Irish exporters presentation

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  • 1. OPPORTUNITIES IN EXPORTING
  • 2. Overview of Irish Exporting today
    • Value of Irish Exports is €150 billion
    Overview-Exports 2010 € millions 2009 2010 % change Merchandise 84,239 89,392 +6.1% Services 66,634 73,322 +10.0% Total 150,873 162,714 +7.8%%
  • 3. GOODS Export Performance 2010: € millions 2009 2010 % Agri-food 6,279 6,973 +11% Beverages 1,079 1,186 +10% Crude materials 972 1442 +48% Mineral fuels 595 1,027 +73% Animal and veg. oil 20 27 +35% Chemical and pharma 47 988 52,426 +9% Manufactured goods 1,243 1,443 +16% Computer hardware 9,778 7,583 -22% Other machinery 3,807 3,409 -10% Medical devices 3,944 4,382 +11% Other miscellaneous 5,246 6,104 +16% Commodity miscellaneous 2,464 2,711 +10% Total 84,239 89,392 +6.1%
  • 4. Services Exports 2010 € millions 2009 2010 % Transport 2,898 3,435 +18.5% Tourism and Travel 3,506 3,075 -12.3% Telecommunications 506 480 -5.1% Insurance 7,597 7,865 +3.4% Financial Services 5,714 5,999 +5.0% Computer Services 24,223 28,126 +16.0% Royalties/Services 1,213 1,362 +12.3% Business Services 20,458 22,429 +9.6% Miscellaneous 519 552 +6.4% Total: 66,634 73,322 +10.0%
  • 5. Exporting Services
    • Irish services representing strong growth patterns
    • Rise of €2.2 billion to €34.6 billion in 1 st Qtr 2010
    • WTO ranks Ireland as 9 th largest commercial exporting nation
    • Services account for 45% of total Irish Exports
  • 6. Exporting Services
    • 2010 IEA launched the World Series in Cork - Selling Your Services Overseas
    • Comprehensive Guide to Services Exporting
  • 7. Why Export?
    • Survival in the economic downturn
    • Profitability through creation of a wider client-base
    • To establish relationships with similar companies or create partnerships with research institutes
    • Losing Market share due to intense competition domestically
    • Knowledge transfer
    • To raise Company Profile
  • 8. Steps to Exporting
    • Market Research
    • Creating a Plan
    • Strategic Partnerships
    • Sales & marketing
    • Transportation/ Distribution
    • Finance
  • 9. 1. Market Research
    • Primary Research:
      • Visit the potential market
      • Cultural Issues/ Language Barriers
      • Operations & Distribution
      • Legislation
  • 10. 1. Market Research
    • Secondary Research:
      • Internet
      • Company directories and industry-specific publications
      • Government Departments - Enterprise Ireland
      • Chambers of Commerce
      • Embassies
      • Irish Exporters Association
      • Bord Bia
      • Bord Iascaigh Mhara
  • 11. 2. Creating an Export Plan
    • You create a Business Plan so why not an Export Plan
  • 12. 2. Sales & Marketing
    • Establish how competitors promote their products or services in your target market
    • Personal selling and networking
    • Advertising
    • Digital Media
    • Direct Mail
    • Trade Shows
    • PR
  • 13. 3. Strategic Partnerships
    • Advantages:
      • Access to distribution
      • Greater economies of scale
      • Wider product range
      • Reduced Risk
      • Cheaper finance
      • New Markets
      • Shared market knowledge
  • 14. 3. Strategic Partnerships
    • Considerations:
      • Research the suitable partner
      • Define goals and expectations from the partnership
      • Agree main roles of each partner
      • Conclude with a legal agreement
  • 15. 3. Strategic Partnerships
    • Strategic Partnerships assist companies expanding into foreign markets
    • Cross- distribute products, or service back up
    • Production agreement or sharing of production facilities
    • Sourcing or Bulk buying agreements
    • Sharing Research & Development facilities
  • 16. 4. Transportation
    • Important to choose the most efficient method of dispatching goods to overseas markets
    • Air Freight – costly, length and weight restrictions but faster delivery
    • Sea Freight – economic, large items but slow
    • Express Trailers - Driver accompanied trucks
    • Insurance and Agent
  • 17. 5. Distribution
    • Factors to be considered include:
      • Cost
      • Element of Control
      • Product or service type
    • Agents / Representatives
    • Distributors
    • Trading companies
  • 18. 5. Agent vs. Distributor Comparative characteristics of Agents and Distributors Factors for Consideration Agency Distributor Control over price and terms of sale Yes No Ability to dictate choice of customer Yes No Direct contact with customer Yes No Close control over marketing Yes No Ability to offload risk of stock No Yes Commission Payable Yes No Compensation for termination/expiry Yes No High Risk of Competition law issues No Yes Similar tax position No Yes
  • 19. 6. Finance / Payment
    • Development costs
    • Currency of Payment
    • Credit Periods
    • Financing Trade
    • Finance Methods
  • 20. So What Can Irish Exporters Association do For You? Overseas Market Advisers Exports Rapid info Service Visa, Legal, Translation Export /Import Regulations Market Entry, Market Research Buyer search services Your Company Create Strategic Partnerships For Exporters Client Transport Logistics service Promotion of Your Product/ service
  • 21.