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MARGINS, MARK-UPS AND CO-EFFICIENTS

Before you visit a new market for the first time, and especially before you start the negotiating process, take time to understand what your customer understands by the term “margin”. Generally in the UK we understand “margin” to mean the … More

WEBSITE TIPS FOR EXPORTERS

When starting to export, it is fundamentally important that you address your online presence. How will prospective customers find your website ?  What first impressions will they get ?  What does your website say about your commitment to the market … More

INCOTERMS 2010 MADE EASY

I certainly do not profess to be an expert on logistics, documentation and shipping terminology. I have drawn up therefore a sort of idiot’s guide for export sales staff who need to know the basics about export shipping terms – … More

CORRUPTION RATINGS

When considering whether or not to start doing business in an overseas territory, or even if you are merely comparing the ease of trading with various countries, you may find the annual corruption ratings by Transparency International to be of … More

USEFUL WEBSITES FOR CONDUCTING YOUR OWN EXPORT MARKET RESEARCH

There are a number of organisations which can help you when you are researching overseas markets. There is also a lot you can do for yourselves – if you have plenty of time, or if you have the staff with … More

ON THAT FIRST FOREIGN VISIT ALWAYS EXCEED YOUR HOST’S EXPECTATIONS

On your first visit to an overseas business contact (maybe a potential customer, or supplier, or alliance partner) make sure that you understand the expectations of your foreign host – and then go out of your way to exceed them. … More