Market Evaluation Survey of Non-Exporting Companies

Survey Instrument – Non-Exporters (Manufacturers and Wholesalers)
Introduction: Hello, my name is __________ and I’m calling from Pacific Market Research on behalf of the United States Department of Commerce’s U.S. Commercial Service.    May I please speak with Mr./Ms.____________________?   WHEN YOU HAVE THE CORRECT CONTACT PERSON ON THE PHONE:   Hello Mr./Ms.____________________, my name is __________ and I’m calling from Pacific Market Research on behalf of the United States Department of Commerce’s U.S. Commercial Service. The Commercial Service assists U.S. companies in exporting their products and services around the world.   We are speaking with companies that have not exported products or services in the past 12 months so that we can better understand the barriers to selling internationally. We would like to include your perspective in the research. This research will provide the U.S. Commercial Service with information that will assist them in improving their services to U.S. companies. This is your opportunity to provide input on your needs and perceptions, describe your business experiences, and make recommendations for change so that the U.S. Commercial Service can help U.S. companies to grow globally. Your name and company will remain completely confidential from the U.S. Commercial Service. This survey will take approximately 10 minutes to complete. We recognize your time is valuable, and the government appreciates your participation. When would be a convenient time for you to participate in this research? ___________________________
I. Information from Database – List
Company Name: Contact: Address: Mfrs/Wholesaler/Service Company: SIC/NAICS: Employment:
II. Company Information – Screening
Before we get started, let me confirm some information with you.
Exporter?	Have you sold any services to customers outside the U.S. in the past 12 months? Yes (thank and terminate call) No
U.S.-based?	Is your firm majority U.S.-owned? Yes No (thank and terminate call)
Title/Role	Which one of the following best describes your title or role within the company? President, CEO or Owner VP/Director or Manager – International Sales VP/Director or Manager – Sales and Marketing or Business Development Other VP/Director or Manager Other: _________________ (If not executive or management, find another contact at executive/management level. Avoid shipping department or export operations managers.)
Size/Employment	How many employees do you have company-wide? ________ Employees (Record actual number)
III. Company Information – Background
Type of Company	Which of the following best describes your company: Choose one. Manufacturer of a finished product, or OEM Supplier of components/materials Job shop/contract manufacturer Wholesaler / Broker / Trading Company / Export Management Company
Customers/Markets	Do you sell your products to any of the following end-markets or supply chains? (Y/N) Defense / Aerospace Automotive Medical, Health Care or Pharmaceuticals Computer , Information Technology or Telecommunications Food and Beverage Furniture Apparel / Textile products Agricultural and Construction Equipment Industrial / Commercial Machinery or Equipment (e.g. metalworking, HVAC, material handling) Construction Materials or Building Products Consumer Appliances and Housewares Energy, Power Generation and Distribution Other
Ownership	Which of the following best describes the ownership of your company? Please select one: Subsidiary of another company Family-owned and managed Management owned, but non-family Investor-owned company Sole proprietor
Years in Business	How many years has your company been in operation? ______ (Record actual number)
Revenue Growth	What was your company’s growth rate for total revenue in 2008 (or most recent fiscal year)? ­­­­­­­­­­­­­­­­__________% (Record actual number or enter “DK” for don’t know) What was your company’s growth rate for total revenue in 2007 (or two years ago)? __________% (Record actual number or enter “DK” for don’t know)
IV. Export/International Business Barriers
Barriers to Exporting	Now we want to zero in on the main reasons that you do not currently sell or export to international markets. I am going to read a series of statements that might explain why you don’t currently export. Please indicate, on s scale of 1-5, whether you agree that the statement describes your company, where 5 indicates “strong agreement” and 1 indicates “strong disagreement.” 1 2 3 4 5 Strong disagreement Strong agreement We have never really considered exporting We have plenty of domestic business We don’t know anything about international business We don’t know which foreign markets would be good opportunities We don’t have people that can travel overseas We would need a foreign manufacturing or engineering presence, and we are not ready to make that investment Trade barriers, such as import duties, taxes, or regulations, have prevented us from selling internationally We did some export sales in the past, but it was not profitable Our products are too bulky or expensive to ship economically Prices are too low in foreign markets for us to be interested We don’t know how to find foreign customers or distributors International business is too expensive, due to additional overhead, working capital, or travel costs Our product’s shelf life is too short for exporting We can’t export because our customers have very short lead times We can’t export because it would cost too much to hold inventory Language is a major impediment to international sales Exporting is not feasible because our business requires close collaboration with the customer on design and manufacturing Our business is fashion sensitive – it would take too long to ship overseas
Future international sales?	Do you see international sales as a future opportunity for your company? Yes No
Overcoming barriers	What could the U.S. Commercial Service do to help you overcome barriers to international sales? I am going to read a list of services they could provide, and after each service please say either “yes” it would help remove barriers to international or “no” it would not make much difference. Research to identify the best market opportunities Leads on potential foreign customers Financial assistance Screening of potential foreign distributors, reps or partners Assistance in marketing and selling in foreign markets Manufacturing process improvements to reduce lead time and inventory Counseling to help you investigate international opportunities Online information on the “how-to” of exporting (shipping, documentation, payment, financing) An assessment to determine whether your are export-ready Case study examples of successful exporters Assistance in translating and adapting marketing tools, such as Web sites or brochures, to foreign markets Legal or compliance information and assistance Information on intellectual property protection Other ____________ (please specify)
V. Awareness
Awareness	Prior to this call, were you aware that an agency within the U.S. Department of Commerce was available to assistance U.S. firms to export their products and services globally? Yes No Prior to this call, had you heard the name “U.S. Commercial Service”? Yes No Were you aware that there are U.S. commercial officers in U.S. embassies and consulates that can assist you in doing business in foreign markets? Yes No