Parcel - February 2008 - (Page 25) 1. Are you familiar with my industry and the markets where I want to do business? You should pick a shipper with a strong presence in countries and cities where you want to do business so you will have the greatest expertise and flexibility. Any gaps in the supply chain can cause important details to fall through the cracks. Also, choose a shipper who has worked with other companies in your industry — especially if your products require special handling. 2. Can I speak with any of your customers? Referrals are always the best barometers of a shipper’s performance. Talk to the shipper’s customers to find out about the company’s service and reliability. Asking other small business owners you know whom they rely on is also a great way to find a good shipper. 3. How would you ship my products? Find out what choices a shipper offers you. For many businesses, a mix of air, ground and ocean shipping provides the flexibility to prioritize shipments. The quantity, value and perishability of your products, your customer’s location, how fast the shipment is needed and how much are you willing to spend will all determine which method of transportation you should use. 4. How long will my shipments take, and how much will they cost me? It is vitally important to find a company that offers safe, reliable, quick and cost-effective transportation services. Tell a prospective shipper what your needs are, and they should be willing to work with you to cut down time in transit where possible and find ways to trim costs or add value. 5. How will I know where my shipments are? Visibility into your supply chain is critical to avoid unwelcome surprises. You should be able to track shipments electronically. Better yet, find out if a shipper has a way to let you know automatically if there are any delays in customs. Your success depends on getting your products to your customers on time. 6. Can you collect my payments from international customers? Making sure new international customers will pay them is one of the most nerve-wracking issues for small businesses when they go global. Some shippers will accept Cash on Delivery on your behalf or use another financial settlement tool to make sure that you will www.PARCELindustry.com get paid when your customers receive your goods. 7. What will you do for me when things go wrong? Even with the best of intentions and efforts, things can go wrong in the shipping process. Ask a shipper for an example of something they’ve done for another customer when things haven’t gone according to plan. Remember, while growing globally it isn’t always smooth sailing, the benefits of reaching new markets and earning new profits are well worth the risk. Global business expert Laurel Delaney is the founder of GlobeTrade.com and is also the creator of the e-newsletter “Borderbuster.” She can be reached at ldelaney@globetrade.com. ■ February 2008 25 http://GlobeTrade.com http://www.envistacorp.com http://www.envistacorp.com http://www.PARCELindustry.com
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