithafoundationaustralia.com/main.cfm?Page=5)
offers Cambodians training in making silk and other products. After six weeks
trainees usually have enough money for the equipment they need.

Financial resources include:

U.S.
SBA fast-track Micro Loan lends up to $25,000. The process takes less than one
week and the term is up to six years. Find the Micro Loan Intermediary near
you here: www.businessweek.com/smallbiz/resources/micro_loan.htm.

Search Google (www.google.com/) with “microloan”
or “micro loan” (using the quotation marks) for many other local
small loan sources.

Calmeadow
(203.162.7.73/webs/environment/UrbanEnvironmentProtect/

www.calmeadow.com/about.htm) is a possible source of Canadian micro loans.

Australians
may qualify for the Australian Regional Assistance Programme (www.ministers.dotrs.gov.au/wt/releases/2002/june/wt33_2002.htm).

Also in Australia is the Grameen Support Group (www.action.org/summaryp.html), Australia.

Future developments for small economic units around the world:

Education
is an issue that will receive a lot of attention. Not only will people learn
how to get out of poverty, they will learn about their health and how to manage
their families better.

Infrastructure
issues will be addressed. New technology will be used to provide access to services
and communication facilities of all kinds.

Perhaps there will be local movements to change social thinking about family relationships.
Any such activity must be within the religious and community values of the people
involved. Outsiders can’t do this.

How can small economic units contribute to overall economies outside their immediate
area?

Small home-based units can be sources of products for large and small companies worldwide.
The Internet can help people publicize what they have to everyone.

These small units are potential customers. The Internet makes this more possible as well.

A lot of home-based businesses provide information as their product. Small economic
units are users of information

SOURCES:

Alloo, Fatma, (Founder, Tanzania Media Women's Association in the Society for International
Development and UNESCO) Women in the Digital Age ?Using Communication Technology
for Empowerment: A Practical Handbook, p. 14. Rome, 1998. Downloadable PDF document:
(www.genderreach.com/pubs/it/execsumm.pdf)

Hafkin, Nancy, and Nancy Taggart. “Gender, Information Technology, and Developing
Countries: An Analytic Study“. USAID’s Office of Women in Development.
June, 2001: http://www.usaid.gov/wid/pubs/it01.htm

Honey, Martha. “Clean Industry or Culture Killer.” The Boston Globe. January
20, 2002: http://www.boston.com/globe/editorials/bigidea/ecotourism_honey.shtml

Lynn, Barry. “The Accidental Ecotourist.” AmericanWay: Trends for the
Modern Traveler, 2003: http://www.americanwaymag.com/business/feature.asp?archive_date=1/1/2003.

Motavalli, Jim. “Taking the Natural Path.” Emagazine.com - The Environmental
Magazine, August, 2002: http://www.emagazine.com/july-august_2002/0702feat1.html

Rubinstein, Joel. “A Poverty Eradication Strategy That Works.” RESULTS International
Website: http://www.action.org/microjoel.html

RESOURCES:

This is a gateway to emerging markets, http://www.emdirectory.com/.
A list of globalization issue sites http://www.brookings.edu/dybdocroot/globalization/

---

Article
by Yank Elliott, IAHBE staff writer. Yank is a home-based entrepreneur and freelance
business writer in Belhaven, North Carolina. His Website is
www.furriwhalesworld.com. Contact Yank at .globalbiz@furriwhalesworld.com

---

 

 

Doing Small Business In Saskatoon, Canada

by Yank Elliott, MBA & IAHBE
Staff Writer

Saskatoon, the largest city in the Canadian province of Saskatchewan, is an area particularly
supportive of the entrepreneurial spirit, including small and home-based businesses. Anyone
wanting their own business can easily learn the basics and obtain personal mentoring if they want it. And there seem to be a lot of people in the area interested in all kinds of businesses, including MLM and network marketing.
Those who have been around these businesses for any time at all will recognize
Tom “Big Al” Schreiter, a very capable recruiter and publisher of helpful information for the MLM and home-based business market

“Big Al” told me how he decides where to go for his workshops. His newsletter has 50,000 subscribers around the world and he gets feedback and develops a feeling where many of these entrepreneurs are located. Saskatoon is one such place. You can see his workshop schedule and maybe find something to help you in your own business here. The fact that Tom Schreiter would come all the way up here from Texas means there’s a lot of business enthusiasm around here.
A high-percentage route to business success is to copy the success of others!
Pay attention to the ideas or reasons behind the entrepreneurs we discuss, and this article may give you a successful idea.

Saskatchewan grows half of the entire volume of Canada’s major export crops: wheat, oats, barley, rye, flaxseed and canola. Saskatoon is at the heart of this market, providing a variety of services and products to the farm sector. Mining is also an important part of the economy. The Saskatoon region is the world's largest exporter of uranium, and nearly two-thirds of the world's recoverable potash reserves are located there as well. Value added food processing is one of the fastest growing industries in Saskatoon, which is considered the agriculture biotechnology capital of Canada. Saskatoon was named "one of the best cities in Canada for knowledge based businesses" by the Globe and Mail in 1995 and has continued to develop its expertise.

Data supplied by the Saskatoon Regional Economic Development Authority show Saskatoon economic growth No. 1 among Canadian cities. Because Saskatoon is in the middle of so much agricultural and mining activity, many small businesses are required to provide goods and
services to those working in these industries. As a result, twice as many building
permits have been issued than in the previous year. Business licences increased
almost 13% which included—GET THIS—23% more home-based business
licences. Saskatoon is more friendly to home-based businesses than appears on the surface. When I first read Bylaw No. 8075 I realized it covers EVERYTHING one might do at home including
strictly Internet e-commerce, MLM, and party plans. Then it became apparent
the licence fee is just $95 CAD with renewal usually $70 CAD which are negligible
sums for the privilege of operating a business. Home-based operations must be
profitable or they would not have increased more than 20 % a year! The opportunities
are certainly here.

The government and others provide readily available help for those wanting to start their own
business:

Starting a Home-Based Business

City of Saskatoon, Development Services

Urban Entrepreneurs with Disabilities Program

Business Financing for Western Canada

Saskatoon Public Library – Business & Finance

Saskatoon Credit Union – Micro Loans For Small Business

Canadian Rural Information Service – Microcredit Pathfinder

Saskatchewan Advanced Technology Association – Opportunities and Government Procurement

SourceCAN Partnering & business opportunities network

Canada Business – Women Entrepreneurs of Saskatchewan Incorporated

These are sources of business training:

University of Saskatchewan Extension Division

University of Saskatchewan College of Commerce

Saskatoon Business College

Academy of Learning (Business, Computer, and Career Skills)

CDI College in Saskatoon (Business, Technology, Health Care)

Saskatchewan Program (Self-Employment Training)

Here are a few examples of home-based and small businesses in the Saskatoon area:

Usborne Books at Home in Canada

iTracks (Began as home-based business, now much larger)

PrairieWebs.com Home of prairie Websites (Website design services)

Small Biz eWorks (directory of Saskatoon home-based and small businesses)

Isagenix International

Cooper Virtual Office Services

Colony House Bed & Breakfast

Baobab Zulu Crafts

Amway Products Distributor

Complete Custom Computers

Herbalife Products (in Saskatoon)

Shaklee Independent Distributor

The area around Saskatoon obviously has many opportunities for a home-based business. We show
a few of these to illustrate the diverse business ideas abounding in this rural
area. The ones shown all have Websites, but there are numerous kinds of businesses
without a web presence. There are also many professional businesses we have
not shown such as doctors, lawyers, accountants, and psychological services;
these businesses are often operated as a home-based business. With all the ideas
shown—including MLM, arts and crafts, virtual assistants, and book sellers—you
should be able to develop a business idea of your own or expand your existing
home-based business. While researching articles I almost always discover one
or two new concepts to incorporate into one of my Websites. You can do the same.

Keep an open mind and pick one or two ideas to develop. You may find the niche that is right
for you and pave the way to your own financial security.

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Yank Elliott. All rights reserved worldwide.

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Yank is a home-based entrepreneur and freelance business writer living in Hurricane
Alley, North Carolina, USA. His Website is http://www.furriwhalesworld.com.
Contact Yank at globalbiz@furriwhalesworld.com.

 

THE SECRET TO DOING BUSINESS IN MALAYSIA

by Gobala Krishnan, IAHBE Staff Writer

 

One of the most important aspects of business etiquette in Malaysia and Singapore
is the diversity and complexity of cultures and subcultures you'll need to understand,
in order to not stand out like a sore thumb. The uninformed business traveler
may find the rules to doing business in Malaysia starkly different, even when
compared to Malaysia's closest neighbors like Thailand and Indonesia.

Being in the strategic center of historical friends and business partners such as
India and China—and not to mention the British empire's role in the development
and liberalization of the country—Malaysia's main population consists
mainly of three major populations: the Bumiputera (Malays) 65.1%, Chinese 26.0%,
and Indians 7.7%. Although some basic rules apply to all people when doing business
in Malaysia, special care needs to be taken when addressing each ethnic population's
individual customs, beliefs, and business etiquette.

On a general note, you may find business owners and associates in Malaysia tend
to do business only with friends and people they trust or like, so it is an
important point to understand and practice some
simple tips when interacting or negotiating with a Malaysian business person.

GUIDE TO DOING BUSINESS IN MALAYSIA

One common mistake most people make is to address a Malaysian by his/her last name.
In Malaysia, especially among Malays and Indians, most people tend to have only
one name, with middle names a rarity, and the last name usually being the name
of a person's father. Although it may be common practice in the Western world
to formally address a person using his or her last name, in Malaysia doing so
can obviously be considered rude, since you would be addressing your business
partner's father. Instead, the safer option would be to stick to a person's
first name, even in formal situations

Naming patterns is a small but nevertheless important point to note. The Chinese usually
have their surname up front, followed by their actual name, which are usually
two words. Addressing a Chinese by his/her surname can be considered rude unless
you have a strong existing relationship or you're actually requested to do so.
The Malays are known by a given name followed by "bin" [son of] or
"binti" [daughter of] plus his or her father's name. Indians traditionally
do not have surnames. Instead, both males and females use the initial of their
father's name first, followed by their own name.

When completing contracts or any type of business form in Malaysia, a column for
"last name" is usually not required. Using the "first name"
and "last name" option would only create confusion, if anything, since
some names consist of more than three words. Some Malaysian names can also be
difficult to pronounce. So, if in doubt, clarify the pronunciation with your
Malaysian counterpart.

MAKING INTRODUCTIONS

When conducting meetings or making introductions, most Malaysian men are open to
handshakes, but it pays to be careful when dealing with the opposite sex. When
making introductions to Malaysian women, only offer your hand if a handshake
has been initiated by the other person. Otherwise a polite smile and nod will
do.

When passing around your business card or receiving it from others, these important
points need to be followed:

1) When you get a card, don't just shove it into your pocket or bag. Instead, study
the card for a while before putting it away. Not paying attention to the card
before putting it away may be considered rude by your Malaysian hosts.

2) When giving your card to a Malaysian, always present it with the print facing
upwards, with both hands if possible.

3) It is best if your card is printed in English, with a Chinese version on the
back, since most Malaysian businesspeople tend to be Chinese.

NEGOTIATIONS AND DECISION MAKING

On your business trip to Malaysia, you may come to realize just how polite and
hospitable Malaysians can be. While that's a really a good thing, the other
side of the coin is that the same politeness is often carried forward to business.

One glaring aspect of it is that you will hardly hear anyone say a direct "No"
when negotiating a business deal. Even if they really mean to say "No,"
it's usually in the subdued form of "I'll have to think about it"
or "That sounds good, but...". It's important that you take these
hints and start your conversation on another path. In other words, when you
hear you Malaysian counterpart hesitating, it's time to switch to Plan B.

Another point to note is that deals are rarely concluded on the first meeting. It's
better to take your first meeting with a Malaysian business person as an introduction
and relationship-building experience, and follow-up with at least another meeting
before you can expect the deal to be closed. Establishing a productive business
relationship requires a long-term commitment, and even when the deal is closed,
you can expect some further negotiations to take place. In Malaysia, unlike
in the U.S. or most western countries, negotiating even after a contract has
been signed is perfectly normal.

Generally Malaysians tend not to express their feelings openly, so avoid being emotional
or letting off steam in public. Keep your cool and refrain from showing that
you are upset. According to Executive Planet (http://www.executiveplanet.com/),
"Losing face," that is, being embarrassed or losing control of one's
emotions in public, has negative consequences in the Malaysian society. Therefore,
avoid embarrassing your Malaysian host by any means necessary. Malaysians will
tend to look upon you as a confident person, and feel more comfortable dealing
with you, if you keep your anger or frustration under control and your emotions
out of the public eye.

SPECIFIC TRAITS OF THE MAJOR ETHNIC POPULATIONS IN MALAYSIA

As I mentioned, Malaysia is a multicultural society, and even if you have been
to China or India, you may find that the Chinese and Indians in Malaysia are
quite different. The infusion of the separate cultures has led to a more "Malaysianized"
subculture that applies to everyone. However, individual differences do exist,
and anyone who wants to do business in Malaysia can take good heed of these
general guidelines:

Malays
- The Malays tend to be quite governed by and bonded to Islam and the rules
of the religion. It is important to note that Islam is the official religion
of Malaysia. In any event, with Malays, alcohol and alcoholic beverages are
not encouraged. The same goes for pork, which is altogether forbidden by Islam,
and the presence of dogs, which are considered "dirty" by the religion.
Exposing too much of your skin is also considered taboo, so dress moderately
and appropriately.

Chinese
- The Chinese make up much of the business world in Malaysia. They can be considered
superstitious when concerning dates and numbers, so expect quite a few changes
to the plan. Some numbers, especially four and 14, are considered bad for business,
and will be avoided at all costs. Many Chinese in Malaysia speak English, but
they don't get too hung up on the grammar and pronunciations. Their version
of English is often called "Manglish" or Malaysian English.

Indians
- The Malaysian Indians have traditionally held posts as government officials,
lawyers, and educators. The majority of them speak proper English, albeit with
a heavy Indian accent. Cows are sacred to the Hindu Indians, and having beef
at meals should be avoided. If you're not sure if your business counterpart
is a Hindu, Buddhist, or Christian, it won't hurt to ask. Indians usually have
the worst punctuality problem among the three populations, and "Indian
Timing," a catch phrase and joke in Malaysia, usually means anywhere from
15 minutes to half an hour late.

CONCLUSION

Doing business in Malaysia is quite an interesting experience when you follow the
basic guidelines mentioned above. Always plan your trip in advance, and allow
a gap of one or two days between your arrival and departure to get to know your
Malaysian counterparts better and focus on building the relationship first.
It would also be very beneficial if you had a key contact person or business
partner in Malaysia, either as an intermediary, representative, or as a guide.

SOURCES
AND ADDITIONAL INFORMATIONMalaysian
Department of Statistics

http://www.statistics.gov.my/

Malaysia
Business Etiquette

http://www.executiveplanet.com/business-etiquette/Malaysia.html

U.S.
Commercial Service Malaysia

http://www.buyusa.gov/malaysia/en/7.html

U.S.
- ASEAN Business Council

http://www.us-asean.org/malaysia.asp

WorldBiz.com

http://www.worldbiz.com/bizmalaysia.html

---

Gobala
Krishnan is a staff writer for the IAHBE, and an Internet marketer based in
Kuala Lumpur, Malaysia. His Website is at http://www.gobalakrishnan.com/.

Why Do You Need An Internet Business Mentor?

Would you rather be a slave to your business, or have them freedom to do whatever you want with your time? If you are like most people who want to make money online, the answer is obvious...

So when you imagine your ideal Internet business, do you see yourself taxed by a never ending to-do list? In my experience, most people see themselves traveling  the world rather than being stuck running all aspects of their online businesses themselves.

So why are you putting off taking steps to distance yourself from those day-to-day activities that are wasting your time?

Why do you not get a handle on those aspects of your business that you find yourself executing from one week to the next or one day after the other?

What prevents you from examining what you do and listing those activities so that you can transform them into business procedures?

What keeps you from assembling routine and common tasks you perform over and over and turning them into profitable business systems that others can execute for you? Is it fear? Plenty of people get over phobias every day. Many have walked over coals and have gotten over those fears.

What if I told you one of the biggest fears people have is fear of success? Are you afraid to succeed?

Whatever fears you may have, you have the power to overcome them. Fear is within you. Fear is in your head. Challenge your assumptions. Look at your beliefs that are holding you back and that are preventing you from realizing your dreams.

Perhaps you are bored? Boredom is a clue you should consider outsourcing tasks and procedures, because even though your activities might be necessary to your business, they are not getting you jazzed up. And so these activities more than likely are not a good use of your time.

Is uncertainty paralyzing you? Maybe you are not exactly sure what you should systematize, automate or outsource. I believe action is better than no action. One of my mentors told me about a niche site he set up. He had a ghostwriter author fifty autoresponders for him. It was not world-class copywriting by a long shot, but
his site did much better than competitors who had no autoresponder series at all.

So you make mistakes... so what? If you are committed to a process of constant improvement, you know that we learn from our mistakes. Tell that to the perfectionist in you.

As you consider what I've said, think about how much time you are investing in your business. Have you sat down and looked at the things that need to be done on a regular basis to see your business thrive... eventually without you?

Are you doing these activities, either by performing them yourself or by having someone else do them for you?

If you need direction and focus, join an intern program. If you don't know where to start, sign up to be an intern. If you want someone to show you the ropes, enroll in an intern program. There in black and white you will experience business systems to make your own business thrive. Yes, it is that easy! Wondering where
to find such an intern program? Here is one: http://www.InternAction.com.

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Sara Coltan has been learning how to make money online with the free internet marketing tips at http://www.processtoprofits.com.