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New Approaches to international business development Mark de Vries

New Approaches to international business development Mark de Vries. Agenda. Importance International Business Development Context Export trends in the Netherlands What can we learn from research Structuring the IBD process Recognize the stages Different entry strategies

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New Approaches to international business development Mark de Vries

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  1. New Approaches to international business development Mark de Vries

  2. Agenda • Importance International Business Development • Context • Export trends in the Netherlands • What can we learn from research • Structuring the IBD process • Recognize the stages • Different entry strategies • New approaches inspired by business model Canvas

  3. Export turnover NL Source: Fenedex

  4. Top Export Countries NL Source: Fenedex

  5. Lame excuses for incompetent and lazy business development managers Trade barriers companies NL Source: Fenedex

  6. Entry strategies NL Source: Fenedex

  7. Reasons for IBD Proactive Reactive Competitive pressure Product maturation Declining domestic sales Excess capacity • Managerial Urge • Profit goal, Growth • Unique products • Economies of scale • Risk diversification Source: Czinkota & Ronkainen

  8. Barriers • Culture / Language differences • Communication between facilities • Management’s lack of “knowhow” and skills • Exchange rates • Developing effective structure • Logistics • Performance measurements Source: Prater and Ghosh

  9. Elements of entry strategy Source: Root (1994)

  10. Export Readiness assessment Internal EXTERNAL Price Product Place Promotion Personnel Control • Organizational culture • Organizational strategy • Market orientation • Export orientation • International organization Source: NIKOS & EuroDev (2012)

  11. Classification of exporters Source : Cavusgil (2002)

  12. The Evolution, Why the Change? Initial Strategies Current Strategies Locally hired management Subsidiaries Own sales office Alliances with distributors Exporting Manufacturing Licensing Foreign acquisition Alliances with suppliers • Locally hired management • Alliances with distributors • Exporting • Own sales office • Subsidiaries • Licensing • Joint Venture • Manufacturing • Foreign acquisition Source: Prater and Ghosh

  13. New approaches / Trends • KeyResources • Talent • Value for customers (Service) • Focus more on the added value and less on the product • Europe is hot !!!! BRIC ???? • Relationships and networks • SEA • Social Media • Channels • Multi Channel • Globalization • Cost Structure / Revenue streams • Charge them what you need to have a healthy business

  14. Act Global – be yourself Thank you for your attention!!!

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