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Metal Casting Technologies : September 2005
• Terms of sale and delivery are clear -- Incoterms clarify the common terms of international business to avoid confusion and loss of sale • Promotional methods are culturally aware and will reach potential customers. Austrade can help business people to establish their international marketing mix. With over 100 overseas posts Austrade staff can arrange meetings with local distributors or check the accuracy for translated promotional material to avoid red faces. TIP SIX: PLAN YOUR EXPORT ADMINISTRATION In its final export tip Austrade reiterates that exporting is good for business -- but advises businesses to understand what it means to 'cover your back'. Leigh Derigo, said there are great rewards for Australian exporters who have protected themselves from the additional elements of international business. "Exporters need strong legal agreements in place to protect their overseas interests. Some industries, such as wine, also have export licensing regulations to ensure a quality Australian 'brand' image," Ms Derigo said. "Intellectual property (IP) issues also need sound legal advice. Exporters weigh the value of their IP with the costs and enforceability of international patents registration in the chosen market. Alternatively, some firms hit the market quickly to gain profits and brand recognition early before a competitor can copy their idea. "There are additional expenses for export businesses and there is a longer time between production, delivery and payment than in the domestic setting. Firms often need to have extra finances in place and need to establish how they will be paid in the Contract of Sale. "It is best to seek professional help to guide each export venture safely and profitably through the complexity of export documentation and legal issues," she said. Austrade assists companies of all sizes to develop their businesses overseas. For additional information about exporting and training events visit www.austrade.gov.au/newexporter. Who's Who of Metals 2005/6 71