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1. Secure start-up funds for the export broker business. The initial funds will go toward purchase of office equipment and furniture, as well as for industry training. Computer, printer, fax and Internet services are needed. Obtain industry training through a certification program such as that which is provided by the National Customs Brokers & Forwarders Association of America, Inc. (NCBFAA). The NCBFAA's four-day on-site certification program or eight-week correspondence course will provide essential knowledge on up-to-date export trade and transportation practices, as well as relevant regulations.
2. Find customers among exporters or importers. Prior contacts in international business circles may serve as a source for future clients. Join industry organizations such the International Trade & Customs Brokers Association (ITCBA) to attend meetings for networking within the industry. Register the business with local and international business organizations and chambers of commerce. Brokering in a particular area, such as wheat exports, will offer opportunities for niche marketing efforts.
3. Conduct research on the specific export product area and market. This will include attending seminars and reading trade books and magazines on the export product, the required import/export license or consular documentation, and the international transporters. Substantial know-how can be gained if the export broker can travel a frequently used trade route for a product at least once to better understand all the transportation issues and players.
4. Hire a professional Web site developer to set up the export broker's Web site. The Web site interface should attract domestic exporters and foreign importers interested in satisfying export-import transportation needs. Include search-engine-optimized (SEO) articles and blogs to attract businesses searching for export brokers. Google for advertisers is available for targeted Internet advertising. Also, obtain directories of U.S. manufacturers and develop a focused direct mail campaign that includes follow-ups calls.