A. Cover page
B. Table of contents
C. Executive Summary
D. Company Description
1. The Export Team
• Identify specific individuals and their positions which have been assigned
• responsibilities for export development
• Identify international skill sets and knowledge (languages, culture, international marketing, logistics, transportation, documentation, banking, politics, economics,legal, financial, etc.)
2. Goals and Objectives
• Overall goals and objectives for the company
• Export goals and objectives: how does the exporting activity contribute to achieving the overall goals and objectives?
E. Product/Service Description
1. Domestic and International Products and/or Services
• Unique selling attribute or competitive advantage(s)
• Typical profile of end users
• Describe required product modifications
• Seasonality and life cycle of your product or service
• Intellectual property protection
2. Growth Potential
• Domestic and existing international market(s)
• New products/services research and development
• New intellectual property protection
F. New Foreign Marketplace Analysis
1. Rationale for Exporting
2. Rationale for Selected Foreign Market
3. Country Profile
• Political, economic, social conditions
• Regulatory environment
• Legal structure
• Fiscal/taxation structure
The Term Paper on Marketing Product Service
TERM PAPER There are a number of aspects encompassed by the field of Marketing. Each of these aspects are key elements in the performance of Marketing a product. The concept of Marketing is made up of four 'P's;' they are Product, Price, Promotions, and Placement. These elements of products and services or ideas are used to create exchanges that satisfy an individual and or organizational goal. ...
• Infrastructure conditions (e.g. roads, ports, rail, airports, telephones, and communications, etc.)
• Cultural and business practices
4. Industry Profile
• Broadly identify direct customers (e.g. buyers, agents, distributors, trading houses) or actual end users (e.g. individuals, businesses) and current market trends • Competitive Analysis
• Overall competitive conditions
• Existing competitors: strengths, weaknesses, opportunities, and threats (SWOT) in the foreign marketplace
• Unique selling attribute or competitive advantage(s) of each
• Existing sources of production and channels of distribution
• Marketing practices used
• Typical payment terms offered
G. Market Entry Strategies
1. Strategic Alliance, if applicable (co-marketing, co-production, joint venturing, licensing, franchising, etc.)
2. Target Customer Profile
• Direct customer (buyers, distributors, trading house)
• Who will they be?
• Demographics or company characteristics
• Purchasing decision makers
• Actual end users (individuals, families, elderly, youth, businesses)
• Purchasing decision makers
• Total market size and future growth potential
3. New foreign market product or service description(s)
• Typical usage by the end users (what problems are being solved?)
• Unique selling attributes or competitive advantage(s)/market niche
• Describe required product modifications
• Product characteristics (design, styles, colors, etc.)
• Quality characteristics
• Product specifications standards(health and safety)
• Labeling, packaging, markings, language(s)
• Seasonality and life cycle of the product or service
• Foreign intellectual property protection (tradename, trademarks, trade secrets, patents, industrial designs, copyrights, etc.)
4. Pricing Strategies
• Export costing analysis
• Pricing constraints
• Legislation (anti-dumping, price controls, etc.)
The Business plan on Market Segmentation Products Service
Market Segmentation This document prepared and presented by Business Resource Software, Inc. Market Segmentation The purpose for segmenting a market is to allow your marketing / sales program to focus on the subset of prospects that are 'most likely' to purchase your offering. If done properly this will help to insure the highest return for your marketing / sales expenditures. Depending on whether ...
• Current market pricing (if necessary, consider typical profit margins in distribution chain) • Price sensitivity (market acceptance of higher or lower price) • Market penetration pricing strategy (market skimming, penetration pricing, flexible pricing, static pricing)
5. Sales and Promotion Strategies
• Sales methods (company representative, subsidiary or affiliated company, foreign agent, foreign broker, mail order/Internet orders)
• Promotion methods
• Advertising availability and regulatory constraints (newspapers, magazines, radio, television, Internet, posters, flyers, letters, etc.)
• Demonstrations, trade fairs, trade missions, etc.
• Promotional tools (samples, in-store giveaways, discounts, consignment, etc.)
• Promotional message (consider cultural, religious, lifestyle/image, economic influences, etc.)
• Sales financing support, pre-arranged financing for purchaser
• Performance bonds and guarantee requirements
• After sales services (returns, repairs, warranties, maintenance, training, • communications/hotlines, etc.)
6. Logistics and Transportation
• Time lines between order processing and delivery (contract negotiations, production, invoicing, collections, deliveries, communications, etc.) • Negotiated delivery terms – Incoterms
• Requirements and availability of warehousing and storage • Inventory control methods
• Freight insurance requirements
• Methods of transport, identify special needs (e.g. refrigeration, heated, humidity sensitive, etc.) • Usage of professional services intermediaries (freight forwarders and customs brokers) • Documentation (import, export, health, quotas, inspections, customs preapprovals) • Packing and marking requirements
• Service or employment contracts (accreditation requirements, VISAS, immigration issues)
H. International Law (legal counsel required)
1. Dispute Resolution considerations to address in your sales contract: • Mediation/Arbitration clauses: an agreement to attempt to resolve conflicts prior to commencing litigation procedures. • Law of contract: the chosen legal system under which the contract is enforced. • Venue: the jurisdiction of the court, i.e. where will the case be heard? • Attornment: agreement of the parties to be bound by the court’s decision in that chosen jurisdiction. • Securing Payment: if decision is favorable, how will you collect and who will enforce the collection agreement?
The Essay on Contract Requirements Performance Rating Achievement
PAST PERFORMANCE QUESTIONNAIRE Attachment 5 Name of Offeror: Name of Customer: Contract Number: Contract Value: Period of Performance: Functional Area (s): NAICS Code (s): The ratings below are supplied by the organization identified above, and submitted by the offeror with their proposal. Answers to Questions 1-6 are based on information obtained from the named organization, not the offeror. ...
2. Language consideration: the language used to bind the parties within the sales contract.
3. Contract terms and Conditions
• Incoterms
• Currency of payment and exchange rate
• Method of payment (cash, letter of credit, documentary collection, open account,barter, counter trade, consignment) • Product measurement methods and quality standards
• Insurance,
• Warrantees, after sales services, etc.
4. Product Liability considerations: applicable foreign laws and regulations.
5. Intellectual Property: the protection in the foreign market(s) required to maintain ownership.
6. Sales Agent and/or Distributor agreements
• consideration of foreign laws and regulations that affect agreement o commissions
o territory
o duties
o authority
o termination
I. Financial Analysis (accounting advice recommended)
1. Facility and Equipment Requirements: detailed list of capital expenditure items specific to supplying the export market.
2. Sales Forecast: for each export market
• numbers of units exporting
• price/unit
• total sales (three to five year forecast, provide monthly details for year one)
3. Cost of Goods Sold: for each export market (refer to export costing sheet) • number of units exporting
• cost/unit
• total cost of goods sold.
4. Projected International Income Statement: international sales less cost of goods sold and international overhead expenses to obtain projected net profit.
5. Projected International Cash Flow: expected expenditures of cash and receipt of cash, consider the time elements from the Logistics and Transportation portion of the business plan.
6. Breakdown Analysis: number of units and dollar sales to cover cost of goods and international overheads.
The Essay on Profitability And Risk International Market
Qualitative Criteria and Evaluations Profitability and Risk Alternative one offers the highest profitability. The net income after taxes for alternative two is $104, 996, 299 compared to $160, 658, 065 for alternative one. Alternative two also offers a high profitability, but not as much as the first alternative. The risk for alternative one is very high. The risk for the second alternative two is ...
7. Financing Requirements: identify term financing and working capital requirements, equity contribution and collateral available to secure needed financing.
8. Financing Sources: identify type of financial support
J. Risk Management
1. Country Risk: assessment of political, regulatory and economic conditions, contingencies for problems (e.g. pre-payments, insurance, etc.)
2. Commercial Risk: assessment of creditworthiness, contingencies for non-performance such as default, refusal to accept goods, insolvency.
3. Currency Risk: contingencies for maintenance of value, (e.g. contractual value maintenance, forward contracts, currency options, etc.).
4. Internal Risk: contingencies for ensuring adequate manpower skills and availability, control over production and distribution costs.
5. Market Risk: contingencies for changes in domestic and foreign market conditions.
