Archive Articles 2016

Strong & Herd LLP articles on key international trade topics is a quick way to get an expert view of matters relating to export, import and customs procedures and related international trade issues.  Written by S&H LLP partners or associates, these articles provide additional information and work in association with our blogs - import/export matters;  EU customs updatesIncoterms 2010 - and News section of the website.

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December 2016

1. Marketing Research Part Three - The Market Visit

In the last two articles, we looked at the investigation of target markets from the desk. It’s so important to carry out the work on market selection and desk research carefully, so as to be fully prepared for the eventual market visit.

All the work we have done so far should now be determining what we need to achieve from our market visit. The work will have gone some way to answering the basic questions of where, what, who and how. Read more


November 2016

1. Marketing Research Part Two - Desk Research

Exporting is a particularly risky kind of business activity, and it’s wise for any company seeking to develop new markets to research each opportunity carefully before proceeding.Read More





October  2016

1. Marketing Research - Part One - Selecting Markets 

It’s vitally important to have a plan when developing export business, even though you might not keep to it.

When a business seeks to build business in new markets, it’s crucially important to have an informed idea of where it is heading, and what the impact is likely to be. A major problem, particularly for novice exporters, is the sheer number and variety of opportunities. Of course, exporting can be one of the most effective ways to grow a successful business, particularly if the home market seems to be reaching saturation point. Read More



September  2016


1. 80 year of Incoterms Rules 

Introduction to Incoterms 1936 was signed "Paris, 1st September 1936" so this month marks the 80th anniversary of the flagship International Chamber of Commerce (ICC) Incoterms® rules. This ICC Guide to Incoterms® 2010 will help importers and exporters avoid costly misunderstandings by clearly defining the responsibilities of sellers and buyers for the delivery of goods. ICC’s Incoterms® rules are regularly incorporated into sales contracts worldwide. Here are six facts about the indispensable international commercial trade terms:Read More 


2.  Alternatives to Agents and Distributors 


A great deal of guidance on international trade (including this series of articles) assumes that an exporting company reaches its customers through distributors or agents. This is actually quite a reasonable assumption as it tends to be the case for most exporters. Read more


August  2016


1.  Negotiations, Limos & the Dum Dum Girls 

Travelling around North America means planning your way across time zones, managing the distances, and making sure your accommodation is never too far away from the people you have travelled to meet. It took half an hour to plan an entire week. Every person I contacted could see us exactly at the time and on the day of our choice. The only spanner in the works was a four hour delay to our fight from Chicago to Philadelphia, which meant my client and I arrived there after 11pm. Too tired to especially care, we allowed ourselves to be hustled into a taxi, then to discover how far the Hampton Inn, Cherry Hill, was away from the airport and how expensive was our nice conversation with the polite taxi driver. Read more


2.  Managing a New Distributor

Most people writing on exporting success tend to agree that the single most important decision an exporter ever makes is the choice of representative in a market. An effective partner who understands their market and how your product fits, who is focused and committed to making the venture a success is likely to make more difference than product modification, pricing strategy or any other action that the exporter can make. Read more 

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July  2016


1. Brexit and Free Trade Agreements 

The series of customs, export and import related issues for the UK on leaving continues with a look at One of the most significant trading benefits of being a member of the European Union -the extent that companies and consumers benefit from the Preferential and Free Trade Agreements (FTA).  Read more 


2. Common Customs Procedures and Customs Regulations 

The series of customs, export and import related issues for the UK on leaving continues with a look at the common Customs Procedures and Customs Regulations that apply in the UK as a member of the EU.  This includes harmonised regulations on protecting the market with regard to for example product safety and intellectual property rights.Read more 


3. Embargoes, Sanctions, Export Controls and Common Security Measures 

The series of customs, export and import related issues for the UK on leaving continues with a look at the potential impact on security issues and export controls within an independent UK.

Good news!  The UK has the Export Control Order 2008 and UK Strategic Export Control Lists but we don’t have individual sanctions, treasury controls or embargo laws.  We could rebrand the EU ones, such as the EU Human Rights List, into UK legislation to quickly solve that issue or adopt the USA ones.  Eventually the aim will be to create our own legislation in these areas but the EU will expect us to keep in-line with their legislation, as they do Switzerland, or we would become an unsafe market for them to trade with. Read More 


4. Brexit EU Referendum and Trade - Harmonised Tariff Rates and Tariff Measures 

The series of customs, export and import related issues for the UK on leaving continues with a review of the Harmonised Tariff within the EU and additional tariff measures UK businesses are used to having in place such as reduced rates under end-use or tariff suspensions.Read More


5. EU Referendum and Trade - Free Circulation Goods 

The series of customs, export and import related issues for the UK on leaving continues with a look at the potential loss of the privilege benefiting EU business under the Customs Union agreements.Read More


6. Pricing Strategy Part 2 - Thriving in an Competetive Market

Pricing is just as effective as a strategic tool for products that are already established in a market. In fact, as many developed markets are forever becoming more competitive and the Internet is making information more readily available to consumers than ever before, it’s never been more important to have a clear pricing strategy. We are going to look at a few of the more commonly used techniques in pricing that can help protect market share, build business or increase margins.Read More


7. EU Referendum and Trade- What happens Now? 

The UK, the EU and the Rest of the World have been thrown into a period of uncertainty after the UK EU Referendum was a vote to leave the European Union, our partner trading nation for 42 years.  At the time of writing it appears there is no going back from this and the UK will, at some stage in the future, implement Article 50 of the Lisbon Treaty and start exit talks. Read More 


8. Preformance Monitoring 

It’s a constantly expanding challenge for a growing exporting company to keep aware of the activities of its staff and representatives. As the numbers grows, so does the number of people involved in the process, and hence the need for effective ways of comparing activity and output with plans. Read More



May  2016


1. New Market Development - You Have To Take The Long View 

I recently co-presented a webinar on how to locate, manage and motivate overseas selling partners. After events like that I am often left feeling that the one thing that either I did not get across strongly enough, or perhaps listeners didn’t seem to get, is that you really do need to be patient and build your knowledge .Read More 


2. Pricing Strategy Part One - Market Entry 

Too many exporters give little thought to the market when calculating prices. In too many cases, the price is nothing more than a fixed margin on cost price and hoping for the best. It’s very important for a business with serious intent in a target market to understand how they can use price to help meet their objectives. Read More 


April  2016

1.Trust and Your Overseas Selling Parties 

Like any kind of relationship, a business relationhip that is based on trust is generally more sustainabl, and a good relationship can take a time to develop. But enough of the Agony Aunt stuff! Everyday I meet companies who will talk positively about a longstanding overseas partner having become a close friend, and in my experience that is a common thing. So how did it start and how did it reach that point of trust and bonhomie. Read More


2.SOLAS - Cargo weight requirements 1st July 2016

As you are well aware, the SOLAS container weight rule went into effect on 1st July 2016.  This introduced the requirement for an accurate container weight to be provided prior to loading upon an ocean vessel.  The regulation is subject to a transition period through to 1st October 2016.


March  2016


1.Current Eurostat Consultation Survey.

HMRC are getting worried at the lack of UK response to the current Eurostat consultation survey. This is an opportunity for UK businesses to have their say in a survey dealing with “cost-benefit and administrative burden reduction potential” which it is intended to use for the redesign of the Intrastat system.Read More


February 2016

1.What do you know about the Green Goods Agreement

On 24 January 2014 the EU, together with 13 other WTO members pledged to launch negotiations to liberalise global trade in environmental goods.  The EGA negotiations were formally launched in Geneva on 8 July 2014 and since then the EU and 16 other members of the World Trade Organization (WTO) have been negotiating an Environmental Goods Agreement (EGA). Read More

2.Form W-8BEN- E for UK Limited Companies

If you are a company in the UK getting paid by a company in the US, you need to fill in this form to avoid the US government withholding 30% of your income. Read more


January 2016

1.Negotiation Techniques for Exporters

Effective sales negotiation skills can make a significant difference to export performance. There is a constant challenge for everyone in export sales roles to persuade and influence current and potential customers. Always be prepared with careful research and understanding, and learn how to overcome objections. Read More 

2. What are Conflict Minerals

Conflict minerals are minerals mined in conditions of armed conflict and human rights abuses, and which are sold or traded by armed groups. This has for some years been a particular problem in the Democratic Republic of Congo (DRC) and other conflict-affected and high-risk areas in Africa’s Great Lakes region. The mineral wealth is this region is enormous. Read More 


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