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Export Pricing
Strategies to Manage
International Trade in the face
of changing exchange rates
Level of Pass-Through
Impacts on Consumers
Forex and Export Pricing
Export pricing, as one of the fundamental
components in International Trade, can be
impacted by exchange rate fluctuations.
One of the most basic and major decisions in
International trade is how to price products and
services. Examples of basic questions:
Should a company price products and require payment
in domestic currency or foreign currency?
When there are exchange range fluctuations, how do
you manage your international trade?
Or ?
Impacts of Forex on
International Trade
Recall→ whatthe impact of the current value of a
domestic currency is on International Trade:
Domestic currency is appreciating: imports increase
because foreign goods are less expensive and exports
decrease because they cost more to foreigners.
(country’s exports are less competitive)
Domestic currency is depreciating: exports increase
because domestic goods cost less for foreigners and
imports decrease because they cost more to local
consumers in the domestic market. (country’s exports
are more competitive)
Export Management & Price Strategies in
relation to Foreign Exchange
When Domestic currency is When Domestic Currency is
weak (depreciating) strong (appreciating)
Emphasize price benefits. In order to remain competitive,
Expand product line and emphasize non price product
more-costly features. characteristics, such as quality,
Shift sourcing and delivery, after sale service, etc.
manufacturing to domestic Seek vigorous cost reductions
market. through more efficient
Exploit export opportunities operations and distribution
in all markets. systems.
Use conventional cash-for-
goods trade.
Shift sourcing and
Use full-costing approach
manufacturing overseas.
but marginal cost approach Deal in counter trade with
to penetrate weak-currency countries or
new/competitive markets. accept payments in foreign
currencies.
Accept lower profit margins and
use marginal-cost pricing when
possible.
Extracted and restated from: Chapter 71 Levy, Frerichs, and Gordon, eds.
Marketing Manager’s Handbook, Dartnell Corporation, Chicago, IL. Fig 2.
M2 CALLS IN:
PASS THROUGH OR NO PASS?
M2: Hello, HQ 4670? This is M2. We have a situation you need
to follow-up on. I am at our diamond supplier in Randia (a
country in Africa) inspecting samples of the diamonds we
have purchased under contract with payment and pricing in
randos at time of delivery.” A big shipment of those special
“blue” diamonds is coming in to the U.S. so that our
company can sell them for Valentine’s Day. The exchange
rate of Randian randos (RO) to US $ has appreciated since
our last meeting where we talked about these special
“blue” diamonds. As you might recall, we wanted to hit the
mass market with these blue diamonds and price these out
competitively to get more market penetration/recognition
in order to set up the market for our big June diamond
wedding ring promotion. Our Marketing people need to
determine what % of Pass-Through we are going to allow.
Are we going to Pass-through or not?
Pricing Issues in International Trade:
Exchange Rate Pass-Through
Pass-through: the degree to which the prices
of imported and exported goods change as a
result of exchange rate changes. (Will prices
be changed to include or reflect exchange
rate changes?)
Pass-through? Or no Pass-through?
The degree to which exchange rates
fluctuations are “passed through” to product
pricing depends on the price elasticity of a
given product.
Pricing Issues in International Trade:
Exchange Rate Pass-Through
Remember that a price is considered elastic
if the quantity of demand for a product
changes significantly when there are price
changes.
If U.S. company has a payable in foreign currency (100 FX) and that foreign
currency is expected to depreciate:
current rate: 2 FX/1US$ = US$50.00
expected rate: 5FX/1US$ = US$20.00
Reducing Economic
Exposure
Economic exposure (also known as economic,
competitive, strategic exposure): more long term,
has to do with the risk of change in the present
value of the firm resulting from changes in future
operation cash flows.
Reduce Economic exposure:
Implement operating policies which serve to protect the
company.
e.g. Establish re-invoicing centers which function as a
management center for all currency exposure
Seek diversification in strategy: distribute productive
assets to various locations so firm is not severely
affected by exchange rate changes.
e.g. Japanese automobile makers shift in production
locations
Reducing Economic
Exposure
Reduce Economic exposure:
Seek diversification in financing and
investment:
e.g. Seek out financing in global capital markets to
take advantage of different exchange rates and
interest rates;
e.g. Retain earnings in different currencies and
reports.