Often the definitions of "importer" (or buyer) and "exporter" (or seller) are unclear due to the many types of companies and organizations engaged in international trade. Here is a breakdown of the main players:

• An importer (buyer) buys and/or organizes the purchase of products from another country in order to bring them into his/her own country.
  
  
• An exporter (seller) manufactures and/or exports goods (ships out of the country) and issues invoices to collect payment. 
  
  
• A manufacturer makes a product. Sometimes it is unclear who the actual manufacturer is, which, in China, makes it a matter of continuing importance. 
  
  
• Agents represent either buyers or sellers overseas. 
  
  
• A shipping company (or airline) transports goods overseas per the arrangements made between the importer and exporter. 
  
  
• An insurance company insures the goods against loss by issuing an insurance policy or certificate. 
  
  
• Customs authorities levy import duties and issue customs invoices.
  
  
• Banks oversee and manage settlement of payment.

Assessing your export readiness

When assessing your company's export readiness, consider questions such as:

• Does your company have the funds and time required to embark into the international trade sector? Management has to allocate resources with the knowledge that return on investment (ROI) in trade comes over the long term. If internal funds are not available, think about securing funds through commercial banks and other financial services providers.
  
  
• Have you performed the necessary preparations for exporting? Does your research and analysis include the following:
  
  

  Market and industry analysis
  
  

  • What is the economic status of the country you are thinking of selling to? Are you selling to an industrialized nation or to an emerging market? 
    
    
  • Does your product provide consumers with something new in the marketplace? Is your product something they want or need? 
    
    
  • How much do you know about the product category or industry within which you want to conduct trade?
    

         Competitive analysis

• Who are your competitors within your new market? How many are there? Are they direct product competitors or just competing within your industry with different products?
  
  
• What other foreign countries are you competing against?
  
  
• How much do your competitors charge for a similar product?

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• Understanding and knowing buyers' expectations
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