The Questions Behind Trade Secrets
Each Trade Secrets publication is based on a national survey of small and medium-sized enterprises (SMEs) to determine the top 100 questions of interest at a national level. These questions then form the national publication's table of contents. Some questions from the generic version of Trade Secrets are below, to provide Forum readers with an overview of the questions that are typically addressed. National versions follow the same approach, but the questions may differ.
Making the decision to export
Why should a business export?
What are the advantages and risks of exporting for the firm?
What is involved in a typical export process?
What are the most common mistakes made by exporters?
What questions should be answered before deciding to export?
What are the various service institutions that can help the exporter?
What are incentives for the exporting SME?
Preparing to export
Who can assist the exporter with research and market planning?
What are the essential elements of a business plan?
How can the Internet be used to promote exporters' products?
How can an exporter access the Internet?
Finding the market
How can the exporter determine if the chosen product will fare well in the target market?
Where can an exporter find market reports for specific products?
How is a Market Factor Assessment conducted?
Finding the customer
What are the various ways of entering a foreign market?
What sales and distribution channels can be used in different world markets?
What are Export Development Companies?
Where are trade fairs held?
How does an exporter select the best trade fair?
What are the typical costs of participating in a trade fair?
Cultural issues
What are the rules of business etiquette in various countries?
Does being a business woman affect business success abroad?
Agents and distributors
What role does a sales agent perform in exporting?
What criteria should be used when selecting an agent or a distributor?
How are sales commission agent and distributor contracts drawn up?
Legally, what can happen if the agreement is terminated?
How does the exporter find information on foreign representatives?
Contracting
What kind of export contract should be used by the exporter?
What are the essential elements of an export contract?
What are Incoterms?
What are the most common problems with Incoterms?
What are the documents involved in the transportation of goods?
Is it necessary to insure goods?
What happens if the buyer finds delivery unacceptable?
Quality
What is a quality standard?
What is ISO 9000?
What is ISO 14000?
How is ISO certification awarded?
What is eco-labelling?
Are there user groups or loan programmes to assist exporters?
Pricing
What do buyers look for when determining the purchase of a product?
How does an exporter prepare an accurate quote?
How should an exporter respond to an unsolicited inquiry from overseas?
Where can a listing of prices in different countries be obtained?
What elements should an Export Costing Worksheet contain?
Financing and getting paid
How can an exporter finance the purchase of raw materials?
What documents should the exporter prepare for a bank?
What are the methods of payment available to exporters?
What is a letter of credit and how can an exporter use it when exporting?
What problems most commonly arise with a letter of credit process?
What foreign exchange rate risks does an exporter face?
How is the credit-worthiness of a foreign buyer evaluated?
What is export credit insurance?
Transportation and documentation
How should a freight forwarder be selected?
Who is responsible for damage or loss arising from force majeure and other causes?
What is the best way to ship products?
Where can export documents be obtained and which departments or ministries can help in completing the required documentation?
Packaging and labelling
What type of packaging do products require?
What are the technical aspects of packaging?
How does the distribution chain affect packaging requirements?
What kind of labelling does the product need?
Where can information on packaging and labelling requirements be obtained?
What proportion of the product's cost is represented by packaging?
World Trade Organization
What is the importance of the Uruguay Round?
What are the objectives of Agreements on Agriculture and on Textiles and Clothing?
What is the purpose of the Agreement on Technical Barriers to Trade?
What is the Agreement on the Application of Sanitary and Phytosanitary Measures?
What is the General Agreement on Trade In Services?
What is the Agreement on Trade Related Aspects orf Intellectual Property (TRIPS)?
What standards of protection does TRIPS lay down for different rights?
What protection does TRIPS provide for intellectual property rights?
What benefits can SMEs derive from the WTO system?
Where to Obtain Trade Secrets
Contact information to order national versions is below.
• Trade Secrets - Bangladesh
Dhaka Chamber of Commerce
65 Motijheel, Commercial Area
Dhaka 1000
Fax: +880 2956-0830
E-mail: cddi@bangla.net
Publishing date: 2000
• Trade Secrets - Brazil
Ministério das Relações Exteriores
Divisão de Programas de Promoção Comercial
Palácio Itamaraty, Anexo Administrativo I
s/528 Brasilia, Brazil
Fax: +55 61 322 0827
E-mail: leal@mre.gov.br
Publishing date: 2000
• Trade Secrets - Burkina Faso
Office national du commerce extérieur
Avenue Léo Frob'nius
Ouagadougou 01, Burkina Faso
Fax: +226 311469
E-mail: simon-palenfo@gov.bf
Publishing date: 2000
• Trade Secrets - Cameroon
Ministère du développement industriel
P.O. Box 6701, Yaoundé, Cameroon
Fax: +237 203192 /+237 228726
E-mail: essombas@gcnet.cm
Publishing date: 2000
• Trade Secrets - Cuba
Centro para la Promoción de las Exportaciones de Cuba
Ministerio de Comercio Exterior
Infanta No. 16, Esq. A 23, Vedado
Ciudad de la Habana, Cuba
Fax: +53 7 662220
E-mail: cepecdir@infocex.cu
Publishing date: 2000
• Trade Secrets - Ecuador
Federación Ecuatoriana de Exportadores
Casilla 17-15 - 00187-B Quito, Ecuador
Fax: +59 32 440 574
E-mail: fedexpor@accessinter.net
Publishing date: 2000
• Trade Secrets - Egypt
Egyptian Exporters Assn. Expolink
23 Al Esraa St., Mohandseen
12411 Giza, Egypt
Fax: +202 304 6889
E-mail: info@expolink.org.eg
Publishing date: 1999
• Trade Secrets - Gabon
Direction générale du commerce
Ministère du commerce, de l'industrie, des PME-PMI et de l'artisanat
B.P. 561, Libreville, Gabon
Fax: +241 76 58 38
Publishing date: 2000
• Trade Secrets - Ghana
Ghana Export Promotion Council
Republic House Annex
Tudu Road, Accra, Ghana
Fax: +23321 66 8263
E-mail: gepc@ghana.com
Publishing date: 2000
• Trade Secrets - Guinea
Ministère de la promotion du secteur privé, de l'industrie et du commerce
B.P. 13, Conakry, Guinea
Fax: +224 412 814
E-mail: dncc@leland-gn.org
Publishing date: 2000
• Trade Secrets - India
Confederation of Indian Industry
23, Institutional Area, Lodi Road
New Delhi 110 003, India
Fax: +91 11 4633168 / 4626149
E-mail: sonia@co.cii.ernet.in
Publishing date: 1998
• Trade Secrets - Kenya
Kenya Management Assistance Programme
2nd Floor, Standard Chartered Chambers
Kimathi Street, P.O. Box 51838
Nairobi, Kenya
Fax: +254 2 216396
E-mail: kmap@africaonline.co.ke
Publishing date: 1999
• Trade Secrets - Mali
Ministère de l'industrie, du commerce et de l'artisanat
BP 210 Bamako, Mali
Fax: +223 21 80 46
E-mail: dnae@datatech.toolnet.org
Publishing date: 2000
• Trade Secrets - Mauritania
Chambre de commerce, d'industrie et d'agriculture de Mauritanie
Avenue de l'Indépendance
B.P. 215, Nouakchott, Mauritania
Fax: +222 2 253895
E-mail: fo.mrt@undp.org
Publishing date: 2000
• Trade Secrets - Mauritius
Mauritius Chamber of Commerce and Industry
3 Royal Street, Port Louis, Mauritius
Fax: +230 2080076
E-mail: mcci@intnet.mu
Publishing date: 1999
• Trade Secrets - Mexico
Banco Nacional de Comercio Exterior
Área de Telemarketing
Periférico Sur 4333, 1er. Piso Ote.
Col. Jardines en la Montaña
Distrito Federal, Mexico, C.P. 14210
Fax: +52 5 449 9028 /449-9030
E-mail: bancomext@bancomext.gob.mx
Publishing date: 1999
• Trade Secrets - Morocco
Centre marocain de promotion des exportations
23 Rue Bnou Majed El Bahar
Casablanca, Morocco
Fax: +212 230 1793
E-mail: cmpe@cmpe.org.ma
Publishing date: 2000
• Trade Secrets - Nepal
Nepal Chamber of Commerce
Chamber Bhawan, Kanti Path,
P.O. Box 198, Kathmandu, Nepal
Fax: +977 1 229998
E-mail: chamber@wlink.com.np
Publishing date: 1999
• Trade Secrets - the Niger
Département études et recherches
Chambre de commerce, d'agriculture, d'industrie et d'artisanat du Niger
B.P. 209, Niamey, Niger
Fax: +22 773 4668
E-mail: cham209n@intnet.ne
Publishing date: 2000
• Trade Secrets - the Philippines
Philippine Trade Training Center
Roxas Blvd, cor. Sen. Gil J. Puyat Ave.
1300 Pasay City, Philippines
Fax: +63 2 8341343 / 8337337
E-mail: pttc@dti.gov.ph
Publishing date: 1999
• Trade Secrets - Senegal
Centre international du commerce extérieur du Sénégal
Rte de l'Aéroport
B.P. 8166, Dakar-YOFF, Senegal
Fax: +221 827 52 75
E-mail: dipf.cices@metissacana.sn
Publishing date: 2000
• Trade Secrets - Slovenia
Chamber of Commerce and Industry of Slovenia
Business Information Point
Dimiceva 13, 1000 Ljubljana, Slovenia
Fax: +386 61 1898 100
E-mail: mojca.osojnik@gzs.si
Publishing date: 1999
• Trade Secrets - Togo
Chambre de commerce et d'industrie du Togo
Angle Avenue de la Présidence,
Avenue Georges Pompidou
B.P. 360, Lomé, Togo
Fax: +228 21 47 30
Publishing date: 2000
• Trade Secrets - Trinidad and Tobago
Tourism and Industrial Development
Company of Trinidad and Tobago Ltd.
10-14 Phillips Street
Port of Spain, Trinidad
Fax: +868 625 0837
E-mail: trade-info@tidco.co.tt
Publishing date: 1999
• Trade Secrets - Tunisia
Centre de promotion des exportations
28, rue Ghandi, Tunis 1001, Tunisia
Fax: +216 1 353683
E-mail: cepex.drd@cepex.org.tn
Publishing date: 2000
• Trade Secrets - Turkey
IGEME-Export Promotion Center of Turkey
Mithatpasa Cad., No. 60
06420 Kizilay-Ankara, Turkey
Fax: +90 312 4172233
E-mail: igeme@igeme.org.tr
Publishing date: 1999
• Trade Secrets - Uganda
Uganda Export Promotion Board
P.O. Box 5045, Kampala, Uganda
Fax: +256 41 259779
E-mail: uepc@starcom.co.ug
Publishing date: 1999
• Trade Secrets - United Republic of Tanzania
Board of External Trade
NPF Building, Bibi Titi Mohamed Street
P.O. Box 5402, Dar es Salaam
United Republic of Tanzania
Fax: +255 51 851700
Publishing date: 2000
• Trade Secrets - Venezuela
Banco de Comercio Exterior de Venezuela
Calle Los Chaguaramos, Urb. La Castellana
Centro Gerencial Mohedano, piso 1
Distrito Federal, Caracas, Venezuela
Fax: +582 265 6722
E-mail: elianag@bancoex.com
Publishing date: 2000
• Trade Secrets - Zimbabwe
Kurima House
89 Nelson Mandela Avenue
Harare, Zimbabwe
Fax: +263 4 706930
E-mail: info@zimtrade.co.zw
Publishing date: 1999
If Your Country's Name is not on the List
Developing Your National Version
If a national or regional version is not available, you may consider approaching your national trade support institution to publish a version in your country. Government, non-profit or commercially-oriented organizations with national standing interested in publishing a country version of Trade Secrets are encouraged to become network partners.
Becoming a network partner
1. Request Information Pack from ITC.
2. Articulate in a letter to ITC the organization's background and national standing; proposed time frame to complete the survey, assemble questions, draft answers, compile resources section, prepare first draft, final layout and printing; national marketing and distribution plan; and budget for personnel, printing and marketing. Include the organization's most recent annual report.
3. ITC will evaluate the commitment, credibility and competence of the partner. If the partnership proposal is accepted by ITC, the terms and conditions for the Joint Publication Arrangements will be confirmed through a written agreement.
4. Upon signing the Joint Publication Agreement, ITC will furnish the national partner organization with a copy of both the Guidelines for National Adaptation and the Generic Version of Trade Secrets: The Export Answer Book (2nd ed.).
5. The partner organization then produces and launches the publication with ITC guidance and technical advice. The process is accomplished in accordance with the Guidelines for National Adaptation. This manual explains how to research, write and adapt the publication by explaining the steps partner institutions need to undertake as they develop a practical, results-based guide to exporting.
The national development process
Below is the typical process undertaken to produce a national version, based on a 12-month time frame.
Appoint writing team
• Identify editor and research assistants and business librarian, if needed.
• Send letter to ITC on the names and qualifications of the final team.
Survey business community
• Determine survey method (one-on-one/focus group, facsimile, phone or mail).
• Develop standardized survey instrument.
• Identify firms and organizations to survey.
• Send survey introduction letter.
• Survey international business community.
• Transcribe respondents' answers in the form of questions.
• Compile names of respondents to include in acknowledgments.
• Send complete list of questions gathered from the survey process to ITC.
Categorize questions
• List all questions gathered as a result of the survey.
• Place all questions into appropriate categories.
• Eliminate duplicate, highly technical questions.
• Pare the complete list of questions to 100.
• Send listing to entrepreneurs to validate or change focus of questions.
• Send final list of questions to ITC.
Answer questions
• Identify who from the writing team will answer which questions/sections.
• Identify who from the writing team will gather related resources.
• Review generic answers drafted by ITC.
• Select text from ITC answers that will be used to answer country questions.
• Adapt, revise, or rewrite ITC answers.
• Conduct interviews with in-country subject matter experts to answer questions.
• Review resources to answer questions.
• Finalize text to questions/answers.
Compile resources
• Contact organizations for information on relevant export-focused resources.
• Select 300 resources which relate to the questions selected.
• Describe the resources.
• Accompany each question and answer with one to three relevant resources.
• Include resources in the appendix section by categorical section (optional).
• Ensure every resource listed in the question and answer section is listed in appendix (optional).
• Send resource list to ITC at first edit.
Edit, design and print the publication
• Create a draft of the publication.
• Identify experts to review the text to ensure accuracy and consistency.
• List these experts separately in the acknowledgments section.
• Send first draft to ITC.
• ITC sends comments on selection of questions, resources, content, accuracy, depth, style, formatting, grammar, language and overall quality.
• Send second draft to ITC.
• ITC reviews and, upon approval, grants permission to print.
• Print publication.
• Send a minimum of 30 copies of the publication to ITC.
Market the publication
• Plan a marketing campaign.
• Obtain testimonials for experts who have previewed the publication.
• Develop marketing material.
• Send copy of the marketing material to ITC for input.
• Obtain feedback about the publication through a survey of readers.
ITC's partnership approach
ITC's technical assistance to developing countries includes development of generic products that are adapted at the national level. These tools allow national partner institutions such as government ministries, training institutions, industry associations, universities, chambers of commerce and banks to offer appropriate solutions by adapting ITC's product to local needs. How to Approach Banks and Trade Secrets: The Export Answer Book are two examples of publications developed by ITC for national customization. Other ITC generic tools which can be customized nationally include the software-based International Competitiveness Gauge, a confidential and affordable benchmarking service for SMEs; the Export Fitness Checker, a software-based checklist for export readiness and Buying into Competitiveness, a set of products to help SMEs strengthen their international purchasing and supply management.
Throughout the customization process, ITC trains the network partner and gives technical feedback at critical junctures and monitors overall project implementation.
For Trade Secrets, limited financial assistance is available to least developed countries. It is also possible for national partner institutions to arrange their own supplementary project financing by exploring national technical assistance projects, United Nations Development Programme activities and bilateral donor agency programmes.
Developing countries are provided materials, training (when available) and technical assistance at no charge. With the exception of least developed countries, all countries are expected to assume the costs of writing, publishing, marketing and distributing the publication.
Developed countries can have access to materials, training and technical assistance under specific conditions to be mutually agreed upon.
To receive copies of these ITC materials, national organizations should contact Sarah McCue, Adviser (Practical Guides), at mccue@intracen.org
Trade Secrets - Material Available
Languages: Arabic, English, French, Spanish
• Trade Secrets fact sheet
• Information Pack
• Model Joint Publication Agreement
• Generic version of Trade Secrets
• Guidelines for National Adaptation
• Customization Process Training Programme
• National Survey Templates