I would like to hear every idea for penetrating international markets
so that I can find both buyers and sellers.

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Request for Question Clarification by livioflores-ga on 04 Jun 2002 23:12 PDT

wich markets?
Can you specify?

Hi! Thanks for this very interesting question.

There are multitudes of ideas regarding success in international
market penetration.

The following ideas I have gathered from different articles and
websites. I have included the links for the different ideas generated.

1. Use Localization strategy
(http://www.thestandard.com/article/0,1902,19012,00.html)
2. International franchising
(http://216.239.39.100/search?q=cache:G_9imWjhY3YC:www.cbs.dk/departments/int/publications/wp_1999/wp5.pdf+%22international+market+penetration%22+case+studies&hl=en)
3. If you are in the IT business or other industries the following
could be of help:
     a.	License your technology to international companies
     b.	Find niches in different markets for your technology.
(http://www.hltcentral.org/page-969.0.shtml)
(http://www.trade.gov/exportamerica/SuccessStories/03_02ss2.html)

4. Create an Export Plan: (http://exportsource.gc.ca/pdf/step_e.pdf) 
5. Partner with established local companies in your industry.
(http://216.239.35.100/search?q=cache:e4hza4cn4Z4C:www.spr.it/NewFiles/bracco.html+%22penetrating+international+markets%22&hl=en)

6. Build personal relationships with your different international
markets. (http://www.cinstmarketing.ca/publications/v2i2/v2i2building.htm)

This website gives the basics in order to get into international
markets:
http://www.arts.it/zeitgeist/InternationalPenetration.htm 

Evaluate your company first before making that big step.
http://exportsource.gc.ca/heading_e.cfm?HDG_ID=6 
http://exportsource.ca/heading_e.cfm?HDG_ID=578 

The SBA has different programs to help exporters enter international
markets.
http://www.sba.gov/oit/exportexpress.html 
http://www.sba.gov/oit/finance/ewcp.html 
http://www.sba.gov/oit/finance/programs.html 
http://www.sba.gov/oit/financearticle.html 

Sample Client Discussion
http://www.sba.gov/OIT/koreacrest.html 

The following are case studies that shall be of interest to you.

Foreign Operations Mode and Combinations and Internationalization
http://216.239.35.100/search?q=cache:D1gf8UPiptkC:www.cbs.dk/departments/int/publications/wp_1999/wp6.pdf+%22international+market+penetration%22+case+studies&hl=en

Regulatory and Economic Aspects of
Accessing International Markets by MARGARET G ADSBY
http://216.239.35.100/search?q=cache:UpufhaYmAC0C:www.agbiotechnet.com/nabc/nabc9/0763_18.pdf+challenges+%2Bin+%22entering+international+markets%22&hl=en

Greece: Extra virgin territory
http://www.greece.gr/BUSINESS/FoodAndDrinkIndustry/extravirginterritory-1.stm

Search terms used:
International global market penetration

I hope this would help you in your research. If you do need further
clarification please do not hesitate to do so. Thanks for being a part
of Google Answers.

Regards,
Easterangel-ga

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Request for Answer Clarification by joel1357-ga on 05 Jun 2002 00:39 PDT

Those are very good resources. The line of thinking that I have been
on has been things like: The yellow pages, mobile phone directories
for businesses, different types of internet research including but
certainly not limited to using search engines, subject directories as
well as Chamber of Commerce, U.S. Embassies, newspapers etc. Could you
take my ideas and run through that line of thinking to see what other
ideas/avenues you can come up with?

Thank You,
Joel

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Clarification of Answer by easterangel-ga on 05 Jun 2002 02:07 PDT

Hi. Thanks again. I will try to improve on the answer as I go along.

This link describes the EUs framework on the telecommunications sector
including directory publishers. It talks about the problems with
International accounting rate system, universal service.

http://216.239.33.100/search?q=cache:lKVcJBWUF6wC:itc.mit.edu/itel/pubs/kiessling_paper.pdf+%22directory+publishers%22+%22international%22+penetration+case+study&hl=en

In this link by joining the YPPA US advertising clients of a
particular Yellow Page publisher will have one source for their
national and international yellow page placements. The article
describes it as

"More international publishers are joining YPPA, which makes it easier
for U.S. based clients (through their CMRs), to advertise overseas.
These clients can have one source for their national and international
yellow page placements. With directory coverage and additional tools
provided to CMRs, advertisers have more information available to help
them select the appropriate books as easily as they choose directories
in the U.S. Some international directory publishers offer dual
language directories, which provide more choices for the advertiser."
(http://www.yellowpageblues.com/international.html)

about YPPA:
http://www.yellowpageblues.com/YPPA.html 

For international circulation for the directory Ginsburg & Company can
help.(Its in the middle of the page)
http://www.dpfn.com/member/vendors.shtml 

The following website page says that International directories become
better when they are restricted to a specific sector.
http://www.eadp.be/main1/Directory_Story.htm#International 

I do hope that this satisfies the question If not please tell us so
that we could help further. Thanks again.

Thanks with your help on the clarification question.  You had some
good ideas and websites to offer.  Combined with all the other
responses, I know which direction I will start.

Hey,

It is a very challenging question,isn't it? I think numerous
businessmen want to know the answer. But you know you can come to this
amazing Google for information, you already took the first clever
step.

Good luck.
Joe

Soccer Events... Most of the world loves soccer and we in the US don't
think about, nor fully understand the huge pull soccer events have.
But the rest of the word does!

Look at advertisments with soccer events in the areas you are going
into.

webadept-ga

Joel1357:

Great question...

From personal experience having marketed products to every country in
the world, the fastest penetration and exposure is to exhibit at trade
shows. These shows are often expensive in terms of time and effort but
direct your product or service to distributors, importers, and/or
agents all at one time.  You can locate specific trade shows by
country or by region at several sites on the Internet....BUT.....I
also find that subscribing to industry specific magazines (often free)
will give you clues for which ones have the greatest attendance and
how they are targeted.  Some trade show links are as follows:
   http://www.globalsources.com/TRADESHW/TRDSHFRM.HTM

   http://www.ring.net/~perfec/euroexpo.html

   http://www.techweb.com/calendar/

   http://www.tscentral.com/

The key to having a successful trade show is in the creative
presentation of your material, being gregarious, creating a 24 hour a
day working/networking experience, and excellent follow up.  The last
suggestion (follow up) is more time consuming than the trade show and
is often where most marketer's fall down.  Nothing happens without the
follow up since there are a lot of tire kickers who need to be
separated from the true buyers.

There are many marketing techniques to choose in international
marketing.  I generally tried to avoid the importer going instead to a
large distributor per country or region as my first overwhelming
choice then settling for agents if necessary. Of course, it is
difficult to generalize and knowledge of the product or service will
help to develop a targeted rather than a scatter gun approach.

If you would direct me to the industry or service which you wish to
target, I'll do a search for you to get specific information which you
seem to desire more than links.......

Often, the secret to domestic entrepreneurial success is "selling the
foreign rights"...Good luck in your venture.

seedy (Clemente)

Joel1357:

With regard to trade shows, often there are USA group booths which can
provide lower cost space than going it on your own...OR....the US
Government DOC provides MONEY to help defray your cost if the ideas
are in the forefront of technology.  At least it did when I was doing
this for 37 years....now fully retired.

seedy

Hi Joel,

You posed a short question but a huge one; there are whole university
courses on just starting to come up with an answer!

What ever you do, DO NOT spend any money promoting a product or
service in any market until you have figured out exactly how you will
deliver it and how you will get paid! (It's fine to work it out on the
fly if an opportunity drops in your lap, but very expensive to promote
then panic!)

Before you take action think hard on the benefits that your
product/service brings to its users.  Then define the common factors
which unite customers seeking these benefits.  For example people do
not buy a washing machine, they buy something that cleans clothes to
make them comfortable and socially acceptable…in an advanced region
with good power and water supplies a washing machine meets that
desire, in a less developed area a bowl and wash board would meet the
need to clean clothes(Although not necessarily the desire for
automatic time saving washing!).

Once you know who your potential customers are you can locate them and
devise plans to attract their interest in your products and move them
towards a purchase decision.  Think of the sale process and of all
promotional options, Press activity, direct mail, Internet
(Obvioulsy!) personal sales, representatives, adverts etc.  Test them,
refine the creative approach and test again, then stick with what
works! (Look at what the local competition does!)

Do not make the mistake of assuming that what works in one market
works in all. (Think of the PEST factors of each potential market -
Political, Economic/Environmental, Social, Technological.)  Even
within a country there can be radical differences between regions,
which alter tastes and buying patterns, let alone across national
borders. Look for and exploit similarities with your home market and
play to them.  Many US/Australian/Canadian companies test the water by
exporting to the UK first as a step into Europe as the lack of a
language barrier (Perhaps I should say reduced barrier!) and broadly
similar business culture makes things simpler.


I can appreciate that you are reluctant to fully disclose details here
but more information on what you want to sell would help to make more
specific suggestions.

I would suggest contacting your government's trade department and
seeking the assistance of their export promoters.  It is confidential
and they have contacts information and experience, which you can draw
upon free or cheap.

Happy exporting!