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    Export Mktg. PPT Slides (18!10!2020) (Dr. DHOND)

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    vishrut.damani
    This document contains a lecture on export marketing given by Professor Dr. Arvind Dhond. It discusses key topics related to export marketing including the difference between export marketing and international marketing, steps in the export procedure, types of export quotations and obligations for exporters and importers under different quotations, important export documents, and participation in trade fairs. It also briefly mentions the Importer-Exporter Code which is mandatory for exports or imports in India.

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    Export Mktg. PPT Slides (18!10!2020) (Dr. DHOND)

    Uploaded by

    vishrut.damani
    65 views94 pages
    This document contains a lecture on export marketing given by Professor Dr. Arvind Dhond. It discusses key topics related to export marketing including the difference between export marketing and international marketing, steps in the export procedure, types of export quotations and obligations for exporters and importers under different quotations, important export documents, and participation in trade fairs. It also briefly mentions the Importer-Exporter Code which is mandatory for exports or imports in India.

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    This document contains a lecture on export marketing given by Professor Dr. Arvind Dhond. It discusses key topics related to export marketing including the difference between export marketing and international marketing, steps in the export procedure, types of export quotations and obligations for exporters and importers under different quotations, important export documents, and participation in trade fairs. It also briefly mentions the Importer-Exporter Code which is mandatory for exports or imports in India.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    65 views94 pages

    Export Mktg. PPT Slides (18!10!2020) (Dr. DHOND)

    Uploaded by

    vishrut.damani
    This document contains a lecture on export marketing given by Professor Dr. Arvind Dhond. It discusses key topics related to export marketing including the difference between export marketing and international marketing, steps in the export procedure, types of export quotations and obligations for exporters and importers under different quotations, important export documents, and participation in trade fairs. It also briefly mentions the Importer-Exporter Code which is mandatory for exports or imports in India.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 94

    Welcome to Management Lecture Series

    On Export Marketing By Professor: Dr. Arvind Dhond

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    Introduction to Export Marketing

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    International Marketing
    Export Marketing

    Import Marketing

    International Marketing
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    STEPS IN EXPORT PROCEDURE
    STEP 1: Enquiry
    STEP 2: Proforma Invoice to the Buyer (Importer)
    STEP 3: Order placement
    STEP 4: Order acceptance
    STEP 5: Goods readiness & documentation
    STEP 6: Goods removal from works to the Port, following the Application for Removal of Exports
    (ARE) procedure
    STEP 7: Documents for Clearing & Forwarding (C & F) agent / Custom House Agent (CHA)
    STEP 8: Customs Clearance - ‘LET EXPORT’ endorsement on the shipping bill
    STEP 9: Document Forwarding
    STEP 10: Bills negotiation
    STEP 11: Bank to bank documents forwarding
    STEP 12: Customs obligation discharge - Central Excise authorities
    STEP 13: Receipt of Bank certificate - Reserve Bank 25
    Export Quotation

    • 3 Types of Export Quotations

    • [X] Quotation = $ 5000

    • INCOTERMS = International Commercial Terms


    26
    3 Types of Export Quotations
    [1] FOB Price = FREE ON BOARD

    = [Cost + Profit + Local Transportation Cost + Loading/Unloading Charges] – Export Incentives

    [] FOB Quotation = $ 5000

    [2] CFR = COST & FREIGHT

    = FOB + FREIGHT

    = ([Cost + Profit + Local Transportation Cost + Loading/Unloading Charges] – Export Incentives) + FREIGHT

    [] C&F Quotation = $ 7000

    [3] CIF = COST, INSURANCE & FREIGHT

    = C&F + Insurance

    = ([Cost + Profit + Local Transportation Cost + Loading/Unloading Charges] – Export Incentives) + Insurance + FREIGHT

    [] CIF Quotation = $ 8000 27


    Obligations
    Exporter Importer

    • 1. FOB: Responsibility until cargo loaded on • 1. FOB: Pay Freight & Insurance
    board the vessel at the “Port of Origin”. Premium.

    • 2. CFR: Responsibility for cargo to be loaded


    on board the vessel at the “Port of Origin” +
    Pay the Freight Charges. • 2. CFR: Pay Insurance Premium.

    • 3. CIF: Responsibility for cargo to be loaded on


    board the vessel at the “Port of Origin” + Pay
    the Freight Charges & Insurance Premium. • 3. CIF: Take custody of goods at the “Port
    of Destination”.
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    EXPORT DOCUMENTS
    1. Proforma Invoice
    2. Commercial Invoice
    3. Bill of Lading
    4. Consular Invoice
    5. Certificate of Origin
    6. Inspection Certification
    7. Dock Receipt
    8. Warehouse Receipt
    9. Destination Control Statement
    10. Insurance Certificate
    11. Export License
    12. (Export) Packing List
    13. Mate’s Receipt
    14. Bill of Exchange (BOE)
    15. Letter of Credit (LC)
    16. Black List Certificate from Shipping Line (Vessel does not call any ports of enemy country)….. 31
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    Documents Against Acceptance (D/A)

    An arrangement in which an exporter instructs a bank to hand over

    shipping and title documents to an importer, only if the importer

    accepts the accompanying bill of exchange or draft by signing it.

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    “EXPORT OR PERISH” ……. Slogan by Jawaharlal Nehru in 1960’s

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    Export Promotion Institutions set-up in
    India

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    Export Marketing

    Export Marketing

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    Standard Exhibition Booth Shell Scheme Exhibition
    Stands

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    (I) Major steps of Trade Fair Participation-
    Preparation Before participation in Trade Fair
    1. Collection of desired information – 2. Planning & Budgeting
    a) Information about the fair – Venue, date, time, 3. Booking of the stand –
    application fees, last date, insurance & security a) Shell scheme.
    arrangements.
    b) Individual designed stand.
    4. Planning for stand design.
    b) Market information – Customer requirement, stalls,
    packaging, legal requirement, duties taxes, channel of 5. Developing sampling range
    distance, advertising. 6. Deciding price.
    7. Promotion of visitors.
    c) Transport – Shipping schedules, costs, customs, 8. Arrangement for display & literature (technician)
    documentation. 9. Arrangement for transport, travel & stay.
    10. Staff briefing.
    d) Travel – Passport, people with goods & 11. Application for visa.
    representatives, Hotel etc.
    12. Purchase of foreign exchange.

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    (II) Major steps of Trade Fair
    Participation- During the Trade Fair
    1. No on the spot sale but to initiate relationship.
    2. This happens by behavior at stand.
    3. Behavior must be in Professional Manner.
    4. Staff should be qualified & knowledgeable about the product.
    5. Do not buy for products value but also buy for added values of the seller.
    6. Formulas, be on time, name badge, be clear, body language.
    7. Do not block clients.
    8. No gossip.
    9. Offer drinks, seats available.
    10. Be realistic, polite.
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    (III) Major Steps of Trade Fair
    Participation- After the Trade fair
    Follow up action:
    1. To be success make follow-up, client place visiting, emails, touching
    them frequently.

    2. Timely giving them emails of new offers or detail about new product
    launching.

    3. Issue various discount coupons on festival seasons.

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    International Marketing Mix
    Philip Kotler – The Great Marketing Guru

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    The Importer-Exporter Code (IEC) is a key business identification number which is mandatory for
    Exports or Imports.

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    Welcome to Management Lecture Series

    On Export Marketing By Professor: Dr. Arvind Dhond

    94

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