How To Sell To
Wal-Mart Interview #7
The Only Web Site And Resource You’ll Need To
Get Your Products Sourced, Manufactured, Imported and Sold Into
America’s Largest Retail Stores.
The Federation of
International Trade Associations (FITA) was founded in 1984. Its
mission is to foster international business by strengthening the role of
local, regional, and national associations.
In this interview with
Barney, FITA’s web master and advertising expert, you will learn about
how the FITA web site is the Number One portal for both export and
import . Barney and I begin by discussing how
to use the FITA web site (www.fita.org).
The site contains over
500 different links to different items and services to help American
manufacturers to safely export their to any country in the
world. Additionally, if yours is an international company wanting
to import into the United States, the web site is the
source for questions, answers, and logistics on bring your product to
the United States.
One important term that Barney
introduces is the ďT-lead.” Or we'll just call it a trade lead.
These t-leads were started in 1993 by the United Nations to get
the word out about products that third-world countries had for
sale. At that time, the Internet was still in its infancy
and was not used. Rather, there were offices called
T-Points set up in strategic cities of the world where a person
could go to obtain the latest list of leads.
Now, with the advent of
the Internet, the T-Point offices have been bypassed and everything
is handled online. Further, now anyone can post a t-lead and
Barney and I discuss how there are a lot of t-lead scams online and
what to look for to identify a scam.
There are currently
approximately 700 web sites that contain leads. In China, itís really
become a big business. The two main Chinese
lead sites are AliBaba and Global Sources and they basically do what
the UN used to do. However, instead of their services being free,
they charge factories to list their t-leads.
The FITA web site has
500 associations having to do with international business as
members. You will hear Barney give examples of some of the
associations that are members of FITA.
FITA’s web site is free
for people to browse but only members who pay a small fee get access to
their database of respected trade systems. This is one way the
FITA qualifies its trade association members, such as AliBaba, Global
Sources, and Trade India.
Barney gives us a
hypothetical example of how a US manufacturer can use FITA to get into
Business to Business exporting. First, the manufacturer would put
his trade lead information into the databases of several trade
associations. Within a few weeks, the manufacturer would begin
getting emails from interested parties around the world and you may
begin negotiating with them. Barney warns that you have to make
sure that the buyer can and will pay you. There are many
complications with international trade and in fact, most transactions
don’t get completed because of these complications.
We discuss how
international trade, especially in Asia, is very different than doing
business only in the US due to the cultural aspects of the country of
the person you are dealing with. It’s all about building
relationships and trust. Barney advises that the most important
thing a new importer or exporter must learn is patience.
Additionally, it would behoove an importer or exporter to learn all of
the “hidden” obstacles that he may be faced with in different countries.
FITA’s web site has
lots of information about doing business internationally. When
you look at
you will be amazed with the amount of useful information in addition to
the trade association links that you will find such as:
international market research reports.
- FITA’s Really Useful
Sites email newsletter.
- How Export Management
Companies will perform all of the tasks necessary to export your
product. FITA’s web site has a list of Export Management
- Detailed reports of the
business environments of most countries.
- Links to export training.
- Links to sites that will
help to get into another country.
- Lists of Foreign T
Zones, how they are useful and can save you money.
- Different kinds of
software to assist with logistics
- Links to companies who
deal exclusively with international travel.
- Books promoted by FITA
- Government security
- …and tons of other great
Barney and I discuss
many other topics, such as outsourcing and how it can be dangerous to
US companies. You’ll want to listen to the entire interview so as
not to miss any crucial details.
The bottom line is
that, in our growing Global Economy, US manufacturers cannot afford to
only sell in the US. Exporting products to other
countries will soon be a necessity.
Everything you need to
do importing and exporting can be found on www.fita.org.
It could be time for you to investigate what other companies are doing
in the way of trade and how you, too, can get involved.