Business Development

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International business development, presented at the International Trade Fair, held on 12/7/12

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Business Development

  1. 1. Export Readiness & Planning
  2. 2. Export Readiness & PlanningHow do you know you are ready to export?• One simple way is to take the assessment test at http://export.gov/begin/assessment.asp• Self-assess: Use SWOT and/or Porter’s 6 Forces Analysis• Must Have Conditions & “Nice-to-Have” Conditions
  3. 3. Export Readiness & Planning “MUST HAVE” CONDITIONS Upper Management Buy-In, Commitment & Realistic Expectations Knowledge & Experience producing & selling product or service Sufficient Corporate Infrastructure Solid Cash Flow Production Capacity & Flexibility to produce international products or provide the service
  4. 4. Export Readiness & Planning“NICE-TO-HAVE” CONDITIONS  International Expertise  Foreign Language Ability  Cultural Awareness / Sensitivity  Travel to Foreign Markets
  5. 5. Export Readiness & Planning Entry Mode Sales Partners Marketing Finance HRMarketSelection Product Logistics SelectionExport PlanComponents Export Success
  6. 6. Export Readiness & Planning INTERNATIONAL BUSINESS PLANStep 1: Who you are Export Readiness Assessment  Selling successfully in USA?  Production Capacity?  Good Cash Flow?  Committed Management?  Customer Service Capabilities?  Cultural Knowledge?  International Logistics Knowledge?  International Finance Knowledge? Self-Evaluation  SWOT  6-Forces Analysis
  7. 7. Export Readiness & Planning INTERNATIONAL BUSINESS PLANStep 2: Where are you going? Foreign Market Selection  Reactive – Celebrate the “occasional” fish on the line  Low cost, Easy, Fast  Late to the party, outsider, follower  Pro-active – Go after the big fishes with purpose and strategy  Secondary, Primary, Qualitative Data  Suitability Indicators  Risk Assessment – political, economic, cultural, legal  Free Trade Agreements (FTA’s)
  8. 8. Export Readiness & Planning INTERNATIONAL BUSINESS PLANStep 3: How are you going to get in there? Entry Mode - It is all about feedback, control, access & infrastructure  Indirect  Direct (with & without investment)  Joint Venture  Licensing Partner Selection  EMC’s, Export Agents, Piggybacking  Commission & Direct Reps, Distributors & End UsersCUSTOMER SERVICE RULES!!!
  9. 9. Export Readiness & Planning INTERNATIONAL BUSINESS PLANStep 4: What are the other factors? Production Selection  VOC  International Standards  Packaging, Labeling, Product Info  After-market sales support, returns Sales Plan  Prospecting  Pricing  Quotes  Competitors  Shipping Terms  Post-Sales Service
  10. 10. Export Readiness & Planning INTERNATIONAL BUSINESS PLANStep 4: What are the other factors? HR Plan  Internal Resources & Capabilities  External Help  Training (here & there) Financial Plan  Payment Terms  Insurance  Currency & FX  ROI  Capital, Costs & Expenses
  11. 11. Export Readiness & Planning INTERNATIONAL BUSINESS PLANStep 4: What are the other factors? Logistics Plan  Methods  Packaging  Documentation & Customs  Carriers  Insurance  Regulations & Compliance  Visibility in transit
  12. 12. Export Readiness & Planning INTERNATIONAL BUSINESS PLANStep 5: What are your expectations? Set reasonable goals & forecasts Develop clear & measurable metrics Evaluate your plan periodicallyStep 6: Who is doing what and when? Write down a plan Do your homework Begin small & start promptly
  13. 13. Export Readiness & Planning Entry Mode Sales Partners Marketing Finance HRMarketSelection Product Logistics SelectionExport PlanComponents Export Success
  14. 14. Thanks!

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