The document discusses export marketing and international trade. It covers key topics such as the definition and features of export marketing, the importance and motivations for export marketing, trade barriers faced by exporters, and strategies and considerations for Indian exporters. In particular, it notes that export marketing involves managing marketing activities for cross-border trade, there are large scale operations and a focus on customers, and the goals include earning foreign exchange and promoting economic development.

1. EXPORT MARKETING
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2. EXPORT MARKETING
“Export marketing includes the
management of marketing activities
for products which cross the national
boundaries of a country”
- B. S. Rathor
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3. FEATURES OF EXPORT MARKETING
Systematic Process
Large Scale Operations
Customer Focus
Marketing – mix
International marketing Research
Spreading of Risks
Large Scale Operations
Trade barriers
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4. IMPORTANCE OF EXPORT MARKETING
Earning foreign exchange
Balance of payment
International Relations
Reputation in the world
Employment Opportunities
Promoting economic development
Optimum Utilization of Resources
Higher standard of Living
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5. MOTIVATIONS FOR EXPORT MARKETING
Rate of profit
Sales and production stability
Inadequate domestic demand
Economic growth
Reducing business risks
Government policies
Trading Blocs
Benefit of bulk selling
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6. FEATURES OF INTERNATIONAL MARKETING
There are large scale operations.
There is dominance of multinational
corporations.
It is subject to tariff and non-tariff barriers.
There is presence of Trading blocs.
It is subject to foreign exchange regulations.
There is stiff competition.
It is regulated by international forums such as
WTO.
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7. TRADE BARRIERS
TARIFF BARRIERS
Specific duty, Ad-valorem duty, Compound
duty, Countervailing duty, Sliding scale
duty/Seasonal duties, Protective tariff
NON-TARIFF BARRIERS
Quota System, Prior Import Deposits,
Foreign Exchange Regulations, Consular
Formalities , State Trading , Export
Obligations, Preferential Arrangements
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8. INTERNATIONAL ORGANIZATIONS
WTO
Result of Uruguay Round of negotiations
Free trade
Growth of less developed countries.
Protection and preservation of environment.
Optimum utilization of available world's
resources.
Raising living standard
Settlement of trade disputes
Generating employment
Enlargement of production and trade.
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9. PRELIMINARIES FOR EXPORT BUSINESS
Overseas Market Research
Indentifying Foreign Markets
Product Planning Strategies Of Exports
New Product Development
Pricing Strategies
Distribution Strategies
Promotion Strategies
Implementation
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10. PROMOTIONAL ORGANISATION
Manufacturer Exporter
Merchant Exporter
State Corporations
Export Houses
Trading House
Export Promotion Council
Federation Of Indian Export Organizations (FIEO)
Export Oriented Units (100%)
Special Economic Zones (SEZ)
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11. SUNRISE EXPORTS
Export of services
Readymade garments
Handicrafts
Engineering goods
Green technology products such as wind
turbines, electric cars. etc.
Dairy products
Value added marine products
Processed fruits and vegetable products
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12. INDIA’S FOREIGN TRADE POLICY 2009-14
Focus Product (Incentive 1.25% to 2% of FOB)
Focus Market Scheme (Incentive2.5% to 3% of
FOB)
Technological Up-gradation
EPCG Relaxations (Obligation on import of spares reduced
to 50%)
Green Products from North East
Special Focus Initiatives : Agriculture,
Handloom & handicraft, Leather, Tea,
Pharmaceutical, Automobile
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13. EXPORT PRICING STRATEGIES
Penetration pricing strategy
Skimming pricing strategy
Marginal Cost Pricing
Follow the Leader Pricing Strategy
Differential pricing strategy
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14. TYPES OF QUOTATIONS
FOB (Free On Board) Quotation:
FOB price = cost of production + profit margin +
expenses
up to on board the ship - export incentives
C&F Quotation (Cost and Freight):
C&F price = F.O.B. + freight
CIF (Cost Insurance and Freight)
Quotation:
CIF price = FOB price + Freight + Insurance
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15. CAUSES FOR POOR SHARE OF INDIAN MARKET
Poor quality
High prices
Inadequate promotion
Poor follow-up of sale
Poor negotiation skills
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16. DIFFICULTIES FACED BY INDIAN EXPORTERS
Recession in world market
Technological differences
Reduction in export Incentives
Several competitions in global marketing
Problem of product standards
Fluctuations in Exchange Rate
Problem in preparing Documents
Government restrictions and foreign exchange
regulations
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17. THANK YOU
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