Learning Objectives

Welcome to class of
Export Import Practices
Dr. Satyendra Singh

Learning Objectives
Objectives:

Explain why firms export and problem areas of exporting

Identify the sources of export counseling and support

some sources of export financing

Discuss
the meaning of the various terms of sale
Identify

Describe the activities of a foreign freight forwarder

Understand the kinds of export documents required

Identify import sources

Why Export?
Reasons to export
To serve markets where the firm has no or limited production
facilities
To satisfy a host governments requirement that the local
subsidiary have exports
To remain price-competitive in the home market
To test foreign markets and foreign competition
inexpensively

Reasons to export?
To offset domestic markets cyclical sales
To achieve additional sales
To extend a products life cycle
To respond strategically to foreign competitors
To achieve the success the firms management has
seen others achieve
To improve the efficiency of manufacturing equipment

Reasons not to Export

Two major reasons

Preoccupation with the vast American market

Reluctance to become involved in a new, unknown and therefore risky operation

Not active in international markets due to

Lack of knowledge

Locating foreign markets

Payment and financing procedures
Export procedures

Sources of Export Counseling

Trade Information Center (TIC)
The federal government has to set this up as a first stop for
information
Visit http://www.edc.ca

International Trade Administration (ITA)

Offers a wide range of export promotion activities that include
Market Access and Compliance (MAC)
Trade Development
U.S. and Foreign Commercial Services (US&FCS)

Sources of Export Counseling

Small Business Administration (SBA)
The office of International Trade of the SBA works
through

Small Business Administration offices

Score Program
Small Business Development Centers
Centers for International Business Education and Research
(CIBERs)

Show and Sell

Trade events to facilitate international
trade
U.S. pavilions
Trade missions
Product literature center
Reverse trade missions

Export Marketing Plan

Essentially same as domestic marketing
plan
Specific about
Markets to be developed
Marketing strategy for serving them
Tactics to make the strategy operational

Terms of Sale
INCOTERMS
Universal trade terminology developed by
the International Chamber of Commerce
Ex-Works
Risk passes at factory door
US equivalent: FOB (free on board)

Terms of Sale
FAS
Free alongside ship, port of call

CIF
Cost, insurance, freight, foreign port

CFR
cost and freight, foreign port

DAF
Delivered at frontier

Payment Procedures
Payment terms offered by exporters to foreign
buyers
Cash in advance
When credit standing of the buyer unknown or uncertain

Open account
When sale is made on open account
Seller assumes payment risk
Offered to reliable customers in economically stable countries

Payment Procedures
Consignment
Goods shipped to buyer; payment made when sold
Payment risk assumed by seller

Letter of credit (L/C)

Document issued by buyers bank

Promise to pay seller specified amount when bank

has received documents stipulated in letter of credit

Payment Procedures
Letter of credit
Confirmed L/C
Correspondent bank in sellers country agrees to
honor issuing banks L/C
Irrevocable L/C
Once the seller has accepted L/C, buyer cannot alter
or cancel it without sellers consent

CFR Cost, Freight, Foreign Port; FAS Free Along Side leave it there after clearing for export
FOB Seller will load on board after clearing for export (Cost and risk shared INCOTERMS 2010)
FCA Free Carrier clear for export and handover to named carrier
CPT Carriage Paid To seller pays named place of delivery
In 2010, eliminated!
DES, DAF, DEQ, DDU
DEQ/DES Delivered Ex Quay/Ship named port of delivery
DDP/DDU Delivered Duty Paid/unpaid ; EXW Just keep outside/warehouse
CIF insurance for maritime; DES CIF + insurance for goods as well

Letter of Credit Transaction

Documents
Air Waybill
A bill of lading issued by an air carrier

Pro Forma Invoice

Exporters formal quotation: description of the
merchandise, price, delivery time, method of shipment,
ports of exit and entry, and terms of sale

Export Financing
Private Source Commercial Banks
Bankers acceptance
Time draft with maturity of less than 270 days that has been
accepted by the bank on which the draft was drawn, thus
becoming the accepting banks obligation; may be bought and sold
at a discount in the financial markets like other commercial paper

Factoring
Discounting an account receivable without recourse

Export Financing
Forfeiting
Purchasing without recourse an account receivable
whose credit terms are longer than the 90 to 180 days
usual in factoring; unlike factoring, political and transfer
risks are borne by the forfeiter

Export Financing
Public Sources
Export-Import Bank (Ex-Imbank)
Principal government agency that aids American exporters by means of
loans, guarantees, and insurance programs

Overseas Private Investment Corporation (OPIC)

U.S. government corporation that offers American investors in developing
countries insurance against expropriation, currency inconvertibility, and
damages from wars and revolutions

Other Public Incentives

Foreign Trade Zone
Duty-free area designed to facilitate trade by reducing the effect
of customs restrictions

Free Trade Zone

An area designated by the government as outside its customs
territory

Customs drawback
Rebate on customs duties

Export Procedures
Foreign freight forwarders act as agents for exporters
Prepare documents
Book space
Offer advice about

Markets
Regulations
Transportation
Packing

Supply cargo insurance

Official Procedures for Importing and

Exporting

Shipping Documents
Shippers Export Declaration
U.S. Department of Commerce form to control
export shipments and record export statistics

Validated export license

Document issued by the U.S. government
authorizing export of strategic commodity or
shipment to unfriendly country

General Export License

Covers export commodities for which validated
license not required; no formal application required

Shipping Documents
Export Bill of Lading
Contract of carriage between shipper and carrier:
straight bill of lading is nonnegotiable; endorsed to
order bill gives holder claim on merchandise

Insurance Certificate

Collection Documents
Commercial invoice
Include origin of goods, export packing marks, and clause stating goods will not be
transshipped

Consular invoice
Purchased from the consul and prepared in local language

Certificate of origin
Issued by local Chamber of Commerce

Inspection certificate
Frequently required for grain, food, live animals

Export Shipments
Containers

Reduce theft and handling costs

LASH (lighter aboard ship)

Barges for shallow inland waterways

RO-RO (roll on-roll off)

Can drive onto vessel

Air Freight

Can arrive in one day

Sea-Air Total Cost Comparison,

Shipment and Spare Parts

Air Freight
Total cost may decrease
Either the firm or the product may be airdependent
The market may be perishable
Competitive position may be strengthened

Importing
Ways to identify import sources
If similar imported products are already in the market, visit a
retailer and examine the product label
If the product is not being imported, call the nearest consul or
embassy of that country
Use the electronic bulletin boards of the World Trade Centers

Customhouse Broker
Independent business that handles import shipments
Acts as agent for importer
Customhouse broker brings goods through customs
May arrange transportation for goods after they leave
customs
Need to know when imports are subject to import quotas
and how much of the quota has been filled

Importing
Bonded warehouse
Area authorized by customs for storage of goods on which
payment of import duties is deferred until goods are removed

Automated Commercial System (ACS)

Used to track, control, and process all commercial goods
imported into U.S.

Import Duties
Importer must know how U.S./Canada calculates import duties

The Harmonized Tariff Schedule of U.S.

(HTSUSA)
American version of the Harmonized System used worldwide to
classify imported products