Defining the export strategy
- Evaluation of potential target markets.
- Knowledge of regulations and business practices.
- Capabilities of diagnostics « Production », « Marketing » , « Transactions » (International Trade Center Methodology).
- Export strategy.
- « I have limited production capacity. »
- « The growth in the local market has slowed and become very competitive. My business and margins have felt the slowdown. »
- « A foreign distributor has expressed interest in my products, however the regulations are very strict, so we have not been able to pursue this. »
- « I would like to evaluate and qualify the business with a plan. »
Setting up an export cell
- Organization chart.
- Job descriptions.
- Processes and procedures.
- Key performance indicators.
- « No one on my team has export knowledge. On top of that, they are too busy and I do not have the budget to hire a dedicated employee for export! »
- « Export has incurred some unaccounted expenses that was only discovered in the middle of the order, leading to lost time. My team does not know how to calculate export costs. »
- « I do not know how to coordinate the current project in terms of production, logistics and sales administration, with the addition of the export activity. »
Implementation of the export strategy
- Export marketing plan.
- Support teams in prospecting:
- Development of material (website, brochures, sales pitch, mail, contracts, rates).
- Training on business practices of the target markets.
- « I have visited a couple of trade shows and I have an idea of the markets. However, I do not know how to find clients as my sales manager and I do not have the time to travel. »
- « I do not feel comfortable negotiating with a foreign distributor and foreign rates. I also do not know my export rates and Incoterms and still need to take out insurance. »
- « I am entitled to grants and training but do not have time to prepare the files and forms. »
Development of sustainable partnerships with importers and distributors
- Identification of distributors in target markets.
- B2B meeting organization.
- « My distributor does not want to commit to annual quantities. We negotiate the price at each order. He orders small quantities and demands tight deadline. He is also late in payments ! »
- « My distributor sells my competitors products. He gives priority to suppliers who give him the best price and payments terms. »
- Value chains.
- Sectoral strategies ( marketing).
- Capacity building.
Project Management for International Cooperation Programs
- RFPs (Requests for Proposals).
- Terms of reference.
- Gender integration.
- Intercultural and multicultural management.
An investigative approach and validation of the various stages of an international expansion plan with a pragmatic approach adapted to business practices in different cultural contexts , dictated by concern for profitability and speed , and systemic by action on the three key components of the company:
- The distinctive skills: how to strengthen and revitalize the relationship between the company and its markets.
- The structure: how to optimize the internal organization and the relationships with foreign partners.
- Culture: how to adapt mentalities to remove prejudices and be open to new cultures.