nine steps to export successfully - onecaribbean.org · steps for exporting step 1: swot analysis...
TRANSCRIPT
© 2005 FedEx. All rights reserved.
Nine Steps to Export Successfully
Allison MouttetSenior Manager, South Eastern CaribbeanFedEx Express
Steps for exporting
Step 0:DECISION: To Export Means to Compete
Steps for exporting
Step 1:SWOT Analysis of the company and its products (Strengths, weaknesses, Opportunities, Threats).
Steps for exporting
Step 2:An “X-ray” of the internal market
• Type of Competition• Price Ranges• Marketing Channels• Existence of Similiar Products• Imported Products• Promotion
Steps for exporting
Step 3:Understanding Customs Rules andRegulations for Exporting:
tariff item export regulations.
• Costs• Audits• Documentation
Portal for international information on customs requirements
www.macmap.org
Step 4:Market Research
• Trade Flow
Steps for exporting
Step 5:“POTENTIAL” MARKETSDefine Your Primary and SecondaryMarkets.
Considerations Include: Trade agreements, geographic proximity, cultural ties, language and second-chance countries
Steps for exporting
Where can one get information about exporting to the EU?
http://export-help.cec.eu.int/index_es.html
Where can one get information about exporting to China?
www.asiansources.com
Where can one get information about exporting to Latin America?
www.aladi.org/
Where can one get information about exporting to the United States?
www.buyusa.gov
Step 6:Get informed about the technical aspectsof exporting
• Training in foreign trade issues• Examples of international contracts• Registrations• Invoices for Exports• Companies that provide foreign trade
services
Steps for exporting
Step 7:Business due diligence: Prospecting the Market • Domestic and foreign competition• Country regulations for imports and Estimated Landed Price• Marketing channels and their price points by tier• Adapting labels and packaging to fit the standards for
imported products• Retailers' opinion of your products• Ways products may be applied, different from the
applications of the producing country• Brand
Steps for exporting
Where can one find market research studies?
www.p-map.org
Step 8:Outline your Export Plan:
• Product: modifications? brand? packaging?• Prices: FOB/FCA prices and the pricing policy.• Distribution: importer? agent? other?• Promotion: directly to the importer, and thereafter to the end
consumer.
Steps for exporting
Step 9:Establish contact with potential customers
• International trade shows• Trade missions• Demonstrations/sampling• Catalogs in trade offices• Yellow pages• Word-of-mouth• Web pages
Steps for exporting
How can one find importers on the Internet?
http://www.rgxonline.com/utilidades_exportar/encontrar_importadores.htm
How can one find importers on the Internet?
http://www.emarketservices.com
Thank you!