Export Marketing through Internet Over view of how IT is changing Global Trading Practices

1. Export Marketing throughInternetOver view of how IT is changing Global Trading Practices M.SundaraRajan Primary Information Services http://www.primaryinfo.com

2. 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.

3. 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.

4. LETTERS TELEPHONE FAX VISITS FAIRS Home Pages E-Mails Cyber Malls Credit Cards Online Transactions FOREIGN TRADE Changing Scenario

5. RADIO SILENT MOVIE SOUND COLOUR TV-VEDIO TELEPHONE TELEX FAX Modem+PC - Broadband Mobile Vedio Conferencing Data Transfer Globalization Internet Marketing Photo/Video Sharing Money Transfers CHANGING SCENARIO

6. FUTURE • EDI • TRADE POINT • ELECTRONIC COMMERCE-PAYMENTS • SECURITY

7. 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!

8. The different services of the Internet

9. Effective use of e-mailfeatures: • 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.

10. Netiquette 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").

11. 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

12. 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 one’s products (normally in an indirect way). • To find resources (suppliers, employees, …). • To know what people really think about one’s products. Indeed, many discussion • group participants use anonymous e-mails addresses; therefore, they tend to • express their opinion very frankly.

13. 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.

14. What is a search engine? • A search engine is an Internet tool that locates web pages and sorts them according to specified keywords.

15. 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

16. 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. Or Cancer Lawsuit Tobacco Legislation Smoking And Advertising Teenagers

17. Search Tools • Directorieswww.yahoo.com • Search Engineswww.altavista.com • Pattern-based search engines www.google.com • Clusty http://clusty.com/

18. 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

19. 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

20. Choosing an ISP QUESTIONS • 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?

21. Types of web pages • Informative pages • Personal web pages • Political/interest group pages • Marketing-oriented or “infomercial” pages • Entertainment pages • Blogs

22. 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.

23. 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 author’s 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?

24. 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.

25. 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 World Trade Point Federation

26. Trade Point - India National Centre for Trade Informationhttp://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.

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

28. WorldTradeCentre Network • BBS .... Offers to BUY,SELL & other Opportunities • ADVERTISE Your Requirements Worldwide Instantly • 306 WTC ‘S Covering more than 92 Countries

30. TRADE STATISTICShttp://www.wtcmumbai.org/impex_databank.htm • IMPORTS&EXPORTS • DATA OF COUNTRIES • QUANTITY & PRICE • BUYING & SELLING • IMPORTS&EXPORTS • DATA OF COUNTRIES • QUANTITY & PRICE • BUYING & SELLING

31. World Import & Export Database http://www.piers.com 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

32. Country Information CURRENT BUSINESS CLIMATE POLITICAL TURMOILS, IMPORTS AND EXPORTS, CURRENCY EXCHANGE RATE http://www.cia.gov/cia/publications/factbook/ Foreign country profiles Country specific trade guides Trade agreements Country risk information

33. COMPANY INFORMATION • NAME AND ADDRESS • PRODUCTS/BUSINESS • KEY EXECUTIVES • TURNOVER • FAX,EMAIL,TELEPHONE • FINANCIAL STATUS • http://www.thomasregister.com

34. DGFT Apeda Coffee Fepz Fieo Itpo Diamond Iift iip Mpeda Mmtc Ean Rubber Board Special Economic Zones Spices Board Stc Tea Board Tobacco Government Departments Primaryinfo.com

35. IMPORT/EXPORT RULES AND REGULATIONS GOVERMENT POLICIES & PROCEDURES TAXES/DUTIES ? CONCESSIONS !http://dgft.delhi.nic.in/

36. SUBSCRIBE NEWS LETTERS 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.

37. Customs Excise Codex Ports Passports Bis Patents Texprocil Epch Hhec Hepc Concor Epc-list Ecgc Exim Bank More Places to go Primaryinfo.com

38. 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.

39. 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.

40. 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 www.Primaryinfo.com

41. 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 cardMention it everywhere, so clients find you easily • It is Attractive, Informative & Cost Effective www.Primaryinfo.com

42. 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.

43. Hosur SSI on the Internet • http://hosuronline.com/Hostia/default.htm • http://www.nutechrubber.com- AD in http://www.Alibaba.com • ACE Engineering • KAMINI Enterprises

44. 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

45. 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

46. 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.

47. 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 !

48. 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.

49. 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.

50. 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.