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EXPORT MANAGEMENT

Arun Mishra
arunjimishra@gmail.com
9893686820
Introduction to Export
This term export derived from the conceptual
meaning as to ship the goods and services
out of the port of a country.
The seller of such goods and services is
referred to as an "exporter" who is based in
the country of export whereas the overseas
based buyer is referred to as an "importer".
In International Trade, "exports" refers to
selling goods and services produced in
the home country to other markets.
Export Management
Export management means conducting the export
activity in an orderly, efficient and profitable
manner.
Since the heart of each business is marketing,
export management can be termed as export
marketing management.
It needs to be managed efficiently so that the
export should increase and exporter should
get more profit and importer should get more
satisfaction.
Export management means managing export
marketing activity efficiently, smoothly and
in an orderly manner.
NEED FOR EXPORT MANAGEMENT
We can discuss the need for export
management at two different levels.

At the National level.

At the Business level.


Need For Export Management
At The National Level
Earning foreign Exchange
International Relations
Balance of payments
Reputation in the World
Employment
Research and Development
Standard of Living
Economic Growth
Need Export management
At Business Level
Export Obligation
Higher Profits
Reputation and Goodwill
Imports are liberalized
Government Incentives
Export management
Identifying Export Products
Market Selection
SWOT Analysis
Export License
Export Pricing and Costing
Understanding of Foreign Exchange
Rates
Export Risk Management
Packing and Labeling of Goods
1. Identifying Export Products
The product should be manufactured or sourced with
consistent standard quality, comparable to
competitors
Avoid products which are monopoly of one or few
suppliers
The price of the exported product should not fluctuate
very often - threatening profitability to the export
business.
Strictly check the government policies related to the
export of a particular product
Carefully study the various government incentive
schemes and tax exemption.
Keep in mind special packaging & labeling
requirements of perishable products like processed food
and dairy products.
2. Market Selection
Market selection process requires a broad range of
information depending upon the products or
services to be exported, which includes:
The demand for product/service.
The size of the potential audience.
Whether the target audience can afford product.
What the regulatory issues are that impact on
exports of product.
Are there appropriate distribution channels for
product/service?
The environment for doing business language,
culture, politics etc.
Is it financially viable to export to selected market?
3. SWOT Analysis
SWOT analysis is a useful method of
summaries all the information generated
during the export planning.
SWOT stands for strengths, weakness,
opportunities and threats
It helps to isolate the strong and week
areas within an export strategy.
SWOT also indicates the future
opportunities or threats that may exist in
the chosen markets
SWOT is instrumental in strategy
formulation and selection.
4. Export License
Export license are only issued for the goods
mentioned in the Schedule 2 of ITC (HS)
Classifications of Export and Import items.
Prohibited: Not permitted for Export. License
will not be given in the normal course
Restricted: Export is permitted under a license
granted.
STE: Export allowed only through specified State
Trading Enterprises (STEs) subject to specific
conditions laid out in the Import and Export
Policy
5. Export Pricing and Costing
Export Pricing can be determined by the following
factors:
Range of products offered.
Prompt deliveries and continuity in supply.
After-sales service in products like machine
tools, consumer durables.
Product differentiation and brand image.
Frequency of purchase.
Presumed relationship between quality & price.
Specialty value goods and gift items.
Credit offered.
Aggressive marketing and sales promotion.
Unique value goods and gift items.
6. Understanding of Foreign Exchange
Rates
An exporter without any commercial contract is
completely exposed of foreign exchange risks that
arises due to the probability of an adverse change in
exchange rates.
It is important for the exporter to gain some
knowledge about the foreign exchange rates,
quoting of exchange rates and various factors
determining the exchange rates.
Rate at which one countrys currency is exchanged for
another countrys
A major concern for companies doing business
internationally
Changes in the exchange rate can have major
implications for profitability of international
operations
7. Export Risk Management
The various types of export risks involve in an
international trade are as follow
Credit Risk
Poor Quality Risk
Transportation Risks
Logistic Risk
Legal Risks
Political Risk
Unforeseen Risks
Exchange Rate Risks
8. Packing & Labeling Of Goods
Packing Labeling
The primary role of Labeling on product
packaging is to contain, provides the following
protect & preserve a important information:
product as well as aid in Shipper's mark
its handling and final Country of origin
presentation. Weight marking (in pounds
and in kilograms)
Packaging provides Number of packages and
following benefits size of cases (in inches and
Physical Protection centimeters)
Containment Handling marks
(international pictorial
Marketing
symbols)
Security
EXPORT DOCUMENTATION
There are a number of documents, which have
to be prepared by the exporter in order to
arrange export of his consignments.
These documents can be classified into two:
Commercial Documents
Regulatory Documents
EXPORT DOCUMENTATION

Export Documents

Commercial Regulatory
Documents Documents

Principal Auxiliary
EXPORT DOCUMENTATION
Out of the 15 commercial documents, eight are
principal and the rest are auxiliary. The eight
principal documents are:
The Commercial Invoice
Packing List
Bill of Lading/Air Waybill
Certificate of Inspection/Quality control
Certificate of origin
Bill of Exchange/ Draft
Shipment Advice
Insurance Certificate
EXPORT DOCUMENTATION
The seven auxiliary documents are
Proforma Invoice
Intimation for inspection
Shipping instructions
Insurance Declaration
Application for certificate of origin.
Mate's Receipt
Letter to bank of collection/negotiation of
documents
EXPORT DOCUMENTATION
Regulatory Documents associated with the pre-
shipment stage of the export transaction. They are:
ARE Form (for Central Excise)
Shipping Bill/Bill of Export (for Customs)
For export of duty free goods
For export of dutiable goods
For export of goods under claim of drawback
Port Trust Copy of Shipping Bill/ Export
Application/Dock Challan - Port
Vehicle ticket - Port
Exchange Control Declaration/GR/PP forms -
RBI
Freight Payment Certificate - Steamer Agents
Insurance Premium Payment Certificate -
Insurance Co.
Export Documents
Quotation
An offer to sell goods and should state clearly the
price, details of quality, quantity, trade terms,
delivery terms, and payment terms.
Prepared by Exporter
Sales Contract
An agreement between the buyer and the seller
stipulating every details of the transaction.
Prepared by Exporter
Export Documents
Proforma Invoice
An invoice provided by a supplier prior to the
shipment of merchandise, informing the buyer of the
kinds and quantities of goods to be sent, their value,
specifications (weight, size and similar characteristics).
Prepared by Exporter
Commercial Invoice
It is a formal demand note for payment issued by the
exporter to the importer for goods sold under a sales
contract.
It should give details of the goods sold, payment
terms and trade terms.
It is also used for the customs clearance of goods and
sometimes for foreign exchange purpose by the importer.
Prepared by Exporter
Export Documents
Packing List
A list with detailed packing information of
the goods shipped.
Prepared by Exporter
Inspection Certificate
A report issued by an independent surveyor
(inspection company) or the exporter on the
specifications of the shipment, including
quality, quantity, and/or price, etc; required
by certain buyer and countries.
Prepared by Inspection Company or Exporter
Export Documents
Packing List
A list providing information needed for
transportation purpose, such as
details of invoice, buyer, consignee,
country of origin, vessel/flight date,
port/airport of loading, port/airport of
discharge, place of delivery, shipping
marks / container number, weight /
volume of merchandise
and the fullest details of the goods,
including packing information.
Issued by Shipper
Export Documents
Documentary Credit
A bank instrument began (issuing or opening
bank), at the request of the buyer, evidencing the
bank's undertaking to the seller to pay a certain
sum of money provided that specific requirements set
out in the D/C are satisfied.
Prepared by Exporter
Bill of Exchange (B/E) or Draft
An unconditional written order, in which the
importer addressed to and required by the exporter
to pay on demand or at a future date a certain
amount of money to the order of a person or bearer.
Prepared by Issuing Bank upon an application made
by the Importer
Other Tools used to aid transactions
Letters of Credit (LOC)
A letter of credit is a method of
payment that is an important part of
international trade
Bank guarantee on behalf of importer
to exporter assuring payment when exporter
presents specified documents
Letter of Credit Model
Export Import (Exim) Policy
Exim Policy is a set of guidelines &
instructions related to the import and export of
goods.
The Government of India notifies the Exim Policy
for a period of five years.
The Export Import Policy is updated every year
on the 31st of March & the modifications,
improvements & new schemes become effective
from 1st April of every year.
All types of changes or modifications related to the
Exim Policy is normally announced by the
Union Minister of Commerce & Industry who
coordinates with the Ministry of Finance, the
Directorate General of Foreign Trade & its network
of regional offices.
Foreign Exchange Management Act
(FEMA)
Foreign Exchange Management Act or in short
(FEMA) is an act that provides guidelines for
the free flow of foreign exchange in India.

It has brought a new management regime of


foreign exchange consistent with the
emerging frame work of the World Trade
Organization (WTO).
EXPORT FINANCE
Commercial banks

EXPORT-IMPORT BANK OF INDIA (EXIM


BANK)

Export Credit and Guarantee Corporation of


India Ltd. (ECGC)

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