How to Develop and Manage International Sales

Published by the International
Association of Commercial Collectors, Inc.
September/October 2013 Vol. 46, No. 1
http://www.commercialcollector.com
How to Develop and Manage International Sales
By Albert V. Knowles, chairman, A.V. Knowles & Co. Ltd.
I
n today’s highly competitive market,
some companies are looking to
expand their business internationally. In
doing so, they are faced with a twofold
decision:
1. S hould I sell to exporters or
importers that sell worldwide?
2. Should I sell to exporters or
importers that sell to or buy from
specific countries?
The former option requires an existing
international network while the latter will
become “experts” in selected countries
and/or develop compact professional
relationships.
The largest importers and exporters
to the U.S. are Canada, Mexico,
China, Japan, the United Kingdom,
Germany and South Korea. To develop
and manage your international
sales, companies should canvas their
existing client base to determine their
international needs.
Determine Your Target Market
To begin with, determine your
target market and the best way to
attack it. Review all sources of market
information. A great deal of this
information can be found online,
though it may be segmented and
difficult to analyze.
Use resources such as Dun &
Bradstreet’s Hoover’s Analytics to
assist with determining new growth
opportunities. Market information
can also be sourced via Experian PLC
and industry associations such as the
American Association of Exporters
and Importers and the Small Business
Exporters Association.
Look for Important
Parameters
Collection agencies should
differentiate themselves as they market
and sell their products. Why use XYZ &
Company for international collections?
These are some popular selling points:
• Reactivity.
• Execute first collection action within
24 hours of receiving files.
• Transfer collected amounts to
customers within 20 working days
(where applicable).
• Transparency.
• Online collection tool for status check
of the collection progress available 24
hours a day.
• Production of Potential of Recovery
Assessment for every unsuccessful case
(not 100 percent recovered).
• Reports in client’s language or in
English.
• All written and oral communication
in debtor’s language, which greatly
increases collection recovery chances.
• Proximity.
• Dedicated customer relationship
management team.
• Performance.
• Production of detailed statistics.
• Diligence.
• Strict respect of laws and ethics.
Establish Key Principles
• “Customer” Principle: Clients are
in contact with the XYZ entity or
partner passed in their country or
region.
• “Debtor” Principle: The XYZ entity
that manages the clients’ receivables
is located in the debtors’ country or
region.
• “Law and Ethics” Principle: Respect
for and compliance with local and
international laws and ethical codes
pertaining to receivables management.
Additional Features for
International Companies:
• Team of attorneys in each country.
• Credit manager is not required
to know the laws unique to each
individual country.
• Collectors are located in the same
country as the debtor.
• Local customs and more are different
in each country; things that are
accepted as normal in the U.S. may
not be so in the debtor’s country and
vice-versa.
• The collector speaks the same
language as the debtor, giving instant
rapport and taking away one more
avoidance tool, thus increasing
likelihood of recovery.
• Agency is able to collect in debtor’s
currency. This is a huge benefit as
the client is not forced to play the
international currency market and
continued on page 3
1
Officers
PRESIDENT’S LETTER
Robert P. Ingold
President
Commercial Collection Corp.
of NY
Tonawanda, N.Y.
Associations:
A Fountain of Knowledge
Lee VandenHeuvel
Vice President
Ross, Stuart & Dawson, Inc.
Auburn Hills, Mich.
Tom Brenan
Treasurer
Coface Collections North
America, Inc.
Metairie, La.
Randy Frazee
Past President
Randall & Richards, Inc.
Tucson, Ariz.
Directors
Terri Boettcher
BC Services, Inc.
Longmont, Colo.
Greg Cohen
Caine & Weiner
Woodland Hills, Calif.
Michael Daugherty
Synter Resource Group LLC
Charleston, S.C.
Thomas Hamilton
American Lawyers Quarterly
Cleveland
Albert Knowles
A.V. Knowles & Co Ltd.
Port of Spain, Trinidad
Bill Mann
Joseph, Mann & Creed
Shaker Heights, Ohio
Jocelyn Nager
Frank, Frank, Goldstein &
Nager, P.C.
New York, N.Y.
John Yursha
By Bob Ingold
I
just finished reading my recent copy of
Collection Advisor and a couple things caught
my eye that I want to share with you.
First, I don’t have a clue why I get this
magazine. It’s primarily retail collection agency
content and, as I have said before, CCC is a
commercial collection agency. While we have
dabbled in retail in the past, our roots are
commercial and 90 percent of our income is
derived through business-to-business collections.
With that said, I find the magazine
fascinating and sometimes very helpful. (Not
that I am plugging this magazine, but I do hope
they keep sending it to me even if I don’t know
where it comes from.)
Second, there is always an interesting column
by a gentleman named Ron Brown. I’ve been
reading his column for some time, and when it
became possible to enlist his help in presenting
one of the IACC Collector Recertification
online seminars on skiptracing, we jumped at it.
I’m sure those who attend this online seminar
on Oct. 10, 2013, will discover just how
knowledgeable he really is and will hope we can
get him back again.
The third item that jumped out at me was
the article, “The Death of an Agency,” by Bob
Dunham. Bob is a regular contributor to this
magazine and I have read some of his other
articles. Seems he is knowledgeable
and has been running his agency
for more than 15 years. The
article was about how a
successful business could
collapse due to the
economy and how
many of the old
rules we all follow have changed. Bob wrote this
article as a final contribution to our industry on
what not to do when selling your company. It
is a very sobering article and I feel badly that he
wrote this from after the demise of his company
rather than before.
That is why I joined IACC in the first place.
Our group has always been willing to share
their successes, new ideas, solutions and, yes,
even failures. Being an IACC member means
you can attend our conferences and talk to
other members about how they do something
and what they are thinking. It means you have
access to our listserve program, where questions
can generate more answers than you can handle
from extremely capable people. You can read
Scope, and call up friendly competitors to discuss
problems you may be experiencing.
Our group can also give you a glimpse of our
future. I have learned about outsourcing, credit
checks and liens/bond work from many of the
same people we compete with. We have tried to
stay ahead of technology and implement new
ideas by listening to our competitors.
Trade groups are essential to our success and
I am blessed that the people and ideals of IACC
are at my disposal. Bob sounds like a decent guy,
one who we can cheer for in his rebound. Our
industry is tough but rewarding
when we look to the future
together.
Commercial Recovery
Group, Inc.
Dover, Del.
2
How to Develop and Manage International Sales
many debtors will only pay in their
own currency.
• Some countries have a cap on the
dollar amount that is able to leave
the country. If the agency is located
in that country, that is no longer an
issue.
Join a Ready-Made Partner
Network
There are certain international groups
that can offer a ready-made qualified
partner network. They are:
1.Global Credit Solutions,
www.gcs-group.com
• Qualified partners in more than 90
countries.
• All operating on the same case
management system.
• All bound by the same compliance
and due diligence standards.
• All independently owned (not owned
by a multinational group), thus
ensuring a more “personal focus” on
the collection process.
2. TCM Group, www.tcmgroup.com
A unique global alliance of debt
collection agencies and specialized
law firms operating in more than 150
countries.
3. Law list referral sources or listees on:
• ALQ
• General Bar
• Forwarders’ List
• Etc.
Managing Client’s
Expectations
It is equally important to manage
your client’s expectations. U.S. bonding
policies, such as those offered through
ACA International and IACC, don’t
usually cover international referrals.
Therefore, it will be a great competitive
advantage to have your Errors and
Omissions or Professional Indemnity
policy cover your international
partnerships.
Establish your agency as the single
point of contact for your clients, both
continued from page 1
on outbound (export) and inbound
(import) international claims. Create
a full bond of accountability for all
clients’ funds coming through your trust
account, regardless of where the payment
originates or the debtor is located.
Remember, it’s your network and you
have to manage it!
Local Knowledge is a Must
Educate your clients on the specific
requirements of local laws and regulations
as they apply to international claims.
For example:
• U.S. court judgments are not
automatically enforceable in many
overseas jurisdictions (where No
Reciprocal treaty applies), so the
suit will have to be refiled de novo,
resulting in duplication of costs to the
client.
• Claims against foreign “offshore
entities.”
• Civil suits against any limited
corporation, which is simply
registered as “an offshore entity” under
“tax haven” legislation, are generally
doomed to failure and end up being
written off as huge losses. Why? The
debtor has no physical or trading
assets in the tax haven country of
incorporation or registration—it’s
merely an empty shell or paper
company in that country. Advise your
clients to move against such debtors in
their actual trading jurisdiction, not
the country of incorporation.
Latin American Legal Process
Latin American legal systems differ
substantially from U.S. legal processes
and litigation practices. The standard
of proof in civil cases is less and based
on probabilities (preponderance of the
evidence, “claim more likely true than
not”). The pre-trial discovery allows for
investigation of facts and evidence for
trial. An Amendment of Complaint is
allowed, with no need to please with
particularity unless there is fraud.
Mexican Legal Process
In Mexico, the standard of proof in
civil cases is the same as in a criminal: a
judge needs full or “intimate” conviction,
beyond a reasonable doubt. There is no
pre-trial discovery; all evidence gathering
and investigation needs to be ready at
the filing of complaint. The complaint
cannot be amended after service of
process, with need to please with
particularity.
Unenforceable Clauses in
Credit Applications
Any written provisions in a credit
application, even if specifically agreed to
by an overseas customer, which require
“compulsory U.S. arbitration” or any
provision that the contract enforcement
will be governed exclusively by and under
U.S. state law, e.g. State of Virginia or
North Carolina, will be thrown out and
declared null and void in many overseas
courts because such clauses are deemed
illegal as ousting the jurisdiction of the
court, and therefore in violation of the
local jurisdiction principles. Therefore,
your client, the creditor, will lose any
right of legal action suit on those
accounts again, resulting in written-off
losses.
Different Playing Fields
The Realities—Sharing of
Commissions
Although international work usually
attracts higher rates, this has to be shared
with the local partners. How is the rate
split? When does this apply?
Current trends indicate two prevalent
practices:
1.Referral of cross-border work to their
international partners. This only
occurs if and when the U.S. agency:
a. Is unable to reach the debtor.
b. Has lost contact with the debtor.
c. Has confirmed the debtor has
refused payment, failed to pay or stopped
paying.
continued on page 4
3
Board of Directors Seats Available!
T
here are three potential 2014
IACC board openings available to
members qualified and willing to serve.
Please forward your name along with a
brief description of your business and
why you would be interested in serving
no later than Nov. 15. The qualifications
are listed below.
All members of the board of directors
shall be members of the association in
good standing. To be nominated to run
for a position on the board of directors,
the member must:
a) Have been a member for two
full years preceding the year of
nomination.
b) Have attended at least one
Annual Convention or Mid-Year
Conference during the past three
years.
c) Have the member’s name submitted
to the general membership by the
nominating committee.
d) Nominees for the nine dedicated
agency member board of directors’
seats must be from an IACC
member agency involved in
commercial collections. Nominees
for the one dedicated associate
member board of
directors’ seat must
also be from an IACC
law firm involved
in commercial
collections. Nominees
for the one at-large
board of directors’
seat must be from an
IACC member agency,
associate member, law
list member or affiliate
member class.
e) The nominee accepts with
knowledge that they are to attend
all board meetings during their
term, and that expenses to travel
to these meetings may be the
responsibility of the director(s)
or officer(s). Interim mid-term
meeting expenses are to be paid
only as voted on by the board
of directors and determined by
the financial condition of the
association at the time.
There are also several committees for
which you may wish to volunteer:
Committees:
• Affinity Program
How to Develop and Manage International Sales
In such cases, the local partner
doing the bulk of the work (in field
investigation, skiptracing, personal visits
to the debtor, etc.), is normally allocated
two-thirds of the total commission, with
the U.S. agency retaining one-third.
2.Referral of cross-border work applies
from inception. This second method
recognizes “the sovereignty of the
foreign turf.”
a. The international partner gets 50
percent of the rate instead of 66
percent or two-thirds, because the
chances of success are higher.
b. It provides a more meaningful
incentive for the network partner to
grow its international side.
•
•
•
•
•
•
•
•
Agency Certification
Education
Grievance
International Development
Legislative
Meetings/Convention
Membership Authentication
Membership Development and
Retention
• PR/Advertising
• Scope
• Social Media
Please let us know if you are interested
in helping by sending your information
to bobrowski@commercialcollector.com no
later than Nov. 15.
continued from page 3
c. I t builds stronger, more lasting
relationships based on reciprocity.
Loss of Control
Some U.S. agencies shy away from
international work because of the fear
of losing managerial control. The reality
is that a selected network partner must
be prepared to maintain the same
standards of responsibility you are
expected to deliver to meet your client’s
expectations.
Handling Inbound Claims
Requires Flexibility
Foreign clients or network partners
will tend to prefer U.S. agencies, which
are flexible on rate structures, both prelegal and after referral to an attorney.
Examples:
• European creditors and agencies
usually balk at the normal U.S.
commission rate structure:
»» 25 percent at first placement.
»» Adjusted to 28 percent on referral
to attorney.
»» Adjusted to 30 percent after suit
commences.
• Such foreign agencies simply do not
have that kind of margin to work
with.
• Foreign creditors and agencies are more
likely to accept a prefixed attorney suit
continued on page 9
4
Renewal Reminder:
Don’t Be the Last One!
Member
Report
T
We would like to give a special thanks to
those members who were first in line to renew
their memberships. They are:
New Affiliate
Member:
Agency:
• Grant Mercantile Agency
Oakhurst, Calif.
• Cedar Financial
Calabasas, Calif.
• Delta Management Group
Saint Paul, Minn.
New Agency Members:
he IACC new year has begun, and we
feel as though we’re missing something…
you! If you haven’t yet renewed your IACC
membership for the 2013/14 year, there is still
time. Please take a few minutes to complete
all the information requested on the renewal
form and send it back to IACC with your dues
payment for 2013/14.
If you have any questions, or to request
another copy of your dues statement, please
e-mail iacc@commercialcollector.com or call
(952) 925-0760.
Thank you!
Associate:
• David I. Shorr, Attorney at Law
Framingham, Mass.
• The Mendelson Law Firm
Memphis, Tenn.
• McDowell, Rice, Smith & Buchanan
Kansas City, Mo.
Law List:
• The Forwarders List of Attorneys
Princeton, N.J.
Affiliate:
• Global Connect
Mays Landing, N.J.
United Field Chase
Boca Raton, Fla.
Carter-Young Inc.
Conyers, Ga.
Barnaby & Wolfe Inc.
Principals: Joe Noland,
Matt Turner
Grapevine, Texas
Chastagnaret-Roguet
Lyon, France
New Associate
Members:
Hammerman & Hultgren, P.C.
Attorney: Stanley Hammerman
Phoenix, Ariz.
Silverman/Borenstein PLLC
Englewood, Colo.
Richard G. Hill, Ltd.
Reno, Nev.
Keifer Law Firm
Attorneys: Richard Keifer, III,
David Schattenstein
Kingston, Pa.
New Certified
Collectors:
Paula Dye
TransCredit Inc.
Jacksonville, Fla.
New IACC Certified Agency
O
n Aug. 16, 2013, ABC–Amega of
Buffalo, N.Y., was approved as an
IACC Certified Agency. Congratulations to
Robert Tharnish and his company!
The IACC Certified Commercial
Collection Agency program demonstrates
an IACC member agency’s professionalism
and devotion to providing quality collection
services. Agency applicants are required to
submit a variety of information throughout
the rigorous application process, which is
reviewed and evaluated by an independent
auditor hired by IACC to assess the agency’s
qualifications.
IACC certification gives an agency a
unique mark of distinction in a highly
Arnie Bernstein
Credit Decisions International
Ltd.
Elk Grove Village, Ill.
Alan Nadler
Jeanne Noel
Coface Collections North
America
Kenner, La.
Gary Erickson
Evans & Green LLP
Springfield, Mo.
competitive market. There are currently
16 IACC certified agencies.
Learn how your agency can join the
ranks of IACC Certified Agencies by
visiting www.commercialcollector.com or
calling (800) 859-9526.
Frank Vanhorn
Barnaby & Wolfe Inc.
Grapevine, Texas
For more information on the
IACC Certified Commercial
Collector Program, visit the
IACC website at http://www.
commercialcollector.com and
click on “Certification.”
5
o
think
International Association of
Commercial Collectors
43rd Annual Convention
utside
the
sandbox
Jan. 15-17, 2014 – Miami Beach, Fla.
Eden Roc Miami Beach Hotel
Get those ideas flowing for IACC’s Annual
Convention. This three-day convention, which
is full of valuable education and priceless
networking opportunities, is one not to be
missed. Connect with your creativity! Put the
dates on your calendar now and be ready to
register for an event like no other.
Registration information coming soon!
For more information about
IACC’s Annual Convention, watch
www.commercialcollector.com for updates.
Dates to Remember:
Early registration deadline: Dec. 6, 2013
Hotel reservation deadline: Dec. 23, 2013,
at 6:00 p.m. hotel local time
Sponsorship Opportunities
Interested in becoming a sponsor?
Contact Amy Thompson at
thompson@commercialcollector.com.
Member News
M
ember News is a small feature
section where members can
share their accomplishments, awards,
promotions, etc. If you have a story you
would like to share, please submit it to
IACC at iacc@commercialcollector.com.
Please limit the submission to 100 words
or less. Note: All submissions are subject
to approval by IACC staff.
The Law Offices of Martin F.
Goldman of Los Angeles are pleased to
announce that for the 7th consecutive
year, Martin F. Goldman has been
selected for the Southern California
Super Lawyers list, 2014 Edition.
Super Lawyers must have
demonstrated excellence in the practice of
law. Being named to the list is an honor
limited to no more than 5 percent
of the attorneys practicing in
each state. Super Lawyers
recognize attorneys who
have distinguished
themselves in their
legal practice. The
selection process is rigorous
and results in third-party
validation of the professional
accomplishments of the recipients.
The Law Offices of Martin Goldman
emphasize the practice of commercial
collection in the greater metropolitan Los
Angeles area. Goldman and his firm are
unique among the Super Lawyers, who
are generally representatives of larger and
more corporate law firms.
Collector Recertification Online SeminarS
Cybertracking in the 21st Century
Thursday, Oct. 10, 2013 – 11:00 a.m. – 12:30 p.m. CST
Investment: $30 members/$50 nonmembers
I
n order for professional cybertrackers, skiptracers and debt collectors to locate debtors and assets, they must possess a
thorough and complete knowledge of the latest technology, skiptracing tools and other communication equipment.
They should also know the most current sources of data storage, and the laws that protect electronically
stored personal data.
Join Ron L. Brown, co-author of Manhunt: The Book, as he shares information on
the current data sources, social network sites, data brokers and links that will help
you succeed where others have failed. You won’t want to miss this educational,
enlightening and entertaining presentation.
Topics to be covered include:
• The traits and tools of a professional cybertracker.
• The advantages and pitfalls of cybertracking.
• The areas where cybertracks are left.
• Free links to hundreds of resources for skiptracing.
• Twenty-two of the top data sites used by collection professionals.
• How to legally get the most useful information from social
networking sites.
• How to skiptrace in compliance with state and federal laws
and guidelines.
To register, visit the IACC website
at www.commercialcollector.com.
7
Directory of Associate Members
W
hen forwarding accounts, please use IACC’s associate members! Remember to let associate members know you are forwarding
to them because they are IACC members so they will see the value in their membership. To find complete contact information
for each of these members, please visit the IACC website at http://www.commercialcollector.com and click on the “Find an IACC Member”
button located on the top right of the home page.
When forwarding to associate member law firms, we recommend that you designate IACC and a law list in your forwarding letter and
notify the law list designated. These actions will ensure your account is covered by the law list’s bond and will let the associate member
know it is coming from a fellow IACC member.
If you have any questions, please do not hesitate to contact the IACC staff at (952) 925-0760 or iacc@commercialcollector.com.
LAW LIST MEMBERS
American Lawyers Quarterly
Cleveland
Clearing House Quarterly
Gainesville, Fla.
General Bar Law Directory
Cleveland
Lawyers Referral Directory
Cleveland
The Columbia Law List
Boca Raton, Fla.
The Commercial Bar
Easton, Md.
The Forwarders List of Attorneys
Princeton, N.J.
The National List of Attorneys
Bismarck, N.D.
Missouri
McDowell, Rice, Smith & Buchanan
Mendelson Law Group
Dennis A. Brebner & Associates
Colorado
Girsh and Rottman, P.C.
Indiana
Pfenninger & Associates
Vinci Law Office
Rubin & Levin, P.C.
Evans & Green LLP
Indianapolis
Springfield
Silverman/Borenstein PLLC
Genetos Retson & Yoon LLP
Nebraska
Cada, Cada, Hoffman, & Jewson
Miller & Cohen, P.C.
Krisor & Associates
Connecticut
Drapp & Jaumann, LLC
Iowa
Litow & Pech, P.C.
Jacobs & Rozich, LLC
Kentucky
Fowler Bell PLLC
Woodland Hills
Denver
Denver
Englewood
Longmont
Bridgeport
New Haven
Waukegan
Indianapolis
Merrillville
South Bend
Cedar Rapids
Kansas City
Gamache & Myers, P.C.
Saint Louis
Lincoln
Nevada
Hayes and Welsh
Henderson
Dubowsky Law Office
Las Vegas
Richard G. Hill, Ltd.
Reno
Katonah, N.Y.
Florida
Rosenfeld Stein Batta, P.A.
Lexington
Lloyd & McDaniel, P.L.C.
ASSOCIATE MEMBERS
New Jersey
Morgan, Bornstein & Morgan
Yates & Schiller, P.A.
Louisiana
Levin Law Offices
Wright Holmes Law List
Aventura
Alabama
Cloud & Tidwell, LLC
Boca Raton
Zarzaur & Schwartz, P.C.
Sprechman & Associates
The Pappanastos Law Firm, P.C.
Talianoff Rubin & Rubin, P.A.
Arizona
Hammerman & Hultgren, P.C.
Gruman Worldwide Ltd.
Birmingham
Birmingham
Montgomery
Law Offices of Paul M. Kade
Miami
Miami
Miami
Tampa
Phoenix
Mader Law Group
California
Law Offices of T. Britt Rudman
Marcadis Singer PA
Beverly Hills
Hinsdale Law Firm
Burlingame
Law Offices of Martin F. Goldman
Encino
Alan L. Brodkin & Associates
Irvine
Barry S Jorgensen Law Office
Newhall
The Guerrini Law Firm
Pasadena
Law Offices of Gary A. Bemis
Riverside
Tampa
Tampa
Georgia
Gonzalez Saggio & Harlan LLP
Atlanta
Lazega & Johanson, LLC
Atlanta
Stokes, Lazarus & Carmichael LLP
Atlanta
Illinois
Abrams & Abrams, P.C.
Chicago
Marc S. Lichtman & Associates, Ltd.
Chicago
Glassberg, Pollak & Associates
Spilotro Law Group LLC
Sweet & Walker, A Professional
Corporation
Teller, Levit & Silvertrust, P.C.
San Francisco
San Francisco
The Law Offices of Jacqueline N. Anker
Santa Barbara
Chicago
Chicago
William G. Schur, Attorney At Law
Chicago
Louisville
Cherry Hill
Bressler-Duyk Law Firm
Metairie
Edison
Maryland
Law Offices of Kind & Dashoff
Manasquan
Baltimore
Weinstock, Friedman & Friedman,
P.A.
Baltimore
Business & Technology Law Group
Law Offices of Kathleen R. Wall
Fein, Such, Kahn & Shepard, P.C.
Parsippany
The Saldana Law Firm
Princeton
Nudelman, Klemm & Golub, PC
Columbia
Roseland
Massachusetts
John Postl, P.C.
Wyckoff
Boston
David I. Shorr, Attorney At Law
Framingham
Cohn & Dussi, LLC
Woburn
Michigan
Muller, Muller, Richmond, Harms,
Myers P.C.
Birmingham
Stillman Law Office
Farmington
Roosen, Varchetti & Olivier, PLLC
Mount Clemens
Law Offices of Joseph A. Molinaro,
L.L.C.
New York
Marinstein & Marinstein, Esqs.,
PLLC
Albany
Roe Taroff Taitz & Portman, LLP.
Bohemia
Heitner & Breitstein
Brooklyn
Meyers, Saxon & Cole
Brooklyn
Smith, Carroad, Levy & Wan
Commack
Stein & Stein
Minnesota
Gurstel Chargo, PA
Haverstraw
Minneapolis
Mineola
Wagner, Falconer & Judd, LTD.
Anes, Leventhal & Snyder, PLLC
Minneapolis
Gutman & Gutman LLP
Nesconset
continued on page 9
8
Directory of Associate Members
continued from page 8
The Terkell Law Firm, P.C.
Law Offices of Robert Prince, P.C.
Frank, Frank, Goldstein & Nager
P.C.
Amato Keating and Lessa, P.C.
New City
New York
Kazlow & Kazlow
New York
Relin, Goldstein & Crane, LLP
Rochester
Borges & Associates, LLC
Syosset
Murray S. Lubitz
White Plains
North Carolina
Smith Debnam Narron Drake
Saintsing & Myers, L.L.P.
Raleigh
The Sigmon Law Firm, P.A.
Raleigh
Ohio
Kevin L. String Co., L.P.A.
Chagrin Falls
Immerman & Tobin Co., L.P.A.
Cincinnati
Slovin & Associates Co., LPA
Cincinnati
Thomas & Thomas Attorneys
Cincinnati
Alvin I. Gilmore, Attorney At Law
Cleveland
Weltman, Weinberg & Reis Co., LPA
Cleveland
Ziegler Metzger LLP
Cleveland
Isaac Wiles Burkholder & Teetor
LLC
Columbus
Pennsylvania
Morris & Adelman, P.C.
Bala Cynwyd
Gordon & Weinberg, P.C.
Philadelphia
Washington
Stephen A. Bernheim, Attorney At
Law
Pittsburgh
Edmonds
Bernstein-Burkley, P.C.
Wisconsin
Murphy Desmond S.C.
Pittsburgh
Burton Neil & Associates P.C.
West Chester
Madison
Kohner, Mann & Kailas, S.C.
Milwaukee
Keifer Law Firm
Wilkes Barre
Tennessee
The Mendelson Law Firm
Memphis
John B. Ingleson, Attorney At Law
Murfreesboro
Law Offices of Barry Gammons
Nashville
Texas
Barnett and Garcia, PLLC
Austin
Harrell Pailet & Associates, P.C.
international
Belgium
Collection Attorneys Europe
Antwerpen
Lombardi Advogados
Sao Paulo
Canada
Franklin & Franklin
Jameson & Dunagan, P.C.
Ecuador
Bermeo & Bermeo Law Firm
Houston
Totz, Ellison & Totz, P.C.
Houston
Quito, 17-12-881
India
Sumesh Dhawan
New Delhi
Guest & Associates
Hoffmeyer & Grass, Inc.
Israel
Gideon Koren & Co.
Louis A. LeLaurin, III, P.C.
Isaac Eilat Law Offices
San Antonio
Tel Aviv
Utah
Elggren & Peterson, P.C.
Italy
Studio Legale Mannari
Sandy
Florence
Virginia
Hart, Calley, Gibbs & Karp, P.C.
Netherlands
Bierens Collection Attorneys
Irving
Mesquite
Luray
Conshohocken
How to Develop and Manage International Sales
The Pie is Huge
Taking your company international can
bring great rewards. In 2009, more than
269,000 U.S. SMEs exported $1.2 trillion.
Like every business venture, there are risks
and challenges, but these can be regularized
and sustained. International sales will add
material value to your business. Whether
Veghel
Istanbul
Philadelphia
fee, plus court costs, rather than an escalation
in commission rate.
Rehovot
Turkey
Antroya Law Office
Jeffrey S. Wilson, Attorney At Law
Scope Editor
Sara Bobrowski
Design Manager
Darla Rehorst
Sao Paulo
Montreal
Marvin S. Greenfield PC
Executive Director
Tammy Schoenberg
Brazil
Aronis Law Office
Dallas
Dallas
IACC STAFF
continued from page 4
Scope is a bi-monthly
newsletter available to
members of IACC. IACC
is located at 4040 W. 70th
St., Minneapolis, MN
55435. You may contact the
IACC office at (952) 9250760 or via e-mail at iacc@
commercialcollector.com.
This information is not
intended as legal advice and
may not be used as legal
advice. It should not be
used to replace the advice of
your own legal counsel. Any
information contained in this
material is based on current
research into the issues and
on the specific facts involved
herein.
©2013 International
Association of Commercial
Collectors, Inc.
All Rights Reserved.
your commitment is limited or full, the
revenue potential is attractive once the
volume is maintained. If you miss the bus on
international sales, someone else will catch it!
Albert V. Knowles is an agency member and
currently serves on the IACC Board of Directors.
If you’d like to submit an article in Scope for
publication, contact Sara Bobrowski at iacc@
commercialcollector.com.
9