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What's It Worth?

The science of pricing your exports

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This story appears in the November 1999 issue of Entrepreneur. Subscribe »

One of the most difficult aspects of taking your businessinternational is products. According to Marcia Youel Smith,president of Reston, -based Columbia Cascade Inc., whichproduces software used by associations, educators and governmentagencies to calculate export pricing, international pricing is atwo-step process.

First, find a base price that takes into account the additionalexpenses you incur just by crossing borders. These include:

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