Assuming the marketing efforts have been successful, you will receive an
enquiry about your product, either via an agent acting on your behalf in the
foreign country or directly from a potential importer.
You should acknowledge this enquiry without delay and request further
information should this be required. Your acknowledgement should also make
reference to when the prospective importer can expect to receive your quotation
(this will depend on how quickly you can complete your feasibility study).
Remember that the same enquiry has probably been sent to a number of other
potential suppliers and the efficiency with which you handle it could make the
difference between winning or losing an order.
The exporter's next task is to conduct a feasibility study. This includes
having discussions with your production department on likely delivery dates,
investigating transport options and availability, looking at financing options,
checking the creditworthiness of your prospective buyer and the availability of
export credit insurance for the area concerned, both of which will have a
direct bearing on the payment method you offer your prospective importer.
The Trade Service Quote system allows exporters to complete one set of forms to request
quotes/estimates for transport, finance and insurance.
After the feasibility study, you will be able to decide whether you will
receive an acceptable financial return from selling your product either in its
existing or in a modified form. You should then send a quotation either via
your agent or directly to the prospective buyer. Where you are dealing directly
with the buyer, it may also be useful to forward brochures and/or samples with
the quotation.
