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CHAPTER XXIV LOCATING PRODUCTS TO EXPORT & LOCATING EXPORT MARKETS. Why Export? U. S. Exporters Purposes for Exporting Benefits from Exports Product Considerations Export Markets . U. S. Exporters. Participants in U.S. Export per Export Trading Company Guidebook of 1987

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Chapter xxiv locating products to export locating export markets l.jpg
CHAPTER XXIV LOCATING PRODUCTS TO EXPORT & LOCATING EXPORT MARKETS

  • Why Export?

    • U. S. Exporters

    • Purposes for Exporting

    • Benefits from Exports

  • Product Considerations

  • Export Markets

Copyright(c) 2012 Dr. Chase C. Rhee


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U. S. Exporters

  • Participants in U.S. Export per Export Trading Company Guidebook of 1987

    • 25% of U.S. exports by 50 companies

    • 60% of U.S. exports by 200 companies

    • 15% of U.S. exports by 24,250 companies

    • Number of U.S. manufacturers: 300,000

      • 10%: Exporters

      • 90%: Non-Exporters

Copyright(c) 2012 Dr. Chase C. Rhee


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U. S. Exporters

  • A Profile of U.S. Importing & Exporting Companies by U.S. Census Bureau in 2009

    • 275,800 exporting companies

    • Large companies with 500 or more employees

      • 2.4% of exporters but 67.2% of export value

    • Small-&-Medium-sized companies with fewer than 500 employees

      • 97.6% of exporters but 32.8% of export value

Copyright(c) 2012 Dr. Chase C. Rhee


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U. S. Exporters

  • High Export Concentration

    • Top 250 exporters:

      • About 50% of total export value

    • Top 500 exporters:

      • 59% of total export value

Copyright(c) 2012 Dr. Chase C. Rhee


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U. S. Exporters

  • Exporters classified by Industry

    • Manufacturers: 25.5% of exporters & 59.9% of export value

    • Wholesalers: 33.9% of exporters & 23.2% of export value

    • Other exporters: 40.5% of exporters & 16.9% of export value

  • Trade with Related Parties: 35.9% of total export value

  • Partner countries: 58% of exporters exported to only one country & Only 0.4% exported to 50 or more countries

Copyright(c) 2012 Dr. Chase C. Rhee


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Purposes for Exporting

  • Profit

  • Growth

  • Market Development

  • Market Diversification

Copyright(c) 2012 Dr. Chase C. Rhee


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Benefits from Exports

  • Exporting firm can

    • Lower per unit fixed cost

    • Increase product life cycles

    • Compensate for seasonal or geographical fluctuations

    • Defend domestic market from foreign competition

Copyright(c) 2012 Dr. Chase C. Rhee


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Product Considerations

  • Specialize

  • Know the products

  • Start with local manufacturers

  • Start with manufacturers who have not established export channels

  • Start with manufacturers who are willing to modify products to meet foreign customers' needs

Copyright(c) 2012 Dr. Chase C. Rhee


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Product Considerations

  • As a non-manufacturing exporter, when locating product for established foreign markets:

    • Find out what products are needed in foreign markets with which you are familiar.

    • Look for U.S. manufacturers who can supply products which your foreign customers want to buy

    • Yellow pages of telephone directories

    • Manufacturers' Registers or Directories of each State

    • Thomas Register of American Manufacturers

    • Internet

Copyright(c) 2012 Dr. Chase C. Rhee


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Export Markets

  • All foreign nations which have a demand for U.S. products and a means to pay for them

  • Number of Nations of the United Nations

    • 51 members in 1945

    • 189: 2000

    • 191: 2002 (Switzerland & Timor-Leste)

    • 193: 2011 (South Sudan)

Copyright(c) 2012 Dr. Chase C. Rhee


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Export Markets

In locating export markets for domestic product

  • Look for markets having similar characteristics of your domestic buyers and users

  • Test exportability of your products by advertising in Commercial News USA, U.S. Department of Commerce, Int’l Trade Admin.

  • Utilize int’l trade and economic statistics

  • Participate in Catalog & Video Exhibitions at the U.S embassies or trade offices of U.S. Dept of Commerce

  • Participate in Trade Shows and Trade Missions

Copyright(c) 2012 Dr. Chase C. Rhee


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Top 15 U.S. export markets for 2010 72% of total U.S. exports

  • 1. Canada

  • 2. China

  • 3. Mexico

  • 4. Japan

  • 5 Germany

  • 6. United Kingdom

  • 7. South Korea

  • 8. France

  • 9. Taiwan

  • 10. Brazil

  • 11. Netherlands

  • 12. India

  • 13. Singapore

  • 14. Venezuela

  • 15. Saudi Arabia

Copyright(c) 2012 Dr. Chase C. Rhee


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Top 15 U.S. import sources for 2010 75% of total U.S. imports

  • 1. China

  • 2. Canada

  • 3. Mexico

  • 4. Japan

  • 5. Germany

  • 6. United Kingdom

  • 7. South Korea

  • 8. France

  • 9. Taiwan

  • 10. Ireland

  • 11. Venezuela

  • 12. Saudi Arabia

  • 13. Nigeria

  • 14. India

  • 15. Italy

Copyright(c) 2012 Dr. Chase C. Rhee


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