Export Express New Glasgow

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Export Express - New Glasgow

• Mark FletcherTrade Commissioner1-888-382-8878
  or 902-426-6176

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Welcome toHow to Select an Export Market in a
Few Easy Steps!

• Objectives
• How to Start
• Tools
• Sources of Information
• Case Studies
• Next Steps

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• Save money
• Save time

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• Common causes
• not staying focused on target market
• not fully exploiting target market
• not selecting the most efficient market

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• Focus
• Commitment
• Dedication
• A few hours of concentrated attention
• Approach from the clients perspective

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Strategy

• There are two main types of strategies
• Sell where the market is, or
• Create a new market.

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Recommendation

• 99 of the time, sell where other people are
  already selling.
  
• Thus your goal is to understand the strengths and
  weaknesses of the market and your competitors.
  This is not always obvious!

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Types of markets
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• Sell to Nova Scotia/Maritimes
• relatively cheap transportation
• maintain personal relationships
• your comfort level is high
• understand local tastes and prices
• size of market is small
• not a premium market in most cases

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• Boston/Rest of Canada
• moderate transportation cost - 1,700
• airfare around 500, hotel 200
• some premium markets
• customs/immigration relatively easy
• three - five million population base
• still a comfortable market

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• New York/London/Paris/Los Angeles
• transport. cost 1500 (except LA - 2000)
• airfare 900, hotel 300
• premium markets (highest rate of return)
• customs/immigration easy for USA, moderate for
  EU
  
• 10-15 million population base
• small fish in a big pond, culture challenge

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• Choosing a market that fits your profile
• higher on the comfort level
• Population not really an issue/specific target
  clientele that is not geographically based
  (transportation may still be a factor)
  
• can target your limited resources and get focused
  on clients rather than place
  
• most common success strategy in NS

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Need to compare markets!

• Most comfortable market may not be the most
  profitable
  
• What are the advantages and disadvantages of each
  type of market
  
• Answer the question, which is my best bet market
  and why

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Balance of Risk and Reward
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Comparative International Market Selection
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• Lets look at each element
• Can be used to compare markets or entry
  strategies
  
• Lets mention sources for each element

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How to Pick Initial Prospects?
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• New Earth Environmental Consultants
• Tippy Tents
• Peachy Pears

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Initial Market Selection

• Who needs/are using an environmental consultant?
• Where are tents being used/sold?
• Where is the market (or who are the buyers) for
  Pears?

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Easy Answer!
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How do I know when to give up on a market?

• Anything can be sold anywhere, but not
  necessarily at a sustainable profit.
  
• Answer When the cost plus-price is greater than
  the market-price plus your needed profit margin.
  
• Answer When the risk is too high.
• Answer When it takes too much time.

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Sustaining a market

• Requires support to distributors/reps/agents
• Requires regular client contact
• Much cheaper to sell to a client you already have
  than to get a new client
  
• Balance the cost of sustaining that market and
  its profit potential

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Just a few hours can save you thousands of .