Open up your company to international trade

Prepare your development in the export market An export diagnosis will help you define your current situation-organisation and needs both in-house and beyond, before reconsidering or launching your export drive. What products and services can be exported? You should first consider the competitive advantages of your products in the markets considered. Points to be covered are products' "high tech" value, growth potential, interest aroused and price. What can an export diagnosis bring? The diagnosis is a "photo", at a given time, of the strengths and weaknesses within the company, as well as the threats and opportunities in markets. A synthesis of all these elements will help you decide on actions to be taken.

Develop your staff's skills for the international market After the export diagnosis, advice and/or training will be necessary in various fields: marketing, sales, technique, communication, reception. We intend to take part in a trade fair abroad. What can be done to obtain a return on such an investment?   Choose the right fair for its impact on the market involved   Invite prospects, clients and potential distributors   Have bilingual, or even trilingual, staff on your stand, making sure that they are familiar with the way the country goes about doing business. Provide them with appropriate documentation   After the fair, it is vital to follow up contacts to see actions initiated through to a successful conclusion. What administrative procedures have to be respected to get results on the export market? They are financial (means of payment, the risk involved in exchange rates.), logistical (INCOTERMS, transport, packing, insurance.), customs (classification, documentation, duty, quotas .) and legal (sales contract)

	Anticipating your clients' requirements in an international environment

Know your market thoroughly - nothing should be left to chance. Make sure your sales drive is successful! How can I organise benchmarking? Various methods are possible, depending on your activity. Internet, through Newsgroups, may be a first approach. We will study the best possible solutions with you. What language should I use for my documents and correspondence? A knowledge of the language used by your contacts is an advantage; English is the language of business. To communicate successfully, chose the language in which you and your client will understand each other best.