Export, a practical guide

Introduction

1. Preparing for export
1.1 Stimulating Dutch exports
1.2 Export development
1.3 Reasons for export
1.4 Do the export test!
1.5 Export plan
1.6 Using interns

2. Internal analysis
2.1 Analyzing the organization
2.2 Strengths and weakness

3. External analysis
3.1 Country and market selection
3.2 Opportunities and threats
3.3 Export market research: do-it-yourself or outsourcing

4. Consolidating conclusions
4.1 SWOT analysis
4.2 Goals and objectives: The SMART model
4.3 Turnover and cost prognosis

5. Entering the market
5.1 Market entry strategies
5.2 Direct export
5.3 Indirect export
5.4 Legal constructions
5.5 Terminating agreements

6. Export and culture
6.1 Foreign challenges
6.2 Cultural adaptations
6.3 Using the local language

7. Export marketing mix
7.1 Market segmentation, target group and positioning
7.2 Product
7.3 Pricing
7.4 Distribution
7.5 Promotion
7.6 People
7.7 Presentation
7.8 Politics

8. Delivering the goods
8.1 Transportation options
8.2 Modes of transport
8.3 Packaging
8.4 Marks and labels
8.5 Transport documentation
8.6 Incoterms
Appendix 1 Modes of transport
Appendix 2 Sample CMR
Appendix 3 Sample CIM
Appendix 4 Sample Bill of Lading
Appendix 5 Incoterms

9. Foreign payments
9.1 International aspects
9.2 Forms of payment
9.3 Foreign currency
Appendix 1 Types of Letter of Credit
Appendix 2 Sample Letter of Credit

10. Foreign pricing
10.1 Setting the export price
10.2 Export cost drivers
10.3 Standard export pricing models

11. Financial planning
11.1 Financial plan
11.2 Results projection
11.3 Investment projection
11.4 Liquidity projection

12. Financing resources
12.1 Finance projection
12.2 Credit
12.3 Factoring
12.4 Subsidies
12.5 Other resources

13. Organizational consequences and the action plan
13.1 Changing company culture
13.2 Concrete steps
13.3 Safeguarding progress

14. Export documents from a European perspective
14.1 European customs
14.2 Commonly used documents
14.3 Other documents
Appendix 1 Sample ATA carnet
Appendix 2 Sample Certificate of Origin
Appendix 3 Sample EUR.1 movement certificate
Appendix 4 Sample ATR movement certificate

15. Transaction documents
15.1 Quotation
15.2 Pro forma invoice
15.3 Mutual agreement
15.4 Set the terms and conditions
15.5 Final invoice
Appendix 1 Export Quotation Worksheet
Appendix 2 Sample Pro forma invoice
Appendix 3 Sample Confirmation of sale
Appendix 4 Sample Final invoice

Case Study: Say 'Cheese' to Sweden
Appendix: Online export resources
References
About the authors
Index