SELL TO THE WORLD: GET STARTED IN 6 EASY STEPSMake more sales. Find new markets. Boost competitiveness. Grow your company.

FIND YOUR TARGET MARKETIdentify high-potential markets by looking for:• A strong demand for what you’re selling• Who your competitors are and what competitive advantages you have• Market size and accessibility• Potential for growth• Partners to help you do business • A stable business and political environment

GET YOUR FOOT IN THE DOOR There are a number of ways to enter a new market.Pick the strategy that works for you:• Sell directly to customers• Sell through an intermediary in that country• Establish a local office or affiliate• Partner with a local company• Follow an existing customer into the market

FIND CUSTOMERS, INTERMEDIARIES AND PARTNERSNetwork, network, network by:• Attending international trade shows• Networking through your industry and trade organizations• Visiting the market for a first-hand look• Asking your bank, business associates and industry association for recommendations

MAKE SURE YOUR CONTRACTS PROTECT YOUBuild well-written contracts:• Scrutinize contracts to find hidden risks• Specify who is responsible for getting import/export licences• Include provisions for dispute settlement and the jurisdiction where this would take place• Clearly outline warranty/maintenance terms and conditions• Check translations to make sure they say exactly what you want the contract to say• Get help from local legal professionals

COPING WITH LOGISTICS AND CUSTOMSEnsure problem-free logistics:• Understand Incoterms, which are the standard terms used in international logistics• Consider using freight forwarders and brokers who deal with your type of product• Make sure your customs documentation is adequate and complete• Comply with all import regulations• Deliver only to the customer’s port of entry

MANAGE YOUR CUSTOMERS AND YOUR RISKSPractice risk mitigation:• Check out a customer’s creditworthiness and financial history before committing to a deal• Monitor customer creditworthiness• Consider credit insurance to insure against not getting paid• Make sure your intellectual property is registered and protected in the foreign market itself• Be precise about the rights you issue to a company when allowing them to use your intellectual property

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