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Exporting with a Multichannel Approach A start guide by ToWebOrNotToWeb
| Date post: | 26-Jan-2017 |
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Business |
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Exporting with aMultichannelApproach
A start guide by
ToWebOrNotToWeb
International Multichannel: visit www.ToWebOrNotToWeb.com to see our services
THE PRELIMINARIES:WHY?
boost business image & credibility help spread business risk & offset seasonalityenhance products/services lifetime & economies of scaleimprove innovation & productivityand many more!
International trade offers many rewards:
Every business is different. Find your rewards!
Tip #1You’re already competingwith internationalcompanies in your domesticmarket.
Why then not compete withthem in their domesticmarket too?
International Multichannel: visitwww.ToWebOrNotToWeb.com to see our services
International Multichannel: visit www.ToWebOrNotToWeb.com to see our services
THE PRELIMINARIES:WHERE?
Observe and benchmark your local and foreign competitorsStudy the new market (demand for your product/service, prices, ...)Search for and evaluate opportunities, partners and prospectsCompare and choose
What are the most relevant overseas markets for yourbusiness? Why are they important? How to find them?
Tip #2Consider the overseasmarkets of your localcustomers/partners too.
Following them will makedevelopment and localreferrals go faster.
International Multichannel: visitwww.ToWebOrNotToWeb.com to see our services
International Multichannel: visit www.ToWebOrNotToWeb.com to see our services
THE PRELIMINARIES:WHEN?
ensure your business model suits the new market and its channelslist the key actions, ranking them by time and investmentidentify and gather the skills and resources you will need
You've identified some export opportunities for yourbusiness. Now what?
To export successfully, you need some preparation, as for any otherbusiness development project:
Tip #3The expertise you’veacquired in your domesticmarket will be instrumental.
It can inspire your plan forexpansion abroad.
International Multichannel: visitwww.ToWebOrNotToWeb.com to see our services
International Multichannel: visit www.ToWebOrNotToWeb.com to see our services
THE PRELIMINARIES:HOW?
are your Unique Selling Points appreciated and demanded in thenew market?is your product/service fully compliant with the new market'srequirements?do you need a local partner or a sales office?how about the financial/tax/legal/business/country risks?
You also need to know whether your value propositionis suited to overseas markets or needs changes:
Tip #4If your value propositiondoesn't meet the newmarket's demand, you havetwo main options:
International Multichannel: visitwww.ToWebOrNotToWeb.com to see our services
adaptdisrupt
International Multichannel: visit www.ToWebOrNotToWeb.com to see our services
YOUR MULTICHANNELEXPORT PLAN
a business model for each channel with the related value chainany changes needed to maximize target-channel performanceworking capital with inventory and cashflow forecasts (DIO+DSO)a communication strategy and a trade-marketing plan per channel
If you've got the preliminaries, then it's time to writeyour official multichannel export plan, including:
Tip #5An official plan?Why official?For communicating:
1/ internally with yourteam, and2/ externally with yourlocal and overseasbusiness partners
International Multichannel: visitwww.ToWebOrNotToWeb.com to see our services
International Multichannel: visit www.ToWebOrNotToWeb.com to see our services
START & GROW
a multichannel export dashboard to track cashflow and overduesregularly meeting your local partners (agents, banks, distributors, ...)export insurance and public/private financial aidsdigital support to your local partners for faster growth
Once you've started, you should implement someprocesses and tools to optimize sales in the long run:
Tip #6Export is not a one-timebusiness but a long-terminvestment.
Do you have what you needto succeed?
Without juggling?
International Multichannel: visitwww.ToWebOrNotToWeb.com to see our services
International Multichannel: visit www.ToWebOrNotToWeb.com to see our services
CHECKLISTResearch the new markets: customer
behaviour, competition, prices, tax system,
local regulations, technical standards, etc.
Validate your business model and channels in
the new markets (B2C via the internet, or
B2B2C via distributors/agents, or B2B via
corporate customers, etc.)
Evaluate the investment your export project
needs and its ROI compared to existing
market opportunities
Check the export support chambers of
commerce and trade associations offer
Consider how you'll reach customers and
provide pre- & after-sales
Decide how you'll handle logistics
(warehousing, delivery, documents, etc.)
Check payment procedures and investigate
financing/insurance options
Identify the resources for your export team
and set up monitoring mechanisms
Make sure your terms of trade and export
procedures are ready
Do an export trial to test your plan without
excessive investment
International Multichannel: visit www.ToWebOrNotToWeb.com to see our services
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