Exporting and international trade for beginners - with Steve Parker

1. Email: steve@steveparkericd.com
Rockstar Mentoring Live Webinar
Wednesday 29th January 2014
Exporting and International Trade
for Beginners

2. Exporting and International Trade for Beginners
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My background….. More than 30 years successfully exporting to markets
worldwide and still do on a daily basis.
Huge amount of time working in the Middle East, Far
East, ‘Australasia’, USA, Europe, the ‘Africas’ and more, including as export
sales director, MD and adviser. Established £millions of profitable export
sales through almost every ‘route to market’, including helping to establish
joint-venture manufacturing operations in China and USA.
Predominantly work for UK companies but currently also doing work with
and for companies in Singapore, UAE, Namibia, Seychelles and USA.
Large network of trusted private and public industry contacts in the above
markets worldwide, so familiar with current market conditions and can
assess and make business happen faster.
Regular speaker, panellist and mentor on international trade and new
product developments.

3. Exporting and International Trade for beginners
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Fundamental reasons for exporting or being involved in international trade
Or Why waste a sales and profit opportunity if someone finds you?!

4. Exporting and International Trade for beginners
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Finding and researching markets
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Dealing with potential customers when they find you.
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Developing clear strategies and plans but being flexible enough to adapt
and change at all times.
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Realising that ‘no-one is better at being you – than you are’ and that could
be a major ‘USP’
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Realising that whilst it may be more rewarding for you to be dealing with
Dubai, than Dudley, mysteriously the same is almost certainly true in
reverse. So don’t be embarrassed about where you live and don’t undersell
it.

5. Exporting and International Trade for beginners
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Fundamentals………..
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Research, research and research and don’t expect customers to know how
much it will cost to get your products or service to market.
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Relationships are more critical over long distances and cultures, than
reports and status ratings.
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Know who is responsible for what and who pays for what and when.
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Relationships are key but clarity on cost control and responsibilities will
maximise profits, sales and reduce ‘hair tear’ time / insomnia sessions.

6. Exporting and International Trade for beginners
The route of all goods to any market……..
Like going abroad yourself ……..
Paperwork and identity to leave the country and compliance with regulations
including taxes and duties. Ensuring correct paperwork so goods can enter
the country of destination and any on the way.
Loading onto vessel or aircraft or lorry/vehicle
Unloading from a vessel or aircraft overseas
Inspection, documentation and clearance to allow into the overseas country
Onward delivery to final destination.
Countries have different import duties, regulations, documentation
requirements with documentation including commercial invoices, packing
lists, certificates of origin and occasionally inspection reports etc.

7. Exporting and International Trade for beginners
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Thankfully there are some universal international terms and references that
make the process easier!
Goods everywhere are classified by numerical references for trade
purposes and for balance of trade calculations etc.
HS (Harmonised system codes) can be found on http://madb.europa.eu and
if you are unsure, you can get a definite decision from the Tariff and
Statistical offices – or ask your trusted expert?!.
You will now be able to check import duties and costs for every country in
the world. See also the CIA world factbook (www.cia.gov)
Who is responsible for what stages of the sales and distribution process is
defined by the use of Incoterms (International Contract Terms, originated
and updated by the International Chambers of Commerce and applied
worldwide)
Typical examples…. FOB
CFR (or C&F)
DDU & DDP (Franco domicile)

8. Exporting and International Trade for beginners
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Getting your goods to market…..
Post
Road
Seafreight – including LCL and FCL
Airfreight
Courier
Documentation varies but can be advised by freight companies and
chambers of commerce or e.g. Tates and Croners.
Terms and costs and speed of delivery vary but are controllable. Beware of
clearance charges in relation to freight costs
Some documentation and methods such as seafreight enable you to retain
ownership and title to your goods much easier.

9. Exporting and International Trade for beginners
•Getting paid…..
•How would you prefer to buy?
•Payment in advance
•Open Account
•Bills of Exchange
•Documentary credits
•Sterling or foreign currency
•Exchange rates and variations /protecting against fluctuations
•Credit insurance and recovering if anything goes wrong.

10. Exporting and International Trade for beginners
• Research, Research and Research and use experienced expertise
•So now you can calculate costs and options so that during your research of
markets or prospective clients, you can calculate prices delivered to a
customer/partners door.
•You can calculate if and how you can compete and how to position yourself
in the market.
•You can decide the best route to market – particularly after our next
webinar!. You can start or develop market research including utilising
ICD, the EMRS or others.
•You can make a better offer and response to enquiries from overseas by
being aware of all the costs and making it easier for the client to evaluate
your offer.
•Ex works Dudley in £stg or delivered to my warehouse in Muscat where I
live. If you were buying, which would you choose?

11. Exporting and International Trade for beginners
• Summary
• Be ambitious, develop the right attitudes and seriously consider the
enormous opportunities overseas.
•Expect the challenge to be huge – but then the opportunities are too!
•Use trusted expertise and realise the importance of knowing cultural
differences, language barriers, different business methods and relationships.
Don’t rely on procedures and legal redress. There is lots of help to make
success happen and faster so go for it!
•Mark Twains quote of the day!
•Contact me and look out for our next International trade webinar titled
‘Export and International trade –sales and marketing – 2pm 12th February
2014
•Contact me – steve@steveparkericd.com tel: 01384 893346
www.uk.linkedin.com/pub/steve-parker/6/40/226

12. Exporting and International Trade for beginners
www.steveparkericd.com
Tel: 01384 893346 07854 655397

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