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The GPS to exporting successfully

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Export guide

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The GPS to exporting successfully

  1. 1. The GPS to Your International Business Success Casey Xiao-Morris Import and Export Consultant
  2. 2. The Success of Exporting <ul><li>Sales volume and profits increase </li></ul><ul><li>Business diversification, multiple source of income - 95% world’s consumer live outside the U.S. </li></ul><ul><li>Job crea tion – Each additional $1B in exports creates 15,000 new jobs </li></ul>
  3. 3. Challenges in Exporting <ul><li>Lack of understanding in foreign markets </li></ul><ul><ul><ul><li>Example: Law and regulation in specific industries, market fragments, resource availability, etc </li></ul></ul></ul><ul><li>Lack of commitment from the organizational support </li></ul><ul><li>Under estimate the market and market entry strategies </li></ul><ul><li>No customization –Products, marketing, sales channels, etc. </li></ul><ul><li>Language and culture barriers </li></ul><ul><li>Wrong local partnership </li></ul>
  4. 4. Start Points <ul><li>Target export market identification </li></ul><ul><li>Market entry strategies development </li></ul><ul><li>Export sales set-up </li></ul>
  5. 5. Channels of Distribution <ul><li>Sell directly to end-users </li></ul><ul><li>Sell through an intermediary – an agent or distributor </li></ul><ul><li>Hire staff overseas </li></ul><ul><li>Establish office overseas (investment) </li></ul><ul><li>Establish Joint Venture (JV) or subsidiaries abroad </li></ul>
  6. 6. Agent/Distributor Qualifications Checklist <ul><li>Sales force </li></ul><ul><li>Sales performance </li></ul><ul><li>Territorial coverage </li></ul><ul><li>Companies/products represented </li></ul><ul><li>Customer profile </li></ul><ul><li>Facilities and equipment </li></ul><ul><li>Localization capabilities </li></ul><ul><li>Market development capabilities </li></ul><ul><li>Industry knowledge – supply chains, distribution channels… </li></ul>

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