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

Kick-off

In questa fase preliminare si struttura il progetto di internazionalizzazione. In altre parole, si verifica la struttura dell’azienda, 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

Il secondo step consiste nell’analisi del mercato target e del proprio prodotto. In questo senso, ha fondamentale importanza l’analisi di alcune variabili, quali 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, e questo potrebbe indicare un interesse per i prodotti del tuo settore anche negli anni a venire. Un’altra domanda da porsi riguarda the level of appreciation of Made in Italy: analizzando i livelli di importazioni dall’Italia, potresti scoprire che i prodotti offerti dal tuo business sono altamente graditi in un Paese piuttosto che un altro. Infine, altro elemento di fondamentale importanza è poi la presenza dei dazi doganali, e più in generale la legislazione del Paese di destinazione. 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, applichiamo con ogni cliente ognuna di queste fasi negli oltre 900 progetti che abbiamo portato a termine con successo negli ultimi 20 anni, contribuendo alla crescita delle imprese italiane all’estero. 

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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