Barriers for new exporters Lack of experience / knowledge Lack of market information Lack of customer contacts Lack of references Lack of distribution channels Skill & Financial investments high Lack of company image Low production volume /large export volume Counteractions from the competitors Buyer resistance to change supplier By courtesy of: Dir. Matti Tervaskanto / Noptel Oy

Barriers for new exporters, cont. Customs, taxation, regulations Documentation costs Different standards Currency - costs and risks Financing needs and costs Long payment time, risks Communication problems, language, distance Cultural differences “Negative” imago, unknown foreign company Political and social differences Legislative differences By courtesy of: Dir. Matti Tervaskanto / Noptel Oy

Some public info sources & internet Own/Foreign Embassies / Consulates => “Trade” Foreign trade associations (Finpro) University libraries Research institutes (VTT, ETLA, VATT) Statistic centres (EU, OECD, UN, WB) Custom (HS, SITC, CN) Patent offices Product acceptance authorities (SFS) Other authorities (Tekes) Company registries and stock exchange Camber of commerce Branch unions (TT, MET, RTT) Commercial representative offices International organisations (OECD, UN, UNCTAD, IMF, WTO, NAFTA, ASEAN) Banks (WB, EBRD, ADB, EIB, NIB, NEFCO) Training institutes (Fintra) By courtesy of: Dir. Matti Tervaskanto / Noptel Oy

Some commercial info sources Media companies Market information brokers Media monitoring services Marketing research services Banks and investment banks Market information banks Market information services for branches Market information services for customers Credit information companies Company catalogues Publishers Consultants Training institutes By courtesy of: Dir. Matti Tervaskanto / Noptel Oy

1) Desk study …at home Company’s own sources …(80/20)… Public sources Commercial sources Expert interviews in home country Inquiries from home country Analysing the material Preparing the field study By courtesy of: Dir. Matti Tervaskanto / Noptel Oy

2) Field study Acquiring info, literature etc. –public/commercial sources, B2B networks Expert interviews in/of target market –commercial companies, own country companies, partners, own activity, leisure clubs = lions, rotary, expatriate clubs… Observations –shows, fairs, conferences, shops, customers On site research –market research, P2P interviews By courtesy of: Dir. Matti Tervaskanto / Noptel Oy

Business intelligence cycle Definition of required info Systematic and effective acquisition Delivery to decision makers Analysis Interpretation and conclusion Screening of essential information Business environment By courtesy of: Dir Matti Tervaskanto / Noptel Oy

Non-balance of the quantity and value of info Quantity Value Own Contact network Public sources By courtesy of: Dir Matti Tervaskanto / Noptel Oy Time ======  …”80/20”…