Contents

Chapter	Coverage	Page
1	Make in India – Make for World	1
	1. All firms selling locally must consider exporting!	3
	2. Programme for Export Success	3
	3. Details of the Four Steps	4
	4. Focus on reducing Risk at each step	6
2	Export – Big opportunity for smart people	11
	1. High growth in exports	11
	2. Export Planning: Learn from the practices adopted by successful exporters	13
	3. Evaluate your export readiness	15
3	Step by step export process	17
	1. Step by step Export process	18
	2. Satellite View	18
	3. Helicopter View	19
	4. Bird’s View	19
	5. Ground View (200+ stage view)	21
4	The best kept secret of successful exporters	37
	1. Key Export Supply Chain Players	38
	2. Networks-The Backbone of trade	38
	3. Business Development Networks	39
	4. Formal Network: Export Venture Partners	40
	5. Meet 3 most important Export Venture partners	40
	6. Detailed list of tasks that are usually outsourced	43
	7. Caveat: Key to successful outsourcing	46
5	Establishing a firm and obtaining essential registrations	47
	1. Set up office operations	48
	2. Choose form of business enterprise	49
	3. Obtain necessary registrations	51
6	Smart Steps for never losing in Foreign Exchange Transactions	55
	1. Foreign exchange rate fluctuations: An example	56
	2. Simple ways to secure your money against currency fluctuations	56
	3. Quoting in Indian Rupee	57
	4. Hedging against currency fluctuations	57
7	Ensuring Safe Realisation of Money from Foreign Buyers	63
	1. Best Payment options are different for exporter and importer	64
	2. Cash in Advance	65
	3. Open Account	65
	4. Collection	66
	5. Letters of Credit (LC)	68
	6. Payment options: A comparison	75
	7. Documentary Collections vs. Letters of Credit	76
8	Financing Export Business	77
	1. Major export related Costs	78
	2. Working Capital Finance	79
	3. Broad processes involved	80
	4. Pre Shipment Finance	80
	5. Post Shipment Finance	82
	6. Interest rates on different categories of Export Credit	83
9	Master Export Pricing for a Product	85
	1. Basics of pricing	86
	2. Export pricing in 7 steps	86
	3. Different methods for calculating prices for products	90
	4. Best costing methods	92
	5. Know if you product can match the price of comparable items	92
	6. Costing sheets	93
	7. Working Examples	95
10	Identify a Product with Great Export Potential	101
	1. Your product is your advantage over the competition.	102
	2. Favorite products of new exporters	103
	3. Focus on products with Largest Global Markets in a defined product category	104
	4. Procedure to identify a product with good export potential?	107
11	Identify all regulatory and commercial information for a product	113
	1. HS code	114
	2. Export restriction	116
	3. Custom duties	121
	4. Inverted Duty on your product	126
	5. Rules of Origin	128
	6. Non-Tariff Barriers	128
12	Identify countries for selling your products	133
	1. Steps to identifying high potential Market and marketing partner	134
	2. Niche markets: opportunities are found in increasingly specialized, relatively narrow contexts	138
	3. Primary and secondary international market research	139
13	Finding Buyers	143
	1. Supply vs. Export decision	144
	2. Contacting Buyers	145
	3. Contacting Buyers through Sales Representatives	145
	4. Locating sales representatives in the target market	148
	5. Entering into an Agent/ Distributor agreement: Points to consider	149
	6. Buyer search/B2B Platforms	150
	7. Contacting Buyers through Trade Shows	151
	8. Taking effective advantage of government-sponsored programs	153
14	Convert an Enquiry into an Export Order	155
	1. Converting an enquiry into an order: 4 Steps process	156
	2. Negotiating an export order	158
	3. Reducing Risk	162
	4. Reduce risks through clear and precise contract	164
	5. Terms of trade-Incoterms	165
15	Executing Export Order – Essential arrangements	173
	1. Arrangements for executing the order	174
	2. Export Documents	175
	3. Preparing Export Documents	177
16	Transfer of Goods from Factory to Port to Buyer	183
	1. Filing of documents by Freight Forwarder	184
	2. Filing of documents by Custom House Agent	185
	3. Transfer of Goods from Factory to Port	186
	4. Arrival of Goods at the port and Customs clearance	187
	5. Loading of Goods onto the ship	188
	6. Shipping of Goods	188
	7. Post Shipment Processes	189
	8. Getting money for your goods-Banks	191
	9. Claiming of Government incentives	193
	Annexure-A – Evaluate your Export Readiness	197
	Annexure-B – Finding Markets for a Product: Basic Data Analysis	203
	Annexure-C – Sample of Main Export Documents	209
	1. Request for Quotation	210
	2. Proforma Invoice	212
	3. Commercial Invoice	216
	4. Purchase Order	218
	5. International Sale Contract	220
	Annexure-D – Basic Trade Data	223
	1. Leading exporters and importers in World Merchandise Trade, 2013	224
	2. India-Basic Trade Statistics	226
	3. India: % Share in world merchandise exports-2014	228
	4. Countries (126) with whom India has Trade Surplus	229
	5. Countries (75) with whom India has Trade Deficit	230
	Annexure-E – Good Internet Resources	231
	Annexure-F – Acronyms Used	235
	Subject Index	239
	Acknowledgements	243