Professional Documents
Culture Documents
and risks of exporting Steps to improve export performance Information sources/programs on exporting Financing exporting Countertrade as an export facilitator
Perception: Exports
Offer huge revenue / profit opportunities overseas
US Export Support
www.doc.gov
www.ita.doc.gov
Government information sources US: various parts of the Dept. of Commerce Other countries: similar entity Embassies and consulates: commercial sections Export management companies Act as the export department of firms Experienced specialists Not exclusive Focused export strategy
Add
products
Exporting Strategy
It helps to hire an EMC or, at least, someone with experience. Focus on one or a few markets. Enter markets on a fairly small scale until you learn the ropes. Add new lines after initial success. Need to recognize the time and managerial commitment. Build strong and lasting relationships. Hire locals to help firm establish itself. Keep the option of local production in mind.
McGraw Hill Companies, Inc., 2000
Export Process
Evaluate export potential
goal of entry select distribution partner determine channel length assess risks determine costs
determine trade terms (INCOTERMS: ex works, FOB, CIF, etc.) determine tasks to be performed in the foreign market
Export/Import Financing
Assures:
Exporter of payment
Importer of product
Banks
Export/Import Financing
Letters
of Credit (LOC)
(Bill of Exchange)
of Lading
French Importer
American Exporter
French Importer
6. Importer Pays Bank
Bank
American Exporter
4. Bank Pays Exporter
American Exporter
10 and 11 Exporter Sells Draft to Bank 7. Exporter Presents Draft to Bank
French Importer
6. Goods Shipped to France 13. Importer Pays Bank
12. Bank Tells Importer Documents 14. B of NY Presents Matured Arrive Draft and Gets Payment
Bank of Paris
Countertrade
Structures an international sale when means of payment are difficult, costly, or nonexistent
No currency convertibility Weak reserves prohibit access to hard
currency
Barter-like agreements
Trade goods and services for other goods
and services 8-10% or world trade by value is in the form of countertrade (up from 2% in 1975)
Countertrade
Main attraction: way to finance an export deal meet requirement of local government
to support exports
Main drawback: risk of disposal / sale of goods at less
than full value disposal of imports may require resources other than those that the firm possesses
Types of Countertrade
Barter
Counterpurchase
Offset
Switch
Trading
Compensation
or Buyback
Barter
International Reciprocal Trade Association (IRTA) the industry trade organization - almost a half a million small businesses use commercial barter exchanges every year. Almost $10 billion in sales is transacted each year by the commercial barter industry. Trades where no intermediary is used and the global barter market may be 10 times that amount.
Barter
International Reciprocal Trade Association estimates that in 1998 over 470,000 companies actively participated in barter in the US for a total of over $16 billion in annual sales. Over 65% of the corporations listed in the New York Stock Exchange are presently using barter to reduce surplus inventory, bolster sales, and ensure that production facilities run at capacity. U.S. Department of Commerce estimates that 20 to 25% of world trade is now barter, and corporate barter is now a $20 billion industry.
Barter
Conserve cash -- preserve cash-flow Strengthen cash reserves -- use barter for the goods & services most needed Increase buying power -- access to goods & services for growth Increase customer base may add new clients Move surplus inventory Finance -- new businesses can build credit through barter Employee Incentives -- travel, entertainment, gifts, perks & bonuses
Compensation
Barter
with a combination of goods and convertible currency Less risk than in straight barter
pay cash of goods Seller agrees to buy products/services unrelated to its business Seller then sells products to third parties
Offset Purchase
Usually
large projects, often involving expenditure of buying governments money A % of the selling price is required to be purchased or sourced from the buying country
Buyback
The
seller agrees to buy a negotiated quantity of the output from the buyers output
Clearing Agreement
A
third party brokers transactions between parties, maintaining accounts for all participants Typically are legal documents which specify the details of the arrangements:
Electrical power companies Stock brokers, on-line traders
Switch Trading
Buyer
pays hard currency for unwanted goods/services from seller Broker buys unwanted goods Broker sells goods to third parties