WHAT TO ASK YOURSELF FOR EXPORT SUCCESS
(comparing sales data in the U.S. to
the target market):
Ask yourself these questions specifically as they apply
to your products.
1 What role does environment
EX: How are climate & geographics different than in the
2. Is the target market stagnant or growing?
In a maturing
mkt. price may be the ONLY factor.
3. What are the issues that trigger
Technology may have no effects in market viability.
Does environment affect product usage?
Accustomed usage or strangeness
will point to success.
5. Culture, application, and/or utility
perceived will result in market entry options
Cosmetics may be useless in
a market where makeup is derided.
6. Application (usage) is totally
diverse from the U.S. domestic market.
Fashion as in sunglasses - beach,
ski, city - where are these factors?
7. Who is user? Who is the
Distribution channels, direct, big box, etc. Which
8. Why is the product used?
Will it be the same
over there? Is health a condition, etc.
9. Finally, perception of
As a consumer driven society what we see here as necessity
may be a luxury.
Understanding these nuances will provide an inkling of
how to approach the foreign market for the most successful entry.
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