HND-出口学3-OUTCOME3报告

1IntroductionZenplasticsareaChinesemanufacturerofmouldedplasticproductsforboththeconsumerandtrademarket.Theyproducearangeofpackaginganddisplaymaterialsfor10majorcustomersandawiderangeofstorageboxes,kitchenandbathroomaccessoriesandasmallrangeoffurnitureitemsfortheconsumermarkets.ThereportwillbewrittentoidentifyandevaluatethepartnershipsthatZenplasticscouldenterinto.ExportingfacilitiescompaniescouldassistZenplasticstoenterforeignmarketsandthereasonswillbeexplained.AneworganizationstructurewouldbesuggestedtoassistZenplasticsinitsnewventure.1.ThepartnershipsthatZenplasticscouldenterintoSincethisisthefirsttimeforZenplasticstoenteraninternationalmarket,Zenplasticscouldchooseindirectexportmethodstoachievetheirobjectives.Thentheymustfindexcellentpartnershipstoassistthemtoexporttheirproducts.ItisadvisabletofindaChinesecompanyalreadyengagedinAustralianmarketoranAustraliancompanyaspartners.ThepartnerscouldcooperatewithZenplasticsintheformofexportsalesagentsordistributors.ZenplasticscouldalsooffercontractmanufactureforAustralianmanufacturepartnertoexportbothproductsandservice.ExportsalesagentsTobeexportsalesagents,thepartnershipscouldbebothChinesecompaniesandAustraliancompanies.Exportsalesagentswhoareonlyresponsibleforsellingtheproducts,arereallycampaignersoftheproductsandarequitefamiliarwiththemarket.Theagentsareindirectrelationwiththecustomerssotheyknowmoreaboutcustomers’preferenceandneedswell.ThefunctionoftheagentsistohelpZenplasticsfindmoretargetcustomersandnegotiatewiththemtobuytheproducts.IfZenplasticswouldchooseaChinesecompanyalreadyengagedinAustralianmarket,theChineseexportsalesagencymayhaveenoughexperiencetohelpZenplasticsexportproductstoAustralianmarket.Asadomesticscompany,firstlyitmaybeeasytocommunicationwithZenplastics,whichisnotinvolvedinforeignlanguage.TheChineseexportsalesagencycouldprovideusefulinformationforZenplasticsandthecommunicationbetweentheChineseexportsalesagencyandZenplasticscouldbequickanddirect,whicharetheadvantagesforZenplasticstocontroleasilywithlowercostthandirectlytouseanAustraliancompanyasexportsalesagency.However,itmaystillhaveacertainriskandlessflexibilitybecausethespeedoffeedbackfromAustralianmarketmaybeslowthananexportsalesagencyinAustraliantohelpZenplasticsbuildcustomerawarenessandcompanyreputation.Therefore,anidealpartnershipcouldbetoemployaChinesecompanywhohasamarketingandsalesdepartmentinAustraliaastheexportsalesagencyforZenplasticstosuccessinenteringAustralianmarket.2DistributorsZenplasticscouldalsodirectlyfindanAustraliandistributorbecausethedistributorisamerchantwhopurchasesgoodsatasubstantialdiscountandresellsitforprofit.Thedistributorsusuallyhavetheirowndistributionchannelsandexistingcustomers.Becauseofthefirsttimeinternationalexpansion,anAustraliandistributormaybetheleastriskyandmostcost-efficiencyoption.Distributorsusuallyhaveaninventorytostocklargeamountofproductsandmaintainadequatefacilitiestopersonnelfornormalservicingoperations.Distributorsalsohavecloserelationshipwithlocaldealersandretailers,whichcouldbeflexibletohelpZenplasticsselltheirproductsthroughmanywaysinAustralianmarket.ThenanAustraliandistributorcouldalsoproviderelatedsupportandserviceforZenplasticstocontroleasilyinordertogainmoreprofitinthefirstexporting.ContractmanufactureBasedonprofessionalequipmentandfacilitieswithhighqualityproducts,ZenplasticscouldsupplycontractmanufactureforanAustralianmanufactory.Thus,atthesametime,ZenplasticscouldprovidethepartnerwithOEM/ODMdesignandmanufacturetogainmoreprofitfromthisformofexporting.ItisobviouslythatOEM/ODMcouldbelowcostwithfulluseoftheirexistingresourcetomanufactureproductsaccordingtothedemandofthepartner,sotheyneedn’tworryaboutthesalesoffinishedgoods,whichwouldbelowerriskforthem.Throughcontractmanufacture,ZenplasticsareresponsibleforsettingupOEM/ODMprojectdevelopmentschedulesandensuringcompletionofprojecton-timeandwithinbudget.Therefore,thiscouldmakeZenplasticseasiertocontrolandletthemworkmoreflexible.2.ExportfacilitatingcompaniesavailabletoZenplastics’internationalentryInordertoenterforeignmarkets,ZenPlasticsshouldalsofindsomeexportfacilitatingcompaniestoassistthem.Thereareseveralexportfacilitatingcompaniesidentifiedasfollows:InternationalTradeConsultingCompaniesSinceculturalbarriersandcomplexcomplianceinitiativeshasmadeglobaltradeevenmoreofachallenge,internationaltradeconsultingcompaniesarethefirmsprovidetheconsultingservicesspecializingininternationalinvesting,trade,standardsandexpansiontocustomers.Theyalsohaveenoughexperienceonconsultingofcomplianceandtariff.Theycouldhelptheircustomersmitigaterisktodevelopacomprehensiveunderstandingofthecomplianceinitiatives.Theyprovideclientswithcustomizedassessmentsregardingcomplexcomplianceandadministrativeissuesfacingglobalcompanies.Theycouldalsohelptheircustomerstoquicklyadapttonewrequirementsimposedbygovernmentalauthorities.Forinstance,thesuitableinternationaltradeconsultingcompaniesforZenplasticscouldbeUPSandUnitedInternationalImportsandExportsAustralia.Althoughthepaymentofthesekindsofconsultingcompaniesisnotlow,the