1. Chapter 10 : Export Pricing Strategies Learning Objectives: Understand the pricing dynamics for international markets Variables to be considered in setting export prices Objectives Terms of sale Terms of payment Price escalation Adjusting to foreign currency fluctuations Price negotiations Intrafirm pricing Leasing Dumping Gray markets

2. Pricing Dynamics Skimming Market Pricing Penetration Pricing International Pricing Situations First time pricing Second time pricing Multi product pricing Foreign market pricing Intracompany pricing Export Pricing Strategies Standard worldwide price Dual price Cost-plus method Marginal cost method Market differentiate pricing

3. Export Related Costs and Pricing Escalation Cost of modifying a product for a foreign market Operational costs of exporting Costs incurred in entering foreign market Value Added Tax (VAT) Export Price Escalation See table 10.2 P.342 Adjustment to Decrease Price Escalation Rearrange distribution Eliminate costly features Downsize the product Assemble or manufacture the product in foreign markets Adapt the product to escape tariffs and tax levies

4. Terms of Sale Incoterms [International Accepted Definitions Approved by International Chamber of Commerce (ICC)] Exworks (EXW) Free Carrier (FCA) Free Alongside Ship (FAS) Free On Board (FOB) Cost and Freight (CFR) Deliver Duty Paid (DDP) Deliver Duty Unpaid (DDU)

5. Consideration For Negotiating Terms of Payment The amount of payment and the need for protection Terms offered by competitors Practice in the Industry Capacity for financing international transactions Relative strength of parties involved Terms of Payment Cash in advance Letter of Credit Open Account Consignment (See Figure 10.5 P.347) Letter of Credit Irrevocable (V.S) Revocable Confirmed (V.S) Unconfirmed Revolving (V.S) Unrevolving

6. Adjusting to Foreign Currency Fluctuations Forward Exchange Market Price Manipulation Price Negotiation Leasing Dumping Predatory (Intentional) dumping Unintentional dumping Coordination of Multi-Country Pricing to Avoid Gray Markets

7. Transfer Pricing Determinants to transfer pricing Tax Regimes Local Market Condition Market Imperfections Morale of Local Country Manager Setting transfer price Minimize the risk of transfer Pricing tax audit