What is your advantage? What is your edge? Perhaps you’ve worked for years selling poultry to the domestic market. Or maybe you are skilled in the insurance or financial fields. Many people today are knowledgeable in computers and software. Maybe you work in the public relations department for a soap company. Your best Army buddy is living in Singapore. Your brother lives in Italy.

Whatever the case, that’s your foothold into the exporting business. You have an advantage that others don’t have. To be successful, you need to cash in on that advantage.

Your edge means you have contacts in or knowledge about a particular field. Many people who get into exporting as intermediaries use contacts developed in their job while others shift to a completely different product or service when they finally begin exporting. But the secret to success is to take advantage of every edge and contact you bring into international trade, then build upon it. This isn’t the time to start fresh. Build on what (and who) you know.

Start by making contact with manufacturers or service companies in your area. You can check with the local chamber of commerce for insights on which local companies may be interested in exporting. These companies may be looking for someone like you to help them. Your proximity to their business may be the very edge you need.

Survey trade periodicals and newspapers in your own industry or the exporting industry that interests you most. Trade shows are an opportunity to look for exportable products and conduct informal surveys on industry involvement and interest in exporting. Consider advertising in national business and trade periodicals or in the business opportunity sections of big city dailies. Even large companies with their own exporting departments may want to hire outside agents if they have a specialty not available in the company. Watch for new products and companies in business for only a short time

Make use of the advantage you enjoy. Tell the company you’ve targeted that you and a partner in Singapore are exploring the possibilities of selling computer products to the Southeast Asia market (if that is the case). Explain to them how expansion into a burgeoning foreign market can mean extra production for their company, new markets and insights into other competing product lines.

Dennis Hessler is the publisher of The Computer User’s Guide to Running Your Own Exporting Company and numerous other books, video tapes, software packages and The International Trade Connection newsletter which is designed to show entrepreneurs new to exporting how to get involved in the booming global market.

Learn more about international trade at his website, http://www.spyglasspoint.com You can also download a free sample copy of The International Trade Connection at the site. If you have questions about any of his products or international trade in general, e-mail Dennis at Dennis@spyglasspoint.com Spyglass Point Productions, P.O. Box 13141, Pensacola, FL 32591 U.S.A.