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AM I EXPORT READY?

AM I EXPORT READY?. Presentation Contents. Why Export Export Challenges Crafting an Export Market Entry Strategy Preparing for Market Entry Managing your Customer. Why Export (Country). Increase availability and choice to customers worldwide, improving quality of life

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AM I EXPORT READY?

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  1. AM I EXPORT READY?

  2. Presentation Contents • Why Export • Export Challenges • Crafting an Export Market Entry Strategy • Preparing for Market Entry • Managing your Customer

  3. Why Export (Country) • Increase availability and choice to customers worldwide, improving quality of life • Earn foreign exchange to support the local economy • Influence how a country is perceived in the wider world (US, Japan, China, Germany)

  4. Why Export (Company) • Increasing Sales • Increase Customer Base • Increase the number of orders • Increasing Profits • Lower Unit Costs • Economies of Scale • Improve Competitiveness • Diversify revenue stream • Earn Foreign Exchange

  5. Export Challenges • Not Immediately Profitable Firm Profits Time

  6. Export Challenges • Resource Intensive • Dedicated staff for foreign markets • Export specific product adaptations (Eg packaging) • May require factory modification to meet standards, etc • Long Term commitment

  7. Crafting an Export Strategy • Research: • Secondary Research to identify general market characteristics and potential • Primary Research to confirm findings and potential market entry partners/mode • Organizational Entry Strategy: • Direct or • Indirect Exports

  8. Preparing for Market Entry • Visits to assess market characteristics and confirm potential demand • Meet Key decision makers of your prospective business partners • Builds rapport with potential partners • Confirm partner claims • Scale of operation • Typical Customers • Business Strength and Weaknesses

  9. Preparing for Market Entry • Import procedures and processes • Legal Requirements (within the country) • Transport and logistics requirements • Product Certifications • Legal Requirements • ASTM • BS • Customer Confidence

  10. Preparing for Market Entry • Pricing • To Your Distributor • Price to the end user • Understand the Distribution Channel Structure for your products

  11. What to learn from Visits • At the end of visits you should know: • Understand culture of market • Demand or need for your product. • What are the problems that customers have? • How does your product (service) solve them? • Market quality requirements • How does your product compare to competitors

  12. Managing Your Customers • Frequent visits • Communicate continuously • Evaluate Continuously • Are they providing consistent reports? • Are they providing accurate information? • Do they respond quickly • Long term perspective

  13. Available Support Services • www.Caribbeanmade.co.uk • B2B support for Caribbean Firms wishing to enter Europe or US • Secondary Research • Primary research to identify partners • Evaluate partners through site visits

  14. THANK YOU

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