Export Strategy Contents
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
