International Sales and Sourcing Model Checkpoint INTERNATIONAL BUSINESS TRAINING PROGRAMS
POST-TRAINING SUPPORT
OUTSOURCED EXPORT/IMPORT SALES SERVICES
   

The Export Checkpoint - International Sales and Sourcing Model

Our proprietary 15-Step / 4-Checkpoint model for developing international markets applies to any company, in any industry, in any market around the world.  The Checkpoints are go / no-go decision points based on the information you’ve found to that point, so you can make informed decisions about whether or not to proceed into the next phase.

It’s a fast, easy way of going from as little as simply having an international business idea, to returning from a first in-person visit to the international market which the model helps you select yourself.  It allows you to identify, research, communicate with, and confirm the potential of a target export market before with minimum out-of-pocket expense, before traveling anywhere.  At Checkpoint Three you will decide whether or not the market justifies a personal visit, and you will encounter Checkpoint Four upon your return from the visit, when you should know for sure if and how you can compete in the export market.

This model also applies to Global Sourcing in the import process, because it can also be used to evaluate foreign suppliers.

The Export Checkpoint™ Model offers the following advantages:

  1. Takes you through the four phases and checkpoints on the way to visiting the target export market of your choice personally in fifteen easy steps.  When you’ve passed through Checkpoint Four, you will know if you can compete in that market – and what the steps to success YOU need to take are
  2. Asks you simple yet important questions – your answers will automatically customize the program to your company, industry, and target market
  3. Includes a workbook, so you can progress through the program at your own speed
  4. Includes helpful advice and insights that help you take advantage of our experience
  5. Takes you from little or no international business activity, to your return from your first visit to the international target market of your choosing
  6. Shows you how to spend very little money in the early stages of the process, so you can make an informed decision to travel to the market based on feedback you get from the market prior to travel

PHASE #1 – Checking Your Commitment and Resources      

  1.   Why Export?  You can’t afford NOT to!
  2.   Analyze Your Company:  Do you have what it takes?

 Checkpoint 1:     You can now make a go / no-go decision based on your commitment to – and readiness for – international trade.
         
PHASE # 2 – Finding, Gathering, and Organizing Information

  1.   Preselection of Target Markets:  You already have good ideas!
  2.   Information Requirements:  What you need to know
  3.   Ready:  Where to find the information

Checkpoint 2:     Now that you’ve identified and researched a target market, you can make another go / no-go decision based on what you’ve learned.

PHASE #3 – Targeting & Approaching Potential Business Partners

  1.   Aim:  Preparing for the approach
  2.   Fire!  Making Contact and Getting Feedback

Checkpoint 3:     Based on the results and feedback you’ve received from your potential customers and business partners – before traveling anywhere – you can now make the go / no-go decision to travel to the market.  Until now, no significant hard costs have been incurred.  However, making a “go” decision will mean traveling there personally.

PHASE #4 – Visiting the Market & Evaluating Your Options

  1.   The In-market Visit:  See it for yourself!
  2.   Visit Strategy:  Trade show or sales calls?
  3.   Sales Strategy:  Direct sales or distribution?
  4.   Business Meetings:  Face to face
  5.   Evaluating Business Partners:  Making the right choice
  6.   Culture:  Does it make a difference?

 Checkpoint 4:     The only way to know FOR SURE if you should be operating in a particular market is to travel there.  Now that you’ve seen it for yourself, you have the information you need to make the right decisions on if and how to grow your success there.

EXPANSION PHASE – Planning and Implementing Your International Business Strategy

    • Trip Review and Followup:  Analyzing your information
    • Next Steps:  Moving forward into market expansion

     

“The export training program was excellent.  Dave has a way of combining his experience
with our own situations to find answers and generate ideas that we can act on immediately”.

-Kathleen Keating, London
 

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