Export Success Drivers
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The document discusses key drivers for export success, including ability, attitude, motivation, and knowledge. It examines factors such as a company's strategic assets, management skills, innovation/flexibility, and resources. A company needs the desire and commitment to pursue global growth. It also requires an international outlook, an understanding of risks, and awareness of opportunities. To succeed, a company must research the target market in depth and develop a market entry plan that addresses logistics, operations, and knowledge transfer needs.
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- 1. Export Success Drivers Alberto Quiroz CITP, P.Eng. 13 October 2015 Alberto Quiroz, P.Eng., CITP
- 2. Export Success Drivers 10/13/2015 Alberto Quiroz P.Eng., CITP 2 Ability Attitude Motivation Knowledge
- 3. Assessment of the capabilities 13 October 2015 Alberto Quiroz, P.Eng., CITP Is the company successful locally? Does the company have a significant brand equity over competitors? Does the company have a technological advantage over competitors? Does the company have the capabilities to modify the existing offer to comply with local regulations? Does the company have the production capacity to meet added demand? Does the company have the resources to invest in exporting?
- 4. Export Success Drivers 10/13/2015 Alberto Quiroz P.Eng., CITP 4 Ability Attitude Motivation Knowledge Strategic Assets Management skills Innovation /Flexibility Access to resources
- 5. Attitude Does the company have the innovation and flexibility culture to adapt and lead in the new market? Is the company making a commitment to pursue the market? Is Global growth part of the company vision? Does the company understand the risks and the mechanisms available for mitigating these risks? 13 October 2015 Alberto Quiroz, P.Eng., CITP
- 6. Export Success Drivers 10/13/2015 Alberto Quiroz P.Eng., CITP 6 Ability Attitude Motivation Knowledge Strategic Assets Management skills Innovation /Flexibility Access to resources Desire and Commitment International outlook Perception of Risk
- 7. Motivation Does the company have an entrepreneurial spirit? Does the company welcome cultural diversity? Is the company open to expand its current capabilities? Does the company see opportunities in expanding into a new market as a vehicle to: Spread risks? Expand sources of revenue? Build resiliency for economic downturns? 13 October 2015 Alberto Quiroz, P.Eng., CITP
- 8. Export Success Drivers 10/13/2015 Alberto Quiroz P.Eng., CITP 8 Ability Attitude Motivation Knowledge Strategic Assets Management skills Innovation /Flexibility Access to resources Desire and Commitment International outlook Perception of Risk Awareness of opportunities Awareness of resources Basic knowledge
- 9. Get to Know the Market Understand the industry Develop a detailed market research that identifies: The target customers Competitors and their offers Market dynamics and specifics such as: Regulations, Average operation costs, customers limitations for investments, customer preferences etc. How the product will be delivered How the product will be Installed and serviced 10/13/2015 Alberto Quiroz P.Eng., CITP
- 10. Export Success Drivers 10/13/2015 Alberto Quiroz P.Eng., CITP 10 Ability Attitude Motivation Knowledge Strategic Assets Management skills Innovation /Flexibility Access to resources Desire and Commitment International outlook Perception of Risk Awareness of opportunities Awareness of resources Basic knowledge Market research Market Entry Plan Logistics & Operation Success
- 11. Reinforcement & Knowledge transfer What positions need to be adapted-created within the company to provide support? How will the new export team will look like? What knowledge is missing? What will the strategy be? Develop the detailed plan to determine the sales channel and the support structure around it. Plan to meet the conditions for project viability, Return on Investment and cost of ownership Ensure customer identifies the product benefits Take customer to visit successful installation in similar markets 10/13/2015 Alberto Quiroz P.Eng., CITP
- 12. Export Success Drivers 10/13/2015 Alberto Quiroz P.Eng., CITP 12 Ability Attitude Motivation Knowledge Strategic Assets Management skills Innovation /Flexibility Access to resources Desire and Commitment International outlook Perception of Risk Awareness of opportunities Awareness of resources Basic knowledge Market research Market Entry Plan Logistics & Operation Success Reinforcement & Knowledge transfer