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How To Approach Exporting

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... collaborate with established importers and distributors of auto-parts in Greece. ... of the automobile manufactures for replacement parts.' ISA, 3/15/01 ... – PowerPoint PPT presentation

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Title: How To Approach Exporting


1
How To Approach Exporting
2
Overview of Exporting Process
  • Pick a name for your EMC
  • Find a Product/Manufacturer to sell
  • Made in the U.S.A.
  • Recommended in ISA, IMI, Best Market Report
  • Available Trade lead

3
  • Select Foreign Market to Export
  • Country Commercial Guide
  • Find Direct Exporting Partner Abroad (Sales Agent
    or Distributor)
  • Locate customer for your product
  • Trade leads
  • Promote product

4
  • Make the Sale
  • Make sure product meets standards, regulations
  • Set Price
  • Establish Terms
  • Arrange for Packaging and Shipping
  • Complete documentation
  • 7. Get Paid

5
Export Marketing Plan
  • Step-by-step roadmap for your export activities.
    Addresses three basic questions
  • Which markets are best to pursue?
  • Whats the best entry strategy for each target
    market?
  • Whats the action plan to implement the strategy?

6
Select Target Markets
  • Where are comparable products mostly exported?.
  • Which countries are mostly importing comparable
    products?
  • Where would comparable products be most
    competitive?.
  • Where are comparable products most welcome and
    easiest to sell?
  • Which markets do the experts consider most
    promising?

7
Distribution Plan
  • Distribution options include
  • Sell through agents or distributors in the market
    (most common)
  • Sell directly to end users in the market

8
1b.   MARKET ACCESS Industry Sector Analysis
  • U.S. companies interested in expanding their
    presence in the Greek market are strongly advised
    to collaborate with established importers and
    distributors of auto-parts in Greece.  This
    collaboration can help assure Greek auto dealers
    and auto repair shops that the U.S. products do
    conform with the exact specifications of the
    automobile manufactures for replacement parts.
    ISA, 3/15/01

9
3. Find Foreign End Users (Buyers)
  • Two basic sources of "buy" leads
  • The ones you or your reps develop first-hand
  • Second hand leads -- the ones you hear or read
    about
  • Good trade lead sources include
  • U.S. Governments Trade Opportunity Program found
    on the NTDB,
  • FAS Agricultural Trade Leads,
  • Commercial News USA trade leads,
  • Global Technology Network.
  • World Trade Center (WTC) network, and many
    states have their own overseas trade offices.

10
Promotion Plan
  • Determine which promotion approach is best E.g.
    Company Webpage, direct mail (regular or e-mail),
    telemarketing, press releases, paid ads, trade
    shows, and sales trips. .
  • a. Consult Country Commercial Guides (CCGs)
    "Marketing U.S. Products and Services in
    (country) chapter
  • Select targeted promotion - Trade Shows, Trade
    Missions.
  • 3. Select mass promotion - Export Directories,
    Export Sell Offers, Trade Press Ads 
  •   
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