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STEP 1: CONSIDERING EXPORTING
The various benefits of exporting
The various drawbacks to exporting
STEP 2: CURRENT BUSINESS VIABILITY
Current business viability
Your business viability checklist
Assistance to help you improve your current business
STEP 3: EXPORT READINESS
Export readiness
Your export readiness checklist
Part A: Business Readiness
Part B: Product & production
Part C: Market & marketing
Part D: Export development
STEP 4: BROAD MISSION STATEMENT AND INITIAL BUDGET
Broad mission statement and initial budget
STEP 5: CONFIRMING MANAGEMENT’S COMMITMENT TO EXPORTS
Confirming management’s commitment to exports
STEP 6: UNDERTAKING AN INITIAL EXPORT SWOT ANALYSIS OF THE FIRM
Undertaking an initial export SWOT analysis of the firm
Export SWOT checklist
STEP 7: SELECTING AND RESEARCHING POTENTIAL COUNTRIES/MARKETS ABROAD
Selecting and researching potential countries/markets abroad
Prepare a research brief
Implementing the research brief
STEP 8: PREPARING AND IMPLEMENTING YOUR EXPORT PLAN
Preparing your export plan
Synopsis of research already done
Revisiting the export SWOT analysis of the firm
Setting the export objectives of the firm
Preparing an export marketing strategy for your firm
The export product
Product modification - adaptation vs standardisation
Factors favouring product standardisation
Factors favouring product adaptation
Mandatory product modifications
Evaluating the need for product modification
New product development
Eliminating obsolete products
Product quality and design
Improving the production process
Packaging for exports
Labelling for exports
Product brands and trademarks
Product servicing
The export price
Step 1: Undertaking a price analysis of your target market
Step 2: Costing for exports
Costing guidelines
Costing sheet framework
Step 3: Approaches to pricing
Step 4: Export pricing strategies at you disposal
Step 5: The export price - your key to success
Step 6: From an export price to a final selling price
Additional costs to consider
Step 7: Reviewing the pricing process
Cost reduction strategies
Marginal cost pricing
Export promotion
Step 1: Deciding on a suitable mix of promotional elements
Advertising
Sales promotion
Trade Fairs
Understand the different types of trade fairs
Formulate your objectives for participating in a trade fair
Select a trade fair that will meet your objectives
Prepare a budget for your trade fair
Book the stand
Organise to participate in the trade fair
Actually participate in the trade fair
Ensure follow-up on your trade fair participation afterwards
Direct marketing
Internet marketing
Publicity
Personal selling
Step 2: Determining the extent of standardisation of your export promotion effort
Step 3: Deciding on the core message(s) you will use to promote your product and company
Export distribution
Market entry channels
Indirect exporting
Different forms of representation in international trade
Licensing and franchising
Contracting
Manufacturing abroad
In-market distribution decisions
The influence of payment and Incoterms on distribution
Physical distribution
The Whole Channel concept
Preparing an export budget for your firm
Outlining an implementation schedule for your export activities
Preparing and presenting your export plan
Obtaining approval for your export plan
STEP 9: OBTAINING FINANCING/RESOURCES FOR YOUR EXPORTS
Obtaining financing/resources for your exports
Bank financing
Payment methods as a means of financing
Documentary collection
Documentary credits
DTI export incentives
Definitions and terminology
Individual Exhibitions (IE)
General qualification criteria
Limitation of assistance provided
Scheme-specific financial criteria
Steps involved in applying for assistance
Application documentation and other requirements
Claim documentation and other requirements
Individual Inward-bound Mission (IIBM)
Scheme-specific qualifying criteria
Application documents and other requirements
Claim documents and other requirements
In-store promotions (IP)
Primary Market Research (PMR)
Group participation incentive schemes
Group inward buying trade missions
Types of group mission
Outward selling missions
Inward buying missions
Who qualifies for group missions?
The disclosure of related parties
Types of assistance and financial contributions
Claims procedures
Supplementary information
EMIA contact details
Corresponding with EMIA
Preferred service providers
National Pavilions (NP)
Types of National Pavilions
Who qualifies for National Pavilions
Exporter advice and responsibilities when attending National Pavilions
Special conditions
Contact details for National Pavilions
Preferred service providers (PSPs)
Payment terms and export financing
Pricing as a means of financing
Export receivables
Foreign currency loans
Alternative sources of financing
STEP 10: MANAGING YOUR EXPORT RISK
Managing your export risk
STEP 11: PROMOTING THE FIRM AND ITS PRODUCTS ABROAD
Promoting the firm and its products abroad
STEP 12: NEGOTIATING AND QUOTING IN EXPORTS
Negotiating and quoting in exports
The art of negotiating in export markets
Quoting for exports
Doing business abroad
North America
Latin America
Europe
Africa
Middle East
Far East
STEP 13: REVISING YOUR EXPORT COSTING AND PRICE
Revising your export costing and price
Revisit the costing exercise
Revisit your pricing strategy
Marginal costing
Consider the various cost reduction strategies available to you
Decide on a new export price
STEP 14: OBTAINING THE EXPORT ORDER
Obtaining the export order
The start of the export sequence
STEP 15: PRODUCING THE GOODS
Producing the goods
STEP 16: EXPORT LOGISTICS AND TRANSPORTATION TYPES
Handling the export logistics
Sea freight
Sea freight calculations
Sea freight payment terms
Air freight
Air freight calculations
Rail freight
Road freight
River freight
Containerisation
STEP 17: EXPORT DOCUMENTATION
Export documentation
Documents involving the importer
The quotation
The proforma invoice
The export contract
The commercial invoice
The packing list
Letter of credit
Certificates of origin/health/fumigation/pre-shipment inspection
Documents required for transport
Bill of lading (BOL or B/L)
Air waybill
Freight transit order
Road consignment note
Export cargo shipping instruction
Documents required to export goods from South Africa
Exporter registration form
Commercial invoice
Customs declaration form
Exchange control
Export permit
Documents required for transportation
Documents required for payment
;Transport documents
Marine insurance
Utmost good faith
Insurance premium
Duration of cover
Insurable interest and value
War risks
Marine cover
General average
STEP 18 PROVIDING FOLLOW-UP SUPPORT
Providing follow-up support
STEP 19: GETTING PAID
Getting paid
Payment methods
Payments in advance
Open account
Documentary collections
Types of letters of credit
Payment terms
Remitting cash payment
Credit terms
Incoterms
STEP 20: REVIEWING AND IMPROVING THE EXPORT PROCESS
Reviewing and improving the export process
STEP 21: EXPORT MANAGEMENT
Export management
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