《国际商务 International Business》课程教学资源（PPT课件）08 Exporting and Countertrade

BusinessInternationalHuang HuipingEconomicSchool.Whut

Huang Huiping Economic School.Whut International Business

Chpt 8 Exporting and CountertradeReadingQuestions:#Why does exporting remainachallengeformanyfirms?# How to improve export performance?#Countertrade

Chpt 8 Exporting and Countertrade Reading Questions: Why does exporting remain a challenge for many firms? How to improve export performance? Countertrade

1 Why does exporting remain achallengeformany firms?:Self-reading P411-419ReadThe 12 most common mistakes andpitfalls awaiting new exporters", on p451AnotherPerspective,Try to find the solutions to those problemsfrom your textbook and other sources

1 Why does exporting remain a challenge for many firms? • Self-reading P411-419 • Read“ The 12 most common mistakes and pitfalls awaiting new exporters”, on p451, Another Perspective, • Try to find the solutions to those problems, from your textbook and other sources

The 12most common mistakes andPitfallsAwaitingNewExporters# Failure to develop an international marketing plan andobtain exportcounsel# Insufficient commitment by top management#Insufficient care in selecting oversea distributors# Chasing orders from around the world instead ofestablishing a basis for profitable operations and orderlygrowth# Neglecting export business when domestic market booms#Failure to treat international distributors on a egual basiswithdomestic counterparts

The 12 most common mistakes and Pitfalls Awaiting New Exporters Failure to develop an international marketing plan and obtain export counsel Insufficient commitment by top management Insufficient care in selecting oversea distributors Chasing orders from around the world instead of establishing a basis for profitable operations and orderly growth Neglecting export business when domestic market booms Failure to treat international distributors on a equal basis with domestic counterparts

The 12 most common mistakes and PitfallsAwaitingNewExporters# Assuming that given market technique and productswill automatically be successful in all countries:# Unwillingness to modify products to meet theregulations or cultural preference of other countries;# Failure to print service, sale, warranty messages inlocally understood language,# Failure to use of an export management company# Failure to consider licensing or joint-ventureagreements# Failure to provide readily available servicing for theproduct

Assuming that given market technique and products will automatically be successful in all countries; Unwillingness to modify products to meet the regulations or cultural preference of other countries; Failure to print service, sale, warranty messages in locally understood language; Failure to use of an export management company; Failure to consider licensing or joint-venture agreements Failure to provide readily available servicing for the product The 12 most common mistakes and Pitfalls Awaiting New Exporters

1 Why does exporting remain achallengefor many firms?Thepitfalls ofexporting# Simpleignorance of thepotential opportunities;# Combination of unfamiliarity and intimidation toforeignmarketPoor market analysis,poor understanding of competitiveconditions in foreign market, failureto the needs of foreigncustomers,lack an effective distribution program,poorlyexecuted promotion,financial problems# Underestimating time and expertise

1 Why does exporting remain a challenge for many firms? The pitfalls of exporting Simple ignorance of the potential opportunities ; Combination of unfamiliarity and intimidation to foreign market Poor market analysis, poor understanding of competitive conditions in foreign market, failure to the needs of foreign customers, lack an effective distribution program, poorly executed promotion, financial problems Underestimating time and expertise

2 How to improve export performance?(1) Increasing the awareness of exportingopportunities--------Information sources;(2) Utilizing export management companies(3)Adoptproperexportingstrategies

2 How to improve export performance? (1) Increasing the awareness of exporting opportunities-Information sources; (2) Utilizing export management companies (3) Adopt proper exporting strategies

(1)Information sources# Germany:Trade Associations.GovernmentAgencies,Commercial Banks# Japan: Japanese Ministry of International TradeandIndustry(MITI通产省）# America: U.S. Department of Commerce(International Trade AdministrationU.S.And Foreign Commercial Service)Small BusinessAdminitrative(SBA)

Germany: Trade Associations, Government Agencies, Commercial Banks. Japan: Japanese Ministry of International Trade and Industry(MITI,通产省） America: U.S. Department of Commerce (International Trade Administration, U.S. And Foreign Commercial Service) Small Business Adminitrative(SBA) (1)Information sources

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China:

0K2D0mofcom.gov.cn商务部百政接者中华人民共和国商务网站X中华人民共和国商务部网站商务思，百度报表★中华人民共和国商务部Ministry of Commerce of the People's Republic of China业务导航国内贸易商务预报中国市场秩序网12312投诉举报国家中药材流通追潮体系单用途商业预付卡业务信息系统肉菜流通追渊体系流通标准化农产品现代流通综合试点拍卖管理典当管理汽车贸易管理与汽车市场英丝绸行业市场监滤酒类流通业管理重要生产资料市场监测商业特许经营旧货流通与免税行业发展食品安全监督管理再生资源回收体系建设直销经营行业管理商务领域信用药品流通行业管理石油市场监管中国打击侵权假冒工作网对外贸易商务培训产业技术12335网上一站式服务窗口中国保护知识产权网国际市场商品价格农产品贸易国别报告CEPA专题中国企业境外商务投诉服务中心台港澳经贸ECFA专题外商投资中国投资指南外商投资产业指导目录外商投资企业信息公示走出去“走出去公共服务平台对外援助对外援助资格认定对外援助项目进展援外项目采购系统