Developing Export Strategy

Direct Exporting
Manufacturer’s Representative or Sales Agent
Foreign Distributor / Importer
Overseas Retailers
Central Trade Offices and Trading Companies

Indirect Exporting
Domestic Intermediary
     Export Management Company (EMC)
     Export Trading Company (ETC)
         Advantages of Using EMCs / ETCs
         Potential Disadvantages of Using an EMC / ETC
Overseas Intermediary
     Licensing
     Franchising
     Contracting
Other Intermediaries
     Piggyback Marketing
     Export Merchants
     Corporate Presence

Alternative Distribution Approaches
Joint Ventures
Strategic Alliances
Subsidiaries

Finding Trade Leads
Government Agencies & Sources
     Unites States Department of Commerce (DOC)
     Unites States Department of Agriculture (USDA)
       Unites States Agency for International Development (USAID)
     Unites States Trade Development Agency (USTDA)
State and Local Governments
Private Agencies and Sources
Television and Motion Pictures
Electronic Media

Finding an Overseas Representative
Agent or Distributor?
     Use and Agent
     Use a Distributor
Compile Potential Representative List
Government Assistance Programs
Private Agencies and Sources
Electronic Resources and Other Media
Contacting Potential Representatives
Evaluating Potential Representatives
Background Information on the Representative
Third Party Evaluations
Bank and Trade References
Current Business References
World Traders Data Report and Commercial Credit Reports
Draft and Execute Agreements

Managing and Motivating Distributors
Quality Products and Exclusivity
     Quality Products
     Exclusivity
Sales, Prices and Profit Potential
     Pricing
Effective Communications
     Periodic Visits
     Updates
      Correspondence
Training
After-Sale Service
Collaborative Work Effort
Recognition and Sales Conferences
     Recognition
     Sales Conferences

Pursuing International Bid Opportunities
Multilateral Development Banks (MDBs)
     The MDB Project Cycle
     Participating in MDB Financed Developments
Unites States Agency for International Development (USAID)
Other Agencies and Programs
     Unites States Trade and Development Agency (USTDA)
     United Nations (UN)
     Defense Security Cooperation Agency (DSCA)

Traveling to Overseas Markets
Travel Documents
Medical Preparation
Cultural Factors
Target Market Distinctions
Cultural Business Variables
Cultural Negotiating
Travel Tips

Promoting the Product
Campaign Control
     Centralized Promotional Efforts   
     Decentralized Promotional Efforts
Means of Advertising
     Direct Mail
     Media Advertising
     Trade Fairs, Trade Missions, and Catalog Exhibitions
     Multilateral Development Banks (MDB)
     Web Marketing: Search Engine Optimization (SEO), Search Engine Marketing
     (SEM), Social Media / Social Networks

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