From Kick-Off to Export Plan: how to create a winning internationalization strategy

Kick-off

In this preliminary phase, the internationalization project is structured. In other words, the company's structure is examined., Identifying its strengths and areas for improvement. Then you need to understand what you want to achieve, by analyzing your production and commercial capacity, your organizational structure, thereby defining a medium/long-term investment budget and, of course, return expectations. Finally, operational activities are defined, a project plan is drawn up, and the plans and business model are shared and validated.

Product and market analysis

The second step consists of analyzing the target market and your product. In this regard, the analysis of certain variables is of fundamental importance, such as the general level of imports into the target country. A market with a higher level of imports than exports certainly represents a country more inclined to import a given product, and therefore potentially more interesting for your business. Furthermore, is the country growing economically and demographically, or is it experiencing a period of stagnation? It is logical to think that a growth phase is matched by better future prospects, and this could indicate an interest in your industry's products in the years to come. Another question to ask is the level of appreciation of Made in ItalyAnalyzing import levels from Italy, you might discover that the products offered by your business are highly appreciated in one country more than another. Finally, another element of fundamental importance is the presence of customs duties and, more generally, the legislation of the destination country. Consider product requirements, The required certifications and costs at customs It is indeed a passage of fundamental importance.

Entry modes

At this stage we consider the possible ways in which market relations with another country can be developed, and they are basically of two types:

• Direct modewhen presence in foreign markets is carried out without intermediaries. This is the most effective methodology par excellence, but also the most expensive;
• Mode indirectwhen presence in foreign markets is carried out through intermediaries. This is a less effective but also less burdensome methodology, which delegates commercial and after-sales activities to third parties, such as distributors.

Export Plan

Finally, the research developed is compiled into a single final document that you can consult at any time. This report will be the reference point for implementing the commercial and operational activities previously proposed.

Conclusions

Thanks to our capabilities to build structured paths and to perform analyses, in addition to the essential ability to have view of markets, we apply each of these phases with every client in over 900 successful projects we've completed in the last 20 years, contributing to the growth of Italian businesses abroad. 

Do you want to find out how to structure an effective export project, considering the elements mentioned in this article? Then contact us to schedule an initial meeting by clicking below.

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