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

Kick-offs

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

Product and market analysis

The second step consists in analyzing the target market and its own product. In this sense, the analysis of some variables, such as the general level of imports in 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 phase of growth corresponds to better future prospects, and this could indicate an interest in the products of your sector also in the years to come. Another question to ask is about the level of appreciation of Made in Italy: by analyzing the levels of imports from Italy, you may discover that the products offered by your business are highly appreciated in one country rather than another. Finally, another element of fundamental importance is the presence of customs duties, and more generally the legislation of the country of destination. Consider product requirements, the required certifications and customs costs it is in fact a passage of fundamental importance.

Entry mode

In this phase, the possible forms that allow the development of market relations with another country are considered, and they are substantially of two types:

• Direct mode: when the presence on foreign markets is carried out without mediation. This is the effective methodology par excellence, but also the most onerous;
• Mode live: when the presence on foreign markets is carried out through mediation. This is a less effective but also less onerous methodology, which delegates the commercial and after-sales activities to third parties, such as distributors.

Export plan

Finally, the researches developed are collected in a single final document which you can consult at any time. This report will be the reference point for carrying out the commercial and implementation activities proposed above.

Conclusions

Thanks to our ability to build structured paths and to carry out analysis, in addition to the essential ability to have market vision, we apply each of these phases with each client in the over 900 projects that we have successfully completed in the last 20 years, contributing to the growth of Italian companies abroad. 

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

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