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Ten Keys To Export Success
- Develop a plan
Before starting the export process, 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.
- Get Commitments
If necessary, secure a commitment from top management to overcome the initial difficulties and meet the
financial requirements of exporting.
- Pick distributors and agents with care
Take sufficient care in selecting overseas distributors, because they will generally operate much more
independently than their domestic counterparts.
- Create a successful pattern
Establish a basis for profitable operations and orderly growth, and do not simply rely on unsolicited
trade leads.
- Devote attention to exporting
Devote continuing attention to your export business, even if your domestic market is booming.
- Consider international distributors as equals to your domestic ones
Treat international distributors on an equal basis with domestic counterparts by offering such things as
international advertising campaigns, special discount offers, sales incentive programs, special credit term
programs, and warranty offers that are appropriate to their situation.
- Different markets/cultures require different plans
Do not assume that a given market technique and product will automatically be successful in all
countries.
- Don’t be afraid to change products for each market
Be willing to modify products to meet regulations or cultural preferences in other countries.
- Adhere to language requirements
Print all service, warning, sale, and warranty messages in local languages.
- Provide reliable service and quality products
Provide the best quality product you can and ensure readily available servicing for the product. The
international markets are highly competitive, only the best products with the best service tend to
survive.
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