Tip 3: Develop a structured pricing strategy
When developing export and pricing strategies, a company should have a well-structured pricing strategy.
Put simply, price list "A", which is what you would really like to achieve, price list "B" what you would consider your domestic wholesale price and therefore acceptable, and pricelist "C" which is your final offer.
Bear in mind that many ASEAN exporters will expect you to consider quantity discounts, longer than normal payment terms, open accounts, and exclusivity 90% of the time.
You have to decide if you are to bankroll your exports at low margins, the costs of using banking instruments (such as letters of credit), and should prices drop too low, whether this is a suitable market for you.
Finally, one must consider shipping terms such as FOB, C&F, and ex-works, and the impact these pricing terms have on your prices.
One point to your advantage is the term exclusivity, as this gives you the right to demand minimum orders, minimum yearly sales, and contributions to marketing and promotion costs in getting your product to market.