Ready to expand overseas? Here's a guide to the resources that can help you get started.

Peter Van Wolvelaerd, Scottsdale
My company has been doing business with the U.S. government, and we have been awarded some new business, in no small measure because of our service-disabled veteran-owned status. We have located business opportunities in Europe with the U.S. government and are trying to partner with a European company. Because we don’t have assets abroad it is very important we work with a local partner. My question is, what are the rules that the U.S. government has for companies when they partner with others? All of our local assets will have to come from our European partner.

By Kathleen Ryan O'Connor, CNNMoney.com contributing writer
Now that business can be done almost as easily in Dubai as in Dubuque, even small U.S. companies are looking abroad for the next great business opportunity. But how do you go about finding a good international partner? It's all too easy to get caught up in scams and cultural snafus.

Step one: Don't fly blind, says Todd Recknagel, president and CEO of Mr. Handyman International. His company launched in the U.S. in 2001 and has expanded into Canada, the United Kingdom, Ireland, China, Japan and Portugal.

"We work with U.S. Commerce Department's Gold Key program," Recknagel says. That program uses the government's offices overseas to help U.S. businesses find suitable international business partners. Potential partners are pre-screened, a huge leg up for any company – and one that helps weed out scammers.

It's formally called the Gold Key Matching Service, and details about it can be found on its Web site or by calling 1-800-USA-TRADE. The program's network of export and industry specialists are available in more than 100 U.S. cities and 80 countries worldwide to counsel small and midsized U.S. businesses on how to successfully export their products and services. The Commerce Department also offers a Platinum Key service that allows U.S. companies to take advantage of longer-term, more customized assistance.

International corporate attorney Richard Jacobson, of the Tampa law firm Fowler White Boggs Banker, also recommends the services offered by the U.S. Commerce Department. The government charges for its services, usually several thousand dollars or more, but for "the first time exporter, it can be very useful," Jacobson says.

It's also smart to connect with local chambers of commerce in your target country. "In Moscow, the Russian-American Chamber of Commerce is a huge organization, which is good for the language issue," Jacobson says. "You will find someone who will speak English or an American."

As for what not to do: "Say I want to sell widgets to country X and I meet someone," Jacobson says. "They might say, 'call my brother-in-law.' I'm skeptical of those. I'd much rather get a referral. That person may be the best for you, but what are the odds of that?"

As you find local partners, be prepared to be flexible in how you conduct your business. Let the locals be your experts, advises Jim Cornish. He's the co-founder and managing director of Ecowash Mobile, a waterless car wash service that launched in Australia in 2004 and now operates in 12 countries, including the United States. Like Mr. Handyman International, Ecowash Mobile uses a master franchise model that allows for local control.

"There are nuances you can only pick up if you've lived there for a while," Cornish says.

Of course, all the reputable connections you can build overseas won't do much if your underlying business plan isn't sound.

"One of the assessments we did even when the economy was rip-roaring was, what are the fundamentals we can do better here?" Recknagel says of Mr. Handyman's domestic operations.

Overseas expansion is a significant undertaking, one that may not be worth it until you've tapped out all your local growth opportunities. "It's a lot of time, money, investment, and sort of chasing your tail, even, when expanding overseas," Recknagel says.

As for rules about what you can or can't sell, the federal government has export regulations, but for the most part, if what you are selling is legal and within that scope, you should be able to go about finding an international partner without interference.

But be sure to pay your taxes. There's a "cocktail party notion" that if you sell your widgets overseas, you can somehow avoid taxes, attorney Jacobson says. He strongly advises against trying to game the system: "Number one, it's tax fraud, and the IRS rules have been all over that maybe since John Kennedy was president. Tax law is all over that, and it's pretty clear."

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Our Caribbean experts weigh in on which island is best for an expat's bar biz.

Edd, Philadelphia, Pa.
I'm interested in starting a bar or café somewhere in the Caribbean. I have around $400,000 in startup capital and 20 years of experience managing restaurants. I am trying to find the best and easiest island on which to start my business.

By Blake Ellis, Fortune Small Business contributor
We set out to find the best locales in the Caribbean for entrepreneurs, and found a wealth of options for you.

Nerissa Golden, an entrepreneur and host of the annual Caribbean Young Entrepreneurs Symposium says that if you're looking to make an investment of more than $100,000, the best option for you is to become a naturalized citizen before establishing a company, because being a citizen will make the process much easier. Some countries, such as Saint Kitts and Nevis, offer "investment programs" that allow foreigners to receive citizenship in return for an investment in local real estate.

The first step toward picking the right spot for your business is to visit various islands to see how their economy and culture suits you. Jim Beach, executive editor of InternationalEntrpreneurship.com, rattles off a number of features potential Caribbean expats should evaluate: "Do you like the rich, celebrity filled – and maybe a little snobby – St. Bart? Or the more relaxed St Lucia? Do you like arid places for scuba diving, like Bonaire? Do you want to live with mostly American tourists as customers in Jamaica, or Europeans in Curacao?"

To find the right place for your business, you need to select a spot where you fit in and feel at home. If your café doesn't fit in with the distinctive atmosphere of the community it's in, it won't be successful. Language is also a factor: If you don't know French, you'll want to avoid one of the French-speaking islands, such as Martinique or Guadeloupe.

That said, Beach believes Curacao is the easiest place to start a business, thanks to its low crime rates and strong government protections.

"Jimmy Buffet is currently looking for someone to buy a Margaritaville franchise in Curacao, but $400,000 might not be enough to get that up and running," he says. St. Lucia and the Turks and Caicos are the trendiest places, and "certainly 'the places to be' if you want to follow all the development."

Golden says that St. Kitts, Anguilla, Antigua and St. Maarten are also good options. "They are experiencing a surge in foreign investors, and are very attractive to high-end tourists as well as other vacation travelers," she says.

However, given the size of your startup capital, Beach thinks you might want to look outside the Caribbean at a less developed area instead. He cites Costa Rica as a hot spot for entrepreneurs with modest capitals.

Michael Stamler, a spokesman for the Small Business Administration, suggests looking at the World Bank's latest "Doing Business In" report, which examines the ease of starting a business in countries all over the world. Puerto Rico ranks in the top 10 countries globally for making it easy for entrepreneurs to get off the ground: registration paperwork is quick and inexpensive. Jamaica is also a standout for startup efficiency – and none of the countries in the Caribbean have minimum capital investment requirements except Haiti.

Once you select an area, Golden advises you to contact a notary or a trust company to apply for a business license and permit of residency. That process takes between three months and a year, she says.

As you create a business plan, remember Golden's advice: "Food and parties go together in the Caribbean, so some of your capital needs to be spent on having regular nights of live music or popular DJs or international acts."

Another recommendation: "When it comes to marketing, research what is most effective on each island, because some islands are more radio-driven, so spending money on print advertising is not the best use of cash. On others with a heavy newspaper readership, print ads get you more bang for your buck."

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An expert rundown on the best payment methods for overseas transactions.

Karen, Fogelsville, Pa.
I work for a small business that sells a product to veterinary distributors worldwide. What is the best method of receiving payment from overseas vendors? Is it better to use wire transfers or credit cards? We would like to avoid any extra charges for credit processing if possible.

By Blake Ellis, Fortune Small Business contributor
Dear Karen: This is a tough question many small businesses are grappling with. While the weak U.S. dollar is a big advantage to exporters, it’s not always easy to know what payment method will be most beneficial to your company.

Exchanging foreign currencies

John Green, a partner at Payment Metrics explains that there are generally three options: wire transfers via a bank, credit cards, or non-bank financial institutions.

An important factor in deciding which method to use is whether or not you are allowing customers to pay in foreign currency or U.S. dollars. If customers are paying in foreign money, Green recommends using non-bank financial institutions such as Tempus Consulting, Associated Foreign Exchange, Custom House, Commonwealth Foreign Exchange and Cambridge Mercantile Group.

“These international business transaction specialists are a not so well-known option, but they have been serving the market, in some cases for 30 years, with a track record very comparable to – if not better than – the banks in handling and delivering overseas transactions,” he says. These institutions exchange payments from your customers and send the money in U.S. dollars directly to your company.

Comparing fees with your bank

If you don’t have to deal with exchanging currencies, Green advises you to compare the fees your bank will charge you for wire transfers versus credit cards.

"You will likely find that for small transactions, under $500 or so, the credit card transaction may prove to be less expensive," he says. "For larger transactions, your bank is usually the better way to go.”

Linda Bustos, emerging media analyst at Elastic Path Software, says that while wire transfers may seem appealing because some banks don’t charge the company any additional fees, they always charge the customer, who might want to buy from your competitor instead if they offer a similar product and allow credit-card payment.

"The advantage of accepting credit cards or PayPal payments is that you don't have to share banking information, and it's less paperwork. This may be better for small orders or one-off sales, despite the transaction fee,” says Bustos. Daniel Salcedo, founder and CEO of Open Entry, an e-commerce platform, agrees, saying, “We accept payment both by credit card as well as wire transfers. However, even though we do have to pay the credit-card processing fee, we find it much better because tracking the source of the incoming wires is extremely difficult if you get more than a handful per month.”

So, while it can be tempting to avoid the obvious credit card fees, the other methods have underlying costs associated with them that may outweigh credit-card processing fees.

Long story short, assess the size of your transactions, talk to your bank about its wire-transfer fees, and see how these compare to those of credit cards. Also, always ask your potential customers what their preferred method of payment is. Chances are they already have considerable experience with international transactions and you can adopt a system that works well for both of you.

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Jean Luc Gaudry, Los Angeles
I have a unique music Web site on which one can find listings of shows, bands on tour, clubs and venues. I have two questions. I am looking for some investors – what are the biggest mistakes entrepreneurs make when they decide to add an investor to their company? Also, I want to set up a company in Europe and eventually have my Web site branch out all over the world. Is it better to have different investors on each continent?

By Myrlande Davermann, Fortune Small Business contributor
Dear Jean Luc: “Having investors in multiple continents is the last thing you want to do,” says Jim Beach, director of InternationalEntrepreneurship.com.

He cautions that as an entrepreneur you will lose some control of your business – and , potentially, some of your creative freedoms – if you relinquish partial control to investors. Beach, a former entrepreneur himself, says the biggest mistake he has seen entrepreneurs make is giving up too much control.

“Sometimes, it is better to grow small and slow,” he says.

To help you strategize for breaking through to international markets, Beach recommends hiring a college student whose task is research the international potential of your Web site. “Why have expensive talent, when you can have passionate talent?” he says. He also suggests going on Facebook and Craigslist to scout out young talent eager for music-industry opportunities.

“Investors are looking for a proven business model,” Beach says.

His advice: “Make the U.S. profitable before you branch out internationally.”

Raj Khera, co-founder and CEO of More Business.com adds: “Investors will want to know how your company meets a demand and how their investment will grow. Regardless of their location, you should seek 'smart' money."

Smart money, as he defines it, is an investment from people who know your space and can open connections and channels to help you grow.

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Translation software may have let you down, but there are other options for crossing the language barrier.

Sid Smith, The International Art Materials Trade Association, Huntersville, N.C.
As an avid reader of Fortune Small Business, I zeroed right in on the March 2008 story “Goodbye Language Barrier?,” only to be disappointed in the answer, that current software packages are still very poor in doing electronic translations into other languages. As an association for manufacturers and retailers, we have members all over the world, and our Web site and e-mail lists are the only practical way to reach most of them. How are other companies, organizations and Web sites translating large amounts of information into several different languages? Can it be done inexpensively?

By Emily Maltby, Fortune Small Business staff writer
Dear Sid: Don't fret if your Dzongkha grammar is rusty. It's still possible to take your biz to Bhutan, or any other non-English speaking country.

Let's break down your options, which, of course, depend on your needs. Software may be your best bet if you are doing cursory research in another language or are translating simple text for personal use. Stan Bassett, President of TopTenReviews.com, admits that the best software his team has tested is still not suitable for professional use.

"If you are trying to get the gist, software can get you through easy, conversational messages. But in that case, you might as well use the free online translators," he says.

When your messages are for public distribution and must be perfect in the destination language, however, you will need more.

FSB checked back with Nick Leighton, the small-business owner who tested the software packages in our March issue. Leighton's PR firm NettResults works in Korea, Japan, Russia, Italy and other countries around the world, and he must ensure that the 30 pages that get translated each day for his clients are conveyed correctly.

"We rely on professionals outside the company to translate and also on bilingual teams internally to rewrite it to avoid misinterpretation," says Leighton. "It's not just about the words; it's about the culture. In the U.S., you can say 'run like a deer' but in the Middle East, it makes more sense to say 'run like an oryx.' These nuances even exist for the same language, such as Spanish for Mexicans and Spaniards."

Darren Jensen, COO of Agel, a nutritional-supplements company based in Provo, Utah, helped launch his company simultaneously in 12 countries. Agel set up a back office that deals just with the company's Web site, to facilitate changing the site into additional languages as the company expands.

"Make sure it is easy from the back-end to modify the site," Jensen recommends . "That way, your Web site will adapt to whatever the default language is for the consumer's computer."

Jensen tried software and quickly found out that human translators are essential to both build the Web site in multiple languages and grow the company internationally.

"When we started, it was essential that we have staff in each country, namely, operations managers and finance managers, who were bilingual. It disrupts the flow of the company if key people abroad can't communicate," he says. "But to consolidate our customer service in the U.S., we looked for an area with a quality work force that spoke every language possible. Brigham Young University caters to Mormon missionaries who speak dozens of languages, so that's where we decided to be headquartered."

Chuck Cherel of Languages Unlimited in Vienna, Va., a translation agency that specializes in patents, agrees that universities are a great place to tap into local talent: "Ask the language departments if they have any seniors with a B.S. or B.A. in French who may want some side work. That's also the least-expensive way to get human translators working for your company."

But Cherel notes that hiring professionals is the most reliable way to go.

"Firms that specialize in translating can translate 2,000 to 5,000 words a day and can handle technical, legal, and other special-industry vocabulary," he explains. "Plus, reliable translation firms require more than one set of eyes to look at the assignment and, if necessary, editors can debate meaning. If they can't come to a conclusion, they can describe the discrepancy to the client and ask for the client's preference."

Rates for most translation firms depend on the language, the assignment and the deadline. Some firms charge per word count (Leighton pays his outside translators about $40 per page, defined as 250 words) while others like Languages Unlimited charge between $25 and $100 per hour.

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Open-source e-commerce solutions are plentiful, but don't put your wallet away just yet.

Kenneth C. Fletcher, Oakland, Calif.
What are the best, free open-source solutions for e-commerce? My needs include robust international transactional functionality, a shopping-cart mechanism, and something that can be easily customized to handle products and Web content on a global scale, from Japan to Brazil.

By Kathleen Ryan O’Connor, Fortune Small Business contributor
Dear Kenneth: An open-source e-commerce application can be a boon for cash-strapped entrepreneurs hoping to become the next Amazon.com (AMZN).

Barrie North, a partner in JoomlaShack, a company that produces templates and customization for the open-source Joomla software, says small-business owners have a lot of great choices these days.

Well-known names include Ecommerce from Network Solutions (the popular MonsterCommerce software became part of Network Solutions in 2006), OsCommerce, Shopify, Virtuemart, Volusion, Zen Cart – and there’s still plenty more.

But don't forget that when it comes to open-source software, free doesn’t exactly mean “without cost.” Expect to pay hosting fees of at least $30 to $50 per month, or transaction processing fees, and design, consulting or other fees might be necessary for the more complicated solutions. There is also the less tangible cost of the time you’ll need to learn the software.

“If your technical level is e-mail, you are probably going to have to spend $500-$1,000 to help set your site up,” says North, who also blogs at CompassDesigns.net, and wrote Joomla: A User’s Guide. “But if you can set up your own hosting account or know FTP – file transfer protocol – you could probably do it yourself in a couple of hours” for minimal cost.

For the average small-business owner, a closed-system, hosted solution will be “the fastest way to go online,” North says – but he adds that customers are expecting more than just a basic virtual checkout aisle these days.

“You need more than just a shopping cart in 2008,” he says.

The best shopping experiences will feature “richer content,” such as forums and blogs in addition to a user-friendly checkout mechanism. He encourages small-business owners to look for an integrated content management system that will incorporate all of the above.

Michael Bloch, an Australian tech blogger who writes at “Taming the Beast,” prefers Zen Cart.

“It's based on OSCommerce, which has been around for many years,” he says. “The Zen Cart solution has a broad range of features, is very flexible and well supported. Like OSCommerce, there's an active community associated with the application, so if you have problems setting it up or in general usage, chances are there's info out there on the issue, or he can post a question to the Zen Cart forums. Zen cart also has many add-ons available, most of them free. If the reader needed custom applications made, there are many developers around who are experienced in modifying the application.”

Roy Banks, president of Authorize.net, the Internet payment processor acquired last year by Cybersource, says establishing an e-commerce presence can be especially challenging for small businesses.

“There really isn’t a quick and dirty answer,” he says.

He also notes that open source isn't a cheap fix. Integration and development isn't free, "and with a lot of open source you need to upgrade to other things,” Banks says. “You get what you pay for. That axiom will always hold true.”

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Ask FSB's experts offer advice for a wine importer starting up a new line.

I. Safdie, Miami, Fla.
I introduced a South American wine to the person in charge of importing food to his Caribbean island. He has a sample of the wine, and agrees that it's good. I have no capital of my own, so am unable to import the product to the U.S., where I know it would do very well. I did all the research and used my personal contacts and references to get this person an appointment with the winery. This person has now offered me a finder's fee, should the wine pass the initial compliance inspections necessary for his country, after which he will offer it for sale there. How do I validate this, and what do I charge as the finder's fee? And if I looked into importing it myself into the U.S., what are the first steps I should take?

By Lenora Chu, Fortune Small Business contributor
Dear I. Safdie: Any time you’re brokering a deal between a buyer and seller you should aim to protect your interests by clearly stating your terms before introducing the two parties, the experts say.

However, since the introduction has already been made, you’ll need to rely on the word of the person you’ve assisted, says George Mylonakis of the Boston-based international trade-consulting firm Go Global Logistics.

You could also ask the winery to notify you when the person has made a purchase.

Essentially, the finder’s fee is up to you and the buyer to negotiate, says John Heimsath, president of the Houston-based customs consulting firm ACM Logistics.

Some factors to consider include the quantity the buyer will purchase and the relative difficulty of procuring the wine.

“If the winery is somewhat exclusive or only sells to certain customers, you would obviously want to ask for a larger fee,” Mylonakis says.

A typical fee might be 5% of the value of all shipments sent within the first year, according to Mylonakis.

Because tracking the total value of shipments can be tedious, an alternative would be to estimate the value of the first year’s total shipment. You could then ask that a percentage of that estimate be paid up-front as a flat fee.

“It all depends on the relationship with the buyer, how much risk you’re willing to take, and how much time you want to spend tracking orders,” Mylonakis says.

Remember that whatever terms are agreed upon should be laid out in a contract, Heimsath says. International attorneys are an expensive but vital necessity in this case, he says.

As for importing the product into the United States, Mylonakis says half the battle is already over.

You’ve already done the legwork and found a quality product and supplier. “Many importers never make it this far,” he says.

When you have no capital, there are ways to get creative, he says. For example, you could pool your customer orders in advance and try to collect deposits.

The winery may also work with you on payment terms, such as allowing you to pay for the wine after it has been imported and sold.

“Try to think outside the box – or in this case, outside the bottle,” Mylonakis says.

You should be aware that alcohol is one of the few types of products for which you need an import permit, which in your case would be issued by the Alcohol and Tobacco Tax and Trade Bureau.

Once you secure the permit, you’ll still need to clear U.S. Customs and the FDA, as well as meet all labeling requirements. A customs broker or third-party logistics firm can help you manage the process, Mylonakis says.

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The search for a low-cost, mobile plan for international business.

Kevin Abell, Baltimore
I am starting a new business that will entail a great deal of international travel, primarily in Europe. Do you have any suggestions on the lowest-cost international mobile service that also allows me to get BlackBerry data so that I can seamlessly receive both forwarded phone service and e-mails?

Myrlande Davermann, Fortune Small Business contributor
Dear Kevin: Modern technology may have melded telephony, Internet and music all into one device, but don’t expect all-in-one service on the cheap overseas.

The two carriers best designed for business internationally are T-Mobile and AT&T (ATT), says Kent German, cell-phone expert for CNET. Both have several pricing options and coverage in most parts of Europe. T-Mobile even offers plans specifically for small businesses.

T-Mobile customers who want to use their phone internationally should contact the company's Customer Care department to add the WorldClass feature to their service at no additional charge. Roaming rates depend on which country the customer is in. Unlimited plans for Research in Motion's (RIMM) BlackBerrys are available from $39.99 per month, and include unlimited e-mail and Web browsing.

Two phones are better than one

For better savings, consider using two phones - one for data, the other for talking. Telestial offers cheap calls via a SIM card – called the Passport – that can be inserted into unlocked GSM phones. The card costs $39 and works in 110 countries around the world, primarily in Europe, where outgoing calls are $0.49 per minute, while received calls are free.

Telestial has an optional 800 number for your phone, so contacts in the States can avoid international charges (though these calls will cost you $0.35 per minute). Forwarding phone calls to the Telestial Passport SIM number can usually be set up online through your phone carrier or through their customer-service department, says Erica Johnson, a Telestial spokesperson. Incoming calls from the forwarded phone numbers cost $0.30 a minute.

For e-mail, Ken Grunski, Telestial’s president, suggests getting a BlackBerry cell-phone from T-Mobile: “By combining both services, you’ll save enormously on international calls and receive unlimited access to e-mail.”

For BlackBerry users

Mary McEvoy Carroll, principal of Sand Hill Communications, a marketing company in Menlo Park, Calif., recently had to make a business trip to Ireland. A BlackBerry user, she considered several phone plans before settling on AT&T’s international package, which for $69.99 includes voice and data services. Carroll chose the carrier partially because of the company’s informative Web site, which pointed out that she could stay connected whether on a cruise ship in Poland or Singapore.

“It just seems very geared up to the international businessperson,” she says.

Carroll had previously worked in the U.K. and had tried buying rechargeable phone cards, but found them difficult to use as she went from place to place. “It’s a nightmare when you try to reload them if you’re going from one country to the next,” she says.

While she spent more on her AT&T plan during her Ireland trip, she said it was a good value because it allowed her to remain connected to her business. “It’s pretty reliable – you can get a signal just about everywhere,” Carroll says. “You can even in a pinch use your BlackBerry as a modem for a laptop.”

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An Indian textile business checks with Ask FSB's experts for advice on international expansion.

Abhiram, New York City
I have a handloom and textile business in India and I would like to start an import/export business in New York City this year. Can you suggest a good book on how to get started and be profitable? I want to start with the least burden. I want insight into the problems, and also I’d like to read real-time scenarios.

By Lenora Chu, Fortune Small Business contributor
Dear Abhiram: Importing goods to the United States can be a daunting task unless you do your homework, say the experts.

The first step you should take? Classify your product according to its unique code on the Harmonized Tariff schedule, says George Mylonakis of the Boston-based international trade consulting firm Go Global Logistics.

This classification will dictate what import requirements, duties, free-trade agreements or quota restrictions your product will be subject to.

Next, consult a customs broker who can classify your goods and file the necessary paperwork for import clearance. Without proper classification, your goods can get stuck in customs and rack up daily storage charges, says Mylonakis.

John Heimsath, president of Houston-based customs consulting firm ACM Logistics, recommends checking in with someone who’s importing similar goods.

Getting this kind of information firsthand will hint at what kind of shipping and customs clearance charges you might incur, for example.

Then copy what they’ve done, Heimsath says: “Plagiarism is truly the best form of flattery."

There’s a lot to learn about running an import/export business. Mylonakis recommends reading How Small Business Trades Worldwide: Your Guide to Starting or Expanding a Small Business International Trade Company Now by John Wiley Spiers. Heimsath recommends consulting Incoterms for Americans by Frank Reynolds. This booklet demystifies the standard trade definitions used in international trade contracts, and will help you better communicate with the parties in your supply chain.

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