Introduction 1 Why should companies export? Why start exporting? The benefits of exporting Government support for exporters Government support for organisations Is your company ready to start exporting? 2 How to get started Online or traditional exporting? How to get started Why do you want to start exporting? The export audit Making the decision Selecting potential export markets The world market Which country first? 3 Researching overseas markets How to plan your marketing research Carrying out marketing research for overseas markets Carrying out the research yourself Desk research Field research Using an agency to carry out market research 4 Export strategies and export plans Develop your export strategy The marketing planning process Situation analysis Pricing for export markets Objectives and strategies Tactics and action plans Costs and budgets The written plan 5 Market entry strategies Types of exporting Deciding which entry strategy to use Costs and budgets The written plan 6 Working through sales agents and distributors Finding and selecting overseas agents and distributors Agent/distributor questionnaire Legal aspects of dealing with agents and distributors Agency and distributor contracts Managing distributors 7 Sales promotion Understanding your target market Reviewing your sales promotion for overseas markets Websites Sales literature Presentations Advertising Exhibitions and trade shows Sector-focused trade missions/visits 8 The internet as a sales channel Websites for international e-commerce Web hosting E-commerce sites E-commerce regulations 9 Quoting for international business Pricing for export business Export contracts Payment methods Terms of sale (Incoterms) 10 Moving your goods Modes of transport Using freight forwarders Labelling and packaging of goods Export packaging Labelling Transport insurance Export documentation Classifying your goods Reporting procedures 11 Managing the risks Understanding the market Country risks Customer risks Creditworthiness The risks of currency and foreign exchange Delivery delays and frustrated exports Intellectual property rights in international trade Avoiding litigation Personal and company risk Risk management and insurance services Useful websites Types of government support services available.