Avionics News May 2013 - 54

GOING GLOBAL

Continued from page 53

► Is it a difficult process to begin selling

goods and services internationally?
Why or why not?

Baxter: Not necessarily; it’s all about structure. OEMs

should look at a distributor/dealer-style of structure for
new and used equipment. This arrangement provides for
the most control over their product integrity. Suppliers
of used equipment are best to market through a member
shop. While you can sell the box yourself, it is the incountry, local shops that have to install and maintain it.
Most shops will be wary of unknown product origin and
consider it a threat to their business to install someone
else’s product when they themselves have made no
commission on the sale, yet they take over the full
responsibility of the product.
A used equipment supplier selling to many shops in a
single country should appoint one of those shops to be
their warranty repair facility for all of their in-country
product. Freight costs and turnaround times to return
equipment overseas for warranty repair will quickly erode
any profit and disappoint the customer who could be
without a serviceable aircraft while the equipment is being
shipped around the world.

Redak: Buying or selling goods in foreign countries is
always a challenge. Reasons include exchange rates,
different legal systems, export and/or import restrictions,
legal obligations when signing a service or representative
contract with a major OEM, and the legal implications of
working in foreign states, including interfering with the
interest of local representatives of labor force.

► What basic rules and regulations should

individuals or companies consider?

Baxter: Most countries, under their own aviation

regulations, require some sort of document that attests
to the condition of the goods and provides traceability.
In Australia, we accept FAA 8130 or equivalent. OEMs
have rules regarding what their dealers can and cannot
do. Obey these rules, and don’t sell OEM product into
another country in competition with their local OEMapproved dealers.
Redak: Make sure you understand the local legal
54

avionics news

•

may

2013

consequences of your contract or service you are
providing. Apply your local regulation rather than foreign
regulation, and consult a legal adviser before signing
contracts identifying work you do under a foreign law.
Be aware that a foreign organization may also have
foreign ways to pay invoices. The culture of paying
invoices may be different there. Make sure you get
your invoices settled before you start, or make sure you
have sufficiently good guarantees that you will get your
service paid. Make sure you have information about your
customer, such as financial status, the probability all
invoices will be paid and what measures you have if he or
she does not pay.
Carr: From a modification or maintenance certification
perspective, before entering into a contract for foreign
work, make sure you fully understand the regulatory
environment in the foreign country.

► What common pitfalls should

businesses avoid?

Baxter: Sending goods prior to payment. If payment
is not expected to be received before shipment,
then a proper financial check and solid contractual
arrangements should be made and established prior to
undertaking any transaction.
Beware of the cons. Here’s how one might work. You
receive an email from an overseas person who tells you
how big his business is and he has the potential to sell
a large amount of product that he wants you to supply.
The amount he is requiring is by far the largest deal you
have ever done, so you’re eager to generate that sort
of income. After a few more emails that generate some
sort of trust, he tells you his customer requires a sample
urgently or we will all miss the huge sale. You ship the
goods, many thousands of dollars worth, and then send
the invoice. No reply, the emails start bouncing and you
have no recourse to get your goods back.
Also, ensure the product fits the market. For example,
don’t sell a GPS with a North American database into
Australia; it won’t work.
Redak: In general, there are two issues. First, spending
time and work without being paid; and second, working in
an unknown legal environment. That means not knowing
what the local regulation is like and whether or not you
are working within the local legal framework. This is
of utmost importance if you provide the service at the
location of the client.



Avionics News May 2013

Table of Contents for the Digital Edition of Avionics News May 2013

Point of Communication
AEA now
The View from Washington
International News and Regulatory Updates
Beltway Briefing
Power Redundancy in the Age of Digital Cockpits
Member Profile
Capital Quest
Avionics News Through the Years
Equipping for International Operations
A Conversation With...
Member Profile
What is Australia Waiting For?
AEAviators
Going Global
Business Basics
The History of Avionics
Meet the AEA Board of Directors
A Real-Time Look at Airborne Weather Radar
Aviation Aces
Legal Ease
What's New
Marketplace Classifieds
Avionics News May 2013 - Intro
Avionics News May 2013 - Cover1
Avionics News May 2013 - Cover2
Avionics News May 2013 - 1
Avionics News May 2013 - 2
Avionics News May 2013 - 3
Avionics News May 2013 - Point of Communication
Avionics News May 2013 - 5
Avionics News May 2013 - AEA now
Avionics News May 2013 - 7
Avionics News May 2013 - 8
Avionics News May 2013 - 9
Avionics News May 2013 - 10
Avionics News May 2013 - 11
Avionics News May 2013 - 12
Avionics News May 2013 - 13
Avionics News May 2013 - The View from Washington
Avionics News May 2013 - 15
Avionics News May 2013 - International News and Regulatory Updates
Avionics News May 2013 - 17
Avionics News May 2013 - 18
Avionics News May 2013 - Beltway Briefing
Avionics News May 2013 - Power Redundancy in the Age of Digital Cockpits
Avionics News May 2013 - 21
Avionics News May 2013 - 22
Avionics News May 2013 - 23
Avionics News May 2013 - Member Profile
Avionics News May 2013 - 25
Avionics News May 2013 - 26
Avionics News May 2013 - 27
Avionics News May 2013 - Capital Quest
Avionics News May 2013 - 29
Avionics News May 2013 - 30
Avionics News May 2013 - 31
Avionics News May 2013 - Avionics News Through the Years
Avionics News May 2013 - 33
Avionics News May 2013 - Equipping for International Operations
Avionics News May 2013 - 35
Avionics News May 2013 - 36
Avionics News May 2013 - 37
Avionics News May 2013 - 38
Avionics News May 2013 - 39
Avionics News May 2013 - A Conversation With...
Avionics News May 2013 - 41
Avionics News May 2013 - Member Profile
Avionics News May 2013 - 43
Avionics News May 2013 - 44
Avionics News May 2013 - 45
Avionics News May 2013 - What is Australia Waiting For?
Avionics News May 2013 - 47
Avionics News May 2013 - 48
Avionics News May 2013 - 49
Avionics News May 2013 - AEAviators
Avionics News May 2013 - 51
Avionics News May 2013 - Going Global
Avionics News May 2013 - 53
Avionics News May 2013 - 54
Avionics News May 2013 - 55
Avionics News May 2013 - Business Basics
Avionics News May 2013 - 57
Avionics News May 2013 - 58
Avionics News May 2013 - 59
Avionics News May 2013 - The History of Avionics
Avionics News May 2013 - 61
Avionics News May 2013 - 62
Avionics News May 2013 - 63
Avionics News May 2013 - Meet the AEA Board of Directors
Avionics News May 2013 - 65
Avionics News May 2013 - 66
Avionics News May 2013 - 67
Avionics News May 2013 - A Real-Time Look at Airborne Weather Radar
Avionics News May 2013 - 69
Avionics News May 2013 - 70
Avionics News May 2013 - 71
Avionics News May 2013 - 72
Avionics News May 2013 - 73
Avionics News May 2013 - Aviation Aces
Avionics News May 2013 - 75
Avionics News May 2013 - Legal Ease
Avionics News May 2013 - 77
Avionics News May 2013 - What's New
Avionics News May 2013 - 79
Avionics News May 2013 - 80
Avionics News May 2013 - 81
Avionics News May 2013 - Marketplace Classifieds
Avionics News May 2013 - 83
Avionics News May 2013 - 84
Avionics News May 2013 - Cover3
Avionics News May 2013 - Cover4
https://www.nxtbook.com/allen/avne/60-10
https://www.nxtbook.com/allen/avne/60-9
https://www.nxtbook.com/allen/avne/60-8
https://www.nxtbook.com/allen/avne/60-7
https://www.nxtbook.com/allen/avne/60-6
https://www.nxtbook.com/allen/avne/60-5
https://www.nxtbook.com/allen/avne/60-4
https://www.nxtbook.com/allen/avne/60-3
https://www.nxtbook.com/allen/avne/60-2
https://www.nxtbook.com/allen/avne/60-1
https://www.nxtbook.com/allen/avne/59-12
https://www.nxtbook.com/allen/avne/59-11
https://www.nxtbook.com/allen/avne/59-10
https://www.nxtbook.com/allen/avne/59-9
https://www.nxtbook.com/allen/avne/59-8
https://www.nxtbook.com/allen/avne/59-7
https://www.nxtbook.com/allen/avne/59-6
https://www.nxtbook.com/allen/avne/59-5
https://www.nxtbook.com/allen/avne/59-4
https://www.nxtbook.com/allen/avne/59-3
https://www.nxtbook.com/allen/avne/59-2
https://www.nxtbook.com/allen/avne/59-1
http://www.brightcopy.net/allen/avne/58-12
http://www.brightcopy.net/allen/avne/58-11
http://www.brightcopy.net/allen/avne/58-10
http://www.brightcopy.net/allen/avne/58-9
http://www.brightcopy.net/allen/avne/58-8
http://www.brightcopy.net/allen/avne/58-7
http://www.brightcopy.net/allen/avne/58-6
http://www.brightcopy.net/allen/avne/58-5
http://www.brightcopy.net/allen/avne/58-4
http://www.brightcopy.net/allen/avne/58-3
http://www.brightcopy.net/allen/avne/58-2
http://www.brightcopy.net/allen/avne/58-1
http://www.brightcopy.net/allen/avne/57-12
http://www.brightcopy.net/allen/avne/57-11
http://www.brightcopy.net/allen/avne/57-10
http://www.brightcopy.net/allen/avne/57-9
http://www.brightcopy.net/allen/avne/57-8
http://www.brightcopy.net/allen/avne/57-7
http://www.brightcopy.net/allen/avne/57-6
http://www.brightcopy.net/allen/avne/57-5
http://www.brightcopy.net/allen/avne/57-4
http://www.brightcopy.net/allen/avne/57-3
http://www.brightcopy.net/allen/avne/57-2
http://www.brightcopy.net/allen/avne/57-1
http://www.brightcopy.net/allen/avne/56-12
http://www.brightcopy.net/allen/avne/56-11
http://www.brightcopy.net/allen/avne/56-10
http://www.brightcopy.net/allen/avne/56-9
http://www.brightcopy.net/allen/avne/56-8
http://www.brightcopy.net/allen/avne/56-7
http://www.brightcopy.net/allen/avne/56-6
http://www.brightcopy.net/allen/avne/56-5
http://www.brightcopy.net/allen/avne/56-4
http://www.brightcopy.net/allen/avne/56-3
http://www.brightcopy.net/allen/avne/56-2
http://www.brightcopy.net/allen/avne/56-1
http://www.brightcopy.net/allen/avne/55-12
http://www.brightcopy.net/allen/avne/55-11
http://www.brightcopy.net/allen/avne/55-10
http://www.brightcopy.net/allen/avne/55-9
http://www.brightcopy.net/allen/avne/55-8
http://www.brightcopy.net/allen/avne/55-7
http://www.brightcopy.net/allen/avne/55-6
http://www.brightcopy.net/allen/avne/55-5
http://www.brightcopy.net/allen/avne/55-4
http://www.brightcopy.net/allen/avne/55-3
http://www.brightcopy.net/allen/avne/55-02
http://www.brightcopy.net/allen/avne/55-01
http://www.brightcopy.net/allen/avne/54-12
http://www.brightcopy.net/allen/avne/54-11
http://www.brightcopy.net/allen/avne/54-10
http://www.brightcopy.net/allen/avne/54-9
http://www.brightcopy.net/allen/avne/54-8
http://www.brightcopy.net/allen/avne/54-7
http://www.brightcopy.net/allen/avne/54-6
http://www.brightcopy.net/allen/avne/54-5
http://www.brightcopy.net/allen/avne/54-4
http://www.brightcopy.net/allen/avne/54-3
http://www.brightcopy.net/allen/avne/54-2
http://www.brightcopy.net/allen/avne/54-1
http://www.brightcopy.net/allen/avne/53-12
http://www.brightcopy.net/allen/avne/53-11
http://www.brightcopy.net/allen/avne/53-10
http://www.brightcopy.net/allen/avne/53-9
http://www.brightcopy.net/allen/avne/53-8
http://www.brightcopy.net/allen/avne/53-7
http://www.brightcopy.net/allen/avne/53-6
http://www.brightcopy.net/allen/avne/53-5
http://www.brightcopy.net/allen/avne/53-4
http://www.brightcopy.net/allen/avne/53-3
http://www.brightcopy.net/allen/avne/53-2
http://www.brightcopy.net/allen/avne/53-1
http://www.brightcopy.net/allen/avne/52-12
http://www.brightcopy.net/allen/avne/52-11
http://www.brightcopy.net/allen/avne/52-10
http://www.brightcopy.net/allen/avne/52-9
http://www.brightcopy.net/allen/avne/52-8
https://www.nxtbook.com/allen/avne/52-7
https://www.nxtbook.com/allen/avne/52-6
https://www.nxtbook.com/allen/avne/52-5
https://www.nxtbook.com/allen/avne/52-4
https://www.nxtbook.com/allen/avne/52-3
https://www.nxtbook.com/allen/avne/52-2
https://www.nxtbook.com/allen/avne/52-1
https://www.nxtbook.com/allen/avne/51-12
https://www.nxtbook.com/allen/avne/51-11
https://www.nxtbook.com/allen/avne/51-10
https://www.nxtbook.com/allen/avne/51-9
https://www.nxtbook.com/allen/avne/51-8
https://www.nxtbook.com/allen/avne/51-7
https://www.nxtbook.com/allen/avne/51-6
https://www.nxtbook.com/allen/avne/51-5
https://www.nxtbook.com/allen/avne/51-4
https://www.nxtbook.com/allen/avne/51-3
https://www.nxtbook.com/allen/avne/51-2
https://www.nxtbook.com/allen/avne/51-1
https://www.nxtbook.com/allen/avne/50-12
https://www.nxtbook.com/allen/avne/50-11
https://www.nxtbook.com/allen/avne/50-10
https://www.nxtbook.com/allen/avne/50-9
https://www.nxtbook.com/allen/avne/50-8
https://www.nxtbook.com/allen/avne/50-7
https://www.nxtbook.com/allen/avne/50-6
https://www.nxtbook.com/allen/avne/50-5
https://www.nxtbook.com/allen/avne/50-4
https://www.nxtbook.com/allen/avne/50-3
https://www.nxtbook.com/allen/avne/50-2
https://www.nxtbook.com/allen/avne/50-1
https://www.nxtbook.com/allen/avne/49-12
https://www.nxtbook.com/allen/avne/49-11
https://www.nxtbook.com/allen/avne/49-10
https://www.nxtbook.com/allen/avne/49-9
https://www.nxtbook.com/allen/avne/49-8
https://www.nxtbook.com/allen/avne/49-7
https://www.nxtbook.com/allen/avne/49-6
https://www.nxtbook.com/allen/avne/49-5
https://www.nxtbook.com/allen/avne/49-4
https://www.nxtbook.com/allen/avne/49-3
https://www.nxtbook.com/allen/avne/49-2
https://www.nxtbook.com/allen/avne/49-1
https://www.nxtbook.com/allen/avne/48-12
https://www.nxtbook.com/allen/avne/48-11
https://www.nxtbookmedia.com