The document discusses how to assess readiness for exporting and outlines the key components of an export plan. It recommends companies take an online assessment test, conduct a SWOT analysis, and ensure they have necessary conditions like management support, production capacity, and cash flow. The export plan components include evaluating the company's strengths, selecting foreign markets using qualitative data, choosing an entry mode, developing plans for sales, finance, logistics, and setting reasonable goals. The plan should assign responsibilities and have a timeline. Conducting thorough research and starting small are advised for export success.

1. Export Readiness
& Planning

2. Export Readiness & Planning
How 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. 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. Export Readiness & Planning
“NICE-TO-HAVE” CONDITIONS
 International Expertise
 Foreign Language Ability
 Cultural Awareness / Sensitivity
 Travel to Foreign Markets

5. Export Readiness & Planning
Entry Mode
Sales
Partners
Marketing
Finance
HR
Market
Selection
Product
Logistics Selection
Export Plan
Components
Export
Success

6. Export Readiness & Planning
INTERNATIONAL BUSINESS PLAN
Step 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. Export Readiness & Planning
INTERNATIONAL BUSINESS PLAN
Step 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. Export Readiness & Planning
INTERNATIONAL BUSINESS PLAN
Step 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 Users
CUSTOMER SERVICE RULES!!!

9. Export Readiness & Planning
INTERNATIONAL BUSINESS PLAN
Step 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. Export Readiness & Planning
INTERNATIONAL BUSINESS PLAN
Step 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. Export Readiness & Planning
INTERNATIONAL BUSINESS PLAN
Step 4: What are the other factors?
 Logistics Plan
 Methods
 Packaging
 Documentation & Customs
 Carriers
 Insurance
 Regulations & Compliance
 Visibility in transit

12. Export Readiness & Planning
INTERNATIONAL BUSINESS PLAN
Step 5: What are your expectations?
 Set reasonable goals & forecasts
 Develop clear & measurable metrics
 Evaluate your plan periodically
Step 6: Who is doing what and when?
 Write down a plan
 Do your homework
 Begin small & start promptly

13. Export Readiness & Planning
Entry Mode
Sales
Partners
Marketing
Finance
HR
Market
Selection
Product
Logistics Selection
Export Plan
Components
Export
Success

14. Thanks!