Doing Business Abroad: How to Start Trading Successfully in International Markets

331 Pages·1997·1.34 MB·English

by  David Horchover

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Page 1
Doing Business Abroad
Page 2
How To Books on business and management
Arranging Insurance Managing Meetings
Be a Freelance Sales Agent Managing Yourself
Buy & Run a Shop Market Yourself
Buy & Run a Small Hotel Master Book-Keeping
Cash from Your Computer Master Public Speaking
Collecting a Debt Mastering Business English
Communicate at Work Organising Effective Training
Conduct Staff Appraisals Prepare a Business Plan
Conducting Effective Interviews Publish a Book
Conducting Effective Negotiations Publish a Newsletter
Dealing with Your Bank Raise Business Finance
Doing Business Abroad Sell Your Business
Do Your Own Advertising Start a Business from Home
Do Your Own PR Start Your Own Business
Employ & Manage Staff Starting to Manage
Investing in People Successful Mail Order Marketing
Investing in Stocks & Shares Taking on Staff
Keep Business Accounts Understand Finance at Work
Manage a Sales Team Use the Internet
Manage an Office Winning Presentations
Manage Computers at Work Write a Report
Manage Computers at Work Write a Report
Manage People at Work Write & Sell Computer Software
Managing Budgets & Cash Flows Writing Business Letters
Managing Credit
Other titles in preparation
The How To series now contains more than 200 titles in the following
categories:
Business Basics
Family Reference
Jobs & Careers
Living & Working Abroad
Student Handbooks
Successful Writing
Please send for a free copy of the latest catalogue for full details (see
back cover for address).
Page 3
Doing Business Abroad
How to Start Trading Successfully in International
Markets
David Horchover
This book is dedicated to my wife, Shirley
Cartoons by Mike Flanagan
British Library Cataloguing in Publication Data
A catalogue record for this book is available from the British Library.
© Copyright 1997 by David Horchover.
First published in 1997 by How To Books Ltd, 3 Newtec Place,
Magdalen Road, Oxford, OX4 1RE, United Kingdom.
Tel: [phone]. Fax: [phone].
All rights reserved. No part of this work may be reproduced or stored in an
information retrieval system (other than for the purposes of review), without
the express permission of the Publisher given in writing.
Note: The material contained in this book is set out in good faith for
general guidance and no liability can be accepted for loss or expense
incurred as a result of relying in particular circumstances on statements
made in this book. The law and regulations may be complex and liable to
change, and readers should check the current position with the relevant
authorities before making personal arrangements.
Produced for How To Books by Deer Park Productions.
Typeset by Concept Communications (Design & Print) Ltd, Crayford, Kent.
Printed and bound by Cromwell Press, Broughton Gilford, Melksham, Wiltshire.
Page 5
Contents
List of Illustrations 8
Preface 9
1
Exporting 11
Getting Started 11
Deciding What You Need to Know 14
Doing Adequate Research 15
Checklist For Exporters 18
Considering the Arguments Against Exporting 19
Understanding Market Research 19
Modifying Your Product 27
Understanding Trade Marks and Brand Names 32
Deciding Which Parts of the World to Export to 34
2
Organising Your Selling Overseas 37
Distinguishing Between Customers, Consumers and
Users 37
Determining the Groups of Users and Customers 38
Exploring Other Export Opportunities 39
Understanding Agents and How They Work 46
Understanding Distributors and How They Work 49
Deciding Between an Agent or a Distributor 51
Recruiting, Selecting and Working With Agents and
Distributors 52
Setting Up a Sales Joint Venture Overseas 57
Handling Performance Bonds or Guarantees 59
3
Pricing for Export 62
Calculating Your Revenue 62
Building the Export Quotation 63
Preparing Quotations 64
Bartering 68
Page 6
4
Organising Promotion Overseas 70
Using Publicity Material 70
Using Direct Mail 71
Attending Trade Fairs, Exhibitions and Shows 72
Considering Store Promotions 74
Developing Public Relations 75
Budgeting For Promotion 75
Looking at Electronic Trading 78
5
Shipping Goods Abroad 81
Deciding on Your Method of Transport 81
Assessing Costs of Freight 84
Packing Goods For Export 85
Understanding Transport Documents 87
Understanding Customs Practice 92
Understanding VAT Requirements 98
Using Freight Forwarders 99
Knowing About Pre-shipment Inspection 101
6
Getting Paid 103
Taking Sensible Precautions 103
Appointing a Third Party to Collect Payment 112
Thinking About Foreign Currency 114
Checking and Controlling Credit 115
Raising Money For Exports 118
7
Guarding Against Failure 123
Alleviating the Risk Factor 123
Looking at Different Types of Insurance 125
Looking at Credit Insurance 126
8
Getting Help With Language Training 129
Encouraging Your Staff to Learn Another Language 129
Finding a Good Language Trainer 130
9
Importing 132
Being a Buyer/Importer 132
Dealing With Quotations, Orders and Contracts 137
Looking at Transport 141
Paying Your Supplier 146