Contents

EXPORT MARKET RESEARCH ............................................................................................. 3

ABSTRACT AND LEARNING OUTCOMES ................................................................................. 3

1. INTRODUCTION TO EXPORT MARKET RESEARCH ............................................................... 3

2. MARKETING OBJECTIVES .................................................................................................... 4

2.1 The Ansoff Matrix.......................................................................................................... 4

2.2 The Five Cs of Exporting ................................................................................................ 5

3. EXPORT DEVELOPMENT: THE FIVE PS ................................................................................ 8

4. COUNTRY SELECTION ........................................................................................................ 15

5. MARKET RESEARCH TOOLS ............................................................................................... 17

5.1 Primary Research ........................................................................................................ 17

5.2 Secondary Research .................................................................................................... 19

GLOSSARY OF TERMS ............................................................................................................ 21

SUPPORTING MATERIALS AND LINKS ................................................................................... 22

APPENDIX: Export Market Research Worksheets ................................................................ 23

Export Market Research Worksheets ................................................................................ 23

2

EXPORT MARKET RESEARCH

ABSTRACT AND LEARNING OUTCOMES

The purpose of this training module on Export Market Research is to help companies, which do not have enough experience in international trade activities, to understand the elements of export market research.

By the end of this module the trainees are expected to learn about:

o Setting relevant marketing objectives o Recognised marketing tactics to satisfy customers in the target market o The methods for selecting the best country to export o The main market research tools

The training module proceeds as follows. The first chapter is an introduction to export market research with special focus on whether to adopt market or product led strategies. The second chapter describes the methods used for setting marketing objectives and the third chapter gives detailed information about the main marketing tactics. The useful tools and resources are elaborated in the fourth chapter and the module concludes with the main tools used for market research purposes. In the appendix, a worksheet containing guidelines and tables for the analysis of customers (both companies and private individuals), competitors, customers countries and pricing is available.

1. INTRODUCTION TO EXPORT MARKET RESEARCH

It is commonly recognised that to succeed in exporting, you need a product or service which is in demand in overseas markets. Perhaps less well recognised is the need for skills, resources, commitment and information to support sustained exporting activities over the longer term.

The absence of factors such as these can be a critical exporting barrier for small- to medium-sized businesses. Business and export planning, for example, is one factor linked to export success, yet many smaller companies do not undertake a formal business planning process. Although export market research is only a part of exporting it is the most important in the initial stages to understand where your export markets will be.

Should companies be market or product led?

It is fundamental for companies that are going to carry out any market research to fully understand the above question. Before trying to give an answer to the question, please read the following two scenarios and see if you can spot the difference.

3

a. There are lots of sporting enthusiasts living in the local area which is a 100kms from the sea. A lot of people enjoy football, tennis, and basketball and I have asked a number of people if amenities where available, would they also enjoy water sports as well. The majority said they would, so I am considering digging a large lake on my spare piece of land and provide amenities for windsurfing, jet skiing and fishing.

b. Since leaving Art College I have not used all the skills that I learnt. One thing I really enjoy doing is painting on ceramics. I think I will start a business selling hand painted ceramics.

One of the scenarios is product led and the other is market led. The trap that small businesses in particular fall into is that they often forget to ask themselves the question is there a need for our product? - this is called market led. They inevitably produce an idea with no evidence about the demand for it; this is called product led and is often a very costly mistake because the chances of succeeding are very slim. All product ideas should be market led and not product led.

2. MARKETING OBJECTIVES

Before carrying out any market research a company must agree what its marketing objectives are. An objective may be to increase turnover by 5% in one year in new markets.

Other typical objectives could be:

x Increase sales by 5% too overseas within 2 years. x Within 3 years 10% of exports sales coming from 2 new countries. x Increase profits from exports to 20% of total profits from the current 10% within 2

years

Before setting these kind of objectives,

The questions for the analysis of current situation of the company listed below will help in setting your marketing objectives:

x What product/service market am I actually in? x Where is my current market? x Who are my existing customers? x Who are my current competitors?

2.1 The Ansoff Matrix

Marketing departments use the output of an Ansoff product/market matrix to provide suggested growth strategies that set the objectives for the export business strategy.

4

The company should input in each of the segments of the Ansoff Matrix below its own data before making a final decision of its next move into exporting.

Existing Products New Products

Existing Markets

Market Penetration is the name given to a growth strategy where the business focuses on selling existing products into existing markets

Product Development is the name given to a growth strategy where a business aims to introduce new or modified products into existing markets

New Markets

Market Development New geographical markets New product New distribution channels Different pricing policies

Diversification is the name given to the growth strategy where a business markets new products in new markets

2.2 The Five Cs of Exporting

In pursuit of the current situation by the questions given above in Section 1.1, the second important step is to set marketing objectives by the use of questions listed below:

x Which countries will I target during my research? x What will my customers needs and expectations be? x How will I distribute my products to overseas markets? x What advantages do my products have over the competition?

In order to fully define the export objectives, a business can use the The Five Cs of Exporting as an effective method.

The five Cs of exporting are:

x Company x Country x Customer x Contacts x Competition

Company

The company will need to prepare a document with an overview of the country they wish to export to. The document will contain a detailed description of features and benefits of the products and services that the company has to offer in that country. Full contact details, historical information and how the company intends to market itself in the new market should also be included.

5

Country

To maximise the return on investment in exporting it is fundamental to identify the best countries to target. A company should select first the country, or countries, with the highest potential, lowest risk and relative ease of entry - that is, the extent to which they are difficult or relatively easy to gain access to. The country(ies) should:

x Be similar to the home market x If possible, speak the same language as the home market. This might be difficult but

as English is the language for business, a country where English is freely spoken could be the first target market

x Have a similar culture or business practices x Geographically close which will cut down on the logistics costs x Have a banking system that is easy to use x Have similar rules, regulations and laws as the home country

Customer

Before deciding the country or countries to target, companies need to focus on who their prospective customers will be and to establish their needs:

x Are they individuals or organisations? x Where are they located? x What is their income/turnover? x How old are they? x Male or Female? x Young or old? x What are their life styles? x What are their purchasing patterns?

Also the cultural issues of each country have to be considered.

Contacts

It will be impossible for a SME trying to sell their product in a foreign country without any help of contacts within the target market. They may be agents or distributors, and it is crucial to select the right one. Whoever is selected as partner in the target country can often market and distribute a product or service much more easily and cheaply than a business can do from its own country.

6

A number of options open to any exporter are:

x Exporting through a distributor x Exporting through an agent x Through a retailer x Have the product manufactured under license x Setting up a joint venture with a local company x Buying a green field site and manufacturing locally, but with total control from the

home country

Another option to be considered is selling directly to the customer via the internet although some products are more suited to online sales than others.

Competition

Apart from looking at its own strengths and weaknesses, a business should also analyse strengths and weaknesses of any competitor, and before any SWOT analysis on the competition research it will need to establish exactly who it will be competing against in the different markets. The competition may come from a local company or another exporter. This is where a local agent or a market research agency can be helpful as they will know which companies are more active within their country.

By carrying out a detailed research a company need to find out:

x How many competitors are there in each market? x Who are your major competitors in each market? x How big each competitor is?

What are their advantages and disadvantages over your business? How do you intend to compete with their advantages?

x With what you will compete in the market?

Price Distribution Reputation and image Quality

x Which customers could switch to you? x Who are your main competitors main customers? x Which customers do you want to gain? x Analyse public information on your competitors on:

7

Websites Press releases Brochures and literature Exhibitions Industry reports

x Monitor competition promotional activities i.e.:

Advertising Price promotions New product launches Recruiting drives Opening of new shops or dealerships or appointment of new agents

3. EXPORT DEVELOPMENT: THE FIVE PS

The five Ps are a set of recognised marketing tactics, which you can use in any combination to satisfy customers in the target market. Before considering The Five Ps of Export Development, it is important that a business has completed the 5 Cs of exporting as discussed in the previous chapter.

The five Ps that influence export development are:

Product Place e.g. Country Partner Price Promotion

Product

Before deciding what the pricing policy should be or how the promotion will be carried out, a business needs to decide what range of products or services are going to be offered to the new market(s). A business current product range may not be right for the export market so it might need to be adapted. This will incur additional costs.

A useful tool is the FAB analysis:

Features of the product Advantages of the features over other products Benefits of the product (Note: always remember that customers buy the benefits of

products or services)

8

Choose one of the products you intend to export and carry out a FAB analysis:

Features

Advantages....

Benefits..

Something else to be considered when deciding which product to export is: are there any requirements for the product or service to have some form of quality mark? For instance; typically a product has to have the CE quality mark when exporting to other EU countries.

Products and services have a life cycle; so it is important for the companies to understand in which phase of the cycle their products currently are. New developments are constantly making existing products and services obsolete within a short space of time. The below figure represents an indication what happens in a products life cycle. So make sure before you export your product to a particular country it is not a mature market.

9

Stages of the Product Life Cycle

SALE

S RE

VEN

UE

OR

PRO

FIT

Introduction

Growth

Maturity

Decline

Marketing Objective

Introduction Phase

Growth Phase Maturity Phase Declining Phase

Competition Very few competitors

More coming into the market

maximum number of

competition in the market

Number of the competitors have

left the market

Product Typically there will only be one

Competitors product will be

similar

A full production line

Best sellers will remain in the

market

Price Price will be set high to recover

design and start-up costs

Prices will be adjusted lower to gain market share

Use price to defend market

share and profit margins

Make sure the price is a

profitable one

Promotion Will be designed to educate buyers

of the new product

Will be designed to stress the differences

between competition

Keep reminding the buyers of the product benefits

Because the product has reach

maturity very little promotion

should be needed Place

(Distribution) Very few

distributors or outlets

More distributors or outlets becoming available

Maximum number of

distributors or outlets available

Fewer distributors or

outlets available

Place

One of the important decisions that have to be made after completing the export market research is about the country or countries where to market the products or services. How to choose the best country to export will be discussed in a later section.

+0

Total industry sales revenue curve

Total industry profit curve

10

Partner

As mentioned, partners in the target country(ies) might be crucial as they have the local knowledge, a good number of contacts and maybe also a distribution system on site. They will also fully understand the cultural issues of their own country.

Once you selected a partner, a legal document prepared by a competent export lawyer is drawn up between the various parties.

The following matrix gives the headings that should be used when selecting a possible local agent or partner.

Partner 1 Partner 2 Partner 3 1 Understanding of

the market

2 Stability

3 Product/Service Knowledge

4 Management Capability

5 Compatibility

6 Product/Service Mix

7 Location and Facilities

8 Distribution Network

11

9 Sales Capability and Marketing Policies

10 Promotion

Pricing Policy

Before determining what prices to charge it is important to determine the total cost of exporting the product of service. Apart from the factory costs, or ex-works costs, a number of other pricing factors must be taken into consideration before coming to a final selling price. All additional costs have to be investigated during the market research phase, though not all of them may be required. The factors that need to be clarified during the market research phase include: x One of the Incoterms1 regulations; either Free-on-Board (FOB), Free Carrier (FCA),

Carriage & Insurance Paid (CIP) or Carriage including freight (CIF). FOB: this is the price the supplier pays for carrying the product to the port of

shipment. FCA: instead of specifying the ship's rail, the FCA term gives the seller the duty

to deliver the goods to the carrier .. nominated by the buyer .. at a named place. This place will invariably be an inland depot (container base, road depot, rail terminal or airport) not unloaded for LCL (Less than Container Load) shipments or the sellers premises when the goods are loaded on the buyers collecting vehicle for FCL (Full Container Load) shipments.

CIP: this is where the supplier pays for the carriage and insurance to a point determined by the buyer, after this point it is the responsibility of the buyer to insure the goods.

CIF (or Landed Price): this is the price where the supplier pays for carriage, insurance and freight to the port of entry of the receiving country. Normally this term is only used when goods are sent by sea.

x Import Duty (or Import Tariff) of the importing country. It must be agreed by both the buyer and seller who will pay for the import duty. Different types of import duties are: Ad valorem: a set percentage of the value of the good that is being imported.

1 For detailed information about Incoterms please refer to the International Trade Documentation and Pazyment Methods.

12

Specific: a specific amount of money that does not vary with the price of the good. These tariffs are vulnerable to changes in the market or inflation unless updated periodically.

Revenue: a set of rates designed primarily to raise money for the government.

Protective: intended to artificially inflate prices of imports and protect domestic industries from foreign competition.

Prohibitive: it is so high that nearly no one imports any of that item. x Export Packaging Cost x Other Custom Charges x Road/Rail Transport ex works to Wharf/Airport x Customs clearance Costs x Documentation Costs ECN/Forwarding Agents' Cost x Importers/Distributors Margin x Secondary Distributors Margin x Insurance Cost x Marine/Air Insurance x Rejection-related to food products x Credit Terms agreed with importer x Foreign currency exchange rates x Printing documentation in a local language

Promotion

The need to promote a product or service is even more vital in a foreign market than in the SMEs own country. Although the SMEs brand may be well known in their own country it might be not known at all in another country. There are many promotional tools available for a product or service to increase its market share, most of them are the same as those used by the SME in their own country. There are no general rules relating to the level of foreign promotional support used in foreign markets. It should be kept into account that if a promotional technique was successful in one country it does not mean it will be successful in another market. It is important therefore when carrying out a research into a particular country to find out which is the most commonly accepted form of promotion. Exhibitions

One of the most important elements of a companys marketing mix that comes second only to personal selling and just above advertising, is attending an exhibition or trade fair.

13

Research has shown that international companies can generate as much as 70% of their annual sales at trade fairs2. Exhibitions or trade fairs, like advertising, direct mail, PR and direct selling, are part of any organisations strategic sales and marketing tool. They should be used as part of an overall marketing strategy, not as an isolated event. If you are considering exporting to a new country it is worth finding out what exhibitions or trade fairs are being held in that country. Visiting the exhibition will help not only in defining a product strategy for that country but also in finding a local partner or agent and meeting potential distributors. Before actually exhibiting at a trade fair, a careful analysis must be done on the overall cost benefit to the company. There are some websites giving information about exhibitions and trade fairs around the world: x The largest one is Biz Tradeshows. This site lists all types of trade shows throughout

the world: http://www.biztradeshows.com x Another comprehensive trade show website is run by the Trade Show News Network

(TSNN), and it is reputed to be the worlds leading online resource for the trade show: http://www.tssn.com

Website

A very important part of export promotion is the companys website: when prospective clients, especially Government Agencies, are considering buying product and services they will always look closely at a companys website. It will allow all of them to find out more about the company and its products and services. Eventually when clients start buying from a company the website can be used as ordering portal. One of the great things about the internet is that it has levelled the playing field when it comes to competing with the large companies. It is important that the website is well designed and makes a good impression. A very small company can project the image and professionalism of a much larger company through its website. The inverse is also true. Some big company websites are so badly designed and hard to navigate that they completely lacked professionalism and credibility. Good for the small business owners, too bad for them.

2 Marketing Intelligence & planning, Herbig P., OHara B., Palumbo F.A.

14

Language

Any promotional material that is going to be used it should be in the local language. This not only for printed material but also websites. As websites can be viewed internationally it is important, apart from the local language, to include at least two other languages, English and maybe German, Spanish, or French.

4. COUNTRY SELECTION

It is important for an SME who has never exported before is to select a country or countries that will be easy, profitable and as low-risk as possible.

The main address to view statistical information about a country is the World Bank: www.worldbank.org/en/country. Almost all countries (from Africa, East Asia and Pacific, Europe and Central Asia, Latin America and Caribbean, Middle East and North Africa, South Asia) are listed in this link and all countries are provided with all necessary information that a potential exporter needs.

There are however; a large number of global sites to visit to gather various useful import and export information. They are:

x www.macmap.org Market Access Map - Market Access Map covers customs tariffs (import duties) and other measures applied by 187 importing countries to products from 239 countries and territories. MFN and preferential applied import tariff rates are shown for products at the most detailed national tariff line level.

x http://www.intracen.org International Trade Centre - TCs ultimate goal is to increase entrepreneurship and competitiveness at the enterprise level through products and services responding to the specific needs of exporting enterprises. ITC provides expertise in product and market development as well as market analysis

The following tables will help the potential exporter to decide the best countries to export.

1. List all countries you would like to export to and the reasons why:

Country Reasons why you have selected it to be on the list of possible countries

15

2. From list 1 select five countries that offer the highest profit potential

Country Profit Potentials

3. From list 1 select 5 countries that have the most favourable market conditions for your product

Country Favourable Markets

16

4. From lists 2 and 3 select 5 countries ranked* in order of priority the best country that fits with your company in terms of:

x Lowest risks x Easiest place to trade x Lowest cost to develop x Easiest regarding contract terms

Country Best fit

* Note: being the best country to trade

5. MARKET RESEARCH TOOLS

5.1 Primary Research

In conducting primary market research (or field research), a company collects data directly from foreign marketplace through interviews, surveys, feedback and other such direct contact with potential buyers. Primary market research has the advantage of being tailored to the company's needs and provides answers to specific questions, but it is invariably time consuming and very expensive.

Primary research takes the form of:

Interviews (Face-to-face, telephone) Postal or email surveys Mystery shopping Group discussions or focus groups Projective techniques Product tests Technology - Internet feedback

17

Looking at the first two of the above, which are the most common:

Telephone Research

Telephone interviews have the benefit of interviewing quickly a large number of people but have limited scope because it may be difficult to get across very complex concepts on the telephone. Points to remember doing telephone interviews:

Define the target audience Have a questionnaire clearly produced and tested Make calls at convenient times, if not check when it would be convenient to call back Tell the interviewee the purpose of the call and duration Use faxes or email to send more detailed information

Postal or e-mail Survey

A number of market research organisations have large databases of customer names and addresses for market research purposes. To obtain a listing of possible clients from this source may be expensive and there is the cost posting the survey. Typically the number of responses will be way below 20% and in most cases will be around 5%.

To increase the response rate of a postal survey:

Offer incentives or a competition Translate into local languages Make questionnaire more user-friendly Issue questionnaire with covering letter Increase sample size

An email survey could be a better solution than postal surveys. It has been estimated that the cost of an email survey is between 5% and 20% of a postal survey3.This provides an immediate saving on the postal costs.

Another benefit from email surveys, it has been proved that the response rates are a lot higher than postal surveys in some cases as high as 30%. Before sending out a postal or email survey it is important to trial it with colleagues or friends to see if provides the answers you are looking for.

3 Sheehan & Hoy, 1999; Weible & Wallace, 1998

18

Field Research Decisions

As can be seen from the discussion points above it is important to decide before carrying out any field research the following;

x The number of interviews required x Whom you need to interview x The geographical locations to be covered

This, in jargon, is known as the sampling frame.

If you are offering a much specialised product to a limited market, e.g. a technical industrial product, you will need to undertake only a small number of interviews but it may be that you will need to obtain more in-depth information.

Conversely, if you are offering a product which could be used by a wide range of individuals you will need to conduct a much larger number of interviews in order to obtain adequate information about different groups of customers.

If you are offering a business-to-business product, you may for example, wish to break your customers down into groups by:

x Type of business x Size x Turnover

Alternatively, if you are offering a consumer product, your customers could be broken down into groups by:

x Age x Sex x Income band/social class x Occupation x Lifestyle

5.2 Secondary Research

Secondary market research (or desk research) is based on analysis of statistical data such as trade statistics. To be effective, the data should be reliable and cover significant historical period. Though it is considerably less expensive than primary research, one should be aware of its limitations. For example, the most recent statistics for some countries may be more than two years old. Moreover, the data may be too broad to be of much value to a company. Statistics may also be distorted by incomplete data-gathering techniques. Finally, statistics for services are often unavailable. Yet, even with these limitations, secondary research is a

19

valuable and relatively easy first step for a company to take. It may be the only step needed if the company decides to export indirectly through an intermediary, since the later may have advanced research capabilities.

A lot of the information can be obtained free although for more detailed reports you may have to pay a market research company a fee. The Internet is now a major source of market research information and should be your initial point of reference. Typical information that can be found doing desk research is:

Market Information

x Size x Structure x Trends both past and projected future trends x Locations

Customer Information

x Customer types, i.e. businesses/individuals, age, sex, lifestyle, income, occupation x Purchasing patterns x Preferences

Competitor Information

x Who the main competitors are x How many there are nationally/locally x What their turnover/profit is x Which products or services they supply

Sources for the secondary research on Internet may be:

x Trade associations x National and local press Industry magazines x National/international governments x Websites x Informal contacts x Trade directories x Published company accounts x Business libraries x Professional institutes and organisations x Omnibus surveys x Previously gathered marketing research x Census data x Public records

20

GLOSSARY OF TERMS

TERM DEFINITION

Ansoff Matrix

A product/market matrix that by considering ways to grow via existing products and new products, and in existing markets and new markets, provides four possible product-market combination suggesting four growth strategies: Market Penetration, Market Development, Product Development, Diversification.

CE Quality Mark

a mandatory conformity mark for products placed on the market in the European Economic Area (EEA). With the CE marking on a product, the manufacturer declares that the product conforms to the essential requirements of the applicable EC directives.

EEA European Economic Area

EEA comprises the countries of the European Union (EU) plus Iceland, Liechtenstein and Norway. It was established in 1994 following an agreement between the member states of the European Free Trade Association (EFTA) and the European Community, and it allows Iceland, Liechtenstein and Norway to participate in the EU's Internal Market without being members of the EU. They are obliged to adopt all EU legislation related to the single market, except laws on agriculture and fisheries. One EFTA member, Switzerland, has not joined the EEA, but has a similar agreement with the EU.

EFTA - European Free Trade Association

A free trade organization between four European countries that operates parallel to, and is linked to, the European Union (EU). The EFTA was established in 1960 as a trade bloc-alternative for European states who were either unable or unwilling to join the then-European Economic Community (EEC). Today's EFTA members are Liechtenstein, Iceland, Norway, and Switzerland.

Incoterms

The Incoterms rules or International Commercial terms are a series of pre-defined commercial terms published by the International Chamber of Commerce (ICC) widely used in international commercial transactions. A series of three-letter trade terms related to common sales practices, the Incoterms rules are intended primarily to clearly communicate the tasks, costs and risks associated with the transportation and delivery of goods.

For more information about the Incoterms please refer to International Trade Documentation and Payment Methods module.

Market led In a market-led marketing strategy, a company seeks to determine what products a consumer might want, and then moves the company to develop those products; it asks, "What

21

do consumers want? How can we satisfy this want?" and it relies heavily on market research.

Product led A product led marketing strategy involves first developing a product and then identifying markets or applications for that product.

SWOT analysis

A strategic planning method that involves specifying the objective of the business venture and identifying the internal and external factors that are favorable and unfavorable to achieve that objective, by evaluating Strengths (characteristics of the business that give it an advantage over others), Weaknesses/Limitations (characteristics that place the team at a disadvantage relative to others), Opportunities (external chances to improve performance, e.g. make greater profits, in the environment), and Threats (external elements in the environment that could cause trouble for the business or project) involved.

SUPPORTING MATERIALS AND LINKS

A usefull site for best market-research articles and resources: http://www.inc.com/guides/marketing/24018.html

Export Marketing - 7 Steps to Successful Communication:

http://vimeo.com/43100396

What can you do to promote your products and services into new markets and grow export sales at a time when pressures on budgets are as high as ever? In this webinar presented to the Society of Chemical Manufacturers & Affiliates, Louise Reid provides insights into effective, budget-friendly communication for companies already marketing themselves overseas and those considering it for the first time.

22

APPENDIX

Export Market Research Worksheets Company Name:....

Feasibly Study (Market Research) Market Research is the core of any business and business plan. It is important that you:

are aware of the current developments in your particular market find out what type of person or company you have to sell to find out if there is a need for your product or service, how big the market is and what

sales channel do people prefer are fully prepared before to commit money to set up the business (your own or some

elses capital) can show financial backers that you have fully researched the market fully understand your business will use the results of this study in your business plan

The above is even more important when exporting, as if you are not fully prepared it could cost large sums of money and producing a very little success.

A Market Research Checklist

1. Have you defined which countries you wish to export to? Yes No

2. Do you understand how the market is structured in the countries that you are intending to export to? Yes No

3. Do you know the size of the market in each of the countries? Yes No

4. Do you know whether the market is increasing or decreasing in each of the countries? Yes No

5. Have you researched the future potential of the market in each of the countries? Yes No

6. Have you worked out what share of the market you are aiming for in your first year in each of the countries? Yes No

7. Do you know who your competitors are and where they are located in each of the countries? Yes No

8. Do you know what your competitors charge? Yes No

9. Have you analysed your competitors products or services? Yes No

23

10. Do you understand what are your customers attitudes to buy products or services from you? There might be different perceptions in each country.

Yes No

11. Have you researched what Government legislation might affect your business in each of the countries? Yes No

12. Do you know any economic factors that may affect your business in each of the countries? Yes No

To help you with the above questions the following forms will assist you.

Customers Company

(You should fill out a form for each company that you are researching)

Country

Name of company

Address of Company

Tel No

Fax No

What is their product range?

Company Size

Name of Buyer

Email address

How many do the buy?

24

When do the buy?

Do they buy locally or do they import?

Value of purchases annually

Average purchase price?

What is the most important thing they look for when buying?

W

Quality

Short delivery

times

Z

t Personal

relationships

Current Suppliers (your competition)

Other information

25

Customers Private Individuals

(You should fill out the form below for each product or service you are going to offer and for each country you wish to export to)

Country

Male Female

What are their age groups?

What are the income brackets?

Where do they live?

Total numbers of possible customers

What is the most important thing they look for when buying?

W

Y

^

Z

t

How often do they buy?

What prices do the pay?

From what source do they buy?

What is the best source of promotion?

Direct Mail

Advertising - papers

Advertising - magazines

26

Word-of-mouth

Radio

TV

Posters

Public relations

Exhibitions

Point-of-sale material

Other

What is the best way to sell to them?

Face-to-face

Telephone

Mail Order

Internet

Agents

Cultural Issues

27

Competition

You should complete the form below for each of your competitors

Name of company or business

Address of Company

Country

Tel No

Fax No

Website

What is their product range?

What are their strengths?

What are their weaknesses?

What opportunities do you have over them?

What threats do they pose to your business?

Where are their customers located?

What prices do they charge?

What share of the market do they have?

How do they promote themselves?

Is your product or service better or worse than theirs?

28

Other information

Product Details

There is a possibility that the product/Service may need to be modified for a particular market or country. Aspect Modifications Required 1 Quality

2 Features

3 Style

4 Sizes

5 Brand Name Change

6 Packaging

7 Will an after-sales service need to be set-up

29

8 Can the company sell direct or can it sell through a third party (Agent)

SUMMARY SHEET by Country

Country

Size of the market Total estimated size of the market for the product in Euro

Estimated number of customers purchasing the product

What is the peak purchasing time?

What is the seasonal low purchasing time

Competition Total number of competitors

Main Competitors Name Market Share

1

2

3

4

30

PRICING

From your research, you should have found out what customers are prepared to pay and what the average price is offered by your competitors. To help you decide on your pricing structure, you can use the form below.

PRICING FORM

1. Current Market Situation in Target Country

Target Country

What are your customers prepared to pay?

What is the average price offered by your competitors?

2. Your pricing structure

a. Direct Cost

b. Indirect Cost

c. Overheads

d. Other Costs

Total Costs (a+b+c+d)

Profit Margin

Your Selling Price

3. Decision statement.

Is it feasible to export my products or services to this country? Yes No

4. Date of report: .../.../......

31