STRATEGIC SOLUTIONS

A successful exporter from the small and medium enterprise (pyme) understands Foreign Trade as a strategic long-term business , and focuses on regional markets, preferably; besides, he is vertical and horizontally connected with enterprises of the same field or activity as regards topics related to foreign trade and tends to make his activities professional.

STRATEGIC SOLUTIONS

 

A WAY TOWARDS INTERNATIONALIZATION

We need to understand your overall position as regards starting resources in the international business; the level of implication of the authorities in the company; to detect those areas to rectify on the way or to correct before starting the insertion in new markets.

We need to know your potential capacity to reach foreign markets by the following analysis:


A. IDENTIFICATION OF STRENGTH: We work on what you have carried out up to now, we analyze problems successfully solved, describing points of view, wishes and objectives; and we investigate market relationships. We use the relevant strengths to determinate the…
B. FIELDS OF ACTION that differentiate us from our competitors in order to reach our objective afterwards which is people, in fact.

 

 

 

 

COMMERCIAL INTELLIGENCE

CUSTOMS CLASIFICATION OF THE PRODUCT

Over the whole world, goods are recognized by a Harmonized System of Coding and Classification, that provides a different alpha numeric position, depending on the product in question. In Argentina, that system is put into practice by the Common System Specification of Mercosur, which consists of different customs items an chapters, allowing us to obtain a detail as regards the product promotional benefits, export and import duties, technical and legal requirements, etc.

The importance of this coding lies in the possibility to obtain relevant documental information in order to make strategic and operative decisions.

 

POSSIBLE EXPORT DESTINATIONS OF THE PRODUCT

To perform a market survey, in order to determine the best or the possible export destinations of our products may be extremely expensive and we may not know where to start from. There is an alternative that allows us to know, based on the terms analysis of the interchange and using statistic data, possible export destinations of our products. This does not mean that they are the recommended ones; it is only a stage to continue the exploration way.

 

EXPORT COST-PRICE

The determination of the cost-price of our product (single estimate or total imports of goods – valued f.o.b) is of vital importance in order to get to know our home position, as regards price policy. Aspects such as bonus or discounts, types of utilizable market price, selection of pays, ways and means of pay, etc, are indispensable when calculating the product nationalization in the chosen destination.

 

MARKET INVESTIGATION OF THE CHOSEN DESTINATION

This market investigation is from the field, i.e., with information coming from sources in the destination. In consists of a first step that allows us to concentrate all our efforts in only one market out of the two or three that have been selected.

 

STRATEGIC PLANNING

THE INTERNATIONAL INSERTION STRATEGY

  1. Direct, indirect, mixed or corporate export.
  2. Commercially-or-Industrially-based investments  abroad.
  3. Technology transfer (know-how-assistance, utility technical-model, trade marks)
  4. Joint Ventures.
  5. Compensated interchange un all its variances
  6. international sub-contract work.

 

THE MARKET OBJECTIVES

We need to define our objectives with respect to the technological, financial and human resources that we count on, to position with consistent actions, that is to say, to hold market parts that can be satisfied.

 

THE MARKETING MIX

Product strategy (attributes, packing, packaging, trade mark, graphic presentation, post-marketing service, utilization time, product adaptation to export)
Price strategy (export cost and prices, bonus an discount policy, type of utilizable quotation determination of the paying form, determination of the paying means)
Distribution channel strategy (direct sell, own commercial base, central of assembly building, general sales agent, broker, importer, distributor, wholesaler, retailer, traveling purchase agent, methodology for the distribution channel election)
Communication strategy (personal sell, promotion advertising).

 

 

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