Forest Products ExportingSources of Information

= by James A. Stevens & Scott D. Dickerson ~Department of Forestry ~ Michigan State University

I i

ContentsIntroduction

Going International

Getting Started

Making Contacts..

2

2

2

2

Research 3

Potential Markets 3

Beginning Export Activities 3

Government Agencies 3

Trade Associations 3

University Sources 3

Commercial Services 4

Mechanics of Exporting 4

Distribution andFreight Forwarding 4

Financing 4

ISO 9000 4

Keeping Current 4

Periodicals 4

Electronic Sources 5

Trade Shows 5

Summary 5

Information Source: Addresses and

Product Information 6

IntroductionWhen managers of small or medium-sized businesses initially investigateexporting, one of their most importantand time-consuming tasks is gatheringinformation about international busi-ness. There are numerous sources ofinformation to assist them in coordinat-ing their initial export activities. Thisbulletin is designed to provide a briefdescription of some of these sources ofinformation and how to obtain them. Itis not meant to be exhaustive but

rather a starting point for businesses todevelop networks of resources andcontacts. Because the sources listed inthis publication change continually, thispublication is available on the WorldWide Web at http:// forestry.msu.edu/extend/exports.htm and will be updat-ed periodically.

There are several key steps in makingthe successful transition from purelydomestic sales to a mix of domesticand international business:

• Evaluating your company's potential.

• Developing an export plan.

• Making contacts.

• Doing the research.

• Keeping current.

This publication will provide a list ofresources to guide you through thesesteps.

GoingInternationalCompanies entering the internationalmarketplace need to address their rea-sons for seeking foreign customers,such as increasing market share, dis-posing of excess inventory or offsettingseasonal domestic market fluctuations.By systematically evaluating their com-pany's potential before entering theinternational market, managers will bebetter prepared to start off on the righttrack, waste less effort and achievesuccess more rapidly.

One approach to this analysis is to usea computer program, such asCompany Readiness to Export (CORE)(7),* developed by Michigan StateUniversity's Center for InternationalBusiness Education and Research.CORE allows a manager to respond toquestions about his/her company andits products. Based on these responses,numerical scores and interpretations

for them and a list of the compan/sstrengths and weaknesses in the con-text of exporting are reported. It alsoprovides a set of recommendations andoffers a tutorial session that summa-rizes frequently encountered tasks inexporting.

Managers should ask many basicquestions in the initial phases of devel-oping an international marketing strat-egy, such as what types of products toexport, what markets are most attrac-tive, what types of financing arerequired and which modes of marketentry are most feasible. These andother questions will require research todevelop an export plan. A publicationthat answers many common questionsassociated with exporting is TradeSecrets: The Export Answer Book,offered by the Michigan Small BusinessDevelopment Center (17).

Getting StartedMaking Contacts

The first introduction to the possibilitiesof exporting often comes in the form ofan unsolicited order from a foreigncompany or a contact made throughthe course of ordinary business. Thesecompanies, seeking U.S. products toimport into their country, may haveobtained the name of the Michigan for-est products producer from a sourcesuch as the Michigan Forest ProductsManufacturers Directory (15). Beinglisted in this directory or a similarregional or national directory (13, 16,22) gives a small business exposurethrough an information source that iswidely available to foreign industriesand their buyers. A link to theMichigan forest products directory isavailable on the World Wide Web athttp:// forestry.msu.edu/mwii/invent.htm.

A more proactive starting point fordeveloping overseas contacts is the

* Note: numbers refer to the alphabetical list of information sources at the end of the publication.

USDA Foreign Agriculture Service's(26) lists of foreign buyers of forestproducts. These lists are available byproduct type and include wood chips,logs, lumber, Christmas trees and manyother manufactured products. There isa small charge for each list ordered.

Research

Understanding these new internationalmarkets requires some homework.Companies can access information oncurrent trade patterns, political stability,exchange rates, local customs and lan-guages, and many other facts that mayhelp guide the decision processregarding trade opportunities andpotential difficulties. A tremendousamount of statistical information onworld trade is available to forest prod-ucts managers. The National TradeData Bank (18, 30) CD-ROM providesa wealth of international trade andexport data from many U.S. govern-ment agencies. Each month's disk con-tains the complete data bank of text,time series and tabular data. The diskhas search capabilities based on coun-try and product information. The U.S.Government Printing Office (32) offersthe World Bank Atlas, which providesdemographic and growth informationon every country recognized by theWorld Trade Bank. The U.S. CentralIntelligence Agency produces a publi-cation titled World Factbook (32),which contains maps, charts and datafor a large selection of countries. It isalso available through the U.S.Government Printing Office. These andmany other government publicationsare also available through many local,state (18) and university libraries (20).

The USDA Forest Service NortheasternForest Experiment Station (27) publish-es the Bulletin of Hardwood MarketStatistics, a bulletin that includes vol-umes and values of U.S. hardwoodproduct imports and exports, in addi-tion to a variety of other publicationsthat pertain to forest products exports.For the Pacific Northwest, the USDAForest Service Pacific Northwest

Research Station (28) also providesresearch publications on forest prod-ucts, such as the quarterly publicationProduction, Prices, Employment andTrade in Northwest Forest Industries.

Potential Markets

When deciding which internationalmarkets to enter, a manager shouldhave a comprehensive understandingof each country's culture, political cli-mate, transportation infrastructure andmarket characteristics. Many factorsthat influence companies selecting tar-get markets require research on keycharacteristics of individual markets.Some sources of this type of informa-tion can be located in references suchas the International Direct MarketingGuide to Canada and the InternationalMarketing Resource Guide, publica-tions of the U.S. Postal Service (33),which cover topics such as selecting amarket, reaching the customer andobtaining market information. TheNational Trade Data Bank (18, 30)also provides many sources of usefulinformation in assessing markets.

Beginning ExportActivitiesLow Cost/No Cost InternationalBusiness Resources from the MichiganSmall Business Development Center(17) lists books, guides, periodicalsand services useful in initiating busi-ness overseas. In addition, numerousorganizations, both public and private,assist smaller companies in exportingtheir products overseas. Some of theseare briefly described below.

Government Agencies

A variety of local, state and federalgovernment agencies have informationfor firms interested in expanding intointernational business. The U.S.Department of Commerce (30) pro-vides information on virtually any topic

related to exporting. The InternationalTrade Administration (ITA) (30) pro-motes world trade and is the officialgovernment organization that coordi-nates all issues concerning trade devel-opment, international economic policyand programs, and trade administra-tion. The U.S. Small BusinessAdministration (SBA) (34) offers aid tosmall or minority exporters through twomajor programs on business develop-ment assistance and financial assis-tance. Additional federal publicationsare listed in the appendix (32).

Trade Associations

Many forest products trade associa-tions assist firms in developing over-seas business. The AmericanAssociation of Exporters and Importers(1) provides its member firms withexport information. The Small BusinessExporters Association (24) representssmall and medium-size exporters andoffers software and publications to helpbusinesses get started in exporting. TheAmerican Management Association (3)offers information on exporting andimporting. The American HardwoodExport Council (AHEC) (2) serves as aninternational trade association for theU.S. hardwood industry, and the LakeStates Lumber Association (14) sup-ports and encourages wood productexports from this region.

University Sources

Universities throughout the world canprovide assistance and advice for bothexperienced and inexperienced inter-national business managers. MichiganState University's Center forInternational Business Education andResearch (7) provides information andprograms to guide managers inexpanding overseas. The Center forInternational Trade Development (6) atOklahoma State University providesresources and information to new orexperienced exporters, including semi-nars, workshops, and a culture andlanguage resource center.

The University of Washington's Centerfor International Trade in ForestProducts (CINTRAFOR) (8) publishesresearch reports and newsletters andsponsors workshops related to trade inforest products. The Michigan StateUniversity Department of Forestry (19)also provides export guidance andinformation to forest products manufac-turers.

Commercial Services

Many services are available to assist amanager in exporting. Many types offirms specialize in assistance withlegal, financial, administrative andoperational matters. These services areoffered both on-line and through tradi-tional channels. Breaking Into the TradeGame, published by the U.S. SmallBusiness Administration (34), providesa list of privately published informationsources. In addition, many privateorganizations produce information forexporters. They are listed in TradeSecrets: The Export Answer Book,offered by the Michigan Small BusinessDevelopment Center (17).

Mechanics ofExportingDistribution and FreightForwarding

The Agricultural Marketing Service ofthe USDA (29) produces a publicationthat covers freight forwarding, trans-portation documentation, methods ofpayment, insurance and governmentregulations in a manner relevant to theforest products industry. The Bureau ofNational Affairs (4) offers the ExportReference Manual, which consists of athree-volume loose-leaf reference thatis updated weekly. The InternationalTrade Institute (11) sells two guides, AGuide to Export Documentation and AGuide to International Shipping.

Many small companies may find it nec-essary to export their products through

domestic export trading companies.Many trade associations, such as theNational Hardwood LumberAssociation (22), offer directories ofassociated exporters. InternationalWood Trade Publications, Inc. (13)offers the North American ForestProducts Export Directory, which listsnumerous export trading companiesencompassing a wide variety of forestproducts. The National CustomsBrokers and Forwarders Association ofAmerica (21) sells its membership list,which can be helpful in locating dis-tributors.

Financing

The U.S. Export - Import Bank (Ex-Imbank) (31) is the U.S. governmentagency that facilitates the exportfinancing of U.S. goods and servicesfor a wide variety of industries. Ex-Imbank also offers briefing programsthat are available to the small businesscommunity, including regular seminarsand group briefings held both withinthe bank and around the country. Inaddition, Ex-lmbank's export creditinsurance program provides insurancepolicies for protection against defaultand includes a small business insur-ance policy that offers assistance inexporting.

The U.S. Small Business Administration(SBA) (34) also offers several forms offinancial information that may assist asmall business manager. These includeThe Facts About...Export Revolving Lineof Credit Loan Program, which brieflydescribes the SBA Credit Programregarding eligibility, amount of loan,use proceeds, collateral, maturity, inter-est rates, fees and special programrequirements. The SBA also offers abrochure, The FactsAbout...International Trade Assistance,which describes the SBA's many assis-tance programs. Export Programs: ABusiness Directory of U.S. GovernmentServices, a publication of the U.S.Department of Commerce TradeInformation Center (30), describes sev-

eral government sources of assistancefor approaching export finance inaddition to many other business mat-ters associated with international busi-ness.

ISO 9000The International Organization ofStandards has created a set of stan-dards known as the ISO 9000 series,which broadly defines elements ofquality in a large variety of industries.This series of quality standards acts asa guideline for companies to achievehigh levels of quality in their supply,operations and distribution systems.Many companies in the EuropeanUnion now require that their suppliersbe certified through this system.Information on this subject may beobtained through the InternationalDivision Publications section of the U.S.Chamber of Commerce (25) and theNational Institute of Standards andTechnology (23).

Keeping CurrentPeriodicals

There is a wide variety of internationalbusiness magazines and newsletters tochoose from when seeking exportinformation. Some of these are notindustry-specific sources but containvaluable information for managersinterested in expanding into foreignmarkets. Business America is a biweek-ly magazine published by theDepartment of Commerce'sInternational Trade Administration (30).It reports on international trade issues,worldwide trade opportunities and suc-cess stories from American exporters.

Agexporter (26) is a magazine oninternational trade published by theU.S. Department of Agriculture. Otherperiodicals are specific to the forestproducts industry. Wood Products:

International Trade And ForeignMarkets (26) is published five times ayear, covering topics such as the worldsupply and demand situation for woodproducts plus market profiles and tradeissue articles. Import/Export WoodPurchasing News (13) is a bimonthlypublication on hardwood and soft-wood business trends, articles andtrade leads. The Hardwood ReviewExport (10) contains articles, freightrates, export statistics and regionalhardwood prices by species.

Electronic SourcesThe Internet is quickly becoming a pri-mary mode of communication betweenbusinesses, both domestic and interna-tional. In addition, on-line services,FAX services, CD-ROM and PC-basedsoftware are available to facilitatequicker access to pertinent data andbetter management of information. TheCenter for Global Trade (5) offers soft-ware on freight forwarders, tradeagencies, airports, etc. TheInternational Trade Network (12) offersan e-mail list of advertisements ofexports, imports and international ser-vices. The Michigan Small BusinessDevelopment Center guide, TradeSecrets: The Export Answer Book (17),lists several international business soft-ware and online services. Searches ofthe World Wide Web can locate manyadditional sources of information andservices.

Trade ShowsAn effective method of reaching poten-tial export customers and import sup-pliers is to participate in internationaltrade shows. This is a relatively inex-pensive way to expose products, assessthe competition and meet potential dis-tributors. A manager should decide onthe objectives of participating in atrade show prior to the event. A U.S.Department of Commerce (30) publica-tion provides procedures and guide-lines for exhibiting products overseas.The Department of Commerce alsooffers its Foreign Buyer Program andthe Certified Trade Fair Program,which assist managers in meeting for-eign buyers and preparing trade showdisplays and promotional material.

Through the Michigan JobsCommission, Office of Internationaland National Business Development(INBD), the State of Michigan activelyrecruits Michigan-based manufacturingcompanies to participate in catalogand trade shows overseas. Catalogevents, conducted as part of a regularexhibition show or in conjunction withthe U.S. Department of Commerce, area very cost-effective way to explorenew international markets. They aretargeted to an expanding market areaand are not industry-specific.

A value-added service offered in con-junction with trade shows/missions isthe agent/distributor search (ADS). Forcompanies that have identified a spe-

cific country market for their product,the ADS offers access to local agentsand/or distributors. These searches areconducted by the trade directors in theState of Michigan overseas offices.Appointments with prospectiveagents/distributors are arranged forthe Michigan company at the tradeevent to maximize the prospect ofdoing business.

Several private sources of informationon trade shows are available to man-agers interested in exporting, severalof which are listed in Trade Secrets:The Export Answer Book (17). A pri-vate source of trade show informationis Trade Shows Worldwide publishedby Gale Research Inc. (9).

SummaryClearly a vast array of informationsources about exporting is available totoday's business managers, and thispublication identifies only a few. Byaccessing some of these sources in theinitial stages of international businessdevelopment, managers may betterprepare themselves and their compa-nies to successfully expand their busi-nesses overseas. As their internationalbusiness expands, continued use ofthese sources and services can helpthem to stay competitive in the interna-tional marketplace.

Information SourceAddresses & Product Information

(P) = Public Agency(I) = Private Company(A) = Industrial Association

1 (A) American Association ofExporters and Importers11 West 42nd StreetNew York, NY 10036

(212)944-2230

(212) 382-2606-FAX

A private association that deals with trade regula-tions and policies. Weekly Trade Alert • AAEImember publication.

2 (A) American HardwoodExport Council (AHEC)1111 19th Street, NWSuite 800Washington, DC 20036

(202) 463-2720

(202) 463-2787 - FAX

An association of wholesalers and retailers; mayprovide some forms of assistance to companiesinterested in exporting.

3 (I) American ManagementAssociationP.O. Box 319Saranac Lake, NY 12983

(518)891-5510

Export/Import Procedures and Documentation($65) (ISBN 0-8144-5041 -5).

4 (I) Bureau of National AffairsDistribution Center,Keywest AvenueRockville, MD 20850

(800)372-1033

(202) 452-4200

Export Reference Manual ($675).

International Trade Reports ($1,056/year) - atrade publication updated weekly.

5 (I) Center for Global TradeBox 845Artesia, CA 90702-0845

(310)926-2511

(800) 397-6782

(800) 967-5383 - FAX

Global Marketplace Digest - daily e-mail publica-tion pertaining to global business (free). Producesa wide variety of customized publications on glob-al issues and specific countries.

6 (P) Center for InternationalTrade DevelopmentOklahoma StateUniversity(Contact: Zona Noyles)204 CITDStillwater, OK 74078

(405) 744-7693

(405) 744-8973 - FAX

Export Marketing: Getting Started (free). ExportMarketing Information Series - publications withinformation on market research, marketing plan-ning, pricing, international business plans, docu-mentation, etc.

7 (P) Center for InternationalBusiness Education andResearch(CIBER)Michigan State University7 Eppley CenterEast Lansing, Ml 48824-1121

(517)353-4336

(517) 432-1009-FAX

http://ciber.bus.msu.edu

Company Readiness To Export (CORE IV) software($300). Partner - software ($2,000). Distributor -software ($2,000). Freight - software ($2,000).Advances in International Marketing - by S. TamerCavusgil & C.N. Axinn ($73.25).

8 (P) Center for InternationalTrade in Forest Products(CINTRAFOR)College of Forest ResourcesBox 352100University of WashingtonSeattle, WA 98195-2100

(206) 543-8684

(206) 685-0790 - FAX

Offers a variety of papers and fact sheets pertain-ing to the forest products industry. ExportingValue-added Wood Products to Europe: A QualityImperative - by H. Ekstrom ($7.50). DevelopingIntangible Resources: The New Battleground forExport Success Among Small and Medium-SizedFirms - by Illinifch et al. ($7.50).

9 (I) Gale Research Co.835 Penobscot BuildingDetroit, Ml 48226-4094

(800) 877-GALE

(313)961-2242

Export Guide to Europe ($130) (ISBN 0-8103-2139-4). Trade Shows Worldwide ($245) (ISBN0-8103-8079-X). Import and Export USA($1,695) - a CD-ROM that lists 85,000 interna-tional import and export companies (ISBN 0-78760-8300).

10 (I) Hardwood PublishingCompany, Inc.(Contact: Laurette Tuppor)P.O. Box 471307Charlotte, NC 28247-1307

(704) 543-4408

Hardwood Review Export -$47/yr. [U.S.], $57/yr.[Canada & Mexico], $85/yr. [overseas]- a monthly trade publication for hardwood lum-ber. Weekly Hardwood Review ($175/yr.).

11 (I) International TradeInstitute (ITI)5055 North Main StreetDayton, OH 45415

(800) 543-2453

In addition to publications and trade forms, ITIoffers one-day seminars on export documentationand shipping and letters of credit and drafts. AGuide to Export Documentation ($67.50). AGuide to International Shipping ($67.50).

12 (I) International TradeNetworkP.O. Box 8838Greenville, SC 29604-8838

e-mail: usa@world.std.com

International Trade Digest - e-mail web publica-tion that advertises exports and imports; $25[U.S.] for 52 issues.

13 (I) International WoodTrade Publications Inc.(Miller Publishing)1235 Sycamore ViewMemphis, TN 38134

(901)372-8280

(901) 373-6180 - FAX

Continued on p.7

Forest Products Export Directory ($175).Hardwood Purchasing Handbook ($175).Import/Export Wood Purchasing News ($65/yr.)- a bi-monthly publication. National HardwoodMagazine -$45/yr. [U.S.], $50/yr. [Canada],$115 [foreign]. North American Forest ProductsExport Directory ($175).

14 (A) Lake Slates LumberAssociation fLSLAj500 South Slephenson AvenueSuite 301Iron Mountain, Ml 49801

(906) 774-6767

(906) 774-7255 - FAX

Export Committee contact:Larry Wright(615)724-9190

The LSLA Export Committee provides informationto forest products companies interested in export-ing.

15 (P) Michigan Department ofNatural ResourcesForest ManagementDivisionP.O. Box 30452Lansing, Ml 48909-7952

(517)373-1275

Michigan Forest Products ManufacturersDirectory ($15).

16 (P) Michigan JobsCommission

International and NationalBusiness Development201 North Washington SquareLansing, Ml 48913

(517)335-5884

(517) 335-1947-FAX

Wood Products Export Directory (online) - a list-ing of forest products-related companies involvedin exporting. Agent/distributor searches (free),limit of 3 countries. Foreign Subsidiaries inMichigan (free).

17 (P) Michigan Small BusinessDevelopment CenterWayne State University2727 Second AvenueDetroit, Ml 48201

(313)964-1798

(313) 964-3648-FAX

Developing Your International Business Plan(free). International Business Resources (free).Low Cost/No Cost International Resources (free).

The Magic Guide to the NTDB (free). TradeSecrets: The Export Answer Book ($25).

18 (P) Michigan State Library717 West AlleganLansing, Ml 48909

(517)373-5400

Contact the Government Desk or the ReferenceDesk; CD-ROMs for the National Trade DataBank and other government and private refer-ences are available for use or loan.

19 (P) Michigan State UniversityDepartment of Forestry(Contact: Jim Stevens)126 Natural ResourcesEast Lansing, Ml 48824

(517)432-3353

(517) 432-1143-FAX

Offers assistance in sourcing information or ser-vices associated with international business inforest products.

20 (P) Michigan State UniversityMain LibraryCircle DriveEast Lansing, Ml 48824

(517) 353-8700

Government DocumentsSection(517)353-8707

Business Library(517)355-3380

Provides access to a variety of information,depending on the user's needs.

21 (A) National CustomsBrokers andForwarders Associationof America (NCBFAA)One World Trade Center,Suite 1153New York, NY 10048

(212) 432-0050

(212) 432-5709 - FAX

http://www. ncbfaa .org/ncbfaa

A trade association that sells its membership listof customs brokers and freight forwarders ($25annually).

22 (A) National Hardwood LumberAssociation (NHLA)P.O. Box 34518Memphis, TN 38184-0518

(901)377-1818

(901) 382-6419 -FAX

Directory of North American HardwoodExporters ($25) - lists NHLA exporting members,their products, consumers and buyers in the U.S.and abroad (over 1,200 listings). NHLAMembership Directory ($85).

23 (I) National Institute ofStandards and TechnologyBethesda, MD 20899

(301) 975-2000 ext. 4040

ISO9000 Questions and Answers (free).ISO9000 General Information Packet (free).

24 (A) Small BusinessExporters Association (SBEA)4603 John Taylor CourtAnnandale, VA 22003

(703) 642-2490

(703) 750-9655 - FAX

http://www.sbeaorg/sbea

The Export Expert - software on export questions;includes information on the many facets of get-ting started in exporting and a lot more($169.95). International Sales and theMiddleman: Managing Your Agents andDistributors ($40 or free to new members).

25 (A) U.S. Chamber of CommerceInternational DivisionPublicationsH Street, NWWashington, DC 20062-2000

(202)463-3173

(202) 463-3114-FAX

International Quick-Reference Guide ($25 [mem-bers], $35 [nonmembers]). ISO9000: A SatelliteSeminar - 2 hour video ($75). ISO9000: AnIntroduction for U.S. Businesses ($5).

26 (P) USDAForeign AgriculturalDivisionInformation ServiceUSDA, Room 5074Washington, DC 20250-1000

(202) 720-9445

A Guide to Exporting Solid Wood Products -$28 [U.S.], $56 [international]. Agexporter-$51/yr. [U.S.], $59/yr. [international]. Food &Agricultural Export Directory - $19.50 [U.S.],$39 [international]. Wood Products: InternationalTrade and Foreign Markets - $35 [U.S.], $188[international] - published 5 times/yr.

Continued on p.8

27 (P) USDA Forest ServiceNortheastern ForestExperiment StationRoute 2, Box 562-BPrinceton, WV 24740

(304)425-8106

Provides a variety of publications on the forestproducts industry. Bulletin of Hardwood MarketStatistics (free).

28 (P) USDA Forest ServicePacific NorthwestResearch StationP.O. Box 3890Portland, OR 92708-3890

(503) 326-4201

Production, Prices, Employment and Trade inNorthwest Forest Industries (free).

29 (P) USDAAgricultural MarketingService Transportationand Marketing Division

(Contact: Bryan McGregor)Washington, DC 20230

(202)690-1314

(202) 690-1340-FAX

http://www.usda.gov/ams/lmdsea.htm

A Business of Details - Exporting High Value U.S.Agricultural Products (video & publication) (free).Agricultural Export Transportation Workbook(free).

30 (P) U.S. Department ofCommerceInternational TradeAdministration14th and ConstitutionAvenue, NWWashington, DC 20230

(202) 482-0543

Trade Information Center(800) USA-TRAD

http://www.ita.doc.gov

Pontiac Export Assistance CenterElizabeth Lake Road CenterSuite 1300 WestPontiac, Ml 48341

(810)975-9600

(810) 975-9606 - FAX

Business America (free). Commercial News USA(free).Export Programs: A Business Directory ofUS Government Services (free). How To Get TheMost From Overseas Exhibitions. InternationalCountertrade: A Guide for Managers andExecutives. International Countertrade: IndividualCountry Practices. National Trade Data Bank -CD-ROM ($360/yr.); call (800) STAT-USA toorder.

31 (P) U.S. Export-Import Bank(Ex-lmbank)Business Development Group55 West Monroe St.Suite 2440Chicago, IL 60603

(800) 565-EXIM

(312) 353-8071

(312) 353-8098-FAX

Offers a small business package containinginformation on how to get started in exporting.

32 (P) U.S. GovernmentPrinting OfficeSuperintendent of DocumentsWashington, DC 20402

(202)512-1800

Atlas of Eastern Europe ($16). BackgroundNotes (all countries) ($58/set or $20/yr.) S/N044-000-91214-7. Business America ($61 /yr.)ISBN 0190-6275. Export Yellow Pages (free).Export Trading Company Guidebook ($8.50).Export Administration Regulations ($87). WorldFact Book ($23) S/N 041 -15-00167-1. WorldPopulation ($4.50) S/N 003-024-06706-4.

33 (P) U.S. Postal ServiceInternational ProductManagementRoom 1140L'Enfant Plaza, SWWashington, DC 20260-6520

(202) 268-2263

International Direct Marketing Guide to Canada(free). International Marketing Resource Guide(free). USPS Worldpost Services (free).

34 (P) U.S. Small BusinessAdministrationOffice of International TradeWashington, DC 20416

(202) 364-6644

250 Elizabeth Lake Rd.Suite 1300Pontiac, Ml 483416

(810)979-9602

SBAtlas (free). Breaking Into The Trade Game(free). Is Exporting For You? (free). The FactsAbout...International Trade Assistance (free). TheFacts About... Export Revolving Line of CreditLoan Program (free).

MSU is an affirmative action/equal opportunity institution. Michigan State University Extension programs and materials are available to all withoutregard to race, color, national origin, sex, disability, age or religion. • Issued in furtherance of Extension work of May 8 and June 30, 1914, incooperation with the U.S. Department of Agriculture. Arlen Leholm, Extension Director, Michigan State University, E. Lansing, Ml 48824.• This information is for educational purposes only. References to commercial products or trade names does not imply endorsement by MSUExtension or bias against those not mentioned. This bulletin becomes public property upon publication and may be printed verbatim with creditto MSU. Reprinting cannot be used to endorse or advertise a commercial product or company.

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