Course Description:

This seminar is a must for those who want to either establish a long-term presence in key international markets or build a successful export / import business.

You’ll learn the most effective ways to operate profitably in international markets, improve your ability to select appropriate venues for your company, develop market opportunities where none exist, create demand for products and services, and maximize the role that international markets play in your firm’s overall success.

Learning Objectives:

  • Realistic strategies for targeting markets for both import and export.
  • How to recognize whether successful home strategies can be readily applied abroad.
  • An understanding of various methods of operating internationally - from how to sell, to taking the order, to contract negotiations to shipping to getting paid.
  • How to optimize international payment and collections while minimizing risk.
  • Avoiding the many pitfalls of importing and exporting - legal, currency, dumping, political, financial.

Who will Benefit:

  • Middle- to senior-level executives charged with moving their companies into the international marketplace
  • Domestic managers seeking to create success outside of their national or regional marketplace
  • Exporters
  • Importers
  • Purchasing,
  • Sales and Marketing
  • Accounting
  • Shipping and receiving

Course Outline:

Day One (8:30 AM – 4:45 PM) Day Two (8:30 AM – 4:00 PM)

Registration Process: 8:30 AM – 9:00 AM

Session Start Time: 9:00 AM

  • Beneath The Patina of Globalization: Global View of the International Marketplace
    • What do you need to know about currencies, trade agreements and trade organizations?
  • Examining the various trade blocs NAFTA, EU, Mercosur - China, India and Russia
  • How is it done? Planning for Exporting and Importing – How do you find the customer or the suppliers?
    • What should your sales approach be – What are the roles and should you proceed with an agent, distributor, licensing, Contract Manufacturing, Joint Venture and Direct Investment
    • Participants
  • The importance of Freight forwarders and custom’s agents.
  • Transportation and logistics.
  • Pricing – How and why is it different from domestic pricing. The problem of turns.
  • What should/ must be in an international buy/sell contract- What about jurisdiction, over production, demurrage, and delays?
    • What are the various ways to get paid – Documentary Draft, Letter of Credit, Counter Trade, Counter Purchase, Buyback, Offset
    • The Letter of Credit in detail
    • The currency problem.
  • Intellectual properties/ the exporting of services.
  • The Cultural Problem- Avoiding the pitfalls
    • Wal- Mart in Germany, Disney in France

Meet Your Instructor

Edward Goldberg
Adjunct Professor International Trade, Baruch College of the City University of New York/ NYU’S Center for Global Affairs

Edward Goldberg has over 35 years experience in international business, global markets and academia. He is an Adjunct Professor at Zicklin Graduate School of Business, Baruch College, City University of New York where he teaches various courses related to international trade operations and globalization. In addition he teaches Emerging Markets and International Political Economy at New York University Center For Global Affairs.

Mr. Goldberg has also taught international trade and export as a member of the visiting faculty of University of Southern California's Marshall School of Business. His USC Marshall School course, Creating Success in the International Marketplace, was featured on the New York Times Knowledge Network.

Twice he has been nominated for the prestigious Presidential Excellence Award for Distinguished Teaching at Baruch College. He has also been twice awarded a grant from Mitsui USA for curriculum development in International Trade and exporting.

What makes Edward Goldberg’s teaching uniquely relevant is his practical knowledge of international business based on his 25-year career in the global business world.

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Local Attractions

A private university in California, Stanford boasts of a campus that is spread across 8,180 acres. It was founded by Leland Stanford and his wife Jane Lathrop Stanford in 1891 to remember their son Leland Stanford, Jr., who died of typhoid just before his 16th birthday. Leland Stanford, during his lifetime, occupied the posts of Governor and Senator of California. He is also remembered as a railroad tycoon. Today Stanford University is one of the best research universities in the world. The campus houses several must-see places such as the Main Quad, the Memorial Church, the Rodin sculpture and much more.

The center presents a wide selection of art in 24 galleries, plus outdoor gardens, courtyards, and terraces. The center's art collection spans 5000 years and ranges from ancient China to the 21st century.

It's hard to miss the Stanford Theatre as you work your way down University Avenue in downtown Palo Alto. It first opened in 1925 and has recently gone through a marvelous renovation. The space next to the theatre has been added to house vintage posters and memorabilia. If you are a fan of classic movies like Casablanca, Gigi, Roman Holiday, etc., this is an experience to be had.

Stanford Shopping Center is an upscale open air shopping mall located on Route 82 (El Camino Real) at Sand Hill Road in Palo Alto, California. Although located within the Stanford University campus, the land and buildings are leased. The outdoor center covers around 1.4 million square feet (130,000 m²) and includes four major department stores: Bloomingdale's, Macy's, Neiman Marcus, and Nordstrom. Stanford Shopping Center also includes luxury retailers like Louis Vuitton, Tiffany & Co., Burberry, Polo Ralph Lauren, Michael Kors, Wilkes Bashford, Ermenegildo Zegna and Juicy Couture.

Baylands Nature Preserve is the largest tract of undisturbed marshland remaining in the San Francisco Bay. Fifteen miles of multi-use trails provide access to a unique mixture of tidal and fresh water habitats. The preserve encompasses 1,940 acres in both Palo Alto and East Palo Alto. It is an important habitat for migratory shorebirds and is considered one of the best bird watching spots in the West Coast.

Hoover Tower is a 285-feet structure located within the Stanford University premises. The tower houses the Hoover Institution Library and Archives, an archive collection founded by Herbert Hoover before he became President of the United States. President Hoover had amassed a large collection of materials related to early 20th century history; he donated them to Stanford, his alma mater, to found a "library of war, revolution and peace". Hoover Tower, inspired by the cathedral tower at Salamanca, was finished in 1941, the year of Stanford's 50th anniversary. The tower has a carillon of 48 bells cast in Belgium and the Netherlands.

The Museum of American Heritage (MOAH) is dedicated to the preservation and display of electrical and mechanical technology and inventions from the 1750s through the 1950s. The museum has a large collection of artifacts that are generally not accessible to the public. Founded in 1990 from the private collection of Frank Livermore, the Museum of American Heritage is housed in the historic Williams House, a 1907 Craftsman-style home right across from the scenic Heritage Park.

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