Risk Services going forward

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Looking Further and Thinking Bigger
CORKMEET 2009
Paul Condon
November 13th 2009
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• Looking further and thinking bigger
• Why Export?
• Top Tips
• Personal Experiences
• IEA Contact Details

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Why Export

• Entry into the export market can offer many
  benefits, such as
• Rapid sales growth
• Increased profitability
• Improved productivity
• Providing economies of scale
• Raise the company profile
• Improved aspirations and morale.

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Why Export

• Ask yourself the following questions
• In which countries are there best
  opportunities? Then select one primary target
  country
• What are the best sales channels for any
  product in that market?
• Will the product need technical or design
  modifications?
• Can it be packaged suitably for international
  transport?
• Will it have a competitive landed price when
  modification and transport costs have been
  included?
• Is an export licence required?

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Why Export

• Assess and profile the competition
• Having evaluated the export opportunities, one
  of the key things to do when researching the
  export potential of your product and service is
  to make an assessment and profile of the
  competition the product or service will face.

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Why Export

• Assess and profile the competition
• Who is my competition?
• How established are they in the market?
• Which of their products/services compete
  directly with mine?
• In which way does my product/service differ
  from those of my competitors?
• What are my key selling points?
• Are there any specific weaknesses in the
  competitors products/services?
• What channels of distribution do competitors
  use?

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• Why Export
• NON TRADE BARRIERS now more important
• than import tariff barriers.
• gtTransport costs
• gtBorder Costs
• gtCurrency
• gtInformation costs
• gtRetail Wholesale Distr Costs

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Customer

• Why Export
• Buyers will have an ongoing requirement to
  meet their customers needs. As suppliers, Irish
  companies must know the role their products are
  playing within the buyers portfolio.
• The greater the overall value of the product
  the harder it will be to replace with a cheaper
  alternative

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Customer

• What keeps me awake at night?!!
• Import Licences from Brazil
• Maintaining 2-8C on shipments to China
• Product damage along the supply chain
• Maintaining product security integrity
• Keeping up with legislation in other countries
  Serialisation in California.
• Audits CT-PAT

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• The IEA works to ensure that International
  markets are easily accessible to Irish exporters
• The cost of trading abroad is minimised
• The infrastructure to reach export markets is
  efficient and cost effective
• Exporters are given maximum Government support
  to develop their international business The
  Regulatory burden on exporters is minimised
• The IEA represents the whole spectrum of Irish
  exporters, including SMEs, multinationals, as
  well as service providers who are essential
  facilitators of our international trade.

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Branding Clinic

• To highlight the important of branding in the
  current economic climate, the Irish Exporters
  Association have teamed up with Baseline to bring
  you the Branding Channel Clinic.The clinic
  begins with an audit of your current brand.
  Baseline will collect samples that illustrate how
  your brand is visualised. This will include your
  stationery, brochures, promotional literature,
  your e-communications including email, your
  website and any other forms of communication you
  are using.
• They will look at your competitors in the
  marketplace and assess how your company positions
  itself in relation to them. Once they have
  gathered the information they will give you a
  thorough assessment of your brand, how it relates
  to your core values and how it stands up against
  your competitors.The Clinic runs on a one to
  one basis, with each attendee spending one hour
  with our branding consultants.
• Contact Anita OGrady, Marketing Executive,
  anitaogrady_at_irishexporters.org

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Institute of International Trade

• Short Courses
• Documentary Credits
• DUAL USE Exports Controls Workshop
• Dangerous Goods Safety Awareness/Refreshment
  Course
• Movement of Dangerous Goods by Sea (IMDG)
• Dangerous Goods Safety Adviser (DGSA)
• Managing Customs Compliance
• Diploma/Certificate Courses
• Professional Diploma in Global Trade and
  e-Business
• Advanced Certificate in International Trade
  Finance and Customs
• Advanced Certificate in Supply Chain Management
• Diploma in International Trade and E-Business
• International Trade Specialist Accreditation
  Programme

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Consultancy

• The IEA have a panel of consultants ready to
  assist members with specific expertise in
• Market Research
• Buyer Search
• Market Development
• Channel Sales Development
• ECommerce
• European market strategies
• Asia markets
• Transport and Logistics
• Customs and Tariffs
• Patents and Trade marks
• Agents and Distributors agreements
• Export Credit insurance/Product Recall insurance
• Export finance and currency management

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IEA Staff

• John Whelan, CEO
• Godfrey Lydon, Food and Drink Division
• Anita OGrady, Marketing
• Raul Molina, IITI
• Gillian Ryan, Events
• Marzena Kozuch, Accounts
• Please contact us on 01-661 2182

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IEA

• Thank You