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Export Market Entry Strategy

Direct/Indirect Export

Objectives

In this Learning Unit you will learn about the channel options that may be used when entering new export markets. We are going to examine the direct and indirect export channels open to the exporter, analyse the functions of importers and representatives, discuss the use of company personnel and sales or production subsidiaries as well as explore franchising, licensing and other channels.

Learning Unit Summary

In general, it would be ideal for an exporter to be able to sell direct to his final client with no need for intermediaries. In this way the exporter: reduces sales costs, increasing the product's competitiveness; is in direct contact with the market, obtaining a continuous feedback of information; can control the company's marketing policy directly. But, the truth is that this is not always possible (due to the costs involved, market idiosyncrasies, etc) and the company should seek an intermediary.

Course Contents

Importer
Representative
Company Personnel
Sales Subsidiary
Production Subsidiary
License
Franchise
Other Channels

direct1

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After considerable research, I finally opted for this programme. It really does cover the fundamental aspects of International Trade in an innovative, relevent and above all practical manner. Tutors are highly experienced with excellent communication skills, and the online campus and student interaction is a major benefit. Highly recommended and very worthwhile indeed!

China Systems Best project Award Winner 2004

Gavin Makowski, International Trade Executive,Whyte Chemicals Limited, UK
ITS Graduate 2004
It gives me a great pleasure in getting successful completion of my ITS programme. And to this, once again I am extremely indebted to the entire team of eBSI for their constant support / guidance / help to make this possible for me. I would also like to extend my special gratitude to Mr. Vincent O’Brien for giving me this opportunity to be a an ITS through your esteemed institution. His encouragement guidance only allowed me to achieve this milestone. Thank you, Sir. Let me assure you that I will make full use of your online campus in improving myself and my fellow colleagues / friends. Once again I am extremely thankful for your all support and help.

Sohail Hussain, VP / Trade Ops Head, Dubai Islamic Bank – Pakistan.
ITS Graduate 2006

“Thomas Smith of eBSI is a very well presented business manager. When I first contacted him I was really impressed by his skill. I was not sure whether I should take the course or not. But he satisfied me. He is a person who really understands the requirement of client and can deliver the service at affordable cost. I regard him as a great customer relation manager. He always solved my problem when I got difficulties.

Prasanna Raj Mishra”

The online sessions proved very useful in communicating online with course lecturers and fellow students. I could cover the course material at my own pace and in my own time. I found the comprehensive materials contained in the CD ROMs of the ITS programme to contain a wealth of information for the would be exporter.

Combilift Ltd - DHL Export Award Winner

Karina McAree, Marketing Specialist, Combilift, Co. Monaghan, Ireland
ITS Graduate 2003
I think this was a very useful experience for me and I found a lot of useful materials on CD and also during online sessions so it helped me a lot to summarize and develop my knowledge in the international trade. Your CD materials are very detailed and valuable.
I should like also to thank you for nice time I had with EBSI. Please be so kind to say my thanks to Vincent O'Brien as he brought this opportunity to Moldova.

Serghey Tkachenko, Consultant, Moldovan Export Promotion Organisation, Moldova.
ITS Graduate 2004
I express my sincere thanks and appreciation for eBSI support during the ITS Accreditation. Substantial savings achieved at "Magna Donnelly" are a direct result of knowledge gained from the course. Recognition for the quality course content is acknowledged at corporate level in the US and Canada.

China Systems Best project Award Winner 2003

Tom Grace, Materials Planner, Magna Donnelly, Naas, Ireland.
ITS Graduate 2003
I found the entire course very beneficial as it allowed me to get a better knowledge of certain areas that were relatively new to our company. I also found the workshops and online sessions very interesting as they provided me with the opportunity to interact with the other participants and to hear their opinions on the topics discussed. The continuous assessment was an excellent method of reinforcing a lot of the material that I had studied on the CD Roms. The availability of a forum of the website is an excellent idea for any future queries that we may have and to keep up to date with the latest developments.

Trevor Currid, Tractech (Ireland) Ltd. Sligo, Ireland
ITS Graduate 2004
I am currently undertaking the international trade specialist course delivered by elearning by the electronic business school of Ireland. It so far I can say that I like the course materials and the online support structure which allows me to fit my learning in when it is convenient for me. This is especially important for me given my many tasks in Nigerian Export Import Bank and other activities. I find the Finance course especially practical since I can post technical questions on forums and receive replies from ICC experts.

Dr. Iboko Imo Iboko, Director, Nigerian Export Import Bank, Abuja, Nigeria
ITS Student

The ITS Programme has been a fantastic training course. That time I didn’t need it for my work, however, it will be of an immense benefit for me in the The online semincalross ea nfdu tcuorem munications with tutors were very useful as well as the materials and CDs for studying. Thanks a lot for your great engagement and knowledge.

Nadja Maricova, Winterthur, Switzerland

I think the ITS Accreditation programme is a must for all international trade practitioners. For me, taking the ITS Accreditation course immediately after my LLM (International Trade Law) at the University of East Anglia,,Norwich, UK was a pure delight. The e-commerce module of the course was particularly complimentary and useful. The course content was very well developed, informative and innovative. The tutors were very friendly and supportive. In fact going through the ITS Accreditation was very beneficial to me both as a lawyer and a customs officer, and I do not hesitate to recommend it to all involved in the various aspects of international trade: custom officials, forwarding agents, bankers, etc.

Godwin Attoh, Customs Officer, Accra, Ghana
ITS Graduate 2004

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