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1 Range of British Trade International services available from UK Trade & Investment.
Web Site: www.uktradeinvest.gov.uk
2 Market Information from Chamber of Commerce Resources Centre, British Trade
International (TMIC) desks, TPMIC and local reference library.
3 Relevant information from industrial based UKTI directories.
4 Other sources of specialised information:-
a. Trade Federations e.g. SMMT
b. Other market-specific organisations e.g. Australia / New Zealand Trade
Advisory Committee, web site: www.anzac.co.uk
c. The Internet
A good starting point is to be clear which products from your range you wish to export and what the physical factors would be – you may be looking primarily at container loads of mixed product or smaller groupage consignments.
You need to assess the impact of further business – possibly in large volumes – on your production capacity and hence delivery times.
You need to look at the price levels you apply to each market – the UK price level may be too high or too low – and whether you quote ex works, FOB or CIF prices.
The range of possible shipping terms is outlined in Incoterms 2000, an ICC publication available via the Chambers of Commerce and Industry.
Each customer in each market will possibly ask for something different but patterns will eventually emerge along the following lines: -
a The German market tends to prefer free delivered prices (ie. To the door).
b. Dutch customers often request ex works prices as they are used to trading and use
their own forwarders.
c. Scandinavian companies also often send in their own local transports.
A range of freight quotations should be obtained in order to gain a reasonable picture of prices for each market and a quotation for insurance at least for the European markets should be obtained.
A decision has to be made on whether you invoice in sterling or the currency of individual markets – this depends on a combination of custom and practice for each market, the wishes of your customer and your own preference.
The text book tends to advocate the use of currency in order to make the transaction easier for your customer – however, some may request sterling and even ex works making it the easiest option for you.
The bottom line is to do what you feel comfortable with but based primarily on your customers request bearing in mind that the trend is towards using currency in this European age as it can be covered in the event of an order.
1. Customs and Excise – CCCN tariff number for duty purposes etc.
2. Intrastat and ESL.
3. VAT – zero related for exports – customers VAT number
4. Freight forwarder / shipping line.
5. Documentation requirements and software systems.
6. Insurance – either directly or via a broker.
The International Trade Team has a number of trained staff who offer an export documentation service to the regions’ (Coventry & Warwickshire) exporters.
This involves the issuing of EU and Arab Certificates of Origin, processing documents for Middle East markets on behalf of the Arab Chamber of Commerce and the provision of specialised documents such as Dangerous Goods notes, ATR1, EUR1 and EUR2.
The service also includes the sale of publications from the International Chamber of Commerce range, including Incoterms and UCP 500.
Since 1992 Customs barriers between European markets within
the EU have been removed and goods can travel freely without tariffs.
Markets such as Norway, Iceland, Liechtenstein and Switzerland are not within the EU but documentation is complex and can
be explained by Chamber of Commerce staff or read in publications such
as Croner’s Reference Book for Exports.
The local West Midlands office of HM Customs & Excise
can answer any queries and appointments can be made on a personal basis: -
HM Customs & Excise. Tel: 0121 697 4000
Birmingham Business Centre Fax: 0121 697 4002
2 Broad Street
Five Ways
Birmingham
B15 1BG
All products are classified within a classification framework and the correct tariff numbers
for your range can be found by telephoning the classification help-line on 01702 366 077 or
consulting the tariff manual, or by visiting the market access database web site:
http://mkaccdb.eu.int
All exports are VAT zero-rated and hence VAT need not be added to prices. Although goods can travel freely within the EU across geographical borders, invoices
must carry the VAT number of your customer so that he can comply with his own local VAT regulations.
The system is still currently based on destination VAT – in due course the plans are to move to general harmonised European VAT System within
the EU where each country charges its own VAT and it is collected centrally.
The local VAT office will answer any questions on the above
HM Customs & Excise
Sherbourne House
1 Manor House Drive
Coventry
CV1 2TA
Tel: 02476 623400
Fax: 02476 234490
As customs barriers within the EU have been removed, there is now no method within the community to collect trade statistics via the borders. Exporters therefore have to declare their exports
on specific statistical returns by market and product when their export turnover reaches a certain figure.
Details of the relevant figures are available from your local HM Customs office as above.
1. International Branch of your Bank – payment terms etc. and currency questions.
2. NCM or other export credit insurance company with the possible addition of a factoring element.
Perhaps the most important overall area of importance in exports as the risk element is enhanced by distance.
The following procedure should be followed: -
a. check all customers and potential customers by credit status report
b. be cautious but sensible with payment terms – in advance for first orders and nett
monthly account instead of 90 days etc. where possible
c. adapt to custom and practice within each individual market – payment discounts in
Germany for 7 – 10 days, interest on late payment being acceptable in Sweden etc.
d. use systems such as SWIFT where possible, avoiding delays by clearance of
cheques
e. be aware of the range of payment possibilities e.g. cash in advance, open account,
documents against payment, letter of credit and all the possible variations on these
f. examine the potential impact on the company’s cash flow if an increased debtor
element are slightly extended terms
g. cultivate a good relationship with the international department of your bank who can
advise at all levels and on all finance-related themes e.g. currency which has been
mentioned above in the context of invoicing
h. observe the procedures of progress and dunning letters of outstanding payments and
should a bad debt occur, there are local solicitors available who specialise in
commercial matters and who can offer a debt recovery service via a European
network of solicitors
1. Language requirements. Consultancy advice and guidance literature available
2. Export documentation, finance and marketing courses.
It is a good policy where local distributors are working in markets such as France or Germany to offer your literature in the local
language – this can supported by funding and we can advise you of a good range of potential service providers.
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