1. Getting Started In Export Markets
Mike Stokes

2. Where Do You Start ? Market Comparison & Evaluation
Identifying Your Target Markets 2

3. Market Comparison & Evaluation
What Factors Should Be Considered ?
geography
climate
population
demographics
wealth
culture
religion
politics
language
technology
corruption
financial risk 3

4. Identifying Your Target Markets
Do Not Try To “Scatter Gun” The World
Weighting Of Factors
Short List
Potential versus Now
Low Hanging Fruit
Plot Size Of Opportunity versus Ease Of Entry
Supply A Small Number Of Markets Excellently 4

5. Where Do You Go For Data ?
General Directories 5

6. Where Do You Go For Data ?
General Directories 6

7. Where Do You Go For Data ?
Sector Specific Sources 7

8. Where Do You Go For Data ?
Regional Directories 8

9. Where Do You Go For Data ?
Trade Shows 9

10. Where Do You Go For Data ?
Specialist Market Research Organisations 10

11. Where Do You Go For Data ?
Specialist Information Providers 11

12. Where Do You Go For Data ?
Department for International Trade - Market Research - Training - Trade Missions - Seminars & Events 12

13. What Is The Best Route To Market ?
Direct to the consumer
Agent, Distributor or Fulfilment House
Franchising & Licensing
Joint Venture
Overseas Branch or Subsidiary
Acquisition 13

14. Characteristics Of A Trading Partner
Location
Human Resources
Financial Standing
Mindset
Strength of Local Relationships
Reputation
Consistency with own Positioning 14

15. Preparing For A First Overseas Visit
Things To Check Before Travelling
Local Arrangements
Subsequent Agreement 15

16. Preparing For A First Overseas Visit
Things To Check Before Travelling - objectives - language - culture & etiquette - cards, brochures, samples - prices, costs, margins - local support organisations 16

17. Preparing For A First Overseas Visit
Local Arrangements - exact location, postcode, room etc - agreed agenda - meeting room equipment - phone compatibility, broadband strength - who will you meet & how senior are they ? 17

18. Preparing For A First Overseas Visit
Subsequent Agreement - product range & brand range - territory - exclusivity - prices, terms, payments - targets and KPIs - level of ongoing support - Memorandum Of Understanding 18

19. Feedback
Hopefully you found this course useful, easy to understand and enjoyable. But your feedback is very important. Please download the feedback form, print it off, add your comments – and then send a scanned copy by to Thank you 19

20. Mike Stokes Getting Started In Export Markets
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