In this brochure you'll find five clear steps how to start exporting or to optimise your exports. It also highlights the services that the global network of business development specialists of Alliance experts can offer you. For more info see http://www.allianceexperts.com/en

1. 5
steps
how to
make
your
exports
profitable
Alliance experts

2. Ae
We are active on all five continents in major
economic regions or hubs around the globe.
We live there, work there, know the culture and
speak the language.We help you with defining your
export strategy, conduct practical market research
and find the right agents, distributors or joint
venture partners for you.We assist your company
in negotiations and have the capabilities and
experience to act as your local representative.
We focus on growing your international business
operations profitably.
Alliance experts is a
global network of
business development
specialists.We help
companies enter new
markets profitably.
5
1. Start with a strategy
2. Conduct market research
3. Find local partners
4. Plan & agree
5. Establish your presence
Our approach
Content
Alliance experts

3. 1
What are your company’s strengths, and what offering could be suitable for markets abroad?Which countries do
you want to go to, what is the demand, and do you expect much competition?Should you want to set up your own
office there, or do you prefer to work through an agent or distributor, or online?
The answers to these questions are the main points of your internationalisation strategy.The costs for market entry
depend heavily on the choices you make here.Working with a local partner will bring down your costs, but you still
need to make substantial investments before any revenue comes in.
Do the expected returns make up for these investments?What number of orders or market share can you expect?
How is the market growth?Some simple market data can already give you much more insights and help you to
make better choices.
Alliance experts moves your international strategy into the
right direction.We bring in structure, country data, budget
examples and help you to decide which country would be
most suitable for your product or service.We would also
give you an honest assessment if your company or the
market is not ready yet.Should everything look promising,
we will be there to accelerate your plans.
Start with a strategy Alliance experts

4. 2
Do you want to know whether your product or service would be a success internationally?Which markets to enter first,
how big is the potential, which product range will do well and at what price?These insights cannot be derived from
statistics or the internet.
Market research prevents you from investing heavily in a market that would not have turned out to be receptive at all.
This research may cost up to 10% of your total investment in the market, but it increases the chance of success by
at least 10% and may prevent you from investing in a market that doesn’t recognize the benefits of your product or
service.
Conduct market research
Our local specialists help you to get a first impression
of the chances of a product or service in the selected
country based on a number of calls and interviews with
relevant players.We back this up with quantitative data
and determine whether there are niches that you can
fill and identify the distribution channels you can use.
Do you want to get a feel for the market and what
your chances are?Then join one of the trade missions
Alliance experts frequently organizes.
Alliance experts

5. 3
Choosing the right partners is essential, but how to find these?This can pose a considerable challenge,
especially internationally with all the different rules and local customs.
This process starts with drawing up an effective profile of your own company: what do you have to offer, and
what are you looking for?Should your product or service fit a niche, then a company active in the same niche
may be useful to work with. If you produce a product that is a commodity, a company with a broad distribution
network may be better.Your elaborated profile will form the basis for establishing initial contacts, which can
best be done by a local intermediary.
Find local partners
Thanks to our international networkAlliance experts is
able to find the right agents, distributors or joint venture
partners for you.Whether it’s Europe,Asia,Australia,
Africa or theAmericas, our specialists will help you with
finding the right partners in their regions.We strictly
serve as a consultant and won’t take a position in the
distribution chain.
Alliance experts

6. 4
After your partner selection you can jointly detail your market entry plan.What actions will each party take and how
do you share the costs and the returns? How do you deal with risks, and who ‘owns’ the customer?What about IP
licensing and compliance?This is the time to get support for negotiating agreement.
Another step is to adjust your product or service to the local market. Perhaps you will need translations, alternative
labelling, other quantities.Shipping goods will require knowledge of incoterms and custom regulations. Local
certification may also be required.
Making the sales process as simple as possible for your local partner is key to a successful market entry.Training,
providing the right materials, ensuring an easy order entry and delivery process and quick follow up is a prerequisite
to doing any marketing campaign at all.
Plan & agree
Alliance experts assists with the planning process.
We know what is important in each country to reach
your customers. For every type of collaboration, we
have extensive questionnaires with all the operational
aspects you need to consider.We help you overcome
cultural differences in negotiations, with product
adaptations and during trainings.
Alliance experts

7. 5
Every market entry is an investment that can range from 20,000US dollar up to over a million.With potential costs
like this you should ensure that the revenue comes in quickly.That means you should not be afraid to roll out rapidly,
otherwise others might seize the market opportunity.The quicker you establish your position in the market, the
better the Return on Investment of your plans may be.
Your local presence is of the utmost importance.Your customers should be able to see that you are a ‘real’ company
and easily accessible.Your local partners should be monitored and you should be able to answer their questions
quickly and in the same time zone.
Partner management requires continuous evaluation.Only if you make sure to get feedback on any issues your
partners may have with their sales efforts, can you effectively work towards new solutions.
Establish presence
Our specialists are based in the region.They can look
after your interests, monitor market opportunities and
act when chances are there.We can support you with
a local telephone number and a postal address, which
will lower the threshold for potential clients in the region
to contact you. If the business grows, we can act as
your local company director until it makes sense to hire
or station someone permanently.We can also help to
arrange your local presence online.
Alliance experts

8. What are the key values in your company?Once you have formulated these, it will make it easier for you to select the
right business partners, even in different countries and cultures.
This is also how theAlliance experts network has developed.With a clear set of values in mind we grew our network
of experienced business development and market entry specialists around the world.All our people have lived and
worked in at least two different countries and know how to bridge cultural differences.We strive to be the trusted
advisors on the ground and want to be a partner in your expansion abroad.
Our approach
Our key values are:
• Cooperative: we work with you and have a personalized and clear approach.
• Appealing: it is pleasant to work with us and to use our materials and methodologies.
• Creative: we combine various ways of thinking to arrive at a new solution.
• Result-oriented: our efforts must have a clear added value for our clients and should help you improve your
financial performance.
• Integrity: we are extremely careful with confidential information and will handle conflicting interests in an open
and transparent manner.
Alliance experts helps you enter new markets profitably.
Active on five continents with people of different
backgrounds, we combine our knowledge and experience
for the benefit of our clients.We know what is important
to smaller and mid-sized companies.We invite you to
get to know us personally and to see how we can work
together to expand your international footprint.
Alliance experts

9. Alliance experts
Alliance experts is a global network of
business development specialists.We help
companies enter new markets profitably.
www.allianceexperts.com