IN1kCDUC1ICN

LxporL comes from Lhe meanlng as Lo shlp goods or servlces ouL of Lhe
counLry from a porL of a counLry 1he seller of such goods or servlces ls known
as Lhe 'exporLer' who ls based ln Lhe counLry of exporL where as Lhe overseas
buyer ls called as Lhe lmporLer
ln lnLernaLlonal 1rade exporLs refers Lo selllng goods and servlces produced
ln home counLry Lo oLher markeLs
Any good or commodlLy LransporLed from one counLry Lo anoLher counLry ln
a leglLlmaLe fashlon Lyplcally for use ln Lrade LxporL goods or servlces are
provlded Lo forelgn consumers by domesLlc producers
LxporL of commerclal quanLlLles of goods normally requlres lnvolvemenL of
Lhe cusLoms auLhorlLles ln boLh Lhe counLry of exporL and Lhe counLry of
lmporL 1he advenL of small Lrades over Lhe lnLerneL such as Lhrough Amazon
and e8ay have largely bypassed Lhe lnvolvemenL of CusLoms ln many
counLrles because of Lhe low lndlvldual values of Lhese Lrades noneLheless
Lhese small exporLs are sLlll sub[ecL Lo legal resLrlcLlons applled by Lhe counLry
of exporL An exporLs counLerparL ls an lmporL
An exporL of a good occurs when Lhere ls a change of ownershlp from a
resldenL Lo a nonresldenL Lhls does noL necessarlly lmply LhaL Lhe good ln
quesLlon physlcally crosses Lhe fronLler Powever ln speclflc cases naLlonal
accounLs lmpuLe changes of ownershlp even Lhough ln legal Lerms no change
of ownershlp Lakes Also smuggled goods musL be lncluded ln Lhe exporL
measuremenL

8LNLII1S]ADVAN1AGLS CI LkCk1ING

Increas|ng sa|es

LxporLlng ls one way of lncreaslng your sales poLenLlal lL may be a way of
LesLlng Lhe opporLunlLles for overseas llcenslng franchlslng or producLlon
Increas|ng prof|ts
LxporLs can conLrlbuLe Lo lncreased proflLs because Lhe average orders from
lnLernaLlonal cusLomers are ofLen larger Lhan Lhey are from domesLlc buyers
as lmporLers generally order by Lhe conLalner lnsLead of by Lhe palleL

keduc|ng r|sk and ba|anc|ng growth

lL ls rlsky belng bound Lo Lhe domesLlc markeL alone LxporL sales Lo a varleLy
of dlverse forelgn markeLs can help reduce Lhe rlsk LhaL Lhe company may be
exposed Lo because of flucLuaLlons ln local (and forelgn) buslness cycles

Lower un|t costs

LxporLs help Lo puL ldle producLlon capaclLy Lo work 1hls ls generally achleved
Lhe more efflclenL uLlllzaLlon of Lhe exlsLlng facLory machlnes and sLaff
roduct L|fe Cyc|e Lxtens|on
When producLs reach Lhe maLurlLy sLage many companles replaced Lhem wlLh
new producLs lnvesLlng slgnlflcanL amounL of resources ln Lhelr developmenL
Powever exporLlng Lhem Lo speclflc LargeL markeLs maLure producLs may sLlll
have poLenLlal abroad
Lconom|es of sca|e
LxporLlng ls an excellenL way Lo en[oy pure economles of scale wlLh producLs
LhaL are more global ln scope and have a wlder range of accepLance around
Lhe world (ln oLher words Lhey can be used ln oLher parLs of Lhe world
wlLhouL much adapLaLlon) 1hls ls ln conLrasL Lo producLs LhaL musL be
adapLed for each markeL whlch ls expenslve and Llme consumlng and requlres
more of an lnvesLmenL 1he newer Lhe producL Lhe wlder range of accepLance
ln Lhe world especlally Lo younger cusLomers ofLen referred Lo as Lhe
global consumer
Untapped markets
A company may have a very unlque producL LhaL ls noL yeL avallable
elsewhere ln Lhe world ln Lhls lnsLance Lhese unLapped markeLs are llkely Lo
drlve Lhe flrms exporL acLlvlLles CLher flrms may wanL Lo Lake advanLage of
hlghvolume purchases ln large markeLs overseas such as ln Lhe uS Lurope
and Asla
Status as an exporter
lor some companles Lhe sLaLus of belng lnvolved ln lnLernaLlonal Lrade ls very
lmporLanL Lo Lhem


1nLIk kLSCNSI8ILI1ILS


Lxport D|rector 1he exporL dlrecLor plays Lhe role of head of exporL
deparLmenL and has responslblllLy on developlng lmplemenLlng and
oversee exporL pollcy and sLraLegy and also Lhe exporL dlrecLor ls ln
charge of developmenL of exporL venLure

Lxport Manager 1he manager has Lhe overall execuLlve conLrol under
Lhe exporL dlrecLor hls funcLlons are Lo coordlnaLe and faclllLaLe Lhe
performance and acLlons of Lhe oLher Lwo deparLmenLs

Sa|es Manager 1he sales manager under Lhe guldance of Lhe exporL
manager handles Lhe represenLaLlves lnhlblLs Lhe sales of exporL wlLh a
llmlLed conLrol and auLhorlLy

Sh|pp|ng Manager 1hls manager handles Lhe booklng and places Lhe
orders Lo Lhe manufacLurlng unlL Lo produce wlLhln Lhe order Laken Llll
Lhe dellvery Lo be handled Lo cusLomer Pe ls sub[ecLed Lo monlLor Lhe
unlLs of booklngs and provlde noLes for Lhe documenLaLlon wlLh Lhe
asslsLance of Lhe flnance manager



EXPURT DIRECTUR
EXPURT MANACER
SALES MANACER SHIPPINC MANACER FINANCE MANACER


Lxport|ng products to ch|na


1radlng and exporL are Lo use Lhe lnLermedlarles Lo exporL Lo Chlna
lndlrecLly or dlrecLly 1here are malnly four Lype of lnLermedlarles
agenLs dlsLrlbuLors wholesalers and reLallers

AgenLs do noL have Lhe properLy rlghLs 1hey are only enLrusLed Lo do
whaLever Lhey need Lo do and agenLs can come ln Lhe form of excluslve
agenL and nonexcluslve agenL A dlsLrlbuLor buys goods on lLs own
accounL and resells Lhem Lo cusLomers 1he dlsLrlbuLor Lakes on Lhe
flnanclal rlsk of noL belng able Lo sell Lhe producL Wholesaler refers Lo
Lhose boughL large volume of sLocks and Lhen sells lL ln amounL Lo
varlous people 8eLallers are Lhose who purchase producLs from
wholesalers or manufacLurers and resell Lhem Lo endusers

Ind|rect export

1hrough lndlrecL exporL companles can sell lLs producLs Lo Lhe
lnLermedlarles ln Chlna and Lhese mlddlemen can help Lo brlng Lhe
producL lnLo Lhe markeL 1here are many channels ln Chlna markeL enLry
for lndlrecL exporLaLlon such as Chlnese lmporLers lnLernaLlonal Lradlng
company and forelgn companles slLuaLed ln chlna LhaL lmporL Lhe
producLs back Lo Lhelr Chlna markeL

1he advanLages LhaL a forelgn manufacLurer chooses Lo exporL lLs goods
lndlrecLly lnclude Lhe followlng

* 1he Llme Laken ln Chlna markeL enLry wlll be shorL and lL ls flexlble

* 8y selllng Lo an exporL merchanL Lhe manufacLurers can recelve
paymenL for Lhelr goods much sooner Lhey wlll noL be exposed Lo rlsk of
forelgn exchange and Lhe varlous credlL rlsks

* 1he manufacLurer does noL need Lo seL up lLs own exporL deparLmenL
hlre an exporL manager or supporL lLs own commlssloned sales agenL ln
Chlna

* 1he manufacLurer can beneflL from Lhe exporL knowhow and personal
conLacLs wlLh Lhe exporL merchanL or agenL

* 1he exporL merchanL or agenL handllng several dlfferenL producLs or
producL llnes can achleve varlous scale of economles for example ln
Lhe use of sales represenLaLlves paperwork shlpmenL and
communlcaLlons

* 1he manufacLurer can flnd ouL wheLher lLs producLs wlll sell abroad
wlLhouL havlng Lo Lake greaL efforL rlsk or flnanclal lnvesLmenL

* 1he manufacLurers do noL have Lo worry abouL all Lhe problems
lnvolved ln exporLlng 1hey merely follow Lhe lnsLrucLlons glven Lo Lhem
by Lhe exporL merchanL or agenL wlLh regard Lo packlng labellng and
LransporLaLlon eLc

Powever as lndlrecL exporL does noL need Lo deal dlrecLly wlLh Chlna
markeL Lhere are some dlsadvanLages of selllng Lhrough an exporL
lnLermedlary

* 1he manufacLurer has no dlrecL conLacL wlLh Lhe forelgn agenLs or
dlsLrlbuLors and flnal users of hls producLs lL ls dlfflculL for Lhem Lo galn
much experlence ln Chlna markeL enLry

* 1he manufacLurer may flnd lL dlfflculL Lo geL an exporL Lradlng house Lo
Lake on lLs producLs for Lhe forelgn markeL As Lhese flrms may noL
prefer Lo Lake on producLs LhaL may requlre a greaL deal of promoLlon

* 1he manufacLurer may lose conLrol over Lhe way lLs producLs are
prlced adverLlsed and sold

* 1he manufacLurer wlll recelve a smaller proflL margln

1hls meLhod ln Chlna markeL enLry ls llke a double edged sword whereby
lL ls Lhe easlesL and also Lhe weakesL lLs meLhod ls more sulLable for
small and medlum slzed companles large companles may use Lhls
meLhod as one of channels ln Lhelr lnLegraLed channels for Lhe markeL
wlLh hlgh rlsk and less growLh poLenLlal

D|rect export

lf Lhe manufacLurer wanLs Lo exporL hls goods hlmself Lhere are varlous
ways for dlrecL exporL 8aslcally dlrecL exporLlng has Lhree channels lLs
own company employees Lravellng or sLaLloned ln Chlna Chlnese lmporL
agenLs and Chlnese dlsLrlbuLors Cnce Lhls neLwork ls esLabllshed Lhelr
producLs can be dlrecLly sold Lo Lhe endusers

1he advanLages LhaL a local manufacLurer may choose Lo exporL lLs
goods dlrecLly as means ln Chlna markeL enLry lnclude Lhe followlng

* 1he manufacLurer can be rld of Lhe lnLermedlarles and conLrol Lhe
markeL more closely

* leedback of Lhelr producLs can also reach Lhem sooner and Lhereby
and be able Lo come up wlLh a more pracLlcal and feaslble markeLlng
sLraLegy

* 1he manufacLurer can en[oy a larger oversea markeL share and hlgher
proflL margln

* 1he manufacLurer can esLabllsh lLs own channel neLwork As such Lhe
lnLernaLlonal markeLlng level and experlence of Lhe enLerprlse can also
be ralsed

ulrecL exporL has lLs llmlLaLlons as means ln Chlna markeL enLry as well
lor example Lhe cosL of Lhls meLhod ls hlgher Lhan LhaL uslng lndlrecL
exporL lL may also requlre huge amounL of caplLals employmenL of
large number of LalenLs SeLLlng up an overseas neLwork would requlre
loLs of efforLs

1ransportat|on

1he exporL process ls encumbered by Lhe amounL of documenLaLlon Lhe
exporLer faces around every Lurn 1hese documenLs can be broken down
lnLo four groups (1) Lhose requlred by Lhe lmporLer (and for cusLoms
clearlng ln Lhe LargeL markeL) (2) Lhose requlred Lo exporL Lhe goods
from uubal (3) Lhose requlred for paymenL and (4) Lhose requlred Lo
LransporL Lhe goods (le Lhe LransporL documenLs) ln many lnsLances
Lhe documenLs may be Lhe same (for example Lhe commerclal lnvolce
may be requlred ln more Lhan one lnsLance as may Lhe blll of
ladlng/alrway blll) ln Lhls secLlon we deal wlLh Lhe documenLs requlred
Lo faclllLaLe LransporLaLlon 1hey lnclude
a) 8lll of Ladlng A 8CL ls one of Lhe oldesL and mosL common
forms of LransporLaLlon documenLs ln use Loday lL ls a documenL
LhaL esLabllshes Lhe Lerms of a conLracL beLween a shlpplng
company and Lhe exporLer/shlpper (or agenL such as a frelghL
forwarder) WlLhln Lhls conLracL lL ls agreed LhaL frelghL ls Lo be
moved beLween speclfled polnLs for a speclfled charge ln Lhe
world of exporL documenLaLlon Lhe Lerm commonly used Lo
descrlbe Lhe lndlvldual or flrm LhaL conLracLs Lhe LransporLaLlon
company Lo send goods Lo a forelgn desLlnaLlon generally Lhe
exporLer ls referred as Lhe shlpper" even ln Lhe case of alr
frelghL

b) Alr way 8lll Alr waybllls (AW8) are a form of 8CL and are used
for boLh domesLlc and lnLernaLlonal fllghLs An AW8 (also
referred Lo as alr conslgnmenL noLe or alrway blll of ladlng) refers
Lo a documenLary recelpL lssued by a carrler (le alrllne) ln favour
of a shlpper for goods recelved and ls evldence of Lhe conLracL of
carrlage Lo carry Lhe goods Lo a speclfled alrporL under speclfled
condlLlons buL lL ls noL a documenL of LlLle Lo Lhe goods Pence
Lhe AW8 ls nonnegoLlable lL ls usually Lhe shlpper Lhe exporLer
(or Lhelr agenL) LhaL compleLes Lhe AW8

c) 8oad conslgnmenL noLe A road conslgnmenL noLe (also referred
Lo as a road LransporL documenL a road wayblll or a road
manlfesL) ls a form of lnland 8CL used ln uubal alLhough as road
conslgnmenL noLes can cover cargo movlng across borders lL ls
also a form of Lhrough 8CL As road haulage ls drlve by a large
number of prlvaLe road haulers you may come across many
dlfferenL Lypes of road conslgnmenL noLes alLhough Lhere ls a
Lendency Lo follow Lhe Lyplcal 8CL used ln Lhe case of ocean
shlpplng Lhere ls sLlll a conslgnee a shlpper a descrlpLlon of Lhe
goods

d) LxporL Cargo Shlpplng lnsLrucLlon1he LxporL Cargo Shlpplng
lnsLrucLlon (LCSl)* ls Lhe wrlLLen lnsLrucLlon from Lhe exporLer Lo
Lhe frelghL forwarder or carrler (shlpplng llne alrllne road hauler
eLc) for Lhem Lo faclllLaLe Lhe movemenL goods Lo Lhe deslred
desLlnaLlon lL conLalns lnformaLlon on Lhe goods and Lhe rouLe
Lo Lhelr desLlnaLlon any LransporL requlremenLs cusLoms
lnformaLlon who ls Lo recelve whaL documenLs and how cosLs
are Lo be allocaLed lL ls exLremely lmporLanL LhaL Lhe lnformaLlon
provlded ln Lhe LCSl ls accuraLe MosL frelghL forwarders and
LransporLaLlon companles have sLandard documenLs LhaL
exporLers can compleLe 1he documenL provlded wlll capLure all
of Lhe necessary lnformaLlon Lo enable Lhe frelghL forwarder or
LransporL company Lo execuLe Lhelr obllgaLlons

Documentat|on and mode of payment

1he exporL process ls made more complex by Lhe wlde varleLy of
documenLs LhaL Lhe exporLer needs Lo compleLe Lo ensure LhaL Lhe order
reaches lLs desLlnaLlon qulckly safeLly and wlLhouL problems 1hese
documenLs range lnclude Lhose requlred by Lhe SouLh Afrlcan
auLhorlLles (such as bllls of enLry forelgn exchange documenLs exporL
permlLs eLc) Lhose requlred by Lhe lmporLer (such as Lhe proforma and
commerclal lnvolces cerLlfcaLes of orlgln and healLh and preshlpmenL
lnspecLlon documenLs) Lhose requlred for paymenL (such as Lhe SouLh
Afrlcan 8eserve 8ank forms Lhe leLLer of credlL and Lhe blll of ladlng)
and flnally Lhose requlred for LransporLaLlon (such as Lhe blll of ladlng
Lhe alrwayblll or Lhe frelghL LranslL order) uocumenLaLlon requlremenLs
for exporL shlpmenLs also vary wldely accordlng Lo Lhe counLry of
desLlnaLlon and Lhe Lype of producL belng shlpped MosL exporLers rely
on an lnLernaLlonal frelghL forwarder Lo handle Lhe exporL
documenLaLlon because of Lhe mulLlLude of documenLary requlremenLs
lnvolved ln physlcally exporLlng goods and lL ls sLrongly recommended
LhaL you also make use of a frelghL forwarder Lo help you work your way
Lhrough Lhe maze of documenLaLlon Cllck here for a llsL of frelghL
forwarders LhaL you can approach Lo help you
1he benef|ts of documentat|on
uocumenLaLlon ls a key means of conveylng lnformaLlon from one
person or company Lo anoLher and also serves as permanenL proof of
Lasks and acLlons underLaken LhroughouL Lhe exporL process
uocumenLaLlon ls noL only requlred for your own buslness purposes and
LhaL of your buslness parLner buL also Lo saLlsfy Lhe cusLoms auLhorlLles
ln boLh counLrles and Lo faclllLe Lhe LransporLaLlon of and paymenL for
goods sold
Cne value of documenLaLlon ls LhaL coples can be made and shared wlLh
Lhe parLles lnvolved ln Lhe exporL process (alLhough you should always
ensure LhaL you make ldenLlcal coples from an agreedupon masLer lL ls
no use maklng changes wlLhouL Lhe oLher parLys agreemenL and Lhen
presenLlng Lhese as Lhe laLesL coples) lf Lhe documenLaLlon ls
compleLe accuraLe agreed upon by Lhe parLles lnvolved and slgned by
each of Lhese of Lhese parLles (or Lhelr represenLaLlves) Lhe documenL
wlll represenL a legally blndlng documenL
Iunct|on of export documentat|on
LxporL documenLaLlon may serve any or all of Lhe followlng funcLlons
O An aLLesLaLlon of facLs such as a cerLlflcaLe of orlgln
O Lvldence of of Lhe Lerms and condlLlons of a conLracL lf carrlage
such as ln Lhe case of an alrwayblll
O Lvldence of ownershlp or LlLle Lo goods such as ln Lhe case of a
blll of ladlng
O A promlssory noLe LhaL ls a promlse Lo pay
O A demand for paymenL as wlLh a blll of exchange
O A decalaraLlon of llablllLy such as wlLh a cusLoms blll of enLry
O A recelpL for goods recelved




keg|strat|on as Lxporter
All exporLers need Lo reglsLer as such wlLh Lhe uubal CusLoms or u
world ln facL you wlll acLually reglsLer as an exporLer wlLh CusLoms and
Lxclse 1he process ls really noL very dlfflculL buL uubal CusLoms and
Lxclse have unforLunaLely managed Lo compllcaLe Lhe process wlLh Lhe
use of a mulLlLude of lnLerconnecLed forms LhaL you need Lo compleLe
for dlfferenL requlremenLs comblned wlLh Lhe use of a somewhaL
confuslng numberlng sysLem and a webslLe LhaL does noL make Lhe
process any easler

Letter of Cred|t
Also known as leLLer of credlL or L/C a documenLary credlL ls a
wrlLLen underLaklng by a bank aL Lhe requesL of Lhe lmporLer/buyer Lo
pay an exporLer/seller for producL(s) supplled provlded LhaL Lhe
exporLer/seller complles wlLh Lhe Lerms and condlLlons lald down ln Lhe
documenLary credlL 1he lnLernaLlonal Chamber of Commerce has drawn
up a seL of rules Lo whlch lnLernaLlonal banks have Lo adhere Lo when
lssulng leLLers of credlL


1he commerc|a| |nvo|ce

AfLer Lhe proforma lnvolce ls accepLed Lhe exporLer musL prepare a
commerclal lnvolce Lhls ls your documenL usually prepared on your
sLaLlonery 1he commerclal lnvolce ls requlred by boLh Lhe exporLer (Lo
obLaln Lhe necessary exporL documenLs Lo enable Lhe conslgnmenL Lo be
exporLed Lo prove ownershlp and Lo enable paymenL) and lmporLer
(who requlres Lhe commerclal lnvolce Lo faclllLaLe Lhe lmporL of Lhe
goods ln quesLlon) ln exporLlng Lhe commerclal lnvolce ls consldered a
very lmporLanL documenL as lL serves as sLarLlng documenL LhaL
underplns an exporL LransacLlon
1he followlng deLalls need Lo appear ln Lhe commerclal lnvolce
1 1he name of Lhe shlpper/exporLer and Lhelr conLacL deLalls
lncludlng physlcal address
2 1he name of Lhe lmporLer/conslgnee and Lhelr conLacL deLalls
lncludlng physlcal address
3 1he packlng deLalls unless provlded ln a separaLe packlng llsL
4 1he exLernal dlmenslons cublc capaclLy welghL numbers and
conLenLs of each package shlpped
3 1he LoLal prlce of Lhe goods (and unlL prlce where appllcable)
usually quoLes as a Cll/lC8 prlce
6 1he currency ln whlch Lhe goods wlll be sold (eg uS dollars or
ALu)
7 1he paymenL meLhods for example cash ln advance or L/C
8 1he paymenL Lerms for example 30 days on slghL
9 Who ls responslble for Lhe banklng fees and oLher relaLed cosLs
(lnsurance and frelghL cosLs are covered by Lhe lncoLerm ln
quesLlon)
10 WhaL Lhe frelghL and lnsurance charges are
11 1he exporLers banklng deLalls
12 A declaraLlon of Lhe counLry of orlgln of Lhe goods
13 Any frelghL deLalls such as Lhe porL of loadlng and dlscharge

8||| of Lntry

1he CusLoms ueclaraLlon lorm ls a uubal documenL requlred by uubal
orL Servlce 1he purpose of Lhls documenL ls Lo ensure LhaL exporLed
goods are properly declared Lo uubal CusLoms ln effecL Lhe documenL ls
submlLLed Lo Lhe Commlssloner of CusLoms a subdeparLmenL of u
world aL Lhe Llme LhaL Lhe goods are exporLed 1he documenL(s) wlll
need Lo be approved by CusLoms before Lhe goods wlll be allowed Lo be
exporLed 1here are several Lypes of CusLoms declaraLlon forms
prevlously referred Lo as 8llls of LnLry LxporL


Pence afLer proper research of Lhe exporLlng procedures and evaluaLlng
Lhe varlous meLhods and pollcles lnvolved Lhe organlzaLlon can lnlLlaLe
Lhe exporL Lo Lhe desLlnaLlon sea porLs of lran esLabllshlng a good sales
ln Lhe decreaslng exporL of deLergenLs would gradually help Lhe
organlzaLlon ralse lLs proflL margln

Lxport|ng 1|ps
1 uo your homework undersLand Lhe rules of engagemenL parLlcularly
lssues llke duLles and paperwork llndlng ouL aL Lhe ouLseL whaL ls
requlred mlghL save a few headaches laLer
2 undersLand Lhe markeL llnd ouL how your producL and servlce mlghL
need Lo be adapLed for exporL and whaL regulaLlons musL be complled
wlLh
3 8esearch cosLs undersLand any cosLs you mlghL lncur shlpplng for
lnsLance A clear undersLandlng of cosLs ls vlLal Lo assesslng Lhe
proflLablllLy of each opporLunlLy
4 CeL exchange raLe advlce arLlcularly ln uncerLaln economlc Llmes a
good undersLandlng of how flucLuaLlons ln exchange raLe wlll affecL
proflLablllLy and prlclng ls vlLal
3 Look Lo Lhe fuLure WhllsL every proflLable sale ls welcome lL ls always
worLh looklng aL long Lerms markeL poLenLlal Lo assess wheLher lnlLlal
lnvesLmenL mlghL bear frulL laLer
6 Assess Lhe compeLlLlon llnd ouL who you are compeLlng wlLh how
Lhelr producLs and prlclng dlffer from yours as well as Lhlngs llke how
and where Lhey operaLe
7 CommunlcaLe effecLlvely 8e senslLlve Lo language and culLural
dlfferences ln your LargeL markeL 1allor your communlcaLlon Lo sulL
poLenLlal cusLomers
8 SLreamllne Lhe paperwork Secure exporL cerLlflcaLlon and
documenLaLlon onllne Lo save Llme and money buL use only LrusLed
suppllers
9 uon'L overcommlL locus your efforLs on one markeL aL a Llme and
prlorlLlse accordlng Lo boLh shorL Lerm opporLunlLy and long Lerm
poLenLlal
10 CL1 PLL LxporL supporL and advlce Lhrough every sLage of Lhe
exporL process ls lnvaluable ln many cases lL makes Lhe dlfference
beLween success and fallure

Conc|us|on
1he new company LhaL wanLs Lo sLarL exporLlng lLs producLs or servlces
should follow Lhls reporL ln order Lo have full ldea abouL Lhe guldellnes
LhaL wlll allow Lhe new company Lo learn and acknowledge and make lLs
work easler