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ONLINE CERTIFICATE IN EXPORT MANAGEMENT 2012
COURSE 4: WRITING YOUR EXPORT MARKETING AGREEMENTS
EMERGENCY VISITS OF SERVICE PERSONNEL
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Situations may arise when only the expertise available within your organization can resolve an overseas
technical problem. If you commit to sending a service technician to an export market, specify in
advance the circumstances under which the trip will be taken to include the following:
Advance Notice
It can be disruptive to your domestic operations to take service personnel from their domestic duties
on too short notice. Specify the minimum number of days advance notice
you will require before sending
a technician to an export market.
Length of Stay
The severity of the problem will dictate how long your technician or engineer will remain in the
representative's country. To protect against very long visits, only commit to a
reasonable period of time.
You can save money by combining one emergency visit with visits to other representatives within
the same area.
Payment of Expenses
You may choose to pay all costs incurred by your technician while traveling
to and from the country,
i.e., airfare, in-transit lodging, taxis and meals. Your sales representatives will pay all expenses
incurred by your technician while inside their country,
i.e., internal
transportation, lodging and meals. This cost-sharing arrangement is common among exporters worldwide.
Special Treatment for New Representatives
In the initial stages of developing an export market for your products, your new sales representatives
may not be able to generate enough sales revenue to pay their share of the costs for emergency service
trips. You may agree to waive payment
of their share for a
specified period of time, i.e., one year, or
until annual sales volume has reached a specified number of units or a total U.S. dollar value based
upon net export ex works (ex factory) prices.
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Copyright 1987 - 2012, Export Institute of the United States
Telephone: (952) 943-1505, http://www.exportinstitute.com
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