Q: I am a Pakistan-based exporter of industrial work gloves, marble tiles, and marble handicrafts. I am interested in seeking partners or commission agents in the U.S. who can market my products and promote my business. Could you advise me how I would go about seeking such people?
--H.K., Pakistan

A: The Internet is a hotbed of international trading opportunities. And searching on such words as associations, U.S. exporting, and importing will turn up thousands of matches that can show you what other international exporters are doing and can provide leads for potential U.S. partners. Many of the sites you find will include links to international trade groups from various countries, industries, and regions. Also listed will be links to customs brokers, international trade attorneys, consultants, and other business services.

A couple of places to start: A European Union Web page (www.eurunion.org/infores/business/private.htm) lists the names, addresses, and telephone numbers of U.S. private-sector organizations geared toward helping importers and exporters. A British organization called "The Biz" has a Web page (www.thebiz.co.uk/salimp.htm) that lists export/import links by country and region.

Another angle worth exploring is the industry-specific trade association for your products. In the U.S., nearly every industry has at least one trade organization that exists -- at least in part -- to make business referrals for its members. Many of them will have lists of representatives and distributors that should prove helpful. Scout for marble industry associations on the Web, and look for U.S. marble importers and distributors who you can approach with your products.

Also, go to your trade rep in the U.S. Farrukh Qayyum, trade minister at the Pakistani Embassy in Washington, D.C., says he makes introductions for his countrymen to U.S. importers and distribution agencies. Send him a fax describing your products at 202 939-6587.

Unfortunately, import/export associations in the U.S. exist primarily to assist American-member companies with trade regulations and international sales, says Gene Milosh, president of the American Association of Exporters & Importers, a nonprofit lobbying organization in New York. These groups do not help foreign exporters find U.S. contacts. But, he suggests, you might garner some leads from the database of importers maintained by the Commerce Dept. in Washington, D.C.

Another option: state organizations that will do "marriage brokering" between importers in their area and foreign suppliers. In California, for example, the Centers for International Trade Development works with would-be exporters to match them up with regional businesspeople. Gene Bohatch, director of the CITD, says overseas suppliers regularly contact him to pitch their products, and he looks for clients in his database that might be interested in those products or services. Many other state organizations are listed on the Internet that may have similar networking services. CITD's Web site is at www.discover.net/~trading, or you can E-mail Bohatch at trading@discover.net.

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