Market Selection Process Module

Description

One of the key stumbling blocks for new exporters is knowing which overseas territories to target and which are going to give you the greatest opportunity for export success.

Without knowing where and why you are targeting those markets in particular can lead to becoming unfocused in your approach and overall diminished success.

This module will take 30 minutes to complete and additional time to research your own market selection criteria.

Objectives

By the end of this module you will have the ability to create your own parameters to create market selection criteria that is relevant to your organisation.

On completing the module, you will be able to:

• Understand which market(s) may be the most attractive to target
• Discount other markets to create a more focused approach
• Prioritise how to allocate your time to these shortlisted markets
• Consider a plan of action to delve further into these territories

Export Pricing Module

Description

Another key consideration when selling overseas is ensuring your pricing strategy for international markets is robust and delivers an acceptable profit margin for you and all those involved in the value chain. It needs to take into account the international and local competition, your chosen route to market as well as additional costs in exporting that are often overlooked such as your payment terms, Incoterms and documentation.

This module will take 20 minutes to complete with additional time to calculate your pricing proposition

Objectives

Upon completing the module you will have access to a downloadable template which will allow you to calculate your optimum export pricing, dependent on a variety of factors that should be taken into account.

You will also learn:

• The main considerations required when reviewing export pricing
• How to maximise your profit margins
• Some of the hidden costs of exporting and how to reduce these
• Considerations on how to price your products within a target market

Prospecting Export Customers

Description

Once you are clear on which market(s) you wish to enter and the pricing you have set, then it is time to start developing market and business opportunities through prospecting. Often knowing who, how and where to approach potential customers is another one of the major challenges faced by exporters.

This module will take approx. 1 hour to complete

Objectives

Upon finishing this module, you will gain increased confidence and knowledge on reaching out to new business contacts in new countries. We will also provide you with a downloadable list of links and places you can find new high quality overseas prospects.

Additionally, you will learn and consider:

• Where to seek out potential new export customers (retailers, food service channels, distributors, agents, consolidators) online and offline
• Who to target specifically in your chosen export markets and why
• How to create an impactful first impression
• How to communicate with your export prospects for optimum success of engagement
• Cultural considerations and how they can improve or impinge your response rate with prospects