Successful Exporting Successful Exporting Global Summit for Women

Mexico City, MexicoJune 2005

EDGE Development Group, Inc.

A Primer for ExportersA Primer for Exporters

1. Research Markets & Products1. Research Markets & Products

2. Research Programs & Resources2. Research Programs & Resources

3. Develop a Business Plan 3. Develop a Business Plan

4. Implement Your Plan4. Implement Your Plan

EDGE Development Group, Inc.

If the key to successful real estate investment is

“LOCATION, LOCATION, LOCATION”,

Then the key to success for expanding internationally is:

“RESEARCH, RESEARCH, RESEARCH!”

EDGE Development Group, Inc.

1. Research1. Research Markets1. Research1. Research Markets

• Size of the market

• Product or service competition

• Industry and/or product regulations

• Local market norms

• Language issues

• Cultural differences

• Business environment

• Others’ experience

EDGE Development Group, Inc.

2. Research2. Research Product & Resources2. Research2. Research Product & Resources

• Product codes & regulations

• Technology

• Competitive pricing

• Customer or client appeal

• Selling and distribution alternatives

• Existing market studies

• Use of networks

EDGE Development Group, Inc.

Research Available ResourcesResearch Available Resources

Networking groupsInternet Blogs

Internet chat rooms National organizations

International organizations

Networking groupsInternet Blogs

Internet chat rooms National organizations

International organizations

Industry associationsTrade reports

Industry trendsTrade pressTrade fairs

Internet Groups

Industry associationsTrade reports

Industry trendsTrade pressTrade fairs

Internet Groups

Foreign commercial services

Country profilesMarket studies

Export programsGOV’t supported programs

Foreign commercial services

Country profilesMarket studies

Export programsGOV’t supported programs

GovernmentGovernment Industry Groups Industry Groups NetworksNetworks

EDGE Development Group, Inc.

Research the RulesResearch the Rules

ApplicableMarkets

The Regulators Regulatory

Procedures

ApprovalProcess

Cost &Time

ABC Company

ABC Company

For each market of interest

EDGE Development Group, Inc.

3. Develop a Business Plan3. Develop a Business Plan

• Define your entry objectives

• Determine initial product or service

• Determine pricing options

• Develop marketing, sales & support plans

• Develop product delivery requirements

• Define resources – human and financial

• Develop a communications plan

• Develop an exit strategy.

EDGE Development Group, Inc.

Determine Optimum Method of EntryDetermine Optimum Method of Entry

Acquisition

Agent orDistributor

Sales Rep

CorporateEntity Licensee

Partnership

EDGE Development Group, Inc.

4. Implement Your Plan4. Implement Your Plan

• Start slowly

• Comply with all regulations

• Follow local customs and procedures

• Encourage and analyze feedback frequently

• Refine product or service mix, as needed

• Remember your exit strategy!

EDGE Development Group, Inc.

EDGE Development Group, Inc.International Economic Development

International Business Consulting

EDGE Development Group, Inc.International Economic Development

International Business Consulting

PO Box 1079

7 Ivy Hill Road

Ridgefield, CT 06877 USA

Tel: 203.431-0909

Fax: 203.431-0868

Email: eweber@edgedev.com