The Export Fitness Checker takes a firm through eight dimensions of business management in its revision of preparations to export. These are Strategy, Marketing, Production, Distribution and Finance under business; and Planning and Analysis, Organizing and coordinating, and Monitoring and Improvement under management. The tool enables the company to identify possible gaps as you prepare to enter a foreign market. If the company has already started exporting or is in other export development activities, the tool enables them to discover some useful tips.
Strategy
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1. Do you know if Kenya has any bilateral or multilateral trade agreements that may make exporting your product(s) attractive to a particular area(s)?
2. Do you know if there are any incentives offered by or through the government for the manufacture or export of your product(s)?
3. Do you have a clear and written description of who your potential buyers are, or might be, specifying who you are, where you are, etc.?
4. Can you meet the specific technical and non-technical requirements of your potential buyers concerning your product?
5. Can you adapt the features of your product, beyond what competitor’s are doing, to the needs and wants of your prospective buyers to enhance your bargaining position with them?
6. Can you write a delivery strategy for your product that may enhance your bargaining position with prospective buyers?
7. Can you write a strategy to build an image for your product and enterprise that may enhance your bargaining position with prospective buyers?
8. Can you write a pricing strategy for your product that may enhance your bargaining position with prospective buyers?
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Marketing
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1. Do you know how to examine your potential market to see if there is a group of buyers out there whose needs and wants you can meet more adequately than your competitors?
2. Do you have the means to communicate with prospective international buyers through advertisement and promotion?
3. Do you have the means to communicate with prospective international buyers through participation in international trade events, dissemination of sales literature and personal sales?
4. Do you know how to get your staff and procedures ready to carry out international sales and contract negotiations effectively?
5. Do you know how to make preparations to locate, select and negotiate terms with sales agents effectively to gain strategic advantage?
6. Do you know how to select a particular Incoterm for making quotations?
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Production
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