Anne Murphy of Innovi Business Growth presented at the Getting into International Markets workshop which was part of the Women's Business and Enterprise Conference. www.wbeconference.co.uk

1. Reaching International Markets
Professional support for commercialisation and internationalisation
Presentation to the WBE Conference
Anne Murphy, MIEx (Graduate)
9th May 2013

2. Reaching International Markets
Professional support for commercialisation and internationalisation
Speaker credentials
• 28 years’ experience in international trade
• Variety of sectors and industries
• Graduate member of Institute of Export

3. Reaching International Markets
Professional support for commercialisation and internationalisation
• How to identify the right market
• How to reach that market
• Routine export practicalities
• Minimising risks

4. Identifying the right customer
Professional support for commercialisation and internationalisation
• Desk and market research
• Analyse the opportunities
• SWOT
• PESTLE
• Evaluate the opportunities
• market size
• growth rate
• market trends
• market accessibility
• market profitability

5. Reaching the customer
Professional support for commercialisation and internationalisation
UK Export house
Distributor
Agent
Licensing
Franchising
E-commerce

6. Practicalities of international trade
Professional support for commercialisation and internationalisation
• Documentation
• Shipping methods
• Payment

7. Practicalities of international trade
Professional support for commercialisation and internationalisation
• Specific data required on an export invoice
• Following statement required:
We hereby certify that the information on this
invoice is true and correct
• Sign and date invoice
• Print name, position in company
• Company stamp

8. Practicalities of international trade
Professional support for commercialisation and internationalisation
• Sea freight
• Bulky items
• Containerised FCL/LCL
• Airfreight
• Small volumes
• High value
• Road
• UK/Continental trade
• Door to door
• Rail

9. Practicalities of international trade
Professional support for commercialisation and internationalisation
Express operations
• Ideal for small volume, high value
• Door to door service
• Benefit from a network of hubs
• Have own vehicles and aircraft

10. Practicalities of international trade
Professional support for commercialisation and internationalisation
Freight forwarder
• Has expertise and specialist knowledge
• Books space on behalf of the exporter
• Customs clearance

11. Practicalities of international trade
Professional support for commercialisation and internationalisation
Getting paid
• Manage via payment terms
• Invoice discounting
• Credit finance
Foreign Currency
• Exchange rate losses
• Forward exchange contract
• Foreign currency account

12. Minimising Risks
Professional support for commercialisation and internationalisation
• Training
• Seek expert advice
• Exporting is different to domestic sales
• Choose good overseas partners
• Put everything in writing
• Establish robust processes

13. Contact Details
anne.murphy@innovibusinessgrowth.co.uk
Mobile: 07891 280 185
Follow on Twitter:@expertexporter
Blogging at http://expertexporter.wordpress.com/
www.innovibusinessgrowth.co.uk
Professional support for commercialisation and internationalisation