1. Develop a plan. Before starting an export business, obtain qualified expert counseling and develop a master international marketing plan that clearly defines your goals and objectives and identifies the problems you anticipate, plus potential solutions.
2. Get commitments. If necessary, secure a commitment from top management to overcome the initial difficulties and meet the financial requirements of exporting.
3. Pick distributors with care. Take sufficient care in selecting overseas distributors, because they will generally operate much more independently than their domestic counterparts.
4. Create a successful pattern. Establish a basis for profitable operations and orderly growth, and do not simply rely on unsolicited trade leads.
5. Devote attention to exporting. Devote continuing attention to your export business, even if your domestic market is also booming.
6. Consider international distributors equal to domestic ones. Treat international distributors on an equal basis with domestic counterparts by offering such things as institutional advertising campaigns, special discount offers, sales incentive programs, special credit term programs, and warranty offers that are appropriate to their situation.
7. Different markets require different plans. Do not assume that a given market technique and product will automatically be successful in all countries. 8. Don't be afraid to change products for markets. Be willing to modify products to meet regulations or cultural preferences in other countries.
9. Adhere to language changes. Print service, sale, and warranty messages in locally understood languages.
10. Provide reliable service. Provide readily available servicing for the product, since an otherwise successful product may acquire a bad reputation if it lacks the necessary service support. |
