Lanolin Cream to China

Paper Summary:

This paper presents a case study which discusses the production and export of lanoline cream, from Australia to China. It describes the history of trade between the two countries and looks at marketing strategies for entering the Chinese market. The paper discusses the product and pricing strategies and finally discusses the logistics of the venture.

Table of Contents:
Marketing Strategies
Product Strategies
Pricing Strategies
Logistics

From the Paper:

"Once the Australian exporter has managed to successfully penetrate the Chinese market, has created a favorable reputation and has formed a loyal customer, they will implement the variable pricing strategy. What this strategy implies is that the retail price to the end consumer is formed on the basis of the incurred costs. As a consequence, a modification in the manufacturing and operating behaviors (such as an increase in the wages paid to the employees, technological changes or the increase in the commodities) will materialize in a modification of the retail price."

Sample of Sources Used:

• Australia's Trade Relationship with China, The Canberra Times, Retrieved from http://www.austrade.gov.au/ArticleDocuments/1451/EFF_Supplement_p11_2005.pdf.aspx on May 9, 2008
• 200, INCOTERMS 2000, International Business Training, http://www.i-b-t.net/incoterms.html last accessed on May 9, 2008
• 2006, Damage Claims, Freight Center, http://www.freightcenter.com/claims/index.htm last accessed on May 9, 2008
• 2006, Cosmetic Market in China and Hong Kong, Business Victoria, https://www.business.vic.gov.au/BUSVIC/STANDARD//pc=PC_61606.html last accessed on May 24, 2008
• 2008, China Country Profile, FedEx, http://www.fedex.com/us/international/irc/profiles/irc_cn_profile.html last accessed on May 24, 2008

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