Export Planning Information Required from All Participating Companies in Missions to the FCORs Information to be completed and ed to copied to npaul- (Natalie Paul Harry at BDC) March 26, 2012

Completion of Information Started in Training Sessions of March 22-23, 2012 Please complete the following information for your company. This is required for us to complete our profiles on each participating company. For those who have forgotten or who did not attend the course, there are good examples provided in the relevant sections of the PowerPoint Presentation that was provided. The following slides provide all of the templates for the information. You are also required to complete and submit the information on PAGE OF THE MANUAL WITH RESPECT TO DEVELOPING THE COMPANY AUDIT AND THE EU MARKET AUDIT

Getting Ready to Export (cont….) Use 7 S’s Model to Develop Sense of Direction 3 most prominent Critical Success Factors 3 most desired Critical Success Factors Short term, mid term and long term actions to address the gaps 1. Strategy 2. Structure 3. System 4. Staff 5. Style 6. Skills 7. Shared Values Note: Remember to make your three Critical Success Factors SMART e.g. Sales in the FCORs equal to US$100,000 in 2012 and Desired critical success factor sales in FCORs equal to US$500,000 by 2015

Format for Strength and Weakness analysis of your company using the 5M methodology StrengthsWeaknesses MEN MEANS METHOD MACHINES MEASURABLES

Format for Strength and Weakness analysis using the Value Chain diagram Inbound logistics OperationsOutbound logistics Marketing & Sales Service Firm infrastructure Human Resource Management Technology Procurement Gross Sales For each cell in the above matrix indicate Strong, Fair or Weak

Format for Opportunities and Threats Analysis Using the STEEP Methodology OpportunitiesThreats S ocio-cultural T echnological E conomic E nvironmental P olitical Remember Opportunities and Threats are factors in the FCORs that are outside of your control but might affect you either positively or negatively

SWOT Analysis – Diagram This is just to help you to remember how the SWOT works S trengths O pportunities T hreats W eaknesses Helpful To achieving the Objective Harmful To achieving the Objective External Attributes of the Environment Internal Attributes of the Organisation

Porter’s Five Forces Model Please indicate which rivals, substitute products, potential new entrants, customers, and suppliers could affect you in your efforts to penetrate the FCORS. You can use the following slide to record your information

Porter’s Five Forces for Your Company Insert your responses below

Assumptions The next three slides contain certain important questions. Please make reasonable assumptions for the entry, medium and long term. Also indicate any strategic resistance and sensitivity to external developments. The powerPoint presentation that you have been sent contains a good example for you to follow. Make the responses specific to your company.

Checklist using assumptions… Entry PhaseMedium Term Long TermStrategic Resistance Sensitivity to External Developments. Will there be a sustainable market for your product? Is this market profitable in the short, medium and longer terms Will your product offer satisfy identifiable needs

Checklist using assumptions (cont’d.) Entry Phase Medium Term Long TermStrategic Resistance Sensitivity to External Developments Will your product offer be looked upon as a novelty both by traders and end users? Is the market evenly distributed in all segments (i.e. market location and concentration – higher demand in some segments)

Checklist using assumptions (cont’d.) Entry Phase Medium Term Long TermStrategic Resistance Sensitivity to External Developments Is the target group geared toward and willing to spend money on your product offer and how much, now and later? Through which communication mix (media and or promotional) can your prospective customer best be reached?

SUPPLY CHAIN MANAGEMENT  Please indicate your preferred supply chain in getting your product to your customers in the FCORs by addressing the following questions 1.What product(s) will you wish to supply to the FCORs market? 2.Will you prefer an agent or a distributor in the FCORs? Explain 3.Will you prefer an exclusive or a non-exclusive relationship? Explain 4.What relationship do you use in other export markets?

BUSINESS FINANCIAL INSTRUMENTS There are a number of payment methods used in international exporting, please indicate below the payment methods you will be prepared to accept in the FCORs?

Questions that need answering Are there any questions that you would like us to explore on your behalf during our Fact Finding Mission?