Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

The GPS to exporting successfully

199 views

Published on

Export guide

  • Be the first to comment

The GPS to exporting successfully

  1. 1. The GPS to Your International Business Success Casey Xiao-Morris Import and Export Consultant
  2. 2. The Success of Exporting <ul><li>Sales volume and profits increase </li></ul><ul><li>Business diversification, multiple source of income - 95% world’s consumer live outside the U.S. </li></ul><ul><li>Job crea tion – Each additional $1B in exports creates 15,000 new jobs </li></ul>
  3. 3. Challenges in Exporting <ul><li>Lack of understanding in foreign markets </li></ul><ul><ul><ul><li>Example: Law and regulation in specific industries, market fragments, resource availability, etc </li></ul></ul></ul><ul><li>Lack of commitment from the organizational support </li></ul><ul><li>Under estimate the market and market entry strategies </li></ul><ul><li>No customization –Products, marketing, sales channels, etc. </li></ul><ul><li>Language and culture barriers </li></ul><ul><li>Wrong local partnership </li></ul>
  4. 4. Start Points <ul><li>Target export market identification </li></ul><ul><li>Market entry strategies development </li></ul><ul><li>Export sales set-up </li></ul>
  5. 5. Channels of Distribution <ul><li>Sell directly to end-users </li></ul><ul><li>Sell through an intermediary – an agent or distributor </li></ul><ul><li>Hire staff overseas </li></ul><ul><li>Establish office overseas (investment) </li></ul><ul><li>Establish Joint Venture (JV) or subsidiaries abroad </li></ul>
  6. 6. Agent/Distributor Qualifications Checklist <ul><li>Sales force </li></ul><ul><li>Sales performance </li></ul><ul><li>Territorial coverage </li></ul><ul><li>Companies/products represented </li></ul><ul><li>Customer profile </li></ul><ul><li>Facilities and equipment </li></ul><ul><li>Localization capabilities </li></ul><ul><li>Market development capabilities </li></ul><ul><li>Industry knowledge – supply chains, distribution channels… </li></ul>

×