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Nine Steps to Export Successfully

Allison MouttetSenior Manager, South Eastern CaribbeanFedEx Express

Steps for exporting

Step 0:DECISION: To Export Means to Compete

Steps for exporting

Step 1:SWOT Analysis of the company and its products (Strengths, weaknesses, Opportunities, Threats).

Steps for exporting

Step 2:An “X-ray” of the internal market

• Type of Competition• Price Ranges• Marketing Channels• Existence of Similiar Products• Imported Products• Promotion

Steps for exporting

Step 3:Understanding Customs Rules andRegulations for Exporting:

tariff item export regulations.

• Costs• Audits• Documentation

Portal for international information on customs requirements

www.macmap.org

Step 4:Market Research

• Trade Flow

Steps for exporting

Step 5:“POTENTIAL” MARKETSDefine Your Primary and SecondaryMarkets.

Considerations Include: Trade agreements, geographic proximity, cultural ties, language and second-chance countries

Steps for exporting

Where can one get information about exporting to the EU?

http://export-help.cec.eu.int/index_es.html

Where can one get information about exporting to China?

www.asiansources.com

Where can one get information about exporting to Latin America?

www.aladi.org/

Where can one get information about exporting to the United States?

www.buyusa.gov

Step 6:Get informed about the technical aspectsof exporting

• Training in foreign trade issues• Examples of international contracts• Registrations• Invoices for Exports• Companies that provide foreign trade

services

Steps for exporting

Step 7:Business due diligence: Prospecting the Market • Domestic and foreign competition• Country regulations for imports and Estimated Landed Price• Marketing channels and their price points by tier• Adapting labels and packaging to fit the standards for

imported products• Retailers' opinion of your products• Ways products may be applied, different from the

applications of the producing country• Brand

Steps for exporting

Where can one find market research studies?

www.p-map.org

Step 8:Outline your Export Plan:

• Product: modifications? brand? packaging?• Prices: FOB/FCA prices and the pricing policy.• Distribution: importer? agent? other?• Promotion: directly to the importer, and thereafter to the end

consumer.

Steps for exporting

Step 9:Establish contact with potential customers

• International trade shows• Trade missions• Demonstrations/sampling• Catalogs in trade offices• Yellow pages• Word-of-mouth• Web pages

Steps for exporting

How can one find importers on the Internet?

http://www.rgxonline.com/utilidades_exportar/encontrar_importadores.htm

How can one find importers on the Internet?

http://www.emarketservices.com

Thank you!