Dear BettySue

Letters from small business owners and entrepreneurs asking for advice from Betty Sue the Export Queen!

Dear BettySue

5 Key Considerations When Exporting

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5 Key Considerations When Exporting From Frostproof, Florida After taking your class The Riddle of the Exporter™, we have become interested an in understanding the key considerations when exporting as we grow. Our store, Geeky Gastro Gadgets in Frostproof, Florida, specializes in finding unique gastronomic gadgets from new inventors around Florida and the U.S. We carry items that range from a crawfish cracker, to a jalapeño seed remover to a foolproof sushi rolling kit. We are considering adding some Florida seafood spice concoctions to the mix. Right now, we have a steady flow of international orders and an increasing number of inquiries from clients overseas. One inquiry is from a kitchen specialty store in London that caters to expats. Can we export? How can we tell if exporting should be in our future? Signed, Gastro Gal *Disclaimer: The names of exporters and their stories have been changed to protect their identity. The names and expertise of our advisors are very real and often understated. The story is funny, the advice is authentic. The Key Considerations To Global Trade, International Distribution, and Import-Export Compliance​ Dear Gastro Gal, Congratulations for considering exporting as part of your business strategy. Every company should, even if they decide that it’s not in the stars. A decision to start exporting should take a more consideration than looking into a crystal ball at the local fair. A friend and colleague, Mr. Hal Jacobson who is an International Trade Specialist with SCORE and North Texas SBDC, is just than man that can help you map out your next step… or not. Mr. Jacobson is a wealth of information, having served as the VP of Quaker Oats International for 37 years with a slight break in the middle when he performed his service as WWII Air Force pilot. (He asked me not to mention that he was awarded the Purple Heart but how could I help myself?)  So lets turn it over to the expert and let him guide us in determining our future. Signed,  Betty Sue, preferring fact to fortune telling *Hal Jacobsen was a global trade mentor to BettySue and many other new exporters. He is no longer with us but I am certain he is still a cheerleader forinternational trade in Heaven. Expanding into global trade is exciting, but before diving in, it’s crucial to assess whether exporting is viable for your company. I receive export questions from businesses nationwide, and the following five key considerations will help you navigate foreign market adaptation, international pricing of products, and how to get paid in international trade. #1: Can Your Product Be Adapted for Foreign Markets? Successful foreign market adaptation is essential for selling internationally. Consider the following factors: Regulatory Compliance: Certain countries require multi-lingual product labels (e.g., exporting food products to Russia requires Cyrillic labels). Technical Adaptation: Electrical products designed for 110V/60Hz (U.S. standard) may need modification to work in countries using 220V/50Hz.Expecting customers to buy a transformer isn’t practical. Metric System Adaptation: Many global markets require metric conversions for product specifications. Metricizing packaging, instructions, andproduct dimensions is crucial for success. #2: Understanding International Distribution Channels Selecting the right distribution channel is key to reaching your target market efficiently. Ask yourself: What are the preferred distribution channels in your target market? Options include:             Retailers vs. wholesalers             Third-party e-commerce platforms like Amazon Global, Alibaba, or Shopify How do international distribution networks differ by region?             Exporting retail products may require partnerships with foreign wholesalers.             B2B industrial products often use direct sales or authorized distributors. Every country has unique import-export compliance regulations that impact international distribution strategies. #3: International Pricing Strategies One size does NOT fit all when it comes to international pricing of products. Common mistakes include: Using U.S. domestic pricing in global markets:o This often fails because: Domestic prices include costs like U.S. advertising, marketing, and localdelivery.o Foreign markets require different pricing structures, factoring in import duties, freight, tariffs, and local taxes. Build pricing based on international costs only:o Currency fluctuations and the impact of exchange rates.o Competitor pricing in the foreign market.o Landed cost calculations, ensuring the final price reflects all expenses associated with delivery. #4: How Will You Get Paid in International Trade? A major concern in exporting is ensuring secure payments. You must establish a reliable international payment method to avoid financial losses. Options include: Credit card or PayPal – Suitable for small transactions but may have high fees. Advance payments – Often a deal breaker, as foreign buyers may hesitate to prepay. Letters of Credit (LCs) or Documentary Drafts – These banking instruments provide security by ensuring payment upon shipment or delivery. Trade credit insurance – Protects exporters against the risk of non-payment by foreign buyers. Without a solid payment structure, even a strong global trade expansion plan can fail. #5: Cultural Considerations in Exporting Cultural differences can significantly impact international business transactions. Consider: Translations: Poorly translated product names and slogans can damage your brand. Negotiation etiquette: Different cultures have unique approaches to business discussions and decision-making. Professional Titles Matter: In global business, job titles impact credibility. Instead of “Sales Associate,” use “International Sales Specialist” toestablish authority in negotiations.   Final Thoughts: Preparing for Export Success By carefully considering foreign market adaptation, international distribution, export pricing strategies, payment security, and cultural nuances, you can confidently enter international markets. All the best, Hal Jacobson Facebook LinkedIn Taranis, LLC dba Export Connector Contact Cactus, Texas & Dallas, Texas & Gun Barrel City, Texas Facebook Linkedin

Delivery Van Driving International Exporting
Dear BettySue

How To Successfully Enter and Grow in International Markets

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How to Successfully Enterand Grow in International Markets How to Successfully Enterand Grow in International Markets How to Successfully Enterand Grow in International Markets Key Considerations for International Exporting From Bumblebee, Arizona Howdy from Bumblebee, Arizona. You’ve got us so excited about exporting that we’ve started our very own, Betty Sue Export Club. People from all over the area come together to share ideas on how we can export our products successfully. Like you, I have a food product Desert Dip Spice Mix. We are already in restaurants in the Phoenix and Scottsdale area. Since there are lots of “Winter” Canadians, our market is expanding up north. How is the best way to continue our organic expansion?. Should I start online or should I look for a distributor. Signed, Norma Spicey, creator of world famous Desert Dip Spice Mix *Disclaimer: The names of exporters and their stories have been changed to protect their identity. The names and expertise of our advisors are very real and often understated. The story is funny, the advice is authentic. Successfully Enter and Grow in International Markets Dear Norma and Members of the Betty Sue Export Club, My, oh my, there are some really industrious people in Arizona. Guess that desert air brings out the entrepreneur in ya. Figuring out how to get your product to international markets can be as befuddling as trying to find your boyfriend at the Texas State Fair when you’re at one end and he’s way far at the other. As my Mama says, if you’re missing a step in your plan, find an expert who can plan your steps. A good friend and colleague is Mr. Lee Mulkey, CEO of ALM Company, an advisory firm serving global manufacturers and distributors. Mr. Mulkey’s resume of success is packed like a mule horse heading out for a long trip. Lee has served as President and CEO of three global companies. He’s usually on the road dealing with some big company but as a favor to Betty Sue, he said he would love to help you prepare for next month’s export meeting. Signing off and tuning in to learn from Lee,  Betty Sue Dear Norma Spicey and the BettySue Export Club, So you are the woman behind Desert Dip Spicy Mix! My wife and I make sure to order anytime it on the menu. Delicious! Congratulations on considering exporting. It will be the best decision you make for your business. Before determining the any export market entry strategy, businesses must conduct export market research to assess the viability of international expansion. EXPORT MARKET RESEARCH Exporting Food Products: Regulations, Compliance, and Cultural Considerations Exporting food products is more complex than other goods due to strict international trade regulations. Many countries enforce specific import regulations for food exports, requiring: Certification of food manufacturing, safety and ingredients. This is outlined in the CCG-Country Commercial Guide provided at the government website www.trade.gov. or call your local USEAC-U.S. Export Assistance Center for help from one of their international trade specialists. Product labeling compliance (e.g., country of origin, ingredients, and nutritional information) Packaging requirements, including shelf life and storage standards Beyond regulatory concerns, exporting food products requires cultural adaptation. Different international markets have unique consumer preferences and packaging expectations. Localized packaging and branding are essential to succeed in diverse regions such as the EU, Middle East, and Asia. Next Steps in Global Trade Expansion – How will you reach your market? Expanding into global trade requires a well-planned export strategy to ensure success in international markets. Whether you’re exporting food products, exporting retail products, or expanding industrial operations, choosing the right market entry strategy is crucial. Below are some of the most effective ways to export and build a successful import-export business. There are two methods to export: direct and indirect. Direct exporting: In direct exporting, you handle all aspects of the exporting process. Using BettySue’s Riddle of the Exporter™, this means all 8 steps including market research, market entry, transportation and compliance. This method is good for experienced exporters who want full control over their markets. It also requires deep pockets to handle all expenses as you build up your markets. Indirect exporting: Indirect exporting is good for newcomers. You find a 3rd party platform and work with them to expand your market within their platform. It allows you to get into markets with less experience and less cash up front. If you a new exporter you may choose indirect exporting such as with a 3rd party-Amazon, Etsy and Shopify or eBay. These companies have streamlined their formats to help you set up key elements for exporting regulations and international shipping. E-Commerce Exporting: Selling Internationally via Online Platforms For many businesses, e-commerce is the easiest way to expand globally. Developing an export-focused digital commerce website allows businesses to reach international customers with minimal setup. Leading e-commerce platforms such as Amazon, eBay, and Shopify provide: International shipping options Pricing in USD or local currencies Export compliance alerts Translation and fraud protection tools E-commerce is an ideal strategy for exporting retail products, as it enables small businesses to enter foreign markets without establishing a physical presence. If you are an experienced exporter or have the type of product that needs on the ground sales assistance, you may prefer to go the long route with direct exporting. This would be through a foreign sales agent, a foreign distributor or with more complex methods such as licensing. Here are some of your options. Industry Trade Groups: Connecting with International Distributors Many industries have trade associations that facilitate export market research and connections with foreign distributors. These trade groups often have relationships with global trade networks, making it easier to find international customers and partners. Foreign Distributors & Licensing Agreements A key strategy for exporting food products and other consumer goods is working with foreign distributors or licensees. These partners: Have local market knowledge and distribution networks Can assist with government import requirements and packaging regulations Reduce the need for establishing a local entity However, finding a reliable foreign distributor

Dear BettySue

Cultural Communications and Protocol: Mastering International Trade Meetings​

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Cultural Communications and Protocol: Mastering International Trade Meetings From Friday Harbor, Washington Dealing with an international client is new to us and the cultural communications that come along with it. We have a unique international opportunity and need your help! We manufacture a line of spa products utilizing our local seaweed here in Friday Harbor, Washington. Last month an executive from a Colombian company tried our product while visiting on vacation. It made her look years younger. She loved it! Little did we know that she is the Sr. VP of marketing for one of the largest beauty companies in Colombia. She wants to bring the CEO to meet us! We are so excited but so nervous. Betty Sue, this is bigger than big and we don’t want to mess up. What do we need to know to start off the meeting right and carry it through? Our future may depend on you, please help! Signed, Rhonda Rhodophyta, Friday Harbor, Washington *Disclaimer: The names of exporters and their stories have been changed to protect their identity. The names and expertise of our advisors are very real and often understated. The story is funny, the advice is authentic. Become an Expert in International Trade Communication Dear Rhodophyta, We are as proud as plump peaches for your success! Dealing with international clients and adjusting your cultural communications will be just one more feather in your cap. Being from the Dallas area, home to Mary Kay, we all know her famous quote, “You have only one chance to make a good first impression”, so of course, that is what we want you to do! As my Mama said, if you don’t know how to dance, best find ya an expert to teach ya before ya step on any toes. Our expert knows ALL the steps. My friend and colleague Patricia Moore, CEO of Sentrum International has had years of protocol experience serving as Consul of Colombia to Norway and Iceland. She deals with all aspects of export services for her international clients and of course cultural questions do arise. Let’s ask Patricia what we need to know to make a great first impression and carry it through. Signed,  Betty Sue, a proud plump peach Mastering International Trade Meetings: Cultural Communications, Business Etiquette, and Foreign Relations Protocol When engaging in international trade, building strong relationships with foreign clients is essential for long-term success. Understanding cultural communications in international trade, including greetings in different cultures, business meeting protocols, and trade etiquette, can greatly impact your negotiations and partnerships. Cultural Awareness: Eliminate Stereotypes for Effective Global Trade The first step in fostering successful international business relations is removing preconceived stereotypes about foreign cultures. Every country has its own unique customs, foreign relations protocol, and approach to business meetings. Taking the time to learn these differences will help you establish trust and create a lasting partnership. Before the Meeting: Proper Business Protocol and Meeting Preparation Once you’ve confirmed that the CEO or key decision-maker will visit your facility, follow these steps to ensure a smooth and professional experience: 1. Send a Tentative Agenda for Approval – This provides insight into their preferred working style and negotiation approach. 2. Provide Key Logistics Information – Include travel tips, weather updates, local cultural highlights, and hotel recommendations. 3. Confirm Dietary Restrictions – Ask about special meal preferences, allergies, or religious dietary restrictions to make their stay comfortable. 4. Arrange Airport Pickup & Transportation – As the host, you or a designated team member should greet your guest personally and drive them to meetings. Trade Meeting Etiquette: Cultural Differences and Business Protocol Your business meeting strategy should align with local customs and expectations. Consider these key aspects: Location & Seating Arrangements:The guest of honor (highest-ranking official) should be seated across from your company’s top executive, facing the door.Direct them to their seat by saying, “Please sit here.” Greeting Rituals in International Business:Handshakes are common in Western cultures, but bows may be expected in Japan, and some European or Latin American cultures may greet with a kiss on the cheek. Be mindful of personal space, voice volume, and body language based on cultural norms. Attire Expectations:“Casual dress” in global trade rarely means jeans or flip-flops. Business casual in one country may mean a full suit in another. Table Etiquette & Business Materials:Keep briefcases and purses off the table and maintain organized meeting documents. If the guest presents a gift or souvenir, open it immediately, expressgratitude, and share it with others if appropriate. Starting the Meeting: Cultural Communications in Foreign Trade Business 1. Begin with Polite Conversation – Ask about their trip and, where appropriate, inquire about their family, which is often valued in relationship-oriented cultures. 2. Deliver a Strong Business Introduction –Present a brief but compelling pitch about your product or service.  Highlight export market opportunities and mutual benefits for both parties. 3. Listen and Address Concerns Thoughtfully – Demonstrating cultural respect by acknowledging their perspective and addressing their needs is crucial. Closing the Meeting: Strengthening International Business Relations Through Cultural Communications 1. Respect the Agenda and Time Constraints – As the host, close the meeting professionally and transition to the next engagement. 2. Ensure a Proper Send-Off – Arrange transportation back to the airport, ensuring a smooth departure. 3. Follow Up Professionally – Send a courteous follow-up email, thanking them for their visit and asking about their return journey. Express enthusiasm for future collaboration and outline the next steps in your business partnership. Final Thoughts: Becoming an Expert in International Trade Communications Mastering cultural communication in business meetings, greetings for different cultures, and foreign relations protocol is a skill that will serve you throughout your global trade expansion journey. Developing cross-cultural awareness and adapting to international business etiquette will set you apart as a strong candidate for those seeking out international business relations. Facebook LinkedIn Taranis, LLC dba Export Connector Contact Cactus, Texas & Dallas, Texas & Gun Barrel City, Texas Facebook Linkedin

close up shot of bills
Dear BettySue

Trademark Scams: The Best Approach

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Trademark Scams: The Best Approach From Ty Ty, Georgia Greetings from Ty Ty, Georgia. I have heard of trademark scams but am not familiar with the finer details. Here at ™ Pecan with an ® Attitude we are expanding exponentially which has attracted bad actors. We grow some of the best pecans in the U.S. (did ya know that Georgia is the #1 pecan growing state? Sure are!) We have a brand of spiced pecans called Southern Hotty and it has been a big success. We are receiving more orders worldwide and our brand is becoming well known. Right now we have a TM but no formal ®. Recently we received and email from a Chinese firm warning us that a trademark is going to be filed by another company in China. We have no immediate need for a ® in China. We don’t yet ship to China but we might one day soon. How should I respond or should I respond at all. From what I’ve heard tell this a common scam? I read the story about Michael Jordan and it looks pretty shaky with intellectual property in China. Need some advice if you got an expert that can help us. Signed, ™ Pecan with an ® Attitude *Disclaimer: The names of exporters and their stories have been changed to protect their identity. The names and expertise of our advisors are very real and often understated. The story is funny, the advice is authentic. BettySue Response Dear ™ Pecan with an ® Attitude, Ya know we Texans love pecans, especially Earnie Earl. Bet he can’t wait to try some of your Southern Hotties. I understand the Chinese are buying up pecans like lotto tickets at a 2 fer 1. You are right to be cautious of this well-known intellectual property scam. There is a great article by USPTO on ways to spot and avoid trademark scams here but we need to look at all sides of the barn cause there could be some answers we’re missing.  Let’s ask our expert, Mr. James Saikin. James, a senior technologist and global operations specialist has taken the lead in start up, development and acquisition of numerous technology companies. He assists companies with intellectual property strategy and combating trademark scams, having written and assisted with over 100 patents.  James specialties include power systems, energy control systems, nano-technology, composites, applied material, semiconductors, optics and defense systems. Mr. Saikin obtained a BA in Physics from Texas A & M. His Juris Doctorate in Law from Oklahoma City University allows him to plan IP strategy while staying out of the courtroom. Signed, Betty Sue.. loving a gal with a attitude Let’s Hear What James Has To Say About Trademark Scams Dear Betty Sue and ™Pecan with an ® Attitude, My clients used to receive these letters about once per month after a formal filing with the United States Patent and Trademark Office. The USPTO www.uspto.gov publishes information about trademarks (and their owners) through the Official Gazette for Trademarks (OG), which comes out each Tuesday and contains bibliographic information, a representative drawing for published trademarks, along with a list of cancelled and renewed registrations. Furthermore, information about each applied for trademark may be found in the office’s public trademark database, which is updated daily and accessible directly from the home page of the trademark office web site. The very public nature of the filing plus all the information that must be filed along with a USPTO filing provides all the information necessary for, in some cases unscrupulous operators, to scam anyone. Not surprisingly, the public nature of trademarks creates a perfect opportunity for trademark scams. Scams arise via both snail mail and e-mail, as typically enough information will be provided during the filing for either. Most of these dubious offers are received as a result of applying for or registering a federal trademark and are in the grey area of not technically fraudulent.  A common example is the offer to be placed in some sort of alternate registry, which is often marketed in such a way to mimic “official” registration of some sort by cloaking the offer with official sounding names and associating it with symbols. In my opinion, regardless of their nature or origin, offers by the “trademark industry” are of dubious value. With all such offers whether by letter or email your counsel is the first place to seek advice. Counsel will at least be able to determine whether there is a threat to your brand or recommend a means in which to further protect your mark (whether trade or service). The most common form of scam I have seen is an email from China but it may be from someplace in Asia. The narrative changes over time, but mostly revolves around a notice that someone in Asia is attempting to register your trademark in various foreign countries. If you engage the scammer directly, you will be asked to provide credit card information to purchase services to stop this behavior or encourage the scammers to buy some domains, only to sell them back to you at inflated prices. There is no upside in engaging the scammers. The very best advice here is: Do not engage directly. Immediately contact counsel and let them handle it. While we may all assume it is a scam, it is always preferable to establish a legal basis at this juncture to assist in the defense of a potential future infringement claim if it is not a scam or least let others know you are vigilante in protecting your brand. In my opinion, the only sensible course of action is to seek a trusted advisor who is knowledgeable in these matters to assist who can guide you in this very complex and ever changing area of law. Your mark whether it is trade or service is your brand and should be where you spend legitimate expenses including international trademark registrations, and trademark renewals, as well as monitoring for infringement and competing trademarks. Respectfully yours, 

black and grey camera
Dear BettySue

Export Compliance

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Export Compliance From Confidence, California Hello from Confidence, California, the home of American ingenuity going global. We design and manufacture the soon to be famous Diva-On-Demand state of the art camera for professional photographers. Of course, it comes with faux leopard carrying case. We receive inquiries daily from around the world. We are ready to start shipping internationally today but our freight forwarder put up a big YIELD sign. He says we might need an export license and to learn about following export compliance for our camera. He gave us a copy of The Riddle of the Exporter™ Workbook (excellent workbook by the way) and sent us to Step 5 – Compliance. It says there that we need to ask four questions: what is the product; where is it going; who is it going to and how will it be used? That’s a lot to answer! Do we really need a license for this automatic air brushing camera? Signed, Arnie Leibovitza, Inventor of Diva-On-Demand Camera *Disclaimer: The names of exporters and their stories have been changed to protect their identity. The names and expertise of our advisors are very real and often understated. The story is funny, the advice is authentic. BettySue Response Dear Arnie and the good folks in Confidence, California, Isn’t it exciting to invent, design and sell—all from the good ol’ U.S.A. We always want to encourage companies to sell overseas but we agree with your freight forwarder- slow down and do it right. As my mama always said “tackle trouble before trouble tackles you.” Glad you are using the workbook. The one thing Earnie Earl and I believe in as strongly as hot dogs and fireworks on the 4th of July is that we always call the experts, especially when learning about export compliance for your growing business.  In this case, our expert is Cesar Reyna of Trade Consulting Services. Cesar is a real “go-pro” in assisting companies with all of their compliance needs. We got in touch with Cesar and he will take us through the next steps to determine if you need a license. My friend Cesar Reyna the president and founder of Trade Consulting Services, LLC. wanted to chime in and offer a helping hand. What do you think Cesar!? Cesar Response Dear Arnie, Betty Sue is right, you always want to make sure you have all of your t’s crossed and your I’s dotted before you export. Following export compliance is crucial to maintaining a consistent export output. The Export Administration Regulations, EAR, is the regulation you will want to comply with when exporting your camera.  Determining the Export Control Classification Number (ECCN) for your product is one of the most important steps for exporting. The ECCN is a 6 digit alpha-number that tell us what the product is and why it is controlled.  The ECCN along with the country, end-use and end-user will help you determine if a license is required to export your product. After reviewing your specifications and consulting the Commerce Control List, (CCL) we have determined that your camera is controlled under EAR99. EAR99 is used to control items that are not found in the Commerce Control List and is generally used for low-level technology products and will not usually require a license. But wait a minute; don’t get too excited just yet….there are still other steps you need to take even when exporting EAR99 products. Export compliance for your camera business is just getting started. Embargoes and Sanctioned Countries   Now that you know your products is controlled under EAR99 you still have to determine if you are exporting to an embargoed or sanctioned country, to a prohibited end-use or a prohibited end-user. Betty Sue calls this-checking the “Bad Guy Lists”. The list of embargoed and sanctioned countries can change so the best source is to check Supplement Number 1 to Part 740 to find a list of the Country Groups and review Country Group E. If you are shipping to any of the countries found on this list, give us a call and we can go from there. Anytime you export the camera you should verify that the parties involved in the transaction are not considered parties of concern on the “Bad Guy Lists”.  The Department of Commerce provides a great resource that allows you to check your parties at https://apps.export.gov/csl-search#/csl-search.  If the companies you are doing business with come up in one of these list you should place your transaction on hold until you verify if the party you are doing business with is the same party that comes up on the list.  Double Check Documents   There are several lists this resource checks and depending on the list it could mean that the export is prohibited, a license would be required or there is a red flag associated with this company.  Be sure to document that you have performed this screening as part of your due diligence process by printing a copy of the results for your records. Lastly, you have to ask yourself if the end-use is prohibited. Start out by going through the General Prohibitions (Part 736 of the EAR), the General Prohibitions will walk you through some of the things we just talked about and will refer you to Part 744 of the EAR to determine if your product is going to a prohibited end-use.  Some of the prohibited end-uses include if your camera will be used for nuclear activities or for missile technology end-use but Part 744 will give you more details on this and other prohibited end-uses. Conclusion   Now that we know your camera is going to France to Vogue Magazine for use in fashion shoots and we have screened all the parties involved, we can safely say that your camera does not need a license to export.  Following export compliance for cameras and any product for that matter is a staple of exporting. We covered a bit but there is more to learn. You can learn

Dear BettySue

International Shipping As You Grow

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International Shipping As You Grow From Bowlegs, Oklahoma Howdy from Bowlegs, Oklahoma home of Tornado Alley World Famous BBQ Sauce. We are well known for our Tornado Alley BBQ Sauce and are beginning to embrace international shipping for our BBQ sauce. We started off small and just shipped samples through the USPS and small orders through UPS and FedEx.  It worked for some countries like Germany but certainly didn’t work for Mexico (Yikes!). Here is what is happening now. We are moving past the small stage and on to the big stage which requires international shipping. We have two new distributors (big ones!) in South Korea and in Colombia.   When the orders get bigger and bigger what do we do about shipping internationally?  Right now we don’t think we have enough of an order for a full container but if things go as planned by next year we will.   Signed, Linda Kay, The BBQ Queen of Tornado Alley *Disclaimer: The names of exporters and their stories have been changed to protect their identity. The names and expertise of our advisors are very real and often understated. The story is funny, the advice is authentic. Dear Linda Kay and Brave Friends in Bowlegs, It is excellent to see you planning ahead for the big stage and beginning the process of international shipping your BBQ sauce. What we at Bestway like to do is to work with your customers as they grow. You are correct the USPS works fine for samples, depending on the import country’s level of service. The USPS is rated the #1 postal service in the world but not all others are up to the same level, so beware. Of course, as you continue to grow, you will need to develop a logistics plan. First, determine which of the four modes of transportation is best for your quantity, time and cost requirements. You will use one of the four modes of shipping – air, ocean, rail or truck when international shipping. Utilizing more than one mode is referred to as multimodal. You will also need to calculate your landed costs which means determining the final cost to land your product in the other country. This will include many “hidden costs” such as tariffs, union fees, harbor fees. Your freight forwarder ( your BFF-Best Friend Forever) will assist you in doing this. International shipping by ocean is much cheaper than air but there are some things to consider. The time it takes to deliver will be longer especially if you have less than a container. A full container (20’ or 40”) is called an FCL-Full Container Load and and if you cannot fill a container, you will have an LCL-Less than Container Load. The LCL must be transported to a warehouse for consolidation with other LCLs. The second important thing to consider (for all shipments ocean or air) is proper packaging. In the case of the BBQ sauce, the glass jars must be sufficiently package in full strength boxing and palletized. If cartons are palletized ISPM-15 wood restrictions are valid for both countries listed. All of this should be able to withstand the rolling sea! If ocean containers are loaded, prepare a load plan, taking weight in consideration and order your blocking and bracing materials. For air shipments consider the temperature ranges and non-pressurized cabins. For multimodal, all of the containers will be moved several times and possibly dropped (many times!). Always package for extreme circumstances. Check with your distributors for best port of destination in desired countries.   Before you proceed, you need to check the regulations!! If the USDA has not given any red flags in regards to the components of the BBQ sauce you’re only half way there. You still need to work with your distributor to determine the testing required to import the food product into the foreign country. Are any health certificates required? There will be a government agency that is similar to the USDA. Remember, without this approval your shipment will be stopped at customs. Of course your BFF, your freight forwarder, will assist you but always remember the responsibility lies with you because you are the USPPI-the U.S. Principal Party of Interest. So you have decided the best mode of shipment, determined your landed costs, paying attention to any “hidden costs” and checked out the regulations on both sides of the ocean. As you sell more and grow always keep in mind when international shipping your BBQ sauce to follow the same steps for each new country and always remember your BFF is always your freight forwarder. You can learn more about international shipping BBQ sauces and a wide range of other products as you grow your business by checking out our WORKBOOK & TRAINING so you can solve the riddle of the exporter and grow successfully! If you are still unsure whether you can solve the riddle of exporting, check out what others have said about the 8 step process over on our testimonials page. If you have any issues or any further questions give us a holler here! Best of luck Mike and Linda, hoping to be your new BFF!   Source: Mike Mahony, Linda Reynolds, Hellman Logistics-Bestway International Kansas City, Missouri  Facebook LinkedIn Taranis, LLC dba Export Connector Contact Cactus, Texas & Dallas, Texas & Gun Barrel City, Texas Facebook Linkedin

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