GMMCH17.ppt 80KB Jun 05 2011 09:30:25 PM

EXPORT AND IMPORT
MANAGEMENT
Chapter Seventeen

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Export and Import Management
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Overview
1. Organizing for Exports
2. Indirect Channels of Distribution
3. Direct Export Marketing
4. Linkages between Foreign Direct
Investment and Exports

• 5. Mechanics of Exporting
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Export and Import Management (cont)
• 6. Role of the Government in Promoting
Exports
• 7. Managing Imports - The Other Side of
the Coin
• 8. Mechanics of Importing
• 9. Gray Markets

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Overview
– Exhibit 17-1 Share of the World Exports
(Percent) of Top Six Exporters

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1. Organizing for Exports
• Research for Exports
• Export Market Segments

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2. Indirect Channels of Distribution
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combination export manager (CEM)
export merchants
export commission house
trading companies
Exhibit 17-2 Major Types of Trading
Companies and their Countries of Origin
– piggyback exporting
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3. Direct Export Marketing
– Exhibit 17-3 Comparison of Direct and Indirect
Exporting

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4. Linkage Between Foreign Direct

Investment and Exports

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5. Mechanics of Exporting
– Exhibit 17-4 FORM 7525-V: Information to be
Reported On The Shipper’s Export Declaration

• Legality of Exports
– Exhibit 17-5 U.S. Export Licensing Authorities
for Specific Commodities

• Export Transactions
• Terms of Shipment and Sale
– Exhibit 17-6 Terms of Shipment
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5. Mechanics of Exporting (cont)
• Payment Terms
– Exhibit 17-7 Terms of Payment in an Export
Transaction

• Currency Hedging

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6. Role of the Government in Promoting
Exports
• Export - Import Bank
• U.S. Tariff Concessions
– Exhibit 17-8 Financial Assistance to Exporters,
1993
– Foreign Trade Zone
– Foreign Sales Corporation

– American export Trading Company

• Export Regulations
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7. Managing Imports The Other Side of the Coin
– Exhibit 17-9 Model of Importer Buyer
Behavior

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8. Mechanics of Importing
• Entry of Imports into the United States
– Import Documents and Delivery
– Import Duties

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9. Gray Markets
• Why Gray Markets Develop
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Currency Fluctuations
Differences in Market Demand
Segmentation Strategy
Exhibit 17-10 How to Combat Gray Market
Activity

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