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DID YOU KNOW?

	Back in the good-old days of the 20th century, building a financial nest egg made good common sense and consistently succeeded to fulfill goals for later-years security. But not anymore. Even though the sacred mantra of save, save, save, that falls from the lips of financial advisors is everywhere, it is losing strength as the all-powerful personal finance strategy, as we speak. Your financial advisor is not likely to tell you this, however, because 1) he or she is uninformed or, 2) if they are, informing you might very well put them out of business. Who would argue against the fact that times have changed, including economically? And yet, personal finance strategies have remained frozen in time: Work for a company that hopefully has full benefits, save a nest egg, purchase a home and invest as soon as you can, create a budget to manage your spending, etc. Of course, financial advice gets tweaked per an individual or family situation, but at the end of the day, such advice is founded on historical, strongly held beliefs about how money works. Heaven forbid should anyone question them! As a result, no matter how good you might be at making, spending and investing money, you’ll still hit the wall of stress and disillusionment. The reason is that rules of the (money) game have changed and no one told you! The hard evidence is everywhere. You don’t need the newspapers or TV or some expert to tell you about what is happening in people’s financial lives. All you have to do is listen to what your neighbors, friends, family and colleagues are concerned about. Disappearing pensions, good paying jobs and company-paid health insurance, combined with an exponentially rising cost of living for things like housing, transportation, food, childcare, and energy plus rising minimum payments on credit cards and increasing debt-service payments have become a blight on the average middle-class citizen. Many who never had financial problems before, now find themselves unwittingly caught up in this 21st century description of the social/economic landscape. Whereas in times past, the light at the end of the tunnel was in sight to get out of debt or to get ahead, today is a different story. Unrelenting and mounting stress makes life’s routine demands more difficult to cope with and puts an enormous strain on relationships. Relief is harder to come by. What to do? You update your computer, don’t you? Imagine, for a moment, what might happen if you stayed forever with Microsoft 95 and never updated your email program. Eventually you would virtually get left in the dark. So here’s my point. How can anyone expect to accomplish their financial and life goals in 2006 while utilizing financial strategies based on rules of the (money) game better suited for the 1950’s? Think about it. Just like your computer, your knowledge base about how money works needs periodic updating. But that’s only the beginning. Updating alone is not enough. New personal finance strategies (that reflect new knowledge) must gradually replace conventional ones to offer the best shot at accomplishing financial and life goals. Different times absolutely require different wealth building and money-management strategies if similar financial security and personal well-being are to be realized today, as in times past. The big secret? Money is a time-sensitive, not static commodity. As such, you cannot expect to apply strategies that worked a half century ago to get you where you want to go in this day and age. It’s tough for most people to wrap their minds around this notion because they continue to believe in the immortal sameness of money. New learning is called for if honest to goodness solutions are to exist. Consistent with money’s time sensitivity are the personal finance strategies that, in order to be effective, must morph and transform to match the current character of money. The mantra: “Save and build a nest egg”, has an ironclad grip on the minds of millions. What’s ironic is that in October 2005, The Department of Commerce reported saving in America to be at 0.07% of after tax income (not including 401k’s etc.)! Mark my words, saving, as a primary later-years strategy will continue to fall short for the reason I have described in this article. Statistics already indicate that no matter how many people believe saving is the answer, in reality, they are hard pressed to do so! Conventional financial wisdom has not stopped the bleeding. A way out of the current middle-class crisis in America already exists but veers off the main road to a road less traveled. Will explorers and pioneers blaze the trail? As the discovery (and personal implications) of the missing piece about how money really works are made, individuals and families can resource greater opportunities for financial and personal well-being.

Q: I’m interested in doing business internationally. I have done some reading on the subject, but there is an awful lot to digest. Have you had any experience in this matter and can you suggest the best way to get started?
-- P. Granger.

A: Great question, Mr. Granger, though not one I’m personally qualified to answer since I have not had direct experience with international sales. So like any good columnist without a clue I can either make up something and hope it sounds semi-intelligent or I can consult someone who really is an expert on international sales and let him answer your question. Since my agreement with The Times prevents me from fabricating anything other than my true age (I’m 29), let’s go with the latter.

I called on Jose Rodriguez, President of RISMED Oncology Systems, a Huntsville company that provides high medical technology to radiotherapy professionals around the globe, to get his input on the subject. Jose is an old friend and client and if anyone can give pointers on doing business internationally, Jose is the man.

Jose believes that the decision to do business beyond your own backyard should be based on your success as a local, domestic business first. “Unless the business is intended to be one that sells to international customers only, one should not jump into international business until they have devoted the time to develop a good local and domestic business first,” Jose recommends.

Here are a few other points Jose recommends that you keep in mind when considering an entry into the international business arena.

Instill Confidence In Your Customer
Regardless of the type of product or service you sell internationally, you must be ready to provide your international customer with an even higher level of service that you offer your domestic customers. To instill confidence in your international customers you might have to offer such things as around the clock telephone support, extended warranties, and other services that help the customer have confidence in doing business with you.

Know The Rules
You must understand all of the rules and regulations that govern international business practices in this country as well as those in your customer’s country. Understanding the rules will allow you to provide service beyond the expectation of the buyer and operate within the boundaries of the law.

Understand The International Shipping Process
If goods are being shipped internationally you must have a thorough understanding of shipping modes and regulations. Any difficulties with shipping will always be viewed by the buyer as the seller’s responsibility, right or wrong. Understanding the entire shipping process and having policies in place will help avoid shipping problems and keep the customer happy.

Work With Experienced Companies
Always look for experienced companies to work with, especially when if comes to shipping, insurance, freight forwarders, etc. Such companies are great allies and will help keep everything in order and will also help in solving problems related to their end of the process.

Signed and Sealed
Never conduct business under verbal orders. Always put everything in writing with the required signatures. Doing international business is different than domestic business. Outside the United States signatures and seals are required to seal the deal. Don’t worry about offending your customer as this is just part of doing business internationally.

Include A Packing List
If shipping goods, always do a packing list and always number the packages (if 5 packages are being sent, label them 1/5 [1 of 5], 2/5, etc.). If anything is lost, they will know which package is missing and you will have sent a packing list detailing what was in every package, making it easy for the customer, the shipper and the insurance company to solve the problem. Also, always insure your goods for at least 110% of their value.

Have A Damage Policy
Always have a note in your paperwork requiring damage or losses to be reported within 24 hours. Damage reports should be made to the customer’s local delivery company as well as to the shipping company on your end.

Signing Off
If you are selling services abroad, always have the required paperwork so that as the work is finished or as deliveries are made, the customer signs off in agreement with what was delivered.

Ensure Payment
Depending on the amount of the sale, always require payment in advance in U.S. currency or payment through a letter of credit to be paid out in U.S. currency. You might also require that the letter of credit be irrevocable and transferable, that it allow for payments of partial shipments, etc. The more flexible the letter of credit, the better, and usually such clauses are yours just for the asking.

There are many other considerations you should investigate before starting your international business, but that’s a great list to get you started.

Thanks for the great advice, Jose. I couldn’t have said it better myself.