How to develop new overseas export business channels?

As business and profit growth in the US and/or Europe reaches new heights? Can the expansion of corporate organizations meet the size of the company investors expect? Many companies face the same challenges, but do not have enough money to support such mergers and acquisitions. The question now is how to get into the new untapped market, which often goes beyond the limits of the domestic market, when expanding overseas markets has become very urgent. However, it is not as simple as it says! You may know the product to be exported, but you may not know the target market country, it may be Japan, Korea, China, India, Singapore or Australia, but it is impossible to simply include all countries. Some of the questions that need to be carefully considered are what products are exported, how products are packaged, what trade terms are used, how payments are made, how taxes are used, what transfer prices are required, what mandatory terms of guarantee are used, and whether local staff are recruited.

The next question is, "Who can handle all these problems?" Joe always likes to take a vacation somewhere in Bangkok or Beijing, so he may be a good candidate! But the basic question is, will you ask Joe, Detroit's car sales manager, to close the business unit in Korea or ask Peter, the IT sales manager in London, to come to the distribution company in China? Take it for granted that you will not support this practice, but the reality is that this is what some companies are doing-they want to send good people to business units set up overseas, especially family ones. Because they believe that the world always has a lot of differences, not only the geographical differences-it is also in the cultural and commercial, there are always different countries, this is not related to language problems.

That is why many companies have failed miserably as they try to establish their own international business channels. Because any company will never consider the new production line is not equipped with a project manager and prepared a good structure of the project plan, and even the new decoration of the kitchen will also arrange a project manager.  Would you be successful in appointing an IT project manager to manage and build a sewage treatment plant or a washing machine plant project manager to establish an aero-engine project? So why do so many companies believe that the premise of their success in the international marketplace is to use U.S. or European-centric resources? For an international sales and marketing mission, the target market is much different from that in the United States or Europe, so it doesn't make sense to use US or European resources. Think carefully about the risks of the project and whether you can find a suitable international project Manager – a daunting task, it needs to be managed by a professional, and you need a skilled and experienced lead, not just a foreign agent, but a good local hunter who can find any clues and sniff out the right target. He needs to understand the ideas of overseas channel partners, and what drives them, guides them and resonates with them.

I remember working in a data communications company, we are doing sales across the Asia Pacific, and there are pretty good agents and distribution channels, but we need to add an order of magnitude to bring the company to a new level. I approached the International vice president and told him that I needed to get rid of international channel management and focus on a new strategic growth point. I focus on all planning, management and energy to reach OEM agreements with one of the largest Japanese companies. Due to the appropriateness of strategic and planning methodologies and good tactical positioning to ensure that transactions generate a huge increase in sales, our Far East income and ultimately the overall share price of the company has a huge impact. Of course, another problem it left me was that I had to look for a manufacturing base to expand Asia, but in the end I negotiated with Taiwan's clients to solve the problem. In this project I manage my tasks as if I were managing a project, because I have had business dealings with Japan and I know how to deal with it from the previous channels.

However, that is not a major factor in achieving success. Like all successful projects, they began to analyze requirements as a starting point, set up a requirements specification, identified a solution, and conducted detailed testing, testing, and deployment. It also prepares a timetable, budget and cash flow. This task can be interpreted as discovering that simple products or services can sometimes be more effective and adaptable to overseas markets, the preparation of export surveys, review agreements and market planning, what costs will be required, technical support will be required, and how much and how long and so on. Research-what channel structure is best suited to your portfolio, which is profitable for location and compatibility, market size and acceptance, how you operate with competitors, attend trade fairs and exhibitions to collect local knowledge, and so on. Participate – Participate in discussions, work contacts, meeting players, evaluate strengths and weaknesses, how they will invest, choose the right channel, let them test your product, launch a local marketing plan, etc. Management-Monitor the entire process and constantly check the original requirements and make improvements. Manage-Ensure that the process runs at the time and budget and communicates with other internal stakeholders to ensure that your product is planned into the local market. Only in this way can you succeed. Assume that this is the internationalization of your dreams and that it is like doing any other project.

You may have read this and feel it, but our organization does not have the resources to concentrate on this depth and detail, and we can only use the existing resource to manage the area. This may be up to you personally, but you may also want to look at the external classification resources for this business, and you may successfully work with existing teams. Take the external advantage as an extension of you, you now think that's OK, but it's going to cost me a lot of extra money that's much higher than my budget, and it could be a small additional fee, as an initial start-up fund to open up new sales channels that will allow it to win more business opportunities. If you look outward, make sure that the services that provide a terminal to the terminal are handled in a structured and structured manner. Finally, "Think of yourself as a beginner in the international market".

(This article is provided by the small head bidding software trial station: www.xiaonaodai.com)