Chapter 2
Advantages of trading
overseas and the role
of the export and
shipping office
Use with Export Practice & Management
Fifth Edition by Alan Branch ISBN 1–84480–081–4
© 2006 Alan Branch
Topics covered in this chapter
• Export benefits and risk
• Export office role
• Export office and organization and structure
• Export policy and records
Use with Export Practice & Management
Fifth Edition by Alan Branch ISBN 1–84480–081–4
© 2006 Alan Branch
Export benefits and risk
The salient points of developing an export led company strategy with it
attendant risk and solutions.
Export office role
An in depth analysis of the function of the export office role and
especially it’s changing role in terms of outsourcing component parts,
assembly plants overseas, logistics development and globalisation.
Again emphasis on e–commerce and B2B and B2C. Note the NIKE
case study.
Use with Export Practice & Management
Fifth Edition by Alan Branch ISBN 1–84480–081–4
© 2006 Alan Branch
Export office organization and structure
The structure must reflect the companies strategic objectives and the
resources required. It is usually logistically focused with good control
systems and continuous liaison with overseas buyers. A high priority is
marketing and integrated organization structure and to empathise with
the buyer. The company organization structure will vary by company its
location and management culture.
Use with Export Practice & Management
Fifth Edition by Alan Branch ISBN 1–84480–081–4
© 2006 Alan Branch
Export policy and records
Continuous analysis is essential to establish weaknesses in
distribution, market opportunities trends and control. Access
to desk research to identify new markets, market changes
and trading regulations essential to include customs, OECD
country reports, EIU country reports, trade associations data
and trade finance.
Use with Export Practice & Management
Fifth Edition by Alan Branch ISBN 1–84480–081–4
© 2006 Alan Branch
Key concepts
Ensure you fully understand the following:
• Benefits and risk to exporting
• Export office structure criteria with logistic focus
• Continuous analysis of both in house trade constituents data and desk
research of trade available from government trade associations and
international agencies.
Use with Export Practice & Management
Fifth Edition by Alan Branch ISBN 1–84480–081–4
© 2006 Alan Branch