The objective

Brief: You have been asked by your company, which is Canadian and based in Vancouver, to report on how you could sell your range of solar energy panel products in India. These are the distribution options: Sell direct to customers. y Use an export firm in your country, which operates in India, to sell the products. y Find an Indian distributor (exclusive) or distributors (non-exclusive) to sell your products. y Find an Indian partner for a joint venture. What are the pros and cons of these four options? Are there any other options?

What do you know about India as a potential market for your product?

What do you need to find out?

Facts and figures about India

Population: 1,094,583,000 (figures vary) Official Languages: India has 22 official languages including Hindi and English, which are the languages of communication of central government. English is generally the language of commerce. GDP: annual growth rate of approximately 8% GNI per capita: US $720 Number of engineering and technology graduates: 2,588,405 (2001 census) Climate: six types, ranging from desert through tropical rain forests to alpine

Some statistics about India from the World Bank

Trading Across Borders (2006) The costs and procedures involved in importing and exporting a standardized shipment of goods are detailed under this topic. Every official procedure involved is recorded - starting from the final contractual agreement between the two parties, and ending with the delivery of the goods.
Indicator Documents for export (number) Time for export (days) Cost to export (US$ per container) Documents for import (number) Time for import (days) Cost to import (US$ per container) India 10 27 864 15 41 1,244 Region 8.1 34.4 1,236 12.5 41.5 1,495 OECD 4.8 10.5 811 5.9 12.2 883

Decide whether the following statements are true or false. 1 Indians like to get straight down to business in a meeting. False 2 When there is disagreement, Indians express it directly. False 3 In meetings it is important to build trust and establish relations before starting a negotiation. True 4 Use titles like Mr, Doctor or Professor wherever possible. True 5 If you take a gift, make sure it is a big one and present it in both hands. False 6 It is polite to refuse food and drink during meetings. False

What are the Social Technological Economic Environmental Political factors that would affect doing business in India?

In _________ of the increase in our volume of view __________, I am writing to _________ enquire business extend whether you would be prepared to __________ credit terms of 60 days. Would you let us _________ your decision as know possible soon as _________ ? Email type: a request

Complete the emails with the appropriate words. Decide what type of email each one is e.g. an agreement, an apology, a final demand, a refusal, a reminder, a request.

regard With _________ to your request for improved credit __________, I am afraid that group terms policy allow __________ does not ___________ us to extend more than 30 days credit. Email type: a refusal

__________ to your email of 17 July, we are Further pleased to agree to the __________ you terms forward propose, and we look __________ to receiving your order. Email type: an agreement

Complete the emails with the appropriate words. Decide what type of email each one is e.g. an agreement, an apology, a final demand, a refusal, a reminder, a request.

remind May I __________ you that the sum of 101,000 is still ___________ on your outstanding account? settlement We would appreciate your early ___________ of this outstanding __________. balance Email type: a reminder

We would like to __________ for the delay in apologize sending the _________ cheque. This was enclosed oversight unfortunate __________ due to circumstances beyond our __________, and we can assure control you that it will not __________. reoccur Email type: an apology

Complete the emails with the appropriate words. Decide what type of email each one is e.g. an agreement, an apology, a final demand, a refusal, a reminder, a request.

regarding We wrote to you on 11 April __________ the balance of 15,550 which is still __________. outstanding within Unless we receive payment ___________ seven days, we shall have no ___________ but alternative legal to pass the matter on to our ___________ department. Email type: a final demand