Risks involved: Direct exporter himself has to bear all the risks involved from production to distribution. Some of the most important customers for direct-exporting organizations include importers, wholesalers, , retailers, and consumers themselves. Three months satisfy the requirements of most countries, but a verifiable means of conveyance e. Pricing decisions are made by exporting intermediaries. If not, is it willing to acquire the needed equipment and arrange for necessary training? The important advantages of indirect exporting are: Indirect exporting are free from risks: A big advantage of Indirect exporting is that the merchant exporter assumes all sales and credit risks.
Try to determine sales volume for the past five years. Product mix How many product lines does it represent? For more information, contact the Direct Marketing Association at the- or the U. In all cases, escape clauses and other provisions to safeguard your company may be limited by the laws of the country in which the representative is located. You send your invoice directly to the customer. In indirect exporting, a manufacturer turns international sales over to a third party, while in direct exporting, a manufacturer handles the export process itself. The exporter pays for the freight forwarder, gaining both expertise and reduced prices from the aggregation of international shipments that a freight forwarder realizes, reducing final freight costs. However, exporters should not hesitate to ask potential representatives or distributors detailed and specific questions; exporters have the right to explore the qualifications of those who propose to represent them overseas.
Just as the firm is seeking information on the foreign representative, the representative is interested in corporate and product information on the export firm. It is important to keep in mind that the agent does not purchase the merchandise. Direct Supervison The basic characteristics of direct supervision are the assignment of tasks; the observance, review, and evaluation of performance; the administration of line personnel functions e. If you have no intention of ever selling direct, this process works fabulously. Direct exporting does provide the exporter with a lot of control over how the product is positioned and sold.
What compensation is due the representative on dismissal? There are other effective methods, too, that can be employed without leaving the country. By using a second credit report from a different source, you may gain new or more complete information. For example, they might get a request from a customer to find a supplier of canned sweet peas who can provide twenty container loads a month for a given number of months. The sales representative may operate on either an exclusive or a nonexclusive basis. Whenever the danger of piracy is significant, the exporter should guard against sending product samples that could be easily copied. A company can use indirect to test the waters so to speak then shift to direct once they determine their initial results. Nothing on this website should be taken to constitute professional advice or a formal recommendation and we exclude all representations and warranties relating to the content and use of this site.
How does it train its sales staff? Where should the firm produce its products and how should it distribute them in the foreign market? Often, this first company does not produce all of the products it is under contract to provide, and it turns to other companies to provide the remaining products. Organizations of any size can engage in indirect exporting, but it is a strategy often chosen by smaller and newer organizations. Would it share expenses for sales personnel to attend factory-sponsored seminars? What are its short- and long-range expansion plans, if any? Instead, they use the term representative. Distributors The foreign distributor is a merchant who purchases merchandise from an exporter often at substantial discount and resells it at a profit. Do you want to keep matters in your own hands, or do you employ agents or distributors? Once your company has pre-qualified some foreign representatives, you may wish to travel to the foreign country to observe the size, condition, and location of their offices and warehouses.
If traveling to each distributor or representative is difficult, the company may decide to meet with them at local and worldwide trade shows. Are these product lines compatible with yours? What is its method of stock control? Like senegal and other french speaking countrie … s. Several kinds of intermediary firms provide a range of export services. The range of elements to consider might seem daunting, but without a of the situation for each potential market, an organization might select an inappropriate strategy. She gave him the gift.
The firm does not have to build up an overseas marketing infrastructure. The method relies mainly on traveling sales representatives who directly contact foreign retailers, although results may be accomplished by mailing catalogs, brochures, or other literature. In addition, your company should meet each sales force and try to assess its strength in the marketplace. With so many options for market entry, it can be difficult for organizations to decide which strategy will be the most successful at meeting their objectives. It may be appropriate to include performance requirements such as a minimum sales volume and an expected rate of increase. Contacting and Evaluating Foreign Representatives Once your company has identified a number of potential representatives or distributors in the selected market, you should write, e-mail, or fax each one directly.
The merchant exporter then sells these products to other countries on his own account and assumes all the risks. Customer profile What kinds of customers is it currently contacting? Specifying causes for termination in the written contract usually strengthens your position. . Companies which are not in a position to start export departments of their own, sell to export houses operating in India. In indirect selling, an export intermediary normally assumes responsibility for finding overseas buyers, shipping products, and getting paid. When a company separates international from domestic business, it may do so at different levels in the organization.
At a later stage, your company may choose to increase the autonomy of the export department to the point of creating an international division that reports directly to the president. They're likely to have an inside line on which companies are reputable and doing well. Indirect Exporting Direct exporting may or may not need intermediaries. Moreover, he takes care of all formalities related to documentation, shipping arrangements, financial, political and credit risks, obtaining licenses from Government departments, etc. But indirect exporting always requires intermediaries, with the chief intermediary an export company that handles all aspects of the exporting process -- from locating markets to uncovering marketplace competitors to dealing with retailers and distributors.
A direct exporter normally selects the markets it wishes to penetrate, chooses the best channels of distribution for each market, and then makes specific foreign business connections in order to sell its product. Political and economic instability in the market will also present the risk of business losses. Still again, the gift took the action, right? Commercial Service can arrange the meetings; it also offers videoconferencing, which can, in many instances, replace the need to travel. Who are its key accounts? Commercial companies and banks are also sources of credit information on overseas representatives. Sales through a foreign branch of your company are also direct exports. These factors might also seriously impact profits made in the market.