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Export Marketing through Internet

Over view of how IT is changing Global Trading Practices

M.SundaraRajan Primary Information Services http://www.primaryinfo.com

Special difficulties in international marketing

1.Difficulty of Distances, 2.High Cost of Transport, 3.Diverse Languages, Customs, Traditions and National Laws, 4.Currencies, Weights and Measures, Marketing Methods, 5.Risks and Uncertainties, 6.Customs Formalities, Exchange Control, 7.Payment of Dues, 8.Shipping and Insurance, 9.Foreign Trade Quotations , 10.Multiple Chain of Middlemen.

Technology To Compete

Small entrepreneurs usually lacked the resources of their larger competitors. Now they can access much of the same technology as the giant corporations use auto-responders, accept online payments and even deliver products over the Internet.

FOREIGN TRADE Changing Scenario




Malls Credit Cards Online Transactions



Modem+PC Broadband Mobile Vedio Conferencing Data Transfer Globalization Internet Marketing Photo/Video Sharing Money Transfers



Benefits of electronics commerce

save money, reduce marketing budget save time, reduce steps in marketing process better customer satisfaction information rich and interactive offers instant international reach lowers barriers to entry and offers equal opportunity access cyber marketing continuously available not replacing traditional marketing but provides new directions!

The different services of the Internet

Services of the internet community World wide web www, Web Email Discussion Groups forums Newsgroup Compared with real world Library Software used Browser Derived Services FTP integrated in web sites

Letter Notice Boards (non real time)

Email software Mailing list Browser

On Line Chat

Discussion rooms ( real time)

Normally specific software

Effective use of e-mail features:

Make your Subject Line clear so that it gets read. Keep the message short and stay on one topic. Personalize your message to the receiver. Reply promptly (within 24 hours) to messages. Use customized signature (sig.) files, which include name, title, contact information, and a short tag line if desired and is automatically added to the bottom of your e-mail messages. Use the automatic response feature when you plan to be away so that senders know when to expect you back or whom to contact in the interim.

Regarding general communications: Don't use CAPITALS (upper case letters) as this is the equivalent of shouting on the Internet Be courteous and avoid sarcasm. Use good grammar and spell check your message. Don't send attachments or complex graphics without permission as they can take a long time to download. Regarding promotional or group messages: For mass mailings, use the "blind copy" feature. Only post ads where they are welcome. Avoid spamming (equivalent of "junk mail").

Where to Find e-Mail Addresses?

From emails received Web sites Feedback Forms Business Cards & Letter Heads specialized e-mail directories buy (targeted) e-mail addresses large mailing lists: www.listserv.com, www.majordomo.com mid-sized mailing lists: www.listbot.com small mailing lists: Microsoft Outlook Express

Discussion Groups

Commercially speaking, discussion groups can be a powerful tool to be used to: Exchange information about specific topics. Researchers and computer programmers use this tool abundantly, particularly if they are not direct competitors. To advertise ones products (normally in an indirect way). To find resources (suppliers, employees, ). To know what people really think about ones products. Indeed, many discussion group participants use anonymous e-mails addresses; therefore, they tend to express their opinion very frankly.

Telephony &Videoconferencing
1.The transition towards packet switching now supports the provision of long distance telephone service at the cost of a local call (unit rather than distance pricing) over the Internet. Be sure to investigate what telephony services might be available from your ISP 2.The cost of videoconferencing technology is now quite affordable for many businesses. Small cameras can be attached to office computers, allowing real-time videoconferences to replace expensive travel for in-person meetings. Alternatively, commercial video conferencing facilities are available in many major centers, to use on a fee-for-service basis.

What is a search engine?

A search engine is an Internet tool that locates web pages and sorts them according to specified keywords.

Types of search engines

Yahoo and Alta Vista are the most useful search engines for beginning searches. Google, Northern Light, and Snap access the greatest percentage of the World Wide Web--only around 15-16%. Dogpile will search through several search engines at once. A collection of search engine links is available at the OWL web site: owl.english.purdue.edu

Limit your keyword search

It is a good idea to read the directions for each search engine to get the most out of your search. Use words like AND and OR to limit your search and get more specified information.

Search Tools

Directories www.yahoo.com Search Engines www.altavista.com Pattern-based search engines www.google.com Clusty http://clusty.com/

More Search Engines

Excite Inc. http://www.excite.com Hot Bot http://www.hotbot.com Infoseek http://www.infoseek.com Lycos Inc. http://www.lycos.com Meta-Crawler http://www.metacrawler.com Northern Lights http://www.nlsearch.com Webcrawler http://webcrawler.com

Researching the Internet

Use search engines to your advantage Identify the web site Examine for credibility Determine depth and scope of information Assess date of information

Choosing an ISP

Do you offer flat-fee service? How many hours of access do I receive per month within the basic fee structure? How many users can I add per modem line without additional charges? Is a free Homepage included in your basic subscription fee? Do you offer 24 hour technical support? In what languages? How long is the average wait to speak to a real person? When I travel, will I be able to receive local dial-in access? Roaming services? Do you offer an executive news service? Do I receive free Internet browser software with my subscription? Do you offer/include e-mail and Internet research training? How often can I expect to receive a busy signal during dial-in? What are your peak usage times? What is your network utilization ratio? How fast is your e-mail delivery?


Types of web pages

Informative pages Personal web pages Political/interest group pages Marketing-oriented or infomercial pages Entertainment pages Blogs

Why do we need to evaluate web sources?

Virtually any person can publish almost anything on the Internet. Unlike most print sources, web sources do not have to be professionally accepted and edited to be published.

Examine for credibility

Who is the author of the site? What is the authority or expertise of the individual or group? What else comes up when you type the authors name into a search engine? Does the source have a political or business agenda? Is the site sponsored by a political or business group? If so, what can you find out about that group?

Edi in India
EC/EDI Council of India Responsible for laying down the policy frame work and direction for promotion and propagation of EDI and Electronic Commerce. creating awareness and education among the potential EC/EDI functionaries and users streamlining procedures and practices attending to legal issues human resource development any other issue connected with EDI and Electronic Commerce.

World Trade Point Federation

THE UNITED NATIONS CONFERENCE ON TRADE AND DEVELOPMENT (UNCTAD) As the initiator of the Trade Point Programme, UNCTAD is a key partner of the World Trade Point Federation. In the framework of the partnership, UNCTAD supports the Federation

Trade Point - India

National Centre for Trade Information http://www.ncti-india.com/ NCTI a non profit joint venture of India Trade Promotion Organisation (ITPO) and National Informatics Centre (NIC) is a Ministry of Commerce & Industry, Govt. of India recognised Trade Point-India under the Trade Efficiency Programme of United Nations Conference on Trade & Development (UNCTAD). The Trade Point Programme of the UNCTAD has certified NCTI as an Operational Trade Point in New Delhi.

M. Visvesvaraya Industrial Research & Development Centre (MVIRDC), a non- profit company http://www.wtcmumbai.org/

World Trade Centre Network


.... Offers to BUY,SELL & other Opportunities ADVERTISE Your Requirements Worldwide Instantly 306 WTC S Covering more than 92 Countries


The centre has a collection of Imports / Exports details of our country from four major ports








World Import & Export Database

PIERS maintains the most comprehensive database of timely, accurate, import and export information on the cargoes moving through ports in the U.S., Mexico, Latin America, and Asia. PIERS collects data from over 25,000 bills of lading everyday then translates the raw data into the kind of meaningful intelligence
that companies around the world use to: Find new suppliers, new markets and new business opportunities Benchmark performance against the competition Defend intellectual property against infringement and counterfeiting Understand international trade trends and forecasts Support strategic decision-making Arbitrate trade disputes

Country Information

http://www.cia.gov/cia/publicati ons/factbook/
Foreign country profiles Country specific trade guides Trade agreements Country risk information




Government Departments

DGFT Apeda Coffee Fepz Fieo Itpo Diamond Iift iip

Mpeda Mmtc Ean Rubber Board Special Economic Zones Spices Board Stc Tea Board Tobacco



http://www.ieport.com (i) DGFT Public Notices, Notifications, Policy Circulars and other local Trade notices etc. through Email immediately on

issuance. (ii) Central Board of Excise and Customs Notifications and

Circulars on Customs matters through Email immediately on issuance. (iii) all important Public Notices, Circulars and Notifications and send it to you through Email. This is unique service (iv) Fee based Service.

More Places to go

Customs Excise Codex Ports Passports Bis Patents

Texprocil Epch Hhec Hepc Concor Epc-list Ecgc Exim Bank


Internet marketing,
as with most types of marketing, is not a one-time effort. A long-term commitment of measuring and adjusting will help ensure continuing growth and improvement. By investing in a solid and well-thought internet marketing foundation, you can create positive momentum, steadily improve your results, & effectively meet your overall goals.

Many ways to make money on customers abroad

Degree of involvement The exporter... could ask a trader to do his exporting for him could invite a prospect to come and order EXW could ask a fellow exporter to help or join in the venture could do everything himself on his own risks, costs getting someone else to look after the actual export work. Many SME do that - justifiably so when they feel that their core competence does not include international marketing and trading. They simply produce, and consider that to be their primary job.

Six Easy Steps

Digital Sales Brochures Advertising in Trade Portals Watch out Trade Leads Locate Importers/Distributors / Retailers Study Market Research Data Direct eMail Campaigns http://www.primaryinfo.org


Digital Sales Brochure

Have your web site It is your sales brochure on line for anybody, anywhere to see it at anytime ! Submit it to Search Engines as often as you can Print your web URL & Email id on your letter head & Business card Mention it everywhere, so clients find you easily It is Attractive,


Not really a choice anymore ! become a necessity !!

For those who haven't developed a web site for their business yet, now could be a good time to start. Local competitors may already have one. And remember; it's now much easier for almost any business to tap into almost any market, from almost any geographical location.

Hosur SSI on the Internet

http://hosuronline.com/Hostia/defa ult.htm http://www.nutechrubber.com - AD in http://www.Alibaba.com ACE Engineering KAMINI Enterprises

Advertise in Trade Portals

List your Business

Post your sales offers on line

There are more than a million web sites where you can post your offers & List your company profile

Insert Plain Text, Photographs, Catalogues with Animation, Company Logo, Banner Ads

Sample ads

EC Plaza portal EC PLAZA Membership Benefits Signup http://informer.en.ecplaza.net/ Your page? Take a look at http://www.primaryinfo.org

Low Cost
Compared to other media, the Internet enables a business to advertise at considerably lower prices. It may not be a replacement for other marketing, but the Internet is generally cheaper than advertising on television, radio, or in newspapers, magazines and even by direct mail.

Open 24/7 /365

By automating a web site, a business can be open 24 hours a day, 7 days a week. No extra staff costs and no overtime rates to pay! Anybody can see from anywhere @ anytime !

Test Marketing New Products

The Internet offers quick and easy ways to conduct low-cost market research. A questionnaire on a web site, or by email, can test very quickly and inexpensively whether a product gets a good response. What's more, different offers or marketing approaches can be tested using different pages on the same website.

Customer Feedback Made Easy

The Internet makes it possible to capture visitor information. Keeping in touch (via email) helps to cultivate long-term relationships. Also, the widespread use of discussion forums is a popular way to get quick, low-cost customer feedback.

Reaching A Global Audience

More countries are getting on the Net each year. The Internet breaks down geographical boundaries and limitation. With the help of search engines, people can now locate and buy products and services from every corner of the world.

Top 5 Websites
ALIBABA http://www.alibaba.com EC EUROPE http://www.eceurope.com/ ETOCOMMERCE http://eto.commerce.com.tw/ TRADE UK http://tradeuk.brightstation.com/ EC PLAZA http://www.ecplaza.net/ For top hundred sites, click on http://www.wtcmumbai.org/topsites.htm

Watch Out Offers to Buy

Search Google: Trade Portals > Results 1 - 10 of about 240,000. Search took 0.12 seconds. Market Place for all Categories or Specific Product Categories Services : Free , Fee based, Business Centers, Catalogue Show Case, Virtual Trade Fairs , Bulletin Boards, Directories

http://www.foreign-trade.com/ http://www.etraderoom.com http://www.gatewaytoitaly.it



http://www.overseasbuyers.com/ http://epzdanet.intnet.mu/epzda/in dex.html http://www.thomasregister.com/ http://www.eximinfo.com/ http://www.gulfimporters.com/ http://www.export-leads.com/

Market Research Data

India Trade Promotion Portals http://www.tradeportalindia.com/ World Economic Environment Overseas Market Situation Export & Import Trends Trade Statistics Company & Industry Reports Market Surveys Tariffs & Taxes Trade & Investment Policy Links to other Trade related Sites ITPO Members Information

Cii-unido SPX : Global Industrial Sourcing Network 45 spx in 30 Countries



Prepared by S. Ravi Kumar Cluster Development Executive Small Industries Service Institute (Ministry of SSI, Govt. of India) 65/1 G.S.T Road, Guindy Chennai-600 032

Source: http://www.sisi-chennai.com/services/cluster.asp

Nu-tech Rubber Products

We are Pioneers in Rubber Molded Components and Our Unit is an ISO 9001:2000 Certified by The Joint Accreditation System of Australia and New Zealand for Manufacturing of Rubber Components. Moreover the Company was established in the year 1988. We are engaged in the Manufacturing and Supplying Of Rubber Molded components for various fields and Other Process Industrial Applications also. We are Authorized Suppliers for leaders in Two Wheeler Manufacturers like TVS Motor Company-Hosur, TVS Motor Company-Mysore and other our Major Customers Who are covered in Various fields and Multi National Companies(MNC) also. We would like to Register Ourselves as a Vendor. ..For Nu-Tech Rubber Products S. KAMALASEKARAN Chief Executive Officer Products/Services We Offer: Auto accessories, motorcycle accessories, motorcycle parts, automobile SOURCE: http://www.alibaba.com/company/10172730.html


AISIN - procures parts and materials globally Ideal Jawa MOTOR INDUSTRIES CO. LTD Reva TVS Motor Company Toyota Kirloskar Motor Ltd. VST TILLERS TRACTORS LTD. Volvo India Ltd.

FORD India

Home Page Suppliers/Partners Information Out Sourcing Solutions UPS Supply Chain Solutions Raw Material Sourcing


AISIN NTTF PRIVATE LIMITED Manufacture and sales of automotive parts 40/40A, Electronics City, Electronics City Post, Hosur Road in Bangalore, Karnataka, India Tel. (80) 852-2212 Fax. (80) 852-2214 Company Profile Video

Buyer from Srilanka

Details of Trade Lead Subject : Buy Bajaj 3 Wheeler Parts Post Date : 28th March 2006 Expiry date : 28th March 2007 Description:We are interested in the entire range of Bajaj 3 wheeler parts and would like to receive contact of suppliers and manufacturers Contact Information Contact Person Mr. Imtiaz A.S Gadit Designation Managing Director Address57, 4/2, SECOND CROSS ST., COLOMBO ,SRI LANKA Phone Number * Fax * Year Established 1973 * Note This service is available to Paid Members only Learn More. Source: trade India

Direct eMail Campaigns

Email is the best form of Communication available To Small Entrepreneurs

Go for email sales campaigns - you can focus your sales drive and reach unbelievably large groups ! Email Lists Options: compile your own, Buy Lists or Out Source Emailing Digital Sales Brochures can be sent as Emails

Major assets of (Internet-based) e-mail

Advantages Extremely low cost High speed of transmission Highly handy build-in address book Received messages can be edited, copied, forwarded, etc. Easy-to-learn functions to link an e-mail message with a web site All kinds of files can be attached E-mails can be digitally signed E-mails can be encrypted Sender get return receipt

Some weaknesses 1-2% of losses are unavoidable spam dilemma Most emails have to be in simple text format

Where to Find e-Mail Addresses?

From emails received Web sites Feedback Forms Business Cards & Letter Heads specialized e-mail directories buy (targeted) e-mail addresses large mailing lists: www.listserv.com, www.majordomo.com mid-sized mailing lists: www.listbot.com small mailing lists: Microsoft Outlook Express

Examples of documents made available on the Web by Trade Support Institutions

1.Forum, ITC magazine published in three languages: http://www.tradeforum.org/ 2.Studies and Documents (virtual libraries) STDB, Singapore Trade Development Board www.tdb.gov.sg 3. Business Information Service (STB) of the British Library (London): http://www.bl.uk/services/stb/bis.html#BC 4. ITC databases (Geneva): http://www.intracen.org/tdc/welcome.htm 5. Cyber bookshop, Trade Development Council, Hong-Kong : http://cyberbookshop.tdc.org.hk/

Information Sources for World of Auto parts - 1

Annual publication by the German association of car manufacturers; offers over 200 pages of information on the German, European and global car industry.Down load Report 2006 http://www.vda.de/en/service/jahresbericht/inde x.html OSAT Reports

Information Sources for World of Auto parts -2

http://www.ccfa.fr/ Annual publication by the French association of car manufacturers, giving French, European and worldwide statistics. http://www.uk.fiev.fr/ Annual publication by the French association of component manufacturers

Information Sources for World of Auto parts -3


What Prospects for Upgrading by Developing Countries ? UNIDO

Profile of tomorrow's automotive supplier Ernst & Young LLP http://www.autoindustria.com/encuentro/ documentos/automotive_supplier_capge mini.pdf Informative publication focusing on the changing role of the automotive supplier.

Supply Chain Links -1

SupplyON http://www.supplyon.com E-business exchange for the automotive industry set up by European suppliers. Companies buy supplies through an online order process.

Supply Chain Links -2

Odette http://www.odette.org Site by automotive industry itself, focusing on e-business communications, engineering data exchange and logistics management, which link the 4,000plus businesses in the European motor industry and their global trading partners.

Supply Chain Links - 3

Global Automotive Parts Access http://www.gapa.com Example of Internet parts distribution. Global Automotive Parts Access, (GAPA), was created to provide original equipment and high quality aftermarket repair & maintenance parts to consumers online in the USA.

Supply Chain Links - 4


Europe's automotive aftermarket: Trends and forecasts to 2005 Economist Intelligence Unit E-mail: london@eiu.com Internet: http://www.eiu.com The Economist Intelligence Unit carries out research in the automotive industry. The above-mentioned report is one of their publications

Import duties and tariffs - Europe http://europa.eu.int/comm/taxation_customs/datab ases/database.htm Database of tariffs.

Supply Chain Links-5

Trade fair organisers: GERMANY Automechanika Location Frankfurt Frequency: biennial Organisation: Messe Frankfurt - Messe und Ausstellungs GmbH, E-mail: automechanika@messefrankfurt.com Internet: www.messefrankfurt.com

The worlds largest and most important exhibition of automotive parts and equipment. Attended in particular by distributors and wholesalers.

Supply Chain Links-6

UNITED KINGDOM European Automotive Trade Show Location: Birmingham, NEC Frequency: biennial Organisation: SMMT Internet: http://www.smmt.co.uk Largest show for automotive parts and equipment in the United Kingdom.

Supply Chain Links-7

Trade Associations INTERNATIONAL FIGIEFA International Federation of Automotive Aftermarket Distributors Internet: http://www.figiefa.org EUROPE - CLEPA European Association of Automotive Suppliers E-mail: info@clepa.be Internet: http://www.clepa.com

Supply Chain Links-8

After-market prices: Intercarparts Internet: http://www.intercarparts.nl Online parts shop. English, French, German and Dutch language. Prices exclude discounts given by associated dealers and workshops. Delivery in Germany, The Netherlands, Belgium and Luxembourg. Direct Car Spares Internet: http://www.eurocarspares.com/ Online parts shop.

Automotive and Transport Associations Directory

Alliance of Automobile Manufacturers http://www.autoalliance.org American Glovebox Society http://www.gloveboxsociety.org Association of International Automobile Manufacturers http://www.aiam.org Brake Manufacturers Council http://www.brakecouncil.org International Truck Parts Association http://www.itpa.com Mobile Air Conditioning Society http://www.imaca.org Motorcycle Industry Council http://www.mic.org National Association of Trailer Manufacturers http://www.natm.com National Marine Electronics Association http://www.nmea.org National Marine Manufacturers Association http://www.nmma.org National Truck Equipment Association http://www.ntea.com Offshore Marine Service Association http://www.offshoremarine.org Shipbuilders Council of America http://www.shipbuilders.org

Online Trading

With Automotive Instant Exchange you can buy and locate any New / Remanufactured or used automotive part(s) right from your Personal Computer, whether you are a business or individual buyer. As a buyer you specify what you're looking for, and receive quotes from sellers for it. After selecting the best quote, you will be able to purchase it. http://www.automotix.net/ Parts hotline

Auto Parts- Online Stores

Auto Fair Auto Parts Auto Serv 2006

Japanese auto parts supply networks and the governance of ... File Format: PDF/Adobe Acrobat View as HTML only in auto parts supply networks, but across the Japanese economy. ... Restrained Trade: Cartels in Japan's Basic Materials Industries. Ithaca, ... digitalcommons.libraries.columbia.e du/cgi/viewcontent.cgi?article=1106 &context=japan_wps - Similar pages

Buy/Sell Online

TradeKey Autoparts Importers Chinese Trade Portal Importers & Exporters Sources Scan Agency Buyers Index

Buyers on the Internet

We are looking to buy break liver, break paddle, gear liver, gear shaft, clutch liver, clutch yoke, clutch shoe, clutch plate, gear mootha, petrol tape, wheel rims, spoke, ballancer, speedometer waram, gripe cover, fiber side box, helmat lock, ISI and non ISI helmat, breakrod, side stand, center stand, indicator stay, blnker, headlight assembly, headlight glass, taillight assembly, tail light cover, headlight doom, kickboss with kit, chain sporket, gearbox sporket, forkepipe, scootor silencer, etc.

Megha auto
Contact Person : Mr. Pankaj Modha Address SHAKTINAGAR, 21/1, C.S.C. ROAD NO.6, DAHISAR (EAST), MUMBAI 400068 ,MAHARASHTRA ,INDIA


Indian Components Industry Profiles

Bharat Forge Kalyani Group Goetzeindia Mico Munjalshowa SONA Sundaram Fasteners Onassis Auto DelphiTVS

alert service
New publications, New information sources Upcoming trade events, Company news News on people (nominations, departures) Selection of news (from newspapers, press agencies), which could affect the target users business etc

Some other examples of alert bulletins on the Web include: Autoparts Auto Parts India FORD India

Online Help
A Small Business Guide to Exporting

Introduction CHAPTER 1: Making the Export Decision International Marketing Plan Workbook CHAPTER 2: Making the E-Commerce Connection CHAPTER 3: Identifying International Markets CHAPTER 4: Foreign Market Entry CHAPTER 5: The Export Transaction CHAPTER 6: Export Financing CHAPTER 7: Transporting Goods Internationally CHAPTER 8: Strategic Alliances and Foreign Investment Opportunities

Your Questions Now ?

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