[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.

[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.

  • Insufficient identification supplier products and performance.
  • Insufficient information about the supplier.
  • Obtaining incorrect or inaccurate information about importing regulations in Israel.
  • Identifying suppliers in difficult countries, and the future implications.
  • Failure to consider logistical issues. International trade logistics often comprise between 20%-30% of product costs.
  • Lack of comparison with other suppliers and their products, performance, ability to supply and their physical location.
  • No prior knowledge or familiarity with the local market.
  • Erratic and unreliable contact with the supplier.

[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]

Over the past few years, E-Commerce has developed tremendously reaching 20% of the market share for some products. Yet, there are entrepreneurs and businesses who grew their activity with e-commerce and discovered that there is still a traditional B2B market worth developing. International markets and trade are a bit different in this case and it is worth putting some thought and efforts into developing these markets.

[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]

Each marketing activity is an ongoing process

There is no “slam bam”…

This is true for both marketing domestically and internationally

There are obviously restrictions, restraints and Force Major events (Covid-19 being the latest)

But you must organize yourself accordingly

There are many things that you can do even in restrictive times with little or no cost

As the saying goes: “no pain, no gain”

[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]

For those of you dealing in international trade, please see some tips that will help you in the current climate:

For Exporters

Stay in touch with your clients – some of them are in countries that are also deep into Covid-19.

Update your international customers on their order status.

Update the delivery dates.

Don’t disappear and disconnect.

It’s important that your international customers hear from you and that you stay in touch on an ongoing basis.

WE DELIVER THE GOODS

Continue your marketing efforts as best you can, for the day after.

 

Tips for Importers

Be in touch with your suppliers – they too have problems in the countries from where the products are supplied.

Stay fully updated on the delivery status from every supplier.

Update your local clients on estimated delivery dates.

Consider air cargo instead of sea shipping, in order to fulfill your commitment to customers in Israel (you can do this for some, but not all clients).

As a lesson learned from the crisis with China – try to diversify your suppliers, build a mix of Chinese manufacturers as well as manufacturers from other countries.

[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 world is slowly emerging from the Covid-19 pandemic, battered and injured.

There are a number of actions that must be taken:

Exporters – stay in touch with your clients – guarantee supply dates, find out how they’re coping with the situation, and resolve all overdue payments.

Continue promotion activities from Desk Job since there will be less international flights, and less exhibitions.

Take advantage of the digital medias.

 

Importers

Make sure that suppliers are providing your orders, arrange your payments and make sure they survived this crisis.

Identify new suppliers and try to diversify your supply resources, so that they’re not only from China.

Service Providers – increase your work on digital media. In China this is the Year of the Mouse. In the Western world this is the Year of the Zoom.

Logistics – there will be some changes in schedules and frequency and you must keep your finger on the pulse.

General

There are areas that will be hit hard in the short term and will recover in the mid and long terms.

There are also opportunities to develop new products and services as both developers and suppliers for the developers.

You can also expect government budgets in most countries that will inject money in their economies

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