mori, מחבר ב-Morey Manor International Marketing & Management

[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]

World events in the past several years have resulted in many changes globally.

Shutting down factories in China because of Covid.

Following the supply crisis, many products were in short supply.

The crisis in shipping and the rise in transport prices have now stabilized.

U.S. taxes on Chinese products.

And to top it off

The war between Russia and Ukraine caused several crises in Europe because of their dependency on Russian gas and the lack of grain supply from Ukraine.

All of the above, and more, require global reorganization through diversifying supply sources from different countries. Identify additional suppliers if possible, instead of relying on a single supplier from one country.

This isn’t possible to do with every product, but it is something to strive for.

The world is somewhat frantic as a result of the Covid crisis and the gas crisis in Europe due to the war between Russia and Ukraine. This has caused a disruption in production lines and supply chains worldwide.

It is highly recommended to regroup and identify diverse supply sources in several countries.

One of the headlines in today’s news (December 12th, 2022) was about several containers washed away off the shores of Ashkelon.

This is uncommon but happens from time to time.

This is one of the risks of shipping cargo overseas.

Therefore it is highly recommended to get cargo insurance.

This type of insurance can usually be provided by international forwarding companies with dedicated departments, or through insurance agents who specialize in marine/air insurance.

It is vital to prepare a business plan for your activities.

It will be difficult to create a credible document without up-to-date marketing information.

There are many diverse resources you can use to develop your plan. Some are more accurate than others.

You will have to assemble information from several sources and verify it.

When lacking accurate information, you can provide estimates.

Providing any piece of information would be better than providing none at all, leaving things in the dark.

Collecting information is an important step in your business activities.

Local as well as global.

Morey Manor

Business Marketing and International Marketing Consultant

Nowadays there is a lot of talk about the logistic process of e-commerce and the Last Mile.

You must pay attention to the first phase, the first mile

From receiving the order to collecting it so that the shipping is quick, efficient and cheap.

Spot-on thinking and studying all the components of the process will make this happen.

Usually, a company starts operating internationally after a period of an organized desk job process

Learning the market

Developing a business plan

Preparing a marketing plan

Conducting business and competition intelligence

Once you start operating in a global world, you discover things that did not appear in the information you collected, and in what you learned. You must be alert and agile in thought and action.

The process of identifying a suitable marketing channel abroad requires acquaintance with target markets

Acquaintance with the relevant players

Understanding the business mentality and businesses abroad including the target country

Educating yourself and examining the capabilities of the marketing channel and its ability to market your product abroad

You should always have an alternative channel to rely on

Remember

A marketing channel for your product abroad

Is actually your representative there

The channel is at the front

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What do pre-pensioners, 50-60-year-olds, salaried employees, entrepreneurship and foreign trade have in common?

Many salaried employees choose to go on early retirement

One of the best channels for them to create income is establishing a start-up or a social business.

Of products and services.

The new global world

The global world adapted to Covid and to working in a new “just in time” model.

The Covid crisis-

The discontinuation of production in several places in the world.

Severe disruptions in the supply chain.

Disruption in international logistics.

Severe disruption in international shipping.

Until the world gets its balance back, if it ever does,

It’s highly recommended to hold larger stocks,

Diversify supply resources – work with several countries if you can,

Even if there are differences in costs. Calculate the difference into the process. The alternative – shortage – is far more expensive.

Every order followed by a shipment is a deal.

The quick and frequent changes nowadays require thinking in those terms. You must inspect every order/shipment on all its components, even if the contract or agreement is periodic.

Global transformation

Today’s world is open.

The global market is active and developing.

Every company or initiative entering the field must learn and become acquainted with the rules and ‘have their finger on the pulse” because the pace of the changes is quick, and can be on a daily basis.

You must think globally – this is a different way of thinking compared to the local market.

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What does Charles Orde Wingate have to do with export?

Wingate was a British officer who came to Palestine in 1936 and trained the Jewish ‘Haganna’ forces, teaching offense instead of defense.

Every act of penetrating international markets requires aggressive offense activities.

You must initiate

You must know how to operate

Not to be static/passive

Identifying supply sources and suppliers abroad is an important component of every business operation.

You must decide which countries are the supplier’s target.

Get to know the suppliers-

Identify them,

Examine the product and its compatibility with the importer’s needs and compliance with international regulations. In addition to the product’s compatibility, you must assure the supplier’s ability to meet the supply and delivery requirements, and accountability for the product and its performance.

A good supplier is same as a good employee.

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.

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.

Morey Manor International Marketing & Management

IMM GLOBAL 4YOU

A Changing World

Vendor Mix

The importance of marine insurance in foreign trade

Marketing information as the basis for a business model

The First Mile

Guerilla marketing

B2B EXPORT SOURCE AND MATCH

B2B Import source and match

Global transformation

Components of the International marketing process – import and export