Export briefs

A^ /I/4Z.


United States
Department of
Agriculture

These export opportunities for U.S. food & agricultural products have been gathered by agricultural Foreign
and other U.S. government officers serving abroad. The USDA does not guarantee the reliability of Agricultural
the overseas inquirer. For further Information, contact the foreign firm originating the inquiry. Service

Products Sought by Foreign Buyers

HUME LIBRARY

SEP 1 2 1985
July 25 31, 1985
I.F.A.S. Univ. of Florida

ALFALA SEED (TAIWAN). QUANTITY: 2 MI. QUALITY: SPROUT PERCENTAGE MIN. 95
PCT. PACKAGING: STANDARD EXPORT PACKAGING. DELIVERY: WITHIN TWO MONTHS. QUOTE:
C&F TAIWAN. MAILING ADDRESS: P.O. BOX 53-1076 TAIPEI, TAIWAN. BANK REF: FIRST
COMMERICAL BANK, NAN KING EAST ROAD BRANCH. CONTACT: JAMES HSIAO, GENERAL
MANAGER, TRADMAX IND. CORP., 5F, 131 FU SING S. ROAD, SEC 2, TAIPE1, TAIWAN.
TELEX: 24419 TRADMAX. PHONE: (02) 704-4427. (WK 31/TOFAS 0116)

AMERICAN KING PIGEON (CHINA). GUANGDONG PROVINCE ANIMAL BREEDING STOCK
IMPORT/EXPORT CORP (GPABS) HAS REQUESTED PRICE INFORMATION ON AMERICAN KING PIGEON
GRANDPARENT AND PARENT STOCK. QUALITY: 3-6 MONTHS OLD, COLOR-WHITE OR SILVER.
GPABS REQUESTS PRICES QUOTE C&F HONG KONG. INFO SHOULD INCLUDE REPRODUCTION
PERFORMANCE AND OTHER QUALITY CHARACTERISTICS. CONTACT: WU DAN, MANAGER, GUANGDONG
PROVINCIAL ANIMAL BREEDING STOCK IMPORT/EXPORT CORP, GUANGDONG CITY, SHA HE DING, NO.
5. CABLE: 4020. (WK 31/TOFAS 0270)

BABY FOODS, ALL KINDS (WEST GERMANY). Quantity: not specified. Quality: top,
no pork products. Packaging: not specified. Delivery: within 4-6 weeks. Quote:
C&F Cairo. Bank Reference: Hypobank, D-8900 Augsburg. CONTACT: Mr. B. Sander,
Sander International Trading Agency, Von-Rad-Strasse 7, D-8900 Augsburg, West
Germany. Phone: (0821) 41 60 06. Telex: 533324 SIS D. (WK 31/10FAS 0073)

BAKED BEANS IN TOMATO SAUCE (OMAN). QUANTITY: 3 X 20 FT CONTAINER. QUALITY:
GRADE A. PACKAGING: IN A-10 SIZE TINS. DELIVERY: DURING DECEMBER 1985. OTHER
REQ: PRODUCTS SHOULD CARRY ARABIC LABELS SHOWING DATES OF PRODUCTION AND
EXPIRATION. QUOTE: C&F MINA QABOOS, MUSCAT. BANK REF: BRITISH BANK OF THE MIDDLE
EAST AND THE CHARTARD BANK IN MUSCAT. CONTACT: MR. BIPIN DESAI, NARANJEE HIRJEE AND
CO., P.O. BOX 9, MUTRAH/SULTANATE OF OMAN. TELEX: 5183 LATWALLA ON. PHONE:
712764/714842. (WK 31/TOFAS 0033)

BEES WAX (COLOMBIA). INQUIRER WANTS WHITE OR TRANSPARENT BEES WAX WITHOUT ANY
ADDITIVE TO BE IMPORTED TO FREE ZONE AT A SEAPORT IN COLOMBIA. QUANTITY VARIES FROM
1 10 5 METRIC IONS OR MORE DEPENDING ON PRICE. CERTIFICATE OF PURITY IS REQUIRED.
WAX MAY BE PACKED IN BOXES WITH AN INSIDE PLASTIC WRAPPING. BANK REFERENCES MAY BE
OBTAINED FROM BANCO POPULAR (TEUSAQU1LLO BRANCH OFFICE) AND BANCO GANADE TN
PUENTEARANDA BRANCH OFFICES) ALL IN BOGOTA, COLOMBIA. APARTADO (P.O. BOX) 8707 AND
TELEX 45-724 IN BOGOTA, COLOMBIA. CONTACT: ARCHITECT MAURILO1 SCARPETTA, COLTRACOM,
CALLE 39 NO. 20-23, BOGOTA, COLOMBIA. PHONE: 285-9600. (WK 31/TOFAS 0132)



Issued weekly by the Agricultural Information and Marketing Services, Foreign
Agricultural Service, USDA, Room 4645-S, Washington, D.C., telephone (202) 447-7103.









CANNED MONKFISH LIVER (JAPAN). Specific quantities are not determined, however,
expected to be substantial. Best quality. Liver must be cooked with water. Retail
packaging. Immediate delivery by surface shipment. Quotations: L&F. Bank Ref:
Mitsui Bank, Nihonbashi Branch, Tokyo. CONTACT: Mr. Junichi Sasano, Volcano Foods
Industry Co., Ltd., 3-1-8, Azuma-Dori, Chuo-ku, Kobe-shi, Japan. Telex: 5623-131
NITIMA. Phone: (078)251-8273. (WK 31/TOFAS 0234)

CERTIFIED WINTER RYE SEEDS FOR SOWING TENDER KOREAA). Quantity: 495 MI. Quality:
Origin All Free World. Delivery: Shipment North America (U.S.A. Canada): by
Aug. 25, 1985 at PNW port. Bidding Date: 11:00 a.m. August 6, 1985 at NLCF's
Conference Room. Other Requirements: Bid bond: 2%. LONTAG1: Procurement Dept.,
NLLF, Seoul, Korea. Telex: K23517 NAL1COF. Phone: 783-0051/9 tExt. 323). (WK
31/TOFAS 8546)

CORN OIL, FROZEN BEEF AND LIVERS (EGYPT). A. CORN OIL. QUANTITY: 100 IONS.
QUALITY: FULLY REFINED. PACKAGING IN PLASTIC GALLONS. B. FROZEN BEEF. QUANTITY:
100 TONS. QUALITY: GROUND BEEF. PACKAGING: IN PLASTIC BAGS OF ONE KILOGRAM. C.
FROZEN LIVERS. QUANTITY: 100 IONS. QUALITY: FIRST GRADE CU1 LIVERS. PACKAGING
IN PLASTIC BAGS OF ONE KILOGRAM. DELIVERY: SEPTEMBER 1985. QUOTE: C&F
ALEXANDRIA. CONTACT: MASSOUN SBE1, SBE1 COMPANY, P.O. BOX 1503, DAMASUS, SYRIA.
TELEX: 411706 SY. PHONE 211137, 335647. (WK 31/10FAS 0084)

DAIRY HEIFERS (TUNISIA). WANTS 500 DAIRY HElFERS W1TH OPTION FOR 250 MORE.
HOLSTEIN-FRIESIAN CROSSES WITH PARENTS AND GRANDPARENTS LISTED IN HERD BOOK. MOTHERS
MUST MEET FOLLOWING MINIMUM STANDARDS FOR TWO OF THREE LACTATIONS: 3.8 PERCENT
BUIIERFAT AND FOR 305 DAY LACTATIONS 4,500 KG FOR FIRST LACTATION 5,000 KG FOR
SECOND, AND 6,000 KG FOR THIRD. FIRST CALVES MAY BE ACCEPTED IF MILK PRODUCTION OF
MOTHER AND MATERNAL GRANDMOTHER EXCEED ABOVE BY 500 KG. HEIFERS MUST BE FROM 24 10
30 MONTHS OLD AT MOMENT OF CALVING. MINIMUM WEIGHT FOR YOUNGEST POSSIBLE ANIMALS 450
KG AT TIME OF AGREEMENT. PREGNANCY MUST BE 4 10 7 MONTHS AT MOMENT OF AGREENI.
BID DEADLINE: NO LATER THAN AUG. 10, 1985, WITH SELECTION BY AUG. 20 AND DELIVERY
SEPT DEC 1985. PRICES MUST BE QUOTED C&F AND FOB, AND BIDS SHOULD INDICATE MODE OF
TRANSPORT AND PAYMENT TERMS REQUIRED. FULL FRENCH LANGUAGE DOCUMENT, INCLUDING
EXPORTER GUARANTEES AND RESPONSIBILITIES AND HEALTH REQUIREMENTS AND DOCUMENITA ON
BEING SENT 10 DAN MARTINEZ, DAIRY, LIVESTOCK AND POULTRY DIVISION, FAS, WASHINGTON
DC. PHONE (202) 382 1372. BIDS MAY BE SENT BY TELEX 10 CCVE (TUNIS, TUNISIA) TELEX
13813, PHONE (BY FRENCH SPEAKER) (01) 282612 OR (01) 282688. (DEADLINE 10 AUG).
CONTACT: MR.LO0FI OUESLATI, PRES., COOPERATIVE CEN1RALE DES VIANDES El DES ELEVEURS
(CCVE), 9 PLACE 1BN HAFS, TUNIS (MU1UELLEVILLE), TUNISIA. (WK 31/TOFAS 0125)

DISTILLER GRAIN (SWITZERLAND). QUAN1TIY: 10,000 MT. PACKAGING: BULK.
DELIVERY: SEPT-NOV 1985. QUOTE: FOB. BANK REF: BANQUE NATIONAL DE PARIS
(SUISSE) SA, AESCHENGRABEN 26, 4051 BASEL. CONTACT: MR. ZUPPIGER, INTERCORN TRADING
AG, PO BOX 237, CH-5036 OBERENTFELDEN AG, SWITZERLAND. TELEX: 982 162 11S CH.
PHONE: 064-45 01 01. (WK 31/TOFAS 0007)

FROZEN BUTTEFISH AND BLACK COD JAPANN). Three containers. Best quality.
Appropriate packaging for export. Immediate delivery by surface shipment.
Quotations: FOB and/or C&F. Bank Ref: Daiwa Bank, Ginza Branch, Tokyo. CONTACT: Mr.
Kunio Kobayashi, Tokyo Commercial Co., Ltd., 8-15, Toyomi, Chuo-ku, Tokyo, Japan.
Telex: 2522432 TOCOMOCO. Phone: (03)534-1301. (WK 31/0OFAS 0232)









FROZEN GREEN PEAS AND MIXED VEGETABLES JAPANN). 100 containers per year. Best
quality. Institutional packaging. Immediate delivery by surface shipment.
Quotations: C&F. Bank Ref: Hokkaido Takushoku Bank, Kobe Branch, Kobe. CONTACT: Ms.
Yoshie Fukukawa, Yamato & Traders Co., Ltd., 1-3-19, Hon-cho, Hyogo-ku, Kobe-shi,
Japan. Telex: J. 78673 YAMATORE. Cable: YAMATORE. Phone: (078)681-6141. (WK
31/10FAS 0235)

FROZEN MEAT PRODUCTS (WEST GERMANY). FIRM FOUNDED: 1978. EMPLOYEES 60. BANK REF:
BADISCHE KOMMUNLAE LANDESBANK. LANGUAGE OF CORRESPONDENCE: GERMAN PREFERRED.
LONIAC1: MR. OLEF, JEAGER UND MEYER, BADENFROST GMBH, AUF DER BRE11 11, D- 7500
KARLSRUHE, WEST GERMANY. PHONE: 011-49-721-405063-67. PLEASE SEND COPY OF YOUR
RESPONSE 10 COMMERCIAL OFFICER (TOP), AMERICAN LONSULA2E GENERAL, STUTIIGART, F.R.
GERMANY, APO NEW YORK 09154. (WK 31/COMMERCE)

FROZEN SALMON, FROZEN SKATE WINGS, FROZEN CRAB MEA AND FROZEN GOOSEFISH (FRANCE).
COMPANY ESTABLISHED IN 1979. NUMBER OF EMPLOYEES: 4. SALES AREA: FRANCE. 1984
SALES VOLUME: 20 MILLION FRENCH FRANCS. FIRM IS AGENT FOR GARLIC, DRIED FRUITS,
PEANUTS AND COTTON. BANK REF: ODIER, BUNGENER El COURVOISIER, 57 AVENUE D'IENA,
75016 PARIS. CONTACT: MR. DUVALL, DIRECTOR, PROMOFOOD, 56 RUE DES RENAUDES, 75017
PARIS, FRANCE. PHONE: 011/33/1/267.63.64. TELEX: 642.708F PROFOOD. PLEASE SEND
COPY OF YOUR RESPONSE TO COMMERCIAL OFFICER (TOP), AMERICAN EMBASSY, PARIS, FRANCE,
APO NEW YORK 09777. (WK 31/COMMERCE)

FROZEN SECTIONS AND/OR SEGMENTS OF GRAPEFRUITS AND ORANGES; FROZEN CONCENTRATED
JUICES OF APPLES, GRAPES, GRAPEFRUITS, LEMONS, ORANGES, PINEAPPLES AND POMEGRANATES
(JAPAN). Three containers. Best quality. Institutional packaging. Immediate
delivery by surface shipment. Quotations: C&F and/or CIF. Bank Ref: Fuji Bank,
Mejiro Branch, Tokyo. CONTACT: Mr. Asao Fujii, Fujii International Inc., 1-5-13,
Minami-Nagasaki, Toshima-ku, Tokyo, Japan. Telex: J. 34343 FUJIFOO. Phone:
(03)950-0287. (WK 31/TOFAS 0237)

FROZEN SHRIMP AND SALMON, FRESH PACKAGED FISH AND OTHER SEAFOOD (FRANCE).
CORPORATION ESTABLISHED IN 1959. CAPITALIZED AT 15 MILLION FRENCH FRANCS. NUMBER OF
EMPLOYEES: 49. SALES AREA: FRANCE, AFRICA, MIDDLE EAST AND EUROPE. 1984 SALES
VOLUME: 679,042,286 MILLION FRENCH FRANCS. EXPORTER AND IMPORTER OF FRESH MEAT AND
OFFAL AND OF FROZEN MEAT AND OFFAL; EXPORTER OF FROZEN SHRIMP, FROZEN SALMOh AND
FRESH PACKAGED FISH AND OTHER SEAFOOD. BANK REF: CREDIT LYONNAIS, 19 BLVD DES
ITAL1ENS, 75 PARIS; BANQUE FRANCHISE DU COMMERCE EXTERIEUR, 80 AVENUE DU GENERAL DE
GAULLE, 94002 CRE1EIL; CREDIT COMMERCIAL DE FRANCE, 3 RUE DE LA CORDERIE. CONTACT:
MR. P. NEGRE, CED VIANDES S.A., 152 AVENUE DE MALAKOFF, 75116 PARIS, FRANCE. PHONE:
011/33/1/501.56.57. TELEX: 630.352F OR 630.356F. PLEASE SEND COPY OF YOUR RESPONSE
TO COMMERCIAL OFFICER (TOP), AMERICAN EMBASSY, PARIS, FRANCE, APO NEW YORK 09777.
(WK 31/COMMERCE)

HERBS ALL TYPES (AUSTRALIA). QUANTITY: 200 KG OF EACH TYPE. PACKAGING: BULK.
QUOTE: FOB. BANK REF: WESTPAC, DURAL, NSW, 2158. CONTACT: MR DARRYL HACKETT,
NUIRIIONAL ASSOCIATES PTY LID, 185 PITI TOWN ROAD, KENITURSI, NSW, 2154, AUSTRALIA.
PHONE: (02) 6549029 (WK 31/TOFAS 0205)









JOINT VENTURE (SAUDI ARABIA). Saudi citizen in Yanbu has 1 million sq meters of
land with two water wells. Will provide up to U.S. $685,000 for construction of
25,600 sq meter greenhouse for vegetable production. Feasibility study has been
completed by French firm and Saudi government has issued appropriate licences. Yanbu
is new industrial city with growing population. Vegetables now trucked in from
distant cities and neighboring countries. Retail prices in city are tomatoes S.R.
5/kg, cucumbers 6/kg, lettuce 6/kg. (SR 3.65 S 1.00). Seeks joint venture partner
to provide construction (fiberglass) and management. Bank Ref: National Commercial
Bank, Yanbu. CONTACT: Mahmood Nasser Rahemi, Mahmood Nasser Rahemi Est., P.O. Box
502, Yanbu, Saudi Arabia. Phone: 3228611. (WK 31/TOFAS 0034)

LIVE ADULT MAGELLAN PENGUINS (JAPAN). Five male andlor female penguins for trial
shipment. Best quality. Appropriate packaging for export. Immediate delivery by
air shipment. Quotations: FOB. Bank Ref: Tokai Bank, Nakameguro Branch, Tokyo.
CONTACT: Mr. laketora Imamura, Toshin Corporation, 6-19, Higashiyama 1-chome,
Meguro-ku, Tokyo, Japan. Cable: TOSHINPLAN TOKYO. Phone: (03)715-2645. (WK
31/TOFAS 0233)

NON-ALCHOLIC WINES (CANADA). QUANTITY: INITIAL ONE COMNAINER/MONTH. PACKAGING:
750 ML BOTTLES. DELIVERY: ASAP. OTHER REQ: LABELING. BANK REF: AVAILABLE ON
REQUEST. CONTACT: DARRYL WE1NBREN, VINTAGE CONSULTANTS, 924 WEST 7TH AVE.,
VANCOUVER, B.C. V5Z 1C3, CANADA. TELEX: 0450845. PHONE: (604) 732-3366. (WK
31/TOFAS 8514)

POTATO HALF SHELLS/POTATO SKINS/STUFFED BAKED POTATOES W/SOUR CREAM AND CHIVES (IN
HALF SHELLS); STUFFED BAKED POTATOES W/CHEDDAR CHEESE (IN HALF SHELLS) (CANADA).
QUANTIY: 30-50 TRUCKLOADS/YR. PACKAGING: FROZEN. DELIVERY: STARTING.ASAP.
QUOTE: PRICE FOB PLANTS. CONTACT: MR. CYRIL LEVENSTEIN, READY FOODS LTD, 1000 FINCH
AVE. W, SUITE 512, DOWNSV1EW, ONTARIO M3J 2V5, CANADA. TELEX: 0622001. PHONE:
(416)661-0970. (WK 31/TOFAS 8516)

POWDERD EGG WHITE (JAPAN). Seven metric tons per month. Best quality.
Institutional packaging. Immediate delivery by surface shipment. Quotations: C&F.
Bank Ref: Fuji Bank, Kanda Branch, Tokyo. CONTALT: Mr. Yasuo Matsunaga, Nissei
Kyoeki Co., Ltd., 7, Kanda Mitoshiro-cho, Chiyoda-ku, Tokyo, Japan. Telex: 222-3477
(CASE1N). Phone: (03)293-8561. (WK 31/TOFAS 0231)

PROCESSED IAMB/MUTTON PRODUCTS (IRELAND). WANTS ABOVE PRODUCT EG.: COMMINUTATED,
PIES, CONVENIENCE FOODS (FOR MIDDLE EAST TRADE). QUANTITY: TWO FOUR 20-FOOT
CONTAINERS PER WEEK. QUALITY: DELICATESSEN QUALITY. PACKAGING: RETAIL AND
CATERING PACKS. QUOTE: L1F JEDDAH. CONTACT: JOHN TABOR, JOHN TABOR INTERNATIONAL,
1958 NORTH CIRCULAR ROAD, DUBLIN 1, IRELAND. TELEX: 30849 PTPK El. PHONE: (01)
758988. (WK 31/TOFAS 0073)

RABBITS (ARGENTINA). LOOKING FOR PEDIGREE BREEDING RABBITS OF NEW ZEALAND AND
CALIFORNIA TYPE. QUOTE: CIF BUENOS AIRES. BANK REF: BANCO ROBERTS-'SUCURSAL VILLA
CRESPO. CONTACT: DR. AGUS11N COLLADO, ESIABL. AGRO IND. "LA ELBA" S.A., DARWIN 1038,
1414 CAPITAL FEDERAL, ARGENTINA. TELEX: 18444 APPLE AR. PHONE: 854-4866. (WK
31/TOFAS 0198)

RAW COTTON (KOREA). Quantity: about 40 bales. Quality: American up-land, Grade
- middling white, staple one inch or 1 1/16". Packaging: container shipment
(20-FT). Delivery: August 1985. Quote: L&F Pusan Port. Bank Reference:
Dongdaemoon Branch, Korea Foreign Exchange Bank. CONTACT: Mr. Ahn, Jee Hwan,
Sun-Young Co., CPO Box 7066, Seoul, Korea. Telex: K28426 COSNIN1. Phone:
269-4207, 742-4207. (WK 31/10FAS 8547)









RED DELICIOUS APPLES AND ANJOU PEARS FRESH (CANADA). QUANTITY: APPLES 10
CONTAINERS PER MONTH. PEARS 3 CONTAINERS PER MONTH. QUALITY: WASHINGTON STATE RED
DELICIOUS. ANJOU PEARS EXTRA FANCY AND FANCY. PACKAGING: CONTAINER LOADS APPLES
CASES OF 100, 113 AND 125 COUNT. PEARS; 90, 100, 120 COUNT. DELIVERY: BEGINNING
SEPTEMBER TO MIDDLE EAST. QUOTE: 299-6232. (WK 31/TOFAS 8517)

RICE (PARBOILED) CONSUMER (TRINIDAD). QUANTITY: (A) 300 BALES (2 LB.); (B) 500
BALES (5 LB.); (C) 200 BALES (10 LB.). QUALITY: GRADE/1. PACKAGING: 60 LB.
BALES. QUOTE: CIF TRINIDAD. OTHER REQUIREMENTS: ENGLISH LANGUAGE. BANK REF:
REPUBLIC BANK, CHAGUANAS, TRINIDAD. CONTACT: MR. MICHAEL GHANY, GENIE CERAMIC AND
WAX PRODUCTS LTD., 25 FRANCIS-LALLA ROAD, CHARLIEV1LLE, CHAGUANAS, TRINIDAD, W.I.
PHONE: 1-809-665-3180. (WK 31/TOFAS 0072)

RICE LONG GRAIN (CANADA). Wants above mentioned product. Packaging: bulk for
repackaging. Additional information can be obtained from contact. CONTACT: Jerry
Miloni, Miloni Food Importers LTd., 7515 Gilley Ave, Burnaby, B.C. V5J 4X4, Canada.
(WK 31/TOFAS 8515)

SHELLED MACADEDIA NUTS (JAPAN). Specific quantities are not determined, however,
expected to be substantial. Best quality for use in the manufacture of chocolate
coated macademia nuts. Institutional packaging. Immediate delivery by surface
shipment. Bank Ref: Dai-ichi Kangyo Bank, Gotanda Branch, Tokyo. CONTACT: Mr.
Takashi Nakada, Banyu Eiyo Co., Ltd., 2-12-1, Shimo-Meguro, Meguro-ku, Tokyo, Japan.
Phone: (03)492-4819. (WK 31/TOFAS 0238)

SOFT SAWN LUMBER (JAPAN). Specific quantities are not determined, however,
expected to be substantial. Best quality. Appropriate packaging for export.
Immediate delivery by surface shipment. Quotations: C&F and/or CIF. Bank Ref: Bank
of Tokyo, Ningyo-cho Branch, Tokyo. CONTACT: Mr. Osaki Tonooka, Yokohama Lumber Co.,
Ltd., 5-11, 2-chome, Fukagawa, Koto-ku, Tokyo, Japan. Phone: (03)642-8009. (WK
31/TOFAS 0236)

WOOD DOUGLAS FIR, SOUTHERN YELLOW PINE, WHITE AND RED OAK (SPAIN). QUANTITY:
DOUGLAS FIR AND SYP: 25,000 CUFT EA, RED AND WHITE OAK, 10,000 CUFT EA.. QUALITY:
OFF-CUT PLUNXS, CLEAR NO.2. PACKAGING: IN CONTAINERS. DELIVERY: TO BE DETERMINED.
QUOTE: CIF BARCELONA. BANK REF: BANCO DE BILBAO (REUS). CONTACT: MR FRANCISCO
OLESTI, MADERAS OLESTI, S.A., DR. DOMENECH, S/N, REUS (TARRAGONA), SPAIN. PHONE:
(77) 31 43 13. (WK 31/TOFAS 0253)












HELPFUL lh~lS IN RESPONDING 10 FOREIGN 1RADE LEADS


Based on comments from firms to Foreign Agricultural Service representatives aboard,
there are two main reasons companies are unsuccessful in their attempts to develop
trade relationships from opportunities such as those presented in this issue -
delays in responding to trade inquiries and ineffective correspondence. The
following guidelines may prove helpful when responding to trade inquiries.

ALWAYS REPLY QUICKLY

USE 1ELEX. lelex is the communication mode expected by most foreign buyers. If more
details are required, a brief telephone call is also an effective way to indicate
your interest. Delay gives the edge to your competition. Unless otherwise specified
by foreign inquiry, correspondence in English is acceptable.

ALWAYS RESPOND LOMPLE1LLY

ON YOUR FIRM. Furnish bank and trade references, pertinent company, history, and
relevant exporting experience. It is also useful to mail a copy of your annual sales
report. Establish your firm as a reliable source of supply.

ON YOUR PRODUCt. Supply complete product information. Use the metric system of
measurement. American standard weights, measures and dimensions have little meaning
in most overseas countries. When responding by mail, descriptive and illustrative
brochures should be included, but not relied on, to do the whole selling job.

ON YOUR PRICE. Include full price information when possible, and a delivery date.
Quote the price requested or a CIF price (cost, insurance, and freight) to a port in
the inquirer's country. A freight forwarder will be able to help you determine
insurance and freight prices for the products involved. Specific terms of payment
should be clearly stated. Information provided should, whenever possible, be
sufficient for the customer to place an order without the delay of further
correspondence.

ALWAYS REPLY EFFEC11VELY

BE SPECIF1C. Ask specific questions to pinpoint buyer's needs. If the inquiry does
not clearly specify products or services desired, let the buyer know what you have
available. Do not neglect imprecise inquiries.

BE DISCRETE. Seek credit data from sources other than the overseas firm. Personal
requests for credit information are considered discourteous in many countries. Such
information is easily obtained from reliable and objective sources such as your
bank's international department.









BE ORIGINAL. When replying by mail, do not use form letters. Form letters
are frequently discarded by overseas buyers. Keep correspondence friendly and
interesting. Avoid using slang. Create an impression of personal and
exclusive interest.

BE ALLURA1I. Check the correct address of the foreign firm, whatever mode of
reply. When writing, do not discard the envelope until you are sure the
complete address (including the country) is on the firm's letterhead. 1he
return address should provide your company's full name and address, including
"U.S.A". After the zip code. Include your cable address and telephone number.

BE SMARI. Do not disreguard inquiries with less-than-perfect English. Quite
possibly, it is a legitimate sales lead but the writer knows English only as a
second language. Also, if the printing quality of the stationery does not
meet standards you ordinarily expect, keep in mind that printing standards in
your correspondent's country might be quite different. Despite first
impression, the inquiry.may be from a reputable, well-established firm.

FOLLOW-UP. If a reply is not received within a reasonable time, follow-up
with a second telex. You may have missed the original export opportunity, but
may still be able to begin a business relationship.





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UNIVERSITY OF FLORIDA

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If your address should be changed PRINT
OR TYPE the new address, Including ZIP CODE and
return the whole sheet and/or envelope to:
FOREIGN AGRICULTURAL SERVICE. Room 4945-S.
U.S Department of Agriculture
Washington. D.C. 20250

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