Company Profile Template for Market Research by nxo21173

VIEWS: 0 PAGES: 11

More Info
									CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY




                          GROWING
                     INTERNATIONAL SALES
                                       David Banks, 2009



 Project financed by Austrian Development Cooperation
      CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY




              SESSION 2
         Thursday 19th November 2009
                11:00 - 12:30h

GROWING INTERNATIONAL SALES




       Project financed by Austrian Development Cooperation
              CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY




GROWING INTERNATIONAL SALES




                                                                         GROWING INTERNATIONAL SALES
    Global Support – IM overseas
    Starting Exports
    Growing Exports
    State Aids
    Other Requirements
    Company Profile Template


                  Project financed by Austrian Development Cooperation
CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY


         GLOBAL SUPPORT




                                                        GROWING INTERNATIONAL SALES
 Project financed by Austrian Development Cooperation
                CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY




STARTING TO EXPORT




                                                                         GROWING INTERNATIONAL SALES
    Validating opportunities through market research
    Competitor profiling, identification of target customers
     and distribution channels
    Advice on market entry strategies
    Provision of customised itineraries
    Securing first sale reference sites
    Market visit assessment, buyer feedback and visit
     follow-ups


                  Project financed by Austrian Development Cooperation
                CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY




GROWING EXPORTS




                                                                         GROWING INTERNATIONAL SALES
    Market and competitor intelligence
    Identification of new opportunities, customers and
     strategic partners
    Introductions to key industry and sectoral decision
     makers
    Support for building key customer relationship
     including access to hospitality events
    Securing first sale reference sites
    Advice on acquisition and partnering strategies


                  Project financed by Austrian Development Cooperation
              CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY




STATE AIDS




                                                                      GROWING INTERNATIONAL SALES
     Overseas Promotions (MoE, Donors)

     Voucher Scheme (APPRM)

     Accreditation

     Global Support (IM)


               Project financed by Austrian Development Cooperation
               CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY




CASE STUDY: IFI




                                                                       GROWING INTERNATIONAL SALES
     Commodity Fertilizer
     1996: 1 mtpa and 900 employees, 2000 1.5
      mtpa and 600 employees
     New Exports to Western Europe
     Products: Adapt, add nutrients
     Price: slightly lower, <5%
     Promotion; Literature, regular visits both
      ways
     Place: Use existing structures, W/S or retail

                Project financed by Austrian Development Cooperation
             CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY




LESSONS




                                                                     GROWING INTERNATIONAL SALES
    Adapt to market
    Do something special if possible to cement
     link
    Regular visits both ways
    Product design, quality and packaging
    Avoid selling on price



              Project financed by Austrian Development Cooperation
                CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY




CASE STUDY: RMI




                                                                         GROWING INTERNATIONAL SALES
     Specialty water treatment chemicals
     US/Irish Joint Venture
     1991: started Ireland, 1993: entry to UK.
     Acquired local sales force
     Product: ideas flowed both ways
     Price: Market level or above
     Promotion: Sales and Technical Literature
     Quality, Distribution and service to legal requirement
     Produced in Ireland, Outsourced in UK, Produced in UK



                  Project financed by Austrian Development Cooperation
             CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY




LESSONS




                                                                     GROWING INTERNATIONAL SALES
    Local Representation can be necessary
    Product ideas can flow both ways
    UK practice set US standards
    Focus on profitable products, drop losers




              Project financed by Austrian Development Cooperation

								
To top