Export Management Certificate

48 Hours

 

Description

In today's fast-paced, complex global market, it is necessary to equip yourself with the very best resources and knowledge to not only compete, but to excel.  Have you recently been promoted and you need to learn about exporting quickly? Would you like to add Continuing Education Units (CEUs) to your resume for a future promotion - or a new job? Would you like to start your own export business? You can achieve these goals by taking individual courses or by completing the Six-Course Program, passing the Final Certification Examination and earning a prestigious Certificate in Export Management.  48 hours/12 months access.  Instructor supported. Manuals included.

The information is presented in a logical, step-by-step format that you will find easy to read, understand and use. You will be able to take advantage of the following unique features that are only available through our Certificate Program:

·         You can learn at your own pace. Courses are available online 24/7. E-mail instructors if you have questions.

·         You will be studying the most current export information available because course content is updated daily.

·         You can conduct global market research as you learn by exploring 1,200 hyperlinked export trade web sites.

·         You will earn valuable Continuing Education Units (CEUs) to advance your career in international trade.

Outline

IDENTIFYING YOUR EXPORT MARKETS (2008)

Table of Contents

I.

MAJOR BENEFITS OF EXPORTING:

 

As an employee, present these benefits to top management to convince them to investigate exporting as a means of increasing company sales and profits. If you are an entrepreneur starting out as an export sales agent, include these benefits in your formal presentation to convince potential clients to use your services to introduce their products into world markets.

II.

EVALUATE YOUR EXPORT READINESS:

 

A. Are Your Current Products Exportable?

 

1. Major reason why products fail in foreign markets
2. Key indicator of your product's export potential
3. Table: Determine Product Readiness For Export

 

B. Are Your Personnel Ready For Export?

 

1. Importance of continuous employee training
2. Two types of export experience
3. Table: Determine Personnel Readiness For Export

 

C. Is Your Company Ready For Export?

 

1. What organizational changes are needed?
2. Table: Determine Company Readiness For Export

III.

COMMON MISTAKES YOU MUST AVOID TO BE SUCCESSFUL:

 

Ten potentially costly errors that you want to avoid. Being aware of them before you launch your export marketing program could save your company or clients thousands of dollars!

IV.

THE TEN BIGGEST "DON'TS" OF EXPORTING:

 

Refer to this valuable list often and you will become a successful exporter much quicker.

 

V.

SECURE EXPORT IDENTIFICATION NUMBERS:

 

A. Harmonized System (HS) Number
1. Purpose and Use
2. How to determine the HS Number for your product

B. Export Control Classification Number (ECCN)
1. Purpose and Use
2. How to determine the ECCN Number for your product

VI.

CONDUCT INTERNATIONAL MARKET RESEARCH:

 

A. Primary Market Research Methods

B. Secondary Market Research Techniques

C. Sources of Export Market Information:

 

1. Governmental sources
2. Non-governmental sources
3. Other sources available on the Internet

VII.

SELECT YOUR MOST PROFITABLE EXPORT MARKETS:

 

A. List: Checklist for Evaluating Potential Export Markets

B. Reduce your potential export markets to twelve countries

C. Select your initial six export target markets for initial penetration

VIII.

HARMONIZED PRODUCT STANDARDS:

 

A. ISO 9000 Product Standards Series

B. U. S. Product Standards Organizations

C. International Product Standards Organizations

IX.

INTERNATIONAL TRADE AGREEMENTS:

 

A. North American Free Trade Agreement (NAFTA)

B. Free Trade Area of the Americas (FTAA)

C. Western Hemisphere Regional Trade Pacts

D. World Trade Organization (WTO)

E. European Union (EU)

F. East and Central Asian Markets (APEC and ASEAN)

G. Association of Southeast Asian Nations (ASEAN)

 

 

 

 

LOCATING YOUR EXPORT SALES REPRESENTATIVES (2008)

Table of Contents

I.

FACTORS THAT WILL DETERMINE THE TYPES OF EXPORT SALES REPRESENTATIVES YOU WILL NEED:

 

A. What financial risks are you willing to take in future export transactions?
 B. How much control over the sale of your products do you want to retain?
 C. Do you want representatives to take physical possession and title to goods?

II.

TYPES OF EXPORT SALES REPRESENTATIVES THAT YOU CAN USE:

 

A. Commission Export Sales Agents (CESA):

 

1. Definition and characteristics of a CESA
2. Table: Services Provided and Not Provided by a CESA
3. Flow Chart: Complete Export Transaction Using a CESA
4. Illustration: Price Quotation/Proforma Invoice Using a CESA

 

B. Export Management Company (EMC) or Export Trading Company (ETC):

 

1. Definitions and characteristics of an EMC and an ETC
2. Table: Services Provided and Not Provided by an EMC or an ETC
3. Flow Chart: Complete Export Transaction Using an EMC or an ETC
4. Illustration: Price Quotation/Proforma Invoice Using an EMC or an ETC

 

C. Full Stocking Distributor (FSD):

 

1. Definition and characteristics of a FSD
2. Table: Services Provided and Not Provided by a FSD
3. Flow Chart: Complete Export Transaction Using a FSD
4. Illustration: Price Quotation/Proforma Invoice Using a FSD

 

D. What Marketing Responsibilities are involved in exporting?

1. Summary Table: Marketing Functions to be Considered in Selecting Your
                                           Export Sales Representatives

III.

ESTABLISH YOUR EXPORT PRICING POLICIES:

 

A. Importance of having firm export prices when seeking export sales representatives:
1. Refer to the next course "Pricing Your Products and Budgeting for Export"

IV.

SELECT YOUR EXPORT SALES REPRESENTATIVES:

 

A. Conduct an international market research program to identify candidates using:

 

1. Governmental sources of information
2. Non-Governmental sources of information
3. Other resources available on the Internet
4. Use information secured in previous course "Identifying Your Export Markets"

 

B. Contact up to six preliminary candidates that appear to have the best qualifications:

 

1. List: Guidelines for Effective International Correspondence

 

C. Analyze responses and select the three best candidates for final evaluation:

 

1. List: Checklist for Evaluating Potential Export Sales Representatives
2. Illustrations: Samples of Letters to Potential Export Sales Representatives

 

D. Interview and evaluate the final three candidates:

 

1. Prepare for the interviews and take along important reference information.
2. Important questions to ask and topics to avoid during personal interviews.
3. Visit their facilities to observe their organization and personnel firsthand.

 

E. Appoint an export sales representatives for each of your target markets:

 

1. Select the best candidate. Advise them that you would like to work with them.
2. Sign the representation contract as soon as possible after the final interview.
3. Thank each unsuccessful candidate in writing for their time and cooperation.
4. Make it a firm policy to visit each export sales representative regularly.

 

 

 

 

 

PRICING YOUR PRODUCTS AND BUDGETING FOR EXPORT (2008)

Table of Contents

I.

PRICING YOUR PRODUCTS COMPETITIVELY FOR EXPORT:

 

A. Allocate Actual Costs to Your Export Prices:

 

1. Exclude certain costs that you have already included in your domestic price, i.e., indirect
   manufacturing overhead, general and administrative expenses (G & A) and U. S. marketing costs.

 

B. Five Basic Export Pricing Methods:

 

1. "U. S. Standard Ex Works Price" Method:
a. Flow Chart: Profit Analysis and Projected Market Performance

2. "U. S. Standard Ex Works Price Plus Export Costs" Method:
a. Flow Chart: Profit Analysis and Projected Market Performance

3. "G & A Overhead and Discounted Profit Margin" Method:
a. Flow Chart: Profit Analysis and Projected Market Performance

4. "G & A Overhead Without Profit Margin" Method:
a. Flow Chart: Profit Analysis and Projected Market Performance

5. "Floor Price Without G & A Overhead Method (Marginal Costing)":
a. Flow Chart: Profit Analysis and Projected Market Performance

 

C. Export Pricing Flow Charts:

 

1.

Three flow charts detailing the costs to move goods from the exporter's facility to the final customer (end-user) in the foreign market.

a. Flow Chart #1:

Costs to Produce and Move Product from the Exporter's Facility Through the U. S. Port of Export to the Foreign Port of Import

 

b. Flow Chart #2:

Costs To Move Product from the Foreign Port of Import to the Final Customer in the Foreign Market

 

c. Summary Chart #3:

Accumulated Cost to Produce and Deliver Product to the Final Customer in the Foreign Market.

II.

SEVEN MARKET ENTRY PRICING STRATEGIES:

 

A. Exploiting the Market: Highest profit margin for as long as possible. Then leave when profits decline.

 

B. High-Quality Pricing: Systematic development of market with excellent products and customer service.

 

C. Life-Cycle Pricing: Coordination of prices and profit margins to the anticipated life cycle of the product

 

D. Sharing the Market: Setting prices that will not create a competitive imbalance in the local market.

 

E. Matching Competitive Prices: Maintaining margins to meet competitive prices in the market.

 

F. Developing the Market: Systematic market development with competitive prices over period of time.

 

G. Buying the Market: Disposal of excess or obsolete products at very low prices as quickly as possible.

III.

DETERMINE YOUR STANDARD EXPORT EX WORKS PRICE AND PRE- TAX PROFIT MARGIN:

 

A. Flow Chart: Worksheet to Determine Your Standard Export Ex Works Price and Pre-Tax Profit Margin

 

1.

Includes your production cost, U. S. marketing costs, incremental export costs, gross export ex works price before discounts and sales commissions have been deducted, and net export ex works price after discounts and sales commissions (and all other price concessions) have been deducted from the export price.

IV.

CREATE YOUR OWN INTERNATIONAL PRICE SHEET:

 

A. Illustration: Sample of an Export Ex Works International Price

 

1.

Includes product models/part numbers, product descriptions, ex works price and price expiration dates. Does not include costs to ship the goods from your facility. Also excludes payment terms and conditions because they will be provided later in the price quotation/proforma invoice.

V.

FIVE-YEAR EXPORT FORECAST:

 

A. Table: Sample Five-Year Export Sales Forecast

 

1.

Breaks down five-year sales projections into territories, delivery dates of first orders and individual/cumulative annual sales volumes over a five-year period.

VI.

FIVE-YEAR EXPORT BUDGET:

 

A. Table: Sample Five-Year Export Budget

 

1.

Item-by-Item analysis of the 23 major categories and 30 sub-categories included in an accurate and complete Five-Year Export Budget. Will assist you in determining your total export administration expenses, incremental costs to export, and annual and cumulative profit/(loss) before income taxes.