International Trade

• 1In the last three years, approximately what percent of your total sales were made to customers outside the United States?
• 2Did you ever sell to customers outside the United States?
• 2aWhy did you stop making those sales? Was it because:?
• 2bAre the chances high, so-so, or low that you will start selling to customers outside the United States again?
• 3Over the last three years, has the share of your sales to customers outside of the U.S. been growing, declining, or staying the same? Is that a lot or a little?
• 4To customers in what country outside the U.S. did you make the most sales in the last three years?Top 100 question
• 4aIn the last three years, in approximately how many different countries have you made sales?
• 5Which best describes your sales efforts outside the U.S. Do you:?
• 6Are the majority of your sales to customers outside the U.S. the direct result of orders placed through an Internet Web site?
• 7About how many years have you been selling to customers outside the U.S.?
• 8A(export limitation) Tariffs imposed by foreign governments.
• 8B(export limitation) Foreign government non-tariff barriers such as red tape and unwarranted standards.
• 8C(export limitation) Difficulties financing export sales.
• 8D(export limitation) Difficulties locating sales prospects.
• 8E(export limitation) Profitability of export sales.
• 8F(export limitation) Up-front costs of market development.
• 8G(export limitation) Shifting currency values.
• 8H(export limitation) Lack of management expertise in exporting.
• 8I(export limitation) Identifying reliable foreign representatives.
• 8J(export limitation) American export licenses.
• 9AIn the last three years, have you sought export sales assistance from the International Trade Administration at the U.S. Department of Commerce?
• 9BIn the last three years, have you sought export sales assistance from the Small Business Administration?
• 9CIn the last three years, have you sought export sales assistance from another publicly supported organization designed to promote exports?
• 10Compared to your domestic sales, are your sales to customers outside the U.S.:?Top 100 question
• 11In the last three years, have you or has someone on your behalf, spent eight hours or more investigating the potential for selling your products or services outside the U.S.?
• 11aHave you ever considered the possibility of selling to customers outside the U.S.?
• 12AIn the process, was the International Trade Administration at the U.S. Department of Commerce contacted?
• 12BIn the process, was the Small Business Administration contacted?
• 12CIn the process, was another publicly supported organization designed to promote exports contacted?
• 13A(reason NOT to export) My products or services are not really exportable.
• 13B(reason NOT to export) It's too risky.
• 13C(reason NOT to export) Better sales opportunities exist in the U.S. than elsewhere.
• 13D(reason NOT to export) Start-up costs are too high.
• 13E(reason NOT to export) Basically satisfied with your current sales level.
• 13F(reason NOT to export) Lack of expertise to locate and develop markets outside the U.S.
• 13G(reason NOT to export) Couldn't provide the necessary follow-up or service for customers outside the U.S.
• 13H(reason NOT to export) Too much regulation and red tape selling abroad.
• 13I(reason NOT to export) Not competitive outside the U.S.
• 13J(reason NOT to export) Wouldn't feel comfortable doing business outside the U.S.
• 14In the last three years, have you purchased goods and/or services DIRECTLY from vendors outside the United States?
• 14aApproximately what percentage of your total purchases in the last three years have been made directly from vendors outside the United States?
• 15From vendors in what country outside the United States did you make the most purchases in the last three years?

Volume 4, Issue 1, 2004
ISSN 1534-8326

William J. Dennis, Jr.
NFIB Research Foundation