001 le guide pour importer exporter biz guide

Ten-Week Import/ExportBusiness Blueprint

Prepared by the staff of International Living

www.InternationalLiving.com

Copyright © 2006, Agora Ireland Publishing & Services, Ltd., No. 5 Catherine Street, Waterford,Ireland. All rights reserved. No part of this report may be reproduced by any means without the expresswritten consent of the publisher. The information contained herein is obtained from sources believed tobe reliable, but its accuracy cannot be guaranteed.

FROM THE PUBLISHER

Dear Import/Export Entrepreneur,

When we put together International Living’s Complete Guide To Import/Export, we knew it wasimportant to include absolutely everything you needed to get up and running. But once it was done, wethought you might also appreciate having a way to keep track of everything in a logical and orderly—and timely—fashion. So we created the Ten-Week Import/Export Business Blueprint as a companion foryour Guide.

Follow this 10-week outline, and your business dreams will become your new reality in just 10 weeks.

Once you have your business set up, and have performed the groundwork it takes to get started,you will be amazed at how your life will change. The freedom you’ll enjoy will be far greater thananything you’ve experienced working for someone else.

What has struck me about the people I know who run their own import/export business is howseamlessly they conduct their business transactions. They have it organized into a science—whichenables them to take full advantage of its main benefits: the freedom, the fun, and the profits.

We wanted you to have a very clear path staked out that you could easily follow. This way you canfeel confident that you are doing everything you should be doing—and are still enjoying the funaspects of doing your business.

I wish you the fastest and biggest-possible success in your new endeavor.

Sincerely,

Kathleen PeddicordPublisher, International Living

Ten-Week Import/Export Business Blueprint

Week #1: Getting Started............................................................................................1

Week #2: First Steps To Organizing Your Business ....................................................4

Week #3: Do You Want To Import Or Export, Or Both? ............................................5

Week #4: Choosing Your Products ............................................................................7

Week #5: Finding Your Products ................................................................................9

Week #6: Setting Up Shop: Office And Distribution Decisions ................................10

Week #7: Learn Everything You Need To Know About Importing Products Into The U.S. ............................................................................12

Week #8: Marketing And Selling Your Products ........................................................14

Week #9: Financing And Final Decisions ..................................................................17

Week #10: Once The Nitty Gritty Details Are Done...It’s Time To Have Fun ................................................................................18

APPENDICES:

Contact Sheet................................................................................................................19

Manufacturer Information Sheet ..................................................................................21

Product Information Sheet............................................................................................23

Reasonable Care Checklist ............................................................................................25

WEEK #1: GETTING STARTED

Tasks

! Start dreaming: Where do you most want to go? What do you think you might like to sell? Brainstorm these two lists and record them here…

! Eleven keys to success: Which ones do you naturally have, and which ones will need a little boost? (Score yourself below and record your answers)

Eleven keys to success

Open to page 17 of your Complete Guide and review each of the 11 keys. Score yourself on each one from 1 to 10 (10 being the highest score) in each of the following areas:

1. Schmoozability ___

2. Ability to “close the deal!”___

3. Disciplined work habits ___

4. Business know-how ___

5. Seed capital ___

6. Ability to work unsupervised ___

7. Knowledge of world politics, economics, local customs, and language ___

8. Gritty persistence ___

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“The secret to a rich life is to have more beginnings than endings.”- Dave Weinbaum

9. Willingness to change tack when necessary ___

10. Market awareness ___

11. Expertise ____

For any areas where your score is under seven, you will want to get people you trust to help you in those areas so you can get up to speed and develop the skills you need to succeed. Take a moment to jot down some notes on ways to boost your lower scores—and celebrate the high ones!

! Take the “Acid Test”.

The “Acid Test”

Answer “yes” or “no” to each of the questions below.

• Are you tolerant of people from other backgrounds and cultures?

• Are you prepared to “rough it” at times in your travels…to do without paved roads, top class hotels, fancy restaurants, and American-style bathrooms?

• Can you face up to minor setbacks without getting angry and frustrated?

• Do you have a business background? If not, are you willing to put in the necessary hours and hard work to learn about accounting and other business principles?

• Are you a stickler for detail, in the habit of checking every household bill for accuracy?

• Do you have a genuine interest in other people’s lives?

• Can you work without supervision?

• Do you have high energy levels?

• Can you “talk the talk,” be persuasive, and sell yourself and your business to others?

• Are you knowledgeable or willing to learn about customs and business protocol in the countriesyou intend to deal with?

• Are family members, especially your spouse or partner, as enthusiastic as you are about going into import/export?

• Do you have savings or a source of income that can tide you over until you start making a profit?

How many “yes” answers do you have?

How many “no’s?”

The more yes’s you have, the better you will fare in the import/export industry, but many obstacles can be overcome with help from others and with your own determination. Look back over your

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answers now. See what it would take for you to turn the no’s into yes’s—or at least maybe’s—and make some notes on your thoughts.

You’ll come back to these lists as you develop your business plan later on. The best business people don’t throw in the towel on their grand idea when they come across obstacles—they come up with solutions and plans instead, that turn their weaknesses into strengths.

! Call a travel agent and get information packets on two or three of the countries you wish to import from or export to.

Notes:

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WEEK #2: FIRST STEPS TO ORGANIZINGYOUR BUSINESS

Tasks

! Begin your general research into the import/export business:

! Subscribe to at least two publications that focus on the import/export business.

! Locate five people and/or companies involved in import/export in your local area and set up appointments to go see them and their collection of products.

! Contact at least two governments or state agencies that promote import or export trade and have them send you information.

! Review your options for a business structure. Is there one that seems right to you, or will you need to do more research before you can decide?

! If you are ready, get the paperwork at an office supply store or online at www.nolo.com.

! If you aren’t ready to make a decision on structure, make notes here of what further information you’ll need before you’re ready to decide.

! Look up your local Small Business Association or go to www.sba.gov. Request an information packet that will identify your local area’s requirements for licensing, permits, and taxes as a business.

! Look at the section on developing your business plan on page 40. Start a business plan template on your computer using all of the major headings in the guide.

! Search online to gather general information and price ranges to travel to one of the countries you are considering for your first buying trip.

“You can’t cross the sea merely by standing and staring at the water.”- Rabindranath Tagore

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WEEK #3: DO YOU WANT TO IMPORTOR EXPORT, OR BOTH?

Tasks

! Decide if you will focus on importing or exporting—or if your plan will require both.

! Which one would you like to try first—exploring foreign countries and bringing home unique objects or sending products to other countries where certain products are in demand?

! If you plan to export, answer the following questions:

• What local products could I export to other countries?

• To which country would I like to export local products?

• Is there a market for the products I want to export?

! Complete your basic research on four of the countries that top your list.

! Find out each country’s “rating.” This rating will tell you the financial stability of the

“Man cannot discover new oceans unless he hasthe courage to lose sight of the shore.”

- Andre Gide

country and the economic climate there.

! Contact the Trade Information Center (TIC), District Export Councils (DECs), The Women in International Trade Initiative, the Rural Export Initiative (REI), and

! Get the Country Commercial Guide for the country you most plan to export to (if exporting).

! Determine what kind of documentation you will need for your products and the country youplan to export to or import from.

! Research tariffs, port handling fees, and taxes through the www.census.gov site.

! Research five manufacturers and complete a Manufacturer Information Form for each foundat the back of this workbook. Note: This form includes inspection questions that will keep you safe from rogue traders. You will want to make additional copies to use for each manufacturing company you are researching.

Notes:

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WEEK #4: CHOOSING YOUR PRODUCTS

Tasks

! Identify marketable items made in your country overseas, or not previously sold in the U.S.—or your own home country. Foreign consulates can be an excellent source of this information.

! Contact trade associations in other countries to get information about possible import products.

! Look for new and innovative items made in other countries by visiting those countries or reading advertisements in their magazines.

! Join import/export associations, read their newsletters, and, if possible, attend their meetings.

! Identify products that have been successfully imported to other countries but have not been imported to the U.S.

! Ask well-traveled friends and family about products they have come across that could be successful in the U.S. market.

! Ask potential customers whether they would consider buying the type of goods you wish to import.

! Finalize your research and pick five products that you plan to import or export and begin completing your Product Information Sheet in the back of this workbook.

1.

2.

3.

4.

5.

“What is a weed? A plant whose virtues have never been discovered.”- Ralph Waldo Emerson

Product

Answer these questions 1 2 3 4 5

No matter which product youchoose, can your product be imported/exported?

Have you the necessary cash to buyoutright or are you using borrowedmoney to acquire the inventory?

How much will it cost to ship theseproducts? If you add on the costs ofshipping and a sizable profit, willthey be at a marketable price?

Will there be any additional expenses, such as repairs if thegoods are not in salable condition/working order?

Does the product work outside itscountry of origin? If you import anelectrical item, it may need a newplug or adapter to run. Other relevantquestions could be is it compatiblewith other U.S. accessories andproducts? And are the instructions inthe right language?

Do you have room to store the merchandise while you are waitingfor the customers to roll in?

! Look over the information you collected this week and plug it into your business plan template where appropriate.

! Apply for any permits and other documentation that you’ll need to bring back the products you’ve chosen.

Notes:

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WEEK #5: FINDING YOUR PRODUCTS

Tasks

! Using the references in the guide—as well as Google or any other search engine—begin looking for suppliers of the products you plan to import or export and determine yourgame plan for securing the items at a good price.

! If necessary (i.e. if you want) start setting up your first buying trip as soon as you’ve determined what products you’d like and where they will come from.

! First things first…if you don’t already have a passport…get one. Apply today.

! Locate a shipper in the area you wish to ship the goods from.

! Obtain any business licenses or permits you need to run your business.

! Contact a supplier for each of your five products and schedule a meeting to tour theirfacility while you’re on your upcoming trip.

! Determine if you’ll need an inspection agency or loading supervision agency.


“There comes a time in every rightly constructed boy’s life when he has a ragingdesire to go somewhere and dig for hidden treasure.”

- Mark Twain

You’re halfway there!

Congratulations! By now you have completed reading the entire guide—and are well on your way to having gathered enough information to launch your business.

In the second half of this workbook you will take the final steps to secure your products, set up youroffice, and organize your distribution and warehousing plans as necessary.

You will also finalize your business plan, your marketing plan, and your bookkeeping and financial management strategies. Remember, this business offers incredible tax benefits as long as you manage yourreceipts properly.

This is also a great time to get your airline tickets and set up your first buying trip—especially if this isthe part of the business that you are most excited about.

Remember, as you do the hard work of getting prepared to launch your business, to also do somethingfun every single day as well. This will help you keep up your enthusiasm—even as you take care of detailsand focus on complying with rules and regulations. Those are just small stepping stones toward your ultimate goal: freedom and profits.

Carry on!

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WEEK #6: SETTING UP SHOP: OFFICE ANDDISTRIBUTION DECISIONS

TasksOffice decisions

! Decide where you will have your office.

! Drive through your local office complexes and shopping centers and discover what office space is available. Call and get rental costs on three or more properties.

! Verify zoning requirements for the building or space you intend to use for your business.

! Make a list of the equipment you will need such as computer, fax, etc. For any items you need that you don’t already own, go to an office supply store or online catalog and determine the cost of purchasing what you need.

Distribution decisions

! Research at least two fulfillment houses and find out:

! How much space you think you’ll need. Try to estimate your volume of space required for each object and how many pieces you plan to store at a time.

! What fulfillment houses are available and will work best for your needs?

! How much does the fulfillment house charge for space rental, charge per product line, charge per pallet, etc?

! What costs are you responsible for?

! Decide what kind of facility you will store your merchandise in. In your home? In a warehouse? In a fulfillment house? Or will you rent space?

! If you will handle fulfillment, work through a packing process and determine the best method for picking, pulling, and shipping merchandise.

! Order your business cards, including your international exchange.

! When planning your trip, schedule a tour of any fulfillment houses, warehouses, or office buildings that you plan to use in the country.

“Individuality is freedom lived.”– John Dos Possos

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Notes:


“I determined never to stop until I had cometo the end and achieved my purpose.”

– David Livingstone

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WEEK #7: LEARN EVERYTHING YOU NEEDTO KNOW ABOUT IMPORTING PRODUCTS

INTO THE U.S.

Tasks! Go to www.customs.gov and get to know this site and the rules and regulations it details.

Bookmark this site and add it to your favorites as you will check for changes and new material regularly as you move ahead with your business.

! Complete your Reasonable Care Checklist (see back of workbook) for your first planned expedition. This will help you pinpoint any information that you’re missing and track it down in plenty of time.

! Find a good customs broker through your local yellow pages, www.cbp.gov orwww.ncbfaa.org.

! Determine what type of entry your goods will have.

! Determine if your products will be subject to duty by researching it in the Harmonized Tariff Schedule of the U.S. at your local library or buy a copy at http://bookstore.gpo.gov.

! Understand the marking and labeling requirements of the U.S.

! Begin collecting the paperwork necessary for U.S. Customs. This includes:

! Entry Manifest (Customs Form 7533) or,

! Application and Special Permit for Immediate Delivery (Customs Form 3461) or,

! Other form of merchandise release as required by the port director.

! Evidence of a right to make entry.

! Commercial invoice or a pro forma invoice when the commercial invoice cannot be produced.

! Packing lists, if appropriate.

! Other documents necessary to determine merchandise admissibility.

! Begin creating and collecting paperwork necessary for your visit to your chosen country. This includes paperwork necessary to get out of the country with your goods and into the U.S. (or, if you are exporting, paperwork to get your goods out of the U.S. and into the country you plan to visit).

! Locate three customs agents and find out what services they provide.


Notes:

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WEEK #8: MARKETING AND SELLINGYOUR PRODUCTS

Tasks! Determine your target audience.

! Develop a marketing plan:

! Develop a marketing budget

! Answer the following questions about your target audience.

! Who is your target audience? Describe them in detail—where do they live, what do theybuy, what’s the demographic, etc.? Use as much detail as possible.

! What customs and languages are common in the countries you wish to travel to?

! What venues can you market your materials at—festivals, fairs, conventions, and so forth. List them here:

“Vision is not enough, it must be combined with venture.”– Vaclav Havel

! What publication does your target audience read? How much do ads in these magazines or newspapers cost?

! Can you get enough volume of your products to sell into a large chain of stores or do you want to stick with the smaller store outfits? Or maybe you’ll choose to just do customized orders? Or maybe sell exclusively through the Internet? Take some time to brainstorm all the ways you could sell your products and research which ones would be the best fit.

" Determine what advertising methods would be best for your business:

• Fairs and festivals• Trade shows• Publications• Radio• Direct mail• Online• Ebay

" Contact the top three magazines or newspapers of your target audience and get price quotes on the costs of ads.

" Contact two fairs, festivals, or trade shows in your local area and find out the cost of entry and dates. Request to be on their vendors’ mailing list so you will be notified of future shows.

" Develop a small space ad for your company, targeting your audience and with a specific publication in mind.

" Visit online chat forums and chat with others involved in import/export to gather tips and pose questions to people who already have some experience. (Hint: Chat rooms can be a great source of help and support, but too much time spent on them can be time wasted…beware!)

" Write a form letter of inquiry for local merchants asking them of their interest in the products you plan to sell.

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" Commit 3% to 8% of your budget toward marketing and advertising and mark that number down with all the other financial information you’ve gathered so far.

" Consider writing articles for publication about the information you’ve discovered. Even beginners like to learn from other beginners—and sometimes you can obtain free advertising in lieu of payment for your article.

" Line up three retailers to audition your five products. Set up “auditions” for each of yourfive products.

" Hire a customs agent.

" Look over the information you collected this week and plug it into your business plan template where appropriate.

Notes:

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WEEK #9: FINANCING AND FINALDECISIONS

Tasks! Finalize any paperwork you require for permits, fees, etc.

! Finalize your marketing plan.

! Finalize your business plan.

! Obtain the seed money for your business using a low-rate credit card, line of credit, personal loan, business bank loan, or investors.

! If you’ve booked a buying trip, answer the following:

! What fees will you need to pay upfront? You’ll need money to incorporate, pay for legal costs, set up a website, for on-going utilities, replacing inventory, shipping, insurance, custom duties, etc.

! Will you need a letter of credit? Or will you need to have cash on hand in the currency of the country you will get the product from?

Notes:

“Rich the treasure, sweet the pleasure.”– John Dryden

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“Twenty years from now you will be more disappointed by the thingsthat you didn’t do than by the ones you did do. So throw off the bowlines.

Sail away from the safe harbor. Catch the trade winds in your sails.Explore. Dream. Discover.”

– Mark Twain

WEEK #10: ONCE THE NITTY GRITTYDETAILS ARE DONE…IT’S TIME

TO HAVE FUN

Tasks

! Enter sales in the sales ledger/spreadsheet as soon as you make out the invoice.

! Record payments received in the sales ledger/spreadsheet as soon as you receive them.

! Record purchases in the purchase ledger/spreadsheet as soon as a bill comes in. Better still, do it when you place an order.

! Enter payments made in the purchase ledger/spreadsheet as you write out your checks.

! At least every month, reconcile your sales and purchase ledgers.

! Chase up all outstanding payments as soon as they become overdue.

! Every time you receive a bank statement, reconcile it against your cash book, then your sales and purchase ledgers against your cash book.

! Determine your record keeping system. If this requires a computer, software or any training that you don’t have, you will need to acquire these.

! How will you accept payments? Will you process payments through your website, at a store, or through another method? Make sure whatever method you choose is acceptable to your customers.

! When the time comes…start packing for your first trip. Remember to pack the following:

! Your Buyer’s Journal! Sales contracts! Permits! Credit information for payment

! Appropriate attire for the country and season! Comfortable shoes! Your sense of adventure!

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MANUFACTURER INFORMATION SHEET

Name of company:

Address:

Phone: Verified? !Fax: Verified? !Shipping address: Verified? !

What products does this company produce?

Product Product number Product description Price

(Continued on next page)

MANUFACTURER INFORMATION SHEET

! Is the company registered with the business registrar in their country?

! Have you met the supplier in person? Make a trip to their office or factory to verify theirexistence and build a relationship.

! Has a sample been purchased/auditioned?

! Did the sample meet your expectations?

! Will the company accept a letter of credit? Unless this is a one-to-one dealing with local people, they should accept this. Be wary if they don’t.

! Has a thorough background check been done? This needs to be done before any money exchanges hands—even the initial deposit.

Comments on the company:

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REASONABLE CARE CHECKLISTFor use when dealing with U.S. Customs

Questions that apply to all transactions

" If you are not using the services of an expert/agent (lawyer, customs broker) to help you comply with U.S. Customs’ requirements, do you have access to the Customs Regulations, the Harmonized Tariff Schedule of the U.S., and Customs Bulletin and Decisions? (All three are available from the Superintendent of Documents; tel. (202)512-1800.)

" Have you access to the U.S. Customs website at www.customs.gov, or other Customs research services that provide information and guidance on establishing reliable procedures to facilitate compliance with Customs laws and regulations?

" Do you have an individual within your organization with the knowledge to check and ensure that your Customs documentation is full, complete, and accurate? If the documents are being prepared by an agent, will you receive copies of the information submitted to Customs? Will the information be reviewed for accuracy, and will Customs be informed of needed corrections as quickly as possible?

" Are you using the services of an agent to help you comply with Customs import requirements? If so have you provided that agent with complete and accurate information about the transaction?

" Have you found that identical transactions or merchandise are handled differently at different ports or Customs offices? If so, have you brought this to the attention of a Customs official?

Questions by topic

Merchandise description and tariff classification" Do you know exactly what you ordered, where and how it was made, and what it is made of?

" Have you provided a complete, accurate description of your merchandise to Customs in accordance with regulations?

" Has Customs been given the correct tariff classification for your merchandise in accordance with regulations?

" Have you obtained a ruling from Customs regarding the description of your merchandise and/orits tariff classification? If so, have you notified Customs officials of the ruling and your compliance with it?

" If merchandise descriptions or tariff classifications are not immediately available, do you have areliable procedure for obtaining them and providing them to Customs?

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" Have you participated in a Customs pre-classification of your merchandise in order to get it properly described and classified?

" Have you checked through the tariff schedules, read Customs informed compliance publicationsand Customs rulings in order to properly describe and classify your merchandise?

" Have you consulted with an expert (lawyer, customs broker) to assist in preparing an accurate description and/or classification of the merchandise?

" If you are claiming a conditionally free or special tariff classification for your merchandise (e.g.NAFTA), have you verified that your goods do qualify for that status? Have you got all the necessary documentation to support the claim? If making a NAFTA claim, have you got a NAFTA certificate of origin?

" Is your merchandise likely to require laboratory analysis or other specialized procedures to establish proper description and classification?

" Do you have reliable procedures in place to maintain and accurately produce required entry documentation and supporting information?

Valuation" Have you provided Customs with a proper declared value for your merchandise in accordance

with regulations?

" Have you obtained a Customs ruling regarding valuation of the merchandise? Can you establishthat you followed the ruling reliably? Have you brought those facts to Customs’ attention?

" Have you consulted Customs valuation laws and regulations, Customs Valuation Encyclopedia,Customs informed compliance publications, court cases, and any Customs rulings that can help you in valuing merchandise?

" If you purchased the merchandise from a “related” seller, have you reported that fact upon entry? Have you assured that the value reported to Customs meets one of the “related party” tests?Note: There are a number of conditions to be met when a transaction is carried out between family members. Customs regulations state: “The transaction value between a related buyer and seller is acceptable for the purposes of this subsection if an examination of the circumstances of the sale of the imported merchandise indicates that the relationship between such buyer and seller did not influence the price actually paid or payable; or if the transaction value of the imported merchandise closely approximates.”

" Have you assured that all legally required costs or payments associated with the imported merchandise (assists, commissions, indirect payments or rebates, royalties, etc.) have been reported to Customs?

" If you are declaring a value based upon a transaction in which you were/are not the buyer, have you substantiated that the transaction is a bona fide “sale at arm’s length” and that the merchandise was clearly destined to the U.S. at the time of sale?

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" If you are claiming a conditionally free or special tariff classification or provision for your merchandise, have you reported the required value information and obtained the documentation necessary to support the claim?

" Have you produced the required entry documentation and supporting information?

Country of origin, markings, quotas" In your entry documents, have you reported the correct country of origin?

" Have you made sure that the merchandise is marked properly with the correct country of origin,and that any other applicable marking requirements are in order (watches, gold, textile labeling, etc)?

" Do you have a Customs ruling regarding the proper marking and country of origin of the merchandise? If so, have you followed the ruling and brought that fact to Customs’ attention?

" Have you used the services of a Customs expert to ascertain the correct country of origin/propermarking of your merchandise?

" Have you informed your foreign supplier of the requirements for country-of-origin markings prior to importing your merchandise?

" If you are claiming that the goods are of U.S. origin, do you have the proof to substantiate your claim?

" If importing textiles or apparel, have you ascertained the correct country of origin in accordancewith regulations, and assured yourself that no false, fraudulent, or illegal practices were involved?

" Do you know what your goods are made of, how they were made, and by who made them?

" Have you ensured that the quota category is correct?

" Have you checked the most recent report on import quotas, issued by Customs, to see if your merchandise is subject to a quota category with “part” categories?

" Do you have correct visas for any goods subject to visa categories?

" For textile articles, have you prepared a proper country declaration for each entry, i.e., a single- country declaration (if wholly obtained/produced) or a multi-country declaration (if raw materials from one country were transformed into goods in a second)?

" Can you produce all entry documentation and supporting information, including certificates of origin, if Customs requires you to do so?

Intellectual property rights" If you are importing goods or packaging, bearing a trademark registered in the U.S., have you

established that it is genuine and not restricted from importation under the “gray market” or parallel-import requirements of U.S. law, or that you have permission from the trademark holder to import the merchandise?

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" If you are importing goods or packaging, that include registered copyrighted material, have youestablished that this material is authorized and genuine? If you are importing sound recordings of live performances, were the recordings authorized?

" Is your merchandise subject to an International Trade Commission or court-ordered exclusion order?

" Can you produce the required entry documentation and supporting information?

Miscellaneous" Have you made sure that your goods comply with the requirements of other government

agencies (FDA, EPA, Department of Agriculture, etc.) and if required, obtained licenses or permits from them?

" Is your merchandise subject to a “dumping” or “countervailing-duty investigation” or determination? If so, have you complied with Customs reporting requirements of this fact?

" Is any of your merchandise subject to quota/visa requirements? If so, have you provided a correct visa for the goods upon entry?

" Have you assured that you have the right to make entry under the Customs regulations?

" Have you made sure you are filing the correct type of Customs entry (e.g., TIB, T&E, consumption entry, mail entry)?

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