Does anyone have a detailed outline document and checklist of what to research,include, compile prior to me delivering an international sales plan?

Question

Hello
currently in the process of compiling I hope a reasonably professional international sales and marketing plan for my Managing Director, really would like to view a detailed outline document and checklist of what to research,include, compile prior to me delivering?
Kind Regards
Tony O’ Neill

Answer

Hello Tony, I am a Market Analyst and export markets is one of the areas in which I work. I can help you with the “research” bit.

For the purposes of this initial plan, I would recommend demonstrating an evidence-based short- and long-list of priority target markets – your MD has finite resources to invest in overseas sales and marketing, so let’s show her/him that you’ve thoroughly researched where is best to invest those resources.

Given that you’re at the planning stage, I assume there isn’t much in the way of budget. But that’s no problem, because there is plenty of secondary data out there that enables you to begin to make these assessments.

I would recommend the following, to start:
– Size of import market for your commodity in all countries.
– Size, share and growth of UK exports of your commodity to all countries – proof of a market for UK products.
– Look for evidence of latent demand, i.e. where does the UK have a high share of all imports and/or those of related commodities, but not your commodity?
– Size of other countries’ imports/exports of the commodity as an assessment of both a) competition, and b) domestic production of the commodity in the target markets.

I have developed a short- and long-listing method based on the ‘Business Screen’ matrix that helps to prioritise target countries using combinations of all of this data. In terms of it being “reasonably professional”, that gives you a nice little visualisation to chuck in there too!

I’ll drop you an example on a private message. I hope this helps.

Regards,

Tom

Answer

Hello Tony, I am a Market Analyst and export markets is one of the areas in which I work. I can help you with the “research” bit.

For the purposes of this initial plan, I would recommend demonstrating an evidence-based short- and long-list of priority target markets – your MD has finite resources to invest in overseas sales and marketing, so let’s show her/him that you’ve thoroughly researched where is best to invest those resources.

Given that you’re at the planning stage, I assume there isn’t much in the way of budget. But that’s no problem, because there is plenty of secondary data out there that enables you to begin to make these assessments.

I would recommend the following, to start:
– Size of import market for your commodity in all countries.
– Size, share and growth of UK exports of your commodity to all countries – proof of a market for UK products.
– Look for evidence of latent demand, i.e. where does the UK have a high share of all imports and/or those of related commodities, but not your commodity?
– Size of other countries’ imports/exports of the commodity as an assessment of both a) competition, and b) domestic production of the commodity in the target markets.

I have developed a short- and long-listing method based on the ‘Business Screen’ matrix that helps to prioritise target countries using combinations of all of this data. In terms of it being “reasonably professional”, that gives you a nice little visualisation to chuck in there too!

I’ll drop you an example on a private message. I hope this helps.

Regards,

Tom

Answer

Hello Tony, I am a Market Analyst and export markets is one of the areas in which I work. I can help you with the “research” bit.

For the purposes of this initial plan, I would recommend demonstrating an evidence-based short- and long-list of priority target markets – your MD has finite resources to invest in overseas sales and marketing, so let’s show her/him that you’ve thoroughly researched where is best to invest those resources.

Given that you’re at the planning stage, I assume there isn’t much in the way of budget. But that’s no problem, because there is plenty of secondary data out there that enables you to begin to make these assessments.

I would recommend the following, to start:
– Size of import market for your commodity in all countries.
– Size, share and growth of UK exports of your commodity to all countries – proof of a market for UK products.
– Look for evidence of latent demand, i.e. where does the UK have a high share of all imports and/or those of related commodities, but not your commodity?
– Size of other countries’ imports/exports of the commodity as an assessment of both a) competition, and b) domestic production of the commodity in the target markets.

I have developed a short- and long-listing method based on the ‘Business Screen’ matrix that helps to prioritise target countries using combinations of all of this data. In terms of it being “reasonably professional”, that gives you a nice little visualisation to chuck in there too!

I’ll drop you an example on a private message. I hope this helps.

Regards,

Tom

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