1. Export Marketing Plan, purpose, structure and recap Expro Engineering The Hague, November 2013 Martin Bitter Exportant Consultants Ltd.

2. Recap !!!!! Your assignment before travelling to The Hague: 1.Attend 3 online meetings 2.Write the first version of the first 3 Steps of the Export Marketing Plan Expro Engineering, November 2013

3. Your experiences??? Expro Engineering, November 2013

4. What actually happened?

5. The results…. Expro Engineering, November 2013

6. The Results…… 21 out of 33 companies sent in all assignments : 64% 12 companies missing 1 or more assignments  ( 5 missing all!!!) ( 4 missing 1 ) ( 5 missing 2 )

7. The Champions of PREPARATION are……….

8. Tomeco Expro Engineering, November 2013 Thermosole Noorani Mehran Lucky Plastics Elektro Control Ind. AN Engineering Anh Thy Sanford Mesco Fasteners Inc. Alpha Techno LeGroup Hong Ky EMTC IPI Fravinz Risan PT Bakom Sherani Landhi

9. Observations  Very short answers, eg yes/no  Use questions as coat hangers to elaborate on the subject.  Tip: if questions are removed, you should still have a coherent text.  Research shows: Then please show these figures or data bits on which you take your decision  3 assignments: 3 separate documents, please integrate into ONE  I feel…. Is ok if you can substantiate later… (figures and facts) Expro Engineering, November 2013

10. The Export Marketing Plan 10 Expro Engineering, November 2013

11. The EMP a very useful tool for newcomers in the arena of internationalization, entrepreneurs who already have a market presence in foreign markets. a marketing and management instrument sound, logical and fact-based decisions. structuring and systemizing approach of new markets or expansion in existing markets. integrated part, or extension, of your company's business plan. A way to grab opportunities at the lowest cost. Expro Engineering, November 2013

12. The EMP  Your company and your role in the supply chain  The opportunities for your company in the export market  Who are your possible clients  Where to find these clients  How to get to these clients  Predict the profitability of the export venture Expro Engineering, November 2013

13. Structure  STEP 1: Situation analysis, own company  STEP 2: Opportunities & Market research  STEP 3: PMC & Market entry strategy  STEP 4: Action plan and budget Expro Engineering, November 2013

14. The Structure Expro Engineering, November 2013

15. Making sense of the EMP Expro Engineering, November 2013

16. The EMP Step 1: Intro & Mission Step 3: PMC / MES Step 2: Market assumptions Step 1: Current market position / S-O strategy Step 2: Industry trends Step 3: Export objectives Step 3: Management Step 4: Action plan Step 4: Budget & forecast Situation analysis Market research Market entry strategy Action plan & Budget Expro Engineering, November 2013

17. Focus Define very clearly: What you offer What are your USP’s What’s in it for “THEM” ? The ?? What the market expects: clear offer and advantages from an expert Focus results in easier marketing and promotion Lack of focus: loosing opportunities? Expro Engineering, November 2013

18. EMP contribution comments Your coaches have read your contributions and communicated with many of you. Summary: Commentary by Jan and Peter, General remarks on swot, internal / external view on basis 5M and STEEP, trends & MR. Expro Engineering, November 2013

19. GROUP WORK Participants comments Give us your experiences with your work on: Step 1 Internal view Step 2 External view / Market and Industry trends Step 3 Product-Market combinations / Market Entry strategies