Page 60 - DMGT546_INTERNATIONAL_TRADE_PROCEDURE_AND_DOCUMENTATION

Unit 3: EXIM Strategies

Resources of the Firm Notes
Industry Structure, Competition, and Demand
Part III - Marketing Component

Identifying, Evaluating, and Selecting Target Markets
Product Selection and Pricing
Distribution Methods

Terms and Conditions
Internal Organization and Procedures
Sales Goals: Profit and Loss Forecasts
Part IV - Tactics: Action Steps

Primary Target Countries
Secondary Target Countries
Indirect Marketing Efforts

Part V - Export Budget
Pro Forma Financial Statements
Part VI - Implementation Schedule

Follow-up
Periodic Operational and Management Review (Measuring Results against Plan)
Addenda: Background Data on Target Countries and Market
Basic Market Statistics: Historical and Projected

Background Facts
Competitive Environment
From the start, the plan should be viewed and written as a management tool, not as a static
document. Objectives in the plan should be compared with actual results to measure the success
of different strategies. The company should not hesitate to modify the plan and make it more
specific as new information and experience are gained.

A detailed plan is recommended for companies that intend to export directly. Companies choosing
indirect export methods may require much simpler plans.

Note Many companies begin export activities haphazardly, without carefully screening
markets or options for market entry. While these companies may or may not have a
measure of success, they may overlook better export opportunities. If early export efforts
are unsuccessful because of poor planning, your company may be misled into abandoning
exporting altogether. Formulating an export strategy based on good information and
proper assessment increases the chances that the best options will be chosen, that resources
will be used effectively, and that efforts will consequently be carried through to success.

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