7. Экспорт/импорт. Секреты успешного экспорта. Как и кем регулируются экспортно-импортные операции. Методы продвижения продукта на зарубежный рынок.

International trade is the exchange of goods and services btw diff countries. Depending on what country produces and needs, it can export (send goods to another country) and import (bring in goods from another country). Governments can control int trade by such measures as:

Tariffs=duties – a tax on imported goods

Quotas- maximum quantity of a product allowed into country.

These measures- protectionist, they rise the price of imported goods to protect domestically produced goods.

Dumping – exported goods are sold at less than in the home market or for less than they cost to produce

In order to gain market share

Exporter has comparative advantage in producing these goods not sold at below price

Subsidies – a form of financial assistance paid to a business or economic sector

Government guarantees farmers higher price they will normally get (in EU)

Secrets of successful exporting:

• understanding your overseas customers’ needs, the difference in their requirements (obsolete goods, don’t want or can’t afford to switch to the latest models)

• understand the market and adapt the products

• don’t rely on services of n export management company, don’t let them handle everything for u. select ur own agents (specialists in export) to represent u and o ur own market research.

• Communicating the right people. Should build up network of contacts (key to getting started –rely on the fax, phone, e-mail), maintain comm-n with ur partners in more sophisticated manner.

• be familiar with all the paperwork in int.transactions especially with letters of credit- be sure that prepared carefully, check – reduce the risk. info about law and international finance

• study the market, who is your target audience (plenty of ways to find that out - chamber of commerce, attend trade shows, find people who have the knowledge that u need)

Methods of establishing your products in a foreign market

Various methods to establish:

• start by working with local experts (sole agents эксклюзивный дилер or multi-distributors многопрофильная оптовая фирма), who have a specialist knowledge of the market and sell on behalf of the company. this leads to opening a local branch местный филиал of the comp.

• another option is selling, or giving permission to use, patents and licenses for products. they may wish to start by manufacturing in the export market (set up local subsidiary дочернее предприятие or joint venture совместное предприятие with local partner).

BARCO:

Belgian American Radio Corporation – best-known for digital projectors (shift in strategic focus- moved out from consumer’s products + concentrated on the high-value niche market)

Penetrated India market (expansion in India) – half imported + half assembled on the spot

How they penetrated: more than a decade – selling kits for video monitors to national television. 4 years ago – set up its own sales + services office. Now: Small sales office in Bangalore, Software house in Chennai, A projector assembly plant in Noida

Plans: Sales office in Mumbai, Components factory in Noida

Obstacles (for those who wants to exploit the potential) India’s market remains more closed than other fast-growing markets when it comes to the bureaucracy, import duties and tax barriers: Even 40% duties, Infamous bureaucracy. BARCO wants to produce more within India  importing components from 20 countrieshuge amounts of paperwork and delays. Cultural hurdles:Initially can be deceptive- обманчивый, After start operating – see all the complexities: there’re sensitivities between states, religions, strata of society

Nevertheless opportunities overweight disadvantages: India welcomes foreigners, people speak English, fifth of the world’s population.

Globalization – the tendency of the world to function as one unit

World Trade Organization: 1994 – the General Agreement on Tariffs and Trade. Aim – to maximize international trade AND to minimize the favoring of domestic industries. Laissez-faire (невмешательство правительства в дела бизнеса и производства)=deregulation, open boarders.

Trading blocks with no trade barriers – single market: eliminate tariff walls and customs duties: European Union, NAFTA – North American Free Trade Agreement, ASEAN – Association of Southeast Asian Nations, Mercosur – Southern Common Market.

Balance of trade- difference btw the country value of export and value of import.

Trade deficit- us import less than export to china.

Visible/invisible trade- goods and services.

Autarchy- when a country doesn’t have any trade with other countries at all. Self-sufficient country.