Presentation by SIA Gatewaybaltic - "The road to a new export market" in conference Lotus 5: International Business, organized by AIESEC Riga. 24.04.2010 in SSE-Riga.

4. Clients

7. Export I ntelligence - step by step to a new market penetration

8. Export process professionally wisely consistently Market research and selection Offer preparation Creation of export plan Market penetration: product promotion in the market Relation maintenance and communication Evaluation of exporting capacity Export strategy

9. Step No. 1 : Export start – preparation before the jump

10. Evaluate yourself from several perspectives

11. Preparation for export Offer Is my product suitable for export? What must be configured to make it suitable to the market? What is my price offer ? What is my capacity ? Cornerstones: - Sustainable quality - Competitive price - Volume

12. Domestic and export product

15. Preparation for export Export strategy Do we have clear export targets ? Have we planned market penetration strategy ? Have we defiened the strategic export markets ? Does the company possess financial resources for entering the markets ?

16. Step No. 2 : Startegic market choice

17. New market choice – intelligence decisions about the strategic market choice understand compare decide

18. Stra tegic markets Poten tially interesting markets New market choice Aim: to i dentify those markets which will be strategic in future Which market to enter?

23. Enterprise environment Clients Markets Competition Suppliers Industry Technology Creates understanding about company’s existing market place and future scenarios

24. Step No.3: Creation of export strategy and plan

25. Export strategy and export plan Export strategy export take up and development strategy which sets goals, defines offer and market penetration activities , as well as, plans resources needed to succeed. Export plan activities to enter a specific market or several markets, defining time span, activities, responsibilities and proposing a budget for plan execution. Export strategy gives a company the direction and route, while export plan defines the steps necessary to be made to arrive at destination. How much costs export market penetration? How much financial resources are we ready to invest?

27. Step No. 4 : E xport partner attraction

28. Sales process organization Follow up activities

31. How to approach potential partners Telephone  Fax  E-mail  Post  Meeting 

33. Exporters to attain the highest benefit should directly go to the target market - attending exhibitions, taking part in trade missions, organizing meetings with potential customers!

34. Step No.5: Communication with clients and relationship maintenance

35. Export business is based on the personal relationship between buyer and seller Trust and reliability Long-term vision Positive cooperation Mutual benefit

36. At the moment when the first export contracts are signed and it seems that all the most difficult work has been done it is worth remembering a saying: „ It takes years to create a market, and few days to lose it. ”

40. With pleasure we will discuss your export opportunities while having a cup of coffee! GatewayBaltic Elizabetes 51 , Riga, Latvia Tel: +371 671 658 9 4 www.gatewaybaltic.com