Printable Version Exporting to the United States, an opportunity to prepare carefully

America always offers investors a welcoming and stable business environment, a reliable and transparent legal system, and a moderate tax level. As well as access to the greatest consumer market in the world. Here are some tips for succeeding there.

The United States is the largest import market in the world (16% of worldwide imports). European companies should not hesitate to do business there. No need to be a large group: for example of the 21,600 French companies which exported in the U.S. in 2006, 71% were small firms.

Companies exporting to the U.S. whether through an agent or a commercial partner, or independently, should nevertheless be prepared:

- Goods imported in the United States are subject to preliminary procedures before going through customs, which are complex and costly. However, this is offset by lower customs duties (except for a few products like clothing, food or shoes).
- There are numerous rules related to national security and consumer health (licences for certain products, medical requirements, labelling standards, etc.).

- Be sure that the product you want to import into the country does not belong to a hazardous category. The 2003 Bioterrorism Act specifies, for example, that any company producing, transforming or engineering foodstuffs or other products intended for human or animal consumption must file with the Food and Drug Administration (FDA) and hire an agent on U.S. territory to represent the firm in regard to its exports.

Tips for success in the U.S. market:
- Take care with transportation and logistics (ports, rail, roads). Distribution is key, since transportation channels are complex and change rapidly. FedEx brings you the best response to your needs.

- Think about protecting your brand or your product. To obtain a patent, you need to file a request with the U.S. Patent and Trademark Office (USPTO). The United States ranks seventh in terms of the number of patents filed, behind Japan, Germany and South Korea.

- Attend trade shows to meet your future vendors and clients.

- Having a local bank account is important for reassuring your business partners. Contact banks that participate in the Small Business Administration programmes.

Experience shows that successful small companies are those specializing in a niche market, with a specific technology. They are often very well prepared.

For further information:
US Chamber of commerce: http://www.uschamber.com/default

Business.gov:
www.business.gov/guides/import-export/exporting/index.html: tips and useful documents to read before exporting to the U.S. (how to contact trade specialists, find new business opportunities or get in touch with local export assistance centres)
www.business.gov/guides/import-export/exporting/export-financing.html: how to obtain financing from the U.S. government
www.business.gov/guides/import-export/specific-products.html: lists licences, agreements and any documents required for each category of imported product

Find an American partner (to help penetrate the U.S. market)
Manufacturer's Agents National Association Directory (detailed information on brand agents)
www.manaonline.org

Intellectual property
U.S. Patent and Trademark Office, www.uspto.gov
U.S. Copyright Office: www.copyright.gov
U.S. Customs and Border Protection: www.customs.gov

Sources:
Chambre de Commerce et d’Industrie de Paris