International Trade Resources Podcast: Recent Episodes
Kimberly Kirkendall
Technical international trade talk by industry experts focused on practical “how to” information that companies need for cross border trade.
In this episode of the International Trade Resource Podcast, host Kim Kirkendall chats with Ervis Micukaj, owner and general manager of Jet IT in Shanghai, about the practical realities of cloud backup, data security, and compliance for international companies— especially those operating in China and the broader APAC region. Ervis explains why backing up data and keeping it secure aren’t opposing goals but parts of the same strategy, and why companies need local expertise that understands both global cloud options and regional regulations.
The conversation demystifies what “the cloud” actually means and lays out the three common deployment models while stressing the single most important control point: who holds the encryption keys. Ervis breaks down a set of simple, practical safeguards: encrypt data at the source, keep full control of your own keys, apply Zero Trust principles, and build both local and redundant backups to ensure you meet performance and compliance requirements when operating across borders.
Kim and Ervis also map the regulatory landscape that affects backup decisions: China’s cybersecurity and data security requirements, Europe’s GDPR, and U.S. industry-specific rules. Rather than viewing compliance as a burden, Ervis reframes it as a quality framework that drives better practices and builds trust with regulators and partners. Tune in now and get the download on Cloud Backup and the future of AI-driven models!
Key takeaways
- Backup and security are complementary.
- Know your cloud models: public, private, and hybrid each have trade-offs.
- The 3–2–1 rule
Compliance varies by region: compliance strengthens resilience and trust. - Prepare for the future: AI governance is the next big security conversation.
Episode Sponsors:
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Website: www.intltraderesources.com
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Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
In this episode of the International Trade Resource Podcast, host Kim Kirkendall sits down with Ann Shipherd, owner of A.C. Ship Global Trade Law and a seasoned consultant with extensive experience in customs brokerage and trade compliance. Together, they tackle one of the most pressing and confusing issues in international trade today: understanding tariff announcements.
When headlines announce a new tariff or policy shift, where can importers and trade professionals turn to separate fact from speculation? Ann walks us through a step-by-step process for finding accurate, up-to-date information - starting with presidential executive orders, then moving through CBP’s Cargo Systems Messaging Service (CSMS), the Federal Register, and beyond. She also emphasizes the practical role of customs brokers and industry colleagues in interpreting rapidly changing guidance.
The conversation dives deep into tariff stacking, the challenges of conflicting or delayed announcements, and the growing reliance on tools like ACE to verify the real-world application of tariffs. Ann and Kim highlight the importance of industry collaboration, CBP rulings, and staying proactive in a landscape where regulations shift quickly and sometimes retroactively.
If you’ve ever wondered how to make sense of tariff updates—or how to protect your company from unexpected costs—this episode is packed with insights and practical strategies.
Key Takeaways:
- Where to find the most reliable sources of tariff information (executive orders, CSMS, Federal Register, ACE).
- Why your customs broker should be your first call when announcements are made.
- How to use CBP rulings and industry associations to clarify uncertainties.
- What tariff stacking is and why it complicates landed cost calculations.
- The risks of delayed duty bills and why trade professionals must stay vigilant.
- Tools like newsletters, websites, and LinkedIn can help professionals stay up to date on rapidly changing trade issues.
- Storytelling is a powerful tool in influencing policymakers—companies that speak up can shape the future of trade.
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
In this episode of the International Trade Resource Podcast, host Kim Kirkendall chats with Ed Brzytwa, Vice President of International Trade at the Consumer Technology Association (CTA). With experience spanning the Department of Commerce, the Office of the U.S. Trade Representative, and multiple trade associations, Ed brings deep insight into the intersection of trade policy and industry interests. The episode focuses on the often-overlooked power of trade associations—not just as event hosts, but as strategic connectors, advocates, and policy influencers.
Ed explains how trade associations like CTA provide businesses—especially small ones—with critical access to policymakers, tools for advocacy, and insider knowledge on fast-evolving trade developments. Listeners will learn how associations help shape trade policy through structured member engagement, regular working group meetings, and coordinated storytelling efforts that bring real-world impact to the attention of decision-makers.
Kim and Ed also explore ways companies can leverage their trade associations to not only stay informed, but to actively influence trade outcomes. From participating in policy committees and fly-ins, to responding to surveys or telling their own tariff-impact stories, Ed emphasizes that member engagement is what makes advocacy successful. The episode wraps with tips on how to stay current in a rapidly changing global trade landscape—from LinkedIn networking to AI-powered info-gathering tools.
This is a must-listen episode for any business involved in international trade or looking to understand how to influence trade policy more effectively through their association.
Key Takeaways:
- Trade associations go far beyond events—they provide research, advocacy, networking, and policy influence.
- Active member participation in working groups and policy discussions is essential to shaping effective trade advocacy.
- Small businesses can—and should—play a critical role in informing trade policy by sharing their experiences.
- Tools like newsletters, websites, and LinkedIn can help professionals stay up to date on rapidly changing trade issues.
- Storytelling is a powerful tool in influencing policymakers—companies that speak up can shape the future of trade.
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for Chi
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
In this episode of the International Trade Resource Podcast, host Kim Kirkendall chats with Ying Lu, founder of Blue Lake Packaging and former global operations leader at Apple. With a rich background in industrial engineering and a passion for sustainable design, Ying brings a practical, design-forward perspective to a topic many companies overlook: packaging. But this isn’t just about logos and pretty boxes—this conversation dives into how packaging can be a powerful lever for reducing costs, improving sustainability, and navigating complex tariff structures.
Ying shares the three guiding principles her team uses to help clients streamline packaging: reducing unnecessary materials, designing packaging as a product itself, and simplifying manufacturing processes. Along the way, she gives real-world examples—from replacing instruction booklets with QR codes to optimizing shipping volumes and reducing tariffs by rethinking where and how packaging is applied. She also underscores how small changes in design can yield big savings, both financially and environmentally.
Kim and Ying go beyond theory to discuss how companies can make meaningful strides in sustainability without compromising brand identity or functionality. They break down what recyclable really means in practice, how to tailor packaging messaging to resonate with customers, and why visiting a recycling facility might just change the way you approach your next product launch. Whether you're a trade professional, supply chain leader, or brand manager, this episode will get you thinking outside the box—literally.
Key Takeaways:
● The three core principles of cost-saving packaging design
● How smart packaging choices can reduce landed costs and tariffs
● What companies get wrong about sustainability—and how to fix it
Tune in to learn how packaging can be more than just a container—it can be a competitive advantage.
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Nathan Reed, a licensed customs broker and Director of Customs and Foreign Trade, to discuss the importance of knowledgeable and reliable customs brokers. Navigating the complexities of international trade regulations and customs compliance can be complex, and knowing how to make the most of your relationship with a trusted customs broker can simplify the process!
First, Kim and Nathan dive into the functions and responsibilities of customs brokers, which include; transmitting data to ensure import shipments clear customs, communicating with freight forwarders and carriers, calculating duties and taxes. Brokers can also arrange transportation, support HTS determination, record-keep, and support customs audits.
Next, Nathan lends advice on how companies should leverage the knowledge of their customs broker partners on import regulations and compliance. The customs brokers have an understanding of product requirements, can provide guidance on record-keeping and compliance, and advise on proper duty and tax application.
Lastly, Kim and Nathan explore considerations for companies who are looking to retain a customs broker directly. This includes how to find a good customs broker, the importance of considering service levels, assessing the broker's knowledge and expertise, evaluating value-added services, and ensuring sufficient staffing and support from the broker.
Listen now and start exploring ways you can leverage your custom broker’s expertise today!
KEY TAKEAWAYS:
- The often overlooked functions and responsibilities of customs brokers
- Advice on how companies should leverage the knowledge of their customs broker partners on import regulations and compliance
- Considerations for companies looking to retain a customs broker directly
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
In this episode of the International Trade Resource Podcast, host Kim Kirkendall chats with international marketing consultant Kathryn Read, dialing in from Vienna to unpack the art and science of negotiating import duties and tariffs. They kick off by discussing who traditionally bears the cost of import duties under common Incoterms and why building a comprehensive “price map” with your importer is critical to staying competitive.
As the conversation unfolds, Kim and Catherine dive deep into the tactics for transparent, partnership-style conversations with your distributor. They also explore effective maneuvers for short-term volatility —think pre-tariff shipments and tiered notice periods—alongside more strategic long term moves like nearshoring and shifting supply chains.
Looking beyond the immediate scramble, the episode lays out a framework for robust scenario planning: defining trigger points, modeling P&L impact and setting up annual HS-code and COO reviews to uncover savings. Catherine shares how co-planning with distributors and suppliers by leveraging payment terms, offering marketing support, developing joint inventory strategies—creates a true “everyone’s in the same boat” mindset that can turn a tariff headache into an opportunity for stronger alliances.
Key Takeaways:
- Map Your Costs: Build a live, end-to-end “Tariff Impact” spreadsheet to know exactly who pays what at every stage.
- Negotiate as Partners: Use transparent, shared-challenge language and flexible pricing clauses to keep customers and distributors on your side.
- Plan for All Scenarios: Define tariff “kill points” (e.g., 20%, 50%, 80%) and assign clear responsibilities for mild, moderate, and severe increases.
- Balance Short- and Long-Term Moves: Maintain a toolkit of quick levers and strategic shifts to stay agile.
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
In this episode of the International Trade Resource Podcast, host Kim Kirkendall chats with Emmet McGovern, a seasoned trade compliance expert about the often-overlooked but critically important world of importer liabilities and risks. Together, they unpack the role of the Importer of Record, explaining how legal responsibility for declaring goods, paying duties, and maintaining accurate documentation ultimately falls on whoever is listed as IOR. Listeners will gain clarity on why simply relying on your supplier or freight forwarder isn’t enough to shield you from potential penalties.
They then dive into the nuts and bolts of what it takes to stay compliant—everything from choosing the right customs bond (single-entry vs. continuous) to declaring the full ten-digit HTS code, proper valuation of your goods (including assists and tooling fees), and correctly stating the country of origin. Real-world examples of tariff-circumvention schemes, such as undervaluation tricks and transshipment fraud, bring home just how costly even small errors can be.
Next, Kim and her guest walk through best practices for audit preparedness and recordkeeping, emphasizing the five-year retention requirement for documents and they list critical ones for you. They also discuss foreign sellers acting as the Importer of Record or under DDP terms. Finally, listeners are armed with proactive strategies to transform customs compliance from a risk into a competitive advantage.
Key Takeaways:
- Who is legally responsible for accuracy of customs documents and payment of duties.
- The importance of HTS codes and all valuation components.
- How to do self-audits, and prepare for a customs audit.
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
In this episode of the International Trade Resource Podcast, host Kim Kirkendall chats with Diego Montemayor, a seasoned trade compliance expert with over 15 years of global market experience. They dive deep into the sometimes confusing world of country of origin determination—especially when components are sourced, partially assembled, and finished across multiple jurisdictions. Diego lays out the fundamental tests U.S. Customs relies on, from the “substantial transformation” standard to the complementary value‑based analysis, helping listeners understand when and how a product’s origin truly changes .
Together, Kim and Diego unpack real‑world scenarios—like a 3D scanner whose electronic modules come from China but undergo welding, software installation, and housing assembly in Mexico—to illustrate how technical complexity and percentage‑of‑value calculations interplay in a COO decision. They also explore landmark rulings, including a flashlight case where pre‑configured components failed the transformation test, and the Harley‑Davidson EU dispute over tariff‑avoidance motives.
Wrapping up, Diego shares best practices for shoring up your COO position: from assembling detailed bills of materials and process documentation, to performing rigorous value‑add analyses and seeking advance customs rulings when in doubt. He warns of common pitfalls—over‑reliance on supplier claims, insufficient paperwork, and jurisdictional nuances—that can leave companies exposed to enforcement actions and unexpected duties.
Key Takeaways
- Begin every COO assessment with the substantial‑transformation test; escalate to value‑based analysis when complexity or ambiguity arises
- Maintain a “COO file” with bills of materials, processing step descriptions (e.g., welding, software installation), supplier invoices, and logical rational
- Conduct supplier due diligence and consider binding rulings to lock in your origin position and demonstrate “reasonable care” to customs authorities
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
In this episode of the International Trade Resource Podcast, host Kim Kirkendall chats with international trade expert Alejandro Alcalde as they dive into additional valuation strategies and explore fresh opportunities amid an ever-evolving tariff.
Their conversation builds on prior discussions about first sale valuation and takes a deep dive into other options, including the use of free trade zones and bonded warehouses. Listeners will gain insights into how strategically delaying the import process by utilizing these zones can offer relief from duty and tax obligations—at least temporarily—as companies navigate unpredictable tariff fluctuations.
In addition, Kim and Alejandro unravel the nuances of special customs provisions, particularly under chapter 98 of the U.S. tariff schedule. They discuss how various scenarios, such as the handling of returned goods, repair and alteration processes, and even the strategic use of U.S. goods assembled abroad, can be leveraged to reduce costs and optimize operational flows.
Kim and Alejandro also emphasize the critical importance of detailed documentation, robust traceability systems, and close coordination with customs brokers to ensure compliance with ever-changing regulations. Tune in to learn how these advanced valuation strategies can help companies better manage risk and optimize their international trade operations.
Key takeaways:
- The benefits and strategic considerations of using free trade zones and bonded warehouses to delay duty and tax payments.
- An overview of special customs provisions under chapter 98, including processes for returned goods and repair/alteration scenarios.
- Insights into the complexities of U.S. goods assembled abroad and the importance of maintaining country-of-origin status through proper documentation and operational planning.
- Practical advice on ensuring traceability and aligning with compliance requirements in a volatile tariff environment.
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
In this episode of the International Trade Resource Podcast, host Kim Kirkendall welcomes back Alejandro Alcalde, a trade compliance expert with decades of experience in global customs, logistics, and tax compliance. Together, they dive into the complexities of Import Valuation Strategies—a critical topic for businesses navigating international trade in an era of fluctuating tariffs.
Discover how First Sale Valuation (FSV) can be a game-changer for importers looking to legally minimize duties. Alejandro breaks down the requirements, common pitfalls, and real-world applications of this strategy, explaining how businesses can benefit by properly structuring their supply chains. What happens if a product moves through multiple countries before reaching its final destination? How do ownership structures and post-import modifications impact valuation? These are just some of the questions tackled in this insightful discussion.
And finally to wrap up this episode they discuss where do companies go wrong when adjusting their supply chains to optimize valuation. Alejandro and Kim emphasize the importance of meticulous documentation, from commercial contracts to proof of payment, ensuring businesses are prepared should customs authorities come knocking years later. They also explore how working with customs brokers and trade consultants can help companies avoid costly mistakes and optimize their import processes.
KEY TAKEAWAYS:
- First Sale Valuation Can Lower Costs: Under the right conditions, using the initial purchase price instead of the final resale price can reduce import duties.
- Documentation is Everything: Keeping thorough records of contracts, invoices, and payments is critical to proving compliance.
- Your Customs Broker is a Key Partner: They must understand your valuation strategy and be aligned with your import processes.
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Josh Rodman, a partner at Sandler, Travis & Rosenberg, to discuss the complexities of Country of Origin, or COO. Country of Origin is not as simple as it seems, with different definitions by different agencies that can impact both import and export. In this episode, we dig into the details with Josh as he shares actionable steps for staying up-to-date.
First, Kim and Josh discuss how COO can affect general aspects of importing like assessing duties and tariffs. COO regulations can be different for duties compared to the labeling of the product's country of origin.
Multiple trade agreements and agencies are interested in the COO, and they may have differing standards that impact what the final determination of COO will be - for their purposes. It may be one COO for one purpose (duties) and another for another purpose (labeling).
Determining COO may require you to dig into the bill of materials (BOM) to identify where components and materials came from to decide. Josh talks about how It becomes more complicated if some of the parts were made in China, but finished in Mexico or Vietnam. Kim mentions how companies selling direct to consumer in the US don't necessarily consider these issues when they pivot to shipping larger quantities to the US for distribution
Lastly Kim sheds light on the political nature of many regulations and rulings in the last ten years. The layering of COO regulations between different agencies, trade agreements, and regulatory bodies that all have an interest in the outcome, means this process is not a simple decision. Josh mentions how different US acts such as Buy America, and agencies such as the ATF and FDA all rely on COO for how your product is categorized. .
How do you stay on top of this ever-changing landscape? Learn how in this information-packed episode!
Things you’ll learn
- How Country of Origin (COO) can require the use of different assessment methods for different agencies and purposes.
- The layering of COO regulations and some of the agencies, agreements, and regulatory bodies that have an interest in the outcome.
- How to make sure you are considering all the factors that could affect your product when you are importing. .
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
In this episode of the International Trade Resource Podcast, host Kim Kirkendall sits down with Nathan Reed, Director of Customs and Foreign Trade, to unravel the complexities of customs valuation for imports. With extensive experience - including consulting roles at Deloitte and DHL - Nathan breaks down why getting valuation right is critical for businesses importing goods across international borders.
What are the biggest mistakes companies make when valuing their goods? Nathan shares real-world examples of overlooked costs, misclassified transactions, and risky practices that could lead to hefty fines - or even criminal penalties. From assists (like molds and tooling costs) to HTS code misclassification, businesses often face compliance issues without realizing it. He also explains how companies can legally optimize their customs value, whether through negotiating prices, leveraging the "First Sale for Export" rule, or restructuring supply chains in response to tariff changes.
As regulations tighten and governments use AI to detect fraud and inconsistencies, importers must take full responsibility for their customs filings. Nathan and Kim discuss why relying on suppliers or freight forwarders isn’t enough, and what steps companies should take to ensure accuracy, avoid costly audits, and streamline their global trade operations.
KEY TAKEAWAYS:
- Transaction Value is Key: Understand what must be included in your declared customs value.
- Avoid Common Pitfalls: Misapplied discounts, undervaluation, and incorrect HTS codes can trigger serious penalties.
- Compliance is Your Responsibility: Importers - not suppliers - are liable for ensuring correct documentation.
- Plan for Tariffs Strategically: Learn how companies are adapting their supply chains to mitigate high duty costs.
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
In this episode of the International Trade Resource Podcast, host Kim Kirkendall sits down with Art Dicker, an experienced international trade lawyer and founding partner of Parkwin, to explore the key contracts businesses need when working with suppliers. With decades of experience in venture capital, joint ventures, licensing, and distribution deals, Art shares expert insights into navigating supplier relationships effectively while protecting your business.
Starting with the basics, Kim and Art break down the differences between NDAs, NNN agreements, terms and conditions, and supplier agreements. They explain when each document is appropriate and why relying on just an NDA isn’t enough to protect your intellectual property or your business. Art also highlights the critical importance of addressing ownership of product improvements, a common but often overlooked area that can create serious challenges in cross-border manufacturing partnerships.
What are some of the mistakes businesses make when working with suppliers?
- Failing to move beyond NDAs to more robust agreements like NNNs or supplier agreements.
- Overlooking how supplier contributions to product improvements impact intellectual property ownership.
- Neglecting to tailor agreements to specific supplier relationships, which can harm trust and enforceability.
Whether you’re a startup sourcing your first supplier or an established business managing complex manufacturing relationships, this episode offers actionable advice to avoid costly missteps and build stronger partnerships. Tune in to learn how to protect your business while fostering win-win relationships with your suppliers!
KEY TAKEAWAYS:
- Use NDAs for initial discussions but don’t stop there - NNN agreements and T&Cs are vital for deeper collaboration.
- Clarify IP ownership early to avoid disputes or complications if switching suppliers.
- Customize supplier agreements to balance protection with fairness, strengthening the business relationship.
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
In this episode of the International Trade Resource Podcast, host Kim Kirkendall chats with Katie Howe, Managing Director of Jacaranda Communications, to discuss the art of branding across the diverse Asia-Pacific (APAC) region. With decades of experience across New Zealand, Australia, China, and more, Katie shares expert tips on adapting brands to diverse markets while staying true to their core identity.
Discover why cultural sensitivity matters, how national perceptions can shape market success, and what makes an effective communications package.
What are some of the opportunities companies miss? Here are a few areas shared by Katie:
- Play to the strengths of your home country - New Zealand products are often perceived as healthy / natural and U.S. is known for having high tech products. Lean in on those beliefs.
- Begin the process by identifying your business goals, are they market share or increased sales numbers or long term customers?
- You need to balance staying true to your brand while adapting to the local market -and it can be done.
Whether you're an established global brand or a small business eyeing APAC expansion, listen now and learn actionable insights to help you navigate the complexities of international branding!
KEY TAKEAWAYS:
- Stay Authentic: Adapt messaging, not your brand’s core identity, for new markets.
- Respect Culture: Tailor visuals and communication to local norms.
- Use Local Expertise: Leverage consultants and trade resources for market insights.
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
In this episode of the International Trade Resource Podcast, host Kim Kirkendall chats with Andrew Kennedy, Logistics Manager at Kitagawa Europe, to explore the pressing challenges in global logistics today. With over three decades in supply chain management, Andrew shares strategies for maintaining agility and efficiency amid disruptions like trade wars, conflicts, and extreme weather events.
Andrew highlights the importance of diversifying suppliers and using multimodal transport to stay flexible. He discusses the shift from traditional supplier-customer relationships to collaborative partnerships with freight forwarders, allowing companies to react quickly to global shifts. He also shares practical insights on building efficiency through lean management, optimized warehouse layouts, and shipment consolidation, all of which support both cost-effectiveness and sustainability.
Kim and Andrew round out the conversation by diving into emerging technologies, from EDI and QR codes to robotics, that are transforming logistics operations by reducing errors and expediting processes. Don’t miss this episode if you’re looking to enhance resilience and streamline operations in a rapidly changing global marketplace!
KEY TAKEAWAYS:
- Agility and Efficiency: Diversify suppliers and use multimodal transport to stay flexible amid disruptions.
- Collaborative Partnerships: Build strong relationships with freight forwarders for timely logistics insights.
- Technology for Efficiency: Use tools like EDI, QR codes, and robotics to streamline operations and reduce errors.
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the "International Trade Resource Podcast," host Kim Kirkendall sits down with Kathryn Read to explore the critical topic of creating a budget for export expansion. Often overlooked or underestimated by companies, poor budgeting for new market entry can quickly become a costly mistake.
In this episode they dive into the challenges businesses face when estimating potential sales in unfamiliar markets and share practical advice on how to gather meaningful data. Read offers valuable tips on leveraging free resources and cost effective strategies such as consulting distributors or reviewing data from adjacent industries to make the best possible estimates when hard data is scarce.
Kim and Kathryn go further by breaking down the costs associated with three different market entry strategies: working with distributors, using a hybrid model, or establishing an in-house sales team. Read emphasizes the need for companies to budget not only for direct expenses like marketing and logistics but also for indirect costs such as customer service, regulatory compliance, and intercultural training. She stresses the importance of managing cash flow carefully and staying closely connected with distributors or sales teams to ensure product availability and to gather timely market intelligence.
If you're planning to expand your business into new international markets, this episode offers essential guidance on avoiding common budgeting pitfalls and building a strong foundation for long-term success. Don't miss this insightful conversation that equips you with the tools to better navigate the complexities of global trade.
KEY TAKEAWAYS:
- Companies should expect higher costs and longer timelines when expanding into new international markets.
- Use proxy markets, competitor data, and social media to estimate potential sales in unfamiliar markets.
- Different entry strategies—distributors, hybrid models, or in-house teams—carry unique direct and indirect costs.
Episode Sponsors:
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Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Kenton Grimes from Mohawk Global to dive deep into the world of HTS codes and tariffs, revealing how crucial they are in determining duty rates for imported and exported goods.
Misclassifying products under the wrong HTS code can result in serious financial and legal repercussions, from incorrect duties to potential tax fraud. Kenton sheds light on the often-overlooked gray areas of classification, where the specificity of HTS codes allows for interpretive flexibility. Importers must tread carefully, referencing customs rulings and following general rules of interpretation to stay on the right side of compliance.
Together, they explore the complexities of determining the correct country of origin, especially under USMCA regulations. A product’s substantial transformation, often identified by a tariff shift, plays a vital role in qualifying for preferential treatment. Protectionist measures, including anti-dumping cases in industries like steel and wood, further complicate the landscape, triggering additional tariffs depending on a product’s origin and classification.
Lastly, Kim uses the example of the difference between tax planning and tax fraud to illustrate HTS analysis risk. They explain how legally selecting the most appropriate HTS code can minimize tax liability, while intentionally misclassifying goods to avoid tariffs crosses into the realm of fraud. Whether you’re an importer, exporter, or trade compliance professional, this episode offers invaluable insights into navigating the increasingly intricate world of international trade compliance.
Listen now and learn about the importance of accurate HTS code classification, how country of origin determinations can shift under complex regulations like USMCA, and the potential pitfalls of misclassifying goods—whether it’s unintentional negligence or deliberate tax fraud.
KEY TAKEAWAYS:
- Proper HTS code use is essential to avoid legal and financial penalties, including incorrect duties and tax fraud.
- HTS codes allow for interpretive flexibility, requiring importers to reference customs rulings and follow rules carefully.
- Under USMCA, substantial product transformation or tariff shifts are needed to qualify for preferential treatment.
- The difference between legal tax planning and misclassifying goods, which constitutes tax fraud.
Episode Sponsors:
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Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Josh Rodman, a partner at Sandler, Travis & Rosenberg, to discuss the complexities of Country of Origin, or COO. Country of Origin is not as simple as it seems, with different definitions by different agencies that can impact both import and export. In this episode, we dig into the details with Josh as he shares actionable steps for staying up-to-date.
First, Kim and Josh discuss how COO can affect general aspects of importing like assessing duties and tariffs. COO regulations can be different for duties compared to the labeling of the product's country of origin.
Multiple trade agreements and agencies are interested in the COO, and they may have differing standards that impact what the final determination of COO will be - for their purposes. It may be one COO for one purpose (duties) and another for another purpose (labeling).
Determining COO may require you to dig into the bill of materials (BOM) to identify where components and materials came from to decide. Josh talks about how It becomes more complicated if some of the parts were made in China, but finished in Mexico or Vietnam. Kim mentions how companies selling direct to consumer in the US don't necessarily consider these issues when they pivot to shipping larger quantities to the US for distribution
Lastly Kim sheds light on the political nature of many regulations and rulings in the last ten years. The layering of COO regulations between different agencies, trade agreements, and regulatory bodies that all have an interest in the outcome, means this process is not a simple decision. Josh mentions how different US acts such as Buy America, and agencies such as the ATF and FDA all rely on COO for how your product is categorized. .
How do you stay on top of this ever-changing landscape? Learn how in this information-packed episode!
Things you’ll learn
- How Country of Origin (COO) can require the use of different assessment methods for different agencies and purposes.
- The layering of COO regulations and some of the agencies, agreements, and regulatory bodies that have an interest in the outcome.
- How to make sure you are considering all the factors that could affect your product when you are importing. .
Episode Sponsors:
Acclime China:
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Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Steven Huang of Zhong Lu Law Firm to discuss 2024 changes to the corporate law in China and the implications for foreign companies, especially regarding capital contributions, increased liabilities for directors, the role of legal representatives, and supervisory boards. It is important to note with this new law companies should review and update their Articles of Association (AOA).
First, Kim and Steven break down the key points of the new corporate law which affects both existing and new foreign companies in China, with no grandfathering clause. The five main changes include new capital contribution rules, increased liabilities for the board of directors and shareholders, changes in the role of the legal representative, new supervisory rules, and amendments to the articles of association.
Next, they explore the stricter rules for capital contributions established by the new law, reverting somewhat to earlier practices. Companies now have a maximum of five years to fully contribute their registered capital, with existing companies having an additional three-year grace period to comply. Steven discusses how this might affect existing companies. This is aimed at preventing abuses where companies set high registered capital amounts without actual contributions.
The new law also imposes additional responsibilities on directors to ensure capital contributions are made timely. Directors can be personally liable for not calling for capital contributions from shareholders. Additionally, shareholders may face accelerated capital contribution demands from creditors if the company has debts and is not fully funded.
Next, Steven explains the role and liabilities of legal representatives. The new law expands the scope of who can be a legal representative and introduces an automatic termination mechanism for legal representatives which can be very helpful for companies who have had challenges removing LR in the past.
Lastly, Kim and Steven discuss a major concern for foreign companies: the potential liquidation of the company. Liquidation can be challenging to manage, and the new law includes a change to the liquidation committee that increases the complexity. The registered group responsible for managing the process of winding down the company, settling its debts, and distributing any remaining assets.
Listen now and learn about new corporate laws in China and how the complexity is impacting travel for executives into China!
KEY TAKEAWAYS:
- Background on the new law
- The additional responsibilities on directors including in regards to capital contributions
- The impact the new law has on shareholders liability
- An inside look at the role and liabilities of legal representatives
Episode Sponsors:
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Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Jennifer S. Patterson, founder and CEO of Patterson Logistics. Jennifer and Kim discuss fulfillment distribution centers options and offer valuable insights into the challenges that foreign companies face when entering the U.S. market.
First, Jennifer and Kim discuss challenges of setting up fulfillment centers in the U.S. Foreign companies face difficulties such as deciding whether they need a physical presence in the U.S., the complexities of shipping from another country, and managing logistics like warehousing and labor. These logistics involve finding suitable warehouse space, hiring and managing staff, and ensuring efficient and timely fulfillment of orders.
Next, they look at the benefits of companies using a fulfillment center. Fulfillment centers offer efficiency and expertise in logistics, which can be advantageous for both small and large companies. They help with shipping, packaging, inventory control, and handling returns, making it easier for companies to scale without the burden of managing these aspects themselves.
Choosing the right location for a fulfillment center is crucial. Factors include proximity to customers, import logistics, labor costs, and real estate prices. A centrally located fulfillment center can save on shipping costs, while coastal locations may reduce import costs but have higher operational expenses.
Lastly, Kim and Jennifer discuss support for small and scaling companies. EZDC specializes in supporting emerging brands and smaller companies by providing flexible and scalable solutions. They offer tailored services without imposing high minimum order requirements, helping smaller companies grow without prohibitive upfront costs.
Listen now and learn about US Fulfillment Distribution Center options!
KEY TAKEAWAYS:
- Challenges of setting up fulfillment centers in the U.S.
- The benefits of companies using a fulfillment center
- Choosing the right location
- Support for small and scaling companies
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
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Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Emmanuel Margaritas to discuss the importance of having a well-developed export plan, the challenges and barriers companies face when exporting, the need for product selection and adaptation for export markets, and the significance of having an appropriate pricing strategy for export markets.
First, Kim and Emmanuel break down key aspects of getting started exports. Emmanuel emphasizes that companies often make the mistake of chasing buyers abroad without proper planning, leading to wasted resources. He advises having a clear strategy, a business plan, and a decent budget for export activities.
Companies face additional barriers when exporting compared to domestic sales, such as being unknown in foreign markets, geographic distance, and higher competition. These barriers lead to additional costs and complexities, demanding a more strategic and well-planned approach to ensure successful international operations.
Companies also need to evaluate their unique selling points and tailor their product offerings to be competitive in foreign markets. By understanding what sets their products apart, companies can better position themselves to meet the specific needs and preferences of international consumers. Emmanuel gives an example of a company that succeeded by focusing on tailor-made products rather than standard ones.
Lastly Kim and Emmanuel discuss setting the right price, which involves understanding market competition and adjusting for additional costs like shipping and regulatory compliance. Emmanuel highlights the common mistake of basing prices solely on costs and the importance of being aggressive with pricing to penetrate new markets.
Listen now and learn about export mistakes and how to avoid them!
KEY TAKEAWAYS:
- The importance of starting with a plan
- Barriers companies often face and how to overcome them
- Being competitive in foreign markets
- Why setting the right price is so important
Episode Sponsors:
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Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Olivier Brusle, CEO of ACTIOM, a professional services firm, to discuss some of the challenges companies have getting paid regarding export sales. Olivier has over 35 years of industry, entrepreneurship, and consulting experience and is an expert in optimizing commercial transitions and B2B Sales.
First Olivier discusses some of the key reasons for payment delays in international trade - starting with delivery issues such as logistics delays, customs clearance problems, and packaging issues. Another common reason payments are delayed is administrative challenges arising from the complex process of international trade. Kim mentions additional customer-related issues such as fraudulent behavior, the customer’s cash flow problems, or disputes over product quality and more as factors in payment delay.
To mitigate these risks, it is crucial to take steps in advance of the sale. Amongst other things, Olivier mentions your company should conduct credit risk assessments to identify secure funding options along with other steps to take early in the transaction process. Kim and Olivier discuss what companies should include in their sale contracts, listing quite a few ideas to help safeguard against these risks.
Next, Olivier dives into common trade instruments like letters of credit and documentary collections. Credit insurance can cover risks not typically addressed by other instruments, such as bankruptcy or political risks. Additionally, Kim and Olivier talk about considering supply chain finance and factoring, which can help address cash flow issues and ensure timely payments.
Lastly, Olivier and Kim break down the importance of understanding and ensuring clarity on the buyer’s internal payment processes and requirements that can help avoid delays. They describe how open discussions with buyers can foster trust and collaboration. With a highlight being how to identify the customers ongoing supply chain receipts (listen for this nugget). Olivier also mentions other measures to safeguard the goods to further secure payments and mitigate risks.
Listen now and learn about the importance of preparation, leveraging financial instruments, utilizing technology, and maintaining clear communication to ensure successful international trade transactions.
KEY TAKEAWAYS:
- How payment delays can arise from many factors.
- How to identify risks and draft contracts to limit payment problems.
- How to develop open discussions with buyers about payment processes and their ongoing supply chain and receipts of funds.
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
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Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Alejandro Alcalde to discuss the recent impact supply chain disruption, politics, and tariffs have had on trade between Mexico with the US and Canada. Alejandro is a trade compliance professional who is also currently studying for his trade lawyer diploma and consecutively attending the Mexico Trade and Law College in California, Mexico to get a degree in international business and customs law.
Americans like to call USMCA the “new NAFTA” because it replaced NAFTA. What has changed? Companies are keen to understand its impact on compliance for international trade. In this episode we will discuss these changes and other factors over the last few years that are catching companies off guard.
First, Kim and Alejandro discuss Country of Origin or COO and how that has become a major focus for imports from Mexico. Why? As companies shift production from China to Mexico, and in some cases only do final assembly or packing in Mexico that can impact COO. The rules of country of origin can be applied differently between USMCA and USTR regulations. In some situations based on value and in others based on substantial transformation - this is critical to understand!
Besides the COO issue Alejandro also talks about how the current president changed the tax system and moved it under the military. Customs is now more robust, and the impact felt by importers & exporters has increased. The Mexican government wanted to exert more control to reduce tax evasion, smuggling, etc.
Finally, Kim and Alejandro outline what steps a company can take to make sure they are compliant so that their shipments cross the border with ease. Best practices include; looking at the product’s BOM, the COO of raw materials / components, confirming the HTS code, and doing all this planning in advance of production.
Learn all this and more in this information-packed episode!
Things you’ll learn
Why defining the country of origin is important and how this is applied under different regulations / agencies like the USTR and USMCA.
What are the changes with the implementation of USMCA and under the current President of Mexico - and how are they felt in cross border trade.
Best practices to make sure your company understands and can comply with regulations so that shipments cross the border with ease.
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out-of-pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Art Dicker, a senior counsel at R&P China Lawyers and host of the Asia Business Podcast, to discuss expanding into the South East Asian emerging supply base, comparing countries like Vietnam and Indonesia with China.
To begin, Art and Kim talk about some of the concerns around Supplier management and how that differs between SE Asia and China. One theme that reoccurs in this podcast is how China has a built-out infrastructure - not only physical infrastructure but in the services companies rely on to manage suppliers, customers and subsidiaries. They talk about some of the challenges of managing suppliers in SE Asia, including inspections, qualification, and more.
Another major issue both Kim and Art often speak about is the importance of Supplier Agreements - and here they talk about the different legal environments in SE Asia that can cause you to modify your standard agreement to fit that country. Wrapping up the issues with suppliers we talk about payments, how currency controls affect some countries and not others, how import / export taxes can impact the transaction, etc.
Switching gears to subsidiaries, Art talks about finding a corporate director when setting up a company in Vietnam, which is similar to the process in China. How some countries still require local ownership or locals in key positions. Indonesia also imposes higher capital requirements and employs a risk-based system for industry categorization. Like China, regulatory environments in Vietnam and Indonesia often favor local companies, in certain sectors.
Of course they talk about repatriating funds - always an issue - and Kim reminds listeners it’s important to plan for this before incorporation highlighting the need for careful planning from the outset. Both Kim and Art also touch on the crucial nature of compliance with US regulations concerning trade and forced labor, especially for companies operating in countries like Vietnam and Malaysia. The US government closely monitors supply chains for transshipment and COO (Country of Origin determination).
Lastly, Kim and Art discuss leveraging experience from China. Companies experienced in navigating China's regulatory landscape may find themselves somewhat familiar with the challenges posed by other emerging markets. Drawing on this experience can be invaluable when expanding operations.
Listen now and start exploring the similarities between SE Asia and China manufacturing!
KEY TAKEAWAYS:
- SE Asia offers significant growth potential for international businesses, but not without challenges.
- Navigating regulatory landscapes, favoritism towards local companies, and capital repatriation complexities require careful planning.
- Adhering to US regulations regarding trade and forced labor is essential, as scrutiny extends to supply chains in emerging markets.
- Success in these markets requires proactive planning, comprehensive supply chain mapping,
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
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Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Gabriel Santos, a foreign trade leader with Polarium in Guadalajara, to discuss the application of Lean Six Sigma principles in the field of international trade.
To begin, Gabriel discusses the reasons for pursuing Lean Six Sigma certification, emphasizing the need for continuous improvement in the field of international trade. Gabriel goes on to identify some of the key areas, such as customs clearance processes and internal team development, that can benefit from Lean Six Sigma methodologies.
Next we examine specific methodologies, such as Gemba analysis, for identifying process gaps in customs clearance to illustrate how Lean Six Sigma can be applied in international trade. Kim talks about how procedures and forms are too often seen as cumbersome, but are best used to drive behavior.
Lastly, Gabriel summarizes some of the main benefits of applying Lean Six Sigma in trade management, including cost-effectiveness, efficiency, increased compliance, and reduced errors. Gabriel also provides recommendations for self-education on Lean Six Sigma, and Kim reminds listeners they don’t need a certificate to apply the theories to their business.
Listen now and start exploring Lean Six Sigma in International Trade today!
KEY TAKEAWAYS:
- How Lean Six Sigma can be applied in international trade.
- The benefits of applying Lean Six Sigma in trade management
- Recommendations for applying Lean, even without training
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
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Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Sin Kit I (Sinki), who has years of experience in business development to lend insight into the opportunities and challenges of international investment in South America and the region's potential for economic growth and investment.
To begin, Kim and Sinki discuss growing foreign investment in South America. South America, particularly countries like Colombia where she is based, is experiencing a significant increase in foreign direct investment (FDI). This includes investment from traditional sources like other countries in the region, the United States, the European Union, and lately growing investment from China. However, foreign companies investing in South America face challenges such as corruption, cultural differences, and security concerns. Understanding and navigating these challenges is crucial for successful business operations in the region.
Next, Kim and Sinki explore opportunities for growth. Despite challenges, South America offers ample opportunities for growth and investment and the region's young and dynamic workforce, coupled with its natural resources and strategic location, make it an attractive destination for businesses looking to expand.
Lastly, Sinki and Kim look at the rise of near-shoring trends in North and South America. Countries like Colombia and Mexico are becoming attractive options for companies looking to diversify their manufacturing and production locations while staying in the region and on the same time zone. Factors such as economic stability, workforce availability, and strategic location make these countries viable options for near-shoring initiatives.
Listen now and start exploring FDI in South America today!
KEY TAKEAWAYS:
● Foreign Direct Investment (FDI) in South America has experienced significant growth, with countries like Brazil attracting substantial investment.
● Foreign companies face various challenges when investing in South America,.
● Understand the opportunities in South America for business growth and investment.
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
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Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Andrew Kennedy, Logistics Manager at Kitagawa Europe, to discuss the challenges and strategies to capitalize on the opportunities presented by the post-Brexit trade environment.
To begin with in the podcast Kim and Andrew explore changes in customs procedures. With the UK no longer part of the EU, customs declarations and clearance procedures are now required for goods entering the UK from EU countries. This has introduced trade barriers that previously did not exist.
They also discuss the implementation of new regulations for non-EU countries in the UK post-Brexit. The UK has introduced its own regulations and standards, such as the UKCA marking, to replace previous EU standards like the CE marking. Additionally, the UK has phased in various regulatory changes post-Brexit, affecting areas like VAT, tariffs, and customs classifications.
Next, Andrew and Kim break down how companies need to adjust their exports into the UK and comply with the updated regulations. Effective communication and collaboration with suppliers, customers, and relevant authorities are crucial to navigating these changes successfully.
Lastly, given the ongoing evolution of trade regulations, Andrew and Kim discuss how essential it is for businesses to stay informed and continuously monitor changes in regulations. This includes seeking relevant training for staff and engaging with industry experts to ensure compliance and minimize disruptions to their supply chains.
Listen now and start exploring the post-Brexit trade environment today!
KEY TAKEAWAYS:
● New customs declarations and clearance procedures in the UK and the new EU/UK trade barriers.
● Regulations and standards, such as the UKCA marking, that have replaced previous EU standards like the CE marking.
● Tips on how to adapt to the new post-Brexit trade landscape.
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Acclime China:
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Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Nathan Reed, a licensed customs broker and Director of Customs and Foreign Trade, to discuss the importance of knowledgeable and reliable customs brokers. Navigating the complexities of international trade regulations and customs compliance can be complex, and knowing how to make the most of your relationship with a trusted customs broker can simplify the process!
First, Kim and Nathan dive into the functions and responsibilities of customs brokers, which include; transmitting data to ensure import shipments clear customs, communicating with freight forwarders and carriers, calculating duties and taxes. Brokers can also arrange transportation, support HTS determination, record-keep, and support customs audits.
Next, Nathan lends advice on how companies should leverage the knowledge of their customs broker partners on import regulations and compliance. The customs brokers have an understanding of product requirements, can provide guidance on record-keeping and compliance, and advise on proper duty and tax application.
Lastly, Kim and Nathan explore considerations for companies who are looking to retain a customs broker directly. This includes how to find a good customs broker, the importance of considering service levels, assessing the broker's knowledge and expertise, evaluating value-added services, and ensuring sufficient staffing and support from the broker.
Listen now and start exploring ways you can leverage your custom broker’s expertise today!
KEY TAKEAWAYS:
- The often overlooked functions and responsibilities of customs brokers
- Advice on how companies should leverage the knowledge of their customs broker partners on import regulations and compliance
- Considerations for companies looking to retain a customs broker directly
Episode Sponsors:
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Acclime China:
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Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, Kim Kirkendall is joined by Kenton Grimes to discuss the challenges companies face when negotiating an annual contract with a freight provider. They explore topics such as identifying suitable providers, determining who can offer comprehensive services, and what to have in your freight contract.
First, Kim and Kenton emphasize the significance of transparency in freight relationships. They discuss how transparent communication and sharing of information, including bad news, is essential for building strong partnerships and effectively managing international trade. They also delve into the complexities of managing freight contracts during turbulent times - to balance flexibility with cost stability.
They also discuss strategies for structuring contracts that allow for adjustments in response to market fluctuations while ensuring predictability in costs and lead times.
Lastly, Kenton emphasizes the importance of viewing freight providers as strategic partners rather than merely transactional entities. He highlighted the value of leveraging data collected by providers, fostering collaboration, and aligning goals to optimize supply chain operations and drive business success. Kim and Kenton collectively provide insight into the challenges, considerations, and strategies involved in selecting freight providers, managing contracts, and maximizing the value of partnerships in international trade.
Learn all this and more in this information-packed episode!
Things you’ll learn:
- Challenges when searching for freight providers; identifying suitable providers, understanding their capabilities, and assessing reliability..
- Strategies for managing freight contracts effectively
- The significance of viewing freight providers as strategic partners and fostering transparent communication.
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, Kim Kirkendall is joined by Michel Nouafo, who has a wealth of experience in international sales, market development, and channel development positions. They explore diverse topics, including the influence of cultural differences on product choices (such as the significance of colors in different regions), variations in pricing strategies based on context cultures, and the importance of understanding the customer journey in different markets.
First, Kim and Michel discuss the importance of adapting products to fit the local market, taking into consideration factors like space constraints in homes, cultural perceptions of waste, and the expectation of freshness in some regions. Additionally, they touch on the impact of warranties and product information on consumer trust, emphasizing the need to align marketing and product strategies with local expectations.
Lastly, Kim and Michele highlight the crucial role of the cultural knowledge of the sales organization in international business success. It emphasizes the importance of hiring the right individuals, providing adequate training, and finding a balance between maintaining high standards and adapting to local norms. They suggest a hybrid solution for the sales team, incorporating both local hires and expats to create a bridge between corporate culture and local customs.
Learn all this and more in this information-packed episode!
Things you’ll learn:
- The significance of understanding and adapting to cultural differences when engaging in international trade.
- The necessity of adapting products to fit the local market
- The critical role of cultural knowledge in the sales organization in international business success.
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, Kim Kirkendall is joined by two of her team members to discuss mistakes companies make when dealing with suppliers in Asia. This is a behind the scenes discussion with people who have boots-on-the-ground in China and Vietnam. See below - if you liked this episode you can buy us a coffee to say thanks.
To begin the podcast, Kim and her team dive into the importance of understanding not only the product but also the broader context of what other products the supplier is involved in and whether similar issues exist in other industrial processes.
They also examine the challenges inherent to the relationship between customers and suppliers, especially the conflict between customers seeking low costs and extended payment terms versus suppliers striving to maintain cash flow and quality. They touch upon the limitations of quality control inspectors and the need for a specialized team to identify and rectify issues in the production process.
Lastly, Kim and her team lend some advice for customers on being the best partners to their suppliers. This includes giving long-term commitments, clear communication, and timely payments. They stress the significance of a strong relationship with the factory's management and ownership, going beyond dealing only with export sales managers.
Successful international trade in Asia relies heavily on building and maintaining effective communication. Listen now and start integrating these customer-supplier best practices into your dealings today.
Things you’ll learn:
- Understanding production problems beyond the obvious issues
- Challenges in the customer-supplier dynamic
- Advice for building stronger supplier outcomes
If you liked this episode - Buy Me a Coffee - it’s a great way to help us cover the out of pocket costs. LINK: https://www.buymeacoffee.com/kimkirkendall
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, Kim Kirkendall is joined by Axel Kruse from Griffin Business Consulting to discuss licensing brands overseas, emphasizing the importance of quality control, understanding market nuances, and fostering a win-win relationship between licensors and licensees. Axel shares valuable advice on finding the right licensee, key elements in licensing agreements, and best practices for success in international brand licensing.
To begin the podcast, Axel and Kim explore the process of licensing, specifically in the context of international trade. Licensing Out involves allowing another company to use your intellectual property, such as logos or product designs, for which a license fee is paid. They focus on licensing brands overseas, particularly in the apparel and footwear sectors Axel works with.
Next they pivot into several key factors for successful brand licensing, including the need for licensors to maintain tight control over product quality. Axel highlights the importance of understanding and adapting to the unique characteristics of different markets, such as consumer preferences, cultural differences, and seasonal variations. Additionally, Kim and Axel stress the significance of finding experienced licensees with strong distribution networks.
What about best practices? Axel encourages licensors to visit the market regularly and understand the local consumer base. Additionally, he and Kim advise licensors to be flexible with initial licensing fees, and explain why that is important. They also discuss how to prevent inventory issues and avoid damaging the brand's perceived value in the market.
Lastly, Kim and Axel break down the crucial elements of licensing agreements that are often overlooked. The discussion also touches on the significance of the details, such as; specifying product approval, understanding the licensee, and being vigilant in other areas to avoid damaging the brand's image. Listen for more detail!
The importance of a collaborative and mutually beneficial relationship between licensors and licensees is key for sustained success in international brand licensing. Find all this and more in today’s information-packed episode!
Things you’ll learn:
- How to Brand license in international trade
- Key procedures to have in place
- Best practices for both licensors and licensees
- What too many companies miss when licensing
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, Kim Kirkendall is happy to be speaking with Alejandro Alcalde to discuss how to stay current on compliance changes, whether that means new regulations or modifications. In a previous episode, Alejandro shared information on USMCA compliance changes for US, Mexico, and Canada and we are happy to have him back.
To begin the podcast, Alejandro and Kim explore how to identify existing regulations. As governments and official websites transition to digital platforms, more resources become available to individuals and businesses seeking information on international trade. In addition information can be obtained through connections - with industry associations, chambers, and newsletters. This digital shift has not only streamlined access to information but has also facilitated a more comprehensive understanding of compliance in international trade.
Next we drill down into specific sources for new regulations. Alejandro highlights some government resources online platforms and mentions how they can offer summaries of future regulations. Sector-specific insights are available through other resources, including industry associations, chambers of commerce, and more. Additionally private companies, including customs brokers, freight forwarders, and law firms, contribute valuable information through articles and free webinars. They list some of these tremendous resources to help you develop a comprehensive understanding of regulations and industry developments.
What about changes? Kim and Alejandro dive into what factors drive change in regulations, including free trade agreements, tax incentives, trade agreements / sanctions /trade wars to name a few. He shares suggestions, including that you set up alerts from government websites and official sources to keep track of changes. One other good idea mentioned is to make sure and utilize paid subscriptions to compliance service companies.
Lastly, Kim and Alejandro break down the five steps to managing regulatory changes: read and analyze all regulations, interpret how regulations apply to the business, develop an action plan involving all areas of the company, calculate investments or savings related to compliance, and communicate changes to internal and external stakeholders.
Kim highlights some of the challenges for compliance professionals, including internal challenges. Lack of communication and collaboration within organizations can be a problem, and are crucial for successful compliance navigation. They talk about the importance of developing a system for compliance and other methods to mitigate risks successfully. Find all this and more in today’s information-packed episode!
Things you’ll learn:
- Diverse sources for international trade compliance information
- Factors driving changes in regulations to watch so that you know when to look for regulations to change
- Strategies for keeping up to date on compliance changes
- Importance of internal communication and collaboration
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, Kim Kirkendall is joined by Dr. Uny Cao, a technologist based in Hangzhou, China, to discuss valuable insights into the opportunities for startups and SMEs to use multi-national locations to launch and grow their business. Currently Uny is the Executive Vice President of Zhejiang Intellectual Property Exchange Center Co., Ltd., affiliated with Zhejiang University, and does work in the space of university technology transfer. Dr. Cao is “bi-local” and splits his time between the US and China.
First, Dr. Cao shares his insight into the “Total Economic Factors” framework often used in China, which emphasizes the five aspects of production including; land, workforce, technology, capital, and data in building products. He also highlight the advantages for startups in countries who have the infrastructure to provide support for new and growing companies. This support can include grants, talent development, high tech suppliers, capital investment, and web connectivity.
Kim and Uny discuss considerations for companies with an international presence, such as having staff in one country and R&D in another, and the importance of understanding local startup platform nuances, ie; the availability of grants, tax credits and other incentives. They talk about multinational startups that leverage resources in Mexico and India as well as Europe and the U.S.
Next, they discuss labor as a driver for international expansion. Dr. Cao shares personal experience about starting a company with a focus on R&D in China and the product development in the U.S. He also emphasizes the role of specific skill sets and not only the cost of labor.
Lastly, Kim and Dr. Cao highlight examples of successful startups and their strategies for accessing grants and support. Dr. Cao also mentions the complexity and sophistication of VCs in developing markets, which rival those in Silicon Valley. They also touch on the importance of understanding hyper-local opportunities and networks. Find all this and more in today’s information-packed episode!
Things you’ll learn:
- The “Total Economic Factors” framework and how it works.
- Considerations for why companies should consider a multinational presence.
- Skilled labor as a driver for international expansion.
- Insight into financing and investment opportunities, both locally and across borders.
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, Kim Kirkendall is joined by Julia Jones, Chief Hope Officer at JJ Consulting, formerly with KPMG, ANZ, and in other roles. In this podcast they discuss how to expanding exports, particularly in agricultural products. Their conversation covers a range of products beyond traditional food stuffs, including nutraceuticals, pharmaceuticals, recovery drinks, honey cosmetic products, timber, and timber byproducts.
First, Kim and Julia explore the significance of agricultural exports in various countries, emphasizing the economic importance of these exports to nations like New Zealand and Australia. Julia also highlights the impact of sustainability on agricultural exports, touching upon consumer expectations, investor criteria, and non-tariff barriers related to sustainability in trade deals.
Next, they address the challenges faced by small and medium-sized enterprises (SMEs) in pursuing exports which include issues such as scale, market nuance, packaging, food safety standards, and capital investment. Understanding and meeting sustainability requirements in target markets can be the key to export success. Julia also provides practical advice for SMEs looking to grow exports in the agriculture space. She emphasizes the need for thorough research, focusing on specific markets, and being receptive to market feedback, along with other steps to take.
Lastly, Julia and Kim examine the importance of not assuming that what works domestically will translate seamlessly into international markets. As they discuss some case studies of both successes and failures they emphasize the need for agility, focus, and strategic market entry. Find all this and more in today’s information-packed episode!
Things you’ll learn:
- Insight into the international trade of agricultural products, including examples of specific items with export potential.
- The challenges faced by small and medium-sized enterprises (SMEs) in the agricultural export sector.
- Strategies and advice for SMEs looking to engage in international agricultural exports.
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, Kim Kirkendall is joined by Phillip Michel. Operations Manager at Amazon On-Demand Production in Germany, formerly managing supply chain logistics in China for Mercedes, to discuss how to Manage 3PL Providers.
First, Kim and Phillip discuss what 3PL means. Phillip explains that 3PL encompasses a range of services, including warehousing, transportation, inventory management, and packaging. He suggests when looking for a 3PL, first define your needs, then interview the companies. It’s important to know what their cost structure, current customers, expertise, and company structure are. You are interviewing them just like you would in an audit. Kim mentions companies often claim capabilities they don't have or that they outsource, so be sure to go onsite to visit.
Next, Phillip and Kim dive into ways to successfully negotiate to have transparent pricing and transaction information - not just an overall low price. When quoting it’s important to know your target pricing and ask for a quote, then ask for a breakdown of the price. To stay on top of the 3PL you should have clear metrics and keep up to date on their performance. Kim mentions the importance of auditing freight bills, which we featured in an earlier episode. When managing them long term, it’s key to review invoices and identify some of the hidden fees.
Lastly, Kim and Phillip break down some red flags businesses should look out for when dealing with 3PLs. Find all this and more in today’s information-packed episode!
Things you’ll learn:
- How to qualify a 3PL to ensure they will fit your needs
- What you can do to avoid problems (broken product, not meeting delivery, etc)
- Overall 3PL strategy and contract management
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, Kim Kirkendall is joined by Zach Selch, Founder of Global Sales Mentor and author of Global Sales, to discuss boosting distributor engagement.
First, Kim and Zach discuss maximizing sales by strengthening your relationship with your distributors. It's crucial to foster a sense of unity and dedication among their salespeople. You want them to be more than just representatives; you want them to act as if they're part of your company. This entails encouraging them to allocate more resources and effort toward selling your products, rather than treating your products as mere "additional options" in their sales portfolio.
Zach shares that beyond monetary incentives like commissions, it's pivotal to create a sense of support and community. This can be achieved by supporting individual salespeople in their professional growth and development. Provide opportunities for them to enhance their skills, learn, and progress in their careers. Additionally, consider offering non-cash incentives such as trips or conference invitations to make them feel valued and motivated.
Next, Zach and Kim explore trade shows and dealing with distributor feedback. Zach recommends when participating in trade shows, ensure that you have a designated space in your booth for distributors and their salespeople to relax. This gesture makes them feel welcomed and appreciated, further reinforcing the sense of community. While distributor feedback is essential, it's important to recognize that it may be biased. Exercise caution when interpreting feedback and consider multiple perspectives to make informed decisions.
Lastly, Kim and Zach talk about measuring engagement. He suggests rather than solely evaluating distributor success based on sales figures, also measure their contributions to brand building and their efforts to keep you informed about market developments. This approach ensures that the partnership is not just about sales but also about the long-term growth and well-being of your brand in the market.
Find all this and more in today’s information-packed episode!
Things you’ll learn:
- What is distributor engagement and how can you build and measure it?
- How do the distributor's sales team differ (or are similar) to your own employees?
- Suggestions for engaging the distributor's sales people.
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, Kim Kirkendall goes solo! In this episode she gives listeners a comprehensive overview of her experiences traveling to China in 2023. Whether you are a seasoned traveler, business professional, or someone simply curious about the evolving global landscape, Kim offers valuable insights into navigating the intricacies of visiting China in the post-pandemic era.
As of the date of this podcast (October 2023) Kim has made two trips since the borders opened for non-residents, one in early July and one in late August. The first trip she flew in through Qingdao, and the second trip came up by train through Shenzhen.
To set the stage Kim dives into the travel situation overall, including changes that allowed travelers to use existing valid visas. While China is officially open for some types of visas, it is not back to pre-pandemic “norma.l” Travelers face some new entry requirements, including filling out an online health questionnaire. Visitors are also asked more questions about their travel plans than pre-Covid. Immigration officials asked her more pointed questions upon entry and you need to be ready to answer.
Another complication is the new “Cashless China.” The use of mobile payment apps like Alipay and/or WeChat Pay are essential, though setting up these apps as a foreign visitor might pose challenges. Additionally, transportation methods have shifted, with taxis typically booked through apps like Didi and payments expected via digital platforms.
Kim discusses the safety of moving around in China. There is increased attention as a foreigner, especially in cities or districts less frequented by foreign individuals. Her first years in China in the late 1980’s there were very few foreigners, so in many ways this feels like a return to the “old days.”
Next, Kim explores the economic situation in China. The majority of Chinese citizens seem content with their lives and continue to have confidence in their future. They also acknowledge that unemployment rates are high. Overall there is still a sense of optimism. Many businesses, including local restaurants and shops, have managed to stay afloat despite past lockdowns and challenging economic conditions. However, the economic situation is challenging for those displaced in the early covid waves of lockdowns that have not found their way back into the workforce. And there is definitely a portion of the population that worries about the country’s economic and political direction.
Lastly, Kim discusses the process of exiting the country, including another round of the online health code questionnaire travelers are required to complete. Find all this and more in today’s information-packed episode!
Things you’ll learn
- Overview entry and departure procedures of a post-pandemic China.
- Information about the current economic and cultural climate in 2023 and the digital impact.
- Tips for travelers to make traveling into, out of, and around China a smoother, more enjoyable experience.
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, Kim Kirkendall is joined by Russell Brown, CPA Acclime China and Art Dicker, Attorney at R&P Lawyers China to discuss scaling back or closing down operations in China. This podcast is an excerpt from a webinar on the topic presented recently.
First Kim and Art give an overview of employment basics in China, emphasizing the importance of signed labor contracts. They also discuss contract nuances, including varying contract lengths and rules after 5 and 10 years of employment, and the importance of keeping copies of key employees' contracts at headquarters.
Termination and severance in China are highly regulated. If an employee is dissatisfied with the termination offer, especially in cases of unilateral termination, they have the option to appeal to the Labor Bureau. This appeal process involves mediation by the Labor Bureau, which works with both the employee and the company to reach an agreement. Three categories of reasons for termination are with cause, without cause, and unilateral termination, and cooperation with the Labor Bureau during mass terminations has many benefits.
- Next, Kim and Art discuss severance. The calculation of severance pay can vary depending on factors such as the employee's wage, years of service, and whether notice is given or not. It's important to note that there are nuances to these calculations, and the specific circumstances can impact the final severance amount.
Lastly, Kim and her guests discuss the importance of considering evidence and preparation when dealing with employees who may be involved in side businesses or handling trade secrets. Handling such cases requires a combination of legal measures, evidence gathering, and proactive preparation to protect a company's interests and intellectual property. Find all this and more in today’s information-packed episode!
Things you’ll learn
- Overview of employment basics in China, emphasizing the importance of signed labor contracts.
- Importance of keeping copies of key employees' contracts at headquarters.
- Types of termination: with cause, without cause, and unilateral termination.
- Considerations for evidence and preparation when dealing with employees involved in side businesses or trade secrets.
- The role of corporate resolutions in removing key personnel.
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast we have taken an excerpt from a
recent webinar. The webinar is moderated by Kim Kirkendall and she is joined by
Russell Brown, and Art Dicker. They discuss the complexities and regulations involved
in closing or scaling back business operations in China, with a focus on regulatory,
financial, and strategic aspects.
This episode includes a focus on the actual liquidation process – Kim and Russell dive
into the key aspects and regulations that govern business closures in China, including
company law, taxation laws, labor law, union law, bankruptcy law, and foreign
investment enterprise law. The closure process involves interactions with government
bureaus, tax authorities, customs, state administration of foreign exchange,
administration of market regulation, banks, social welfare bureaus, and other relevant
agencies. The closure process typically begins with an application letter and involves
various documents and approvals. Tax-related matters, including transfer pricing, can
be time-consuming and complex.
Considerations for closing include deciding when to close or change operations and
announcing it to employees, complying with labor laws and severance pay, ensuring
compliance with various contracts and supplier agreements, and handling customer
relations, contracts, and asset shipments. Managing taxes is also an important aspect
to consider, including corporate income tax, import duties, customs duties, individual
income tax, property tax, and social welfare contributions.
Lastly Kim and Russell look at the planning, strategy, and procedures for closing.
Planning and strategy can include pre-planning and assessing potential liabilities,
evaluating financials and taxes, and developing a comprehensive strategy for the
closure or restructuring process. Throughout the closing process, it’s key to obtain
clearance letters from government bureaus, maintain documentation for a specified
period, and explore options for voluntary bankruptcy or restructuring if necessary.
Closing or scaling back business operations in China is a complex process that involves
a multitude of regulations, interactions with various government bureaus, and careful
planning. Learn how in this information-packed episode!
Things you’ll learn
● The complexities and regulations involved in closing or scaling back business
operations in China.
● The various regulations that govern business closures and changes in China,
including company law, taxation laws, labor law, union law, bankruptcy law, and
foreign investment enterprise law.
● The need to interact with government bureaus such as tax authorities, customs,
foreign exchange administration, market regulation, and more during the closure
process.
● Factors to consider when deciding to close or change operations, including
employee management, contract compliance, customer relations, and asset
shipments.
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Josh Rodman, a partner at Sandler, Travis & Rosenberg, to discuss the complexities of Country of Origin, or COO. Country of Origin is not as simple as it seems, with different definitions by different agencies that can impact both import and export. In this episode, we dig into the details with Josh as he shares actionable steps for staying up-to-date.
First, Kim and Josh discuss how COO can affect general aspects of importing like assessing duties and tariffs. COO regulations can be different for duties compared to the labeling of the product's country of origin.
Multiple trade agreements and agencies are interested in the COO, and they may have differing standards that impact what the final determination of COO will be - for their purposes. It may be one COO for one purpose (duties) and another for another purpose (labeling).
Determining COO may require you to dig into the bill of materials (BOM) to identify where components and materials came from to decide. Josh talks about how It becomes more complicated if some of the parts were made in China, but finished in Mexico or Vietnam. Kim mentions how companies selling direct to consumer in the US don't necessarily consider these issues when they pivot to shipping larger quantities to the US for distribution
Lastly Kim sheds light on the political nature of many regulations and rulings in the last ten years. The layering of COO regulations between different agencies, trade agreements, and regulatory bodies that all have an interest in the outcome, means this process is not a simple decision. Josh mentions how different US acts such as Buy America, and agencies such as the ATF and FDA all rely on COO for how your product is categorized. .
How do you stay on top of this ever-changing landscape? Learn how in this information-packed episode!
Things you’ll learn
- How Country of Origin (COO) can require the use of different assessment methods for different agencies and purposes.
- The layering of COO regulations and some of the agencies, agreements, and regulatory bodies that have an interest in the outcome.
- How to make sure you are considering all the factors that could affect your product when you are importing. .
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Ricardo Moreira to discuss Total Cost of Ownership or Optimization (TCO). Many companies already have implemented a series of initiatives to reduce costs, which has made it more difficult to find ways to bring costs down even further. In this episode we explore ways to find “hidden” supply chain costs that can add to the company’s bottom line.
First, Kim and Ricardo look at what factors contribute to cost. This encompasses everything indirectly related to buying the materials or product, activities such as; training your workers to use the new machine, testing to accept a new material, and more. It can also include costs related to not taking actions, items such as; poor quality materials or machines that are defective, down time in the factory, or scrap rates.
Ricardo quotes Richard Drucker, "You can't manage what you don't measure,” underlining one big issue for the procurement team. How can procurement measure expenses in other departments of the company? Thankfully, Ricardo shares some methods to convinceing colleagues to share information so that an analysis can be done.
Lastly, Kim and Ricardo discuss process-based costing, also known as ABC or Activity Based Costing. Now known as Quantum Costing, it’s a method to capture the cost of procedures and activities in the supply chain and related areas of the business.
How does this fit into TCO?
Learn all this and more in this information-packed episode!
Things you’ll learn
- The difficulties of continuing to reduce costs and ways to identify hidden or indirect costs that can save organizations money
- Major issues when gathering data from colleagues and methods for accomplishing your data collection.
- Quantum Costing and the importance of not only gathering data, but analyzing it.
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Scott Scofield to discuss the keys to success when importing into Japan. Kim and Scott break down the ways in which Japanese import compliance is opaque, not digitized, and how it relies heavily on the import partner.
Why are import partners so critical to success? They hold many of the rights and responsibilities, so changing partners later on can result in problems. Selling into Japan can be complex for companies new to the process. There are multiple steps for import compliance, including selecting the importer of record, meeting product and labeling standards, as well as applying and being approved for other regulatory compliance (medical, food, electronics, etc).
The import application itself is complex, almost like a patent application. Filling it out requires the company to disclose information about the product, the materials, and how it’s made. In addition to the import application the product may need to be registered with various regulatory agencies, such as the PSE and PMDA. These agencies provide ambiguous instructions, so someone with "tribal knowledge" is often needed to fully understand the process.
Finally, Kim and Scott discuss best practices for companies selling into Japan. It’s not all compliance! .
Learn all this and more in this information-packed episode!
Things you’ll learn
- An inside look at how to ace the lengthy process to apply as an importer
- The regulatory bodies and the requirements to import into Japan
- How your local partner that manages imports is a key decision, and why once you choose a company it will be difficult to change.
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Pradeep Sacitharan to discuss Using Data in E-Commerce for Product Optimization. He trained as a scientist at University of Oxford and at Harvard, and is founder and CEO of Donsfield, a company focused on International E-Commerce Development.
First, Kim and Pradeep dive into one of the major ways to succeed in E-Commerce, and that’s by making sure you're focusing the company's time and energy on the products that actually sell in your business and eliminating the products that don't. A good starting point is to analyze your primary data by looking at sales trends, analyzing profitability, and capturing hidden costs in that analysis.
Next, Pradeep dives into third party data on sales, including the different methods of collecting publicly available data including how to analyze that information to optimize product offerings. If you collect and analyze the right data, it will actually tell you what the consumer is looking for, even if the consumer is a bit confused. How you ask? Listen to the podcast to find out! Overall it's critical to look at product data across markets, brands, customer demographics, and more segments to help you identify opportunities.
Learning to use unit economics can help optimize your ad spend. We know cost per click on Google, Meta, and Amazon advertising is increasing. By looking at your unit economics, you can see what your margins are and adapt your marketing plans according to the data.
Finally, Pradeep covers the importance of analyzing your competition. Understanding what makes you different or what your differentiation factor is can be the key to longevity. Unique selling points are easily copied - what is your overall benefit to the customer that drives them to you? It may be a great mix of products - which is why some of the greatest brands on earth keep bringing new products out. It’s figuring out which products, in which international markets, that is the key to continued success!
Learn all this and more in this information-packed episode!
Things you’ll learn
- How business can better utilize data to optimize product mix in international E-Commerce.
- How unit economics can help businesses make good use of their data to measure true profitability.
- The importance of analyzing the competition.- and not just their top sellers - to better understand the market and your own business.
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Scott Scofield to discuss the keys to success when importing into Japan. Kim and Scott break down the ways in which Japanese import compliance is opaque, not digitized, and how it relies heavily on the import partner.
Why are import partners so critical to success? They hold many of the rights and responsibilities, so changing partners later on can result in problems. Selling into Japan can be complex for companies new to the process. There are multiple steps for import compliance, including selecting the importer of record, meeting product and labeling standards, as well as applying and being approved for other regulatory compliance (medical, food, electronics, etc).
The import application itself is complex, almost like a patent application. Filling it out requires the company to disclose information about the product, the materials, and how it’s made. In addition to the import application the product may need to be registered with various regulatory agencies, such as the PSE and PMDA. These agencies provide ambiguous instructions, so someone with "tribal knowledge" is often needed to fully understand the process.
Finally, Kim and Scott discuss best practices for companies selling into Japan. It’s not all compliance! .
Learn all this and more in this information-packed episode!
Things you’ll learn
- An inside look at how to ace the lengthy process to apply as an importer
- The regulatory bodies and the requirements to import into Japan
- How your local partner that manages imports is a key decision, and why once you choose a company it will be difficult to change.
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Alejandro Alcalde to discuss the recent impact supply chain disruption, politics, and tariffs have had on trade between Mexico with the US and Canada. Alejandro is a trade compliance professional who is also currently studying for his trade lawyer diploma and consecutively attending the Mexico Trade and Law College in California, Mexico to get a degree in international business and customs law.
Americans like to call USMCA the “new NAFTA” because it replaced NAFTA. What has changed? Companies are keen to understand its impact on compliance for international trade. In this episode we will discuss these changes and other factors over the last few years that are catching companies off guard.
First, Kim and Alejandro discuss Country of Origin or COO and how that has become a major focus for imports from Mexico. Why? As companies shift production from China to Mexico, and in some cases only do final assembly or packing in Mexico that can impact COO. The rules of country of origin can be applied differently between USMCA and USTR regulations. In some situations based on value and in others based on substantial transformation - this is critical to understand!
Besides the COO issue Alejandro also talks about how the current president changed the tax system and moved it under the military. Customs is now more robust, and the impact felt by importers & exporters has increased. The Mexican government wanted to exert more control to reduce tax evasion, smuggling, etc.
Finally, Kim and Alejandro outline what steps a company can take to make sure they are compliant so that their shipments cross the border with ease. Best practices include; looking at the product’s BOM, the COO of raw materials / components, confirming the HTS code, and doing all this planning in advance of production.
Learn all this and more in this information-packed episode!
Things you’ll learn
- Why defining the country of origin is important and how this is applied under different regulations / agencies like the USTR and USMCA.
- What are the changes with the implementation of USMCA and under the current President of Mexico - and how are they felt in cross border trade.
- Best practices to make sure your company understands and can comply with regulations so that shipments cross the border with ease.
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Andrew Jeanblanc to discuss credit risk insurance. Andrew has spent the last eight years in trade finance and international credit risk insurance. Currently he’s the business development manager broker for a Risk Insurance company which specializes in private trade risk and credit risk insurance. He’s also worked in many business development and project management roles, as well as spent some time in China.
First, Kim and Andrew dive into what credit risk is and why companies may need outside help in order to mitigate it. Credit risk insurance helps companies minimize risk undertaken when they export and sell overseas. Primary risks companies may encounter are non-payment by foreign companies, foreign war, political violence, cancellation of import license, and more.
Andrew breaks down what the requirements are for EXIM bank to provide credit insurance and how that compares to a private insurer. Ultimately, when determining which policy type to go with, the insurance company will have to determine what exactly they're covering. Companies should expect a deep dive into their business and the transaction. If a company is new to export, that's when Andrew would steer them more towards EXIM (if they qualify). EXIM makes more sense for companies with newer customer relationships and/or new to international.
Finally, Kim and Andrew list some of the benefits and limitations of EXIM insurance. Companies get 95% indemnity with 5% co-insurance coverage, whereas in private markets you’d usually get 90% indemnity with 10% co-insurance. Companies may not qualify for EXIM if they’re selling products that aren't US made, products that have military use, or are selling to the military, as those are some of other limitations of EXIM insurance.
Learn all this and more about credit risk insurance in this information-packed episode!
Things you’ll learn
- Start with EXIM bank if you can due to lower cost and only pay when you use it.
- Private insurers can be more flexible but they will charge more for the flexibility.
- You still need a solid sales order with reliable customers and reasonable payment terms for anyone to finance the sale.
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Tony Nogueras, owner of Alliance International, to break down Duty Drawback. Not enough companies take full advantage of this program which allows people to recapture duties on products that were imported - either when they later export the same or similar goods or when there is another triggering event. Tony joins the show to discuss how companies can identify opportunities and maximize recapture.
First, Kim and Tony discuss how tariffs have been an impediment to many companies' profitability when importing from China, and how duty drawback can help recapture some of that expense. These tariffs still have a huge impact on US companies and the cost of goods in the United States. There have also been exclusions and exceptions in place or have expired, which can make navigating section 301 Tariffs particularly difficult.
Duty Drawback is a US government program where you can reclaim duty paid in certain situations, such as when you export or when goods are deemed obsolete. The regulations in Customs Regulations Chapter 190 specifically allows for the refund of duties, taxes, fees incurred at the time of importation if you have product that's subsequently exported. We can look at this as an important export incentive program. However, there are other factors that might need to be considered, such as foreign trade zones, bonded warehouses, and temporary import bonds that can affect tariff mitigation strategies.
Tony dives into the details of how duty drawback works; the 5 year lookback period, the difference between filing based on direct identification or substitution, and calculating raw materials imported value compared to exported finished goods. Often a claimant can see potential recovery, but aren’t sure how to match an export back to a particular importation. Navigating that process can be very painful.
Lastly, Kim and Tony cover the 2015 program, TFEA, and how it makes it easier for companies to optimize duty drawbacks, what process to follow, and what documentation to keep in order to be successful and limit liability. Under the new substitution rules, there’s less worry about material grades, part numbers, and specifications. They’ve liberalized the substitution matching so that we only have to match the harmonized tariff schedule number at the 8th digit.
Listen now and start exploring strategies to minimize tariffs and maximize Duty Drawback!
KEY TAKEAWAYS:
- Duty Drawback can seem overwhelmingly complicated, but it can also save the company significant money
- The US government TFEA regulations have created more opportunities to file for duty drawback
- It is important to understand the regulations, what procedures to follow, and how to document the basis for filing.
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Hiten Shah, founder and President of MES, an Inc 500 company supplying critical components from Asia, to discuss supply chains shifting to India. With tension between the U.S. and China, many companies are setting up dual sourcing in India. In this podcast episode we explore the latest trends and best practices for how companies can optimize and control multi-region supply chains.
We discuss the benefits of sourcing from India. One of the largest growth areas is the automotive and component supplier segment. Hiten also summarizes other key industries including textiles, electronics, and software, and the regions currently on the rise in India. One limiting factor is that India is a net importer of raw materials, and so it has to balance its domestic needs versus what it can export.
Other challenges to sourcing in India include poor infrastructure, government bureaucracy, and regionalism. The business environment in India is one of the issues any foreign national could struggle with, and Hiten recommends having local team members, managers, and leaders to help you navigate the regulatory compliances and paperwork. The slow pace of the regulatory environment in India significantly impacts the speed with which things move. Each region has its own labor pool, but there are pockets where labor conflicts and competition can cause challenges.
Kim and Hiten discuss the importance of managing teams in India. Like in China, there is a very hierarchical management style where employees defer to their superior. Therefore foreign management often ends up encouraging staff to increase independent thinking. Listen to the podcast to hear more about developing your staff.
They agree that Dual Sourcing can result in challenges when coordinating suppliers between two regions. There are multiple sets of tools, product changes, the challenge of keeping two suppliers busy, packaging differences, and raw material differences. Hiten shares some of his experience on how to manage these multi region supply chains and the importance of gathering all the details as you're developing the product and communicating clearly and quickly between the stakeholders in the supply chain.
Finally, Hiten and Kim recap the best methods of navigating changes in the an expanding supply chain. These include having a customer focused strategy that determines the sourcing direction makes the decision more clear. Some components to a good strategy include having a strong MRP system, and planning teams! Hiten shares many of the key components his company uses to multi-region supply chain success.
Things you’ll learn
- India is growing manufacturing industrial centers but companies will need to develop staff skills, raw material sourcing, and work within the pace of business
- Dual Sourcing can drive the need for additional resources to ensure product conformity, optimal product supply, and coordination of efforts worldwide.
- Managing teams in India is similar to China where the culture is hierarchical and the company needs to develop employee soft skills and collaboration.
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Josh Rodman, who is a Senior Associate Attorney with Sandler, Travis & Rosenberg, to discuss the customer risk in Export Compliance as it fits into the interplay between customer, product, and country. NOTE: none of the information here or in the podcast is legal advice and it is provided for informational purposes only.
We discuss the different organizations listeners need to be aware of for Export Compliance. These organizations include the Department of Commerce, Department of Treasury, The Department of State, and Bureau of Industry and Security. Josh also covers acronyms such as CIFUS, OFAC, SDN, CSL, CCAT, CCL, ITAR, EAR, and ECCN. When we talk about export controls that apply to products, we're talking about US Department of Commerce and State rules. Treasury and OFAC rules relate to sanctions.
Kim and Josh move into how important it is to know your customer. Josh emphasizes that a company's responsibility does not end at their sale to a distributor. Depending on the country that the distributor is located in and the export control level of the product or products, you may need to do additional digging and research on who the subsequent customers will be after the distributor takes possession of the goods. It can be important to get additional information or written assurances from the distributor as to who the subsequent customers will be.
The OFAC 50% rule applies to company ownership of customers, distributors, end users. The Department of Treasury puts out a list called the Specially Designated Nationals list, among other resources. Doing business with individuals and/or companies on the SDN list typically requires a license. Josh notes that the Department of Treasury typically doesn’t issue licenses to anyone on the list. Josh explains how the 50% rule works as it applies to SDN companies & individuals.
Josh discusses resources available to companies looking to improve their export controls. He shares the many free tools available by the Department of Commerce or through the Department of State. Kim talks about the importance of primary and secondary data collection when companies are doing their research.
When it comes to the “who” part of export compliance, a lot of the work revolves around gathering information and asking questions. We note how complicated that can be in daily business when sales people may not be as aware of compliance regulations. Establishing a compliance team can help ensure gathering information from customers becomes a daily part of business.
Things you’ll learn
- The three factors in export control risk don't exist in a vacuum. The company needs to assess customer, country and product in most situations
- Our guest outlines free resources companies can use to research their export transaction to identify if that sale falls under regulations and learn about what to do if it does
- The importance of training and procedures to reduce the risk of a problematic transaction and for support if there is a government investigation into a prior transaction
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Elaine Ho and Nicola Licata, managers at Clean Energy Associates. They discuss the ins, outs, and issues with supplier compliance audits. Companies must be compliant with regulations and programs such as ESG, UFLPA (Uyghur Forced Labor Act), CTPAT, and others. The environment of increased regulation is currently impacting the international trade ecosystem, and Elaine and Nicola are here to offer insight into the steps your company can take to be compliant.
Nicola is a Senior Project Manager - ESG & Traceability in Shanghai, China and works on traceability and chain of custody audits. Elaine is the ESG Project Manager, and is focused on financial analysis. CEA is focused in the solar industry and they go deep into the supply chain to confirm information for their foreign customers.
We begin the episode discussing the two biggest components of supplier audits: remote document review and onsite supplier audits. The geopolitical situation recently has become much more tense between China and the U.S. and that has complicated every company’s ability to perform supplier audits. Customer facing nodes of the supply chain will always be easier, but as you go upstream into the B2B suppliers (second, third, fourth, fifth tier sub-suppliers) it becomes increasingly difficult to obtain documents and schedule onsite audits.
Nicola talks about some of the Chinese policies that complicate audits - China Anti-Foreign Sanctions Law, PIPL (personal data privacy). Nicola stresses the importance of Supply Chain Mapping, appealing to the supplier’s self interest, and other tips to overcome their reluctance. Elaine and Kim discuss another way to solve this problem with public third party data and gathering indirect information from the supplier. Elaine also highlights how the information she gets from reviewing the supplier's financial information can provide insight into their company and how they can use the Altman Z Score for analysis.
Kim mentions that Supplier Compliance Audits are not only about meeting government regulations, many companies have programs that require the same standards. ESGs (environment, social, and governance), company values are a big movement and both Elaine and Nicola have seen this growing customer expectation. As more companies embed their values into their procurement strategy, suppliers are responding by shifting their own supply chains to meet heightened standards of accountability.
Finally, Kim, Nicola, and Elaine discuss the services Clean Energy Associates provides, the companies they work with. Listen now for all this and more on the International Trade Resources Podcast!
Things you’ll learn
- U.S. regulations are increasing requirements for importers to document their supply chain - and Chinese government regulations have made it harder to comply with U.S. regulations
- Recommendations for how companies can gather information on their full supply chain, drilled down to the smallest sub suppliers
- How are Chinese companies adjusting (if they are) to these increased US requirements
Episode Sponsors:
Acclime China: Corporate Services and full Accounting/CPA/Tax for China.
https://china.acclime.com/
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Francis Kremer. Francis works in China and has been for about six years. He's the sales and marketing director for Juli Automotive, an electric vehicle (EV) motor company. In this podcast he shares insights on managing teams and the differences between selling to domestic and foreign customers in China.
We begin the episode talking about how Francis found a job working in China after working unsatisfactorily in Germany. He realized he could stay in Germany on this path, or pursue work in China. His first job was with a German company in China, but it wasn't the best fit. However he learned a lot about how Chinese companies operate and he eventually moved to his current company Juli Automotive.
Francis discusses the challenges and benefits for domestic companies selling into China compared to foreign companies. Foreign companies, such as American, German, Italian, and Japanese, have a big advantage because what they sell in China is a product they’ve developed for decades. They’ve developed deep technical knowledge, so Chinese consumers like working with them. However, it comes with culture and language barriers, which Francis describes.
Francis then discusses Chinese companies and how they compares to foreign companies. For Chinese companies, helping them establish credibility and trust with the customer is important to building success when working in foreign customers. Francis also covers certain challenges he faces as a foreigner working in China, such as transparency, skills, and trust.
Finally, Francis and Kim discuss creating a system that encourages spontaneity and still establishes procedures. Many foreign managers struggle with not getting much detail back from their Chinese teams - and on this podcast we talk about why that happens. Because of the lack of transparency - foreign management can be concerned. That is why transparency and building trust are key, both for domestic and international team members. Listen now for all this and more on the International Trade Resources Podcast!
Things you’ll learn
- The benefits of domestic vs foreign selling styles with Chinese customers
- How Francis manages to build trust as a foreign manager working in China
- Advice on how to build a more efficient team based in trust
Episode Sponsors:
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Michel Nouafo to discuss growing international sales organizations. In this podcast he shares insights on key factors and best practices for building a world class sales organization to can drive sales, increase market share, and increase customer satisfaction.
We begin the episode talking about the stages companies go through when growing an international sales organization. The biggest challenge is that many companies don’t create a long-term strategy, but rather react as opportunities come their way. If you go into it with a plan, it makes growth that much easier. A key component to growth in a developing market is having a sales agent or representative in place to help implement the sales plan.
Michel explains how to recognize when it’s time to take each next step. One challenge to your growth can be the structure of your sales and distribution models. Sometimes the business model can be the reason you aren’t growing. Financial ROI, calculating risks, and resource analyses are key aspects to deciding whether or not to expand. Kim and Michel also touch on common challenges faced by businesses as they move through the growth stages and how to best overcome them.
Michel outlines why a company may want to move towards having “boots on the ground.” Those drivers include better control over your plan, increased sales, market intelligence, and providing technical support. Listen as they talk about the options companies have for expansion and how to ensure the investment is well placed.
Finally, Michel and Kim discuss how to measure success, including areas such as; running financial forecasts on expected sales, customer feedback on support, and meeting your anticipated margins. When you’re faced with difficult choices, as we often do in business, it can come down to whether you are profitable enough to sustain yourself through volatile sales cycles.
Unfortunately, not everyone has the experience to assess the opportunities and risks. Having tangible goals, long-term growth plans, and a metrics driven mindset are key components to setting up for success. Listen now for all this and more on the International Trade Resources Podcast!
Things you’ll learn
- The stages companies go through when growing an international sales organization.
- How to recognize when it’s time to take the next step.
- Measure success and return-on-investment.
Episode Sponsors:
Modifi:
www.modifi.com
Business Payments for Global Commerce
With MODIFI, Sellers get paid instantly, while their Buyers have the option to pay later. Flexibly. Digitally. All over the globe.
Acclime China:
https://china.acclime.com/
Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is with Emilio Estevez to discuss trade financing exports. He is currently an account executive with the North American team at Modifi and has experience in a variety of different companies in financial services.
We begin the episode talking about one of the most common ways to finance exports - a Letter of Credit, or L/C. It’s a guarantee from the bank that they are providing to both the seller and buyer. A guarantee that the buyer will pay a certain amount at a specific time. When you’re dealing with different countries and laws you might not be familiar with, that Letter of Credit provides security. You are also able to customize the letter to fit the transaction. Having everything laid out, can also make things very rigid and difficult to change. Another downside is that the funds must be available in order for the bank to provide the L/C (in your account, etc). Kim and Emilio discuss the details of L/C’s to start the conversation.
Next Emilio mentions other options, including common term loans and Lines of Credits, which also use collateral owned or owed to the borrower. There are challenges to using these loans for exports, one of which is because the banks think foreign buyers are more risky. However many companies don’t want to use cash flow to finance orders, so if the company has a heavy balance of domestic customers to balance that risk, these options allow for more flexibility. Emilio and Kim discuss these in more detail in the podcast.
Another option is supply chain finance programs. These give buyers a way to get paid now, but allow their customers even 90-100 day payment terms. Factoring is common for domestic orders and collections, in part because the service provider can qualify your customer more easily. However many people don’t realize it’s available for exports as well.
One of the other benefits Emilio mentions is that as a seller, it’s hard for YOU to qualify your international customers in general, not only for payment. That’s part of the risk the factoring service takes on. Kim and Emilio talk about the challenges of finding company and credit information on foreign customers in some countries. (hint: listen to our earlier podcast on international trade data for customers)
In summary Emilio notes that there’s two main counterparts to international trade: trust (who is the counterparty, will they get the product you need, and will you get paid) and time (when you get paid). In trade finance, these are addressed to make sure needs and expectations are adequately met. Learn more about the ins and outs of trade finance with Emilio now!
Things you’ll learn
- The different options for financing exports
- The pros and cons of each
- An export financing option many companies don’t know exists.
Episode Sponsors:
Modifi
www.modifi.com
Business Payments for Global Commerce
With MODIFI, Sellers get paid instantly, while their Buyers have the option to pay later. Flexibly. Digitally. All over the globe.
Acclime China
https://china.acclime.com/ Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Welcome back to the International Trade Resources Podcast with your host, Kim Kirkendall. On today’s episode, Kim and Ervis Micukaj discuss business data production across borders. Ervis is the owner of Jet Services in China and provides a variety of data security services to foreign companies with business interests in Asia.
In the discussion today we talk about how many employers and employees aren’t aware of the legal requirements for sharing data, and how that can cause major issues. In mainland China, management has to choose between two options: separate the China network from the Global network, or to combine into one worldwide system. To make that choice one should consider who is in charge of decision making, manages the solutions, and who will establish the rules, access, authority, and more. Having a strong local arm and a strong international arm is critical to success.
The PIPL is China’s data protection law, and you don’t have to have a company in China to be subject to the PIPL. The new law is not on most foreign company’s radar - it is not even on most Chinese company’s radar. So it is important to understand the requirements - Kim and Ervis discuss this new regulation.
Ervis also performs IT audits for his clients and ensures they are using the right vendors to stay in compliance. One major issue is where they are store their information to be compliant with Cloud storage regulations. Many people in upper management in the west are in their fifties and sixties, so their views and experience working with China is from twenty years ago. There were less regulations and need for compliance, which is just not the case anymore. Ervis talks about what questions to ask your teams to stay safe today.
VPNs are another hot-button topic in Chinese data protection. VPN stands for Virtual Private Network and allows various entities access to a network controlled by a company’s IT team or outside service provider. It can be used to access data across countries - and avoid the great firewall of China. Commercial VPNs in China are illegal, so you should not provide them to your employees locally. Kim and Ervis discuss what VPN’s are legal and what companies provide the best services.
Things you’ll learn
- Background on China’s data sharing networks
- PIPL and China’s protection laws
- China’s use of VPNs and the regulations around them
Episode Sponsors:
Modifi
www.modifi.com
Business Payments for Global Commerce
With MODIFI, Sellers get paid instantly, while their Buyers have the option to pay later. Flexibly. Digitally. All over the globe.
Acclime China
https://china.acclime.com/ Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is with “Tom,” an anonymous guest working in Southeast Asia for a conglomerate of Taiwanese companies. He is anonymous because he is going to give us a behind the scenes look at factories overseas. “Tom” has years of experience living in Asia (he is North American) and working in the trade and supply chain space. This is a critical episode or importers!
Our topic today is the dynamic between Asian owned manufacturing and their foreign client’s management, and how that impacts the regular business transactions. “Tom” offers insight on how specifically in China, Taiwan, and Vietnam the locally owned companies interact with their foreign clients.
In this discussion we focus on the intersection of China, Taiwan and Vietnam. Vietnam in particular has seen massive growth in foreign direct investment, and not just from western investors, but companies from Mainland China have been expanding into Vietnam.
Our anonymous guest breaks down the dynamic behind the scenes of the most common interactions between domestic Asian manufacturer and foreign customer - including the lies that are told. It is a foreign customer's greatest fear - that the factory changes materials to lower cost or accepts a low price and then increases later.
What is the focus of the lies? Compliance standards, pricing, sub contracting, quality assurance, and more are all possible areas affected. Many people incorrectly assume that this process is driven by the factory, when more often than not, it’s a result of another dynamic in play. Listen in as Kim and “Tom” talk about what leads to these situations and offer advice for how to have a clear understanding of what is really happening behind the scenes.
They talk about whistleblowing, bribery, falsified documents, and more. And then we will break down the drivers behind these situations - is it greed or laziness or what?
Finally, Tom offers his advice to buyers in the west to help them read between the lines and improve the outcomes - better product, fair pricing, etc.
Things you’ll learn
- What is happening behind the scenes in Asian factories
- What are the drivers for fraud and falsification
- What can you do about improving your product outcomes
- Actionable items to improve your organizations import procedures
Episode Sponsors:
Modifi
www.modifi.com
Business Payments for Global Commerce
With MODIFI, Sellers get paid instantly, while their Buyers have the option to pay later. Flexibly. Digitally. All over the globe.
Acclime China
https://china.acclime.com/ Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
Today on the International Trade Resources Podcast, our host Kim Kirkendall is with Alan Scott, CEO of Laicon Consulting Services. Alan works with many companies in North America, helping them manage their CE and UKCA certifications, training, documentation review, compliance safety assessments, and other components surrounding CE certifications.
Our topic today is how companies outside of Europe who are selling into the EU / UK can ensure they are prepared to meet CE requirements. Alan dives in with the four basic steps that should be taken for CE compliance: determining the correct directives, preparing your technical file, applying the CE mark, and obtaining a Declaration of Conformity. Each of these steps can be quite technical, so it’s worth taking notes on what Alan outlines. This is an informative episode and Alan equips our listeners with what they need to know before shipping their products. You’ll be surprised at what Alan shares, including that following Brexit – the UK is phasing in UKCA regulations, not CE requirements.
One major theme in the discussion is that it’s important to be prepared BEFORE you start selling into Europe. In this episode we get into a lot of the details that help companies be compliant. There are some key differences to understand between the EEA (European Economic Area) and the EU, and the important role a EUAR (European Authorized Representative) plays. This information will keep you protected ahead of any problems that may arise.
Alan then goes on to explain crucial aspects of EN (European Norms), a set of guidelines for health and safety, as well as how to build a technical file for your product.
Finally, he shares his list of top mistakes companies make when going through a certification process. You won’t want to miss it, or you could risk being a victim to one of the pitfalls he describes!
Things you’ll learn
- 4 Steps for CE Compliance
- Changes happening in the UKCA and CE requirements
- Differences between EEA and EU
- The role of a EUAR (your representative in Europe - now required)
- Understanding EN, technical files for your product, and liability
- Major mistakes companies make throughout the process
Links
ECEuropa.eu - the European Commission's official website
Contact: alan.scott laicon.us
Episode Sponsors:
Modifi
www.modifi.com
Business Payments for Global Commerce
With MODIFI, Sellers get paid instantly, while their Buyers have the option to pay later. Flexibly. Digitally. All over the globe.
Acclime China
https://china.acclime.com/ Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
On this episode of the International Trade Resources Podcast with your host, Kim Kirkendall, we’re sitting down with Art Dicker. Art is a senior lawyer at R&P China Lawyers, a full-service PRC law firm advising international businesses in China. He’s spent the last 15 years working in China to advise technology, manufacturing, and consumer companies on structuring their investments and managing legal risk in their operations here. He’s the host of the podcast Ganbei and is involved in the American Chamber of Commerce in Shanghai.
Our topic today surrounds supplier agreements and why they are so important. Many people will establish basic Purchase order Terms & Conditions with their supplier, who will then, in turn, send back their acceptance with their own Terms & Conditions. This can lead to a lot of obscurities in whose terms control. A basic purchase order with basic terms and conditions is not going to be comprehensive enough to protect the seller. In addition, a supplier agreement leads to a better understanding of expectations between you and the supplier. It can protect payment and ownership, which T&C’s don’t do. Art and Kim go on to discuss what many companies miss when drafting a supplier agreement and problems that can arise.
A major point of contention that foreign companies face when dealing with Chinese suppliers is agreeing on indemnification and insurance coverage. Indemnification is essentially another party promising to defend you in case you are sued by a third party. The idea of a supplier defending you if you’re sued comes as a foreign concept to many Chinese business owners, especially when dealing with IP ownership outside of China. So, how can the disconnect be addressed? Art and Kim discuss strategies you can employ to make sure you are covered.
The issue of IP ownership has evolved in China over the years, and it’s critical to be very clear about the IP you’re using. In China, any improvement the supplier makes to your technology, can mean the technology is theirs, unless you can argue otherwise. Art and Kim extrapolate on why NDAs aren’t enough, and ways you can protect your IP ownership.
Finally, there is one major, but simple mistake many companies make that can make or break your IP, and Art points it out. You don’t want to miss it.
Things You’ll Learn
- The difference between Terms and Conditions and a Supplier Agreement, and why they are so important.
- Indemnification and Insurance coverage as it relates to Chinese suppliers.
- How to protect your IP ownership and what to look out for when drafting an agreement.
LINKS
dicker@lplawyers.com
Episode Sponsors:
Modifi
www.modifi.com
Business Payments for Global Commerce
With MODIFI, Sellers get paid instantly, while their Buyers have the option to pay later. Flexibly. Digitally. All over the globe.
Acclime China
https://china.acclime.com/ Corporate Services and full Accounting/CPA/Tax for China.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.
On this episode, we’re talking with Jim Wilson, Functional Lead at Nitor Partners. With over 30 years of experience in banking, international treasury, and accounting with various major companies, he’s here to break down how you can strengthen your cash flow and improve your supply chain.
Jim dives into the various ways of arranging international trade payments and the nuances that come with doing business overseas. Optimizing payments help your company to manage resources and improve cash flow. A common method of international payment is a Letter of Credit, which is a letter from the bank guaranteeing payment will be made at the correct time and in the correct amount. Having a letter of credit in place gives the seller confidence that that money is earmarked for them. Letters of credit are common, and can help manage cash flows, but there are other methods that companies often over look.
There’s also the option of extending payment terms. If you are paying your suppliers later, you can hold onto more cash. The name of the game, Jim says, is to extend the payments as long as possible and one way to do that is to follow industry metrics.
At the crux of extending payment is utilizing data to identify the opportunity to extend payment terms. When working with his clients, Jim will look at the previous 12 months of spending, segmented by the supplier, industries, and other specialized categories. From there, they’re able to look for inconsistencies between the client’s payment terms and the averages. Jim can help you use that data to compare how you’re paying versus other competitors in your industry.
Jim then goes on to describe the reasons why so much money is being left on the table when it comes to payment terms. Much of the problem stems from a lack of understanding about the process and how to maximize cash flow through the negotiation of payment, the steps a company takes to send and receive payment, and more. He then shares with us his best practices in regards to finding data, using it, and making a decision.
Things You’ll Learn
- The fundamentals of analyzing payment terms: getting the data, analyzing it, and making a decision based on the analysis.
- How data can be used to leverage a better situation for your company when compared to your peers and competitors.
- Major pitfalls companies face, and best practices for maximizing cash flow.
Thanks to our sponsors for this series of podcasts:
Modifi Payment Solutions.
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: Information, opinions, and recommendations presented as part of this podcast are for informational purposes only. The content of the podcast is not for the purpose of providing legal or commercial advice. Accessing this podcast does not guarantee accuracy in the information provided. Any reproduction or transmission of this podcast is strictly prohibited as property of International Resource Development, Inc.
Welcome back to the International Trade Resources Podcast with your host, Kim Kirkendall. On today’s episode, we’re with Julia Montgomery, who has spent over 10 years in international trade advisory services. She's a trade data specialist and she's currently a board member with NASBITE. Kim and Julia will discuss how to identify new markets and grow exports from the comfort of your desk.
The first topic they discuss focuses on different types of data – what data is helpful in identifying markets in other countries, and what kinds of data make the most sense to analyze when you’re looking to expand your current business. They break down primary data, which is what the company you’re looking at already has, either through a tradeshow, an email, or the like. And secondary data, which is from an outside source and what you find through your research. In both cases, it’s up to you to decide what data you’d like to collect and analyze.
You should set the standard for what your analytical models look like early so that you can collect the data. Factor in the requirements for your business to export to a certain country. A good tip Julia shares is to use primary data to get started and secondary data to get more granular and double-check to ensure these countries are the right fit.
Why spend so much time working through the data? It’s crucial to consider market size in that country and how many potential customers are located there, to keep tabs on any government regulations or policies that may impact your product or make it difficult to import or export it, and any potential risk or legal, political, or economic factors that may influence how you get paid.
Once you’ve identified a target export country, how do you go about finding a distributor and customers? Julia shares some great ideas on how to utilize and maximize government resources to inform your strategy. Kim talks about some of her client’s experiences to share how sometimes recognizing there is NOT a market is just as valuable. They discuss ways you can simply narrow your search based on the products or services you’re providing. There are databases that you can tap into to access a list of potential customers.
Things you’ll learn
- How to properly and effectively research countries to expand or starts exporting to
- Potential pitfalls to look out for when growing new markets
- What resources are out there for you to find distributors and potential customers
Links
UN Comtrade:
Website: www.intltraderesources.com
Email: intltradepodcast@gmail.com
Disclaimer: Information, opinions, and recommendations presented as part of this podcast are for informational purposes only. The content of the podcast is not for the purpose of providing legal or commercial advice. Accessing this podcast does not guarantee accuracy in the information provided. Any reproduction or transmission of this podcast is strictly prohibited as property of International Resource Development, Inc.
Thanks for tuning into the International Trade Resources Podcast with your host, Kim Kirkendall. On today’s episode, Kim is talking with Vineetha Jayaram, an accomplished Strategic Global Procurement professional with a successful record of setting supply strategies across international markets. She’s here to share best practices in supplier qualification and audits, especially during supply chain disruption.
Companies are typically either very large with an established, well-thought-out supplier qualification system, or they are smaller companies that may not know where to start. Vineetha runs through different options companies can use to qualify a supplier internationally. These include using a third-party independent company, utilizing your own team’s capabilities, or request your supplier fill out a self-audit. Vineetha and Kim discuss the pros and cons of each method and how to maximize their effectiveness.
They then walk through what can trigger an audit after the initial qualification. There is the obvious answer –a decline in the quality of the product. However, there are things to keep an eye out for so you can get ahead of the problem. The supplier may change equipment, materials, or other factors that can all be reasons to audit. One key point is that it’s crucial to maintain a clear line of communication. Vineetha and Kim go on to discuss how to read “supplier signals” to pick up on red flags..
To that end, Vineetha and Kim examine the vital roles both anecdotal communication and raw data play in a supplier relationship. Data includes due dates, process shifts, and other critical metrics. Don’t be afraid to use your spidey sense! Marking and highlighting key data points can help you stay on top of the quality of your supplier’s goods.
Things you’ll learn in this episode
- Your different options regarding supplier audit: a third party, your internal team, or supplier self-audit.
- What to keep an eye out for that might trigger an audit and how to get ahead of issues before you see a product not meet standards.
- The importance of communication and data-to inform supplier metrics and maintain good quality products.
Links
www.intltraderesource.com
This episode is sponsored by:
Global Payment Solutions provider Modifi www.modifi.com
Produced by RojekPodcastingLLC - www.rojekaudio.com
Website: www.intltraderesources.com
Email: ...
Today on the International Trade Resources Podcast with your host, Kim Kirkendall, we’re sitting down with Adrienne Braumiller, founder of Braumiller Law Group PLLC and a dynamic force in the international trade law arena. With more than 30 years of experience, she is widely recognized as a leading authority in Customs, import, export, foreign-trade zones, free trade agreements, and ITAR compliance. She’s here to break down the hot topic of The Uyghur Forced Labor Act (UFLPA) which came into effect in June 2022.
Compared to other U.S. actions on forced labor, for the UFLPA the burden of proof rests with the company, not the government. Once shipments are detained, the government doesn’t need to prove forced labor, the company needs to prove that forced labor was not used. This is a huge shift in policy from other acts where the burden of proof rested with the government. Because of this feature, more companies are at risk of penalty and detention.
In our discussion Adrienne shares information about the program. The UFLPA, it is a regulation specific to the Uyghur Autonomous Region in China, and is a reaction to the purported human rights violations coming from the area. Since this act came into effect companies of all sizes are at risk that their goods could be seized upon import into the U.S.
Adrienne dives into how companies have been performing their own due diligence and challenges they may have complying. She shares her recommendations on how they can prepare to meet the guidelines set before them. It’s worth noting her insight as she mentions that complex supply chains make compliance even harder.
Kim asks what the US is doing as far as enforcement and penalties of UFLPA go and Adrienne shares her experience. Adrienne, then outlines the standards companies might need to meet to free their goods from detention, and other options companies have if or when their goods are detained. With the presumption of guilt built into UFLPA, the act certainly has more teeth. But is there a Plan B if goods are held in detention? Tune in to find out.
Things you’ll learn
The Uyghur Forced Labor Act (UFLPA) came into effect in June 2022 and since this act came into effect companies of all sizes are at risk that their goods could be seized at import into the U.S.
UFLPA is not the same as other forced labor Withhold Release Orders in place. Learn key differences and how they might catch your company’s goods in detention.
With the presumption of guilt fundamental to UFLPA, it’s a much stronger deterrent and risk for companies. Listen to find out if there a Plan B when goods are detained.
NOTE: This podcast is a discussion and does not constitute legal advice.
LINKS
https://www.cbp.gov/trade/forced-labor/UFLPA
https://www.cbp.gov/document/guidance/uflpa-operational-guidance-importers
https://www.dol.gov/agencies/ilab/our-work/supply-chains
This episode is sponsored by:
Global Payment Solutions provider Modifi www.modifi.com
Produced by RojekPodcastingLLC - www.rojekaudio.co
Website: www.intltraderesources.com
Email: ...
Today on the International Trade Resources podcast, your host, Kim Kirkendall is sitting down with Kathryn Read. She’s an international sales and marketing consultant with over 25 years of experience in emerging markets, including countries in Africa, the Middle East, and Asia, with extensive experience in China. Kathryn works with SMEs, primarily consumer goods companies moving into international markets. In this episode, we’re picking her brain on distributor agreements–something most listeners understand, but we’ll discuss nuances to be aware of. You’ll want to take notes throughout this episode—there’s plenty of detailed information baked in!
First things first: a distributor agreement clarifies the obligations of both parties. The components of the agreement can be broken down further, Kathryn explains, into legal and commercial conditions. Many salespeople are familiar with commercial stipulations, and turn the legal sections over to lawyers. Kathryn discusses both from the commercial perspective and identifies key features you should have in your contract.
One agreement should not be used in all countries. Kathryn uses liability as an example, a topic that has more weight in some countries than in others. Listen in to hear Kathryn’s breakdown of what’s important to know based on the legal environment you’re doing business in. And then Kim points out: there’s the law, and then there is how it’s applied.
Kathryn shares her experience with litigation in a few countries, and points out why it’s better to avoid. She notes that if you go into court you may just lose the partnership and your access to the market. She goes into how she has handled conflict and resolved difficult negotiations.
Kathryn and Kim go on to discuss exclusivity in contracts—might we say they have a healthy disagreement about the topic. There are many things to consider when discussing exclusivity in a partnership, and Kim and Kathryn both share their unique perspectives on how it can be approached. It’s worth tuning in to find out their different approaches. They both agree In the end, the contact should be clear and fair to everyone involved.
Remember, it is always a good idea to consult a legal professional when writing an agreement or contract. The discussion in this podcast does not constitute legal advice.
Things you’ll learn
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Agreements vary from country to country. Each country has its own laws and practices, so it’s important to modify your agreements to fit the local environment.
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Disagreements between distributors and companies happen. Kathryn goes into how she handles that conflict and how you can resolve difficult negotiations.
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There are many things to consider when discussing exclusivity in a partnership, and Kim and Kathryn share their unique perspectives on how it can be approached in a way that is beneficial for both parties.
Links
https://iccwbo.org/
www.intltraderesource.com
This episode is sponsored by:
Global Payment Solutions provider Modifi www.modifi.com
Produced by RojekPodcastingLLC - www.rojekaudio.com
Website: www.intltraderesources.com
Email: ...
Welcome back to the International Trade Resources podcast with your host, Kim Kirkendall. Our guest today is Steve Ferreira, CEO of Ocean Audit, Inc., a global ocean freight refund consultancy. He works with 20% of the Fortune 100 clients on ocean audits and is a two time USA Today best selling author, as well as being a noted television and media personality in ocean freight and logistics. He’s here today to fill us in on how you could be overspending by thousands and how you can recover those lost dollars. Towards the end of the episode, Steve fills us in on some backstage knowledge he’s gained in his years of ocean audit work – and it WILL surprise you. Mic drop!
Ocean auditing can be boiled down to this: trust your carriers, but verify. As an example, in this last two year period, Steve worked with clients where almost 25% of their invoices contained an over billing error. As most companies don’t have the resources to audit their ocean freight invoices, the ones who don’t are wasting money.
Steve goes on to highlight the source of the overcharges and incorrect invoices. He outlines the pitfalls many American companies fall into in using ‘middlemen’ when dealing with the over 5,000 available ocean carriers. There’s a lack of centralized billing control so Steve gives us creative solutions, some of which seem obvious in hindsight, but just aren’t on the radar for many companies.
Steve talks about his exclusive audit methodology. In addition to the client’s documents, he utilizes public Customs data to supplement his audit, which can really produce incredible refunds for clients.
Kim asks Steve for actionable steps SME’s can take, and he goes on to break down how they get their over charges refunded through audits. You’ll be surprised at the tricks Steve has up his sleeve.
And then comes the big reveal, and you will hear Kim’s shocked reaction to find out one of the major causes of overbilling. We expect you to be just as surprised. For many companies, performing a freight bill audit is the first time they can benchmark the accuracy and the integrity of the billing process
Things you’ll learn
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There’s a lack of centralized control in freight billing; Steve gives us creative solutions.
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You’ll be surprised at the tricks Steve has up his sleeve to help companies of many sizes audit their ocean freight. Part of that process is building a case to force the refund.
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Near the end listen to a big reveal on a major source of overbilling. It’s a doozy.
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Some solutions seem obvious, but just aren’t on the radar for many companies. Believe it or not, a few hurdles are actually internal.
Links
https://oceanaudit.com/
www.intltraderesource.com
This episode is sponsored by:
Global Payment Solutions provider Modifi www.modifi.com
Production by RojekPodcastingLLC - www.rojekaudio.com
Thanks for tuning into another episode of the International Trade Resources Podcast with your host, Kim Kirkendall. Today, we’re with Adriana Giraldo, who has more than 15 years of experience in import-export coordination, supply chain export operations, customs, and foreign trade operations. She's worked in various industries, from toys to jewelry and now chemicals. Many times the companies she worked for had products or customers subject to US export controls, which is what she’s here to talk about in this episode.
The definition of export controls Adriana gives us is simple; US laws and regulations that regulate the export of controlled goods or sales to controlled customers. Companies are often surprised, they feel like these things only apply to mega-corporations, but they apply to small and medium-sized companies as well. It’s not just the product and/or who it’s going to, Adriana points out. It’s important to understand the end use of what you are sending overseas. You’ll be surprised to hear what sort of products are controlled and considered for military use!
She talks about some key regulations and/or agencies to be aware of: Export Administration Regulations (EAR), International Traffic Arms Regulation (ITAR), Bureau of Industry and Security (BIS), and Office of Foreign Asset Control (OFAC). Adriana then goes into the details of how these agencies and/ or regulations function.
She highlights that it’s crucial to remember, exporting is a privilege that can always be revoked. It’s important to have export compliance procedures in place when exporting–a more difficult process than some may realize. Kim and Adriana discuss export licenses, which you’ll find out has its own set of nuances to keep in mind. They go through the steps of acquiring a license when it’s necessary to do so, some tips and tricks, and what pitfalls to watch out for.
Adriana then dives into AES filing, a topic unfamiliar to many organizations that do not directly handle their export documentation. This is something to take very seriously (take notes, listeners!) as the fines associated with incorrect information are hefty. There are some exclusions to be aware of, which Adriana dives into with examples from her experience.
Finally, Adriana runs through a checklist for our listeners to educate, prepare, and execute when it comes to their exporting, including free and paid resources.
Things you’ll learn
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Companies are often surprised that their company has shipments that may be export controlled. It’s not just the product and who it’s going to, Adriana points out. It’s important to understand the end use of what you are sending overseas.
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Remember, exporting is a privilege that can always be revoked from your company. Adriana goes through some of the punishments non-compliant companies can incur.
3.Kim and Adriana discuss export licenses, which you’ll find out has its own set of nuances to keep in mind. They go through the steps of acquiring a license when it’s necessary to do so, some tips and tricks, and what pitfalls to watch out for throughout.
Links
https://www.bis.doc.gov/
www.intltraderesource.com
This episode is sponsored by:
Global Payment Solutions provider Modifi www.modifi.com
Produced by RojekPodcastingLLC - www.rojekaudio.com