export planning information required from all participating companies in missions to the fcors...
TRANSCRIPT
Export Planning Information Required from All Participating
Companies in Missions to the FCORs
Information to be completed and emailed to [email protected],
[email protected] copied to [email protected] (Natalie Paul Harry at
BDC)March 26, 2012
Completion of Information Started in Training Sessions of March 22-23,
2012• Please complete the following information for your
company. This is required for us to complete our profiles on each participating company.
• For those who have forgotten or who did not attend the course, there are good examples provided in the relevant sections of the PowerPoint Presentation that was provided.
• The following slides provide all of the templates for the information.
• You are also required to complete and submit the information on PAGE 25-28 OF THE MANUAL WITH RESPECT TO DEVELOPING THE COMPANY AUDIT AND THE EU MARKET AUDIT
Getting Ready to Export (cont….)Use 7 S’s Model to Develop Sense of Direction
3 most prominentCritical SuccessFactors
3 most desiredCritical SuccessFactors
Short term, midterm and long termactions to addressthe gaps
1. Strategy2. Structure3. System4. Staff5. Style6. Skills 7. Shared Values Note: Remember to make your three Critical Success Factors SMART e.g.
Sales in the FCORs equal to US$100,000 in 2012 and Desired critical success factor sales in FCORs equal to US$500,000 by 2015
Format for Strength and Weakness analysis of your company using the 5M methodology
Strengths Weaknesses
MEN
MEANS
METHOD
MACHINES
MEASURABLES
Format for Strength and Weakness analysis using the Value Chain diagram
Inboundlogistics
Operations Outboundlogistics
Marketing& Sales
Service
Firminfrastructure
HumanResourceManagement
Technology
Procurement
Gross Sales
For each cell in the above matrix indicate Strong , Fair or Weak
Format for Opportunities and Threats Analysis Using the STEEP Methodology
Opportunities Threats
Socio-cultural
Technological
Economic
Environmental
Political
Remember Opportunities and Threats are factors in the FCORs that are outside of your control but might affect you either positively or negatively
SWOT Analysis – DiagramThis is just to help you to remember how the SWOT works
Strengths
Opportunities Threats
Weaknesses
Helpful To achieving the Objective
Harmful To achieving the Objective
Exte
rnal
Att
ribut
es o
f the
En
viro
nmen
t
Inte
rnal
Att
ribut
es o
f the
O
rgan
isati
on
Porter’s Five Forces ModelPlease indicate which rivals, substitute products, potential new entrants, customers, and suppliers could affect you in your efforts to penetrate the
FCORS. You can use the following slide to record your information
Porter’s Five Forces for Your Company Insert your responses below
Assumptions
• The next three slides contain certain important questions. Please make reasonable assumptions for the entry, medium and long term.
• Also indicate any strategic resistance and sensitivity to external developments.
• The powerPoint presentation that you have been sent contains a good example for you to follow. Make the responses specific to your company.
Checklist using assumptions…Entry Phase Medium
TermLong Term Strategic
ResistanceSensitivity to External Developments.
Will there be a sustainable market for your product?
Is this market profitable in the short, medium and longer terms
Will your product offer satisfy identifiable needs
Checklist using assumptions (cont’d.)Entry Phase
Medium Term
Long Term Strategic Resistance
Sensitivity to External Developments
Will your product offer be looked upon as a novelty both by traders and end users?
Is the market evenly distributed in all segments (i.e. market location and concentration – higher demand in some segments)
Checklist using assumptions (cont’d.)Entry Phase
Medium Term
Long Term Strategic Resistance
Sensitivity to External Developments
Is the target group geared toward and willing to spend money on your product offer and how much, now and later?
Through which communication mix (media and or promotional) can your prospective customer best be reached?
SUPPLY CHAIN MANAGEMENT Please indicate your preferred supply chain in
getting your product to your customers in the FCORs by addressing the following questions
1. What product(s) will you wish to supply to the FCORs market?
2. Will you prefer an agent or a distributor in the FCORs? Explain
3. Will you prefer an exclusive or a non-exclusive relationship? Explain
4. What relationship do you use in other export markets?
BUSINESS FINANCIAL INSTRUMENTS
• There are a number of payment methods used in international exporting, please indicate below the payment methods you will be prepared to accept in the FCORs?
Questions that need answering
• Are there any questions that you would like us to explore on your behalf during our Fact Finding Mission?