{"id":1605,"date":"2022-12-31T01:17:23","date_gmt":"2022-12-31T02:17:23","guid":{"rendered":"https:\/\/aa-trading.co\/?p=1605"},"modified":"2022-12-31T01:17:23","modified_gmt":"2022-12-31T02:17:23","slug":"6-steps-for-building-a-successful-export-strategy","status":"publish","type":"post","link":"https:\/\/aa-trading.co\/?p=1605","title":{"rendered":"6 Steps for Building a Successful Export Strategy"},"content":{"rendered":"

6 Steps for Building a Successful Export Strategy<\/strong><\/h4>\n
    \n
  1. Start an Export Market Expansion Program<\/li>\n<\/ol>\n
      \n
    1. Organize the Program<\/strong>
      \nDesignate program leaders and export teams. Summarize baseline company and export history.<\/li>\n
    2. Benchmark Company Preparedness<\/strong>
      \nConduct an export benchmark assessment. Summarize significant findings and define action steps that will need to be implemented.<\/li>\n
    3. Define Export Outcomes<\/strong>
      \nDetermine your company\u2019s rationale for expanding exports. Develop long-term program and financial objectives that will define the program\u2019s intended destination.<\/li>\n
    4. Evaluate Start-up Results<\/strong>
      \nPeriodically assess progress toward achieving results and identify needed adjustments.<\/li>\n<\/ol>\n
        \n
      1. Target High-Potential Export Markets<\/li>\n<\/ol>\n
          \n
        1. Select Best-Prospect Products<\/strong>
          \nAssess products with export potential for hurdles that might be encountered\u2014export, import, sales, use and other hurdles. Select and prioritize best-prospect products.<\/li>\n
        2. Develop EPO and Resource Network<\/strong>
          \nIdentify export promotion organizations (EPOs), establish working relationships, inventory available services and coordinate EPO\u2019s resources with the company\u2019s resources. Select services to be used.<\/li>\n
        3. Target High-Potential Markets<\/strong>
          \nEstablish market selection indicator screening criteria. Scan literature. Collect relevant data, information and opinion. Analyze, screen and select the highest potential markets.<\/li>\n
        4. Evaluate Targeting of Markets<\/strong>
          \nEvaluate targeting of high-potential markets.<\/li>\n<\/ol>\n
            \n
          1. Build Export Market Expansion Plans<\/li>\n<\/ol>\n
              \n
            1. Determine Market Entry Methods<\/strong>
              \nReview market entry method options. Assess options in relation to target and ROW markets. Select the most appropriate market entry methods for each market.<\/li>\n
            2. Select Market Segments and Distribution Channels<\/strong>
              \nResearch target markets to identify potential market segments and channels of distribution. Analyze and determine the appropriate channels of distribution. Match and select priority segments and channels. Develop profiles of preferred distribution channel partners.<\/li>\n
            3. Determine Product, Price and Promotion<\/strong>
              \nResearch target market to identify competitors. Analyze competitors\u2019 products, market segments served, channels of distribution, trade and payment terms, price and promotions. Analyze price and terms options. Develop competitive positioning.<\/li>\n
            4. Develop Target Market Profiles<\/strong>
              \nProfile each target market. Summarize market segments, channels of distribution, competitors and company\u2019s products, prices and promotions to be offered in each market.<\/li>\n
            5. Finalize Export Market Plans<\/strong>
              \nDefine current activities. Summarize findings and assumptions. Establish objectives and strategies. Forecast sales and expenses for each market.<\/li>\n
            6. Evaluate Export Market Expansion Plan Results<\/strong>
              \nReview the sales and other objectives for the target and ROW markets. Determine the degree to which each objective was achieved. Develop adjustments in the export plan.<\/li>\n<\/ol>\n
                \n
              1. Build an Effective Export Organization<\/li>\n<\/ol>\n
                  \n
                1. Refine Export Processes and Policies<\/strong>
                  \nDevelop a flow chart of export processes. Adjust processes to improve efficiency and accommodate accelerated volume of business. Develop plans for improving coordination. Adjust policies and processes to accommodate accelerated export activity.<\/li>\n
                2. Develop Export Team and Expertise<\/strong>
                  \nDesignate a company-wide export team. Identify units and positions with export-related tasks. Inventory the skill and training needs of the staff. Schedule and initiate in-house and outside training opportunities.<\/li>\n
                3. Select ESO Network<\/strong>
                  \nIdentify the types of export service organization (ESO) services that will be required. Identify and screen potential ESOs. Establish a profile of the preferred type of provider for each service needed. Assess and select the ESOs.<\/li>\n
                4. Obtain Required Approvals<\/strong>
                  \nIdentify the mandatory and voluntary approvals available. Comply with approval requirements.<\/li>\n
                5. Internationalize Communications and Materials<\/strong>
                  \nDevelop guidelines for internationalizing the company\u2019s communications and materials. Identify materials, specify changes to be made in the materials and develop an implementation schedule.<\/li>\n
                6. Plan Promotional Event Participation<\/strong>
                  \nIdentify target market and global trade shows and other promotional events. Assess the options and select the events in which the company will participate. Start planning for participation in the events.<\/li>\n
                7. Develop First-Contact Methods<\/strong>
                  \nDetermine the type of first-contact methods to be used in each target market. Develop the first-contact materials to be used. Identify sources of contact information. Schedule activities.<\/li>\n
                8. Develop Distribution Partner Response Process<\/strong>
                  \nOrganize an initial screening process for distribution partner inquiries. Plan the response actions to be used and develop the response communications and materials.<\/li>\n
                9. Develop Sales Response Process<\/strong>
                  \nOrganize a screening process for sales inquiries. Plan the response options to be used and develop the response materials.<\/li>\n
                10. Evaluate Build Export Organization<\/strong>
                  \nEvaluate the degree to which the build export organization results were achieved.<\/li>\n<\/ol>\n
                    \n
                  1. Build a Successful Export Distribution Network<\/li>\n<\/ol>\n
                      \n
                    1. Recruit Distribution Partner Candidates<\/strong>
                      \nPrepare for participation in promotional events. Implement the promotional activities and participate in promotional events. Recruit distribution partner candidates. Assess and evaluate the promotional activities and events.<\/li>\n
                    2. Screen and Select Preferred Distribution Partners<\/strong>
                      \nInitially screen and respond to distribution partner inquiries. Screen and select best-prospect partners. Qualify and select high-potential partners. Assess and select preferred distribution partners.<\/li>\n
                    3. Finalize Distribution Partner Agreements<\/strong>
                      \nVisit the preferred distribution partner and market. Establish mutual expectations. Negotiate distribution partner agreements. Finalize agreements.<\/li>\n
                    4. Evaluate Export Distribution Network Results<\/strong>
                      \nEvaluate the degree to which the export distribution network modules were achieved.<\/li>\n<\/ol>\n
                        \n
                      1. Build Profitable Global Export Sales<\/li>\n<\/ol>\n
                          \n
                        1. Initiate Export Sales Activities<\/strong>
                          \nPrepare for participation in sales promotional events. Implement sales promotional activities. Solicit sales inquiries. Assess sales promotion events and activities.<\/li>\n
                        2. Screen and Respond to Export Sales Inquiries<\/strong>
                          \nScreen inquiries for potential sales opportunities. Determine types of responses. Establish terms and prices. Prepare sales quotes and responses.<\/li>\n
                        3. Finalize Export Sales<\/strong>
                          \nNegotiate final sales terms and prices. Examine purchase orders and payment documents. Accept and acknowledge orders. Finalize any financing arrangements.<\/li>\n
                        4. Prepare and Ship Export Orders<\/strong>
                          \nSchedule any pre-inspections and crate order. Book shipment of order. Obtain required documents. Prepare commercial and other documents and filings. Collect on cash-in-advance sales. Deliver order to carrier.<\/li>\n
                        5. Collect on Export Orders<\/strong>
                          \nCollect on letter of credit, documentary collection and open account methods.<\/li>\n
                        6. Evaluate Export Sales Results<\/strong>
                          \nEvaluate export sales, shipping and collection results.\u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 Source: www.shippingsolutions.com<\/li>\n<\/ol>\n","protected":false},"excerpt":{"rendered":"

                          6 Steps for Building a Successful Export Strategy Start an Export Market Expansion Program Organize the Program Designate program leaders and export teams. Summarize baseline company and export history. Benchmark Company Preparedness Conduct an export benchmark assessment. Summarize significant findings and define action steps that will need to be implemented. Define Export Outcomes Determine your company\u2019s rationale for expanding exports.…<\/p>\n","protected":false},"author":2,"featured_media":1613,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[4,5],"tags":[56,57,44,48,59,46,47,49],"_links":{"self":[{"href":"https:\/\/aa-trading.co\/index.php?rest_route=\/wp\/v2\/posts\/1605"}],"collection":[{"href":"https:\/\/aa-trading.co\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/aa-trading.co\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/aa-trading.co\/index.php?rest_route=\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/aa-trading.co\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=1605"}],"version-history":[{"count":1,"href":"https:\/\/aa-trading.co\/index.php?rest_route=\/wp\/v2\/posts\/1605\/revisions"}],"predecessor-version":[{"id":1614,"href":"https:\/\/aa-trading.co\/index.php?rest_route=\/wp\/v2\/posts\/1605\/revisions\/1614"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/aa-trading.co\/index.php?rest_route=\/wp\/v2\/media\/1613"}],"wp:attachment":[{"href":"https:\/\/aa-trading.co\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=1605"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/aa-trading.co\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=1605"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/aa-trading.co\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=1605"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}