CFNA-Organic
Download
Report
Transcript CFNA-Organic
Quality Services International GmbH
How to export
Honey
from Argentina to the world?
General Information
provided by:
20 July 2015
Dr. Cord Lüllmann
Quality Services GmbH
Flughafendamm 9a
28199 Bremen
Germany
©2006 by QSI
Quality Services International GmbH
• General Information
• Legal Framework in Foreign Trade
• Transport Facilities in Foreign Trade
• Foreign Trade Calculation
• Foreign Trade Risks
• International Payments
20 July 2015
Agenda
©2006 by QSI
Quality Services International GmbH
• Argentina
Number of Beekeepers: 18.000
50% less than 50 hives,
biggest one near 10.000 hives
Number of Beehives:
1.800.000 to 2.000.000
Honey Production:
70.000 Tons / Year
Av. Production / Year:
35 to 40 Kg of Honey / Beehive
20 July 2015
General Information
©2006 by QSI
Quality Services International GmbH
• Argentina
• 97% of all harvested Honey is exported
• Approximately 98% as bulk Honey in steel drums,
only 2% as packed Honey
• 95% of all Honey is exported by only 10 companies
• Main clients are Germany, USA, Italy, Spain, United
Kingdom, Japan
Argentina is the second largest World Honey Exporter
20 July 2015
General Information
©2006 by QSI
Quality Services International GmbH
Honey Exports from Argentina to (May 2003):
Buyer
Net Kilograms
Germany
FOB Price US$ Supply
per Kilogram
Percentage
4.050.334
2,35
44
Italy
985.530
2,40
11
United Kingdom
944.546
2,28
10
Saudi Arabia
892.532
2,57
10
9.262.417
2,38
100
.....
TOTAL
Source:
www.beekeeping.com
20 July 2015
General Information
©2006 by QSI
Quality Services International GmbH
• Foreign Trade:
Includes all management
activities to ob-/maintain
economic relations to foreign
countries
• Export:
Basic activity for foreign trade
cross-border provision of
economic services and goods to
foreign countries
• Differentiation:
20 July 2015
Direct vs. Indirect Export
General Information
©2006 by QSI
Quality Services International GmbH
• Direct Export:
Argentinean Beekeepers sell
straight to foreign countries
Beekeeper
Frontier
Processing Party
Import Community
Wholesale
End Buyer
20 July 2015
General Information
©2006 by QSI
Quality Services International GmbH
• Direct Export - Notes:
• Direct contact to customers
• More capital demand for foreign activities
• Good acknowledgement of foreign markets
• Own responsibility for acquisition
• Extended distribution/sales channels
• Higher credit / financial risk
20 July 2015
General Information
©2006 by QSI
Quality Services International GmbH
• Indirect Export: Argentinean Beekeepers sell to
s.o. National Export activity
reduced to packaging and
provision of goods
Beekeeper
Processing Party
Export Community
Wholesale
Processing Party
Import Community
Wholesale
Frontier
End Buyers
20 July 2015
General Information
©2006 by QSI
Quality Services International GmbH
• Indirect Export - Notes:
• Distribution through specialised foreign trade company
• Often foreign trade company has specific experiences
on foreign markets
• No capital demand for inventories and distribution
• Preferred by small-/ medium-sized companies
• Less control on foreign markets
• Possibility to extend sales rapidly
20 July 2015
General Information
©2006 by QSI
Quality Services International GmbH
• Argentina
• Average FOB-Price of
Argentinean Honey in 2003:
2,21 USD / Kg
• Average Prices paid to
Argentinean Beekeepers (2003):
1,30 USD / Kg
• Average Prices obtained by
Argentinean Exporters (Wholesale): 1,40 USD / Kg
Price-gap between Direct and Indirect Export Prices
of approximately 0,10 USD / Kg of Honey!
20 July 2015
General Information
©2006 by QSI
Quality Services International GmbH
• Foreign Trade Institutions:
• Chambers of Commerce / Industry in Argentina
provide information, support and consulting
• International Chamber of Commerce (ICC, Paris)
Institution to support foreign trade
• International Beekeeper Associations
• Credit Institutions (foreign departments)
20 July 2015
General Information
©2006 by QSI
Quality Services International GmbH
• Foreign Trade Institutions (example):
CÁMARA ARGENTINO ALEMANA
Av. Corrientes 327, 23° C1043AAD Buenos Aires, Argentina
Tel.
Fax.
+54-11-5219-400
+54-11-5219-4001
[email protected]
www.cadicaa.com.ar
20 July 2015
General Information
©2006 by QSI
Quality Services International GmbH
• Foreign Trade Institutions (example):
C.E.R.A. – Argentine Chamber of Exporters
Av. Roque Sáenz Pena 740, piso 1° 1035 Buenos Aires, Argentina
Tel.
Fax.
+54-11-4394-4482
+54-11-4394-4351
[email protected]
www.cera.org.ar
20 July 2015
General Information
©2006 by QSI
Quality Services International GmbH
• Customs Authority in Argentina:
In case of uncertainties, e.g. Export Customs
Duties / Licences, please contact:
National Tax and Customs Administration
Azopardo 350
1107 Buenos Aires, Argentina
Tel.
Fax.
+54-11-4343-0661
+54-11-4343-9881
www.afip.gov.ar
20 July 2015
General Information
©2006 by QSI
Quality Services International GmbH
• Legal Framework for Foreign Trade is controlled by
the WTO (World Trade Organisation)
• WTO is a sub-organisation of the UN (United Nations)
• Most important institution for handling international
economic affairs
• WTOs‘ tasks are: - Liberalisation of International Trade
- Reduction of Customs Duties
- Control International Trade- and
Service-Agreements
20 July 2015
Legal Framework
©2006 by QSI
Quality Services International GmbH
• International Sales Contracts: Applicable Law
• Main problem: different legal conceptions for foreign
trade in various countries
International agreements have privilege against
national laws!
National laws cannot violate international
agreements!
20 July 2015
Legal Framework
©2006 by QSI
Quality Services International GmbH
• International Sales Contracts: Applicable Law
• Principally: Free selection of applicable law
Contracting parties have to decide which laws
are taken as basis
Recommendation: Choice of law to be fixed
in written contract
20 July 2015
Legal Framework
©2006 by QSI
Quality Services International GmbH
• International Sales Contracts: Goods contract
• Foreign trade contracts are not bound to any form
Contractual agreements can be met orally!
• In order to ensure legal certainty and evidences for
prices, terms of payment etc., written contracts should
be signed by both parties
20 July 2015
Legal Framework
©2006 by QSI
Quality Services International GmbH
• Transportation:
Mode of Transport
Ocean-freight
Air-freight
Packaging
20 July 2015
Transport Facilities in Foreign Trade
©2006 by QSI
Quality Services International GmbH
• Ocean-freight:
Advantages:
- Regular schedules
- Favourable Freight Rates
- Safety Transport
- Delivery of large
quantities possible
Disadvantages:
- Less Speed
- Less Flexibility
20 July 2015
Transport Facilities in Foreign Trade
©2006 by QSI
Quality Services International GmbH
• Air-freight:
Advantages:
- Regular schedules
- Safety Transport
- High Speed
- High Flexibility
Disadvantages:
- Expensive Freight Rates
- Small quantities
20 July 2015
Transport Facilities in Foreign Trade
©2006 by QSI
Quality Services International GmbH
• (Transport) Packaging:
- Facilitate the Transport
- Protect Goods against
Loss / Damage
- Ensure safe Transports
Examples:
- Pallets
- Cartons
- Drums
- etc...
20 July 2015
Transport Facilities in Foreign Trade
©2006 by QSI
Quality Services International GmbH
• Trade and Customs Documents:
Commercial Invoice:
Contents:
most important certificate
for fulfilment of contract
Description of goods, Weight, Quantity of
Goods/Packages, Price per Unit, Total Price,
Currency, Terms of Delivery, Marks,
Contracting Parties, Freight Costs
In dependency on Destination further details may be
required:
Discounts, Vessels‘ Name, Customs Tariff
Number, Terms of Payment, Signature...
20 July 2015
Transport Facilities in Foreign Trade
©2006 by QSI
Quality Services International GmbH
• In dependence on Destination further documents
may be required:
• Consular Invoice
• Customs Invoice
• Certificate of Origin
• Health- and Analyses-Certificate
• Export- / and Import-Licence
20 July 2015
Transport Facilities in Foreign Trade
©2006 by QSI
Quality Services International GmbH
• Contacts:
Kühne & Nagel S.A.
National Headoffice
Avda. Corrientes 316 – EP
C1043AAQ Buenos Aires
Phone: +54-11-5556-6200
Fax:
+54-11-5556-6223
[email protected]
Hellmann Worldwide Logistics S.A.
Avda. Corrientes 531 Piso 6
C1043AAF Buenos Aires
Phone: +54-11-5552-2000
Fax:
+54-11-5552-2099
[email protected]
Panalpina Transportes Mundiales S.A.
Avda. Paseo Colón 728 Piso 9
C1063ACU Buenos Aires
Phone: +54-11-4348-4500
Fax:
+54-11-4348-4510
[email protected]
20 July 2015
Transport Facilities in Foreign Trade
©2006 by QSI
Quality Services International GmbH
• Foreign Trade Calculation is a mathematical
determination of Foreign Trade Prices under
consideration of business and market conditions
• The task at this is to appoint a selling price to
potential buyers, including all variables
• It is necessary to take the so called Incoterms into
account
Incoterms obtain their authenticity by
implementing them into the sales contract!
20 July 2015
Foreign Trade Calculation
©2006 by QSI
Quality Services International GmbH
• Incoterms – Costs and Responsibilities will be
divided obligatory
• Transport Charges – who pays the freight from
where to where?
• Transport Risk – when does the buyer adopt the
liability for damages / losses?
• Cross-border Processing – who is responsible for
organising and paying
ex-/ import procedures?
• Due Diligence – who provides documents?
20 July 2015
Foreign Trade Calculation
©2006 by QSI
Quality Services International GmbH
• Incoterms – Overview:
20 July 2015
Foreign Trade Calculation
©2006 by QSI
Quality Services International GmbH
• Incoterms - EXW:
• EXW ...(e.g. Buenos Aires) = Ex Works Buenos Aires
• The exporter has to
- deliver the goods in time to named and agreed
place of delivery
- use and mark appropriate transport packaging
- bear costs and risks up to placing the goods
for transport
- bear costs of checking operations at exporters
premisses (e.g. quality, weight)
20 July 2015
Foreign Trade Calculation
©2006 by QSI
Quality Services International GmbH
• Incoterms - EXW:
• EXW ...(e.g. Buenos Aires) = Ex Works Buenos Aires
• The importer has to
- accept and pay for the goods in time
- bear all costs and risks from place of delivery
up to final destination, esp. export customs
clearance, transport, loading of goods etc.
20 July 2015
Foreign Trade Calculation
©2006 by QSI
Quality Services International GmbH
• Incoterms - FOB:
• FOB ...(e.g. Buenos Aires) = Free on Board B. Aires
• The exporter has to
- deliver the goods in time on ocean vessel at
port of shipment
- bear costs and risks until goods have passed
vessels‘ ceiling
- bear costs and risks of export customs clearance
- to inform the buying party after the goods are
are loaded on vessel
20 July 2015
Foreign Trade Calculation
©2006 by QSI
Quality Services International GmbH
• Incoterms - FOB:
• FOB ...(e.g. Buenos Aires) = Free on Board B. Aires
• The importer has to
- book allocation and to inform selling party
about name, place and departure time of the
ocean vessel
- bear all costs and risks after goods have
passed the ceiling
20 July 2015
Foreign Trade Calculation
©2006 by QSI
Quality Services International GmbH
• Incoterms - CFR:
• CFR ...(e.g. Buenos Aires) = Cost & Freight B. Aires
• The exporter has to
- deliver the goods in time on ocean vessel at
port of shipment
- bear costs and risks until goods have passed
vessels‘ ceiling
- bear costs and risks of export customs clearance
- to inform the buying party after the goods are
are loaded on vessel
20 July 2015
Foreign Trade Calculation
©2006 by QSI
Quality Services International GmbH
• Incoterms - CFR:
• CFR ...(e.g. Buenos Aires) = Cost & Freight B. Aires
• The importer has to
- book allocation and to inform selling party
about name, place and departure time of the
ocean vessel
- bear all costs and risks after goods have
passed the ceiling
20 July 2015
Foreign Trade Calculation
©2006 by QSI
Quality Services International GmbH
Exemplary Export Calculation (Ocean-freight):
+
Usual Price for Honey (X tons)
Costs for export packaging according to
transport mode; Other internal costs; Profits
USD
10.000,00
USD
+ 1.000,00
=
Selling Price - EXW
USD
11.000,00
+
Transport Charges up to Port of Loading; Costs
for Export Clearance; Handling Costs (Loading
Cargo on Vessel)
USD
+ 500,00
=
Selling Price - FOB
USD
11.500,00
+
Ocean-freight up to Port of Destination
USD
+ 500,00
=
Selling Price – CFR
USD
12.000,00
+
Transport Insurance
=
Selling Price – CIF
20 July 2015
USD
+ 100,00
USD
Foreign Trade Calculation
©2006 by QSI
12.100,00
Quality Services International GmbH
• Foreign Trade Risks can be divided:
Economic Risks
Loss through misjudgement
or economic incidents
National Risks
Loss through specific
activities within contracting
country
20 July 2015
Foreign Trade Risks
©2006 by QSI
Quality Services International GmbH
• Economic Risks:
Price Risk
too expensive compared to
competition; Assistance
through contacts to or
agreements with competitors
Credit Risk
Risk of insolvency / delays
in payment; Assistance
through advance payment
20 July 2015
Foreign Trade Risks
©2006 by QSI
Quality Services International GmbH
• Economic Risks:
Receiving Risk
Delivery will not be accepted
by consignee
Exchange Risk
Invoicing in foreign currencies
Transport Risk
Damage / Loss of Goods;
Assistance through transport insurance / Ex Works
20 July 2015
Foreign Trade Risks
©2006 by QSI
Quality Services International GmbH
• National Risks:
Political Risk
War, boycott, blockade,
requisitions, etc...
Risk of prohibited Payments
Through national sanctions;
Payment guarantees
Risk of changing Laws
Changes of Tax- / CustomsStandards;
Contact to national institutions
20 July 2015
Foreign Trade Risks
©2006 by QSI
Quality Services International GmbH
• International Payments:
• Payments must be received as quick as possible
• Favourable use of Credit Institutions with network of
foreign correspondents
20 July 2015
International Payments
©2006 by QSI
Quality Services International GmbH
• Mode of Payment:
• Payment by Transferrals
• Payment by Cheques
• Payment by Bill of Exchange
20 July 2015
International Payments
©2006 by QSI
Quality Services International GmbH
• Terms of Payment:
• Cash before Delivery / Advance Payment
• C.O.D. = Cash On Delivery
• Clean Payment / Payment On Invoice
• Documents against Payment / inkasso
• Documents against Payment / credit
20 July 2015
International Payments
©2006 by QSI
Quality Services International GmbH
• Contact:
Deutsche Bank S.A.
Av. Leandro N. Alem 855
Piso 29 / 29th Floor
C1001AAD Buenos Aires,
Argentina
Tel.
Fax.
20 July 2015
+54-11-5556-2900
+54-11-5556-2901
International Payments
©2006 by QSI
Quality Services International GmbH
Thank you
for your attention!
Any Questions?
20 July 2015
©2006 by QSI