Description

Intelligence is all you need to find target markets and new customers in exports!

Product-specific training contents are

• Commercial Intelligence

• Target Market Research

• Customer Finding Techniques

• Communication methods is being examined in detail.

Today, when trade is becoming a war, and global competition is now feeling intense in every industry, as the intelligence needed for operations in a real war, the commercial intelligence is also needed to succeed in trade.

In our training, we offer content that is most interested in exports and is described in details and practically, in all aspects of the traditional and new generation methods in the export that each company is doing with their own efforts. In addition, the commercial intelligence methods used to obtain the high-value commercial information we need in export are described also in details.

Within the Commercial Intelligence part, it is possible to high-value information such as;

• Access to financial status and balance sheets of target companies, employee numbers, partnership structures, administrative information, communications,
• Find out real import companies in the world for our product,
• Reach out companies registered in countries’ chamber of commerce as categorized,
• Find out which market contains opportunities before our competitors know,
• Be able to see the export and import details of our competitors,
• Identify our target customers quickly and accurately,
• Be able to find tenders or projects, business-receiving companies, budgets, and technical specifications in the world related to our product or service,
• See the list of visitors to industry-related fairs and exhibitions,
• Access to products’ market unit prices,
• Be able to find solutions to where we have problems in production or in our R&D activities by identifying research and patents acquired around the world.
• Access to industry-related forecasts and analyses for the next years,
• Be instantly aware of changes in customs with Alert and Track systems,
• Finding alternative suppliers to improve the imported inputs of the products we produce for export.
• Access to details of trade in customs of countries, Bills of lading, and shipping documents,
• Obtaining of commercial dynamics of the target market from primary intelligence sources,

Within the Target Market Research part, the following topics are covered in details;

1.Identify the product’s research entries, determine & check the HS code,

2.Market research by analyzing monthly, quarterly and annual data from global databases such as comtrade, trademap, euromonitor World bank and unified nations through input such as  the product keyword or HS code,

3.Recording the relevant data, creating the target market matrix, interpretation and selection of filtering criteria specific to our product, which we need to identify the target market from    the target market matrix created;

4.Markets where our competitor countries lose and their market can be taken from them in the relevant product, 

• Markets where overall imports are being narrowed but our products are still preferred, which means we can be competitive.
• Profitable & near markets
• Missed markets.
• Markets that are easy or difficult to enter.

5. Examine various internal dynamics of the selected target markets; taxes, quotas, non-tariff obstacles, concentration, market growth, unit prices, average supply distance, purchasing power, business convenience indexes, commercial culture, banking system and common payment systems, market trends requested documents and procedures, product-specific sales channels, etc.

6. Research different and alternative supply to improve an imported input product or semi-product that we are producing to export.

7. How to interpret the target market decision-making process by supporting the desk market research with field information.

8. How to access and interpret available market research and industry reports

9. How to use paid sources shown in the course content free of charge,

10. How to make customer and competitor intelligence from identified target markets.

Within the customer finding techniques & communication methods part, the following topics are practically explained with details;

1.Sales channel and target customer profile identification required for customer research,

2.Details of keyword study for research

3.All traditional and new generation customer finding methods in export

• Some of the traditional methods include B2B sites, trade attaché, fairs, web research, websites that list importers, social media platforms such as LinkedIn-Facebook-YouTube, local and foreign sources, etc.
• Some of the new generation methods; Finding real importers through infrastructures that provide customs data, finding customers from databases with company guides, deep web research, international tender & project follow-up, technical product patent research, export-oriented social media usage, etc.

4. How to access the names and contact information of the managers and decision makers of the identified potential customers,

5.Customer communication methods such as what kind of road map should be examined when communicating with customers who are found by the relevant methods, what are the critical points to be considered in communication, how to get in contact with a certain geography, and how the communication process should be recorded,

At what level and how to use for free the paid sources shown in the training are also covered in the training.