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Become a more successful player in the global market.

Make global expansion easier with FasTrack Globalizer.

A six-phase export market entry and expansion solution.

Supports every unit of the company touching the export program – C-suite, marketing and sales, R&D, production, shipping and logistics, finance. Each phase provides modules with extensive implementation guidance and process worksheets for developing and documenting your export solution steps and actions.

1
Starting Up a Successful Export Market Expansion Program

This Phase will define the FasTrack Process and provide guidance in organizing or reorganizing your company’s market expansion program.

Starting Up a Successful Export Market Expansion Program

 

A. Organize Program.
Designate program leaders and export teams. Summarize baseline company and export history.

B. Benchmark Company Preparedness.
Conduct an export benchmark assessment. Summarize significant findings and define action steps that will need to be implemented.

C. Define Export Outcomes.
Determine your company’s rationale for expanding exports. Develop long-term program and financial objectives that will define program’s intended destination.

D. Evaluate Start-up Results.
Periodically assess progress toward achieving results and identify needed adjustments.

2
Target high-potential export market

You will select your company’s highest potential export products and develop a synergistic export promotion organization and resource network. The major tasks in this phase will be identifying, selecting, and prioritizing the company’s highest potential target markets.

Target High-Potential Export Markets

 

A. Select Best-Prospect Products

Assess products with export potential for hurdles that might be encountered — export, import, sales, use, and other hurdles. Select and prioritize best-prospect products.

B. Develop EPO & Resource Network

Identify export promotion organizations (EPOs), establish working relationships, inventory available services, and coordinate EPO’s resources with the company’s resources. Select services to be used.

C. Target High-Potential Markets

Establish market selection indicator screening criteria. Scan literature. Collect relevant data, information, and opinion. Analyze, screen, and select the highest potential markets.

D. Evaluate Targeting of Markets
Evaluate targeting of high-potential markets.

3
Build export expansion market plans

You will determine the most appropriate market entry method for each target market, select the customer segments to be served in each market, determine the distribution channels to be used in each market, and determine the positioning of the products that will be offered in the markets.

Build Export Market Expansion Plans

 

A. Determine Market Entry Methods

Review market entry method options. Assess options in relation to target and ROW markets. Select the most appropriate market entry methods for each market.

B. Select Market Segments & Distribution Channels

Research target markets to identify potential market segments and channels of distribution. Analyze and determine the appropriate channels of distribution. Match and select priority segments and channels. Develop profiles of preferred distribution channel partners.

C. Determine Product, Price & Promotion

Research target market to identify competitors. Analyze competitors’ products, market segments served, channels of distribution, trade and payment terms, price, and promotions. Analyze price and terms options. Develop competitive positioning.

D. Develop Target Market Profiles

Profile each target market. Summarize market segments, channels of distribution, and competitors, and company’s products, prices, and promotions to be offered in each market.

E. Finalize Export Market Plans

Define current activities. Summarize findings and assumptions. Establish objectives and strategies. Forecast sales and expenses for each market.

F. Evaluate Export Market Expansion Plan Results

Review the sales and other objectives for the target and ROW markets. Determine the degree to which each objective was achieved. Develop adjustments in the export plan.

4
Build a highly effective export organization

You will start by defining the companywide export implementation processes and policies, building the companywide export teams and expertise, and selecting outside export service organizations.

Build a highly effective export organization

 

A. Refine Export Processes & Policies

Develop a flow chart of export processes. Adjust processes to improve efficiency and accommodate accelerated volume of business. Develop plans for improving coordination. Adjust policies and processes to accommodate accelerated export activity.

B. Develop Export Team & Expertise

Designate a companywide export team. Identify units and positions with export-related tasks. Inventory the skill and training needs of the staff. Schedule and initiate in-house and outside training opportunities.

C. Select ESO Network

Identify the types of export service organization (ESO) services that will be required. Identify and screen potential ESOs. Establish a profile of the preferred type of provider for each service needed. Assess and select the ESOs.

D. Obtain Required Approvals

Identify the mandatory and voluntary approvals available. Comply with approval requirements.

E. Internationalize Communications & Materials

Develop guidelines for internationalizing the company’s communications and materials. Identify materials, specify changes to be made in the materials, and develop an implementation schedule.

F. Plan Promotional Event Participation

Identify target market and global trade shows and other promotional events. Assess the options and select the events in which the company will participate. Start planning for participation in the events.

G. Develop First-Contact Methods

Determine the type of first-contact methods to be used in each target market. Develop the first-contact materials to be used. Identify sources of contact information. Schedule activities.

H. Develop Distribution Partner Response Process

Organize an initial screening process for distribution partner inquiries. Plan the response actions to be used and develop the response communications and materials.

I. Develop Sales Response Process

Organize a screening process for sales inquiries. Plan the response options to be used and develop the response materials.

J. Evaluate Build Export Organization

Evaluate the degree to which the build export organization results were achieved.

5
Build a successful export distrubution network

The steps in this phase will provide guidance in identifying, screening, and qualifying potential distribution partners. The result will be the selection of the company’s preferred partners in each high-potential target market and the negotiation of mutually beneficial agreements with each distribution partner.

Build a successful export distrubution network

 

A. Recruit Distribution Partner Candidates
Prepare for participation in promotional events. Implement the promotional activities and participate in promotional events. Recruit distribution partner candidates. Assess and evaluate the promotional activities and events.

B. Screen & Select Preferred Distribution Partners
Initially screen and respond to distribution partner inquiries. Screen and select best-prospect partners. Qualify and select high-potential partners. Assess and select preferred distribution partners.

C. Finalize Distribution Partner Agreements
Visit the preferred distribution partner and market. Establish mutual expectations. Negotiate distribution partner agreements. Finalize agreements.

D. Evaluate Export Distribution Network Results
Evaluate the degree to which the export distribution network modules were achieved.

6
Build profitable global export sales

This phase will provide guidance in initiating export sales activities and developing actionable responses to sales inquiries. Other steps will include negotiating and finalizing export sales, preparing export order shipments, shipping the orders, and collecting on the sales.

Build profitable global export sales

 

A. Initiate Export Sales Activities
Prepare for participation in sales promotional events. Implement sales promotional activities. Solicit sales inquiries. Assess sales promotion events and activities.

B. Screen & Respond to Export Sales Inquiries
Screen inquiries for potential sales opportunities. Determine types of responses. Establish terms and prices. Prepare sales quotes and responses.

C. Finalize Export Sales
Negotiate final sales terms and prices. Examine purchase orders and payment documents. Accept and acknowledge orders. Finalize any financing arrangements.

D. Prepare & Ship Export Orders
Schedule any pre-inspections and crate order. Book shipment of order. Obtain required documents. Prepare commercial and other documents and filings. Collect on cash-in-advance sales. Deliver order to carrier.

E. Collect on Export Orders
Collect on letter of credit, documentary collection, and open account methods.

F. Evaluate Export Sales Results
Evaluate export sales, shipping, and collection results.

Ready to take your business global?

Exponentially increase export sales. Motivate and equip existing personnel to manage the global growth. Integrate international and domestic operations into an increasingly global perspective. Swiftly navigate through complex maze of global expansion challenges. Plan and implement global expansion with a comprehensive, start-to-finish structured process. Maintain a repository of important data, information, and decisions.