[The articles on this website were written based on my vast experience in the field. However, in no way do they provide textbook solutions, a recommendation, or a call to action with a specific approach]

Getting into operations abroad requires thought and planning for the business or the initiative. Operating in the local and global markets are very different.

In Rome, do as the Romans do.

Meaning

Get to know the international trade rules

Get to know the players

There are many commonalities in operations, yet there are also differences and diversity.

Get to know your counterpart’s mentality. They are not the enemy, they are your partners for operations. You must prepare for your international operations and be aware that there are prices to pay.

 

[The articles on this website were written based on my vast experience in the field. However, in no way do they provide textbook solutions, a recommendation, or a call to action with a specific approach]

 

Components of the International marketing process – import and export

·       International marketing is an ongoing process requiring financial and human resources.

·       Export is not a hit-and-run action.

Import and identifying suppliers: Sourcing is an important element in the process

·       International marketing is a voluntary act of your business.

·       No one is forcing you to be an exporter.

·       Make your decisions after full and comprehensive consideration, and not hastily.

·       If you decide to export, you will not be awarded a medal, nor will you be reprimanded if you do not.

·       You can only count on yourself. Do not rely on or have any expectation of getting grants or gifts. If you do get tham, count your blessings. If you do not, move on at your own pace.

·       Be accountable to yourself, your organization, factory, business, products and employees. Decide if you want to get into exporting in a serious and systemic manner, and not just for the sake of an adventure.

·       There is an element of uncertainty in international marketing. An element of ‘trial and error’. Try to minimize this by working with specialists.

  • Define your expectations, objectives, and the tasks that both you can take on personally, and the business can handle.
  • The global market is dynamic, competitive and ever-changing.
  • Manufacturers and counties go in and out of the process. Governmental and organizational regulations and currency fluctuations are affected and affect the process. This can happen immediately. You must always have your finger on the pulse.
  • In the current global market, where Israel is a player, nearly every product or service is exportableץ. BUT, no one is waiting for you. You must make an effort to market what you have abroad.
  • Israel has international agreements and trade contracts and relations with most of the world.
  • The export institutions and infrastructures in Israel are there to help you, but you must do the work.
  • International marketing planning is a very important process. Be thorough.
  • Approach the issue seriously, and do more than the bare minimum, for example, don’t tell someone “take the catalog and a sample. If you get an order you’ll get a percentage”… with that approach, you won’t get far. You might have sporadic success. That is not the way to develop a marketing network and agents abroad.
  •  There are several organizations in the field of export. You must get to know them and work with them. Export is an ongoing process with ups and downs. Do not despair when you are halfway there. Once you begin, do not stop!
  • Draw conclusions from each success and/or every failure.
  • Market response or client response might be immediate or may take some time.
  • Export not only improves Israel’s balance of payment but can take your business forward.  It will also provide feedback from the international market and trade conditions in your target country.
  • Many Israeli exporters did this before you, and as proof, the scope of export and number of exporters has been growing steadily.
  • The scope of Israeli export is approximately 0.5% of the world trade. This means that there are endless markets for quality projects and services at competitive prices.
  • The local market is small, and stable at times. You must diversify the segmentation of your sales basket. Your ability to collect, analyze, ‘connect’, and draw conclusions from open and diverse sources is an important part of your activity.

 

Go Export © Go Global

[The articles on this website were written based on my vast experience in the field. However, in no way do they provide textbook solutions, a recommendation, or a call to action with a specific approach]

Product export activity is a process and therefore each and every transaction must be reviewed.

Topics to be addressed:

Current description of the product due for export and client approval of the transaction

Delivery date and time

Are the payment terms defined?

Were the transport and routing methods agreed on? If they were, review the transport method and service providers 

Coordinate import regulations in country of destination with client 

Costs throughout the process

Every transaction is a bit different and therefore all issues must be addressed and agreed upon between parties in advance

[The articles on this website were written based on my vast experience in the field. However, in no way do they provide textbook solutions, a recommendation, or a call to action with a specific approach]

Emphasis is on the PROCESS

Process is an ongoing activity and must therefore be continuously reviewed and upgraded.

Following are some of the issues that must be addressed:

  • Global changes
  • Changes in countries of destination
  • Changers within the competition, or new products on the market
  • New regulations
  • Currency fluctuations
  • Fluctuations in prices of raw materials
  • New players in the international arena
  • Continuous identification of new suppliers
  • Continuous identification of additional marketing channels abroad
  • Continuous identification of more clients abroad

[The articles on this website were written based on my vast experience in the field. However, in no way do they provide textbook solutions, a recommendation, or a call to action with a specific approach]

The international market undergoes constant change – you must keep your finger on the pulse at all times 

Immediately after issuing an order to a supplier, you must get an order confirmation and confirm if all importer requirements were coordinated

Agree upon:

Supply times

Payment terms

Shipping method and company responsible 

Always be updated on import regulations in Israel and if there have been alterations

[The articles on this website were written based on my vast experience in the field. However, in no way do they provide textbook solutions, a recommendation, or a call to action with a specific approach]

This is the world’s largest marketing platform for art, ornaments, gifts and a variety of consumer products. Please note two operating segments.

1.

ETSY

B2C activity

Selling small quantities to individual customers

This is the basis of ETSY activity. The deliveries are usually via courier or snail mail service.

2

ETSY

B2B activity

ETSY exposure might lead to orders from commercial and other large entities, and they are talking LARGE quantities. The trade rules alter under these circumstances in a variety of issues.

Payment terms

Delivery dates

Dispatch method – aerial or sea transport

Recurring orders

Marketing agreements

This is ultimately a good situation, because it means that your product has demand.

Good luck.

[The articles on this website were written based on my vast experience in the field. However, in no way do they provide textbook solutions, a recommendation, or a call to action with a specific approach]

This strategy is important and true for all global marketing activities, but even more important now, during the Covid-19 crisis.

In order to survive and continue operating, you must be present in the market.

During these times, it is important to be digitally active in as many channels as possible because:

There are no marketing trips

No exhibitions

No face-to-face meetings

Therefore you must be persistent even if working from home, since the majority of your clients are in the same situation.

[The articles on this website were written based on my vast experience in the field. However, in no way do they provide textbook solutions, a recommendation, or a call to action with a specific approach]

In this article, I will dismantle the process to all of its components

  • Consolidating the business model
  • Business intelligence
  • Identifying global markets
  • Estimating the size of the global market
  • Players, similar products, competing-complementing players
  • Market trends
  • Segmenting the global market in terms of product and geographic sections
  • Manufacturing and marketing
  • Operative marketing plan

All of the above actions and processes are intertwined. Large companies have different people responsible for parts of the process. In small and medium size companies, it’s usually the owner or CEO who does this work, or hires an external resource.

[The articles on this website were written based on my vast experience in the field. However, in no way do they provide textbook solutions, a recommendation, or a call to action with a specific approach]

Given my vast experience in this field, I wanted to share some insights that might help you, though won’t necessarily provide solutions for everyone.

  • Not identifying the target market during the development phase.
  • Not identifying the correct players, competing and/or complementing competitors.
  • Not recognizing all of the information resources in the field.
  • Lack of ongoing information flow from the market during development phase.
  • Lack of feedback updated information from global markets.
  • Not starting a thorough learning process of the global market at the early or final stages of development leads to a time gap in your ability to penetrate global markets in a timely manner once the development phase is complete.
  • Thorough learning of the global market is part of product development and should begin much earlier than the final development stage or upon its completion.

[The articles on this website were written based on my vast experience in the field. However, in no way do they provide textbook solutions, a recommendation, or a call to action with a specific approach]

Given my vast experience in this field, I wanted to share some insights that might help you, though won’t necessarily provide solutions for everyone.

  • Penetrating international markets is an ongoing process and not a hit and run accident.
  • The world, for the most part, is not waiting for you – other than in a small number of projects. You must prepare yourself accordingly.
  • This is a long distance hurdle race.
  • Don’t give up. Do not despair.
  • Learning the global market is a systematic process and can be done via Desk Job activities.
  • You must have a thorough understanding of global trade methods and payment terms.
  • When in Rome, do as the Romans do.
  • You must identify a number of target countries and focus on them, but keep a few other targets on the back burner. The world holds many surprises.
  • You must be familiar with ALL international marketing resources and platforms and establish a presence.
  • BE sure to have the most updated information on all of your marketing channels, their capabilities, and positioning in the target countries.
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