export and international trade sales and marketing with steve parker

Rockstar Mentoring Live WebinarWednesday 12th February 2014

“International Trade and ‘Exporting’Sales and Marketing”

• My background….. More than 30 years successfully exporting to markets worldwide and still do on a daily basis.

• Huge amount of time working in the Middle East, Far East, ‘Australasia’, USA, Europe, the ‘Africas’ and more, including as export sales director, MD and adviser. Established £millions of profitable export sales through almost every ‘route to market’, including helping to establish joint-venture manufacturing operations in China and USA.

• Predominantly work for UK companies but currently also doing work with and for companies in Singapore, UAE, Namibia, Seychelles and USA.

• Large network of trusted private and public industry contacts in the above markets worldwide, so familiar with current market conditions and can assess and make business happen faster.

• Regular speaker, panellist and mentor on international trade and new product developments.

International Trade and ‘Exporting’Sales and Marketing

• Normally we spend time on getting clients to focus and plan, but for this webinar I want to open your minds to the many routes to market and possibilities for getting sales in markets worldwide.

• In later webinars I will hopefully cover other aspects and skills required to turn our ideas into profitable reality and to start to help you develop great overseas business relationships.

• So let’s start thinking about the various routes to market, why you may not ‘just need a good distributor or agent’ and, how if you are good enough, or mentors and private industry specialists can make you good enough, worldwide sales should be possible.

• Remember one of my philosophies that ‘no-one is better at being you than you are’ and that whilst it has always been personally more rewarding and stimulating to be selling to Dubai than Dudley, the reverse (amazingly) can often be true!


• Fictitious company – ‘ Steves Trendy Bedroom Furniture Company Ltd (TB for short!).’

• Designs and makes unique, trendy adult and childrens bedroom furniture including beds, wardrooms and cupboards etc. in bright and colourful themes. All limited edition or unique and aimed at higher income adults that want something very different and high quality. They want the ‘best’ and are prepared to pay for it.

• TB have a suitable website (without prices) and very good literature in thick and glossy paper, consistent with the brand they are trying to establish.

• ‘USP’S - individual design, handmade, unlimited colours, high grade materials including rare wood, 10 year guarantee, personal service.


• The furthest point with the most potential clients and the most control over your brand = the highest selling price

• End purchaser customers - finding and dealing with the clients directly - considerations and USP’s and cost control

• Retail shops and chains - considerations, USP’s, setting RRP’s etc.

• Finding and servicing customers from your UK website but also promoted in identified overseas directories, magazines and newsletters.


EndCUSTOMERS

Trendy Bedrooms

Own official website

UK manufacturers

UK clients that sell overseas


• Fit out companies for hotels, villas, apartments and residences

• TB own offices or using a serviced (e.g. Regus). • TB own manufacturing or assembly or installation

• Considerations and USP’s and cost controls


• Overseas and in market Agents – to sell through – commissions and promoting your brand.

• Overseas and in market Distributors – to sell to – with them able to add a margin to cover their selling and marketing costs and effectively promote on a daily basis.

• Wholesalers and bulk importers – low price levels but high volumes.

• Local market manufacturers of compatible products – potential to add to their product range, increase their sales and give access to wider markets. How important is your brand to you? Do you really just want to use your skills to make great product and lots of wealth?


• UK clients and multiples that sell to the identified markets and people overseas.

• UK manufacturers of compatible products – where adding TB skills and capability could help them to increase sales and penetrate new markets, without them needing to invent and develop a new range themselves and without higher overheads.

• TB UK website marketed in UK international sites (Kompass etc) or partners of overseas sites like AEC Online. Developing overseas enquiries into orders and partnerships.


EndCUSTOMERS

Trendy Bedrooms

Agent

Distributor

Wholesale / Bulk Import

Overseas product manufacturers

Retail shops

Fit-outcompanies


• Review of information• Look out for further webinars on….. ‘Exporting and International

trade for beginners’…….. ‘Middle East overview and trading in the Gulf’……’International trade, peer mentoring and problem solving’ - tell Rockstar you want these with me soon!

• Remember that often clients overseas are more willing to start working with new products and companies than those in the UK, so start thinking Globally as soon as you can.

• Q & A

• Sign up for FREE: • www.rockstarbusinessworld.com

• Any queries please email me at:• [email protected]

http://www.rockstarbusinessworld.com/

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export and international trade sales and marketing with steve parker

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