The International Trade Pocketbook (Management Pocketbooks) by David Horchover

By David Horchover

This consultant covers the entire key matters concerned about promoting items and providers in a foreign country, starting with marketplace learn and finishing with equipment of promoting, pricing, advertising and shipping.

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The carrier either sells the rider’s product on a commission basis or buys them outright and acts as a merchant. Benefits 30 ● Rider - simple low-cost method of breaking into new market ● Carrier - fills gaps in own range, producing economies of scale in distribution AGENTS AND DISTRIBUTORS METHODS OF SELLING OVERSEAS ● Export Consortia Where a number of exporters combine to tender or bid for a major contract which singly they could not hope to win ● Buying Offices Many major international department stores maintain buying offices in the UK; they may buy direct or appoint UK export houses as their agents Check carefully whether any of these methods could work for your company.

Manufacturers’ Export Agent This type of agent sells overseas on behalf of UK manufacturers, sometimes in its own name, but more usually in the name of the manufacturer, covering a specific sector of business. Benefits and Drawbacks Similar to those of trading through an export merchant, except: ● The manufacturer, selling in his own name, retains greater control over market ● Exporter is responsible for finance, credit risk and all documentation 28 AGENTS AND DISTRIBUTORS METHODS OF SELLING OVERSEAS SPECIALIST EXPORT MANAGER ● Specialist Export Manager The Specialist Export Manager offers a complete export management package.

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