1. ORGANIC EXPORT FORUM
BARRIERS TO EXPORT

2. SELECT CONNECT GROW Markets Channels Partners Buyers
Add 3 logos
SELECT
CONNECT
GROW
Markets
Channels
Partners
Buyers
In-market representatives
Export networks
Brand
Sales
International Presence
2019 | AUSTRALIAN ORGANIC
EXPORT FORUM & NETWORKING EVENT

3. WORKSHOP STRUCTURE WHY EXPORT? 1st Session BARRIERS TO EXPORT
COMMUNICATION
MARKET KEYS
MARKET ENTRY STRATEGIES
BUYER SELECTION CRITERIA
USP & PITCH
2nd Session
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4. GETTING TO KNOW EACH OTHER
2019 | AUSTRALIAN ORGANIC
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5. WHY
EXPORT?
2019 | AUSTRALIAN ORGANIC
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6. WHY EXPORT? The world needs your food! Estimated population of 9.8
billion by 2050
Improved economies of scale in
production
Australian producers have the
capability to meet specific food demands (Halal, Gluten-Free, Organic etc.)
Reduced exposure to a single
market
Australia has a strong reputation
for high quality, safe foods
Being in Australia, we have
counter seasonal opportunities
2019 | AUSTRALIAN ORGANIC
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7. BARRIERS TO EXPORT GLOBAL INDUSTRY BUSINESS 2019 | AUSTRALIAN ORGANIC
EXPORT FORUM & NETWORKING EVENT

8. Local Content Requirements
Tariffs
GLOBAL
TRADE
BARRIERS
Subsidies
Local Content Requirements
Export / Import Licence Requirements
Quotas
Non-Tariff Barriers
2019 | AUSTRALIAN ORGANIC
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9. ORGANIC INDUSTRY BARRIERS Scale and continuity of supply
Brand Communication
Lack of Market Research
Fragmentation and Lack of Cohesion (Gov & Industry)
Skillset, knowledge, experience of potential exporter
2019 | AUSTRALIAN ORGANIC
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10. Weak Domestic Market presence Inability to Commit Resources
BUSINESS
LEVEL
BARRIERS
Short-term
Commitment
Cash Flow
Sustainability
Weak Domestic Market presence
Absent
Export Plan
Low Export
Expertise
Inability to Commit Resources
2019 | AUSTRALIAN ORGANIC
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11. AT AN INDUSTRY, BRAND & BUSINESS LEVEL
COMMUNICATION IS KEY
AT AN INDUSTRY, BRAND & BUSINESS LEVEL
2019 | AUSTRALIAN ORGANIC
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12. BERLITZ AD 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT
Video link:
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13. WHERE’S YOUR BUSINESS AT?
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14. QUESTIONS?
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15. ORGANIC EXPORT FORUM & NETWORKING EVENT
APPROACHING BUYERS

16. MARKET KEYS
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17. MARKET ENTRY STRATEGIES
Australian Based Consolidators
Sell in AUD
Consolidate to save freight cost
Little paperwork
Deal with Australian business
Lose sight & control of value chain
Indirect communication with customer
Unlikely to visit market
2019 | AUSTRALIAN ORGANIC
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18. MARKET ENTRY STRATEGIES
Australian Based Agency
Transact direct (sometimes)
Save on overhead
Performance-based
Paying commission to agency
indirect communication with customer
Unlikely to visit market
2019 | AUSTRALIAN ORGANIC
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19. MARKET ENTRY STRATEGIES
in-market based agency
Transact direct
Save on overhead
In-market contact
Performance-based
Paying commission to agency
Indirect communication with customer
2019 | AUSTRALIAN ORGANIC
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20. MARKET ENTRY STRATEGIES
In-market importer / distributer
Local knowledge
In-market logistics
In-market contact
importer can manage multiple channels / customers/ accounts
Need to allow another margin in the value chain
Indirect communication with customer
2019 | AUSTRALIAN ORGANIC
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21. MARKET ENTRY STRATEGIES
Direct-to-Retail / Food service Buyers
Margin advantage
Lower RRP on shelf
Direct feedback from customer
Multiple export accounts
Overhead to support account management
Direct requests for A&P support
No one in market is managing your brand.
2019 | AUSTRALIAN ORGANIC
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22. MARKET ENTRY STRATEGIES
Overseas Branch Office / Subsidiary
Feet on the street
Control entire value chain
Claim local deductions e.g. VAT
High investment cost to establish
Overhead to support and talent to recruit/train/retrain
2019 | AUSTRALIAN ORGANIC
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23. MARKET ENTRY STRATEGIES
E-Commerce
Increasing middle class in Asia and the Middle East; greater propensity to purchase online
Expansion of online shopfronts
Increase of refrigeration & logistics
Lower individual business outlay
Protection of IP/counterfeit risk
Online promotion strategy
Profit & cost analysis
Product recall
Warehouse (stock & expiry)
Price competition
Government regulation - CIQ
2019 | AUSTRALIAN ORGANIC
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24. BUYER SELECTION CRITERIA
Efficiency & Scale
Leverage
Capability
Need
Open
Reputation
Conflict of Interest
Knowledge
Opportunities
References
2019 | AUSTRALIAN ORGANIC
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25. RECONNECTING WITH CLIENTS
6 CALLS
Sales representatives should
be calling each lead 6 TIMES.
With 6 calls, you get 90% of
the value from your lead!
Insidesales.com
2019 | AUSTRALIAN ORGANIC
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26. ABCDE of USP A B C D E IS IT DVERTISED? IS IT ETTER? IS IT HEAPER?
IFFERENT?
IS IT MORE E
FFICIENT?
2019 | AUSTRALIAN ORGANIC
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27. USP EXAMPLE 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT
Cape Grim Video:
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28. THE GADDIE PITCH 1 2 3 YOU KNOW HOW... WELL, WHAT WE DO IS...
State your major customer problem and/or opportunity 2
WELL, WHAT WE DO IS...
State the solution, along with its benefits and features 3
IN FACT...
A truly unique attribute to your product/offer/solution
2019 | AUSTRALIAN ORGANIC
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29. VISITING THE MARKET 2019 | AUSTRALIAN ORGANIC
2019 | AUSTRALIAN ORGANIC
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30. UPCOMING MARKET VISITS
INDONESIA & SINGAPORE
MARKET VISIT PROGRAM
29TH April – 4TH MAY 2019
KOREA & TAIWAN
MARKET VISIT PROGRAM
19TH MAY – 25TH MAY 2019
2019 | AUSTRALIAN ORGANIC
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31. Q A 0448 054 234 NAJIB@EXPORTCONNECT.COM.AU
EXPORTCONNECT.COM.AU
2019 | AUSTRALIAN ORGANIC
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