Export Development Camp

We have a great experience in the export projects conducted by Chambers of Commerce and Industry and Exporters’ and Businessmen’s Associations. Therefore, we aim to transfer know-how by increasing the export volume of the members improving their export systems.

After training programs, some of the participants usually have difficulty in putting the theory into practice or that they feel unmotivated in their work environment. Thus, we have developed a consultancy program that will encourage participants to use what they learn at the training in their everyday lives.

We strongly believe that this program is ideal for the consultancy activities which can be carried out at the end of UR-GE Project (Supporting The Development of International Competitiveness). In this way, participant companies will be able to get the maximum benefit from projects by fully taking advantage of the state subsidy.

Professional committees and companies from the different industries that aim to start export activities can make use of this consultancy program. The scope of this program is as follows;

A. EXPORT CHECK-UP:

  • Face-to-face talks with all the companies and gathering information on site about the way they run their export sales and operation prices
  • Gathering information about the difficulties and challenges the companies encounter
  • Reviewing the process and paperwork regarding the export activities in the previous periods
  • Analyzing their way of finding new customers
  • Analyzing their current markets and customer profiles

B. MARKET RESEARCH & IDENTIFYING TARGET MARKETS

  • Reaching out to the following information to run a target market research for the products of companies
  • Determining the company’s products or the top import countries of similar products
  • Determining the company’s products or the top export countries of similar products
  • Making an international analysis of industrial competition for the company or similar products
  • Market shares of the Turkish products and the products of rival countries in the target markets
  • Collecting information about the features, price range and conditions of the products that are exported by rival countries
  • Identifying the strengths and weaknesses of the company’s products in comparison to the rival products
  • Evaluation of target markets with regard to the products of rival countries
  • Making a trend analysis of export rates of the target markets based on the international and Turkish market
  • Rate of customs duty applied by the target markets on the Turkish products
  • Markets that impose lower taxes or no tax on the Turkish products
  • Markets that impose lower taxes on the Turkish products comparing to the products of rival countries (if there are any)
  • Determining necessary documents, certificates etc. during the export operations from Turkey to the target markets
  • Creating the matrix under the supervision of instructors after all the above mentioned information is gathered 

C. ORGANIZING MARKETING MIX

To make the decisions stated below, we will conduct a study about the products of companies in collaboration with the managerial staff.  This study will be based on the information gathered during our market research.

C.1. PRODUCT DECISIONS

  • Features, quality and design of products
  • Branding decisions
  • Packaging decisions
  • Terms of Guarantee

C.2. PRICE DECISIONS

  • Determining discount and price strategy of supply parts or additional services

 C.3. DISTRIBUTION DECISIONS

  • Logistical planning: Decisions related to shipping, storage and management
  • Planning of the distribution channel: Direct channel of distribution, indirect channel of distribution, mixed channel of distribution

C.4. INTRODUCTION DECISIONS

  • Advertising decisions: decisions related to budget, channel and message of advertising
  • Decisions regarding sales promotions

D. DETERMINING POTENTIAL BUYERS IN THE TARGET MARKETS

D.1. IDENTIFYING THE PROFILES OF POTENTIAL BUYERS

  • Determining the potential buyers of the company’s products with the participation of managerial staff
  • Classifying potential buyers if it’s possible
  • Deciding which buyers will bring more profit to the company

D.2. DETERMINING THE COMPANIES ACTIVE IN THE TARGET MARKETS THAT ARE IDEAL FOR THE PROFILES OF POTENTIAL BUYERS

We will conduct an online study to create a list of the potential buyers by using the following resources:

  • Free resources providing a list of potential buyers based on HS Code
  • The resources of the Ministry of Economy
  • Paid resources selling the lists of real importers based on HS Code
  • International Commercial Directories
  • Exhibitors lists of fairs
  • Trade registries of countries
  • Electronic market places
  • Chambers of Commerce and Industry

By using the above mentioned resources, our instructors will prepare a list of at least 100 potential buyers for each company.

D.3. CLASSIFYING POTENTIAL BUYERS BASED ON A PARTICULAR SET OF CRITERIA

Classifying potential buyers based on:

  • Location 
  • Industry 
  • The size of companies

D.4. CONTACTING POTENTIAL BUYERS IN THE TARGET MARKET

- D.4.1. CONTACTING POTENTIAL BUYERS IN THE TARGET MARKET THROUGH E-MAIL

  • Preparing introductory scripts in English
  • Suggesting e-mail marketing programs that send out mails with one click to all of the companies listed in the database of potential buyers
  • Teaching how to identify and reach out to the companies that read the mass e-mails and visit the web pages by clicking on the link
  • Doing an initial study and establishing the system if demanded by the company

- D.4.2. CONTACTING COMPANIES IN THE TARGET MARKET THROUGH TELEPHONE

  • Calling the companies listed in the potential buyers
  • Introducing the company verbally in English
  • Informing the other party about the key strengths of the company
  • Explaining the benefits of collaboration between the company and potential buyer
  • Finding out whether the potential buyer engages in export activities, if yes, determining their export capacity 
  • Collecting information about suppliers and average price they offer
  • Consultant will assign homework to employees, set targets and track the progress personal 

- D.4.3. MAKING OFFERS TO THE COMPANIES IN THE TARGET MARKET 

  • We will hold talks with the potential buyers to understand their needs and find out which products they have bought before
  • The company makes offers for the product that will meet the needs of the buyer
  • The company will track the offer three times for each offer
  • Consultant will assign homework to employees, set targets and track the progress personally

- D.5. ESTABLISHING A CRM SYSTEM

  • Choosing a CRM software in line with the purpose
  • Exporting the data regarding potential buyers to the CRM software
  • Exporting the data regarding the talks hold between the parties, details of bilateral visits and offers
  • Creating an active system that the company can effectively use even after they stop getting consultancy services
  • This study is particularly important in terms of keeping customers acquired during the consultancy program within the company and creating a registry for talks and customers. This also helps the company to run export activities free from its staff.