capacity building towards knowledge based economy project financed by austrian development...
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CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY
Project financed by Austrian Development Cooperation
GROWING GROWING INTERNATIONAL SALESINTERNATIONAL SALES
David Banks, 2009David Banks, 2009
CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY
Project financed by Austrian Development Cooperation
GROWING INTERNATIONAL SALESGROWING INTERNATIONAL SALES
SESSION 2 SESSION 2 Thursday 19Thursday 19thth November 2009 November 2009
11:00 - 12:30h11:00 - 12:30h
CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY
Project financed by Austrian Development Cooperation
Global Support – IM overseas
Starting Exports
Growing Exports
State Aids
Other Requirements
Company Profile Template
GROWING INTERNATIONAL SALESGROWING INTERNATIONAL SALES
CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY
Project financed by Austrian Development Cooperation
GLOBAL SUPPORT
CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY
Project financed by Austrian Development Cooperation
Validating opportunities through market research
Competitor profiling, identification of target customers and distribution channels
Advice on market entry strategies
Provision of customised itineraries
Securing first sale reference sites
Market visit assessment, buyer feedback and visit follow-ups
STARTING TO EXPORTSTARTING TO EXPORT
CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY
Project financed by Austrian Development Cooperation
Market and competitor intelligence
Identification of new opportunities, customers and strategic partners
Introductions to key industry and sectoral decision makers
Support for building key customer relationship including access to hospitality events
Securing first sale reference sites
Advice on acquisition and partnering strategies
GROWING EXPORTSGROWING EXPORTS
CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY
Project financed by Austrian Development Cooperation
Overseas Promotions (MoE, Donors)
Voucher Scheme (APPRM)
Accreditation
Global Support (IM)
STATE AIDSSTATE AIDS
CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY
Project financed by Austrian Development Cooperation
Commodity Fertilizer 1996: 1 mtpa and 900 employees, 2000 1.5
mtpa and 600 employees New Exports to Western Europe Products: Adapt, add nutrients Price: slightly lower, <5% Promotion; Literature, regular visits both
ways Place: Use existing structures, W/S or retail
CASE STUDY: IFICASE STUDY: IFI
CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY
Project financed by Austrian Development Cooperation
Adapt to market Do something special if possible to cement
link Regular visits both ways Product design, quality and packaging Avoid selling on price
LESSONSLESSONS
CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY
Project financed by Austrian Development Cooperation
Specialty water treatment chemicals US/Irish Joint Venture 1991: started Ireland, 1993: entry to UK. Acquired local sales force Product: ideas flowed both ways Price: Market level or above Promotion: Sales and Technical Literature Quality, Distribution and service to legal requirement Produced in Ireland, Outsourced in UK, Produced in UK
CASE STUDY: RMICASE STUDY: RMI
CAPACITY BUILDING TOWARDS KNOWLEDGE BASED ECONOMY
Project financed by Austrian Development Cooperation
Local Representation can be necessary Product ideas can flow both ways UK practice set US standards Focus on profitable products, drop losers
LESSONSLESSONS