ORGANIC EXPORT FORUM BARRIERS TO EXPORT

SELECT CONNECT GROW Markets Channels Partners Buyers Add 3 logos SELECT CONNECT GROW Markets Channels Partners Buyers In-market representatives Export networks Brand Sales International Presence 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

WORKSHOP STRUCTURE WHY EXPORT? 1st Session BARRIERS TO EXPORT COMMUNICATION MARKET KEYS MARKET ENTRY STRATEGIES BUYER SELECTION CRITERIA USP & PITCH 2nd Session 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

GETTING TO KNOW EACH OTHER 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

WHY EXPORT? 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

WHY EXPORT? The world needs your food! Estimated population of 9.8 billion by 2050 Improved economies of scale in production Australian producers have the capability to meet specific food demands (Halal, Gluten-Free, Organic etc.) Reduced exposure to a single market Australia has a strong reputation for high quality, safe foods Being in Australia, we have counter seasonal opportunities 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

BARRIERS TO EXPORT GLOBAL INDUSTRY BUSINESS 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

Local Content Requirements Tariffs GLOBAL TRADE BARRIERS Subsidies Local Content Requirements Export / Import Licence Requirements Quotas Non-Tariff Barriers 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

ORGANIC INDUSTRY BARRIERS Scale and continuity of supply Brand Communication Lack of Market Research Fragmentation and Lack of Cohesion (Gov & Industry) Skillset, knowledge, experience of potential exporter 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

Weak Domestic Market presence Inability to Commit Resources BUSINESS LEVEL BARRIERS Short-term Commitment Cash Flow Sustainability Weak Domestic Market presence Absent Export Plan Low Export Expertise Inability to Commit Resources 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

AT AN INDUSTRY, BRAND & BUSINESS LEVEL COMMUNICATION IS KEY AT AN INDUSTRY, BRAND & BUSINESS LEVEL 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

BERLITZ AD 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT Video link: https://www.youtube.com/watch?v=x9wJxZc2KF8 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

WHERE’S YOUR BUSINESS AT? 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

QUESTIONS? 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

ORGANIC EXPORT FORUM & NETWORKING EVENT APPROACHING BUYERS

MARKET KEYS 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

MARKET ENTRY STRATEGIES Australian Based Consolidators Sell in AUD Consolidate to save freight cost Little paperwork Deal with Australian business Lose sight & control of value chain Indirect communication with customer Unlikely to visit market 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

MARKET ENTRY STRATEGIES Australian Based Agency Transact direct (sometimes) Save on overhead Performance-based Paying commission to agency indirect communication with customer Unlikely to visit market 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

MARKET ENTRY STRATEGIES in-market based agency Transact direct Save on overhead In-market contact Performance-based Paying commission to agency Indirect communication with customer 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

MARKET ENTRY STRATEGIES In-market importer / distributer Local knowledge In-market logistics In-market contact importer can manage multiple channels / customers/ accounts Need to allow another margin in the value chain Indirect communication with customer 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

MARKET ENTRY STRATEGIES Direct-to-Retail / Food service Buyers Margin advantage Lower RRP on shelf Direct feedback from customer Multiple export accounts Overhead to support account management Direct requests for A&P support No one in market is managing your brand. 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

MARKET ENTRY STRATEGIES Overseas Branch Office / Subsidiary Feet on the street Control entire value chain Claim local deductions e.g. VAT High investment cost to establish Overhead to support and talent to recruit/train/retrain 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

MARKET ENTRY STRATEGIES E-Commerce Increasing middle class in Asia and the Middle East; greater propensity to purchase online Expansion of online shopfronts Increase of refrigeration & logistics Lower individual business outlay Protection of IP/counterfeit risk Online promotion strategy Profit & cost analysis Product recall Warehouse (stock & expiry) Price competition Government regulation - CIQ 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

BUYER SELECTION CRITERIA Efficiency & Scale Leverage Capability Need Open Reputation Conflict of Interest Knowledge Opportunities References 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

RECONNECTING WITH CLIENTS 6 CALLS Sales representatives should be calling each lead 6 TIMES. With 6 calls, you get 90% of the value from your lead! Insidesales.com 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

ABCDE of USP A B C D E IS IT DVERTISED? IS IT ETTER? IS IT HEAPER? IFFERENT? IS IT MORE E FFICIENT? 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

USP EXAMPLE 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT Cape Grim Video: https://www.youtube.com/watch?v=mKXj8fg-cTQ 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

THE GADDIE PITCH 1 2 3 YOU KNOW HOW... WELL, WHAT WE DO IS... State your major customer problem and/or opportunity 2 WELL, WHAT WE DO IS... State the solution, along with its benefits and features 3 IN FACT... A truly unique attribute to your product/offer/solution 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

VISITING THE MARKET 2019 | AUSTRALIAN ORGANIC https://youtu.be/UlLdM2NbV0E?t=53 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

UPCOMING MARKET VISITS INDONESIA & SINGAPORE MARKET VISIT PROGRAM 29TH April – 4TH MAY 2019 KOREA & TAIWAN MARKET VISIT PROGRAM 19TH MAY – 25TH MAY 2019 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT

Q A 0448 054 234 NAJIB@EXPORTCONNECT.COM.AU www.linkedin.com/in/najiblawand EXPORTCONNECT.COM.AU 2019 | AUSTRALIAN ORGANIC EXPORT FORUM & NETWORKING EVENT