Procedures for DIRECT Exporting

Prepare a short list of trading house that might be interested in handling your product.

1. Get references and recommendations about them.

2. Ask for information for each trading house, explaining your purpose.

3. Visit the most promising to find out what they may be able to do for your product.

4. Keep in mind which foreign markets you wish to penetrate first.

5. Reserve those foreign markets that you wish to export to directly.

6. Supply trading house selected by you with information about your company products.

7. Negotiate an agreement whereby the trading house buys directly from you or acts as your export agent covering prices, commissions, export support, orders, etc.

8. Maintain close contact with the trading house, and monitoring its performance.

Summary of Various Direct Exporting

1. Direct to Final Buyer Abroad - Manufacturer sells directly to buyer abroad. No middlemen. Needs high degree of marketing skills.

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How to manage Export Promotion?

Documentation for Exporting

How to Draft and Agency Agreement?

Export Trade Barriers & Trade Blocks

Getting Paid for Exporting

Export Insurance

How to Develop an Export Market?
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How to Conduct Export Research?

How to calculate Costing for Export?

Hazards of Export Packing & Shipping

Export Shipment and Transportation

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2. Foreign Distributor - Buys and sells on own account. He makes all the marketing decisions.

3. Foreign Agent - Sell your product on commission.

4. Foreign Broker - Handles primarily commodities and deals in large volume, buying and selling for a fee.

5. Foreign Trade Organization - Specialized import agencies of socialist and some non-socialist countries.

6. Licensing Agreement - Exporter may seek royalty in exchanging for licensing a foreign firm to manufacture his product abroad, use his brand name, technology, etc.

7. Joint Venture - Exporter may enter into a partnership arrangement with a foreign firm to produce and market jointly in the foreign country

Summary of Various Indirect Exporting

1. Export Merchant
Handle a wide variety of products. Mostly buys and sells on their own.

2. Export Agent/Broker
Negotiates export sales for a commission.

3. Foreign Resident Buyer
Buys for his principal abroad.

4. Manufacturer
Exports own products as well as related but non-competitive products.

5. Export Consortium
Undertakes large projects abroad.

Procedures for DIRECT Exporting

Decide whether you want to sell directly to final foreign buyers yourself or through an import agent or to a foreign distributor located in the target market

1. Prepare literature about your company and products that would be suitable for your exporting activities.

2. If selling direct to final foreign buyers yourself, arrange for promotion campaign (direct mail, trade shows, advertising foreign visits, The Internet, etc.) and develop a list of sales leads.

3. Begin sending letters, etc. to prospective customers and following up sales lead.

4. If selling through agent or distributor, begin search for suitable agent or distributor in each foreign market.

5. Select agent or distributor

6. Negotiate and sign agency or distributorship agreement.

7. Fill orders, as and when received.

8. Monitor performance of agent or distributor.

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