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Export Tips

Export Solutions has published more than 250 articles on Export Strategy and building international businesses through distributor networks. We source Best Practices and inspiration from more than 300 Distributor Search projects across five continents. Our goal is to help the industry by providing practical commercial guidance to translate Export dreams to tangible brand presence on the shelves of supermarkets in 96 Countries.

Finance & Logistics: Money Matters Handbook

"Turnover is Vanity,Profit is Sanity,but Cash Flow is Reality". The purpose of an export program is to deliver incremental, profitable sales for our companies. Too many times, this fundamental fact is blurred in pursuit of sticking more pins in our export coverage map. Our activities focus on the glamorous aspects of export: new country entry,distributor sel ...

New Product Launch- Ready Set Grow

Your new product launch is a big deal !The first days are critical if you want to raise a "healthy brand". Read Export Solutions Ten Tips for launching your company for the first time to a new distributor or a new product introduction. ...

Cost Calculation:Global Benchmarks

Our scorecard shares global benchmarks for distributor margin and retailer margin. It also supplies typical costs for logistics,sales, and net distributor profit. ...

Preferred Supplier Scorecard

Distributors deliver their best results for their favorite principals. Our scorecard analyzes supplier performance in 20 areas. How do you rate ? ...

30 New Trade Channels-New Customers?

Export Solutions identified 30 new trade channels representing potential new customers for export managers. View this chart to see our Prime Prospects for your category. ...

Year One Scorecard

Brand Owners and Distributors enter new relationships with great expectations. Most partnerships succeed,but some under deliver leaving both parties disappointed. Export Solutions Year One Scorecard helps both parties align on 15 Year One KPI's. ...

New Channels, New Customers

Sales through conventional supermarekts are flat to decling in many countries. Export Solutions identified 30 new trade channels worth exploring for exporters. These emerging trade channels offer new sales and higher profitability. ...

Reduce Export Diverting

Read Export Solutions Best Practices to reduce export diverting. The chart also identifies 10 "Bad Practices" to avoid ! ...

Export Boot Camp

Export provides a new channel for incremental sales. Chances are that neighboring countries have similar eating habits and may be familiar with your brand.  Emerging markets feature large, young populations, open to treats from around the world. Export Solutions provides a one day Export Boot Camp to get your company Export Ready. ...

New Distributor Checklist

Starting a partnership with a new distributor involves many steps. Our New Distributor Checklist captures key activities to translate your strategic plan to brand presence on supermarket shelves. ...

What I Learned in 2017

2017 has been a good year for Export Solutions, with Distributor Search projects completed in 24 countries, from China to Cuba,South Africa to Israel,Philippines to Peru,Australia to Germany and of course the USA. I source inspiration and best practices from everyone that I meet along the way: Export Managers, Distributors, and hundreds of retail s ...

Hurdling Export Barriers

Export is not easy. World population exceeds 7.4 billion people, including 2 billion people shopping at modern supermarkets. This includes more than 1 billion consumers in emerging countries living better and eating healthier. Global giants like Procter and Gamble and Nestle successfully balance businesses in mature markets while creating expanding footprint ...

Category Review Template

Two page Category Review template. This template can be populated from store checks or analysis of Nielsen data. ...

Year One Launch Plan

Our Year One launch plan template provides a practical format for measuring year one volume expectations, listings, and marketing activities and costs ...

Price Calculation Worksheet

Our price calculation template captures all cost inputs from your factory gate to the supermarket shelf. ...

Money Matters 2018

Today's Export managers devote more time to finance issues than their historical role as international brand builders. Global managers are turning grey from problems in Russia,Brasil, and Venezuela.  It's virtually guaranteed that this month a new crisis will evolve somewhere. Few money issues should come as a complete surprise. Watch for clues in your ...

Making Babies vs. Babysitting

I learned a lot in 2016 through projects completed in 24 countries on five continents. One of the important issues revealed is human resource allocation in the world of export. Our function appears anchored to the title of regional export manager. This export manager is expected to achieve their assigned objectives through a combination of managing existing ...

Export Problems,Export Solutions

Export Solutions provides practical advice to handle tough export issues. Read Export Problems, Export Solutions to obtain guidance on handling pricing and promotion problems and more. ...

What to Tell International Retailers who try to buy Direct

International distributors serve as our best customers. They purchase from us and provide a tremendous service by building our brand with all customers in a country. Some , large, short sighted , retailers attempt to bypass the system though direct purchases. This strategy is bad for the brand and not a good decision for the retailer either. Listed below are ...

5 Steps: From Niche Status to Mass Market Success

Can you resist the temptation to sell to the biggest retailer in a new country first ? Multinationals armed with barrels of money and stacks of market research attack all retailers with a high profile market entry plan for their new products. More likely that your company supplies you with a beloved local brand and a small checkbook to invest wisely. What is ...

Price is Right ?

Consumer pricing is one of the famous "Four P's"of product marketing. Many export managers spend countless hours negotiating wholesale price lists with distributors and retailers. However, this intensity frequently disappears when the discussion shifts to the point of pricing to the consumer. This is unfortunate, because retail pricing is at the critical poi ...

YTIVITAERC

KLIM milk powder is a Nestle product popular when I lived in Saudi Arabia.  Try spelling Klim right to left ( backwards) and you will discover a great brand name for an instant milk product. Apply the same principle to YTIVITAERC and you will discover the theme of today's column. I am bored with the majority of today's brand promotional programs. It a ...

Distributor Contracts: Review and Refresh

Suppliers review their Distributor contracts for two reasons: At the start of a new distributor relationship or when the current distributor has resigned or failed. Most exporters simply revise their standard distributor contract with a new name and make a few minor adjustments when entering a new partnership. Export Solutions frequently reviews distributor ...