Adrian Visan has opened a Bucharest, Romania, branch for his translation and interpretation company. How can he find U.S. companies interested in Eastern Europe (When in Romania, No. 03921112, March 1992)?
Look through the U.S. Importers and Exporters Directory, published by the Journal of Commerce (212-837-7000). Subscribe to World Trade (714-725-0233), Export Today (202-737-1060), and International Business (914-381-7700); all three are sources of targeted leads. And send press releases to world-trade organizations like the American Association of Exporters and Importers (212-944-2230) and the National Association of Export Companies (212-725-3311).
Kay M. Jones
Great Neck, N.Y.
The Eastern Europe Business Information Center, U.S. Department of Commerce (202-377-2645), publishes a list of U.S. companies operating in the region. Because the situation in Eastern Europe is so fluid, the most recent list probably requires revision, but it's a start. For more current information, contact the U.S. and Foreign Commercial Service post, in Bucharest (Washington, D.C., headquarters: 202-377-1600).
Steve Holmes Productions
Iowa City, Iowa
I edit a newsletter, Business Tech Romania, that reaches 2,000 U.S. companies doing business in Romania. A year's subscription (six issues) costs $60. For more information, contact me at 203-293-2714.
ASE World Enterprises
Collection agencies and lawyers haven't helped Leonard Shutzberg collect on stubborn debts (Antique Collectibles, No. 03921112, March 1992). "We haven't seen a dime on cases we've taken to court," he says.
An asset search, which you can do by collecting information directly from public offices, will reveal assets -- such as automobiles, landlord rents and deposits, utility deposits, and real-estate holdings -- that you may attach to satisfy those judgments that have proved uncollectible. A Private Eye's Guide to Collecting Bad Debt, by Fay Faron (Creighton-Morgan Publishing, San Francisco, 1991, $12.95), will tell you how.
Harry Campos Jr.
River City Detectives
In December Bryan Chaney asked how large a discount he should give to friends who visit his new bicycle sales-and-repair shop. Readers agreed he should give them no discount at all (Price of Friendship, No. 03921111, March 1992). Now, a note of dissent:
A consistent discount of 25% to friends allows me to profit on each transaction and encourages friends to tell others about my business. It also encourages loyalty: big retailers continually advertise steeper discounts than I give my friends, yet my friends come back to me. It's consistent with a philosophy that values friends at least as much as profits.