Page 213 - DMGT547_INTERNATIONAL_MARKETING

International Marketing

Notes Self Assessment

Fill in the blanks:
1. To .................. means to sell in another country.
2. .................. is mostly used in developed countries where the risk is low and collection is
high.
3. Seller ships the products with an .................. and waits for payment.
4. .................. is common when the product is in great demand, when the buyer has poor
credit or when the importer’s country is unstable.
5. Freight forwarders handle the .................. procedure for companies.
6. Smaller companies often choose to engage freight forwarders or use .................. software
to guide them through the export procedure.
7. .................. must be evaluated for their receptiveness to trade and investment.
8. The .................. Trade is governed by rules made by the World Trade Organization (WTO).

Caselet Export Business

haw Moisture Meters has a long and illustrious history of exporting to India where
its ultra precision instruments have long been prized for their quality. It began
Sexporting to India 30 years ago and the country remains one of its top six worldwide
markets.
The firm, whose dewpoint meters measure in parts per billion, was originally set up to
test the moisture content of wool in the Yorkshire textile industry in the immediate post-
war years. Since then, Shaw Moisture Meters has specialised in measuring trace moisture
in gases and compressed air and its products have found applications in numerous
industries. In India the firm sells to many industrial companies including compressed air,
electronics manufacture and power generation applications.
The company operates in India using a long-standing representative, although managing
director Tim Peters has regular contact with both the representative and end customers to
maintain all-important relationships. He stresses the importance of keeping those on the
ground up to date with as much information and support as possible to retain close ties
with customers.

“It’s a growth market and we are seeing increasing levels of business,” he says. “We have
a strong presence there and it’s improving. We have a massive plus in India because of our
pedigree.
“Our history of being an established British manufacturing company stands us in good
stead. Our reputation for a quality product and excellent levels of service is complemented
by being in business for 60 years.”

As many other exporters have discovered, having close ties with those whom you deal
with is all-important in India – and very different from doing business in European
countries.
Contd...

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