Page 87 - DMGT546_INTERNATIONAL_TRADE_PROCEDURE_AND_DOCUMENTATION

International Trade Procedures and Documentation

Notes 4.3.1 Foreign Visits

An expensive but fruitful way is to visit foreign countries to explore export business opportunities.
Business travel abroad can locate and cultivate new customers and improve relationships and
communication with current foreign buyers. As with business in the domestic market, there is
nothing like a face-to-face meeting with a prospect or existing customer.
Proactive export marketing requires the exporter to physically explore his target markets for
sourcing export orders. However, since it is a costly and time consuming effort a lot of preparation
and planning must be made before setting out of one’s home country.

The following suggestions can help an exporter save time, money, and effort and can really fetch
him the maximum value for his money spent on foreign travel:

The travel plans should reflect what the exporter hopes to accomplish. The traveller should
give some thought to the trip’s goals and their relative priorities.
The exporter should accomplish as much as possible before the trip begins by obtaining
names of possible contacts, arranging appointments, checking transportation schedules,
and so on. The most important meetings should be confirmed before the traveller leaves
the country.
The traveller should check the normal workdays and business hours in the countries to be
visited.

Travel agents can frequently arrange for transportation and hotel reservations quickly
and efficiently. They can also help plan the itinerary, obtain the best travel rates, explain
which countries require visas, advise on hotel rates and locations, and provide other
valuable services. Since the hotels, airlines, and other carriers pay travel agents’ fees, this
assistance and expertise may cost nothing.
The traveller should obtain the necessary travel documents two to three months before
departure, especially if visas are needed. A valid passport is required for all travel outside
the country. Visas, which are required by many countries, are provided for a small fee by
the foreign country’s embassy or consulate. Visa requirements may change from time to
time.
Likewise, obtaining medical insurance before travelling abroad is also a requirement for
many countries and is also otherwise very strongly recommended as medical treatment is
very expensive in most foreign countries. The exporter must arrange to obtain such insurance
before he ventures out of his country.

International driving license will also come handy if you could drive a car well and are
aware of the international rules and regulations.
Customs regulations on what can be brought home.

Carry sufficient copies of your company profile and visiting cards. It will help if your
visiting cards are also printed on one side in the foreign language of the country that you
are visiting.

Prepare for your meetings in great details. You should be in a position to answer all
technical queries.
Know your pricing by heart. Also, find about competitive products and their pricing, if
you can.
Be confident of your abilities, your product and your pricing.
Finally, be very sure of the offer and its terms before you accept it.

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