CHAPTER XXIV LOCATING PRODUCTS TO EXPORT LOCATING EXPORT
- Slides: 12
CHAPTER XXIV LOCATING PRODUCTS TO EXPORT & LOCATING EXPORT MARKETS ¨ U. S. Exporters ¨ Purposes for Exporting ¨ Product Considerations ¨ Export Markets 1
U. S. Exporters t 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 in 1980’s • 10%: Exporters • 90%: Non-Exporters 2
U. S. Exporters ¨ A Profile of U. S. Importing & Exporting Companies by U. S. Census Bureau in 2015 § 294, 800 exporting companies § Large companies with 500 or more employees • 2. 4% of exporters but 67. 1% of export value § Small-&-Medium-sized companies with fewer than 500 employees • 97. 6% of exporters but 32. 9% of export value 3
U. S. Exporters ¨ High Export Concentration § Top 250 exporters: • 52. 2% of total export value § Top 500 exporters: • 61. 5% of total export value 4
U. S. Exporters ¨ Exporters classified by Industry – Manufacturers: 59. 8% of total U. S. exporters – Wholesalers: 22. 2% – Other exporters: 18. 0% ¨ Trade with Related Parties – 37. 5% of total export value by multiple location companies ¨ 58. 5% of exporters exported to only one foreign country ¨ Only 0. 4% exported to 50 or more countries 5
Purposes for Exporting t t Four purposes for exporting § Profit § Growth § Market Development § Market Diversification Benefits obtainable from exporting of domestic products § Lowers per unit fixed cost § Increases product life cycles § Compensates for seasonal or geographical fluctuations § Defends domestic market from foreign competition 6
Product Considerations t t t 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 7
Product Considerations t 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 8
Export Markets t t All foreign nations which want U. S. products and have a means to pay for them (demand) Number of Nations of the United Nations (UN) § 51 members in 1945 § 189: 2000 § 191: 2002 (Switzerland & Timor-Leste) § 193: 2011 (South Sudan) 9
Export Markets In locating export markets for domestic products § Look for markets having similar characteristics of your domestic buyers and users § Test exportability of your products by advertising in Export USA (replaced Commercial News USA in September 2013), USDC, International Trade Administration. § Utilize international 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 10
Top 15 U. S. export markets for 2016 73. 5% of total U. S. exports § § § § 1. 2. 3. 4. 5 6. 7. 8. Canada Mexico China Japan United Kingdom Germany South Korea Netherlands § § § § 9. 10. 11. 12. 13. 14. 15. Hong Kong Belgium France Brazil Singapore Taiwan Switzerland 11
Top 15 U. S. import sources for 2016 79. 7% of total U. S. imports ¨ 1. China ¨ 9. India ¨ 2. Mexico ¨ 10. Ireland ¨ 3. Canada ¨ 4. Japan ¨ 5. Germany ¨ 11. Italy ¨ 12. Vietnam ¨ 6. South Korea ¨ 13. Taiwan ¨ 7. United Kingdom ¨ 14. Malaysia ¨ 8. France ¨ 15. Switzerland 12
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