1. ValueNomics THE TRADE FUNNEL

2. DEMAND SIDE ANALYSIS MRI SCAN SUPPLY SIDE ANALYSIS CUSTOMER VALUES ANALYSIS VALUE SYSTEM ANALYSIS TRADE PROMOTION TRADE DEVELOPMENT MATCH- MAKING MARKET INQUIRIES CUSTOMER VALUES MARKETS SECTORS QUOTATIONS EXPORTABLE OFFER SOURCING VALUE PROPOSITION TRADE BENCH- MARKING ECONOMIC, TRADE AND INVESTMENT POLICIES TRADE BUSINESS

3. PRODUCT SERVICE OFFERINGS What do we have? How does that compare to other countries? ANALYSIS MARKET INQUIRIES CUSTOMER VALUES MARKETS SECTORS QUOTATIONS EXPORTABLE OFFER SOURCING VALUE PROPOSITION TRADE 1

4. DEMAND SIDE ANALYSIS What sells now and in the future? Who are our competitors ? TRADE DEVELOPMENT "Make what sells”. The first lesson in trade development ANALYSIS MARKET INQUIRIES CUSTOMER VALUES MARKETS SECTORS QUOTATIONS EXPORTABLE OFFER SOURCING VALUE PROPOSITION TRADE 2 “See what sells…” PRODUCT SERVICE OFFERINGS What do we have? How does that compare to other countries?

5. DEMAND SIDE ANALYSIS What sells now and in the future? Who are our competitors ? MARKET INQUIRIES CUSTOMER VALUES MARKETS SECTORS QUOTATIONS EXPORTABLE OFFER SOURCING VALUE PROPOSITION TRADE BENCHMARKING How does our value proposition fare against he competition? What makes them successful ? 3 ANALYSIS POSSIBILITY PRODUCT SERVICE OFFERINGS What do we have? How does that compare to other countries?

6. CUSTOMER VALUES ANALYSIS What makes the buyer buy ? Customer values explained. ANALYSIS MARKET INQUIRIES CUSTOMER VALUES SECTORS QUOTATIONS EXPORTABLE OFFER SOURCING VALUE PROPOSITION TRADE BENCHMARKING How does our value proposition fare against he competition? What makes them successful ? 4 DEMAND SIDE ANALYSIS What sells now and in the future? Who are our competitors ? POSSIBILITY MARKETS PRODUCT SERVICE OFFERINGS What do we have? How does that compare to other countries?

7. DEMAND SIDE ANALYSIS What sells now and in the future? Who are our competitors ? CUSTOMER VALUES ANALYSIS What makes the buyer buy ? Customer values explained. VALUE SYSTEM ANALYSIS Who is who? Stakeholder positions. Analysis of exportable offer to target markets POSSIBILITY ANALYSIS DIAGNOSIS MARKET INQUIRIES CUSTOMER VALUES MARKETS SECTORS QUOTATIONS EXPORTABLE OFFER SOURCING VALUE PROPOSITION TRADE BENCHMARKING How does our value proposition fare against he competition? What makes them successful ? 5 PRODUCT SERVICE OFFERINGS What do we have? How does that compare to other countries?

8. DEMAND SIDE ANALYSIS What sells now and in the future? Who are our competitors ? MRI SCAN How competitive is your sector on global markets ? The MRI scan gives the answer. CUSTOMER VALUES ANALYSIS What makes the buyer buy ? Customer values explained. POSSIBILITY ANALYSIS DIAGNOSIS POTENTIAL MARKET INQUIRIES CUSTOMER VALUES MARKETS SECTORS QUOTATIONS EXPORTABLE OFFER SOURCING VALUE PROPOSITION TRADE BENCHMARKING How does our value proposition fare against he competition? What makes them successful ? 6 VALUE SYSTEM ANALYSIS Who is who? Stakeholder positions. Analysis of exportable offer to target markets PRODUCT SERVICE OFFERINGS What do we have? How does that compare to other countries?

9. DEMAND SIDE ANALYSIS What sells now and in the future? Who are our competitors ? CUSTOMER VALUES ANALYSIS What makes the buyer buy ? Customer values explained. TRADE DEVELOPMENT "Make what sells”. The first lesson in trade development POSSIBILITY ANALYSIS DIAGNOSIS DEVELOPMENT POTENTIAL MARKET INQUIRIES CUSTOMER VALUES MARKETS SECTORS QUOTATIONS EXPORTABLE OFFER SOURCING VALUE PROPOSITION TRADE BENCHMARKING How does our value proposition fare against he competition? What makes them successful ? 7 MRI SCAN How competitive is your sector on global markets ? The MRI scan gives the answer. “Make what sells…” VALUE SYSTEM ANALYSIS Who is who? Stakeholder positions. Analysis of exportable offer to target markets PRODUCT SERVICE OFFERINGS What do we have? How does that compare to other countries?

10. DEMAND SIDE ANALYSIS What sells now and in the future? Who are our competitors ? CUSTOMER VALUES ANALYSIS What makes the buyer buy ? Customer values explained. TRADE PROMOTION “Sell what is made”. Market entry, sector branding, promotion POSSIBILITY OPPORTUNITY ANALYSIS DIAGNOSIS DEVELOPMENT DECISION CONVERSION POTENTIAL MARKET INQUIRIES CUSTOMER VALUES MARKETS SECTORS QUOTATIONS EXPORTABLE OFFER SOURCING VALUE PROPOSITION TRADE BENCHMARKING How does our value proposition fare against he competition? What makes them successful ? 8 TRADE DEVELOPMENT "Make what sells”. The first lesson in trade development VALUE SYSTEM ANALYSIS Who is who? Stakeholder positions. Analysis of exportable offer to target markets MRI SCAN How competitive is your sector on global markets ? The MRI scan gives the answer. PRODUCT SERVICE OFFERINGS What do we have? How does that compare to other countries?

11. DEMAND SIDE ANALYSIS What sells now and in the future? Who are our competitors ? MRI SCAN How competitive is your sector on global markets ? The MRI scan gives the answer. CUSTOMER VALUES ANALYSIS What makes the buyer buy ? Customer values explained. TRADE PROMOTION “Sell what is made”. Market entry, sector branding, promotion TRADE DEVELOPMENT "Make what sells”. The first lesson in trade development MATCHMAKING Conversion of opportunities into business POSSIBILITY OPPORTUNITY ANALYSIS DIAGNOSIS DEVELOPMENT DECISION CONVERSION POTENTIAL MARKET INQUIRIES CUSTOMER VALUES MARKETS SECTORS QUOTATIONS EXPORTABLE OFFER SOURCING VALUE PROPOSITION TRADE BENCHMARKING How does our value proposition fare against he competition? What makes them successful ? ECONOMIC, TRADE AND INVESTMENT POLICIES “Sell what sells…” 9 VALUE SYSTEM ANALYSIS Who is who? Stakeholder positions. Analysis of exportable offer to target markets PRODUCT SERVICE OFFERINGS What do we have? How does that compare to other countries?